"How do you know them things can't be done?" he says.
"Anybody but an idiot could see that!" says Wilkinson. "The idea of trying to make intelligent people believe that this fellow with his hair brushed back like a rabbit's could sell one of those wealthy millionaires gold mines and the like. Why, he'd be thrown out of the office and – "
"No wonder you ain't a success!" butts in Alex.
The lovely Wilkinson shows a little spirit.
"How do you know I ain't a success?" he says. "I'm making my good twenty-five dollars each and every week."
"Yeh?" sneers Alex. "I once heard tell of a feller which was makin' thirty, but I ain't sure of it because none of the newspapers said a word about it." He turns around and lowers his voice on account of some hisses comin' from fans in the back. "Look here!" he says. "All jokes to one side, they ain't nothin' that this feller done in the picture that can't be done by anybody. A man can do anything he wants to, anything, they ain't no limit – if he's got enough sand to fight his way through whatever stands in his way! I don't care what the thing is he wants, a man can get anything if he keeps tryin' and – "
"You hate yourself, don't you?" butts in the lovely Wilkinson, peevishly. "I suppose you think you could do anything – "
"I do not," says Alex. "I know it! I ain't talkin' about myself though, I'm talkin' about you. You're a young married feller with a sweet, beautiful, and, for all I know, sensible little wife. You people are just startin' out, and I want to see you make good. I think you got the stuff in you somewheres, but not to be rough or nothin' of the sort, I must say you have been a success at concealin' it so far. Twenty-five dollars a week ain't enough wages for nobody – as long as they's somebody makin' twenty-six – understand? And if you get where they pay you twenty-five dollars a minute instead of a week, you wanna try and make 'em think you're worth thirty! The mistake you and a lot of young fellers make is quittin' at a given point. They ain't no point to quit! I bet when you was makin' eighteen dollars a week you hustled like blazes to make twenty, but when you got up to twenty-five you prob'ly told yourself that you was makin' as much as most of the boys you knew and more than some, so why wear yourself out and slave for a fatheaded boss, eh? Right in sight of the grandstand you blew up and quit in the stretch. I bet you think right now that you're makin' good because you're holdin' down the job, hey? That ain't makin' good, that's stealin' the boss's money – petty larceny, and deprivin' your future kids of a even chance – a felony! Give the boss everything you got, and he'll pay for it. If he don't, get out and dive in somewheres else! They ain't no place on earth where they ain't a openin' for a live one at any hour of the day or night!"
The lovely Wilkinson says nothin'.
Pretty soon and much to my delight, this here picture comes to a end, and while we're goin' out in the lobby, the lovely Wilkinson calls his wife aside and whispers somethin' in her ear. It ain't over a second later that we're all invited up to the Wilkinson flat for a little bite and the like before retirin'.
The girls starts a hot and no doubt interestin' argument about how many purls make a knit and so forth, and the lovely Wilkinson, after fidgetin' around a bit, calls us into another room. He closes the door very careful.
"I got something very personal and very important I'd like to speak to you about," he says to Alex.
"I'll go out on the fire escape," I says.
"No!" he says. "I want you to stay and hear this too." He turns to Alex again. "I been thinking over what you said in the theatre to-night," he begins, "and I guess you're pretty near right about me. However, I have a big chance now to make good and get out of the twenty-five dollar class, only, as usual, luck is against me."
"They is no such thing as luck," says Alex. "Forget about that luck thing, put the letter 'P' before the word and you got it! That's the first rule in my booklet, 'Success While You Wait.' I must send you one."
"Thanks," says the lovely Wilkinson. "You see, I'm a salesman for a big wholesale clothing house downtown and right at the beginning of the war I went up to Plattsburg to try for a commission in the army. I was rejected on account of a bad eye. While I was up there, I met Colonel Williams, who is now practically in charge of the buying of equipment for the army. I've been trying for months to land the overcoat contract for my house and last week I finally got things lined up. I have got to have one thousand of our storm-proof army coats in Washington by five o'clock to-morrow afternoon. At that time, Colonel Williams will see me at the War Department and I can give him prices on various lots and so forth."
"Why do you have to bring that many coats down?" asks Alex. "Wouldn't a couple be enough for a sample?"
"No," says Wilkinson. "These coats are to be given to men in a cantonment near Washington, where they will get actual wear under varying conditions. If I'm not in Washington with them at five to-morrow, I'll lose my chance because, the following day, men from four rival houses have appointments with the Colonel."
