. Belletonte, Pa., October 17, 1913. = = A PRAYER. God, though this life is but a wraith, Although we know not what we use, Although we grope, with littie faith, Give me the heart to fight—and lose. Ever in conflict let me be; Make me more daring than devout; From sleek contentment keep me free, And fill me with a buoyant doubt. Open my eyes to visions girt With beauty, and with wonders lit; But let me always see the dirt And all that spawn and die in it. Open my ears to music; let Me thrill to spring's first flutes and drums; But never let me dare forget The bitter ballads of the slums. From compromise and things half done Keep me, though all the world deride, And when at last the fight is won, God, keep me still unsatisfied. —Louis Untermeyer, in The Century. WITH INTEREST TO DATE. [BY REX BEACH.) y Copyrighted by McClure, Phillips & Co. HIS is the tale ot a wrong that rankled and a great revenge. It is not a moral story, nor is it precisely unmoral, according to the twentieth century, Bradstreet and Duan standard, and that is the yard- stick with which we measure things nowadays. Time was when wrongs were righted by mace and battleax amid fanfares and shoutings, but we live in a subtler age, an age in which the keenest thrust is not delivered with a poinard nor the oldest scores settled amid applause. No longer do | the men of great muscle lord it over | the weak and puny. They toil and lift and do unpleasant duties for the hol- ' low chested, big domed men with eye- | glasses, which Is quite as it should be. . But among the spindle shanked, terra cotta dwellers who cower at drafts and eat soda mints the battle wages flercer than ever. Single combats are fought now as then, and the flavor of victory is just as sweet to the pallid man back of a roll top desk as to the swart. bristly baron behind his visored helmet. In the same way woman is featured as the world's grear trouble worker— another relic of wedlaeva! times, due to the fact that we read too wany books. The best she gets now is second place. Undoubtedly she played the leading : role in the earlier, idler days, and that may be why her image is linked with the modern symbol of all that is most fraught with struggle: that may be why the almighty dollar bears the likeness of her head. If you disagree with me thus far, do not read what follows, for to you the story will be fiat and unceonvineing. You will ind no motive to inspire the actions of Mr. Hanford. Likewise, if you care for the feminine touch in your reading. waste no more time here, for unless | change my mind as | go along the paragraph above will con- tain the last gentle reference to her name. think this a true story and hence un- worthy of perusal, It began at the time Henry Hanford went with the General company, a young salesman, full of hope and a somewhat exaggerated idea He was sell- | ing shears, punches and other machin- . of his own importance. ery used in the fabrication of struc- tural steel. (n his territory the works of the Atlantic Bridge company, a great plant of rumbling, hollow build- ings. shaken by the plaint of tortured metal, stuck up like a sore thumb, for, while it employed many men and its contracts were among the largest, the General Equipment company had nev- er sold it anything. Hanford convinced himself that it needed more modern machinery, so he laid siege to Juckson Wylie, Sr., the president and practical owner. It took him a month to gain the old man's ear, but when he did he laid himself out to sell his goods. the Atlantic Bridge company’s needs, and he showed the saving his equip- ment would effect. It meant a big sale and much prestige, both of which young Hanford needed at the time, so | he was vastly encouraged when the bridge builder listened attentively. **1 suppose we will have to make a change.” Mr. Wylle agreed at”last. “But I've been bothered to death by salesmen, and you are the first one to really interest me.” Hanford acknowledged the compli- ment and further elaborated upon the superiority of the General Equipment company’s bridge machinery over that of all rival concerns. When he left he felt that he had Mr. Wylie, Sr. "go- ing.” At the office they told him he had a hard nut to crack. for the president of the Atlantic Bridge company was given to “stringing” salesmen and was | very hard to close with, but Hanford smiled. That was all the more reason why he wished to make this sale, and the bridge company really did need more up to date machinery. He instituted a vigorous campaign; he sent much printed matter; he wrote many letters. He was a thorough- | going young salesman, so he studied Mr. Wylie’s plant from ‘the ground up, : learning the bridge business in detail, so that he might talk with authority. He discovered many things that were wrong. He spent days in outlining im- provements ov paper. He made the acquaintance of the foremen; he cul- tivated the