"Business is rotten. We've got to lay all the younger men off or we'll go broke," he announced.

"But—I'm married," protested the young salesman.

"So am I; so is Mathison; so are the rest of the fellows. But, my boy, this is a panic. We wouldn't let you go if we could keep you."

"I can sell goods—"

"That's just it; we don't want you to. Conditions are such that we can't afford to sell anything. The less business we do the fewer losses we stand to make. Good Lord, Louis, this is the worst year the trade has ever known!"

"B-but—I'm married," blankly repeated Mitchell.

Comer shook his head. "We'd keep you in a minute if there was any way to do it. You go home and see the wife. Of course if you can show us where you're worth it, we'll let you stay; but—well, you can't. There's no chance. I'll see you to-morrow."

Ordinarily Mitchell would not have allowed himself the extravagance of a cab, but to-day the cars were too slow. He wondered how the girl would take this calamity, their very first. As a matter of fact, she divined the news even before he had voiced his exuberant greetings, and, leading him into the neat little front room, she curled up at his side, demanding all the reasons for his unexpected recall. He saw that she was wide-eyed and rather white. When he had broken the bad news she inquired, bravely:

"What is your plan, boy?"

"I haven't any."

"Nonsense!"

"I mean it. What can I do? I don't know anything except the steel business. I can lick my weight in wildcats on my own ground—but—" The wife nodded her blonde head in complete agreement. "But that lets me out," he concluded, despondently. "I can sell steel because I know it from the ground up; it's my specialty."

"Oh, we mustn't think about making a change."

"I've handled more big jobs than any man of my age and experience on the road, and yet—I'm fired." The husband sighed wearily. "I built that big pipe line in Portland; I sold those smelters in Anaconda, and the cyanide tanks for the Highland Girl. Yes, and a lot of other jobs, too. I know all about the smelter business, but that's no sign I can sell electric belts or corn salve. We're up against it, girlie."

"Have people quit building smelters?"

"They sure have—during this panic. There's nothing doing anywhere."

The wife thought for a moment before saying, "The last time you were home you told me about some Western mining men who had gone to South Africa—"

"Sure! To the Rand! They've made good, too; they're whopping big operators, now."

"You said there was a large contract of some sort coming up in London."

"Large! Well, rather! The Robinson-Ray job. It's the biggest ever, in my line. They're going to rebuild those plants the Boers destroyed. I heard all about it in Montana."

"Well!" Mrs. Mitchell spoke with finality. "That's the place for you. Get the firm to send you over there."

"Um-m! I thought about that, but it scared me out. It's too big. Why, it's a three-million-dollar job. You see, we've never landed a large foreign contract in this country as yet." Mitchell sat up suddenly. "But say! This panic might—" Then he relaxed. "Oh, what's the use? If there were a chance the firm wouldn't send me. Comer would go himself—he'd take the whole outfit over for a job like that. Besides, it's too big a thing for our people; they couldn't handle it."

Mrs. Mitchell's eyes were as round as buttons. "Three million dollars' worth of steel in one contract! Do you think you could land it if you went?"

"It's my line of work," the young man replied, doubtfully. "I'll bet I know more about cyanide tanks than any salesman in Europe, and if I had a decent price to work on—"

"Then it's the chance we've been waiting for."

The girl scrambled to her feet and, fetching a chair, began to talk earnestly, rapidly. She talked for a long time, until gradually the man's gray despondency gave way to her own bright optimism. Nor was it idle theory alone that she advanced; Mitchell found that she knew almost as much about the steel business as he did, and when she had finished he arose and kissed her.

"You've put new heart into me, anyhow. If you're game to do your share, why—I'll try it out. But remember it may mean all we've got in the bank, and—" He looked at her darkly.

"It's the biggest chance we'll ever have," she insisted. "It's worth trying. Don't let's wait to get rich until we are old."

When Mr. Comer returned from lunch he found his youngest salesman waiting for him, and inside of ten minutes he had learned what Mitchell had on his mind. With two words Comer blew out the gas.

"You're crazy," said he.

"Am I? It's worth going after."

"In the first place no big foreign job ever came to America—"

"I know all that. It's time we got one."

"In the second place Comer & Mathison are jobbers."

"I'll get a special price from Carnegie."

"In the third place it would cost a barrel of money to send a man to England."

Mitchell swallowed hard. "I'll pay my own way."

Mr. Comer regarded the speaker with genuine astonishment. "You'll pay your way? Why, you haven't got any money."

"I've got a thousand dollars—or the wife has. It's our nest-egg."

"It would take five thousand to make the trip."

"I'll make it on one. Yes, and I'll come back with that job. Don't you see this panic makes the thing possible? Yes, and I'm the one man to turn the trick; for it's right in my line. I'll see the Carnegie people at Pittsburgh. If they quote the right price I'll ask you for a letter, and that's all you'll have to do. Will you let me go?"

"What sort of a letter?"

"A letter stating that I am your general sales manager."

The steel merchant's mouth fell open.

"Oh, I only want it for this London trip," Mitchell explained. "I won't use it except as a credential. But I've got to go armed, you understand. Mr. Comer, if I don't land that Robinson-Ray contract, I won't come back. I—I couldn't, after this. Maybe I'll drive a 'bus—I hear they have a lot of them in London."

"Suppose, for instance, you should get the job on a profitable basis; the biggest job this concern ever had and one of the biggest ever let anywhere—" Mr. Comer's brow was wrinkled humorously. "What would you expect out of it?"

Mitchell grinned. "Well, if I signed all those contracts as your general sales manager, I'd probably form the habit."

"There's nothing modest about you, is there?" queried the elder man.

"Not a thing. My theory of business is that a man should either be fired or promoted. If I get that job I'll leave it to you to do what's right. I won't ask any questions."

"The whole thing is utterly absurd," Mitchell's employer protested. "You haven't a chance! But—Wait!" He pressed a button on his desk. "We'll talk with Mathison."

Louis Mitchell took the night train for Pittsburgh. He was back in three days, and that afternoon Mr. Comer, in the privacy of his own office, dictated a letter of which no carbon copy was preserved. He gave it to the young man with his own hand, and with these words: "You'd better think it over carefully, my boy. It's the most idiotic thing I ever heard of, and there isn't one chance in a million. It won't do you any good to fail, even on a forlorn hope like this."

But Mitchell smiled. "I can't fail—I'm married." Then when the other seemed unimpressed by this method of reasoning, he explained: "I guess you never saw my wife. She says I can do it."

It was only to this lady herself that Mitchell recited the details of his reception at Pittsburgh, and of the battle he had fought in the Carnegie office. The Carnegie men had refused to take him seriously, had laughed at him as at a mild-mannered lunatic.

"But I got my price," he concluded, triumphantly, "and it sure looks good to me. Now for the painful details and the sad good-bys."

"How long will you be gone?" his wife inquired.

"I can't stay more than a month, the bank-roll is too small."

"Oo-oo-h! A month! London is a long way off." Mrs. Mitchell's voice broke plaintively and her husband's misgivings at once took fire.

"If I fail, as they all feel sure I will, what then?" he inquired. "I'll be out of a job! I'll be a joke in the steel business; I'll be broke. What will you do?"

She gave him a ravishing, dimpled smile, and her eyes were brave once more. "Why, I haven't forgotten my shorthand, and there are always the department stores." In a high, querulous tone she cried "Ca—a—sh!" then laughed aloud at his expression. "Oh, it wouldn't hurt me any. But—you won't fail—you can't! We're going to be rich. Now, we'll divide our grand fortune." She produced a roll of currency from her purse and took four twenty-dollar bills from it.

"Only eighty dollars?" he queried.

"It's more than enough for me. You'll be back in a month." She thrust the remaining notes into his hand. "It's our one great, glorious chance, dear. Don't you understand?"

Faith, hope and enthusiasm, the three graces of salesmanship, thrive best in bright places. Had it not been for his wife's cheer during those final hours young Mitchell surely would have weakened before it came time to leave on the following day. It was a far cry to London, and he realized 'way back in his head that there wasn't one chance in a million of success. He began to doubt, to waver, but the girl seemed to feel that her lord was bound upon some flaring triumph, and even at the station her face was wreathed in smiles. Her blue eyes were brimming with excitement; she bubbled with hopeful, helpful advice; she patted her husband's arm and hugged it to her. "You're going to win, boy. You're going to win," she kept repeating. For one moment only—at the actual parting—she clung to him wildly, with all her woman's strength, then, as the warning cry sounded, she kissed him long and hungrily, and fairly thrust him aboard the Pullman. He did not dream how she wilted and drooped the instant he had gone.

As the train pulled out he ran back to the observation car to wave a last farewell, and saw her clinging to the iron fence, sobbing wretchedly; a desolate, weak little girl-wife mastered by a thousand fears. She was too blind with tears to see him. The sight raised a lump in the young husband's throat which lasted to Fort Wayne.

"Poor little thoroughbred," he mused. "I just can't lose, that's all."

The lump was not entirely gone when the luncheon call came, so Mitchell dined upon it, reasoning that this kind of a beginning augured well for an economical trip.

Now that he was away from the warmth of his wife's enthusiasm contemplation of his undertaking made the salesman rather sick. If only he were traveling at the firm's expense, if only he had something to fall back upon in case of failure, if only Comer & Mathison were behind him in any way, the complexion of things would have been altogether different. But to set out for a foreign land with no backing whatever in the hope of accomplishing that which no American salesman had ever been able to accomplish, and to finance the undertaking out of his own pocket on a sum less than he would have expected for cigarette money—well, it was an enterprise to test a fellow's courage and to dampen the most youthful optimism. His proposal to the firm to win all or lose all, he realized now, had been in the nature of a bluff, and the firm had called it. There was nothing to do, therefore, but go through and win; there could be no turning back, for he had burned his bridges.

