The Clio messenger., 1915-11-05
How Henry's Scheme to Grab
the Darbey Company
Was Frustrated.
WAS REVEALED BY ACCIDENT
Dishonest Agent Of the Trust Was
Exposed and Compelled to Take
Some Of His Own
Medicine.
BY RICHARD SPILLANE.

tHouBH He OWueu only Oue-lulTu VI
the 100000 stock. He had started
the concern, carried 1t along some
| troublesome years, put up the build
ings in which its product was made
and personally engaged every man
employed by the company. He was
hard-working and rather obstinate. He
made knives, forks, spoons, etc. Flat
ware is the trade term for such stuff,
as distinguished from hollow ware,
the name applied to metal pitchers,
urns, cups, etc.
Some years the company paid divi-
dends. Some years it did not. When
the trust was formed Mr.. Darbey had a
chance to be taken in, but, despite the
advice Of some Of his stockholders, he
declined. The terms offered by the
trust were not attractive. In addition,
he preferred to be Independent. He
objected to trusts.
Mr. Darbey looked after the manu-
featuring end and the selling end. He
tried to look after everything. Some
men are that way. Business was none
too good for him after the trust got
| well under way. He felt It's competi-
tion keenly. He had trouble occasion
ally in meeting his pay roll. Fre-
quently he had to ask the indulgence
Of the banks. The more he went to
his bankers, the more they shook
their heads and advised him to reduce
the cost of production or economize
so that he would not have to borrow.
When Mr.. Darbey went out on a
selling trip he usually visited New
York. One of the men at the Hard
ware club was Peter Henry. They
discussed the condition of the trade,
had luncheon together and occasional
ly visited a show. They we're quite
congenial. Every time Darbey came
to New York Henry suggested that
Darbey make him selling agent for
the manufacturing company.
Wanted to Be Selling Agent.
"You ought to give all your time
and attention to the manufacturing
end" he would say. you are a good
salesman, but you ought to stay at
your factory. can do better for you
at the selling end than you can do for
yourself"
Darbey would smile, but would not
answer.
This went on for several seasons,
Henry all the time becoming more and
more pressing in his suggestion about
the selling agency. Darbey had a
suspicion that Henry had a connec-
tion with the trust, but was not quite
sure. Henry never would admit 1t.
One spring when Darbey started
on his usual selling trip he and Henry
met, as was customary. Darbey was
rather downcast. His banks had
warned him they would not carry him
much longer unless conditions i'm
proved. Conditions were not improv-
ing and there were no signs that they
would. Darbey spoke without reserve
and explained the whole situation to
Henry. That gentleman said little un-
til Darbey finished. Then he. spoke
plainly.
you cannot go on this way, Oar
bey," he said. you will have to do
as I have told you many times. You
must devote your attention to the
manufacturing end. You will have to
make me the New York selling agent.
l will take over all your product and
market It. That will relieve you in
money matters.
"I will make prompt payments and,
IL necessary, make such advances as
you require. The way you are going
there Is nothing but disaster to result.
1t is all very well for you to think you
can run this concern In the old way,
but you cannot. You will have to con-
form to modern methods. You per
sonally cannot both manufacture and
sell. You are all right for manufac-
turing, but you are not all right for
selling. Now we had better talk over
the arrangements for marketing your
stuff through me-"
Henry Had Bought Control.
Darbey didn't like the tone of Hen.
ry's speech and said SO.
you are talking as II you were Civ.
ing orders instead of advice" he said
Henry smiled enigmatically.
Il am giving ORDERS" he said. 81
have right to-"
What" exclaimed Darbey
THAT Is what I said," was Henry's
rejoinder. II have bought control OF
your company. I have been picking
up the stock for some time. I got II
cheap. You are working for me now
and / want this business conducted
according to my IDEAS"
Darbey gasped.
Henry continues: Il mean to con.
duct this business on business lines,
not as a oneman concern. You can
look after the shop up in Connecticut.
will look after things down here.
You will be relieved of all anxiety. I
am going to charge 20 per cent for
selling. How does that strike your"
1 srIt a.. - vatH Tlo xtov eTk