The Topeka state journal. [volume] (Topeka, Kansas) 1892-1980, 1921-06-17
Eoening Story
Selling Lane, Incorporated.
BY FREDERICK HART.


John Connors was, worried. AS the
tram bore him nearer and nearer to
New York he went over again in his
mind the prospects that awaited him
and he was bound to admit that they
were slender as far as his success was
concerned. His firm had sent him to
introduce their latest product, a motor
that would use less current and deliver
more power than that of any of their
competitors, to one of the biggest
manufacturing firms in the city. On
the face of things he should have been
confident, for the Grimes & Hanna
ford motor was all that was claimed
for it; but the firm he was going to
see was old-line and conservative;
they had the as-good-enough-
ten-years-ago-is-go od-enough-now' at
titude, and so far all efforts to sell
them had failed.
John Connors was not a salesman;
he was one OF the vice-presidentS of
Grimes & Hannaford, and the entire
responsibility of the sale had been
placed on his shoulders. He knew
that If Lane Incorporated could be
sold on the new motor the entire New
! York territory would fall into line. II
| he succeeded he was made man: il
he failed-but he did not like to dwell
on that subject.
The train halted at Poughkeepsie.
Two or three passengers alighted and
more entered the car. Connors watched
| them with the idle interest of man
| on a journev till suddenly his interest
focused on the figure of girl who
| had entered the cara and was being
guided by the porter to the seat d.
rectIy across the aisle from him
She was good to look upon-a trim
little figure, brown hair showing I'M
der the modish hat, and a pair OF the
most distracting eyes in the world
She glanced impersonally at John Com
| nors settled. herself in her seat and
1
tentfons of the porter. John Jet his
eyes rest on her for a minute, ana
| then an amazing thing happened The
| girl turned toward him, leaned from
| her seat and said calmly, as tho such
things were the most ordinary in the
my name is Isabel Guernsey.
Won't you tell me yours?"
taken aback, I'm John connors.
Tm-'' she cut him short.
I'm so glad to meet you, Mr.. CON
nors I thought I would introduce
myself at once, as l wanted TO talk 10
YOU
John Connors did some fast think
ling. This was indeed an adventure!
The appearance of the girl across the
aisle precluded any possibility OF her
being other than what she looked
perfect lady in every respect He was
OBVIOUSLY blessed of the gods that she
lspeak to him. He did not inquire the
reason, but took the gift in the spirit
lin which it was sent.
DO you live in Poughkeepsie ?" he
inquired.
mo; l. was visiting an aunt there
| over the weekend" In ten minutes
| they were fast friends.
| 1t grew dark. Connors suggested
dinner, and they sought the dining
car He ordered for her, and over the
pheasant meal their intimacy grew.
before he knew what he was doing
he found himself telling her all about
his coming effort to sell Lane 1ncor-
kporated his motor He grew enthusi-
fastic; he dilated on the good points OF
Athe motor, and explained it to her in
Il detail. She seemed blessed with I'M
4 derstanding, and asked several ques-
tions that showed an intelligent in
Iterest. 1t was not till the meal was
ended that remorse seized him.
/. f'Great Scott!' he said penitently
I''I've been doing nothing but talk
iabout myself and my troubles. must
have bored you to DEATH"
Indeed you didn't" she replied
Ibid you say the motor ran on alter
mating current or direct?
cts desisned for either" replied
Connors. "But don't let's talk about
the silly motor any more. Tell me
about yourself
There's not much to tell she be-
gan when the porter called. lone hum
Gran eennal!"
"ohl I must get my baggage ready!'
she cried.
4 but I'll see you again. won't IL
q he asked anxiously.
Eyes, indeed. Soon, I hope. Thanh
Emotor." And she had gone to superin.
ltend the placing of her baggage
checks.
John connors meditated on the won
ders of her having spoken to him, ant
) thought to himself. She's the mos
i wonderful girl I've ever seen. TIT
way she understood about the moto
J twas marvelousi wonder when II
Isee her again" a sudden though
) smote him. He had not gotten he
address!
VainIy he watched for her in tbs
lcrowd that left the train at Grand
central, but there was no sign of her
And as he sought his hotel bed thai
might his thoughts were more CON
cerned with the charming person hi
had met and lost than with the prob
lem of how to sell Lane incorporated
on the morrow.
Il But next morning his thoughts were
: back on business. He had an appoint
ment with the directors of the com
!, pany at ten. At 1853 he handed in hi:
t card, and as the clock struck the houl
t he was shown into the directors room
And he had hardly said Good morn
, ing, gentlemen" when he stood il
l stunned surprise. At the head of tn,
e table sat the girl of the train!
RI One of the men was speaking. H,
heard him as in a daze.
D Mr.. connors, we have decided Il
Ill accept your motor. Our secretary and
treasurer, Miss Guernsey, tells US tina
( she talked with you on the way dow
i and that you have convinced her tina
this company needs the product o.
Il Grimes & Hannaford in its business
n II you will give US the specification
j for complete installation"
e AS in a dream John Connors fount
y himself giving facts and figures. A
/, in dream he signed a contract A
Il draaraa he ehnoE hands with fhi