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diff --git a/36302-0.txt b/36302-0.txt new file mode 100644 index 0000000..e9c89d0 --- /dev/null +++ b/36302-0.txt @@ -0,0 +1,12287 @@ +Project Gutenberg's Dawson Black: Retail Merchant, by Harold Whitehead + +This eBook is for the use of anyone anywhere at no cost and with +almost no restrictions whatsoever. You may copy it, give it away or +re-use it under the terms of the Project Gutenberg License included +with this eBook or online at www.gutenberg.org + + +Title: Dawson Black: Retail Merchant + +Author: Harold Whitehead + +Illustrator: John Goss + +Release Date: June 2, 2011 [EBook #36302] + +Language: English + +Character set encoding: UTF-8 + +*** START OF THIS PROJECT GUTENBERG EBOOK DAWSON BLACK: RETAIL MERCHANT *** + + + + +Produced by Steven desJardins and the Online Distributed +Proofreading Team at http://www.pgdp.net + + + + + + +[Illustration: "Betty was a real comfort" (See page 110)] + + + + +DAWSON BLACK: RETAIL MERCHANT + +By HAROLD WHITEHEAD + +_Author of_ "The Business Career of Peter Flint" + +ILLUSTRATED By JOHN GOSS + +[Illustration: SPE LABOR LEVIS] + +THE PAGE COMPANY +BOSTON PUBLISHERS + + +_Copyright, 1918, by_ +THE PAGE COMPANY + +_All rights reserved_ + +First Impression, July, 1918 +Second Impression, July, 1918 +Third Impression, October, 1919 + + + + + _I am glad to confess that whatever I do is done + because I want to justify the faith in my ability and + the loving encouragement which has so loyally been + given to me. For this reason, I dedicate this to the + one who has inspired me to do my best--My Wife._ + + + + +INTRODUCTION + + +A boy, just graduated from high school, was looking over some of his +father's business books and magazines. The more he read, the more +disappointed he became, until finally he blurted, + +"Say, dad, I don't want to be a business man!" + +"Why not?" asked his father, with a tolerant smile. + +"Aw, there's no fun in business." + +"Get that foolish idea out of your head, son. There's nothing I know of +that is quite so much fun--as you call it--as business. Where did you +get your ideas of business?" + +"From them books," said son, emphatically, if ungrammatically. "All they +talk about is efficiency, getting results, checking people up, and +things of that kind." + +Just ask yourself, Friend Reader, if your business reading has not given +you an idea that business should be more or less a cold-blooded +proposition, and our business life something apart from our home and +social relationships. + +Unfortunately, many books, excellent in their presentation of +principles, ignore the human side, as it were, of business. I +believe--nay, I am sure--that the influence of our home life is an +important factor in the development of our business career. Our loves, +our dislikes, our jealousies, our unfortunate, yet often lovable, +unreasonablenesses are reflected in our business life. Our impetuous +business decisions are often made through the subconscious influence of +some dear one at home. + +Our ambitions.--Are you, Friend Reader, so cold-blooded that you can say +your ambition is a selfish one? Honestly now, wasn't it that you want to +win something (whatever it may be)? Didn't you want to "make good" just +to please some little woman? + +When you faltered and weakened in your struggle for success, wasn't it +she who gave you the necessary loving sympathy and encouragement to keep +everlastingly at it? And wasn't your ambition encouraged a little bit by +the delight you knew its attainment would give to that sweet little +woman, who thinks "her boy" is just all right? Didn't you want to "make +good" so as to please your mother and your father? + +I don't care if you are a big, six-foot, bull-necked husky who smokes +black cigars and swears, you have to admit the truth of this assertion +so far as you are concerned. + +Sounds like moralizing, doesn't it? And yet it's God's own truth! + +It was convictions such as these which caused me to write "Dawson +Black." I wanted to give the world a book which would not be a learned +and technical treatise on retail merchandising, but would give a picture +of business life as it really is--not as the world mis-sees it. + +I have tried to make "Dawson Black" a human being, not an automaton to +go through a series of jerky motions to illustrate principles. I wanted +him to do some things wrong and suffer for it, and some things right, +and perhaps still suffer a little; but I wanted to make his business +life _REAL_. I wanted the reader to say to himself, "By Jove! I did just +that same fool thing myself!" + +And, underneath all this, I wanted to present a few of the principles of +retail merchandising. I wanted to show that the result of the correct +application of principle was sure, and that a principle of retail +merchandising is applicable to every kind of retail store--be it the +little corner Italian fruit stand, or be it the largest department store +in the country; be it hardware, drygoods, drugs, shoes, plumbing, or +what not. + +This book will have answered its purpose if it encourages you to +persevere by showing that the majority of people make the same mistakes +that you do,--and inspires you with the nobility of business, and in +particular convinces you that you are not working for money, but for the +happiness you can give somebody else in addition to yourself. + +HAROLD WHITEHEAD. + + + + +CONTENTS + + +CHAPTER PAGE + INTRODUCTION vii +I AN UNEXPECTED INHERITANCE 1 +II READY TO GO AHEAD 6 +III MY FIRST DAY 10 +IV IN TROUBLE 15 +V BETTY MAKES A PROMISE 21 +VI UNTYING SOME TANGLES 23 +VII GETTING DOWN TO WORK 30 +VIII A WEDDING AND A CONVENTION 37 +IX A GOOD PLAN BLOCKED 46 +X CURBING CREDIT CUSTOMERS 52 +XI MORE FINANCIAL WORRIES 59 +XII AN UNEXPECTED VISITOR 65 +XIII A NEW KIND OF LOTTERY 73 +XIV SOME IDEAS IN BUYING 80 +XV HOW TO STOP SWEARING 89 +XVI A PROPER USE FOR EYES 95 +XVII PLANNING TO REDUCE STOCK 100 +XVIII THE GREAT SALE 109 +XIX A TRIP TO BOSTON 122 +XX A SUCCESSFUL MONDAY MEETING 127 +XXI A POOR SALESMAN 136 +XXII STIGLER PREPARES ANOTHER BLOW 146 +XXIII TRADING STAMPS 153 +XXIV PREPARING FOR THE BATTLE 167 +XXV SELLING ELECTRIC APPLIANCES 176 +XXVI FIRE--AND NO INSURANCE 183 +XXVII PROFIT-SHARING PLANS 189 +XXVIII GETTING NEW BUSINESS 200 +XXIX STIGLER RUNS AMUCK 212 +XXX NEW TROUBLES 217 +XXXI A NEW COMPETITOR 222 +XXXII SOME IDEAS ON WINDOW TRIMMING 235 +XXXIII A BUSINESS PROPOSITION 246 +XXXIV DOMINATING IN SERVICE 254 +XXXV A NEW THOUGHT ON RETAIL SELLING 263 +XXXVI BETTY COMES HOME 279 +XXXVII WOOLTON COMES TO TOWN 285 +XXXVIII A LOGICAL PROFIT-SHARING PLAN 298 +XXXIX A BOOMERANG IDEA 308 +XL RULES FOR GIVING SERVICE 315 +XLI ENDORSING A NOTE FOR A FRIEND 321 +XLII JOCK MCTAVISH DISTURBS THE PEACE 329 +XLIII MARTIN SPRINGS A SURPRISE 337 +XLIV A BUDGET OF SURPRISES 349 + + + + +LIST OF ILLUSTRATIONS + + +"BETTY WAS A REAL COMFORT" (_See page 110_) _Frontispiece_ + +"I WAS SO RAGING MAD THAT I WAS PREPARED FOR ALMOST ANYTHING" 120 + +"THE GIRL IN CHARGE WOULD LOOK UP SWEETLY" 179 + +"I WAS STANDING OUTSIDE THE WINDOW" 236 + +"SNIPPED THREE SHORT PIECES OF WIRE FROM THE COIL" 277 + + + + +DAWSON BLACK + +RETAIL MERCHANT + + +CHAPTER I + +AN UNEXPECTED INHERITANCE + + +I hadn't seen Aunt Emma for five years, and, candidly, I had never +thought a great deal of her; so you can imagine how surprised I was when +a long-whiskered chap blew in at the Mater's to-day and told me that +Aunt Emma had died, and--had left me eight thousand dollars in cash and +a farm in the Berkshires! + +Of course my first thought was to hunt up Betty and get her to help me +celebrate! + +We had a bully good time! Betty was delighted with my good fortune; but +scolded me for not being sorry aunty had died. I suppose I should have +pretended I was sorry, although, having met her only twice in my life, +she was practically a stranger to me. + +I told Betty I thought I'd throw up my job with Barlow--he runs the Main +Street Hardware Store--and get a store of my own. + +We had quite a talk over it. Betty approved of it and said she was sure +I would succeed. She reminded me, though, that I was only twenty-two, +and said that if I did buy a store I should get some one to advise me +about it. She's a fine girl, Betty, but of course she knew nothing about +business. + +The next morning I put an advertisement in the county paper. Fellows, a +chap I know who works at the Flaxon Advertising Company--he's some +relation to Betty--said I ought to have used a trade paper, but I told +him I didn't want to go far from home, and a trade paper would probably +bring me answers from Oshkosh and Kankakee and such funny places, and I +would simply be paying out good money to get offers from places I didn't +want to go to. Not that I wouldn't like to travel, but Betty would . . . +well, never mind what Betty would or wouldn't.--There goes the telephone +bell. . . . + +Isn't it funny! I had just got back from seeing Fellows when I had a +telephone call from Jim Simpson. Jim was a young fellow, only a little +older than I, who ran a hardware store right here in Farmdale. I used to +go to school with him. He called it a hardware store, but his business +was confined to kitchen furnishings and household hardware. It seemed he +wanted to go out West and offered to sell me his store cheap. + +Fancy! Jim Simpson, right here in our town, wanting to sell out, and me +wanting to buy a store, and neither of us knowing it! I telephoned to +Betty to tell her about it, and she said to be careful, because she +didn't like him. Aren't women funny, with their likes and dislikes, +without knowing why! Jim was a pretty smart fellow, and while the store +wasn't just exactly what I had in mind, he did a fairly good business. I +made an appointment with Jim to see him the next day. + +Well I guess a streak of lightning has nothing on me! Before night I was +the owner of the Black Hardware Store, for I had bought Jim out and was +to take possession the following Monday! I had seen Jim's books and I +knew everything was all right. Jim was a good fellow, and he promised to +give me all the help and advice that I wanted. He said he'd like to stay +in town with me for a few weeks, only he was anxious to go out West +right away. + +The store had $9460.00 worth of goods, reckoned at cost. Jim agreed to +let me have all his fixtures and show-cases, which he said had cost him +over a thousand dollars, and good-will, for $540.00, making the cost of +the store to me $10,000.00. + +When Jim told me the cost would be $10,000.00 I was considerably +disappointed, for I had only $8000.00 besides the farm. I told Jim the +farm was worth, I thought, about $8500.00, but I couldn't sell that +right away and, of course, I couldn't pay out all my ready cash, because +I wouldn't have anything left for operating expenses. + +Jim was pretty decent about it, and said: + +"You give me $7000.00 in cash and a mortgage on the farm and I'll give +you a year to pay the balance. With the big profit you can make in this +store, you'll be able to pay that $3000.00 in no time at all. Besides, +if you couldn't quite manage it in a year, I'd renew it, of course." + +But I thought I ought to have more than $1000.00 left, and finally it +was agreed that I should give him $6500.00 in cash and a mortgage on the +farm for $3500.00 + +I had my $8000.00 deposited in the Farmdale Trust Company, so we went +over there and I gave him a check for the $6500.00. I thought I ought to +do well with $1500.00 besides that splendid store of goods. + +Jim had started out to be a lawyer and had studied law for a while, and +he said he would draw up the mortgage himself so there wouldn't be any +delay about it. I brought him over some legal-looking papers I had from +Aunt Emma's estate--deeds, he called them--and we fixed that up without +any trouble. + +I asked Jim if we ought not to take stock together, and he said, "Sure, +if you want to;" but I found that he had an exact stock-keeping system, +and Jim suggested that we pick out about a dozen items and just check +those up--"for," said he, "what's the use of checking up fifty cents' +worth of this and thirty cents' worth of that? Your time is too valuable +for that." + +I agreed with him, for I couldn't afford to waste my time now that I was +the owner of a store. + +Betty asked me that night if I had had a lawyer to go over the thing +with me, but I laughed at her and said, "I don't want a lawyer for a +little deal like this between Jim and me." I told her it would have been +almost an insult to have suggested that I wanted a lawyer. She shook her +head sadly and said something about a man who was his own lawyer having +a fool for a client--which I thought was not at all called for! + +Before going to bed, I figured out what the store should be worth to me. +Jim had told me he turned over his stock about three times a year, and +that he made about 10 per cent. clear profit. Three times $9460.00 would +be $28,380.00; and if he made 10 per cent., clear profit, that would be +$2838.00 a year--call it $3000.00 a year. That was $60.00 a week! +Gee!--some jump from what I was getting at Barlow's! I thought how easy +it was to make money when you had some to start with! Here I had been +working my head off for a year and a half and getting only $10.00 a +week, and now I would be making $60.00. I decided to ask Betty to--oh, +well, I'd wait a month or two until I saw if it worked out just like +that. Better be on the safe side! + + + + +CHAPTER II + +READY TO GO AHEAD + + +Mother had a talk with me about the store, in the morning and asked me +to try to get my money back from Jim. She said she had never liked Jim, +and that he was a bit careless in his transactions. When mother said +anybody was careless in their transactions, she meant he was a crook, +but I knew Jim better than that, and I told her so. Mother said she +didn't want me to lose my money as soon as I'd got it. + +I was all the Mater had, for Dad had died a few years before. +Fortunately, his life was well insured and mother had enough to live on. +I told her I was a young progressive, but I was not taking any chances +with anything that affected her, so there was no need for her to worry. + +I told Barlow that I'd have to leave him that day because I had bought +out Jim Simpson's store and was to start in on the following Monday. He +looked at me for a minute, and said: + +"Have you paid him for it yet?" + +"Yes, sir," I said. + +"I suppose Jim's going out West, isn't he?" + +"Yes, sir," I said again. + +He paused again, and then he said: + +"Well, look here, son, you've always been a good worker with me. You +still have a lot to learn, however, because you wasted your evenings +instead of doing some studying, but I'd like to see you 'make good' and +I'll help you all I can." + +I was surprised at this, and I said: + +"But, Mr. Barlow, we'll be competitors then!" + +I began to like Barlow very much then, for he put his hand on my +shoulder, and said: + +"Look here, son, can't we be competitors and yet be friends! Remember, I +have a store several times larger than the one you are going into, so it +is you who will have to compete with me, not I with you." + +That was a new thought to me all right. + +"We can be friends, even if we are competitors, you know," Mr. Barlow +continued, "and if you get into any kind of trouble, come around and see +me and I'll do what I can to help you." + +I was sure he meant it, too. And all the time I had thought that Barlow +was a "has been." What a different slant you seem to get on people as +soon as you get up to their position! I suppose it's just like climbing +a mountain; if you want to see the view the other fellow sees, you have +to get up to the same height which he has surmounted. + +I had an interesting chat with Jim that day. I went to the store and he +had marked about twenty items on his stock book, which he said was a +perpetual inventory. He passed the book over to me, and said, "I've +marked a couple of dozen items which you can look over. I've picked out +some of the things that run into a lot of money, because those are the +things you are most careful about, aren't they?--and I didn't think +you'd want to waste your time over a lot of trivial things." + +I checked those up with him and in one case I found there was even more +stock than Jim said. I laughed and said, "I got you there, Jim! This +wonderful perpetual inventory isn't perfect, after all!" + +"Well, of course," he replied, "there might be a fraction of a +difference here and there, but in the main it's bound to be correct." He +continued, with a bit of a grin, "If you're a little short in one thing, +you'll find a little bit over on another; and anyhow, you've got your +fixtures for half of what they're worth, to allow for any little +discrepancy that may crop up." + +He showed me how the cash register worked and how to total up the week's +sales. I saw the previous week's figures were $311.28. I wondered at +that, and said: + +"Why, Jim, if you sell $28,000.00 worth a year, you should have about +$560.00 worth of sales a week!" + +"Oh," he replied, "don't you know this is the quiet time for kitchen +goods? You've got to expect some quiet time, you know. In one respect +it's a good time for you to take the store over, for you'll have time +enough to get yourself fully familiar with the store." + +"You know, Dawson," he went on, "if you were to take over this store +about September or October, when you're simply rushed to death with +business, it might easily put you on your back. You might lose a +tremendous lot of business just because it came too quick for you to +handle, whereas, buying the store when the business is quiet will give +you a chance to learn how to handle it." + +I decided that, as soon as possible, I would go over my stock carefully +and rearrange it and if I should happen to find any dead stock I'd have +a sale and clean it out and buy a lot of new stock; and, believe me, I'd +give old Barlow the biggest run for his money he ever had! + + + + +CHAPTER III + +MY FIRST DAY + + +I used to think that old Barlow had an easy time as boss of my former +store, but the first day, there seemed to be so many things to do, so +many things to decide, that my head was in a whirl. + +I intended to begin a thorough stock-taking, but hadn't a chance to +touch it--so many things cropped up. + +I had a row with one of the help, a fellow named Larsen. Larsen had been +at the store for over thirty years. He was there before Jim Simpson got +it and he was with two of the proprietors before that. He told me he +wanted his last two weeks' pay. When I asked him what he meant, he said +that Jim had told him to ask me for it, as he had arranged with me to +pay it. + +I didn't believe him. Jim wouldn't do anything like that, I was sure, +and I told Larsen that in so many words. He asked me if I thought he was +a liar. I told him he knew that better than I did. I told him if he +didn't know how to speak to his superiors, he could just pack his things +and go, and I would have him know that I was boss there. Larsen shrugged +his shoulders and said: + +"You go with me and see Simpson before he runs away. You ask him whether +I lie or not. I don't insult you. I simply tell you what I know. You +call me a crook! If you were an older man you would know better. I've +been here thirty years. No one has ever questioned me. My word is as +good as his." + +To please him I said we would go and see Jim the next day at his home. I +couldn't go that night, for I was too busy. Jim called in at the store +for a few minutes in the morning, and said he expected to be around for +a few days in case I wanted to see him about anything. + +I told Betty that evening about the dispute with Larsen, and to my +surprise she sided with him. It looked as if Betty and mother had got up +a conspiracy to disagree with everything I did! Still, thought I, "what +do women know of business?" + +I thought Betty was right in one thing, however, when she said to me: + +"Did Mr. Barlow ever speak to you about knowing your place?" + +"Why, no," I said. + +"I'll tell you why, boy. You see, he knows he's boss, and everybody else +knows it, and he knows that if he is to get the best out of his people +he has got to get them to work _with_ him and not _for_ him. The way you +treated Larsen will tend to make him merely work for you and not for the +interests of the business. He will simply use you as a makeshift until +he can get something else. If you want to get the very best out of the +people who work for you, you have got to take a real interest in them, +and treat them with the same courtesy that you want to be treated +with." + +I was just going to tell her that I couldn't be the boss there unless I +made them keep their place, but she held up her hand and said: + +"Wait a minute, boy. I'm a year younger than you, but I'm older than you +in many respects. You are only a big boy and you want some one to look +after you." She blushed a little as she said this. "You are impetuous. +You say things which you don't mean. You speak so sharply at times that +people misunderstand your naturally kind disposition and think that you +are fault-finding. And then you are really so conceited that you hate to +admit you are wrong, with the result that you leave people with a wrong +impression of you. Do you remember that saying about the man who +conquers himself being greater than he who masters a city? You should +learn to think a little more carefully about what you say before you say +it. Remember that you can say something sharp to the help and then +forget it the next minute; but they won't forget it. They will think it +over and it will rankle and they will feel spiteful toward you, and +they'll do something to 'get even' with you." + +I hated to admit it, but I had got a hunch that Betty was very nearly +right. I decided I would try to control my tongue a little more, and +would remember that the people who worked for me would do better work +for me if they liked and respected me. + +The next morning, I went around with Larsen, as I had promised him, to +see Jim Simpson, and found that he had gone. He had left a note for me +saying that he found he had an opportunity to get away and that he would +write me his address in a few days. + +Larsen saw me twisting his note in my fingers while I was thinking +about it there, and he came over and said: + +"Can I see that note, Boss?" + +I passed it to him. He read it, shook his head, and said: + +"Guess you believe me now, don't you, Mr. Black?" + +I nodded. That's all I could do. + +He shrugged his shoulders and said: + +"Well, two weeks' money don't hurt me very much. I hope, Boss, he hasn't +stung you." + +I went cold at the thought of it. I didn't think it could be true, but, +when I came to think it over, I realized that I had taken his word for +almost everything. + +I went home and told mother and Betty about it, and they advised me to +get in touch with Mr. Barlow at once. I said I wouldn't do that--I +wasn't going to leave a man and then two or three days afterwards run to +him for help. I thought of Fellows of the Flaxon Advertising Company. I +telephoned his house and, fortunately, caught him, and he came right +around to see me. + +He asked me if I had had a lawyer draw up the agreement. I told him +"no." He asked me if I had had an inventory made before buying the +store. I told him "no." He asked me if I had verified the profits of the +business for the last two years. I told him "no." He asked me if I had +had the books audited at all. I told him "no." + +"Good God, lad," he said, "what have you done, anyhow?" + +And then I acted like a fool. I burst out crying and told him that what +I had done had been to make an ass of myself and to give Jim Simpson +$6500.00. + +He thought a minute and said: + +"Well, I should think the store would be worth very nearly that, from +what I know of it. It may not be so bad, after all." + +But, when I told him that I had also given Jim a note for $3500.00 he +persuaded me to go to see a lawyer in the morning, and promised that he +would telephone to Boston to arrange with a jobber whom he knew and from +whom I knew Jim Simpson bought goods, to send some one over to help me +take an inventory. + + + + +CHAPTER IV. + +IN TROUBLE + + +I spent a wretched night wondering if Jim, after all, would play such a +dirty trick as to rob an old schoolmate. + +Fellows telephoned me from his office and said that if I would come +there, the lawyer was there and we could all talk the matter over +together. + +In ten minutes I knew the truth, I learned that the transfer was made +properly to me and that I was responsible for that $3500.00, and, +according to the deed of transfer which Jim gave me, the note for +$3500.00 was payable _on demand_. + +I told Barrington, the lawyer, that I'd swear the note was payable one +year after date. He asked me, "Are you sure?"--and if he hadn't asked me +that I would have been, but as it was I was wondering which it was. He +asked me again, "Are you sure it isn't a payable-on-demand note?" I +didn't know, and I didn't know Jim's address! + +Barrington then said that the best thing to do was to get an inventory +made as quickly as possible, and then try to get hold of Simpson and see +if we couldn't adjust it with him. + +"But," he said--and he looked at me very sternly--"if anything is done +it will be purely because of his generosity or because of the fear we +can instill into him. You are legally responsible for the $3500.00 and +apparently it is payable on demand. How much is the farm worth on which +you gave him a mortgage?" + +I told him it was worth about $8,500.00. + +"Hum," he said, and pursed his lips. + +"Couldn't I deed it to Mother or somebody," I said, "and save it?" + +He shook his head. "No, that wouldn't be legal," he said. + +"How I wish I had come to you at first!" I said. + +"Yes," he replied absentmindedly, "that's the trouble with many +so-called business men. They never think of using a lawyer to keep them +out of trouble, but come to them only after they have got into it!" + +A salesman from Bates & Hotchkin came in the afternoon and said his firm +had told him about my wanting an inventory taken and offered to stay +with me till it was done. + +"What will it cost?" I asked. My $1500.00 began to look very small to me +then. + +He smiled and shook his head, and said: + +"It won't cost you anything. If we can be of service to you, we want to +be." + +I had also arranged for an accountant to go over the books. He was a +Scotchman, named Jock McTavish, and he was to come the next morning. + +Betty urged me to have him install a proper accounting system for me +while he was on the job. I shook my head and said: + +"There may not be anything worth putting an accounting system in for. +I've ruined my life and I've spoiled my chances of your--" + +She put her hand over my mouth and said: + +"Don't be silly! Now is the time to see if you have any manhood in you. +Anybody can talk big when everything goes right! No one ever made a +success without having some failure. Don't you remember what Lord +Beaconsfield said, when he was asked how he attained success?" + +I shook my head gloomily. + +"He said, 'By using my failures as stepping stones to success!'" + +"Well," said I, "I've certainly one big stepping stone here." + +"Quite right," said she, "then step up it like a man!" + +A girl like Betty, I thought, was worth bucking up for! I just set my +teeth and decided I would pull through the thing somehow! + +I thought the worst had happened, but I found it hadn't. Herson, the +salesman from Bates & Hotchkin, completed the inventory, the next day, +with the assistance of the others in the store. I can't say I did much +to help, for I was simply consumed with anxiety. All I did was to serve +customers while it was going on, and that helped to keep me from +worrying too much. + +Herson came over to me when he finished the inventory and said: + +"I'm afraid you are going to be sadly disappointed at the figures. I +have put the goods in at their present valuation, as near as I can +figure it, and I find that there are $8,100.00 worth." + +"Then," said I, "I have lost over a thousand dollars on that +stock--$1,360.00!" + +"You surely have," said he. + +"Well," I thought, "even so, there's a chance of recovering, and Betty +is looking to me to make good and I must!" + +But there was worse to come! McTavish, the accountant, found that the +average sales for the last two years were only $22,000.00 in round +figures, and I had estimated at $28,000.00. + +"My," I said to him, "that will bring the profits down to about $40.00 a +week!" + +"No," he replied, "they'll no be mooch over half o' that." + +"Why?" I asked in amazement. + +"Because," said he, "you based your estimate of pr-rofits on the +percentage of expense. Therefore, Meester Black, the less your sales +are, the gr-reater becomes the percentage of expense." + +I didn't quite follow this, but he continued: + +"Ye should set a dead-line of expense and departmentize your costs." + +I looked quite mystified by this, and he explained: + +"Do ye noo compr-rehend? I mean ye should have only a certain percentage +of expense for rent, salaries, advertising and se-emilar items, and then +plan your expenses not to exceed these percentages." + +"I see," said I. "Will you help me with that?" + +"I surely will. I can give the matter some attention in aboot a week," +said he. + +"Then," said I, "so far as you can see, the business, instead of showing +me a profit of about $60.00 a week, will show me only a profit of about +$25.00." + +"Just aboot that," he replied. "Indeed, it will approximate somewhat +less. There is one other matter, Mr. Black, I would suggest you do at +once, and that is, let me see the agreement you had wi' that mon, +Simpson." + +"That's at Barrington's," I said. + +"Well, can we no get hold of Barrington noo?" + +"Surely. I'll introduce you to him." + +"Don't fash yoursel'," said he with a smile, "that'll no be necessary, +for he was in the store while ye were at yer lunch to-day and I had a +convarsation with him." + +"What's the trouble, then?" I asked. + +"Merely this," said he, and he put his arm on my shoulder very kindly. +"That mon, Simpson, left $527.00 worth of accounts which he did no pay +and I believe by the agreement ye made wi' him that ye're liable for +them." + +I was too thunderstruck to say anything! What a hash I had made of my +first week's business! So far as I could see, I had given up a good job +for one with very little more real money, but a lot of care and worry; I +had been robbed of about $1,300.00 in stock and $500.00 in unexpected +liabilities. My first week's business, then, showed me a loss of nearly +$2,000.00! I began to think I was not so all-fired clever as I thought I +was! + +Betty was a little brick! When I told her all about it, she said: + +"Well, I don't see anything so _very_ dreadful in that. If you have it +in you to make a business man, you can soon increase the sales of the +store so that you will be making all you thought you would, and perhaps +it won't hurt you to lose a little money at the beginning. Even now, you +are much better off than a great many other people are. If only Simpson +doesn't demand his $3,500.00 at once, so that you don't lose the +farm"--I shivered at the thought--"you'll pull through all right." + +When I figured up the sales at the end of the week there was nothing +like the $560.00 that I was figuring on. It was only $281.15. I had more +respect then for proprietors of retail stores than I had a week before! +I hoped that next week I would have that division of expense worked out +so that I could know just what my expenses were going to be. + + + + +CHAPTER V + +BETTY MAKES A PROMISE + + +On the following Monday, I was in the store, feeling kind of blue over +the general muddle I had made of things, when who should go by but Betty +and Stigler! If there was one man in the town I disliked, it was +Stigler. He was one of those narrow-faced individuals who goes around +with a perpetual sneer. I never heard of him saying or doing anything +good to any one. It was said of him that he was so mean that he grew a +wart on the back of his neck to save buying a collar button! + +Stigler was in love with Betty. I didn't blame him for that; but what +she could see in a fellow like him got me! I was jealous--I know I was +jealous, and I told Betty so when she accused me of it that night. + +"Dawson," she said, "you act like a jealous, spoiled child." + +And then the love, that had been growing in my heart, became too great +to contain. + +"Betty," I cried hotly, "you know how much I love you! Do you wonder +that I'm jealous, when I see you with that man?" + +"And why shouldn't I be with him?" she said archly. + +"Well, you can't be with him any more," I said. + +"Hoity-toity! and who are you to tell me whom I shall or shall not go +with?" + +Her words were discouraging, but something in her eyes. . . . + +Something had happened to the town when I left Betty's house. The hard +pavements were gone, and instead of them were beautiful silvery clouds. +The ordinary air had changed into exhilarating ether. I wanted to sing; +I wanted to tell people of my good fortune; but everybody must have +known it to have looked at me. I kept saying to myself, "I'm engaged to +be married! I'm engaged to be married!" When the teams went by they went +"Click _clack_ety click!--click _clack_ety click!--I'm engaged to be +married!--I'm engaged to be married!" + +Mother had gone to bed when I got home, but I woke her up and told her +the good news. I expected her to be surprised, but she wasn't a bit. All +she said was: "Well, everybody knew it but you!" + +I suppose it is because Love is blind that I didn't know. I told mother +that we were going to be married on the 19th of June. + +"Do you think it wise to get married so soon?" + +"Yes, indeed," I said, "I need the help of a woman like Betty in my +business. You see, mother, her business experience and her--" + +Mother kissed me on the lips and said: + +"Don't bother to think up any excuses--Love itself is sufficient excuse +for that." + +I saw some tears in mother's eyes. I put my arm around her waist and +said: + +"You are happy, aren't you, mother, dear?" + +She kissed me again and pushed me from her, and hurried to her room. +When she got to the door she turned around and said, "God bless you, my +boy." + +Believe me, I had _some_ mother. + + + + +CHAPTER VI + +UNTYING SOME TANGLES + + +On Tuesday I received a request for "immediate payment" of a demand note +for $3,500.00, through some shyster lawyer in New York. + +I took it up to Barrington and asked him what to do about it. He gave me +a paper to sign, and I put my name to it without bothering to read it. +He then spoke sharply to me, and said: + +"For heaven's sake, lad, haven't you learned better than to sign your +name to a paper without reading it?" + +"B-but," I said, stammering, "it's different with you!" + +"Different be damned!" he exclaimed petulantly. Then, "Excuse me, young +man, but really, for a man in business you are acting very childishly. +You thought Jim Simpson was your friend and trusted him. Now, even after +the mess you got into, you haven't learned your lesson, and you sign +anything I ask you to, without looking at it!" + +I read it through, and it was something about giving him full power to +act for me in the matter of the note. + +"Now," said he, "this is going to cost you some money"--I winced at +this--"but I'll see if I can't save you something." + +He got the New York lawyer on the long distance and offered him a +thousand dollars cash in full settlement of the claim, or else +threatened to contest the legality of the note. The upshot of it was +that Barrington made a trip to New York to see him, and they compromised +on $1,250.00. + +When Barrington returned from New York he came around to the house to +see me. + +"Well," he said, "I think I've saved you some money this time. I've +settled that claim for $1,250.00 cash, which I have paid." + +He gave me also the bill of expenses which he had incurred. I put the +figures on a bit of paper and twisted it nervously, wondering how I was +going to pay that sum of money; for I remembered I had only $1,500.00 in +the bank, and I had those bills to pay that Jim left behind and which I +had unknowingly agreed to assume. Barrington and the accountant between +them compromised on those, by the way, at seventy-five cents on the +dollar, but there was nearly $400.00 to pay there, and if I paid that +$1,250.00 with the expenses it would wipe out my bank account +completely. + +Barrington looked at me quizzically, and asked: + +"What's worrying you now, young man?" + +I told him. He laughed, and then remarked: + +"That needn't worry you at all. You have your farm clear now and I'll +take a mortgage on it for $1,500.00, and that will enable you to pay +this bill up right away and still hold your farm. I was just looking for +an investment of about that size. You are no worse off than before, and +I will simply have a lien on the farm for $1,500.00 instead of Simpson +having one for $3,500.00; and really, in this case, I think you will be +much safer." + +The next morning we fixed up the mortgage. + +I hoped then that I was through with the troubles of getting the +business from Simpson. But when I reviewed what it had cost me I +wondered why I ever gave up my safe, easy job with Barlow! I think the +trouble with me was that I didn't realize that, while I wasn't making +much money, I certainly wasn't taking any risk and was learning a good +business. I realized then how stupidly I used to fool away a lot of time +that I was paid for. When I thought of the hours I often shirked and the +jobs I used to leave undone, I wondered that Barlow didn't fire me and +the other fellows long ago. I wondered if other bosses had just the same +trouble? I wondered if I was just an average store clerk? + +What a different view you take of things when you become a boss +yourself! Already I felt that the people working for me should consider +my interests, and not hesitate to work hard for me; and yet when I was a +clerk only two weeks before I used to begrudge doing the least thing +more than my bare duties called for, and I had always felt I ought to +get an immediate cash return for anything extra I did. For the first +time I realized that I used to panhandle along through the week just +working for the pay envelope without much thought of Barlow's welfare at +all. + +Well, I had surely learned a lesson. I was a wiser man than I had been +two weeks before. In that brief time more things had happened to me than +had ever happened before, I guess. I had inherited $8,000.00 cash and a +farm worth $8,500.00; I had bought out Jim Simpson, and then found only +$8,100.00 worth of stock when I thought I was getting $9,460.00; I had +given him a demand note for $3,500.00 which I thought was for twelve +months; I had assumed over $400.00 worth of bills of which I didn't know +anything at all; and, finally, I had found that the business amounted to +only $22,000.00 a year instead of $28,000.00. + +I was reciting this tale of woe to Betty when she remarked: + +"Well, you can't do anything else wrong just yet, can you?" + +"I don't know," I declared. "It seems to me that I can't do anything +right!" + +I promised Betty to follow the accountant's advice and set a deadline of +expenses. + +He and I had worked that out. It seemed that my expenses were far too +high for the business I was doing. Said he: + +"Ye are doing noo only aboot $22,000.00 a year. Ye hae a stock of +approximately $8,000.00, and ye really should be doing $42,000.00 a year +wi' it." + +"How do you figure that out?" I asked. + +"That's on the tur-rn-over." + +"Turn-over?" + +"Yes, ye ought to tur-rn over your investment in goods three and a half +times a year--that is, ye ought to sell out your $8,000.00 stock that +number of times; and as ye plan to add aboot 50 per cent. for the +pr-rofit, ye should sell aboot $42,000.00 worth of goods within the +peeriod of a year." + +"And I am selling only $22,000.00? Then you mean to say that I am +selling only about half as much hardware as I ought to with my present +stock?" + +"That statement of yours is just aboot correct," said he with a nod. + +"Wait a minute!" I cried excitedly. "You've made a mistake. I don't make +50 per cent. profit. I make only 33 1-3 per cent., all around!" + +"Ye mean," he declared quietly, "that ye make only 33 1-3 per cent. _on +sales_. To get that percentage ye hae to add 50 per cent. onto your +cost. Your percentage of profit on sales is verra deefferent frae your +percentage o' profit on cost. Bide a wee," said he, and he did some +rapid figuring on a slip of paper. "This will perhaps make it clearer to +ye," and he handed it to me. + +I never realized, until he worked it out, just the difference between +profit on cost and profit on sales. Here it is: + +20% added to cost = 16⅔% profit on selling price +25% added to cost = 20% profit on selling price +30% added to cost = 23+% profit on selling price +33⅓% added to cost = 25% profit on selling price +40% added to cost = 28+% profit on selling price +50% added to cost = 33⅓% profit on selling price +60% added to cost = 37+% profit on selling price +75% added to cost = 42+% profit on selling price +80% added to cost = 44+% profit on selling price +90% added to cost = 47+% profit on selling price +100% added to cost = 50% profit on selling price + +I thought the whole thing over carefully, and it seemed to me that what +I had to do was, first of all, to analyze my stock and see if there were +any items in which I was too heavily stocked, and if so to reduce that +stock as soon as possible, and then put the money realized in other +goods that would turn over quickly. I could see that that would increase +the entire stock turn-over, at the same time increasing total sales by +substituting new, fast-turning, stock for the excess stock in the lines +I then had, and this would mean reducing my percentage of expense. + +The accountant had remarked that increasing the turn-over was the big +secret of meeting rising costs, and I would see that he was right. My +head was in a whirl with percentages, costs, selling prices, gross and +net profits, turn-over, increased cost of goods, higher prices of labor +and a lot of other things going through it like a merry-go-round. + +I decided that the next step was to arrange a definite system of keeping +track of expenses. I would divide the expenses into different classes +and see that no single class of expense exceeded a certain limit which I +would set for it. + +Next, I would build up a logical advertising campaign. Talking with +Fellows had converted me to the value of advertising. I had asked him if +there was ever a time when a man could afford to stop advertising. He +replied, "Yep, a man can afford to stop advertising when he can afford +to be forgotten!" + +Then I would find some way of getting my help--I had five people at the +time--to work better for me than they seemed to have been doing. They +seemed to look upon me as a joke. I didn't know that I could blame them, +for I certainly felt like several kinds of joke myself. + +The accountant on looking over my expenses had thought that my salary +roll was too high. I told him that in that case I would cut salaries all +round. His reply was, "I wouldna do that if I were ye. A more deesirable +plan would be to see if ye canna adjust your affairs to give them more +money"--I gasped at this--"and reduce the number o' your employees." + +I hope I never have to go through another two weeks like the first two +after I bought the store. I was only a boy when Aunt Emma died and left +me the money, but I think I grew up quickly--at least Betty said so. She +thought it did me good. + +When she told me that, I cried with amazement: + +"Doing me good?--to lose all that money in two weeks!" + +"Yes, indeed," she declared, "you're just beginning to realize that +you've a lot to learn, and you're much nicer to be with than you were +before." She gave a funny little smile, as she continued, "You know, +boy, you were awfully conceited--you're awfully conceited now; but I'm +glad to notice that you're not so dead sure of everything as you used to +be!" + +"Betty!" said I . . . But what happened then is nobody's business but +mine--and Betty's. + + + + +CHAPTER VII + +GETTING DOWN TO WORK + + +Our total sales for the second week were $401.75, over a hundred dollars +better than the previous week. Nothing like the $560.00 a week that Jim +Simpson had led me to believe the store was doing, but not so bad as it +might be. + +There was one thing I wished, however, and that was that we had a larger +cash trade. Out of the $400.00 business we did the second week, $160.00 +was charged. + +I found out that Jim Simpson had had a whole lot of book debts owing +him; but, instead of turning them over to me at a discount, as the +accountant told me he should have done, he had collected what bills he +could, and then gave the others receipts in full for whatever they could +pay. + +I didn't know how much he got this way, but old Peter Bender, the +carpenter, had come in for some goods, $18.75 worth, charged, and had +told Larsen that Jim had gone to him just before he left town and had +given him a "clear bill of health," as he called it, for $10.00, in +settlement of his account of sixty odd dollars. + +I told Larsen, whom I called the manager, that we must cut down the +charge business and build up the cash trade. Larsen shrugged his +shoulders and said, "It's up to you, Boss." Larsen hadn't seemed to +warm up to me at all after that scrap over the two weeks' pay that Jim +did him out of, even after I had told him that I would consider him +manager under me. . . . + +At the beginning of the third week I put in three days of the hardest +work I ever did in my life. I suppose my help thought I had a cinch +because I had been working out a division of expenses with the aid of +the accountant! I know when I was at Barlow's we clerks used to grumble +because we did all the work while old Barley Water, as we called him, +used to spend so much time in his little office. I wished I could make +my help understand that I was working for them as well as myself, but I +guessed it was hopeless, so I didn't try--then. + +Well, this is how we divided expenses. The accountant said: + +"Let us feegure our plans for the coming year on the assumption that +ye'll do $30,000.00 worth o' beesiness. That is an increase of more than +$7,000.00, but this store ought to do much more than that. + +"Your total expenses should be aboot twenty per cent. of sales, or a +total of $6,000.00." + +"What are they at present?" I asked, rather shamefacedly, for I felt I +ought to know such an important thing as that. + +The accountant perceived my look and he squeezed my arm sympathetically, +as he said: + +"Dinna worry aboot that, laddie. Ye're noo worse off than a lot o' +others I ken in that respect. Not half the dealers in the country have +an analysis o' their expenses." + +That accountant was a brick. + +Well, the accountant told me that my present expenses were, in round +figures, $7,000.00. + +"Gee! that's fierce!" I said. "Have I got to cut down expenses +$1,000.00?" + +"That's just aboot what ye hae to do," was the grave reply. + +"But how?" I said, perplexed. "I can't possibly do it." + +"Can't?" he said, and raised his eyebrows. "Did you no ever hear aboot +the rabbit and the bull pup?" + +"No. Shoot!" + +"It's verra short," he laughed. "A rabbit was one day chased by a +vicious dog. He ran as har-rd as he could, but the dog had nearly caught +up to him, so, to escape, he ran up a tree." + +"But a rabbit can't climb a tree!" I exclaimed. + +"Not generally," was the response, "but this rabbit had to!" + +How some silly little thing like that makes you think! It was some time +before the silence was broken. Then I said: + +"Well, how do we do it?" + +"This diveesion of expenses will help ye," he said with a smile, and +passed over this paper. + + +DIVISION OF EXPENSES BASED ON ESTIMATE OF 20 PER CENT. ON GROSS SALES OF +$30,000 + + _Per Cent._ _Present Cost_ +Salaries 11.0 $3,300.00 $4,100.00 +Rent 3.0 900.00 1,000.00 +Taxes and insurance 1.5 450.00 460.00 +Advertising 1.0 300.00 120.00 +General Expenses 1.5 450.00 750.00 +Delivery .5 150.00 50.00 +Depreciation .5[1] 150.00 350.00 +Heat and light .5 150.00 110.00 +Bad debts .5[1] 150.00 500.00 + ---- --------- --------- + 20.0 $6,000.00 $7,440.00 + +[Footnote 1: These two items are estimated only, for the records of the +old business are too incomplete to insure accurate figures.] + +I looked the schedule over. + +"Then my expenses," I said, "are $1,440.00 more than they should be?" + +He nodded. "And dinna forget," he added, "that these figures are based +on $30,000.00 worth o' business. This means that ye maun increase your +sales aboot $7,000.00 during the year. Unless ye do, the percentage cost +o' doing business is going to be conseederably higher than twenty per +cent. Unless ye can increase your business ye'll hae to decrease your +expenses even more than $1,440.00." + +"Well," I remarked grimly, "bring out the axe. How are we going to cut +it down?" + +"That's the brave spirit!" Jock replied. Did I tell you, that Jock +McTavish was a Scotchman? Well, he was--very much so. Perhaps that's +what made him such a good accountant. + +"Noo I know ye mean business," he said, "and noo we hae the facts to +wor-rk on. There are numerous businesses ruined every year because o' +the lack o' moral courage on the part of their owners to face facts and +cut their cloth accordin' tae their means. Let's start wi' salaries. +What are they noo?" + +"Let me see," I mused. "I think they are--" + +"Never mind," he said brusquely, "I _ken_. Get into the habit o' +kennin', laddie. Ye'll never _guess_ your way to success. Here are the +figures: + + _Present_ _Suggested_ +Black, proprietor $30.00 $25.00 +Larsen, manager 20.00 20.00 +Jones, clerk 12.00 } + } 12.00 +Myricks, clerk 10.00 } +Wilkes, boy 6.00 6.00 + -------- -------- +Weekly payroll $78.00 $63.00 + +"I really think ye are no' justified in giving yourself $30.00 a week," +he continued. "Twenty dollars would be nearer correct. However, +compromise and for the time being mak' it $25.00. + +"You really should'na need five people in the store the noo, for, of +course, you intend to work har-rd, don't ye?" + +I nodded. + +"Well, deesmiss either Jones or Myricks. But, give the laddie say three +weeks or a month to find another posseetion. It's best to let help go in +such a way that they will feel that ye hae no done them an injustice. +Tell him frankly why ye do it, and he'll comprehend all right." + +"Won't the other fellows kick at having to do more work?" I asked. + +"Aye, probably, but tell them that it's only until the business is on +its feet and then ye'll do better for them." + +"Very well, so much for salaries. What about rent? I can't cut that +down, can I?" + +"No, that's an item ye canna reduce unless the landlord will give it, so +leave that for the time being. + +"Taxes and insurance ye had also better leave as they are at present." + +"I have placed advertising at $300.00, I said." + +"Ye can reduce that, of course, and ye can save something there." + +"No, _sir_!" I exclaimed. "That's one item I certainly will not cut a +penny!" + +My firmness so surprised him that he said never a word more about it, +but went on to the next item. + +"General expenses," he commented. "These are 'way too high. Ye'll +doobtless find waste rampant among your help and will hae to adopt +stringent measures to prevent it. Most retail stores are neglectful o' +this item--they're careless and waste and misuse supplies. They no' seem +to consider what kind of twine, paper, and such things are best and most +economical for their particular needs, but buy in a haphazard manner +whatever is offered tae them. Ye want to exercise the same care in +buying supplies that ye do in buying goods." + +"All right," I said. "We'll make a drive at that item of expense and try +to put it where it belongs." + +"Deleevery expenses," continued Jock, "are lighter in this town than the +general average. Ye'll probably save something here, but if ye cultivate +the better class trade, which that mon Simpson did'na do, the present +low delivery cost will rise. + +"'Depreciation.' This item depends on yourself, how ye buy and how ye +keep the stock. + +"Heat and light expenses are verra low at preesent, but the store looks +glower an' gloomy after dusk. Ye may want to improve that. People will +always gravitate to the well-lighted shop. + +"And bad debts," he concluded, pursing his lips--"that's an item ye'll +hae to watch carefully. I should advise ye tae ha' some deefinite system +of giving credit and some plan of encouraging cash business. At present +your charrge sales are far too numerous for your pocketbook to carry." + +Well, that's the gist of what was said. The upshot was that I determined +to keep each item as near the estimate as possible, and (this was +Betty's suggestion) if any one item proved to be less than the estimate, +this should be saved and not spent to help some other lame dog of +expense over the stile. + + + + +CHAPTER VIII + +A WEDDING AND A CONVENTION + + +Barlow sent a copy of _Hardware Times_ over to me, in which he had +marked an item about the State Convention the next week. I showed it to +Betty and remarked: + +"Of course I can't afford to go, because it comes the same day as we get +married, and you remember, Betty, we agreed that we would not have our +honeymoon until we had 'turned the corner'." + +But to my surprise, she urged me to go. She said I might learn a whole +lot there by meeting other hardware men and the new ideas I would get +would help me very much under present conditions. So Betty and I decided +to go to the Convention--and also make it our honeymoon. I telephoned +Barlow and thanked him for sending the notice to me. + +The salary adjustment I left until I should return. Even Jock agreed to +that. + +It was mighty nice of Barlow to send me that notice--and he a competitor +of mine--or rather, I was a competitor of his, I guess! + +Thirteen may be an unlucky number for some folks, but it sure was the +lucky day for me, for on that day Betty and I were married. It was a +quiet little home wedding. No one was there but mother, the two girls, +and a cousin of Betty's from Hartford. Everything went off splendidly. + +We went on the 12:30 train. Barlow went ahead of us on the 9:30. I +extracted a promise from him before he left that he wouldn't tell +anybody that we were just married, because if they did know they would +tease the life out of us. He never let it out, and Betty and I had the +time of our lives. + +The only incident that marred the day for us happened at the station. We +got there ten minutes before train time, and who was there, leaning +against the newsstand, but Stigler. He made no attempt to come near us, +but raised his hat and said in a loud, harsh voice, "Well, Mrs. Betty +Black, so you've been and got married after all! I wish yer luck of your +bargain!" He looked me up and down, turned his head, spat contemptuously +on the floor, and stalked out of the station. + +"Really, that man's 'narsty' temper will get him into trouble some of +these days," so quoth I to Betty. + +She, however, did not treat it as a joke. "Be careful of that man, boy +dear," she said. "He really hates you. You know he--he--" + +"Yes, I know," I laughed contentedly. "He wanted to get my Betty, but he +didn't." + +"Be careful of him, boy dear, anyhow." + +The train then came in, and off we went to the Convention, as Betty +said, combining business with pleasure. + +Barlow met us at the other end, and turned Betty over to the Chairman of +the Ladies' Entertainment Committee and took me over to Convention Hall. + +"You two will have to endure the hardship of being parted for an hour or +two," he said with a laugh. + +"Look after him, Mr. Barlow," said Betty. "Remember he is down here for +business, and he must not waste his time with nonsense." + +"I never called you such a name as that _yet_," I said, and then we +parted. + +Barlow was an awfully interesting man to talk to! I never realized how +human he was before. Certainly when I worked for him all the clerks at +that time looked upon him as a creature outside of our world altogether. +I don't think it ever dawned on any of us that he was a real human +being, with likes and dislikes just the same as ourselves, and we never +credited him with any thought or consideration for us other than how +much work he could get out of us! + +I felt a little ashamed of myself, in talking with him, to see how +really interested he was in the welfare of all his employees. The +thought occurred to me, while he was talking, that, as he was interested +in us, why in heaven's name hadn't he told us so? + +In thinking over the matter later on it seemed to me that it would be a +good idea for the boss sometimes to ask a clerk how his wife was, or how +the new baby was getting along. In fact, I didn't think it would hurt to +take a clerk home to dinner occasionally--not often enough to make him +one of the family, as it were, but it seemed to me that a proprietor +could develop a great feeling of loyalty in his people over a round of +beef, or a good cigar, out of business hours, than in any other way. I +decided to try it some time, when things got better settled at the +store. + +When we got to the Convention it seemed that Barlow knew everybody, and +he appeared to be very popular. + +A fussy little man, named Minker, who seemed to have something to say +to every one, introduced himself to me, and we had some conversation. He +asked me where I came from, and I told him. + +"Oh," he said, "then you know Barlow?" + +"Very well, indeed," I replied. "In fact, I used to work for him." + +"If he was as fine a boss as he is a president, you were certainly +fortunate," he returned. + +"President of what?" I asked, in surprise. + +He looked blank. "Why," he said, "president of the association!" + +"I didn't know he had ever been president of the association!" I +exclaimed. "He never said anything about it to us!" + +"Hm!" he said, as he looked at me over his glasses. "Don't you ever read +your trade papers?" + +I felt a little bit small when I replied: + +"N-no;" and then, feeling the need to excuse myself for it, I continued, +"I've really been too busy." + +"Ha!" he jerked, putting his head on one side like a sparrow, "bad habit +to get into, that, if I may say so without being rude. Man can't know +how best to conduct his own business unless he has some idea of what +other people are doing. Got to know that to keep even with the times. +Come along with me." + +And then this little man, who I afterward found was one of the +wealthiest hardware dealers in our State, took me by the arm, saying: + +"I am going to introduce you to a trade paper man you ought to know." + +He took me up to a group of men who were laughing at a story told by a +big, raw-boned, loose-jointed man who seemed to be popular with the +others. + +"Rob," said Minker, "come here!" And the big man good-naturedly came +over, put his arm around the little man's shoulder, and asked: + +"Well, what is it this time?" + +"I want you to meet Mr. Dawson Black, who has only recently opened a +store. Mr. Black," said he, "this is Mr. Robert Sirle, known to all his +friends as Rob. He is the editor of _Hardware Times_." + +"I'm mighty glad to meet you, Mr. Black," said Mr. Sirle, giving me a +hearty handshake, "You bought Jim Simpson's business, didn't you?" + +"Why, yes!" I replied. "How do you know?" + +He smiled. "I wish I had known you a few months ago, Mr. Black," he +said. "I might have saved you a bit of money. Didn't you read in +_Hardware Times_ some two years ago about the mess Simpson got into?" + +"Why, no," I returned, "I don't know as I--I--as a matter of fact, I +don't subscribe to trade papers. I haven't time to read them." + +I would like to tell you what this big Westerner said. I am not sure +whether it is what he said or the way he said it, but we sat down and we +had a very serious talk, in which he told me how necessary it was for a +business man to watch at all times the development of his trade; how the +reading of trade papers kept him constantly posted, and continually gave +him new ideas. He gave me some excellent pointers, and invited me to +write to him any time he could be of help to me. + +I at once subscribed for two copies of his paper to be sent to the +store--one for myself and one for the salesmen. The last was his +suggestion. I felt it would be a good investment, for, as he said, when +the clerks read the magazine they get interested in the bigger things +about the business, they learn more about the goods, and get to +appreciate some of the boss's responsibility and trouble. + +It certainly was a fine thing for me to meet this man, representing a +paper whose sole object appeared to be to help the retail merchant. + +Some wonderfully interesting talks were given. One discussion which +interested me greatly was about giving credits. Credit appeared to be +the bane of the hardware man's life. Mr. Sirle had charge of a question +box, and gave some fine suggestions which I decided I would try to adapt +to my business. + +One other thing, as soon as it was mentioned, aroused a lot of heated +discussion--that was mail-order competition. Even in my short experience +I had felt the pressure of these mail-order houses, but somehow or other +I had taken it as a natural evil, and had not thought of taking any +particular steps to combat it. One thin, cadaverous man voiced my +thoughts when he said in a mournful drawl: + +"The best thing to do is to appeal to the patriotism of the people. We +live in the town, they know us, and they are with us all the time, and +their very friendship for us ought to be enough to make them give us the +business. I believe we all ought to have posters saying 'Buy in your +home town' or something like that, and if you say this to the people +long enough, they'll do it." + +As soon as he finished a short, roly-poly kind of man jumped excitedly +to his feet, and, having obtained permission to speak, said: + +"I'm sorry I can't agree with Mr. Jenks. It's all right to talk +patriotism, but, hang it all, is there any one here who would buy from +his home town if he could buy cheaper elsewhere? I'll bet every one of +us here buys things out of our own towns. I know I buy my clothes in +Boston, and my wife buys her shoes when she goes to New York to visit +her sister. I can get better clothes and cheaper clothes in Boston than +I can in my home town, and I should consider myself a poor business man +if I put up with inferior clothes at a high price, just to support some +local man who couldn't compete fairly with Boston merchants. + +"I tell you, gentlemen, it's just a question of competition, and I think +it's all poppycock to talk about appealing to a man's sentiment about +his home town. All things being equal, I believe the local man would get +the business every time. But if a man can buy a stove cheaper from the +mail-order house than he can from me, I shouldn't expect to get the +business. + +"As a matter of fact, there are very few things that the mail-order +house can beat us on. I know a fellow came into my store a few months +ago and told me he could buy a stove I was selling cheaper from the +mail-order house. I took him up on it, and said I didn't believe he +could. He showed me the stove in the catalog, and I could see that it +wasn't the same thing I had, and wasn't as good. I pointed out to him +the difference, and he said, 'Yes, but look at the difference in the +price!' He had forgotten that he had to pay the freight, and, when that +was put on, there was mighty little difference between the two. Then I +said to him: 'You send for that stove and set it up beside the one I +have here, and, when you get them side by side, if you can honestly say +that mine isn't the better value for your money, I'll pay the bill on +your stove!' + +"He hesitated at that, and then I told him about a woman who bought one +of these kitchen cabinets from a mail-order house, and, when she got it, +it was all banged up, and she had no end of trouble in getting it +straightened out, besides having to wait about six weeks before it came. +She reckoned up afterward that if she had bought it of me she'd have +been dollars in pocket and could have seen just what it looked like +before buying it. That settled him, and he bought the stove from me!" + +That started me thinking, and, going home on the train, I had a talk +with Mr. Barlow about it, and also about the question of credits, for +these were the two things that impressed me most at the whole +convention, although there were many other interesting things taken up. + +"I wonder," said I to Mr. Barlow, "whether it would be possible for us +to kind of work together on credits--whether, if I were to tell you what +customers owed me money, it would save you getting in badly with them, +and you do the same with me?" + +I felt very nervous in making this proposition, for I didn't know +whether it was proper or not. I had never given such things as credits +or competition the least thought while I was working with Barlow. I was +surprised and delighted at the fine way in which he said: + +"Why, certainly I will. Come up to the store and talk it over with me." + +I made an appointment with him for the following night to discuss a +policy to adopt for mutual protection on credits, and also on fighting +mail-order competition. + +I could not help thinking what a wonderful thing a convention is. I had +learned more about business in those three days than I ever knew before. + +When I weighed the cost of going to the convention against the benefits +I got out of it, I considered that I had made a good investment--not +counting the happiness of a honeymoon! + + + + +CHAPTER IX + +A GOOD PLAN BLOCKED + + +I had promised to get to Barlow's as soon after eight as I could, and I +was there at ten minutes past. Barlow welcomed me and led me to his +office in the rear, and there I met with a surprise, for who should be +sitting there in his office but Stigler, who ran the only other hardware +store in town. + +Stigler didn't attempt to rise when I came in; but just nodded curtly +and said, "Howdy?" + +I looked blank for a minute, and then said: + +"I see you are busy, Mr. Barlow. I'll come in again." + +"Sit right down, Dawson," he replied, "for if we are going to help each +other on credits and on mail-order competition, we all need to get +together, and it would not be fair for you and me to discuss this matter +without asking Mr. Stigler's help also." + +"Well," said Stigler, "if you fellers can show me anything that'll save +me a dollar, I'm on. But I'm from Missouri! K-ha!" + +His laugh was like the sound of a cork coming out of a bottle. + +Barlow then explained to him what we purposed doing. When he had +finished, Stigler said: + +"Sounds pretty, all right, but how are yer goin' to do it?" + +"Couldn't we arrange," I offered, "to tell each other who we are +charging goods to, and so prevent ourselves from running up unsafe +bills?" + +"How d'yer mean?" said Stigler. + +"Well," I continued, "suppose there's a carpenter who has a bill of +thirty or forty dollars coming to me which is overdue--why I tell you +and Mr. Barlow that he owes me that money, and, when he comes to you for +credit, you won't do business with him until he has paid me. That will +make him pay me and save you running into danger with him." + +I saw those thin lips of Stigler's turn up with derision. + +"And," I continued hastily, "if anybody owes you anything, you let us +know and we won't sell to him until he has paid you." + +"Listens very pretty, Black," Stigler sneered, "but I guess when you've +been in business as long as I have, you won't talk so glib about lettin' +your competitors know just what you're doin' . . . Hold on," he said, +when he saw Barlow and myself about to protest. "I don't mean that you +fellers ain't straight, y' understand, but you couldn't prevent that +information leakin' out to yer clerks, and what's to prevent them going +to my customers and sellin' to them? And, besides, how do I know I'd get +a _complete_ list of yer creditors, and how do you know you'd get a +complete list of mine? If that's your story, fellers, I'm goin' home!" +and he rose to get his hat. + +"Wait a minute," said Barlow. "If you wish, we can hire an accountant, +and pay him jointly, and have him draw off those figures, and we can +refer to him when we want to know anything about any one." + +Stigler lay back in his chair, and nodded his head toward us several +times sarcastically. + +"Of course Black, here," he said, "is a novice, and I don't give him +credit for knowin' much; but you, Barlow, I thought you knew better than +to put up a game like that on me. Nothin' doin', I tell yer. I wasn't +born yesterday, and I ain't goin' to let you fellers get the inside pull +of my business if I know it. Y' understand, I ain't got nothin' against +you fellers, but I think if you just go ahead your way, and I go mine, +we'll all be better friends in the end!" + +I could see Barlow was really exasperated; but he controlled his temper +and said: + +"Very well, let us leave that. Would you be willing to join us in a +circular to try to counteract the effect of mail-order competition?" + +"I'm kinder suspicious, anyhow," replied Stigler. "How do you mean?" + +"Why," said Barlow, "we could, perhaps, have a folder printed, quoting +our prices against the mail-order prices, with a strong suggestion that +people should buy from us as long as we can do as well as anybody else +for them." + +"Yer mean," said Stigler, "to just send that out as if from the three of +us?" + +"Exactly." + +Stigler thought for a minute, and then said slowly: "And have everybody +in town think that we fellers was probably workin' together to boost up +prices? No, sir-ree, I think that's the most damfool suggestion I've +ever heard! K-ha," he snapped out his laugh again. "Just think of +anybody getting hold of a circular with three competitors' names on it! +Why, they'd naturally think at once that competitors don't work +together unless they're gettin' something out of it." + +"We are getting something out of it," I broke in. "We are going to get +the mail-order business out of it!" + +"Yer can't make me, and won't make the public, believe that. They'll +believe we're just puttin' our heads together to do away with +competition so's we can get fancy prices." + +He stood up, and said, with a little boast in his manner: + +"Stigler's allus been known for bein' a keen, cut-rate hardware man. By +the gods, he's goin' to stay it. I'm strong enough to run my business +without leanin' on you fellers, and I ain't goin' to let the public +think for one second that I ain't." + +"Then good night to you, sir!" said Barlow, angrily. I was mad clear +through. + +Stigler shrugged his shoulders. "Yer think I'm easy, don't yer?" he +sneered, and went out. + +When he had gone, Barlow put his hand on my shoulder. + +"Dawson," he said, "Stigler has lived in this town for many years, +trading on the reputation of his father, who was a fine gentleman. But +he's been losing the better-class trade rapidly, and is only holding up +business by cutting prices right and left. That policy can't win in the +end." + +"For heaven's sake! Mr. Barlow," I cried, "why did you ask him here? If +there is one man I detest more than another, it's Stigler!" + +"Because," he replied gravely, "if we are going to exercise +coöperation, it must be complete, and personalities must be sunk for the +greater issues. I like Stigler even less than you do, but that mustn't +prevent us giving him an opportunity to work with us." + +"Well, he's refused, and the two of us can work together on these +plans," I said. + +Then, to my utter amazement, Barlow shook his head, and said: "We can't +do it, Dawson." + +"B-but," I stammered, "in the train you said you thought it was a good +idea!" + +"So I did, and I still think so, if we could have Stigler with us. But +don't you see," he said, "that, if we were to come out with an +advertisement under our joint names, Stigler would tell every one in the +town that either I had bought you out--remember that you worked for me +only a few weeks ago--or else that we had combined to drive him out of +business. And, as soon as you put a man in a position where people think +he's a martyr, they'll flock to help him. It seems to be a peculiarity +of human nature to want to fight for the under dog, and I think you've +seen enough of Stigler to know that he would use that weapon to the +fullest advantage." + +"Well, can't we work together on the credit scheme?" I asked. + +"No," he replied, "for, if we did that along the line suggested, Stigler +would tell people that we were telling our customers' business to each +other, and you can imagine the general feeling then. Stigler would urge +them to come to him, and tell them that he would keep their business +private, and such things as that." + +I must have looked dejected, for Barlow laughed sympathetically, put +his arm around my shoulder, and said: + +"Now I know you had your heart set on doing this, Dawson, but it's +really only a little matter." + +"Little?" I said, remembering the hullabaloo at the convention when +mail-order competition was mentioned, as well as the question of +credits. + +"Yes," he replied, "for we can help each other in a quiet way without +any definite plan. Now, if you've any credit customers about whom you +are in doubt, come in and see me and I'll tell you what I can of them." + +"And you'll do the same, sir?" + +"I surely will," said he. + +And we shook hands and that was how it ended. + +To think that the possibility of a real fight against the mail-order +houses, and the certainty of checking credit losses, should be knocked +in the head by one man who, because he happened to be a crook himself, +thought everybody else was! + + + + +CHAPTER X + +CURBING CREDIT CUSTOMERS + + +The next evening, Jock McTavish and I had a long pow-wow over a plan to +check credits. It is always a good idea to talk over such matters with +an accountant, and Jock was _some_ accountant, in spite of having come +from "Doomfreeze" as he called it. + +In the morning I took a form over to the printers with instructions to +have it printed on 4 × 6-in. cards. I had an old cabinet that just took +that size--and besides Jock said it was better than the 3 × 5-in. size. +He said, "Most card indices, run on a 3 × 5-in. card, are crowded. The +card is really too small except for such simple uses as an address +index. The result is that the small cards soon get so cluttered up with +notes and additions as to be difficult to read. Better use the 4 × 6-in. +size, and give yourself room to write all you want and still keep it in +order." + +Jock glared at me when he said that, for he considered that I was +careless in my bookkeeping just because I carried charges on scraps of +paper till evening and then entered them all at once. + +We decided that, starting on the first of the next month, we would make +every customer wanting credit give us the following information, and +sign it. + +This is a copy of the form: + + +CHARGE CUSTOMER NUMBER ............ + +Please open a charge account with ...................... +M ...................................................... +Lives at ................ Street ....................... +In business as ......................................... +At ...................... Street ....................... +Works for .............................................. +Class of goods mostly used ............................. +........................................................ +Maximum amount of credit desired ....................... +Will pay bill on ....................................... +The above particulars are correct and agreeable to me. +Date .................... Signed ....................... + + +We would first get his full name and home address. Then, if he was in +business for himself, we would know that, and also where his business +was. If he worked for some one else, we'd know it. Then, if he was a +plumber, he must state what kind of goods he would most need, and so on. +This was my idea. Jock said that builders, carpenters, plumbers and such +like would object to that clause. He said they would think it was no +business of mine what they bought as long as they paid for it. + +I believed, however, that if I had a number of customers likely to use a +lot of supplies of a certain kind, it would help me and them if I knew +it. I could then buy accordingly. + +Further, if I found a man buying a lot of goods quite different from +what his card said he used, I'd know there was something wrong and could +at once look into it. + +The next two items on the card were, of course, the crux of the whole +thing. We wanted to pin a man down to a definite credit limit, both as +regards time and amount. + +With the customer's signature to that card I could easily stop a man's +credit if he exceeded his limit in either way. + +Betty thought it was an excellent thing,--if I could get it started; and +Jock said it was a good plan,--if it worked. I showed a rough draft of +it to Barlow at lunch time, and he said it wouldn't work. So, between +the lot of 'em I got mighty little encouragement. + +Still, perhaps it was best to act on my own judgment. If I was wrong I'd +know better next time. + +Every credit customer who came into the store was to be passed over to +me, and I was going to tell him a little story like this: + +"Mr. ----, I've only recently bought this business, and I'm not yet +acquainted with all my customers and their needs. Now I see we have an +account open with you, and I'm very glad to accommodate you. It will +help me to give you good service and to meet your wishes if you will +please give me the particulars of your needs." + +Then I was going to ask him those questions, fill in the card myself as +he answered them and, passing it over to him, I'd ask him if it was all +correct. If he said "yes" I'd pass him my pen without a word--and I felt +sure he would sign it without a murmur. At least that was my guess. + +One thing was certain, I simply had to cut down my credit business. I +was hard up, and owed more than I had in the bank. Of course the +accounts were good, but I could not pay my bills with somebody else's +unpaid account. The previous week's business had been $428.00, and +$204.00 of it had been charged! + +I had a crowd of small accounts, people who had bought and promised to +come in "at the end of the week," or who had asked to have the goods +delivered and promised to pay the boy--and when the boy delivered, they +had said, "Tell Mr. Black I'll be in to-morrow and pay him. I haven't +the change now." + +When, oh! when was "to-morrow"? Unless I got some ready cash soon I'd +have to ask some of my creditors to wait until "to-morrow." + +The next day, while I was out for lunch, old Peter Bender, the +carpenter, came in for some more goods. He had bought $18.75 worth early +in the month; a little later he had bought $11.00 worth, and, while I +was at the convention, he had got another $8.50 worth of goods. + +I had blamed Larsen for that last lot of $8.50, for I had said that +Peter was to pay up before getting more goods. However, it had got by +Larsen and I had said nothing. Peter had come in as soon as I had left +the store, and told Walter, the first assistant, that he was to tell me +that my bill would be paid "to-morrow." He had then said there were "a +few odds and ends" he wanted--and took $26.00 worth of tools with him. +That brought the total to $64.25. + +I was really uneasy about it--I was more--I was worried, for Barlow had +told me that he would not sell him anything until he had paid a bill of +$2.65, while I had gone to $64.25! + +Peter had "stuck" Simpson too, I remembered, for Peter had told me when +he bought the first lot of goods that Jim Simpson had accepted $10.30 +in full settlement of over $60.00! + +Betty was quite "snippy" that evening. She said she was worrying over +the way I managed the business. I fancied she had started to say +"mismanaged" it. We almost "got to words." However, I told her that +Fellows of the Flaxon Advertising Agency was writing a form letter for +me to send to the people who owed me small accounts. There was over +$300.00 worth of such accounts, none over $5.00. + +Fellows, however, telephoned me that he could not get over till late the +following afternoon with the collection letter, so I decided to write it +myself. + +When he arrived I showed it to him. I set it down here as a horrible +example of how not to do it. This is it: + + Dear Sir:-- + + I notice that your account of ...... for goods + purchased some time ago has not yet been paid. + + From this date on, no more credit will be allowed any + one owing overdue accounts; furthermore, definite + particulars of credit requirements must be supplied in + advance. + + As I am anxious to close up these overdue accounts at + once, I must ask for your remittance in full by return + mail. + + Yours truly, .................. + +When Fellows read that he laughed and said: "I don't think that hits the +mark at all. If any one were to pay you on the strength of that letter, +it would be with the determination never to do any more business with +you. You want to coax the money out of 'em. You want to try to put it in +such a way that they will pay you and feel glad about it. Do you think +any one would feel pleased at such an abrupt demand for payment? Now I +spent all last night and all the morning trying to--" + +Here I broke in with "Does it take all that time to write a single +dunning letter?" + +"For one letter, no; but for a form letter that is going to sixty or +seventy people, yes. It is really important that it will not offend any +one and yet 'bring home the bacon.' Here it is," and he passed me this: + + Dear Mr. ............:-- + + The enclosed account is so small that I feel sure you + will not object to paying it when next passing the + store. + + May I respectfully add that it materially aids me to + get these small accounts paid promptly and out of the + way. + + Will you do your share toward helping me--to-day? + + Very truly yours, ........................ + + P. S. Have a look at my new line of "hot weather + electrics"--fans, grills, toasters, etc.--at the same + time. + +I took it over to a young stenographer who promised to typewrite them +for me as quickly as possible. I thought it was worth the little extra +cost to send these people real individual letters, each one signed by +myself. + +Fellows offered to send me three more letters on collections. He advised +me to put in a regular "follow-up" system. + +I was a little dubious, and told him so, of the wisdom of such a system +in a small town. "It's all right for San Francisco, or Chicago, or New +York," I said. "But here, where I know so many people, won't they think +I'm putting on side?" + +"No," he said, "for you send a letter that is not a formal one by any +means. Follow-up systems can be just as successful in a small town as in +big cities, if you will see that the letter expresses your own +personality. A high-falutin', high-brow letter would be a joke, but a +human letter, written in the language you use, and that your customers +are used to, will win out every time." + + + + +CHAPTER XI + +MORE FINANCIAL WORRIES + + +When I totaled my sales for the month, I was somewhat gratified to find +that they were $2,280.00. The best month the store had had for a long +time, I fancied. + +The only fly I could see in the ointment was that over $600.00 worth of +goods were charged during the month. I had considerably over a thousand +dollars on the books, and it seemed to me a lot to have in two months. +However, the plan which I put into force the first of the month had +certainly cut down charge accounts. + +Most fellows had fallen in line with the new plan of controlling +credits, and I felt sure it would work out splendidly, although one old +chap, Mr. Dawborn, had felt insulted (he owed me $18.75--and _still_ +owes it, by the way) and said he refused to be card-indexed and checked +up like a criminal being put through the third degree. He worked himself +into a fine fit of fury, and bounced out of the store, saying that he +would give Stigler all his trade in future. + +I was so "rattled" that I forgot to ask him to pay his account before +doing so! + +The incident reminded me of something that Larsen had told me about +Stigler. He said that Stigler was talking about me and saying that I was +a "smarty" and that it was about time somebody "slapped my wrist." +Stigler claimed that he would run me off my feet by Christmas. + +I remember wishing his store was not so near. I could see it from the +front of mine. I had noticed that, whenever he and I happened to meet he +would say, "Howdy" in such a contemptuous manner that I felt like +knocking his block off! Excuse my free and easy language, but I sure did +hate that man! + +I have interrupted my story just when I was recording the standing of my +business at the first of the third month as nearly as I could estimate +it. + +Cash in bank, $1,920.00. + +Accounts owing to me, $1,265.00. + +Purchases for previous month, $4,220.00. + +Bills I owed, $3,820.00. + +I decided I must get hold of Jock McTavish, for there was something +wrong in it all. I had had to get that stock, but I did not have enough +in cash and accounts owing to me to pay all my trade bills. + +However, I had until the 10th, and if I had a good week I would be +pretty nearly all right; still I did feel a bit uncomfortable about +owing so much more than I could pay right away, even though I had got a +fine new stock of gardening tools, and a new line of carpenter and +household tools, besides a new line in aluminum ware. + +I understood that Stigler was mad because I had opened up in the +carpenter tool line so much more than my predecessor had. + +Jock had told me that I ought to reduce my stock and increase my sales. +I had increased my sales, but increased my stock also. Still, I had +saved quite a lot in price by buying in large quantities, and, if the +worst came to the worst, I could pay everybody but the Boston jobbers. + +Bates & Hotchkin, to whom I owed nearly $2,000.00, had been very decent +to me. They had sent their man to help me take stock and never charged +me a cent. I had given them the bulk of my general business, and they +had looked after me in great shape. I felt that they would give me an +extra thirty-days credit if I asked for it, and I certainly would sooner +ask them than any one else. + +I studied the figures that evening until Betty came in and put her dear +hands on my forehead and said, "How hot your head is, boy dear--are you +worrying over anything in particular?" "No," I said with a smile. +"Well," she replied, "it is 12:30 and quite time you were getting some +beauty sleep." + +I said I was not worried, but I didn't like the size of my liabilities. +I began to think I had been a fool in buying so heavily. + +The next morning I had a bit of excitement, with the result that I paid +Myricks his money and let him go. + +I had decided to adhere to the division of expenses that Jock had worked +out, and that meant reducing the force. Accordingly, I had told Myricks +that he could stay a few weeks until he got another job, and I meant it, +but that morning, when I caught him in the basement tossing lamp +chimneys into the fixtures so carelessly that a number of them were +broken, I got mad and told him he was an ungrateful scamp, and that I +thought he was deliberately destroying my property. He turned around and +said I had no cause to say he was a crook, and that, even if I was his +boss, he had friends who would help him to protect his reputation! + +Then I saw red, and plugged him under the jaw! Next I called him +upstairs, gave him a week's money, and let him go. + +His parting remark was, "Everybody's getting wise to you; I'm glad to be +through before the smash comes. Mr. Stigler told me what would happen +and I can get a job there now--and I'm going to him right away!" + +It didn't scare me any--it merely aroused my fighting blood. There was +one good lesson I learned that day, though, and that was, "Never to talk +to an employee while in a temper." I felt that I had lowered my dignity +by so doing; and, even though I had done him no harm, I certainly had +not done myself any good. + +I didn't like what he had said about Stigler, but if he thought it +worried me he was mistaken. If Stigler was spoiling for a fight I'd give +him one! . . . + +I had begun to think that Larsen was a pretty shrewd fellow; certainly +when he did thaw enough to make a criticism it was generally worth +listening to. + +One day, Jerry Teller, a rather fussy carpenter who did excellent work, +and who was always wanted when any extra fine work was desired, came in +with a complaint that a back saw he had bought a week or so before was +not perfect. I looked it over carefully, but couldn't see a thing the +matter with it until Jerry pointed out a crack in the handle from the +rivet to the back. It was such a trifling thing that I did not feel +inclined to change it, besides, as I told him, how did I know it hadn't +cracked since he had had it? He swore up and down that it was like that +when he bought it, for he was too careful of his tools to damage them. +He demanded a new saw or his money back. + +I told him the saw had become second-hand goods and that I didn't deal +in second-hand goods. We had a lot of talk back and forth, but I was +doing some tall thinking and finally decided that it was better to give +him a new saw than to let him feel dissatisfied, so, somewhat against my +will, I finally gave him a new saw. But it didn't seem to please him, +for he left the store still grumbling about the way I tried to "put it +over him." + +Larsen had been watching the whole incident, so, after Jerry left the +store I turned to Larsen and said, "There's no satisfying some people, +Larsen." + +"You no try to satisfy him much, eh, boss?" he replied. + +"What do you mean?" said I. + +"Say I come to the store. You kicked up a fuss. Then you change the saw. +I don't feel pleased. Yet you give me a new saw," he answered. + +And then I saw the light! Great guns, what a fool I was! I didn't seem +to know the first thing about business. Ever since I got the store my +life seemed to have been a series of doing things wrong. And it took +Larsen to show me a mistake! + +I turned to him and said, "Thank you, Larsen; you are right; I +appreciate your frankness." Then I held out my hand to him, which he +shook awkwardly, and said, "That's all right, boss; I am still +learning; you are still learning--thank you." + +I was beginning to like Larsen! + +One thing I then and there resolved to do was this: If any one came in +with a complaint of any kind, I was going to let him have his say and +get it off his chest. Then, instead of arguing with him as to what I +should do, I would turn around and say: "I am very sorry you are not +quite satisfied with that article, for I can't afford to have any one +leave this store feeling dissatisfied. Now, if you will tell me just +what you want me to do to satisfy you, I'll do it." Then, whatever he +said, even if it meant a direct loss to me, I'd do what he wanted with a +smile. I'd not appear suspicious of him, but treat him in such a way +that he'd feel pleased. + + + + +CHAPTER XII + +AN UNEXPECTED VISITOR + + +My sales for the next two weeks fell to an average of $328.00--but, +thank goodness, less than $50.00 of the whole were charge accounts! + +The plan of making people state how much credit they wanted seemed to be +working out well. The deadbeats flew up in the air and said they +wouldn't do business with any one that wanted their pedigree before +allowing them to buy goods, but the worthwhile ones saw the +reasonableness of the request and fell in line with it. + +I believed that, while my sales were down 25 per cent., I would be +better off in the end, for what I had left I believed was real business. +That is, I would be better off if I could only stick it out. + +Soon after the first of the month I paid off all my creditors except +Bates & Hotchkin, the Boston jobbing house with which I did the bulk of +my business. I wrote them a letter saying that I had overbought, and +told them that, as they were the largest creditor, I had paid the others +and would send them a check as soon as I could. They had always been so +decent I didn't expect any trouble at all, and what was my surprise the +next day to have a Mr. Peck call on me and tell me that he was the +credit man for Bates & Hotchkin! + +"Glad to see you," I said, although mentally I was not at all glad to +see him. I had a feeling as if dicky birds were walking up and down my +spine. "What can I do for you?" + +For reply he handed me a statement of their account, the amount of which +was $1,079.00. + +"Oh," said I, "I wrote you about this yesterday." + +"I know," said Peck calmly. "I'm the answer to your letter. I have come +for a check." + +"But I told you," I replied, rather irritably, "that I couldn't give it +to you just now, and that you would have to wait a little!" + +"Mr. Black," he returned, "will you tell me if there is any reason why +we should wait for our money when you pay every one else?" His voice +retained its even tone. + +"Yes, I will," I replied, getting hot, "because you are getting the bulk +of my business, and, as I am doing as much as I can for you, you have +got to do as much as you can for me!" + +"Suppose I should tell you, Mr. Black," he said, "that we gave you +credit, in the first place, merely because Mr. Barlow spoke so well of +you. We certainly didn't give it to you on the reputation of the store +you bought." + +I winced at this. + +"Remember," he continued, "that Simpson deceived us the same as he did +everybody else, so that the business, as such, doesn't justify any +credit, does it?" + +I turned around sharply, and said: + +"I am not asking you to give credit to the business. I am asking you to +give credit to me, and--" + +"And all you can show us, by way of credit rating, is the fact that +your old employer speaks well of you!" + +"Well," I returned, thoroughly vexed, "the long and short of it is that +I can't pay you just now, and you have just got to wait for your money! +But let me tell you this--it's the last red penny of my money you'll +ever get!" + +Still Mr. Peck replied with his calm demeanor: + +"Under those circumstances, Mr. Black, can you give me any reason why we +should wait for our money? If you were in my place, wouldn't you be +inclined to force collection?" + +Before I could reply, he continued: + +"I have come down here, Mr. Black, to try to help you, and perhaps I +can, but you have got to realize first of all that you haven't treated +us fairly." + +I was about to protest against this, when he put up his hand and said: + +"Wait a minute, Mr. Black. You can't see it in your present frame of +mind, and you probably think we are very hard to come down on you like +this, when you have been in business only such a short time. That is the +reason we take this stand. Had you been in business for some years we +should have known you inside and out, and would have known just what to +do. Now, if your credit is really good in the town, and you have +anything back of you, you can borrow the money and give me my check +before I leave town." + +"Great guns, man," I cried, "to whom do you think I can go to borrow +that amount!" + +"Why," said he, "haven't you got a bank account here?" + +"Yes," said I, "but they won't lend me any money!" + +Mr. Peck's face seemed suddenly to harden, and, putting his fingers on +the desk, he said: + +"Mr. Black, we are simply wasting time. What do you think a bank's for? +A bank isn't a mere safe deposit for money! It's a bank's business to +lend money! Better go and see your bank now. I'll be back in two hours!" + +Without another word he turned and left the store. + +At that I completely lost my temper. + +"I'll be damned if I will!" I cried to Larsen, who was standing by. +"Those people can wait for their money, and you can just bet that I'm +through doing business with them! They're not the only jobbers in the +world. Dirty, low-down trick, I call it!" + +I was much surprised when Larsen replied: + +"You paid all other fellers, yes? You not pay him. You get mad with your +debtors when they don't pay you? Doesn't the same sauce suit all birds?" +(Larsen got his maxim a bit twisted, but I knew what he meant, all +right.) "If I might suggest, I would go down to bank and talk with them. +You won't be worse off, perhaps better." + +The more I saw of Larsen the more respect I had for his judgment, and I +believed I had done quite right when at the beginning of the month I had +frankly talked over my position with him. We had planned to talk over a +scheme of profit-sharing with the help, but there had been so many +things happening that we had had to defer it for a time. + +Well, I went and had a talk with Blickens, the president of the bank. He +shook hands very cordially with me, but, when I told him what my errand +was, the jovial manner seemed to fall away from him, and he became +reserved and grave. Mighty suspicious, I thought. + +"It's no disgrace to want to borrow money, Mr. Black," said he, "if you +have your business in such shape that it will justify a loan." + +I thought I read the suspicion in his voice that I was running the +business to the wall. However, I told him fully just how things stood, +showed my sales slips, amount of stock on hand, amounts owing, and all +that, which I had brought with me at Larsen's suggestion. He looked over +the figures very carefully. Then he said: + +"How much do you want?" + +"Fifteen hundred dollars," I replied, rather timidly. + +"You owe those jobbers only $1,079.00 that is actually overdue," he +replied, "and that's really the only pressing debt you have. Let's +see--you have now $328.00 balance to your credit in the bank. A thousand +dollars is all you need. Now, I'll let you have that much. You can then +pay off those jobbers, and still have a balance of about $250.00 on your +account. You should not let it get below that figure. Your stock is far +too heavy for your turn-over, and I think the best thing you can do is +to find some way of turning your surplus stock into cash, and you must +absolutely cease giving wild credit." + +"I've done that already," I said, and told him in detail what I had +done. + +"That's excellent," he replied, "and I'm glad to know that you have put +that into force. You must, however, reduce your stock. Much better for +you to lose a little business for the next few months, and get yourself +on a sound financial basis, than to be skating, as you are, on thin +ice." + +He looked over my list of accounts that were owing to me, and, putting a +mark against a number of them, he said: + +"Those people are tricksters. You'll only waste your time trying to get +anything from them." + +Great Scott! And I had thought, when I was working for Barlow, that I +could run his business as well as he could! Mr. Barlow, I then and there +went on record as saying that you were a bigger man than I was, and that +I took my hat off to you! I wonder if all employees have the same +all-fired conceit in regard to their abilities that I had had? If they +have, I advise them to try running a store for a little while! It isn't +enough just to be a business man--you have got to be an expert on +mechanics, a diplomat, a financier, a master salesman, an accountant, a +lawyer, an advertising man--whew! if I had known of the difficulties of +running a store I think I would have hesitated a long while before +assuming the burden! + +Well, the loan was fixed up and I went back to the store, and in a +little while Mr. Peck came back. I gave him his check, saying rather +coldly: + +"That cleans the account up to date, Mr. Peck." + +"Yes," he responded. "And now your credit is as good with us as it was +before." + +I still looked unresponsive, and then he took me by the arm, and brought +me to the rear of the store. + +"Listen, young man," he said--his manner was very kindly. "If you ever +really need money, you will find we will be quite willing to help you in +reason; but you really didn't need it this time, you know, and I wanted +to give you a lesson in thrift and financing, and to impress it +seriously on your mind. + +"Always make a point of discounting your bills, even if you have to +borrow money from the bank to do it. Let me illustrate what this will +save you. Suppose that you can take a two per cent. discount by paying a +bill in ten days. Now suppose you allow the bill to run to thirty days. +You lose that two per cent. for an accommodation of twenty days. That is +at the rate of thirty-six per cent. a year. You can borrow money from +the bank at the rate of six per cent. a year, and make so much clear +saving. You can figure it out this way, if you like. Your purchases are, +let us suppose, about $12,000.00 a year, or $1,000.00 a month. I know +they are more than that, but those figures will serve to illustrate my +point. On your monthly purchase of $1,000.00 you lose two per cent., or +$20.00, by taking a full month instead of paying it in ten days. If you +borrow that $1,000.00 from the bank for the twenty days necessary it +costs you only $3.33, so that you make $16.67 a month, which amounts +to"--he figured it out--"to $200.00 a year!" + +That was surely a new light on finance to me! + +"Now," he went on, "it seems to me that your business should be put in +such shape that you can take your discounts without even the necessity +of borrowing, and you can save the interest. Here you are with sales of +about $25,000.00 a year and a stock costing you around $8,000.00 or +$9,000.00. Deducting the gross profit from your sales, which amounts to +about thirty-three and one-third per cent., it leaves $16,667.00, which +means that you are turning over your stock only about twice a year. You +should work this up to three and one-half times a year." + +This question of turn-over seemed to me to be a most important one, +judging from the way every one I talked with hammered on it. I realized +then that Mr. Peck had done me a good turn, and I felt grateful. + +"Do you think it is possible, Mr. Peck," I said, "for me to turn my +stock over three and one-half times a year?" + +"Why, yes," he said. "I know many hardware stores that turn their stock +over more times than that. Reduce your stock, eliminate the slow-selling +lines, buy carefully for the next few months, and you will have no +difficulty in taking your discounts. Besides the saving you will make, +you will be building up a reputation as a trustworthy man--and that's a +decidedly helpful thing for a retail merchant." + +As he turned to leave I held out my hand and said, with the best grace I +could: + +"I reckon I made a bit of a fool of myself, Mr. Peck. I want to thank +you for your help to me." + +His handclasp as he said good-by was a good, hearty one, and I felt I +had a real friend in that credit manager. + + + + +CHAPTER XIII + +A NEW KIND OF LOTTERY + + +I had thought out a novel way to fight the mail-order competition. It +had come to me from an article I had read in a magazine about how a +druggist in a small town in the Middle West had practically eliminated +mail-order competition--at least temporarily--in his town. I decided +immediately to try it. Betty says I am always too impetuous. When I +reviewed what happened, I was uncertain whether I had done myself good +or harm; but one thing was certain--I surely did get a lot of publicity! + +After I had read that article in the magazine, I said to myself: "Now, +that's reasonable. If people haven't got a mail-order catalog, they +won't buy from the mail-order house. Why didn't I think of that before? +If I get this mail-order catalog, I take away from them the thing that +makes it easy for them to buy." + +In the lower corner of the ad I had a picture and description of the +talking machine, set off by a border. + +Then I had two men march about the town with boards across their +shoulders, on which were painted, + +"DAWSON BLACK'S MAIL-ORDER CATALOG CONTEST. TAKE A CHANCE! SEE THE +NEWSPAPERS!" + +This is the ad I put in both our papers: + + HAVE YOU A SPORTING INSTINCT? + + If so, take a few chances on winning a phonograph. + These chances are free. + + Bring your mail-order catalogs to us. In return for + each catalog you will receive a numbered coupon. + + A drawing will take place in our window next Monday at + 7:30 p. m., when one of the coupons will be drawn by a + blindfolded person from a tub in which all the coupons + will be placed. + + The number of the coupon drawn will be the winning + number, and the holder of it will receive the talking + machine absolutely free. + + The machine may be seen in our window, or at the + Farmdale Furniture Store. + +I had only a few days between the announcement of the contest and the +time for the drawing, because I thought, if the time were longer, people +would write to the mail-order houses for catalogs so as to enter them in +the contest. + +I didn't know just what the effect would be, but I did know there was a +lot of money going out of the town to the mail-order houses. + +The avalanche started the next morning. Before we opened the store there +was a line of youngsters outside, each carrying from one to six +catalogs. Great big fellows, they were, many of them. + +As they came into the store, we passed out coupons, each one numbered +separately. A boy bringing in two catalogs got two coupons, and so on. +All the week we had catalogs rolling in. Some of them were ten years +old. I didn't know there were so many mail-order houses. By the looks +of many of the catalogs they had been frequently used. + +One funny incident occurred. Mrs. Robinson, whom everybody swore was the +original woman with the serpent's tongue--she could never see good in +anything or anybody--came into the store in high indignation, saying +that her little boy, Wallace, had, without her permission, collected her +four mail-order catalogs and had turned them into the store for coupons, +and she demanded that I give the catalogs back. + +I explained to her that I didn't know which catalogs were hers. She +replied that I had catalogs from all the mail-order concerns, and I must +give her one of this and one of that and one of another, or otherwise +she would make trouble for me! + +I had had so many people talking big to me lately that I was getting up +a fighting spirit. I turned around to her and said: + +"I'm sorry I can't comply with your request. If you have anything else +to say, please say it. If not, good-by!" + +Gee whiz! what that woman did say! Anyway, she left the store after a +while, and didn't get her catalogs. She had never spent a penny with me, +and never would. She was a relation of Stigler's, and I had a "hunch" +that he had put her up to it. + +Stigler had been telling all around town that I was afraid of mail-order +competition because my prices were higher, and that that was why I was +collecting the catalogs. He said he didn't care how many catalogs people +had, he could hold his own with competition. + +I met Barlow one lunch time and he came over and put his hand on my +shoulder, saying: + +"You put the cat among the pigeons this time, didn't you?" + +"Why?" I replied. + +"Well, everybody is talking about your buying up mail-order catalogs." + +"I am not buying them up." + +"Same thing," he grinned. "You are surely getting a lot of publicity +from it, though. Some people think it's a mighty clever trick, others +think it's a mean trick, some others think you are scared. Well, they +are talking about you, at any rate. Good luck to you! Go carefully, +however." + +Well, we had mail-order catalogs stacked up in every corner. I arranged +with a junkman to buy them at quite a fair price, and, to my utter +surprise, I got enough money from the sale of those catalogs to pay for +the cost of the machine and a little bit over towards the advertising! + +I was mighty glad I had arranged with the furniture store to display the +machine, for Martin, the proprietor, said he had crowds of people +looking at it. There was a sign on it saying, "This machine will be +given free by Dawson Black to the person drawing the winning coupon in +the mail-order catalog contest." + +Stigler said that the whole thing was illegal, and came under the +gambling law, but nothing was done about it, and I knew that, if it was +illegal, Stigler would have found some way of getting at me on it. + +One thing was sure--the town did not have many mail-order catalogs in +it after the contest. I had a big bunch of valuable advertising from +it--at least, I thought it was valuable. + +For some time Stigler had been telling around town what he was going to +do to me. I had heard he had made the remark that he was going to cut +the heart out of me, and he surely tried to, for, whenever I had +anything in my window or advertised in the papers, he immediately turned +around and sold the same article at a lower price. Whenever I had found +him doing this, I had immediately cut down below him, and many things I +had to sell below cost. But I didn't see any help for it--I couldn't let +him get ahead of me on prices like that. I felt that I had to follow his +lead wherever he went, and trust to making my profit out of other +things. But it surely was heartbreaking to have a fellow like that +bucking me. + +One day, Rob Sirle, the editor of _Hardware Times_ called on me. He said +he had heard about my stunt for beating the mail-order people and he +wanted to know about it. + +I told him all about it, but somehow he didn't seem very much impressed. +He didn't say much about it, but I remembered that some one had remarked +to me at the convention that he never spoke about anything unless he +could boost it. + +I told him about Stigler and the price-cutting contest that was then on +between us. + +"I'll tell you what you want to do to beat that," said he. "You put +goods in your window to-morrow morning and mark them at exact invoice +price. Wait until friend Stigler has put the same goods in his window +at less than cost, and then as soon as he has done it, remove your price +tickets. If any one comes in to buy them, sell them only at regular +price, except, of course, if they come in while the cut price is marked +on them. You can well afford to let Stigler sell all the goods he wants +at below cost price, because the more he sells the more quickly he will +eliminate himself as a competitor. + +"Every day you can put a new line in the window. I don't think it will +be very long before he gives up the foolish task of cutting his own +throat. I always compare the price-cutter," he said musingly, "with a +hog which cuts its own throat as it swims. That is just what the +indiscriminate price-cutter does. He cuts his own throat first. I never +saw a price-cutter yet who had a real, solid business. People are wise +these days, you know. You offer anything at less than cost price and +people flock to buy it; but it doesn't mean that they are necessarily +going to buy other goods at the same time. No, sir! They'll buy the +cut-price goods from the cut-price store, but they'll buy the regular +goods at a regular price from the store which offers them courteous +service in place of cut-price chicanery!" + +I at once decided to follow his advice. + +I happened to mention to him that I went to Boston quite often. He asked +me if I knew Barker, the hardware man there. "Quite a big man in the +hardware trade," said he. "You ought to meet him. Here," and he wrote me +a card of introduction, "next time you go to Boston, drop in and see +him. If you ever get into any difficulty he's just the man to help you." + +And then, having in the most matter-of-fact manner given me an +introduction to one of the biggest live wires in the trade, he turned +around and sauntered out of the store. + + + + +CHAPTER XIV + +SOME IDEAS IN BUYING + + +Isn't it astonishing how easy it is to do things wrong! + +A salesman came in one morning from the Cincinnati Pencil Sharpener +Company to offer me the local agency for the firm's pencil pointers. He +walked into the store with what I said to myself was a silly grin, but +Larsen, when we were talking the matter over afterward, said he looked a +jolly, good-natured fellow, so perhaps it was just my nerves twisting +things around. + +I was just going over my stock of butt hinges when he came in. I was +feeling disappointed because our stock was lower than I had thought it +was, since I was getting so that I positively hated to buy! Well, I +looked up at him and snapped: + +"What do you want?" + +"Good afternoon, Mr. Black," he replied. "I represent the Cincinnati +Pencil Sharpener Company, and I want--" + +Here I broke in testily: + +"I'm too busy now. Besides, we're not in the stationery line. You want +to go to a stationer with that thing. . . . Well," I said angrily, as he +made no attempt to go, "if there is anything else you want to say, +please say it quickly; if not, you will have to excuse me, because I am +really too busy to waste time with drummers to-day." + +"Excuse me, Mr. Black," he returned a little hotly, "I am not a +drummer--I am a salesman. I came to talk with you about giving you a +special agency, but it is evident that in your present frame of mind I +would only be wasting my time. I will come back later." + +With that he walked out of the store. + +I certainly felt mad! I could have chewed ten-penny nails! + +"Did you ever hear such impudence?" I cried to Larsen. + +Larsen looked up with that queer little expression on his face that I +had come to recognize as preceding something that disagreed with me, and +said: + +"Impudence by who, Boss?" + +"By him, of course! I'm the Boss here, and, if there is any kow-towing +to be done, he's the fellow to do it!" + +Larsen didn't say another word, but shook his head. + +"Larsen," said I testily, "you seem to take delight in pointing out +flaws in my management!" + +Again I saw that queer expression come into his face. + +"_Management_," I cried, "not mismanagement! What was wrong with what I +did just now?" + +Larsen did sometimes make me mad, but I usually found on thinking things +over that he was very logical in his reasoning. I had learned a lot from +him and I had come to depend on him a good deal, and he had got me so +that he was quite free with me. + +He walked toward me, leaned against a counter, and said: + +"Boss, drummers like him makes money. More money than most retailers. +From money angle he is as good as people he sells to. He must know goods +to sell them. In that way he is equal to the merchant. He travels over +the country and he gets lots of ideas--and all that. He generally has +good schooling and comes from good home. He is, in how he lives and who +he knows, equal of his customers. Then, again, store keepers would be in +a h----" + +"Tut, tut!" I said. + +"--In a deuce of a mess if traveling salesmen did not call. You hear +about new stuff from drummers. Suppose you get mad and they won't call? +You are real loser. Simpson used to be that way. You know, Boss, I used +to hear some of them salesmen damn him like they meant it. One feller +came here with agency for Stamford saws. Now, you know, Boss, Stamford +saws is one of best agencies Barlow has. Simpson could have got it. I +don't know why he come to Simpson first, because Barlow is--was--leading +hardware man in town." + +I smiled at the implied compliment. + +"Well, in he come here, and Simpson treat him about like--well, he treat +him like a dog. You know what that feller did?" + +"No," I replied curiously, "what did he do?" + +"He put his grip on the floor, walked around the counter, took hold of +Simpson's nose and gave it one h----" I held up my finger warningly--"a +deuce of a pull!" + +My hand unconsciously went to my nose, and I saw a twinkle come into +Larsen's eyes as he noticed the movement. + +"Well, that feller, he went right over to Barlow. Barlow knew a good +thing when he saw it. He tied up that agency." + +"Good Heavens," I said, "it never dawned on me that any traveling +salesman wouldn't be only too tickled to do business with anybody he +could!" + +"I tell you, Boss," said Larsen, "I have been in retail business now, +let's see--forty years. The more I see of drummers the better they seem. +If I were boss of a store I'd never turn a salesman down cold. If I +couldn't buy I would say no, like I was sorry. Some day that feller +would have a real bargain. Would he offer it to the feller who balls him +out? No, sir-ree! He tip off to the feller who treated him white. + +"Just think, Boss," he continued, "going around from town after town. +Lot of places he sleep at just like what a bum has. Lots of folks give +him cold turn-down. When he gets decent treatment from a merchant, he +look upon it as a--what do you call the place in the sand where they +have trees and water?" + +"An oasis in the desert?" + +"Yes, that's it, Boss. An oasis in the desert." + +"Larsen, you old vagabond, I believe you're right; and if that pencil +sharpener fellow doesn't give his agency to Barlow"--I grinned as I said +this--"I'll--I'll turn him down with a smile!" + +"That's all right, Boss; but how you know you want to turn him down?" + +"Oh, we don't want to handle those things. We're not in the stationery +business. That's a stationer's line!" + +"But why?" persisted Larsen. + +"Why? Because stationers sell pencils!" + +"Y-yes, y-yes," said Larsen with a drawl, "and so do 5 and 10-cent +stores--and department stores--and drygood stores--and drug stores. Why +not hardware stores? Do you know, Boss, I think hardware people sleepy +on the switch. We sell razors, and then let the fellers go to the drug +store to buy powder an' soap an' brushes. We got a few brushes, but seem +scared to show 'em. What happens? The druggist sells 'em the powder and +then they give us a devil"--again I put up my hand, I was trying to +break Larsen of swearing--"well, they give us a run for our money +because they sell razors. I was up to New York last year, and I saw a +drug store that had a picture frame department, and a line of toys, and +brass and copper novelties--everything what we ought to sell and what +was ours till we let these other stores swipe it from us." + +Here Larsen stopped for breath. This was a lot for him to say at one +time, but he was "wound up" evidently for he resumed. + +"Look at automobiles! If we fellers had been alive, we would not have +let them specialty places crop up all over the place. Hardware stores +oughter have the garage. We oughter have the profits of automobile +accessories. Some fellers are getting alive to the job, but some still +say we oughten ter butt into somebody else's line!" He sneered as he +said this. + +"If owned a hardware store I would sell anything I could get a profit +on. I'd put in a line of pastry if I thought I could get away with it!" + +"Your forty-five years in the hardware trade hasn't got you into a rut +then, Larsen?" I said with a smile. + +"You bet your life, nix, Boss! You are the first man that let me speak +right out to him, and you know I don't mean to be--to be--you know what +I mean--bossy like. But it gets my goat how hardware folks has let good +things get away from them!" + +I had sometimes wondered why Larsen, with all his experience and +knowledge, and many good ideas that I had found him to have, hadn't got +farther ahead in the world. I had decided that it was perhaps because he +was lacking in a certain independence of spirit--and while he spoke +freely to me, and wasn't afraid to correct me, it was more because I was +young and inexperienced compared with him, and because I had got so I +didn't take offense at it. Perhaps under an older and sterner boss he +would have been rather afraid to give expression to his views. However, +he certainly was valuable to me. + +The conversation ended there, because the salesman from the Cincinnati +Pencil Sharpener Company came in again. I didn't wait for him to say +anything, but beckoned to him, and said: + +"I can give you a little time now. I was really busy before, and I am +afraid I spoke a little more sharply than I meant to." + +"That's all right, Mr. Black," he replied. "I think I owe you an apology +for losing my temper. A man in my position can't afford to lose his +temper. I'll tell you now my proposition. Mr. Sirle of _Hardware Times_ +told me you were a coming man in the business and suggested I show you +this line." + +"Well," I replied hesitatingly, "it seems to me that a pencil sharpener +is not just the thing for a hardware man to sell." + +"Mr. Black," he responded, "I am not going to try to persuade you what a +hardware store should or should not sell; but I want to show you, with +your permission, what you can make by handling this line. I have spent +most of the day around here calling on some of the residents and other +people. I have taken orders for eighteen of these pencil sharpeners. I +will turn these orders over to you and you can deliver them and make the +profit on them." + +He passed me over eighteen orders for the dollar Cincinnati Pencil +Sharpener, "to be delivered by the local hardware store." + +"These sharpeners," he continued, "cost you 69¢ each f. o. b. +Cincinnati. We will turn these orders over to you on the condition that +you buy an additional eighteen. That is three dozen in all. In addition +to this, if you wish to use this 'ad' in your local paper"--and here he +showed me a very attractive advertisement for the pencil +sharpener--"which will cost $4.00 an issue in both your papers--" + +"How do you know?" I broke in quickly. + +"Because we found out before we came here.