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The times dispatch. [volume] (Richmond, Va.) 1903-1914, March 12, 1905, MAGAZINE SECTION, Image 30

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Amona the Men who^
Aiiiwitl?vH aa d or Br?in
4* OitttAdt?xlK^t?Aiii
The Eye of the Octopus.
through a System of " Peeping Toms " the Standard
Oil Company Sees the Operations of Its Competitors.
By Merwin Worcester.
WHA"? do you think of iho standard
Oli company and Its mothods?
It may bo a revelation to you to
learn that the Standard Oil com?
pany already knows exactly what
your position is with referonco to tho octo?
pus, Its methods, and Its directorate, pro?
vided you are a personage of mark enough,
to make'that knowledge, worth while to tho
Standard Oil company, materially or sug?
gestively.
For of all tho great trusts of tho time, the
Standard Oil Is virtually alone In the opera?
tion of a system of spying, inquisition, and
small tlttlo-tattling, covering? not..only,'the.
business of competitors, but prying into the !
smallest of individual and community opin?
ions, gauging, measuring, and In tho great
final ofllce of recapitulation a.nd deduction?
striking its trial balances in public opinion
with all tbo accuracy and concern involved
in the distribution of ono of tiio company's
enormous dividends.
How docs the company accomplish all thla
tabulated Information of the state of mind of
Tom, DiCk, arid Harry of the world of busi?
ness?
One might ask in half answer, " How does
it know where every barrel of oil produced
by aa independent shipper goes and where
every barrel sold by every corner grocer from
I Maino to California comes from?"
By tho interminable, unsleeping, never-fal?
tering system of espionage based upon the
philosophy o? the company's founder, "Noth?
ing is too small and Inconsiderable to neglec't
and nothidg too formidable to undertake";
this Is the system through which nothing
I under the sua la new to tho Standard Oil
company.
' 4? *
Peeping Tom Type in Demand.
There is a type of man wa'l recognized in
all civilizations as of the Peeping Tom dis?
position and temperament The full meas?
ure of the typo Is attracted to tlie law, partly
os a profession, but largely because of the
opportunity It offers to become a t^pe ot
dead beat presenting at least a sort of visi?
ble means of support. This means, how?
ever, is not visible, and for a good reason, to
the shyster and his clients alike.
To this Peeping Tom type in tho law the
Standard Oil company looks for much of its
espionage, personal, political, executive, leg?
islative, and Judicial. Certainly this par?
ticular means of support of tho shyster is
peculiarly invisible, and from tlio company's
analyses and deductions and testa of com?
munity temper, quite as much as from the
detail of the businesses of its competitors,
the methods of the Standard are' relaxed,
tightened, or otherwise altered to meet and
suit conditions.
Only a few years ago one of the greatest
Virtuous acts of tho Standard, self-exploit?
ed, concerned some of the Standard's rebates,
drawbacks, and other like details of a great
business so complicated and so distributed
In its vastnesses that somewhere now and
(hen .somebody would-some time almost
necessarily fall into pett> Infractions of law
which tbo head of the Standard OU com?
pany itself could not for a moment sanction
whori it finally was brought to his attention
up the long lines of servants, agents, offi?
cials, and the liko?
? Yes, a few years ago down in Ohio, the pres?
ident of tho Standard Oil company, concern?
ing theso small discrepancies in the conduct
of the company business, pointed out that the
company had refunded these certain illegal
charges long before tho suit asking the re?
funding had been died I
. How did he know when to do It? Through
Peeping Toms, who more ? than any other
agency?mental, moral, spiritual, or super?
natural?have been tho prompters of the
omniscenco with which Rockefeller and the
lights of the Standard company-have'been
so generally credited.
....'?*?*?
Spy System Rota.chea Everything.
These Tome havo peeped at times because
they were afraid not to peep. They1 have
peeped because they hoped to gain favors by
peeptngi And they have peeped-tor tne rea?
son that they have been paid to peep^-pald a
salary or commission or other fee In full of
all demands, after peeping without regard
to anything but tho ends required of the
Standard Oil company.
" There is probably not an Independent oil
company In tho country today which does
not believe that the Standard Oil company
secures regular reports of Its business by
underhand means," is part of the testimony
of a witness in ono of tho many attempts
legally to hold the Standard OH company to
an account of its stewardship.
