Part 5

He was just on the verge of adding a few trembling mushmellows about the stars and stripes waving in the free, pure air of America when his emotion got a hackenschmidt stranglehold on his large oily thorax, and he couldn’t splutter it across.

When he had recovered his composure and wiped the sweat-beads from his nice thick neck, he got to thinking some more of all he had done for the town by giving employment to its skinny-legged children, and putting more money in circulation, and all that sort of fly-smacked mediaeval economics, and he choked up again at the thought of how little his beneficence had been appreciated.

In his great paternal heart he knew that his motive in doing all this unselfish thing for the thin-wristed tots of the town was as pure as the lotos flower, and that there was no low-lying thought of the good old coin he was pulling down on the investment.

In fact he was so sure of it that when he chanced one day to notice a wee ripple on the sweet still sea of Graft in the shape of a parboiled attempt to increase the children’s wages from One Penny to Two Pennies, he was about as indifferent as a gunless man in a tiger’s lair.

Many other little things went to show the philanthropic purpose of King Paunch’s acts. He had, for instance, a noonday feed served to the child workers which enabled them to romp joyfully back to the looms twenty minutes sooner each day, and a little later he again got busy with his short pencil and long head and figured out how he could cut off a certain yard space for a playground without cutting off the profits.

He stood wide-legged and willing at all times to prove to anybody that the children were better off in his mill working ten hours a day than they would be in their homes, and that when it came to Loving Care and Attention the laughing loom had any Day Nursery in the land walloped to a wobble.

There was no opportunity, he contended, for the youngsters to acquire vicious habits, except a lint-cough, and by keeping them standing all day catching threads to the rhythm of the loom-buzz, they would not run up against wicked temptation to Walk the Streets.

Every time he would get through telling about his charitable works, he would feel for his halo to see that it was on straight.

In certain moments of mental liberality he would concede that his mill did not include quite all the conveniences and comforts of Heaven, but generally speaking, it was about the most constructive hangout, from a physical, mental and moral standpoint, that you could find south of the Pearline Gates.

There was a touch of pathos in the sight of this willing martyr to the cause of Progress and Purity getting all sweatted up arguing his side of the case against those fanatics who were obsessed with the crazy notion that the place for little children was in school.

Searching through history he found that all the other great and good benefactors of the Race had always run up against the cross or the hemlock in time, and so whenever he was not perorating with fist-pounding positives, he was lying back sad-eyed and resigned, trying to acquire a forgive-them-for-they-know-not-what-they-do look, and breathing forgiveness heavily through every pore.

In time—and now we are coming to the weep part of our throbbing tale—Colonel Razorback’s friends began to notice that he was throttling down physically to the point where the only thing that could save him from losing his appetite between meals was to send him to Carlsbad.

Constant worriment over the passage of some Law in the selfish interest of Public Good by which he might have to give up his 500 precious child charges to the ruthless and demoralizing influence of home and school, reacted upon his liver and it began to reach out and kick him in the spine when he wasn’t looking.

There was not the least sign anywhere around the organic or functional premises to indicate that his condition was aggravated by the thought that he might have to employ grown-ups at slightly stretched wages, and we have therefore no right to diagnose any man’s case afar off.

We shall only say in passing, and without any intimate relevancy to our story whatever, that Colonel Hogshead was pained to the very quick-sand to have to leave his young daughter and his little cowlick-headed son to the tender mercies of a private tutor, a governess, three freckled servants, and their mother, but he managed to bear up under it, and sail away to Carlsbad.

Thus, after issuing Strict Instructions that his own precious tendrils should breathe no second-hand air, nor go out in the heat of the day, nor study too hard, nor exercise when they were the least bit tired, nor get less than 10 hours sleep, nor eat anything not raised under glass, he tore himself away, and, in due time, was lying peaceful and fat in his deck-chair, rugged in snugly and comfy, sleeping the sleep of the Righteous, and dreaming contentedly of all that he was today—all that the blessed privilege of early poverty had made him.