--We will pay half the cost of +three insertions. You notice the 'ad.' is already prepared, except for +filling in your name. We don't provide electrotypes because, if we did, +your local paper might not have the type to harmonize with the rest of +the 'ad.,' so that it would look like a regular filled-in affair; but +by having the paper use the nearest type to this that they have, the +advertisement has the stamp of your own individuality." + +That was a pretty good thought, it seemed to me. + +Well, the upshot of it was that I bought the three dozen and agreed to +run the advertisement on the Monday, Wednesday and Friday following the +arrival of the sharpeners. + +I shook hands with him as he left the store, and couldn't help thinking +that my foolish haste and rudeness might have lost me what I was +convinced would be a valuable agency to me. + +As he left the store--Mr. Downs was his name--he gave me a little +booklet, which he said might refresh my memory on a few points which I +was doubtless familiar with. The booklet was entitled "A few reminders +on selling methods for Cincinnati Pencil Sharpeners." It outlined +methods of approaching schools, private houses, business offices, etc., +giving samples of form letters and a whole lot of useful selling +information. + +It seemed to me on looking it over that no one could help buying those +pencil sharpeners! + +It never occurred to me, until after he had left the store, to ask about +the quality of the sharpener and I wondered why, and then I realized +that I had bought the pencil sharpeners, not because of their quality, +but because of the sales plan which had already been worked out for me. + +If other concerns, who sent salesmen to see me, had presented worked-out +plans like these they would have had more business from me. I don't know +how it was, but I seemed to be rushed all the time with so many little +things that I hadn't had the time to try to think out plans and ideas +for selling; and the fact that it was easy for me to go ahead to sell +these pencil sharpeners was the main thing that induced me to buy them. + +Larsen was unquestionably pleased, and the man had hardly gone out of +the store when he said: + +"Couldn't one of our fellers go to folks and sell some? . . . And +couldn't we sell pencils, . . . and while we are about it--" + +"For heaven's sake, Larsen," I cried, "you're trying to run me off my +feet!" + +The thought of sending salesmen out to get business for a retail store +had never occurred to me, although on thinking it over it seemed so +reasonable that I decided to think it over some more, and maybe I would +send one of the boys out to see if he could not drum up some business on +those pencil sharpeners, and perhaps some other things. + + + + +CHAPTER XV + +HOW TO STOP SWEARING + + +Larsen was a bully good fellow, but I found that in one way he was +hurting the help, as his habit of swearing seemed to have been caught by +the other fellows in the store. + +Somewhat with fear and trembling I got the force all together one night +and gave them a little talk on business conduct. Goodness knows I felt +quite incompetent to speak about it, but I felt that it was necessary, +particularly as I had noticed Jones and Wilkes swearing badly, and even +doing it when there were customers in the store. From the language they +used, it was evident that Larsen was the source of inspiration. I spoke +to them somewhat like this: + +"It's only a few weeks ago, fellows, since I was a clerk at Barlow's, so +I know how you fellows feel and think, because I thought very much like +you do now. You know there are certain things which a boss realizes +which an employee doesn't. I really want you fellows to know that I want +to help you in any way I can." + +Larsen chipped in here, saying: + +"I know he does that!" + +I silenced him, however, and went on: + +"You fellows represent this store when you are in it and out of it. The +way you conduct yourself is to the public the way this store conducts +itself. For instance, if I were to get drunk nights, that would reflect +on the store, wouldn't it?" + +They nodded in agreement. + +"Now, if I were to be using bad language all the time, that would +reflect on the store also, wouldn't it?" + +Again they nodded yes, but not with the same emphasis as before. + +"There's one thing," I continued, "that we all have to learn to stop. It +is so easy to slip into bad language that we use it before we realize +it; but it is a bad habit and one that, I am sure, does hurt the +standing of the business. So I am going to ask you fellows, for one +thing, to stop using bad language in and out of the store. I'll go +further, and say I will not allow it in the store at all; and if I find +any one swearing, either about something or at something, I shall put a +black mark against his name. + +"Now," I continued, and here I brought out a little tin box, "I have put +a dollar in this box to start a fund. At Christmas any money that is in +this box we will turn over to the Christmas Tree Fund run by _The +Enterprise_ every year. If any of you fellows catch me swearing, tell +me, and I'll put a quarter in the box. If any of you other fellows are +caught swearing I think you ought to put something in the box--if it is +only a dime or a nickel, even. You understand," I said, "that there is +nothing compulsory about this, but it should be a bit of good fun to +keep check on each other in that way, and if any one of us forgets +himself and lets loose some language that isn't proper English, he may +console himself with knowing that his flow of language may mean a new +doll for some poor kiddie. Is that a go?" I asked. + +Larsen chirped right up and said: + +"You bet it is! It's one good h---- of a--" he grinned sheepishly, put +his hand in his pocket, and dropped a quarter in the box, while a howl +of laughter went up from the other fellows. + +That one laugh seemed to break the ice, and for the first time we all +seemed to have a good understanding of each other. They all pledged +themselves to a fine of a dime every time they swore. + +"There is one other thing I am going to say at this time," I continued, +when that question had been settled, "and that is that every Monday +evening I am going to have a general meeting of all men who have done +their duty during the week. It will last for three-quarters of an hour +only, and I shall look upon it as a kind of directors' meeting. + +"You know," I said, "that directors get paid for every meeting they +attend. Now, I am going to pay all you fellows half a dollar for +attending this directors' meeting every Monday. + +"You will be at liberty to say anything you wish. You can roast the +store policy, or me, or any one of us here, and whatever takes place at +this meeting will be considered merely as an outside affair and nothing +to affect our relationship in the business. In other words, you have a +free hand to go as far as you like in that meeting and know that there +will be no kick from me on it. + +"Next Monday we'll all get together and talk things over generally. If +any of you have any suggestions to make, shoot them along next Monday. A +week from Monday, however, we'll name one definite thing for discussion +among ourselves." + +I gave the boys a cigar each and the meeting adjourned. + +I felt that that night's work was well worth while, for I soon noticed a +little different attitude in the men. Eighty cents, however, went the +first day into our "swear box." I began to wonder whether their dimes or +whether their bad language would hold out the longest. + +The idea seemed pretty simple, after it had been tried, and found to be +a success, but it wasn't such a simple thing for me to think up. It had +started when Betty read in a paper about how the inmates of a prison +were given a voice in the running of it, and that had set me thinking +about giving the employees a hand in running the business, and the plan +grew out of that. I had been convinced from the start that it would work +out well. + +A customer had come into the store one day and asked for an 8-in. +aluminum saucepan. Jones had waited on her, and had replied: + +"Sorry, madam, but we are out of that size." + +The customer had turned and left, and I had watched her make a bee line +for Stigler's. Then and there I began to consider whether it would not +have been possible to have sold her something, instead of allowing her +to turn away. I reasoned that, while she asked for an 8-in. saucepan, +she might have been just as well satisfied with a 7-in. or a 9-in. or +something else. Jones had not, however, made any attempt to see if +something else would suit her. I reasoned that there were also many +cases like this coming up every week, and that if we could only outline +some standard method of handling such cases, it would mean quite a lot +of sales saved--and, better still, in customers saved. That customer who +went out, if she found what she asked for at Stigler's, would probably +figure that we did not have a very complete stock, and, in any case, +when we forced a customer to buy somewhere else it tended to cultivate +the habit of trading there. + +I figured that here was a good subject to bring up for our meeting the +following Monday, and I sat down to work out some general rule to cover +such situations. + +It took a long time for my inexperienced mind to put in writing that I +wanted to say, but finally, with the help of Betty, I evolved the +following, and then, deciding that it was such an important matter that +it ought not to be delayed until the next Monday, I had it typewritten, +and gave a copy to each of the force. + +This is what I wrote: + + "Never tell a customer we are out of stock of anything. + If something is asked for that is not in stock, offer + the customer something else that will, in your + judgment, satisfy her. If a customer, for example, + should ask for an 8-in. aluminum saucepan and we are + out of that size, bring her both a 7-in. and a 9-in. + size and say: 'These are the nearest we have to the + 8-in. size. Which of these would suit you best?' If the + customer should hesitate, impress upon her the benefit + of buying a saucepan rather larger than she anticipates + needing. If the customer says that nothing but the + 8-in. size will suit her, suggest that you can give her + an enameled pan in that size, and if that won't do, ask + her to leave her name and address and we will have one + expressed to her promptly from the manufacturer. Apply + methods similar to these in every case when we are + asked for something of which we are out of stock. Make + it a rule never to allow a customer to leave the store + without making every attempt to sell her something that + will be satisfactory to her." + +I was really pleased with myself when I heard an animated discussion on +this new rule. Jones exclaimed: + +"Jiminny Christmas, the Boss has got more sense than I thought he had!" + +I told Betty that, when I got home, and she immediately fingered all my +vest buttons. + +"What's that for?" I asked. + +"I think," she said gravely, but with a twinkle in her eye, "you had +better take off your vest and let me fasten those buttons with wires, or +else you'll be bursting them, through swelling with pride!" + + + + +CHAPTER XVI + +A PROPER USE FOR EYES + + +I met Barlow one morning taking his "constitutional." While I was +working for him we fellows always used to laugh at his plan of going for +a walk every day for fifteen or twenty minutes. We used to think it was +a freak notion of his for keeping in health. + +Barlow shook hands with me and asked me how business was going. I told +him that sales were picking up very slowly. Then he asked me: + +"And how is friend Stigler affecting you now?" + +I told him about the scheme I had been working on Stigler. + +"But," I concluded, "I don't bother much with thinking about him now." + +"That's excellent!" he exclaimed. "He isn't doing any too well, I know, +and he has some time on his hands to talk. You forget him as much as +possible and just go ahead and 'saw wood.'" + +"That's what I'm trying to do. But I'm still keeping up that plan of +marking down the goods in the window for an hour in the morning until he +cuts his goods." + +Barlow chuckled at that: "It is amusing," he said, "that Stigler hasn't +yet realized that you are not cutting your own prices but merely making +him cut his!" + +"But, really," I said, "so much is always happening that I've forgotten +almost everything but business." + +"I'm very glad to hear it, Dawson," he replied, "and you'll find that, +as long as you are going on the right track, that same spirit will +continue. I find business so crowded with interesting things that I can +hardly tear myself away from it at night." + +"I notice, though," I said, with a sly smile, "that you still take your +half hour's constitutional every morning." + +"Surely you know what I do that for?" + +"What is it, if it isn't to keep yourself in trim or something of that +kind?" + +"I'll tell you, Dawson: A man can't be in the same surroundings long +without becoming blind to their physical aspects. If I were to stay in +the store all the time, I would soon become blind to poor window +displays, to disorderliness and neglect about the store--to those +hundred and one defects which creep up in a store and which react +unfavorably on customers. So I make a point every day of putting on my +hat and walking around a few blocks, looking at the other stores, +familiarizing myself with the window trims, keeping a line on new ideas, +and the like. And by the way, Dawson, I have obtained some of my best +ideas of window trimming from displays in other stores--not hardware +stores, I mean. I had a splendid idea for a trim one time from a display +at Middal's." Middal ran a stationery store. "Tony once had an +arrangement of fruit in his window that gave me a good idea for a tool +display. + +"I tell you, Dawson, there are good ideas lying around everywhere, and +it only requires a little imagination to adapt them to your own uses. +It's a poor sort of merchant who cannot use the good ideas from other +lines of business and adapt them to his own requirements." + +"So that's why you take your morning constitutional?" I asked. "To see +what good ideas you can pick up!" + +"Yes, I see what good ideas I can pick up, but that's only one part of +it. My main idea is to let my eyes see something other than what they +are in the habit of seeing. I want them to get away from looking at the +environment of the store, so that when I return from my +'constitutional,' as you call it, I can look at my store as if I were a +casual visitor. Every time I approach it I say to myself, 'What would I, +as a stranger, think of that store?' And I find that, by looking at it +in this way, I keep my viewpoint fresh. I quickly notice any flaws in +the store management." + +"Then all that time I was working with you and thought, with all the +other fellows, that it was a crank idea of yours, you were really +following out a definite store policy, as it were?" + +"Exactly." + +"Then," I blurted out, "why didn't you ever tell us what it was for? We +could perhaps have done the same thing!" + +"I never told you," he answered, "because I felt it wouldn't help you +fellows, and I didn't think it wise to tell my help what I was doing. +You see my point?" he said, with a smile. + +"I feel foolish to think of disagreeing with you, Mr. Barlow," I said, +"but candidly, I think it would have paid to have told us. I believe a +boss gets more out of his men when he tells them what he is working +for. I think, too, that many bosses are afraid to let the men see the +wheels go round. I may be wrong, but I am going on the plan of telling +the fellows as much as possible about the business. I believe that the +more they know about the business, the more interest they will take in +it, and the better they will be able to work in its interests." + +We were strolling toward my store and were just passing Stigler's at +that minute. Stigler was standing at the door, and, as we passed, he +said with a grin: + +"Good morning, gentlemen. Hatching up a new conspiracy to corner the +hardware trade in the town? If so, don't fail to let me in. I'm always +looking for an easy thing, you know. K-ha!" + +Barlow turned around with a laugh, and said: + +"You always will have your bit of fun, won't you, Stigler?" + +I was too mad to say anything. + +"I'm surprised you can joke with him like that!" I said to Barlow. But +then he turned around, and I saw a snap in his eye, which told me that +he was really angry, just as much as I was, but had learned to control +his feelings better. + +Well, we shook hands, and I left him to go into the store. His closing +remark was: + +"Stick to it, Dawson! Call on me if I can help you at any time, and, +while you don't want to be spying on Stigler, of course, keep your eye +open." + +But when we parted I suddenly decided, instead of going into the store, +to try Barlow's plan and take a stroll around the block and then try to +view the store as if I were a customer. I felt a little disappointed, +then, at the general appearance of the outside of the store. More paint +would certainly improve it. In fact, it was a kind of joke to find on +the big side door an old sign, the letters half worn off and the rest +dirty and dusty, reading: + +"Fresh paint improves your property. Use Star Brand." + +I was still handling the Star Brand, but had never bothered about the +sign! I had the sign taken down right away, and determined there and +then to see the landlord, and get him to paint the outside of the store. + +Barlow was certainly no fool! + + + + +CHAPTER XVII + +PLANNING TO REDUCE STOCK + + +Soon after my talk with Barlow, I planned a big sale to reduce my stock. +I was most anxious to reduce it $2,000.00 worth, and at the same time I +wanted to see if I could not hit back at Stigler. He was keeping up his +price-cutting campaign, although he had evidently realized the fact that +I took my cut prices off the goods as soon as he cut his, so that he had +begun to put the same kind of goods in his window that I did, but cut +them about 10 or 15 per cent. from the regular prices. + +I had spoken to Jock McTavish about this, and had suggested that perhaps +I ought to cut all goods down to cost for a little while, for apparently +Stigler could sell at a 15 per cent. reduction and still make a profit. + +"No," said Jock. "Dinna ye ken that he loses money when he cuts his +goods that much?" + +"Why, how can that be?" I asked. "Suppose he buys something for $1.00, +and the regular price is $1.50. He cuts that 15 per cent.--he would be +selling it at--at $1.27. He would make 27¢ profit!" + +"Ye're wrong," replied Jock. "The cost o' the goods is no the bare +invoice price, but the cost plus the cost o' selling. Noo, as ye ken, it +will cost ye round aboot 30 per cent. on cost to sell your goods, so +that those goods would cost $1.00 plus 30¢, the cost o' selling; and +when he sells them for $1.27 he'll be losing 3¢ on every sale." + +"But he could care for his overhead on his regular stock," I replied. + +"Verra foolish reasoning," snapped Jock, "for a mon to mak' a part of +his sales carry the freight for aw o' 'em!" + +I had thought about this afterward, and finally had been able to see +how, if he cut his goods 15 per cent., he couldn't make anything on the +deal. + +However, several people had been saying that Stigler had got me "on the +run," so I decided it was up to me to have a whack at him. Therefore, I +planned what I called an "Automatic Sale." I picked out a whole lot of +stock, goods a little bit damaged, lines that I had no sale for at +all--I found a lot of things which the two previous owners of the store +bought and stored away and apparently never did anything with. I found +about a gross of painted rubber balls; I found a lot of juvenile +printing outfits; and padlocks--I dug up about three gross of padlocks, +of the strangest patterns you could think of! I found eleven different +makes of safety razors, and there were only two of them I had ever sold +any quantity of. I planned to reduce the number of lines as much as I +could and just push the real sellers--put my money into goods that would +sell quickly and so increase my turn-over. + +All the five-cent articles that I wanted to dispose of in this sale I +tied in pairs--two for ten cents. + +I intended to run four narrow tables down the center of the store. The +first one was to contain ten-cent goods, the next twenty-five cent, the +next fifty-cent, and the last one all the odds and ends at various +prices. + +My idea was to run the sale on the plan of automatic reduction of price. +I had got the idea from a magazine which had said that, if you could +offer anything to people which appealed to the sporting instinct that is +in every one of us, you would attract attention. So I decided to try to +appeal to this sporting instinct by automatically reducing the goods one +cent in every ten cents every day, until the goods were reduced to +nothing,--and then give away what was left. + +I had talked this over with the boys at our Monday's weekly +meeting--which, by the way, had been a most interesting one and +continued for over an hour instead of the three-quarters of an hour we +had planned--and they had been very enthusiastic over it. I had also +talked it over with Betty and Jock and Fellows. While Jock shook his +head and said, "Ye're takkin' a big risk, mon," Betty had said, "Go +ahead and do it, boy!" Fellows just said, "Bully, you're going to be a +real man before you're through!" + +Larsen seemed to be getting younger every day. When I came out of the +store the day after I had announced my plans, he was talking over the +idea with the other boys in a very excited and enthusiastic manner. + +The sale was planned to start in two weeks hence, and, during those two +weeks, car signs were displayed in all our trolleys, worded like this: + + "A penny in ten a day, + Till the goods are given away." + DAWSON BLACK'S AUTOMATIC SALE + Begins Thursday, Aug. 26. + Get Particulars. + +In addition to this, Larsen and Wilkes tacked these signs on all the +trees and blank spaces they could about the town. + +Just one week before the sale started, I put the following "ad." in both +our local papers for three days, without any change of copy: + + AUTOMATIC--THAT'S THE WORD + that describes the big sale + DAWSON BLACK + + is running from Thursday, Aug. 26 to ----? _You_ decide + when the sale ceases. + + _Heavy stocks must be reduced_ + + I have decided to sell all surplus stock + _automatically_. + + Every article to be offered in this sale is plainly + marked at regular price, and is now on display on the + AUTOMATIC SALES COUNTERS. + + On the opening day, all prices will be reduced one cent + in every ten cents, and a further reduction of one cent + in ten will automatically take place every day until the + prices of the goods are reduced to nothing. + + _They will then be given away_ + + See the special circulars, or call at + + DAWSON BLACK'S HARDWARE STORE + 32 Hill Street. + +I ordered from the printer four circulars which were clipped together +with wire. One sheet talked about the ten-cent goods, another about the +twenty-five-cent, another about the fifty, and the fourth about the +mixed table. The sheet explanatory of the twenty-five cent goods was as +follows:-- + + DAWSON BLACK'S BIG AUTOMATIC SALE + 32 Hill St. + + Two thousand dollars' worth of goods to be sold at _your + own price_. All you have to do is wait until the goods + are reduced to your price, and then--buy them--if there + are any left. + + A PENNY IN EVERY DIME TAKEN OFF EVERY DAY + + Every article on each counter is plainly marked at + regular prices and can be seen now. + + Sale begins Thursday, Aug. 26, and the first reduction + will be made that day--and a further similar reduction + will be made every day thereafter until the goods are + sold or until the prices are reduced to nothing, when + they will be given away. + + The following is an illustration of how the articles + listed on the reverse side of this sheet will be + reduced, as well as scores of other 25-cent articles not + listed here: + + REGULAR PRICE 25¢ Regular price + Thursday, Aug. 26 22½¢ 2½¢ saved + Friday, Aug. 27 20¢ Put a nickel in your pocket + Saturday, Aug. 28 17½¢ Saves you 7½¢ + Monday, Aug. 30 15¢ And two trolley rides free + Tuesday, Aug. 31 12½¢ _Half price_--if any left + Wednesday, Sept. 1 10¢ But why talk of saving if there + are none left + Thursday, Sept. 2 7½¢ Saves 17½¢--but too late + Friday, Sept. 3 5¢ Would save 20¢ if others had not + cleaned them out + Saturday, Sept. 4 2½¢ But why talk about saving + Tuesday, Sept. 7 FREE Help yourself to what is left + + (See other side) + +On the reverse side was the following list:-- + + DAWSON BLACK'S BIG AUTOMATIC SALE + SOME OFFERINGS ON THE 25¢ TABLE + + Large size whisk brooms + Handy household saws + Steel garden hand forks and trowels + Heavy enameled saucepans + Bristle-tight paint brushes + Warranted pocketknives + Reliable padlocks + Double-well dust-proof ink stands + Bronze watch fobs + A large assortment of window shades + Juvenile sets of knife, fork and spoon + Fine quality scissors--all sizes + Enameled sink baskets + Steel frying pans + "Scour-clean" soap for cleaning greasy pans + Pocket manicure sets + Wire clothes lines + Boys' printing outfits--rubber type + Screw-drivers--hatchets--hammers--plyers + "Clix" patent shoe shining sets + Many styles in window fasteners + Enamel--varnish paint + Insect powder + Bicycle pumps--bells--tools + Corkscrews--razor strops + + AND HOSTS OF OTHER GOODS. + +Over each table I had a big card, of which the following is a sample:-- + + EVERYTHING ON THIS COUNTER IS + A REGULAR 50¢ ARTICLE + + Look them over--Buy while you can! + + REGULAR PRICE 50¢ Regular price + Thursday, Aug. 26 45¢ A nickel saved + Friday, Aug. 27 40¢ A dime in your pocket + Saturday, Aug. 28 35¢ Saves the price of three sodas + Monday, Aug. 30 30¢ Saves four trolley fares + Tuesday, Aug. 31 25¢ Half price--any left? + Wednesday, Sept. 1 20¢ Makes your saving look like 30¢ + Thursday, Sept. 2 15¢ And 35¢ to the good--IF + Friday, Sept. 3 10¢ Saves 40¢ + Saturday, Sept. 4 5¢ Ten for the price of one--but you + missed your chance + Tuesday, Sept. 7 FREE Help yourself to what is left + +Jock had said: "Mon, they'll all wait till the last day and then come +and steal the goods awa' frae ye!" + +"No," Betty had replied, "many will buy, before the goods are reduced +much, for fear somebody else will buy them first." + +Larsen suggested having a big sign in the window headed: + +"WATCH THIS LIST. ARTICLES SOLD OUT WILL BE POSTED ON IT." + +"You see, Boss," he had said, "the folks'll see a number of things put +on the list. They'll figure they'd better not wait else what they want +will be sold." + +Fellows chimed in with, "Tell you what to do, Black. Put in just two or +three of some articles, so that by the end of the first day you'll be +able to post up some goods that are sold out." + +Jock had a further suggestion, "Ye've got an unusual plan there, laddie; +why don't ye tell the newspapers aboot it. Maybe they'll give ye a +stor-ry in reference to it." + +"That's a good idea," I had replied, "I'll try it." + +"Don't ye think," he continued, "that it would pay ye tae put a list in +the papers each day o' the goods that are sold, and call it 'Too late to +buy the following at Dawson Black's Automatic Sales--Some one else got +ahead o' ye',' or-r something like that?" + +I decided to adopt that plan and that I would call on the newspaper +people to see if I could not get a write-up on the sale from them. + +I really was getting anxious for the sale to start so that I could see +how it would come off. I felt that I was taking a big risk, since, if it +failed, I would lose a few hundred dollars. But, even then, I would turn +some dead stock into cash, and I remembered that, at the trade +convention, one fellow had said a dollar in the till was worth two +dollars of unsalable goods on the shelves, "for," said he, "if you turn +that two dollars' worth of goods into a dollar cash and you turn that +dollar over three and a half times in a year, you are going to earn a +profit on three and a half dollars' worth of live stuff instead of the +questionable profit on two dollars' worth of dead stuff!" + +I guess we are all gamblers at heart, for every one, even the Mater, had +become interested and excited over my first attempt at a big sale. + +I hadn't quite decided whether to send the circulars by mail, or to have +them delivered to every home in town by messenger; but was inclined to +adopt the latter plan. + +Fellows suggested, "Why don't you get some pretty girls to go around and +deliver them? They would make a hit!" + +"Do you think so?" flashed back Betty. "That's just where you're +mistaken, Mr. Smarty--if you think a woman is going to be tickled to +have a pretty girl come up to the door: send a homely one and it might +work!" + +Aren't women queer? + + + + +CHAPTER XVIII + +THE GREAT SALE + + +I would like to be able to say that there were big sales on the first +day of the automatic sale. All the goods on those four sales' counters +had been reduced one cent in ten--ten-cent articles to nine cents, and +so on--but, on the first day, we took in only $36.00 from those +counters! + +I found that the invoice cost of all the goods which I had put on in the +sale was $1,364.00. If I could only get that amount in cash out of them, +I would be more than satisfied, for I would have turned into money a lot +of stock which was old, damaged or such slow sellers as not to be worth +keeping. With the money I could buy goods that would sell quickly and +thus increase my rate of turn-over. + +But only $36.00 worth sold the first day! And the sale of other goods +had been unusually slow, also. In fact, it was the worst day I had had +since I bought the store. + +Not very promising for the beginning of a sale, was it? But Betty, bless +her heart, said, "Wait until Monday or Tuesday and you'll find things +will go along all right. The prices are not yet reduced enough to make +people eager to buy." + +Although the goods on the bargain counters had been reduced 20 per +cent., only $47.00 worth went the next day! + +Larsen shook his head and said, "It _may_ come out all right." He was a +regular Job's comforter! + +That night, I said to Betty, "Perhaps it would be wise to call the sale +off, and put some of the goods back into stock again." + +She replied: "Whatever you do, don't call the sale off! If there are any +lines that are really good, you might quietly put some of them back, but +don't call the sale off! It would hurt you too much. By the way," she +added, "I wonder what Stigler's window is covered up for to-day?" + +I had noticed that as I came home. He had pulled the shades down in his +window, and, although it was 8:30 when I passed the store, the lights +were still burning inside. I had an uncomfortable feeling that he was +going to do something to me. + +I wondered if he was going after me on prices even worse than before! I +did not sleep very well that night. It's easy to say "what's the use of +losing sleep over a thing," but, when a man finds the bottom knocked out +of his business because of competition, plans a big sale and it starts +off as a hopeless fizzle, after an outlay of over a hundred dollars for +advertising, he can't help but worry! The man isn't born that can find +things slipping away as I had and not worry over it! + +Betty was a real comfort. She said:--"Don't you see, boy dear, that's +just what you need, a lot of trouble?" + +"Huh," I replied, "I'm certainly getting what I need, good and plenty!" + +She smiled, and replied, "That's right, keep your sense of humor. One of +my teachers once said that a sense of humor is a safety valve which +prevents us blowing up from the pressure of too much trouble. You're +going to pull through this all right, and you'll be a better and a +bigger man for the experience!" + +What would I have done without her! I wonder, if the big business men of +the country were to tell the truth, how much of their success they would +owe to some quiet little woman who gave them the right kind of +encouragement and admonition? Whatever success I may have had I'll be +frank enough to admit that I would not have succeeded if it hadn't been +for Betty. + +On the third day of the Sale, we kept the store open till 11 o'clock, +and it was midnight before I left. + +When I had passed Stigler's that morning I had found his windows piled +high with kitchen goods, on which were labels with the regular retail +price. I had stood at the window and looked at the different prices to +be sure that they were genuine, and, surely enough, the prices were +regular. But then I noticed a big sign, hung from above, which read: + + STIGLER'S SATURDAY SPECIAL + + For one day only, every article in this window will be + offered at 25 per cent. off regular price. These goods + are offered for sale, and will really be sold. We are + not offering to give goods away that won't be there! + +I was doing some pretty quick thinking while I was standing there, for, +while only about half the goods in my sale were kitchen utensils, I +certainly had made a big push on those goods. + +At that moment Stigler came along from behind me, walked right up to me, +and said: + +"Howdy?" + +"How are you, Stigler?" I returned. + +"Fine!" he said. "Enjoying the weather! How do you like my little +window, eh? I'm glad to see yer take an interest in what we are doing! +Of course, if you ain't satisfied with what you see there, come right +along inside and I'll show yer me books!" + +"I was just passing your store, Stigler, and, naturally, I looked in +your window." + +"Sure--sure," he said, nodding his head sarcastically, "you fellers have +a habit of passing the store pretty often, don't yer? Quite a clever +stunt you are putting up there, with that automatic give-away-nothin' +idea. Kinder thought I'd start in the cutting line myself a bit. How +d'ye like it?" + +"I don't know what I have ever done to you that you should make such a +dead set on me." + +"N-no?" he returned with a drawl. "Well, I'll just tell yer, young +feller. I've just kinder got a fancy to get some more business, and as +some of the trade seems to be floatin' around kind o' easy like, I +thought I'd just nail it down. And if by any chance some dear +competitor"--and his lips curled in derision as he said this--"happens +to get in the way, well!--I can kinder be sorry for him like, and +perhaps give him a job sometime if he wants one." + +Then I had lost my temper. + +"You're a four-flushing cur, and just as sure as my name is Black, I'll +give you a run for your money! If you think you can scare me, you're +mistaken! And if you want a fight, by George, I'll give it to you!" + +Stigler leaned against the corner of his window and said: + +"My, somebody's been feedin' yer meat, ain't they?" and then he turned +and walked into his store. + +The first thing I did when I got to the store was to tell Larsen I +wanted to put a dollar in the "swear box," and then I told him the +incident. He shook his head thoughtfully, and said: + +"Too bad, Boss, too bad." + +I wished that I had kept control over my tongue! I felt that Stigler had +had the best of the scrap that morning. I felt that he had put it all +over me. I had felt like a scolded boy, and I had probably looked like +one as I marched away from his store with my ears and face burning, +a-tremble in my limbs. + +Larsen had quickly written a sign which said, "30 per cent. reduction +to-day on all goods offered in our automatic sale!" Then he asked me if +I could manage to spare him for a couple of hours. + +"What for?" I asked. + +"I tell you, Boss," he said. "We got a lot of good carpenter tools in +the sale. I want to go to every carpenter in town and tell 'em what we +got. Stigler tries to get sales in carpenters' tools. He got a mad at +you because you put in more stock. I'll tell 'em they can buy +carpenters' tools for 30 per cent. less regular price. That'll hit +Stigler where he lives!" + +I caught a bit of Larsen's enthusiasm. Isn't it remarkable how a man +over fifty like Larsen could have the energy and enthusiasm he showed? I +really thought he was getting younger every day, while I was getting +older! + +When he came back to the store, about 11:30 he was smiling. + +"How did you make out?" I asked. + +"Fine! I got over $60.00 of orders. I promise to put the tools one side. +The folks'll call later in day. Some that didn't order said they goin' +to come in." + +"That's great!" I exclaimed, and my spirits immediately rose. + +"Any business this morning?" Larsen asked. + +"Yes," I replied, "four lines sold out." + +"Kitchen goods?" + +"Yes, all of them. You know that cheap line of enameled frying pans?" + +"Yep." + +"Well, a woman came in and bought twelve of them!" + +"Twelve?" + +"Yep. And then another one came in and bought six! They've been selling +in bunches," and I chuckled. "What are you looking so glum at?" I asked +him suddenly. + +"We got a hole in our plan," he returned. "We oughta say no person buy +more than one of anything. I bet them frying pans in Stigler's now. They +was good at the price. He couldn't buy 'em wholesale to-day for it. I +bet he sell 'em off to-day, and we got none. He got one of our big cards +and plays it himself." + +"I've got the list of goods sold out ready to put in the window," I +said, and passed him over a card on which I had listed the goods which +were all gone. + +"I think," he said, "we better put some more frying pans in the sale and +not say we sold out." + +"That's a good idea," I returned; and we put a half dozen more of our +regular stock on the 50-cent counter. Then we agreed to be cautious +about selling any more articles in "bunches." + +To my surprise, our sales for that third day on the "automatic" goods +were $421.00, so the first three days of our sale netted $504.00. That +sounded encouraging. + +If I could get another $860.00 for the balance of the sale, I would not +have done so badly. I decided that I had planned right in having the +third day sale come on Saturday, for that was always a big day with us. +The reduction had been a substantial one, and yet everything that was +sold had been sold for more than the invoice price. + +Our tool sale had been unusually large; Larsen's trip to the carpenters +had helped that out a lot. + +After the store was closed we made a list of the articles which were +sold out and posted them in the window so that they would be seen the +next day. Over sixty different lines were sold out, and the list was +quite a formidable one. + +Then we drew another big sign, which we placed in the window, saying: + + At eight o'clock Monday this store will be opened, and + the few remaining goods in our automatic sale may be + bought at 4¢ in ten discount, or 40 per cent. reduction + from regular price. As the sale has been a phenomenal + success, we anticipate clearing out the balance of the + goods on Monday. Early comers will secure the best + bargains. + +Stigler springing that 25 per cent. reduction sale on kitchen goods had +unfortunately spoilt a lot of business which I felt sure we would have +had otherwise. We had overcome some of the loss, however, by the extra +push we had made on carpenters' tools. + +When I told Betty about it after getting home, she said: + +"Well, Stigler didn't waste any time getting after you, did he?" + +"No," I said with a grin. + +"And do you know that he says now that your sale has proved a fizzle and +that practically all your goods have been put back in stock again? . . . +_Quiet_," she said, putting her hand on my shoulder, for I was about to +explode with temper. "I suppose no man can be successful without having +a lot of people throw mud at him." + +That evening I was so tired that I fell asleep in my chair. Betty woke +me up by putting her arm around my neck, and saying: + +"You had better go along to bed now, boy dear. Here, drink this--it will +make you rest better"--and I drank a glass of hot milk she had prepared +for me, and went to bed. + +On Monday we had a wonderful clearance. Most of the goods were sold, and +our total for the four days' sale was $1,090.00! + +The boys were all dead tired. I had sent Wilkes about 7 o'clock to get +some hot coffee and sandwiches for us, for we had a continuous crowd of +customers in the store and not one of the store crowd would think of +leaving. We took drinks of coffee and bites of sandwiches in between +serving customers, and the coffee was all cold before we got through +with it! + +You will remember my telling that I had discharged Myricks and that he +had gone to work for Stigler. Well, Stigler had fired him after a couple +of weeks, saying that he had found out all he knew and had no further +use for him. Myricks had been looking for a job ever since, and, as I +knew I would have to have some extra help for the sale, I put him on +again. In fact, I had told him that, if he behaved himself I might be +able to use him for the winter, for it had been tremendously hard work +for our little force to take care of the business, and I had felt that +if we had another clerk it would relieve me to do some more planning, +and might also allow Jones or Larsen to do some soliciting for business; +for I hadn't forgotten what that pencil sharpener man had told me, and +had decided that, after the sale I would go. + +Well, Myricks had started on Thursday morning, and had seemed to be +working well. I had noticed, however, on the following Monday, that he +didn't ring up one of his sales. He had sold over $6.00 worth of goods +and I had seen him put the money in his pocket and go after another +customer. + +I called him to one side, later in the day, and said: + +"Myricks, why didn't you ring up that sale?" + +He went red, and then white, and said: + +"Er--er--you see--I'll tell you--that other customer was impatient and I +wanted to get to him quickly and I thought it would save time and I +could ring it up later." + +"Don't do it!" I replied sharply. "Ring up every sale as you make it!" + +We were too busy to dispense with him then, but I wondered--I +wondered-- + +When we closed the store Tuesday no more goods were left! The sales that +day had been $427.00. + +Of course when I say there were no more goods left, I mean there were +perhaps thirty or forty odd items left, but I was certain that they +would be all sold out the next day. + +The total for the sale had been $1,517.00. My advertising had cost me +$127.00, so that my net cash from the sale was $1,390.00. That showed me +a cash profit of $24.00. But, gee whiz!--didn't that bank account look +good! + +I planned to take up that note of $1,000.00 at the bank, right away. It +would seem good to get rid of that. And I was going to Barrington and +pay $250.00 on that $1,250.00 loan for which he had taken a mortgage on +my farm. + +Gosh, it did seem good to have some money, although after I had taken +$1,250.00 from $1,390.00, there wouldn't be much real cash left. Still, +I hadn't been buying much, and my bills were unusually small that month. + +When I got home I rushed into the house, took hold of Betty and swung +her around several times, and sang my little song--"Half-price day is +over and no more goods are left!" We behaved like a couple of kids. + +She thought I would be making a mistake to pay off that thousand dollars +at the bank. She thought I ought to leave $500.00 of it, for she said I +wouldn't have enough money to pay my month's bills and would have to +borrow again. + +"Well, they'll let me do it, if necessary," I said; "and besides, I'm +not paying interest on what I am not borrowing." + +"Perhaps you're right," she said with a laugh, "and now come and get +your dinner." + +Dinner, at 10:30 at night! However, what's meal time when you're busy? +How I pitied those poor fellows who don't get heart and soul into their +work. Time surely does fly when you do! What a shirker I had been when I +had worked for Barlow! The days had seemed long then. + +I gave all my fellows a special bonus that week for the work they had +done. I gave Larsen $10.00, Jones $6.00 and Wilkes $3.00--that is, an +extra half week's pay. + +Myricks had gone. In spite of being busy I had gotten rid of him that +Tuesday. I had caught him again putting money in his pocket, and Mr. +Pinkham, who bought a saw, also told me that he had noticed Myricks +didn't ring up the money. + +I had kept my eye on Myricks, and then, when there was a little lull in +trade, I had called him into my little office and ordered him to turn +out his pockets. + +"What's that for?" he asked impudently. + +"I want to see how much money you have got there," I said. + +"I don't see that it's anybody's business what money I have got in my +pockets," he replied. + +"Well, it has something to do with me," I returned sternly, "for you +told me yesterday you were carrying my money in your pockets. Now, I +insist on knowing what you have got in your pockets." + +"All I've got is money of my own, and I don't see that it's any of your +business!" + +"You are going to turn out your pockets before you leave this office," I +said angrily. My voice was raised and the others in the store were +gazing in our direction. "If not, I'll call a policeman." + +"Call him in and be damned," he said, and he struck at me. + +I lost my temper, and for once I was glad of it, for I landed on him and +hit him fair and square under the jaw. He fell against the desk, +upsetting a vase full of flowers that Betty had put there. He got up, +holding his head, and blood was trickling from a cut in his cheek where +he had caught the edge of the desk. + +I was so raging mad that I was prepared for almost anything. + +"Now, damn you!" I said with a snarl, "turn out your pockets _quick_!" + +He did so, and I found $37.00 there. + +"It's my money," he said surlily. "It's my money! You touch that money +and I'll have the law on you!" + +I picked up the money, put it in my pocket, and said: + +"Now, I'll give you just five minutes to get clear out of my sight! +Before you go, let me tell you that customers have seen you putting +money in your pocket, and I have seen you also. Just let me have one +peep from you, now or any other time, and I'll have you in jail! Now, +beat it!" + +I opened the door and he slunk out. + +"I'll get you yet," he growled as he left. + +I had lost my temper, I knew I had; but I was mighty glad I had; for I +felt if I hadn't I wouldn't have given him the lesson he deserved. And +incidentally, I had learned another lesson, and that is, never rehire a +discharged employee. Then and there I determined that, so long as I was +in business, if an employee ever left me for any reason whatever, I +would never reinstate him. He would be through forever. + +[Illustration: "I WAS SO RAGING MAD THAT I WAS PREPARED FOR ALMOST +ANYTHING"] + +When I got home that night, Betty remarked: + +"Why, look at the knuckles on your hand! They have blood on them! What +have you done?" + +"Oh, I just knocked into the cash register $37.00 which was walking out +of the door," I returned jauntily. And then I told her the whole story. + +She came over and kissed me and said: + +"Good boy!" and her eyes flashed as she said it. "I'm proud of you!" + +Those four words meant more to me than the success of this sale. + +Betty and I went to Boston the next day. I wanted to call at Bates & +Hotchkin's to buy a few things I needed, and also I wanted to call on +Mr. Barker, to whom Mr. Sirle had given me a card of introduction some +time ago. I intended that we should have a nice little dinner, and take +in a show and stay at a good hotel for the night and come back the next +day. All by way of celebration. + +"You are an extravagant man," said Betty severely when I told her this. +"What train do we leave by? I'll be ready." + + + + +CHAPTER XIX + +A TRIP TO BOSTON + + +We had a great time in Boston. In the evening we went to see "Pollyanna" +and I told Betty I had fallen in love with Patricia Collinge. + +"I'll get jealous," she said, and squeezed my arm. + +When we reached the city I called on Bates & Hotchkin, ordered some +goods, and told them about the sale. I had a talk with Mr. Peck, the +credit man who called on me the time I had had trouble paying my bills. + +"That was fine," he said, "but pretty risky work--pretty risky work. You +succeeded with it all right this time, but next time I wouldn't risk so +much on one sale. + +"By the way," he asked, "how much did you sell during the period of the +sale, other than the reduced-price goods, or does that $1,517.00 include +the sale of regular goods as well?" + +"Oh, no," I replied. "That represents the money we took in from the +goods which were reduced. I haven't figured yet what the sales for +general goods were the first three days of this week, but I know that +last week we sold $824.00 worth of goods, so that we had a sale on +general goods of $320.00. Our sale really helped rather than hindered +our general turn-over." + +"Splendid," he said. "To what do you attribute mostly the success of the +sale?" + +"Well, I don't know. But I do know that the enthusiasm of my fellows +helped a lot, and the help I got from Fellows of the Flaxon Advertising +Company. In fact, I think everybody had something to do with it. I know +Mrs. Black did," turning around to Betty. + +"I usually find," said Mr. Peck, "that, whether it's success or failure, +there's a woman at the bottom of it." + +The next morning I went to see Mr. Barker and presented the card which +Mr. Sirle had given me. Barker had a fine, big store on Summit Street. I +rather expected to get just an ordinary, formal reception, for I figured +that he must be a very busy man. To my surprise, he gave me a lot of +time. He was a most interesting man. I apologized for taking up his +time, saying: + +"I mustn't keep you, Mr. Barker, for you are such a busy man and have a +lot of things to attend to." + +"Oh, no, indeed, Mr. Black," he said. "I always figure that the head of +a business should always have plenty of time on his hands. I arrange my +work so that I can go any time I wish to have a round at the links. I +believe one of the earmarks of a true executive is his ability to slam +down the lid of his desk--that is, assuming he is so old-fashioned as to +have a roll-top desk--beastly things, they are. I think a roll-top desk +is an invention of the devil to induce lazy people to shove work into +pigeon holes instead of doing it! Roll-top desks are one of my pet +aversions. As I was saying, I think one of the earmarks of a real +executive is his ability to leave his business at any time and know that +it will run safely. An executive must reduce work to routine as much as +possible. He must do the _thinking_ and let others do the _doing_. It +is easy enough to get people to do things when you tell them what to do. +I remember," he said, reminiscently, "hearing a speaker once say that +the value of a man, from his neck down, was limited to $2.50 a day, but, +from his neck up, there was no limit to his value. Now, an executive +uses his body from his neck up, to plan work for other fellows to do +with their bodies below the neck." + +"But, of course," I said, "you've a big business here. You can hire +plenty of fellows to do all you want." + +"True," he said, "but remember, it was not always a big business; and, +however small your business may be, you can plan to let others do the +less important work, and keep the more important work for yourself. Of +course, the most important job any retailer has is to buy right, and to +plan his sales policies and methods and advertising." + +Mr. Barker's desk was on a kind of mezzanine floor, from which he could +look all over the store, and while he was talking I noticed that his +eyes constantly roved over it. + +At one time he suddenly broke off in the middle of a sentence and +pressed a button on his desk. A stenographer appeared and he asked her +to send Riske to him. In a few minutes a young fellow appeared and stood +before his desk. + +"Jim," said Mr. Barker, "you had a customer a few minutes ago who wanted +some automobile accessories." + +"Yes, sir," replied Jim. + +"When he came into the store he stood just inside the doorway, and kept +glancing sidewise at his car?" + +"Yes, sir." + +"Well, instead of going to him, you looked at him and waited for him to +come over to you. Now, never do that again, for it is bad salesmanship. +We want to express to our customers by our words and actions that we are +glad to have them visit our store, and that we approach them more than +half way. Now, for us to stand still and make a customer walk right up +to us at the end of the counter is not expressing that attitude, is it?" + +Jim was silent. + +"Whenever a customer comes into the store, always go to him. The very +act of walking toward the customer makes him feel more at ease; and +incidentally, when you get a customer like the one you had, don't ask +him to come to the rear of the store as you did, for he was nervous +about his car. Instead, you should bring the article to him--that is, if +it is some small article that can be easily brought. + +"Now, this is apparently only a little matter, but you know most big +things are made up of a bunch of little ones, aren't they? If you'll +just remember that, Jim, I'll be much obliged to you." + +And with this kindly admonition he dismissed Jim. + +I wished I had the ability to give helpful suggestions like that. + +I made some remark to Mr. Barker about that, and he said: + +"If my salespeople are not successful, I am to blame, not they. I am in +my position because I have, or am supposed to have, more knowledge of +business and selling than they, and it is up to me to pass my knowledge +out to them, and to help them to become better salesmen. I believe +that, if ever a man wants to find out who is responsible for his +failure, he should look at the fellow he shaves in the morning." + +"But come," he said, putting on his hat, "won't you come and have lunch +with me?" + +And this big, busy retail merchant, who was not too big or too busy to +take me, a little dealer in a small town to lunch, took me over to the +Exeter House, where we had an excellent dinner, and a most enjoyable +chat; after which he took me over to the association rooms, which I had +for some time wanted to visit, where I met some other likeable fellows +in the hardware business who happened to be in town. + +I wished I could have stayed longer to talk with some of the interesting +men there, but I felt we ought to get back to Farmdale; so I tore myself +away, feeling, however, that our joy ride had proved to be of practical +dollars-and-cents value to me. + + + + +CHAPTER XX + +A SUCCESSFUL MONDAY MEETING + + +My Monday night meetings were proving very beneficial, and one, in +particular, had been very interesting. It had been something of an +innovation. + +The secretary of the hardware association had been in town, and I had +asked him around to the house for lunch; and while there, I had told him +about our weekly meetings. He thought it was an excellent idea. + +"You are doing a good thing," he said, "and you'll get a lot closer to +your boys. They work better for you, don't you know." + +It was Betty who had suggested the idea. It hadn't occurred to me at +all. She was in the kitchen, getting the lunch ready, and I didn't think +she was paying any attention to what Mr. Field and I were talking about. +Then, as she was placing the lunch of chops and grilled sweet potatoes +(grilled as only Betty can grill them) on the table, she had remarked: + +"If Mr. Field is staying in town to-night, why not ask him to attend +your meeting with you?" + +"That's a dandy idea!" I returned enthusiastically. "Will you come, Mr. +Field?" + +And the big, rosy-faced, jovial secretary chuckled and said: + +"Very glad to." + +I had been told a number of times that Mr. Field was one of the +best-natured men in the world, which perhaps accounted somewhat for his +success. His readiness to comply with my request tended to show that +what I had heard about him was true. + +"And, boy dear," said Betty sweetly, "Mr. Field has several stores of +his own. Why not make him an ex-officio member of the company for +to-night? Perhaps he could give you some good ideas on selling." + +"Say, that's bully!" I cried, smacking my knee. "I'll tell the boys this +afternoon!" + +Betty smiled: + +"Wouldn't it be just as well to ask Mr. Field first, if he would do it?" + +"Why, yes, of course," I replied, blushing. "How careless of me! You +will, won't you, Mr. Field?" + +"Only too glad to be of service," he returned, "if you think there is +anything I can say that will help them." + +"I'm sure there is," I said impetuously. + +We then settled down to our lunch. A few minutes later Betty suggested: + +"Won't it make it pretty late for Mr. Field to get his dinner after the +meeting, since it doesn't start until 6:30?" + +Then a brilliant idea struck me. + +"Betty," I asked, "will you make us coffee and buy some doughnuts and +send them down to the store about quarter past six? That will keep us +from starving until the meeting is over." + +Well, we had our coffee and doughnuts before the meeting started. Mr. +Field had a chance to mix with the boys, and got them all into good +humor. Then the meeting was called to order, and I announced that, +before Mr. Field began to talk, we would clean up any left-over matters. + +I brought up the matter of the Cincinnati Pencil Sharpener agency. The +boys seemed to fight shy of doing any outside selling, and I, in a fit +of bravado--caused, I think, by the keen twinkle I saw in Mr. Field's +eyes--said: + +"Well, I'll tell you what I'll do. I'll go out myself to-morrow, and see +what can be done with it. If I start the ball rolling, you fellows will +follow it up all right, won't you?" + +And this was agreed to--somewhat half-heartedly, I must say. + +Wilkes, who was delivery and messenger boy, and general boy of all work, +then asked if it wouldn't be a good idea to sell toys at Christmas time. +Jones laughed at this; but Larsen said nothing. I, myself, thought the +idea rather ridiculous, although I didn't say so, of course; but a +glance at Mr. Field's face showed me that he didn't think the idea was +foolish. + +"Tell you what we'll do," I said. "Let's leave that until next week, for +we want to have some good ideas from Mr. Field while we have him here." + +Mr. Field, in his good-natured, friendly manner, started in by inviting +us to interrupt him at any time and ask any questions we wanted, because +he wasn't going to make a speech, but was just going "to talk." + +I wish I had put down verbatim what he said; but, as I didn't I will +outline the main points he brought out--and some dandy pointers on +selling he gave us. + +He was talking about courteous service to customers. + +"Courtesy is something more than mere politeness," he said. "You have +to have the real feeling of wishing to do something for the customer, +and you have to show the customer you want to help him by every word and +action. Such a feeling, don't you know, will make you, when you see a +customer coming, go to him instead of standing still and waiting for him +to come to you." + +"That's just what Mr. Barker was telling me last week!" I exclaimed. + +Mr. Field then spoke about introducing other lines to the customers +while they were waiting. + +"Have you ever noticed," he said, "when you go into a store to buy +something and you are waiting for the parcel to be wrapped, or waiting +for your change, that the salesman will usually make some remark about +the weather, or talk about the ball game, or the election returns? +That's all right and very interesting, perhaps, and it helps to make the +customer like the salesman. But it would make the cash register work +harder--and you know, boys, there's no Society for the Prevention of +Cruelty to Cash Registers--if, instead of talking about the weather, or +something of that kind, the clerk talked about something that might make +the cash register 'ting.' See what I mean, boys? Instead of saying, 'A +nice day, isn't it?' why don't you say 'This is a nice safety razor,' or +'do you use a safety razor?'" + +Larsen broke in with: + +"You ask him to buy something after he got what he wants? He get mad? +no?" + +"Well," said Mr. Field, "he might, if you were to say to him, 'Wouldn't +you like to buy this safety razor?' But, of course, you would merely +pass the safety razor over to him, as you mention it, saying, perhaps: +'This is a new kind of safety razor which works differently from the +ordinary kind--what do you think of it?' You do not ask him to buy it; +but you just try to get him interested in it. The difference between +being interested in an article, and wanting to own it, is one of degree, +and not of kind. See what I mean? + +"There is another thing that's helped sales in my own stores very +much--the use of suggestion. Whenever a customer buys anything, we +always suggest something that can go with it. For instance, I sell +stationery. Suppose a customer comes to our stationery counter and asks +for a box of note paper. We always suggest post-cards, blotting paper, +pen and ink, or anything else that is associated with the goods she has +purchased. + +"If a customer asked for a safety razor, don't you think it would be +poor salesmanship not to offer him something else? A machine could do +that much. But it takes a real salesman to sell him something else and I +know you boys are real salesmen. You mustn't have the customer feel that +he's been forced to buy something he doesn't want, but make him pleased +with his new purchase. When you're asked for a safety razor, and have +made this sale you should ask him what kind of shaving soap he uses, or +tell him that you have some good shaving brushes which will help to make +his shaving comfortable. If a man buys nails, suggest a hammer; if he +buys screws, suggest a screw-driver. It doesn't matter what you're +selling, there is always something you can suggest that will go with it, +and which is quite natural to suggest. I tell you, boys, a customer +will very often thank you for reminding him of something that he wants." + +Larsen brought up a problem, and the way Mr. Field answered it, I +thought, was fine. Certainly it was something I never would have thought +of, and I knew that none of the boys would have known how to get around +it. + +Said Larsen: "A lady, she come in the other day and ask for an oil lamp. +I show her a nice one, bronze finish. But she says no, she want brass +finish. We don't carry brass finished lamps--no call for 'em. I tell her +bronze finish is better, keep cleaner and more stylish. But no, she +won't have it. She want brass finish and I couldn't sell her. What would +you do about it?" + +"Of course," replied Mr. Field, "you can't sell to everybody. Some folks +have certain likes and dislikes, and it's a waste of time to try to +change their whims and fancies. I don't think I would have tried to +swing her into line on the question of the finish of the lamp, I would +have ignored that altogether and talked about some other advantages of +the lamp. Do you see what I mean? Here, how's this? Instead of talking +about the finish, why not say: 'Yes, madam, it's just a matter of taste +whether you prefer brass or the bronze finish. Most people prefer the +bronze and that's why we keep it. I know the brass finish looks well +but, after all, it's only a small matter. Isn't it more important to get +a lamp that does its work properly? Just notice this duplex burner,' and +then I would go on to describe all the other features of the lamp, its +burning qualities, its economy, its durability, and things of that kind. +You see, I would have tried to side track that objection to the finish +of the lamp by talking about other things. If necessary you could tell +her that she wouldn't have to clean the bronze finish as often as she +would the brass. Now, if that isn't clear to you, Mr. Larsen, say so. +Don't hesitate to speak up. You know I get more out of this than you +boys do, if you ask questions." + +As no one asked a question Mr. Field went on: + +"I don't believe you should argue with a customer on something which is +a matter of taste or fancy. If it was something about whether or not the +lamp gave a good light, you could prove that it would, for that's not a +question of taste, like the color or finish. In my stores we make it a +rule to give way to the customer on little matters. That makes him feel +good tempered, don't you know, and it's easy then for us to win our +point on something important if its necessary to getting the order." + +"I saw in one of the Sunday papers," remarked Jones, "an editorial which +said to give way on little things, and you will gain the big ones." + +"That's about the idea," replied Mr. Field. "I think that's very well +put." + +There was one other point that Mr. Field brought out, and one on which I +was not certain whether he was right or not--the advisability of showing +better class goods all the time. He said that if he had a store like +mine he would want to offer solid silver goods during the Christmas +trade for presents, and nice cases of cutlery. + +"Don't you know," he said, "that people in this town buy those nice +things? If you go into the better-class homes you will find beautiful +silverware, and cut-glass, and expensive cutlery, and all that kind of +thing; but they don't buy them in the town because your business men +seem afraid to stock up on really good stuff like that. When folks want +that good stuff, they have to go to the big cities for it." + +"Think of the money it runs into, though," I said. + +"Yes, but think of the extra profit you make by it." + +"Huh," interjected Larsen, "that sounds nice, 'extra profit.' Suppose +you don't sell the goods! There you are flat on your back, with a lot of +expensive silverware and things on your chest!" + +We laughed at Larsen. When order was restored, Mr. Field said: + +"With a little maneuvering it is possible to get such goods on +consignment. We make a point, in all my stores, of offering the best +goods we have to the customer. It's easier to come down than to go up, +don't you know. I know a store in a small town, that never used to sell +pocket-knives for more than fifty cents. They told me they didn't think +it possible to sell anything more expensive, there, forgetting that +there was a lot of money there. A salesman one day got them to put in a +line of pocket-knives selling, retail, up to $2.00 each. They were +afraid of them, in spite of the salesman's confidence that they could +sell them, if they showed them so the salesman finally agreed to send +them a lot on consignment. That was--let me see--a couple of years ago. +When I was in the town a few days ago, I was talking with the owner of +that store and he told me that now they very seldom sell anything less +than 50 cents, and that their average price for pocket-knives is a +dollar to a dollar and a quarter. He said they sell a lot of them up as +high as $3.50 each, and they sell more knives now than ever they did +when they carried only cheap ones." + +A buzz went around the store from my little force as this fact sunk +home. Then Mr. Field sat down, and we broke into hearty applause. + +Larsen got up, before we closed, and suggested a vote of thanks to Mr. +Field for his most instructive talk, which suggestion was followed out; +and the meeting then adjourned. + +I felt that it was a mighty good thing to have an outsider come in and +talk like that, and I decided to try to get some people to do it. Barlow +was a mighty clever man, but I thought some of these little stunts I was +pulling off were better than anything he could think of. + + + + +CHAPTER XXI + +A POOR SALESMAN + + +The next day I called on a number of people in the town that I knew and +some that I didn't know, with the Cincinnati pencil sharpener. + +I had delivered the eighteen, that Downs sold, when they arrived, and +since then I had sold only one other. I had begun to wonder whether I +had done right in buying that eighteen extra, for the Cincinnati man +evidently had sold pretty well all the people in town who wanted pencil +sharpeners--or so it seemed to me. + +I plugged hard all day,--and sold one sharpener! I started off soon +after nine o'clock and made my first call on Jerry Mills, who was a +certified public accountant. We knew each other very well, so I got +right down to business when I went into his office, and said: + +"Jerry, I want to sell you a pencil sharpener. It's a dandy, and I know +you'll like it," and then I brought out the Cincinnati. + +"Glad to see you, old man," replied Jerry, "but I've already got a +pencil sharpener. I bought it in Chicago, when I was there some time +ago. Very similar to yours, isn't it? Well, how's business?" and we then +drifted into general talk. + +I spent about half an hour with him; but, of course, as he already had a +pencil sharpener, I couldn't sell him another one. + +My next call was on Dunn, who ran a clothing store. I knew Dunn by +sight, but I didn't think he knew me. I walked up the three flights and +back to the rear of the building, and stopped in front of the railing of +his office. I waited for two or three minutes, and then a boy came in +and asked me what I wanted. + +"I want to see Mr. Dunn," I said. + +"What about?" asked the youngster, rather impudently. + +"You tell him I'm--" and then I hesitated, and I said to myself that I +wouldn't tell him I was Dawson Black. "Tell him that a salesman from +Dawson Black wants to see him." + +A minute or two later the boy returned. "Mr. Dunn says whatdeyuh want +ter see him for?" + +"Tell him I want to show him a new pencil sharpener that we have just +got the agency for." I was a little bit exasperated. + +The young demon grinned and said, "A'right," in a funny manner, marched +into the private office and returned, it seemed without pausing, saying: +"Nuttin' doin'." + +I hesitated as to what to do, when he added: + +"'Tain't no use. Boss got a grouch on this mornin'." + +I remembered the rude reception I had given the Cincinnati pencil +sharpener man when he called on me, and the way he had come back at me, +and I said to myself that, if I could only see Dunn then I'd give him +the same kind of medicine. While I stood there wondering what to do, my +wish was gratified, for Dunn's door flew open, and out he came +hurriedly. He was short, stout, red-faced man, almost bald, and has +bristling red whiskers. + +"Oh, Mr. Dunn!" I called. + +He turned around and snapped: + +"What do you want?" + +"I am from Dawson Black's--" + +"Oh, I know all about that. We don't want any pencil sharpeners. Didn't +the boy tell you?" + +"Yes, but--" + +"Then what the devil are you waiting for?" + +I gulped and replied, "Nothing." He turned and walked away. + +Let me confess it. I was afraid of him! I hate to admit it, but I was. I +went down the stairs, feeling like a naughty boy who had been +spanked--and yet he was altogether in the wrong! That little experience +gave me a lot of sympathy for traveling salesmen, and also made me +realize that those salesmen who called on me were bigger men than I was. +And I realized that Dunn was a bigger man than I was, in spite of his +rudeness. I could no more have answered his insolence, the way Downs +answered mine, than I could have flown to the moon. + +That reception knocked most of the heart out of me, and I wasn't very +cheerful when I called on Blickens, the president of the bank. I picked +him out because I figured that, at least, he would be civil to me. + +When I told him what I had come for, he said: + +"We have several of those around here, but--send one around." He put his +hand in his pocket and passed me a dollar bill. I thanked him and +retired, but I knew in my heart that he didn't want one, and that he had +given me the order just to get rid of me, without offending me or +hurting my feelings, because I was a depositor in the bank. I felt like +a panhandler. + +And that was the result of my morning's work. It was getting along +toward twelve o'clock, so I went home for lunch. + +I made only two calls in the afternoon, both on people I knew. In each +case they said they would be glad to buy one if it would help me, but +really they--dash it all, I didn't want people to buy things of me just +to help me! So I told them I didn't want them to have it, and I'm afraid +I was very bad tempered. + +When I got back to the store, Larsen asked: + +"Well, Boss, how did you make out?" + +"Oh," I replied, "I haven't been very busy. I only sold one. But I +haven't really worked very much. I've been kind of doing some visiting." +And I felt all the time that Larsen knew I was lying to him, for I +certainly did work hard, and I felt more nervously tired that night than +I had been for a long while. + +I told Betty about my experiences. "Poor boy! Never mind, boy dear," she +said, "forget it now. Take off your shoes and I'll bring your slippers +for you." She brought me my slippers and my old meerschaum pipe, which +she had filled, and placed it between my teeth, and lit a match for me, +and then sat on the floor beside me. It was fine to have a wife like +Betty to buck me up! She certainly gave me back my self-respect. + +Never again would I be rude to the fellow who called on me at my store. +I wish every store owner would try the work I did that day. I think +there'd be more kindliness and courtesy in the relationship between +buyer and salesman. Barlow was a kind-hearted man, but even he wasn't +always courteous when he was busy or didn't want to talk to a salesman. + +As I was leaving the house the next morning Betty asked me: + +"Boy dear, did you read this little booklet?" It was the booklet which +Downs had left me. I had forgotten all about it. Going down to the +store, I glanced at it, and realized then, that my methods had all been +wrong, and that probably I had been to blame for my failure the day +before. + +For instance, it said: "The name of the firm and of yourself are of +secondary importance in selling the Cincinnati pencil sharpener. It is +what it will do that counts. When calling on a prospect, don't say, 'Can +I sell you a pencil sharpener?' but ask him to lend you a pencil and +tell him you will show him how he can keep it pointed easily and make it +last longer." And then it went on to explain how to demonstrate the +device. "In brief," it said, "show the prospect how the sharpener +works--for preference get him to sharpen a pencil for himself; and then, +when he once sees how easily it operates, he is more than half sold. +Then talk about the price." + +And I had done just the opposite! I first of all had told where I was +from, then that I wanted to sell them a pencil sharpener, and I hadn't +demonstrated it at all! I realized when I read the book that the trouble +was that they had made up their minds not to buy before I