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The sun had already set as he came roaring down a wide deep stretch near Darrow's mill; in his preoccupation he forgot that his competitor's log boom stretched across the river fully two-thirds of its width; that he should throttle down, swerve well to starboard and avoid the field of stored logs.
He knew they were flying under him, but he did not know how he continued to make them fly, nor how he put even greater pressure of will upon them and compelled them again to carry him to his giant competitor's side. The open door of the Recorder's office appeared ahead of them. Both men made a final, futile spurt.
You know what an advantage your competitor, who is a college man, has of you; and this knowledge of yours, coupled with your college competitor's possible lack of it, turns his advantage over you into your advantage over him. It is like a man who has a dozen shots for his rifle against another who has a hundred.
"See here, my son," Buck said solemnly, "is this your first adventure in railroad building?" Bryce nodded. "I thought so; otherwise you wouldn't talk so confidently of running your line over city streets and making jump-crossings on your competitor's road. If your competitor regards you as a menace to his pocketbook, he can give you a nice little run for your money and delay you indefinitely."
He had wormed himself again into the inner circle of crimeland; he lay here in Foo Sen's to-night, as he had once lain in one of Foo Sen's competitor's dives as Larry the Bat, months ago, on the night the place had been raided but there was still nothing still no clue only the shuffle of slippered feet, the stertorous breathings, a subdued curse, a blasphemous laugh, a coin ringing upon a table top, the murmur of voices, whisperings!
"It is any competitor's privilege to go over the route as often as he pleases," was the way Mr. Leonard put it; "and so long as he conforms to the rules, such as keeping on his own feet every yard of the way, accepting no lift from wagon or car, and registering faithfully at the several stations provided, he has done all that is expected of him.
The winding horn is become a goblet, and its notes are the tinkle of ice against glass. The baying of hounds has harshened to the squawk of the motor siren. The fresh-plowed field is a blue print, the forest maze a roll of plans and specifications. Each fence is a business barrier. Every ditch is of a competitor's making, dug craftily so that the clumsy-footed may come a cropper.
In that wild country where the Government, at best, had an insufficient force of troops, and where the agents of the company went heavily armed, it was distinctly recognized, and accepted as a fact, that no possible competitor's men, or individual trader, dare intrude. To do it was to invite the severest reprisals, not stopping short of outright murder.
Here's where a man's personality and adaptability are his stock in trade when he is on the road; and the good salesman gets the business over his competitor's head just by being able to turn the mood of the merchant he meets. The more moods he can turn, the larger his salary.
All his carefully prepared declarations of love, all his skilful insinuations against Quennebert, brought him nothing but scornful rebuffs. But Trumeau was nothing if not persevering, and he could not habituate himself to the idea of seeing the widow's fortune pass into other hands than his own, so that every baffled move only increased his determination to spoil his competitor's game.
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