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The Man
tshi, il. ii; 0ore . Doran Co.;
I ' THIS STARTS THE STOHY
" n Roger Morton, descending In n pnr
fcachute from n runaway bnlloon,
lads himself on nu English Island,
J.gfid, by supposing he Is In Germany,
surprises n German spy into reveal
ing hfmself. He decides upon n plan I
fo uncover the spy plot for the Ilrit-
h covcrnmont. alerting one .ur.
ndall. owner of the Island, lie tells
'a mysterious story of his arrival on '
Uthe island on "secret business." Jlr.
endall gives him lodging. Later lie
eels n strange old man by the road
side who asks for n "wax match,"
a Dr. Kendall, and a toper O'Hricn,
under Dr. Kendall's care. He also i
J finds a half-wit. supposedly the son
of n fnrmer, Scollny. Instead of
again meeting the German spy and
'unraveling the mystery, he nar
rowly escapes death in two strange
f .experiences, and succeeds In getting
jf himself arrested as n spy. Luckily
J the officer in command is his rouin
in the secret service, who investigates
his story without solving it. Later
. he Is wounded In n naval engagement
'( at sea, and while nt the base hospital
Is visited by his cousin. They de
cide, upon a new plan against the
German spie. Koger returns to the.
island disguised os one Sylvester
Hobhousc, an alcoholic patient.
AND HERE IS CONTINUES
w.
ENING was nenr nt hand when
Mr. Hebhousc entered his teetotal
havcn, and bis effusiveness wns quite
sincere as he rubbed his hands over a
blazing fire in the doctor's smoking
room, nnd still sineercr when he faced
an excellent high tea.
J The conversation naturally turned on
the war, and Thomas Sylvester showed
ian anxiety to learn his host's opinion
and an enthusiastic agreement with each
me of them that seemed to please the
Moctor. He became more and more
talkative and genial, but though bis
Iguest mentally went through his words
Jwlth a toothcomb as he uttered them
'he had to confess at the eiyl of n rhattt
ihour that the doctor exhibited neither
iany special knowledge ot military ami
'naval affairs nor any lack of zeal for the
cause of bis country. !
"No treason so far!" said Thomas
to himself.
men wan wnnt ne nauercu iiiinscu
was the art which conceals art, Mr.
W SJ!
, ,
.JKtH
Hobhouse brought the conversation,,. pnrt pf thp r ))ut on my
round to the subject of the doctor him- dressing gown and sat down to smoke
self and his household. He cnthusias- and chew the cud of my evening's cim-
"tically assured his host that each nr- I u'rsation with Doctor Kendall. The,
rangement he mentioned flas the best ! morc t'aw of ''''" ,llc mori' favorably
'Imnilnni,!. f- ii,. .ii. i.! On the w hoi e the ma h i tn Dressed me. He
ITnnptnnMp frnm ihn flnpfnr'a lining n
''bachelor to his having no hot wnter
la"id on in the bathroom but large cans
brought when necessary. And presently
be blinked more amiably than ever and
Inquired :
"And do you often have er guests,
doctor; guests such as myself?"
The doctor's geniality seemed sud-
denly to contract a little.
"Occasionally," he said briefly.
"Quite so," agreed Mr. Hobhousc.
"Too often would be a great nuisance.
Occasionally yet, yes, that must be
much pleasanfer. Just when you feel
inclined ; I see. And I hope you get
decent fellows as a rule, doctor. It
would be very unpleatant otherwise."
"It is," said Doctor Kendall with
distinct emphasis.
"I trust I won't be a nuisance," said
Mr. Hobhouse anxiously.
"Oh, no, no," said the doctor hur
riedly, "I wns thinking of "
He broke off, and his amiable guest
tactfully changed the subject. A little
later with what he hoped was equal
tact, he returned to it again. Assuring
the doctor of his anxiety to give no
trouble, he said :
"I'll do just as the last fellow did.
' Xou just put me into his shoes, 'o(tor,
and then jou'll always know where jou
are,
There was no doubt about the oddness
of the glance which Doctor Kendall shot
at his guest this time. His answer was
murmur that might have meant nny-
thing. Mr. Hobhouse innocently rat
tled on :
"I presume he fitted into your ways
all right and so will I if you tell me
first -what er you did mention his
name or didn't you?"