had a chance +of telling them what it was. I decided to try again, following the +suggestions in the book and see if it worked any better. + +One good point I learned from the book, which I put on the schedule for +the next Monday's meeting, was that a salesman should always get the +customer to see for himself how a thing works--that, when you get him +to handle it, it helps to make the sale. Thinking of this reminded me of +the time when Betty's kid sister had visited us. I had asked her if she +would like to have a doll, and she had said yes, but she hadn't seemed +particularly keen over it. Then I had pointed one out to her when we +were passing Riley's store--he ran a stationery store, and sold dolls, +school supplies, and toys as well--and she had thought it was a nice +doll, but I had had no difficulty in getting her to come to the office +with me first. But later on, when I took her into Riley's and she had +got a big doll in her arms, I couldn't take it away from her to get it +wrapped up! No, sir-ree, she had just hung tight to her doll, and +nothing could induce her to part with it, and she had carried it away +without having it wrapped. + +Now, that was interesting, wasn't it? When I had just spoken to her +about the doll, her interest was only mild. When she had seen it her +interest was a little stronger. But when she actually had got it into +her hands her desire was uncontrollable. I could see how the same idea +would work out in selling goods to customers. If we simply told them +about the goods, there would be only a passive interest. If we pointed +the article out to them in the case, it might be stronger, but still not +strong enough to make a sale. But if we put the article right into the +customer's hands and told him to see for himself how it worked I could +readily see how it was going to make the desire to buy much greater than +anything else could. + +I remembered, too, how Weissman, one of our neighbors, had been talking +for a long, long time about buying an automobile, but had never reached +the point of actually paying out the money for it. Well, a friend took +him out in a car one day and showed him how to drive it, and Weissman +came back so keen about having a car that he ordered one the same day, +with instructions to have it shipped rush! + +We'll adopt that idea as a rule at our next Monday night's meeting. + +A day or two later, I again tried my hand at selling pencil +sharpeners--and I sold five! The fellow that wrote that little book on +how to sell Cincinnati pencil sharpeners had known what he was talking +about, all right. + +The first man I struck was Blenkhorn, who ran the meat market. He was +considered the meanest man in town. I had make up my mind to start with +a good, tough customer, because I wanted to give the new plan a thorough +test, and I felt that if I could sell to a tough one I could sell to +anybody. Well, the toughest customer I could think of was Blenkhorn, so +I started on him. You see, I had my courage back. + +Well, I went into his store. Blenkhorn nodded to me. "Hello, Black," he +said. + +"Hello, Mr. Blenkhorn," I returned. "How many pencils do you use in a +year here?" + +"Pencils? I don't know, I'm sure, but I think my people eat 'em. I'm +everlastingly buying 'em." + +"Suppose I could tell you a way to make them last about twice as long." + +"H'm! If you can tell me how to make these people more careful with +pencils, I'll be mighty glad to know it." + +"Well, I'll show you," and here I put my sharpener on the counter. "You +know," I said, "when a man sharpens a pencil what a lot of wood and +lead he cuts away?" + +"Cuts away? Why, here they hack 'em all to pieces! But what's that +contraption?" + +"I'll show you. Just lend me a pencil." He passed over a pencil that +looked as if the wood at the end had been bitten off, instead of cut +off. + +Blenkhorn was watching my actions rather curiously. I put the pencil in +the sharpener, gave it two or three turns, and out it came with the +point nicely rounded and sharpened. + +"You notice," I said, "that it didn't cut away any of the lead at all, +only the wood." + +"H'm," he returned, and then he walked away and came back with a half a +dozen more pencils. "Let's see it sharpen some more." + +"Go ahead, try it yourself, Mr. Blenkhorn." + +I held the outfit firmly and he sharpened one after the other. + +"H'm," he said again. "How much is that thing?" + +"Only a dollar." + +"You can buy a lot of pencils for a dollar," he mused. + +"That's true," I replied, "but you'll save a lot of dollars by the use +of this." I had got that from the chapter in the booklet headed: +"Answers to objections." + +"Send me one of those, Black," said Blenkhorn. "I'll try it." + +"Thank you, Mr. Blenkhorn," I said. "By the way, do you want any +butcher's supplies now. I have some mighty good knives." + +"No, I have all of those I want. Oh, the missis did tell me to go down +to Stigler's to buy a good short-handled ax for splitting kindling." + +"I'll save you the trouble and send it down for you, right away." + +"How much are they worth?" + +"Dollar and a half." + +"The last one I got cost me only a dollar." + +"How long did it last?" + +"Not long. The blamed head kept coming off." + +"Well, I'll sell you one for $1.50, and guarantee the head won't come +off, and if it does I'll replace it for you free of charge." + +Without further words, he went to the cash register, took out $2.50 and +handed it to me, saying with a grin: + +"You're right after business, aren't you, Black? Good luck to you." + +Well, I found that this method worked well, and I sold five sharpeners +during the day--six in fact, for when I got back to the store I found +that they had sold two more, and one of them had been to Blakely, the +lawyer, on whom I had called earlier in the day, and who had said he +might get one later on. Evidently he had changed his mind, and dropped +into the store when he was passing by. In addition to the sale of the +sharpeners, I had sold $11.00 worth of other things. That was going +some, wasn't it? + +And to think, if it hadn't been for that little book, I would never have +started the plan! + +Well, we all seemed to have the pencil sharpener craze, and I was glad +of it, and determined to push pencil sharpeners all I could, if only as +a kind of thank-you for their putting me onto a new channel of getting +business. + +I met Barlow as I was coming home. I told him what I had done, and how I +had got the order for the ax which Stigler would have had. He laughed +heartily at that, and said he was very glad to hear it. + +"I think you're going to make a real big man yet, Dawson," he said. "Is +Stigler still hurting you with his mark-down prices?" + +"Yes, he is," I confessed. "But I think I've got a plan that's going to +put it all over him." + +"What's that?" + +"I'm going to start using trading stamps." + +"What-at!" he said, in a surprised tone. + +"Yes," I continued. "The man was to have come last Thursday; but he had +to leave town Wednesday night, and he wired me that he was coming up +to-morrow, and I'm going to take them up." + +Barlow stopped short in the street, swung me around until I was facing +him, and said in a stern tone: + +"Young man, do you know what a fool thing you are trying to do?" + +"Fool thing nothing!" I returned. "And I don't see how you are able to +judge that." I rather felt that he was butting in where he had no +concern. + +"You're right," he said, "it's no concern of mine at all. But for +heaven's sake, lad, think twice before you tangle yourself up with +anything like that." + + + + +CHAPTER XXII + +STIGLER PREPARES ANOTHER BLOW + + +When I told Fellows about my trading stamp idea, he suggested that I +think over the question once more, before taking them up, and he asked +if he could be present at the interview when the Garter trading stamp +man came around. + +It was hard to tell what to do. I thought trading stamps were a good +thing; but Fellows of the Flaxon Advertising Agency apparently didn't +like them, and Barlow didn't either. When I talked it over with Betty, +first she said, "Don't touch them at all," then she said, "I don't know, +try them!" Finally she said she didn't know what to think of them. The +decision was, after all, up to me and no one seemed to know much about +them. + +Well, I agreed to think it over again, and when Bulder, the Garter +trading stamp man, came, I put him off until the next day. Fellows was +going to be there when he came, and I thought I'll let those two have it +out and put my money on the winner. + +Stigler was up to a new dodge. + +Until the first of the month there had been a small men's furnishing +store next door to me. Well, Dorman, who ran the store, had ended by +running it to the wall. Poor fellow, he'd been in that location for over +forty years, and at the time was a man of nearly seventy. He never had +done much business, at least not since my knowledge of him, and, towards +the last, the place had been getting seedier and seedier each month, and +finally he had had to give it up. He told the Mater--he knew her quite +well--that he never had made over $20.00 a week in the store, and, after +paying up all his debts, he had less than half the money he had +originally put into the business. + +"I'd have been much better off clerking for some one else," he had told +the Mater, "for I would have saved a little money. As it is, here I am, +three score and ten, and, if I live two years more, I'll have to go to +the poorhouse, I suppose." + +Old Dorman had made me think pretty seriously when he got out. I was +wondering how many more small storekeepers were in Dorman's position; +how many of them had bungled along from year to year, making a bare +existence; I hoped I could do better than that! It had made me feel the +need of not only keeping up-to-date, but up-to-to-morrow in business +ideas. I remembered what Barker, the big hardware man in Boston, had +said to me when I asked him why there were so many little stores, after +he had mentioned that there were a lot of little stores which were not +represented in the association. + +"The reason," he returned, with a sad shake of his head, "is that the +men who run them are little. They wear blinkers all their lives. Their +outlook is extremely narrow. They never grasp what is going on around +them. They don't keep up to date in their ideas and methods of doing +business. They never grow, but remain little all their lives." + +But I started in to tell what it was that Stigler did. That afternoon, +to my surprise, I saw him in Dorman's empty store with a carpenter, +measuring the floor space. When he came out I was on the doorstep +bidding good-by to Betty, who had dropped into the store to remind me +that I was to take home some cheap kitchen knives. + +"Hello, Black," called Stigler, as he came out of the store. At the same +time his lips gave that contemptuous curl which always got under my +epidermis. + +"Hello, yourself, Stigler," I replied. + +"Well," he said, stopping for a minute in front of me, "you and me's +going to be pretty close neighbors, Black, ain't we?" + +"What do you mean?" I asked. + +"I've just rented old Dorman's store. You know, I think there's room in +this town for a good five-and-ten-cent store, specializing on kitchen +goods. This looked like a good location to me, so I'm just going to try +it out. Open up the first of the month." + +"Fine," I said. "Good luck to you!" putting as much heartiness into my +tone as I could. And then I went into the store before my rage, and let +me say, anxiety, should show themselves to Stigler. + +"Gee whitakins!" I thought. "A five-and-ten-cent store, next door to me, +specializing in kitchen goods, and run by Stigler!" + +I knew, without his saying a word about it, that he was opening that +store with the money he had just inherited from a brother out West, and +that he was doing it just to try "to run me off my feet," as he had +expressed it before. + +I think I did the best thing I could possibly have done under the +circumstances, for I went right over to Barlow's. Barlow had told me +repeatedly that, any time I needed help, I should go right to him. I +certainly felt that I needed the advice of an old war-horse like he was. +Somehow the fact that he was a bit old-fashioned and staid in his ways +made him appear a rock of comfort to me. + +I told him the whole story, and he certainly looked grave. + +"What can I do?" I asked anxiously. "I haven't the money to fight him. +He is cutting into my profits very much as it is. Would you advise me to +make a big display of five-and-ten-cent goods before he has a chance to +open the store?" + +"When is he going to get started?" + +"Well, he said he was going to open by the first of the month." + +I think for five minutes Barlow said nothing, but just see-sawed +backward and forward on his swivel chair. + +"What ratio would cheap kitchen goods bear to your total sales?" he +finally asked. + +"I don't know what you mean." + +"I mean, suppose you sell a hundred dollars' worth of goods, how many +dollars' worth of that would be in five- ten- and fifteen-cent +articles?" + +"I can't tell you that." + +"Surely you have some idea as to whether the cheap goods are the ones +that sell best in your store?" + +"Well, I'm sure I don't know." + +Some of those old-timers' were pretty shrewd fellows after all. I had +never thought of analyzing my sales in that way. + +"Tell you what to do," he said. "Find out what proportion you are +buying of five- ten- and fifteen-cent kitchen goods, and how much of the +better-class goods." + +"What then?" I inquired, still in the dark. + +"If your big sales are on the cheaper goods, I would advise you to make +a window display of half cheap and half good articles. Put a sign in the +window to the effect that you have cheap articles to sell, and good ones +to use. If you find your sales are mostly on the better-class goods, I +would advise you to start an educational advertising campaign, if you +can afford it." + +"What is an educational advertising campaign?" + +"It means advertising the better-class goods and giving reasons and +facts why they are better than the cheaper ones. Advertise that you have +the low-priced articles, but, if they want the cheapest, the _best_ is +the cheapest in the end. For instance, here is a ten-cent Dover +egg-beater. I have one here, a glass affair, which sells at a dollar. +Actually, I am selling almost as many of the dollar egg-beaters as I do +of the ten-cent ones." + +"Why?" + +"Because I show them that the ten-cent egg-beaters cannot last very +long--they can't expect a ten-cent article to do that--but this glass +one will last indefinitely; it is more sanitary; the tinning on it is +very heavy and it won't rust; it is cleaner, more serviceable, easier to +work," and then he gave me half a dozen more facts about that dollar +egg-beater which I would never have thought of. "If you were buying an +egg-beater," he continued with a smile, "which would you buy now?" + +"Buy the best one unquestionably, because I can see, after what you +have told me, that the other isn't to be compared with it!" + +"Exactly. And if you tell those facts to your trade, they will buy the +better article in just the same way." + +"Then, if I am selling more of the better-class goods than the cheaper +ones, you would advise me to give Stigler the cheap business--give up +the fight for it?" + +"No," he returned with a smile. "Don't give up the fight, but fight him +in a way that will hurt him most. That is, to educate the people away +from the cheap goods." + +"I see! Kind o' put him out of business by killing the demand for his +goods!" + +"That's the idea, and it sounds easy if you say it quickly. Candidly," +he said, "I don't think it will hurt your business much. I wouldn't, +personally, mind another hardware store opening next to me, particularly +if they played the game according to Hoyle." + +"But Stigler won't do it!" I cried. + +Betty agreed with Barlow that the thing to do was to try to develop the +sale for the better-class articles. "For," said she, "if a woman buys a +ten-cent egg-beater, you make three cents profit on it. If she buys a +dollar egg-beater, you make over thirty cents profit on it, and the sale +of one of those dollar articles is about equal to a dozen of the cheap +ones." + +"By Jove, you're right!" I exclaimed. "Perhaps Stigler's latest move to +'run me off my feet' may be the petard which will hoist him off his own; +at any rate, as regards his five-and-ten-cent venture." + +Naturally, I could think of nothing but Stigler and five-and-ten-cent +competition, and finally I had an idea. This idea was awfully +simple--unless it proved to be simply awful. + +There were in Farmdale about a dozen stores to rent. I had no thought of +renting them; but I was going to see the landlords of those places and +see what they would charge me to rent the _windows_ for a week! and then +I'd ask Barlow to let me hire his men for an evening to trim each of +those windows with the better-class kitchen goods, and then I'd put a +big sign in each window something like this: "If you want kitchen goods +that wear, you'll find them at Dawson Black's." I'd have smart little +talking signs worked up and put on the goods, saying why they were +better than cheap articles, and asking customers to come to my store at +32 Hill Street, and we would demonstrate why it paid to get the best. +"It pays to get the best." That was to be the slogan, and I would print +it on the bottom of all price tickets and talking signs! + +I began to feel rather pleased that Stigler was starting that +five-and-ten-cent store next to me! It seemed to have shaken me into +action. I believed that, with a good window display in those empty +stores for a week, I could work up a lot of business and get a lot of +valuable publicity into the bargain. + +When I mentioned the idea to Betty, she didn't say anything for a few +seconds, and then she said very demurely: + +"Dawson, you can have two more buckwheat cakes this morning." + + + + +CHAPTER XXIII + +TRADING STAMPS + + +Bulder, the Garter trading stamp man, called according to arrangement. + +"_Good_ morning, Mr. Black," he said heartily, as he entered the store. +"Well, I _don't_ think we'll have much difficulty in getting this little +matter fixed up to-day. It is going to mean a _big_ thing for you, and +you can be _quite_ sure that the Garter Trading Stamp Company is going +to be at the back of you to make this thing a _big success_." + +He spoke quite confidently, as if he were sure I was going to take them +up. And indeed I had been all along practically decided to adopt them. + +"That's fine," I said in response to Bulder's greeting. "I want you, +however, to meet Mr. Fellows, who is waiting in my office." I saw a +faint change take place in Bulder's manner. He seemed at once to become +a little suspicious and on his guard. + +"Fellows? Fellows?" he replied. "Oh, one of your men?" + +"Well, yes and no," I returned with a laugh. "He is connected with the +Flaxon Advertising Agency and he does all my advertising, and I like to +get the benefits of his ideas." + +"Mr. Black," said Bulder, "I am doing this business with you, and while +I am _sure_ that Mr. Fellows is a _mighty_ fine man, you could hardly +expect me to want to talk this matter over with him--at any rate, with +the idea of helping you to decide what to do; for, you see, he is an +advertising man and _naturally_ wants to spend all your appropriation +himself." + +"Fellows isn't that kind," I replied, somewhat curtly. + +Bulder saw that he had been tactless, so he put his hand on my shoulder, +and said, soothingly: + +"_That's_ all right, Mr. Black, I was only joking. Glad to talk the +matter over with _any_ friend of yours." + +I don't know why it was, but I seemed from that moment to feel a +distrust of him. I had rather liked him before. But now he seemed to me +too suave, too--oh, too fat and easy about it. + +Well, we went into my little office and I introduced him to Fellows. + +"Our mutual friend, Mr. Black," said Bulder with a smile, "wants me to +talk over with you both the _splendid_ possibilities of his store +through the Garter Trading Stamps. _Good idea._ It shows he is cautious +and has good judgment." + +"Mr. Black is quite a busy man, you know, Mr. Bulder," Fellows replied, +"and perhaps don't have time enough always to think over every angle of +a proposition; so he very wisely believes in talking things over and +getting an outside viewpoint. Mr. Black can analyze these problems +himself just as well as you or I can; but he believes in conserving his +time and energies as much as he can." + +All this preliminary by-play interested and amused me. But then the real +battle began. Imagine those two--that big, burly, good-natured, somewhat +bulldozing Bulder, and the shrewd, courteous New Englander, Fellows; +Bulder with his heavy, sledge-hammer methods,--the bludgeon method, you +might call it,--and Fellows with his keen, sharp, rapier methods. + +Bulder realized at once that Fellows was strongly against the stamps, +and that it was going to be a battle of wits and logic. I had better +confess that my sporting blood was roused, and I had decided that the +fellow who won the argument would have me on his side. + +"What do you know about the company?" I asked Fellows, so as to get +things started. + +"Not a thing," he said, "but I am sure that that is a matter of minor +importance; for Mr. Bulder is too big a business man to connect himself +with an organization that is not thoroughly sound." + +Very neatly put!--and yet I could see that, even if the trading stamp +proposition won, Bulder would still have to prove that his company was +financially and morally sound. + +How I wish I could write down in full detail all that was said by both +of them, but I can't remember it all. Bulder started in with a few heavy +blows by stating that the Garter trading stamps gave the merchant who +handled them a decided advantage over his competitors; for their +splendid premium catalog, their numerous supply stations, the fact that +they would let me have a set of representative premiums for window +display, the excellent line of advertising matter which he said was part +of the service which I bought from them at the time I bought their +stamps. . . . "You _quite_ understand, Mr. Black," he said laboriously, +"that you are not buying _just_ trading stamps from us, or trading +tokens as we prefer to call them, but you are buying a merchandising +service--you are buying _all_ the selling ideas and helps which we can +give you, besides the _splendid_ backing which the name of Garter stamps +gives you. + +"And," he continued to Fellows, for he knew that Fellows was the +opposition and not I, "when Mr. Black takes up our agency, _no_ other +hardware man in town will be able to get it. . . . In fact," he said, +with a sudden burst of generosity, "so that there will be absolutely no +question of full protection and no competition, we will not _even_ +supply a glass and china store, a five-and-ten-cent store, a cutlery +store, or a novelty store--in fact, _any_ other store which might +compete with him in _any_ way. + +"Thus, you see, I am offering you something, Mr. Black," he said with an +ingratiating smile, "which is a _wonderful_ advantage to you. It will +really put _your_ store in a class by itself." + +"Fine!" broke in Fellows, before I could say anything. "A thought has +just occurred to me, however. While you promise that no other hardware +man shall have the _Garter_ stamps, can you promise that no _other_ +trading stamp concern will offer stamps to any other hardware man in +Farmdale?" + +Bidder replied with a deprecating smile: "What other concerns are there +of our importance and size?" + +Fellows came back with the names of two concerns which were better known +to me than the Garter trading stamp. + +"Why, yes," drawled Bulder, "of course, they _might_ offer stamps to +some other hardware man. But, my dear sir, think a minute--what are the +value of _their_ stamps compared to _ours_? Why, my good friend, you +_can't_ compare them! Every woman in town knows that Garter stamps have +a higher premium value than _any_ others." + +"Exactly," replied Fellows. "By the way, what other stores have you in +this town at present?" + +Bulder slowly turned until he was facing Fellows. Leaning his elbow on +the desk, he asked: + +"Didn't I tell you that I was giving Mr. Black the opportunity to reap +the _big benefit_ of being the first with our stamps here?" + +"That's funny!" I broke in impetuously, but a look from Fellows stopped +me. I had been going to say that I didn't see how his last two remarks +gibed; for in one breath he had said that every woman in town knew that +Garter trading stamps were better, and in the next he had said that I +was to reap the first big benefit of having the stamps. + +Fellows had leaned forward and was saying to Bulder: + +"Mr. Bulder, do you really believe it is good business to offer +something for nothing?" + +"Surely," cried Bulder, "you are not going to bring up that worn-out +argument? Everybody knows that it is not something for nothing. . . . +Look here, my good friend," said he, turning to me, "if you buy some +goods and pay cash you _expect_ a discount for paying cash, don't you?" + +"Yes," I replied hesitatingly. + +"_Surely_ you do! And if you didn't get the discount for cash, you would +take all the credit you could, _wouldn't_ you? . . . Very well," he +continued, without waiting for a reply, "that's what our stamps will +do. They are not something for nothing. They are merely a discount for +cash. People that don't pay cash don't get the stamps. . . ." + +Then he went on to tell me about some stores which had changed from a +credit basis to cash through the use of Garter stamps. In my imagination +I saw Fellows being driven into a corner by Bulder's bludgeon, his +rapier beaten down and his defenses gone. + +Fellows kept trying to work a word in edgewise, but Bulder, by the +continued force of his words, beat down all Fellows' attempts to break +in. Finally Bulder leaned back and said: + +"Surely you are not going to stick to your foolish idea that trading +stamps _are_ something for nothing. _All_ sensible people know that no +one can give something for nothing and live, and I trust that the +trading stamp concerns are sensible people. It is merely a cash +discount." + +"Why couldn't I give a cash discount, instead?" I asked--and as soon as +I said it I was sorry I had, because I noticed a look of annoyance in +Fellows' face. + +"That is a _very_ sensible question," said Bulder. "Because if you did +give the cash discount yourself it would be so _trifling_ that the +people would not realize it was of any advantage to them. If somebody +comes in and spends a dollar with you, and you give them two cents +discount, what is it to them? It is nothing at all! But if you give them +_trading stamps_, those have a _real_ value in their eyes." + +"Then why couldn't I give trading stamps of my own--just have them +printed and give them out?" + +"Because _every_ trading stamp concern in the country could beat you on +the value of _your_ premiums. Think of the _tremendous_ buying power +that we have. It would be _absolutely_ impossible for you to give +trading stamps of your own and have _any_ chance with competition. Now, +I don't think for a moment that you are not as keen a business man as +the next fellow, but the big concerns realize that it is +_specialization_ that means success, and we have simply specialized in +this one branch of marketing to help _you_ fellows do something which +you could do yourselves, but not _nearly_ so effectively or cheaply as +we can. Do you think the big department stores up and down the country +would have trading stamps from us if they _could_ handle them as cheaply +themselves? No, of _course_ not!" + +"Well," here broke in Fellows quietly, "I may be mistaken, but I believe +that trading stamps are an outgrowth of inefficiency and laziness on the +part of retail merchants. Of course, the people who sell trading stamps +get value for their money, but the retailer and the consumer both pay +for it. The retailer pays for it by losing, let us say, three per cent. +on each turn-over of his stock investment. Suppose Mr. Black here turns +his stock over five times a year, he is really paying fifteen per cent. +of his investment to you people for something which you must admit is +not exclusively his. Do you think it is possible for a retail merchant +to continue that and live? If it is, he might spend that fifteen per +cent. in increasing the quality of his store service rather than to pay +it to an outside organization to supply a substitute for it. One thing +is sure--no merchant can pay fifteen per cent. on his investment and +stand that expenditure himself. If he handles the stamps, why, up go his +prices, wherever he can manage it, to make the consumer pay for them. + +"I am sure you will agree with me that in the end it is the consumer who +pays the freight. This whole proposition looks to me like selling a man +a sack of flour, and then making him pay for the sack of flour and a +half dozen collars or a pair of suspenders besides. He doesn't want +those collars or suspenders, mind you, but they are included with the +purchase price, and, whether he takes them or not, he has to pay for +them." + +Bulder leaned back with a patronizing air. "My young friend," he said to +Fellows, "you talk _very_ interestingly, but the things you say are +_mere_ generalities. You have not given a _single_ concrete fact showing +where the trading stamps would hurt our friend here, while I have +_already_ given Mr. Black a _number_ of cases, which he can easily +verify for himself, of merchants who _have_ improved their business by +trading stamps. + +"My proposition to Mr. Black is that he tries the stamps for a year, and +if he does not find"--and here he tapped the table impressively with his +fingers--"if he does not find that they have _actually_ increased his +business, why then we will call the deal off. We will risk--_gladly_ +risk--all the _heavy_ expenditures of working with Mr. Black. We will +risk the lost prestige to ourselves of having a dealer give up our +_splendid_ offer; and I do this, Mr. Fellows, because I _know_ from past +experience--not from mere theories--that Garter stamps will mean an +_increased profit_ to Mr. Black." + +"Would you supply any other line of business in this town, Mr. Bulder?" +asked Fellows quietly. + +"Certainly, my young friend. Because by doing so it would _help_ Mr. +Black. Don't you see that, if one hardware man, and one druggist, and +one dry goods store, and so on, had our stamps, _all_ those merchants +would be in a class by themselves? It would make them the _leading_ +merchants in the town, for people would trade with them so that they +could collect the Garter stamps." + +"I see," returned Fellows quietly. "And the man who gets stamps here +from Mr. Black would be able to buy, let us say, a hat or some china +ornaments through you people, which would, incidentally, deprive the +local men's furnishing store or china store of the sale of those +articles. And, of course, that same man might get trading stamps from +other stores, and with those stamps he could buy a pocketknife through +you people, and thus take the sale of that pocketknife away from Mr. +Black." + +Bulder waved the question aside as though not worth bothering with. "My +dear man," he asserted, "the people who get things for those trading +stamps get things they would not buy otherwise. That is surely a _very_ +trivial contention." + +Fellows looked at me and said: + +"Black, I have no reason to take any more of yours or Mr. Bulder's +valuable time, as I see nothing else to say except that I strongly +advise against the adoption of this or any other trading stamp or +profit-sharing scheme which you do not control yourself. Of course, a +few merchants in a town can get together and run this trading stamp +system, whereby your stamps are accepted for cash in other stores and +other stores' stamps are accepted for cash in your own, and by that +system there might possibly be some benefit in the trading stamps. But +I believe that any merchant who uses trading stamps--and I do not refer +to your excellent company, Mr. Bulder--is merely building up business +for some outside organization. He is merely diverting some of his own +profits into the pockets of the trading stamp concerns, which do not +really build up any business at all; because, if the stamps prove +successful for one merchant, it will not be long before other merchants +take them up and then every one is giving profits to the trading stamp +concerns without any of them getting any real benefit from it. I believe +the use of trading stamps is more or less an admission of inability to +think up plans of getting business for oneself." + +Bulder smiled. He was once again the acme of courtesy. + +"That argument of yours _sounds_ excellent, Mr. Fellows," he said +suavely. "Excellent! But why not apply it to _your_ business? Why not +say that if one merchant advertises, _all_ merchants will advertise and +thus the benefits of advertising are nullified?" + +Fellows was once again beaten down, I thought. He was plainly stumped +for a few seconds. Then he replied: + +"There is something in what you say, Mr. Bulder. But with trading stamp +competition every one is offering merely trading stamps. There is no +particular difference between them, and one offers no material advantage +over another. But advertising is different. You yourself admit that, and +appreciate the benefits of advertising, for in your own printed +matter"--and here he held some of it up--"you advise the merchant to +advertise the trading stamp proposition, 'thus'"--he quoted from a +folder--"'tying up the prestige of the Garter trading stamps with the +local merchant's own store.' + +"Now, while in trading stamps there is no apparent difference, with +advertising one can express one's personality and character, which +trading stamps never do. There are so many ways in which one may +advertise: newspapers, billboards, booklets, form letters, street car +signs; and you can make your advertising such that it will be better +than your competitors'. But trading stamps are trading stamps and +nothing more. The story of advertising is as varied as language itself. +With advertising you can vary the appeal so that it always has a +freshness which trading stamps must soon lose." + +Bulder was plainly perturbed. + +"I claim," he said heavily, "just the _same_ distinction, that _same_ +personality--why, the very _dress_ of our trading stamps is an +advertisement, just as is the design on those Kleen-Kut tools I see +displayed there. They are well-known, they are recognized by the +trademark, and that is their individuality. Our trading stamp has the +_same_ individuality--it has our peculiar design and trademark." + +"I am unconvinced," said Fellows, shaking his head with finality. "Your +arguments sound excellent, but the fact remains that once a dealer takes +on trading stamps it is difficult for him to get rid of them. People +come in and ask for the stamps--" + +"Good night!" I thought. Bulder was quick to respond. + +"Of _course_ they come and ask for the stamps. And if we offer these +stamps to other dealers, and then people come to Mr. Black and _ask_ +him for them, and find he doesn't have them, won't that _hurt_ Mr. +Black? Won't they say that Mr. Black isn't as _progressive_ as other +people? If the people _demand_ trading stamps, it is up to Mr. Black to +give them, for, if he is not progressive enough to do so, he will +_drive_ them to some other store." + +"I take strong exception to your words," said Fellows evenly. "I don't +appreciate your slur on the 'progressiveness' of my--of Mr. Black." + +"I _beg_ Mr. Black's pardon. I spoke hastily. But you must admit, Mr. +Black, that the unreasonableness of your friend _is_ exasperating." + +Fellows ignored the last remark. Apparently to no one, he mused: + +"I remember in the little town of Wakeford some of the merchants there +got this trading stamp 'bug.' First one got it, then another, and then +they were all giving trading stamps--that is, all those who did any real +business. And then one of them thought he would steal a march on the +others, and began giving double trading stamps on Saturday. In two weeks +they were all giving double trading stamps on Saturday. It has got so +now that they are giving double stamps every Friday and triple stamps on +Saturday! I suppose before long they'll be all giving double stamps +every day of the week. Pretty tough on those merchants, isn't it?" + +Bulder looked at Fellows with some amazement in his face, for Fellows' +remarks were not apparently addressed to either of us; he was gazing +through the window of the door leading into the store. + +"Pretty tough on those merchants," Fellows continued, "because, when +they give double trading stamps, they increase their percentage of cost +on their capital from 15 to 30 per cent. assuming they have a 5 times +turnover. Of course it's all right for the trading stamp concerns, +because the more stamps that are sold, the more profit they make. + +"By the way, Mr. Bulder, do you sell stamps in Wakeford?" + +"Why, yes, we do sell some," was the reluctant response. + +I saw the point at once, and instantly I made up my mind that I would +not take the chance of being drawn into a war of giving trading stamps +away in competition with other stores, and I quietly told Bulder that we +were merely wasting time now, that I had definitely decided not to touch +the proposition at all. + +Bulder shrugged his shoulders. "I am _sorry_ that you let this +opportunity go by. But _please_ don't come to us in a few months' time +and ask to do business with us, for we shall _unquestionably_ close with +some other hardware store before I leave town to-day." + +He was once more the suave and polished man of the world. He shook hands +pleasantly with us, cracked a joke or two, and left the store, +apparently in the best of humor. + +Hardly had he gone out when Fellows went to the telephone and called up +Mr. Barlow. I don't know what Barlow said, but I heard Fellows say: + +"This is Fellows of the Flaxon Advertising Agency. I am at Dawson +Black's. We have just had the Garter Trading Stamp man here. You knew +that Black was thinking of taking up the trading stamp proposition. +Well, he has turned it down cold. I thought you might like to know, in +case they came to you with a different story." + +There was a meeting of the Merchants' Association that evening--I didn't +tell you that I had joined sometime before. As I entered the meeting +room, Barlow came to me and told me that Bulder had been to see him, and +had told him that I was interested in his proposition but he felt that +Barlow would be the better man for them to work with. + +Barlow brought the matter of trading stamps up for discussion at the +meeting, and it was decided that no member of the association should +handle them. + +"What would we do if some merchants in the town, who are not members of +the association, should take them on?" I asked. + +I saw a twinkle in Barlow's eye, for he knew I was thinking of Stigler, +who was not a member of the organization. + +"I should think," said Wimple, who was the president, "that we had +better not try to cross that bridge until we come to it. The leading +merchants belong to the association, and I question very much whether +the fact that some small store might handle the stamps would have any +effect upon us, one way or the other." + +I hoped and believed that we had killed trading stamps so far as our +town was concerned, but I determined that, if ever the question was to +come up again, through some of the others taking up stamps, I would +suggest that idea of Fellows', that we form a trading stamp organization +of our own, which the association could run. In other words, the +Merchants' Association would be the trading stamp concern, and so we +would have any benefits coming from it ourselves. + + + + +CHAPTER XXIV + +PREPARING FOR THE BATTLE + + +As soon as possible, I visited the landlords of all the empty stores in +town, and contracted to rent the windows in seven of them for two weeks +beginning the first of October. + +Two of the stores I couldn't get because they had been rented for the +first of October; one I didn't go to at all because I remembered, +fortunately, in time, that the landlord was a friend of Stigler's. If I +had told him what I wanted, the probabilities were that Stigler would +have got wind of it and he would somehow have got ahead of me. + +The total expense was less than twenty dollars. Two stores I got for +nothing, and I found out that Barlow owned them. The old brick had told +his agent to let me have them for two weeks without any cost. Traglio, +the druggist, let me have the vacant store next door to him, which he +owned, for $2.00 a week, on the understanding that I would not display +any toilet articles, and that I would put a card in the window, at my +own expense, reading: "For toilet articles of all kinds go to +Traglio's." I didn't think that would hurt me any, so I promised to do +it. It cost me $12.00 for the old Bon Marche store, but that was right +opposite the post office, and I thought it well worth the money, because +everybody in town would see the displays there. Besides, they were big +windows. It had been a prosperous store, but Waldron, who ran it, had +lost his money in a big Providence bank failure. + +When I had got it all done the question came to me, What am I going to +do for stock? It would be difficult to put a lot of stock in those +windows to make a real display and still have left in the store any of +the lines to sell. I worried over this for some time, and then I wrote +to Hersom, the salesman for Bates & Hotchkin of Boston, the jobbers from +whom I bought the bulk of my general supplies, and told him about my +plan, and asked him if he could help me out. They were pretty decent +people, and while I had to pay a fraction more for the majority of the +goods than if I had bought from the manufacturer it was well worth it to +me, for they looked after me well. As Hersom had told me, the last time +he had called, "We certainly will do all we can for you, because you +give us the bulk of your business." . . . + +Coincidences do happen even in a little town. The electric light company +had been making a big campaign in the town, advocating the use of +electricity for lighting, cooking, ironing, etc. The advertising +certainly had made the gas company sit up and take notice, for they had +offered to wire houses for a ridiculously small amount, with easy terms +of payment, and in a large percentage of the houses they had begun to +use electricity instead of gas. For some time I had been thinking of +taking advantage of this fact, and putting in a stock of electric +toasters and grills, perhaps an electric fan or so, and a few electrical +devices like that. + +Well, I happened to meet Mrs. Twombley in the street. Mrs. Twombley was +a close friend of the Mater's. She was a widow, like Mater, and they +had been schoolgirls together, and Mrs. Twombley had been one of the +episodes of my father's period of calf love. Mrs. Twombley was a big, +plump, jolly-looking woman, well to do, and she was quite fond of me. +The last time she had been at the house she had said to the Mater, as +she rumpled my hair--she did that every time she came because she knew I +didn't like it--"It was just nip and tuck as to whether I would have +been Dawson's mother, wasn't it?" + +She was passing on the other side of the street, and, seeing me, she +frantically waved her umbrella at me--she always carried an umbrella, +whatever the weather might be. I went across to her, and she told me she +wanted a dozen kitchen knives. + +"I don't know what Lucy does with them," she said. "I think she must be +engaged to a sword swallower and he is practicing with my knives." + +Then she added: "By the way, Dawson, I have never asked you to do +anything for me, have I?" + +"No," I replied, wondering what she meant. + +"Well, young man, I am going to make a suggestion to you that may cost +you a few dollars. Our fair for Foreign Missions takes place, as you +know, next month, and you are going to help us out." + +"In what way?" + +"Bless the boy, I don't know! Look around your store and see if there +isn't something you don't want; or else send some things up and give us +a commission for selling them. See what you can do about it." And she +bustled off without waiting for an answer. + +And now for the coincidence. When I got back to the store there was an +unusually smart-looking chap waiting to see me. It seemed he +represented the Atlantic Electric Appliance Corporation, and they wanted +me to take the agency for their full line of electric appliances. + +"Your line is a good thing, I'm sure," I said to him--Wilkshire was his +name--"but, candidly, I couldn't afford to put in a full supply of those +things, although I was thinking of starting with a few toasters and one +or two things of that kind." + +"I can understand, Mr. Black," was his response, "that you couldn't very +well carry the whole line that we have, unless we worked with you on it. +We believe there's a big field in Farmdale for electric +appliances--better than usual on account of what the electric light +company's doing to boost things. + +"Our proposition is this: If you will make a special display of +electrical appliances for a week we'll supply you with a full line of +our goods, we'll send a demonstrator to show how they are worked, and we +will go fifty-fifty on any advertising you care to do during that time. + +"When the demonstration is over, go ahead and stock up what you think is +necessary, and we'll undertake to supply you with additional stock on +twenty-four hours' time. You are not such a great way from +Hartford"--that was their headquarters--"and, if you order one day, you +can have the goods right here within forty-eight hours at the latest." + +Just then the telephone bell rang. Larsen answered it, and I heard him +say: + +"Yes, Mrs. Twombley, he's back. I'll tell him." + +I went to the 'phone, and she wanted me to be sure not to forget about +helping them out at the fair. "Remember," she reminded me, "it starts +Tuesday, the twelfth of October, and ends the Saturday following." + +"Mrs. Twombley," I replied, "an idea has come to me. How would you like +me to supply you with an electrical exhibition?" + +"Bless the boy! What do you mean?" + +"How would you like me to make a display up there of all kinds of +electrical appliances, with some pretty girls to show everybody how they +work and what they will do?" + +"That would be splendid! But there's no electricity in the town hall." + +"But suppose I can get electric current run in there specially, what +then?" + +"My! don't disrupt the town management on my account--but do it if you +can." + +"All right. I think I can do it for you." + +Well, I talked to Mr. Wilkshire, and told him my idea, and he thought it +was a good one, and said he would personally go and see the electric +light company, because he was accustomed to dealing with that kind of +people, and make arrangements to have wires carried into the town hall +for the exhibition. + +He agreed to supply all the equipment needed and to send two +demonstrators from Hartford during the five days of the fair, and that +was to be my contribution to Mrs. Twombley's "pet," as she called +foreign missions; and, at the same time, I would be introducing a new +line of merchandise, under the very best of auspices, to the people of +Farmdale. + +When I talked to Betty about the electrical exhibition she suggested: + +"Why not carry it through a little farther. I read a lot in _Hardware +Times_ about business efficiency. Why don't you try to get efficiency in +the home--give an exhibition of home efficiency?" + +I guess the blank expression on my face told her that I didn't follow +her meaning. + +"I mean," she said, "along with the electrical devices why not show +carpet sweepers and time-saving kitchen devices, and everything that +will help the woman of the house to greater efficiency in her work, or +give her better results. Make a big exhibition, and call it the domestic +efficiency exhibition." + +"That's not a bad idea at all," I replied. I thought a little while. +"Not a bad idea at all." I thought a little bit longer. "It's a bully +good idea!" And I ran right off to call up Mrs. Twombley. + +"Mrs. Twombley," I cried, quite excited, "I'm going to do that thing up +good and brown for you. I'm going to make it a household efficiency +exhibition, and we'll have vacuum cleaners and carpet sweepers and +washing machines and kitchen things--" + +"Good heavens above!" her voice returned. "Who is this speaking, what is +he speaking about, and has he got the right party?" + +When I explained the matter, she said: + +"I don't know, I'm sure, but I'll leave it to you--" + +"Are you sure," asked Betty, when I came back, "that the electric-supply +people will agree to your selling other things there, when they are +providing the material for the big show?" + +"I never thought of that!" I exclaimed. "I guess they won't! No. And I +don't think now it would be fair to them to do it, for, if I want to +sell electrical supplies, it would probably be better not to spread the +attraction over too many things. No, I'll confine myself just to +electrical supplies, so as to make as big an impression with them as I +can, concentrate the people's attention right on them, and give them a +real bang-up start-off. + +"That reminds me, Betty. You know those Sisk glass percolators? I'm +going to drop them." + +"Why, I thought you were selling so many of them!" + +"Yes, I am, but I got a letter from them yesterday telling me that the +discount had been reduced from 40 to 25 per cent., and there's nothing +doing at that price." + +"I wish you wouldn't talk such slang." + +"What do you mean, slang?" + +"Why, 'nothing doing.' I wish you would learn to cut it out. There," she +said vexedly, "I'm catching that bad habit from you!" + +To come back to that Sisk percolator. I had been handling it for some +time and doing a good business on it, when a letter had come saying that +on and after that date the discount for Sisk percolators would be +reduced to 25 per cent. As it was costing me about 25 per cent. to do +business, I decided not to handle them after I got rid of what I had, +and I wrote them so right away. You see, I was beginning to study the +relationship of profit to expense, and, unless the things I sold were +showing me a profit, either directly or indirectly, there was nothing +doing on them--I would not bother with them at all. I had told the Sisk +people that perhaps they could find some one else to handle them for +love of the company, but that I would not. + +My letter got results, and got them quickly. I had a nice letter from +them stating that they realized that I couldn't handle the goods unless +I made a fair profit on them, and so they had decided to increase the +discount from 25 to 33⅓ per cent. Since they were willing to come up +on the discounts I was quite willing to push the percolators, and I +wrote them and told them so, and sent them an order for half a dozen +more right away. + +In the same mail I had an answer from Bates & Hotchkin. Hersom was out +of town; but they said they were glad to help me out, and would send me +enough stuff to fill up the windows and have some left over for the +store, and would I please let them know just what I wanted and they +would send it on consignment right away. It was good to deal with a +concern that would go out of its way to do you favors. + +The Mater was at the house that evening, and I was telling about the +Sisk percolator matter. Suddenly she said: + +"Really, those Sisk persons are remarkably clever, don't you know! I +believe it was their plan to reduce the discount from 40 to 33⅓ per +cent., and they studied the psychology of the matter and decided +that--and I think you will agree with me, Dawson--that, had they merely +written, in the first place, announcing that the discounts were reduced +from 40 to 33⅓ per cent., their customers would feel annoyed at the +reduction of their profits. But, instead, they reduced the discount to +25 per cent., unquestionably with the purpose of _increasing_ it to +33⅓ per cent., thus leaving with their customers the impression that +the discounts had been increased instead of reduced, going on the +psychological principle that the last impression made upon the mind is +the strongest." + +Remarkably clever, I thought! I believed the Mater was right. Because, +even when I knew it, I hadn't any ill feeling against the company. + +It was very keen of the Mater to spot it. I had never suspected she was +so shrewd. + + + + +CHAPTER XXV + +SELLING ELECTRIC APPLIANCES + + +The Atlantic Electric Appliance Corporation fixed me up with a dandy +line of electrical goods, and they sent two smart young girls to act as +demonstrators. + +I had suggested to Wilkshire, the electric appliance salesman, that, in +place of his demonstrators, we should get a couple of local girls to +handle the demonstration. "People will know them," I said, "and they'll +feel more at home with them." + +"That is a good idea, Mr. Black," replied Wilkshire. "But don't you +think that a strange face would be a little more attractive, perhaps, in +the town? Of course you know best, but I should think a couple of +smart-looking girls who were thoroughly trained in demonstrating would +attract more attention and more confidence, as a matter of fact, than +local girls would. You see, if some of you society folks should see a +couple of girls that they know, they wouldn't have much confidence in +what they said about electric appliances; but they will listen and take +stock in what a stranger will say to them." + +I had got his point at once, and agreed with him that it would be best +to have outsiders do the demonstrating. + +Larsen was always a pretty shrewd observer. When Wilkshire left the +store, he said to me: + +"Boss, I learned something from that feller." + +"Huh," I returned. "I guess he could teach us something at that. Still, +our problems in selling to the consumer are quite different from his in +selling to the trade." + +"The same in lots of ways," Larsen remarked. "Did you notice, Boss, he +never say you were wrong? He always say you right and then say something +else better. 'Member it when you talk about them girls." + +"That was clever, wasn't it?" I exclaimed. I had not noticed it until +Larsen pointed it out. In fact, I had been rather under the impression +that I had had things pretty much my own way with him, but when I looked +back at our whole conversation I saw that Wilkshire won his own way +right along the line. + +"Say, that was fine!" I said, again. "We'll have to adopt that plan +right here in the store, and make it a rule always to agree with what +the customer suggests, tell them it is a good idea, even if it's punk, +and then kind of lead 'em around to doing what we think they ought to +do!" + +"Yes," joined in Larsen, "just like he--" here he stopped in +embarrassment, so I finished his sentence for him-- + +"Just like Wilkshire did with me!" + +"Oh, well, you know what I mean, Boss." + +Well, to get back to the exhibition--it proved to be the feature of the +fair. Those demonstrators were two of the smartest girls I ever saw in +my life. Betty got a bit jealous, and said I was giving too much +attention to the electrical exhibition! + +Here's what we sold at the exhibition during the week: + +One electric clothes washer, 38 electric toasters, 11 chafing dishes, 14 +electric coffee percolators, 1 electric curling iron, 11 electric water +heaters, 3 electric vacuum cleaners and 4 electric grills. Besides this, +there were half a dozen odd items. + +You ought to have seen those girls sell the water heaters. The device +was a little affair about the size of a pencil. The idea was to put it +in a glass of water, turn on the current, and it heated the water very +quickly. They sold those to women to give for Christmas presents to +their husbands--hot water to shave with in the morning, you know. I made +up my mind to stock a lot of those--I thought it was a good idea. People +were most curious about it--it was such a novelty, and many who stopped +to look remained to buy. + +It had puzzled me for a while to know why they had sold so many of the +toasters and chafing dishes and coffee percolators, until I realized it +was because those were demonstrated more than the others. Everybody who +came was offered a delicious cup of coffee. Wilkshire told me that they +spared no expense to get the choicest coffee possible. They put in just +the right amount of sugar to suit each one, and used thick, rich cream. +People would exclaim: "What delicious coffee this is!" and the girls +would smile sweetly and respond: "Yes, madam, it was made with this +electric percolator. It does make such splendid coffee." They gave the +percolator all the credit for it, although of course the fine grade of +coffee and the rich cream were responsible for a good part of it. + +And then, with the toaster, they had fine brown toast, crispy and piping +hot; and the girl in charge would look up sweetly and ask: "Do you +prefer fresh or salted butter?" Such splendid butter it was, too, and +they spread it on good and thick, and that toast was really enjoyed. It +certainly sold the toasters. + +[Illustration: "THE GIRL IN CHARGE WOULD LOOK UP SWEETLY"] + +And the other girl was a past mistress in the art of making Welsh +rarebit. When old Wimple tasted it, he said: "That's the finest Welsh +rarebit I'll ever taste this side of Heaven!" + +"Are you married yet, sir?" asked the girl. + +Married _yet_!--and he was sixty-five if he was a day! + +"You bet I am!" he responded, vigorously. "I got a daughter as old as +you." + +"Well, your wife will be able to make you Welsh rarebits like this every +day, with this electric chafing dish. In fact, with her ability to cook +and this chafing dish, you'll have a combination which ought to result +in much better Welsh rarebit than this." + +And old Wimple carried home the chafing dish to his wife. That minx was +certainly shrewd! + +It had been a revelation to me to see how much easier it was to sell +anything when you demonstrated the article in actual use. I planned to +do more demonstration work in the store thereafter. Wilkshire told me it +was an excellent thing to demonstrate whenever one had an +opportunity--"and," said he, "let the customer do the thing for himself +wherever you can, and he'll feel so pleased with himself that he's +pretty likely to buy." + +What was more to the point was that everybody in Farmdale had learned +that Dawson Black stocked electrical supplies. + +I mustn't forget about those seven store windows which I had hired and +trimmed. It set the whole town talking; and the funny part of it was +that many people seemed to think I was opening new stores all over the +place. The first inkling I got of this was when Blickens, the president +of the bank, dropped in, and said: "Young man, what's this talk I hear +about your opening new stores?" + +I told him and that seemed to reassure him. "Just the same," he asked, +"that's pretty expensive, isn't it?" + +"Well, if you call $20.00 expensive for two weeks' display in seven +windows, yes, but I think it's remarkably cheap." + +"Do you mean to tell me that that's all it has cost you?" + +"That's all." + +"Well, I congratulate you." And he left the store. I think his opinion +of me was a few notches higher. + +Stigler opened up his new store on schedule time, and I had to admit +that he had a splendid window display. He had hired a professional +window trimmer from a Providence department store to come up and trim +the windows for him, and he had done a swell job. He had the window full +of all kinds of kitchen goods, everything ten cents. He even had a line +of tin buckets, which I knew cost him more than that. + +I was looking the place over from my own store--you know it was right +next door to me,--I was out on the doorstep, looking at his window, when +I saw Stigler walking toward the door. My first impulse was to turn +away, but I realized that, if I did, he would think I was spying on him, +so I held my ground. + +"Well, Neighbor," he said with his usual sneer, when he came outside, +"havin' a look at what a real store looks like for a change?" + +Now, ordinarily my impulse would have been to get mad, but that time for +some reason or other I didn't. Instead, I said calmly: + +"I was just thinking, Friend Stigler, what a remarkable philanthropist +you are." + +"Good value, eh?" he returned, sneeringly. + +"Excellent," I replied; "in fact, I'm thinking of hiring a lot of women +to go in and buy some of your things for ten cents and put 'em in my +store to sell over for a quarter." + +I saw a shrewd expression pass over his face. + +"Huh, if you'd only buy right, you could sell right yourself." + +"Exactly what I think," I laughed. "Say, Stigler, you make me smile. Do +you think you'll be able to get away with that kind of stuff for long? +They'll come and buy your under-cost goods, but they won't buy the +rest." + +Stigler turned sharply until he directly faced me. His features were +distorted and twitching with rage and his face was pasty white. What he +said would have cost him a big fine if he had been working for me! And I +laughed in his face, and turned and walked away. + +I learned something really valuable then. I learned that, by keeping my +own temper, I made the other fellow lose his; and for the first time I +realized that Stigler was probably more worried over my competition than +I was over his. + +Somehow I had always had the idea that I was the one to do the worrying +and not he, but from that time on I began to feel that it was the other +way round. I remembered reading in a magazine a little article--I think +it was by Elbert Hubbard--in which it was said that, when you're running +a race, and are getting tired, don't get discouraged, because the other +fellow is probably even more tired than you are. I believed it was the +same in a business race, too. + +One thing was certain. My big displays in the seven windows and my +exhibition at the fair had thrown Stigler's opening into the shade. A +number of people had come in to buy goods they'd seen displayed in the +different windows--I had put different goods in each window so far as +possible--and it had been good advertising--it had made people think of +my store. + +I dropped in to see Barlow and told him all about it, and he said, "Good +work--now go after his scalp good and hard. Drive on just as you are +doing, push the better-class merchandise, give people reasons why they +should buy it, tell them how much cheaper it is in the end, and you'll +win out." + + + + +CHAPTER XXVI + +FIRE--AND NO INSURANCE + + +I went to bed early that night, and by 9:30 I was asleep. + +I was dreaming about a new advertising scheme wherein I had copied the +old town crier plan by having a man go about the town ringing a bell and +then calling out, "Dawson Black's hardware store for goods of +quality!"