_Lesson for Today:_ Poverty and toil are blessings which we protect our own from enjoying.

HOT SKETCH NO. 13

THE YOB WHO LET BUSINESS SLIDE

SLOBBINGS knew that motor cars had four wheels and were owned by people who could not afford them.

Slobbings’ wife was equally well up on the subject. She was once acquainted with some folks who had one of those graceful maroon tonneaus with the little back door like a Hicksville hotel bus, and she used to watch them take up the floor and dive down into the basement to fix the machinery every few miles when something went wrong.

Slobbings knew only too well that the day was coming when his wife would be asking him why it was that they were always hoofing it while their neighbors were jerking past in neat little Fords.

He himself was razor-keen to sit back of a steering wheel of his own and toot a big hebrew horn at jumping pedestrians, but he decided to lay low and let her spring the inevitable question first so that when they bought a car he could forever after blame her for everything that happened this side of Mars.

The issue came up as expected when the Spring flowers began to hatch, and the smell of new mown gasolene was in the air.

Thus it came to pass that Slobbings and his wife sallied forth one sunny afternoon to feed the motor microbe.

They passed right by the Ford agency but couldn’t see it because they hadn’t a telescope. Nothing less than a Twin Eight for them! They spent about three hours of lumpy stalling around the Automobile Shopping District pretending they knew what The Man was talking about, and concentrating on the relative merits of wind shields and ignoring little unimportant details like magnetos, carburetors, engines, etc. But after getting familiar with prices, they began to filter down into the Flivver class along about evening-fall and were ready to stop feeling upholstery and get down to cases.

Their decision finally perched upon a snappy, unimpeachable, luxurious top-quality performer which was priced at three figures, the tallest one of the three being under nine, although not more than two or three flights under.

They owned the car all of one day when the matrimonial bliss in which they had been soaring was brought down, and both occupants barely escaped with their lives.

It happened this way: Slobbings had been under the droll hallucination that he could drive the thing, and so he waved off the young man from the Agency who had volunteered to show him how to stay on a fairly wide road, and started to cut loose with the levers himself, with his Helpmeet at his right.

When the excitement subsided he took his wife into the house and stood her in a corner and made her solemnly swear that in future whenever one was driving, the other was never to cut in with criticism, contumely or contemptuous comment at critical junctures, but was to either sit tight or get out and pedal.

The next morning while Slobbings was at his office trying to get his mind on work, his wife sneaked over and got the demonstrator to throw away his chew and put on his coat and give her a lesson in driving the little pelican.

That night when she and Slobbings started out, it was she who insisted upon taking the wheel, and this gave Slobbings the pleasure of sitting on the thin edge of Uncertainty and grabbing the Emergency Brake every time another car could be discerned with the naked eye coming toward them.

Whenever she tooted the horn to signal their nervous approach, he would hand her the not-so-loud-dearie caution, hissing said caution between such teeth as he had not already ground off during previous hair-breadth escapes.

If he happened to be the one driving, and stuck out his wing to let the Traffic know he was going to turn a corner in due season provided he did not stall his engine, his wife would tell him that it was not customary nor necessary to injure one’s spine hanging so far over the side of the car. In devious other ways she vented her unstrung condition and frequently referred warmly to his all-round hopelessness as a level-headed driver.

There was a demoniacal something that came and sat between them every time they got into that car. The Dove of Peace never flew within five thousand miles of the tail light at any stage of the tragedy.

Each got the idea that the other felt there was nothing left around the car to be learned, and this naturally led to fierce engagements in which hand grenades were used freely on both sides.

Every time he told her that she shifted her gears like a steam riveter, she would spring back and tell him between her teeth that he couldn’t drive a nail, and then she’d follow through with a mighty beanbammer about his family not being very bright anyway, and no wonder he couldn’t get anything past the porphery.

