Chapter 4

Will Hallam one day set himself down to think this thing out. "Why do the military authorities deny us shipping permits?" he asked himself. "The eastern buyers want the cotton, and we western holders of it want to sell it to them. There is absolutely no military or other good reason why the owner of cotton in one northern city should not be allowed to ship it to other northern cities where it is needed." Then he saw a light.

"The military people, or some of them, want a slice of the profit. That's what's the matter. I don't like to pay a bribe, but in a military time like this, and while Cairo is under martial law, I suppose I must submit to conditions as they are. I'm no theorist or moralist. I'm fairly honest, I think, but I'm a practical business man. Besides, I've a dozen partners interested in this cotton, and I owe it to them to get it off to a market. If I don't, most of them will go to the bowwows, financially. The military authorities have no right to forbid shipment and ruin men in this way, but they have the power and they are exercising it. What's that the Bible says about ploughing with the other fellow's heifer, and making friends with the Mammon of unrighteousness? I always play the game according to the rules, no matter whether I like the rules or not. I'll play this hand in that way."

Then turning to his secretary, he said:

"Call the main office cashier by telegraph and tell him to come to me at once, here at the house."

There were no telephones in that day, but Captain Will Hallam was accustomed to say that, living, as he did, in the nineteenth century, he made free use of nineteenth century conveniences in his business. He had laced the little city with telegraph wires, connecting his house not only with his office, and many warehouses, but with the houses of all the chief men in his employ, even to the head drayman. And he exacted of every one of his employees a reasonable facility in the use of the Morse telegraph.

Captain Hallam had many rules for the governance of his own conduct. Among them were these:

"Never be a fool--look at the practical side of things.

"Never let anything run away with you--keep cool.

"Never be in a hurry--make the other fellows do the hustling.

"Never let the men you work with know what you are doing--they might talk, or they might do a little business on their own account.

"Never be satisfied with anything as it is--there is always some way of bettering it.

"Never send good money after bad--it doesn't pay.

"Never waste energy in regretting a loss--there's a better use for energy.

"Never hesitate to pay for your education as you get it--use the telegraph freely, and keep in close communication with the men who are likely to know what you want to know.

"When you want a man to keep still, make it worth his while--but don't say anything to him about it. That opens the way to blackmail.

"Never take a drink--it unbalances the judgment.

"Never get angry--that's worse than taking a dozen drinks.

"Never do anything till you are ready to do it all over and clear through."

In obedience to the spirit of these rules, Captain Will Hallam, as soon as he had sent off his telegraphic messages, went out into his garden and hoed a while. Then he called John, his English gardener, and gave him some minute instructions respecting the care of certain plants. John resented the impertinence of course, but he obeyed the instructions, nevertheless. It was the fixed habit of men who worked for Captain Will Hallam to obey his commands.

Presently the cashier presented himself, with check book in hand.

"Draw a check for five thousand dollars," commanded Captain Hallam, "payable 'to the King of Holland or Bearer'. Mind, I say 'bearer,' _not_ 'order.' Then draw another check for one hundred dollars, payable to yourself."

Not another word was said. No explanation of the gift to the cashier was offered or asked. The cashier understood. He drew the checks and his employer signed them. The smaller one he handed to his subordinate. The vastly larger one he thrust into his vest pocket, as he moved around a corner of the piazza to set his little girls swinging in a new contrivance which he had purchased for their use.

Presently he returned to his secretary and said:

"Telegraph Mr. Kingsbury to make out an application in proper form for a military permit to ship five thousand bales of cotton to New York. Tell him to have it ready for me at two o'clock at the main office."

Two hours later Captain Hallam found the application ready for him on his office desk. After looking it over he signed and carefully folded it after the fashion required for military documents, but as he did so he slipped into it the check for five thousand dollars, payable to the "King of Holland or Bearer."

No mention of the check was made in the document. If the proceeding should be resented at headquarters, the enclosure could be excused on the plea of accident.

Then the man of business bade his secretary envelop the package and send it by messenger to military headquarters.

It came back promptly with this endorsement on it:

"Application denied. The proposed shipment is larger than this office regards as proper _under existing circumstances_."

The last three words were heavily and suggestively underscored. Captain Hallam thought he understood. He was in the habit of understanding quickly. He called the cashier, handed him the check, first tearing it into four pieces, and bade him cancel the stub and draw a new check for ten thousand dollars, payable as before, to "the King of Holland _or Bearer_."

Then he endorsed the application with the sentence:

"As conditions have somewhat changed since this application was rejected, I venture to ask a reconsideration."

Half an hour later Captain Hallam was duly and officially notified that his application for permission to ship five thousand bales of cotton was granted.