When one enters a race-horse in a contest he puts the animal in good condition, he grooms it, he feeds it the best the stable affords, he trains and exercises it carefully. Mitchell had never owned a race-horse, but he reasoned that similar principles should apply to a human being under similar conditions. He had entered a competition, therefore he decided to condition himself physically and mentally for the race. A doped pony cannot run, neither can a worried salesman sell goods.

In line with this decision, he took one of the best state-rooms on the Lucania, and denied himself nothing that the ship afforded. Every morning he took his exercise, every evening a rub-down. He trained like a fighter, and when he landed he was fit; his muscles were hard, his stomach strong, his brain clear. He went first-class from Liverpool to London; he put up at the Metropole in luxurious quarters. When he stopped to think about that nine hundred and twenty, already amazingly shrunken, he argued bravely that what he had spent had gone to buy condition powders.

On the way across he had posted himself so far as possible about the proposed Robinson-Ray plant. He learned that there were to be fifteen batteries of cyanide tanks, two high—eighty-four in all—supported by steel sub- and super-structures; the work to be completed at Krugersdorpf, twenty miles out of Johannesburg, South Africa. The address of the company was No. 42-1/2 Threadneedle Street. Threadneedle Street was somewhere in London, and London was the capital of a place called England.

He knew other African contracts were under consideration, but he dismissed them from his thoughts and centered his forces upon this particular job. Once he had taken a definite scent his early trepidations vanished. He became obsessed by a joyous, purposeful, unceasing energy that would not let him rest.

The first evening in London he fattened himself for the fray with a hearty dinner, then he strove to get acquainted with his neighbors and his environment. The nervous force within him needed outlet, but he was frowned upon at every quarter. Even the waiter at his table made it patent that his social standing would not permit him to indulge in the slightest intimacy with chance guests of the hotel, while the young Earl who had permitted Mitchell to register at the desk declined utterly to go further with their acquaintance. Louis spent the evening at the Empire, and the next morning, which was Sunday, he put in on the top of a 'bus, laying himself open to the advances of anybody who cared to pay him the slightest attention. But he was ignored; even the driver, who spoke a foreign language, evidently considered him a suspicious character. Like a wise general, Louis reconnoitered No. 42-1/2 Threadneedle Street during the afternoon, noting the lay of the land and deciding upon modes of transportation to and from. Under the pressure of circumstance he chose a Cannon Street 'bus, fare "tuppence."

Now garrulity is a disease that must either break out or strike inward with fatal results. When Sunday night came, Mitchell was about ready to fare forth with gun and mask and take conversation away from anybody who had it to spare. He had begun to fear that his vocal cords would atrophy.

He was up early, had breakfasted, and was at 42-1/2 Threadneedle Street promptly at nine, beating the janitor by some twenty minutes. During the next hour and a half he gleaned considerable information regarding British business methods, the while he monotonously pounded the sidewalk.

At nine-thirty a scouting party of dignified office-boys made a cautious approach. At nine-thirty-five there came the main army of clerks, only they were not clerks, but "clarks"—very impressive gentlemen with gloves, spats, sticks, silk hats and sack coats. At this same time, evidently by appointment, came the charwomen—"char" being spelled s-c-r-u-b, and affording an example of how pure English has been corrupted out in the Americas.

After the arrival of the head "clarks" and stenographers at nine-forty-five, there ensued fifteen minutes of guarded conversation in front of the offices. During this time the public issues of the day were settled and the nation's policies outlined. At ten o'clock the offices were formally opened, and at ten-thirty a reception was tendered to the managers who arrived dressed as for any well-conducted afternoon function.

To Mitchell, who was accustomed to the feverish, football methods of American business life, all this was vastly edifying and instructive; it was even soothing, although he was vaguely offended to note that passers-by avoided him as if fearful of contamination.

Upon entering 42-1/2 Threadneedle Street, he was halted by an imperious office-boy. To him Louis gave his card with a request that it be handed to Mr. Peebleby, then he seated himself and for an hour witnessed a parade of unsmiling, silk-hatted gentlemen pass in and out of Mr. Peebleby's office. Growing impatient, at length, he inquired of the boy;

"Is somebody dead around here or is this where the City Council meets?"

"I beg pardon?" The lad was polite in a cool, superior way.

"I say, what's the idea of the pall-bearers?"

The youth's expression froze to one of disapproval and suspicion.

"I mean the parade. Are these fellows Congress- or minstrel-men?"

His hearer shrugged and smiled vacuously, then turned away, whereupon Mitchell took him firmly by the arm.

"Look here, my boy," he began. "There seems to be a lot of information coming to both of us. Who are these over-dressed gentlemen I see promenading back and forth?"

"Why—they're callers, customers, representatives of the firms we do business with, sir."

"Is this Guy Fawkes Day?"

"No, sir."

"Are these men here on business? Are any of them salesmen, for instance?"

"Yes, sir; some of them. Certainly, sir."

"To see Mr. Peebleby about the new construction work?"

"No doubt."

"So, you're letting them get the edge on me."

"I beg pardon?"

"Never mind, I merely wanted to assure you that I have some olive spats, a high hat, and a walking-stick, but I left them at my hotel. I'm a salesman, too. Now then let's get down to business. I've come all the way from America to hire an office-boy. I've heard so much about English office-boys that I thought I'd run over and get one. Would you entertain a proposition to go back to America and become my partner?"

The boy rolled his eyes; it was plain that he was seriously alarmed. "You are ragging me, sir," he stammered, uncertainly.

"Perish the thought!"

"I—I—Really, sir—"

"I pay twenty-five dollars a week to office-boys. That's five 'pun' in your money, I believe. But, meanwhile, now that I'm in London, I have some business with Mr. Peebleby." Mitchell produced an American silver dollar and forced it into the boy's hand, whereupon the latter blinked in a dazed manner, then hazarded the opinion that Mr. Peebleby might be at leisure if Mr. Mitchell had another card.

"Never mind the card; I can't trust you with another one. Just show me the trail and I'll take it myself. That's a way we have in America."

A moment later he was knocking at a door emblazoned, "Director General." Without awaiting an invitation, he turned the knob and walked in. Before the astonished Mr. Peebleby could expostulate he had introduced himself and was making known his mission.

Fortunately for Mitchell, Englishmen are not without a sense of humor. The announcement that this young man had come all the way from Chicago, Illinois, U.S.A., to bid on the Krugersdorpf work struck Mr. Peebleby as amusing. Not only was the idea in itself laughable, but also the fact that a mere beardless youth should venture to figure on a contract of such gigantic proportions quite convulsed the Director General, and in consequence he smiled. Then fearing that his dignity had been jeopardized, he announced politely but firmly that the proposition was absurd, and that he had no time to discuss it.

"I've come for that job, and I'm going to take it back with me," Mitchell averred, with equal firmness. "I know more about this class of work than any salesman you have over here, and I'm going to build you the finest cluster of cyanide tanks you ever saw."

"May I ask where you obtained this comprehensive knowledge of tank construction?" Mr. Peebleby inquired, with some curiosity.

"Sure!" Mitchell ran through a list of jobs with which the Director General could not have been unfamiliar. He mentioned work that caused that gentleman to regard him more respectfully. For a time questions and answers shot back and forth between them.

"I tell you, that is my line," Mitchell declared, at length. "I'll read any blueprints you can offer. I'll answer any queries you can formulate. I'm the accredited representative of a big concern, and I'm entitled to a chance to figure, at least. That courtesy is due me."

"I dare say it is," the other reluctantly agreed. "I'm very busy, but if that is the quickest way to end the discussion I'll give you the prints. I assure you, nevertheless, it is an utter waste of your time and mine." He pushed a button and five minutes later a clerk staggered back into the room with an armful of blueprints that caused Mitchell to gasp.

"The bid must be in Thursday at ten-thirty," Peebleby announced.

"Thursday? Why, good Lord! That's only three days, and there's a dray-load of drawings!"

"I told you it was a waste of time. You should have come sooner."

Mitchell ran through the pile and his heart grew sick with dismay. There were drawings of tanks, drawings of substructures and superstructures in every phase of construction—enough of them to daunt a skilled engineer. He realized that he had by no means appreciated the full magnitude of this work, in fact had never figured on a job anything like this one. He could see at least a week's hard, constant labor ahead of him—a week's work to be done in three days. There was no use trying; the time was too short; it was a physical impossibility to formulate an intelligent proposition in such a short length of time. Then to Mitchell's mind came the picture of a wretched, golden-haired girl clinging to the iron fence of the Pennsylvania depot. He gathered the rolls into his arms.

"At ten-thirty, Thursday," said he.

"Ten-thirty, sharp."

"Thank you. I'll have my bid in."

His muscles ached and his knees were trembling even before he had reached the street. When he tried to board a 'bus he was waved away, so he called a cab, piled his blueprints inside of it, and then clambered in on top of them. He realized that he was badly frightened.

To this day the sight of a blueprint gives Louis Mitchell a peculiar nausea and a fluttering sensation about the heart. At three o'clock the next morning he felt his way blindly to his bed and toppled upon it, falling straightway into a slumber during which he passed through monotonous, maddening wastes of blue and white, over which ran serpentine rows of figures.

He was up with the dawn and at his desk again, but by four that afternoon he was too dazed, too exhausted to continue. His eyes were playing him tricks, the room was whirling, his hand was shaking until his fingers staggered drunkenly across the sheets of paper. Ground plans, substructures, superstructures, were jumbled into a frightful tangle. He wanted to yell. Instead he flung the drawings about the room, stamped savagely upon them, then rushed down-stairs and devoured a table d'hote dinner. He washed the meal down with a bottle of red wine, smoked a long cigar, then undressed and went to bed amid the scattered blueprints. He slept like a dead man.

