t. of
profits and increasing his income from the works at the same time, by
thinking up ways of creating new habits and new needs in his customers.

He had fulfilled, as it seems, the three requisites of a great business
career. He had created new workmen, invented new things for men and
women to want, and had then created some new men and women who could
want them.

Incidentally all the while, day by day, while he was doing these things,
he had distributed a large and more or less unexpected sum of money
among all these three classes of people.

Some of this extra money went to his workmen, and some to himself, and
some to his customers, but it was largely spent, of course, in getting
business for other manufacturers and in getting people to buy all over
England, from other manufacturers, things that such people as they had
never been able before to afford to buy.

* * * * *

All these things that I have been saying and which I have duly confided
to the reader flashed through my mind as I stood with my back to the
fire, realizing suddenly that the man who had done them was the man with
whom I was talking.

Possibly some little thing was said. I do not remember what. The next
thing I knew was that, with his five grown sons around him, he returned
to his attack on his house.

He said some days he was glad it was so far away. He did not want his
workmen to see it. He did not go to the mill often in his motor-car, not
when he could help it.

I said that I thought that a man who was doing extraordinary things for
other people, things that other men could not get time or strength or
freedom or boldness of mind or initiative to do, that any particular
thing he could have that gave him any advantage or immunity for doing
the extraordinary things better, that would give him more of a chance to
give other people a chance, that the other people, if they were in their
senses, would insist upon his having these things.

"I think there are hundreds of men in my mill who think that they ought
to have my motor-car and three or four rooms in this house."

"Are they the most efficient ones?"

"No."

If a man gives over to other people his deepest motives, and if he
really identifies himself--the very inside of himself with them and
treats their interests as his interests, the more money he has, the more
people like it.

"Take me, for instance," I said.

"I have hoped every minute since I