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diff --git a/6132-h/6132-h.htm b/6132-h/6132-h.htm new file mode 100644 index 0000000..6beb034 --- /dev/null +++ b/6132-h/6132-h.htm @@ -0,0 +1,7097 @@ +<?xml version="1.0" encoding="utf-8"?> + +<!DOCTYPE html + PUBLIC "-//W3C//DTD XHTML 1.0 Strict//EN" + "http://www.w3.org/TR/xhtml1/DTD/xhtml1-strict.dtd" > + +<html xmlns="http://www.w3.org/1999/xhtml" lang="en"> + <head> + <title> + A Man of Samples, by Wm. H. Maher + </title> + <style type="text/css" xml:space="preserve"> + + body { margin:5%; background:#faebd0; text-align:justify} + P { text-indent: 1em; margin-top: .25em; margin-bottom: .25em; } + H1,H2,H3,H4,H5,H6 { text-align: center; margin-left: 15%; margin-right: 15%; } + hr { width: 50%; text-align: center;} + .foot { margin-left: 20%; margin-right: 20%; text-align: justify; text-indent: -3em; font-size: 90%; } + blockquote {font-size: 97%; font-style: italic; margin-left: 10%; margin-right: 10%;} + .mynote {background-color: #DDE; color: #000; padding: .5em; margin-left: 10%; margin-right: 10%; font-family: sans-serif; font-size: 95%;} + .toc { margin-left: 10%; margin-bottom: .75em;} + .toc2 { margin-left: 20%;} + div.fig { display:block; margin:0 auto; text-align:center; } + div.middle { margin-left: 20%; margin-right: 20%; text-align: justify; } + .figleft {float: left; margin-left: 0%; margin-right: 1%;} + .figright {float: right; margin-right: 0%; margin-left: 1%;} + .pagenum {display:inline; font-size: 70%; font-style:normal; + margin: 0; padding: 0; position: absolute; right: 1%; + text-align: right;} + .side { float: right; font-size: 75%; width: 25%; padding-left: 0.8em; + border-left: dashed thin; margin-left: 0.8em; text-align: left; + text-indent: 0; font-weight: bold; font-style: italic; + font-weight: bold; color: black; background: #eeeeee; border: solid 1px;} + pre { font-style: italic; font-size: 90%; margin-left: 10%;} + +</style> + </head> + <body> + + +<pre> + +The Project Gutenberg EBook of A Man of Samples, by Wm. H. Maher + +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: A Man of Samples + +Author: Wm. H. Maher + + +Release Date: July, 2004 [EBook #6132] +This file was first posted on November 17, 2002 +Last Updated: March 16, 2018 + +Language: English + +Character set encoding: UTF-8 + +*** START OF THIS PROJECT GUTENBERG EBOOK A MAN OF SAMPLES *** + + + + +Text file produced by Ben Byer, Juliet Sutherland, Charles Franks +and the Online Distributed Proofreading Team + +HTML file produced by David Widger + + + + +</pre> + + <div style="height: 8em;"> + <br /><br /><br /><br /><br /><br /><br /><br /> + </div> + <h1> + A MAN OF SAMPLES + </h1> + <h3> + SOMETHING ABOUT THE MEN HE MET “ON THE ROAD” + </h3> + <p> + <br /> + </p> + <h2> + By Wm. H. Maher + </h2> + <h4> + Author of “On The Road To Riches” + </h4> + <p> + <br /><br /> + </p> + <hr /> + <p> + <br /><br /> + </p> + <p> + <b>CONTENTS</b> + </p> + <p class="toc"> + <a href="#link2HCH0001"> CHAPTER I. </a> + </p> + <p class="toc"> + <a href="#link2HCH0002"> CHAPTER II. </a> + </p> + <p class="toc"> + <a href="#link2HCH0003"> CHAPTER III. </a> + </p> + <p class="toc"> + <a href="#link2HCH0004"> CHAPTER IV. </a> + </p> + <p class="toc"> + <a href="#link2HCH0005"> CHAPTER V. </a> + </p> + <p class="toc"> + <a href="#link2HCH0006"> CHAPTER VI. </a> + </p> + <p class="toc"> + <a href="#link2HCH0007"> CHAPTER VII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0008"> CHAPTER VIII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0009"> CHAPTER IX. </a> + </p> + <p class="toc"> + <a href="#link2HCH0010"> CHAPTER X. </a> + </p> + <p class="toc"> + <a href="#link2HCH0011"> CHAPTER XI. </a> + </p> + <p class="toc"> + <a href="#link2HCH0012"> CHAPTER XII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0013"> CHAPTER XIII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0014"> CHAPTER XIV. </a> + </p> + <p class="toc"> + <a href="#link2HCH0015"> CHAPTER XV. </a> + </p> + <p class="toc"> + <a href="#link2HCH0016"> CHAPTER XVI. </a> + </p> + <p class="toc"> + <a href="#link2HCH0017"> CHAPTER XVII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0018"> CHAPTER XVIII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0019"> CHAPTER XIX. </a> + </p> + <p class="toc"> + <a href="#link2HCH0020"> CHAPTER XX. </a> + </p> + <p class="toc"> + <a href="#link2HCH0021"> CHAPTER XXI </a> + </p> + <p class="toc"> + <a href="#link2HCH0022"> CHAPTER XXII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0023"> CHAPTER XXIII. </a> + </p> + <p class="toc"> + <a href="#link2HCH0024"> CHAPTER XXIV. </a> + </p> + <p class="toc"> + <a href="#link2HCH0025"> CHAPTER XXV. </a> + </p> + <p class="toc"> + <a href="#link2H_4_0026"> HIS LAST TRIP. </a> + </p> + <p class="toc"> + <a href="#link2H_4_0027"> “LET US KICK.” </a> + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0001" id="link2HCH0001"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER I. + </h2> + <p> + “When do you start, Tom?” + </p> + <p> + “At midnight.” + </p> + <p> + “Well, good-by; sock it to 'em; send us in some fat orders.” + </p> + <p> + “I'll do it, or die; good-by.” + </p> + <p> + And then I sat down to think it all over. Our traveling man was off on a + wedding tour, and I had agreed to take his place for this one trip. As the + hour drew near for me to start, my courage proportionately sank, until I + now heartily wished that I had never consented to go. What if I failed? I + had been stock clerk and house salesman for three years; I had been + successful; my position was a good one, and one that would grow better; + there was nothing to be made by success on the road, as I had no intention + of continuing there, and failure might be the means of making my place in + the house less secure. What an infernal fool I was! If there had been any + way under heaven for me to get out of it I would have hailed the opening + with delight. I would have blessed any accident that would have been the + means of sending me to bed for a week or two, and I would have taken the + small-pox thankfully. But there was no release. Like an ass, as I was, I + had agreed to take Mallon's trip, and I must go ahead if it made or unmade + me. + </p> + <p> + I ate my supper with a heavy heart, bade my landlady and her daughters a + solemn good-by, then went to the theater to forget my sorrows. At midnight + I was checking my sample-trunk for Albany, and persuading the + baggagemaster that 218 pounds were exactly 120. I succeeded; but it took + three ten-cent cigars to do it. + </p> + <p> + The reason I call the town Albany is because that is not its name, and I + may as well say here that as I write about actual incidents I don't + propose to “lay myself liable” by giving the name of any town or any + dealer. If I call him Smith it will naturally follow that he was not + Smith. + </p> + <p> + If Albany had been a hundred or more miles away I would have taken a berth + in the sleeper, but we were due there at 2 o'clock, so I dozed and nodded + and swore to myself during the two hours' ride. I wanted to get there, but + I dreaded it, too. Stories I had heard traveling men tell about poor beds, + mean men, dirty food, and unprincipled competitors all came back to me in + a distorted fashion, and if I didn't have a nightmare I must have + experienced a slight touch of delirium tremens. + </p> + <p> + “How much of a town is Albany?” I asked the conductor. + </p> + <p> + “No town at all; just a crossing.” + </p> + <p> + “No hotel there?” + </p> + <p> + “Oh, yes; they call it a hotel.” + </p> + <p> + This was exactly what I expected. Probably no one would be up and I could + walk around the town for the next four hours. What an idiot I was! By + thunder, I would break my leg or my arm the first thing I did and get out + of this foolish— + </p> + <p> + “Albany!” + </p> + <p> + What, so soon! Those were the two shortest hours I had ever known. + </p> + <p> + No lights anywhere; no one about; nothing but— + </p> + <p> + “Hotel, sir?” + </p> + <p> + Good; here was a ray of comfort. “Hotel? Well, I should say so. Where is + your light?” + </p> + <p> + “Here it is.” And a lantern came around a corner as the train dashed off + on its way. + </p> + <p> + “Don't mind your trunk; that will be taken care of and I'll get it in the + morning. Here, Dan, lead the way.” + </p> + <p> + We walked a square or two and went into a neat appearing office. Bed? Yes, + I might as well get a few hours' sleep. And I was given a very comfortable + room. I lay in bed trying to recall our customer's name, and preparing my + speech of introduction when—. Some one was rapping at the door. + What's up? Breakfast! What, breakfast already? Why, I hadn't thought I was + asleep at all. + </p> + <p> + As I looked over the register, after breakfast, dreading to start out, I + asked the clerk; + </p> + <p> + “Been any gun men here lately?” + </p> + <p> + “None since last week. Layton was here from Pittsburg on the 22d.” + </p> + <p> + “Did he sell anything?” + </p> + <p> + “I think he did sell Cutter a small bill” + </p> + <p> + “How many stores are there here?” + </p> + <p> + “Three that sell guns. Are you in the gun business!” + </p> + <p> + “Yes. I am from Pittsburg.” + </p> + <p> + I hung back as long as I dared; found out all about the trains; picked up + facts and fancies about the merchants; got my cards and price-book handy; + stuck four revolvers (samples) in my pockets; pulled my hat down solidly + on my head, and started out. And every step I took I, figuratively, kicked + myself for being there, and for being a blasted fool generally. “JOHN O. + JORDAN, GUNS AND REVOLVERS.” + </p> + <p> + This was the legend that attracted my attention, and toward it I took my + way. I stopped at the window long enough to take a hasty inventory of its + contents, and from it I sized up my man. There were some goods there that + came from our store; this cheered me, I took courage, walked in, and + handed Mr. Jordan my card. + </p> + <p> + “We have done some business with you,” I said, in my blandest tones, “and + Mr. Mallon always spoke pleasantly of you [this was a random shot]; he has + taken a wife unto himself, and I am making his trip.” + </p> + <p> + “Why the devil don't you send me the goods I ordered last time from him? + Where are those British bull-dogs? Did he sell them too low, or is my + credit poor?” + </p> + <p> + Phew! There it was. I must first close up an old sore before I could do + anything else. I might have known it would be just so, but I was such a + pig-headed fool I hadn't thought of this. + </p> + <p> + “Tell me all about it, Mr. Jordan;” and he told it, with fire in his eye. + But he felt better for having told it. I knew nothing of it till now, but + I took out my book and said: + </p> + <p> + “Mr. Jordan, the goods will come now. You may depend upon it. How many + bull-dogs do you want?” + </p> + <p> + “I don't want any. I got some of Layton. The house can't fool me again.” + </p> + <p> + I sat down on the counter and gave him fourteen reasons for his order not + having been filled (I hope some of them were true), and then I pulled out + a “Pet” revolver and asked him if seventy-five cents was not mighty low + for that. + </p> + <p> + He admitted that it was, but he had bought of Layton five cents lower. + Then I explained wherein Layton's was ten cents poorer than mine (I hadn't + seen his), and why he ought to give mine the preference. What had he paid + for 32-caliber? + </p> + <p> + “One twenty-five.” + </p> + <p> + I drew out mine at $1.20, and I convinced him that mine was a better + pistol than his, although he said he had already more than he ought to + have and he would not buy more. Then I placed an automatic ejector under + his eyes, threw out the shells, cocked it and snapped it, and explained + how, though it cost us $6.70, I was going to sell him some at $6. + </p> + <p> + “No, you ain't,” said he, “I've got two on hand and can't give them away.” + </p> + <p> + By this time it struck me I was making but little headway and was wasting + my breath in praising goods he already had, so I concluded the best plan + to go on was to see what he had, and govern myself accordingly. He seemed + to have everything, confound him! There was nothing he had not bought in + the thirty days, and I began to think I could use my time better somewhere + else, when a man came in to buy a gun, and I stepped aside to watch the + subsequent proceedings. + </p> + <p> + The story told by that retailer about those guns would have made a dog + howl, if it were not for the fact that he believed every word of it. The + farmer wanted a good muzzle loader, but wanted it choke-bored! The + retailer brought down seven different guns, all of them choke-bored! and + expatiated upon their cheapness and good qualities. Some reference was + made to me, as being a gun man, and I was drawn into the conversation. I + explained the merits of guns to that farmer in a way that pleased him + mightily. I could see that, but he finally said he didn't intend to buy a + gun that day, but would some time in the fall, and he passed calmly out. + </p> + <p> + I looked at Mr. Jordan, and he looked at me. “Are you mad?” I asked. + </p> + <p> + “No; I'm used to it.” + </p> + <p> + “Then try a cigar.” + </p> + <p> + As we smoked and discussed mean customers, I put in some good licks for my + house, and by and by heard Jordan say: + </p> + <p> + “I lied to you about those bull-dogs; I didn't buy any of Layton; you may + send me six.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0002" id="link2HCH0002"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER II. + </h2> + <p> + When Mr. Jordan gave me the order for six “bull-dog” revolvers, I felt + that I had made a conquest; I went carefully through my list, adding + something here and there, until I had made a very pretty bill with him. + So, although he met me as if he wanted to punch me in the head, we parted + on the best of terms. Where should I go next? A sign farther down the + street said “Hardware,” so I started down that way. + </p> + <p> + A man who carries a mixed stock is easier to sell goods to than is the man + who makes a specialty of one line. In the house we always had a closer + price for the dealer who made guns a specialty than for the hardware man + who kept a few guns and revolvers as a small branch of his stock. + </p> + <p> + “John Topoff” was the name over the door, so I went in, carefully noticing + the stock, the way it was arranged, and the amount, in order to get some + idea of the kind of man the owner was. + </p> + <p> + “Is Mr. Topoff in?” I asked a young man who was blacking stoves and who I + was sure was not the man I wanted. + </p> + <p> + “Naw,” he said, as he brushed away. + </p> + <p> + “Will he be in soon?” + </p> + <p> + “Naw, he's dead. There's Mr. Tucker, he's the boss.” + </p> + <p> + The young man spoke as if answering the questions about Mr. Topoff had + become a burden to him, and if that honest hardware man had been dead long + I didn't blame the boy for getting tired of him. + </p> + <p> + Mr. Tucker had been studiously keeping his back toward me, as if I was to + expect no encouragement from him, but he turned when I spoke his name and + I introduced myself. + </p> + <p> + “Don't need anything in your line,” said he, as if he wished I would + accept that as a final verdict and get out. + </p> + <p> + What would you have done, respected reader, if you had been in my place? I + would gladly have said “good-day,” and gone at once if it were not for the + fact that my present business was to get orders, and the only way to + secure them was to work for them. So I ignored Mr. Tucker's ill-timed + remark and proceeded to be sociable. + </p> + <p> + I explained as pleasantly as I could why it was our house was sending out + a new man. I got him interested enough to ask a question or two, which was + a point gained, and finally I came round to his stock, but I carefully + ignored guns and talked of nails; something I knew nothing about. + </p> + <p> + Don't you know you can pay no one a higher compliment than to place him in + the position of a teacher to you? I picked that idea up somewhere, and I + put it in practice by asking Mr. Tucker for information as to hardware and + hardware houses. He was soon talking warmly and as if he was enjoying + himself, and I was wondering when would be a good time to get guns + started, when a little boy came to the door and shouted: “Pa! ma wants you + to come home a minute, just as soon as you can!” + </p> + <p> + He started off without a word, and I proceeded to get acquainted with the + young man who said “Naw!” + </p> + <p> + Of all creatures on the face of the earth the average clerk is the easiest + to pump. The fact that a man is from a wholesale house seems to be + sufficient guarantee that he may safely be told anything regarding prices, + and where goods came from. The moment Tucker went out the door Bob stopped + his work, and for fifteen minutes he kept his tongue wagging about the + cost of goods and all he knew about them. He was so incautious that I soon + learned his cost mark, and then did not need to ask cost afterward. + </p> + <p> + How did I do it? Bless you! Every traveling man does it in spite of + himself. For instance, I pick up a box and notice it is marked L.X.K., and + I ask the clerk, while I look at the revolver, What did this cost? + </p> + <p> + He turns the box up to see the mark, and answers, $2.25. + </p> + <p> + This may be the truth, or may not. If it is, “L” is 2 and “K” is 5, and + “X” means “repeat.” So by and by I find a box marked B.L.K., and I ask the + cost of that. He answers, $1.25. I am now sure that B is 1, L is 2 and K + is 5, and I can easily guess that A and C are 3 and 4. By finding boxes + with other letters on, and learning from the boy what the mark is, I soon + have “Black horse” as the cost mark in that store. I make a note of this + in my trip book so that I can use it when I am here again, or when our + other man is here. + </p> + <p> + My way now is tolerably smooth. If he really needs goods the merchant will + be willing to order at prices paid before; if he thinks he does not need + anything I may tempt him by quoting prices a little under what he paid. In + either case I am in good shape to make a fight for an order; thanks to the + clerk's loose tongue and lack of sense. + </p> + <p> + A customer comes in and wants a file. I listen to the conversation, trying + to get hold of any hint that may be useful to me by and by. Another man + wants a box of cartridges. My ears are wide open now. + </p> + <p> + “Have you the 'U.S.'?” + </p> + <p> + “U.S.—U.S. What do you mean?” asks the clerk. + </p> + <p> + “I want the kind with U.S. on the end.” + </p> + <p> + “What good is that?” + </p> + <p> + “Good to go. I like that kind. Have you got them?” + </p> + <p> + “I don't know; yes; no, they ain't either! They're U.M.C.” + </p> + <p> + “Don't want 'em!” + </p> + <p> + Now I was temporarily selling the U.S. cartridge, so I made a note of what + the man said, to be used on Tucker, but I took up the conversation and + convinced the customer that the U.M.C. make of cartridges was good; he + finally bought a box and went off apparently satisfied. + </p> + <p> + Just then Tucker came in. + </p> + <p> + I made some laughing allusion to pig-headed customers, and the clerk at + once opened up on the “fool” who thought one cartridge was better than + another. When the young man was back at his stove I started out to sell + Tucker a bill. He was backward about buying; didn't know our house; always + bought of Simmons; did not like to have so many bills; always got favors + from Simmons, and despised our city on general principles. + </p> + <p> + I agreed with him on every point, but (Oh! these “buts”) I also wanted an + order. I took out my bull-dog revolver that was selling at $2.85; he had + none like it in stock; it was the leading pistol, retailing readily at $4 + to $5, according to locality. “I want to send you a few of these at a + special net price,” said I; “the regular price is $3; I will sell you at + $2.85.” I said this as if I was making him a present of a gold watch. “I + wouldn't have the d—n things as a gift,” said he. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0003" id="link2HCH0003"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER III. + </h2> + <p> + When a man has been on the road a year or two he is never disappointed + because a dealer refuses to buy something he was sure he was going to sell + him. He is prepared for “No” on all occasions rather than for “Yes.” But a + man is terribly disappointed on his first trip every time he starts out to + sell a particular article and does not meet with success. I was sure + Tucker would give me an order for some bull-dog revolvers, but in answer + to my low price he had said he wouldn't take them as a gift! + </p> + <p> + I would have been very glad to go straight home and let Tucker get along + without bull-dogs, but my silly head had brought me into this business and + I must keep on. Probably he saw I was a good deal disappointed, for he + added, in a rather kindly tone, “Every pistol of that kind I have ever + sold came back on my hands for repairs, and I swore I'd never buy + another.” + </p> + <p> + “You are making a mistake,” said I. “When the double action first came out + they did get out of order easily, and manufacturers were obliged to take + back broken ones and replace them at great expense to themselves. In + self-defense they were obliged to make them better, and they are just as + reliable as any other to-day.” + </p> + <p> + “Well, I don't want any.” + </p> + <p> + “All right, we will pass it. But I wondered what one of your competitors + meant when he said he had the pistol trade; now I understand.” + </p> + <p> + “Does he sell these?” + </p> + <p> + “Yes, he had some from us not long ago, and gave me an order for more + to-day.” + </p> + <p> + “What's the best you can do on them?” + </p> + <p> + How many times a day does every traveling man see men act as Tucker did? + Here was a line of goods he was cocksure he did not want, but the moment + he heard that his competitor had a trade on them he began to feel that he + must have some. Seven-eighths of the goods sold are sold in this way. Very + few men do business on their own judgment. Their competitors make their + prices, select their styles, and force them to carry certain stock. The + drummer's best card is always: This is selling like fire; Smith took a + gross, Brown half a gross, Jones three dozen, and you will miss it if you + do not try a few. Such dealers always have the larger part of their + capital locked up in goods they bought because others had bought the same + goods. + </p> + <p> + I repeated my price to Tucker, and he told me to send him a few. “By the + way,” said he, “what are your terms?” + </p> + <p> + “Sixty days.” + </p> + <p> + “Does your house draw the day a bill falls due?” + </p> + <p> + “No; the house is slow about drawing upon customers, and they always give + ten days' notice before making draft.” + </p> + <p> + “Well, I don't like to be drawn on. The house that draws on me can't sell + me again. I can't draw on my trade, and I'm devilish glad to get my money + in six months, but you fellows in the city expect a man to come to the + exact minute. I don't want any drawing on me.” + </p> + <p> + It was an excellent place to have delivered a lecture on the beauties of + prompt payments. I could have told Brother Tucker that if he did not see + his way clear to pay his bill when due he should not buy it, and if his + customers did not pay promptly he should dun them harder or keep his + goods. But the traveling man is not sent out to inculcate business morals, + and he is too anxious to sell a bill to run any risks by disagreeing with + a buyer. I did what all others would have done in my place. I assured Mr. + Tucker I would be as easy with him regarding payments as any house in the + world would dare be, and that point safely out of the way, I sold him + several items quite smoothly. We came to guns. + </p> + <p> + “What is Parker's worth?” + </p> + <p> + “Twenty-five per cent, off factory list.” + </p> + <p> + “What! Why, here's a quotation from Cincinnati of 25 and 10!” + </p> + <p> + “Let me see it, please. I have not heard of any such figures.” + </p> + <p> + “Bob, where is that list of Reachum's?” + </p> + <p> + “I don't know.” + </p> + <p> + “D—n it, you had it.” + </p> + <p> + “Then it must be in the drawer.” + </p> + <p> + Tucker emptied the drawer, looked through a pile of papers, but could not + find the circular he was looking for He was annoyed by it, and I was + sorry. + </p> + <p> + “Well, let it go,” said he, “but that was the price.” + </p> + <p> + “There must be a mistake somewhere,” said I, “for the goods cost that at + the factory in largest lots.” + </p> + <p> + “There was no mistake,” he said sharply; “I know what I am talking about. + The discount offered was 25 and 10.” + </p> + <p> + I hastened to assure him that I had not meant that he was mistaken, but + that Reachum must have made a mistake. + </p> + <p> + “That's