"Well," I butts in, "what's stoppin' you from goin' to Washington?"
"Nothing is stopping me," he says, "but I can't get the coats down there with me in time! The two shipments that we have sent by freight have gone astray somewhere and, as government supplies have the right of way over all other shipments, the express companies will not guarantee a delivery at any set time."
"But them coats are government supplies, ain't they?" says Alex.
"Not yet!" says the lovely Wilkinson. "Not until they are accepted. Right now they are nothing but samples of clothing. I've gone into that part thoroughly."
Alex gets up and walks around the room a coupla times, throwin' up a smoke screen from his cigar. Then he stops and looks at his watch.
"It's now almost eleven o'clock," he says. "Where are them coats?"
The lovely Wilkinson looks puzzled.
"Why," he says. "Why – they're in our stock room at 245 Broadway."
"Can we get in there to-night?" asks Alex, reachin' for his hat.
"I have a key," says Wilkinson, "but I'm afraid I don't quite get the idea. I – "
"Look here!" says Alex, very brisk. "I'm goin' to deliver you and one thousand of them overcoats outside the War Department in Washington at five o'clock to-morrow afternoon! What will you get if you land this order?"
The lovely Wilkinson leaps out of his chair.
"Why – I – ," he splutters, "I – get fifteen per cent if – but you can't get the coats there, it's impossible! Why – "
"Never let me hear you use that word impossible' again!" snorts Alex. "Speak United States! I spent a half hour to-night tellin' you that a man can do anything if he wants to. Now look here, they ain't no time to lose. I'll land you and your coats in Washington to-morrow on time. That will cost your firm around a thousand dollars – the same bein' the price of the means of locomotion. I will take your word of honor that you will pay me twenty per cent of any profits you make on any order you take as a result of my efforts. Is it a bargain? Speak quick!"
"If you are thinking of getting a special train," says Wilkinson, "it can't be – "
"Yes or no!" hollers Alex. "I'll take care of the rest!"
"Yes!" yells the lovely Wilkinson, jumpin' around like some of Alex's pep has entered his system. "If you put this over for me, I'll give you half of anything I get!"
"You're gonna put it over yourself!" says Alex. "Now listen to me. You grab a taxi and beat it down to your stock room. Get them overcoats ready and in about a hour I'll call there for you. We're goin' to Washington to-night and don't be over five minutes sayin' good-by to your wife!"
"But – " says Wilkinson, lookin' like Alex had him hypnotized.
"Git!" bawls Alex, and slams a hat on the lovely Wilkinson's head.
Well, within four minutes the lovely Wilkinson has beat it, leavin' behind a astounded and weepin' wife and Alex is on the phone callin' up the Gaflooey Auto Company's service station and in ten minutes more he has arranged to have a truck and a mechanic chug-chuggin' outside the house. Then he turns to me.
"Here is another chance for you to lose some dough," he says. "I'm gonna take Wilkinson and his trick overcoats down to Washington by way of a auto truck. If we leave here at midnight, we got about seventeen hours to make 225 miles, that's an average of around thirteen miles a hour. The Gaflooey one-ton truck can make twenty, if chased. Of course we may hit some bum roads or lose the carburetor and so forth, which might delay us some. What'll you bet I don't put this over?"
I walked over to the window and looked out at New York. They is one of them rains fallin' that generally plays a week stand before passin' on to the next village. I figured that trip in the middle of the night, the rain and the tough goin'.
"Gimme a proposition," I says.
"All right," says Alex. "Me and Eve needs some furniture for the library. I'll bet you fifteen hundred against a thousand that I get Wilkinson in Washington in time to put over his deal."
"I got you," I says. "If he gets there too late to put over anything with the War Department, I win – right?"
"Correct!" says Alex. "And now have Cousin Alice put up some sandwiches and the like for us. I got a lot to do!"
Well, at five minutes to twelve that night they was a Gaflooey truck gasolined its merry way aboard a Forty-second Street ferry. On board it was Alex, the lovely Wilkinson, one thousand storm-proof army overcoats and yours in the faith.
I ain't liable to forget that trip for a long while to come, because I got soaked to the skin – with water – and just missed gettin' pneumonia by one cough. The rain kept gettin' worse and worse and it hadn't a thing on the roads. We went through Trenton, N. J., along around 4 a.m. in a storm that would of made the Flood look like fallin' dew. The mud is up over the hubs of the truck, but it keeps plowin' along at a steady gait with Alex and the mechanic takin' turns at the wheel. I crawled in under some of them one thousand overcoats at Philly and went to sleep, the last I heard bein' the lovely and half-drowned Wilkinson callin' out the time every fifteen minutes and moanin', "We'll never make it!"
