"I believe that we have passed a kind of crisis and that things are fairly well started, gentlemen," he said. "I see no reason why the Guardian should not go on and continue to be the successful underwriting institution it has always been, and certainly I shall try my hardest to make it so. I am very much obliged to Mr. Whitehill for his expression of confidence in me. Now, there are two things which you gentlemen can give me and for which I ask you to-day. One is authority to double our liability on Manhattan Island, and the other is an uptown branch manager." Smith stopped, glancing at Mr. Wintermuth and rather apprehensive of the reply he might receive. But all that gentleman answered was:-- "We've always tried to keep down our liability in Manhattan--especially in the lower end, between Chambers and Twenty-third Street." "Yes," said Smith; "and I believe, sir, we've kept it down too far. In the last ten years the construction has been greatly improved, a high pressure water supply has been introduced, the fire department is bigger and more efficient, and yet our liability is very little greater in the dry goods district, for example, than it was ten years ago." "That's true," the President agreed. He turned to the other directors. "I think perhaps that in our city business we may have been a little too conservative, but I have always preferred to err on that side, if I erred at all. I should not oppose a rather more liberal policy in New York." "Thank you," Smith replied. "Mr. Cuyler and I will take care that the company does not get involved for dangerous amounts in any well defined district, and I hope that the larger part of our increased business will be uptown. And it will, if we can secure the right branch manager." "But how can we help you there?" another director asked. "None of us is familiar with insurance conditions." "I thought," the other said, "that some of you might have influence with some of the better uptown agencies. The competition for that class of business is tremendous. Mr. Wintermuth, Mr. Cuyler, and I all know most of these people, but a mere acquaintance is nothing--to get into a first-rate office and get their best business means that you've got to have a strangle hold on the agent--nothing less will do." Mr. Whitehill leaned back in his chair. "I don't know exactly what constitutes a strangle hold," he said with a smile; "but there's one firm up town that handles all my trustee business, and I think they would hardly like to disoblige me. I fancy the commissions on it must amount to rather a handsome amount, year in and year out. And I think they must have an agency, because once or twice I've noticed their name signed to policies they've sent me." "Who are they?" another director asked. "Perhaps Mr. Wintermuth or Mr. Smith may know them." "Evans and Jones," replied Mr. Whitehill.