The check--without endorsement--was cashed next day--the bank teller would never say by whom. But in the meanwhile Captain Hallam had said to his secretary:

"Telegraph the general freight agent at Chicago for freight cars, as fast as he can let me have them. Say I have five thousand bales of cotton awaiting shipment, with more to come as fast as I can get permits."

Then Captain Hallam mounted his horse and rode away for a "constitutional."

All this occurred a year or two before the time of Guilford Duncan's arrival in Cairo; but it was peculiarly characteristic of Captain Hallam's methods and the story of it is illustrative of his ideas.

VII

THE "SIZING UP" OF GUILFORD DUNCAN

Captain Will Hallam was quick to make up his mind with regard to a man. He was exceedingly accurate in his human judgments, too, and his confidence in them had been strengthened by experience in successfully acting upon them. As he phrased it, he "knew how to size a man up," and, as the employer of multitudes of men in all parts of the country and in all sorts of capacities, he had daily need of the skill he had acquired in that art. It was as much a part of his equipment for the conduct of his vast and varied enterprises as was his money capital itself.

When young Duncan presented himself in the private office after his night's vigil as a watchman, Captain Hallam asked him to sit. That was a recognition of his social status as something better than his employment of the night before might have suggested. Ordinarily a man employed as a levee watchman would not have been told to come to the private office at all. Nor would such a man have seen anybody higher than a junior clerk in collecting his wages.

But Captain Hallam had been impressed by this newcomer, and he wanted to talk with him.

He broke at once into a catechism.

"Why did you do that little fire-extinguishing act last night?"

He asked the question precisely as he might have done if he had resented the saving of his wealth of cotton.

"Oh, it was simple enough. The fire meant damage, and I was there. So, of course, I put it out."

"But why? The cotton wasn't yours, and you hadn't been hired to watch it."

"No, of course not. But when a gentle----I mean when any decent man sees property afire he doesn't ask whose it is before putting out the blaze."

"You're a Virginian, I should say, from your voice--late of the rebel army. What's your rank?"

"None now. I've put the war completely behind me. I'm beginning life anew."

"Good! I wish everybody, north and south, would do the same. But fools won't, and men are mostly fools, you know. When did you get to Cairo?"

"About five minutes before you saw me putting out the fire. I came down the river on the big tow boat."

"Where's your baggage?"

"On my back. I have no other clothes. I'll buy some when I earn some money."

"Where have you been since the surrender?"

"Making my way West."

"How?"

"On foot to Wheeling. Then on the tow boat."

"What fare did they make you pay?"

"None. I worked my way as a stoker--fireman they call it out here."

"No wages? Just passage and grub?"

"That was all."

"What have you got on your wheel house?"

"I fear I don't understand."

"Oh, that's river slang. You know every side-wheel steamer has a statement of her destination painted on her wheel house. I meant to ask what are your plans?"

"To find work and do it."

"What kind of work?"

"Any kind that's honest."

"You are educated, I suppose?"

"Yes, in a way. I'm an A. M. and a graduate in law."

"Know anything about business?"

"No, but I shall learn."

"If you can, you mean?"

"Oh, I can. A capable man can learn anything if he really wants to."

"I don't know about that. But I'll gamble on the proposition that you can."

"Thank you."

"No thanks are needed. I wasn't complimenting. I was just expressing an opinion."

Scribbling a memorandum on a scrap of paper, Captain Hallam handed it to Duncan, saying:

"Give that to the cashier as you go out, and get your wages. Then you'd better get your breakfast. I recommend you, while you're poor, to eat at the little booths along the levee, where they sell very good sandwiches and coffee cheap. After breakfast, if you choose to come back here I'll try to find something for you to do. Oh, I forgot. You were up all night, so you'll want to sleep."

There was an interrogative note in the last sentence. Captain Hallam was "sizing up" his man, and he closely scrutinized Duncan's face as the answer came.

"Oh, I'm used to night duty. I'm ready for a day's work if you can give me one. As for breakfast, I've had it."

"Then you had money?"

"A very little; but I didn't spend any of it. I sawed and split a load of wood for the keeper of a booth, and he gave me some bread and ham and coffee for my work."

"Oh, that's the way you managed it. Very well. Come back here in two hours anyhow."

After the young man had passed out, Captain Hallam said to one of his partner brothers:

"That fellow is a good sort. He has sand in his gizzard. When he comes back set him at work at something or other--several things in succession in fact--and find out what he can do."

Such was Guilford Duncan's mustering into the new service of work.