Before one of the recent Investigations by
the industrial commission witnesses came
and testified to tho belief that at all times
they and their men and the details of their
business were constantly under tho espion?
age of tho octopus of Standard Oil. Hero
and there reports were made,that tank cars
in tho railroad yards of tho various cltl?a
showed evidences of having been opened by
Standard spies in order that the contents
of these independent tanks could be deter?
mined and reported upon by Standard splet.
* ?*
Admit AU Agents Are Spies.
" X<_>," admitted the Standard mouthpiece
on on? occasion under the stress of investiga?
tion, " we ask.our salesmen and our agents
to keep their eyes open and keep us informed
of conditions in their respective fields." And
on that particular occasion before the indus?
trial commission in 1898 It was discovered
that the way In which agents were required
to open their eyes In order to keep the com?
pany sufficiently informed, as indicated in
the blanks furnished for these reports to the
Standard, was* enough to bring about almost
any disease known to the oculist!
Rockefeller, the Mysterious! Standard
Oil, the Impenetrable and Omniscient! These
have been the poslngs of tbe octopus and of
the wl?nrrt which brought the creature into
life.
But behind all of thli lies the Intolerable
spy system of the corporation, which, If
business wore ali that business In cracked
up to be, should stand In tbe open, Impregna?
ble, With, a oapltnl ?took Valued at market
prices' close to S700,000,000 and paying a
dividend of |4B,0OO,O0O a year?o per ccnit upon
$l)00,000,000^-the Standard Oil monopoly still
must know whether It can re-tall oil at 11
cents In ono town while charging 11 In an?
other, or whether pub.lo sentiment Is so
distributed that the 14 cents would better.
bo charged In, the on? town and the 11 conte
In tho other.
But thero are time*,;.of course, when the
Standard Is compelled to take tho Vander?
bllt attitude toward the public and Its opin?
ions, as when at Dariyllle, II?;,'two years ago,
?It boycotted the town, refusing to sell Inside
Its city limits any Of the Standard's products
from crude petroleum simply been us? the
town's public spirit was -,ieed to protest
over the dilapidated condition of tho Stand?
ard's oil depot and Its environment.
In all the range of the Stan dard's seins*
Interests thero Is not a field that Is not cov?
ered by the spies and Inquisitors of tho sys?
tem, charged with reporting to the headquar?
ters of the Standard's control. these sociolog?
ical phenomena as they have developed In
Individual and community.
?'??? ?. . : i
Bribes Employes ol Competitor*
Twenty years ago or more the Standard
had the system of espionage working In a
business way as affecting the material trans?
actions ot competitors. In 1883 John Teagle
was a refiner In Cleveland lii, competition
with the Standard. He had a bookkeeper
who was loyal to the extent of reporting ta
him the advances made by the Standard In
order to get a full and accurate account of
tho Teagle business.
In this case, according t? the testimony
of the bookkeeper, he was approached by
John D. Rockefeller's brother and offered $25
In cash and a fee thereafter,' yearly, If lie
would keep the Standard company posted In
the details of the Teagle business. In these
reports upon the Teagle transact 16ns, how?
ever, the Standard ,was' not tc ?gure In the
slightest possible publicity, all such com?
munications to be addressed , tp an Imper?
sonal " Postoffice Box 164, Cleveland, O."
In this beginning of th? operations of the
Standard octopus', as It has come to bo rec?
ognized everywhere, the necessity seemed te
be largely to keep-In touch with, every ma?
terial transaction In oil and petroleum prod?
ucts. Later, as a public sentiment developed
and found voice In many ways, occasionally
taking active form la active deeds, the soci?
ological side of competition had.to.be con?
sidered, and In tho last few years the eye ot
the octopus has been as much to be dreaded
as have Its tentacles.
Recent developments' In Kansas Indicate
that the Standard Oil company's ?pies have
been asleep, or that the Standard has been
taking an unduly light view of the revolu?
tionary spirit of "William Bstloy Connolley ot
Chanute, leader of tho Kansas crusades
against tho greatest corporation In tho
world. If these conditions arose from the In?
competency of its spies, southern Kansas
agents ot the octopus arc promised a shaking
up that shall be lasting. /
\ist "Deliver the Goods,
99
If You Don't You'll Fe.il.
By H. J. Hapgood.