"O'Brien," said the doctor.
"O'Brien?" repeated Mr. nobhouse
with n distinct air of distaste for so
mild a gentleman.
The doctor looked nt him quickly.
"Do you know him?" he asked sharp-
r.
Oh, no, no! Oh dear me, noi its
K v only that I have a very foolish and very
lf" stupid prejudice against Irishmen as I
Dresume he was."
Mr. Hobhouse laughed pleasantly, and
Inwardly he laughed still more pleas
antly, for his shot came off.
' "So have I," agreed the doctor, and
there was no doubt that he wns iu
earnest.
Mr. Hobhouse decided that he had
probed the matter sufficiently for the
present, and with what be was now be
ginning to consider his usual tact he
changed the subject.
Before they parted that night he
could not resist one touch of art despite
the counsels of Sir Francis.
"Before we go to bed, doctor," he
said, with bis most ingratiating smile,
"do you thiuk one little drop would
do us any harm? I feel ns though I
might have a little cold coming on "
l But the doctor was shaking his head.
'' i'iindly but firmly.
, "Well, well, better not; I quite agree
'-,u with von. doctor." eusbrd his cuest.
filj 'Good-nlght, doctor. Good-night!"
'' s I wonder it the doctor ever had sucti
r a bllnkin' ass in his house before!
V 'said the amiable gentleman to himself
.3- u Iir Hhut his bedroom door behind
him.
'Lookine at myself in the glass with a
, Wd of chastened complacence, I de-
SCU lUCIV VUC IX4UU IUV l Villi LliVllll. t
Hobhouse any reminiscence of the
.mr&terious young stranger of six months
fO would have a singularly piercing
., Jmi. At the same time it was a sobering
, :',rjrience to gaze at that black-bearded
i' "jpntleman, "with bis hair parted in the
. totWdle and brushed low down bver his
1 ifrhad, and his foolish looking plnce-
Mff'fcn1 rpflVct thnt there wns no nrti-
Aete difference between him and the
t iciehd Roger Mertou save those eye-
gltmrs nnd a little hair dye. That was
m$ own (ace, and ray own hair, and, I
aea, my own natural laieiu linocy
u behind those classes. I turned
' trow Uw mirror' with mingled feel-
., f, .
kXiow
F"
0
-. I , n '
From the
iffi &JiyiSif-v
I
He was conscious of a sudden thrill
was a gcntlemun and seemed a good fel
low.
Ileing n bachelor with outdoor tastes
and nu easygoing disposition, it was
not nt all impossible to understand his
choosing the estate of his family to
settle down on, isolated though it was.
Certainly one could not honestly charge
It against him as a suspicious circum
stance. Ily far the most interesting discover
was his obvious dislike to Mr. O'Hricn.
Not once, but several times he had
shown it in the course of our talk. He
convejed the suggestiou moreover that
the man had oppicsscd him in some
way and that it was a relief to have
got rid ot him. In irv of the fact
that he had been o nnxinus to secure
another resident patient, this seemed a
little odd, and a theory began to take
shape in my mind. Supposing O'llrieu
hail in some waj induced the doctor un
willingly to abet a treasonable scheme,
that would account for his feelings very
well, especially looking to O'Hricn's
unplcnsing personality. Hut on the
other hand, events had made it clear
that treason was going on without
O'liricn, so how could the doctor hue
got clear of it? And if lie were still
in it, this theory of his relations to his
late patient was manifestly weak,
"To bed !" said Thomas Sylvester to
himself, after an hour of these re-
(lections. "iou arc theorizing too
soon.
In the morning he wns up betimes
and downstairs a good ten minutes be
fore he knew the doctor wns likely to
nppcar. Into the smokiug room he
went, shut the door carefully behind
him, nnd made for the window. A
gray and windy prospect met his eyes,
but they scarcely glanced nt it. Mr.
Hobhouse had something else to think
of. Twice or thrice he pulled the blind
up and down, and minutely examined
the string and the little brass pulley.
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BUGLER SPARROWS
The hospital sparrows go twitter-twit-twee
Eiery morning at twenty-nine minutes past three,
And I say to mj'self, "It's not much of a song
But their courage is high and their voices nre strong."
