Next morning, as the train sped along between the Catskills and the Hudson, the two men, over the breakfast table, began negotiations.  Jessup was surprised, and somewhat disappointed to find what a large salary his new friend was drawing in Providence.  He was still more surprised and disappointed to find that Lynch’s future prospects in the jewelry business were so bright that it would take a considerably larger salary to entice him away.  The Westerner’s mind, however, was made up and the future profits he saw arising from a national business were so attractive that he finally threw aside caution and offered Lynch twelve thousand five hundred dollars a year and moving expenses to the western city where his factory was located.  This offer was finally accepted, the two men shook hands, and arrangements were made for Lynch to report for duty in the West within thirty days.

THE NEW MAN IN A QUANDARY

Now, President Jessup had no intention of dismissing his advertising manager and his sales manager.  Each knew the business from beginning to end; each was thoroughly familiar with the trade already built up and personally acquainted with many dealers who handled the products, and could be depended upon not only to hold the present trade, but to increase it.  Therefore it seemed good judgment to retain these two men on the local trade while turning Lynch loose upon the campaign for the securing of a national market.  So it was decided to retain both of the old men and to give the newcomer the title of sales promotion manager.  There were some heart-burnings on the part of those already in the office when the new man came in and took charge.  It was not pleasant for men who had been with the business for years and served it faithfully and helped to build it up, to have a man placed over them who knew nothing about it and whose salary was more than their two salaries combined.  However, Lynch’s personality was so pleasant and he was so tactful and agreeable that this little feeling of inharmony seemed soon to disappear.  Presently all were working together in the happiest possible way toward the inauguration of the new policy of the concern.

As time went on, however, Lynch began to show signs of restlessness and uneasiness.  Being a man of keen, alert mind and quick intelligence, he had quickly grasped the fundamentals of the heating business.  He was soon able to talk with the firm’s designers and engineers in their own language.  But the more he studied boilers and radiators, the less interest he took in them.  He had sense enough to know that the only thing that would win in the plan he had in mind was a radical change in design which would increase the amount of heat delivered in proportion to the amount of fuel burned, or the amount of heat delivered in proportion to the cost of fuel burned, or would reduce the amount of supervision required, or would do away with some of the long-standing sources