VIII

ON DUTY

During the next four or five days Guilford Duncan was kept busy with various small employments, some of them out of doors and some of them in the office. During this time Captain Hallam did not again engage him in conversation, but Duncan knew that the man of business was closely observing his work. He was not slow to discover that he was giving satisfaction. He saw that with each day the work assigned him was of a kind that required a higher intelligence than that of the day before.

Every evening the cashier paid him his day's wages, thus reminding him that he was not a salaried employee of the house, but a man working for wages from day to day.

Out of his first wages he had purchased a change of very cheap underwear, a towel, and a cake of soap. Every morning about daylight he went to a secluded spot on the levee, for a scrub and a swim. Then he washed out his towel and placed it with his other small belongings, in a storage place he had discovered in a great lumber pile.

One morning when he entered the office Captain Hallam gave him several business letters to answer from memoranda scribbled upon them by clerks or others. He gave him also a memorandum in his own handwriting, saying:

"Cut that down if you can and make a telegram of it. I'll be back in half an hour or so. Have it ready for me."

The case was this: A huge steamboat lay at the levee, loaded almost to the water's edge with grain which Captain Hallam was more than anxious to hurry to New Orleans to meet a sudden temporary and very marked advance in that market. That morning the boat had been "tied up"--as the phrase went--that is to say, she had been legally attached for debt, at the suit of a firm in St. Louis. Until the attachment should be removed the boat must lie at Cairo, in charge of a sheriff's officer. Captain Hallam wished to secure her immediate release, and to that end he purposed sending the telegram.

When he returned to the office Duncan handed him for inspection and signature the letters he had written.

"Here is the telegram, also," he said, "but, if you will pardon the impertinence, I think you had better not send it--at least in the form you have given it."

"What's the matter?" quickly snapped Hallam.

"It binds you to more than I think you intend."

"Go on! Explain!"

"Why, I cannot help seeing that if you send this dispatch you will make yourself legally responsible, not only for the claim for which the boat is now attached, but also for every claim against her that may exist anywhere. There may be none such, or there may be many. In any case I do not think you intend to assume them all."

"Go on! The boat must be got away. What do you advise?"

"That you go on her bond for this claim--which seems to me so clearly illegal that I think you can never be held upon the bond--and----"

"Remind me, when this is over, that you are to come to my house to-night for consultation on that point. Now go on."

"Well, by going on her bond for this claim, instead of asking the creditors to release the boat on your promise as made in the telegram, you can secure her immediate release, making yourself liable, at worst, for no more than the six hundred dollars claimed."

"But if I do that, what is to prevent another tie-up at Memphis and another at Vicksburg and others wherever the boat may happen to land. She's in debt up to the top of her smokestacks, all along the river."

"As you own the cargo, and she can't carry another ton, why should you let her stop at all? I suppose the captain would do as you desire in that matter. You might request him to run through without any landings."

"Request be hanged. I'll tell him what to do and he'll do it. He knows where cargoes come from. Can you get the papers ready?"

"I can, sir."

"All right. Do it at once." Then turning to a shipping clerk he sent for the captain of the steamer, to whom he said:

"Get up steam at once. You are to leave in less than an hour. How much coal have you?"

The captain told him.

"Take two light barges of coal in tow, one on each side, and draw on them for fuel. When they're empty cast them loose with two men on each to land them. You can pick them up on your return trip. You are to steam to New Orleans without a landing anywhere. You understand?"

The captain understood. By this time the papers were ready and after half an hour spent in legal formalities the released steamboat cast loose from the wharf and backed out into the river.

Then Captain Hallam turned to Guilford Duncan and said:

"I've an idea that you'll do. If you like I'll put you at regular work at a monthly salary, and we'll see how we get on together."

"I should like that."

"Very well. Now, where are you boarding?"

"Nowhere. I get what I want to eat at the booths down along the levee."

"But where do you sleep?"

"Among the big lumber piles down there on Fourth street."

Captain Hallam looked at the young man for a moment with something like admiration in his eyes. Presently he said:

"You'll do. You've got grit and you'll 'make the riffle,' sure. But you must live more regularly, now that you are to have a salary. I know what it means to live as you've been doing. I used to do it myself. I could tell to a cent the nutritive value of a pegged pie or a sewed one, and at a single glance I could guess the probable proportions of the dog and cat in a sausage. That sort of thing's all right for a little while, but not for long, and as for the sleeping among lumber piles, it's risky. I used to sleep in an empty sugar hogshead by preference, but sleeping out of doors may give you rheumatism."

"I've been doing it for four years," answered Duncan, smiling, "and I still have the use of my limbs."