I once knew a bugler, a silly young pup,
AVho swore every morning he loved to get up.
And he did ! 'Twns the truth ! It was malice, naught more.
He wanted to jolt every guy in the corps.
When buglers depart 'tis the queer things befall !
They don't go to heaven or whatyoum'cnll.
They just become sparrows persnicketty, see?
And bing every morning twit-twitter-twit-twee !
GRIF ALEXANDER.
DOROTHY DARNITThe
" "- ' I ' ' 1 II .1 ,. , .
f HELLO' VHAT J UM KNlTTlN" fwHY THOSE ARE) ( I KNOW. ( THEY'RE WHITE AlNT ( SURE ) JUT THEYLL QE I3LACK N
ARE YOU DOING? SOME 8LACK NOT BLACK 1 JTHEYAlMTJ THEY WALTER' I THEY ARE IwHEN I GET THROUGH
-'-4feirkfiinnrirtMMrhfrrf ' ' '. t&t&S&i... . .,u ! ' . .XL...., .1 ""nlilii 'MjiliiMifelii I l'; f .. '.., &iSfek
Clouds
set," E&yjrjW JRiSttU.". "2S .f-.lMBW r
of certainty that Miss Kendall had been
Tiat blin( ccrta,nly ,,op, ot romc
down at a touch," he .said to himself,
"and there is not a sign of its having
been lepaired within the last few j ears.'
Therefore it did not drop accidentally
s.i months ii:rn."
The Test
T!
HAT afternoon, as the weather bad
cleared somewhat. Doctor Kendall
proposed walking over to his cousin's
house and presenting Mr. Hobhouse to
the laird and his daughter. This ordeal
had to be undergone sooner or later,
so 1 decided 1 had better fall in with
his suggestion and get it oer nt once.
Besides, it was an obious part of mj
program to make a great deal of out
door exercise n principal feature of Mr.
Hohhoiise's cure, nnd I felt hound to
ngici at once with any proposal to take
a walk Wc hud taken the precaution,
by the way, of telling the doctor be
forehand of my limp (caused by a mo
toring accident when 1 was at the wheel
in a condition I should not have been
in) and assuring him that the surgeon
encouraged exercise to complete the
cure. So off wc set for the "big house."
On the way the doctor gave his guest
a certain amount of geueral informa
tion loiieerning the people they were
going to niiet, but "as Mr. Hobhouse
happened to know it nlrendy, it uetd
not be ilironicled here.
As the pair approached the weather
beaten old mansion, looking now in its
true setting ngninst the wintry sky.
Thomas Sylvester became acutely con
scious of the return of n familiar sen
sation. It wns, in fact, precisely the
sensation which one Koger Mcrton had
enjojed when wniting for his cue to
step from dim obscurity into the Hare
of the footlights on the first night of a
new drama. Would his old acquaint
ance accept Mr. Hobhousc without ques
tion as an entire stranger? If he spied
so much ns one suspicious questioning
glance, his whole scheme was exploded.
Vie were shown into the drawing
room, and to my great relief Mr. Ken
dall was the first to appear, for I felt
I lould stand tho scrutiny of Jean's
bright eyes a deal more readily if I
Gloves Will Match His Hands, Anyhow
By J. STORER CLOUSTON
Author of "The Spy In Hindi," "The
Lunatic nt Large," etc.
...fiv.'.
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cocrtly studying lilin
had once got into the swing of talk
with her father. In his cje there wns
ceitainly no trace of question. With
his dry and formidable courtesy he
gieeted Mr. Hobhouse and in a. minute
or two they were talking nway iu that
fiiendly fashion which Mr. Hobhouse
wns pleased to notice people fell into
cry readily with him. And small won
ilcr, for the creature was so grosslj
affable!
His great hobby, it appeared, was
antiquarian research, and though he let
slip a few remarks that showed he wan
well versed in his subject, his role, us
usual, was that of the flatteringly eager
inquirer.
Needless to saj, his learning had been
acquired by diligent application within
the last week, and that it had a ery
definite object behind it. The laird hail
but a smattering of the subject, but
being nn intelligent, well-read man, he
was quite able to discuss Mr. Hob
house's favorite pursuit, so that when
his daughter entered the room she found
herself iu nn atmosphere as little remi
niscent of the mysterious stranger ns 1
it was possible to create in the time.
