But there were other things besides his own bid to think of now. Mitchell knew he must find what other firms were bidding on the job, and what prices they had bid. The first promised to require some ingenuity, the second was a Titan's task.
Salesmanship, in its highest development, is an exact science. Given the data he desired, Louis Mitchell felt sure he could read the figures sealed up in those other bids to a nicety, but to get that data required much concentrated effort and much time. Time was what he needed above all things; time to refigure these myriad drawings, time to determine when the other bids had gone in, time to learn trade conditions at the competitive plants, time to sleep. There were not sufficient hours in the day for all these things, so he rigidly economized on the least important, sleep. He laid out a program for himself; by night he worked in his room, by day he cruised for information, at odd moments around the dawn he slept. He began to feel the strain before long. Never physically robust, he began to grow blue and drawn about the nostrils. Frequently his food would not stay down. He was forced to drive his lagging spirits with a lash. To accomplish this he had to think often of his girl-wife. Her letters, written daily, were a great help; they were like some God-given cordial that infused fresh blood into his brain, new strength into his flagging limbs. Without them he could not have held up.
With certain definite objects in view he made daily trips to Threadneedle Street. Invariably he walked into the general offices unannounced; invariably he made a new friend before he came out. Peebleby seemed to like him; in fact asked his opinion on certain forms of structure and voluntarily granted the young man two days of grace. Two days! They were like oxygen to a dying man.
Mitchell asked permission to talk to the head draftsman and received it, and following their interview he requested the privilege of dictating some notes regarding the interview. In this way he met the stenographer. When he had finished with her he flipped the girl a gold sovereign, stolen from the sadly melted nine hundred and twenty.
As Mitchell was leaving the office the Director General yielded to a kindly impulse and advised his new acquaintance to run over to Paris and view the Exposition.
"You can do your figuring there just as well as here," said he.
"I don't want your trip from Chicago to be altogether wasted, Mr.
Mitchell."
Louis smiled and shook his head. "I can't take that Exposition back with me, and I can take this contract. I think I'll camp with my bid."
In the small hours of that night he made a discovery that electrified him. He found that the most commonly used section in his specifications, a twelve-inch I-beam, was listed under the English custom as weighing fifty-four pounds per foot, whereas the standardized American section, which possessed the same carrying strength, weighed four pounds less. Here was an advantage of eight per cent. in cost and freight! This put another round of the ladder beneath him; he was progressing well, but as yet he had learned nothing about his competitors.
The next morning he had some more dictation for Peebleby's stenographer, and niched another sovereign from his sad little bank-roll. When the girl gave him his copy he fell into conversation with her and painted a picture of Yankeeland well calculated to keep her awake nights. They gossiped idly, she of her social obligations, he of the cyanide-tank business—he could think of nothing else to talk about. Adroitly he led her out. They grew confidential. She admitted her admiration for Mr. Jenkins from Edinburgh. Yes, Mr. Jenkins's company was bidding on the Krugersdorpf job. He was much nicer than Mr. Kruse from the Brussels concern, and, anyhow, those Belgian firms had no chance at this contract, for Belgium was pro-Boer, and—well, she had heard a few things around the office.
Mitchell was getting "feed-box" information. When he left he knew the names of his dangerous competitors as well as those whom, in all likelihood, he had no cause to fear. Another step! He was gaining ground.