He arose at sun-up, clear-headed, calm. All day he worked like a machine, increasing his speed as the hours flew. He took good care to eat and drink, and, above all, to smoke at regular intervals, but he did not leave his room. By dark he had much of the task behind him; by midnight he began to have hope; toward dawn he saw the end; and when daylight came he collapsed.

He had deciphered the tank and superstructure plans on forty-five sets of blueprints, had formulated a proposition, exclusive of substructure work, basing a price per pound on the American market then ruling, f.o.b. tidewater, New York. He had the proposition in his pocket when he tapped on the ground-glass door of Mr. Peebleby's office at ten-twenty-nine Thursday morning.

The Director General of the great Robinson-Ray Syndicate was genuinely surprised to learn that the young American had completed a bid in so short a time, then requested him, somewhat absent-mindedly, to leave it on his desk where he could look it over at his leisure.

"Just a moment," said his caller. "I'm going to sit down and talk to you again. How long have you been using cyanide tanks, Mr. Peebleby?"

"Ever since they were adopted." Mr. Peebleby was visibly annoyed at this interruption to his morning's work.

"Well, I can give you a lot of information about them."

The Director General raised his brows haughtily. "Ah! Suggestions, amendments, improvements, no doubt."

"Exactly."

"In all my experience I never sent out a blueprint which some youthful salesman could not improve upon. Generally the younger the salesman the greater the improvement."

In Mitchell's own parlance he "beat Mr. Peebleby to the punch." "If that's the case, you've got a rotten line of engineers," he frankly announced.

"Indeed! I went over those drawings myself. I flattered myself that they were comprehensive and up-to-date." Mr. Peebleby was annoyed, nevertheless he was visibly interested and curious.

"Well, they're not," the younger man declared, eying him boldly. "For instance, you call for cast-iron columns in your sub-and super-structures, whereas they're obsolete. We've discarded them. What you save in first cost you eat up, twice over, in freight. Not only that, but their strength is a matter of theory, not of fact. Then, too, in your structural-steel sections your factor of safety is wrongly figured. To get the best results your lower tanks are twenty inches too short and your upper ones nine inches too short. For another thing, you're using a section of beam which is five per cent. heavier than your other dimensions call for."

The Director General sat back in his chair, a look of extreme alertness replacing his former expression.

"My word! Is there anything else?" He undertook to speak mockingly, but without complete success.

"There is. The layout of your platework is all wrong—out of line with modern practice. You should have interchangeable parts in every tank. The floor of your lower section should be convex, instead of flat, to get the run-off. You see, sir, this is my line of business."

"Who is your engineer?" inquired the elder man. "I should like to talk to him."

"You're talking to him now. I'm him—it—them. I'm the party! I told you I knew the game."

There was a brief silence, then Mr. Peebleby inquired, "By the way, who helped you figure those prints?"

"Nobody."

"You did that alone, since Monday morning?" The speaker was incredulous.

"I did. I haven't slept much. I'm pretty tired."

There was a new note in Mr. Peebleby's voice when he said: "Jove! I've treated you badly, Mr. Mitchell, but—I wonder if you're too tired to tell my engineers what you told me just now? I should like them to hear you."

"Trot them in." For the first time since leaving this office three days before, Mitchell smiled. He was getting into his stride at last. After all, there seemed to be a chance.

There followed a convention of the draftsmen and engineers of the Robinson-Ray Syndicate before which an unknown American youth delivered an address on "Cyanide Tanks. How to Build Them; Where to Buy Them."

It was the old story of a man who had learned his work thoroughly and who loved it. Mitchell typified the theory of specialization; what he knew, he knew completely, and before he had more than begun his talk these men recognized that fact. When he had finished, Mr. Peebleby announced that the bids would not be opened that day.

The American had made his first point. He had gained time in which to handle himself, and the Robinson-Ray people had recognized a new factor in the field. When he was again in the Director General's room, the latter said:

"I think I will have you formulate a new bid along the lines you have laid down."

"Very well."

"You understand, our time is up. Can you have it ready by Saturday, three days from now?"

Mitchell laughed. "It's a ten days' job for two men."

"I know, but we can't wait."

"Then give me until Tuesday; I'm used to a twenty-four-hour shift now. Meanwhile I'd like to leave these figures here for your chief draftsman to examine. Of course they are not to be considered binding."

"Isn't that a bit—er—foolish?" inquired Peebleby? "Aren't you leaving a weapon behind you?"

"Yes, but not the sort of a weapon you suspect," thought Mitchell. "This is a boomerang." Aloud, he answered, lightly: "Oh, that's all right. I know I'm among friends."

When his request was granted he made a mental note, "Step number two!"

Again he filled a cab with drawings, again he went back to the Metropole and to maddening columns of new figures—back to the monotony of tasteless meals served at his elbow.

But there were other things besides his own bid to think of now. Mitchell knew he must find what other firms were bidding on the job, and what prices they had bid. The first promised to require some ingenuity, the second was a Titan's task.

Salesmanship, in its highest development, is an exact science. Given the data he desired, Louis Mitchell felt sure he could read the figures sealed up in those other bids to a nicety, but to get that data required much concentrated effort and much time. Time was what he needed above all things; time to refigure these myriad drawings, time to determine when the other bids had gone in, time to learn trade conditions at the competitive plants, time to sleep. There were not sufficient hours in the day for all these things, so he rigidly economized on the least important, sleep. He laid out a program for himself; by night he worked in his room, by day he cruised for information, at odd moments around the dawn he slept. He began to feel the strain before long. Never physically robust, he began to grow blue and drawn about the nostrils. Frequently his food would not stay down. He was forced to drive his lagging spirits with a lash. To accomplish this he had to think often of his girl-wife. Her letters, written daily, were a great help; they were like some God-given cordial that infused fresh blood into his brain, new strength into his flagging limbs. Without them he could not have held up.

With certain definite objects in view he made daily trips to Threadneedle Street. Invariably he walked into the general offices unannounced; invariably he made a new friend before he came out. Peebleby seemed to like him; in fact asked his opinion on certain forms of structure and voluntarily granted the young man two days of grace. Two days! They were like oxygen to a dying man.

Mitchell asked permission to talk to the head draftsman and received it, and following their interview he requested the privilege of dictating some notes regarding the interview. In this way he met the stenographer. When he had finished with her he flipped the girl a gold sovereign, stolen from the sadly melted nine hundred and twenty.

As Mitchell was leaving the office the Director General yielded to a kindly impulse and advised his new acquaintance to run over to Paris and view the Exposition.

"You can do your figuring there just as well as here," said he. "I don't want your trip from Chicago to be altogether wasted, Mr. Mitchell."

Louis smiled and shook his head. "I can't take that Exposition back with me, and I can take this contract. I think I'll camp with my bid."

In the small hours of that night he made a discovery that electrified him. He found that the most commonly used section in his specifications, a twelve-inch I-beam, was listed under the English custom as weighing fifty-four pounds per foot, whereas the standardized American section, which possessed the same carrying strength, weighed four pounds less. Here was an advantage of eight per cent. in cost and freight! This put another round of the ladder beneath him; he was progressing well, but as yet he had learned nothing about his competitors.

The next morning he had some more dictation for Peebleby's stenographer, and niched another sovereign from his sad little bank-roll. When the girl gave him his copy he fell into conversation with her and painted a picture of Yankeeland well calculated to keep her awake nights. They gossiped idly, she of her social obligations, he of the cyanide-tank business—he could think of nothing else to talk about. Adroitly he led her out. They grew confidential. She admitted her admiration for Mr. Jenkins from Edinburgh. Yes, Mr. Jenkins's company was bidding on the Krugersdorpf job. He was much nicer than Mr. Kruse from the Brussels concern, and, anyhow, those Belgian firms had no chance at this contract, for Belgium was pro-Boer, and—well, she had heard a few things around the office.

Mitchell was getting "feed-box" information. When he left he knew the names of his dangerous competitors as well as those whom, in all likelihood, he had no cause to fear. Another step! He was gaining ground.

In order to make himself absolutely certain that his figures would be low, there still remained three things to learn, and they were matters upon which he could afford to take no slightest chance of mistake. He must know, first, the dates of those other bids; second, the market-price of English steel at such times; and, third, the cost of fabrication at the various mills. The first two he believed could be easily learned, but the third promised to afford appalling difficulties to a man unfamiliar with foreign methods and utterly lacking in trade acquaintances. He went at them systematically, however, only to run against a snag within the hour. Not only did he fail to find the answer to question number one, but he could find no market quotations whatever on structural steel shapes such as entered into the Krugersdorpf job.

He searched through every possible trade journal, through reading rooms and libraries, for the price of I-beams, channels, Z-bars, and the like; but nowhere could he even find mention of them. His failure left him puzzled and panic-stricken; he could not understand it. If only he had more time, he reflected, time in which to learn the usages and the customs of this country. But time was what he had not. He was tired, very tired from his sleepless nights and hours of daylight strain—and meanwhile the days were rushing past.

While engaged in these side labors, he had, of course, been working on his draftsmen friends, and more assiduously even than upon his blue-prints. On Tuesday night, with but one more day of grace ahead of him, he gave a dinner to all of them, disregarding the fact that his bank-roll had become frightfully emaciated.

For several days after that little party blue-printing in the Robinson-Ray office was a lost art. When his guests had dined and had settled back into their chairs, Mitchell decided to risk all upon one throw. He rose, at the head of the table, and told them who he was. He utterly destroyed their illusions regarding him and his position with Comer & Mathison, he bared his heart to those stoop-shouldered, shabby young men from Threadneedle Street and came right down to the nine hundred and twenty dollars and the girl. He told them what this Krugersdorpf job meant to him and to her, and to the four twenty-dollar bills in Chicago, Illinois, U.S.A.