All the same, it wns an anxious mo
ment when Jean's ejes first fell upon
him, nnd he hc.ued n deep sigli of relief
when lie saw not a spuik of recognition
in them. On his liait, Thomas SI-
vester was scrupulously rareful to avoid
the least reseniblanie to the conduct of I
tlie mysterious Mcrton. even in the
smallest point. There wns no assur
ance, no tribute of attention nnd con
sciousness of her presence, such ns a girl
as charming as Miss Kendall has the
right to expect from every man with
nn eye in his head ; and which I must
confess the mysterious stranger used to
pay her, for nil her dislike to hiin.
Mr. Hobhouse, of course, was dread
fully polite, but seemed a little shy of
the sex, and after n few commonplaces
on either side, she turned to her cousin
and he to his host.
Ten was brought in, nnd the party
chatted away as amicably as any party
of four in the kingdom. Thomas had
found his tea party legs by this time
and quite enjoyed the situation. Mr.
1 Itcudall impressed him much more fn
. oi ably than he had impressed Roger
Mcrton. The grimness seemed to fall
,off the man when one got him going in
talk and n vein of kindliness opened in
stead. "I'm dashed If there seems to be any
thing suspicious in anybody this time!"
said Mr. Hobhousc to himself rather
disconsolately.
He had hardly made this reflection
'when he happened to glance nt Jean.
I Tills, as n matter of fact, had happened
'several times previously. B'or one
I thing, she was looking a picture, nnd
ifor another the alcoholic visitor liked
to reassure himself at intervals that she
was still without shadow of suspicion.
And each time le had felt perfectly re
assured. 1 (CONTINUED TOMORROW)
DAILY NOVELETTE
. i ,,r
TULIPS FOR JIMMY
By CELIA K. SIIUTE
piMUMNH. IIANNBY stood under the
1-' shade of a hemlock tree nnd looked
about her. She was a tired-looklug
woman, with something plaintive nnd
youthful in her appearance in spite of
evidences of poverty nnd hard work. Her
face, her dress, the rusty shade in her
hand, trm pitcher with n broken nose,
nil told n sad story. She had just
filled two bacon jars with water nt the
cemetery pump nnd she stoofl on the
grassy edge of the unenrcd-for Knnncy
lot speculating as to justvliere to place
them. She had been trying to get her
lillKlinml. Atmia ltnminr. In nl tint
grass for more tiinn n week, nnd lie j
had agreed to do it. ns he always did.
nnd, ns always, had failed to keep hi'
promise. So she had come, with her
rusty spade nnd her scissors nnd her
broken pitcher, nnd some lilac blossoms
from n tree In n deserted ynrd next
door, to sec whnt she could do herself.
The Fletchers had been n good fam
ily, in comfortnble circumstances. Erne
line had stooped when she had mnrrlcd
Amos Knnncy. Her parents had been
unrelenting, nnd Rhc pasionntely de
fiant, and from the day of her mar
riage until now there had been no
communication between them, even
though they had lived in the same town.
Her weary, haggard eyes, sweeping
the inscriptions on the row of stones
in the Fletcher lot, across the wnlk.
came back to the little stone in the
Itniuicy lot. It bore 'n short inscrip
tion, just "Jimmy, nged 0." Her set
face quivered ns she smoothed the lit
tle headstone tenderly. Jimmy linil
been her only little child.
Around her everywhere 1vcre flowers,
beautiful h!ossons, profusely lavished.
She looked at her lilacs with sudden
distaste. She wanted something dif
ferent for JinnTiy. Then she fell on her
knees nnd fell to cutting and pulling
and spading. The long, wiry -rooted
grasses were hard to manage, but she
was used to hard work. The little
mound began tn tnke on smoothness,
nnd when she hnd picked up the grass
nnd twigs she felt repaid for her labor.
The Fletcher money had gone to n for
eign organization. Not a penny or it
hnd gone to her, the natural heir. Eme
tine had longed for it for Jimmy while
ic iiveu. ?,iv slie wished she hnd just
n few dollars of it for his grave.