WHEN Richard Boo has started out in
life with noticeable energy and cour?
age and some suggestions of ability,
only to score two, or three, or four
distinctly flat failures just beforo
he suddenly springs up Into a phenomenal
success, It may bo taken for granted that
ho has tbo wholo lay world of his acqualiit
anco guessing.
And this is not at all strange, for the rea?
son that In all probability poor Richard ho* "
been guessing harder than any half dozen
of his closest friends. How is it?how was
it?that a man could fall bo utterly In as
.many lines ns Roo failed in and yet be the
wholo tiling In this new field ot his? He
must havo had some influence, at work for
him. They said thoy wouldn't havo his serv?
ices as a gift at tho last place he worked.
* *
Flat Failure a?s Lawyer.
One of these particular Richard Roes
whoso experiences occur to mo just now be
Igan as a lawyer a number of years ago. Ho
took up tho law because his fathor and ble
family In general thought ho ought to do
so. He was an earnest studont ond when
lie opened on oiilco ho sot earnestly to work
for a practice. I Work??ho didn't do any
i thing but work In tho first fow years, but
without avail. There was not a living in the
practice that ho could command and fortu?
nately for him ho had to earn this living.
It was late, but ho took a course In a com
l mereiai colicgo, equipping himself ns an ac?
countant. As a bookkeeper of avorago at?
tainments, ho could commund a salary of $75
? a month, having some uncertainty about
I holding the placo. Ho was a hard worlier,
to somo extent bocauso ho had to work hard
In ids position, and in a great measure be?
cause ho needed to hold tho position. He
L felt ihe spur upon him to ". mako good."
Ho lost this f?75 job, howovor, after a year
and took up tho search for a kindred posl
l tion. Ho got a bottof/Clianco. It was as
\ executive in a big ofllce, -with a number of
men undor his .supervision and a salary of
">1*?U a month. Ho was pleased at tho pros
poets and wont into tho'work with his wholo
1 soul. Feeling that ho had struck his gait
' und that he had it least a fair chance at a
competence, ho got married. Five months
after lie took up tills executive position ho
? was given two weeks' notice to quit.
' ?,. *
Strikes His Givlt e?s Salesman?
It was a hard blow, Just when he was
I working hardest and when ho felt that suc
\ pees was under lila hand, lie was discharged
1 without having the least knowledge of where
\ hi" had failed. He had a living to earn for
his wife and for himself, und after a search
, fur a position as accountant for a timo ho
answered a newspaper advertisement for a
salesman. li_Jiiid no knowledge of the art
nf sellljig goods, anil the Idea had appealed
to hlin only us a last resort.
it wus a discouraging outlook. Tho adver
li.cr was a manufacturer of skirts In a little
factory on the west Eide. He wanted and
ROedfd ix salesman, but was steudiust in his
rrfiis-.il t<? puy a '?alary, lie wanted ?suits
atid would pay for results; he would give the
young man a chance, if the young man would
? tako all the risk uf commissions on sales to
reliable customers. He could go to wot It, or
ho could make way for some one else who
Would.
.Manifestly thero was something In the
man; it Is the ?upremo lesi of nerve In the
new salesman to undertuke Ihe wprk on
commission. Roe went to work with a ?am
pie line of skirts about which he knew abso?
lutely nothing. But unknown to himself he
was a salesman born, and he had not been
on the road a weok bofors ho knew It. In a
month he was a success as a salesman, and
at 38 years old ho finds himself In his particu?
lar nicho in business, selling skirts and cor?
sets on commissions that last year paid
$3,500, and which In three years more prob?
ably will pay 55,000 a year.
* *
Prefers to Work on Commission,
In this position my friend Roots Illustrat?
ing one of the anomalies of salesmanship.
Ho Is In that position where probably within
a yoar his employer will call him into-the
onice and suggest paying lilm a salary of
$3,600 a year thereafter, If the employer
does offer this Roe will refuse It flatly. There
are two classes of mon working on commis?
sion. Ono kind Is too poor, to draw a salary
and tbe other too good. In tho beginning
Roe had begged for a salary?any sort of
living salary?and tae employer had refused;
now he Is approaching a salesmanship that
cannot afford to accept any salary consid?
ered within tho bounds of the work. Ho has
his established clientele, he has tho knowl?
edge ot what ho can do, and with his energy
and ability to do hard work for another ten
years at least,1 he will not bind himself with
salary bonds, but will work on commission.
