"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." Mitch.e.l.l 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. Mitch.e.l.l"s eyes were as round as b.u.t.tons. "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; Mitch.e.l.l 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 Mitch.e.l.l 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."
Mitch.e.l.l 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," Mitch.e.l.l 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?"
Mitch.e.l.l 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," Mitch.e.l.l"s employer protested.
"You haven"t a chance! But--Wait!" He pressed a b.u.t.ton on his desk.
"We"ll talk with Mathison."
Louis Mitch.e.l.l 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 Mitch.e.l.l 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 Mitch.e.l.l 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. Mitch.e.l.l"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 Mitch.e.l.l 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 br.i.m.m.i.n.g 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 Mitch.e.l.l 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. Mitch.e.l.l 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 compet.i.tion, therefore he decided to condition himself physically and mentally for the race. A doped pony cannot run, neither can a worried salesman sell goods.