Automobiles chugged past her as she
knelt there. Occasionally she glanced
up nnd caught the rainbow flare of
flowers, baskets nnd bouquets of them,
on the scats and in the laps or tne oc
cupants. Once she shrank back ns n
car passed, with a muttered, "Olive
Granger! And nil those flowers fo;
Gerty!" She stood up after the car had
gone by and looked after it. "Olive
Granger wasn't ns well off as I was
once," she thought bitterly. "And now
look nt her, with her automobile and
her lovely house nnd her oceans of
money! And look nt me, with my tumble-down
house nnd my homy hands
and rags!" A low groan broke from
her, though she tossed her head up
proudly the next instant. "Well, I
brought it all on myself," she admitted
honestly. "I'll tnke my punishment
without flinching."
By nnd by she stepped out into the
path backward to judge of the effect
of the lilncs she had been arranging,
and her foot came ngninst something
soft that crushed. She turned, and her
breath actually stopped. Tulips! A
mound of them pink and white and
red nnd yellow, flaming like jewels in
the morning sun. She bent over them
iu n sudden rapture. Such Wonderful
colors! Such marvelous textures. Oh,
bow beautiful they would look on
Jimmy's grave! She did not give n
thought to how they had come here. Tt
seemed ns if Providence hnd provided
them for Jimmy und her.
Emcline all her life hnd acted on im
pulse, taken each false step without re
flection, to renlize nnd repent later on.
She snatched the tulips up with quiver
jg fingers, separated them and crowded
them into the bacon jars. Then she put
the jars upon the grave one nt the
head, one nt the foot. They changed
the Rnnncy lot from n dreary plot of
ground to u place of marvelous beauty.
She gloated over them, thinking of
Jimmy's joy in their coloring and the
velvety touch of the petals. He had
been unchlldlshly appreciative of
flowers.
A shrill child's voice broke into her
thoughts. "There they nre, mother!
There they arc! She's got 'em that
woman kneeling down !"
"HurIi, Alice, hush!" a woman's
low, rebuking voice broke in.
Emeliuc Kanney knelt there. She
literally could not maw. She scarcely
breathed. Like a tide it rushed over
her that they were speaking of her,
that she had their tulips.
She turned swiftly, snatchcci the
tulips from the jars, gathered them into
one glorious bunch of vivid color, and
lnid them on the vacant seat beside
the chauffeur. "There," said she, "I
never so much ns stole a pin before in
all my life. It's n strange place to
begin, btenling flowers for a child's
grave!" Her voice failed her for nn
instnnt, but Bhe conquered the weak
ness. "There are your flowers, little
girl, and not one of them hurt. The
hurt's done elsewhere."
"Don't, please," begged the woman
iu the cnr. "You're welcome to the
flowers, Emeline Kanney. Wc went to
school together long enough for me to
know thnt you'd never do a dishonest
thing."
"You have the evidence of your
seuses," broke In Emeliuc with her tcr-
DREAM LAND AD VENTURES -By Daddg
"BUMBLE BEE BUZZ"
(Vcggu and HiUy tavc Bumble lice
Huzz from King Hlrd nnd hecome
honci bees ichen he gives (hem a
wish.)
CHAPTER III, '
In the Spider's Web ,
pKGGY HKE was startled when she
saw the two fierce eyes-of the crea
ture hiding in the corner of the lacj
curtain. At first it looked like n tiger
ready to spring nt any one who might
come that way. Hut a second glance
showed Peggy what it was a spider,
cruel nnd hungry, with his web spread
l" entnnglc unwary insects. To her
bee eyes he seemed just lis big as a
tiger and just ns dangerous.
As she gazed at him, the spider sud
denly dnrted out of his den. Pegy
was startled and dodged to one side.
This is just .what the sly old spider
wanted, for when she dodged she
dodged right into n corner of the web
she hadn't seen. In the Ilnsli of nn
eje she wns caugh fast.
"Ha, what n line catch!" laughed
the spider. "I'll have u nice plump
bee for my supperT'v-
Pcggy struggled despcrntely to free
heiselt, but tho harder she thrashed
around the more she got tangled, The
tine, silky hairs seemed to wrnp them
selves around her legs nnd she couldn't
jerk herself loose. Now she knew how
to pity flics she had seen caught in
spider trnps.
"Keep cool !" warned Billy Itee.