Those Englishmen listened silently. Nobody laughed. Perhaps it was the sort of thing they had dreamed of doing some day, perhaps there were other girls in other tiny furnished flats, other hearts wrapped up in similar struggles for advancement. They were good mathematicians, it seemed, for they did not have to ask Mitchell how the nine hundred and twenty was doing, or to inquire regarding the health of the other eighty. One of them, a near-sighted fellow with thick lenses, arose with the grave assertion that he had taken the floor for the purpose of correcting a popular fallacy; Englishmen and Yankees, he declared, were not cousins, they were brothers, and their interests ever had been and ever would be identical. He said, too, that England wanted to do business with America, and as for this particular contract, not only did the British nation as a whole desire America to secure it, but the chaps who bent over the boards at No. 42-1/2 Threadneedle Street were plugging for her tooth and nail. His hollow-chested companions yelled their approval of this statement, whereupon Mitchell again arose, alternately flushing and paling, and apologized for what had happened in 1776. He acknowledged himself ashamed of the 1812 affair, moreover, and sympathized with his guests over their present trouble with the Boers. When he had finished they voted him the best host and the best little cyanide tank-builder known to them—and then everybody tried to tell him something at once.

They told him among other things that every bid except his had been in for two weeks, and that they were in the vault under the care of Mr. Pitts, the head draftsman. They promised to advise him if any new bids came in or if any changes occurred, and, most important of all, they told him that in England all structural steel shapes, instead of being classified as in America, are known as "angles," and they told him just how and where to find the official reports giving the price of the same for every day in the year.

The word "angles" was the missing key, and those official market reports formed the lock in which to fit it. Mitchell had taken several mighty strides, and there remained but one more step to take.

When his guests had finally gone home, swearing fealty, and declaring this to be the best dinner they had ever drunk, he hastened back to his room, back to the desert of blueprints and to the interminable columns of figures, and over them he worked like a madman.

He slept two hours before daylight, then he was up and toiling again, for this was his last day. Using the data he had gathered the night before, he soon had the price of English and Scottish steel at the time the last bids were closed. Given one thing more—namely, the cost of fabrication in these foreign shops, and he would have reduced this hazard to a certainty, he would be able to read the prices contained in those sealed bids as plainly as if they lay open before him. But his time had narrowed now to hours.

He lunched with John Pitts, the head draughtsman, going back to pick up the boomerang he had left the week before.

"Have you gone over my first bid?" he asked, carelessly.

"I have—lucky for you," said Pitts. "You made a mistake."

"Indeed! How so?"

"Why, it's thirty per cent. too low. It would be a crime to give you the business at those figures."

"But, you see, I didn't include the sub-structure. I didn't have time to figure that." Mitchell prayed that his face might not show his eagerness. Evidently it did not, for Pitts walked into the trap.

"Even so," said he; "it's thirty per cent. out of the way. I made allowance for that."

The boomerang had finished its flight!

Once they had separated, Mitchell broke for his hotel like a hunted man. He had made no mistake in his first figures. The great Krugersdorpf job was his; but, nevertheless, he wished to make himself absolutely sure and to secure as much profit as possible for Comer & Mathison. Without a handsome profit this three-million-dollar job might ruin a firm of their standing.

In order to verify Pitts's statement, in order to swell his proposed profits to the utmost, Mitchell knew he ought to learn the "overhead" in English mills; that is, the fixed charges which, added to shop costs and prices of material, are set aside to cover office expenses, cost of operation, and contingencies. Without this information he would have to go it blind, after a fashion, and thereby risk penalizing himself; with it he could estimate very closely the amounts of the other bids and insure a safe margin for Comer & Mathison. In addition to this precaution he wished to have his own figures checked up, for even under normal conditions, if one makes a numerical error in work of this sort, he is more than apt to repeat it time and again, and Mitchell knew himself to be deadly tired—almost on the verge of collapse. He was inclined to doze off whenever he sat down; the raucous noises of the city no longer jarred or startled him, and his surroundings were becoming unreal, grotesque, as if seen through the spell of absinthe. Yes, it was necessary to check off his figures.

But who could he get to do the work? He could not go to Threadneedle Street. He thought of the Carnegie representative and telephoned him, explaining the situation and his crying need, only to be told that no one in that office was capable of assisting him. He was referred, however, to an English engineer who, it was barely possible, could handle the job. In closing, the Carnegie man voiced a vague warning:

"His name is Dell, and he used to be with one of the Edinburgh concerns, so don't let him know your inside figures. He might spring a leak."

A half-hour later Mitchell, his arms full of blue-prints, was in Mr. Dell's office. But the English engineer hesitated; he was very busy; he had numerous obligations. Mitchell gazed over the threadbare rooms and hastily estimated how much of the nine hundred and twenty dollars would be left after he had paid his hotel bill. What there was to do must be done before the next morning's sun arose.

"This job is worth ten sovereigns to me if it is finished tonight," he declared, briskly.

Mr. Dell hesitated, stumbled, and fell. "Very well. We'll begin at once," said he.

He unrolled the blue-prints, from a drawer he produced a sliding-rule. He slid this rule up; he slid it down; he gazed through his glasses at space; he made microscopic Spencerian figures in neat rows and columns. He seemed to pluck his results from the air with necromantic cunning, and what had taken the young man at his elbow days and nights of cruel effort to accomplish—what had put haggard lines about his mouth and eyes—the engineer accomplished in a few hours by means of that sliding-rule. Meanwhile, with one weary effort of will, his visitor summoned his powers and cross-examined him adroitly. Here was the very man to supply the one missing link in the perfect chain; but Mr. Dell would not talk. He did not like Americans nor American methods, and he made his dislike apparent by sealing his lips. Mitchell played upon his vanity at first, only to find the man wholly lacking in conceit. Changing his method of attack, Mitchell built a fire under Mr. Dell. He grilled everything British, the people, their social customs, their business methods, even English engineers, and he did it in a most annoying manner. Mr. Dell began to perspire. He worked doggedly on for a while, then he arose in defense of his country, whereupon Mitchell artfully shifted his attack to English steel-mills. The other refuted his statements flatly. At length the engineer was goaded to anger, he became disputative, indignant, loquacious.

When Louis Mitchell flung himself into the dark body of his cab, late that evening, and sank his legs knee-deep into those hateful blue-prints, he blessed that engineer, for Dell had told him all he wished to know, all he had tried so vainly to discover through other sources. The average "overhead" in British mills was one hundred and thirty per cent., and Dell knew.

The young man laughed hysterically, triumphantly, but the sound was more like a tearful hiccough. To-morrow at ten-thirty! It was nearly over. He would be ready. As he lolled back inertly upon the cushions he mused dreamily that he had done well. In less than two weeks, in a foreign country, and under strange conditions, without acquaintance or pull or help of any sort, he had learned the names of his competitive firms, the dates of their bids, and the market prices ruling on every piece of steel in the Krugersdorpf job when those bids were figured. He had learned the rules governing English labor unions; he knew all about piece-work and time-work, fixed charges and shop costs, together with the ability of every plant figuring on the Robinson-Ray contract to turn out the work in the necessary time. All this, and more, he had learned legitimately and without cost to his commercial honor. Henceforth that South-African contract depended merely upon his own ability to add, subtract, and multiply correctly. It was his just as surely as two and two make four—for salesmanship is an exact science.

The girl would be very happy, he told himself. He was glad that she could never know the strain it had been.

Again, through the slow, silent hours of that Wednesday night, Mitchell fought the fatigue of death, going over his figures carefully. There were no errors in them.

Dawn was creeping in on him when he added a clean thirty-per-cent. profit for his firm, signed his bid, and prepared for bed. But he found that he could not leave the thing. After he had turned in he became assailed by sudden doubts and fears. What if he had made a mistake after all? What if some link in his chain were faulty? What if some other bidder had made a mistake and underfigured? Such thoughts made him tremble. Now that it was all done, he feared that he had been overconfident, for could it really be possible that the greatest steel contract in years would come to him? He grew dizzy at the picture of what it meant to him and to the girl.

He calmed himself finally and looked straight at the matter, sitting up in bed, his knees drawn up under his chin. While so engaged he caught sight of his drawn face in the mirror opposite and started when he realized how old and heavy with fatigue it was. He determined suddenly to shave that profit to twenty-nine per cent. and make assurance doubly sure, but managed to conquer his momentary panic. Cold reasoning told him that his figures were safe.

Louis Mitchell was the only salesman in Mr. Peebleby's office that morning who did not wear a silk hat, pearl gloves, and spats. In consequence the others ignored him for a time—but only for a time. Once the proposals had been read, an air of impenetrable gloom spread over the room. The seven Scotch, English, and Belgian mourners stared cheerlessly at one another and then with growing curiosity at the young man from overseas who had underbid the lowest of them by six thousand pounds sterling, less than one per cent. After a while they bowed among themselves, mumbled something to Mr. Peebleby, and went softly out in their high hats, their pearl gloves, and their spats—more like pall-bearers now than ever.

"Six hundred and thirty-seven thousand five hundred pounds sterling!" said the Director General. "By Jove, Mitchell, I'm glad!" They shook hands. "I'm really glad."

"That's over three million dollars in real money," said the youth. "It's quite a tidy little job."

Peebleby laughed. "You've been very decent about it, too. I hope to see something of you in the future. What?"

"You'll see my smoke, that's all."

"You're not going back right away?"

"To-morrow; I've booked my passage and cabled the girl to meet me in New York."

"My word! A girl! She'll be glad to hear of your success."

"Oh, I've told her already. You see, I knew I'd won."

The Director General of the Robinson-Ray Syndicate stared in open amazement, but Mitchell hitched his chair closer, saying:

"Now let's get at those signatures. I've got to pack."