no concern of mine,” said he, “and I rather think that Reachum is + a man who knows his business as well as any of you. If you are higher than + he is on guns you probably are on other goods. I guess you had better + cancel that order.” + </p> + <p> + Here was a pretty how-do-you-do! How was I to get out of this box? I + confess I was in great doubts as to what to do or say. I dared not sell + Parker's guns at any such price, yet the man would cancel the order and + probably always have a grudge against the house unless I sold him now. I + could not believe that Reachum had made this price, and yet there was no + telling what that house might or might not do. + </p> + <p> + “How many Parker guns do you want?” I asked. + </p> + <p> + “I don't want any. I only asked because it is a leading thing, and if a + house is not low on that I conclude it is high on other goods.” + </p> + <p> + “I was going to say,” I said, “that I would meet the price.” I wasn't + going to say anything of the kind, but as he didn't want any I was safe in + saying it now. + </p> + <p> + “Then you may send me two. I think I know a place where I can sell two.” + </p> + <p> + Just so! I was in for it again, and in for it bad. Sometimes it pays to be + smart, and sometimes it does not. This was one of the latter times. As a + matter of fact I had no business to quote a discount greater than 20 per + cent, but I had said 25 so as to make a good impression on him, and at 25 + and 10 I was sure to catch Hail Columbia from the house. + </p> + <p> + Just then Bob, who had come over when appealed to about the list, said: + </p> + <p> + “There's that list you wanted,” and drew one out of a pile of papers on + the desk. Tucker opened it with an air of satisfaction, but I could see + his face grow black. + </p> + <p> + “D—n it, this isn't it.” + </p> + <p> + “Yes, it is; it's the one that came in yesterday, and there's the figures + on it you made for Utley,” persisted Bob. + </p> + <p> + I did not wait on ceremony, but looked over Tucker's shoulders, and to my + astonishment and delight, there was, in plain figures, discount on Parker + guns, 15 and 10 per cent. + </p> + <p> + “How in thunder did I make such a mistake!” said Tucker, with a somewhat + downfallen air. + </p> + <p> + “We all do it,” said I, anxious to help him out the best way I could. + “Fifteen and 10 is low enough, but if they were offering 50 and 10 I would + meet them.” + </p> + <p> + Don't you think, good reader, that this was a proper thing to say? It + seemed so to me, and cost nothing, so I said it. I added, “You see, Mr. + Tucker, my price of 25 per cent, straight was a better one than Reachum's. + Shall I send the guns at 25?” + </p> + <p> + “Why, you just now said you'd sell at 25 and 10!” + </p> + <p> + “I said that because you said you were offered at 25 and 10, but as that + was a mistake I take back my figures.” + </p> + <p> + “Well, let the Parker guns go.” + </p> + <p> + I was quite glad to do so. But it made it up-hill work for a few minutes, + until Tucker had got over his chagrin about the guns. But we managed to + get in smooth water again, and when we were through I had taken a fair + order from him, and much of it was for little odds and ends that paid us a + good profit. I bade him good-day with a feeling of gratitude, and assured + him of my hearty thankfulness. + </p> + <p> + After dinner I tackled a general dealer. The hotel clerk told me the + Pittsburg man, who was there a week before, had sold Cutter a bill, so I + had no hopes of doing much with him, but I had two hours yet, and might as + well improve them. + </p> + <p> + “Martin Cutter” was over the door, and I got an idea in my head that he + was a long, thin individual, with black hair and whiskers. But he wasn't. + He was of medium size, well built, and had an air of shrewdness and of + business about him. He was waiting on trade, so I sat down and watched him + and took notes of the stock. When he was through with his customer he came + forward and met me pleasantly, spoke well of our house, but said he was + just getting in a bill of revolvers and cartridges, and needed nothing in + our line. + </p> + <p> + There was something about him that made me like him at once, and I had the + feeling that I was making a pleasant impression upon him. We chatted about + Pittsburg, about gun houses, about the cutting going on in prices, and the + general dullness in all business. I think that when I went out of the + store I had more respect for him as a man and as a merchant than I had for + the two who had bought of me. Had he needed any goods, I would have given + him my lowest prices at the first word. As I was walking back to the hotel + I suddenly remembered that he was just the man to buy a certain + pocket-knife that we had lately taken hold of, and I went back to speak + about it to him. + </p> + <p> + “Are you sending goods here to any one?” he asked. + </p> + <p> + “Yes, two bills.” + </p> + <p> + “Then send me a dozen.” + </p> + <p> + I thanked him, and went off feeling better. The chances are always + decidedly in your favor of selling a man whom you have sold before. The + dealer who lets you leave town without an order this trip will let you go + twice as readily the next time. I like to get him down in my order book + even though it is for some very trifling thing, because of the influence + it will have on the future. + </p> + <p> + I went to the hotel, copied off my orders, and mailed them, feeling that I + had done extra well, and then sauntered leisurely to the depot. On the + train a man behind me heard me ask the conductor about Rossmore. + </p> + <p> + He leaned over and asked, “Are you selling goods?” + </p> + <p> + “Yes.” + </p> + <p> + “Then we'll go to Rossmore together. What line are you in?” + </p> + <p> + “Guns and revolvers.” + </p> + <p> + “The devil you are! So am I.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0004" id="link2HCH0004"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER IV. + </h2> + <p> + I didn't fancy going to a town with a competitor. I have now been on the + road a good many years, and I do not fancy it to-day. If I can get in + there one train ahead of him I will strain every nerve to do it, but + rather than go in on the same train I would hang back and let him have the + first “go” at the town and take my chances for what he leaves. + </p> + <p> + When two men selling the same goods are in a town together the dealers + usually take advantage of it. They tell the first man that they may want + this or that, “if they can buy it right,” and, after getting his price, + say he can come in later. He knows very well that this means his + competitor is to be consulted also, and he must have a very stiff backbone + indeed if he does not cut his own prices at once. + </p> + <p> + So when my neighbor on the train told me he also was going to Rossmore and + was selling guns and revolvers, I felt my courage ooze out of my fingers. + He handed me a card, with a good-natured smile, and I read: + </p> +<pre xml:space="preserve"> + SHIVERHIM & GAILY, + Philadelphia. +</pre> + <p> + I don't like to hand out a card as an introduction of myself to other + traveling men, so I told him my name and that of my house, and we + considered ourselves acquainted. + </p> + <p> + “Is this your first trip?” + </p> + <p> + Now, why in thunder should he have asked that? Did I look different from + other traveling men? I felt as if he showed very bad taste in asking such + a question and I made a note to never do it unless I wanted to be mean. + But I told Blissam (that was his name) that it was my first trip. + </p> + <p> + “Then you'll find Rossmore a tough place to tackle.” + </p> + <p> + I said we had three customers there. + </p> + <p> + “So have we; so has every dealer that ever went there. They buy a handful + of goods of everybody, and they buy most goll-darned cheap. They'll lie to + you until your head swims. First, there's Fisher; keeps an eating room on + the main floor and gun store upstairs. I'll go in and quote him Remington + guns at $36, when you call he'll ask your price; if you say $36, he'll + tell you that you're high, and he'll break you down in spite of yourself.” + </p> + <p> + “But when a fellow gets to the bottom he's got to stop,” said I. + </p> + <p> + “Oh, there's no bottom to guns. It's the meanest business in the world, + and it used to be the best. In '70-'73 I could make big profits as easy as + a duck swims, but now it's all glory. I sold Simmons a bill of $600 last + week, and made exactly eighteen dollars. + </p> + <p> + “Oh, well,” said I, “you can't expect to make much on Simmons, but there + are lots of places where you do make a good profit now.” + </p> + <p> + “No, sir; it can't be done. Say, are you going to cut prices much at + Rossmore?” + </p> + <p> + “Not at all, if I can help it. I'm out on the road to make money, and not + to show big sales. But I'm afraid your house will overshadow mine.” + </p> + <p> + “Oh, that's all nonsense; people don't go a cent on houses any more; + prices are what tell. I'll introduce you.” + </p> + <p> + Not much. No competitor of mine ever introduced me or ever shall. I prefer + to introduce myself in my own time and way. + </p> + <p> + We reached Rossmore about 7 o'clock in the evening. Blissam took it for + granted that I was going to the Everett House, but my hotels had been + fixed for me by our old traveling man, and he had instructed me to go to + the Forest; a cheaper house, but in all other respects equal to the other. + I was rather glad, too, that we were not going to the same house. Be ever + so sociable with a competitor, still the fact remains that he is a + competitor, and his success means your failure. Under such circumstances a + man must be less interested in his business than I was to permit him to + feel very desirous of his competitor's company. + </p> + <p> + After registering at the hotel it occurred to me that it would be a good + idea to catch any of the dealers that I could that evening and break the + ice. It might be worth something to make a good impression before Blissam + got around. After getting my bearings well established, I started to call + on Billwock. + </p> + <p> + Billwock was pretty generally known in the gun trade; first for being + mighty slow pay, and second for the fact that they had a baby at his shop + regularly every year or oftener, and the store was used as nursery and + play-ground. Traveling men had to see the last baby and count all the old + ones, and according as they praised them did old Billwock buy liberally or + not. + </p> + <p> + The head of the house had said to me, “Don't push goods on Billwock; he + owes us enough already. If you squeeze a good payment out of him you can + sell him a small bill.” + </p> + <p> + This kind of talk is all good enough, so far as it goes; but the poor + devil on the road often finds he can't get a cent, neither can he sell any + goods. The men at home think all he need do is to say, “Here I am; what is + it you want?” and then copy the order as fast as he can write. But the men + who order that way are the kind who never intend to pay for what they + order. + </p> + <p> + I thought the matter of Billwock's account all over by the time I found + his store. It was dimly lighted, but I saw a man and woman at the rear, + and went in. A mussy and dirty looking man came forward to meet me, but + when he had walked a little way he evidently concluded that I was a + drummer, and that I might walk the rest of the way to him. + </p> + <p> + “Is this Mr. Billwock?” I asked. + </p> + <p> + “Yes.” + </p> + <p> + I told him who I was, but he seemed little interested. I started to ask + about his business, but some one sang out my name and said, “Don't go + talking business out there; come back and see the baby.” + </p> + <p> + Blissam, by thunder! + </p> + <p> + I went back and found him beside Mrs. Billwock, with a young one on his + knee, and as much at home as if he was the uncle of all concerned. I made + up my mind that Blissam couldn't be any more sociable than I could, and I + set out to do my prettiest. + </p> + <p> + About 9 o'clock we both went out together, and, perhaps naturally, drifted + to the smoking room of his hotel. He was an old hand on the road, and full + of stories of his own and others' experience. I tried to be a good + listener. + </p> + <p> + “There are some mighty queer men in the trade,” said he, as he puffed his + cigar. “I took an order from a man in Indiana, not long ago, for felt + wads, Nos. 8 and 9, and for some cardboard. When I went to copy my orders + I remembered that the man had given no size for the cardboard wanted, but + I was pretty sure he wanted 12's, and wrote that size. As it happened the + house was out of No. 9 felt and let it go, as he only wanted one-third of + a dozen. What did the fellow do but send back the card-board wads, saying + he had ordered 9's, and giving us Hail Columbia for sending 12's instead, + as well as a long epistle about knowing his own business, and not wanting + our help in running it. The card-board wads were worth about 33 cents, and + the express charges on them back were 25 cents. I tell you the world is + full of smart Alecks.” + </p> + <p> + “I presume I have seen more about returned goods than you have,” I said, + “as I have been in the store so long, and see every package that comes in. + I do get my back up over some of the stupid things the average retailer + will do. It never seems to enter his head to drop the house a card and + await their instructions about the goods that are unsatisfactory, but he + fancies he is showing how smart he is by whacking them back at once, and + always by express, no matter how heavy the goods are. A neighbor of mine, + a hardware man, told me an instance of the smart Aleck a few days ago. The + house was handling a new tubular lantern and selling it under the market + price of regular goods. The traveling man sent in three orders from a + Michigan town, each of them for one-half dozen lanterns. The stock clerk + had a single half dozen of the new lantern and found a half-dozen case of + the genuine. He filled two orders and put the other half-dozen on the + back-order book. The genuine was billed at the cut price and nothing said + on the bill. In a day or two back that case came by express, and an + indignant letter from the customer for palming off on him the old tubular, + when the agent had sold the new. The clerk erased the mark and sent the + case back to the other man in the town whose order was not filled. You can + see how much time, trouble and expense would have been saved had the smart + Aleck dropped a card to the house saying he did not want the lanterns and + held them subject to orders. + </p> + <p> + “Yes,” said Blissam, “but I have seen goods go back when I thought it was + the proper thing to do. You know one of the latest schemes is to sell + goods in cases, and throw in the show-case. It started with needle and + thread men and has gone into a good many other things. A concern from + somewhere in Ohio had a man in Illinois selling shears in this way. In one + town he sold the dry-goods man a case, at 45 per cent, off retail prices, + and gave him the exclusive sale of the town, and then sold a hardware man + across the street at 50 per cent, discount, and gave him the exclusive + sale. When each party opened up his stock and made a display they soon + discovered how the land lay, and, furthermore, the way in which the + dry-goods man swore when he saw the other's bill at so much less than his, + would have made your hair stand up. He boxed up these goods and sent them + back by express, and I thought he did right.” + </p> + <p> + I went down to my hotel and sat a while in the smoking-room. There were + several traveling men there, and they seemed to be very much interested in + some “she,” but I was never a good hand at making acquaintances, and I + made no effort here, but went to my room and soon fell asleep, to dream + all night about selling goods at 100 per cent profit. The next morning I + was out bright and early to see Jewell & Son. The clerk said neither + of the firm was in, so I made myself as pleasant to him as I could, and + posted myself as to the goods the house was handling, and the prices they + were paying. By and by the elder Jewell appeared, and as I introduced + myself he said: + </p> + <p> + “Gun men are plenty to-day; my son has just gone to the hotel with a Mr. + Blissam to look at his goods.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0005" id="link2HCH0005"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER V. + </h2> + <p> + When I found that Blissam was ahead of me, notwithstanding my being out so + early, I felt as if I should be glad to get away from him as soon as I + could. He was altogether too numerous for me. He had told me he wasn't + going to cut prices, and I was very sure I did not want to do it, but I + made up my mind I was going to get my share of the trade, cut or no cut. + </p> + <p> + I began with talk to Mr. Jewell about a single-barrel breech-loader our + house was controlling, and quoted it at $7.20, sixty days. + </p> + <p> + “Is that the F. & W. gun?” he asked. + </p> + <p> + “Yes, sir.” + </p> + <p> + “Why, Blissam quotes that at $7.” + </p> + <p> + The deuce he did! Yet he was the boy that didn't intend to cut. + </p> + <p> + “Was his price net?” + </p> + <p> + “No, two off, ten days.” + </p> + <p> + “Well, that brings them $6.86. We make 5 off in case lots, bringing them + down to $6.84, and there is 2 off that, ten days.” + </p> + <p> + This was so mighty close to what the goods were costing us that I felt + like crying as I made the figures; but my back was up, and I didn't + propose to let Blissam walk over me, even if he was from Philadelphia. + </p> + <p> + Mr. Jewell was a very pleasant man to meet. He had no hobbies, no + crotchets. He was as pleasant with me as if I was buying instead of trying + to sell to him. This is a pretty good test of a man. One that meets a + strange traveling man pleasantly and gives him a patient hearing is bound + to be pleasant and kind-hearted clear through. + </p> + <p> + I gave him quotations on revolvers and cartridges, and tried to get him to + say he would not order of Blissam till I saw him again; but he would not + promise, for the reason, he said, that his son might even then be buying + at Blissam's room. Still, he said, it was the son's custom to do no more + than make a memorandum at the hotel and give the order after consulting + him. + </p> + <p> + I then started off to see Billwock, and squeeze some money out of him. His + wife and seven children (or more) were there, but no Billwock. Where was + he? + </p> + <p> + He was down getting a boat ready to go fishing with Mr. Blissam that + afternoon, she said. + </p> + <p> + Confound Blissam! + </p> + <p> + Had Mr. Billwock left any word for me? + </p> + <p> + “Nein; not ein wort.” + </p> + <p> + I found where he was and started for him. He wasn't at all pleased to see + me; in fact he didn't seem to care whether I had gone from Rossmore or + not. + </p> + <p> + “Going fishing?” I asked. “Yes; I dakes a leetle fish.” + </p> + <p> + “Don't you need some goods?” + </p> + <p> + “No; I dinks not.” + </p> + <p> + “How about money? Haven't you got some for me?” + </p> + <p> + “Not a tollar now. You see I pay Plissam last night ery tollar I haf.” + </p> + <p> + “Why didn't you divide?” + </p> + <p> + “It was not wort' w'ile.” + </p> + <p> + “But I must have some money; your account is long past due and we need + it.” + </p> + <p> + “W'at you do? I got no money, I told you.” + </p> + <p> + “You must get some. I don't care how you get it or what you do, but I must + have $50 to-day.” + </p> + <p> + “Well; if I get it I gif it you.” + </p> + <p> + “But you are not going to get it while you are off fishing. I don't want + to be too stiff, but I want you to understand that I mean just what I say. + Our house drew on you and you let the draft come back, and I have orders + now to attend to it.” + </p> + <p> + “What you do, s'pose I not get it?” + </p> + <p> + “I shall tell you when the time comes.” + </p> + <p> + He saw I meant business, so tied up his boat and started toward the store, + muttering to himself and looking daggers at me. When he reached the store + he talked in German with his wife awhile, and finally said to me: + </p> + <p> + “You come in pimepy and I see what I can do.” + </p> + <p> + Satisfied there would be some money coming I then called on the hardware + house of Whipper & Co. I had often heard of Whipper. He was known to + the trade as the biggest liar east of the Mississippi; but a real good + liar is usually an affable fellow to meet, and Whipper called me “My dear + boy” before we were together five minutes. + </p> + <p> + I sympathize with business men in their affliction from traveling men. We + go into their stores early or late, as suits ourselves; we expect their + immediate attention, and we want to sell them or have a good reason for + not doing it. I often walk back to a man's desk and find him intently at + work over something; I would gladly back out if I could, and risk the + coming in later at a more opportune time. But he has seen me, probably + cusses to himself, hopes I am selling something he doesn't keep, so he can + cut me off at once, and then takes my card or listens to my name. + </p> + <p> + I don't want to come right out and say “Do you need anything in my line?” + for if he answers “No” I ought to turn about and leave him, so I casually + remark that it is a good day, or a stormy day, and he says “Yes,” as if he + had heard that before. I take a roundabout way of getting to my business, + and all the time he would be very glad if I was in Halifax. I may interest + him in my goods before I get through, but if he could have had his way he + would have omitted the interview until a better time for him. + </p> + <p> + But there are men on the road who drum a man if they reach the town at + midnight, and as he sticks his head out of his bedroom window, inform him + they are giving an extra 2 1/2 on “J. I. C.” curry-combs and ask him how + he wants his shipped. Henley can do this. The boys on the road know that + he carries a Waterbury watch in each pocket, and expects to sell 1,000 + bills in 1,000 minutes. + </p> + <p> + I appreciate such a man as Whipper. Whatever it was he was doing he always + dropped it, and met a salesman as if he was honestly pleased. I think that + ought to offset a great many sins. I hope it will. + </p> + <p> + I told him my little story and he looked as if he believed every word I + said. Then he asked, in a very confidential tone “What is your best price + on American bull-dogs?” + </p> + <p> + “Two dollars and eighty-five cents.” + </p> + <p> + “Phew! You are far out of the way, my dear boy, far out of the way. Did + you see this last card of Reachum's? No? How could you? You are on the + road. We now get two postals a day from Reachum, and I expect to see them + coming oftener by and by. Tom, where's Reachum's last card?” + </p> + <p> + “I don't know; I toss them in the waste basket when I come across them.” + </p> + <p> + “Don't do it again; I want to make a collection of them in an album. So + $2.85 is the best you can do?” + </p> + <p> + Now, $2.85 was as well as any one could do, and we only had a margin of 10 + per cent. to figure on. But I determined to cut a little, just for fun, + and see what the upshot would be. So I said, “$2.85 is bottom everywhere, + but I am going to make you a special price of $2.82 1/2.” + </p> + <p> + “Tom,” said he turning to the desk, “What was that Shiverhim & Gaily + man's price for bull-dogs?” + </p> + <p> + “Two dollars and eighty cents.” + </p> + <p> + I swore to myself that I would punch Blissam's head when I next met him in + a good place. There was no getting even with him, let alone getting ahead + of him. I dared not go below $2.80, sell or no sell, so I began to talk + brand. + </p> + <p> + “Two dollars and eighty cents is all the Lovell bull-dog ought to sell + for,” I said: “in fact $2.75 is Reachum's price on them, but we are + selling F.& W. goods, and can easily get 5 to 10 cents more for them.” + </p> + <p> + “Will you sell me some of Lovell's at $2.75?” + </p> + <p> + “I would if I had them, but we don't carry them. I'll make you the F. + & W. at $2.80, and I shall catch thunder for doing that. But I want to + sell you.” + </p> + <p> + “To be sure; to be sure!” + </p> + <p> + He said this as a man might humor a child, and as if he fully understood + all that was in my mind. + </p> + <p> + “Tom, do we need any bull-dogs?” + </p> + <p> + “No, sir; got 50 on the way from Reachum at $2.70.