superintendent; he even met Mr. Jackson Wylie, Jr., the sales manager, a very polished, metallic young man, who seemed impressed with his statements and who encour- aged him as his father had done. Modern business under our highly developed competitive system is, after All of which may lead you to | Equipment He analyzed ‘all, done largely on personality, and ' from the attitude of both father and | son Hanford began to count his chick- i ens. But instead of letting up he re- ; doubled his efforts. He spent so much | time on the matter that his other work suffered. and in consequence his firm Sixty days after his rst visit be bad another interview with Wylie senior, who drained him of information and made an appointment for a month later. Said Mr. Wylie: “You impress me strongly, and | want my associates to hear you. Get your proposition into shape and make this same talk to them.” Hanford went away elated; he even bragged a bit to the office, and the re- port got around among the other sales- men that Hanford had really done the | impossible and pulled off something big. It was a busy month for that young gentleman, and when the red ‘letter day arrived at last he went on to Newark to find hoth Wylies await- fug him. “Well. sir. are vou prepared to make a good argument?” the elder man in- quired i “1 am.” Hanford decided that three months was not long to put in on work | of this magnitude. after all. | “] want you to do your best,” the , briage builder continued encouraging: | ly. then led Hanford into the direct- | ors’ room, where, to his visitor's aston- | ! ishment, he beheld fifty men seated. | “These are our salesmen,” announced | Mr. Wylie. He introduced Hanford | with the request that they listen in- tently to what he had to say. | It was rather nervous work, for | Hanford was young, but he soon warmed up to it. He stood on his feet for two long hours pleading as if for his life. He went over the Atlantic plant from end to end, showed the economical necessity of new machin. ery, then explained the efficiency of his own appliances. He took rival types and picked them to pieces, point- ' ing out their inferiority. He showed his familiarity with bridge work by going Into figures which conclusively demonstrated that the Atlantic's out- | put could be increased at a saving, then proved that the General Equip- ment company was the one concern " best fitted to effect the improvement. It had taken three months of unre- mitting toil to prepare himself for this exposition, but the young man felt that ' he had made his case. When be took up the cost of the proposed install ment. however, Mr. Jackson Wylie, Sr., interrupted. “That is all | care to have you cov- er,” he explained. “Thank you very kindly, Mr. Hanford" Hanford sat down and wiped his forehead, while the other stepped for- ward. amid a general shifting of feet, and addressed his employees. “Gentlemen,” said he, “you have just listened to the best argument | ever heard. | purposely called you In from the road so that you might have a practical lesson in salesmanship and learn something from an outsider about your own business. | want you to profit by this talk. Take It to yourselves and apply it to your own customers. Our selling efficiency has deteriorated lately. You are getting lazy. | want you to wake up and show better results. That is all. You might thank this youug gentleman for his kindness.” When the audience had dispersed, Hanford inquired blankly: | "Don’t you intend to act on my sug- gestions 7" “Oh, no” sald Mr. Wylie easily. “We are doing nicely as it is. | mere- ly wanted to address the boys.” “But I've spent three months of hard labor on this! You led me to believe you would put iv new equipment.” The younger Wylie laughed as he exhaled a lungful of cigarette smoke. “But I've spent three months of hard labor on this!” “When we get ready to purchase we will let you know.” said be. Six months later the Atlantic Bridge company placed a mammoth order witb Hanford's rival concern. He was not even asked to figure on it That is how the thing began, course the story got out, for these At- lantic salesmen were not wanting in a sense of humor. Hanford ran Jnto it everywhere. Then, too, his own firm called bim to account for those wasted three months, implying that something must be wrong with his * sate for a delay in time. } methods. It started a nek of conti- | tence that developed into strained re- intions There was hut one result which Hauford saw cominz and was wise enough to forestzll bE resigning Rut it was the ridicule that hurt He was nnable to get away from that. fod he Deen at all emotional! he wight have sworn a vendetta, but he (did not; he merely failed to forget, | which 1s quite the same. It seemed queer that Hanford should . wind up in the bridge business him- | seif aftex drifting through several un- satisfactory positions, but that three