--only, instead of giving him an ordinary bell, I had given him +a big electric bell operated by a battery, which he carried in his +pocket and which he rang every so often; and then in my dream the bell +had started to ring and he couldn't stop it. I tried to get away from +the sound of that incessant ringing, and I started to run away, but the +crier followed me and the sound of the bell kept growing louder and +louder in my ear. Suddenly he overtook me and grabbed me by the shoulder +and shook me. Then I heard Betty's voice saying, "Can't you hear the +telephone bell ringing, Dawson?" + +Sure enough, it was the telephone bell. I got sleepily out of bed and +went over to the telephone. When I picked up the receiver, a voice +asked: + +"Is that you, Mr. Black? Well, come down at once; there's a fire in your +store!" and with a click the receiver went into place. + +My heart leaped up in my throat. I was fully awake in an instant. I +gasped out to Betty that the store was afire, and hastily put on some +clothes, wild thoughts scurrying through my mind. And the thought which +pounded at me most was that I had no insurance! The stock had been +covered when I took over the store, but about three weeks before I had +received a letter from the insurance agents in Boston that the policies +would expire in two weeks. I had intended to have the insurance renewed +through Pelton--we used to be chums, and he was an insurance agent in +town--and I had written the Boston agents so, and told them not to renew +the policies when they expired. Something had come up that made me put +off telephoning to Pelton, and I had let it go for a couple of days, and +then I had forgotten it altogether! + +I didn't waste a second but rushed frantically down the street to the +store and there was a big blaze in the rear. The firemen had beaten down +the front door and several of them were in the store, while two others, +with the hose, were at the rear of the store. Dense clouds of smoke +arose, and every now and then I saw a tongue of flame shoot out from one +of the windows in the back of the store. + +When I rushed into the back yard, the fire chief was there--dear, +kindly, old Jerry O'Toole. He grabbed me by the arm, saying soothingly: + +"It's all right, son; more smoke than fire." + +In fifteen minutes the firemen were all through. The fire had burned +through the back door, but hadn't time to get much headway inside the +store. + +That Friday we had unpacked four cases of electrical goods, and we had +put the cases into the back yard, stuffing the excelsior into them. Some +of it, however, had been strewn about the yard. I remembered I had told +Larsen on Saturday that we ought to clean that up, but evidently in the +rush of Saturday he either hadn't time or had forgotten it. It was this +excelsior which had started to burn first. + +When the smoke had cleared away and I had got into the store I +collapsed. All my strength left me, my knees gave way, and I sank into +the chair in my little office. + +"My God, what a narrow escape!" I cried. + +Jerry O'Toole was with me. "You bet it was," he said. "If one of my boys +hadn't a'bin passin' and seed the flame back there, it would have got a +good hold before we could a' got here." + +"I wonder how it caught fire," I said. + +"You can never tell. I was asking your neighbor if he'd seed any one +around back, but he said no." + +"My neighbor?" + +"Sure, the feller that opened the new 5- and 10-cent store--Stigler." + +"What! Stigler!!" + +"Yes, he was here when I got here, a' watching the fire. You don't seem +to like him any better'n he likes you!" + +"Why?" + +"Oh, when I asked him if he'd seed any one 'round, he said, 'No, but he +deserves to have his place set afire if he goes a'leavin' excelsior all +over the back yard.'" + +"Oh!" And I thought to myself, "I wonder?" + +Betty had arrived at the store about the time the fire was out. She, +poor girl, was almost hysterical. O'Toole put us into his automobile +after we had nailed things up and drove us home, but we didn't sleep +much, you can be sure. + +What a fool I had been not to have seen about that insurance before it +expired! + +We, all of us, Larsen, and Jones--got down to the store at six o'clock +the next morning. Wilkes, it seems, hadn't been awakened by the alarm, +and very much astonished he was when he arrived later and learned of the +fire. We went over things carefully, and fortunately found that the +damage was not very great. The front door was broken; the back door had +been burned, and the woodwork around it; and some panes of glass broken. +The four cases had been burned to a crisp, but, of course, that didn't +amount to anything. Altogether, the damage did not amount to more than +fifty dollars, and, of course, the building was covered by insurance and +that loss didn't fall on me. There were a few odds and ends which had +been blackened a little by smoke, and water had fallen on a few pans and +made rust spots, but the damage wasn't much. + +You can be sure that the first thing I did was to chase down to Joe +Pelton's to get that insurance fixed up in double-quick order. When I +got there I learned that he was out of town, but was expected back about +three o'clock in the afternoon. I left word for him to come down and see +me just the minute he got back. + +About twelve o'clock I got a long-distance call from Mr. Field, the +secretary of the Hardware Association. How he heard about it I don't +know. + +"I hear you had a fire, Mr. Black," he said. "Much damage done?" + +"No, fortunately not," I replied. + +"What about your insurance?" + +"I'm ashamed to say it,"--and I blushed when I told him,--"but my +policy had just run out, and I had not renewed it." + +"I'm glad the damage wasn't much, Mr. Black. But now you want to insure +through your association,"--and then he gave me facts and figures +showing how much cheaper and safer it was to insure through the +association. I didn't bother much to understand, because I was so +anxious to get it fixed up, and it wasn't certain anyway that Pelton +would be back in the afternoon, so I told him to go ahead and fix it up +in double-quick order. + +He mentioned one thing that was new to me, and that was about the +co-insurance clause. We were talking about how much insurance to have, +and he told me to be sure and have at least eighty per cent. of the +value of my stock, otherwise I was a co-insurer with the company, and in +case of loss would receive only a certain percentage of the amount of +damage. + +I was glad to have that matter off my mind, and he promised to get busy +on it before he went out to lunch. I changed my opinion a little about +Mr. Field. He had struck me as being a man who always took things in an +easy-going way, but the promptness with which he got after me when he +spotted a new prospect for a policy, and the directness with which he +explained the proposition, showed me that he had plenty of energy to use +when necessary. + +At four o'clock I got another surprise. This time it was a long-distance +call from Mr. Peck, the credit manager of Bates & Hotchkin. + +"Have you had a fire, Mr. Black?" was his first remark. + +"Yes," I replied, "quite an exciting time." + +"Are you covered by insurance?" + +"No--" + +"What!" he cried, and there was great anxiety in his tone. + +"No, the policy expired a few days ago and somehow I neglected to--" + +"Neglected to--neglected such an important thing as your insurance!" My! +but I felt small! "What's the amount of damage?" + +"I should say fifty dollars would cover it, and that's on the building, +not on the stock." + +"Phew! I was told that you had been burned out." He must have felt +relieved. "You had better get busy and place insurance at once! And your +credit is stopped until you have fully protected yourself!" + +I told him I had already arranged that with Mr. Field, and he said to +have Mr. Field advise him as soon as the policy was written. + +Those two calls gave me an insight as to how real business was +conducted. Neither of them certainly delayed much when they heard about +it, and they must have had some means of finding out things promptly. + +But I shuddered to think of my narrow escape. If the place had burned +down I'd have been absolutely ruined. + +I wondered if Stigler would--oh, but no, it wasn't possible the man +would do such a thing. I saw him as he was coming home. "Had quite a +fire, didn't yer?" was his remark. "Sorry for yer"--but his tone belied +his words. + +I wondered! + + + + +CHAPTER XXVII + +PROFIT-SHARING PLANS + + +Our weekly meetings had certainly cultivated a better spirit among my +small staff. Even in the case of Wilkes it had had quite an effect. He +was only a boy, but we allowed him to sit in the meetings because I +wanted to make him feel that he was part of the organization. Ever since +we started them he had been much better in his delivery of parcels. He +was more courteous and attentive; he felt he was one of the firm. He was +not the slipshod, careless, happy-go-lucky boy he was once, but a +careful boy, studying the interests of the business certainly more than +we clerks had done when I was at Barlow's. I think that retailers could +do a lot to build up self-reliance and self-respect among the boys they +have. + +At our next Monday meeting the fire was discussed. Jones suggested that +we have a big fire sale. At this Wilkes broke in eagerly: + +"But what would we have to sell? I thought at a fire sale you had to +sell stuff that got damaged by the fire." + +There was more wisdom in that remark than he knew. + +Jones replied: "Everybody in town knows we've had a fire; but they don't +know how bad it was, and we can put in the sale a lot of old stuff we +want to get rid of, and get away with it, all right." + +"Hum," remarked Larsen. "That would be a fake, wouldn't it?" + +Here I broke in. "It's a good suggestion, Jones but I don't think we +want to have a fire sale. We had no stuff damaged, to speak of, and it +would, as Larsen says, be a fake sale, if we had one; and I believe +we'll win out in the end by saying and doing nothing that is going to be +other than the truth." + +Jones was inclined to be sulky at this, and my first impulse was to +speak to him sharply; but I remembered, fortunately in time, my previous +lesson never to talk to an employee angrily, and furthermore, that this +was a directors' meeting, where each was privileged to say what he +wished without regard for position. I realized that Jones had made the +suggestion in all sincerity, thinking it was to my interest, so I said: + +"You know, Jones, that I have made several suggestions that we decided +not to adopt, for no one of us knows all the best of it. In some ways +that's a good suggestion of yours, and, if we'd had a little more stuff +damaged to justify it, I think I'd have been very much tempted to have a +fire sale. But, as it is, don't you think we had better exert ourselves +in making a big push on perfect Christmas goods, rather than emphasizing +damaged goods? You see, if we had a fire sale, some people might +hesitate about buying from us for a little while, even after the sale, +thinking that we would be trying to sell them fire-damaged goods." + +"Well, won't they think that now?" he asked, somewhat mollified. + +"By Jove, perhaps they will," I returned. "How would you suggest +overcoming that?" + +Larsen was about to speak, but I checked him. I wanted to have Jones +feeling good-natured again. + +"Of course we could advertise it," he said. + +"That seems a good, sensible suggestion. All right, we'll advertise that +no goods were damaged by the fire." + +That removed the last shred of resentment on the part of Jones. + +I told Betty about this when I came home, and she exclaimed: "Why, +you're a regular Solomon, you are!" + +"Explain yourself," I commanded. + +"Why, your tact in handling Jones. You'll be a real manager of men, yet, +if you go on like that!" + +"Huh, that's where I'll differ from Solomon, then. He was a real manager +of women only, wasn't he?" + +"Now you're getting impudent," and she kissed me. + +Well, after we had disposed of the fire sale question, we brought up the +matter of whether we should, or should not, sell toys at Christmas time. +Larsen was strongly in favor of it, but I was rather against it. + +"We've a hardware store," I argued, "and that's a men's shop. Toys are +kids' business." + +"You say we have a men's store, eh," was Larsen's rejoinder. "More women +than men come into the store. Women buy ninety per cent. of all retail +goods sold in the country. Why not we get women's and children's trade? +Get youngsters coming into the store. When they grow up they come for +tools." + +Wilkes was strongly in favor of it, but I had an idea that it was so +that he could play with the toys. Jones was against it--he thought it +undignified. + +After an hour's discussion we were just about where we were at the +beginning, and the matter was held over until the next meeting. I +decided in the meantime to talk it over with Betty, and then I thought +to myself: "If I'm going to talk this over with Betty why not get the +others to talk it over with their women-folk?" That seemed to me a good +idea, and I made the suggestion to the others. So Larsen agreed to talk +it over with his wife, Jones with his sweetheart, and Wilkes with his +mother. + +I had a long talk with Betty and Mother over the toy situation. Betty +was for it. Mother was against it. So there we were. What's a poor man +to do when opinions are so divided? I decided to wait a while. + +Betty made a bully good suggestion, and that was to have the boys up to +dinner some night. I had been thinking of that; but then she added: "And +have Larsen bring his wife, Jones his young lady and have Wilkes bring +his mother." + +"Good heavens," I exclaimed, "what is this to be--a gathering of the +Amazons? Or are you planning to make a union of you women to run us out +of business!" + +"Don't try to be funny, boy dear--because, whenever you try it, you fail +miserably. You know your humor is very much like an Englishman's--it's +nothing to be laughed at!" + +"But what's the idea?" I persisted. + +"Now you promise you won't laugh if I tell you?" + +"Sure," I said, grinning all over my face. + +"There you are! You promise with one hand, and grin with the other. Oh, +pshaw!" she said, when I laughed. "You know what I mean!" + +I saw she was getting a little provoked, so I said: "Go ahead, I won't +laugh." + +She handed me a newspaper clipping in which some big steel man said +that, whenever he wanted to hire executives, he always tried to find out +something about their home surroundings, in the belief that the home +influence, to a big extent, makes or mars a man's business efficiency. + +"You see, boy dear," said Betty, "you never saw Jones' girl, and you +never saw Mrs. Larsen. Of course, Mrs. Wilkes we do know--we know she +used to do washing before she married again. She's a dear body, and I +know it would please her to come. And if you please her, she's going to +make Jimmie work all the harder." + +"I see! You're going to turn into a female gang driver!" + +"Now, if you knew Mrs. Larsen, it would perhaps give you more insight +into Larsen's character than you have now. You would know what his home +influences are, and whether they are helping him or hindering him. And +Jones' young lady--she may or may not be a girl who is likely to help +him; and if she isn't--" + +"If she isn't, I suppose I've got to tell him to change his girl, or +fire him! That's a crazy idea!" + +"I didn't say that. But, if she isn't the right kind of girl, you can't +afford to look upon Jones as a permanency, that's all." + +"You're making the suggestion for the best, I know; but I think it's a +foolish idea." + +"I don't think it's so foolish," interrupted Mother. + +There it was! First they had disagreed about the toys, and then, when I +disagreed with either of them, they sided together! Well, I finally +gave way--I might have done it in the first place and saved the +trouble--and I invited the whole bunch of them up on the following +Friday night. It seemed to me a risky experiment, but Betty was so keen +on it--and I had to admit she was no fool. Anyhow, I didn't think it +could do much harm. + +When the evening had come, and gone, and they had all left the house, +Betty squared herself in front of me, and said: + +"Well, what have you to say for yourself?" + +Solemnly I replied: "Out of the mouths of babes and sucklings--" + +"I don't know whether you are the babe, or the suckling; but it's very +seldom wisdom cometh forth from you!" she broke in; but her eyes were +dancing with delight at the success of the evening--for it certainly had +been a success. + +Jimmie's mother had kept looking at Betty all night, and whatever Betty +said she agreed to. She was a good-hearted soul, who was always quoting +"my Jimmie." She had no ideas of her own whatever, and she believed that +Betty was a kind of guardian angel. It seemed that some weeks ago Jimmie +had had a bad cold, and Betty had noticed it while in the store and had +gone across the road and bought some cough lozenges which she gave him. +She had forgotten all about it; but ever since then Betty has been on a +pedestal in that household. . . . Isn't it queer what a little act of +kindness like that will lead to? + +Jones' girl was named Elsie Perkins. I didn't like the name Elsie; but +she was much better than her name. She was a quiet little girl, but had +an opinion and will of her own. She worked at the bank and was +Blickens' personal stenographer. I never even knew that Jones was +acquainted with her! How little the majority of people do know about +their employees; and if they only knew more about them, how easy it +would be to get better results from them! + +That evening certainly resulted in a more friendly feeling among my +little staff than ever there was before. + +Mrs. Larsen was a very queer woman. When she came in she _bristled_--do +you know what I mean by that? Well, whenever any one said anything to +her she bristled all up, as if there was going to be an argument. When +she came into the house and Larsen introduced me, I said: + +"How do you do, Mrs. Larsen?" + +"How do you do, Mr. Black?" she replied sharply, and the way she said it +conveyed the idea that she was absolutely on the defensive. + +I went into the kitchen, later, while Betty was there, and I said to +her: + +"What is the matter with Mrs. Larsen?" + +"I don't know. Doesn't she act queerly?" + +"She doesn't like us for some reason or other." + +"Has Larsen ever said anything about it?" + +"Never a word." + +"Why not tell her how much you think of Larsen, and how lucky you feel +to have him as your manager?" suggested Betty. + +"I see. Soft-soap the old girl. All right." + +I had to hurry back into the room then, because I couldn't leave my +guests for long. In a few minutes I was talking to Mrs. Larsen about the +hard time we had had when I bought the business. "I don't know what I +would have done if it hadn't been for your husband, Mrs. Larsen. I +certainly think I'm lucky to have him, and I know he thinks he's lucky +to have you!" + +"So you think that you are lucky to have my husband working for you, do +you, Mr. Black?" she asked. + +"Yes, indeed; he is a mighty fine man, and I think a lot of him, Mrs. +Larsen." I spoke with all sincerity. + +"Do you know how old my husband is?" + +"Why, n-no. How old is he?" I couldn't see any reason for her question, +which was asked in the same frigid manner, but I responded with polite +interest. + +"Fifty-four," was her response. + +"Is he that old?" I was floundering, for I felt that I had altogether +missed my aim in trying to pacify her. + +"Yes, fifty-five next January. . . . And after forty years' work he is +very valuable to a hardware store--so valuable that he gets twenty +dollars a week!" + +Hadn't I got my foot into it! "T-that's nothing like your husband's real +value, Mrs. Larsen," I stuttered, "b-but you know I've only had the +store about six months and I had some very heavy losses at the +beginning." + +"So my husband should bear your loss, is that it?" + +I was getting angry and was about to make some tart rejoinder; but, just +as I was about to speak, I felt Betty's hand on my shoulder. She had +quietly come into the room and heard Mrs. Larsen's last remark. To my +surprise, Betty took over the conversation. + +"Just what I was telling Mr. Black," she said sweetly. "I told him that, +if he ever expected to get people to work whole-heartedly with him, he +would have to let them share in his profits." + +"And his losses?" broke in Mrs. Larsen. + +"Yes, and his losses. For instance, take the case of Mr. Larsen and Mr. +Jones--and Jimmie," she said, looking at the last-named with a twinkle +in her eye. "They have all had to bear some of Mr. Black's losses; and +it was a case of either sharing the loss or Mr. Black getting some one +else to share it, for, if he had paid them what they were worth, he +would have failed, and you see then they as well as Mr. Black would have +all been out of work. As it is, I really think my husband has turned the +corner, although it's only six months since he took over the store. +. . . And it has been a pretty busy six months, hasn't it, Mr. Larsen?" + +"You bet it has," he returned heartily. + +"And a pretty happy six months?" + +"The happiest I have had in my life!" + +"Well, I think," Betty continued, "that we are going to have many more +happy months; and one reason we asked you all here was to let you know +so; because, you know, Mrs. Larsen, your hubby can't work well for Mr. +Black unless he has your help, just the same as Mr. Black can't work +well without my help. . . . These men are helpless things without us +women to cheer them up, aren't they, Mrs. Larsen?" + +"That's so," she nodded, thawing under the sunshine of Betty's words. "I +tell my husband sometimes he is a fool, and I don't know how people +endure him, but he's good to me." Then she stopped, embarrassed, for she +had made her first remark without "bristling." + +"I know this, Mrs. Larsen," said Betty, "that no man is worth much in +business, unless he has a good woman at the back of him, to help and +encourage him. . . . You agree with me, don't you, Mr. Jones?" + +His answer was to blush red and sheepishly grin, first at Betty, and +then at Elsie. + +"Well," Betty went on, while I stood by, too astonished to say anything, +and indeed not knowing what was coming, "Mr. Black and I talked over, +right from the beginning, the advisability of starting a profit-sharing +plan. Now, we haven't worked it out--in fact, he has only just decided +definitely to go ahead with it; but he purposes that, by the time he has +finished his first year in business, if not even sooner, he will arrange +some plan whereby he can divide a share of his profits, if he makes any, +with his help. . . . We talked it over yesterday,"--what little liars +these women are sometimes!--"and Mr. Black said he wanted to have the +women-folk, who made his little staff so effective, know what he was +trying to do for them. You see, Mrs. Wilkes, Jimmie here will get a +little bit of profit--let's see, every three months you were thinking of +paying the bonus, wasn't it, Dawson?"--I gulped and looked at Betty with +amazement, and I must say, admiration, and nodded--"so, you see, that +Jimmie, every three months, will have a little check to bring home as a +little extra money, which he can put in the savings bank; and--" + +"How much is it likely to be?" asked Jimmie eagerly. + +"Bless the boy, I don't know. You may not be worth anything. You may be +having more now than you're worth," she said teasingly. + +"Not my Jimmie," said Mrs. Wilkes a little indignantly. "My +Jimmie"--and here she entered into a pæan of praise of Jimmie. + +Then Betty continued: + +"And Mr. Jones will have a little check which will probably come in very +handily for--furniture?" she said, looking at Elsie. Elsie's only answer +was a blush. "And you, Mrs. Larsen, will probably have a check from Mr. +Larsen, every three months, which will help, at any rate, to give Mr. +Larsen the protection for his old age that he has so thoroughly earned." + +Mrs. Larsen was completely won over, and, to my surprise, she burst out +crying bitterly. Betty quietly put her arm around her waist and led her +upstairs. They came down in a few minutes, Mrs. Larsen red-eyed, but +smiling; and we immediately started the question of handling toys for +Christmas. The women were all strongly in favor of it, so we decided to +have toys for Christmas. + +I didn't know the first thing about toys; I didn't know where to buy +them; I didn't know what we ought to sell. But, as we were going to sell +them, I hoped that my luck would be with me. + +After they had gone Betty told me that Mrs. Larsen had said, when they +were upstairs, that she had been urging Larsen to find another job, as +she felt he wouldn't make any progress with me. + +"Perhaps that's why he has looked worried sometimes lately, and hasn't +seemed to work with the same delight that he did when I first bought the +business," I said. + +And then it was that Betty had put her hands to her hips, cocked her +head impishly one side, and thrown her taunt at me: "Well, what have you +to say now?" + + + + +CHAPTER XXVIII + +GETTING NEW BUSINESS + + +The next day, I wrote to Hersom, the salesman for Bates & Hotchkin, and +asked him to give me the names of one or two good firms from whom to buy +toys. I had just mailed the letter when he came into the store. + +He was a nice fellow, was Hersom, and I had found that, whenever I left +anything to him, he gave me a square deal. Indeed, he had got so that he +was almost one of the family when he got inside the place. He gave me +the names of two New York concerns, the manager of one of which he said +he knew personally, and to him he gave me a letter of introduction. + +I decided that Betty and I would go to New York the next week and pick +out a stock of toys. We would plunge on a hundred dollars' +worth--perhaps a little more--and see what happened. + +After I had found out a little about selling the Cincinnati pencil +sharpener, with the aid of the selling manual which the company had +given me, I had passed it on to Larsen, and he had studied it for a week +or two, and then, one Thursday afternoon, he had gone calling on the +business men of the town, other than the store-keepers. He sold only one +sharpener the first afternoon, but he had a request for a pocketknife, +which we delivered the next day. The next Thursday he went out again. To +my surprise he didn't sell a single pencil sharpener, but he came back +with an order for a Middle's razor and a stick of shaving soap, and also +brought in eighteen safety razor blades to be sharpened, and two of the +regular kind of razors to be honed! + +Of course we did not sell soap and I asked Larsen why he had taken an +order for it. His reply was: + +"Look here, Boss, let's do it. He wanted it, and it'll please him. He +then give us more trade." + +"But what about the razor blades? We can't sharpen those here." + +"Up to Bolton is a drug store with a machine for sharpening 'em. It's +only eleven miles away. I go there and fix up for them to do it for us. +We can get lots of business for it." + +Well, I let him do it, and we put a little notice in our window that +safety razor blades would be sharpened, and razors honed, in forty-eight +hours. We made only ten cents on a dozen blades, but, as Larsen said, +and I believed he was right, we were obliging the customers; and even if +we didn't make anything out of it it would pay us on account of the +good-will we would build up. + +Larsen had shocked me very much the same day by saying that he thought +we ought to stock shaving soap and talcum powder, and bay rum, and such +stuff. I had told him I couldn't stand for a thing like that--we'd have +Traglio the druggist down on us. + +"Traglio?" replied Larsen. "Say, Boss, you never been mad at him for +selling razors? Nor for selling mirrors?" + +"Oh, well, we don't sell shaving mirrors." + +"Hum. I know we don't, but we oughter. What about him selling shaving +brushes? That's a line we got. I think we oughter please customers and +not bother about old Traglio." + +Finally I had allowed him to buy twenty-five dollars' worth of shaving +sundries--in fact, I had told him to look after that stock himself. +Well, since then, old Larsen had looked upon his little stock of shaving +accessories as if it were an orphan which he had adopted. I thought he +spent too much time in pushing the sale of shaving sticks, and bay rum, +and witch hazel, but his twenty-five dollars' worth of stock rose to +over sixty dollars and we built up quite a nice little sale for it. +Strange to say, very little of it was sold in the store; for every +Thursday Larsen visited his "trade," as he called it. He went around to +his different people once a month. He had about sixty people he called +on, all told--an average of fifteen each Thursday afternoon. In three +months he had brought to us over twenty charge accounts, and charge +accounts with the best people in town, too, through calling on the +husband at his place of business, and getting the wife to visit our +store. + +He would come back with all kinds of strange requests and orders. Once +he brought a request that we send a man to repair a broken window sash. +We hadn't any one who could do that, so I telephoned to Peter Bender to +go down there and repair it and charge it to me. Peter seemed quite +tickled to think that I had got him some business. I told Peter that +they were charge customers of ours, and that, as they never paid cash, +I'd pay him and collect it on my regular bill, which satisfied Peter +very well, because he never kept books. + +He went down and did the job and turned me in a bill of $2.25. I paid it +and charged it to Mr. Sturtevant at the same price. I made nothing out +of it, but I surely did please that customer, for Mrs. Sturtevant +dropped into the store to make some little purchase and told me about +it. She remarked she didn't know we had a carpenter department. I told +her I hadn't, but, as she had wanted the job done, I had telephoned +Bender to go and do it and charge it up to me. + +"Bender charged me $2.25," I said, "and of course I charged you only +just that amount, for I don't want to make any profit on little jobs +like that. It is merely an accommodation to my customers." + +"I haven't bought much from your store before," she said. + +"That's my misfortune," I returned with a laugh. + +"You merely did that so as to put me in the position of having to deal +with you, is that it?" + +"Not at all. But your husband asked Mr. Larsen, when he called on him, +if he could see to it for him, and we were only too glad to do so. +Naturally, we are anxious for your patronage. You know, Mrs. Sturtevant, +that's what we are in business for." + +She seemed satisfied with that explanation. As she was leaving the +store, she remarked: + +"Mr. Black, if either of the maids or the chauffeur come here for goods, +please don't deliver anything unless they have a written order. I have +decided to stop trading with Mr. Stigler, because I think his bills are +too high. Do you think Mr. Stigler is a fair man?" still with her hand +on the doorknob. + +Fancy asking me that question! As though I could possibly do justice to +my feelings about Stigler in the presence of a lady. I was about to +say, in the politest manner possible, that I thought him the dirtiest, +meanest hound in the town, when I caught Larsen shaking his head, with a +warning look in his eye, and then I realized the folly of what I had +been about to do. + +"I think Mr. Stigler is a pretty good man, so far as I know," I said, +"but, of course, we don't see much of each other." + +"I understand you fight each other a lot?" she asked. + +"Oh, no, not at all." + +"Mr. Stigler seemed quite provoked about you. I was telling my husband +about it." + +"What did he say?" I asked with a smile. + +"He said that, when a man disparaged his competitor, he preferred to +trade with the competitor!" + +With that she left the store. I think she wanted to convey to me, +without directly telling me so, that that was partly the reason she had +decided not to trade with Stigler any more! And to think of the fool I +was about to make of myself! When you come to think of it, it _is_ bad +business to speak ill of your competitor. Fortunately, I learned that +lesson without having to pay for it. + +Betty and I went to New York on a Sunday, slept there Sunday night, and +the first thing Monday morning, at Betty's suggestion, we went up to the +office of _Hardware Times_. There we found Mr. Sirle. He was a wonder, +that man. He knew my name right off, for he came right up and shook +hands with me, saying: "Is this Mrs. Black?" whereupon I introduced him +to Betty. Some pleasantries followed, and he led us into his office. + +"Well," said Mr. Sirle, "are you in New York on business, or is this +just a pleasure trip?" + +"It's supposed to be a business trip," I replied. + +"I see," he returned, "a business trip with a little pleasure on the +side." + +"Yes," said I, "in spite of having brought the wife with me." + +"Shall I throw him out of the window?" said Mr. Sirle, turning to Betty. + +"Not this time," she said, "I think your office is too high up." + +I told Mr. Sirle the object of the trip, and asked him if he could +recommend the house to which Hersom had given me a letter of +introduction, and he said yes, it was a good house to do business with. + +"Are you going down there right away?" he asked. + +I told him yes, whereupon he picked up the 'phone, gave a number, and +asked, "Is this Plunkett?" + +Plunkett, it seemed was the manager of Fiske & Co., the toy firm to +which I was going. Mr. Sirle seemed to know everybody. It must be fine +to be known and liked by everybody as he was. + +"Say, Plunkett," he said over the 'phone, "This is Sirle. There's a +bully good friend of mine, Mr. Black, going over to see your line of +Christmas toys. He doesn't know the first thing about toys, but he's all +right. I want you to do the best you can for him. . . . All right, I'll +see if Mr. Black can be there about half-past two. . . ." + +I nodded assent, and the appointment was made. + +Well, Mr. Sirle wouldn't hear of us doing anything until we had lunch +with him, so he took Betty and me out to one of the nicest little +lunches I ever had. Betty quite fell in love with him, especially when +she heard the way he spoke about his little boy. She said to me, coming +home on the train: "A man must be all right who loves children as he +does his boy." + +Well, we went to the toy house, and we bought a selection. We spent +$160, as a matter of fact, but I was certain that we got an excellent +assortment. We bought a lot of mechanical toys and a number of games. +Mr. Sirle advised us to add air rifles, structural outfits, water +pistols, and a few things of that nature which the regular jobbing +houses carry, to make a big showing. He also advised me to make a good +display in the window and have one counter exclusively for toys. + +"Fix a train in the window, and let one of your boys keep it wound up," +he added. "The little engine running around and round on the rails will +attract a lot of interest. Nothing helps a window display so much as +something moving in it." + +In the evening we went to the theater and left New York early the next +morning, getting back to Farmdale in time for me to put in a couple of +hours at the store. I sent off a little order to Bates & Hotchkin for +the extra toys which Mr. Sirle had advised me to buy. + +Mr. Sirle sold me a book on show-card writing which he said would give +me some good ideas also on advertising generally. + +I felt a bit worried on seeing four great cases delivered to Stigler's +5- and 10-cent store, especially when I found that they were Christmas +novelties and cheap toys. All the stuff I had bought was of the better +quality. I hoped we wouldn't get stung with the venture, for it looked +as if the toy business was going to be overdone in the town. The +department store was already advertising that they'd have a children's +fairyland for the whole of December. Traglio was running a lot of games, +jigsaw puzzles and things of that kind. Funny thing, the year before the +department store had been about the only one that did anything in toys, +and they hadn't done very much. Now this year there were seven of us +pushing toys and it looked as if some one was going to get left. + +One day, Miriam Rooney, one of Mrs. Sturtevant's maids, came into the +store and said she wanted to get some kitchen goods for her mistress. I +asked her for a written order for the goods, in accordance with +instructions from Mrs. Sturtevant, and she drew out a little book, +printed especially for the purpose, in which the blanks were numbered. +She slipped in a sheet of carbon for the copy, and was about to fill out +the order, when she said, with a peculiar look on her face: + +"I--I suppose you'll charge it up the same way as Mr. Stigler used to?" + +The moment she said it, I felt there was something wrong. I suppose I +was prejudiced against that man, and every time I heard his name I saw +red. Stigler had been trying in every way he could to hurt me. He was +all the time cutting prices, and I had lost quite a lot of business +because of my refusal to reduce my prices when customers came and told +me they could buy cheaper at Stigler's. I used to do so at first, until +Old Barlow advised me not to. + +"Don't you think it is quite possible," he had said, "that your friend +Stigler is sending some one into your store to see how much they can +beat you down?" + +I asked what good that would do him. + +"Suppose a woman came in for a fifty-cent article and, by telling you +she could get it from Stigler for forty cents, you were induced to let +down the price, and not only sell it to her for that price, but make +that the regular price on the article?" + +Well, I had never done that, although I had occasionally let down the +price on some individual article, but since then I had adopted the +strictly one-price policy. + +When Miriam Rooney asked me if I would charge it up the same way as +Stigler, I was on my guard at once. "I don't know what Stigler does at +all," I said, with a smile. + +"Well," said Miriam hesitatingly, "you see, Mr. Black, we use a lot of +things up to the big house"--Mrs. Sturtevant was the wife of a very +wealthy manufacturer in the neighborhood and kept up a large +establishment--"and you might want to make it worth our while for us to +buy from you. Mrs. Sturtevant said she'd as soon we'd buy from you as +anywhere else." + +"In other words, you want a rake-off--is that it?" + +"Well," she said, evidently not liking the brutally frank way I put it, +"it ought to be worth something to you to get all the business of the +big house, hadn't it?" + +"No," I said, desiring to get rid of the subject in the easiest way, "I +can't afford to do so at the price I sell my goods, and there would be +no benefit to me in doing business without a profit, would there?" + +"Oh, you're soft," she said. "It needn't cost you anything." + +I knew well enough what she meant. "But that would be making Mrs. +Sturtevant pay more for the goods than they are worth." + +"What d' you care, so long as she pays it?" + +"I want Mrs. Sturtevant's business, young woman, but I'm hanged if I'm +going to do any grafting to get it!" + +"Keep your old things, then! If you're a fool, Stigler isn't!" And with +that she bounced out of the store. + +Larsen wanted to telephone Mrs. Sturtevant and tell her all about it, +but I said we'd never had much business from her and I'd hate, just +before Christmas, to cause a girl to lose her job. "Besides," I said, +"she'd deny it, of course." + +I told Betty about it when I got home. All she did was to come over and +give me a kiss and say, "I'm glad, boy dear, you are strong enough to do +business honestly." + +A few days later, Mrs. Sturtevant came into the store and bought quite a +number of things. When she was through, she said to me: + +"Didn't one of my maids come in here yesterday?" + +"Yes, Mrs. Sturtevant." + +"Why didn't she buy?" + +"I couldn't satisfy her," I said with a smile. + +"How do you mean, you couldn't satisfy her?" persisted Mrs. Sturtevant. + +"Why, we--we couldn't agree on prices!" + +"You are a very foolish young man!" I looked at her blankly--I didn't +know what she meant. "If you hadn't a mother to look after you, I don't +know what you would do!" + +"What do you--I don't quite follow you," I smiled. + +"I'll tell you, Mr. Black. Your mother and I, of course, know each +other, and she paid me a call a few days ago; and, while talking, she +mentioned that you refused to sell me some goods because you would have +to add a premium to the price."--Betty must have told mother!--"I have +suspected that I have been paying too much for my goods, and, when your +mother told me that, I was certain of it. Besides, I suspected something +when Miriam said she couldn't find the things we wanted here, and she +had to go to Stigler's, when I asked her why she didn't buy them of +you." + +"Don't worry. I haven't dismissed the girl; but I have given her a good +talking to." + +If you knew Mrs. Sturtevant, you would know that she could give anybody +a good talking-to. "But I do know I have paid prices that were too +high," she continued, "because I asked a friend to go into Mr. Stigler's +store and buy some things, and I checked those with the prices which had +been charged me." + +"And they were--?" + +"Yes, about fifteen per cent. more." + +"Hum!" + +"Yes, exactly. I said something more vigorous than that, though, for +your competitor first of all added ten per cent. for the maid and then +apparently another five per cent. for himself! I have been over there +and told him that I have instructed my help never to buy anything from +him again, and that, if they do, I shall positively refuse to pay for +it." + +I wondered if other retail merchants had just these same little problems +to solve that I had. I wondered if, in a case like this one, they would +have ever thought of suggesting to their customers that they get some +friends to buy an article or two occasionally, and compare the prices +with those they were charged. . . . I knew the episode wouldn't make +Stigler love me any more, for the Sturtevant business amounted to quite +a lot. That one order that Miriam Rooney had bought of Stigler had been +eighteen dollars' worth. + + + + +CHAPTER XXIX + +STIGLER RUNS AMUCK + + +About this time Betty was taken sick, so that I used to go into the +Élite Restaurant for my lunches. This was a place frequented by a number +of business men. Stigler was in there one day when I got in, talking +with some of the people who regularly dined there. If ours wasn't a dry +town, I should have said that Stigler had been drinking; for, the minute +he saw me, he flushed, and an ugly expression came into his face. + +"There he is," he cried to his friends, pointing at me, and he spoke in +a voice loud enough for me and everybody else in the place to hear. +"There he is! A pretty little chap he is--oh, so nice that he is!--to +stab his competitor in the back. D--d young whelp!" he said _to_ his +friends, but _at_ me. "What do yer think of a feller that goes behind +yer back to hurt yer character? I'd sooner a feller'd come out in the +open and fight. D--d character assassin!" + +His friends looked rather embarrassed. I sat down at the table, +apparently not paying the least attention to him, but my head was in a +whirl. Then I gave my order to Kitty. I suppose Kitty had another name, +but everybody knew her as Kitty. She was a pretty little Irish girl, who +had come to our town about five years ago, nobody knew from where. Old +Collier, the big, fat, kindly old Frenchman who ran the place, at once +had given her a job. He was too big-hearted to inquire why she came by +herself and why her eyes showed signs of sleeplessness and weeping. He +not only gave her a job, but, in a few weeks, had taken her into the +family. She at first became known jokingly as Kitty Collier, and soon +everybody thought of her by that name. She thought the whole universe +revolved around genial old Pierre, who really regarded her as he would +his own daughter. + +When Kitty first came into the town Betty at once had become her friend; +and in fact Betty had been quite severely criticized for making a friend +of a girl whose character was unknown. Kitty thought a lot of Betty and, +in consequence, of me also. + +"I'll bring ye some nice steak," said Kitty with her pretty brogue, and +unobtrusively patted my back. She sensed the unhappy position I was in. + +When she came back, Stigler was saying in a loud voice: "There are some +people--and their name ain't White, either--that ought to be ridden out +o' town!" + +Crash! Kitty had dropped her plate, and, to the surprise of every +one--especially to me,--she walked over to where Stigler was sitting, +gave his hair a vigorous pull, and said: + +"Arrah, now, ye dir-rty blackguard, ye're not a gintleman yerself, an' +ye doan't know one, if ye see one. Mr. Black, there, is too much of +gintleman to sile his hands on the likes o' you, but _I'm not_!" and +with that she gave him a resounding box on the ear. + +Stigler jumped up with an oath, while old Pierre ran from behind the +counter; Stigler, black with rage, Pierre almost crying with vexation. + +Stigler caught Kitty by the arm and angrily swung her around, and +then--I forgot myself. I rushed at him and caught him fairly under the +jaw. He fell back among the tables; and then some people caught hold of +us, and held us both back. Finally Stigler walked out of the restaurant, +without another word, while I sat down at the table to eat my steak; but +I was trembling all over with the excitement and could eat nothing. + +I felt that there was nothing I wouldn't do to be able to run Stigler +out of the town. Why he should be so bitter against me I didn't know, +unless it was that my business was slowly growing. Of course he had been +fond of Betty, but surely he was all over that. + +Old Barlow came over to the store, having heard of the fracas. + +"Look here, Black," he said, "I want you to forget that fracas. Forget +Stigler as much as you can. If you see him, don't speak to him; but just +drive ahead and 'saw wood.' If he likes to waste his energies in +thinking up ways of getting revenge, why, let him do so. Just keep your +attention on your business and you'll have a successful business when he +is forgotten. No man can build a successful business on spite. No man +can increase his bank account while he's trying to make his business a +weapon to secure revenge against some one else. I have seen so many +business men spoil themselves because they began to worry over +competition, and, instead of just seeing how they could improve their +methods of business they spent good time in seeing how they could fight +one individual competitor. Success to-day isn't made by downing the +other fellow, but by building up one's own efficiency in business +methods. There's room for you and Stigler and me in this town--in fact," +he said with a smile, "we are going to have a little more competition +yet." + +"Where?" I asked, surprised. + +"In Macey Street." + +Macey Street was a busy little street connecting High and Main. + +"Who is it?" + +"I don't know; but I understand it's one of a chain of stores." + +"What kind of goods are they going to handle?" + +"Kitchen goods, same as you." + +"H'm," I said with a grin, "I guess I'll have to go into the +agricultural implements business and compete with you!" + +"Go to it! Good luck to you!" But he knew that I couldn't do that, for I +hadn't the money to put in the necessary stock; and, besides, Mr. Barlow +had had that business for years. + +When I told the Mater about it, she replied: "It seems to me +unreasonable to say that, because Mr. Barlow has had that business for +years, you should avoid it; but I really hope you won't try for it, +because Mr. Barlow is such a good friend of yours, and his friendship +and the help which he has given you is worth more to you than what you +might earn from selling those goods. If you did, he might retaliate and +sell electrical goods, and, you know, you are getting quite a name for +those." + +It was a fact; we _were_ selling quite a lot of electrical +goods--indeed, I believed we were going to build up a very substantial +business in them before long. I was thinking of making a special +department of them, and hiring a girl to be in charge of it. I knew +that many people would think it funny to have a girl in a hardware +store, but, just the same, I had a hunch that a girl could handle that +kind of goods better than a man. + + + + +CHAPTER XXX + +NEW TROUBLES + + +Betty had become seriously ill. The doctor said she ought to go South +until spring, and then take a sea voyage. I told him I didn't know where +the money was coming from to do it; but the Mater reminded me that Aunt +Hannah lived in Birmingham. The doctor said that would be better than up +here for the time being, so the Mater wrote at once to Aunt Hannah to +see if Betty could go and stay with her for a while. I would shut up the +house and live with the Mater until Betty came back. + +I had not yet been able to pay all the monthly bills. I had bought those +toys in New York on a ten-day cash basis, so I was hard up. When I went +to the bank to try to borrow $500.00 Blickens had turned me down. He had +said: "You're right in the busiest time of the year now. A few days +should give you all the money you need. If you can't carry yourself +without the aid of the bank now, you never can." + +Then, to cap the whole thing, I had received a letter from Barrington +saying he'd like me to pay that $1,250.00 note, secured by a mortgage on +my farm. I went to his office, and he said he wanted the thing closed up +right away. It was a demand note, because, when we fixed it up, +Barrington had said he wanted it to run an indeterminate time. I had +expected he would carry it indefinitely, but there it was--he said he +had a sudden call for the money and wanted me to pay it off. + +I had caught a very bad cold, and if I had not been boss I'd have taken +a good vacation. One day I went to the store, but had to come home +early, I felt so sick. Jones, too, was out the same day--worse luck. His +mother had called up in the morning, saying he had caught a bit of a +cold, and she thought it would be much better for him to stay home till +he was well. I almost wished I were a clerk for a little while, then +perhaps I could stay at home and get a rest. I really felt very ill. My +head was splitting. + +I wonder if clerks realize how often the Boss has to work when he feels +sick? Most bosses, I guess, have that feeling of responsibility for the +business and the employees that I always have had, and that keeps them +working when they'd be at home if they didn't have that responsibility. +I remember one of the fellows who worked with me at Barlow's used to +complain that Barlow got all the profit, while we got all the work--and +I agreed with him at the time, poor fool that I was. We never thought +that Barlow had all his money invested in the business that was +providing us with a certain living. We never stopped to think that we +were sure to get our money every week, whatever happened, but that +Barlow had to take a chance on anything that was left. We never thought +about the worry and responsibility. + +I don't want to forget the workers' side of a business deal, but I never +realized so much as I did then how unjust most employees are to their +boss. I know many bosses are unjust to their employees and perhaps the +boss is principally to blame for it, but just take my case: There was +Jones threatened with a cold, so he stayed home when he could have been +working just as well as not. He knew he was going to get his money on +Saturday, anyway. But I was so sick I could hardly think logically; and +I had to go down to the store and work. + +Stigler had put on a big sale of Christmas novelties. He had bought a +lot of indoor parlor games. I hadn't bought any of those; and he had a +line of calendars and Christmas cards. I had never thought of putting +them in. The drug store had a big stock of them, though. + +Stigler was advertising extensively and was pretty busy at both the +five-and-ten-cent store and at the hardware store opposite. He seemed to +be doing more business than usual. Since we had had the scrap in the +Élite Restaurant he had been quite polite, but somehow I feared him more +than ever before. He seemed to have a cold hatred of me, and he was +always going out of his way to spoil any adventure in special sales that +I made. + +Toys had been going very slowly with me. I had wanted to get Fellows of +the Flaxon Advertising Agency to write up some ads on toys for me, but +he was in the hospital, being operated on for appendicitis. I didn't +know what to do. + +As soon as she received the Mater's letter Aunt Hannah had telegraphed, +saying she'd be delighted to have Betty visit her, and asking if I +couldn't come as well. Of course I could not go, but the doctor said +that Betty was well enough to travel, so it was decided that the Mater +should go down with her to stay for a week or so while I looked after +the house. I planned to have all my meals at the Élite Restaurant. + +The day after they left I was so ill that I had to spend the whole day +in the house. Larsen came around at lunch time and said he'd written up +an ad on toys and had put it in the papers. + +"We can't afford any money for ads," I said peevishly. + +"Done now, Boss, anyhow. Don't you worry--we had quite a good day +yesterday. Going to have another one to-day. You stay right in bed until +you are well. We'll look after things there." + +Larsen was a good sort. I saw his ad in the paper. It read like this: + + SOMETHING THAT MOVES + + Every youngster likes a toy that moves. Get him one for + Christmas! We have a large variety of moving and other + Christmas toys. They are toys that will fascinate the + youngster. They are strongly built toys, too, that will + last. + + Railroads, 50¢ to $4.00 + + Constructor outfits, 25¢ to $6.00 + + Bamboo, the wonderful tumbling clown, 50¢ + + Automobiles, moving animals, juvenile tool + outfits--hundreds of other things the children will + like. + + Bring the youngsters in and let them enjoy the fun of + our toy bazaar. + +Larsen told me that he had cleared away two long tables, placed them +together, covered them with cheap oil cloth, and filled them up with +toys, arranged in such a way that they could all be worked and handled +easily. + +"I have Jimmie keeping 'em going all the time. He is working harder, +playing with them things, than he ever did in his life," he said, with a +chuckle. + +I couldn't help smiling at Larsen's cheeriness. He certainly had been +different since we had had that dinner at home and had made Mrs. Larsen +realize that I was looking after his interests as well as my own. + +I thought Larsen had done quite well on that ad, although there were +some things in it that I'd have changed. + +He said that a lot of toys had been sold because he had them working. I +had intended to do something of that kind myself, only I had felt too +sick to attend to it. I remembered the big success we had had with +electrical appliances when we demonstrated them in actual use. + +There were only six days to Christmas! Still, if we had a good week we +ought to clear those toys out. + +Larsen told me Stigler's five-and-ten-cent store was packed. He thought +it was a good thing for us. + +"Lots of folks go there," he said, "for 5- and 10-cent things. We're +next door. They come to us for better stuff." + +Perhaps there was something in that, after all. + + + + +CHAPTER XXXI + +A NEW COMPETITOR + + +The New England Hardware Company were to open their store on Macey +Street on January one. I knew because I had received the following +letter from them, which evidently they had sent to every house in town: + + Dear Sir: + + The New England Hardware Company open their Farmdale + Store January 1, at 62 Macey Street. This store will be + in charge of Mr. Roger Burns, who for many years was in + charge of the kitchen goods department at the Bon + Marche. + + We earnestly solicit your patronage at our new + store--not because by so doing you will help Mr. Burns + (who has an interest in the profits of the company) but + because you will get the best in kitchen hardware at + cut-rate prices. + + You will readily appreciate that an organization like + ours can give you greater value than the usual hardware + store, where the goods are bought in small lots by the + proprietor or manager, who has many other duties to + attend to. Our buyers are experts, who devote all their + time to the study and search of markets; buying in + tremendous quantities (for twenty-seven stores), and + paying spot cash. We are thus able to sell merchandise + for less than usual prices. + + Mr. Burns hopes to meet all his friends on the opening + day, January one. He has a surprise gift for every + visitor to the store on that day. + + Respectfully yours, + NEW ENGLAND HARDWARE COMPANY. + +That had struck me as being a pretty good letter. It certainly was a +clever idea to get Burns as their manager because he was very popular in +the town. When the Bon Marche failed he had come to me, but, of course, +I couldn't use him. Then he had told me that the chain-store people had +made him an offer, and he went to work in their Hartford store. At that +time he didn't say anything about the possibility of coming back to +Farmdale as manager of a store for them. I don't think, as a matter of +fact, that he had any idea that they were going to open a new store. +Burns was a bully good fellow, and I honestly hoped he'd be successful, +although I hoped the new store would not hurt us much. . . . + +The day after I received the circular letter I had a telephone call from +Burns. He had come into town to take charge of getting the new store +ready. We made an appointment to have Christmas dinner together and he +promised to tell me how his firm had gone about opening the new store in +Farmdale. + +I had been doing a little figuring, and I didn't know whether we'd do +our $30,000 in the fiscal year or not. Up to the end of November--that +is for six months--our business had amounted to $13,872.00, $1,128.00 +below our quota. However, in the last two days we had taken in $345.00 +and I had been able to pay off the last few of our monthly accounts. +Barrington, too, had told me he'd wait until the first of the year; but +insisted that I tell him then what I could do. + +I wished I could increase the business a little bit more, for my +expenses were still high, and we were all of us feeling fagged through +being under-staffed. We could well have done with another clerk; but we +just couldn't afford it. However, while Betty was away I could work day +and night, if necessary, and then, perhaps, by the time she got back, +we'd have things in such shape that I could afford another clerk. + +As arranged, I had Christmas dinner with Roger Burns at his +boarding-house. + +After dinner Roger told me some of the methods that the New England +Hardware Company used in locating stores and carrying on their business. + +"You know, Jackdaw," said Roger (when I was at school the boys all +called me Jackdaw; one reason I suppose was that I was so dark and my +first name was Dawson), "it is some months since the New England +Hardware people hired me and sent me to Hartford as assistant in their +store there. After I had been with them for a month, they shifted me to +their Providence store for a month as assistant manager. From there I +was sent out as traveling inspector, and spent two months in visiting +each of the stores and spending a day or two at each one. Then I was +called to New York--as you know, they have their head office there--and +was coached in methods of handling the records which they required store +managers to send in to the office. + +"Not only did they tell me what records had to be made out, and how they +had to be made out, but they showed me what happened to them when they +reached the New York office, and also explained very clearly the need +for all those records. + +"I learned more about business, Jackdaw, in those six months than I ever +knew before. They didn't just tell me what to do, but they told me why +it had to be done. Every question that I asked them about running a +store they answered for me. No trouble seemed too great for them to +take, if it was going to help me to understand how they did business. I +thought they were telling me altogether too much; they were telling the +secrets of the conduct of the business; but Mr. Marcosson (he's a weird +combination--a Scotchman with a sense of humor)--Mr. Marcosson is the +general sales manager--he said that I couldn't be any use to them, +unless I knew all about the business; what the goods would cost me in +the store, how much profit I ought to make, how much turn-over I ought +to get, and Oh! it would take me a month to tell you all the facts they +gave me. + +"One thing has stuck out clearly in my mind from this training, and that +is, that I can do my work for them much better than would have been +possible if I had been working under an ordinary store proprietor. I +know _why_ things should be done. There's real horse sense at the back +of every move they take. They don't guess at things. They find out. If +you were to ask me what accounts for the big success of chain-store +organizations I should say that it is that the chain-store organization +_knows_ what it is doing, while the ordinary retailer _guesses_ at what +he is doing. For instance, they are looking for towns for two men who +are going through the same training that I went through--" + +"Do you mean to tell me, Roger," I broke in, "that they spent six +months' time in training you, when you might leave them at any minute?" + +"H'm, h'm," said Roger, "that's a fact. Marcosson said that, as soon as +any one could do better for me than they could, they expected me to +leave. And it is a fact that, out of all the managers they have had, +only three of them have left. Of course, it's a fairly young +organization--been in existence only about five or six years; but the +employees are treated so well that they rarely want to leave. + +"You know I get an interest in the profits the store makes--" + +And that reminded me, I hadn't yet worked out that profit-sharing plan +for my people! It had been no easy job. + +"Another thing," continued Roger, "Marcosson said that impressed me very +much. 'We are going to give you a share in the profits, Mr. Burns,' he +said, 'because we believe it is due you.' You know, Jackdaw, Marcosson +is the kind of man you can speak right out to--not the kind of man you +get scared of at all; so I said to him: 'I've heard many people say that +profit-sharing isn't a success.' 'So far as we are concerned, it is,' he +said. 