She accused him of throwing out his chest when he ought to be throwing out his clutch, and he retaliated by charging her with imagining she was Barney Oldfield because she could cut around a moving van without losing more than one mud guard.

In their refreshing evening drives together, the one who would first discover that the Emergency Brake was still on, would get right out on the hood and crow and flap like a Hoosier cock in a congested corn-crib, making the other naturally as pleased as a pup with its tail in the door.

History does not recall that Slobbings and his merry mate ever came to a corner that he didn’t want to turn one way and she another, nor that both ever desired the Top up or down at the same time.

One day about six months after the Home Breaker had been purchased, Slobbings met with a serious business throw-back. No one was to blame but himself. Motoring had interfered with his Business and he had cut his Office from his visiting list.

Among other things there was an over-ripe note at the bank and he was obliged to produce the necessary piastres within twelve hours. So without slipping a syllable to his wife he up and sold the car, receiving therefor an amount so far below original cost that it made him dizzy to look down at it.

A few days later he broke the news to the Gentle One, and, after the lachrymal flood-gates had been opened and closed again in the usual way, she braced up and said it was all right and they would have to Be Brave.

A hell-hot evening in the following August found Slobbings and his wife taking a nice trolley ride out into the country for a sniff of fresh ozone.

They were sitting side by side, looking over the fields of waving wollypus, and he had his arm around her.

Both were silent. They were thinking of the same thing.

“Well anyway,” she said at last, “we _did_ have good times with the little car while it lasted, didn’t we dear?”

“Yes, love,” he replied softly, “those were the happy days.”

_Lesson for Today:_ We don’t know what we’ve got until we haven’t got it any longer.

HOT SKETCH NO. 14

THE WOULD-BE SALES PROMOTER

ONE day a successful Manufacturer who had become strongly addicted to Efficiency Literature after making his pile, sat down and reasoned with himself thus:

“Something is wrong with my business. The Sales Increase for last year was only 120 percent. It should have been 850 percent. The fault lies with my Sales Manager.”

“True, he is a good slob, but he is not good enough. My Salesmen all like him and plug hard on his account, to say nothing of their own; but they don’t plug hard enough.”

“What I need is a Sales Chief who is not stocked up with the dry-bones of Salesmanship—someone who comes from the outside and brings a fresh, crisp point of view—someone who knows nothing at all about the Selling Game. That’s the stunt these days! My present man is in a rut. Raus!”

The morning following this sparkling synthesis, Comrade President called in the pre-damned S. M. and tied a campbell soup can to his Promising Career and sent him clattering up Main Street.

Then he grabbed a note-pad, scribbled off a terse Classified Ad, pressed a button on the waistline of his desk, and told the Office Poodle to get it into the morning papers and quit spitting on the radiator.

* * * * *

On a high stool in the Bookkeeping Department of a certain Plumbers Supply House sat an upright and painstaking young gentleman who wrote an excellent hand, never erred in his posting, and fainted when anybody turned the ledger pages from the bottom instead of the top.

But of late years he had contracted a serious case of correspondence-schoolitis and within him was stirring strong the ambition to Become An Executive And Earn Fifty Thousand A Year.

He was firmly convinced that the only difference between the man shoveling coal and the man shoveling coin was a difference in Earning Power, as told graphically in the pictures; and so whenever the Boss wasn’t looking, he would pull out his book and study up on how to increase his Earning Power.

On this particular morning this particular young gentleman had been casually perusing the newspaper for a few hours prior to the Boss’s arrival, and he had almost finished the twenty-eighth page when his eye leeched upon the advertisement of our friend the Efficiency President about whom we were chatting pleasantly before we went off on this spur.

“I feel the fingers of Fate upon my spine,” said the young gentleman osteopathically, as he clipped the Ad from the paper and slipped it into the upper berth of his double-breasted white waistcoat.