"You're doiug just whnt the spider
wants when you struggle that way.
Break the threads one nt n time."
His advice was good nnd Peggy did
ns he said. She unit trvinc to tear
herself loose by main strength, nnd set
about cutting the threads. She quickly
fouud that while she couldn't free her- I
BRUNO DUKE, Solver of Business Problems
By HAROLD WHITEHEAD, Author of "The Business Career of Peter Flint," etc.
Copyright.
THE PROBLEM OF GETTING COM
MISSION SALESMEN TO STICK
Gathering Together Selling Ideas
TT WAS a mouth before I got my third
car sold, but before I left Detroit
several morc cars were credited to my
cffoits.
When I got back into the knack and
swing of selling I had a real good time.
Selling is n wonderful game so long
as jou keep at it but it's a poor job
for n quitter, or a fellow who works by
fits and starts.
One of my three sales came easily
as soon as I observed a little thing: A
mnn came into the showroom and said
lie wanted to look nt the car. He had n
friend who owued one and recommended
it.
Now, we have several enrs on the
floor of the showroom, which, I should
say, is on a busy street and is easily
seen through the huge plate glass win
dow. Before I'd been talking many minutes
I observed thnt I was ranking no ap
parent impression, for his questions told
me that his attention wns wandering
from what I was telling him.
I wns getting decidedly worried, for
I felt I had to uphold Bruno Duke's
indorsement of me ns a good salesman.
A chance remark of the prospect, how
ecr, told me where the trouble lay.
rible pitilessness. "Your -little girl is
quicker wittcd than jou arc."
( Tears filled Sirs. Grnnger's eyes.
"Children judge cruelly." she said mis
erably. "They cuu't go back to exter
nals. But we can, thank heaven ! Eme
line. will you let me tell you how "I
think it wns? You must, in justice to
us both."
"There's but one nnturnl interpreta
tion to bo put ou what I've done." ner-
sisted Emcline.
Mrs. Grauger pressed her hands
tightly together. "I'm sure I under
stand," she urged. "You thought there
were bo many lilacs you'd like some
thing different for Jimmy. And then
suddenly there were the tulips right at
your feet, ns if they had been dropped
from the skies, nnd you took them like
n gift from the angels."
"How could you know?" Emeline's
voice was awed. The Rwift change iu
her face was so pitiful that Mrs.
Granger almost broke down.
"It couldn't be anything else, Em
eline, I just knew."
"Arc you crying because she stole the
flowers, mother?" asked Alice, with her
young severity.
"Alice, mother will be very much dis
pleased if you say anything more like
that," said Mrs. Granger gravely. "The
flowers nre not stolcu. They are here.
every one of them. Mrs. Ranney did
not see how they fell in the path. She
picked them up and they were so fresh
and beautiful that she put them on her
little boy's grave. How could she know
but that some friend had left them
there for her?"
"Oh!" said Alice, nud something in
the concise little ejaculation brought the
blood to Emeline Ranney's cheeks.
"You see whnt I have laid myself open
to?" she said drearily.
"Nobody is dbliged to tnke thnt view
of It," said Mrs. Granger with nn at
Copyright. 1010, by The Bell SnJlcate, Inc.
rs' ' " . ' V? ! 9y.j
"Here rome the worker bees, and If
they catch us it's good-night for
us."
self from nil nt onccl she could easily
break them one by one.
But that isn't what the spider want
ed her to do. When lie saw that she
wns n wise bee wiser than any he hnd
ever caught before he came rushing
across the web to spin more threads
around her. But he wns very, very
careful not to get near her stinger.
"Buzz-z-z-z-z-z !" hummed Billy
Bee nngrily. making n quick dash at the
spider. Old Spider Manylegs stopped
short. This wns something new to him
to have a man bee defy hiin in his
own web. He couldn't understand it.
Maybe this was, a new kind of a mnn
bee, one with a sting that would make
it mighty hot for him. Man bees
iisunlly didn't have stings, nnd the lady
bees were the real fighters, but this
chap was so bold he must have some
hidden weapon about him. That's the
way he figured it out, nnd-he wasn't a
bit anxious to have n poisoned sword
thrust into his soft body. He retreated
a bit and looked Billy over.
