talk it over with you!"
"Ooooh!!" gasps Eve, turnin' a becomin' shade of red. Can you tell me why them big league dames fall for these guys like Alex? If you can do that, I got an easy one for you – I wanna know who started the world. From one flash at Eve, bein' a married man, I could tell where she'd be the next night when Alex called – and it wouldn't be – out! The next minute Eve laughed and tells Alex if he's got as much ability as he has nerve, he ought to have New York on its ear in twenty-four hours. The wife asks him will he kindly lay off pesterin' her girl friend to death and quit boostin' himself for a minute, because we was out for pleasure and he had played the one record all night.
"Go on, Mister Hanley," butts in Eve, "I love to hear you talk. You're so different from any one else I've met, and I really believe you will do something big here, because you're – well – new!"
"You have remarked somethin'!" agrees Alex. "I'm gonna show 'em somethin' they never seen before and make 'em like it!"
Well, he takes Eve home that night for a starter, and the next mornin' he's up bright and early at seven, ready to startle Manhattan. He said he wanted me to go out with him and watch him win my eight hundred bucks and also to notice the way he worked. He picks up the mornin' paper, runs through the "Help Wanted" columns for a minute and finally clears his throat.
"Aha!" he says. "Listen to this – 'Wanted. High class automobile salesman for the Gaflooey light delivery wagon. We have no time for experiments and successful applicant must make good at once. We don't want an order taker, but an order maker– a real, live, simon-pure hustler who will start delivering the goods the morning he goes on the payroll. This job pays ten thousand a year, if you show us you're worth it. Apply personally all day and bring references. This is imperative. We want to see your past record of sales elsewhere. Ask for Mr. Grattan, 1346 Broadway. If you haven't the experience, don't come!'"
"Well?" I says.
He puts down the paper and reaches for his hat.
"They'll probably be a lot after that there job, hey?" he asks me.
"About four thousand, I'd say offhand!" I grins.
"Fine!" he says, rubbin' his hands and smilin', "I love competition because it puts a feller on his mettle. Now look here, if I go down there and secure that job this mornin', do I get your eight hundred dollars?"
"What?" I hollers. "What d'ye mean, do you get my eight hundred?"
"Listen!" he says. "The bet was that I make good at the first thing I tackle, wasn't it – all right! Now this here job looks good to me. Ten thousand a year is nice money to start. If you're fair minded, you'll admit that in goin' after this job I'm up against a pretty stiff proposition. In the first place I don't know no more about automobiles than you do about raisin' hogs. I never sold one in my life. I don't know a soul in New York outside of you, Cousin Alice and that girl I took home last night, so I can't furnish no references on my ability as a salesman. The advertisement says you have to have 'em. As you say, they'll be thousands after that job. Fellers with swell fronts, high soundin' records in back of 'em and gilt-edged references. Now under all that handicap, if I walk in there and get the job, won't you admit I made good?"
"If you go down and ask for that job and they turn you down, you'll pay me, eh?" I asks him.
"At once!" he says, firmly.
"C'mon, Alex!" I tells him, puttin' on my hat. "I hate to cop a sucker bet like this, but maybe losin' it will reduce the size of your head a trifle and do you good!"
Once out in the street, he stretches his arms, pulls his hat down hard over his dome and stamps his feet.
"Watch me close!" he says. "Watch me close and you'll get some valuable tips on how to put yourself over. I told you I was gonna be new – just observe how I go after this job. The average New Yorker who wanted it would go right down to the office, present his, now, credentials and ask for it, wouldn't he?"
I nodded.
"The early worm catches the fish, y'know!" I says; "and in New York here – the town that made pep and hustle famous – a man would be down there at six a.m. waitin' for the place to open. Why, there's prob'ly a hundred or more there right now!"
"I hope there's a million!" he comes back. "It'll be more satisfaction when they hire me over all them others. Now I ain't goin' near that there office as yet. My system gets away from the old stuff – just keep your eye on Cousin Alex from now on!"
He buys a newspaper, finds the automobile section and, finally, a big display advertisement of the Gaflooey Auto Company. He takes out a letter from his pocket and on the back of it he marks the price, style, and a lot of other dope about Gaflooey light delivery wagons and then throws the paper away.
"Now," he grins, "I'm all ready, except to give them folks my full name for the payroll!"
At that minute, somebody slaps me on the back and I swing around to see Buck Rice chucklin' at me. Buck used to be one of the best second basemen that ever picked up a bat, till his legs went back on him and he got into the automobile game. I remember thinkin' how funny it was that he come along right then when me and Alex was talkin' about autos.
"Well, how are they breakin', Buck?" I says, shakin' hands and introducin' Alex.
"I think I have fanned with the bases loaded again," he laughs. "I put in five hours to-day tryin' to get the Mastadon Department Store to put in a line of six-cylinder Katzes on their delivery system. I got a private tip that they're changin' from the Mutz-36 and the first order will be about eighty cars. Of course that's a sweet piece of money for somebody and everybody in New York will be there to-day tryin' to grab that order off. You might as well try to sell radiators in Hades though, because Munson, the bird that does the purchasin', is stuck on the Clarendon and he wouldn't buy anything else if they was givin' 'em away!"
"Well, that's tough, Buck!" I sympathizes.
"Sure is!" he says, givin' me and Alex a quarter perfecto and grinnin' some more to show how disappointed he feels. "But I should worry! If I lose that one, I'll get another, so what's the difference?" He turns to Alex, "Y'know in New York here," he confides, "we don't have no time to hold no coroner's inquests over failures. We forget about 'em and go after somethin' else – always on the job, get me? You'll learn after you're here a while – that's what makes the town what it is. If I stopped to moan over every order I didn't put across, I'd be nowhere to-day. Nope, you can't do that in New York!"
"Another of them there New Yorkers, hey?" sneers Alex to me, after Buck has blowed. "Don't you see how that feller proves my argyment about how simple it is to make good here? From the way he's dressed – them, now, diamonds and so forth – he's probably a big feller in his line. Makin' plenty of money and looked on as a success by the ig'rant. Yet he lets a big order get away from him when it was practically a cinch to land it!"
"Say, listen!" I yelps – this bird was gettin' on my nerves. "If four-flushin' was water, you'd be the Pacific Ocean! You gimme a pain with that line of patter you got, and as far as salesmanship is concerned, I'll bet you couldn't sell a porterhouse steak to a guy dyin' of hunger. I'd like to see you land an order like Buck spoke of, you – "
"That's just what you're gonna do!" he butts in. "You're gonna see me land that very order he told us about – what d'ye think of that, hey?"
I stopped dead and gazed upon him.
"You're gonna which?" I asks him.
"I'm gonna land that order from that department store!" he repeats,