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0006" id="link2HCH0006"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER VI. + </h2> + <p> + I probably looked as disappointed as I felt, for Whipper's voice took on a + very sympathetic tone. “You could not touch $2.70?” he asked. + </p> + <p> + “No, sir.” + </p> + <p> + I felt like adding, “I can't touch anything; I'm going home.” + </p> + <p> + “What is your price on cartridges?” + </p> + <p> + “Combination price; same as every one else.” + </p> + <p> + “Is this your first trip?” + </p> + <p> + “Yes, and my last. I'm not cut out for the road. I don't suppose I could + sell you anything even if you wanted it; I'm not a success.” + </p> + <p> + “Pooh; pooh! I've been on the road myself; it is not always fair sailing, + and it is not always foul. Keep a stiff upper lip.” + </p> + <p> + Yes, keep a stiff upper lip, when goods were being sold at cost all around + you! I was not built that way. Just then the book-keeper, Tom, handed a + memo to Whipper and he turned to me. “Have you Quickenbush rifles?” + </p> + <p> + “Yes; blued and plated. Regular price, $5. I'll make you special price if + you want any.” + </p> + <p> + “What will you do?” + </p> + <p> + They cost us $4.50 at the factory; I quoted $4.75. + </p> + <p> + “Great Caesar! You are high!” + </p> + <p> + “Yes? Well, it is the best I can do.” + </p> + <p> + “Make it $4.50 and we will take twelve.” + </p> + <p> + “No, sir; it can't be done. But I am afraid there is no use in my trying + to sell you. If you can get them at $4.50 you can buy as low as we can.” + </p> + <p> + “Well, send me a dozen.” + </p> + <p> + I entered the order. Was there anything else? + </p> + <p> + “What is the best you will do on bull-dogs?” + </p> + <p> + “$2.80 is bottom; but you say you have ordered them?” + </p> + <p> + “Oh, that is one of Tom's lies; you may send us 50.” + </p> + <p> + We went through the list, and the old man gave me a very nice order; then + followed me to the door with his arm in mine, and sent me off as if he was + bidding good-by to a son. I forgave him all his lies, and feel kindly + toward him to this day. + </p> + <p> + I ran into a hardware store with my samples of cutlery, hoping to do + something in a line where Blissam could not meet me, but the first man I + saw was Blissam, leaning over the show-case, as if entirely at home, and + in full possession of the stock. He introduced me to Mr. Thompson as if we + had been traveling companions for life, but added to me, “Thompson does + not do much in our line, except caps and cartridges, and I've just fixed + him up.” + </p> + <p> + I felt like taking him by the nape of the neck and dropping him down the + sewer, but I turned to Mr. Thompson and talked cutlery. I told him I had a + line of No. 1 goods at low prices, every blade warranted, and put up in + extra nice style for retailers. + </p> + <p> + “Whose make?” he asked. + </p> + <p> + “Northington's; but made especially for our house, and with our brand. We + are making a specialty of a few patterns, and intend to make it an object + to the retailer to handle them and stick to them.” + </p> + <p> + “You can't touch me on those goods,” said Thompson; “I've handled them and + had trouble with them. I am now handling nothing but the New York. I don't + know that they're better than any other, but Tom Bradley dropped in here + one day, and I had to give him an order, and I've not been able to leave + him ever since.” + </p> + <p> + “Does he come often?” + </p> + <p> + “No, about once in two years or so, but he's business from the ground up. + I like him and like his goods, and I don't want to change.” + </p> + <p> + I took out my samples more for the purpose of posting myself than with + hopes of selling him, and where my patterns were like those in his stock + he passed mine over without a word, but I saw that two patterns of mine + pleased him. They were even-enders, 3 1/2 in. brass lined, and cost us + $3.85. We had been getting, in half dozen lots, $4.80, but I felt that I + was in a dangerous place, and I quoted $4.25. + </p> + <p> + He went back to his stock and returned with a sample the exact counterpart + of mine, and said, smiling, “This is Bradley's; he's a tough fellow to + beat; I paid $3.65 for it.” + </p> + <p> + I lost all interest in pocket knives then and there and got out of the + store right speedily. I was feeling savage, and made straight for + Billwock's. He had made a raise of $40 for me, saying, with several + German-American oaths, that was all he could do, and when I talked of + selling him something he looked as if he would throw me out of the window. + </p> + <p> + I called twice at Jewell's before I caught father and son there together, + and then I had a difficult task before me. The father was inclined to give + me the preference, the son favored Blissam, but they had not yet ordered, + and were needing some goods, and I felt as if I could never forgive myself + if I were to fail then and there. + </p> + <p> + They tackled me first on Flobert rifles; I quoted them at exactly 10 per + cent, above cost to import, but they declared I was too high. I felt sure + Blissam's house bought no lower than we did, and that he could not sell on + less margin than that, so I stood up to the price. Then we took up + bull-dogs; I named $2.80, and they shook their heads at that; so they did + at price of Champion guns, till I began to feel that my case was hopeless. + </p> + <p> + “I am afraid we can't give you an order to-day,” said the son. + </p> + <p> + “I have quoted you my best prices,” I said, “and am disappointed.” + </p> + <p> + They talked together a few moments and finally said, “You may send us a + case of Champion guns,” and this was followed by other items. I could see + that they were dividing the order between Blissam and me, and I felt + grateful for even this, and tried to make this evident. I succeeded in + getting several items that paid a good profit, and I went to my hotel + feeling that I had done pretty well. + </p> + <p> + At the desk I was handed a note from Whipper, saying: If you cannot make + the Quickenbush rifles $4.60 please omit them. + </p> + <p> + There was but $3 profit in the item, and I would have omitted them but for + a desire that Blissam should not get ahead of me; so I started for the + store to learn something about it. On the way I met Blissam, and I put it + right at him. “Are you quoting Quickenbush rifles at $4.60?” + </p> + <p> + “Not by a drum sight! Who says so?” + </p> + <p> + I handed him Whipper's note. + </p> + <p> + “Are you going there?” he asked. + </p> + <p> + I said I was. + </p> + <p> + “I'll go with you.” This suited me. We saw no look of surprise on + Whipper's face. I went straight to the point. “I can't sell the rifles at + $4.60, Mr. Whipper, unless I know some one else has quoted that price; if + they have, I'll meet it.” + </p> + <p> + “Just scratch them off,” said he, as calm as a day in June. + </p> + <p> + “But has any one given you such a figure?” + </p> + <p> + “Ask me no questions, and I'll tell you no lies. If I can get them at + $4.60 I will take them.” + </p> + <p> + I could get nothing more out of him and we started back. On the way we met + Tom, Whipper's book-keeper. I asked him what it meant. “Oh,” said he, + laughing, “I guess the old man thinks he can get them at $4.60, but we + have so many on hand, perhaps it's only his way of canceling the item.” + And that was all I ever got from them about it. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0007" id="link2HCH0007"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER VII. + </h2> + <p> + I parted with Blissam at the hotel, he going to the South and I West, and + about 7 o'clock that evening I reached B—. I had often heard our + traveling man speak of the hotel here, and the popularity it had among + salesmen, so I was prepared to find the smoking room tolerably well filled + when I went in there after supper. There were half a dozen or more in one + group, who seemed to be on the best of terms, and I listened to their + talk. I found that they were discussing the mistakes of the shipping and + stock clerks, and of course that touched me upon a tender spot, and I was + all attention. + </p> + <p> + “Some of our boys used to make the most absurd mistakes,” said one talker; + “but the old man was about as bad as any of them. I remember getting most + mighty scared once. I had been entry clerk and shipper and + jack-of-all-trades in the house. One night's mail brought us back a letter + we had mailed, with the notation of the postmaster, 'No such man here.' + Taylor, the boss, took the mail, calling out to the book-keeper, 'Fague, I + guess we've got a mistake on you this time.' Fague looked at it, saying, + 'I don't believe I've made a mistake, but if I have I must stand it.' The + envelope was torn open and the address on the bill was the same as that on + the outside, John Smith, New Castle, Ind. Then I was sent to the order + book, but the order there was New Castle, Ind. Taylor was getting mad. I + was told to find the original order, which I did, and discovered that it + was from John Smith, New Carlisle, Ind. Says Taylor, 'There's altogether + too many mistakes here. Now these goods are lying at New Castle, and will + have to be ordered back; the chances are Smith will refuse to receive + them, and we will lose at least $75. The man that made that mistake ought + to be known; if we owe him anything he can have it in the morning, and + then let him be discharged. What do you say, Dewey?' 'It's a bad mistake,' + said Dewey, the partner, 'and we are making a good many, but it's pritty + hard to discharge a man. Let us see who made it, and show him how much + loss it causes us, and give him a pritty good scolding.' 'No,' said + Taylor, 'he ought to be discharged; d—n him, he ain't fit to be + around a store; if we owe him anything pay him up, and let him go; it will + be a lesson to the rest. 'Billy,' turning to me, 'bring the book here so + we can see who made that mistake.' Now I was mighty afraid that I had done + it. I had been doing that work, more or less of the time, and I trembled + as if I had the ague. And in looking at it before, I had paid no attention + to the writing. I went back to the desk for the book, and brought it to + Taylor. Dewey came over to look at it as Taylor opened the book and found + the place. 'H—l,' said Taylor, 'I did it myself!' Jerusalem! but I + felt good! 'Well,' said Dewey, 'if we owe you anything you'd better take + it.' I was just about dying to holler. The next day all the boys knew it, + and Taylor was mighty quiet for several weeks after that.” + </p> + <p> + “I came near losing a customer once,” said another man, “by a little + carelessness. I went into his store in a great hurry; sold him a bill, and + collected pay for a previous one. I neglected to enter the collection on + my book and also to report to the house. They shipped the goods ordered, + but supposing that I had not collected amount due from him, inclosed a + statement of account with a 'please remit' at the bottom. No bull ever + flew at a red rag quicker than he flew at that statement, and he wrote a + saucy letter, saying he had paid me, and he didn't like being dunned for a + paid bill, etc., etc. You all know just how a small man will act under + those conditions. They forwarded his letter to me and I acknowledged my + carelessness; I wrote him taking all the blame on my shoulders, and + explaining how the mistake happened. But his Irish was up, and in a few + weeks he went into the store, still talking 'bigitty,' proposing to settle + up and quit. The book-keeper took his money, handing him back his change + and a receipt. He counted the change and pushed it back, saying, 'That + ain't right.' The boss stood near, taking all the tongue-lashing, but + feeling as if his cup would run over if the book-keeper had now been + guilty of making a mistake. He took the change, ran it over hastily, and + saw that it was correct. This was nuts. 'It seems,' said he, 'you + occasionally make mistakes, Mr. B., so you ought to make allowance for + others. It is a devilish smart man who never makes a mistake, and a + devilish mean one who will not make allowances for the mistakes made by + another.' 'Oh, I'm mean, am I,' said B.; 'well, I pay my bills.' 'So do + other people; you're not the only man who pays.' But B. went off on his + high horse. The next time I went there I could'nt touch him with a + ten-foot pole, but the trip after he came around all right.” + </p> + <p> + “I wish I had no collecting to do,” said a man near me; “I can sell goods, + but collecting is the deuce-and-all. I envy the New Yorkers who don't have + any collecting to do. Their business is to sell, and the house collects.” + </p> + <p> + “But when we do have to look after an account.” said a man whom I had set + down as a New Yorker from the first, “it is always a tough one. Not long + ago our house told me to stop at a town to see one Berry & Co., who + had let two drafts come back, and then had written an impudent letter. + They had given us an order for about $700 worth of goods, but they are + quoted light, and the old man concluded he'd send on a part of it, and + when that was paid send another part, and so on. They refused to pay + because they did not get all the goods ordered, and when asked for a + report of their condition refused to give one, saying parties could find + out about them from Dun or Bradstreet. I presented the account and was + told they wouldn't pay until they had to. I reasoned with them, but the + fellow was a big-head, and the more I talked the worse he acted. I finally + told him I was sent there to get the money or put the account in the hands + of an attorney, and went out saying I would be back again at a given hour + and I hoped they would be ready to settle up. I went to the other dealers + there whom I knew and they all said the fellow hadn't a leg to stand on in + court. I went back in the afternoon, and after getting another tongue + lashing, he gave me a check, but told me I had lied, as he handed it to + me. I haven't wanted to punch any one in years as I did him, but I gave + him my opinion of him in a few words, and he won't soon forget it, either. + Now, you Western men don't have that kind of trouble in your collecting.” + </p> + <p> + “No,” said a grocer, “our men never say they will not pay; it's the other + way; they say they will and then don't. Seems to me I could get along with + a man who said he wouldn't but could be made to. I could do something + there; but the fellow who solemnly assures you he will send in a large + remittance next week, and then doesn't, is a hard one to manage.” + </p> + <p> + “Do you want to know who, in my opinion, is the smallest man on earth?” + asked a Chicago traveler. + </p> + <p> + Of course they all looked assent. + </p> + <p> + “Well,” said he, “Ed. Smythe told about him the other day, and I know the + man. Ed. had his samples open at the Moody House and called on the man. + Yes, he would go look at them; he wanted a few German goods. He went + there, looked the cards all over (Ed. has three trunks), made a sheet full + of memo's, and said he would write out an order. Ed. called around about 6 + o'clock in the evening. There are two chairs in the office; the hog sat in + one and had his feet in the other; he was reading a newspaper and kept on + reading; Ed. stood around patiently, as any man can afford to be patient + if he is going to get an order. In the course of half an hour a friend + came in and wanted to know of the hog if he wasn't ready to go somewhere. + He jumped up, pushed his books in the safe, talked to his friend, and + ignored Ed. After a while Ed. said: 'Have you made out your order, Mr. + B.?' 'No, sir; I'm not going to give you an order. I don't intend to buy + any more from your house,' and he walked into Ed. in a way that he + evidently thought would impress his friend that he was a wonderful cuss. + Ed. is a good-natured fellow, and business is business; he didn't open on + him then, but he got even before long. I tell you the smallest man in the + world; the meanest dog in the kennel; the dirtiest whelp I know, is the + fellow who thinks it's brave to abuse a drummer when he has him in his own + store.” + </p> + <p> + This received a universal amen. + </p> + <p> + “Let me read you a sketch from the <i>American Grocer</i> on 'Smart + Alecks,'” said a man, drawing a copy of that paper out of his pocket. + “It's called, 'Solomon Smart visits the City.'” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0008" id="link2HCH0008"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER VIII. + </h2> + <p> + Solomon Smart, of New Portage, O., dealer in general merchandise and + country produce, had been in business three years, but had never, until + the present occasion, visited the city where the larger share of his + purchases came from. + </p> + <p> + Going to the city was something to which he had long looked forward. He + had dreamt of it when he was a clerk; he had eagerly questioned the + traveling men about it, and his old employer always told marvelous tales + when he returned from his annual trip. + </p> + <p> + When the old man died, and Solomon, assisted by his father-in-law, was + enabled to buy the stock, he began to arrange for a business trip to the + city, but somehow every plan he made was interfered with and came to + naught. It was a source of great grief to him that he could not carry out + his plans. + </p> + <p> + “If I could only get to Toledo,” he often said to his wife, “I could save + at least 10 per cent on prices, and I could pick up job lots of things at + big discounts. All the jobbing houses have odds and ends that they are + willing to sell at anything they can get, in order to get rid of the + stuff. I hate to buy of drummers. It costs piles of money to keep them on + the road, and the men that buy of them have to pay it.” + </p> + <p> + Solomon, as may be supposed, was not popular with traveling men. His + contempt for them was expressed openly, and his opinion of their being a + curse to retailers was usually the first thing he told them, after be had + looked at their cards. Some of them argued the matter with him. Some of + the more independent members of the profession told him he was a blank + fool. But those who called regularly let him say his say and then squeezed + an order from him, keeping their opinion of him for use outside his store. + </p> + <p> + His peculiar opinion of traveling salesmen was not his only peculiarity. + Most of “the boys” on the road mentioned him as “Smarty Smart,” because of + certain tendencies he had of making reductions in prices, of marking off + charges for cartage or boxing, or of returning goods because he had + changed his mind after buying them. + </p> + <p> + Solomon didn't intend to be mean; he fancied he was only standing up for + his rights, and if he occasionally took a little more than his conscience + told him was his “rights,” he soothed that by saying to himself that the + house wanted to sell him so mighty bad they would stand it. + </p> + <p> + Let a man be constituted as Solomon was and his “smartness” grows on him. + He has an idea that every house he buys from is trying to get unfair + advantage of him, and that he must present a bold front or he will be + imposed upon. He always magnifies his importance as a buyer, and fancies + that every order he sends in is met with a hand-organ and treated to + champagne. + </p> + <p> + So when he finally saw his way clear to making the long-wished-for visit, + some of his pleasantest anticipations were the welcomes he expected from + the heads of the wholesale houses, and the invitations he would receive to + dine and wine with them. But he did not propose that they should pull the + wool over his eyes. He would show them that he was no “greeny,” and that + he knew what was what. + </p> + <p> + He carried two large empty valises with him to bring home as much of his + purchases as possible as baggage, and when he reached the city hotel late + in the evening the clerk sized him up as easily and as accurately as if he + had known him for ages, and sent him to one of the poorest rooms in the + house most unceremoniously. + </p> + <p> + The next morning, bright and early, Mr. Smart started out to do business. + His first call was on a hardware man with whom he had done considerable + business, and from whom he was sure of a warm welcome. He was met by a + pleasant young man whose manner seemed to ask, What is your business? He + asked for Mr. Braun. Mr. Braun was not down yet but would be in a short + time. Would he wait? No; Solomon didn't propose to wait. He was there on + business and must attend to his business. Perhaps the young man could wait + on him? No, indeed; Solomon didn't come to town to be waited on by clerks. + Perhaps he would call again, but he said it with a doubtful tone as if he + was not sure that he would patronize a house where the proprietor didn't + get around earlier in the morning. Then again he was somewhat indignant + that the clerk should not have known him, and when he was asked to leave + his name he went off saying it was no matter. + </p> + <p> + Then he called at Sikkor's, wondering if anyone would be in there. Was Mr. + Sikkor in? No; did he want to see him personally? Personally! He wanted to + see him on business, of course. He would not be at the store that morning, + but Mr. Birden was at the desk, yonder, if he would do. Well, it was good + to find one proprietor in; and he moved over to Birden's desk, where that + gentleman was busy opening the morning's mail. He looked up at the + approach of Smart, said “Good morning,” and waited for Solomon to tell his + business. + </p> + <p> + “This is Mr. Birden?” + </p> + <p> + “Yes, sir,” pleasantly. + </p> + <p> + Solomon had rather expected him to say, “This is Mr. Smart?” and to hold + out his arms, so he was somewhat disconcerted. + </p> + <p> + “I buy goods of your house occasionally.” + </p> + <p> + “Yes? Whereabouts is your place?” + </p> + <p> + “North Portage.” + </p> + <p> + “North Portage, eh? What is the name, please?” + </p> + <p> + “Smart.” + </p> + <p> + “Yes.” Solomon could see that he might as well have said Smith, so far as + Birden's seeming to recall it was concerned, and he began to get angry. + </p> + <p> + “How is trade, Mr. Smart?” + </p> + <p> + “Rather dull just at present.” + </p> + <p> + “Sorry to hear that; hope it will improve. You have a memorandum for some + of our goods, Mr. Smart? Let me call one of the men to wait on you. + Church, look here.” + </p> + <p> + And before Solomon had time to open his mouth he was introduced to Church, + who shook hands with him, linked his arm through his, and had him half way + to the sample room. They were getting on well till Church asked: “Let me + see, Mr. Smart, where is your place?” + </p> + <p> + “North Portage,” said Solomon in his crispest manner. No one seemed to + know him, or to remember him five seconds. + </p> + <p> + “Oh, yes; North Portage. Waite goes there. Waite's a good fellow; you like + him, don't you?” + </p> + <p> + “I'd like to have him stay at home. I never want to see a drummer.” + </p> + <p> + “Is that so?” and Church looked at him in mild surprise. “Well, what shall + we start on first?” + </p> + <p> + Solomon wasn't prepared to start on anything. It wasn't at all the way he + had expected to get started. He didn't like being pushed from one + proprietor to another, and then to a mere clerk, and to have that man take + it for granted that he was going to buy without any coaxing or figuring. + He was disappointed. He expected to have bought a bill here, but there + were other stores of the same kind in Toledo, and he believed he'd punish + these fellows for their indifference by going somewhere else. Good idea! + He would act on it. + </p> + <p> + He told Church that he guessed he wouldn't leave an order just then; maybe + he would come in again. Church coaxed him a little then, but it was too + late. Solomon was bound to go, and off he started for a notion house. + </p> + <p> + The proprietor was in the office, shook hands with him, asked about trade + and crops and finally proposed to show him some goods. This was more to + Solomon's taste, and he bought readily, but he was disgusted to see that + prices were no lower than the traveling man had sold at. He mentioned this + to Shaw. “Lower? Of course not. We can't ask you one price in Toledo and + another in North Portage. My man carries my stock into your store, lets + you see the goods, quotes you prices and posts you.” + </p> + <p> + “But his expenses are big; it costs you nothing to sell me now.” + </p> + <p> + “His expenses come out of my pocket; not out of yours. I would be mighty + glad if traveling men were done away with; but it would be a saving to me, + not to you.” + </p> + <p> + This rather staggered Solomon, for it upset one of his hobbies. As he was + finishing, and about to say “good-by” to Mr. Shaw, he saw the book-keeper + whisper into that gentleman's ear and turn away. + </p> + <p> + “By the by, Mr. Smart, my book-keeper tells me he has had some + correspondence with you over deductions made in remittances. These little + things are very annoying, and while the amount in dollars and cents is + nothing, still business ought to be done in a business way.” + </p> + <p> + Smart began to feel very hot. + </p> + <p> + “The book-keeper tells me that your last bill ran nearly two months over + time, and that you not only refused to