During that winter and early spring the business, under Knowlton's
shrewd management, was making good progress. It was clear that, although
it would take a much greater investment of capital to turn the factory
into a producer of fortunes, nevertheless the plant was now on the way
to becoming a steady income-maker for its owners. Knowlton thought it
might be possible to get local capital and expand; he exchanged several
letters and cables with my father in London on the subject. One day
authorization came to him to go ahead.
"That will be one of your jobs, Ted," he remarked to me one evening in
my room, as he tossed over my father's cable for me to read.
"What will?" I asked.
"Going around and talking to our local magnates. They are all your
social friends out at the country club. Let's see what your friends are
worth to you," and he grinned one of his favourite grins.
"H'm," I said, studying the cable. "What have we got to put up to them?"
"Listen to Teddy," shouted Knowlton, chuckling. "Talking like a regular
business man! You wouldn't have used that language six months ago."
"I am beginning to pick up a few scraps of the vernacular," I retorted,
a little nettled. Knowlton grinned number two grin. He proceeded to
lecture me on the present merits and future possibilities of our
company. It was all to be put down in black and white for me to study,
with what he called "the best talking points" underlined.
"Go after them hard," he advised at the conclusion. "Don't take 'no' for
an answer, and don't be afraid of their questions. We are as
promising-looking an outfit as there is in town. Why, they ought to
swing this thing for us as a matter of local pride. We'll bring money to
the place."
"Since we are making a fairly good thing of it as we stand, why not
leave well enough alone?" I queried by way of final objection.
"My boy, it can't be done. If you try to stand still, you only slide
down hill. It's a law of business. Get on or get out--that's our
American jungle law. Besides, it's a question now of obeying the old
man's orders."
"You mean my father?" I suggested.