"Bumblc-unible-buzz-z-z-z!" boom
Said he, "That's a good-looking girl
who just went by."
He'd been more interested In watch
ing the traffic than looking at the
cur. My problem wns easy, of course.
I've just got to get his attention where
it should be. In a low minutes or so
I said:
"I can show you better how the self
starter works ou this car in the rear,"
nnd I marched him away from the sale
killing window.
After that the order came easily.
I decided that one thing wc would
tench those salesmen would he to place
customers with their backs to the win
dow. Another pointer I gathered was, that
in talking about the car not to dwell on
the mechanism. I heard one of the sales
men telling a prospect where to look if
he got into trouble, and the technical
explanation he gave so bewildered the
mnn that he became discouraged of his
ability ever to learn enough about ma
chinery to drive a car.
Here's another belling point that ob
servation developed. In selling u car
to one who has never owned one, speak
about the delights of riding, the pleasure
of Sunday trips with the family, the
convenience of owiug a car, the distinc
tion it gives to its owner.
Ou the other hand, when selling a car
to nu old driver the simplicity of tho
tempt at lightness. "Now, Emeline
Itnnnov. ppt iii-lit i,,ft fl,lu .n n.,,1
ride home with me, and you bhall have
all the tulips you waut. Koger rIiuII
bring jou back in time to arrange
them."
Emeline shook her head. "No," she
said, "I couldn't." '
"I'll help pick," put in Alice, veer
ing. "I love to."
"I couldn't."
"I remember your little Jimmy," said
Mrs. Granger softly. "He wns the
sweetest thing. I would like for him to
have the tulips."
"It might have been different if I
hadn't ," gasped "Emcline. "No,
don't nsk inc. I couldn't take them."
"I won't, of course, if you object. I
lost my little girl, you know. It is n
pleasure to bring her flowers."
"Isn't she gj'ng to pick any?" de
manded Alice 'iu a displeased tone.
"Whnt will bhe put in the vases, then?"
"Lilncs," said Emcline. "I can get
plenty more."
"I don't like lilncs," said Alice, with
childish disdain.
Emeliuc stepped out of the path."
"iou have been splendid to me. Olive
Granger," she said earnestly. "If you
hadn't seen just how it was, 1 don't sec
how I could have borne it."
"But I did see, precisely. Aud we're
not going to lose sight of each other
again." She nodded to the chauffeur
to start. "Remember. And good-by."
AYhen they hnd gone. Emcline Ranney
snnk down by the little mound that
covered her boy and cried us if her
licnrt woyld break. She cried until
faint sounds of distant music announced
that the procession wns coming, and she
hnd to jump up nnd hurry nway to get
her lilacs before it was too late.
(The next complete novelette "Spring
Fever.)
By Chas. McManus
ed Bumble Bee Buzz. "Hurry up,
J'rincess Peggy Bee, old Spider Mnny
legs will get you in n minute." That Id
about the' worst thing that Bumble Bee
Buzz could have sold, for when Old
Spider .Manylegs heard It he made up
his mind that Billy was only nn ordi
nary mnn honey bec nnd didn't have any
poisoned sword. Getting over his fright,
he started ngnin for Peggy.
"Buzz-zz-zz-zz! I'll sting you"
threatened Billy, flying close over
Spider Mnnyleg's head. Hut now Spider
Mnnj legs just grinned nnd kept on to
ward Peggy.
Bumble Bee Buzz saw the harm he
had done, nnd he, too, made n quick,
dash at Spider Manylegs, taking care,
however, thnt he didn't get caught1 in
the web. Spider Manylegs dodged, but
when he saw how Bumble Bec Buzz
steered clear of the wch, he grew bolder
nnd mnde n sudden dash nt Peggy.
Just, before he reached her. Billy lilne-
ed downward nnd bumped Spider Many'-
legs on me nose, bouncing nway again1
before' the spider could grab him. The
bump delay Fil the spider just n moment,
and in that moment Peggy gave a hard
jerk nnd pulled herself free.
Spider MnnylcgN wns mad clear
through nbnut losing her and also over
the bump on bis nose.
"I'll get you yet," he cried, but,
Peggy and Billy only .laughed nt him.
Bumble Bee Buzz didn't laugh nt him.
He wns scared of something he saw
coming through the woods.
