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Gunterson had been impaled upon any very serious dilemma, and in this interval he had regained much of his shaken confidence, so that he addressed himself to the solution of Mr. Cuyler's difficulties with much of his pristine assurance. "Why not get Joe Darkner? He's got a fine class of business and a lot of it," he suggested at once.
Gunterson, sagely. "I see." "Now the question is: what are we going to do? Mr. Smith here advises that we confess our inability to operate in an open field without the invaluable assistance of our late Vice-president, and go back into the Conference. By merely sacrificing our self-respect we could save our Eastern agency plant. I have put you in charge of the underwriting of the Guardian, Mr.
"Really, I could hardly say exactly," Mr. Gunterson responded. "You see, some that haven't actually resigned have stopped sending us business to any extent. But," he added, "we can more than make up such losses in income when our new appointments show the full results of their business." "How long do you calculate that's going to take?" abruptly inquired the usually courteous Mr. Wintermuth. Mr.
He did not credit O'Connor with having had sufficient influence to carry the separation act through the Conference, but all that the astute President of the Salamander had hoped for, and in anticipation of which had laid his plans, had come to pass the Guardian was out of the Conference, the separation rule was to take effect almost immediately and Gunterson was at the wheel.
Wintermuth finally found it necessary to deny himself to aspiring applicants who besieged his office, and went out on a still hunt in the lanes and byways where he was less likely to meet people with axes to grind. It was on one of these excursions, in a most natural and unpremeditated manner, that he found himself confronted by Mr. Samuel Gunterson. Mr.
Osgood wrote, and on Monday morning his letter came to the hand of Mr. Wintermuth, whose eye brightened at the sight of his friend's signature. But there was no pleasure in his tone when a moment later he sent for Mr. Gunterson. "Look here," he said, "I'm afraid these Eastern Conference people mean trouble. We've been assuming that the excepted cities were safe nothing could happen there.
Take your time, make the best appointment you can, and then give your agent a free hand that's the only way to get a liberal income and make money too." To these sage but scarcely original observations Sternberg and Bloom gravely assented. "In case you found a place for us in your office, what kind of an income do you think we might expect?" Mr. Gunterson asked.
Gunterson had, it was true, been suggested as a possibility, but through an outside source which Mr. Wintermuth felt sure was most unlikely to have been stimulated to the suggestion by the person most interested. The President was in a mood of despondency, incidental to the painful discovery of how frail a tissue of truth most of the recommendations of his applicants' supporters usually possessed.
Well, I don't believe they're as safe as we thought. Read what Osgood says about Boston. Boston! where we've got as fine a business as any company of our size in the field. Look at that!" With a dignified reticence Mr. Gunterson took the letter, and in a rich silence he perused it. Then, with a calm smile, he gave his decision. "Mr. Osgood's evident alarm may be well founded perhaps not.
The second day of January, 1913, was marked by the installation of Samuel Gunterson as underwriting head of the Guardian and by the announcement of a radical separation rule by the combined companies of the Eastern Conference. Each was likely to have a far-reaching effect. Smith read the news with stolid eyes.
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