Evening star., 1938-10-23

the Tupper porch one early evening in July.
1t was hot and close, and splinters of heat
lightning danced across the sky. Mrs. Abbie
Tupper sank with loud grunt of satisfaction
into a convenient cane rocker and proceeded
to fan her broad red face with huge linen
handkerchief.
This weather is fit to melt the hips off a
snake, she declared. Hank Beemer, eh?"
He sounded anxious" Young Bill was
seated on the porch swing. There was pad
of paper on his broad white flannel knees and
a pencil between his fingers.
Mrs. Upper nodded. sod you sound
anxious if you didn't know where your next
meal was coming from. Poor Hank
''One of your inventor frends?"
The rocker Creaked. Don't you get pert
with me. Willie Tupper." his mother warned
him tartly. II get enough of that from your
married sisters 1t takes brains to be an in
ventor. No, Hank wasn't one. That was his
trouble. He was always momentum rider y
Momentum rider"
Always doing the thing that seemed
easiest at the moment. Gosh, how this
weather makes my feet burn No, Hank never
had any vision. He peddled stock before they
had blue-sky laws Worked lot of cheap
pitches Things like that But good-natured,
generous lad when he had it. A bit of a coward.
| met him on the street the other day. He's
fiat broke with carnival act on his hands.
Wanted me to finance it for him
Young Bill grnned. you ought to take
him over to Glorias for dinner some night
when she's entertaining the best people.
Wouldn't Sis swoon?' He paused Frowned.
You - you aren't going into the carnival
business are you, Abbie?" he asked anxiously.
Mrs Tupper chuckled. Mot me. Willie
loaned Hank fifty dollars and told him Id
try to figure out some way to - to get him
back on his feet suppose that was why he
was calling me Hank always had a lot of
confidence in me. met him when was pro-
noting an celess ice cream freezer when you
were in high school, She smiled reminis-
Gently Then her eyes caught sight of the pad
and pencil What you doing? You looked
like poet laureate with bad case of amnesia
as | came up the walk.
Young Bill waved the pad. I'm trying to
iEure out a mover Sales CONTEST lOl olt vi Oul
clients, The Dauntless Rubber Company.
It's a big opportunity for me, Abbie. | mean
it's the first time the firm has allowed me to
work something out entirely on my own. If
figure out something big, it's bound to help
me lot
"A sales contest, eh?" Mrs. Tupper famed
herself vigorously. What's it all about The
old stuff? The company divides its sales force
into two groups called the Blues and the
Grays, or the Yankees and the Indians, or the
East and the West and the side that makes
the most sales in a given period gets trophy
for the achievement or - or trip to Ber-
muda?"
Exactly"
Surprised that old Abbie should know
about such things, eh? Shucks, Willie. in the
years I've been around peddling things to
people that didn't want 'enl, I've heard of all
the pep devices there are, Got any ideas?"
Not yet. Just got the assignment this
morning thought of having the companys
sales force divided into two mythical boat
crews and have them compete -"
odd stuff Willie
How about this: Everything salesman
wears is put on sales quota basis. AT the end
of the contest a big dinner is held If sales
man only sells twenty percent of his quota lets
say, then he could only wear twenty percent
,f bic clot hos to the Marty If he was good he'd