Page:Letters from a Self-Made Merchant to His Son.djvu/63

Rh set him to copying circular letters. We used to send out a raft of them to the trade. That was just before the general adoption of typewriters, when they were still in the experimental stage. But Jim hadn't been in the office plugging away at the letters for a month before he had the writer's cramp, and began nosing around again. The first thing I knew he was sicking the agents for the new typewriting machine on to me, and he kept them pounding away until they had made me give them a trial. Then it was all up with Mister Jim's job again. I raised his salary without his asking for it this time, and put him out on the road to introduce a new product that we were making—beef extract.

Jim made two trips without selling enough to keep them working overtime at the factory, and then he came into my office with a long story about how we were doing it all wrong. Said we ought to go for the consumer by advertising, and make