The Ocala evening star. [volume] (Ocala, Fla.) 1895-1943, 1919-05-05


"Oh. Barti" gasped Katy, and felt
as IL the world were fading away from
her.
Twelve dollars a week won't sup
port a wife and a home, so I've got to
do better"
But ! am earning five dollars q
week from my sewing" began Katy,
but Bart waved his hand loftily and
with def1niteness.
81 wouldn't let you keep It up after
we are married." he protested. mo.
I've laid out my program, and IT goes.
See here, lovey. know my failings.
Banty' and think, around here, I'm all
fuss and feathers. And know my
strong points. There are some"
Eyes. indeedp cooed Katy gush-
ingly.
"Only am confined to too narrow q
sphere to exercise them proftably."
"What are you going to do. Bartr'
Become q travelling salesman I've
saiesmansnip. 1 don't exactly 'nt In,
but I've struck a keynote"
"And what Is that, dearr'
Individuality. The crack salesman,
the book says, must have that, or fail.
For instance, one mans stunt I'm an ef-
fective oratory. A second wins by
dignity, another by persuasiveness. Ny
stunt is individuality. I'm going TO
make a customer look twice at me
when he sees me. I'm going to have
people say Who is thatr when they
pass me by on the street. One man
VIII smile ut my self-importance. An
other win grin nc my prim appearance,
still another at my strutting pose. All
right, want them to. i plan to at
tract attention. want them to notice
me, remember me, and want to see me
again. Then I'm a made man. Watch
me work the miraciep
Much more the confident Bart I'm
parted TO Katy and much more gtfl to
the head Of the great city firm Of Ar
mold & Co., wholesale dry goods, 20
whom he applied for q position. Their
manager smiled droI1y at the applicant
for a position. Part did not size up as
to capability, In his estimation. This
quaint, volatile specimen Of confidence
I'm guessing what you're thinking"
observed Bart, "and you're dead
wrong. You think I'm a joke. Very
well, try me out and see. You give
your statesmen q drawing account Of
nifty dollars n week. I've saved up
something quite tidy and am able to
finance myself. Give me n bunch Of
samples and q price list I'll do the
rest"
There couldn't be q fairer arrange
ment," agreed the manager. We've
got q district open. The man who
worked it has ret1red,"- and he took
the time to give details as to the same,
although I'm his secret mind he did not
believe that this odd applicant, all
froth and foam an he adtudged him,
would make much Of a success Of II.
Bart went down to Springfield, q
thriving inland city, the center Of the
| territory he was to work. He took q
room at the best hotel, be maid for .
| notice In the leading daily newspaper
| announcing his arrival, he disposed his
sample case invitingiy.
For q week he put In every hour OF
the day between eight and SIX drop
| ping in on the trade. Each day a new
waisrcoat caught the public eye. new
hat ribbon, n new neckt1e. Those glar-
| ing vests were so loud that he was q
point Of prominence a block away.
When he breezed into q store. proprie-
| tor, clerks and customers turned their
| heads to look at him. When Bart be-
gan his volatile. jumping-jack tactics.
he held the eye and attention Of the
| man he was talking to, the latter
amused. interested, hypnotized. By the
end Of the week "Banty" Morton was
n by-word In the town. and merchants
began to look with giadness for the
energetic, plausible salesman who told
| such famous stories, distributed such
excellent cigars, dispensed such glow
ing details Of trade conditions, and yet
| so far had not even lisped the word /:
Buy"
When Bart was all ready he sent out
invitations to every possible future
/ client in the town TO attend "a trade
| banquet at the town hotel. There was
On call for a speech during the function
and Bart gave his guests a trade talk
that convinced them that now or never
was the time to stock up, cheap! Then
he grandly led the way to the room
where his samples were on exhibition
and sent In an order to headquarters
that fairly took away the breath Of the
manager Of Arnold & Co.
Within six months Bart Morton had
smiled. joked and strutted his way
| along I'VE hundred miles. People
talked Of him, waited for his visits
His individuality became an institu
ton, and when he went over the routs
with a charming, happy wife, an en-
4 fhusiastic reception greeted them half