"Yes, of course. I didn't think of that. But you must live better now. There's a well-furnished room above the office. It was my brother's quarters before he got married, and it is very comfortable. You can take it for your own. Give Dutch John, the scrub boy, half a dollar a week to take care of it for you and that's all the rent you need pay. As for your meals, most young men in Cairo feed their faces at the hotel. But that's expensive and what the proprietor calls his 'kuzene' is distinctly bad. There's a lady, however,--Mrs. Deming,--who furnishes very good 'square meals,' I hear, over in Walnut street. You'd better try there, I think. She's what you would call a gentlewoman, but she needs all the money you'll pay her."

Duncan wondered a little what a 'square meal' might be, but he was getting somewhat used to the prevalence in the West of those figurative forms of expression which we call slang. So he took it for granted that "square meals" were for some reason preferable to meals of any other geometrical form, and answered simply that he would look up Mrs. Deming's house after business hours should be over.

"Remember," said Captain Hallam as he passed out of the office, "you are to see me at my house to-night. Better come to supper--say at seven--and after supper we'll talk over that law point you mentioned, and other things."

Duncan wondered a little that Captain Hallam should give him so intimate an invitation when he knew so little of him. Everybody else in the office understood. Captain Will was planning to "size up his man" still further, in an evening's conversation.

IX

ONE NIGHT'S WORK

As the weeks and months went on the results of Guilford Duncan's work completely justified the confident assertion he had made to Captain Hallam that _a capable man can learn anything if he really wants to_.

He rapidly familiarized himself with the technicalities, as well as with the methods and broad principles of business. He sat up till midnight for many nights in succession, in order to learn from the head bookkeeper the rather scant mysteries of bookkeeping. By observing the gaugers who measured coal barges to determine their contents, he quickly acquired skill in doing that.

It was so with everything. He was determined to master every art and mystery that in anywise pertained to business, whether the skill in question was or was not one that he was ever likely to need or to practice.

His diligence, his conscientiousness in work, his readiness of resource, his alert intelligence, and his sturdy integrity daily commended him more and more to the head of the firm, and not many months had passed before everyone in the office tacitly recognized the young Virginian as the confidential adviser and assistant of Captain Hallam himself, though no formal appointment of that kind had been made.

But no advance of salary came to the young man as a result. It was one of Captain Hallam's rules never to pay a man more for his services than he must, and never to advance a man's salary until the advance was asked for.

Captain Hallam was in no fibre of his being a miser, but he acted always upon those cold-blooded prudential principles that had brought him wealth. It was not money that this great captain of commerce worshiped, but success. Success was the one god of his idolatry. Outside of his business he was liberal in the extreme. Even in his business operations he never hesitated at lavish expenditure where such expenditure promised good results. But he regarded all unnecessary spending as waste, of the kind that imperils success.

In his cynical moments, indeed, he sometimes said that "if you have a valuable man in your employ, you must keep him poor; otherwise you'll lose him." But in so saying he perhaps did himself an injustice. He was apt to feign a heartless selfishness that he did not feel.

Little by little Guilford Duncan had learned all this as he had learned business methods. He had at first modestly proposed to himself nothing more in the way of achievement than to make himself a valuable subordinate--a private, or at most a corporal or a sergeant--in the ranks of the great army of work. But before many months had passed his modesty was compelled to yield somewhat to an increasingly clear understanding of conditions and possibilities. Somewhat to his own surprise he began to suspect himself of possessing capacities superior to those of the men about him, and even superior to those of many men who had risen to high place in commerce and finance.

As Captain Hallam came more and more to rely upon the sagacity and character of this his most trusted man, he more and more brought young Duncan into those confidential conferences with the leading men of affairs, which were frequently necessary in the planning and execution of important enterprises, or in the meeting of difficulties and obstacles. In that way Duncan was brought into personal contact with the recognized masters--big and little--with railroad presidents, financiers, bankers, capitalists, and other men whose positions were in a greater or less degree commanding.

At first he modestly held himself as nothing more than the tool and servitor of these great men. But presently he began to suspect that they were not very great men after all--to see that it was usually he himself who devised and suggested the enterprises that these men undertook, and he who saved them from mistakes in the execution of those enterprises.

Guilford Duncan had never in his life kept a diary. He regarded that practice as a useless puerility and usually an indulgence in morbid self-communing and unwholesome self-consciousness. But it was his practice, sometimes, late at night, to set down upon paper such thoughts as had interested him during the day, for the sole sake of formulating them in his own mind. Often he would in this way discuss with himself questions concerning which he had not yet matured his opinion.

He found the practice conducive to clear thinking and sound judgment. It served for him the same purpose that the writing of intimate letters might have done if he had had any intimates to whom to write letters.