'Most retailers who go into profit-sharing plans go into them with +but a very slight study of the problem. They don't think the thing +through to a logical conclusion, and they put into operation some +half-baked plan which, of course, does not work out right, and then, +instead of blaming the plan they damn the policy as a whole! +Profit-sharing is necessary in modern retail business; but its operation +must be planned in a common-sense way to be successful. One might just +as well complain of the principles of arithmetic because one cannot do a +sum correctly!' + +"But let me get back to my story of how we came here," said Roger, +lighting a fresh cigar. . . . + +While he was talking, I had been looking at Roger, and comparing him to +the old Roger Burns I had known a year or so ago. He had grown +bigger--not in size, you understand, but he was a bigger man--he had a +personality which he never had had before. He had more confidence in +himself, and I attributed this to the fact that he was sure of what he +was about. He knew exactly what was expected of him--he had been trained +thoroughly to do it, and that had given him a confidence which I was +sure will make for his success in Farmdale. Frankly, I felt that, as a +competitor, he was going to be a much keener one than Stigler ever had +been. + +"The New England Hardware Company," continued Roger, "has money enough +to open as many stores as it wishes; but it can open stores only as +quickly as it can get men. So the first thing it seeks is a man who is +likely to make a good manager, then it looks for a location in which to +place him." + +"Is that how all chain-store organizations do?" I asked. + +"No," replied Roger. "Some of them look around for towns where the +merchants are not on to their jobs. That's the way some of the big drug +store chains in particular operate. They go around to the towns where +the existing drug-store proprietors are dead, and don't know it, and +where there is practically no competition for them, and that's where +they open the store. + +"My people go at it a little differently. Where possible, however, they +try to open a store with a manager who is known in the location." + +"Do they ever buy existing stores and make them part of the chain?" + +"No, although some chain organizations do that." + +"How do they pick out the towns to locate in?" + +"When they look for a town in which to locate a store, they want to know +a lot of facts about it. They want to know, for example, whether the +town covers a large area or not. They find out if the houses are +scattered, or if the dwellings are concentrated in a small area. They +like a town that is a trading center for neighboring towns, because they +can draw from all these neighboring towns as well as from their own +local trade. If it's a manufacturing town, they want to know whether the +factories make such goods as will tend to make the labor problem steady. +For instance, they wouldn't want to locate in a town which was always +having labor troubles, or where there were periods where the factories +have to close down because they manufacture seasonal goods. In other +words, they want a town which has a regular, steady trade all the year. + +"A good residential town, of course, is splendid for them. When they go +to a manufacturing town they pick out, wherever possible, a town which +has a diversified line of manufactories, instead of one which is devoted +to one line of industry. You see, that helps to avoid slack times, +because if one line is slack the other is inclined to be busy. See my +point? + +"Then they find out how many stores in their line are in the town, and +if they look alive and up to date." + +"Did you think we were a dead lot?" I asked. + +"Sorry you asked me that," said Roger with a grin. "They did. Yes, they +think that old Barlow has the only real store in the town." + +"And me and Stigler?" I said interestedly, even if ungrammatically. + +"Well, they think Stigler is a joke, and that you are--" he hesitated +for a word--"inexperienced!" + +"So they think that Barlow,--old-fashioned, plug-along Barlow--is the +only real competitor in the town?" + +"Yes. You see, Barlow does twice as much trade as you and Stigler put +together, and then some." + +I had never realized before that Barlow was so much a bigger man than I +was, but the more I thought of it the more I believed that the +chain-store people had sized up the situation correctly. + +"Then," continued Roger, "they find out where the people live; if they +own their own houses, or if they rent them. Obviously, a town where +people own their own homes is going to offer a more regular and +permanent trade than one where every one lives in rented houses. Then +they want to find out how and when the great number of employees in the +manufacturing plants are paid. They want to know this so that they can +offer special sale goods and such-like on the day that the people get +the money." + +That was a new one on me. I had never thought of that before. + +"Everybody pays on Saturdays, don't they?" I asked. + +"Everybody used to, but it is by no means uncommon, now, for factories +to pay the help on Thursday and Friday. + +"When they've studied this question, they next study the business +streets to learn which are the most important. + +"The most important to them does not necessarily mean the main street of +the town, but the one which offers the greatest number of passersby, who +are likely to be customers. For instance, they want to know where the +people congregate in the streets in the evening. Do they go past the +drug store and past the most popular movie theater? Do the men go +through the town on the way home, or can they get home without going +through the shopping section? + +"Now, some concerns, such as the big chain cigar store people, plan to +get the corner which has the greatest number of people passing it. They +have tellers stand outside various corners and count the number of +people going each way during various hours of the day. But our people do +differently," said Roger, with a pride that made me realize that the +instruction they had given him had certainly developed in him absolute +confidence in his people. "We try to get stores with a reasonable rent +just off the main thoroughfares, but so located that we catch as many +passersby as possible. + +"Now, we are opening in Macey Street, although High and Main are +unquestionably our two main thoroughfares here." + +Macey Street is a narrow street running from the post-office, which is +on Main Street, facing Macey, and connecting with High. On High Street +is the theater and two of the moving-picture houses. The railroad +station, also, is on High, a little way from Macey. + +"Now, on Main Street," said Roger, "are all our business and +professional men. Their best way to get home is down Macey into High, +either to the depot or to the trolley junction in front of the depot. +Thus you see we catch the bulk of the people coming from Main to High +and from High to Main. The rent is even less than you pay," he said with +a smile, "and yet we have a location which is several times better than +yours." + +I felt as if I wanted to kick myself when he said that. If I had only +known that. I had bought the store, but I had never even thought that I +might have gotten a better location than I had. + +"Then the next thing we have to consider," said Roger, "is whether or +not we are on the right side of the street. Now, you may or may not know +it, but the right side of the street is the one which has the greatest +amount of shade in the summer. You see, in the heat of the summer, +people prefer to walk in the shade, and consequently they take the shady +side of the street. In the winter, if there is any snow, it makes the +sunny side of the street sloppy, so that people still walk on the shady +side." + +"H'm. Stigler's got one over me, then, because he's on the shady side of +the road." + +"Yes, we reckoned that Stigler had a bit better location than you had. +But he evidently does not know it, else he wouldn't have wasted that +money opening the five-and-ten-cent store next door to you." + +"He's doing a big business," I said ruefully. + +"Wait till after Christmas. The Christmas season is a big time for +five-and-ten-cent stores such as his. But wait until February, and he'll +'find it's a rocky road to Dublin.'" + +I certainly felt good to hear that. Roger grinned. + +"Tell you, old man," he said, stretching over and putting his hand on +my knee, "I don't like Stigler, and I'd like to go for his scalp, only +my company insists that I'm here to sell goods to the people, and not to +compete with any one else. But, if the time ever comes that you can get +a bit better location than you have, do so. You see, old man, the bulk +of your people have to go to the store. You don't get a great amount of +people passing it naturally. + +"Another reason we chose this location is that we are just between you +and Barlow." + +"How is that any help?" + +"Well, it helps in this way. Some one passing your store suddenly +remembers that she wants something--a saucepan, let us say. She has +already walked by your store and doesn't bother to turn back. A little +later on she comes to my store. I get the benefit of the suggestions +which occur to people as they pass your store." + +I could hardly believe that. It sounded too much like--oh, quackery; and +I told Roger so. + +"All right, old man," he said with a smile. "But have you ever noticed +when you go to a big city that you will find a man at one corner selling +apples and then there is a man on the next corner doing the same thing. +You will notice how people pass the first one, then take a few seconds +to think it over, or the suggestion is just a little one, and it is +strengthened when they come to the second stand. The same thing applies +to a group of stores. As an example of this: In Jacksonville, Fla., +there are not less than six hardware stores located in one block. That +town of sixty thousand people has several good business streets, but +this group of stores has become known as 'The Hardware Center' and +people gravitate there for anything they want in the hardware line. +Those stores benefit by being together. The same thing applies in a +smaller way to a street of stores. One store by itself doesn't impel the +buying instinct, but a street of stores puts the thought of buying into +the minds of people passing them." + +Well, that certainly was mighty interesting. Roger silently smoked for +some minutes. I thought he had finished his story, but there was more. + +"Then, when we had got the store," he said, "we found there were two +little steps leading to it. We had these removed, and put in a slope +from the street to the floor. It is easier for people to walk up a slope +than up two steps. Then, if you notice, we have had the windows altered. +There were two panes in each window. We have had them taken out and one +big glass put in each one. Then we have had a new lighting system put +in. And then you notice that the outside of the store has been painted +an olive green. That is the distinctive color of our stores, and also is +a color which harmonizes with our goods. + +"Now, we have given a lot of care to lighting and to the outside +appearance of the store. We have some good display counters inside the +store, but we have only cheap deal fixtures. We haven't spent much money +on fixtures, because they have not quick-asset value." + +"What in the name of thunder is that?" + +"Well, a quick-asset value is the value that an article will fetch at a +forced sale, and it is the policy of the company to invest in nothing +that will deteriorate as rapidly as expensive fixtures do." + +"It certainly is wonderful," I said. "They seem to have thought of +everything, haven't they?" + +"Yes, indeed; even to the point that we have a lease on the store with a +clause in it that, if we give it up, it is not to be rented for another +hardware business for at least twelve months after the expiration of our +lease." + +"Did they stand for that?" + +"You bet they did." + +"What's the idea?" + +"Well, we believe we have the best location, but we are not sure. Now, +if we find in two or three years' time that we haven't got the location, +we will get a better one. In that case, we are not going to make it +possible for some one to take that same location and scoop up our +business, because another hardware store, coming in there, would reap +the benefit of all the publicity we gave to the store. Do you see the +point?" + +I saw the point all right. That conversation with Roger Burns was a +revelation to me. If only I had given the same thought and care to +getting a store how much better off I'd have been! + +Another thing I realized from Roger's talk. They plugged ahead steadily. +They didn't leave anything undone. They didn't make any false moves; +while I--I was almost a joke! + + + + +CHAPTER XXXII + +SOME IDEAS ON WINDOW TRIMMING + + +We had been increasing our sales on men's toilet articles, and were +selling anywhere from $5.00 to $10.00 worth of those goods a week. Mind +you, not razors, but soap, and talcum powder, and such-like. + +Larsen had been studying a book on window trimming, and had learned that +there were two ways of trimming windows. One way was to put in a lot of +goods that were associated with each other, and another was to put in +just one class of goods to make a forceful appeal. So, Larsen conceived +the idea of a special window trim, using the second idea. We had been in +the habit of mixing a number of different kinds of goods in our window. +His idea was just the opposite. + +The display was to be of the Middle's razor, which I sold exclusively in +our town, and which I thought was the best of all the dollar razors. +Well, Larsen started to tell me his idea; but I told him to go ahead and +work it out in his own way. + +He got some cheap, dark-blue cloth, and hung it in a semi-circle in the +window from top to bottom. Then he covered the floor of the window with +the same material. He then got a piece of cardboard and bent it into the +shape of a cone about 2 ft. 6 in. at the base, and not above half an +inch at the top. This he also covered with the same cloth, placing it +in the center of the window. About a foot above the cone he hung a +single electric bulb, with a shade over it made of cardboard, and again +covered with the cloth. The light was therefore directed full on the top +of the cone, and the bulb itself was out of sight. There was no other +light in the window. On the apex of the cone he placed one Middle's +razor--not in the box--oh, no. He took the razor out of the box, fitted +a blade into it and rested it on the top of the cone. On the floor, +resting against the cone, was a card which read as follows: + + This is the Middle's Razor--the safety razor that + really shaves. It is quick, clean, and comfortable to + use. I consider this razor such good value that one is + sufficient to fill the window. One dollar each. + + Come inside and I'll tell you why + A Middle's Razor you should buy. + + --DAWSON BLACK. + +When I saw that window it looked to me like a joke. My looks evidently +indicated that to Larsen. I had never been much of a believer in stunts +for window trimming. I had thought it better to have people come into +the store and buy something, than just say what a clever window display +we had--and walk by. I was standing outside the window, looking at it, +when Larsen joined me. + +"You don't like it, no?" + +"Well," I said, "it looks to me too--oh, what's the word I want?--oh, +you know what I mean--too smart-alecky!" We both laughed. "It isn't +dignified enough, you know." + +[Illustration: "I WAS STANDING OUTSIDE THE WINDOW"] + +"Say, Boss," said Larsen, and then he couldn't continue on account of a +coughing spell. Poor old Larsen. For several weeks he hadn't been +feeling right. He had caught a hard cold and wouldn't rest, and it +didn't seem to get any better. It had worried me sometimes, because he +wasn't as young as he used to be. I suggested to him that he lay off +work for a little while, but he wouldn't hear of it. + +When he had recovered from his coughing spell, he said: + +"Say, Boss, that book on window trimming. It say trim with one line of +goods. All razors, or all scissors, make folks stop. If a lot make 'em +stop, just one by itself will. Folks'll come across the road to see what +it is." + +Well, we used the window trim as it was, except that, at the last +minute, we changed the sign. + +"Do you remember that pencil sharpener salesman that came here?" I asked +Larsen. "Remember him telling us about that sale of women's hats, where +they could get in only by ticket?" + +"No." + +"Well, it was a Chicago store. They sold women's hats. On certain days +you could get into the store only by ticket, and the store was swamped +with people then, because--oh, I don't know why, but they thought that +they were favored by getting the ticket. Why not put on the sign that +these razors won't be sold until Saturday?" + +"That's good. But nothing special here-- No new style like in women's +hats." + +"Well," I said, defending my idea, "the drug stores sell regular candy, +special on Saturday." + +"Yep, but they give special price. We ain't cutting it." + +Then Larsen forgot himself and slapped me on the back, saying: "I got +it, Boss. Put this razor on sale Friday and Saturday only, and give a +can of shaving powder to each customer!" + +"Heavens, no! Shaving powder sells for 25 cents." + +"It costs us only twelve. Razor and soap together don't cost a dollar. +We make profit on it, and--and--they buy more powder soon." + +Well, we did it; we added to the sign: "To every purchaser of a Middle +Razor, Friday and Saturday only, will be given a can of Dulcet Shaving +Powder." + +I wanted to put a can of the powder in the window as well, but Larsen +was against it; and, as it was his show, I let him have his own way with +it. + +"How many of the razors have we in stock?" I asked. + +"We got three dozen last week. We ain't broke the package yet." + +"Oh, that'll be plenty," I said. . . . + +By ten thirty Friday morning we had sold every Middle's Razor in stock, +and I had telegraphed for six dozen more to come by express. As they +were made in this State, they should arrive the first thing in the +morning. By Friday night I had orders for sixty-four razors,--and I also +had had to telegraph for more shaving powder. Well, up to closing time +on Saturday, we had sold a hundred and fifty-nine Middle's razors! We +couldn't supply them, of course, although the six dozen we had ordered +came in time, so we merely took orders on Friday afternoon and +Saturday, and promised to deliver the razors as soon they came. In +practically every case, however, we had got the money. + +Think of it, a hundred and fifty-nine razors in our town. I couldn't +understand why so many people bought them. Also, it had been a +revelation to me to find how many women had come in for this bargain +offer. Two or three people had come on Thursday to buy it, but we +wouldn't sell them. That window certainly had attracted a lot of +attention, particularly at night. There had been a number of people +around it all the time. + +Poor Larsen collapsed altogether from the strain of the two busy days, +and had to place himself under the doctor's care. + +The next evening I called at the doctor's and he said that Larsen had +really a serious illness. + +"You don't mean," I said, "that there is any chance that he will--" + +The doctor was silent for a minute, pursed his lips, then said slowly: +"I don't know. It would not be a serious thing for a young man, but he +is not a young man, and he is poorly nourished." + +Larsen's absence certainly made Jones and Jimmie and me hustle. In the +first place I had to take out that window trim of the Middle's Razor, +for, as our sale was over, we did not want to keep the display going. In +fact, when I went to see old Larsen, sick as he was, his first weak +remark had been, "You took the trim out, Boss?" I told him yes, and +added that we had a fine display of enamelware in its place. Mrs. Larsen +told me that he had been worrying all day. He seemed a bit easier when I +left. + +The whole week was a week of trouble. On Tuesday morning Henderson was +driving his car past the store and frightened Haywood's old horse (poor +thing, I never thought he could move so quickly) so that he bolted and +ran his foolish old head through the store window--just after I had my +nice display of enamelware ready. It cost me over thirty dollars to get +it put right. + +I met old Barlow at the Élite Restaurant that day and he remarked, +"Makes it quite inconvenient doesn't it? Have you telephoned the +insurance people about it yet?" + +"Insurance people?" + +"Yes, plate-glass insurance people." + +I felt the color surging into my face as I answered, "Why, no, I haven't +got around to it yet." + +As a matter of fact, I didn't even know I could insure my plate-glass +windows. It was another loss I had to bear just because of my ignorance. + +There was one funny little incident in connection with the broken +window-pane, however, and it came from Jimmie. When I got back to the +store, that freckled-face rascal said, "Gee, Boss, I've got a whale of +an idea!" + +"What is it?" I asked. + +"Why not put a big sign in the window offering a ten per cent. +reduction?" + +"That's a silly idea. Why should we do that?" + +"You don't get me, Boss," he said. "Here!" and he handed me a brick. + +"What am I to do with this?" I asked in surprise. "Hit people on the +head as they go by the store, grab their money and give them a dishpan +in its place?" + +I feared Jimmie would burst if I didn't let him finish his story. + +"Put the brick in the window, Boss," he said excitedly, "then stick a +sign on it saying, 'Who threw this brick through our window, and knocked +ten per cent. off the price of everything?'" + +It sounded silly; but, somehow, it interested me. I think the thing that +interested me most was that Jimmie should be looking for some way to +turn misfortune into profit. At any rate, I put that sign in the window +just as Jimmie suggested, with the added line that, as soon as the +window was repaired, prices would go back to normal. + +I believe that Jimmie spent every minute of his spare time out of the +store telling people to come and see his big selling idea, for numbers +of people said to me, "Yes, I heard about your window with the brick +from your errand boy--smart kid that!" and then they would grin. It got +me some business, and started a lot of talking. I remembered what Barlow +had once said: "Keep them talking about you; and be thankful when people +pitch into you. Nobody ever bothers to kick a dead dog." I was mighty +glad it had not been our other window, though, for that had contained a +splendid show of electrical household goods. + +Wednesday I had dinner again with Roger Burns. He told me that the chain +store for which he was manager had opened in good shape, and that on the +opening day they had given a clock calendar to the visitors as a +souvenir. It had been a cheap clock in a metal frame, so made that it +would either hang on the wall or stand on a shelf, while attached to it +below was a year's calendar. Above the clock had been written the +slogan: + +"All the time is the right time to buy kitchen goods from the New +England Hardware Company." + +Below the face of the clock was the address and Roger Burns' name as +manager. + +Roger said something, that night, that interested me mightily. + +"One reason why chain stores make a success is that they try to dominate +the field in one direction. For example, look at the five-and-ten-cent +stores. Notice how they all dominate any other store of their kind. They +have something distinctive and unusual about them. Notice the places of +the big drug and tobacco chain-store systems. They dominate in some +particular way!" + +That word "dominate" stuck in my mind. "How do you purpose to dominate?" +I asked of Roger. + +"Well, in one way we are dominating in the brush field now. At our new +store here, I have a bigger variety of household brushes than all the +other stores put together. We have anything in the way of a brush that +you want; and they're all good ones, too. . . . Most people dominate in +some way," he continued. "Mr. Barlow dominates for miles around in +agricultural implements." + +"And I?" I said. + +"Well, you are hardly dominating _yet_, but you could, if you wanted to, +in electrical domestic goods and men's toilet goods." + +"Good Heavens," I said, "they're both side lines!" + +"Exactly," he said, "but you were the first in town to push those side +lines, so you scooped up the new trade for that kind of goods; and, if +any one gets after your scalp, you might dominate in those lines. +Marcosson, our general sales manager, says that the first in the field +can dominate it if he will vigorously push his advantage. Think of all +the well-known advertised things--the people whose names are most +familiar to you--those which practically dominate their field--are those +which were there first." + +After we had smoked another cigar, we parted, but all the way home, that +one word, "domination," stuck in my mind. I had what I had thought were +two profitable side lines; while other people--people who should +know--looked upon them as something which was exclusively mine. +Domination! I wondered if I could develop some special lines, such as +electrical and toilet goods, which I could consistently and persistently +push until every one in town would naturally connect my name with those +goods whenever they wanted to buy them. + +There's quite a fascination about the word "domination," isn't there? +Everybody dominates in some way. There was _Hardware Times_! They +dominated in the trade-journal field. Roosevelt dominates in +aggressiveness. Edison dominates in electrical inventions. Burbank +dominates in growing things. Jimmie--let's see what Jimmie dominated +in--well, I guess Jimmie dominated in freckles. George Field, I should +say, would dominate in good nature. I thought it would be interesting to +have a little game with myself in looking at people and stores and +places and find out in what way they dominated and see if from this kind +of observation I could find out not only in what they dominated, but +how and why they dominated! + +When I got home I tried for an hour to write slogans, such as "If it's +electrical you can get it at Black's;" "Go to Black's for a white deal;" +"You naturally think of Black's when you think of toilet goods;" and +such-like, but I didn't think much of them, when I got through. + +There was one thing, however, that I decided on--and that was to +increase my stock of those goods with which I meant to dominate the +field. I would always have them on show and advertise them as +consistently as my small advertising allowance would permit. + +It surely had been a dreadful week with Larsen sick. I never knew how +much I had been leaning on him. When he came back, I was resolved, to +look after him better than I had done before. I guess there are a lot of +bosses, the same as I, who really don't realize how valuable their +employees are to them until they have lost them. Some employees probably +dominate--there's that word dominate again!--in some phase of the +store's activities in such an unobtrusive way that their work is not +appreciated as it should be. The trouble is that the good worker is +usually a poor self-advertiser, while the clever self-advertiser often +cannot deliver the goods that he is advertising. I determined that, if +ever I got a really big store with a lot of help, I would find some way +of knowing what every one did, so that the fellow that did things would +not be pushed to one side by the fellow who merely elevated himself with +talk. + +Just as I was going to bed I had an inspiration, and I found what I +would try to dominate in--SERVICE! + + + + +CHAPTER XXXIII + +A BUSINESS PROPOSITION + + +When the Mater got back, I felt more like a human being again. What a +wonderful thing a mother is! A fellow doesn't realize how much his +mother means to him until he wants her badly. + +Barrington's demand that I pay off the mortgage on the farm had been +worrying me, so I went to the bank and saw Mr. Blickens to find out if I +could get the bank to lend me the necessary $1,250.00. Blickens said the +bank couldn't possibly do it, but that he knew a private individual who +could perhaps be induced to take over the mortgage. I asked him to look +into it and let me know. + +A couple of days afterward he telephoned me to call and see him, and +then he told me that he could raise the $1,250.00, to be covered by a +first mortgage on the farm; but that, on account of the unsalability of +the property at a forced sale, his friend would have to have ten per +cent. interest. + +I whistled at this. + +"Well, take it or leave it, my young friend," he said. "If you can do +better, why do it; but remember that Barrington will foreclose, unless +you raise that money for him by the first of February." + +Blickens had a note all made out, and I noticed his name appeared on +it. + +"I--I thought it was--some one you knew who was going to--" + +"A mere formality; I am just doing it for a friend." + +I knew at once that Blickens was his own friend in this case. I noticed +also that I had to reduce the loan at the rate of $50.00 a month. + +"That may seem a high rate of interest to you," said Blickens, smoothly; +"but really I am doing it for your good." + +That was what Dad had always said when he spanked me, but I never could +see it his way! + +There was nothing else to do, so I closed the deal with him and the +mortgage was transferred from Barrington to Blickens, who, I guess, +borrowed the money himself from the bank at three or four per cent., and +pocketed the difference for his trouble. It seemed to me that there were +more ways than one of making money in a bank. + +That day I lunched at the Élite Restaurant, where I met old Barlow. To +my surprise he asked me to go around to his house to dinner that night. +I told him that I couldn't do that very well, because the Mater had just +come home. + +"Bring her with you," he said; so the Mater and I went to Barlow's +house, where, for the first time, I met Mrs. Barlow. + +Mrs. Barlow had been an invalid for a number of years and consequently +had not been a factor in such social life as Farmdale boasted of. I was +surprised to see how different Mr. Barlow was while with his wife--as +sweet and kindly and gentle as a woman. I couldn't help comparing the +difference between him at his home and at his business. There, while +always courteous, he was considered cold and hard and exacting. When I +came to think of it, however, I was not surprised at finding him so +kindly, considerate and full of love for his wife, because I remembered +the many kindnesses and quiet help that he had given me. + +After dinner Mrs. Barlow and the Mater went up to the little +sitting-room, while he and I stayed behind to smoke a cigar. We smoked +in silence for a while. Then Barlow said abruptly, "By the way, Dawson, +do you know how many automobiles went through Farmdale last summer?" + +"No," I said, "I haven't the least idea--nor frankly any interest, +either. I don't own a car." + +"Neither do I," he said (he didn't, but he owned the finest pair of +trotters in the county), "but we have some interest in everything that +affects Farmdale." + +"Surely," I returned, "and I quite agree that, if a lot of automobiles +come through Farmdale, and stop at the Farmdale House, it helps their +business and indirectly helps us." + +"One hundred and seventeen a day," said Barlow. + +"One hundred and seventeen what a day?" + +"One hundred and seventeen automobiles a day. Every day from April to +October, an average of a hundred and seventeen automobiles passed +through Farmdale." + +I didn't know what he meant. + +"Frankly, Mr. Barlow, I know you have a good idea in mind, but really I +don't see what you're driving at." + +"About twenty-four thousand automobiles altogether come in and out of +Farmdale during the summer season. If only ten per cent. of those people +stopped here for gasoline, and bought an average of ten gallons each, +there would have been sold 23,570 gallons of gasoline. Suppose there was +only a profit of three cents a gallon on that, it would have meant net +income of $707.10. Now I think that figure could probably be multiplied +by three, although, of course, I don't know how many stopped here, and +how much gas they bought. We have only two garages in this town. One is +a fairly good one, Martin's, and the other, Joe Sneider's--well, I'd +sooner trust my car, if I had one, to Stigler than to Joe Sneider." + +It was a fact that Sneider had a very bad reputation around town. +Indeed, they called him the legalized robber. + +"So we may say," continued Barlow, "that there is only one real garage +in town. There are eighty-four automobiles registered in this town, but +we are near enough to Harton for many of our people to go there for all +repairs. You see, the makers have agencies there, and that is one reason +why they go there for all car adjustments and new parts. The other +reason is that Martin has more work than he can possibly take care of." + +"Say," I broke in impetuously, "are you thinking of opening a garage?" + +"Not by any means," laughed Barlow, "but you're situated in one end of +the town, and I am at the other. People coming in or out of town have to +pass both our stores. I have had a very good contract offered me for +Starling gasoline; but I don't think I could sell all they want me to +take. Now, how would you like to sell gasoline and join me in this +contract?" + +"But, Mr. Barlow, I'm a hardware man--I'm not--" and then I stopped, +remembering how old Larsen felt at that attitude and how he jeered at +the tendency of all-too-many hardware men to let drug stores and +department stores sell legitimate hardware lines, and do nothing but +retaliate; and so I finished "but I'm not averse to adding to my line, +if I can see a profit in it." + +Barlow noticed the change in thought and smiled. + +"You think it over to-morrow; and if you would like to join me in it, +why I don't see why we shouldn't both make some money out of it." + +Then I remembered the state of my bank account. It reminded me of the +story of the man who complained that some one had broken into his house +and stolen his over-draft. + +"I'm very sorry, sir, but I haven't the money to do it." + +"If you had the money, you think you would like to do it?" + +"Why, yes, it looks good to me on those figures you state." + +"Well, suppose I were to buy all the stock, and pay for it, and then +charge it up to you at half a cent a gallon profit, and then let you pay +me each week for what you have sold. You would perhaps be interested in +buying it?" + +"Yes, indeed. But frankly, Mr. Barlow, I can't see why you would want to +do that." + +"The reason is, young man," said Barlow grimly, "that, if I contract +for twenty-five thousand gallons I can get a much better price than if I +contract for, let us say, half that amount. Also, I don't think I could +sell it all from my store. The garage is near the center of the town; so +that, unless some one is selling gas the other side of the garage man, +his would be the first station reached by people entering the town from +that side. Consequently, he would get half the trade. Now, he runs a +competing gas station, so I couldn't possibly work with him. Hence I am +willing to back you on this, because it won't cost me anything. And even +if I make half a cent on all you use, it doesn't cost you anything, +because you buy at even less than you would buy a smaller quantity +direct from the Starling people." + +Pretty shrewd reasoning, wasn't it? When I got home, I talked it over +with the Mater. She said, "But, Dawson, my boy, if people were to stop +at your store and buy some gasoline" (the Mater is very old-fashioned, +and doesn't believe in clipping words and thinks it vulgar to call it +"gas"), "would not some of the owners of the automobiles want supplies +of different kinds, and if they want supplies, aren't they likely to go +to the garage for them, and then buy their gasoline there? Now, Mr. +Martin is a very nice gentleman, and you don't want to do anything that +will hurt him--" + +"Unless I can materially help myself!" + +The Mater shook her head. "These new-fangled business ideas are strange +to me." + +But what the Mater said made me think; so that, in the morning, I went +to Barlow and told him I would really like to go into the gasoline +business, but that, if I did, I would have to go into the automobile +accessory business also. + +"When any one is buying gas," I said, "they are good prospects for oil +and accessories generally. If a man has a break-down, why that's a job +for the garage; but, if he wants only supplies, I don't see why he +couldn't get them from a hardware store just as well as anywhere else. +Now, Mr. Barlow, I'll gladly pay you that half a cent on the gas, and +I'll push it for you all I can, but I feel that I would have to sell +automobile accessories too. So, if you will buy accessories also, and +let me have a small stock, on sale or return, for just three months, I +will pay you a small percentage of profit for your help, and guarantee, +at the end of the three months, to carry my own automobile department +without any help from you." + +He tapped his counter slowly with his pencil for a few moments. + +"I don't want to go into the automobile accessory business. I have no +room for it at all; but I do want to sell gasoline because it is easily +handled and earns a good profit. However, I will help you to get a +supply of accessories. You go to Boston and find out just what it will +cost you. Go and see Alex Cantling of Cantling & Farmer. They're big +machinery people, and Alex Cantling is a good friend of mine, and is as +shrewd a man as there is in the trade. Ask him how much you would have +to buy, and then come back and tell me. If it is a nominal amount to +start with, I wouldn't mind guaranteeing the account for you for three +months. Now you will have to excuse me, for I am very busy. Come and see +me as soon as you get the thing worked out." + +"When are you going to start the gas?" I asked. + +"Not before April. By the way," said he, putting his hand on my +shoulder, "I must ask you not to say word of this to any one." + +"But I have already mentioned it to the Mater." + +"H'm. Well, would you ask her please not to mention it to any one? If, +by any chance, she has, I must reserve the right to call off all offers. +By the way, I expect my boy, Fred, home in about a month's time." + +Fred was old Barlow's one and only child. He had been in Detroit, +working in a big automobile shop for some time, and I had understood +that he was coming back on a visit to Farmdale. The old man and Fred had +never got along very well together, and Fred had left because the old +man wanted him to work in the store and he positively refused to do so. + +I didn't know what it all meant, but I had a feeling that Barlow wasn't +offering to set me up in the automobile business just out of love for +me. He had some other reason for it and I decided to think twice before +I definitely accepted. I knew he would give me a square deal, because he +was such a white man, but it looked almost too good to be true that he +would carry a gas account for me, and then guarantee an automobile +accessory account for three months. He had never asked even for a note, +or anything, for his own protection. + + + + +CHAPTER XXXIV + +DOMINATING IN SERVICE + + +The sun had begun to shine once more. I had a feeling as if a little +dicky-bird were singing in my heart. There was blue again in the sky and +the wind didn't always come from the East. I had received a night letter +from Betty. She was leaving Birmingham the next week and was going with +the aunt to a place she had in Florida to stay there a month, and then +she was coming right home! I don't think I had realized how much I +missed my dear one until I found she was coming home and was feeling +herself again. I had just finished reading the telegram when the Mater +came downstairs, and in my joy I caught her around the waist and swung +her round twice until her feet left the floor. + +"Mercy on us!" she exclaimed, as I set her on a chair gasping, "what has +got into the boy?" + +"Just happiness, that's all! Betty is coming home in a month." + +"Gracious," said Mater, with a twinkle in her eye, "I really thought it +was something important!" + +When I got down to the store who did I see but Larsen, still weak and +very pale, but dear old Larsen back again. I suppose I'm sentimental, +but I had grown to like the old chap, and it sure had been mighty hard +while he was away. + +The doctor had said he could come down for two or three hours each day +for a few weeks, but must not put in his full time yet. + +Of course I had paid him his salary all the time he was away, and would +continue to do so, for I'd come to realize that a boss owes it to his +employees to look after them if they are in hard luck, and incidentally +it is good business to keep one's employees happy. I believe that happy, +cheerful employees keep the cash register ringing, "Welcome, little +stranger" chimes. + +Just as I got in, old Peter Bender, the carpenter, came in the store. He +came very seldom, for, since I had stopped his credit, he could only +come when he was able to pay cash. Now, before I tell you what happened, +I must remind you of what had taken place some few months before when I +pulled off my stunt of buying mail-order catalogs. Well, for a time it +had looked as if the stunt had done good to every merchant in the town; +but it wasn't very long before mail-order catalogs were in town again as +thick as ever. + +I had had an occasional "ad" in our local paper saying, "Buy it in town +if the price is right, but don't pay more than you can buy it for +elsewhere. If it is anything in hardware, I will guarantee to supply it +at the same price as the mail-order houses, and you can see what you are +getting before you buy it." + +I don't think the "ad" had done us a great deal of good generally, but +there were a few people, who used to buy from the mail-order houses, who +had begun to buy from me. + +Now, I'll tell you what happened between Peter and Larsen. + +"I want an ax like this 'ere one," Peter said, displaying the picture of +an ax in a mail-order catalog which he had with him. "How much is it?" + +"Seventy-five cents," said Larsen. + +"A-ha!" snarled Peter, "I'll give yer sixty-three cents for it. Yer say +yer can sell it as cheap as a mail-order house--and that's their price!" +He put his finger on the catalog to verify his statement. + +"All right," said Larsen. Whereupon Bender belligerently planted +sixty-three cents on the counter. + +"Hold hard," continued Larsen. "Gimme three cents for the money order, a +cent for yer letter paper, and two cents for the stamp. That's another +six cents. That's fair, you know--you must pay us what it would have +cost yer." + +Peter looked at me. "Guess you're right," he said, and threw the other +six cents on the counter. + +"Now," said Larsen, as he picked up the money, "you come back in three +weeks. You can then have the ax." + +"What do yer mean?" asked old Peter, with astonishment. + +"You sent Chicago, that's how long you wait to get it." + +"Well, I want it _now_." + +"Yep, but not from a mail-order house," said Larsen. + +"What will I have to pay to get it at once?" + +"Six cents more--that's seventy-five cents. Otherwise yer can't have it +fer three weeks. But yer can look at it now, if yer want ter, so yer'll +see what yer will get!" + +"Aw, cut out the funny stuff!" said Peter, putting his hand in his +pocket, from which he produced another six cents. "It's worth it to get +it right away." + +Larsen wrapped up the ax and passed it over to him, and, to my surprise, +old Bender said: "I guess you're about right on this thing, after all. +You know I never sized it up like that 'til you pointed it out to me. +Here," and he tossed the catalog on the counter, "I guess I won't need +this no more." + +Larsen had handled several customers in the past in a similar way to +this, and, in nearly every case, had won a friend for us and the +mail-order houses had lost a customer. + +You remember I had decided that I would dominate in _service_? Well, I +got hold of Fellows of the Flaxon Advertising Company, and told him what +I wanted and that I'd a hunch that if I had a little leaflet or +something of that kind, telling people I wanted to give them service, +and put the leaflet in all the packages that left the store, it would +help out a lot. I gave him a few ideas I had on it and asked him to work +up a little folder. When I received the layout of it I was tickled with +it. It was so good that I ordered some at once. The beauty of the folder +was that it didn't matter what you were selling or who you were selling +to, it applied, because it was general, not specific. + +Fellows told me I ought to copyright the idea and then sell it to other +stores in other towns. I told him he could do that--I was in the +hardware business--not the advertising business. + +I give this little folder here, because I thought it was very good. + +It had four pages and the size of it was about 4 × 7½ inches. + + WE ARE IN BUSINESS + TO SELL GOODS + THAT WON'T COME BACK + TO FRIEND-CUSTOMERS + WHO WILL + + This one-minute sales talk tells how + we try to do it + + THE BLACK HARDWARE STORE + 32 Hill Street, Farmdale + + A well-known business man once said that salesmanship + "is selling goods, that won't come back, to + customers--who will." + + It requires more than _sales_manship to do this--it + also requires _buy_manship and _service_. + + We realize this. We know that every purchase you make + in our store must have _service_ with it. + + Service--good service--is supplying your needs in the + best, quickest, and most economical way. + + So we start by buying right. When a clever salesman + offers us some job goods at a long-profit price, we + just can't hear him, but, when he offers us goods that + will win us satisfied friend-customers, we can easily + hear his faintest whisper. + + We don't blindly take his word for it, either; for, + while we have a lot to learn, we know how to judge + values, because we know our business--we are practical. + + But _service_ does not stop here. Our goods must be + kept in perfect condition. Our goods must never get + into a "frowsty," shop-damaged state. + + Careful buying helps us to get goods that command a + ready sale. They are fitted exactly to our + friend-customers' needs. + + This is why we have earned the confidence and good-will + of so many people. They know they get what they + need--and not just what a salesman wants to get rid of. + + We sometimes refuse to sell to a customer because we + know that he needs something different from what we + have. + + Sounds funny, doesn't it, to turn money away? But it + pays us, because people know we consider their needs + first--our welfare automatically follows. + + Most stores have policies. One of ours is: "No goods + must be sold, unless they will be of real service to + the customer." + + Another fixed policy is: "We must show our + friend-customers by our conduct that we are glad to + serve them." + + Here's a confession. We actually make a profit on + everything we sell. Doesn't matter what you buy, we + make something on the deal. + + We think it better to do this than to "cut" the price + on some goods and add it on to others. Don't you? + + Just one other thing. There's no such word as "trouble" + in our dictionary. We are glad to go out of our way to + supply your unusual needs. + + This little sales talk is neatly printed for you to + read; we mean every word of it. + + We would like to tell it to you in person if we could-- + + Of course! So we can. We can prove it all to you by + _deeds_! + + Call and look at our goods; then check up our service + by this sales talk. + +At the bottom of the fourth page appeared, "Yours for hardware service, +Dawson Black," reproduced in my own handwriting. + +"Get the idea?" said Fellows. "If you're a grocer, you could write, +'Yours for grocery service, John Brown,' or if a retail merchant wanted +to specialize on one particular thing he could say, 'Yours for carpet +cleaning service,' or anything he liked." + +The whole thing was so worded as to fit in with any kind of goods one +might be selling. + +Fellows said he would look after the printing of the circulars and +supply them to me at a very low price, four dollars a thousand; and he +said he wouldn't charge me anything at all for working up the idea, +because he was going to try to sell some of the folders to other stores +in other towns. I didn't mind what he did with it, for it let me out +very cheaply. He said he would let me have some in a week, so I ordered +two thousand to begin with. I was going to put one in each package, and +mail one to every one of our charge customers, besides sending them to a +select list of "prospects." + + + + +CHAPTER XXXV + +A NEW THOUGHT ON RETAIL SELLING + + +As soon as I had time, I went to Boston and saw Alex Cantling, as Barlow +had suggested, to find out how much money it would take to start an +automobile accessory department. + +Alex Cantling was a big-boned, clean-shaven, healthy-looking man. He was +what I would call a brass-tack man. When I told him my business, he +pushed his papers aside and gave me his undivided attention. Then after +a little while he did some figuring on a piece of paper. + +"Well," said he, "I should say you would want to spend at least five +hundred dollars for such a department." + +He promised to work out and send to me a list of the different items +which I ought to stock, and he also gave me the name of one or two good +people to buy my supplies from. + +"Now, come along and have some lunch with me," and he took me to a place +near Faneuil Hall Market, where I had about the finest meal I ever had +in my life. + +After lunch, he advised me to go to see Barker. As soon as I entered the +store, and looked up at the little mezzanine floor on which he worked, +he looked up and called out cheerily, "Hello, Black, come right +upstairs." + +I was surprised that he should remember my name, for he had only seen me +once before. + +Well, he told me just about the same as Cantling, so I left him and went +to see George Field, who said, "Well, if Cantling and Barker both tell +you that, you may be pretty sure it's right." + +When I got back to Farmdale I had a long talk with Barlow about +automobile accessories. After I had told him how much money I wanted, he +looked out of his office window, and leaned back in his chair a few +moments, then said, "I'll lend you three hundred and fifty dollars +toward your stock of those goods. I think that that should be sufficient +to encourage you to work with me on this gasoline deal." + +"There's one thing I'd like to ask Mr. Barlow, and that is, if I have to +buy gasoline second-hand from you, shall I be able to sell it at the +same price as Martin's Garage, and make a profit on it?" + +"Quite as much, if not more," he replied. "You remember I told you I +would supply it to you at half a cent above what it cost me. Now, by +buying twenty-five thousand gallons' worth, I get a very low price, and +can make four cents a gallon profit on it. You then buy what you need +and make three and one-half cents profit. If you bought a small quantity +yourself, you would not make more than two and one-half to three cents, +so you really make more money, buying it through me, than buying it +direct." + +"I can't for the life of me," I said, "figure out why you are so anxious +about selling gasoline." + +"Can't you conceive of my wanting to make some profit on gasoline?" he +said, smiling. + +"Yes," I drawled, "but--" + +"See here, Dawson," he said, putting his hand on my knee, "don't you +worry about reasons, if you get a square deal. I've helped you before, +haven't I?" + +"Yes, indeed," I answered quickly. + +"Well, I'm helping you this time, and I'm going to make some profit on +it, as well. There'll be room enough for you and me, Black, don't +worry." + +Finally it was agreed that I should see these two firms which Alex +Cantling mentioned to me, and try to arrange for three hundred and fifty +dollars' worth of accessories, with the account guaranteed by Barlow. He +said it might not be necessary for him to put in any money, but that if +he did, I must give him my note for whatever he put in. I got a bit +scared when he told me that, but he said all he would ask, as security, +was the stock of automobile accessories, so that I didn't stand to lose +anything. + +I was not going to put in the supply until the beginning of April. +Barlow said he would be glad if I would not mention a word of it to any +one until that time, so I agreed not to have my automobile accessories +delivered until the oil tank was ready. + +Just as I was picking up my hat to leave Barlow's office, he called me +back and said, "Do you know why your friend Stigler isn't getting on +very well? It's because he's always talking about what he is going to +do." + +"Yes, he is always shooting off his mouth," I said, "but--" + +"But what?" he asked, smiling. + +"Oh, nothing," I answered, "except that, when I hear he's going to pull +off some stunt, I try to get there first!" + +"Exactly; if you want to make a real success of yourself, never tell any +one what you are going to do until you really do it. It's much better to +have people find out what you do by showing results, than have them know +beforehand what you are planning to do and see you fall down." + +"I'll take the hint," I said; then I left him. + +I wondered what Barlow's real reason was in encouraging me to go into +automobile supplies. I didn't think it was the profit he expected to +make on gasoline. I was beginning to have more respect for Barlow than I +ever had in my life, and, frankly, I was beginning to have less fear of +Stigler. + +Stigler's five-and-ten-cent store had been very slack the last few +weeks, and really it was helping, rather than hindering, me, for, while +he displayed cheap kitchen goods and was selling them just because they +were low-price, cheap articles, I was displaying similar kinds of goods +of real merit and quality, and selling them at a good profit. Any one, +looking into his window and mine, could see no competition, for, while +the goods were similar in kind, they were so different in quality as to +preclude any possibility of comparison. + +At the last meeting of our Merchants' Association, we had had a speaker +who was the advertising manager for a chain drug-store organization. He +had interested me very much in the need for increasing the amount of +sales per customer. He said: + +"I wonder if you people here know how much each customer spends on an +average. For instance, our chain of drug stores must average thirty-five +cents a customer; that is, excluding the soda counter. Have you ever +added up the number of customers and divided them into the day's cash +total, and found how much each customer averages in expenditure? + +"Suppose you have an average of one hundred customers a day, and that, +through good salesmanship, you increase the sale to each customer ten +cents only. That means that, at the end of the week, by good +salesmanship you have increased your sales sixty dollars without any +increase in your expenses at all, with the possible exception of the +supplies or delivery. Now, suppose your average gross profit on sales is +twenty-five per cent.; your increase of ten cents per customer means +that you make fifteen dollars a week of additional profit, or a profit +of seven hundred and eighty dollars a year. All this profit is yours, if +you will only increase the sale of each customer by ten cents! + +"That is what it means every time you increase a sale: You increase +total sales; you increase gross profits; you lower cost of doing +business; you lower percentage of controllable expense; you lower +percentage of advertising expense; you help cut down surplus stocks; you +increase your turnover; you improve your service. + +"All these things happen every time you increase a sale by as little as +a dime." + +I remembered particularly the way in which he had said, "Isn't it worth +while, gentlemen, to encourage your sales people to sell every customer +an extra dime's worth, over and above what they had intended to buy?" + +Seven hundred and eighty dollars a year extra profit, by increasing the +sale to every customer by ten cents. That certainly had got me going, +and I intended to devise some ways and means of increasing the sale to +each customer. + +I thought this a good point for discussion at our next Monday's meeting. +We had dropped them while Larsen was ill; but, as the dear old fellow +was better again, though not quite well, we were to start them again on +the next Monday. + +When Larsen was first taken sick I had hired a young fellow, named +Charlie Martin, to help out. Charlie was a college graduate, with a +father who was quite well-to-do. After he graduated from a college of +business administration, he had spent a year with a big chain cigar +store organization, after which he had been six months in a department +store in Detroit. + +He and Fred Barlow had gone through college together and they were good +pals. He happened to be visiting the old man Barlow when Larsen was +taken sick, and it was through Barlow that he had come to me. Martin +told me that he would be glad to get some small store experience, so I +had hired him and he had been working like a Trojan at $8.00 a week. His +father was a banker in New York, and I had heard that he had been a +little bit disappointed in Charlie because he didn't take to banking; +but Charlie said that what he liked best was retail merchandising, and +he had spent a great deal of time and money preparing himself for such a +career. + +When Larsen came back I told Martin I didn't see how I could keep him, +but he pointed out to me that our sales had been increasing, and that, +as Larsen was not yet well, it would be putting too much of a burden on +him, especially as we would really be short-handed. So I had kept him on +and I was rather glad I had, for his college training certainly helped +us at our Monday night meeting. + +It surely had seemed good to get my small staff around me again at a +Monday night meeting. Mater had taken over Betty's usual task, and sent +in coffee and doughnuts, which quickly went the way that all good coffee +and doughnuts should. It was really a treat to see Jimmie eat doughnuts. +I didn't believe he did eat them; he just inhaled them. + +Of course, Jimmie was there with all the importance of a young boy who +had been taken into the confidence of his grown-ups. Jones and Larsen +were there, as well as Martin. What a contrast there was between Martin +and Larsen--Larsen sadly in need of a shave, in rough home-spun clothes, +sitting in his shirt sleeves with the wristlets of a red woolen sweater +showing underneath them; and Martin, who always looked like the last +word off Fifth Avenue, in spotless linen, narrow sharp features, with +the air of a regular debonair young man about town. These two people, +the exact opposites of each other, had quickly grown to be good friends. +The one had gained his knowledge through more than two-score years of +rather bitter experience; the other had gained his through five years of +specialized training. Martin, the trained man, had the keen analytical +sense which only comes from training. Larsen, through intuition, backed +by practical experience, blundered more or less after the more +quick-thinking Martin. Yet theory and practice thought pretty much +alike. It certainly showed to me the advantage of training, for Martin +had mastered in five years all that Larsen had learned in forty. + +The matter for discussion at our meeting had been, "How to increase the +amount of sales to each customer?" Frankly, it was Martin who solved our +problem for us, and six ways were developed whereby we could increase +the sales of each customer. + +The first was by applying the law of association. It was a simple thing +to do, and yet it astonished me to find that, while we all knew about +it, we had not been applying that law. For instance, only that morning +Mrs. Wetherall had come in for a clothes line. Jones had got the line +for her and had said, "Nothing else?" and she had said, "No, thank you," +and walked out. + +Martin asked Jones if he would allow him to make a suggestion relative +to that sale. Jones was a pretty good scout, and he said he didn't mind. + +"I don't think," said Martin, "we ever ought to say 'nothing else'? +Because the natural thing for the customer to say is 'no.'" + +"By Jove, you're right. I should have said, 'Anything else,' shouldn't +I?" + +"That I think would be better," continued Martin, "but even that puts up +to the customer the burden of thinking if there is anything else wanted. +It would be better to suggest some articles. That is, of course, +applying the law of association." + +"I see," said Jones thoughtfully, "I should have suggested she buy +clothes pins before I let her go." + +"Yes, and other things." + +"Well," said Jones, "I don't see anything else I could have suggested to +her, except that electrical washing machine we have got in, but it's +sixty-five dollars, and people won't pay that price for it." + +Larsen snapped him up at that very quickly, saying, "Do you think, +Jones, that you know more about washing machines than the people do who +make them? Do you think those people would be such fools as to set a +price that people wouldn't pay for them? We've only had it in a couple +of weeks. No wonder we can't sell it, if we don't _think_ we can. +Wetherall's quite a well-to-do young fellow, and he could afford to buy +that for his wife if she wanted it, especially as she can buy it on the +easy payment plan." + +I had bought this washing machine on the understanding that I could sell +it at the rate of ten dollars down and five dollars a month, and pay +them at the same rate for it. + +Then Jones said, "Huh, I suppose I didn't do a blame thing right in that +sale. Well, I guess you can't kick at my sending the parcel home for +her. That little booklet we got out said we were 'long' on service." + +"I guess you're all right there," I said, smiling. "What do you say, +Martin?" + +"Why, yes, of course," responded Martin. "It is fine to give service." +Then, as if it were an afterthought, he added, "I wonder if it would +have made any difference if instead of saying 'Shall we send it?' you +had said, 'Will you take it with you?' Most people act on the suggestion +that is given. That is why, when we suggest to people to buy goods that +are associated with what they ask for, we put the thought of buying +those associated articles into their minds." + +"And," broke in Jimmie impetuously, "they fall for it. I got yer!" + +We all had a good laugh, and then continued the discussion of the law of +association. We decided that, whenever a man came in for a hammer, we +would always suggest nails, and vice versa. To every one who bought a +razor we would suggest shaving appliances. If a customer came in for +some paint, we would suggest brushes, and ask if he was going to paint +the barn, and, if so, whether he wanted some new door hangers, and such +like. + +I told Martin that he had better make a list on cards of the articles +which can be associated with each other, and then we could tack up the +cards where we could see them and quickly suggest the associated +articles to the customer. + +"I tell yer what," said Jimmie, "let's have a lot of cards printed, and +then, if a carpenter comes in, shove out a card at him and say, 'Look +through this and see what else you want'?" + +That didn't strike me as being such a bad suggestion after all. + +The second plan for increasing sales was to suggest novelties, or new +articles in stock, to customers. + +"Look what we did with that Cincinnati pencil sharpener," said Larsen. +"Do you remember how we mentioned that to every one who came in, and we +sold a bunch of 'em." + +"And they're still selling, for I sold three last week," said Martin. + +"Gosh," said Jimmie, "everybody must be giving 'em to everybody else for +presents." + +"I don't think," said Martin, "we have anything like exhausted the sales +possibilities of those pencil sharpeners, and I am going to suggest that +we make that our novelty suggestion for the next week. What do you say, +Mr. Black?" + +I shook my head dubiously. "We seem to have pushed those so much," I +said, "I should think there would hardly be a novelty here now." + +"There has not been one on display for a couple of months," he answered, +"and we have about half a dozen in stock. Let's put those around the +store in different parts and then put a little card over each one +saying, 'Sharpen your pencil.' I will wager that every man who comes +into the store will sharpen his pencil, and if he does--" + +"And if he does," the irrepressible Jimmie broke in "good-by pencil +sharpener, you're going to a new home!" + +A thought had occurred to me which developed into the third method of +increasing sales. I had remembered that, when Betty and I were in New +York, she had lost her handkerchief, and we went into a store to get +one. When Betty said she wanted one handkerchief, the girl brought out +one and said, "Ten cents. Anything else?" I had thought at the time that +she could have sold Betty half a dozen just as well as one, and, +furthermore, if she had brought out one at twenty-five cents Betty would +have bought it just as readily. + +Then I remembered how often we did the same thing with our customers, to +whom, when they came for a pocket-knife, for instance, we offered a +twenty-five cent one when we might have sold a fifty-cent or a dollar +one just as easily. I said to myself, "A number of our customers will go +into a restaurant and spend two dollars for a meal and then they will +come into our store and we will insult them by saying, 'Do you want the +five-cent size or the ten-cent size?' In other words, we treat them like +pikers." + +So with this thought in mind, I suggested that another way to increase +the amount of each sale is to suggest higher-priced goods than the +customer has in mind. Yet another plan would be to suggest larger size +packages. For instance, we sold both ten- and twenty-five-cent packages +of some articles. Once a customer had come in and asked for a stick of +shaving soap and Jones had brought down the ten-cent size and the +customer put the ten cents down and walked away with the soap. He might +just as easily have been sold the twenty-five-cent size. + +So we decided that, when a customer asked for an article, if there was a +larger size package, or a better quality, we would always show the +largest or the best, taking care, however, in every case to show reasons +why the better quality or larger package was best for the customer to +buy. + +From all this we finally developed three rules. One was to offer +higher-priced articles, another to offer a larger size package, and +another to offer a larger quantity. + +Jimmie asked irreverently, "What's the diff between them last two?" + +"Well, for instance, we sell scouring soaps for enamelware, and, as we +have two sizes, we always want now to sell the larger package. If, +however, a customer comes in for, say, seven pounds of nails, we want +him to take twenty-eight pounds, or a keg, if we can." + +The last rule was one suggested by Martin, and it was this: Always +watch the customer's eye, and try to sell any article in which he +appears to be interested. + +We decided that we must not ask the customers if they were interested in +the articles they are looking at, nor must we bring the articles to +them, but we must casually say, "That's quite an interesting so-and-so, +and is proving a mighty useful little thing," or some such remark as +that. In other words, just make a casual comment on it, and then, as +Martin said, "If they respond with a remark expressing interest, the +sale is half made." + +I really felt that Martin had, in his quiet way, dominated the whole of +this meeting, but he had done it so neatly, and without in any way +trying to overstep my authority, that I really felt that he had been a +lot of help to us without making his show of knowledge obnoxious. I +really believed Martin knew more about retail merchandising than all of +us put together. What he had done was to suggest that it _might_ be a +good idea to do such and such a thing, instead of arrogantly thrusting +his knowledge on us by saying we _ought_ to do so. He was a clever man, +Martin, and Barlow's son was lucky to have a fellow like him for a +friend. I wished I could tie him up to my store somehow, but, of course +that would be impossible in a little store like mine, for there were no +prospects for a young fellow like him. . . . + +The day after our meeting I saw the cleverest example of selling that I +had ever seen. Probably it was old, but it was surely new to me, and the +man got a small order from me, too. + +About 10:30 in the morning, a well-dressed, jolly-looking man came into +the store. I was busy serving at the time. In fact, we all were busy, +but Larsen was disengaged first and so he asked what he could do for +him. + +"How do you do?" said the stranger, smiling. "I've got a message to tell +Mr. Black," and he nodded toward me. + +"He'll be free in a few minutes," said Larsen. + +"Thank you," replied the salesman. Then, noticing a display of +electrical goods which we had on one of our center tables, he said, "The +man who dressed that table knows something about display, doesn't he?" + +"I did it," said Larsen. + +"Oh, I beg your pardon; I thought that one of your assistants had done +it." + +I heard this even while serving my customer and I don't think I had ever +seen Larsen act so pleased. The old chap almost purred with delight. The +salesman didn't say any more to Larsen, however, but turned around and +inspected the electrical goods. + +When I was disengaged he walked over to me. + +"Good morning, Mr. Black; I have a message for you; but, before I +deliver it, I wonder if you have such a thing as a bit of scrap zinc or +tin around the place?" + +"Yes," I said, and told Jimmie to bring a piece. + +The jolly-looking man then took a