Mornin' brung no let up in the rain, but the old Gaflooey truck keeps thunderin' on. Sometimes we done five miles a hour, sometimes twenty and when this big baby was goin' twenty, believe me, it was rough sleddin'! We run into a bridge at Wilmington, Del., and at Baltimore we bumped a Flivver off of the road, but outside of that they was nothin' but rain and mud and the lovely Wilkinson complainin' about the dampness, like he was the only one that was gettin' a endless cold shower.
It was twenty minutes of five when we rolled into the city limits of Washington and I'll tell the world we was a rough lookin' bunch. Alex is grinnin' from ear to ear and slappin' Wilkinson on the back and this guy has perked up a bit, though wishin' out loud that he was home with coffee, bacon and eggs and Mrs. Wilkinson. I am cursin' the day that ever brung Alex into our family circle and wonderin' if death by double pneumonia is painful. The mechanic is fallin' asleep at the wheel, wakin' himself up from time to time with shots out of a flask and of lemon ice-cream sodas or something he had on his hip.
We stopped in front of the War Department and Alex says we better straighten up ourselves and the overcoats before callin' on Colonel Williams. At that, the mechanic falls off the seat and dives into a restaurant and we go back to look at the coats.
"If any of us had any brains," says Alex, jerkin' a coat off the pile, "we would all of worn one of these here things and kept nice and dry —Sufferin mackerel!" he winds up all of a sudden.
Me and the lovely Wilkinson swings around and there's Alex holdin' up the coat.
Oh, boy!!!!!
This here storm-proof army coat, which Wilkinson hoped to unload on the U. S. army, just simply fell apart in his hands! He grabbed another and another – and they're all alike. The rain has took all the color outa them, they have shrunk till they is hardly enough cloth to accommodate the buttons and the linin's, which was supposed to be leather, has fell right to shreds from the water. All in all, they was nothin' but a mess of soggy, muddy rags which no self-respectin' junk dealer would of took for a gift!
The lovely Wilkinson's face is a picture. He's as pale as the mornin' cream and I thought for a minute he was gonna bust out cryin'. I couldn't help feelin' sorry for the kid, but when I thought of that wild night ride through the rain and mud to bring this bunch of garbage to Washington, I wanted to laugh out loud! And then I remember Alex bettin' me Wilkinson would take the order, and I haw-hawed myself silly, right there in the street.
"Shut up!" barks Alex, swingin' around on me. "This here is far from a laughin' matter. It's pretty serious business!" He turns to Wilkinson and shakes him by the shoulder. "Young man," he snaps, "is that the kind of stuff you were goin' to put on our boys which fought for you in France?"
Wilkinson is lookin' at the coats like they fascinated him.
"Why – why this is terrible!" he stammers, fin'ly. "They told me – why – Good Heavens, you don't think I knew these things were made up like this, do you?"
Alex studies him for a minute.
"No," he says, "I don't! You don't look like you'd do that, anyways. What's the name of your firm?"
"Gerhardt and Schmidt," says Wilkinson. "I know it sounds German, but both members of the firm have been naturalized and – "
"Never mind that," says Alex. "Even if it wasn't no worse than a scheme to clean up on a government contract, I think the Secret Service will be interested in seein' them coats!"
The lovely Wilkinson sits right down on the curb and buries his face in his hands.
"Good night!" he moans. "I'm done for now. I thought this was going to be a big thing for me and – "
Alex slaps him on the back.
"No whinin'," he says. "We're still in Washington – you can't tell what might happen yet."
"You can gimme that fifteen hundred berries right now if you want, Alex," I says, "because I'm gonna grab the next train for Manhattan. This is one that beat you and – "
"Ssh!" says the lovely Wilkinson, jumpin' up suddenly. "Here comes Colonel Williams himself!"
We looked around and sure enough there's two army officers walkin' over to the War Department. When they got opposite us, Wilkinson braces himself and steps forward.
"Pardon me, Colonel," he says. "I'm Mister Wilkinson of Gerhardt and Schmidt. I had an appointment with you to-day at five to show you those army coats."
The Colonel looks at him.
"Oh, yes," he says, very pleasant. "Just step inside, Mister Wilkinson. I'll see you in my office. You are very prompt. You must have been caught in the downpour – you're soaking wet."