pay interest, but did not pay + express on your remittance. Now, Mr. Smart, this is not right. Our place + of business is Toledo, not North Portage; our bills are due here, not + there; and if we allow them to run sixty days after due we are loaning you + money, and ought to be paid for the use of it.” + </p> + <p> + “I don't get interest from my customers,” said Solomon. + </p> + <p> + “That's your business and theirs. You do not sell them on a jobber's + profit. We deal with you as a business man, and in a business way. I think + I know just how you feel,” said Shaw, pleasantly; “when I began business I + felt the same way. I squeezed every cent that I could from the men I + bought from; but I discovered that it was poor policy. I saved a few cents + and lost the good will of the house, which was worth dollars. I speak of + all this in a kindly way, and to avoid future misunderstandings. Don't you + think of any thing else? No? Well, good-by, I am glad you called and hope + to do more with you in the future.” And before Solomon knew it he was + bowed out. + </p> + <p> + But he was boiling with rage. He was particularly angry with himself. He + had stood there and taken the lecture as if he was a boy. It was in his + mind to cancel the order just given to Shaw, but that gentleman had + dismissed him so politely and smoothly that he hadn't had time to do it. + It had never seemed possible to him that he would have listened to such a + lecture as that without giving back as good as he got, and then sending + the man and his goods to—-, a place where there is no insurance + against fire. + </p> + <p> + In no very happy frame of mind his next call was on his dry-goods house. + Mr. Luce met him, when he introduced himself, decidedly coldly. Solomon + began to think that he would go to some other house with his order rather + than leave it here. But before he made a move to go out Mr. Luce asked, + “Is there anything I can do for you?” + </p> + <p> + “I don't know as there is.” + </p> + <p> + “Our Mr. Goodnow did not stop at your place the other day because of your + habit of returning goods. While we would be glad to do business with you, + we cannot allow anyone the privilege of ordering goods and then returning + them at our expense, if he happens to change his mind. I do not try to + make Eastern houses shoulder my mistakes, if I make any in ordering goods, + and I don't see why I should bear your burdens.” + </p> + <p> + “Why don't you send what I order? I didn't order the blue print I returned + the other day.” + </p> + <p> + “Mr. Goodnow is very positive that you did order it. It is always possible + that the small sample he carries with him appears differently to a man + than the goods do when seen in the whole piece. And a man might + occasionally be expected to make a mistake, as you did the other day when + you wrote us to send you three gross of corsets, when you intended, you + said afterward, to order but three dozen. But in the last three bills + bought of Goodnow you have sent back goods, and it is not possible that he + made such mistakes. Then you deduct from bills, though made out at prices + agreed upon.” + </p> + <p> + “The last cambrics were billed half a cent too high,” said Solomon. + </p> + <p> + “Then you shouldn't have ordered them. The time to make prices is when you + are buying. We have a price for every article in our stock; if you ask it + we will give it to you, and then you are at liberty to order or not, as + you think best; but if you send us an order for cambrics and say nothing + about the price you have no right to express them back to us because our + price happens to be different from what you expected. You could have + learned our price before ordering, and not having done so, you ought to be + man enough to stand to your own action.” + </p> + <p> + “You claim to sell as low as any one, don't you?” + </p> + <p> + “We do, and are ready to quote our prices so they can be compared with + others when called upon to do so. But we all cut occasionally for reasons + of our own, and I prefer to make prices when selling goods, not after they + are delivered. Some time ago you returned by express a few trinkets. You + knew that Mr. Goodnow would be at your place in a short time, and you + might easily have waited until seeing him before returning the goods, but + you evidently thought you were punishing us and showing your grit by + rushing them back by express. I assure you it does not add to your + reputation as a business man. I thought I would mention these points to + you because they are important in our relations, and unless the men you + buy from feel pleasantly towards you there is every reason to suppose that + you will be the loser.” + </p> + <p> + “I guess I can buy all the goods I want,” said Solomon; “I've not been + troubled that way yet.” And he walked off, with a surly “Good day.” + </p> + <p> + He had never bought but one bill of the other dry goods house, and did not + like their traveling man; but now he would have bought of Old Nick rather + than buy of Luce. He went over to Keeler's and again introduced himself + (the task was getting as disagreeable as it was monotonous), saying he + wanted to buy some goods. The gentleman made an excuse to go to the desk + for a moment, and Solomon knew it was to consult the reference book as to + his standing; having found that satisfactory he proceeded to show him + through the stock. The goods were not nearly so much to his taste as was + Luce's stock, but he bought lightly, and considered that he was punishing + Luce. + </p> + <p> + After dinner he called again at the hardware store, and this time found + Mr. Braun there. He was greeted cordially when he gave his name, but + imagine his feelings when, after a few remarks, Braun said: “What's the + matter with you people down at North Portage about axes? We wrote you that + four of the last six you returned were in no way covered by warrants; some + were broken in solid steel, some were ground thin and had to bend, and one + had never even been out of your store. We can't ask any factory to take + back such goods from us, it wouldn't be right; and we do not make enough + profit on a dozen axes to stand such a loss.” + </p> + <p> + “If you give a warrant you ought to stand up to it.” + </p> + <p> + “We do stand up to it, every time; and we do a good deal more than that. + But you do not stand up to it. You take back goods not covered by a + warrant and expect us to stand the loss.” + </p> + <p> + “Well, if my customers bring them back I must take them or lose their + trade.” + </p> + <p> + “That's your business, not mine. I don't care what you take back or do not + take, but I object to your taking them back and then shifting all the + burden over to us. We have charged your account with the cost of making + these axes good.” + </p> + <p> + “Well, that's the last time you'll ever have a chance to do that.” + </p> + <p> + “We can't help that; right is right. It's a small affair, but the thing + has to stop some time, and it had better be stopped now.” + </p> + <p> + Solomon pulled out his wallet, “How much is my balance here?” + </p> + <p> + Braun turned him over to the book-keeper, who took his money and gave him + a receipt. As he walked out he did not hear the remark of Braun to the + clerk: “He's one of those smart Alecks that have to be sat down on + occasionally, but I guess I gave him a lesson.” + </p> + <p> + He bought his hardware of another house; he bought his groceries of a new + firm; he didn't buy any boots and shoes at all, because the clerk did not + take hold of him just right, and he reached home the next morning a tired, + soured and disgusted man. He told his wife that he had been a fool to + spend money when he might have stayed at home and bought of traveling men. + “I tell you,” said he, “a man's a mighty sight more independent when + buying in his own store. The drummers are red hot for orders, and you can + squeeze them down. Then you've got your stock to look at, and see costs, + etc., and the men feel you're doing them a favor to give them an order; + but, by George, they think they're doing you a favor to sell you in their + own stores. I'm done going to town.” + </p> + <p> + I saw Mr. Smart a few weeks ago, and he gave me his report of his trip: “I + learned something,” he added; “I believe I can make more money by having + the wholesale houses my friends than I can by making them mad at me, and + now we get along first rate. I guess Luce is one of the best friends I've + got, but I was all-fired mad at him that time, I tell you. And what made + me the hottest was that I felt the old man was right.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0009" id="link2HCH0009"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER IX. + </h2> + <p> + A good hotel is a blessing, but the best hotel is still a hotel, and can + be nothing more. One feels all right until the bellboy has fixed the key + in the door and gone. Then you begin to realize that you are alone. + There's but little difference, I imagine, in the feelings of a prisoner + going into his cell at the close of day and those of a man in his lonely + bed room in a hotel. There may be noises and voices, even songs and + laughing, on either side of you, but these only serve to show you how + lonesome you are. + </p> + <p> + I dislike to go to my room until I am forced to do so by the hour. I want + to be among people and to see them about me. I go to my room under + protest; I turn the key, fix the bolt, look at the window, open my valise, + and wish I was at home. I think of fires, of sudden sickness, of + to-morrow's trade, of to-day's orders, and of all the pros and cons of + business. Through the night I hear scurrying feet in the hall, the late + arrivals, the early risers, the bell-boy's raps on the doors, and finally + the chambermaid's clatter, and her occasional turn on the knob, as a broad + invitation to get up and out of the way that she may do her work. + </p> + <p> + I started out in the morning at B——, determined to do all in + my power to make a good showing for myself. There is but one gun-store, + but all the hardware dealers handled something in my line. It is a sleepy + town. Time was when it had a large trade in the surrounding States, but of + late it sells near home. A town of its size might and ought to support two + or three good gun stores. I called on Bell & Co., gave the man who + looked most like the buyer my card, and proceeded to say a word or two + about something else than business. + </p> + <p> + “We have had some goods from your house,” said Mr. Bell, “but we never get + our orders filled. There's always something left out. I don't like it. + When I order an article I want it.” + </p> + <p> + Our house had always made a specialty of filling orders complete, and I + was surprised at what I had just heard. I remarked this, and that I was + the stock-clerk, and that I feared he was visiting on our heads the sins + of others. + </p> + <p> + “No, I am not,” said he. “In the last bill we sent you there were two + items left out;” and he found the bill and showed me our own memorandum + regarding the items. To be sure they were goods we never kept in stock and + never intended to. I explained this, but he took the ground that, in the + first place, a house should keep everything in its line, and if they + happened to be out of anything should buy it. + </p> + <p> + I did not attempt to contradict him, for it's a mighty poor time for that + when you are hunting for an order, but I tried to change the conversation + into some other channel. + </p> + <p> + “How is your stock of guns?” + </p> + <p> + “Full. What do you ask for the Lafoucheaux, twist barrels?” + </p> + <p> + “Ten fifty.” + </p> + <p> + “Oh, you're way out of reach.” + </p> + <p> + It's a pretty good plan not to disagree with a man at any time, but it's + especially a wise course about this time. + </p> + <p> + “I can buy them,” said he, “at $9.” + </p> + <p> + “Yes? That beats me; $10.50 is best I can do. Who quotes at $9?” + </p> + <p> + “Why, Reachum does. So does Tryon's man. Do you know him?” + </p> + <p> + “I do not.” + </p> + <p> + “He's a lightning fellow; well posted; good natured; sharp as a needle, + and a mighty sight better than his house. If he was in business for + himself I'd buy all my goods of him.” + </p> + <p> + Yes, that was interesting; but I had other fish to fry. + </p> + <p> + “Do you need any Lafoucheaux guns?” + </p> + <p> + “Yes, if I can buy them right.” + </p> + <p> + “I will meet any price given you by Reachum, Simmons, or Hibbard Spencer.” + I didn't want to; I wanted to get better prices than they were quoting to + their mail trade, but I proposed to make myself solid with him at once. + </p> + <p> + “Well,” said he, “I'm waiting for Clayton. I rather promised him an order + the last time he was here, and he's to be here in a day or two.” + </p> + <p> + If there's one thing in the wide world that would make a man work for an + order that is the kind of speech to do it. I had no grudge against + Clayton, but I was bound to get that order or know why I couldn't. I + remarked that Clayton was a first-rate fellow. + </p> + <p> + “Yes, he is; he's quiet and modest, and knows his business; if he only let + up on his whistle he'd be perfect.” + </p> + <p> + “I didn't know he was a whistler.” + </p> + <p> + “He is; he's always whistling under his breath as if he was trying to + catch the extra 2 1/2 on cartridges.” + </p> + <p> + “Are you handling the U. M. Co. cartridges?” + </p> + <p> + “Yes; got them of Simmons. He offered to discount Reachum and I gave him + the chance. What are you doing on cartridges?” + </p> + <p> + “60 and 10.” + </p> + <p> + This was cost, but I saw he had a good stock. + </p> + <p> + “What are you doing on Champion guns?” + </p> + <p> + “25 and 10.” + </p> + <p> + “And Zulus?” + </p> + <p> + “$2.40.” This was bottom on both these articles, and I would get my hair + pulled if I sold at these prices, but I was in for it, and proposed to + keep on. The partner came up to me and asked about revolvers, and very + soon we were chatting about our line in detail. + </p> + <p> + If men really want goods, it is often difficult to get them to order. They + have thought, like Bell, of waiting for a particular man, or they fancy + there may be advantage in delay, or they have no figures but yours and are + not sure you are quoting bottom prices. There is a disinclination in all + men to buy even in good times, and in these days there is almost a + determination in every dealer's heart that he will not order anything at + any price, or under any circumstances. Of course, when a call comes for + something he has not got he realizes that he has gone too far. + </p> + <p> + I spread out my samples, talked my prettiest, sang the special praises of + my goods, and finally heard the welcome words: “You may send us,” etc. + When one gets that far, it is his own fault if he does not go on. Several + times in our work we were interrupted, so that the forenoon was pretty + well spent when I was through. It was the hour when many men go to lunch, + and I fancied Mr. Bell to be a man who occasionally might enjoy a glass of + beer, so I suggested that we go out. He assented, and led the way to the + nearest place. + </p> + <p> + What is there in the act of eating or drinking together that draws men + nearer? It surely does do this, but I don't know why. In his store we were + in the position of proprietor and drummer, at the beer table we were two + sociable men. + </p> + <p> + “I do not often drink,” said he, “and there are times when I feel provoked + at being asked out. Some drummers throw out the invitation as if it was + part of their samples, others as if they saw I was cross, and proposed to + spend five cents in beer to make me good natured. I occasionally enjoy a + glass of beer, and when I don't feel like drinking it all Chicago couldn't + make me drink.” + </p> + <p> + I remarked that I was pretty much in the same way. + </p> + <p> + “I've known a good many traveling men who went to the dogs from too much + treating,” said he. “When I began business in '65 one of the best salesmen + out of New York sold me my first stock. He was paid $5,000 a year, and was + worth it. He went on a drunk here, but braced up in a day or two and went + off all right. The last I heard of him he was dying in a hospital in + Cincinnati of delirium tremens.” + </p> + <p> + “You must have known a good many men in your time?” + </p> + <p> + “Yes, sir; and knew a good many to go up, and a good many to go down. I + was in the hardware trade then, and bought of Billy Smythe and John + Milligan. Look at those boys now! Both of them in splendid positions. Poor + Hank Woodbury, who sold me thousands of dollars from Sargents', went + insane and died. I remember a man dropping in one day who looked a good + deal more like a school teacher than a salesman. His name was Bartlett and + he was selling chisels. He didn't know much about the goods, or about + hardware, but he had a frank, open way of confessing his ignorance and his + prices were all right. Do you know him?” + </p> + <p> + “Yes.” + </p> + <p> + “All the wholesalers know Bartlett; he's getting shiny on the head, but he + can talk Miller's cutlery sweeter than the angels can sing. They tell me + he's grown rich and lives like a lord; owns an island in Long Island + Sound, and a yacht and other good things, but he's the pleasantest man who + comes here.” + </p> + <p> + I like to hear about traveling men who have prospered; they ought to get + on in the world if any class of men can get on. There may be houses that + are prosperous in spite of their salesmen, but such houses are very few. + And the man who can make money for others ought to be able to do that for + himself, but this does not always follow. I have met some traveling men + who were once superior salesmen and then steadily ran down. Perhaps whisky + is back of it, or, perhaps, circumstances are against them, but every + business man will have known just such cases. Mr. Bell and I discussed + this until it was time to part, and then he said, “Come in again, I may + see something else.” I felt that I had won his good will. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0010" id="link2HCH0010"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER X. + </h2> + <p> + I left Mr. Bell, and went a square farther down the street to a hardware + store, where our house had occasionally done some business. I was very + familiar with the firm's name, and had heard a great many stories of Mr. + Harris, the buyer. There was an air of push and prosperity in the store, + and when I inquired for the buyer I was shown into the office. There were + two men at the desks, and a man lying on a lounge; the latter proved to be + the man I wanted. + </p> + <p> + “I don't feel like doing any business just now,” said he, “come in after + dinner.” + </p> + <p> + This was pleasanter than to be told not to come in at all, so I made + another call on the street, but did no business. As I took my place at the + dinner table a man opposite me (we two were alone) nodded, and asked if I + was selling hardware, saying he had seen me come out of Mr. Bell's. I told + him my business, and he gave me his card: Tibbals, of Meriden, Conn. I've + seen many handsomer men than Tibbals, but I have not often met one who was + better company. He had been on the road, so he said, for twenty years, + selling plated ware, and I expect “Rogers Bro., 1847,” was tattooed all + over him. + </p> + <p> + “Have you sold Harris?” he asked. + </p> + <p> + “No, he told me to come in after dinner.” + </p> + <p> + “What a lazy fellow he is! That man is the laziest one on my route. I took + his order this morning while he lay on a lounge. I asked him if he was + sick, and he said he was not, but he was tired. Great Scott! just think of + a man getting tired doing nothing.” + </p> + <p> + I saw Tibbals liked to talk, so I led him on to more details about Harris. + </p> + <p> + “Some folks are lucky,” said he. “When I came out here in '65 Harris was a + traveling man, but the next January he was given an interest. The house + was old, rich, well known and well liked. They carried everything in stock + from a bar of iron to a knitting-needle. Harris took the books and + gradually got to be the buyer. He used to have some ambition, but for the + ten years last past he takes the world as easy as if he was a fat old + dog.” + </p> + <p> + “Do they still make money?” + </p> + <p> + “No, I guess not. They don't buy as they used to, and they are always + grumbling. But other men have made lots of money here in these twenty + years and didn't have one-tenth the start Harris had.” + </p> + <p> + “Does he drink?” + </p> + <p> + “Of course he does. Great Scott! when did you ever see a lazy cuss that + didn't drink? I've often gone over to the billiard-room and taken his + order there. I believe, by thunder, he would leave a customer any time if + a crony came for him to go off on a good time.” + </p> + <p> + I do like to hear an old traveling man. If he has the inclination he can + give one lots of points. Tibbals went on: + </p> + <p> + “I ran across a man in Seebarger's the other day that I used to know in + Toledo and Cleveland. He was stock man twenty years ago and ten years ago, + and is to-day. He's a first-rate man; solid, reliable, competent; he seems + to be content, and he used to seem content. But how, in the name of H. C. + Wilcox, can a man be so satisfied with himself? I don't understand it. I + should want to be going up or down; I wouldn't be a setting hen all my + life.” + </p> + <p> + “You have seen many houses go up and down,” I said. + </p> + <p> + “Well, I have. I remember a Detroit concern that in '65 had a nice, small + trade, but each year seemed to be doing better, until I used to think they + were about the sharpest set on my route. Business was always good, and the + goose was away up. One of the partners built the nicest house in the city, + and lived like a baron. But, by hokey, he's on the road selling goods + to-day, and another man lives in his nice house.” + </p> + <p> + “What brings them down?” + </p> + <p> + “Big head, almost altogether. They get the big head; they fancy they are + all Claflins or Stewarts, and they suddenly drop through a hole. It's + almighty hard to be successful and not take to worshiping yourself. And + the younger men fall into the trap easier than the old ones do or did. + Take such a man as Wm. Bingham, of Cleveland; I don't see any change in + him in twenty years. Yet the house has grown to be a very large and very + successful one. Did you ever know Tennis?” + </p> + <p> + “No, I did not.” + </p> + <p> + “In '65, Tennis & Son seemed to be the booming firm in hardware there. + They were rich and had a big trade. The old man died, the boys ran through + the business so fast that you couldn't catch it with a gun. Oh, I've seen + a good many fellows go under in twenty years.” + </p> + <p> + “And you think it's always their own fault?” + </p> + <p> + “Not always. I've seen some mighty good fellows go down. I remember a + Toledo concern—good workers, good habits, living economically, but + '76 pinched them to the wall. I tell you it's hard to see such men fail. + It's like death to them. They fight against it until it's no use fighting + longer, and it's pitiful to meet them.” + </p> + <p> + “How is plated ware?” I asked, to be sociable. + </p> + <p> + “Like all other ware, mighty hard to sell. There's several Rogers, all + genuine, but I'm the head one. Our goods are the best known and the best, + but if another 'Rogers' offers 2 1/2 per cent, better, off goes my + customer. Do you have folks so confounded close?” + </p> + <p> + I assured him, laughingly, that I had. + </p> + <p> + “Well,” said he, “it's funny. I'm not so all-fired close when I buy a suit + of clothes; I don't leave a man if he won't throw in a pair of suspenders; + but dealers will go back on their best friend for a tooth-pick. I'd like + to sell a line of goods like Chris Morgan's, where the price isn't + mentioned.” + </p> + <p> + After dinner I called on Harris and found him scolding the boys in the + store-room. I saw he was irritable, and would have gone out if I could, + but he saw me and I had to advance. + </p> + <p> + “D—n those Eastern fellows,” said he, vindictively, “I'd like to + wring their necks.” + </p> + <p> + I had to appear interested and ask why. + </p> + <p> + “Because they're such infernal fools. Here's a case of 150 pounds just in + by express with $3.37 charges; could have come by Merchants Dispatch for + 69 cents. But the fool clerks they have down there have the most insane + idea about express, and every little while will shove something like this + in on us.” + </p> + <p> + “Can't you charge it back?” + </p> + <p> + “D—-d if I don't!” + </p> + <p> + He went into the office and ordered the book-keeper to charge up the + difference. I could sympathize with him. As stock clerk I had seen many a + box come in from the East by express that we were in no hurry for, and + that was never ordered to be so sent. The parties doing most of this are + not in New York stores, but at the factories. In the small towns where + most factories are, express and freight bills are paid once a month in a + lump, and the clerks and shippers do not see the cost of each shipment. + This makes them careless as to such charges, and to receive or send a big + box by express is a matter that does not need a second thought. But in the + cities, where each package is paid for when delivered, the clerks soon + learn how express charges count up, and they do not ship so carelessly. + </p> + <p> + Perhaps I said something of this to Harris, but he finally turned to me + sharply and said, “What are you selling?” + </p> + <p> + I handed him my card again. + </p> + <p> + “Oh, yes; well, we don't need any.” + </p> + <p> + Goodness! How disappointed I was! I guess I looked it, for he added, + “Unless you've got some d—d low prices.” + </p> + <p> + I assured him I had, and made up my mind to give him only our ordinary + figures; I had heard our senior say once that the man who talked this way + was never a very close buyer. + </p> + <p> + Just at this moment a very pert young man came in at the office door, + walked up to Harris, handed out his card in a way that pushed me to one + side, and said: + </p> + <p> + “Mr. Harris, we've got the best butcher knife there is in the market.” + </p> + <p> + “Better than Wilson's?” + </p> + <p> + “Yes, sir; better than anybody's.” + </p> + <p> + “How does your price compare with Wilson's?” + </p> + <p> + “We are about the same.” + </p> + <p> + “Then I don't want it. Wilson's are good enough for me.” + </p> + <p> + “But I can show you ours is better.” + </p> + <p> + “I don't want any better, unless it's at less price. Wilson's sell + themselves.” + </p> + <p> + The young man looked crestfallen and soon went his way; I took up my + story, but instead of asking about this, that or the other article I + handed him my price-list and asked him to look it through. He stretched + himself on his lounge, and taking the book was about to open it, but + stopped to ask, “Have you got a cigar about you?” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0011" id="link2HCH0011"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XI. + </h2> + <p> + When I had given Mr. Harris a cigar and he had lit it, and when he had + once more resumed his horizontal position on the lounge, I proceeded to + take his order. He was an easy man to sell. The stock was low on some of + my goods, and he had a favorable impression of my house, so he ordered + easily, saying but little about prices until we came to cartridges. + </p> + <p> + “Whose cartridges are you selling?” he asked sharply. + </p> + <p> + “We handle both the U. M. C. and Winchester.” + </p> + <p> + “No Phoenix?” + </p> + <p> + “We don't keep them in stock, but I can get them for you if you prefer + them.” + </p> + <p> + “I won't sell any other.” + </p> + <p> + I was curious to know why. + </p> + <p> + “Just because I like Hulburt; he's one of the nicest men there is in New + York, and I'm going to handle his cartridges every time.” + </p> + <p> + “But,” said I, and very cautiously, “don't you find some trade that will + insist on having the other brands?” + </p> + <p> + “Yes, and they can go somewhere else and get them. I wouldn't buy a U. M. + C. cartridge if there never was any other. Reachum uses their goods to cut + prices with, and, d—n 'em! they can sell him, but they can't sell + me.” + </p> + <p> + I finished the bill, then chatted awhile with him about trade. + </p> + <p> + “There's no money in business,” said he; “times were when you could make a + profit, but nowadays it is a struggle to see who can sell the lowest. + There's a revolver that I bought of Tryiton for 53 cents, and our men say + he has advertised it all over for 55 cents. How the devil am I to pay + freight and sell for 2 cents profit? There is no such idiocy in any + business today as in the gun trade. A jobber has to fight against every + other jobber and the manufacturers too. The U. M. C. folks are said to + back up Reachum, and Simmons is supposed to have Winchester behind him, + and away they go, seeing who can cut the most and be the biggest fool.” + </p> + <p> + “But is it not so in other lines?” + </p> + <p> + “No; the prices are not advertised to any such extent as with guns and + ammunition.” + </p> + <p> + “Then you think the factories could stop it if they chose?” + </p> + <p> + “Oh, the factories be d—d! Seven-eighths of the factories are + managed by school-masters. They get up their little schedule of prices + just as they draw off their 'rules and regulations' for their help, and + expect the dealers of the country to dance to their tunes.” + </p> + <p> + I thanked him for his kindness and went on my way very well content. But + when I sat down to copy off the order I was put in quite a quandary. + Traveling men meet such men as Harris frequently. He gave the order + because he was friendly to the house, but he had not asked for prices on + anything. What was I to do? I had several prices, for my figures were + elastic, to offer trade, according as the buyer was a close one or not, + and just where to put Harris I did not know. I proposed to ask him all I + dared and not get into trouble, but to decide on what this limit was gave + me some study. + </p> + <p> + The other trade in the city I attended to carefully, and was well + satisfied with my work. In the evening I started for C. As I went into the + car there were three men at one end talking rather loud and sociably, and + I went as near to them as I dared. One of them had lately been out to + Denver and that section, and was describing to his audience the wonderful + perpendicular railroads of Colorado, I soon found that all three were + connected with boots and shoes, but handling different grades or styles, + so they did not conflict. Of course they were from Boston, and equally of + course they were rather priggish. The talker was not more than 22 or 23 + years old, but the immense experience he had passed through was more than + wonderful, and the old chestnuts he got off as having happened to himself + were beyond Eli Perkins' power of adaptation. + </p> + <p> + “I had a customer in Peoria,” I heard him say, “who picked up a goat shoe + and said 'he supposed dat was apout tree sefenty-fife.' I told him it was + $5.25. 'O, tear, tear,' said he, 'can't you make him four tollar? Shake + dells me: Fader, ton't you puy ofer four tollar. You should see my Shake; + he is only dwendy-dwo, but he got a young head on old shoulters.' I told + him that, seeing it was he, I would make the price $5, and he ordered + twenty-four pairs.” + </p> + <p> + He told this as if it was the most comical story ever heard, and he + laughed both long and loud over it, as did his two friends. + </p> + <p> + “When are you going home?” one asked him. + </p> + <p> + “Next week; been out over two months; had a big trip, but I don't expect + to do any more traveling.” + </p> + <p> + “No! Why not?” + </p> + <p> + “I'm going to be married.” + </p> + <p> + “No! Who to? Are you telling the truth?” + </p> + <p> + “Yes, I am; honest; going to marry the boss's daughter. She and I used to + go to school together, and I honestly believe she made the advances to me, + rather than I to her. Oh, yes; I'm all fixed; going to stay in the office + and help the boss.” + </p> + <p> + I wondered what kind of a girl the “boss's” daughter could be, to marry + such an ass as this, and I would have been glad to see the photograph of + her that he passed to his friends, but I made up my mind that the “boss” + was getting a rare prize in a son-in-law. + </p> + <p> + Sitting in the smoking room of the hotel that evening I heard some men + mention names that were familiar to me, and I discovered the talker to be + a groceryman. + </p> + <p> + “If our goods are close,” said he, “the sales are large and folks have to + buy. I heard H. K. Thurber say that the best year's business that he ever + did was on a net profit of 1-3/4 percent.” + </p> + <p> + “Phew! How much did he sell?” + </p> + <p> + “Eighteen or twenty millions.” + </p> + <p> + “I've been in Thurber's store,” said another, “and I tell you they have + things down fine. I think H. K. Thurber had the best head on him of any + man I ever saw. He was quick as lightning; his judgment was good; he had + no soft spot for any one, and he didn't tell his plans to any one. But + Frank, his brother, seems to be just as successful, and yet is very + different.” + </p> + <p> + “He's the politician, isn't he?” + </p> + <p> + “Yes; he was a Greenbacker, and anti-monopoly, and lots of other things. + Some of these days he'll be Mayor of New York, or go to Congress, and + he'll be heard from. His public life is profitable now, for it helps to + advertise Thurber's business.” + </p> + <p> + “Well,” said another, “You've got to get up mighty early to get ahead of + Hoyt in Chicago. They don't sell as many dollars, perhaps, as Thurber, but + they have sand, and they don't put it in their sugar, either.” + </p> + <p> + “I like groceries. A dealer has to buy them, whether times are good or + bad. Folks must eat.” + </p> + <p> + “And take medicine?” + </p> + <p> + “Yes, and take medicine. And, by the way, do you know that the grocers are + giving druggists a lively time on medicines? They are. Thurber has a drug + department, and advertises them at 'a grocer's profit.' Lots of others + have gone in, and the day will soon be here when a man can buy his sugar + and quinine in the same place.” + </p> + <p> + “What will druggists do?” + </p> + <p> + “What have they been doing the last ten years? Sell teas and coffees, + cigars and tobaccos, and fancy goods. Look at a drug store in holidays, + and it is full of plush cases, placques, bronzes, and goods that were + supposed to belong to jewelers. The bars are dropping down in every line.” + </p> + <p> + “Business is done in queer ways,” said a man who was sitting near me. + “Tobacco men give away guns in order to sell their tobacco; coffee is sold + by giving plated ware, baking powder by glassware, boots and shoes by + giving dolls and sleds, ready-made clothing by a prize of a Waterbury + watch, and soap by giving jewelry. Nowadays a dealer don't ask you about + the quality of your goods, but about the scheme you've got to sell them. + It's a demoralizing way of doing business, and ruining trade.” + </p> + <p> + “That's so! That's so!” was echoed from all sides. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0012" id="link2HCH0012"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XII. + </h2> + <p> + Stepping into a hardware store early the next morning, after introducing + myself I was handed a letter sent to me in the care of the firm. I was + very glad to receive it, and accepted the pleasantly given invitation to + sit down and read it. + </p> + <p> + No man should greet a letter with more welcome than a traveling salesman. + It is a tie that connects him with home, he who is so wholly disconnected. + He is always wondering what his house may think of this sale, or that + price, or this failure to sell, and be he never so sure that he has done + well, still the assurance from home that they recognize his success makes + him happier. + </p> + <p> + Houses differ much in their manner of writing to their traveling men. A + friend of mine who lately made a change told me his principal reason for + leaving the old house was the letters they wrote him. “I never cut a price + in the world, unless I had to do it to meet a competitor; but if I did it, + no matter for what cause, I was sure to be reminded that I had not been + sent out to 'cut,' but to make money. Yet when I came home and explained + why I did it, I was told I had done the right thing. But they nagged me + the next trip just the same, and I grew tired of it.” + </p> + <p> + I did not find any such letter as that. It was a hearty commendation of my + work and braced me up for the future. “We miss you in the stock,” the + letter read; “but we can put up with all that while you do so well on the + road.” + </p> + <p> + I spoke of this to a traveling man. “Well,” said he, “I scarcely ever hear + from my house from one end of the trip to the other. Our goods don't vary + in price very much, and I'm not much of a hand at writing letters. I send + in my orders when I've any to send, and when I've none I save postage. But + I know men who have a printed form, and they have to fill one out and send + home every night, orders or no orders. That's too much like being a + sleeping-car conductor for me.” + </p> + <p> + After reading my letter I turned to Mr. Shively with determination to sell + him a good bill. But I saw he had a customer, and kept out of the way, but + not too far to hear the conversation. + </p> + <p> + “That,” said Shively, “is a better gun than the ordinary Lafoucheaux—a + good deal better. I know you can buy of Reachum and Shiverhim & Gaily + for $7.65, but there is all of $2 difference in the goods, and the man who + should appreciate this the quickest is the retailer.” + </p> + <p> + “But I can't get a cent more for this gun than for the others; buyers will + not discriminate.” + </p> + <p> + “You give them no opportunity. You take it for granted that they will go + to the lowest-priced places, so you insist upon buying the lowest-priced + goods, but I tell you, Mr. Thompson, you are making a mistake. A certain + proportion of every community runs after the lowest prices; a large + majority seek good value for their money, and a small percentage, who are + fools, buy only high-priced goods. Then again, a share only of the trade + will come to you or me. Our competitors, no matter how mean they may be, + will have their own friends, and, try as we may, we can only draw a + certain share of the trade.” + </p> + <p> + “That's so.” + </p> + <p> + “Of course it is so. And the dealer who looks these things squarely in the + face and acts accordingly is the one who succeeds. I remember when I was + younger I expected to do all the business in my line here. There was a run + on Parker's gun. The list price was $50; they cost us $37.50. Every one + was asking the list, but making a small cut if necessary. I had a fair + trade in them, but I concluded I would do more, so I advertised the price + $45. This did not accomplish what I expected, so I came down to $42.50, + and finally to $40. I sold a few more guns than I otherwise would have + done, but I did not make one dollar more of gross profit. In order to + attract a few extra buyers I had been cutting down prices to men who would + have bought of me, whether or no, and I stopped it.” + </p> + <p> + “I remember my first Parker gun,” said Thompson; “I called a man into my + store to look at it, one who talked as if he knew all that was worth + knowing about guns. He opened it, looked through it, sighted it, etc., + then asked the price. I quoted $50. 'That settles it,' says he, 'I + wouldn't have it; a good gun can't be bought for any such money,' and he + dropped it as if it was a hot brick. The next time I showed it I asked + $75, and I sold it at $65.” + </p> + <p> + “Yes,” said Shively, “the fools still live; I'm one of 'em. I suppose I do + things just as bad as that every day, but I don't do it knowingly. Here's + this craze over Smith & Wesson's revolvers. A man, for some good + reason of his own, wants a revolver in the house. He hopes he shall never + have to shoot with it, but for fear he may need one he buys it. The + chances are ninety-nine in one hundred that he has never been a marksman, + or if he was he is so much out of practice that he could not hit a door + off hand, and with his nerves steady. I show him a good revolver at $2.50, + or a double action bull-dog at $3. But he asks, 'Have you Smith & + Wesson's?' Of course I have; single action $9.35; double-action, $10.35. I + explain that the cheap one is as safe to the shooter as this is; that the + chances are not one in a hundred that a man can jump out of bed excitedly + and hit a burglar off-hand; that no burglar, hearing a shot, waits to be + informed whose make of revolver is used, and that practically the cheaper + pistol is the most sensible for him to buy. But he has a foolish idea that + he is going to be a much more formidable fellow with a Smith & Wesson + under his head, and he takes that. And because of just such idiotic men + Smith & Wesson can ask a big price for their goods.” + </p> +<pre xml:space="preserve"> + I was much interested in that talk, and sorry when the two men + separated. But I was there to sell Shively some goods, and I went at + it right heartily. +</pre> + <p> + “I am rather tired of the gun business,” said he, “and would drop that + branch quite willingly. It is being managed on the basis of brag rather + than that of brains. Any fool can sell a revolver at 92 cents that cost + him 90, or a gun for $7.50 that cost him $7. No brains are required to do + that. The poorest salesman I have on the road sells the most goods and + makes me the least money. The gun business has got into the hands of men + who have just brains enough to run a ten-cent counter store.” + </p> + <p> + “Is it not about as bad in other lines?” I asked. + </p> + <p> + “No, not quite. There is much more detail to other lines. The gun business + is compact and the line small. Consumers pick up names of makers quicker, + and post themselves easier. A man buys a pistol or gun but once or twice + in his life, and he gives the matter considerable study and shops around a + good deal. Fifteen years ago Kittridge of Cincinnati used to be the + champion cutter, but either he is out of business or has changed his + tactics; now St. Louis and Chicago have gone into the postal card business + and struck the 'Me Big Injun!' attitude. Here is a card one of my men sent + in from a little town to-day. Shot quoted 80 bags $1.16! The man can't buy + 80 bags in 80 months, and the house sending the card to him knows it, but + it gives him a basis to work on us, and hurts us without helping anyone.” + </p> + <p> + “Yet you buy of these card men?” + </p> + <p> + “No, I don't, d—n them; I'd shut up shop sooner. There is no reason + in the world for wholesale gun stores; the business ought to be handled by + the wholesale hardware trade, and ought to be done in a legitimate way on + a legitimate profit. But some idiotic manufacturer, either being hard up + for money, or envious of a competitor, goes to one of these gun houses and + offers a special cut price, and within twenty-four hours every little + cross-roads dealer is advised of the cut.” + </p> + <p> + “I heard a man swearing just about the same way about screws,” I said. + </p> + <p> + “Screws? Oh, yes; that's so. Screws have been about as mean. One factory + used the hardware trade of the country to club a competitor, and thousands + of dollars of values were wiped out in the operation. I had, say $1,000 + worth of screws, bought at 75 percent off. Russell & Erwin wanted to + hurt the American, so down went screws to 80. That didn't settle the + business, and next they went to 90 off. What was worth $1,000 at 75 off + was worth but $400 now. And this cut was advertised everywhere, so that + retailers insisted on getting it. The orders as sent in were not filled, + and retailers' orders on us were much larger than before. By and by we had + no stock, and then, without any reason other than their own sweet will, + prices went up again. It was a most outrageous piece of business from + beginning to end.” + </p> + <p> + “I am glad all the bad work is not done in guns,” said I, “but how is your + stock? I think bull-dogs are going to advance.” + </p> + <p> + “I suppose they are; look at this letter.” + </p> + <p> + He handed me a letter from a New York house which read: + </p> + <p> + New York,——, 188—. + </p> + <p> + Messrs. Rhodes & Shively—<i>Gentlemen:</i> I have entered your + order for 100 “Blank” Bull-Dogs at $2.85, prices guaranteed. Please send + on specifications. A combination is about to be formed among the + manufacturers, and prices will advance to $3.25. Yours respectfully, + </p> + <p> + F.B. Combaway. + </p> + <p> + This was news to me, so I opened the letter I had just received from home + and read to him: + </p> + <p> + “We have just got in a large lot of 'Blank' bull-dogs and you may cut + prices to $2.65.” + </p> + <p> + “Well,” said he, “what the devil does this man mean by sending me such a + letter?” + </p> + <p> + “He undoubtedly believed there was going to be an advance and booked you + for 100 revolvers.” + </p> + <p> + “What is your price on cartridges?” + </p> + <p> + “Fifty-nine per cent.” + </p> + <p> + “There is another smart combination. The cartridge association puts my + competitor in the A class and gives him 50 and 10 off, but we, who have to + sell in the same town and to the same men, can only get 50. It's the most + childish and sickly combination that I ever saw. Manufacturers seem to sit + up nights to see what infernal fools they can make of themselves. Now I + tell you there are only two classes of dealers—wholesalers and + retailers. If a man is a wholesaler he should have wholesaler's prices, + and if he isn't he shouldn't. But your smart Aleck manufacturers want to + rate them, as Bradstreet does, and give 12 1/2 off to the A class, 10 off + to B, 7 1/2 to C, 5 to D, and list to E.” + </p> + <p> + “But a man who buys 1,000 dozen axes ought to buy for less than he who + buys but 100 dozen?” + </p> + <p> + “Not a bit of it. If both men sell at wholesale they ought to be on one + level, otherwise the smaller buyer can not hope to succeed. And I tell you + it is much more to the interest of manufacturers that there should be six + small houses in a town than one extra large house. Your large buyer is + autocratic; he can break the market, and often does it to his own hurt, as + well as to the damage of every one else. The average buyer is content to + buy as low as his competitor, or if he gets a little inside price, keeps + it to himself, lest his competitor shall know it.” + </p> + <p> + “You seem to have figured it out pretty thoroughly.” + </p> + <p> + “I have, and I know what I'm talking about. But of all the silly things + manufacturers do, they never get quite so absurd as when they undertake to + advertise.” + </p> + <p> + “Please explain.