Evening star., 1923-06-03
Very Efficient Secretary Appears at
Turning Point in the Life OF Sales
man Who Was Facing Disaster.

building. The address had been given
him by Mr.. Mcintyre, sales manager
of the New York office, as tha'
of the great Austen-Thatcher Com
nanv manufacturers of harvesting
machinery. He inspected the VIM
dows of the offices on the ground
floor.
On one side of the entrance door
two lawyers held forth. On the other
was the Office of an insurance COM
pany. He passed inside. There was
no elevator, no directory in the mar
row corridor, no janitor in evidence.
Mr.. Hull Strengthened his tall shoul-
ders and began search of the hrst
floor corridor The results were neg
atIye. He mounted to the second
floor. inspecting the names on the
doors. That of Mr.. Austen was not
amonr them. Only the third and last
floor remained.
1t was extremely important to MT
Hull that he should see Mr.. Austen
and secure from him an order, oefore
+he expiration of the business day.
Mr.. Mcintyre had intimated in his
last letter that unless Mr.. Hull pro
duced" some contracts Of Importance
by the end of the month his connec-
ton with the Standard Asbestos
Roofing Company would automat-
ically terminate. 1t was distressing
thought.
1t was like Mcintyre to write him
that Mcintyre had wanted the po-
sition of western representative for
Tom Williams, who was his brother-
in-law. But John Hulrs talk with
Mr.. Shelby, the vice president hao
been sufficiently convincing to secure
him the coveted opportunity. And he
had worked. There was no question
about that, even though the resulting
orders would scarcely serve to cover
his expense account. Luck, 1t seemed
had been against him. On the many
plants he had visited during the past
three months none were ready to do
business Orders for roofing had just
been placed, were to be placed later
but-there was nothing in sight now
Mr.. McIntyres letter had been writ
ten a week ago. 1t was now the Slst
of May. The day before had been a
holiday. John realized that WITHIN
the next half-hour he would have TO
secure contract of respectable size
or lose his position. The grlmness
of his smile deepened as he reacheo
the third floor corridor and began an
inspection of the doors which opened
upon il, 1t was a pity, he renecteu'
that he was SO late, but his unsuc-
cessful interview with the manager
of the cement works had delayed him
an hour longer than he had antlcl-
pated He summoned up all his en-
thusiasm, determined to convince MI
Austen, by sheer force OF logic that
he wanted Standard asbestos roohns'
needed it. could not, in fact, carry on
his business successfully without 1t.
Why talk of bad luck? 1t was only
another name for inefficiency.
X X X X
TITS inspection of the doors along
L the forward part of the corridor
was unsuccessful. AS he turned 10
the rear a young woman emerged
from an office at it's far end and went
toward the stairs. She was a very
trim young woman, wearing very
trim skirt of white linen. In her
hand she carried number OF letters
She was, Mr.. Hull noted, very
pretty-quite the prettiest girl he mad
seen in months. The mere sight OF
her filled him with new courage. A
stenoerapher, or private secretary, he
said to himself, noting the letters in
her hand Instinctively he adjusted
his wilted collar and tie.
AS the girl passed she gave him a
quick, direct look. She did not smile,
there was no suggestion OF flrta-
tiousness in her manner. and yet. In
some intangible way, John sensed
that her look in passing had not been
devoid of interest. Again ne
Strengthened his shoulders, mopped
the perspiration from his brow. AS
half-back on his college team, he had
known many girls who had con-
sidered him worthy of a second look.
1t was pleasant, at this crisis in his
career, to be reminded of it. With
added confidence he resumed his ex-
animation of the remaining doors.
Five of them failed the name Of
Mr.. Austen. The sixth and last bore
on it's glass front no name whatever.
1t was the door from which the
young woman in the white linen
skirt had emerged few moments
before In desperation, Mr.. Hull
pushed 1t open, went in.
There was no one in the outer Of
fee. but a white linen coat hanging
from a hook told it's own story.
Through an open doorway he saw a
handsome, elderly gentleman sitting
at a large f1at-topped desk. Was 1t
Mr.. Austen? Happily no private
secretary was present to bar his way.
He swung open the little gate in the
wooden railing.
will you kindly tell me where
can find Mr.. James Austen"' he
asked.
The gentleman at the desk glanced
up with smile.
"I am Mr.. James Austen" he said
pleasantly. What can 1 do for you?'
John concealed his elation with an
effort. James Austen, president OF
the great Austen-Thatcher Manu-
featuring Company, whose agricul-
tural implements were known the
world over, receiving him as court
eously as though he had been g
valued friend! well-really big mer
were always simple, he reflected
glancing about the handsomely furn-
ished office. Mr.. Austen motioned tc
a chair.
.I represent the Standard Asbesto:
Roofing Company" John said, placing
a card upon the desk, I'VE had some