"Yes, sir," says Wilkinson. "I – ah – Colonel, I don't think there's any use of me stepping into your office."
"Eh – why not?" says the Colonel.
Wilkinson turns several of the popular colors.
"I – ah – the fact is," he says, "our coat is not what the United States government wants, Colonel. I didn't know it at the time I solicited the contract – I – I've just found it out. We brought the required number of coats down here by auto truck, not being able to get them here on time by freight or express. The trip was made in yesterday's storm and" – he points to the mess on the truck – "there's the coats!"
The Colonel examines a couple of them soggy rags and he gets very severe. I heard him say somethin' that sounded like "Damn!" a couple of times, and then he turns to Wilkinson.
"This is a matter for the Department of Justice," he says. "You will leave the truck and its load right here, Mister Wilkinson, and I'll personally see that it's taken care of. Your action in coming direct to me with this evidence is commendable. You may telegraph your firm that the United States government is holding this shipment for investigation. I'm sorry for your sake that this happened, as I had all but made up my mind to give you the contract. If you desire to see me further, I'll be in my office until six."
With that he stamps away. The other officer who was with him has been walkin' around the Gaflooey truck all the time and examin' it like it's the first auto he ever seen in his life.
"Pardon me," he says to Wilkinson, "did I understand you to say that you made the trip from New York yesterday in the storm on this truck?"
"Yes, sir," says Wilkinson.
The officer pulls out a notebook.
"What time did you leave New York?" he asks, very businesslike.
Wilkinson tells him. Then the officer asks if we had any trouble, how much gas and oil we used, what was our average speed and a million other things. Alex's eyes begin to dance around, and he winks at me like there's somethin' in the air. Fin'ly the officer walks away, after thankin' the lovely Wilkinson for the information.
"Now!" hollers Alex, grabbin' Wilkinson's arm. "You win!"
"Win?" moans Wilkinson. "I'll be lucky if I don't go to jail!"
"You're crazy!" bellers Alex, gettin' more and more excited. "You had nothin' to do with this thing – you didn't know the coats was no good. Forget about that, the thing is you got a chance right now to put over a bigger thing than them overcoats. You come here to make a sale, didn't you? All right, go to it! That officer is connected with the purchasin' department of the government, and he wasted a lot of time talkin' to you about that truck. Do you realize what a wonderful thing that was to get down here O.K. in that terrible storm yesterday? No —you don't, but he did! Right now he's got that there truck on his mind. Go after him before he gets inside the buildin' and make your sale!"
"But," says Wilkinson, kinda dazed, "what have I got to sell? The overcoats are – "
"Damn the overcoats!" hollers Alex. "Sell him the truck that brought 'em down – they ain't nothin' wrong with that! If it's good enough for a trip like that, it's good enough for the army, ain't it? Hurry up and make an appointment with him for to-day, and I'll get you the figures on the Gaflooey truck for a hundred or a million – I know 'em by heart!"
"By Heavens, I'll chance it!" says Wilkinson, and runs after the officer.
Comin' up on the train that night I sit in the smoker and write Alex my check for a thousand berries. They was no two ways about it as he showed me, because he had bet he would make Wilkinson put over a sale in Washington. He didn't say what he had to sell. The lovely Wilkinson, which has sent about five dollars' worth of night letters to his wife, is sittin' on the other side, delirious with joy and with a order in his pocket for one thousand Gaflooey trucks as per the one we come down in. Alex had wired the Gaflooey people and had Wilkinson appointed a salesman for the Washington territory on his recommendation. Them guys would do anything for Alex, because he put 'em on the map. With telegraphed credentials from New York, the rest was a cinch for even the lovely Wilkinson, because the truck sold itself!
"They is only one thing that beats me," I says to Alex before we turn in on the sleeper. "Why didn't you sell the truck and make all the dough yourself?"
"Its a good thing you don't need brains in your game," says Alex, "or you and Alice would starve! I wanted Wilkinson to make the sale all by himself, because it will give him confidence, and then, again, he'll advertise me. I get half of his commission, I grab a bonus from the Gaflooey people for helpin' the sale along and then there's that thousand bucks of yours, which I would of lost if I sold the trucks myself. Also, I have put Mister Wilkinson over, and that's what I started out to do!"
"You win!" I says. "I don't see how you get away with it. It's past me!"
"Huh!" says Alex. "They ain't no trick to it at all – why say, even you could of done it!"