“Why, that fellow,” Sampson told another clerk on the first day he had seen Cowperwood work, “he’s too brisk.  He’s going to make a bad break.  I know that kind.  Wait a little bit until we get one of those rush credit and transfer days.”  But the bad break Mr. Sampson anticipated did not materialize.  In less than a week Cowperwood knew the financial condition 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.

Brother Henry was for trying him on the outside.  It was not always possible to fill the orders with the stock on hand, and somebody had to go into the street or the Exchange to buy and usually he did this.  One morning, when way-bills indicated a probable glut of flour and a shortage of grain—­Frank saw it first—­the elder Waterman called him into his office and said: 

“Frank, I wish you would see what you can do with this condition that confronts us on the street.  By to-morrow we’re going to be overcrowded with flour.  We can’t be paying storage charges, and our orders won’t eat it up.  We’re short on grain.  Maybe you could trade out the flour to some of those brokers and get me enough grain to fill these orders.”