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. Indeed 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. 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. You see that he gets the five hundred dollars with a word from both of us.” So the night before Christmas, as Cowperwood was looking over some way-bills and certificates of consignment preparatory to leaving all in order for the intervening holiday, George Waterman came to his desk. “Hard at it,” he said, standing under the flaring gaslight and looking at his brisk employee with great satisfaction. It was early evening, and the snow was making a speckled pattern through the windows in front. “Just a few points before I wind up,” smiled Cowperwood. “My brother and I have been especially pleased with the way you have handled the work here during the past six months. We wanted to make some acknowledgment, and we thought about five hundred dollars would be right. Beginning January first we’ll give you a regular salary of thirty dollars a week.” “I’m certainly much obliged to you,” said Frank. “I didn’t expect that much. It’s a good deal. I’ve learned considerable here that I’m glad to know.” “Oh, don’t mention it. We know you’ve earned it. You can stay with us as long as you like. We’re glad to have you with us.” Cowperwood smiled his hearty, genial smile. He was feeling very comfortable under this evidence of approval. He looked bright and cheery in his well-made clothes of English tweed.