That night Louis Mitchell slept with fifteen separate contracts under his pillow. He double-locked the door, pulled the dresser in front of it, and left the light burning. At times he awoke with a start and felt for the documents. Toward morning he was seized with a sudden fright, so he got up and read them all over for fear somebody had tampered with them. They were correct, however, whereupon he read them a second time just for pleasure. They were strangely interesting.

On the Deutschland he slept much of the way across, and by the time Liberty Statue loomed up he could dream of other things than blue-prints—of the girl, for instance.

She had enough left from the eighty dollars to bring her to New York and to pay for a week's lodging in West Thirty-fourth Street, though how she managed it Mitchell never knew. She was at the dock, of course. He knew she would be. He expected to see her with her arms outstretched and with the old joyous smile upon her dimpled face, and, therefore, he was sorely disappointed when he came down the gang-plank and she did not appear. He searched high and low until finally he discovered her seated over by the letter "M," where his trunk was waiting inspection. There she was, huddled up on a coil of rope, crying as if her heart would break; her nerve was gone, along with the four twenty-dollar bills; she was afraid to face him, afraid there had been an error in his cablegram.

Not until she lay in his arms at last, sobbing and laughing, her slender body all aquiver, did she believe. Then he allowed her to feel the fifteen contracts inside his coat. Later, when they were in a cab bound for her smelly little boarding-house, he showed them to her. In return she gave him a telegram from his firm—a telegram addressed as follows:

Mr. LOUIS MITCHELL,

General Sales Manager, Comer & Mathison, New York City.

The message read:

That goes. COMER.

Mitchell opened the trap above his head and called up to the driver: "Hey, Cabbie! We've changed our minds. Drive us to the Waldorf—at a gallop."



WITH INTEREST TO DATE

This is the tale of a wrong that rankled and a great revenge. It is not a moral story, nor yet, measured by the modern money code, is it what could be called immoral. It is merely a tale of sharp wits which clashed in pursuit of business, therefore let it be considered unmoral, a word with a wholly different commercial significance.

Time was when wrongs were righted by mace and battle-ax, amid fanfares and shoutings, but we live in a quieter age, an age of repression, wherein the keenest thrust is not delivered with a yell of triumph nor the oldest score settled to the blare of trumpets. No longer do the men of great muscle lord it over the weak and the puny; as a rule they toil and they lift, doing unpleasant, menial duties for hollow-chested, big-domed men with eye-glasses. But among those very spindle-shanked, terra-cotta dwellers who cower at draughts and eat soda mints, the ancient struggle for supremacy wages fiercer than ever. Single combats are fought now as then, and the flavor of victory is quite as sweet to the pallid man back of a roll-top desk as to the swart, bristling baron behind his vizored helmet.

The beginning of this story runs back to the time Henry Hanford went with the General Equipment Company as a young salesman full of hope and enthusiasm and a somewhat exaggerated idea of his own importance. He was selling shears, punches, and other machinery used in the fabrication of structural steel. In the territory assigned to him, the works of the Atlantic Bridge Company stuck up like a sore thumb, for although it employed many men, although its contracts were large and its requirements numerous, the General Equipment Company had never sold it a dollar's worth of anything.

In the course of time Hanford convinced himself that the Atlantic Bridge Company needed more modern machinery, so he laid siege to Jackson Wylie, Sr., its president and practical owner. He spent all of six months in gaining the old man's ear, but when he succeeded he laid himself out to sell his goods. He analyzed the Atlantic Bridge Company's needs in the light of modern milling practice, and demonstrated the saving his equipment would effect. A big order and much prestige were at stake, both of which young Hanford needed badly at the time. He was vastly encouraged, therefore, when the bridge-builder listened attentively to him.

"I dare say we shall have to make a change," Mr. Wylie reluctantly agreed. "I've been bothered to death by machinery salesmen, but you're the first one to really interest me."

Hanford acknowledged the compliment and proceeded further to elaborate upon the superiority of the General Equipment Company's goods over those sold by rival concerns. When he left he felt that he had Mr. Wylie, Sr., "going."

At the office they warned him that he had a hard nut to crack; that Wylie was given to "stringing" salesmen and was a hard man to close with, but Hanford smiled confidently. Granting those facts, they rendered him all the more eager to make this sale; and the bridge company really did need up-to-date machinery.

He instituted an even more vigorous selling campaign, he sent much printed matter to Mr. Wylie, Sr., he wrote him many letters. Being a thoroughgoing young saleman, he studied the plant from the ground up, learning the bridge business in such detail as enabled him to talk with authority on efficiency methods. In the course of his studies he discovered many things that were wrong with the Atlantic, and spent days in outlining improvements on paper. He made the acquaintance of the foremen; he cultivated the General Superintendent; he even met Mr. Jackson Wylie, Jr., the Sales Manager, a very polished, metallic young man, who seemed quite as deeply impressed with Hanford's statements as did his father.

Under our highly developed competitive system, modern business is done very largely upon personality. From the attitude of both father and son, Hanford began to count his chickens. Instead of letting up, however, he redoubled his efforts, which was his way. He spent so much time on the matter that his other work suffered, and in consequence his firm called him down. He outlined his progress with the Atlantic Bridge Company, declared he was going to succeed, and continued to camp with the job, notwithstanding the firm's open doubts.

Sixty days after his first interview he had another visit with Wylie, senior, during which the latter drained him of information and made an appointment for a month later. Said Mr. Wylie:

"You impress me strongly, Hanford, and I want my associates to hear you. Get your proposition into shape and make the same talk to them that you have made to me."

Hanford went away elated; he even bragged a bit at the office, and the report got around among the other salesmen that he really had done the impossible and had pulled off something big with the Atlantic. It was a busy month for that young gentleman, and when the red-letter day at last arrived he went on to Newark to find both Wylies awaiting him.

"Well, sir, are you prepared to make a good argument?" the father inquired.

"I am." Hanford decided that three months was not too long a time to devote to work of this magnitude, after all.

"I want you to do your best," the bridge-builder continued, encouragingly, then he led Hanford into the directors' room, where, to his visitor's astonishment, some fifty men were seated.

"These are our salesmen," announced Mr. Wylie. He introduced Hanford to them with the request that they listen attentively to what the young man had to say.

It was rather nervous work for Hanford, but he soon warmed up and forgot his embarrassment. 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; he showed the economic necessity for new machinery; then he explained the efficiency of his own appliances. He took rival types and picked them to pieces, pointing out their inferiority. He showed his familiarity with bridge work by going into figures which bore out his contention that the Atlantic's output could be increased and at an actual monthly saving. He wound up by proving that the General Equipment Company was the one concern best fitted to effect the improvement.

It had taken months of unremitting toil to prepare himself for this exposition, but the young fellow felt he had made his case. When he took up the cost of the proposed instalment, however, Mr. Jackson Wylie, Sr., interrupted him.

"That is all I care to have you cover," the latter explained. "Thank you very kindly, Mr. Hanford."

Hanford sat down and wiped his forehead, whereupon the other stepped forward and addressed his employees.

"Gentlemen," said he, "you have just listened to the best argument I ever heard. I 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. I want you to profit by this talk. Take it to heart and apply it to your own customers. Our selling efficiency has deteriorated lately; you are getting lazy. I want you to wake up and show better results. That is all. You might thank this young gentleman for his kindness."

When the audience had dispersed, Hanford inquired, blankly, "Don't you intend to act on my suggestions?"

"Oh no!" said Mr. Wylie, in apparent surprise. "We are doing nicely, as it is. I merely wanted you to address the boys."

"But—I've spent three months of hard labor on this! You led me to believe that you would put in new equipment."

The younger Wylie laughed, languidly exhaling a lungful of cigarette smoke. "When Dad gets ready to purchase, he'll let you know," said he.

Six months later the Atlantic Bridge Company placed a mammoth order with Hanford's rival concern, and he was not even asked to figure on it.

That is how the seeds of this story were sown. Of course the facts got out, for those Atlantic salesmen were not wanting in a sense of humor, and Hanford was joshed in every quarter. To make matters worse, his firm called him to account for his wasted time, implying that something was evidently wrong with his selling methods. Thus began a lack of confidence which quickly developed into strained relations. The result was inevitable; Hanford saw what was coming and was wise enough to resign his position.

But it was the ridicule that hurt him most. He was unable to get away from that. Had he been at all emotional, he would have sworn a vendetta, so deep and lasting was the hurt, but he did not; he merely failed to forget, which, after all, is not so different.

It seemed queer that Henry Hanford should wind up in the bridge business himself, after attempting to fill several unsatisfactory positions, and yet there was nothing remarkable about it, for that three months of intense application at the Atlantic plant had given him a groundwork which came in handy when the Patterson Bridge Company offered him a desk. He was a good salesman; he worked hard and in time he was promoted. By and by the story was forgotten—by every one except Henry Hanford. But he had lost a considerable number of precious years.

* * * * *

When it became known that the English and Continental structural shops were so full of work that they could not figure on the mammoth five-million-dollar steel structure designed to span the Barrata River in Africa, and when the Royal Commission in London finally advertised broadcast that time was the essence of this contract, Mr. Jackson Wylie, Sr., realized that his plant was equipped to handle the job in magnificent shape, with large profit to himself and with great renown to the Wylie name. He therefore sent his son, Jackson Wylie, the Second, now a full-fledged partner, to London armed with letters to almost everybody in England from almost everybody in America.

Two weeks later—the Patterson Bridge Company was not so aggressive as its more pretentious rival—Henry Hanford went abroad on the same mission, but he carried no letters of introduction for the very good reason that he possessed neither commercial influence nor social prestige. Bradstreets had never rated him, and Who's Who contained no names with which he was familiar.

