Chapter 4

4 min

For two months Cappy Ricks saw nothing of Bill Peck. That enterprising veteran had been sent out into the Utah, Arizona, New Mexico and Texas territory the moment he had familiarized himself with the numerous details regarding freight rates, weights and the mills he represented, all things which a salesman should be familiar with before he starts out on the road. From Salt Lake City he wired an order for two carloads of larch rustic and in Ogden he managed to inveigle a retail yard with which Mr. Skinner had been trying to do business for years, into sampling a carload of skunk spruce boards, random lengths and grades, at a dollar above the price given him by Skinner. In Arizona he worked up some new business in mining timbers, but it was not until he got into the heart of Texas that Comrade Peck really commenced to demonstrate his selling ability. Standard oil derricks were his specialty and he shot the orders in so fast that Mr. Skinner was forced to wire him for mercy and instruct him to devote his talent to the disposal of cedar shingles and siding, Douglas fir and redwood. Eventually he completed his circle and worked his way home, via Los Angeles, pausing however, in the San Joaquin Valley to sell two more carloads of skunk spruce. When this order was wired in, Mr. Skinner came to Cappy Ricks with the telegram.

For two months, Cappy Ricks saw nothing of Bill Peck. The enterprising veteran had first learned the many details of freight rates, weights, and the mills he represented. These were all things a salesman should know before going on the road. As soon as he was ready, he was sent to cover Utah, Arizona, New Mexico, and Texas. From Salt Lake City, he wired in an order for two carloads of larch rustic. In Ogden, he persuaded a retail lumberyard to try a carload of skunk spruce boards in random lengths and grades. Mr. Skinner had been trying to do business with the yard for years. Peck even got a dollar more than Skinner’s quoted price. In Arizona, Peck developed some new business selling mining timbers. But Comrade Peck did not really begin to show his selling ability until he reached the heart of Texas. Standard oil derricks were his specialty, and he sent in orders at such a pace that Mr. Skinner had to wire him for mercy. Skinner told him to turn his talents to selling cedar shingles and siding, Douglas fir, and redwood. Eventually, Peck completed his circuit and worked his way home through Los Angeles. Along the way, he stopped in the San Joaquin Valley and sold two more carloads of skunk spruce. When Peck wired in this order, Mr. Skinner brought the telegram to Cappy Ricks.

"Well, I must admit Comrade Peck can sell lumber," he announced grudgingly. "He has secured five new accounts and here is an order for two more carloads of skunk spruce. I'll have to raise his salary about the first of the year.

"Well, I have to admit Comrade Peck can sell lumber," he said grudgingly. "He has secured five new accounts. And here is an order for two more carloads of skunk spruce. I'll have to raise his salary around the first of the year.

"My dear Skinner, why the devil wait until the first of the year? Your pernicious habit of deferring the inevitable parting with money has cost us the services of more than one good man. You know you have to raise Comrade Peck's salary sooner or later, so why not do it now and smile like a dentifrice advertisement while you're doing it? Comrade Peck will feel a whole lot better as a result, and who knows? He may conclude you're a human being, after all, and learn to love you?"

"My dear Skinner, why the devil wait until the first of the year? Your bad habit of putting off spending money when you have to has cost us more than one good employee. You know you'll have to raise Comrade Peck's salary sooner or later. So why not do it now and smile like you're in a toothpaste ad? Comrade Peck will feel a whole lot better. And who knows? He may decide you're a human being after all and learn to love you!"

"Very well, sir. I'll give him the same salary Andrews was getting before Peck took over his territory."

"All right, sir. I'll pay him the same salary Andrews got before Peck took over his territory."

"Skinner, you make it impossible for me to refrain from showing you who's boss around here. He's better than Andrews, isn't he?"

"Skinner, you leave me no choice but to show you who's boss around here. He's better than Andrews, isn't he?"

"I think he is, sir."

"Well then, for the love of a square deal, pay him more and pay it to him from the first day he went to work. Get out. You make me nervous. By the way, how is Andrews getting along in his Shanghai job?"

"Well then, for the sake of fairness, pay him more. Pay him the higher rate from his first day on the job. Get out. You make me nervous. By the way, how is Andrews doing at his job in Shanghai?"

"He's helping the cable company pay its income tax. Cables about three times a week on matters he should decide for himself. Matt Peasley is disgusted with him."

"He's helping the cable company pay its income tax. He sends cables about three times a week on matters he should decide himself. Matt Peasley is disgusted with him."

"Ah! Well, I'm not disappointed. And I suppose Matt will be in here before long to remind me that I was the bright boy who picked Andrews for the job. Well, I did, but I call upon you to remember. Skinner, when I'm assailed, that Andrews' appointment was temporary."

"Ah! Well, I'm not disappointed. I suppose Matt will be here soon to remind me I was the genius who chose Andrews for the job. Well, I did choose him. But Skinner, when they attack me for it, please remember that Andrews' appointment was temporary."

"Yes, sir, it was."

"Well, I suppose I'll have to cast about for his successor and beat Matt out of his cheap 'I told you so' triumph. I think Comrade Peck has some of the earmarks of a good manager for our Shanghai office, but I'll have to test him a little further." He looked up humorously at Mr. Skinner. "Skinner, my dear boy," he continued, "I'm going to have him deliver a blue vase."

"Well, I suppose I'll have to look for his replacement and deny Matt the cheap triumph of saying 'I told you so.' I think Comrade Peck has some of the qualities of a good manager for our Shanghai office, but I'll have to test him a little more." He looked up at Mr. Skinner with amusement. "Skinner, my dear boy," he continued, "I'm going to have him deliver a blue vase."

Mr. Skinner's cold features actually glowed. "Well, tip the chief of police and the proprietor of the store off this time and save yourself some money," he warned Cappy. He walked to the window and looked down into California Street. He continued to smile.

Mr. Skinner's cold face actually lit up. "Well, warn the chief of police and the store owner this time and save yourself some money," he warned Cappy. He walked to the window and looked down at California Street. He kept smiling.

"Yes," Cappy continued dreamily, "I think I shall give him the thirty-third degree. You'll agree with me, Skinner, that if he delivers the blue vase he'll be worth ten thousand dollars a year as our Oriental manager?"

"Yes," Cappy continued dreamily, "I think I'll put him through a tough test. Skinner, if he delivers the blue vase, wouldn't you agree he's worth ten thousand dollars a year as our Oriental manager?"

"I'll say he will," Mr. Skinner replied slangily.

"You bet he will," Mr. Skinner replied casually.

"Very well, then. Arrange matters, Skinner, so that he will be available for me at one o'clock, a week from Sunday. I'll attend to the other details."

"All right, then. Skinner, make sure he's available to see me at one o'clock, a week from Sunday. I'll handle the other details."

Mr. Skinner nodded. He was still chuckling when he departed for his own office.

Mr. Skinner nodded. He was still chuckling when he left for his own office.