months of application at the Atlantic | plant came in handy, after all, and he | inally took a desk in the office of the Patterson Bridge company. He work- ed hard, he was a good salesman, and ip time be was promoted. By and by | the story was forgotten by every one except Henry Hanford. But he had lost some precious years. i When it became known that the | English and continental structural shops were so full of work that they {could not figure on the mammoth | $5,000,000 steel bridge designed to span the Barrata river In Africa and when the royal commission finally advertised from London that time was ‘the essence of this contract, Mr. Jack- | sou Wylie, Sr., realized that his plant ' was in magnificent shape to handle the job with great profit and renown to the Wylie name. He sent his son, or { Jackson Wylie “the second.” as he | was partner, to Loudon armed with the | strongest sort of letters to almost ev- eryvbody in England from almost ev- erybody in America. Two weeks Iater—the Patterson Bridge company was not so aggressive as its more pretentious rival—Henry Hanford went abroad on the same mission, but Hanford carried no letters of introduction. principally because he had no pull Juckson Wyle the second had been to London frequently, so he found things there much to his liking. He had friends with headquarters at Prince's and Romano's who were de- lighted to entertain so prominent an American. His letters gave him entree to the clubs and paved his way so- cially wherever he chose to go. It was Hanford's first trip. He ar rived with nothing but a grip full of blue prints and no destination outside of the parliament buildings, where he counted upon finding the Barrata bridge commission eagerly awaiting his estimates. Instead he failed not only to find the commission, but agy- body who knew anything about it. He did locate the offices finally to discover that it was merely a forwarding ad- dress. He was informed that the com- mission had convened once and hence was not entirely an imaginative body. und on ome visit to the office he dis covered that Sir Thomas Drummond. the chairman, was inside, but his clerk, with whom Hanford had become ac- quainted, informed him that Mr. Jack- son Wylie the second from America was closeted with his lordship, who could pot be disturbed. When Hanford got thoroughly in touch with the situa- tion he soon saw that introductions, acquaintance and social influence would go further toward landing the Barrata bridge thap mere engineering ability or natural capacity. It also be- came plain during his early visits that the work would of necessity go to America, inasmuch as no European shop was prepared to complete it on time. Owing to government needs this huge eleven span structure must be on the ground within ninety days from the date of the contract and erected eight months thereafter. The commis- sion’s clerk. a big. red faced, jovial fellow, informed Hanford that price was not nearly so essential as time of delivery, and, while the contract glit- tered with alluring bonuses and was heavily weighted with forfeits, neither bonuses nor forfeitures could compen- Hence it was that the commissioners looked askance at prospective bidders who might in any way fail to complete the task as | specified. “And that's why Wylie gets the call, eh?" Hanford observed. “1 understand he has the highest references,” the Englishman said. “Um-m! Well, inasmuch as | can’t arrange ap icterview with any wmem- ber of the commission, suppose you and 1 go to lunch.” : | The clerk accepted, and thereafter the two saw much of each other. This fellow, Lowe by name, interested Han- ford. He was a cosmopolite, a widely traveled, daredevil chap with a cold eye and a firm chin, combining a ‘strange mixture of recklessness, mod- .esty and liberality of morals. He had ‘roamed the far places, had fought in Ia war or two and had led hopes quite ‘as forlorn as the one Hanford was now engaged upon. It was this, perhaps. : that drew the two together. | In spite of Lowe's help. however, | Hanford found it difficult to obtain any real inside Information concerning ‘the Barrata bridge. He even experi- ‘enced difficnity in securing the blue ‘prints he wanted, “It looks pretty rough,” Lowe told him one day. “I'm afraid you're go- "ing to come a cropper. ‘Pais chap Wy- | lie has the rail, and be's running well. He has opened an office, | believe.” “So | understand. Well, the race isn't over yet. and I'm a good stayer. This is the biggest thing | ever tac- | kled, and it means a lot to me-—more than you imagine” pec A anford recited the old story to | Lowe's frank amazement. “What a | rotten trick.” the listener remarked. “Yes! And-1 don’t forget.” “Well, you'd better forget this job. It takes Influence to get consideration | from people like Sir Thomas, and Wy- | le has more than he needs. A fellow | without it hasn't a chunce. Look at ' me, for Instance, working at a desk! , Bab! ['w ready to chuck it.” known since he had become a “Ready to try something else, eh?’ ! “That's what: And you'd better do | the same.” Hanford shook his head. “1 never quit | ean’t. When my chance at this bridge comes along” — Lowe laughed. | “Ob. it will come; It always does. Sometimes | don't see it, that’s all When it comes | want to be ready. ‘Meanwhile | think ['ll reconnoiter Wylie's new office and tind out what's : doing.” Day after day Henry Haoford pur- sued his work doggedly, seeing much ‘of Lowe, something of Wylie's clerk and nothing whatever of Sir Thomas . Drummond or the other members of the | royal Barrata bridge commission. He beard occasional rumors of the social triumphs of Jackson Wylie the second and ounce met him, to he treated with half veiled amusement by that patron: izing young man. Meanwhile the time winx growing short Hanford began to grow restless. The firm was not well | pleased with his progress Then the chance came. unexpected- Is. us chance always comes, the mar- vel being oot that the blind goddess showed her face, but that Hanford wis quick enough to recosnize her and bold enough to act He had taken Lowe to the Trocadero for dinner and, finding no seats where they could witeh the crowd. had sought out a still in a quiet corner. They had i been there but a short time when Han- ford recognized a volce from the stall adjoining as belonging to the repre- sentutive of the Atlantic Bridge com- pany. Bvidently. from the sounds. Wylie was giving a dinner party, and I wily Lowe's aid the ruests were soon identitied as members of the Barrata bridge commission. Hauford began to strain his ears. but as the meal progressed this became less necessary ~young Wpylie's voice was strident The Wyle conversation had ever been limited largely to the doings of the Wylies, their purposes and prospects. and having the floor as host on this occasion it was coucerping himself, his father and thelr forthcoming Bar- rata bridge contract that he talked. his endeavor being to impress his distin. wuished guests with the tremendous importance and unsurpassed facilities of the Atlantic Bridge company. His experience having been acquired main- iy through the handling of municipal contracts and the aldermen incident thereto, he now worked along similar lines, trying to induce Drummond and his associates to accompany him back to America for the purpose of prov- ing beyond peradventure that the At- lantic could handle a $5,000,000 con- | tract with ease. "As if they would go!” Lowe said | softly. "And yet—by Jove! He talks as if he had the job buttoned up.” The Englishman was strained, alert, his dramatic instinct at play. Recog- nizing the possible value of this un- | intentional eavesdropping. he waved the waiter away, knowing better than to permit the rattle of dishes to dis- tra't his host. Meapwhile, with clinched teeth and smoldering eyes, Henry Haoford heard his rival in the next compart: ment identify the state of New Jersey ' by the fact that the works of the At- lantic Bridge company were located | therein, and the Jackson Wylles dis tinguished it by their residence. i “You know, gentiemen,” Wylie was saying, 1 can arrange the trip with out the least ditficulty, and | assure you there will be no discomfort. | ‘am in constant cipher communication . with my father. and he will be de- ! lighted to afford you every courtesy. | 1 can @x it up by cable in a day.” | Hanford arose with a word to his | guest, then paid the bill, although the | meal was but half over He bad closed bis campaign! Right then and | there be landed the great Barrata | bridge contract. The Englishman. sensing some un- expected denouement from his ! friend’s action, made no cominent up- ‘til they were outside. Then he ex- claimed: “1 say, old top. what blew off?" {Hanford smiled at him queerly. “The whole top of young Wylie's ‘ head, if he only knew it. It's my day to settle that score and the interest | will be compounded.” “1 mast be stupid.” “Not at all. You are very Iintelli- . gent, and that’s why I'll need you to help me.” Hanford turned upon the adventurer suddenly. “Have you ever been an actor?’ Lowe laughed openly. “Never. My people raised me for a gentleman.” “Exactly! Come with me to my ho- tel. We're going to do each other a great favor. With your belp and the help of Mr. Jackson Wylie the second's London clerk | am going to land the Barrata bridge contract.” Hanford bad not read the English. man wrong, and when behind locked doors be had outlined his plan the big fellow gazed at him with amazed ad- miration, his bine eyes sparkling. “Gad! That appeals to me." was no timidity in Lowe's words. two men shook hands. “I'll attend to Wylie's clerk,” sald the former, “and now we'd better re “But what makes you so sure you can handle that young fellow?” queried Lowe. “Oh, I've studied him the same way I've studied you!" “Bif'me, you're complimentary!” “And since | know definitely that the cipher code is in that office the rest Is comparatively easy. You leave it to | me. Now let's get to work." Back in Newark, N. J., Jackson Wy- He, Sr., was growing impatient. Ip spite of his son's weekly reports he had begun to fret at the indefinite na- ture of the results. If he could only get that royal commission or some ‘There The , trotter. member of it to visit the plant he felt sure that he could get the job Mr. { Jackson Wyllie. Sr. had a mysteri- ous way of ciosing contracts once he in personal contact with the proper people. In the words eof his envious competitors, he had “good ter- minal facilities” Rut business was bad, and he had relied upon the cer- tainty of securing this tremendous con- tract; he had even turned work away , 80 that his plant might be ready for the rush, with the result that many of his men were idle and he wus running far below capucity. But he had his eye upon those English bonuses. When nis associates ruther timidly calied his attention to the present state of af- fairs he handled them roughly and as- sured them bitingly that he knew his business. Nevertheless he wished it was time to submit the bid that bad tain for a montb upon his desk. The magnitude of the figures was getting on his nerves. On the 10th of May he received a ca- blegram in his own ofliciat cipher which, translated. read: Meet Sir Thomas Drummond, chairman Royal Barrata bridge commission, arriv- ing Cunard Uner Campania With, stopping Waldort. Arrange personally Sarrata con- tract. Caution. {he cablegram was unsigned. but its address, “At-Wylie,” betrayed not only its destination. but also the identity of its sender. Mr, Jackson Wylie became tremendously excited The last word conjured up bewildering possibilities. He was about to consult his associates when it struck him that the greatest caution he could possibly observe wonld consist in holding his own tongue. They had seen fit to criticise his bandling of the matter thus far: hence he decided to tell them nothing until he had first seen Sir Thomas Drummond. He imagined he might then have something electrifying to say. He had “dealt from the bottom” too often, he had closed too many bridge contracts in his time, to mis- take the meaning of this visit or of that last word “Caution.” It was hard work to hold in, howev- er, and he was at a high state of ten- sion when on the morning of the 14th day of May he strolled into the Wal- dorf-Astoria and inquired at the desk for Sir Thomas Drummond. There was no Sir Thomas stopping at the hotel, although a Mr. T. Drum- mond from London had arrived on the previous afternoon. Mr. Jackson Wy- | lie placed the heel of his right shoe | upon the favorite corn of his other ex- tremity and bore down upon it heavily. He must be getting into his dotage, he | decided, or else the idea of a $3.000,000 job rattled him. | At the rear desk he had his card | blown up through the tube to “Mr. T. Drummond” and a few moments later was invited to take the elevator. i Arriving at the sixth door, he needed no page to guide him. Boots pointed his way to the apartment of the dis- tinguished visitor as plainly as a let- tered signboard-—-boots of all descrip- ' tions—huuting boots, riding boots, | street shoes, low shoes, pumps, san- dals, black ones and tan ones, all in a row outside the door. Evidently Sir Thomas Drummond traveled in style and had come prepared for emergen- cies. Nothing was missing from the collection unless perhaps a pair of ! rubber hip boots. A stoop shouldered old man with a’ marked accent and a port wine nose showed him into a parlor, where the first object upou which Mr. Wylie's active eyes alighted was a mass of blue prints on the center table. He knew those drawings. He had figured ' on them himself. He likewise noted a | hatbox and a great, shapeless Eng- lish bag. both plastered crazily with hotel and steamship labels from every | quarter of the world. It was plain to be seen that Sir Thomas was a globe “Mr. Drummond begs you to be! seated,” the valet announced, with | what semed an Intentional accent on | the "Mr." then moved silently out. Mr. Wylie remarked to himself upon the value of discreet servants. They | were very valuable, very hard to get. This mult be sofne lifelong servitor of | his lordship's family. There was no occasion to inquire the identity of the tall, florid Englishman in tweeds who entered a moment lat- er, a bundle of estimates in his hand. : “Sir Thomas Drummond, Chairman of | the Royal Barrata Bridge Commis | sion,” was written all over him in: large type. i His lordship did not go to the trouble of welcoming his visitor, but scanned | him sharply tbrough his glasses. i “You are Mr. Jackson Wylie, Sr., he | demanded abruptly. | “That is my name.” “Owner of the Atlantic Bridge com- | pany of