When the noon hour struck, it took him just two and one-quarter minutes to slide down the scaffolding of the high stool, grab his little cardboard derby, and jump a passing trolley in quest of the job.

But when he arrived at the factory, his Nerve suddenly up and left for parts unknown. With trembling ears, and muscles of the map twitching like a mare’s flank shivering off flies, he opened the office door. He didn’t burst it open wildly like a cartman with a delivery receipt for you to sign, or any important personage like that. He opened it just wide enough to squeeze through and scrape the buttons all off his coat.

The man in charge knew of course what this flickering taper had oozed in for. It was a cinch he wasn’t some Kentucky customer calling to raise hell about the last shipment. Only a man looking for a job could behave like a seidlitz powder and not arouse suspicion. So he ushered him in to see the President.

Mister President, pushing back his whiskers for oratorical clearance, delivered himself thus:

“Young Man,” he said, “have you any reason, either apparent or hidden about the premises, for thinking that you know any more about Salesmanship than a squirrel knows about Santa Claus?”

“No sir,” blurted the Dose of Salts, meaning to say “yes” and bluff it out.

“Good!” broke in Uncle President. “You’ve got the very qualification I’m looking for.

“And what name do you wag to?” queried Monsieur Le President, well pleased with his exceptional perceptive faculty.

“Elliott Buc——” But Pres. cut him short. “Never mind the details,” he said.

“And now Elliott,” he continued, throwing back an emphatic lapel and hooking his presidential thumb into his vest pocket, “I am going to make you my Sales Manager. You look and act as unlike a Sales Manager as anything I’ve ever seen this side of Lapland and that’s why I think you’ll do. I’m working on a new system. So get up off the floor there, and say ‘thank you’—and GO TO IT!”

* * * * *

Elliott’s full and complete name may be itemized as follows: Elliott Buckingham Tudor-Smith. But around the office they promptly re-capped it under the appropriate and musical monicker of “Ellie.”

They also noted that from the instant Ellie landed the coveted job, his knees and his neck began to stiffen like a steel bar, and there was something in his manner that seemed to say: “The President should be congratulated upon his good judgment.”

The whole overburdened Office Staff were stop-work observers of everything that went on in the office from a giggly conversation among the girls down to delivering a bottle of crystal spring water for the ice-cooler, and of course they all saw and remembered how Ellie went into the President’s office on all fours to apply for the job.

Hence when they now saw him swank past them full of superior swish and driving his heels to the floor like a Grenadier Guard, they naturally began to develop that warmth of fellowship toward him that one feels for the cramps.

Had Elliott not been by profession a Bookkeeper, he would have made a good Haberdasher. When it came to practical Salesmanship he had about as much experience as a sponge diver. Hence he possessed many essential qualifications of the modern blank-cartridge Sales Director, as psychically discerned by the President at the outset.

While Elliott might be described as a traveled person, he was not what you would exactly call a globe-trotter in the strict sense of said term. He had on several occasions joined the Sunday Excursion to Churubusco, Indiana, with the white duck panties and the blue serge Double Breasted. Also he had been twice to Chicago; once during his honeymoon, and once when he went there to get his teeth filled, and in so doing made the local horseshoer sore on him for life.

We mention this irrelevancy merely to show that when it came to skipping here and there over the cornbelt, and getting back to the Home Town safe and sound and unrobbed, Elliott could hold his own with the best of them.

Elliott possessed still another essential to successful latter-day sales management. He was one rhinoceros on System. In less than three months after he had set sail upon the hazardous sea of Sales Promotion, he had everything on the premises mapped and charted and indexed and cross-indexed and sub-indexed and super-indexed forty-seven different ways.

Any ordinary question put to him about the Business or the Weather would be followed by the pulling out of numerous little drawers and card-indexes and files and charts and things until the Questioner had forgotten what it was he asked about, or had gone on to other matters or to sleep.

