Thereafter, in the course of time, Frank became a familiar figure in
the commission district and on 'change (the Produce Exchange), striking
balances for his employer, picking up odd lots of things they needed,
soliciting new customers, breaking gluts by disposing of odd lots
in unexpected quarters. Indeed the Watermans were astonished at
his facility in this respect. He had an uncanny faculty for getting
appreciative hearings, making friends, being introduced into new realms.
New life began to flow through the old channels of the Waterman company.
Their customers were better satisfied. George was for sending him out
into the rural districts to drum up trade, and this was eventually done.

Near Christmas-time Henry said to George: "We'll have to make Cowperwood
a liberal present. He hasn't any salary. How would five hundred dollars
do?"

"That's pretty much, seeing the way times are, but I guess he's worth
it. He's certainly done everything we've expected, and more. He's cut
out for this business."

"What does he say about it? Do you ever hear him say whether he's
satisfied?"

"Oh, he likes it pretty much, I guess. You see him as much as I do."

"Well, we'll make it five hundred. That fellow wouldn't make a bad
partner in this business some day. He has the real knack for it. You see
that he gets the five hundred dollars with a word from both of us."

So the night before Christmas, as Cowperwood was looking over some