“Yes, sir, and I think it would pay to put a small advertisement in the Brown-and-Blue.”
“That’s the school paper?”
“Yes, sir, the monthly. Fellows would be sure to see it and, besides, they like to trade with firms who—who patronise the paper.”
“All right, we’ll do that, too. Now I’m going to put this up to you, Tom. You take right hold. Get in touch with the dealers, get their catalogues, find out their trade prices and make up a list of what we want to start out with. I wouldn’t go in very heavy as to quantity just at first. We’ll find out how we stand, I guess, before we plunge very deep. But get a good assortment of stuff.”
“Yes, sir.”
“All right. Now, another thing. After the first of next month you do nothing but sell, Tom. We’ll get someone to look after the windows and sweep up. Of course you’ll help Joe in the packing room, just as now, but you’ll be a salesman instead of a—well, general utility man!”
“I—I’d like that, sir,” said Tom.
“Of course you would. You’ll have the sporting goods under your management, son, and we’ll see if we can’t make them pay. Of course we expect to make you a small raise, Tom. I haven’t talked that over with Mr. Wright yet, but I’ll let you know in a few days. We can’t increase your wages much just yet, but if you make good we’ll be fair with you.”
“Thank you, Mr. Cummings. I—I’ll do my best.”
“That’s right. Do your best, Tom, and you’ll get on. It’s the boy who does his best all the time that won’t stay down, son. Just as it’s the fellow who tries to get along by giving his employers as little as possible who never moves up. Remember that. Now you get busy and get your orders in. You can have two sections of shelves on the left of the door down there for your goods, and the cases in front. If you have to have more space, I guess we can find it. There’s a lot of that builders’ hardware that would be better placed back here, I guess. Well, that’s all. Let me hear what you learn and keep me posted as to how things are going. But don’t bother me with questions, son. This is your affair. Make it go.”