Jackson Wylie, the Second had been to London frequently, and he was accustomed to English life. He had friends with headquarters at Prince's and at Romano's, friends who were delighted to entertain so prominent an American; his letters gave him the entree to many of the best clubs and paved his way socially wherever he chose to go.

It was Hanford's first trip across, and he arrived on British soil without so much as a knowledge of English coins, with nothing in the way of baggage except a grip full of blue-prints, and with no destination except the Parliament buildings, where he had been led to believe the Royal Barrata Bridge Commission was eagerly and impatiently awaiting his coming. But when he called at the Parliament buildings he failed not only to find the Commission, but even to encounter anybody who knew anything about it. He did manage to locate the office, after some patient effort, but learned that it was nothing more than a forwarding address, and that no member of the Commission had been there for several weeks. He was informed that the Commission had convened once, and therefore was not entirely an imaginary body; beyond that he could discover nothing. On his second visit to the office he was told that Sir Thomas Drummond, the chairman, was inside, having run down from his shooting-lodge in Scotland for the day. But Sir Thomas's clerk, with whom Hanford had become acquainted at the time of his first call, informed him that Mr. Jackson Wylie, the Second, from America, was closeted with his lordship, and in consequence his lordship could not be disturbed. Later, when Hanford got more thoroughly in touch with the general situation, he began to realize that introductions, influence, social prestige would in all probability go farther toward landing the Barrata Bridge than mere engineering, ability or close figuring—facts with which the younger Wylie was already familiar, and against which he had provided. It also became plain to Hanford as time went on that the contract would of necessity go to America, for none of the European shops were in position to complete it on time.

Owing to government needs, this huge, eleven-span structure had to be on the ground within ninety days from the date of the signing of the contract, and erected within eight months thereafter. The Commission's clerk, a big, red-faced, jovial fellow, informed Hanford that price was not nearly so essential as time of delivery; that although the contract glittered with alluring bonuses and was heavily weighted with forfeits, neither bonuses nor forfeitures could in the slightest manner compensate for a delay in time. It was due to this very fact, to the peculiar urgency of the occasion, that the Commissioners were inclined to look askance at prospective bidders who might in any way fail to complete the task as specified.

"If all that is true, tell me why Wylie gets the call?" Hanford inquired.

"I understand he has the very highest references," said the Englishman.

"No doubt. But you can't build bridges with letters of introduction, even in Africa."

"Probably not. But Sir Thomas is a big man; Mr. Wylie is one of his sort. They meet on common ground, don't you see?"

"Well, if I can't arrange an interview with any member of the Commission, I can at least take you to lunch. Will you go?"

The clerk declared that he would, indeed, and in the days that followed the two saw much of each other. This fellow, Lowe by name, interested Hanford. He was a cosmopolite; he was polished to the hardness of agate by a life spent in many lands. He possessed a cold eye and a firm chin; he was a complex mixture of daredeviltry and meekness. He had fought in a war or two, and he had led hopes quite as forlorn as the one Hanford was now engaged upon. It was this bond, perhaps, which drew the two together.

In spite of Lowe's assistance Hanford found it extremely difficult, nay, almost impossible, to obtain any real inside information concerning the Barrata Bridge; wherever he turned he brought up against a blank wall of English impassiveness: he even experienced difficulty in securing the blue-prints he wanted.

"It looks pretty tough for you," Lowe told him one day. "I'm afraid you're going to come a cropper, old man. This chap Wylie has the rail and he's running well. He has opened an office, I believe."

"So I understand. Well, the race isn't over yet, and I'm a good stayer. This is the biggest thing I ever tackled and it means a lot to me—more than you imagine."

"How so?"

Hanford recited the story of his old wrong, to Lowe's frank amazement.

"What a rotten trick!" the latter remarked.

"Yes! And—I don't forget."

"You'd better forget this job. It takes pull to get consideration from people like Sir Thomas, and Wylie has more than he needs. A fellow without it hasn't a chance. Look at me, for instance, working at a desk! Bah!"

"Want to try something else?"

"I do! And you'd better follow suit."

Hanford shook his head. "I never quit—I can't. When my chance at this bridge comes along—"

Lowe laughed.

"Oh, the chance will come. Chances always come; sometimes we don't see them, that's all. When this one comes I want to be ready. Meanwhile, I think I'll reconnoiter Wylie's new office and find out what's doing."

Day after day Henry Hanford pursued 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 heard occasional rumors of the social triumphs of his rival, and met him once, to be treated with half-veiled amusement by that patronizing young man. Meanwhile, the time was growing short and Hanford's firm was not well pleased with his progress.

Then the chance came, unexpectedly, as Hanford had declared chances always come. The remarkable thing in this instance was not that the veiled goddess showed her face, but that Hanford was quick enough to recognize her and bold enough to act. He had taken Lowe to the Trocadero for dinner, and, finding no seats where they could watch the crowd, he had selected a stall in a quiet corner. They had been there but a short time when Hanford recognized a voice from the stall adjacent as belonging to the representative of the Atlantic Bridge Company. From the sounds he could tell that Wylie was giving a dinner-party, and with Lowe's aid he soon identified the guests as members of the Royal Barrata Bridge Commission. Hanford began to strain his ears.

As the meal progressed this became less of an effort, for young Wylie's voice was strident. The Wylie conversation had ever been limited largely to the Wylies, their accomplishments, their purposes, and their prospects; and now having the floor as host, he talked mainly about himself, his father, and their forthcoming Barrata Bridge contract. It was his evident endeavor this evening to impress his distinguished guests with the tremendous importance of the Atlantic Bridge Company and its unsurpassed facilities for handling big jobs. A large part of young Wylie's experience had been acquired by manipulating municipal contracts and the aldermen connected therewith; he now worked along similar lines. Hanford soon learned that he was trying in every way possible to induce Drummond and his associates to accompany him back to America for the purpose of proving beyond peradventure that the Atlantic could take care of a five-million-dollar contract with ease.

"As if they'd go!" Lowe said, softly. "And yet—by Jove! he talks as if he had the job buttoned up."

The Englishman was alert, his dramatic instinct was at play; recognizing the significance of Wylie's offer and its possible bearing upon Hanford's fortunes, he waved the waiter away, knowing better than to permit the rattle of dishes to distract his host's attention.

Meanwhile, with clenched teeth and smoldering eyes Henry Hanford heard his rival in the next compartment identify the State of New Jersey by the fact that the works of the Atlantic Bridge Company were located therein, and dignify it by the fact that the Jackson Wylies lived there.

"You know, gentlemen," Wylie was saying, "I can arrange the trip without the least difficulty, and I assure you there will be no discomfort. I am in constant cipher communication with my father, and he will be delighted to afford you every courtesy. I can fix it up by cable in a day."

Hanford arose with a silent gesture to his guest, then, although the meal was but half over, he paid the bill. He had closed his campaign. Right then and there he landed the great Barrata Bridge contract.

Lowe, mystified beyond measure by his friend's action, made no comment until they were outside. Then he exclaimed:

"I say, old top, what blew off?"

Hanford smiled at him queerly. "The whole top of young Wylie's head blew off, if he only knew it. It's my day to settle that score, and the interest will be compounded."

"I must be extremely stupid."

"Not at all. You're damned intelligent, and that's why I'm going to need your help." Hanford turned upon the adventurer suddenly. "Have you ever been an actor?"

Lowe made a comical grimace. "I say, old man, that's pretty rough. My people raised me for a gentleman."

"Exactly. Come with me to my hotel. We're going to do each other a great favor. With your help and the help of Mr. Jackson Wylie the Second's London clerk, I'm going to land the Barrata Bridge."

Hanford had not read his friend Lowe awrong, and when, behind locked doors, he outlined his plan, the big fellow gazed at him with amazement, his blue eyes sparkling with admiration.

"Gad! That appeals to me. I—think I can do it." There was no timidity in Lowe's words, merely a careful consideration of the risks involved.

Hanford gripped his hand. "I'll attend to Wylie's clerk," he declared. "Now we'd better begin to rehearse."

"But what makes you so positive you can handle his clerk?" queried Lowe.

"Oh, I've studied him the same way I've studied you! I've been doing nothing else for the last month."

"Bli' me, you're a corker!" said Mr. Lowe.

* * * * *

Back in Newark, New Jersey, Jackson Wylie, Sr., was growing impatient. In spite of his son's weekly reports he had begun to fret at the indefinite nature of results up to date. This dissatisfaction it was that had induced him to cable his invitation to the Royal Commission to visit the Atlantic plant. Mr. Jackson Wylie, Sr., had a mysterious way of closing contracts once he came in personal contact with the proper people. In the words of his envious competitors, he had "good terminal facilities," and he felt sure in his own mind that he could get this job if only he could meet some member of that Commission who possessed the power to act. Business was bad, and in view of his son's preliminary reports he had relied upon the certainty of securing this tremendous contract; he had even turned work away so that his plant might be ready for the rush, with the result that many of his men now were idle and that he was running far below capacity. But he likewise had his eye upon those English bonuses, and when his associates rather timidly called his attention to the present state of affairs he assured them bitingly that he knew his business. Nevertheless, he could not help chafing at delay nor longing for the time to come to submit the bid that had lain for a month upon his desk. The magnitude of the figures contained therein was getting on Mr. Wylie's nerves.

On the tenth of May he received a cablegram in his own official cipher which, translated, read:

Meet Sir Thomas Drummond, Chairman Royal Barrata Bridge Commission, arriving Cunard Liner Campania, thirteenth, stopping Waldorf. Arrange personally Barrata contract. Caution.