pocket-knife from his pocket, opened +it and cut two or three slivers off the zinc. Passing the knife over to +me, he said: "Did you ever see a pocket-knife before that could do that +without denting?" + +"No. But I never heard before of any one cutting zinc with a +pocket-knife." + +[Illustration: "SNIPPED THREE SHORT PIECES OF WIRE FROM THE COIL"] + +"Of course they're not meant for that purpose; but a pocket-knife that +can do that must have quality in it." + +"Yes, indeed." I looked at the knife curiously to see if the edge was +dented at all, but it wasn't. + +"That is the kind of pocket-knife we sell," he continued. "Isn't that +the kind of pocket-knife that will please your trade? Just a moment," +putting up his hand, "there's a bit of copper wire on your counter +yonder. May I borrow it a moment?" + +I smiled and fetched it to him. + +This time he brought out a pair of shears and snipped three short pieces +of wire from the coil, passed the scissors over to me and said, smiling +in the most friendly manner, "Same story on the scissors, Mr. Black." + +My hand instinctively stretched out for those scissors and I examined +the cutting edges carefully. + +"Look at this, Larsen," I called out without thinking. . . . "Mr. Larsen +looks after our cutlery--tell him about it." + +I held out the scissors to the stranger, but he didn't take them. + +"Try it for yourself," he said to Larsen. + +Larsen did try it. + +"Any good shears'll do that," said Larsen. + +"Exactly," said the salesman, laughing; "which shows these must be good +shears. Isn't that so?" + +"How much?" asked Larsen. + +Well, I need not go any further. We had always bought most of our +cutlery from a jobber, feeling that it was best for us under the +circumstances. This salesman got us so interested in his cutlery, +however, that, really before we knew it, he had our order. + +Martin had been unpacking some goods which had just come in and didn't +get behind the counter until afternoon. I told him about the selling +stunt that we had seen. "That's fine!" he said. "Let us adopt it," and +thereupon we decided that on pocket-knives of one dollar and over, and +shears of seventy-five cents and over, we should demonstrate their +superiority in the same way that the salesman had done. + +"Why not on the cheaper ones?" I asked. + +"Do you think," replied Martin with a dry smile, "that people would pay +extra for the higher priced knives or shears if we demonstrated to them +that the lower priced ones would stand the same test of quality? There +would be no logical reason for them to pay the extra price, would +there?" + +A few days after our meeting Jimmie complained that the whole town was +using our store as a pencil sharpening emporium. "Everybody is +sharpening their pencils all day long, since we put up that notice about +the Cincinnati pencil sharpener," he said. + +"How many have we sold?" I said, turning to Jones. As a matter of fact I +had forgotten our plan. + +"There's only one left," he answered. + +"Great Scott! Order another dozen right away!" I said excitedly. + +"Martin ordered them on Tuesday." + +Martin again. He thinks. + + + + +CHAPTER XXXVI + +BETTY COMES HOME + + +When I got down to breakfast one morning the Mater was there with a +letter in her hand which had a Florida post-mark on it. Her face was +very grave. + +"Hullo, Mater," I said; then, noticing the envelope, "Nothing wrong, I +hope?" + +"Why, no; but I've got a little disappointment for you." + +"Betty isn't sick again?" I asked anxiously. + +"Now, don't worry, my dear," she said; "but I want you to let me tell +you"--here she hesitated and looked at me for a moment, then shook her +head sorrowfully and under her breath said, "Poor boy!" + +"Good gracious, Mother, tell me quickly what it is!" + +"There, there, sit down." + +I sat down. My throat felt parched. Mother's remarks made me think all +kinds of dreadful things had happened to my Betty. She stood behind my +chair and put her arms on my shoulders and said: "Well, my poor boy, +your time of ease will soon be over. Betty will be home next Wednesday." +I felt as if a ton of bricks had been taken off my chest, and at once +forgave Mother for her joke. + +I had just bought three electric vacuum cleaners, and Larsen thought I +was crazy. + +"Retail at thirty-five dollars!" he said. + +"Cost me twenty-two," I retaliated. + +"H'm!" + +"Besides," I continued, "remember that we are going to dominate the +electrical supply field." + +"And toilet articles--don't forget them," Larsen laughed. + +That was his hobby; and it was a hobby that meant dollars and cents to +me, for that business was growing steadily all the time. + +We had even added toilet soap, because we had been asked for it several +times. People came in to leave their safety razors to be sharpened and +then bought a stick of shaving soap, and also asked if we had any toilet +soap. So, right or wrong, we had gone into it. Martin had the right +idea. "If you can make profit out of it it's all right." + +Coming back to our vacuum cleaners, I had felt that we ought to have +everything electrical, just so that we could dominate the field. I might +have been wrong in my reasoning, but that was how it struck me. I had +asked Martin if he didn't agree with me. + +"I most surely do, Mr. Black," he said. "I think you have the right idea +on that, and I think you will sell some vacuum cleaners." He pursed his +lips, a habit he had when thinking, then added, "And, even if you don't +sell them, you can make a good profit out of them." + +Larsen shot him a questioning look. + +"In fact," continued Martin, "when you think it over, you might decide +not to bother to sell them at all, but just rent them during the spring +cleaning time, which is coming on very soon. You ought to be able rent +them for a dollar a day, without any trouble. I think that in sixty days +you can rent those machines so that they wouldn't cost you anything." + +That was on Monday, and in the evening we had quite an interesting +discussion at our "directors'" meeting. + +Jones suggested that we could send a man to work the vacuum cleaners, +and then, while he was in the house he could sell the woman other +things. + +"That certainly is a very interesting suggestion," said Martin, "and +possibly could be worked. But there's one difficulty. All the ads. of +the vacuum cleaner show women and children operating the machine. If we +suggested that a man ought to work it, they might wonder what is wrong +with the machine--or with us. Besides, Mr. Black, don't you think it +would take us too much from our regular work, so that, either there or +here, we would have to have extra help?" + +After I thought the matter was dropped, Martin said, "Do you think that +one dollar is sufficient to charge for a day's use of that machine? +Don't you think we can get two dollars just as easily? Also remember +that, if the machine has been out one day, from our point of view it +becomes unsalable as a new machine." + +"Do you think they will stand for that much?" asked Jones. + +"Oh, yes," I chimed in, "I'm sure they will. It is going to save the +women two or three days' work; and, as you know, many people hire a man +or woman to come for a day to beat the rugs, and they can't get anybody +under two dollars a day, and it usually takes them a day to do the job." + +So we decided to charge two dollars a day for the rent of the vacuum +cleaners. + +Charlie Martin suggested that we ought to get up an ad. for the sweeper +service. I thought that Fellows ought to do it, but Charlie was so +insistent that I told him to go ahead with it. + +Jimmy gave us an idea which I thought was pretty good. "Say, Boss," he +said, "couldn't we sell baseball goods?" + +"Barlow has always handled those," I said, "and--and--" I trailed off to +nothing, because I realized that, because Barlow handled these, it was +no reason why I should not, and, if I stopped handling everything he +did, I would have very few goods in the store. I had had to give up the +idea of farm implements, because of the big hold he had on that +business, and the amount of money it required to carry the necessary +stock. + +"I'm captain of the Little Tigers," broke in Jimmie, "and if yer put in +baseball goods, why I can get all our gang to buy from here--and, say, I +know a couple o' kids that would like to go and see the captains of the +other kids' teams around here--especially if you were to give a little +rake off." + +We all laughed--except Larsen. "That's one of the best suggestions +Jimmie ever give us," he said, "Let his pals sell for a commission. They +get business we never get." + +Here Martin broke in, "I know a house in Boston that would supply us +with all the catalogs we wanted, and we could sell from catalog if +necessary, and they would give us a substantial discount for any orders +we sent them." + +"Write to them, Charlie," I said, "and see what they'll do." + +What a tremendous lot of different lines there are which a retail store +can handle--even if only for a brief season each year--and make some +profit out of them! But you sure do have to keep on the jump to think of +them all. I know my store would never have been handling the number of +lines that we had then, if it hadn't been for the Monday meetings. These +meetings seemed to tone up all of us, and, once we had gone on record to +do something, we seemed to strive hard to live up to it, so that we +wouldn't let the other fellows have the laugh on us, which they +certainly would if we had fallen down. It was at that meeting that I +suggested a motto. It was this: + + "Eternal humping is the price of Success." + +I asked Charlie Martin what he thought of it. He said, "It's fine, and +if you used the word _vigilance_ instead of _humping_--why you would be +only about twenty-five hundred years behind the fellow who originated +it!" + +The day Betty was to return I was at the station at 3:30, although her +train wasn't due 'till 3:55--and then the train was fifteen minutes +late! How I fumed and fretted at the inefficiency of our railroad +service, but I forgot all that when the train finally puffed into the +station, and Betty tripped out of the car, right into my arms. I can't +express the happiness I experienced--all the hundred and one things we +had to talk over--all the foolish little stunts we did, just like a +couple of kids--but both of us supremely happy! I extend my heartfelt +commiseration to those poor benighted wights who don't possess a wife. + + + + +CHAPTER XXXVII + +WOOLTON COMES TO TOWN + + +The next morning, while I was in the middle of breakfast, the telephone +rang. I jumped up to answer it and recognized Barlow's voice. + +"That you, Black?" he said. + +"Yes," I said. "Betty's home: she came yesterday!" + +"Glad to hear it," he replied. "I wish you would drop in at the store +this morning, if you can; will you?" + +"Sure," I answered, but felt somewhat disappointed. He seemed to treat +Betty's return as a mere nothing! + +When I joined Betty at the table I told her about my automobile +arrangement with him. She seemed very pleased at that. Betty thought a +lot of Barlow, and I thought more of him than I used to. I had +considered him as an old duffer; but I had learned that he was a quiet, +thoughtful, progressive business man. + +As soon as I got into his store he beckoned me to the rear. + +"Say, Black, you've got some vacuum cleaners," he said; "I'm not +handling those things, and I wish you'd send one up to the wife. She's +always said she wanted one. I'll pay you now--how much?" + +I told him the cost price and suggested that he pay me ten per cent. +over that, which he said was perfectly agreeable. + +Then he said, "I couldn't help laughing the other day. Martin seemed to +be quite worried." + +"Worried? What about? He was all right last night." + +"I don't mean Charlie; I mean Bill Martin, who runs the garage. It seems +somebody said that the Martin who is with you is contemplating getting +into the garage business, and Billy Martin thinks that the confusion of +names will take a lot of business away from him." + +"Who on earth said a thing like that?" I laughed. + +"Oh, you know how these rumors get started. They start from nowhere and +they carry on indefinitely. The best thing, of course, is to ignore +anything like that." + +"Funny that the name should be just the same, isn't it? Especially when +we--" + +He put a warning finger to his lips and then I remembered my promise not +to mention to any one our coming deal in automobile accessories and +gasoline. + +"I told Betty," I said. + +"That's all right; Betty has an excellent forgettery." + +Just as I was leaving he said, "I understand that your friend Stigler is +contemplating getting out of his five-and-ten-cent business." + +I grinned. "Made it too hot for him, have I?" + +"I don't know about that," he said; "but I understand that Woolton's +five-and-ten-cent store people are buying the place, and adding it to +their chain. Well, good-by," and he turned abruptly and left me. + +When I walked back to the store I felt mighty uncomfortable--Woolton, +the biggest five-and-ten-cent chain in the country, next door to me! I +hadn't minded somehow, while it was Stigler, because he hadn't +sufficient money to carry a big variety of stock as they did. Neither +did he know anything about organization, or marketing methods, as the +Woolton people did. + +As I neared my store I happened to notice Stigler and a short, thick-set +man coming out of his five-and-ten-cent store. As they passed me Stigler +said, "Howdy, Black," with an attempt at joviality. Stigler had been +looking much older lately. He wore a worried look. + +When I passed his store I noticed two dapper young men busily writing. I +made the guess that they were stock taking. + +I told Martin and Larsen about it. Larsen pooh-poohed the idea of being +afraid of the competition. Martin felt differently, however. + +I expected the Woolton people would take over the store on the first of +the month, and if so they would advertise big bargains the day before. +They were sure to have crowds of people visiting them the first two or +three days the store was opened, because they always offered as leaders +some tremendous values. I mentioned this to Martin. + +"The thing we've got to do, Mr. Black, if I may say so," he said, "is to +see if we can't get the jump on them in some way, and also trim our +windows so as to profit by any one visiting their store." + +Jones, who was inclined, like Larsen, to deprecate the idea of fearing +them, said, "I guess we needn't worry about them. We're educating the +people to buy something better than five-and-ten-cent goods. Just keep +up the educating stunt, Boss." + +"You will find," said Martin, "that the Woolton people will make their +store as bright as possible, and I am afraid that ours will look a +little dull in comparison." + +When Stigler had had the store fitted up he had had some very powerful +lights put in, but he had never used them much. My store was not any too +bright, although, of course, like him, I used electricity. + +"I tell you what we'll do," I said. "We'll have an electrical display in +both windows and, for the first week, we'll try to get a bigger blaze of +light in our windows than they will have. We'll display the best quality +goods that we can, so as to avoid any attempt at competition with them, +but we'll make our store so bright that every one going to their store +for bargains will be impressed with our up-to-dateness." + +That is what we decided to do. + +Martin had given me his handbill advertising the vacuum cleaners. On the +next page is a copy of it. + + LET INVISIBLE HANDS DO YOUR HEAVY CLEANING + + Instead of hiring help to clean your carpets, let one + of our PEERLESS ELECTRICAL VACUUM SWEEPERS do it for + you. + + PEERLESS ELECTRICAL VACUUM SWEEPERS are quiet, + efficient, and thorough. You don't have to find meals + for them and they never answer back. + + If you have electricity in your home hire a PEERLESS + ELECTRICAL VACUUM SWEEPER to clean your rugs. + + $2.00 a day--delivered and collected free. + + A child can operate them, but they do the work of a + giant. + + A special demonstration all next week at + + DAWSON BLACK'S HARDWARE STORE + 32 Hill St. + + "If it's electrical you can get it from us." + +I had had Roger Burns around for dinner the previous Sunday. He used to +go to school with Betty and me, so of course when I told Betty that the +New England Hardware Company, for which Roger was working, had made him +manager of its chain store in Farmdale, the first thing she said was +that we must ask him for dinner. + +While Betty and the Mater were clearing away the dinner things, I asked +Roger how business was coming along. + +"Well," he said, "we knew pretty well what we would do before we came." + +"How could you tell?" I asked, laughing. + +"We knew how much money we were to invest in Farmdale. We knew how often +we ought to turn over our stock every year. We also knew what our +expenses would be, and what our profits would be." + +I couldn't help smiling as I said, "The only thing you didn't know was +whether the people would buy the goods." + +"That's where you're wrong," said Roger. "We knew what the people would +buy, because we analyzed the market so thoroughly. We knew just what +kind of goods each class of people bought; and how often they bought +certain kinds of goods. And with our experience in marketing we knew how +to get them into our store." + +After Roger had left I thought that over a lot, and believed there was +some truth in what he had said. + +"Of course," I said, "it is much easier for you people to make money +than it is for me, because you buy much cheaper than I can, and your +expenses are so much less. You could afford to sell cheaper than I do, +and still make a handsome profit." + +"As a matter of fact," said Roger, "you are wrong; for, while the actual +operating expense of this store would be a smaller percentage than your +actual operating expense, we have a heavy supervision cost. It is a +fallacy to believe that the larger store can operate for less expense. +It cannot. The bigger business you have, the more money you have to pay +the executives to control that business, and there is such a scramble +for really big men that salaries of fifteen thousand dollars and twenty +thousand dollars a year are not unusual. Our general manager makes +eighteen thousand dollars a year!" + +"Think of making eighteen thousand dollars a year! Three hundred and +sixty a week! Sixty a day! Working six hours a day! Ten dollars an hour! +And here I pike along on twenty-five dollars a week and work my head off +ten hours a day. Then you mean to say that it really costs you more to +do business than it does me?" + +"It surely does," he said, "but, while we get a smaller net profit on +each sale, we possibly exercise more judgment in buying than you do, as +we see that everything we buy is a quick seller. That off-sets the +increased cost of doing business. + +"Another big advantage the chain store has over the single store," +continued Roger, "is that we have very little unsalable stock to dispose +of. For instance, I have just had a lot of brushes sent me from one of +the other stores. They cannot sell them, so, rather than have them sold +at a sacrifice, the brushes were sent on to us. I am doing quite a big +business in paint brushes--you know we specialize on brushes of all +kinds, and I really think that already we are beginning to dominate that +field in Farmdale. + +"By the way," added Roger, "you ought to meet Pat Burke." + +"Pat Burke?" + +"Yes, he is the manager of the new Woolton store here--awfully nice +fellow." + +"When did you know him?" I said. + +"Strange to say, he was assistant manager of the Hartford Woolton store +when I was there, and I got to know him quite well." + +"I hardly like to call on him," I said. "Remember, he's a direct +competitor of mine, and next door to me." + +"Competitor nothing," said Roger good-naturedly. "You are not +competitors at all. You are selling different classes of goods, and you +ought to supplement each other." + +That was a new thought to me. I wondered if a five-and-ten-cent store +was a hindrance or a help to an adjoining hardware store? + +A man named Purkes ran a grocery store at the corner opposite Traglio's +drug store. He was an undersized man and fussed and interfered with +everybody else's business, and made a living chiefly because he hadn't +much competition. + +About two weeks before, a salesman of cheap enamelware had come into +town, gone to Purkes, and sold him two or three cases of "seconds." +Purkes thought he was a real fellow when he filled his window full of +those seconds. The same week I was having a display of perfect +enamelware. He put a price on his goods of ten cents each. He also had a +big sign in the window, reading: "Don't pay fancy prices for enamelware. +Purkes's cut-rate grocery store will sell you all you want for ten cents +each. Pick them out as long as they last." + +Now, old Barlow always played the game square. Stigler was certainly a +hardware man, and I could stand for his cut prices; but, when a grocery +store came butting in, I felt mad, and I told Charlie Martin that I'd +like to get Purkes's scalp somehow. Charlie suggested quite a good +little stunt. + +Three days after Purkes offered his enamelware I had a window full +of--what do you think?--tea; in half-pound packets! And it was an +advertised line, Milton's, which was a line that Purkes had sold for a +long time! That tea usually sold for fifty cents a pound. I put a sign +in the window saying: "Why pay fifty cents a pound for Milton's tea, +when you can buy it here for thirty-eight cents a pound, nineteen cents +the half pound." + +That was exactly what it cost us. Martin had got hold of it for us from +a friend of his in Providence, who was a wholesale grocer. + +You really would have laughed to see Purkes come flying into our store +about fifteen minutes after our window trim was complete. He reminded me +of a wet hen who had had her tail feathers pulled out. He couldn't +speak, he just sputtered and pointed to the window. After a minute I +caught the words, "Scoundrel!" and "robber!" and "unjust!" and "report +to the Merchants' Association!" + +I turned around and caught sight of Charlie grinning his head off. He +passed the high sign to me, which I understood to mean "Let him talk." +So I beckoned to Charlie to come over. + +"This is the man who thought up that idea," I said to Purkes. "It's a +good one, don't you think?" + +Both Charlie and I saw that Purkes was going to explode again, so +Charlie said: + +"Now listen, Mr. Purkes. Do you think it is any worse for us to sell tea +than for you to sell enamelware?" + +"But that's just a job line I bought! Just the little I sell could not +hurt you,"--then he added maliciously, "unless, of course, you get fancy +prices for your goods." + +I felt like throwing him out of the store; but Charlie ignored his last +remark and said, "That idea of yours selling enamelware was so excellent +that I thought we ought to copy it. You sell hardware--we sell +groceries." + +"You are--how long are you going to continue selling tea?" + +"Only until this lot is sold out." + +"I'll tell you what," said Purkes, brightening up, "I'll buy your tea +of you and you buy my enamelware." + +"We don't sell seconds in enamelware, Mr. Purkes, so your enamelware is +useless to us." + +"Very well, I will continue to sell enamelware." + +"We quite expected you would, Mr. Purkes. We are not going to sell tea +after we have cleaned out this one lot, however." + +"But by the time you've sold out that one lot you will have established +such a ridiculous price that I probably will have to cut my price to +satisfy the people. Why, the stuff costs you more than you sell it for." + +"Guess we're satisfied with what we are making out of tea, Charlie, +aren't we?" + +"Yes," he answered, "but I think we are going to do even better on the +Cross Tree jams." + +These jams were the most advertised in the country, and Purkes was the +local agent for them. + +The little chap let off a scream. "I'll stop you getting them!" he +cried. "I'll sue you!--I'll--!" He stopped abruptly and asked, "Where +did you get them?" + +"From the plumber's!" said Charlie, "Where did you think?" + +"But you can't get them--I've the sole agency." + +"In that case," I returned, "you've nothing to worry about, have you?" + +The outcome of it was, however, that Purkes promised to take his +enamelware off sale at once and get the manufacturers to take it +back--even at a loss---or, failing that, to sell his stock to some store +outside of Farmdale. We in return were to sell him our tea at forty +cents a pound. The little chap kicked at this, but he agreed. + +Having got the matter fixed up, he said, "There now, that's settled, +thank goodness. It isn't nice to have disputes among friends, is it? +I'll send my man up for that tea this afternoon, so that you won't be +bothered to send it down," and he peered over his spectacles and smiled +benignly. + +"We will let you have the tea as soon as your enamelware has left town. +Until then we will keep it here, in case we need it," I replied. + +"What, don't you trust me?" he exclaimed. + +Here I forgot myself, for I turned round sharply and said: "I do _not_! +I'm almost sorry that you agreed to get rid of that enamelware, for, by +heaven, there's a good profit in groceries, and it wouldn't take me more +than two minutes to get into that line myself!" + +Old Purkes went white to the gills and assured me hastily that he would +get the enamelware out of town as quickly as possible. + +I felt so stuck on myself when he left the store that I wanted to stand +on the counter and crow. + +"You threw a good bluff," said Charlie, after Purkes had left. + +"What do you mean--bluff?" said I, surprised. "No bluff there. I meant +every word of it!" + +"Even to starting a grocery business?" + +"Aw, that," I said sheepishly. "It was a bit foolish because, while +business is booming with us, I find that every little bit of extra +profit I make has to go into stock. So, as regards actual cash, I am no +better off than I was six months ago. However, bluff or no bluff, I +really think we've killed the grocer's competition." + +I wonder more retail merchants don't retaliate in this way on merchants +in other lines who make this kind of competition. Perhaps they don't +because they don't want to offend a fellow townsman. They forget, +however, that their fellow townsman doesn't hesitate to offend them. + +Pat Burke came into the store that afternoon and introduced himself to +me, saying, "Roger Burns sent me, as he wanted me to know you." + +He was a short, thick-set man, and spoke on generalities for a little +while. + +"How's business coming along?" I asked him. + +"Very well indeed," he said. + +"How did you find the business when you took it over from Stigler?" + +Without any expression on his face at all he said, "Just about what we +expected." + +"What do you think of Stigler?" I asked him. + +He didn't say anything for a minute, but let his eyes roam around the +store. + +"I certainly like the way you have your electrical goods displayed, Mr. +Black," he said. "You have a good trimmer, whoever he is." + +"I do it myself." + +"The dickens you do!" he commented. "Well, that is one of the most +attractive displays I have seen in a long while. I want to compliment +you. If you were in Boston or New York you would give up running a store +of your own, and be head of the decorative department of some big +department store. Do you know that some of those head window trimmers +make as much as five thousand dollars a year?" + +We got on a general discussion of window trimming. + +"Well, I've got to get back to the store," he finally said. "When you +have an evening at liberty I should like to have a chat with you. I +think we ought to be able to help each other." + +It was not until he had gone that I realized that he had never answered +my question relative to Stigler. He put it off as neatly as anything I +ever saw. + + + + +CHAPTER XXXVIII + +A LOGICAL PROFIT-SHARING PLAN + + +I had pledged myself to a profit-sharing plan with my small staff for +the year beginning June 1, since my fiscal year would end with the last +day of May. + +Think of it! By the end of May I would have finished my first year in +business. When I looked back at the year's experiences, I realized that +I surely had learned a lot in that short time. I had learned more each +month than I had learned in all the time I was a clerk. The reason was, +I suppose, because I _had_ to learn, whereas, while a clerk, I had had +neither the inclination to learn nor the encouragement. I think bosses +make a mistake in not encouraging their people to study the business. + +Now, I want to tell about my profit-sharing plan. For almost two weeks I +had been spending nearly every night with Jock McTavish, the accountant +who had helped me out so much in the past. I had told him what I wanted, +and we had worked out a plan between us. Jock was Scotch and +old-fashioned. I sometimes called him glue fingers, because whenever he +got his hand on money it stuck to him. + +"Aw, weel, noo," said Jock, "dinna fash yersel', mon! Ye may talk aboot +yer pheelantropy an' yer wantin' ta help yer fella creeters, but you +maun ken that you canna be doin' it unless ye fir-rst get the baubees. +When ye took o'er tha beesiness, ye planned tae sell thirty thousand +dollars worth o' goods the fir-rst year, and on that sales quota ye +planned expenses to be twenty per cent." + +I nodded agreement. + +"By tha end o' November," he continued, "or, in other wor-rds, at the +end o' the half year, ye were $1,128.00 behind your quota." + +"Yes," I said, "but we have caught that up." + +"Ye've done gr-rand," said Jock. "Noo frae June o' last year to the end +o' February ye hae doone $22,640.00, or $140.00 above your quota. This +means that tha third quarter o' your fiscal year showed an excess over +its quota o' $1,268.00, which, if ye had keppit oop tha same pace +through aw' tha year, would have meant an excess above your quota o' +$5,072.00." + +"Wait a minute, Jock," I interrupted, "you're making my head go round +with all those figures." And I took out my pencil and worked the +figures. + +"Sither," continued Jock, "ye planned your expenses to be twenty per +cent. on a $30,000.00 business, but, as a matter o' fact, it's costing +ye twenty-two and one-half per cent. on that basis." + +"Let me see," I said, figuring vigorously, "Twenty per cent. of +$30,000.00--that's $6,000.00." + +"That is so!" said Jock. + +"But you figure that, at the present rate, expenses will approximate +twenty-two and one-half per cent. of $30,000.00--or $6,750.00." + +"Ye spoke tha truth," said Jock. "In other words, ye're losing $750.00 +worth of profit which ye would a' had if ye'd conducted your beesiness +better." + +"I guess I've--" + +"Tut, tut, mon," said Jock. "I'm no' saying ye haven't done grand. Ye've +done splendidly, but ye should be able tae keppit your expenses doon tae +twenty per cent. As a matter o' fact, when ye do more business I think +ye'll be able to do so." + +"Where has that two and one-half per cent. extra expense gone to?" I +asked. + +"I'll tell ye," said Jock. "Ye planned bad debts tae be one-half o' one +per cent., or $150.00, whereas they are aboot one per cent. or $300.00." + +"Yes," I remarked ruefully, "I remember that we made a lot of bad debts +when we first took over the business; but, since I have put in that new +system of keeping closer track of charge accounts, we have had very +little loss that way. We will be down to our one-half of one per cent. +next year," I added cheerfully. + +"Maybe ye will," said Jock, "and then again, maybe ye won't. Ye will, if +ye can keep your feet on the ground, and that seems deeficult for ye to +do all the time, does'na it? + +"Wi' regar-rd tae advertising," he continued, "we planned it should be +aboot one per cent., or $300.00. Noo, as a matter o' fact, ye hae +already spent that, and will probably spend $100.00 more afore your +fiscal year is oop. Your advertising will be one and one-half per cent. +instead of one per cent. There's anither one-half of one per cent. +gone." + +"Next year my advertising will again be one and one-half per cent.," I +said, firmly. + +"All richt," said Jock, "but dinna forget that the extra one-half of one +per cent. means $150.00 cold cash." + +"I'm quite willing to pay it," I said, and here I felt on sure ground, +for I was convinced that the advertising we had done had been +responsible in no small degree for our success in doing as much business +as we had. + +"General expenses," continued Jock, ignoring my comment. "General +expenses we planned should be one and one-half per cent., or $450.00, +but they'll be two per cent., or $600.00. + +"Your rent should hae been three per cent., or $900.00. As a matter o' +fact, it's $1,000.00. Depreciation was planned for one-half of one per +cent., but it'll exceed that, or so I surmise from what ye tell me, so +that ye might say that depreciation and rent accounts for anither +one-half of one per cent. excess o' your expense allowance." + +"We will keep depreciation down to one-half of one per cent. nicely next +year," I commented. "I will avoid some mistakes in buying that I made +this year, and, besides, I will have cleaned out the remnants of the old +stock which I bought from Jimmy Simpson." + +"On the ither hand," continued Jock, ignoring altogether what I said, +"ye expected delivery costs tae be one-half of one per cent., or +$150.00, whereas I dinna believe they'll exceed $100.00, so there is a +wee bit saving. Salaries should hae been eleven per cent., or $3,300.00, +whereas they're rather more than eleven and one-half per cent., or +$3,450.00. That is where your two and one-half per cent. has departed. +I'll summarize those excess expenses: + + Bad debts..........................................½ per cent. + Advertising........................................½ per cent. + General expenses ..................................½ per cent. + Depreciation and rent..............................½ per cent. + Salaries...........................................½ per cent. + +"Here's the poseetion," continued Jock. "The average mark-oop is +thirty-three and one-third per cent. on stock, or twenty-five per cent. +profit on sales price. Expenses were planned tae be twenty per cent. of +sales, and, had that been so, ye would hae had five per cent. profit +after all expenses had been paid, for yourself." + +I began to listen attentively. Isn't it strange how one sits up and +takes notice when one's own pocketbook is in discussion? + +"As it is," said Jock, "expenses being twenty-two and one-half per +cent., ye make only two and one-half per cent. profit, if ye do the +amount o' business ye expect." + +"_If_," I said scornfully. "It's a cinch we'll do it." + +"I hope ye will that, but dinna brag aboot it 'til ye get it. Ye canna +build your hoose 'til ye've got the bricks. + +"Listen, noo," he continued. Jock had begun to remind me of an +inexorable fate, he went along so quietly, impartially, just as if he +were passing sentence on me. As a matter of fact, he was making me think +of the finances of my business in a way that I had never thought of them +before. + +"If ye'd made five per cent. net profit on your $30,000.00 worth of +business, ye would hae added $1,500.00 a year to your income, whereas, +noo that ye may make only two and one-half per cent. on that amount, +your income will be reduced to $750.00. It's just those wee bit half per +cents. that hae taken $750.00 out o' your pooch." + +"If we increase our sales," I said, "of course that is equal to +increasing our rate of turn-over, isn't it?" Jock nodded. "Now, see if +this is right: If we do make a little less profit on each turn-over, the +actual dollars and cents profit at the end of the year may be greater +than it would be if we made a larger net profit on each sale but didn't +sell so much goods." + +"Ye reason that out well, lad," said Jock, and somehow I felt quite +chesty to think I had done something which pleased the old heathen. + +"If ye keep your expenses as at present, and increase your sales, all +the profit on the excess business above your quota is porridge. Ye dinna +hae to pay any additional amount for rent, taxes, heat, light, +depreciation, advertising, or insurance. In other wor-rds, your +operating expenses on all business, over and above your sales quota, are +reduced by these items. This saving would reduce your operating expenses +eight per cent., meaning that this excess business over your quota would +only cost ye twelve per cent. to secure, instead o' twenty per cent. As +a matter o' fact, if ye can get more business than your quota calls for, +wi'oot increasing your salaries, that would eleeminate all expenses +except delivery and general expenses. Noo, if ye feel ye must give awaw +your har-rd-earned money here's a proposition for ye: + +"Plan tae keep your salary expense at its present figure, which is based +on $30,000.00 worth of sales annually. + +"Ye can afford to pay eleven cents for salaries oot o' every dollar ye +get. Give eleven cents on every dollar ye take, above $30,000.00, to +your salespeople, as a bonus and divide it among them according to their +salaries. For example, suppose next year ye do $40,000.00 worth of +business--and ye ought tae be able tae do this, because ye're selling +at a slightly better rate than $35,000.00 a year noo. If ye do, ye +secure $10,000.00 above your sales quota. Eleven per cent. of $10,000.00 +is $1,110.00, which ye could deestribute among your folk." + +I referred to my note book of expenses, and said: "Our salaries at +present total $71.00 a week." + +"Including yoursel'?" + +"Yes," I answered. + +"Weel," continued Jock, "that bonus would add $22.00 weekly to that +$71.00. That means for every ten dollars o' salary now earned there +would be added $3.14 bonus." + +"How would it work out in Larsen's case?" I asked. "He gets $20.00 a +week." + +"His bonus would bring his salary to aboot $26.00 a week. Another way o' +putting it is that every dollar o' weekly salary seecures a bonus o' +$16.12 a year. I would suggest ye pay a bonus every quarter--if your +quarter's quota o' sales is seecured." + +"Suppose we need extra help?" I said. + +"If ye hae tae have extra help, the expense o' it'll hae to come oot o' +the $1,100.00 bonus, or whatsoever the amount might be. Unless ye did +this, ye'd be exceeding your original allowance for wages. If your +people know that, the less people there are wor-rkin', the more money +each o' them makes, they'll all o' them work as har-rd as they can to +accomplish the results wi'oot adding extra people tae tha payroll. There +is one ither thing I must warn ye of, and that is, tell all your people +that this is only a plan tae be tried for a year, and that each year +ye'll decide upon the sales quota according tae the growth o' the +beesiness. + +"I think I follow you," I said thoughtfully. "The more business we do +with less help, and therefore less payroll, the bigger will be the bonus +to divide. But where do I come out in all this?" I asked. "Eleven +hundred dollars seems a lot to give to those fellows." + +"Here's where you benefit," said Jock. "Ye give yourself a salary at +present of $25.00 a week, don't you? That's $1,300.00 a year. Now, then, +if ye sell $40,000.00 worth of goods next year, ye will make a net +profit of five per cent. on $40,000.00, which is $2,000." + +"That's so," I commented. + +"In addition to that," he continued, "ye make an extra eight per cent. +on $10,000.00, the excess sales over quota, on which ye hae no expense +ither than salaries; eight per cent. of that $10,000.00 is $800.00. +Then, again, remember that ye share in the bonus, for eleven per cent. +for salaries includes your ain, so ye receive a bonus of $403.00 oot o' +that $1,100.00. In other wor-rds, if ye hae $40,000.00 worth o' +beesiness the next fiscal year, and keep your expenses doon tae twenty +per cent. on a sales quota o' $30,000.00, your income would be +$4,503.00." + +"Can you beat it!" I said, under my breath. "Four thousand five hundred +and three dollars," I continued slowly, "Ninety dollars a week. Great +Scott, that's making money!" + +"It's aw' a question o' being able to get your people to speed up your +sales to increase the turn-over o' your capital so as tae make extra +profit wi-oot extra salespeople," said Jock. + +"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 + + +I had thought of a great idea to profit by agitation against the high +cost of living. The idea had come to me when reading a story in a +business paper which had said that it was not high cost of living we +were suffering from, but cost of high living, and, instead of buying +things in bulk as we used to do, we bought in packages and had to pay a +whole lot of money for the package--and the advertising of them. It had +said also that the modern housewife was lazy and would not _do_ things +for herself if she could get them done by some one else, and that she +thought more of tango teas than toting baby carriages. The article had +finished up by saying: "How many housewives do _you_ know, Mr. Reader, +who will make their own soap, do their own washing, bake their own +bread, and such like housewifely accomplishments which our parents and +grandparents took pride in performing?" + +Now, it hadn't seemed to me that that was quite fair to the housewives. +Betty, for one, was no tango-trotter. Well, my brilliant foozle of an +idea had been to make a splurge on bread mixers. I had always carried +one or two in stock, but never had done much with them. So I ordered +three dozen as a starter, that is, two cases, and I got a really good +price on them. Then I ran an ad. in the paper, saying that it had been +said the modern housewife preferred to have things done for her rather +than to do them herself, but that I felt it was not so, and that, just +to show that the modern woman could do as well as the previous +generation, I had started a bread-making contest. I used a slogan: "You +can make bread better than mother by using the Plintex Bread mixer." + +I then asked every one to buy a bread mixer, bake a loaf of bread with +its aid, and leave it at the store. I also stated that I would turn all +the bread baked over to the hospital, and I offered an electric chafing +dish for the best loaf baked. I concluded by saying that three prominent +citizens would be the judges. + +I had determined to surprise every one by this stunt, but when it came +out no one was quite so surprised as I was at its reception. When I took +the ad. to the newspaper office the fellow grinned as I handed it to +him. + +"Good idea, isn't it?" I said. + +"Some idea all right, Mr. Black," said he. + +Next morning, when I arrived at the store, Charlie Martin was waiting +for me with a paper in his hand. Said he, "Mr. Black, did you put this +in?" + +"Sure," I answered. + +"I thought perhaps Stigler was trying to get at you in some way," said +Charlie. + +I went hot and cold all over, for I felt right then and there that I had +made a big mistake. + +"Who's your committee of three prominent citizens?" he then asked. + +"I have not picked them yet," I said rather sheepishly. + +"But," said Charlie, "a citizen may be prominent without knowing much +about bread. Incidentally, after those three prominent citizens have +tested every loaf of bread, Heaven help the poor babies in the hospital +who have to eat what is left! And, say, if my landlady were to bake a +loaf of bread in this contest, there would be death at some one's +doorstep. She can no more bake bread than I can fly." + +"Well," I remonstrated, "those people who can't bake bread won't send in +loaves." + +"I am inclined to think," said Charlie, "that they are just the people +who will. And, incidentally, you insist on every one buying a bread +mixer before sending in a loaf. Why don't you try the same thing with +ice cream freezers? Insist on them spending a few dollars to buy an ice +cream freezer, and submit a dab of ice cream for a contest?" + +"I wish I had talked it over with you, now, Charlie," I blurted out. + +"So do I," said Charlie. + +Just then the telephone bell rang. Larsen answered and said it was for +me. Mr. Barlow was at the telephone. + +"Say, Dawson," he began, "who worked up that brilliant ad. you have in +the paper this morning?" + +"I did," I said, feeling pretty cheap, somehow. + +"Did you find the women all lined up on the doorstep this morning, ready +to buy bread mixers?" he asked. + +"What's the matter with the idea?" I said. + +"Nothing, it's a great idea. I'm going to advertise traction engines +among the farmers, and offer a prize of two eggs to the farmer who makes +it hoe a row of potatoes quickest." + +"You are carrying the idea to a point of absurdity," I said. "What's +the matter with my idea, anyhow?" + +"Ask Charlie Martin; I guess he can help you," he answered. "And say, +Dawson, I don't want to hurt your feelings; but, if I were you, I would +not try any more brilliant stunts without talking them over with Charlie +or some one else first. The bulk of your ideas are fine, you know, but +occasionally you slip a cog." + +I hung up the receiver, then turned to Charlie and said: "I thought I +had a pretty good idea." + +"You had a good idea," he said, "but worked it out incorrectly. It is +such a bald attempt to sell bread mixers. You don't give any reason why +they should buy bread mixers. The only reason you ask them to buy the +mixers is to enter the contest. Now, the better-class women won't do it, +and the poorer people have not money to buy mixers." + +"I never thought of that," I said. + +"Then, again," said Charlie, "you have, or had, quite a good customer +for hardware in the Empire Bread Company. I wonder what they will think +of you urging people to stop trading with them?" + +"Good heavens!" I gasped. "I never thought of that, either." + +"Evidently not," said Charlie. + +"I am going right down to see them," I said, and I seized my hat and, +before he could say another word, I was on my way to see Mr. Burgess of +the Empire Bread Company. + +When I arrived at Mr. Burgess' office I heard him and Stigler (Stigler +above all people) laughing. The boy told Burgess I was there, and I was +asked to go right in, which, like a fool, I did. + +"How-de, Black?" said Stigler. "Have yer just dropped around to see if +Mr. Burgess will enter a loaf of bread in yer bread-mixing contest?" + +I ignored him and turned to Burgess and said: "I didn't know you were +engaged--I will wait until you are through." + +"Don't bother, Black," said Stigler, "I am going now," then, turning to +Burgess, he added: "All right, Mr. Burgess, I'll see that yer have them +things this afternoon." + +My heart sank when I heard those words, for the Empire Bread Company was +a good steady customer of mine--one of the best, in fact. Burgess used +to trade with Stigler, but they got at cross purposes over something and +the business had come to me, and had been with me for over six months. + +"Say, Mr. Burgess," I began, as soon as Stigler had left the room, "I'm +awfully sorry for that ad." + +"Don't you be sorry, Black," he said, "it will probably be good business +for you. In fact, I think we will have to enter a loaf of bread in that +contest ourselves. It might be good advertising for the Empire Bread +Company to win the thirty-cent cheese dish, or whatever it is, that you +are giving for making the best loaf of bread." + +"I don't know how I ever did such a foolish thing," I said; "but I want +you to know that I shall advertise to-night that the contest is +abandoned on account of inability to get together the committee of +judges." + +"Hm!" said Burgess. "I can just imagine the people saying, 'I guess the +Empire people got after him. That is why he is squealing.' Still, you +know your own business best. And now please excuse me, for I am very +busy." + +"For heaven's sake tell me what I ought to do, Mr. Burgess! If I hadn't +been so bull-headed I never would have got into this mess." + +"And," smiled Burgess, "you think it is bad business to risk losing +ours?" + +"Why--partly--I certainly didn't want to hurt your business," I said. + +"Believe me, Black, a thing like that won't hurt our business; but it's +good to change at times, so we have switched over to Stigler for a +little while. Some day, perhaps, we will give you a chance at some more +of our business; and now you really will have to excuse me." + +I found myself walking back to the store feeling very disconsolate, +indeed. I decided that, at any rate, I would not risk any more +advertising on that wretched bread-making contest, until I saw what was +going to happen. Charlie met me near the post office. "I guess we have +lost the Empire account, haven't we?" he asked. + +I groaned. + +"Well, cheer up, Mr. Black, we all make mistakes--and it will be +forgotten in a day or two. But--" and then he hesitated. + +"Go on, Charlie," I said, "I really want to get your advice." + +"All right, then. If I were you, Mr. Black, whenever you plan any +advertising, see first of all that it is not going to hurt any one +else's business; next, whenever you run a prize contest, run one without +any strings attached to it; and, when you give a prize--give something +other than what you sell." + +"Do you believe in prize contests?" I asked Charlie. + +"As a general rule, no. I think if you have any money to spend for +advertising, you had much better spend it in advertising just what you +are selling, giving people reasons why they should buy your goods. That +sounds humdrum and everyday, I know. There's nothing apparently +brilliant about it, but it gets results. Notice the really big +advertisers. They advertise the goods they have to sell, and it is very +seldom you find them branching off into prize-contest ideas." + +"What about the 'Globrite' flashlight?" I said. + +"That prize contest complies with the three rules I mentioned. The +prizes were _cash_ prizes and big ones. The public didn't have to buy +anything to enter. The prizes were big enough to tempt people to study +'Globrite' goods, and that really advertised the flashlights to every +contestant." + +Somehow, Charlie's quiet confidence made me feel better. But, candidly, +I hated to be seen on the street those days, for everybody asked me how +the bread-making contest was getting on. + +At the end of three days, we had not sold a single bread mixer! + + + + +CHAPTER XL + +RULES FOR GIVING SERVICE + + +Our next Monday evening meeting had proved quite interesting. We had +sold one bread mixer, but, thank heaven, no one had inflicted a loaf of +bread upon us! I was hoping that that foolish stunt of mine would die a +natural death--and that's a better one than it deserved. + +The matter for discussion at the meeting was introduced by Jones, who +had in his hand a copy of that little "Service" booklet which we had +issued. + +"I was thinking over this little booklet the other day," said he, "but, +do you know, Mr. Black, I don't think we are living up to it, somehow." + +"In what way do you mean?" I asked him. + +"Well, we talk about service and how we want people to feel they are at +home, and all that, and-- Oh, I don't know how to express it," he +floundered. + +I certainly didn't know what he was driving at. I looked at Larsen, and +his face was a blank; then I looked at Charlie, and, as I did so, he +said: + +"I'd like to ask Jones a question," and he turned to Jones, saying, +"What you mean is that, while we talk of giving service, we have not any +definite plan of going about it. Isn't that it?" + +"Yep," said Jones, "we have no rules or regulations or anything of that +kind." + +"I see what you mean," I said. "You mean we _talk_ about service, but +don't _give the atmosphere_ of service." + +"That's exactly it," went on Jones, "we ought to be able to give people +the feeling that they are being treated differently when they come into +the store." + +"Store atmosphere, that is," said Charlie, "and the way to get it is by +having definite rules of conduct--rules which every one should live up +to." + +"Do you think it is worth while having a set of written rules of conduct +in a little store like this?" I asked. + +"Being a Yankee," laughed Martin, "I'll answer you by asking you another +question. Do you think it is as important for a small store to have +proper accounting methods as a big store?" + +For an hour or more we had an animated discussion on what rules of +conduct we ought to adopt for our store, and finally we worked up a list +of twenty-one, which I give as follows: + +1. No customer must leave our store dissatisfied. + +2. The customer on whom you wait requires all your attention. + +3. Approach the customer who enters the store; do not wait for the +customer to approach you. + +4. Remember that the object you have in view is to sell goods at a +profit to the store, and to the satisfaction of the customer. + +5. The more customers you have, and the more each one spends, the nearer +you are to the attainment of your sales quota. + +6. Customers come into the store for their convenience. Let your speech +and manner show that you appreciate the opportunity of serving them. + +7. Cleanliness is imperative, from the floor to the ceiling, from your +hair and your shoes to your finger nails. + +8. A smile costs nothing. Give one to every customer. + +9. Show your appreciation of their patronage by always saying "Thank +you" when giving the package or the change. + +10. Customers come into the store to buy merchandise, not to talk to, or +admire you. Do not wear anything, or say anything, that will distract +attention away from the goods to yourself. + +11. Repeat the name and address of a customer whenever goods have to be +charged or delivered. An error in writing the name of a customer is +almost a crime. + +12. Write distinctly so that others will know what you mean. + +13. Try to know the names of customers and, when addressing them, use +their names. + +14. Never correct customers' pronunciation of goods. For preference, +adopt their pronunciation. + +15. The store is a place for business. Do not allow it to be used as a +meeting place for loafers or for gossips. Nothing drives away real +customers more quickly than this. + +16. "Punctuality is the soul of business." Be at the store punctually +and wait on customers promptly. + +17. Study your goods and show seasonal articles to all customers whom +you can interest in them, especially if the goods are being advertised. + +18. Don't wait till you sell the last one of an article before putting +it on the want book. Remember that it takes time to get supplies. + +19. Exercise care in displaying goods. Goods well displayed are half +sold. + +20. Adopt as your personal slogan: + + "If every worker were just like me, + What kind of a store would this store be?" + +21. Work _with_ your fellow workers. + +We felt quite pleased with that list of rules, and the more I looked at +them the better they seemed to me. + +We had a discussion as to which of the twenty-one rules of conduct was +the best. Larsen said that number one was the best. I favored +twenty-one. Charlie said four was the best, and we finally agreed with +him. + +"Four," said Charlie, "appears to me to be the best, because the whole +object of running this business is to make a profit. All the other rules +are followed merely in order to secure that object." + +I really believed that we would find it easier to work according to +definite rules, than to continue with no rules for our guidance. +Furthermore, we ought to be happier, working harmoniously together along +definite lines. We all agreed that following these twenty-one rules +would help us to give the store an atmosphere of _good service_, the +_square deal_, _truthfulness_ and _cooperation_. + +Larsen had resumed his Thursday afternoon hunts for business. The first +Thursday, when the old chap got back to the store, he was almost crying +with delight. + +"Say, Boss," he said, "those people seemed real glad to see me. They ask +me where I been so long. I tell them I was sick. That's why I dropped +Thursday trips. I felt I was meetin' old friends." + +"Fine!" I said. "How much business did you get?" + +"Sixteen dollars' worth," he said. "I think by keeping at it we'll get +lots of new business. Remember old Seldom?