This is my friend Roe, who failed as a
lawyer, who was discharged as an inefficient
bookkeeper, who could not conduct} a busi?
ness olllce satisfactorily, but who at 38
years old has found his gait tn selling skirts
and corsets all over the western territory
of a west side Chicago factory. ;?'?',
How was It possible?? There is no necro?
mancy In It. Ho had to work to make a liv?
ing, and he kept at It. falling by chance into
? the one place at least where he could " de?
liver the goods." In all probability his for?
mer experiences .were of no value to.him,
unless his failures might have been a mere
spur, ? Ho had always jvorked hard and In
none of his failures did he'have a premonition
that he was to fall ; ho thought he was " mak?
ing good " in every experiment uhieagln that
of tho law.
* m
Must Stand or FeJl on Merits.
In these employments on salary, porhaps he
did not realize, as must be realized, that thoro
is a certain market value for men In certain
avenues of business. These men may want
more than tho market prlco and the employ
ers for tho most part may try to get them for
less. At tho same time in the employment ? t
men this fixed markot price Is coming nearer
and nearer to tho possibility of a schedule.
Thero was never a lime before when tho ties
of blood or the Influences ot a "pull" counted
for so little aa they count now. The competi?
tion of trade today is such that thore can be
no room for tho business man who holds his
place because of these things. To show how
modern business, is realizing the oondltlon, I
know an agency which. Is paid a flxed figure
by a St.-Louls and a New York houso simply
that the directing officers of theso two corpo?
rations may refer to.this company all Inter?
ested friends -who. would unload employ?i
upon thorn, explaining that all employ?s for
the corporations are taken through this
soureo only, Under this plan, If friends Insist
upon forcing tho employment ot tho persons,
tho corporations havo only to notify the
agency to report adversely upon the applica?
tions.
As another example of how tho ties of blood
do not avail, I know a father whoso son la
Just out ot college, and who appealed to an
agency to place the boy In a business In
which the father was a past master. " Why
don't you tako him?" I asked. "He's a
good boy, Isn't he?"
Tho father assured me that the boy was
all right, and that for that reason h? wanted
him, to leant the business somowhore else
than In his own works. " Ho Is of the stuff
to stand knocks, and I want to Insure his
getting them whore they will do tho most
good. I need a boy Just llko him, however.
Send mo one If you can put your finger on
him." Tho result was that wo put the son
with another business house and got a likely
young collego chap for the father.
* ?
Should Choose for Himself.
Concerning tho failures that may bo made
by tho young man before ho strikes his g.ilt,
ono of-* tho greatest handicaps posslblo Is
frequently put upon the young man by his
x ow.n fnthor and mother. Thoy havo " chosen
a profession for him!" It Is quite as sane
for ono to invite a friend out to a restaurant
luncheon and order a dish seasoned with
garlic without knowing tho friend's tastes In
the matter.
I know a fond father who is a shoe sales?
man and who Is making $7,000 to $8,000 a
year out of his work. Ho has a son who has.
a tasto for salesmanship nnd who has boen
Insisting that he will talco up the work when
Co- ptains of Industry Are
Masters of Detail.
Bv G. R. Clarke.
THE mastery of details is tho common
denominator In tho lives of million?
aires.
In tho analysis of sucoess there are as
many rides forgetting rich as thero aro
rich men. The combined examples of those
who already have attained position seem to
point to endless requirements. Attention to
detail, however, either natural or acquired,
is so Invariably present, as to point to its
being fundamental to the money Instinct.
It is found in tho Uves of men who have
nchleved largo fortunes and in those who
have conserved and added to them. Its
valuo receives early recognition on the part
of omployors.
Astuto, financiers time and again have
seen In it the sign of certain success for
men who yot have to make their record.
George Gould early mado a powerful friend
in Russell Sago. Ho Ilrst won the elder
man's admiration by the thorough way
in which he mastered all his work while In
his father's olllce and became acquainted
with tho details of railroad work. Sage,
who always has boon known as a stickler
for details, often was given Information by
tlio young clerk as to the cost of spikes and
ties, This captured his heart at once, and
he argued with good reason that any young
man who could havo such accuroto knowl?
edge In tho beginning of his career surely
later must be a ?safo man to conducto great
railway Bystem. It Is duo to this reason
more than any other that tho namo of Rus?
sell Bag? may be found in tlio directorate of
many of the Gould companies, and his
money has been placed in the stock of mnny
more.
