, 1921-07-14
Selling Lane
Incorporated
BY HART


New York he vent over again in his
mind the prospects that waited him,
M 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 mo
tor that would use less current and
deliver more power than that of any
of their competitors. to one of the big
gest manufacturing firms in the city.
On the face of things he should
have been confident. for the Grimes K
Hannaford motor was all that was
claimed for it; but the firm he was
going to see was old-Iine and conserv-
alive they had the "what-was-good-
OBSERVATION-DISCLOSURES : good : enough
now" attitude, n so far all efforts to
sell them had failed.
John Connors was not a salesman;
he was n of the vice presidents of
Grimes & Hannaford, and the entire re-
sponsibility 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. If
ht SuNttCdth ht WIS u l1dut mun IL
he failed-but he did not like to dwell
on that subject.
The train halted at P~oughkeepsle.
Two or three passengers alighted and
more entered the car. Connors
watched them with the idle interest of
a man on a journey till suddenly his
interest focused on the figure of a
girl who had entered the car and was
being guided by h porter to the seat
directly across the aisle from him.
h was good to look upon-a trim
little figure, brown hair showing I'M
der the modish hat, and a pair of the
most d~istracting eyes in the world.
She glanced impersonally mt John Con
nors. settled herself in her seat and
regally accepted the last-minute at
tentions of the porter. John let his
eyes rest on her for a minute. and
then an amazing thing happened. The
girl turned toward him. leaned from
her seat and said calmly. as though
such things were the most ordinary
in the world.
my name is Isabel Guernsey.
Won't you tell me yours?"
"W-why," "A Connors, completely
taken aback. I'm John Connors
I'm" She cut him short.
I'm so glad to meet you, Mr.. Con-
nors. | thought l would introduce
myself at once, as l wanted to talk to
you"
John Connors did some fast think
ing. This was indeed an adventure!
The appearance of the girl across the
aisle precluded any possibility of her
being other than what she looked-a
perfect lady in every respect. He was
obviously blessed of the gods that she
had been so unconventional as to
speak to him. He did not inquire the
reason. but took the gift in the spirit
in which 1t was sent.
do you live in Poughkeepsie?' he
inquired.
No; | was visiting an aunt there
I'VE the week end" 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 pleas
ant meal their intimacy grew. Before
he knew what he was doing he found
himself telling her all about his COM
ing effort to sell Lane Incorporated
his motor. He grew enthusiastic; he
dllated on the good points of the mo-
tor. and explained 1t to her in detail.
She seemed blessed with understand
ing. and asked several questions that
| showed an intelligent interest. 1t was
not till the meal was ended that re-
morse seized him.
"Great Scott !" he said penitently.
i've been doing nothing hut talk
about myself and my troubles. | must
have bored you to DEATH"
Indeed you didn't she replied.
did you say the motor ran On alter
mating current or direct?"
ITS designed 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 "One nun
nerd n Twenty-if' street; Mex stop
Gran Cennali"
"Oh | must get my luggage ready !"
she cried.
But III see you ngain. won't II"
he asked nnxiously.
Eyes. indeed. Soon. | hope. Thank
you 5 % much for telling me about the
motor" And she had gone to super
intend the placing OF her baggage
checks.
John Connors meditated on the won
der of her having spoken TO him, and
thought to himself "She's the most
wonderful girl I've ever seen. The
wny she understood about the motor
was ~marvelousi I wonder when IN
see her agnin-" n sudden thought
smote him. He had not gotten her adj
dressl
vninly he watched for her in the
crowd that left the train ut Grand
Central. but there was no sign of her.
| And NJ hn snmmhi his hninI hnd thnt