The cablegram was unsigned, but its address, "Atwylie," betrayed not only its destination, but also the identity of its sender. Mr. Jackson Wylie, Sr., 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 would consist of holding his own tongue now and henceforth. They had seen fit to criticize his handling of the matter thus far; he decided he would play safe and say nothing until he had first seen Sir Thomas Drummond and learned the lay of the land. He imagined he might then have something electrifying to tell them. He had "dealt from the bottom" too often, he had closed too many bridge contracts in his time, to mistake the meaning of this visit, or of that last word "caution."

During the next few days Mr. Jackson Wylie, Sr., had hard work to hold himself in, and he was at a high state of nervous tension when, on the morning of the fourteenth day of May, he strolled into the Waldorf-Astoria and inquired at the desk for Sir Thomas Drummond.

There was no Sir Thomas stopping at the hotel, although a Mr. T. Drummond from London had arrived on the Campania the day before. Mr. Jackson Wylie placed the heel of his right shoe upon the favorite corn of his left foot and bore down upon it heavily. He must be getting into his dotage, he reflected, or else the idea of a five-million-dollar job had him rattled. Of course Sir Thomas would not use his title.

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.

Arriving at the sixth floor, he needed no page to guide him; boots pointed his way to the apartment of the distinguished visitor as plainly as a lettered sign-board; boots of all descriptions—hunting-boots, riding-boots, street shoes, lowshoes, pumps, sandals—black ones and tan ones—all in a row outside the door. It was a typically English display. Evidently Sir Thomas Drummond was a personage of the most extreme importance and traveled in befitting style, Mr. Wylie told himself. 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 Mr. Wylie into a parlor where the first object upon which his active eyes alighted was a mass of blue-prints. He knew these drawings; he had figured on them himself. He likewise noted a hat-box and a great, shapeless English bag, both plastered crazily with hotel and steamship labels hailing from every quarter of the world. It was plain to be seen that Sir Thomas was a globe-trotter.

"Mr. Drummond begs you to be seated," the valet announced, with what seemed an unnecessary accent on the "mister," then moved silently out.

Mr. Wylie remarked to himself upon the value of discreet servants. They were very valuable; very hard to get in America. This must be some lifelong servitor in his lordship's family.

There was no occasion to inquire the identity of the tall, florid Englishman in tweeds who entered a moment later, a bundle of estimates in his hand. "Sir Thomas Drummond, Chairman of the Royal Barrata Bridge Commission," was written all over him in large type.

His lordship did not go to the trouble of welcoming his visitor, but scanned him frigidly through his glasses.

"You are Mr. Jackson Wylie, Senior?" he demanded, abruptly.

"That is my name."

"President of the Atlantic Bridge Company, of Newark, New Jersey?"

"The same."

"You received a cablegram from your son in London?"

"Yes, your lordship."

Sir Thomas made a gesture as if to forego the title. "Let me see it, please."

Mr. Wylie produced the cablegram, and Drummond scanned it sharply. Evidently the identification was complete.

"Does any one besides your son and yourself know the contents of this message?"

"Not a soul."

"You have not told any one of my coming?"

"No, sir!"

"Very well." Sir Thomas appeared to breathe easier; he deliberately tore the cablegram into small bits, then tossed the fragments into a wastepaper basket before waving his caller to a chair. He still remained very cold, very forceful, although his stiff formality had vanished.

"Do you understand all about this bridge?" he inquired.

Wylie senior took the cue of brusqueness and nodded shortly.

"Can you build it in the time specified?"

"With ease."

"Have you submitted your bid?"

"Not yet. I—"

"What is the amount of your proposal?"

The president of the Atlantic Bridge Company gasped. This was the boldest, the coldest work he had ever experienced. Many times he had witnessed public officials like Sir Thomas Drummond approach this delicate point, but never with such composure, such matter-of-fact certainty and lack of moral scruple. Evidently, however, this Englishman had come to trade and wanted a direct answer. There was no false pose, no romance here. But Jackson Wylie, Sr., was too shrewd a business man to name a rock-bottom price to begin with. The training of a lifetime would not permit him to deny himself a liberal leeway for hedging, therefore he replied, cautiously:

"My figures will be approximately L1,400,000 sterling." It was his longest speech thus far.

For what seemed an hour to the bridge-builder Sir Thomas Drummond gazed at him with a cold, hard eye, then he folded his papers, rolled up his blue-prints, placed them in the big traveling-bag, and carefully locked it. When he had finished he flung out this question suddenly:

"Does that include the Commissioners?"

Up to this point Mr. Jackson Wylie had spoken mainly in monosyllables; now he quit talking altogether; it was no longer necessary. He merely shook his head in negation. He was smiling slightly.

"Then I shall ask you to add L200,000 sterling to your price," his lordship calmly announced. "Make your bid L1,600,000 sterling, and mail it in time for Wednesday's boat. I sail on the same ship. Proposals will be opened on the twenty-fifth. Arrange for an English indemnity bond for ten per cent. of your proposition. Do not communicate in any manner whatsoever with your son, except to forward the sealed bid to him. He is not to know of our arrangement. You will meet me in London later; we will take care of that L200,000 out of the last forty per cent. of the contract price, which is payable thirty days after completion, inspection, and acceptance of the bridge. You will not consult your associates upon leaving here. Do I make myself clear? Very well, sir. The figures are easy to remember: L1,600,000; L1,400,000 to you. I am pleased with the facilities your plant offers for doing the work. I am confident you can complete the bridge on time, and I beg leave to wish you a very pleasant good day."

Jackson Wylie, Sr., did not 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 told himself that he needed a trip through the Holy Land with a guardian and a nursing-bottle; then he paused on the curb and stamped on his corn for a second time.

"Oh, what an idiot I am!" he cried, savagely. "I could have gotten L1,600,000 to start with, but—by gad, Sir Thomas is the coldest-blooded thing I ever went against! I—I can't help but admire 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 be so large as they might have been, he would at least make certain of them by obeying instructions to the letter. In accordance with this determination, he made out the bid himself, and 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 foreign town-car his wife had admired. He decided that she and the girls might go to Paris for the fall shopping—he might even go with them, in view of that morning's episode.

For ten days he stood the pressure, then on the morning of the twenty-fourth 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 affect the opening of the bids in London, he felt absolved from his promise to Sir Thomas.

"Gentlemen, I have the honor to inform you," he began, pompously, "that the Barrata Bridge is ours! We have the greatest structural steel job of the decade." His chest swelled with justifiable pride.

"How? When? What do you mean?" they cried.

He told them of his mysterious but fruitful interview at the Waldorf ten days previously, enjoying their expressions of amazement to the full; then he explained in considerable detail the difficulties he had surmounted in securing such liberal figures from Sir Thomas.

"We were ready to take the contract for L1,300,000, as you will remember, but by the exercise of some diplomacy"—he coughed modestly—"I may say, by the display of some firmness and independence, I succeeded in securing a clean profit of $500,000 over what we had expected." He accepted, with becoming diffidence, the congratulations which were showered upon him. Of course, the news created a sensation, but it was as nothing to the sensation that followed upon the receipt of a cablegram the next day which read:

ATWYLIE,

Newark, New Jersey.

Terrible mistake somewhere. We lost. Am coming home to-day.

Mr. Jackson Wylie, Sr., also went home that day—by carriage, for, after raving wildly of treachery, after cursing the name of some English nobleman, unknown to most of the office force, he collapsed, throwing his employees into much confusion. There were rumors of an apoplectic stroke; some one telephoned for a physician; but the president of the Atlantic Bridge Company only howled at the latter when he arrived.

What hit the old man hardest was the fact that he could not explain to his associates—that he could not even explain to himself, for that matter. He could make neither head nor tail of the affair; his son was on the high seas and could not be reached; the mystery of the whole transaction threatened to unseat his reason. Even when his sorrowing heir arrived, a week after the shock, the father could gather nothing at first except the bare details.

All he could learn was that the Royal Barrata Bridge Commission had met on the twenty-fifth day of May, for the second time in its history, with Sir Thomas Drummond in the chair. In the midst of an ultra-British solemnity the bids had been opened and read—nine of them—two Belgian, one German, two French, one English, one Scottish, and two American.

The only proposals that conformed to the specifications in every respect were the last named. They were perfect. The Atlantic Bridge Company, of Newark, New Jersey, offered to do the work as specified for L1,600,000 sterling. The Patterson Bridge Company, through its authorized agent, Mr. Henry Hanford, named a price of L1,550,000. The rest was but a matter of detail.

Having concluded this bald recital, Jackson Wylie, the Second, spread his hands in a gesture of despair. "I can't understand it," he said, dolefully. "I thought I had it cinched all the time."

"You had it cinched!" bellowed his father. "You! Why, you ruined it all! Why in hell did you send him over here?"

"I? Send who? What are you talking about?"

"That man with the boots! That lying, thieving scoundrel, Sir Thomas Drummond, of course."

The younger Wylie's face showed blank, uncomprehending amazement. "Sir Thomas Drummond was in London all the time I was there. I saw him daily," said he.

Not until this very moment did the president of the Atlantic Bridge Company comprehend the trap he had walked into, but now the whole hideous business became apparent. He had been fooled, swindled, and in a way to render recourse impossible; nay, in a manner to blacken his reputation if the story became public. He fell actually ill from the passion of his rage and not even a long rest from the worries of business completely cured him. The bitter taste of defeat would not down. He might never have understood the matter thoroughly had it not been for a missive he received one day through the mail. It was a bill from a London shoe-store for twelve pairs of boots, of varying styles, made out to Henry Hanford, and marked "paid."

Mr. Jackson Wylie, Sr., noted with unspeakable chagrin that the last word was heavily under-scored in ink, as if by another hand. Hanford's bill was indeed paid, and with interest to date.



