“See here, Peter,” said he, “I’ll be frank with you; I know you think I’d better be if I’m to get anywhere.”

“That’s very true,” said McDougall, with assumed severity.

“Well, then, read my brother’s letter; and then tell me if he’s wanting the impossible.”

Peter McDougall read the letter twice.  “No,” he said, when he handed it back, “he’s not wanting the impossible.  He’s given me an idea.  I owe you something already, for finding this young fellow, and I’ll tell you what I’m thinking of.  Of course the boy isn’t seasoned enough yet, but he’s getting there fast.  A couple of long trips, a few months under my own eye here in the office, and he’ll be ready.  Now, your brother has hinted at exactly what young Farwell is good for.  That boy sells goods by getting over onto the buyer’s side.  And he knows tools—­knew ’em before we hired him.  Well, then, here’s the idea; one big need of our foreign trade is to show our agencies what can really be done with American hardware and tools.  It takes more than a salesman; and Farwell has the knack.  So there you are.  Tell your brother the boy shall have his chance.”

A few months later McDougall sent for J.W. and put the whole proposal before him.

“But I’m not an expert, Mr. McDougall,” J.W. protested.  “I haven’t the experience, and I might fall down completely in a new field like that.”

“We’re not looking for an expert,” said McDougall, shortly.  “You know what every user of our stuff ought to know; you can put yourself in his place; and you’ll be a sort of missionary.  How about it?”

At the word J.W.’s memory awoke, and he heard again what had been said in the living room at Delafield when he was last at home.  A missionary!  And here was the very chance they had all talked about.

“Of course I should like to go, if you think I’ll do,” he said.

Peter looked at him more kindly than was his wont.  “My boy,” he said, “I know something about you outside of business, though not much.  And I think you’ll do.  Mind you, your missionary work will be tools and hardware, not the Methodist Church.  You will have to show people who have their own ideas about tools how much more convenient our goods are; handier, lighter, more adaptable.  What they need over there is modern stuff.  It will help them to raise more crops and do better work and earn a better income.  You’ve nothing to do with selling policies, finance, credits, and all that.  Just be a tool and hardware missionary.”

“Where had you thought of sending me?” asked J.W., still somewhat dazed.

“Oh, wherever we have agencies that you can use as bases:  China, the Philippines, Malaysia, India.  You will have to figure on a year or nearly that.  And you mustn’t stick to the ports or the big cities.  Get hold of people who’ll show you the country; the places where our goods are most needed and least known.  Study the people and their tools.  Work out better ways of doing things.  Don’t try to hustle the East, but remember that the East is doing a little hustling on its own account these days.  And talk turkey to our agencies—­when you’re sure you have something to talk about.”