"Quit jour laugliing and follow me
quick for yfiur lives!" lie buzzed,
dashing for a hollow tree that stood
above tlx spider's web. "Here comes
the worker bees, and if they catch us
it's good-night for us."
(In the next installment icill be
iahl how they plau a joke on Judge
Owl.)
engine can be spoken about. He can be
told how quickly and ensily n rim can
be changed, the low upkeep cost, high
gas mileage and such like. Reverse the,-
bales talk and it is seen nt once howf
foolish it would then be, while such a
sales talk tells of the things that will
in each case influence the buyer's de
cision,
I observed n salesman one day point
iug to the various parts of the car and
saying, "thnt thing there," or "thnt
little jigger." No wonder the prospect
was confused. So there and then I de
cided thnt the salesmen must be able to
call all parts of the car by their correct
names, and iu speaking of them to touch-"
them with n pencil there's no qucstiou
tlen as to what is meant.
One problem Odd put up to mo I
couldn't answer, so I passed it on to
Bruno Duke, who solved it so'quickly
nud easily that I feltashamed of my
self for not being able to do it.
This" is the problem ns Odd gave it to
me:
"People often come into the salesroom
and nsk to look nt cars. Of course, wo
ask for their unme, and then they begin
to stall. They ffem and haw and then
say they were only just looking and
that they'll come back again if Inter
ested. "Of course, the whole truth of the
matter is that they are scared to glvo
their unme in case a salesman will keep
hounding them until they buy. I don't
know as I blame them," Odd com
mented, "for unfortunately there's somo
truth in what they think. But uo repu-
I table concern would allow their sales
men to become a uuiiurit-e today, sa
there's no reason why we bhouldn't get
their names if we can if we can, that's'
the question ! How can we get prospects
to tell us their liamc aud lpcation?"
TODAY'S BUSINESS QUESTION
ll'icil is an " Entrepot" t
Answer will appear iomorroto.
ANSWER TO YESTERDAY'S
BUSINESS QUESTION
ii "Engrosser" is one who fafce
the whole of a line of goods a fore
stallcr; one who "earners the, mar
ket" on commodities; an ornamental
penman.
"A NUMBER OF THINGS"
Nine hundred lighthouses and light- ,
ships are scattered around the coasts of '
the British Isles.
No music hall artist ever received a '
knighthood until King George conferred
that honor ou Harry Lauder. w
The giraffe, which is a very timid
animal, is approached with the utmost
difficulty, ou account of its eyes being
so placed that it can sec as well bchliid
as in front.
Ambergris, which forms a basis for
nearly all the best quality perfumes,
is very valuable, the largest piece on
record, weighing one hundred nnd thirty
pounds, being bold fqr$2000.
Tho most powerful lamp in the world
Is In the Dc La Hevc lighthouse near
Havre. With flashes one-teuth of a
second in duration, it actually give as
much light ns two and a half million I
canines.
So prolific is the common or domestic; ,
Ily that in a single season one Indus,- "'
trious female could count her progen'y,.
to twenty mlllious, if all survived and ,'
followed her example of maternity. A
When the Japanese desires to woo thoif.?
fickle goddncsH of sleep he stretches J
himself ou a rush mat on the floor, puts rf
n hard, square block of wood under his w
head nnd 'does not sleep if he docs' ;
not hnve it, ( e:
If a man possessed the' Industry and J
architectural skill of tho. African ant, &
he could build for himself, without any
assistance, a bouse so lofty 'that tho
Woolworth Building would serve as a,
doorstep to ij.
The -total number of people thnt tha
world can maintain hi estimated at six t
niiuons, or uDout iour times the present '
population, At the present, rn,te "of in l
s..iic.n ttila AititHn ...III (, t l if ,
..tiuou ,? u,uiu nut UK JUUCUyU m
some two hundred years.
In th.e continental countries of Europi
in,, i'"""'""" ' ouici wuiier is nciai v
n lllirl.K. !?,, Klrwl -nil!..., . ...
Mu .. ...B... ...Bu...vu v4HUft, mm IQV
continental governments run special
schools of training for Mi profession
ivhlch-is regarded nj a stepping, stoaK1
to Uoiel Tnsnnmiif' . .
'V Z"t5sr-T &
4