THE CUB REPORTER

Why he chose Buffalo Paul Anderson never knew, unless perhaps it had more newspapers than Bay City, Michigan, and because his ticket expired in the vicinity of Buffalo. For that matter, why he should have given up an easy job as the mate of a tugboat to enter the tortuous paths of journalism the young man did not know, and, lacking the introspective faculty, he did not stop to analyze his motives. So far as he could discover he had felt the call to higher endeavor, and just naturally had heeded it. Such things as practical experience and educational equipment were but empty words to him, for he was young and hopeful, and the world is kind at twenty-one.

He had hoped to enter his chosen field with some financial backing, and to that end, when the desire to try his hand at literature had struck him, he had bought an interest in a smoke-consumer which a fireman on another tugboat had patented. In partnership with the inventor he had installed one of the devices beneath a sawmill boiler as an experiment. Although the thing consumed smoke surprisingly well, it likewise unharnessed such an amazing army of heat-units that it melted the crown-sheet of the boiler; whereupon the sawmill men, being singularly coarse and unimaginative fellows, set upon the patentee and his partner with ash-rakes, draw-bars, and other ordinary, unpatented implements; a lumberjack beat hollowly upon their ribs with a peavy, and that night young Anderson sickened of smoke-consumers, harked anew to the call of journalism, and hiked, arriving in Buffalo with seven dollars and fifty cents to the good.

For seven dollars, counted out in advance, he chartered a furnished room for a week, the same carrying with it a meal at each end of the day, which left in Anderson's possession a superfluity of fifty cents to be spent in any extravagance he might choose.

Next day he bought a copy of each newspaper and, carefully scanning them, selected the one upon which to bestow his reportorial gifts. This done, he weighed anchor and steamed through the town in search of the office. Walking in upon the city editor of The Intelligencer, he gazed with benevolent approval upon that busy gentleman's broad back. He liked the place, the office suited him, and he decided to have his desk placed over by the window.

After a time the editor wheeled, displaying a young, smooth, fat face, out of which peered gray-blue eyes with pin-point pupils.

"Well?" he queried.

"Here I am," said Anderson.

"So it appears. What do you want?"

"Work."

"What kind?"

"Newspapering."

"What can you do?"

"Anything."

"Well, well!" cried the editor. "You don't look much like a newspaper man."

"I'm not one—yet. But I'm going to be."

"Where have you worked?"

"Nowhere! You see, I'm really a playwright."

The editor's face showed a bit of interest. "Playwright, eh? Anderson! Anderson!" he mused. "Don't recall the name."

"No," said Paul; "I've never written any plays yet, but I'm going to. That's why I want to sort of begin here and get the hang of this writing game."

A boy entered with some proofs at that moment and tossed them upon the table, distracting the attention of the newspaper man. The latter wheeled back to his work and spoke curtly over his shoulder.

"I'm not running a school of journalism. Good-by."

"Maybe you'd like me to do a little space work—?"

"I'd never like you. Get out. I'm busy."

Anderson retired gracefully, jingling his scanty handful of nickels and dimes, and a half-hour later thrust himself boldly in upon another editor, but with no better result. He made the rounds of all the offices; although invariably rebuffed he became more firmly convinced than ever that journalism was his designated sphere.

That night after dinner he retired to his room with the evening papers, wedged a chair against his bed, and, hoisting his feet upon the wash-stand, absorbed the news of the day. It was ineffably sweet and satisfying to be thus identified with the profession of letters, and it was immeasurably more dignified than "tugging" on the Saginaw River. Once he had schooled himself in the tricks of writing, he decided he would step to higher things than newspaper work, but for the present it was well to ground himself firmly in the rudiments of the craft.

In going through the papers he noted one topic which interested him, a "similar mystery" story on the second page. From what he could gather, he judged that much space had already been given to it; for now, inasmuch as no solution offered, the item was dying slowly, the major portion of each article being devoted to a rehash of similar unsolved mysteries.

Anderson read that the body of the golden-haired girl still lay at the Morgue, unidentified. Bit by bit he pieced together the lean story that she was a suicide and that both the police and the press had failed in their efforts to unearth the least particle of information regarding her. In spite of her remarkable beauty and certain unusual circumstances connected with her death investigation had led nowhere.

On the following day Anderson again walked into the editorial-rooms of The Intelligencer and greeted the smooth, fat-faced occupant thereof.

"Anything doing yet?" he inquired.

"Not yet," said the newspaper man, with a trace of annoyance in his voice. As the applicant moved out he halted him at the door with the words: "Oh! Wait!"

Anderson's heart leaped. After all, he thought, perseverance would—

"Not yet, nor soon." The editor smiled broadly, and Paul realized that the humor in those pin-point eyes was rather cruel.

Five other calls he made that day, to be greeted gruffly in every instance except one. One man encouraged him slightly by saying:

"Come back next week; I may have an opening then."

In view of the "pay-as-you-enter" policy in vogue at Anderson's boarding-house he knew there could be no next week for him, therefore he inquired:

"How about a little space work in the meantime? I'm pretty good at that stuff."

"You are?"

"Surest thing you know."

"Did you ever do any?"

"No. But I'm good, just the same."

"Huh!" the editor grunted. "There's no room now, and, come to think of it, you needn't bother to get around next week. I can't break in new men."

That evening young Anderson again repaired to his room with his harvest of daily papers, and again he read them thoroughly. He was by no means discouraged as yet, for his week had just begun—there were still five days of grace, and prime ministers have been made overnight, nations have fallen in five days. Six calls a day for five days, that meant thirty chances for a job. It was a cinch!

Hidden away among the back pages once more he encountered the golden-haired-girl story, and although one paper featured it a bit because of some imaginary clue, the others treated it casually, making public the information that the body still lay at the Morgue, a silent, irritating thing of mystery.

On the third day Paul made his usual round of calls. He made them more quickly now because he was recognized, and was practically thrown out of each editorial sanctum. His serenity remained unruffled, and his confidence undisturbed. Of all the six editors, Burns, of The Intelligencer, treated him worst, adding ridicule to his gruffness, a refinement of cruelty which annoyed the young steamboat man. Anderson clenched his hard-knuckled hand and estimated the distance from editorial ear to point of literary chin, but realized in time that steamboat methods were out of place here in the politer realms of journalism.

Four times more he followed his daily routine, and on Monday morning arose early to avoid his landlady. His week was up, his nickels and dimes were gone, nevertheless he spent the day on his customary rounds. He crept in late at night, blue with the cold and rather dazed at his bad luck; he had eaten nothing since the morning before, and he knew that he dared not show up at the breakfast-table the next morning. For the time being discouragement settled upon him; it settled suddenly like some heavy smothering thing; it robbed him of hope and redoubled his hunger. He awoke at daylight, roused by the sense of his defeat, then tiptoed out while yet the landlady was abed, and spent the day looking for work along the water-front. But winter had tied up the shipping, and he failed, as he likewise failed at sundry employment agencies where he offered himself in any capacity.

At noon he wandered into the park, and, finding a sheltered spot, sunned himself as best he could. He picked up the sheets of a wind-scattered paper and read until the chill December afternoon got into his bones and forced him to his feet. The tale of the unidentified girl at the Morgue recurred to him when he read the announcement that she would be buried two days later in the Potter's Field. Perhaps the girl had starved for lack of work, he reflected. Perhaps hunger and cold had driven her to her death. Certainly those two were to blame for many a tragedy calculated to mystify warmly clad policemen and well-fed reporters.

When he stole, shivering, into his bleak bedroom, late that night, he found a note pinned upon his pillow. Of course the landlady needed her rent—all landladies were in need of money—and of course he would get out in the morning. He was glad she had not turned him out during the day, for this afforded him sanctuary for another night at least. After to-morrow it would be a park bench for his.

He left his valise behind in the morning, rather lamenting the fact that the old lady could not wear the shirts it contained, and hoping that she would realize a sufficient sum from their sale to pay his bill.

It was late afternoon when he commenced his listless tramp toward the newspaper offices. Since Burns had become his pet aversion, he saved him for the last, framing a few farewell remarks befitting the death of hopes like his, and rehearsing an exit speech suitable to mark his departure from the field of letters.

When he finally reached The Intelligencer editorial-rooms, Burns rounded on him angrily.

"For the love of Mike! Are you here again?" he demanded.

"I thought you might like to have some space work—"

"By heavens! You're persistent."

"Yes."

"We editors are an unfeeling lot, aren't we?" the fat young man inquired. "No temperament, no appreciation." He laughed noiselessly.

"Give me a job," Anderson cried, his voice breaking huskily. "I'll make good. I'll do anything."

"How long do you intend to keep bothering me?" questioned Burns.

Anderson's cheeks were blue and the backs of his legs were trembling from weakness, but he repeated, stolidly: "Give me a job. I—I won't bother you after that. I'll make good, see if I don't."

"You think well of yourself, don't you?"

"If you thought half as well of me as I do," Paul assured him, "I'd be your star reporter."

"Star hell!" testily cried the editor. "We haven't got such a thing. They don't know they're alive, except on pay-day. Look at this blond girl at the Morgue—they've wasted two weeks on that case." He paused suddenly, then his soft lips spread, showing his sharp, white teeth. Modifying his tone, he continued: "Say, I rather like you, Anderson, you're such a blamed nuisance. You've half convinced me that you're a genius."

The younger man's hunger, which had given up in despair, raised its head and bit into his vitals sharply.

"Maybe I—"

"I've a notion to give you a chance."

"That's all I want," the caller quavered, in a panic. "Just give me a toe-hold, that's all," His voice broke in spite of his effort to hold it steady. Burns wasn't a bad sort, after all; just grouchy and irritable. Perhaps this was merely his way.

Burns continued: "Well, I will give you an assignment, a good assignment, too, and if you cover it I'll put you on permanently. I'll do more than that, I'll pay you what we pay our best man, if you make good. That's fair, isn't it?"