of the Messrs. Waterman as well as they did--better--to a dollar. He
knew how their accounts were distributed; from what section they drew
the most business; who sent poor produce and good--the varying prices
for a year told that. To satisfy himself he ran back over certain
accounts in the ledger, verifying his suspicions. Bookkeeping did not
interest him except as a record, a demonstration of a firm's life. He
knew he would not do this long. Something else would happen; but he saw
instantly what the grain and commission business was--every detail of
it. He saw where, for want of greater activity in offering the goods
consigned--quicker communication with shippers and buyers, a better
working agreement with surrounding commission men--this house, or,
rather, its customers, for it had nothing, endured severe losses. A man
would ship a tow-boat or a car-load of fruit or vegetables against a
supposedly rising or stable market; but if ten other men did the same
thing at the same time, or other commission men were flooded with
fruit or vegetables, and there was no way of disposing of them within
a reasonable time, the price had to fall. Every day was bringing its
special consignments. It instantly occurred to him that he would be
of much more use to the house as an outside man disposing of heavy
shipments, but he hesitated to say anything so soon. More than likely,
things would adjust themselves shortly.

The Watermans, Henry and George, were greatly pleased with the way
he handled their accounts. There was a sense of security in his very
presence. He soon began to call Brother George's attention to the
condition of certain accounts, making suggestions as to their possible
liquidation or discontinuance, which pleased that individual greatly. He
saw a way of lightening his own labors through the intelligence of
this youth; while at the same time developing a sense of pleasant
companionship with him.