Newark, N. J.7" | “The same.” “You recelved a cablegram from your son in London?” i “Yes, your lordship.” ; Sir Thomas made a gesture as if to forego the titie “Let me see it.” i Mr. Wylie produced the cablegram, and Drummond scanned it hastily. Evidently the identification was com- plete. “Does any one besides your son and yourself know the coutents of this ' message?" i “Not a soul.” “You have oot told any one of my coming?" i “No, sir.” i “Very well.” Sir Thomas deliberate- | ly tore the cablegram into small bits, then tossed the fragments into a waste paper basket before waving his caller to a chair, He was very cold, very forceful. “Do you understand all about this bridge?" he demanded brusquely. | Wylie senior nodded. “Cap you build it in the time speci- fled?” “With ease.” “Have you submitted your bid?" “Not yet. ["— “What is the amount of your pro- , offers for deing the work. | went against! posal ¥™ ‘The president of the Atlantic Bridge company gasped. This was bolder than anything he bad ever experi enced. Many times he had wirnessed public officials !ike Sir ‘'homas Drum- mond approach this delicate point, but never with such matter of fact cer- tainty and lack of moral scruple. Evi. dently, however, this Englishman had come to trade and wanted a direct answer. There was no false pose, no romance here. But Juckson Wylie, Sr, wus tou shrewd a business man to name a rock bottom price to begin with The training of a lifetime would got permit him to deny him- seif a liberal! leeway for hedging: therefore he replied cautiously: “My figures will be approximately E1.400%0." It was his longest speech thus far. for what seemed an hour to the bridge builder Sir Thomas Drummond gized at him with a cold. hard eye, then folded his papers. rolled up his blue prints. placed them in the big traveling bag and carefully locked it When he had tinished he flung out this question suddeniy: “Does that include the rommission- ors? Up to this point Mr. Jackson Wylie nad spoken mainly in monosyllables. “} shall ask you to add £200,000 to your price Now he quit talking altogether. It was no longer necessary. He merely shook his head in negation. He was smiling slightly. “Then | shali ask you to add £200,- 000 to your price,” Lis lordship an- nounced without a quaver. “Make your bid £1.600,000 and mall it in time for Wednesday's boat. | sail on the same ship. Proposals will be opened on the 25th. Arrange for an English indemnity bond for 10 per cent of your proposition. Do not communicate in . any manner whatsoever with your son | except to forward the bid to him. He is not to know of our arrangement. You will meet me in London later. We will take care of that £200,000 out of the last 40 per cent of the contract price, which is payable thirty days aft- er completion, inspection and acecept- ance of the bridge You will not con- sult your associates upon leaving here. The figures ure easy to remember— £1.600.000: £1,400.000 to you. | am pleased with the facilities your plant | am confi- dent you can complete the bridge on time, and | beg leave to wish you a very pleasant—'Good day. Wylie senior did vot really come to until he had reached the street; even then he did not know whether he had come down the elevator or through the mail chute. Of one thing only was he certain, he was due to retire in favor of his son. He guessed he needed a trip through the Holy Land with a guardian and a oursing bottle. He paused on the curb and stamped on his corn for a second time. “Oh, I'm an idiot!" he declared sav- agely. “1 could have gotten £1,600,000 to start with. but—by gad. Sir Thomas is the coldest blooded thing | ever I can’t help but ad- mire him." Having shown a deplorable lack of foresight, Mr. Wylie determined to make up for it by an ample display of hindsight. If the profits on the job were not to he so large as they might have been, he would at least make certain of them by obeying instrue- tions t» the letter He made out the bid himself. He mailed it with his own hand that very afternoon. He put three blue stamps on the envelope. although it required but two. Then he called up an automobile agency and ordered a town car his wife had ad- mired. He decided that she and the girls might go to Paris for the fall shopping -he might even go with them, in view of rhat morning's epi | sode. For ten days he stood the pressure, then on the morning of the 24th he called his confreres into the directors’ room, that same room in which young Hanford had made his talk a number of years before. Inasmuch as it was too late now for a disclosure to af- fect the opening of the bids in London he felt absolved from his promise to 8ir Thomas. “Gentlemen. | have the honor to in- ! form you,” he began pompously, “that | the Barrata bridge is ours! We have the greastest structural steel job of the {Continued on page 3, Col. 1.]
Significant historical Pennsylvania newspapers