"That's salesmanship," I commented, for I remembered that my friend Robert Sirle--if I could call such a big man my friend--had said that "salesmanship is the creation of additional business without additional cost." "What we must exercise this next year is salesmanship. Why, I can afford to make small increases in salaries and still make a good thing for myself," I added. "Aye," said Jock, "o' course ye can make increases in salaries, but recollect ye can only give people the money in one way or the ither. If ye increase salaries ye must reduce bonuses in proportion." I decided to try the plan, and at our next Monday evening meeting I announced it to the fellows. Jock was there, fortunately, to explain it all to them, and finally they all understood it. Larsen, however, said dubiously, "It's complicated to me, Boss." "All ye've got tae think aboot," said Jock, in answer to him, "is that ye get no bonus until the store has sold $30,000.00 worth o' goods. After that eleven cents on every dollar is divided amongst ye according to your salaries." "When you start it, Boss?" then asked Larsen. "We will start this on June 1," I said. I noticed Larsen's face fell, as also did Jones'. "But," I continued, and here they brightened up, "if we do exceed our $30,000.00 this year, I shall give a bonus, though only half of what it will be next year." "Why only half?" asked Larsen. "Because," said I, "our expenses have been $750.00 too high as it is. If we do exceed our $30,000.00 for the year ending May 31, we will split up six cents on every dollar over that amount, in proportion to your salaries. How does that strike you?" I said, for every one was silent. Larsen rose to his feet, coughed impressively, and said: "Mr. Black, on behalf of us fellows I say we appreciate it. I don't quite follow this per cent. stuff. You are bigger business man than we,"--I could not help looking at Charlie Martin, when he said this, for Charlie, with his thorough business training in the college of business administration, I knew to be a better business man, on the theory of business, at any rate, than all the rest of us--"and, if you say so, we know it's O. K. It looks good to me. I know the wife will be tickled to pieces." I smiled at the way Larsen drifted from general congratulations to thoughts of his wife. Well, the meeting broke up pleasantly, and every one left with a firm determination to do his best to increase sales without the need of increasing our force. Jones and Larsen and the boy Jimmie walked down the road together, and I heard Jones say: "We will work day and night. If we can only do the business without getting any more help--" CHAPTER XXXIX A BOOMERANG IDEA