The Press., 1921-10-27
Selling Lane Incorporated
By FREDERICK HART


 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. 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 x Hannaford motor was all that was claimed for 1t; but the firm he was going to see was old-line and cOnServ- ative; they had the "what-was-gOOd- enOugh-ten-years-agO good enough now" attitude, and so far all efforts to sell them had failed.
 John ConnOrs was not salesman; he was one of the vice presidents or Grimes & Hannaford, and the entire re- spOnslbility 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 ne Su(NESuCu was o AAeaNN A'N- he faiIed-but he did not like to dwell on that subject.
 The train halted at POughkeepsle. 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 girl who had entered the car and was being guided by the porter to the seat directly across the aisle from him.
 She was good to look upOn-a trim little figure, brown hair showing un- der the modIsh hat, and pair of the most distracting eyes in the world. She glanced Imperson8lly at John Con- nOrS. settled herself in her seat and regaIly accepted the last-minute att 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," said COnnOrs, completely taken aback. "rm John COnnors. I'm" She cut him short.
 "Tm so glad to meet you, Mir. Con- nors. 1 thought 1 would introduce myself at once, as 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 precIuded any possibility of her being other than what she fOOked-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 fin which 1t was sent.
 Do you live in Poughkeepsie3" he inquired.
 "NO; l was visiting an aunt there over the week end" In ten minutes they were fast friends.
 It 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 dilated on the good points of the mo- tor. and explained It to her In detail She seemed blessed with understand ing and asked several questions thai showed an intelligent interest. It wa: not till the meal was ended that re morse seized him.
 bo IX. "I've been doing nothing but tall about myself and my troubles. 1 mus have bored you to death !"
 indeed you didn't" she replied "Did you say the motor ran on alter hating current or direct?"
 Its designed for either" replied COnnors. But don't let's talk about the silly motor any more. Tell ms about yourself"
 There's not much to tell" she be gan when the porter called "One hun nerd n Twenty-tif' street; Mex stol Gran Ccnnal!"
 "Oh! must get my luggage ready ? she cried.
 But I'll see you again. won't IF he asked anxiOusly.
 Yes indeed. Soon, l hope. Thank you so 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 wOm der of her having spoken to him. and thought tO himself: She's the most wonderful girl I've ever seen. The ba ,tR,HnrStnn6 nh ha was marvellous! 1 wonder when I'll see her again-" sudden thought smnte him. He had not gotten her atI- dreSS
 Nuinly he watched for her in the crowd that left the train at Grand Central, but there was no sign of her And as he sought his hotel bed that night his thoughts were more con cerned with the charming person ht nad met and lost than with the prob lem of how to sell Lane Incorporated on the morrow.
 But next morning his thoughts wer, back on business. He had an appoint ment with the directors of the cnEJ pany at ten. At nine-fifty-nine h. handed in his card. and as the clocl struck the hour he was shown int the directors room. And he had hard ly said Good morning, gentlemen. when he stood in stunned surprise. A the head of the table sat the girl o the trafnl
 One of the men was speaking H. heard him as In a daze.
 Mir. Connors, we have decided {, accept your motor. Our secretary ant treasurer, Miss Guernsey. tells us tha she talked with you on the way dOwI and that you have convinced her tha this company needs the product O Grimes & Hannaford in its business If you will give us the specifications for complete installation"
 AS In a dream John ConnOrs fOunC