hands when I became seated. This was certainly a new one on me. I
turned to my chairman friend; he was grinning broadly as if he enjoyed
the situation. What was I expected to do, for Heaven's sake--get up
and make a speech? My mind was relieved by the President addressing
the boys about alien topics. I learned afterwards that it was an old
custom with Phillips-Exeter to applaud when a stranger entered the
chapel. This is especially appropriate in the case of an old 'grad'
returning, but certainly disturbing to an outsider.

"I did further business with my friend, also, when he was at Harvard.
He did such a smooth job on me that when I became manager of my house
I sent for him when we had the first opening on the road. I asked him
how he would like to come with us. He came. He has been with our
company now for two years and is getting on fine."

College boys as a rule are not looking for positions on the road, but
if more of them would do so there would be more college graduates
scoring a business success and more traveling men with the right sort
of educational equipment. But they should begin young. While traveling
on the road they would find many opportunities for self-advancement.
The traveling man who will try can make almost anything he wishes of
himself.

The head of the house must be on the lookout for the floater. In every
city there are many professional job finders. About the only time they
ever put up a good, strong line of conversation is when they talk for
a job. After they get a good guaranteed salary they go to sleep until
their contract is at an end, and then they hunt for another job. These
are the chaps that the "old man" must look out for with a sharp eye.