THE FINANCIER 
"We can use him to good advantage on the outside. 
Whenever we're short or glutted, and I'm not here, you'd 
better let him see what he can do on the street. He can 
let Sampson do that work under him. If he wants any 
extra help, give it to him." 
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. 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. There were certain big 
shippers in near-by places whose accounts they desired, 
and they fancied Frank could get them. Henry had not 
troubled to do this soliciting work in some years. 
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 when he comes to understand it 
thoroughly. You see that he gets the five hundred 
dollars with a word from both of us." 
So the night before Christmas, as Cowperwood was
 
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