--well," (Seldom was a real +estate man and quite well-to-do) "he saw me coming in and came out of +his office to me. He made me go to Traglio's and gave me a cigar. Then +he said, 'There's nothing I'm wanting, Larsen, but step over to the +house; I'll tell the missus you are coming over.' Well, Boss, I go to +the house and see her. She had a mail-order catalog and was making out +an order. She's good-natured and fat. She make me cup of tea. She showed +me order to go to Chicago." + +"What was it for?" I asked Larsen. + +"A bread mixer, for one thing," said Larsen, grinning. + +I remembered my bread-mixer episode, so I said: "Well, why didn't she +come here for it? Goodness knows we advertised them enough." + +"That's what she said. She said it advertised too much. She thought if +she bought one she get her name in paper or something." + +"Why, that's nonsense," I remonstrated. + +"That's what she said of the ad," said Larsen. + +"Oh, well, forget it," I cried peevishly. "Did you get an order from +her?" + +"The only one I did get. Here it is--sixteen dollars! I try to sell her +pencil sharpener, but she say, 'That's a man's buy.' I'll sell Seldom +one for her." + +"Didn't any of the other people you called on want anything?" + +"No," said Larsen, "they not expect me. I didn't like to push this trip. +I think we oughta make a list of season stuff and call on regular +customers. We could sell them stuff they buy from mail-order folks." + +Larsen was determined to find some way of coping with the mail-order +houses. We certainly had had some little success, but the mail-order +houses seemed always to be everlastingly on the job. + + + + +CHAPTER XLI + +ENDORSING A NOTE FOR A FRIEND + + +When I was a boy I had been great chums with a lad named Larry Friday. +Larry used to sleep at our house every other night, and I would sleep at +his house every other night. We certainly knew each other as well as two +boys could. + +About six years before I bought this store, he had left town, when his +father had moved to Providence. His father had failed there, his mother +had died, and Larry, who had always had plenty of spending money, was +thrown on his own resources. I had lost track of him, so you can imagine +my surprise when he walked into the store one day. + +We had a long chat over old times and I took him home for the night. +Then he told me that he had saved up a few hundred dollars, and wanted +to get another five hundred dollars, for a little while, to enable him +to buy a small stationery business in Providence. His father had been in +the paper business, and for that reason he naturally leaned toward that +line. + +"That's too bad, old man," I remarked, when he told me that he was five +hundred dollars short. "If I had the money I'd be only too glad to lend +it to you," as, indeed, I would have been. + +"That's what I came to see you about, partly," he replied, leaning over +and becoming very serious. "Now, the present owner of that store is +willing to take my note for two months for the five hundred dollars, if +I can--find some responsible endorser. Listen, old man,"--and he brought +out several sheets of paper all covered with figures. "Let me tell you +exactly the condition of the store." + +The figures that he had seemed to show conclusively that in sixty days +at the most he would have sold enough goods to be able to pay the note. + +"You see," said Larry, "I would have three hundred dollars in cash, +anyway, as a working capital, so, in a pinch, I would really only have +to find two hundred dollars to pay it. And if you would endorse it for +me--there's not the least risk in it, or else I wouldn't ask you--I am +willing to pay you interest on the money, if you wish, old man." + +"Larry!" I exclaimed, quite disappointed that he should suggest such a +thing as interest. "Indeed I'll endorse the note for you, but don't you +talk of interest, for I'm only too happy to be able to help you a bit!" + +Just as I had signed my name on the back of the note, Betty came in. + +"What are you doing, Dawson?" she asked sharply. + +"Just--" I looked at Larry to see whether he had any objection to my +telling Betty about it. + +He said, with a little embarrassment: "It's just a little business +matter between Dawson and me." + +"You know, old man," I said to Larry, "I talk all my business over with +Betty. Of course you won't mind my telling her about this, will you?" + +"Why, no," he returned, as he picked up the note and put it in his +pocket. + +When I told Betty what it was, to my astonishment she said: + +"Well, Dawson, if you allow Mr. Friday to have your endorsement on a +note you are very foolish!" + +"Betty!" I said, quite mortified to hear her speak so in front of my old +friend. + +"And," she continued, looking Larry squarely in the face, "if Mr. Friday +allows his friend to endorse a note for him, I don't think he is much of +a friend." + +"I am sorry your wife feels that way about it," said Larry. "I guess I'm +coming between you two, old man. Here's the note--you better take it +back, for I think too much of you to do anything that would affect your +happiness. . . . Although I must say that I think Mrs. Black is unjust +to you and me." + +"You put that note right back in your pocket!" I commanded. "Betty," I +said sharply, "this is a matter which I can handle without any help. +Thank you!" + +"Dawson," said Betty, holding out her hand to me, "I was vexed." + +"Come, Larry, old man," I said, "I've known you too many years to allow +my judgment of you to be swayed." + +Larry held out his hand to Betty, who, however, turned coldly away and +left the room. + +"If you don't mind, old man," said Larry, "I'll not stay with you +to-night, and if you want that note back--" his hand went toward his +pocket. + +"No! If the time comes that I can't trust you, I'll tell you so to your +face!" + +"You're a real pal!" exclaimed Larry, with feeling eyes. + +He packed his grip, and, with a hearty, silent handshake, he left the +house. + +I had felt very much astonished and mortified that Betty should have +acted that way, and I went into the house to reason with her. To my +surprise, she was in her room and the door was locked. + +"I want to come in," I said. + +"Keep on wanting!" she replied, angrily. + +"B-but--" the door was suddenly thrown open, and Betty stood there with +her eyes flashing. + +"Don't 'but' me. You can hardly make both ends meet now, and your +business is only just making a bare existence,"--I looked +surprised--"yes, a bare existence; and here you jeopardize your future +by endorsing the note of a friend without knowing the first thing about +it! The thing I advise you to do is to begin to save up five hundred +dollars to pay that note." + +I laughed. + +"Dawson," she said, "there _are_ times when I don't know whether you're +a fool or not. This is one of the times I'm _sure_ you're one!" And, +with that, she slammed the door in my face, and left me aghast. + +Betty was still sulky the next day. She could not get over my having +endorsed that note for Larry. I was disappointed in Betty. I didn't +think she would have me throw down a pal. Besides, it had not cost me +anything to endorse the note, when it was sure to be paid long before it +matured. While trying to get Betty to be reasonable, the telephone bell +rang and I said, "Go answer it, Betty." + +"Better answer it yourself," she snapped, "perhaps it is some other +friend who wants you to give him some money." + +I picked up the telephone and called, "Hello!" + +"Hello, yourself, you old scallywag!" came back a voice which was +familiar, though for a minute I could not place it. + +"Who is it?" I asked angrily. + +"Who's been biting you?" came back the answer. "This is Fred Barlow, old +surly face. What's the matter, anyway? Had a row with the wife?" + +Fred Barlow! Old Barlow's son! If ever there was an irrepressible young +man it was Fred Barlow. + +"I'm coming right over to see you," he said, and click went the +receiver. + +I went back in the room and growled at Betty: "Fred Barlow's coming over +here. Try to be civil to him." + +Betty looked at me for a minute, then crossed the room, and put one arm +around my shoulder. + +"Dawson, dear," she said, "you must not get vexed with me. You know, +dearest, I would do everything to make you happy. But you must also +know, dear, you have such a great big heart that you sometimes let it +run away with your head--now, don't you? But you must not get angry with +me. We cannot afford to get cross with each other--can we?" + +"I--" but what then happened is nobody's business but ours. Suffice to +say that, when Fred Barlow did breeze into the house, Betty and I were +both smiling, and smiling from our hearts. + +"Well, you old turtle doves," said Fred, "what's the price of dollar +razors to-day? I want to buy one so that I can razor rumpus." + +"Dawson," said Betty severely, yet with a twinkle in her eye, "please +throw this person out of the house. A man who makes puns on Sunday is +breaking the Sabbath." + +"Never mind the Sabbath," said Fred. "If you will ask me to break bread +with you I will stay. What's doing?" + +"Well," I said, "I suppose we shall have to ask him, sha'n't we, Betty?" + +Then we stopped fooling, and began to talk of general matters. I told +him about Larry Friday. + +"Poor old Larry," said Fred. + +"Why poor old Larry?" I asked, with a sinking feeling in my heart. + +"Why the poor devil only got clear of the bankruptcy court three months +ago. You know he tried to run the Providence business after his father +died, but he made a bad mess of it. Still, I guess he's learned his +lesson." + +I had a cold feeling around my heart, and I began to wish that I had +heeded Betty's advice. A five hundred dollar note is not much to +endorse, if a fellow's got the money; but-- + +"But can he?" I heard Betty ask. + +"Of course he can!" said Fred. + +"What's that?" I asked, coming out of my brown study. + +"I suppose you know," Fred said, "that I am an agent for the Michigan +car, the best little four-cylinder on the market, twenty miles on a +gallon of gas, seats five people, rides like a feather bed, nine +hundred and fifty dollars." + +"Hold on," I cried, "if you have come here to sell me a car, just beat +it while the beating is good." + +"I have not," he said, "I have come to tell you that you and Charlie +Martin are going joy riding with me. I have to go to Hartford to attend +the conference of the eastern managers of the Michigan Car Company, and +I think the ride, and a day or so off, would do you and Charlie a world +of good." + +"But we can't get away." + +"Can't!" jeered Fred. "Hear the man, Betty," he said, turning to her. +"Here is a man in business who says 'can't.' Don't you know that failure +comes in 'can't's' and success comes in 'cans.' How many cans of it can +I sell you?" + +"You're full of it to-day, aren't you?" I said. + +"Bet you I am, had eggs for breakfast, and am full of yokes." + +"But," I said, "Charlie and I can't get away together." + +"I'll be around at the house at nine-thirty to-morrow morning, and I'll +pick Charlie up before I get here. We will stay at Hartford on Monday +night, and Tuesday I will leave you folks to enjoy yourselves for a +short time while I attend the conference." + +"There isn't anything to do in Hartford," I said. + +"Nothing to do! Say, Dawson, wake up! You--a retail merchant--saying +'nothing to do' when there's a bunch of good retail stores there, every +one of which should give you a number of good ideas. Don't you want to +see the Charter Oak? Why, there's a whole lot of interesting things in +Hartford, and it certainly would do you and Martin good to visit there +and get an assortment of good wrinkles. Besides, I want to tell you boys +something about automobiles." + +"That's awfully good of you, Fred," I said, "but honest Injun, I'm not +interested in automobiles." + +"Autos be blowed!" he said. + +"Blown," corrected Betty, smiling. + +"Have it your own way," said Fred. "Now," said he, turning to me, "you +and Charlie are coming with me to-morrow as my guests, and I'm going to +give you a real good time. I'll be through at the meeting at four or +five o'clock Tuesday night, and then we'll have a good dinner and a nice +midnight ride back home." + +"I will go," I said. + +"I knew you would," he replied, "and now, Betty, what about that +bread-breaking stunt you spoke of?" + + + + +CHAPTER XLII + +JOCK MCTAVISH DISTURBS THE PEACE + + +How work does pile up on one when he is away from business for a day or +two! I was away less than two days; but it took me practically a whole +week to get caught up. I suppose that it was because Charlie and I had +gone away together. + +I had a fine time in Hartford. Fred Barlow was full of ideas. He told me +something about a plan that he was then working out for chain garages in +connection with hardware stores. + +"You're crazy," I told him. "No one has ever done anything like that +before." + +"Good boy!" he said. "The very fact that no one has ever done it before +shows that it has a chance of success. I may have something to say to +you about that later on," he said, mysteriously. + +We had a very interesting meeting the following Monday. Our Monday +evening meetings were certainly valuable, and I wouldn't have +discontinued them for anything. It kept the fellows thinking and working +in the interests of the business. + +The matter for discussion was, "What can we do to boost sales this +spring?" + +A few days before I had asked old Barlow why he always got the trade for +farming implements. His reply had interested me very much. He said: + +"I know exactly the uses of all farming implements I sell. I know what +kind of soil we have for miles around Farmdale. I know what kind of +crops rotate best, and what fertilizer is best for each crop. The result +is that I can advise the farmer what to buy, why he should buy it, and +how to get the best results from using it." + +"You must be a regular farmer yourself," I had exclaimed with surprise. +"When did you learn farming?" + +Barlow had smiled as he said, "I realized early in the game that if I +meant to win the farmers' trade, I must win their confidence by knowing +their needs, and talking in their own terms; so I bought that little +farm at Mortonville, eight miles from here, just to experiment with and +to study farming." + +It just showed how easily a boss can be misunderstood. When I worked for +old Barlow we fellows had always thought he was having a good time every +spring, summer and fall at his farm, and had wished we could get away +from business as often as he did just to "play" on the farm--and all the +time he had been trying out new methods so as to talk helpfully to the +farmers! + +I began to understand more and more why Barlow was so successful. He +never guessed, but always got the facts first hand. + +Just the same I'm convinced he made a mistake in not telling his workers +more of his methods--he would not have been so often misunderstood and +misjudged by his employees if he had had meetings with them similar to +my Monday evening "Directors' Meeting." + +Well, to come back to our meeting. Of course, we had decided to have a +full line of gardening tools. Jones suggested that we add garden seeds, +which we had never kept because Traglio, the druggist, sold them. + +I demurred, saying, "We ought not trespass on Traglio's trade for seeds, +which he has had for years." + +Charlie Martin said, "Of course, it's splendid of you, Mr. Black, to be +so considerate; but, after all, business is no 'After-you-Alphonse' +affair. I believe you should sell garden seeds. The hardware store that +sells garden tools is also the logical place for seeds." + +Larsen agreed with Charlie, while Jimmie said, "Gee, boss, that's a +great idea--and let's grow some in the window so as to show the seeds +are there with the sproutin' act." + +We finally decided to sell garden seeds. + +Jones then suggested that we should make a big window display of seeds +and tools, "Not just a 'dead' display, you know, Mr. Black, but a +display of them in use. That's the way to attract attention to the +goods--show 'em being used," he concluded. + +"How are we to show seeds in use?" I asked. + +Jones was stumped and so was Larsen--even Jimmie had no idea. We all +looked at Charlie when he said, "I remember seeing a good display of +garden seeds once." + +"Well," I said, "what was it?" + +"As near as I can describe it, it was fixed like this," said Charlie. +"The floor of the window was covered with soil divided into little +plots. Each plot had a single variety of seeds arranged on top of it in +orderly rows. In the center of each plot was a 'talking' sign something +to this effect: + + GIANT BEANS + + A 5¢ package is sufficient for fifty square feet of + soil. They should, under normal conditions, produce + ---- pints of beans, worth at retail $3.75. + +"I don't remember the price, the ground space, nor the production," +confessed Charlie, "but that's the general idea. The five cents' worth +of seeds (or whatever the amount was) was visualized. The amount of +ground they required was then given, and, after that, the average +production and its value. At the rear of the window all kinds of +gardening tools were arranged--each one price-ticketed, of course." + +"That's splendid," I said, enthusiastically. "We'll appoint you a +committee of one to find out what seeds to buy and all about them." + +"I don't know the first thing about gardening," objected Charlie, "and +will be more than glad if you'll let some one else do it." + +I was about to insist when, in an undertone, he added, "Believe me, Mr. +Black, I've a very real reason for asking you to excuse me." + +"Very well," I replied, somewhat nettled. "Jones can do it." + +I wondered why Charlie was so earnest in wishing to be excused! + +"Well," I said briskly, "that disposes of one thing. What else can we do +this spring to boost business?" + +"The fish are biting," said Larsen. "Stigler has a sign in his window +that says so." + +"I intended stocking fishing tackle this season!" I exclaimed. Then, +after a pause, "And we'll do it, too. I'll not let Stigler put anything +over on me." + +"He's always sold 'em, so I understand," said Charlie, "so perhaps you +will want to consider him and his trade as you did Traglio." + +I saw a twinkle in his eye as he spoke, for he knew my contempt for +Stigler. "Oh, that's different," said I, lamely. + +"In that case," continued Charlie, dryly, "I suggest we sell fishing +tackle--and do it right away. If I can help I will, for I do know +something about fishing." + +Just then I thought of Barlow and his grip on the farming implement +trade, and, at the same instant, I saw a way of applying his principles +to fishing, so I said, "Here's a plan for boosting fishing tackle. We'll +have Martin find out right away what pools and rivers there are in our +locality. We'll also find out what kind of fish can be caught therein. +All this information we'll have in black and white so that we all can +learn it." + +As I talked the plan enlarged and took definite shape. + +"Then," I continued eagerly, "we'll find out the best ways to get to all +these fishing grounds--fishing waters, I mean," I said, as they all +began to laugh. "In addition to that, we'll find out where to stay; +where to pitch a tent if necessary, where supplies can be bought, and +anything else that will help the fisherman to know where to go, what to +catch, where to live while there, and, most important of all for us, +what kind of tackle to use to catch the fish he's after." + +"In other words," I said, triumphantly, "we'll make ourselves experts on +fishing, so that people wanting to know when the ice is off the lake, or +when the season is 'on' or 'off'--where fishing is reported good or +poor; or what flies are in the market--will naturally gravitate to our +store." + +They all became enthusiastic over the plan, and Charlie promised to have +the data all ready by the end of the week. + +Jimmie then asked what we purposed doing about baseball goods and other +sporting goods. We decided, much to his disappointment, that, while we +ought to have them, we couldn't manage it that year. + +"Barlow's already got 'em," said Larsen. "Too late now. Cream of trade +already drunk by 'pussy' Barlow." + +I felt vexed to think we had lost our chance on them, just because I had +not thought ahead sufficiently. + +The next day, I had quite a disturbing talk with Jock McTavish. Betty +had told him about my endorsing a note for five hundred dollars for my +old school chum, Larry Friday. + +"Ye see," said Jock, "your credit is no' too good." I was about to +protest, indignantly, when Jock continued, "Bide a wee, lad, and let me +hae my say. + +"Let's see what your live assets are," he continued. "There's your +beesiness, o' course; but your bank account is only sufficient--barely +sufficient, ye ken--tae meet your bills and current expenses. As a +matter o' fact," he said gravely, "ye lost some discount last month for +no' paying in ten days. I've told ye before never to lose discount. +Borrow the money first. It pays to borrow money at six per cent. per +year to make it earn two per cent. in ten days--or thirty-six per cent. +per year." + +"Yes, yes," I said, impatiently, "you've told me that before." + +"Exactly," said Jock, "but ye didna do it--and knowing ye ought to isn't +worth a piper's squeal--unless ye do it. + +"Then," he went on, "ye hae the farm--or rather ye haven't, since +Blickens holds the mortgage on it--and makin' ye pay ten per cent. +interest as weel. + +"So your quick assets are practically nothing. And here ye are, Black, +wi' no quick assets--and increasing liabilities (I blushed a bit at +that, for I knew he was referring to Betty) ye go and add to your +difficulties by adding a potential liability o' five hundred dollars." + +"That's nonsense," I retorted. "Friday's as good as gold for it, and +I've not the least chance of having to meet the note." + +"That's what they aw' say until--" this from Jock. + +"And suppose," I said, "I did have to pay it, I guess I could with all +the profit I am making. You, yourself, worked it out and should know." + +"Profit? Profit?" said Jock. "I didna say ye had any profit. I said the +beesiness showed a profit, which is a horse o' anither color." + +"How so?" I asked. + +"Profit is no' made 'till goods are sold and paid for," explained Jock. +"Your accounts receivable are only worth the value o' the creditors--and +some ye hae are nae good. Your beesiness shows a paper profit, but it +has all gone into stock. If ye hae tae realize on it, quickly, it would +shrink alarmingly in value. In fact, with a forced sale ye would show a +big loss on your beesiness venture instead o' the paper gain ye show +noo." + +I had never realized this before, but the way Jock explained it made it +clear to me, and it certainly worried me, for I had been feeling +contented and satisfied that everything was going along nicely, and here +came Jock, who proved to me that all my profit was potential. + +"Ye can't claim tae hae a pr-rofit," Jock said, "until ye hae the actual +money oot o' the beesiness. Never mind what the wise ones tell ye, +profit is no' real profit unless it is a cash one which the beesiness +can spare. Ye can't spare any money frae your business, so ye hae no +real profit." + +"How am I to pay the bonus to the men?" I asked. + +"Ye can't," said Jock, "till ye stop increasing your stock so mooch." + +"Look into this matter also," here Jock wagged his finger at me; "see +that ye don't increase your stock investment wi'out increasing your +sales correspondingly. If ye are the merchandiser I think ye are, ye'll +try to cut doon stock investment and keep up your sales--and increase +'em, thus speeding up your turn-over. + +"Remember," his parting words were, "never miss your interest on the +farm mortgage. If ye do Blickens 'll tak it." + +Do you wonder I felt worried? I felt as if the ground had been cut right +from under my feet. To add to my troubles Stigler advertised a cut-rate +sale on garden seeds! + + + + +CHAPTER XLIII + +MARTIN SPRINGS A SURPRISE + + +The next week I went with Charlie Martin and Fred Barlow to Boston to +buy the automobile accessories which we had decided upon when old man +Barlow and I had fixed up that gasoline deal. + +He had come to the house one evening and suggested it was time to get +busy. + +"Fred knows the automobile business thoroughly--and Charlie is well up +on it also," said Barlow, "so I would suggest that, as I have to put up +the money, if necessary, on what you buy, you let Fred and Charlie go +with you. Their knowledge should be helpful to you." + +"That's a good idea," I agreed; "we'll go next Monday." + +"I'll tell Fred to be ready to go with you then," Barlow said. He was +silent for a minute, then he went on, "Fred has to buy a lot of +automobile accessories for his people, so perhaps, by pooling his and +your orders, you can get prices shaved a bit." + +I looked up with surprise. "I thought Fred had left his Detroit people." + +"He has," said Barlow, abruptly, "but he has made new connections +recently." + +I wanted to ask what they were, but Barlow's attitude warned me not to. + +So, the three of us went to Boston and bought a complete stock of +automobile accessories. I followed Fred Barlow's lead, for he certainly +was familiar with the goods. + +The next day the men came to make arrangements for putting in the gas +tank. While they were measuring the pavement, and deciding just where to +fix the pump, Stigler happened along. + +"Morning, Stigler," I said, with an attempt at joviality; "how's +business?" + +"Fine," he responded. "How's bread mixers going?" He sneered as he +spoke, and I felt myself getting mad. + +"So, so," I replied--then, in an attempt to equal up the score, I added, +"Too bad your five-and-ten-cent store proved such a fizzle!" + +He turned sharply on me and snarled, "You keep yer damned tongue still +when yer see me. I don't let whelps like you talk 'big' to me and get +away with it, savvy?" + +Without another word he walked away, leaving me taut and trembling with +agitation. + +I had been given to understand that Stigler's plan of continual price +cutting had cut his profits to the vanishing point. He had brooded over +it so much that it had become a mania with him. Unfortunately, he held +me responsible for his troubles. + +I told Betty about it as a good joke on Stigler, but she didn't laugh, +instead she said gravely, "Leave that man alone, my dear; he is +dangerous. Don't pick quarrels with him, or you may come to blows, or +worse. Remember, dearest, that I need you more than ever--now." + +How dear she was, and how brave and happy she kept while waiting--I +could not let her have anything to worry about until after. + +Charlie Martin had asked if he could come around to the house that +evening, and, of course, I had said, "Yes." + +Charlie had grown to be one of us almost, and I hardly realized how much +I had come to depend on him until the thought of losing him occurred to +me. + +I don't know how I had happened to get into the habit of looking upon +Charlie as a fixture with me. I knew his people were fairly well to do, +and that the eight dollars a week I paid him were a mere bagatelle +toward his living expenses. One gets into the habit, however, of +accepting things on surface evidence, until one loses sight of the +motive which is at the back of the evidence. For instance, if I had +thought a bit, I would have known Charlie hadn't worked for eight +dollars a week just because he needed a job. + +One thing it taught me was that I must not confuse the apparent with the +real. Thereafter, whenever a man said anything to me, I remembered that +there was a motive at the back of what he said, and that if I was going +to understand other people I must understand the motive which impelled +their action. For instance, I knew that, when a man came in to buy a saw +from me, he had a reason for buying that saw. The more I knew of his +reason for buying it, the more able I was to sell him just what he +wanted. + +If a man put up a business proposition to me which looked good for me I +remembered that it was not for me that he was doing it. I was not the +reason which impelled him to give me a good deal. It was something +which he eventually was going to get out of it himself. So I said to +myself, "Why does he want to do this for me?" And if I could not find a +good logical reason I left it alone until I could. + +"Dawson," said Charlie, after dinner--he had got to calling me Dawson +outside of business--"Do you know why I have been working for you for +the last few months?" + +"Why, no, unless you've just wanted to do something." + +"I never do anything just because I want to fill in some spare time," he +smiled. "My business training has taught me that I cannot afford to make +a lot of waste motions. I came to your store because I wanted a +small-store experience." + +"We're not so small," I protested. + +"Well, let's say small compared to Bon Marche in Paris, or Selfridges in +London, or Marshall Field in Chicago, or such young concerns. However, I +think I know more about small-store conduct than I did before, now that +I've had some experience. You see, I studied retail merchandising, but +that was only half the battle, you know. All I learned there was no use +whatever until I found whether I could actually apply it. + +"As you know," he continued, "I went to Detroit and studied the +automobile business--not from the manufacturing end, but from the +distribution end--because Fred Barlow and I had a hunch that there was a +big future in automobile selling, if we could discover it." + +"I should think there was a big 'present,'" I remarked. + +"Yes, there is a big present for the manufacturers, and some few +distributors make a fine thing out of it. But the distribution end +struck us as being very inadequate." + +"Fancy you two young fellows deciding that the big bucks up in Detroit +don't know how to sell automobiles!" + +"I guess you're right, at that," agreed Charlie; "but the outsider often +gets a different slant on things from the fellow who is continually on +the job. But that's neither here nor there," and he waved his hand as if +to brush aside the discussion. "The point is that Fred and I went to +Detroit together and studied the automobile business from the +distribution end, and, of course, we also learned how they are made. We +then looked into the accessories, and found out quite a lot about +selling them. Then we decided we wanted retail-store experience, +particularly in hardware. So Fred has been studying the practical side +of retail-store management in his dad's office, while I have been +studying it in yours." + +"Do you think that's quite fair?" I said indignantly, "for you and Fred +Barlow to use his father and me as suckers?" + +"Don't get vexed," he said quietly, "until you know the reason for our +actions." Then he continued, "I don't think you have any cause to +complain at what I've done for you, Dawson. I think I've been worth my +eight dollars a week." + +"Of course you have. Forgive me." + +"Here's the idea," he resumed. "The hardware stores of the country are +at last waking up to the fact that automobile accessories are logically +a department of the hardware store. We feel, however, that the garage +itself is a logical department of the hardware store. The hardware store +in the past has lost several lines which ought to belong to it. Look at +the number of hardware lines the drug stores sell, and the department +stores also. If the hardware stores had been on the job it would have +been impossible to have bought a bicycle anywhere than at a hardware +store. + +"Now, we have to admit that, of late, the hardware repair shop has not +been a flourishing, profitable department. In fact, many hardware stores +have eliminated it, sending outside such odd jobs as must be done. We +believed--in fact, we still believe, that the hardware store of the town +should also be the leading garage of the town, and that the garage is +the natural development of the tin shop. Many hardware stores are +selling gasoline, and, as you know, automobile accessories are becoming +quite common in a hardware store. + +"If we had a garage adjacent to our hardware store," he continued, "we +could not only supply a man with accessories, but attach them to his +car. If a man has a breakdown, we are in a position to repair his car, +and then exercise our selling ability to sell him accessories. + +"Just look at the average garage! Did you ever know of a garage man who +made a display of accessories? If the present garagemen were on to the +job they could put the hardware man out of business, so far as +accessories are concerned." Here Charlie paused for a minute, and then +added: "Except, perhaps, in the larger cities. + +"As you know, my dad has quite a little money, and he is willing to set +me up in business. Fred Barlow's dad has a little money, also." + +I smiled at this, because it was known all over town that old man Barlow +was one of our wealthiest citizens. + +"Fred and I and our dads," he continued, "have formed a little +corporation under the title of Martin & Barlow. What we plan to do is to +operate a chain of garages in connection with the best hardware store in +each town. We are going to run a garage in Farmdale here, in that place +exactly opposite Barlow's store. We are also going to have a display +window in the garage where accessories will be shown. The hardware store +will also contain a big display of accessories, which will be under our +control. We are going to pay Mr. Barlow a small sum for rent of space in +his store. Fred or I will be in charge of that to begin with. + +"We have a man coming from the Michigan Car Company to look after the +garage. We will also have the exclusive agency for this territory for +the Michigan car. That is how it will work out," he continued, after a +moment's pause. + +"We shall train one of Barlow's clerks to look after the accessories +department in the store. We shall then have our own man who will go +around selling cars in this locality. We shall also have a man in the +garage who understands repairs of all kinds, and particularly the +Michigan car, for which he shall carry a complete line of parts." + +"Will that pay Barlow?" I asked. + +"Yes, for in return for his providing a salesman for the accessories +department, we will give him a percentage of the profits from that +department, besides guaranteeing him a small sum for rent every month. + +"Now our salesman for the Michigan car will also canvass the car owners +in the locality--representing Barlow's store, you understand,--and +secure their business for accessories. We believe that he will sell +enough cars and accessories to pay for himself and to make money for the +store and us. In addition to this the salesman will take orders for +general hardware whenever the opportunity occurs, and on such business +the store gives us a commission. In other words, you see, our salesman +is really a salesman for everything that Barlow will sell. + +"The man we will have in charge of the garage is not only thoroughly +trained in repair work of all kinds by the Michigan Car Company, but he +has also been given a special schooling in simple bookkeeping, +salesmanship, the need of cleanliness, courtesy, and the best way to +keep his garage smart and attractive. He is not only able to repair +cars, but he knows how to _charge_ for his repairs." + +"All the garage men I know don't need any training in _that_," I said, +with a grin. + +He smiled and went on: "Now, when we have this town working properly we +want to make arrangements with a good hardware man in another town. Fred +Barlow and I will get hold of a local man, train him in the selling of +the Michigan car, and show him how to go about building up accessories +and general hardware trade. We will also teach one of the hardware man's +clerks how to sell accessories; and the Michigan Car Company will then +send us another man with the same training as the first to look after +the garage for us, which will in every case be located as near to the +hardware store as possible. The Michigan Car Company is running a +regular class-room in its factory, so that we will have fifty men, +properly trained, if we need them. + +"Of course, we shall have signs up in the garage that automobile +accessories and hardware can be bought from the hardware store, and in +the hardware store there will be signs saying that gasoline and repairs +of all kinds are to be had in our garage, at such an address. + +"In each town we will operate our business in the name of the local +store." + +"Won't you have a job in checking up your cash? Do you have your +salesman look after that, and bond him?" + +"No," he replied. "The local hardware man is responsible for all cash. +We get him to receive all the money collected, render us a weekly +report, and send us a check for the full amount, with a list of any +goods wanted for either the garage or the accessories department." + +"Can you get the hardware people to do that?" I asked skeptically. + +"We think we can." + +"Do you think you can get them to go to all that bother and trouble?" + +Charlie smiled and replied: "If they are not willing to go to that +bother and trouble we would not want to work with them, for it would +show they were 'dead ones.' We believe that live hardware people will be +glad to work with us on a proposition such as this, which will be a +source of profit to them, as well as increased sales on their regular +hardware lines." + +"What's the local garage man going to say about this?" I asked. + +"It will be a survival of the fittest," he said quietly. "We have not +entered into this to put the garage man out of business, but merely to +get a garage business for ourselves. We shall not consider him in any +way, or go out of our way to fight him. We shall merely mind our own +business, and get as much of it to mind as we can." + +"When are you going to start here?" + +"May 1st," he replied. + +"Say," I exclaimed, sitting up straight, "then all those goods Fred and +you bought while with me in Boston are really for your store here?" + +"Yes." + +"Well, why didn't you or Barlow say something about it?" + +"Look here, Dawson, we can trust you to the last gun shot; but, if one +wants to keep a thing quiet the best way is to tell nobody, for if he +starts to tell one, before he knows it he is telling some one else, and +his plans may be frustrated before he has a chance of putting them into +operation." + +"Why bother to tell me about it all, then?" And then another distressing +thought occurred to me. "Look here, Charlie, this is going to hurt me. +If you have a man going around selling hardware he is going to upset +Larsen on his weekly trips to get business. Then, what's the good of my +having accessories, if you are fighting me all the time?" + +The more I thought about it the more alarming it became. + +"I'm going to see old Barlow first thing in the morning." I felt my +temper rising. "I am going to tell him to keep his old gas tank. I won't +have it; and as for those accessories, I'll return them right away. +You're not going to use me as a cat's-paw in your business, and you and +Barlow can go--" + +"Oh, shut up!" said Charlie, sharply. "Look here, Dawson, old man Barlow +never did anything to hurt you, and is not going to now. Fred and I +think too much of you. In fact, we want you to help us and yourself at +the same time. This town is big enough for two hardware stores with +accessories. The only man who is going to be pinched here is Martin, who +runs the garage, and as a matter of fact, old Barlow is out for Martin's +scalp." + +I then recalled an episode between old man Barlow and Martin, the garage +man, some years ago, when they had a lawsuit over a land boundary. +Martin played some very dirty trick on Barlow, who lost his case. The +only comment Barlow ever made was, "I can wait." It looked to me as if +Barlow was helping to start a new idea in chain store organization, and +at the same time paying off an old score. + +"Well, where do I come in on this deal?" I asked, somewhat suspiciously, +I must own. + +"Listen, Dawson," said Charlie, putting his hand on my knee, "you're a +mighty original chap. Some of the selling stunts you have pulled off +here show you have an excellent merchandising instinct. You have made +some 'bulls,' of course, but I'd hate to have a fellow around me who +couldn't make some mistakes. When we've got our plan in this town +working properly, we would like you, if we could get you, to thoroughly +study the automobile accessories business, and think up ways and means +of selling them; and then we'd like you, if you would to come in with us +as a partner and take charge of the selling and displaying of the +accessories for all our stores. We would also like to have you write up +form letters to send to car owners, and go around and visit the stores +and see that the goods are being displayed properly. Think up new +selling wrinkles for salesmen, and things of that sort." + +Then he got up abruptly, leaving my head in a whirlwind with the torrent +of thoughts he had given me, and said, "Think it over, old man, and talk +about it with Betty, but don't let it go any further!" + + + + +CHAPTER XLIV + +A BUDGET OF SURPRISES + + +There followed three such strenuous months that everything had to go by +the board, except business; and I cannot with any clearness remember +everything that took place. + +We started our profit-sharing plan, as arranged on June 1, the beginning +of my fiscal year. I had thought we had so thoroughly threshed out the +plan that it would work like a charm; but two months had barely passed +before friction started. Larsen felt he ought to get a larger percentage +of the profits than his salary called for, because he went out selling, +and said that he thereby created business which no one else could get +and he did his regular work besides. Whenever the boy Jimmie made a +suggestion of any kind he, at the same time, added that he ought to have +a special extra bonus for that suggestion, if it was any good. I talked +the matter over with Jock, and finally we straightened it out, but I +have not the time to tell you how we satisfied the warring elements. + +I would also like to tell in detail of the starting of the new chain +garage plan. In three months it was already working well in Farmdale, +and negotiations had been completed for the second garage in +Hartleyville. We had struck an awful lot of snags in starting this plan. +How to handle the store, and at the same time study automobile +accessories, had been some job, but Fred Barlow and Charlie Martin were +certainly live wires, and they could think up more ways of doing a thing +than I ever dreamed of. + +I remember once reading something by Elbert Hubbard in which he said +that every business required a pessimist, an optimist, and a grouch. I +believed we would succeed, for old Barlow was certainly the pessimist in +the bunch, and whenever Charlie or Fred went to him with any new idea +they wanted to "pull off" in connection with the garage chain plan he +acted like a brake to their enthusiasm--or, as he put it, kept them down +to Mother Earth. + +Charlie's father had oodles of money, and was the principal director of +the idea, and he was the grouch. Charlie used to say that his dad never +believed anything until he actually saw it. + +"If I were to go to him," said Charlie, "and say to him, 'Dad, I made a +hundred dollars to-day,' he would say, 'Show it to me,' and, if I did +show it to him, he would then ask me if I had planned what I was going +to do with it to make it earn more money. If I had told him I had, he +would then say that either the investment I had planned was safe enough +but didn't pay enough dividend--or else that it wasn't safe, although it +paid a good dividend. I'd hate to have a disposition like Dad's," +laughed Charlie, "and yet Dad's a good old scout, and he must believe in +the plan, else he wouldn't back it the way he is doing." + +Charlie, Fred and I were the optimists, I guess. + +I had to thank old Barlow for doing me one good turn, for, during all +the excitement I had completely forgotten to make my payment to the +president of the bank, Mr. Blickens. It was the monthly payment of +fifty dollars to apply against the mortgage on my farm. Jock had +repeatedly told me to be sure not to get behind with that or I might +lose my farm. The very morning after the payment was due I had a +telephone call from Blickens, asking me to go to see him. I went, and he +reminded me I hadn't made my payment. I said I would write out my check +there and then, but he said, "I don't think it is at all satisfactory." + +"You must take up the mortgage at once or I shall foreclose," he added +in that acid tone of his. + +"But, Mr. Blickens, you couldn't do that!" + +"Couldn't?" he snapped. "You don't know what I could do." He pulled out +his watch and said, "It's ten now--you must take up that note by twelve +or I shall foreclose." + +Old Barlow was in the bank as I came out of the president's office, and +he evidently noticed I was feeling disturbed, for as I left the bank he +followed me and put his arm around my shoulders in such a kindly way +that I just told him the whole story. + +He screwed his mouth a little, a habit he had when thinking quickly. +Then "Come back to the bank," he said, shortly. He wrote out a check for +cash, drew the money and gave it to me, saying, "Give that to him." + +We entered Blickens' office together. He looked surprised to see old man +Barlow, too. "What do you want?" he snarled. + +"Nothing," smiled Barlow, "only I just wondered if you couldn't give +young Black here a little longer on that note. He's all right. Would you +give him a little longer if I endorsed his note?" + +"Look here, Mr. Barlow," snapped Blickens, "you've interfered once or +twice in my business. I told Black that I'd give him till twelve o'clock +to take up that mortgage. If he is going around whining after I have +helped him, I'll give him no time at all. He must pay the money right +here and now--or I'll foreclose at once." + +"Pay him, Dawson," said Barlow, quietly. + +"I won't accept a check--it isn't legal tender, and his check wouldn't +be any good either." + +By this time I had pulled out the roll of money, and say, it did me good +to see Blickens' eyes. They stuck out of his head so far you could have +knocked them off with a stick. He fairly gurgled with disappointment, +but there was nothing else to do but take his medicine, which he did +none too graciously. + +I gave Barlow a demand note, with the farm as collateral, to cover the +loan he had made me. I felt safer; but it wasn't my fault that I hadn't +lost my farm. What a lot of trouble borrowing money gets one into! + +When I got home from this episode, which had started me so unpleasantly, +but which had finished so well for me, I found a letter from Larry +Friday, in which he said that he found he had been stung badly on the +store, and he didn't know whether he would be able to carry it on or +not. He hoped, however, before the note matured, to find _some_ of the +money, but would see eventually that I got paid back what I would have +to pay. I felt positively sick. + +I was sitting by Betty's bedside when I read the letter, and she noticed +my face change. + +"What is it, boy dear?" + +I silently passed the letter over to her and waited for her to say, "I +told you so." Some women are wonderful--aren't they? She said nothing of +the sort, but patted my hand and said: + +"Too bad, but never mind, dear, I'd much sooner you'd lose a few dollars +because you've such a big heart, than have you make a lot of money by +being like Blickens." + +I realized that I would have to set to and save every penny I could to +apply against that note when it came due. There was still a month to get +together whatever money I could, but it was going to spoil some selling +plans I had wanted to try for the store. Never again, would I endorse a +note for any man! I have certainly learned my lesson. But why, oh why, +couldn't I have profited by other people's experience instead of having +to learn business methods by my own? The tuition fee in the school of +experience is mighty high. + +Now, I must tell you the dreadful scare we had a few nights later. At +eleven-thirty at night--just as I was impatiently walking the floor of +our little sitting-room, while the doctor was upstairs with Betty, I +heard the fire engine dash past the end of the street. At the same time +I saw a huge tongue of flame shoot above the house, with the +accompaniment of a dull roar. The flame was in the direction of my +store, and, of course, my first thought was that my store had caught +fire again--or that Stigler had fired it. + +For the last few months Stigler had been acting queerly. He used to +stand across the road from my store and nervously bite his finger nails. +Then he would unconsciously rub his forehead in a slow methodical way. +After a time he would return to his own store, would gaze into the +windows and mutter incoherently to himself. I felt that Stigler had for +some time been on the verge of a nervous breakdown. Business had been +going very badly with him, I knew, because a jobbing house from which I +bought had stopped his credit. + +During the previous three weeks he had been selling goods at ridiculous +prices. Not satisfied with normal cuts, he in many cases had sold goods +below cost. It had worried me, and I had told Barlow, who had said to +let him alone, as a price cutter was a hog and would eventually finish +by cutting his own business throat, and he had advised me to keep clear +of Stigler, as he (Stigler) attributed all his misfortunes to my +competition--and he hadn't forgiven me for winning Betty. + +Well, to get back to that fatal night. I saw the nurse in the corridor, +so I told her that I would be home again in a few minutes, and not to +tell Mrs. Black that there was a fire. I then grabbed my hat and ran +down the street. + +I found it was not my store, but Stigler's. It was a most horrible, but +fascinating, sight. The body of the store was blazing like a furnace. +The bright red glow from it shone across the road and its light, dancing +upon the faces of the crowd watching the fire, made an eerie sight. +Little tongues of fire were already shooting out of the upstairs +windows, while one side of the roof was well alight. Little running +streams of flame kept playing backwards and forwards across it, and, +even while I watched, there was another roar and part of the roof +collapsed. + +I knew the fireman who was holding the horses' heads. "Some fire," I +said to him in an undertone. + +"You bet it is," he replied curtly; "the beggar set it himself." + +"Nonsense!" I said incredulously. + +"The place has been saturated with gasoline. A fire couldn't catch like +that in so brief a time. It will be a pretty serious matter for Stigler, +believe me." + +My brain was in a whirl with the roar and crash of the fire, the light +glowing all around. The knowledge that Stigler had fired his own store +and the fact that I was the man he had openly blamed for his misfortune +gave me an impression of deep apprehension. Yet somehow I felt sorry for +Stigler, for, while he had all the time been competing with me, I had +never competed with him; although, goodness knows, I probably would have +done so had it not been for the wiser council of Barlow. + +While I stood there, wondering and anxious, I felt some one near me. +Why, I don't know, but my feeling of apprehension was now accompanied by +intense horror. I wanted to turn and see who it was--and yet I +positively dreaded to. In a moment I heard a voice hiss in my ear: + +"I hope yer satisfied now. That's your work. You--you were the cause of +that. You've been the ruin of an honest man, but yer sha'n't live to +enjoy yer victory--" + +I turned and saw Stigler--his face chalky white--his blood-shot eyes +wide and staring; a little saliva trickling from the corner of his +mouth. Just then another crash came and a flame shot skyward. It played +upon his face and gave him the appearance of some evil spirit. I put my +hands up just as he leaped toward me. I felt his fingers tightening +around my throat. I tried to shout, but couldn't--only beating my fists +upon his face. + +It was over as quickly as it started, for the crowd instantly tore him +from me. At last my scattered wits recalled what had happened, and I saw +Stigler being marched away shrieking and laughing crazily. + +Two good souls took hold of me, one by each arm, and led me away from +the scene of the fire. After a few minutes I regained my self-control, +and remembered what was taking place at home. I asked my friends to go +that far with me. As we reached the end of our street a policeman came +to me and said, "Can you tell me anything about Stigler?" + +"Not to-night," I replied. + +"Will you report to the police station in the morning? We'll probably +want you." + +"What for?" + +"Well, Stigler has just died." . . . + +Poor Stigler--he had been his own worst enemy and had paid a heavier +price than any one else would have demanded of him! + +My thoughts were really sad as I opened the door of my home--home? yes, +indeed! For as soon as I entered the house I knew it was a dearer home +than it had ever been. + +The doctor was downstairs, smiling. + +"Tell me, doctor, quick--what is it?" + +"Well, Daddy," he said kindly, "would you like to see your little boy?" + +"How's Betty?" was my answer to him. + +"Doing splendidly." + +"Can I?--" + +"Don't look so worried. This thing is happening every day, all over the +country." + + +THE END + + + + +SMILES, A ROSE OF THE CUMBERLANDS + +_By Eliot Harlow Robinson_ + +_Author of "Man Proposes"_ + +_Cloth decorative, 12mo, illustrated, $1.50_ + + +Smiles is a girl that is sure to make friends. Her real name is Rose, +but the rough folk of the Cumberlands preferred their own way of +addressing her, for her smile was so bright and winning that no other +name suited her so well. + +Smiles was not a _native_ of the Cumberlands, and her parentage is one +of the interesting mysteries of the story. Young Dr. MacDonald saw more +in her than the mere untamed, untaught child of the mountains and when, +due to the death of her foster parents a guardian became necessary, he +was selected. Smiles developed into a charming, serious-minded young +woman, and the doctor's warm friend, Dr. Bently, falls in love with her. + +We do not want to detract from the pleasure of reading this story by +telling you how this situation was met, either by Smiles or Dr. +MacDonald--but there is a surprise or two for the reader. + + +_Press opinions on "Man Proposes":_ + +"Readers will find not only an unusually interesting story, but one of +the most complicated romances ever dreamed of. Among other things the +story gives a splendid and realistic picture of high social life in +Newport, where many of the incidents of the plot are staged in the major +part of the book."--_The Bookman._ + +"It is well written; the characters are real people and the whole book +has 'go.' "--_Louisville Post._ + + + + +ROLLO'S JOURNEY TO WASHINGTON + +_By Richard D. Ware_ + +_Illustrated with unique woodcuts by Robert Seaver. Price $1.00_ + +The boy of yesterday--the man of today--knows the Rollo books, and is +familiar with the method by which the mind of young Master Mollycoddle +was improved by the guidance and precepts of his father and Uncle +George. Those who survived such a course of purification and still live +will enjoy this story of Rollo's journey to our national capital. + +It is not written for the young in years, but for the young in +heart--for the good citizen who can see the funny side of a situation +that is serious, and can laugh at the mistakes and foibles of our great +men of today without malice or viciousness. + +The book is about the Great War which has caused so many tears of +sorrow, and the author's only desire is to replace those _bitter tears_ +with _tears of mirth_. + + + + +TWEEDIE, THE STORY OF A TRUE HEART + +_By Isla May Mullins_ + +_Author of "The Blossom Shop Stories," etc._ + +_Cloth decorative, 12mo, illustrated, $1.50_ + + +In this story Mrs. Mullins has given us another delightful story of the +South. + +The Carlton family--lovable old Professor Carlton, and his rather wilful +daughter Ruth--twenty-three years old and with decided ideas as to her +future--decide to move to the country in order to have more time to +devote to writing. + +Many changes come to them while in the country, the greatest of which is +Tweedie--a simple, unpretentious little body who is an optimist through +and through--but does not know it. In a subtle, amusing way Tweedie +makes her influence felt. At first some people would consider her a +pest, but would finally agree with the Carlton family that she was +"Unselfishness Incarnate." It is the type of story that will entertain +and amuse both old and young. + +The press has commented on Mrs. Mullins' previous books as follows: + +"Frankly and wholly romance is this book, and lovable--as is a fairy +tale properly told. And the book's author has a style that's all her +own, that strikes one as praiseworthily original throughout."--_Chicago +Inter-Ocean._ + +"A rare and gracious picture of the unfolding of life for the young +girl, told with a delicate sympathy and understanding that must touch +alike the hearts of young and old."--_Louisville (Ky.) Times._ + + + + +THE AMBASSADOR'S TRUNK + +_By George Barton_ + +_Author of "The World's Greatest Military Spies and Secret Service +Agents," "The Mystery of the Red Flame," "The Strange Adventures of +Bromley Barnes," etc._ + +_Cloth decorative, 12mo, illustrated, $1.50_ + +Bromley Barnes, retired chief of the Secret Service, an important State +document, a green wallet, the Ambassador's trunk--these are the +ingredients, which, properly mixed, and served in attractive format and +binding, produce a draught that will keep you awake long past your +regular bedtime. + +Mr. Barton is master of the mystery story, and in this absorbing +narrative the author has surpassed his best previous successes. + +"It would be difficult to find a collection of more interesting tales of +mystery so well told. The author is crisp, incisive and inspiring. The +book is the best of its kind in recent years and adds to the author's +already high reputation."--_New York Tribune._ + +"The story is full of life and movement, and presents a variety of +interesting characters. It is well proportioned and subtly strong in its +literary aspects and quality. This volume adds great weight to the claim +that Mr. Barton is among America's greatest novelists of the romantic +school; and in many ways he is regarded as one of the most versatile and +interesting writers."--_Boston Post._ + + + + +ONLY HENRIETTA + +_By Lela Horn Richards_ + +_Author of "Blue Bonnet--Debutante," etc._ + +_Cloth decorative, 12mo, illustrated, $1.50_ + +Henrietta was the victim of circumstances. It was not her fault that her +father, cut off from his expected inheritance because of his marriage, +was unexpectedly thrown upon his own resources, nor that he proved to be +a weakling who left his wife and daughter to shift for themselves, nor +that her mother took refuge in Colorado far away from their New England +friends and acquaintances. Youth, however, will overcome much, and when +Richard Bently appears in the mountains, life takes on a new interest +for Henrietta. + +When her mother dies Henrietta goes to live with Mrs. Lovell, who knew +her father years ago in the little Vermont town. Mrs. Lovell determines +to do what she can to secure for Henrietta the place in society and the +inheritance that is rightfully hers. The means employed and the success +attained--but that's the story. + +"Only Henrietta" is written in the happy vein that has secured for Mrs. +Richards a host of friends and admirers, and is sure to duplicate the +earlier successes achieved for the young people by the Blue Bonnet +Series. + +"The chief charm of the book is that it contains so much of human nature +and it is a book that will gladden the hearts of many girl readers +because of its charming air of comradeship and reality."--_The +Churchman, Detroit, Mich._ + + + + +THE BUSINESS CAREER OF PETER FLINT + +_By Harold Whitehead_ + +_Assistant Professor of Business Method, The College of Business +Administration, Boston University, author of "Dawson Black, Retail +Merchant", "Principles of Salesmanship," etc._ + +_Illustrated, cloth, 12mo, $1.50_ + + +As Assistant Professor of Business Method in Boston University's famous +College of Business Administration, the author's lectures have attracted +widespread attention, and the popularity of his stories of business +life, under the title of "The Business Career of Peter Flint," which +have appeared serially in important trade magazines and newspapers all +over the country, has created an insistent demand for their book +publication. + +The public demand for these stories compelled the author to continue +them so long that, were they all published in book form, they would +constitute a set of several volumes. By careful and scrutinizing +editorial work the author has recast the very best of this material for +book publication, the result being a story that is virile, compelling +and convincing as it leads the reader through the maze of business +entanglements. + +_A New York business man wrote:_ "I have read with much interest the +'Career of Peter Flint,' appearing in the _Evening Sun_. + +"Having come to New York fresh from college twelve years ago, I +appreciate fully Peter's experience. I want to say that I think your +knowledge of human nature almost uncanny." + + + + +Selections from +The Page Company's +List of Fiction + +WORKS OF ELEANOR H. PORTER + +Each, one volume, cloth decorative, 12mo, illustrated, $1.50 + + +POLLYANNA: The GLAD Book (430,000) + +Mr. Leigh Mitchell Hodges, The Optimist, in an editorial for the +_Philadelphia North American_, says: "And when, after Pollyanna has gone +away, you get her letter saying she is going to take 'eight steps' +tomorrow--well, I don't know just what you may do, but I know of one +person who buried his face in his hands and shook with the gladdest sort +of sadness and got down on his knees and thanked the Giver of all +gladness for Pollyanna." + + +POLLYANNA GROWS UP: The Second GLAD Book +(220,000) + +When the story of POLLYANNA told in The _Glad_ Book was ended, a great +cry of regret for the vanishing "Glad Girl" went up all over the +country--and other countries, too. Now POLLYANNA appears again, just as +sweet and joyous-hearted, more grown up and more lovable. + +"Take away frowns! Put down the worries! Stop fidgeting and disagreeing +and grumbling! Cheer up, everybody! POLLYANNA has come +back!"--_Christian Herald._ + + +_The GLAD Book Calendar_ + +THE POLLYANNA CALENDAR + +(_This calendar is issued annually; the calendar for the new year being +ready about Sept. 1st of the preceding year._ + +Decorated and printed in colors. $1.50 + +"There is a message of cheer on every page, and the calendar is +beautifully illustrated."--_Kansas City Star._ + + +MISS BILLY (22nd printing) + +Cloth decorative, with a frontispiece in full color from a painting by +G. Tyng. $1.50 + +"There is something altogether fascinating about 'Miss Billy,' some +inexplicable feminine characteristic that seems to demand the individual +attention of the reader from the moment we open the book until we +reluctantly turn the last page."--_Boston Transcript._ + + +MISS BILLY'S DECISION (15th printing) + +Cloth decorative, with a frontispiece in full color from a painting by +Henry W. Moore. $1.50 + +"The story is written in bright, clever style and has plenty of action +and humor. Miss Billy is nice to know and so are her friends."--_New +Haven Times Leader._ + + +MISS BILLY--MARRIED (12th printing) + +Cloth decorative, with a frontispiece in full color from a painting by +W. Haskell Coffin. $1.50 + +"Although Pollyanna is the only copyrighted glad girl, Miss Billy is +just as glad as the younger figure and radiates just as much gladness. +She disseminates joy so naturally that we wonder why all girls are not +like her."--_Boston Transcript._ + + +SIX STAR RANCH (20th Printing) + +Cloth decorative, 12mo, illustrated by R. Farrington Elwell. $1.50 + +"'Six Star Ranch' bears all the charm of the author's genius and is +about a little girl down in Texas who practices the 'Pollyanna +Philosophy' with irresistible success. The book is one of the kindliest +things, if not the best, that the author of the Pollyanna books has +done. It is a welcome addition to the fast-growing family of _Glad_ +Books."--_Howard Russell Bangs in the Boston Post._ + + +CROSS CURRENTS + +Cloth decorative, illustrated. $1.25 + +"To one who enjoys a story of life as it is to-day, with its sorrows as +well as its triumphs, this volume is sure to appeal."--_Book News +Monthly._ + + +THE TURN OF THE TIDE + +Cloth decorative, illustrated. $1.35 + +"A very beautiful book showing the influence that went to the developing +of the life of a dear little girl into a true and good woman."--_Herald +and Presbyter, Cincinnati, Ohio._ + + + + +WORKS OF L. M. MONTGOMERY + +THE FOUR ANNE BOOKS + +Each, one volume, cloth decorative, 12mo, illustrated, $1.50 + + +ANNE OF GREEN GABLES (45th printing) + +"In 'Anne of Green Gables' you will find the dearest and most moving and +delightful child since the immortal Alice."--_Mark Twain in a letter to +Francis Wilson._ + + +ANNE OF AVONLEA (30th printing) + +"A book to lift the spirit and send the pessimist into +bankruptcy"--_Meredith Nicholson._ + + +CHRONICLES OF AVONLEA (8th printing) + +"A story of decidedly unusual conception and interest."--_Baltimore +Sun._ + + +ANNE OF THE ISLAND (15th printing) + +"It has been well worth while to watch the growing up of Anne, and the +privilege of being on intimate terms with her throughout the process has +been properly valued."--_New York Herald._ + + * * * * * + +Each, one volume, cloth decorative, 12mo, illustrated, $1.50 + +THE STORY GIRL (10th printing) + +"A book that holds one's interest and keeps a kindly smile upon one's +lips and in one's heart."--_Chicago Inter-Ocean._ + + +KILMENY OF THE ORCHARD (13th printing) + +"A story born in the heart of Arcadia and brimful of the sweet life of +the primitive environment."--_Boston Herald._ + + +THE GOLDEN ROAD (6th printing) + +"It is a simple, tender tale, touched to higher notes, now and then, by +delicate hints of romance, tragedy and pathos."--_Chicago +Record-Herald._ + + + + +NOVELS BY ISLA MAY MULLINS + +Each, one volume, cloth decorative, 12mo, illustrated, $1.50 + + +THE BLOSSOM SHOP: A Story of the South + +"Frankly and wholly romance is this book, and lovable--as is a fairy +tale properly told."--_Chicago Inter-Ocean._ + + +ANNE OF THE BLOSSOM SHOP: Or, the Growing Up of Anne Carter + +"A charming portrayal of the attractive life of the South, refreshing as +a breeze that blows through a pine forest."--_Albany Times-Union._ + + +ANNE'S WEDDING + +"The story is most beautifully told. It brings in most charming people, +and presents a picture of home life that is most appealing in love and +affection."--_Every Evening, Wilmington, Del._ + + +THE MT. BLOSSOM GIRLS + +"In the writing of the book the author is at her best as a story teller. +The humor that ripples here and there, the dramatic scenes that stir, +and the golden thread of romance that runs through it all, go to make a +marked success. It is a fitting climax to the series."--_Reader._ + + + + +NOVELS BY DAISY RHODES CAMPBELL + + +THE FIDDLING GIRL + +Cloth decorative, illustrated $1.50 + +"A thoroughly enjoyable tale, written in a delightful vein of +sympathetic comprehension."--_Boston Herald._ + + +THE PROVING OF VIRGINIA + +Cloth decorative, illustrated $1.50 + +"A book which contributes so much of freshness, enthusiasm, and healthy +life to offset the usual offerings of modern fiction, deserves all the +praise which can be showered upon it."--_Kindergarten Review._ + + +THE VIOLIN LADY + +Cloth decorative, illustrated $1.50 + +"The author's style remains simple and direct, as in her preceding +books, and her frank affection for her attractive heroine will be shared +by many others."--_Boston Transcript._ + + + + +NOVELS BY MARY ELLEN CHASE + + +THE GIRL FROM THE BIG HORN COUNTRY + +Cloth 12mo, illustrated by E. Farrington Elwell. $1.50 + +"'The Girl from the Big Horn Country' tells how Virginia Hunter, a +bright, breezy, frank-hearted 'girl of the Golden West' comes out of the +Big Horn country of Wyoming to the old Bay State. Then things begin, +when Virginia--who feels the joyous, exhilarating call of the Big Horn +wilderness and the outdoor life--attempts to become acclimated and adopt +good old New England 'ways.'"--_Critic._ + + +VIRGINIA, OF ELK CREEK VALLEY + +Cloth 12mo, illustrated by E. Farrington Elwell. $1.50 + +"This story is fascinating, alive with constantly new and fresh +interests and every reader will enjoy the novel for its freshness, its +novelty and its inspiring glimpses of life with nature."--_The Editor._ + + + + +NOVELS BY MRS. HENRY BACKUS + + +THE CAREER OF DOCTOR WEAVER + +Cloth decorative, illustrated by William Van Dresser. $1.50 + +"High craftsmanship is the leading characteristic of this novel, which, +like all good novels, is a love story abounding in real palpitant human +interest. The most startling feature of the story is the way its author +has torn aside the curtain and revealed certain phases of the relation +between the medical profession and society."--_Dr. Charles Reed in the +Lancet Clinic._ + + +THE ROSE OF ROSES + +Cloth decorative, with a frontispiece in full color. $1.50 + +The author has achieved a thing unusual in developing a love story which +adheres to conventions under unconventional circumstances. + +"Mrs. Backus' novel is distinguished in the first place for its +workmanship."--_Buffalo Evening News._ + + +A PLACE IN THE SUN + +Cloth decorative, illustrated by William Van Dresser. $1.50 + +"A novel of more than usual meaning."--_Detroit Free Press._ + +"A stirring story of America of to-day, which will be enjoyed by young +people with the tingle of youth in their veins."--_Zion's Herald, +Boston._ + + + + +NOVELS BY MARGARET R. PIPER + + +SYLVIA'S EXPERIMENT: The Cheerful Book + +Cloth decorative, with a frontispiece in full color from a painting by +Z. P. Nikolaki $1.50 + +"An atmosphere of good spirits pervades the book; the humor that now and +then flashes across the page is entirely natural, and the characters are +well individualized."--_Boston Post._ + +"It has all the merits of a bright, clever style with plenty of action +and humor."--_Western Trade Journal, Chicago, Ill._ + + +SYLVIA OF THE HILL TOP: The Second Cheerful Book + +Cloth decorative, with a frontispiece in full color from a painting by +Gene Pressler $1.50 + +"There is a world of human nature and neighborhood contentment and +quaint quiet humor in Margaret R. Piper's second book of good +cheer."--_Philadelphia North American._ + +"The bright story is told with freshness and humor, and the experiment +is one that will appeal to the imagination of all to whom the festival +of Christmas is dear."--_Boston Herald, Boston, Mass._ + +"Sylvia proves practically that she is a messenger of joy to +humanity."--_The Post Express, Rochester, N. Y._ + + +SYLVIA ARDEN DECIDES: The Third Cheerful Book + +Cloth decorative, with a frontispiece in full color from a painting by +Haskell Coffin $1.50 + +"It is excellently well done and unusually interesting. The incidents +follow one another in rapid succession and are kept up to the right +pitch of interest."--_N. Y. American._ + +"Its ease of style, its rapidity, its interest from page to page, are +admirable; and it shows that inimitable power--the storyteller's gift of +verisimilitude. Its sureness and clearness are excellent, and its +portraiture clear and pleasing."--_The Reader._ + +"It is an extremely well told story, made up of interesting situations +and the doings of life-like people, and you will find it very easy to +follow the fortunes of the different characters through its varied +scenes."--_Boston Herald._ + + + + +Transcriber's Note: The vacuum cleaner advertisement in Chapter XXXVII +has been moved to a more appropriate location in the text, and some +trademark notation in the advertisements which could not be accurately +reproduced in this electronic format has been removed. In addition, the +following typographical errors, which were present in the original +printed edition, have been corrected for this electronic edition. + +A missing quotation mark has been added after "from the coil" in the +List of Illustrations. + +In Chapter VI, "$22,000,00" was changed to "$22,000.00". + +In Chapter VII, "Myrick" was changed to "Myricks" in two places. + +In Chapter IX, "anybody else for them,." was changed to "anybody else +for them." + +In Chapter XIV, "Buy why?" was changed to "But why?" + +In Chapter XI, a comma was changed to a period after "told me about +Stigler". + +In Chapter XVIII, in the advertisements beginning "STIGLER'S SATURDAY +SPECIAL" and "At eight o'clock Monday", a period was added after "per +cent". + +In Chapter XXVI, "matetr off my mind" was changed to "matter off my +mind". + +In Chapter XXVII, a missing quotation mark was added after "so +thoroughly earned." + +In Chapter XXXI, a missing quotation mark was added after "people get +the money" and "people pasing them" was changed to "people passing +them". + +In Chapter XXXII, "Edison domniates" was changed to "Edison dominates". + +In Chapter XXXV, "Merchants' Assocation" was changed to "Merchants' +Association". + +In Chapter XXXVII, "jovialty" was changed to "joviality". + +In Chapter XXXVIII, "if ye sell $45,000.00 worth of goods next year" was +changed to "if ye sell $40,000.00 worth of goods next year". + +In Chapter XLI, an extraneous quotation mark was deleted after "if a +fellow's got the money; but--" and "success somes" was changed to +"success comes". + + + + + +End of Project Gutenberg's Dawson Black: Retail Merchant, by Harold Whitehead + +*** END OF THIS PROJECT GUTENBERG EBOOK DAWSON BLACK: RETAIL MERCHANT *** + +***** This file should be named 36302-0.txt or 36302-0.zip ***** +This and all associated files of various formats will be found in: + http://www.gutenberg.org/3/6/3/0/36302/ + +Produced by Steven desJardins and the Online Distributed +Proofreading Team at http://www.pgdp.net + + +Updated editions will replace the previous one--the old editions +will be renamed. + +Creating the works from public domain print editions means that no +one owns a United States copyright in these works, so the Foundation +(and you!) can copy and distribute it in the United States without +permission and without paying copyright royalties. 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