Evening Republican, Volume 23, Number 147, Rensselaer, Jasper County, 18 June 1920 — MEANS TO AN END [ARTICLE]

MEANS TO AN END

By GRACE E. RILEY.

(©. 1920, by McClure Newspaper Syndicate.) Deane Cameron was discouraged. For a week he had entered office after office hoping for an order which never materialized. Nor did it help matters any to realize that successful salesmanship' was not his ultimate goal, simply the means to the end; the end being to make Katherine Harding his wife. It had been required of him first to show that he could care for her at least in the fairly modest way that her parents had started 25 years before. Her father, Deane’s chief, was general manager of the Wea rever Tire company. Today the company’s special representative was to accompany Deane. “Tospyupon me, I suppose," thought he, bitterly, receiving with no very good grace Mr. Harding’s statement that Newcomb could sell ice to the Eskimos. Even the broad smile, the firm handclasp and the honest friendliness with which Special Salesman Newcomb greeted him could not dispel Deane’s gloom. “I am supposed to call op Commissioner Grayce; but what’s the use? I’ve been there three could not even/fjet an audience.’ “Have you seen his master mechanic?” “What for?” “Through talking with him we will know what the requirements are.” Inquiry brought them to the master mechanic, who outlined briefly what was needed. “Don’t think you’ll get a look-in, though. The commissioner has bought only of the Glidewell people up to now.” “Up to now is right—watch the future,” Newcomb confidently remarked as he left with Deane, who was learning his first lesson in salesmanship. “That fellow met us man to man, but they say the commissioner is a bear,” Deane vouchsafed. The confidence in Bert Newcomb’S manner ‘ was in a slight degree reflected in Deane’s as the two men entered the lobby of the commissioner’s office. “Commissioner’s busy,” a boy laconically informed them. “We will wait,” answered Newcomb, his manner conveying the impression that two important men were being kept waiting. The boy took their names into the inner sanctum, to which they soon were admitted. “Good morning, Mr. Grayce —this is Mr. Cameron; Newcomb is my name. We are calling not In the capacity of order-takers, but to meet the man .of whom we have heard so much, and to acquaint him with the Wearever Tire company.” "rm not In an order-giving mood this morning, but I am glad to talk with you.” “I don’t know our requirements, Newcomb, but I will make Inquiries.” “Here are your requirements,” and Newcomb drew from his pocket the figures which the master mechanic had given him. “There was more In your friendly visit than you at first intimated, Mr. Newcomb." The commissioner smiled as he took the paper. “What are your terms?” . “Thank you, Mr. Grayce. May I suggest as little delay as possible; I should be sorry to come in tomorrow with a revised price list; yet, as I have explained, quotations today are hardly secure over night. Good morning to you.” Mr. Newcomb extended his hand.

“You’re right, Newcomb. I will sign an order now and send in the requisition today.” Before Deane realized It, an order for several thousand dollars had been booked, the goodbys said, and he and Bert Newcomb were leaving the statehouse. “You’re* a wonder,” the boy enthusiastically confided to his comrade. “What I have done, you can do, Cameron.” An hour later he and Deane emerged from the office of the Amkeg mills, and Deane had the miracle of a good-sized order. Later In the day a second order fell to his credit, so the day’s work filled him with an incredible sense of satisfaction. The next morning as he and Mr. Newcomb were leaving the office, Mr. Harding called them. “Newcomb, we have an order of Deane’s for the state. Fine! But how happens it that the copy the commissioner sent bears your name, while our copy bears Deane’s?” Deane’s heart sank; but “ReadySalesman Newcomb,” as he was sometimes called, answered: “It so happens, Mr. Harding, that without Deane’s assistance, I would never had landed that man. I was on my mettle to ‘show’ Deane, and in showing him I landed the commissioner. Cameron was the real force behind the order.” The friendly smile that Cameron had by now come to know well, worked Its charm with Mr. Harding. ~ “All right, Newcomb, but how about the other orders?" “Absolutely bona fide Cameron orders, those —he did all the talking—l was his silent partner.” “Good work, Deane; keep this up for a month, and you can speak for that minister.” “Thank you, sir,” was all Deane replied, but • life had taken on a new meaning with his chiefs words, and he left the office with a high heart,