* *
Georg?*? Gould Master of Dotivi 1m.
Today Georgo Gould'B namo appears on the
official records as the president of more than
half tlie roads In the preceni. Gould syatem.
This position Is more than official. Nothing?
o( iniportancolsdone without first consulting
Mr. Gould. Hie word is absolute law In every
one.pf the roadjs belonging to his system.
He is surrounded by secretaries, asso?
ciate oillcers, clerks, and messengers, and
each person in the building, from highest
official down to office boy (and thore are no
other companies In tho building) Is subject to
his reali at a moment's notice to share In the
work which he outlines. Ho has private
telegraph wires between his New York office
and tho principal centers touched by -his
roads, and is in direct communication with
all his properties. He not only directs the
finances In a masterly fashion, but has much
to say In the actual operation of them. He
also goes over the lines often to see with
his own eyes what Is bolng done.
Stuyvesant 1-Ish Is another railroad man
who has a surprisingly Intimato knowledge
of the exact condition of affairs all pver the
Illinois Central system at any given moment,
and this evon though his olllce Is in New
York. Mr. listi received hie training ae sec?
retary to John Newall, the former presi?
dent of the Illinois Central, who was one of
the sevorest disciplinarians in the country.
Mr. Newall, like the average railroad presi?
dent, had able assistants under him whom
ho held responsible for currying out all de?
tails. In addition, ho personally watched the
carrying out of the details himself. '
Mr. Fish absorbed Mr. Nowall's beet traits
and built up an expert knowlodgo which ex?
tend?a to every practical detail of railroad
operation.
Personal Supervision by Bplroonf.
? common saying attributed to tbe em?
ployes of August Belmont ls?
" ?if a pin falle upon tho floor of Itila banking
house he hears It."
Ho pays attention to oven tho most trivial
details, and no mutter how large his mall
Is or how hard pressed he may be for time
he look? over and anuwers every letter,
Shortly after ho leased the Manhattan ele?
vated system from tho Goulds he began rid?
ing up and down the railroad, with a seeming
delight In getting caught In crushes and
hanging to straps. All the timo he was
studying the system, and beforo long ho
inaugurated reforms l that perceptibly re?
lieved the congestion.
It is often said that tho secret of his sue?
cess along so many linos lies in this trait
of personal supervision. With a stop watch
in one hand and a camera tn tho other he
watches hla horses worked, His trips of in?
spection to hla Kentucky stud'aro more a
matter of business than ot pleasure. He
knows how many pounds of dog blsoult are
eaten In his famous kennels In a day. Ho
gave the building and trying out of the yaoht
Constitution constant supervision, and what?
ever ho does la said to " show the Belmont
mark of scrutiny."
Of Marshall Field those who work under
htm say that, from his plain office boxed off
In a corner pf his store, he sees more that
is being dope than anybody else In or around
it. His? 8,000 or -4,000 employes seem to bo
congregated on trie-top _of his desk tyUli''a
magnifying glass between" hUn and them.
No (torn of tho great worl* around him is too
srnall to be worthy of his attention,
Sir Thomas Llpton pays of his employes:'
" I have In all some 10,000 men, and a n(cer
Jot of employ?s you never saw. I nevor had
a etnike and never expect to havo one, for I
mako It my personal duty to see that all of
my men aro comfortably flxod, Wo,???? to?
gether In perfect harmony. I am careful
about the kind of men I employ. I mako
sure that every man In my service Is sober
and of general good character aa well as a
good worker. Attention to all these things
Is, I think, one of the chief aids to success."
* I?
F rick Never Break? Engagements
One striking feature of Mr? Frlck's long
?
business training Is that he never neglects
or breaks nn engagement and never forgets'
a statement mado concerning a transaction.
Though he trusts largoly to memoranda, his
mind Is a vast reservoir of fact and state?
ment, from whloh ho draws with unorrlng ac?
curacy when any quostlon Is In dispute. And
the memoranda bear out tho record of his
memory.
Tho most striking foaturo of Sonator
Clark's nature is his Infinito attention to
detail. With It Is united a caution which
amounts almost to suspicion and distrust
of his fellow-man. It Is' his boast that no
man has ever fooled him a second time.
His dally mall is enormous, one of the
largest budgets, If not tho largest that comes
to any man in public Ufo except tho president.
