by Various
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 nam
es 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.
