That war was actually a good thing for Bell, and Hubbard, and Sanders. With the Western Union pushing this new invention, and not only pushing it, but fighting for its claim to it, the public realized that the telephone was neither a toy nor a scientific oddity, but an instrument of great commercial value. Sanders’ relatives came to the aid of the Bell Company, and put money into its treasury, and soon Hubbard was leasing out telephones at the rate of a thousand a month. But none of these partners was exactly the man to organize and build up such a business as this of the telephone should be, and each of them knew it. Then Hubbard discovered a young man in Washington who impressed him as having remarkable executive ability. Watson met him, and his opinion coincided with that of Hubbard. The upshot of the matter was that the partners offered the post of General Manager at a salary of thirty-five hundred dollars a year to this man, Theodore N. Vail, and Vail accepted the offer. Vail himself knew little about the telephone, but his cousin, Alfred Vail, had been the friend and assistant of Morse when he was working on his first telegraph. Hubbard had advertised Bell’s telephone, Sanders had financed it, and now Vail pushed it on the market. He faced the powerful Western Union and fought them. He sent copies of Bell’s original patent to each of his agents, with the message, “We have the only original telephone patents, we have organized and introduced the business, and we do not propose to have it taken from us by any corporation.” His plan was to create a national telephone system, and so he confined each of his agents to one place, and reserved all rights to connect one city with another. He made short-term contracts, and tried in every way to keep control of the whole system in the hands of the parent company. Then the Western Union came out with Edison’s new telephone transmitter, which increased the value of the telephone tenfold, and which in fact made it almost a new instrument. The Bell Company was panic-stricken, for their customers demanded a telephone as good as Edison’s. Those were hard times for Vail and the partners back of him. The telephone war had cut the price of service to a point where neither company could show a profit. Bell, now married, returned from England with word that he had been unable to establish the telephone business there, and that he must have a thousand dollars at once to pay his most pressing debts. He was ill, and he wrote from the Massachusetts General Hospital, “Thousands of telephones are now in operation in all parts of the country, yet I have not yet received one cent from my invention. On the contrary, I am largely out of pocket by my researches, as the mere value of the profession that I have sacrificed during my three years’ work amounts to twelve thousand dollars.”