Yet ho endeavors to road every loiter and to
read it carefully, Ho starts In to dlctato re?
plies, keeping two secretaries busy, and a
letter from the humbles^ constituent or busi?
ness man, if it is a genuine communication,
receives prompt nnd courteous acknowledg?
ment, I-iator be reads overy dictated reply
and signs it himself, Ho novor has been
able to accustom hlmsolf to the practico of
leaving to his sooretary tlio signing of unim?
portant mail.
Ho lias been equally conspicuous for this
trait in the attention be has given routine
work in the senate, and it has boen carded
out in overy phase of his life. When Ih Butta
ho goes under ground" with clothes of oil?
skin, inspecting overy nook und corner of his
mines. ( ,G', . '
This trait IS one for which James J. Hill
always has been renowned. . Ho astonishes
everybody.whom he meets with ovidonca of
tho extraordinary fund of detailed Informa?
,*1ony which lie possesses. For Instanco, re?
cently some ono asked Mr, Hill offhand about
tlie co3t ot hauling coal per ton per hun?
dred pilles, Ho not only made. Instant an?
swer to this, but was ablo to toll offhand the
? cost ot hauling a ton Of coal 100 miles bl
overy civilized country in ?be flob??
ho Is out of school. The father says no,
however, ho Is going to mako a mechanical
engineer ot tho boy; ho Is going to put him .
Into a business where there will bo a. homo j
life?whero somo position will attach to his
work In tho, world. !
I didn't tell the father that engineering
brains today Is tho cheapest commodity that
Is on'-thc market; considered from a worldly \
point of view, It Is a quality of gray matter '
thnt docs not comparo with tho gray matter
which lifts $8,000 In commissions every yoar
from shoo sales. Probably tho boy has tho
gift of salesmanship and mny Improve oil
the father's record If he be left to his own
choleo of an occupation, whilo it forced Into
, tho engineering, his one falluro may mean
down and out. Perhaps the life of tho trav?
eling salesman Is not all that It might bo,
viewed from tho domestic sido, but In tho
business worUl tho labor market Is estab?
lished and 13 ruled by the laws of supply
and demand. If salesmanship were the
easiest, simplest, plcasnntest life In the
world It could not havo such' rowards In
money.
em
Young Mon in Demand,
Today the market valuo of men In tho
higher positions In business lite Is at least 10
per cent under the figuro tliat ruled In tho
height of tho prosperity In 1002. Last year
public attention was called to the almost
universal "letting out" or employas in tho big
Arms and corporations. Tho fact was that
the labor market was too strongly bulled.
' Salaries wore.higher than conditions Justi?
fied. The result was a general movement
'ridding tho employers of old and Inefficient
workers and tho employing of new, younger
men at smaller salaries. I knew of positions
?that had bcon occupied by older men nt
?5.000 a year to bo given over to younger,
more efficient men at $2,000 a year. At the
same ttmo you could not have found an em?
ployer In a successful business who sacrificed
his true and tried and efficient omploy?sT
Thero la a danger line established always
when tho employe begins to receive all that
his position will bear, He cannot go to an
employer under those circumstances and ask
that his salary be cut, but, on tho othor hand,
ho may feel thut ho Is In dungov of dismissal
because ho Is gottlng so much money for
work that Is so light, or so ensy of nccoin
pjlshment, or calling for so little responsibil?
ity. The one thing for such a person to do
under suoh circumstances Is to reach out for
more work and more responslblllty?to try
to givo to the employer something that is
not easy ot purchaso by a mere weekly entry
on a salary roll. Thero are such things,
* * ?
Are You ''Delivering the ?ooda"?
I have a friend who Is selling steol for a
big Chicago house, Thoy forced him out on
the road O'i a commission basis and now they
cannot force him to accept a salary. Thoy
offered him ?2,fi00 in salary lust year, but ho
refused. " No," ho said, with finality; " I'm
going to mako $3,800 next year while you are
offering mo only $2,600 salary; O, noj"
And ho will hold thorn. Ho has a clientele
tliat he can take with him to any othor stool
house In tho country. Ills customers all over
tho country are disposed Ho wrlto to him sug?
gesting that tho " duck shooting Is good," or
tliat " ilshlng Is excollcnt Just now," Indicat?
ing bot\voen -the. lines that an order for steel Is
awaiting hie,coming. One has only to know
tho sharp."merciless nature of oompotltlon
nowadays to realize that a-salesman of this
lype virtually can make bis own terms.

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