Elliott’s highest qualification for his job, however, lay in his early-discovered ability to write a very superior quality of nagging letter to the Salesmen under him. When it came to the Quibble & Nag stuff, Elliott had every corn-fed Sales Manager in the land rolled up like a carpet.

Having himself never sold a Bill of Goods in his tiny conventional life, and being barely able to tell the Goods from a large knobby sack of apples without first walking all around them and squinting at them from different angles, he was insured at all times against writing the Sales Force upon anything that might be of any importance whatever to the Business.

For instance, when the Firm’s crack salesmanic shot of the Western Territory was aching like an ingrowing toenail for some constructive suggestion from Headquarters concerning a Big Deal he was trying to put across, he would receive a three-page Satire from Ellie criticizing him for scoring up 168 miles in his Expense Book when the R. R. Guide showed plainly and Unmistakably that the actual distance from point to point was only 167 miles.

And when some other Sales Wizard would send in a C/L Order from some dotty dorp off in the scrub of Oblivion where The House had never before sold a Lincoln Penny’s worth of their fully-guaranteed Stuff, Ellie would promptly press Button No. 2 (gawd, how Eddie loved to press those buttons!) and then dictate to the anaemic stenographer a couple of pages of acid contumely, telling how surprised The Writer was that an Order from a territory of such potential greatness should not have called for ten carloads instead of one carload.

Ellie of course never hiked out on The Road himself and therefore never knew whether a given Territory was potentially great or potentially punk, nor whether one carload was a slashing big Order or a paltry pee-wee, but he always had to write cheery stuff like yon foregoing because this is the particular phobia of the desk-reared Sales Manager.

Ellie never believed in complimenting a Road Rat and running the risk of impairing the gunk’s proper perspective of his work and maybe cause him to slap in an extra bus-fare on the strength of it.

In short, Ellie’s skilful management naturally succeeded in putting The Boys in such excellent spirits that every time they got a letter from him they felt like shooting up a Home for Incurables.

But in due and good time it came to pass that all those Salesmen on Elliott’s staff that were not buying clapboard homes on installment, slapped in their resignations and politely told Ellie and His System to go to hellenstaythere.

This, however, did not cause so much as a tropical ripple on the sea of Serenity upon which Elliott Buckingham Tudor-Smith was gliding so smoothly. As fast as one Salesman would up and kick off his breechin’, Ellie would hire another, and each time he got a better man than the man who quit. After a while he had as fine a bunch of Ribbon Clerks as ever lined up against a soda fountain on a reckless Saturday afternoon.

* * * * *

But all things come to him who stoops over when the boot of Wrath draws nigh. At the end of the Fiscal Year, which is the time of reckoning and erasing and general all ’round fixing of fake entries, Comrade President called Elliott into his private office, leaned back in his executive Swivel, and relieved himself of the following ballad:

“Young man,” he said, feeling for his tonsils to see that they were on straight, “I have just looked over the Sales Record for the year during which you have been benching in the Sales Department, and I find that Sales have fallen so shockingly low that they ought to be in a Rescue Home.

“When I gave you that job I was following out a plan that has proven successful in many cases as shown by magazine articles. I thought you would make a good Sales Manager because you knew nothing about Selling, just as the best organizers of Business Men’s Associations are Kendallville Professors who know nothing about Business, and the best writers of Efficiency Stuff are men who file their correspondence on a hook, and the most dazzling Shop Management Talksters those who heave a wheelbarrow over a fence and never see the gate.

“I now see that I was not only Dead Wrong but absolutely bughouse. I might as well expect to get a good hair-cut by a piano-tuner or boxing-lessons from a Tea Tenor, as to get a good Sales Manager out of any man who gets off a train head-first and doesn’t know a Sample Case from a schmeerkase.

“In twelve long, lanky months you haven’t yet got the lie of the 2nd hole on the Selling Course, and I have a sneaky suspicion that you wouldn’t get around the first Nine in ninety years.