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0013" id="link2HCH0013"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XIII. + </h2> + <p> + “I can explain what I mean by showing you this letter,” said Mr. Shively. + “Here is a line of goods I proposed to handle, and wrote the manufacturer + for prices. He has advertised them largely, but has not worked up a very + large sale as yet, though he has succeeded in making them pretty well + known. He writes me he will discount 35 and 5 per cent., and adds: 'Please + do not quote or sell at better than 30 and 5.' What does he take me for? + The list is $12; 35 and 5 off brings the net price to $7.41, and if I sold + at 30 and 5 off, I get $7.98, or 6 per cent. on the investment, and I pay + freight out of that! But this manufacturer thinks I am liable to cut under + $7.98, so kindly cautions me against doing it. He must have a mighty queer + idea of a merchant's profits.” + </p> + <p> + “What would you do if you were in the manufacturer's place, to begin + with?” I asked. + </p> + <p> + “First decide on a fair retail price. Every article must first be judged + on this basis. It is not 'What will the jobber pay for this?' that decides + the cost of goods, but 'What will this retail at?' Having decided this, + then settle on a discount from this price that will pay the retailer a + fair profit, and in quoting prices to the retail trade stick pretty close + to this. Then the jobber should have a margin of 15 per cent. at least, + and yet be able to sell retailers at my price.” + </p> + <p> + “But suppose the goods will not allow all this.” + </p> + <p> + “They must allow it if they are to be handled by the trade in a regular + way, and they will always allow it if proportioned aright; but what I + complain of is that so many manufacturers are unable to comprehend the + jobber's position. Here is a sheep-shear that is advertised to consumers + at $1.25 per pair; the maker says the lowest he can sell at and make a + small margin is $8 per dozen. There is a good margin between $8, factory + price, and $15, consumer's price, but how is it divided? A retailer is + quoted the goods at $8.65 and the jobber at $8. Don't you see that common + sense would say $10 to the retailer and $8 to the jobber? If the jobber + wants to sell at less than $10 let him do so (he is sure to do it), but + the manufacturer should not.” + </p> + <p> + “Some houses ignore the jobbers altogether; what would you do with them?” + </p> + <p> + “They are all right; I have no fault to find with them; I can meet all of + such competition, and without worrying. No factory can handle my trade so + cheaply as I can. A great deal of my trade no factory can reach. Salesmen + get higher salaries from the factories than we pay. They only get the + trade they drum; there is very little of mail orders from the small trade + sent East; what they need they want quickly. Both Russell & Erwin and + Sargent & Co. have drummed the retail trade for years, but they have + done jobbers no harm, and of late are very anxious to get the jobbing + trade. I don't fear the drummers from the factories, but I do dread the + low quotations they scatter around, because I must meet their figures.” + </p> + <p> + Mr. Shively seemed pleased at having a good listener, and had talked as if + enjoying himself. While I was very much interested in his views, still it + is probable I should have acted just the same even if I had cared nothing + about what he said. No higher compliment is paid to a man than to place + him over you as your teacher. I left him after getting a fair order from + him, and passed into a large retail store. + </p> + <p> + That undefined line between the large retailer and the small jobber is a + delicate one on which to tread. It is rarely that a retailer will buy of + his home jobbers. Every jobber will sell more or less at retail; will + tread on the toes of his retail neighbor, and the latter has a special + desire to buy as low as the jobber does. Much of his stock is bought at + such prices; on a large part he is assured by the salesman that he is + getting as good prices as the largest jobber in the land. If one is not + direct from headquarters it is doubtful ground to walk on, but it has to + be taken care of. + </p> + <p> + I handed my card to the man whose face seemed to me to show authority and + ownership, and I was not mistaken. + </p> + <p> + “Guns!” said he, “we don't handle guns.” + </p> + <p> + “But you do revolvers and cartridges.” I had seen them in the show-case. + </p> + <p> + “Yes, but we don't sell them. The jobbing houses are retailing at + wholesale prices, and we poor retailers stand no chance.” + </p> + <p> + “You must retail at wholesale prices, too. You can buy about as close as + they do, and you can do retail business as cheaply as they can.” + </p> + <p> + “Yes, but don't you see, no matter what our prices are they are retail + prices, and for the same reason their's are wholesale; the idiotic public + loves to be fooled, and will fool itself if no one else takes the job. + What are cartridges worth?” + </p> + <p> + “Two dollars and ten cents per 1,000 for 22s.” + </p> + <p> + “Why, I can buy here in town for that!” + </p> + <p> + “I presume you can; we make no money on cartridges; neither do the jobbers + here or anywhere else.” + </p> + <p> + “Well, if you can't beat the houses here, how do you expect to sell + goods?” + </p> + <p> + “Oh, cartridges are but one item in a very long list, and, profit or no + profit, people must have them.” + </p> + <p> + I always expect a retailer to tell me that I must beat his home jobber, or + he will not buy of me. But I know that this is not often true. He will not + buy of the home jobbers at the same price, for he feels that he is + building up his competitor. I have seen a great many jobbers who had spent + time and money trying to get control of all the trade in their own city, + but I never saw one who did not finally give up in disgust. It is not + human nature to be willing to help build up a man who is in any way your + competitor, and often you would rather pay a trifle more elsewhere than + buy of him. This may not be “business,” but it is human nature, and there + are many places where the latter is by far the stronger. + </p> + <p> + I undid my sample roll and showed my revolver samples to Mr. R. Almost + every revolver reminded him of something, and I listened to his stories + with the interest of a man who wanted an order. + </p> + <p> + “There is no trade in the world so mean as this,” said he. “People come in + here for a revolver, and I am almost sure they mean mischief with it. What + am I to do? My refusal to sell one will not prevent their getting it, yet + I hate to sell to them. Of course a large majority of those I sell are + sold to people whom I know, and I know they buy them for proper use. But a + woman will slip in here and slyly ask for a revolver, and I am wondering + if she is going to commit murder or suicide. Many a time a man looks so + woe begone as he buys a pistol that I make some excuse to keep him from + loading it here for fear he will blow out his brains right in the store.” + </p> + <p> + “Did anything like that ever happen with you?” + </p> + <p> + “No, not with me, but it has happened. I read of a man going into a gun + store, buying a revolver, asking the clerk to load it (doing it all + calmly), and then placing it at his temple and falling down dead. I + believe I would go crazy if such a thing were to happen in my store, and I + always worry more or less for fear it may. It's a mean business at the + best; I wish there were no revolvers made. What do you get for this?” + </p> + <p> + “Two eighty-five.” + </p> + <p> + “Well, send us six.” + </p> + <p> + I sold him a fair bill, and then spent the afternoon trying to sell two + other large retailers, but without success. One of the men was snappish, + the other good-natured but full of goods. I did want, very badly, to get a + little order out of them, but when I went to supper I had nothing from + them. After supper I went down to the cross-grained man's store determined + to get so well acquainted with him that I could meet him again under + different auspices. + </p> + <p> + He looked at me as if he expected to be pestered in some new spot, but I + put him at rest by saying I had a little time to lounge and thought I + could do it there. At this he dropped some of his frowns and began to be + sociable. We talked until I was sure it was long after his shutting-up + time, so I bade him good night, saying I was going off in the night. + </p> + <p> + “Don't you ever drink a glass of beer or wine?” he asked. + </p> + <p> + “Try me!” + </p> + <p> + “All right; let us lock up and go down the street a block.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0014" id="link2HCH0014"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XIV. + </h2> + <p> + I think a merchant who does not want to buy usually feels uneasy to have a + traveling man about the store. He keeps up all the barriers that he can, + so that he shall not be led farther than he intends to go. If he becomes + very friendly it may be all the harder for him to say “no” by and by, so + he keeps up an uncomfortable stiffness and is glad to see the salesman go. + I have seen this, or thought I saw it, often and often in my own case. I + could not get the dealer to be friendly with me while I was in his store, + but perhaps I met him in the hotel and found him cordial and sociable. + </p> + <p> + The retail dealer who had invited me to take a glass of beer with him had + been rather stiff in his own store, but the moment he turned the key in + the lock he seemed to throw away his coldness and became very talkative. + We sat down at a table and our beer was brought. + </p> + <p> + I doubt if any traveling man ever became a drunkard, because of the + drinking necessary to be done among his customers. A little of it appears + to be really necessary. But this little would lead no one to excess. The + men who drink to excess are those who patronize bars with other traveling + men, and who drink alone. The temptation is great. Every hotel has its + bar; all introductions and intimacies have to be sealed with a drink, and + the man who does not feel bright, or fancies he does not, has a row of + bright bottles beckoning to him to “brace up” with a glass of their + contents. + </p> + <p> + I do not wonder that the pulpits and all thoughtful people cry out against + the drinking of liquor. Every traveling man's experience, the tales he + could tell of the financial and moral ruin of men from drinking, and men + who are usually the most intelligent and who ought to be the most + influential, are all in the line of the injunction to taste not the + accursed stuff. I say this after years of experience; I felt it on my + first trip, but I was so anxious to ingratiate myself into the good graces + of every man I wanted to sell to that I drank with customers when asked, + and when it seemed wise invited them to indulge with me. + </p> + <p> + Do you say that the foolishness of this was that I must continue it each + trip and do more each time? No, you are not correct. I had less occasion + for it the next and each succeeding trip. I was able to meet the men on a + different footing after the first trip, and I had but little use for + liquor as an engine to help business. + </p> + <p> + A man must needs, too, be very cautious in inviting men to indulge. If it + is done in any way so that it appears to be to help make sales it will do + more harm than good. A certain class of traveling men will invite a + merchant to go out and get a drink as if they were offering him a new + paper collar, or to pay for his having his boots blacked. Their manner + seems to say, “I must buy you a drink and then I'm going to stick you on + an order.” They disgust where they expected to please. + </p> + <p> + Yet, as I have said before, men seem to come close together over a glass + of beer. My friend had positively refused to buy a dollar's worth from me, + and I had put him down as rather a surly fellow, but as we sat there over + our beer he chatted about himself, his business, and his partner, as if we + were old friends. + </p> + <p> + “I have been seventeen years in trade,” said he, “and we have been + tolerably successful. I began with $1,500, and I suppose I am worth + $35,000, but I work fourteen hours a day, and I have to carry all the + responsibility on my shoulders. My partner waits on customers when he is + in the store, but when he wants to go out driving or to go anywhere else, + he goes. I never let him do anything but he makes a bull. He contracted + for advertising the other day, $300 worth, in a paper that will never do + us three cents' worth of good. We have the meanest kind of competition + here; every wholesale house retails, too, and retails a good many goods at + wholesale prices. They buy in larger quantities than we do, and of course + can buy cheaper, and they look upon their retail profit as so much clear + gain. I am tired of the business, and if I could sell out I would get into + the jobbing trade.” + </p> + <p> + There it was. The man who wants to sell out is one of the most numerous + men that exist. But it was my business then, and it has always been my + business since, to listen sympathetically to all such tales, and to + promise to have an eye out for any possible purchaser. + </p> + <p> + “We don't do much in your line,” he continued, “because men don't come to + a stove store to buy revolvers, but if I don't sell out I'm going to do + some wholesaling, and see if I can't eventually work up into wholesale + exclusively.” + </p> + <p> + This was a much more promising opening for me, and I led his fancy over a + bed of roses to the not distant day when he might put up that fraudulent + sign—“No goods at retail.” And I was reminded of a very cheap pistol + that we had that I would sell him at 52 cents, which he could job to any + country dealer at 75 cents. I don't know if it was the beer or my + eloquence, but I sold him fifty then and there, and added some other goods + to the sale, so that my evening was not wholly wasted. + </p> + <p> + I saw him not long ago. He is still retailing at the old stand and still + grumbling about his partner, but we have been the best of friends since + our first evening together. + </p> + <p> + As I ate my breakfast the next morning I overheard two men at my table + talk about trade, and I quietly listened. + </p> + <p> + “It only takes a little thing to help out a line of goods or to kill + them,” said one. “Nimick & Brittan got out that burglar-proof + attachment on their locks and just kept themselves going by it.” + </p> + <p> + “Is Brittan on the road now?” + </p> + <p> + “Guess not. The Big Three, Brittan, Rashgo, and Bond, work some kind of a + syndicate, though, and make a good thing out of it. I met Brittan twenty + years ago or so. He was a hard worker, good-natured, understood human + nature and was a success. He represented several concerns, and used to + make ten or twelve thousand clear a year. Finally he got into the lock + factory.” + </p> + <p> + “Most traveling men are crazy to get into something.” + </p> + <p> + “Yes; that's so. We think if we had a shebang of our own we'd just make + things fly; but we miss it oftener than we hit it when we do get the + factory.” + </p> + <p> + “You're right. The man on the road with a good trade and a good salary has + a pretty good thing of it.” + </p> + <p> + “Well, some men expect to strike it rich by silver stock. Do you know Al + Bevins?” + </p> + <p> + “The sleigh-bell man? Yes, I know him well.” + </p> + <p> + “Has he told you about the silver stock?” + </p> + <p> + “No.” + </p> + <p> + “He has been investing in Deming's—” + </p> + <p> + “Oh, d—n Deming! He's a nuisance with his silver stock.” + </p> + <p> + “Yes, but he gets the boys in all the same. Henley has bought a lot in + Providence on the strength of his investment, and Deacon Hall, of + Wallingford, will buy out Wallace when his dividends come in. Bevins says + it's better than sleigh-bells, and Al knows how to run a factory.” + </p> + <p> + “Still, some of the men at the factories are born idiots. You can't teach + them anything. If the managers were compelled to make one trip a year + they'd find out a good deal. Here's my ax trade. I've been cussed from one + end of the trip to the other. My orders for October shipment were billed + about January 1. And it's the same way year after year. I swear, I often + wonder that I get any orders at all! They damn me in February, and yet + they give me new orders in May. But it is sickening to hear the same story + over and over, year after year.” + </p> + <p> + “What excuse do they offer at home?” + </p> + <p> + “Oh, it's never two years alike. One year the streams dry up; then the + foreman is discharged; then they booked too many orders.” + </p> + <p> + “A little thing happened that riled me when I was last home. A customer + ordered a certain spoon, using a special number of his own, on the 18th of + May. I was in the shop late in June, and the shipping clerk asked me what + spoon that was! Here he had held the order six weeks before he took steps + to find out what the man wanted. I gave him a piece of my mind.” + </p> + <p> + “Talking of spoons, do you ever run across Kendrick, of Mix & Co.? I + traveled with him a few years ago.” + </p> + <p> + “He sticks close to the factory. There is an instance where the traveling + man took the management of the factory to good purpose. I don't believe + there is a better-managed business anywhere. Kendrick has become a deacon + in the church, with a weather eye out for fast horses.” + </p> + <p> + “Talking of spoons reminds me of Father Parmelee, of Wallingford. Do you + know him?” + </p> + <p> + “Who, Sam? Yes, indeed.” + </p> + <p> + “We were in Detroit together, and the way Parmelee talked William Rogers + was enough to drive a man crazy. He's just chock full of William Rogers, + and I'll bet he'll want Rogers on his plated grave-stone.” + </p> + <p> + “Parmelee is one of the kindest-hearted men on the road. I never heard him + say a bitter word against any one; I never knew him to bore any one; I + never heard a merchant speak other than kindly of him. He travels for a + big house, but they probably do not know how much of their business in the + West is due to Parmelee's push and tact. He has been a long time + traveling, and I always like to meet him.” + </p> + <p> + When the two men went away I ruminated over what they had said, and I laid + up several points for my own use. I was especially glad to hear them + praise other traveling men. It's a mighty good sign of any man to find him + generous in his praise of others. I thought this all over as I started + down the street to find Shull & Cox and try to sell them 100 + bull-dogs. I caught their sign and marched boldly in, wishing there was a + law on the books that would compel every dealer to give a salesman an + order whether he needed goods or not. + </p> + <p> + A young clerk was at work near the door, so I asked if the buyer was in. + </p> + <p> + “That's him over there with that drummer.” + </p> + <p> + “Is it Mr. Shull or Mr. Cox?” + </p> + <p> + “That's Shull; Cox won't be here for an hour yet; he don't get up till the + school bell rings.” + </p> + <p> + I saw the young man was talkative, so I prodded for more information. “Who + is that drummer?” + </p> + <p> + “I don't know his name; he's selling revolvers from More & Less, of + New York.” + </p> + <p> + This was fun for me, and I wished I was out of the way, and out of the + town. I concluded that the best thing I could do would be to interview + some one else immediately, and I started off at once. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0015" id="link2HCH0015"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XV. + </h2> + <p> + I think a man often does better work when he is spurred on by anxiety. I + had seen More & Less's man in the store across the street, so I + determined I would do my best at Bingham's and not get whipped out of the + town. Mr. Bingham met me as if he wished I was somewhere else, but I was + too eager to sell to care very much about his manner. I told him my story + as well as I could, and insisted that if he needed anything in my line I + could do him good. + </p> + <p> + “I don't need anything,” said he, “but what is all this talk of the M. H. + & Co. revolver?” + </p> + <p> + “It is coming into prominence,” I said, “and Jim Merwin gave it a big boom + in Cleveland the other day. McIntosh took him before the Police Board, and + they say Merwin outdid Buffalo Bill. McIntosh says the Chief of Police + took a Smith & Wesson, and Merwin a M. H. & Co., and each tried to + shoot the other with empty shells, Jim grabbed the Chief, emptied his + revolver of the shells and rammed the pistol in his ear until the Chief + yelled for mercy. Merwin gave such a war dance that they had to call out + the fire department to cool him down. He secured the city's order for an + outfit for the police, and M. H. & Co. stock has gone up since then.” + </p> + <p> + “Do you sell them?” + </p> + <p> + “Yes, at factory prices.” + </p> + <p> + “Pho! All you men talk factory prices.” + </p> + <p> + “I mean factory prices.” + </p> + <p> + “Well,” said he, “I'm going to buy of Simmons after this; he beats the + factories. His New England man—” + </p> + <p> + “His what?” + </p> + <p> + “His New England man. Didn't you know he had opened a Boston office and + now drums New England?” + </p> + <p> + “I hadn't heard of that.” + </p> + <p> + “Oh, yes. St. Louis is going to run the country on hardware hereafter and + on guns. Simmons' New England man says they do a big business there; + dealers buy bills of $8.87 down. Their New York office isn't open yet, but + it's coming; they want Sam Haines as manager, or J. B. Sargent. They do + things up big down there.” + </p> + <p> + “How many M. & H. revolvers can I send you?” + </p> + <p> + “Don't want any now; just asked out of curiosity.” + </p> + <p> + This was discouraging, but I opened my price-book at A, and called his + attention to every item in it, but to everything received the same answer, + “Got it.” I began to get desperate. + </p> + <p> + “Look here,” said Bingham, “you seem to be excited, young man. I like to + see a man work, but if a fellow don't want anything, he don't, and that's + the end of it. I never bought a dollar from your house, and your prices + are no better than others.” + </p> + <p> + But I wanted an order. Whether he needed goods or not was no concern of + mine; I wanted an order and I was determined to get one if such a thing + were possible. Finally I struck Flobert rifles. “Look here,” I said, “I + have a special price on Flobert's target rifles—$2.10 by the case—but + I will give you a cut even on that; I will make them $2, and now I want + you to give me an order.” + </p> + <p> + “Two dollars,” he said, as if turning it over in his mind; “$2, eh? I've a + mind to go and see Madley with you.” + </p> + <p> + “Who is Madley?” + </p> + <p> + “He's a clothing man, and chain lightning about offering gifts to + purchasers. He has run cows, watches, pianos, and lager beer; maybe he'd + take hold of rifles.” + </p> + <p> + “Very well,” said I, “let's us go see him. What price shall I quote him?” + </p> + <p> + “You needn't do any quoting; I'll make prices and you expatiate on the + goods.” + </p> + <p> + We started down the street to Madley's, and I was introduced to the + gentleman, a fussy, garrulous little man with an extremely red face. + Bingham opened the ball, and I never listened to more talented drumming + than he did that morning. + </p> + <p> + “Chris,” said he, “this young man is offering target rifles at a cut price + that knocks anything ever known. The boys have been buying them very + freely of late, and they are popular. I fancied they might hit you as a + gift with a boy's suit. If you can handle them I don't want any profit, + but am getting other goods from him, and you can ship with my goods.” + </p> + <p> + “What are they worth?” + </p> + <p> + “Well, you have as much of an idea of the worth of a rifle as any one else + has; suppose you were going to buy one for your boy, what would you expect + to pay?” + </p> + <p> + “I don't know anything about them.” + </p> + <p> + “Oh, you've got some idea and I want to get it, for you will not be very + different from the average man in your estimate of cost.” + </p> + <p> + “Oh, d—-n it, say $10; but I can't handle any such goods.” + </p> + <p> + “We don't ask you to at $10. But that is about the average idea regarding + price. Now, Chris, this man's price is $3.12.” + </p> + <p> + It struck me this was getting mighty close to “cost!” + </p> + <p> + “Eh, $3.12! How the devil can they make it at that?” + </p> + <p> + “Oh, they make it. How they do it is none of our concern. It would make + you a very popular gift and the boys would go wild over it.” + </p> + <p> + Madley turned to me. “Is that your bottom price?” + </p> + <p> + “I gave Mr. Bingham my very best figures.” + </p> + <p> + “How many have you got?” + </p> + <p> + “Any amount you want.” + </p> + <p> + He called two of his young men, and after a conference with them came up + to Bingham and said: “Bingham, I can't afford to let you make a profit on + these rifles. You wouldn't come up here if you were not making something. + The idea is a good one, and you may send your boy up and get the best suit + of clothes I've got, but I'm going to figure on rifles before I order.” + </p> + <p> + “All right, Chris, go in.” He turned on his heel to go out, and I + followed. When we were on the sidewalk he said: “I don't give it up yet, + but I can play bluff as well as he can.” + </p> + <p> + “You asked too much advance, I am afraid.” + </p> + <p> + “Oh, I know him. I'll go for him by and by.” + </p> + <p> + And he did. I called in the afternoon and took his order for 100 rifles, + and he showed me a written order for them from Madley at $2.62. To these + he added several other items, making a very nice bill. I have always + noticed that, however much a man did not want any goods, the moment you + get him started there is but little difficulty in then getting his order + for some of the very things he told you he was not needing. + </p> + <p> + During this time I had no fear of the other salesman. My prices were down + so low I cared for no one, but I concluded I would go back to Mr. Shull's, + and see if anything was left for me there. He happened to be at work at + the shelves, which is a place I like to find a man at, and I explained + that I was in early in the day but saw he was engaged. + </p> + <p> + “Yes,” said he, “I had a gun man here all forenoon. He sold me all I + needed in your line. He says bull-dogs are going up.” + </p> + <p> + “I had not heard of it.” + </p> + <p> + “What are you selling at?” + </p> + <p> + What should I say? If he had bought I didn't care to quote a special + price, and I did not want to name a high price, for that might give him a + bad impression of the house in the future. + </p> + <p> + It is a difficult place in which a salesman finds himself, this quoting + prices to a man who has just bought. The temptation is always to name a + very low rate, perhaps even to go below your lowest selling price, for the + purpose of making the man feel that you would have been a better man to + buy from, but this is a two-edged sword, and I have not cared to handle + it. I concluded it would pay here to be frank. + </p> + <p> + “It is possible there is some advance of which I don't know,” I said, “but + my price has been $2.75 to $2.85, according to quantity.” + </p> + <p> + “That's what I bought at.” + </p> + <p> + I opened up on rifles, found him entirely out, and showed him my order + from Bingham for 100. + </p> + <p> + “What in Sam Hill is he going to do with 100?” + </p> + <p> + I did not enlighten him. I said: “Oh, every lad buys a target rifle + nowadays.” + </p> + <p> + “What price do you get?” + </p> + <p> + “Two dollars and ten cents by the case.” + </p> + <p> + “Case? How many's a case?” + </p> + <p> + “Thirty-six.” + </p> + <p> + “I don't want any case. If you want to send me a dozen at that you may.” + </p> + <p> + I wanted to, and got his order for another item or two, and left him, + feeling I had done pretty well. + </p> + <p> + This showing one merchant the order you have taken from his neighbor is + one of the easiest things in the world to do, but it is not always a trump + card. Still, it has a powerful influence in a majority of cases. The best + buyer who lives has times of doubting if his judgment is infallible, and + he is glad to brace it up by comparing with the judgment of others. This + he is able to do through having salesmen tell of the orders given by other + buyers, and be he never so smart, he very often falls into their traps. + </p> + <p> + If you are a buyer you are, possibly, looking at a Russell knife, + listening to Booth's eloquent description of the way they are hand forged, + elegantly ground, and how Oakman inspects every blade and then wraps it up + carefully in Ella Wheeler Wilcox's last poem. The pattern you have in your + hand pleases you, but you wonder how others will look at it. The question + is not, “Do I like it?” but, “Will it sell?” You are inclined to think it + will, but just then your eye falls on scores of patterns on your shelves + that you thought would go like hot cakes, but they have disappointed you. + Perhaps, after all, your best way is to wait; but just then Booth opens + his little book and shows you where Bartlett ordered 100 gross; Buhl, 50 + gross; Ducharme, 25 gross, and Blossom, 10 gross (but he puts his thumb + over this last hastily), and you tell him to send you a few. As I said + before, I believe the best buyer is more or less influenced by being told + what others are doing, and with the smaller trade it is constantly used to + sway their decision. + </p> + <p> + Is it right? + </p> + <p> + I do not know. I am not writing of the ethics of business. I know that + traveling men use the order taken from one buyer to influence another, and + that it often has great influence, although I think the buyer is not wise + who acts upon such information. Even when he is told the strict truth + regarding the orders given by others, he ought to know his own stock and + trade so well that he could depend upon his own judgment. But most of us + like to lean on some one else, and when we are hesitating and learn that + our competitors have decided thus and so, it is easy to fall into line and + buy as they did. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0016" id="link2HCH0016"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XVI. + </h2> + <p> + Sitting at the breakfast table of the hotel next morning a gentleman + opposite looked up pleasantly and asked: + </p> + <p> + “Are you selling goods, sir?” + </p> + <p> + “Yes, sir.” + </p> + <p> + “What line?” + </p> + <p> + “Guns and sporting goods.” + </p> + <p> + “Yes? I'm a little in that line myself.” And he handed me his card. + </p> +<pre xml:space="preserve"> + HOPSBY, COCKLEY & CO., + 20 Warren Street, + New York City. +</pre> + <p> + “My name is Cockley,” he added. + </p> + <p> + I had heard of him often, and was very glad to meet him, though I would + have been still happier if he were not selling the Norwich revolvers. I + always had a feeling that I stood a poor show when I was in direct + competition with other salesmen in my line, and I never felt quite + comfortable with them. + </p> + <p> + “How is trade?” I asked. + </p> + <p> + “Well, rather dull on the road; but they write me it is booming at home. + We have a large South American trade that the elder Mr. Hopsby, being a + fluent Spanish scholar, and author of that well-known work, 'Spanish As + She Is Walked,' looks after, while young Mr. Hopsby looks after his father + and me, and it keeps him busy.” + </p> + <p> + “You have a good many lines beside pistols?” I asked. + </p> + <p> + “Oh, yes; pistols are a side issue. I sold Deming 1,237 Waterbury watches, + and Blossom a car-load of can-openers. I sell Pribyl here a ton of + nail-pullers at a time. Did you ever see the Waterbury watch?” + </p> + <p> + “I have not seen it lately.” + </p> + <p> + “Then take these two; no, put them both in your pockets; I always give a + man two, so he can check off one by the other. A Waterbury watch is one of + the greatest blessings in the world. Babies can drop them; boys can throw + them at each other, and women can use them as stocking-darners. Mr. Hopsby + drops one into the contribution box every Sunday, and expects, in the + course of a few years, to provide every young African with a time piece.” + </p> + <p> + I didn't get it quite clear in my mind whether Cockley was guying me or + not, but he looked as if he were simply trying to be sociable. + </p> + <p> + “Have you been long on the road?” he asked. + </p> + <p> + “No; this is my first trip.” + </p> + <p> + “That so? You look quite at home. I remember my first trip; it was in New + England, and I was selling sewing-machine needles. Mr. Hopsby took me + around a corner before I started and, presenting me with a nail-puller, + told me he was afraid he was doing wrong to send me out, I was so young; + but that I was to remember that the only way to prosperity was in getting + orders. It hadn't struck me in just that light before, but the more I + thought it over the more I believed he was right. The first man I tackled + was a pious-looking deacon, and I began to whistle 'The Ninety and Nine' + as I went toward him, so that he might understand that I was a Bible class + scholar. I worked over that brother for two mortal hours, and finally got + mad. 'If you only played billiards,' said I, 'I'd lick you like thunder.' + 'You can't do it,' said he, and in less than ten minutes we were at the + table across the street. I was just more than walloping him, when suddenly + I remembered the tearful injunctions of Mr. Hopsby. I let him beat me + three games, and then sold him $60 worth of needles.” + </p> + <p> + “You have been on the road a long time?” + </p> + <p> + “Twenty-two years come Valentine's day.” + </p> + <p> + I looked incredulous. + </p> + <p> + “Oh, I began young. Chris. Morgan, George Bartlett, Sam Parmelee, Charley + Healey, and I started on the same day. We now leave New York Saturday + night, give Cleveland, Monday; Toledo and Detroit, Tuesday; Fort Wayne and + Indianapolis, Wednesday; Chicago, Thursday; St. Louis, Friday; Cincinnati, + Saturday; and are in New York for business the next Monday morning.” + </p> + <p> + “That is fast traveling.” + </p> + <p> + “Yes, but we have the trade educated up to it. We tell them 'no bouquets,' + 'no parties,' but just orders. We telegraphed ahead to Toledo, the other + day, so that while the train waited twenty minutes for dinner I sold three + bills.” + </p> + <p> + The was all said so honestly and so pleasantly that I had to believe he + was sincere, but at the same time I knew it wasn't strictly correct, and I + felt more and more uncomfortable. + </p> + <p> + “How do you like this hotel?” + </p> + <p> + “Pretty well; I'm not very particular.” + </p> + <p> + “You will be when you have been ten or fifteen years on the road. Hotels + are a large part of your life. I left word at the Julian House, in + Dubuque, to be called at six o'clock, the other night, and about four I + heard some one pounding away, so I asked what was up. The musical voice of + the watchmen came back: 'It's now 4 o'clock, and I'm going off watch, so + yees has two hours yet to sleep before 6 o'clock.' Now that struck me as a + family arrangement, and I'm going to have it extended to other houses.” + </p> + <p> + “There's something about hotels I don't like,” I said. + </p> + <p> + “What's that? The whisky? It is poor here, but you will find it better + farther West.” + </p> + <p> + “No,” I said, “I'm not much interested in the whisky. What I dislike about + hotels is the loneliness.” + </p> + <p> + “Yes, that's so. For that reason I like to travel with a party. I get + Brother Little, he sells Pillsbury flour, and is a first-rate player on + the harmonica, and Al Bevins (the talented sleigh-bell artist), who plays + on a $2 music box, while I play on a double police whistle equal to any + man in America. We take possession of the parlor and invite the landlord's + family in, and, I tell you, we make it home-like! How would you like to + try a little concert here to-night?” + </p> + <p> + I begged off most emphatically, and said I must go for business. “Hold on, + we'll go together. Do you know any one here?” + </p> + <p> + I confessed that I did not. + </p> + <p> + “Neither do I; so we can be of great help to each other. I'll introduce + you, and then you can introduce me.” + </p> + <p> + I felt as if I stood a good chance of getting into some kind of a scrape + before I got away from him; but off we started. We were going down the + street when Cockley struck an attitude and pointed to a sign over the way: + </p> + <p> + “I told you I knew no one; I was joking. There's a friend's. Let's go over + and see Bewell. He'll be glad to see us and give us the whole town. He was + in New York this spring, and we had a good time together studying up art. + After he had once seen the game piece in Stewart's it was impossible to + keep him away from it. I never saw men so devoted to aesthetics as he and + Joe Gildersleeve were. He said the best way to see the picture was through + a glass of rum and molasses, and he looked at it in that light about + thirteen times a day.” + </p> + <p> + I followed him in with some fear of a joke being played on me, but his + manner changed at the door, and we met Bewell as if we were all deacons. + He gave Cockley a very warm reception, as if thoroughly glad to see him. I + concluded I was in the way, so with a promise to call later, I betook + myself to another house. I did not meet Cockley again for many months. + </p> + <p> + I thought him over when I had time, and was not surprised that I had + always heard him spoken of as being a very successful salesman. The + half-hour that we were together had made me like him, and the way that he + went into Bewell's store showed me that he knew when to be dignified as + well as when to be jolly. I especially liked the way in which he spoke of + his partners; in my way of thinking this is one of the signs of a broad + man. The small, petty-minded fellows are sure to have a complaint to make + of their house or buyers or partners. In following Cockley's steps since I + have always heard him pleasantly spoken of by merchants and travelers. + </p> + <p> + I found the store, to which I took my way, a large wholesale hardware + house. I observed as I entered that one man was very angry about + something, while he talked to another whom I took to be his traveling man. + I did not care to bother him until he was through, so nodded a good + morning and took a chair. I soon found the man was angry over allowances + the traveler had made in the previous week, and I was much interested and + strongly in sympathy with him. + </p> + <p> + “What did Labar say about the goods he returned?” he asked, as his eye + caught that name in the list in his hand. + </p> + <p> + “He claimed that he ordered dish-pans and that we sent rinsing-pans, and + that the brushes were moth eaten.” + </p> + <p> + “What did you tell him?” + </p> + <p> + “I said as little as I could.” + </p> + <p> + “I wish you had told him that he was a contemptible cur. A man who will + lie over $4.80 worth of goods, after keeping them in his hands ninety + days, and seeing you twice meantime without saying a word, is a mighty + small man. He knew from the price what the pans would be, but he never + thought of any such excuse until after we drew on him for his long overdue + bill. Of course our kicking does no good, because other houses will sell + him until they have similar experiences with him, and it will take a good + while to go around. If I was as mean as some of these whelps I'd shoot + myself. Did Simpson pay up?” + </p> + <p> + “He paid the balance of the bill, but would not pay interest; said that we + were the only house that charged interest, and he should never buy of us + again.” + </p> + <p> + “The miserable little liar! I don't suppose a house is in existence that + lets a bill run five months after due and does not add interest. When are + you going out?” + </p> + <p> + “On the next train.” + </p> + <p> + “Well, try and collect the balance due from Stone, but don't sell him + another dollar; there are decent men enough in the trade, let the mean + ones go. If he does not pay, get the name of a reliable justice and we + will send a sworn account to him. But don't sell him again.” + </p> + <p> + “They're good as wheat.” + </p> + <p> + “I know they are good in the sense of being responsible; mean men usually + are; but it is not a question of their responsibility; they are tricky and + untruthful, and their idea of being smart is to lie over goods and prices + and compel a deduction. Give them the go-by. Well, good-by; don't worry + over trade; do your best and we will be satisfied.” + </p> + <p> + As his man started off he turned to me with, “Well, young man, you look as + if you wanted to sell me something.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0017" id="link2HCH0017"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XVII. + </h2> + <p> + When a merchant says to the traveler, “Young man, you want to sell me + something?” it is a notice to come at once to the point and state your + business. It is not the way we like to proceed. We prefer to pass the + compliments of the day, talk about business, and approach gradually the + special branch of trade to which we are devoted. But Mr. Clark's “Well, + young man,” was like a whip, and I had to at once open out with my little + story. + </p> + <p> + “We don't want anything in that line,” said he, with decision. “We are + full of guns and ammunition. It's a beastly business. I wish I was out of + it. Here is a card quoting Pieper's 'Diana' gun at $32; mine cost me $38; + now, how the d—-l does this concern sell at $32?” + </p> + <p> + The “Diana” gun was well known to the trade as one having all the modern + improvements; the rubber butt-piece had Diana's head on it and hence the + name; but Pieper sent over one lot of about two hundred guns of the common + quality, and this “Diana” butt-piece was on them; they were sold by + Pieper's agent to a gun house as common guns, at about $28, but this house + promptly sent out its daily postal card quoting the “Diana gun” at $32. + This was the story as told to our house, and I explained it to Mr. Clark. + </p> + <p> + “That may be just as you say,” said he, “but a business that is full of + that kind of tricks is a good one to get out of.” + </p> + <p> + Just then a clerk came in and handed him a slip of paper, which I + recognized as a special report from the mercantile agency. He excused + himself while he read it. “This beats the Turks,” said he to me. “I never + knew a time when it was so difficult to get reports of the standing of + retail dealers that you could tie to. My man sends in an order from J. C. + K., Burlington, and he says: 'This man has a nice stock of goods and his + neighbors say he is worth $5,000, and is good for anything he buys.' Dun + does not quote him at all, so I asked for special report, and here it is: + </p> +<pre xml:space="preserve"> + J. C. K., Burlington, has been in business here since 1880; came from + Kokomo, where he failed and paid 40 cents on the dollar; is married, + age about 42, habits good. Claims to have stock of $2,200, and to owe + not to exceed $600. Is doing fair business, but his personal expenses + are rather high, and it is said he is close run for ready means. + Thought safe for small amounts, but bill should not be allowed to + lapse. +</pre> + <p> + “Now this and my salesman's report don't tally very closely. Here is + another case. My man sells John Johnes, of Dubuque, and writes: 'He has a + grocery well stocked; says stock is worth $3,000, and no debts. His + neighbors say he is sound as wheat.' But when Dun's report comes in it + says: + </p> +<pre xml:space="preserve"> + Is a married man. Been in business alone and with partners for + several years; means limited and estimated worth $500 to $800. Is + regarded as an honest man, and it is believed he will do for a + limited line. +</pre> + <p> + “Now I don't like an honest man who is worth $500 to $800, according to + Dun, but who tells my man he is worth $3,000.” + </p> + <p> + “You can usually depend on Dun, can't you?” + </p> + <p> + “Yes, I think they sin on the right side; they are apt to make a man out + as bad as they can. Here is one of their reports, as an instance: + </p> +<pre xml:space="preserve"> + F. Keef, saloon and grocery. He appears to be doing a good business; + is in debt, but to what extent are not able to say. Had some claims + against him here, but think he will pay. Has some energy and push in + business. Has no real estate so far as known, and not considered + sound financially. +</pre> + <p> + “You would not care to sell a man on such a report, would you? Yet that + man is one of the best paying men on our books.” + </p> + <p> + “Do not your salesmen call on the banks?” + </p> + <p> + “Yes, I suppose they do, but let me tell you that banks are the biggest + liars in existence. They often say a man is good when they know exactly to + the contrary. My man sent in an order from L. Loeby, of LaGro, Kentucky; + he wrote, 'Loeby is a sharp buyer, and said to be good. I called at the + bank and they said he was A No. 1, and good for anything he buys.' Well, I + got a report from Dun, and here it is: + </p> +<pre xml:space="preserve"> + L. Loeby, LaGro; age 35; married; been in business two years; fairly + temperate and fairly attentive to business; character and business + capacity moderate; it is said doubtful as to honesty; means in + business, about $1,000; no real estate; on the $1,000 above listed as + his means in business the bank here holds a chattel mortgage of $600; + he has a large family, and of late he has not been paying his bills + as they fall due. +</pre> + <p> + “You can see why the bank quotes him A No. 1. The more goods he gets the + better is the value of their chattel mortgage. I have stopped putting much + faith in what banks say about men.” + </p> + <p> + “Are not the mercantile agencies almost always sure to find something + against a man or a firm?” + </p> + <p> + “No, sir; they have to give facts as near as they can get at them, and if + there is nothing against a man they can not give anything against him. + Take this report: + </p> +<pre xml:space="preserve"> + Darby & Chase, groceries and commission, Delphi. E. J. Darby and W. + H. Chase compose the firm; seem to be men of good character and + business capacity. They are thought to be worth $10,000 to $15,000. +</pre> + <p> + “That report probably gives the best general opinion in that community + regarding that firm. Their character and business capacity are good, and + they are prospering, evidently. But the mercantile agencies omit to tell + us some very important points about men. A man may be financially all + right, and yet be an undesirable customer, or one who ought to be handled + with great care. Every report ought to tell whether the man is a smart + Aleck or not; if he is mean about returning goods; if he makes unfair + claims; if he is a chronic reporter of shortages; if he allows bills to + run long past due and then refuses to pay interest, or exchange on drafts; + all these points ought to be covered.” + </p> + <p> + “Are you much bothered by such men?” + </p> + <p> + “Every wholesale house is; no matter what line it is in, or who it is, the + wholesale dealer has more or less of just such men to deal with. I know a + retailer who invariably reports a shortage; he lies, of course, but he is + fool enough to think he is making money because he beats every house out + of a dollar or two every time he pays a bill. Here is a man whose bill was + due November 30; I draw on him by express (his town has no bank) February + 23, and add 25 cents to the draft to cover the cost of getting the money + to me. I make no claim for interest although I have as good a legal claim + for it as for the principal, but he refuses to pay my draft, and in a few + days sends me his check on a country bank for the face of the bill. It + cost me 25 cents to collect his check, and I paid 25 cents to the express + company on the returned draft, so I get 50 cents less than my bill and + lose the use of my money nearly three months after it was due me.” + </p> + <p> + “Why didn't you draw through the nearest bank the day the bill was due?” + </p> + <p> + “I didn't want to be so sharp with him; I felt kindly toward him, and + supposed a little leniency would be appreciated, so I only sent a + statement asking for remittance. And this is the way he repays me!” + </p> + <p> + “Probably you gave him a piece of your mind.” + </p> + <p> + “What good does it do? The drummer from my competitor will call on him, + and if the dealer starts to run me down he will help him at it. We put up + with things of this kind until the average retailer fancies he is real + smart, and the meaner he is the smarter he will be considered.” + </p> + <p> + “But isn't it your experience that shippers do make mistakes, and + occasional overcharges are made?” + </p> + <p> + “Certainly it is; not very frequently, but occasionally such things happen + to us. But I don't write the factories as if they were pickpockets, and as + if these errors were intentional. In thirty years' experience I never knew + a house refuse to correct an error, and while I want all my discounts and + extras to which I am entitled, I don't want one cent more than that. If I + do not pay bills when due I expect to be drawn on, and have to pay the + cost of the draft. If interest is demanded I pay it, and if it is not + demanded I feel grateful to the house for letting me off.” + </p> + <p> + “I think gunsmiths a mighty touchy set of men to deal with.” + </p> + <p> + “They're no better and no worse than any one else. My neighbor told me + last night that he had just received notice from an Iowa customer that he + would not take a bill of dry goods, just sent him, out of the depot + because they were charged one-half cent too much. He claimed the bill was + one-half cent a yard on everything higher than the price agreed upon + between himself and the salesman. The house is one of the most reputable + in the State; the salesman is one of fifteen years' experience, and the + prices are the same as he made to others in that town and all along the + route. He says the retailer kept no copy of the order and goes entirely by + guess. He does not write to ask the house if there is a mistake or not, + but shows his smartness by announcing that he shall refuse to receive the + goods.” + </p> + <p> + “What will they do with him?” + </p> + <p> + “Keen said the man owed them $700 on a past due note that they were + carrying at his request; he said they would compel him to pay it up clean + at once, and never go near him again. I hope it will bother him right bad + to raise the money.” + </p> + <p> + I apologized for having taken up so much of his time, but said I would be + sorry to go away and not have a small order to show for it. I called his + attention to Flobert rifles, interested him in them, and finally secured + his order for a case. As we were finishing our talk a happy-looking pair + came in the door, and I took up the morning paper while Mr. Clark went + forward and greeted one of them, a Mr. Healey, very cordially, as if he + were a very old friend, and then Healey, his eyes twinkling, said: + </p> + <p> + “Mr. Clark, let me introduce my friend, Mr. Fuller. He is known far and + near as 'And Forged Fuller, and he is also the owner and patentee of that + celebrated washing compound, Fuller's Earth.” + </p> + <p> + Clark laughed heartily as he shook hands with Fuller, who said: + </p> + <p> + “I may say that my trade mark is 'Paragon;' heverybody hasks for it—” + </p> + <p> + “Yes,” broke in Healey, “and nobody buys it!” + </p> + <p> + “I may say,” said Fuller, placidly, “that Mr. Healey is wrong; I + frequently sell a few. It's my trade mark, and known, I may say, in + England as well as here.” + </p> + <p> + “Yes,” said Healey, “Fuller lives on both continents, and brings the steel + over in his grip. We have our examples at the hotel and shall be glad to + have you come up there. Fuller don't care whether he sells or not; he is + rich and traveling only to keep down his flesh.” + </p> + <p> + Mr. Clark made an engagement with them and they went away. As they passed + out he said: “There goes one of the most genial-hearted men on the road. I + have known Charley Healey for about twenty years. He came out here + representing Hilger & Son, and built up a good trade for that firm. + Hilger could not have done it in a thousand years. Then that firm and + Wiebusch consolidated, and Healey looked after their Western business. I + never met a buyer who was not his friend, and I imagine most of them are, + like myself, heavily in his debt for courtesies extended to us, not by way + of business, but as if he were under obligations to us. I say to you that + a good many houses never suspect the debt they are under to their + traveling men, but look upon themselves as the great magnet that draws + trade, when nine out of ten dealers care nothing whatever about the + principals and buy entirely out of regard for the salesman.” + </p> + <p> + I had heard many men speak in the same terms of Healey before, and I hoped + I should meet him at dinner. + </p> + <p> + As I bade good-by to Mr. Clark and thanked him for the order given me, he + said: “Somehow you do not seem like a stranger.” + </p> + <p> + I thanked him for that compliment most sincerely. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0018" id="link2HCH0018"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XVIII. + </h2> + <p> + Sunday to the commercial traveler, if to no others, is preeminently a day + of rest. If there are stores open during week days he feels that he ought + to be at work, and if he gives himself an extra half-hour at noon or + evening his conscience pricks him. But upon the Sabbath there is nothing + to be done by way of business, unless in getting from one town to another, + and it is his rest day. + </p> + <p> + I slept so late (I admit that I am always lazy whenever I dare be) that I + fancied I would have the dining-room to myself, but I had plenty of + company. The hotel where I was had an excellent reputation on the road and + was a favorite place at which to pass Sunday. I was fortunate enough to + meet here a hardware man from my own city whom I knew well, and who had + traveled long enough to know almost everybody. + </p> + <p> + “How is trade?” was, of course, his first question. + </p> + <p> + I had no bragging to do over my trade, for, it must be confessed, I was + not sure that I had sold even half what I ought to have done. So I said, + “My trade is only so-so.” + </p> + <p> + “Well,” said he, “I guess that is about as much as any of us can say. + Times are tight. Goods are so infernal cheap and cost so little that if + you sell a man four or five pages it don't amount to anything in dollars + and cents. I was just telling White here—by the way, let me + introduce my friend, Mr. White; sells notions for Haff & Walbridge, + New York. I was just telling White that I took a big order from a house + yesterday, one covering six pages of note paper, and each item calling for + fair quantities, and it amounted to $92. A few years ago it would have + footed up $400.” + </p> + <p> + “It is so in every line,” said White, “everything is down, but we have new + lines every season, and keep up trade by having novelties.” + </p> + <p> + “What a chain-lightning genius Haff is!” exclaimed my frend. “I remember + when he traveled for Howard & Sanger; good-natured, voluble, + energetic, and uneasy as a lump of mercury. Suddenly he blossomed out as + an inventor, and he's kept on inventing ever since. I've been surprised + that the man who is father of so many children has not invented a better + nursing-bottle or colic exterminator. What's your last novelty?” + </p> + <p> + “Base balls.” + </p> + <p> + “Ye gods! Base balls! Well, you've got a mighty good man to fight + against.” + </p> + <p> + “Who's that?” + </p> + <p> + “Taylor, of Bridgeport. I don't know when I've seen a man of more push + than he. I believe he patented or invented the ball that Warner makes, and + they placed him in charge of the ball department. He just has balls on the + brain; tosses them in his sleep; takes them to church and plays catch with + the tenor, and keeps two balls in the air while he drinks a cup of tea. + That kind of a man is bound to succeed.” + </p> + <p> + “Is the base ball trade a large one?” + </p> + <p> + “Yes, it amounts to a good deal of money. Every notion dealer in the + country carries more or less of them in stock. The ball that sells for a + nickel is bought by the barrelful; such a ball is sold to the jobbers at + 28 or 30 cents per dozen, and to the retailer at 35 to 40 cents. Balls + that retail at 10 to 25 cents are the best sellers, but a few good balls + go in every bill.” + </p> + <p> + “How high do they run?” + </p> + <p> + “The best sewed balls retail at $1.75 each, but the ordinary 'league' ball + retails at $1.50. Such a ball is sold to jobbers at $7 to $9 per dozen, + except Spaulding's; he keeps his pretty stiff because he gets them into + the hands of the National League, and a certain class, because of that, + will buy them and no other.” + </p> + <p> + “Is there any choice in the different makes?” + </p> + <p> + “Very little. Certain dealers get balls made with their name on and + advertise them as being superior to anything made, and very often the + manufacturer cannot sell his own brand in the territory where these are. + You know people love to be fooled.” + </p> + <p> + As we went away from the table, we met a gentleman whom my friend + introduced as Mr. Hart, of Bradly & Smith, brush manufacturers, New + York. Hart evidently was an old timer on the road, and knew the brush + business like a book. + </p> + <p> + “Trade is fair,” said he, “but New York has to compete with brush + factories in every city now, whereas, twenty years ago, we had it our own + way. That was the time when my firm ran the Methodist Church and laid out + Asbury Park, N.J. It was easier to make $50,000 a year then than it is to + make $5,000 now.” + </p> + <p> + I was struck with a point he made against a buyer for a large jobbing + house. Some one had said that they bought in good quantities, as compared + with one of their competitors. “Yes, they buy in larger quantities,” said + he, “but give me the other men. I sell them both, but here is an incident + which tells the kind of big buyers your friends are. A year ago I had a + new leather-back horse brush that I was selling at $9 a dozen. I showed it + to B.'s buyer and it took his eye at once. 'What is the best you will do + if I take a quantity?' he asked. 'I would like to sell that at $9, and if + I could do it I'd push them.' I knew there was a good profit to us at $9, + even where we sold in small lots, so I figured that in quantities we could + sell at $7.50. How many do you suppose he ordered?” + </p> + <p> + “Well,” said my friend, “knowing that it's mighty hard work to sell a $9 + brush nowadays, I should say six dozen would be a good order.” + </p> + <p> + “Yes, so it would; I expected he would order six or eight dozen, but he + ordered twenty dozen.” + </p> + <p> + “The deuce he did! Did he sell them?” + </p> + <p> + “I was there yesterday and he had sixteen dozen and a half on hand. I + don't call that very shrewd buying.” + </p> + <p> + Sitting in the smoking room was a tall, slim, Yankee-looking sort of a + man, who smoked in a nervous way, and when he talked seemed to speak with + great earnestness. He was introduced as Mr. Rockwell, a cutlery + manufacturer of Meriden, Conn. Somehow these Meriden men are all alike. + They are great pushers in business, wire-pullers in politics, and in + season and out of season stand by each other. If Wilcox and Curtiss and + the Rockwell family were only guaranteed fifty years more of life they + would own the State of Connecticut. Rockwell was discoursing upon pocket + cutlery, and as it was a subject about which I knew nothing, I took a back + seat. + </p> + <p> + “American manufacturers,” said he, “not only have to fight against poor + foreign goods, but what is worse, they have to fight against them under + American names and labels. Thirty years ago if a man got up a fancy brand + he put 'Sheffield' on it; now this is changed; everything has to have at + least an American name. The result is that American goods are damaged by + foreign trash, which, having an American brand, is supposed to be + American-made. A farmer buys a knife branded 'Missouri Cutlery Shops,' + thinking he is getting an honest, home made article. The probabilities are + that it was made in Germany, and is of the poorest quality. It does not + give satisfaction; so he damns American goods and goes back to his old + IXL. And when he gets a poor IXL knife, as he very frequently does, he + swears it is bogus.” + </p> + <p> + “That's so,” said one of his friends. “I often hear men sighing for the + old knife of their daddies.” + </p> + <p> + “Why, here is a sample of the man in this letter. Let me read a few lines. + After mentioning our advertisement, he says: + </p> +<pre xml:space="preserve"> + Now I have been hunting a good knife for twenty years, but too much + “protective tariff” having shut out competition, we now only get such + “pot-metal” cutlery as monopolists choose to give us; nice handles + with hoop-iron or cast blades, not as good for $2 as the old “Barlow” + knife boys could buy for a “bit” forty-five years ago. If yours are + good I will be glad to get them, but if they are a cheat, I will call + on you with a shot-gun, on my way to Canada, where I will then have + to look for a good knife. +</pre> + <p> + “That man,” continued Rockwell, “believes what he says, probably, but a + man of 45 who knows so little ought to be shut up in an idiot asylum. If + we could have a law here as they do in England, permitting no goods to be + labeled or branded as American-made unless they were made here, such a man + would hang his head with shame at his injustice to home manufacturers.” + </p> + <p> + I liked to hear Rockwell talk; he had a way of giving a sentence in a + crisp, sharp way, and then half shutting his eyes for a moment, as if he + was waiting to see what the other fellow would say and be ready with an + answer. + </p> + <p> + My friend spoke of him with great enthusiasm, saying his house had done + business with him for many years, and looked upon Rockwell as one of the + most growing men in the trade. In talking with him afterward about pocket + cutlery, he said to me: “No cutlery factory in this country is paying a + penny to its stockholders; we are looked upon by the free-traders as + coining money, but our men are averaging twice the wages of the English, + and three times those paid by Germany, and the labor is about eighty-five + percent, of the cost of the pocket knife. The leading American makers turn + out good goods, far above the average English or German; but the consumer + is not able to tell whether he is using an American or foreign-made knife, + because of the habit of branding everything with American names, and we + have to bear the curse.” + </p> + <p> + “Why is it that Meriden people hang together so?” I asked. + </p> + <p> + “Do we?” he asked, laughing. “Perhaps it is because they're all such good + fellows. The rich men there, and there are a good many of them, have + always been ready to help any enterprise that came to the town and could + make a fair showing. You will find the same men stockholders in a great + many different companies; their salesmen help each other, and they are + closely united socially. They work together and love their city.” + </p> + <p> + I don't know any better eulogy to deliver upon a body of business men. + </p> + <p> + Later in the day, a rather warm conversation near us drew us toward five + or six men who seemed to be growing excited. A traveling salesman appeared + to be giving a manufacturer some good advice. + </p> + <p> + “You men,” said he, “seem to think you do a very smart thing when you go + to these big buyers and give them an extra 10 per cent., but you don't + seem to be capable of learning that in doing this you are cutting your own + throats. Only a few months ago I was talking to Simmons. 'I don't like + these low prices,' said he, 'nor to have everything down so close to cost; + we can't get extra discounts as we can when prices are higher; the most we + can get now under ordinary circumstances is 2-1/2 to 5 per cent.' 'How + much do you think you ought to get?' I asked him. 'Ten per cent., at + least,' said he.” + </p> + <p> + “But he doesn't get it,” said the manufacturer. + </p> + <p> + “Oh yes, he does, on a good deal of his stock. He must get it on your + goods or he would not be quoting them at the price we pay you for them. We + paid you $3.60 for the last lot we bought, and I saw a quotation from him + on your goods at $3.62. He is no fool; he does not sell goods at cost. + When I saw his quotation my price was $3.60 and will be $3.60 until we + clean your goods from our shelves, and it will be a good while before any + more of the same brand ever go back there again.” + </p> + <p> + “But that is all nonsense,” said the other, “he buys the goods at exactly + the same price your house does.” + </p> + <p> + “Then it is time we quit them. If we have no protection on your goods we + want to drop them.” + </p> + <p> + “That's pretty tough,” said the other, half disposed to be angry. “I have + no control over your prices; I sell your house as I sell him; I advertise + the goods so that the jobber could make a profit if he would, but if he + won't I cannot compel him to do it. The jobber has no idea of anything but + to beat his competitor in buying and then beat him in cutting the price. + Nothing counts in business but a 'cut.' I don't know where we are going + to.” + </p> + <p> + “Well,” said my friend, “suppose we go to dinner.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0019" id="link2HCH0019"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XIX. + </h2> + <p> + A number of traveling men around a Sunday dinner-table, when they feel + sure it is going to be a good dinner, is about as entertaining a company + as any business man would care to be in. Jokes are necessarily plenty; + stories fly about freely, but the man must be very thick-headed who does + not pick up bits of information that he is the better for knowing. + </p> + <p> + At our table were represented knit goods, groceries, cutlery, hardware, + crockery, and guns. When the the jokes had flowed about, and firms were + being discussed, I heard the dry-goods man say: “Yes, sir, if I wanted to + point out two of the longest-headed men who foresaw the coming change in + doing business I would mention Butler Bros., of Chicago and New York. I + used to sell them notions when they were in Boston, and they were nice men + to do business with. It's harder to sell them to-day, for the buyer has + grown hardened and cuts to the quick.” “They were the 5-cent counter men, + were they not?” + </p> + <p> + “Yes, 5, 10, and 25 cent counter goods was their hobby, and it beat the + great horn spoon to see how the thing spread. Every little cross-roads + store had its 5 and 10 cent counters, and manufacturers and jobbers cut in + prices to cater to it. Of course it could attract attention only by + offering bargains. If a dealer put on his 25-cent counter only such goods + as he had been selling at 25 cents, no one would have patronized it. The + point in his mind was to attract attention by the bargains he could show. + He could make a fair profit on the whole lay-out, but perhaps one-third of + the stock was sold very close. Under ordinary circumstances a dealer + paying 20 cents for an article would sell it at 30 to 40, but now it went + on the 25-cent counter.” + </p> + <p> + “But it hurt regular trade.” + </p> + <p> + “Yes, it did to this extent, that it led men to dabble in things not in + their own line. The dealer was apt to do the most cutting in such goods as + were not in his regular line. He was inclined to be stiff on his own + goods, but say he was a dry-goods dealer, it did not hurt him to cut on + tin dippers, wash-basins, wooden-ware, etc. So when the hardware men + followed with their cheap counters they were most inclined to cut on + notions, and in fact the cheap-counter business has very much to do in the + mixing up of trades and the demoralization of prices.” + </p> + <p> + “Don't you think it was the basis of department stores?” + </p> + <p> + “Yes, I do. Men saw that their small line of crockery, or tinware, or + stationery sold well, and they increased the assortment, and finally led + up to the 'department' idea.” + </p> + <p> + “How is this 5-cent counter business managed? I mean, how are the sales + made?” + </p> + <p> + “Largely in assortments; for instance, if you pick up advertisements of + the houses making a specialty of such goods, you will find that they offer + assortments for a certain amount of money. They give the goods in detail; + the dozen price of each article, the quantity sent in the assortment, the + cost to the dealer, and the total retail price. Of course if the dealer is + just starting out in such goods the entire assortment is what he wants, + but if he is in it already the list enables him to buy just those things + he needs. You'd be surprised to see the profit there is in these things, + even in the present hard times. For instance, I saw an assortment of + 5-cent goods consisting of 167 dozen articles which would retail, as you + can figure, for $100.20; cost to the dealer, $60; profit, $40.20, or 67 + per cent, on the investment.” + </p> + <p> + “Let's go into the 5-cent business,” said the cutlery man + </p> + <p> + “Better start a knife-stand on the street. Do you make goods for + street-men?” + </p> + <p> + “No; they handle the cheapest Dutch trash.” + </p> + <p> + “Where do they get it?” + </p> + <p> + “In New York and Philadelphia. Seven or eight years ago some street fakir + got hold of a showy two-blade penknife at about $2 a dozen. He took his + stand on the street and they went off readily at 25 cents. The business + seemed to spread all over the country like wild-fire, and especially + during the fair season. Jobbers in the inland cities were cleaned out of + stock they looked upon as dead and worthless. Of course, as soon as this + demand was felt houses began to prepare to supply it. At first the fakirs + were willing to pay $2 per dozen, but when new stocks came out cuts were + made and the prices steadily went down.” + </p> + <p> + “What do they pay now?” + </p> + <p> + “These 25-cent tables do not cost, on an average, $1.50 per dozen knives. + They get out a very handsome-looking two-blade knife, in bone or ebony + handle, for $1.32 per dozen; a good-looking jack-knife for $1.40 to $1.75; + pearl handle penknives for $1.75 to $2.” + </p> + <p> + “Are they worth a cent?” + </p> + <p> + “Not to cut with. They sell by the eye entirely; handles and blades are + well finished, and they seem to be worth a good deal more than the price + asked for them.” + </p> + <p> + “We had quite a run with some of these men on revolvers,” said the + hardware man. “We had a wood handle 32-caliber that cost 85 cents—a + good pistol. A seedy-looking fellow bought two or three hundred from us. + His plan was to go into a shop, saloon, or store, and in a confidential + way tell the boss or clerk that he was dead broke and would sell his $5 + revolver for $2.50. At that time the average gunsmith was asking $3.50 to + $5 for a common revolver, and he sold enough every day to make him good + wages.” + </p> + <p> + “Thank goodness!” said the grocer, “we don't have these snide affairs in + our line.” + </p> + <p> + “No, people have to give your goods away. It's samples of soap, samples of + tobacco, samples of tea, samples of baking-powder, etc., etc., from + morning till night. It's a mighty mean line that has to be given away.” + </p> + <p> + “This giving away,” said the crockery man, “has made a big hole in our + business. Some one suddenly discovered that crockery would be a taking + thing to help work off poor goods. Of course, the home jobber benefited by + it for a very short time, and then the New York importers stepped in and + took the cream. Baking-powder men, coffee-grinders, tea houses, and others + sent out crockery, and people, got so much of it for nothing they had no + excuse for buying any.” + </p> + <p> + “I doubt if it really hurts us much in the long run,” said the Meriden + man. “Here was a baking-powder concern in Ohio that offered a set, + consisting of fifty-one pieces, of silver-plated ware with every case of + their own goods. If you had read their advertisement you would have been + sure that Rogers never turned out any better goods than these they were + giving away. But the fifty-one pieces cost them just $7.50! They used a + good many thousand sets. The table caster was worth about 70 cents. You + can imagine the quality! Now, I hold that in the long run cheap stuff will + help good goods. People who have it will get disgusted with it, and will + replace it with reliable ware, while if they had never had the trash they + would not have had their own consent to buy the better goods.” + </p> + <p> + “Perhaps the most wonderful thing about business today,” was said, “is the + amount of information given in circulars, price lists and advertisements. + I can remember twenty years back where a price list simply gave you the + briefest statement of the article, sometimes the size, but oftener not, + and the price. Nowadays an ordinary list is a mine of information. I + remember having reached the conclusion that one of the things particularly + needed was a circular for the consumer about the way to strop and take + care of a razor. I could not find a syllable on the subject in any English + or American price list. I wrote to four manufacturers for points, but + received the briefest of replies and no practical help. I sat down to + write the circular. Did you gentlemen ever try your hand at such a job?” + </p> + <p> + No one had. + </p> + <p> + “Then I just want you to try it once, and you will believe what I tell + you, that it will be about as tough a job as you ever undertook. I had + been selling razors for ten or twelve years; I had talked with barbers, as + you all have; I had heard customers talk; I had heard shrewd remarks and + silly remarks; I had heard manufacturers occasionally drop a hint, and now + I was to sit down and evolve out of my memory and experience a circular on + the subject that would be of benefit to every one handling a razor.” + </p> + <p> + “How did you make out?” + </p> + <p> + “Well, perhaps the best answer to that is the fact that our firm sends out + the circular to-day just as I wrote it eight years ago. But I started to + speak of the large amount of information you find in circulars and + advertising nowadays. Advertising is much more of a science than it was. + Pick up a decent trade paper and the ordinary advertisement is full of + shrewd points for those handling the goods, that cannot help being of + immense value to retailers. And I can call your attention to this: these + advertisements, these shrewd ones, are always written by men who have been + traveling salesmen. Such men know the points that ought to be brought + out.” + </p> + <p> + “Yes,” said the dry-goods man, “how is this, cut from the advertisement of + a list of five-cent counter goods. Don't you believe the man who wrote + this knew the soft side of a retailer?” And he read: + </p> +<pre xml:space="preserve"> + HOW TO DO IT. + + Bundle up some of the unseasonable goods that are taking up valuable + counter space, and put them away on the shelves. By this economy of + space, and with the possible addition of a temporary counter, you + have gained room enough to admit of the introduction of a “5c, 10c or + 25c counter.” The next thing to do is to send to some reliable jobber + for a bill of staple household sellers, with which you can mix + hundreds of articles from your own stock; then send out a little + circular (“dodger”) to the over-anxious inhabitants, telling them of + a few of the articles to be found on your “Cheap Counter,” and they + will respond as readily as though you had sent them free tickets to + the circus. It matters not that they have not seen one of these + counters before, there will be the same rush—the same scramble for + first choice—the same telling of friends about bargains bought; and + instead of sitting around waiting for the advent of spring, you will + have pocketed a nice profit from your cheap counter, besides having + worked off any amount of odds and ends that might have been in your + store five years, and would have remained five years longer had not + this modern wonder made an exit for them. +</pre> + <p> + “That sounds mighty like Ed. Butler,” said the dry-goods man. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0020" id="link2HCH0020"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XX. + </h2> + <p> + Occasionally a traveling salesman meets at the hotel or on the train the + head of some large house, who is making a trip for special reasons of his + own. Such a man is always sure to be affable with every one, but he is + especially conciliatory to the salesmen he meets on his route. Perhaps + this is due to the fact that he is a stranger and these old travelers can + help him, if they are so inclined, or it may be for the purpose of leading + them to be talkative with him, and in that talk he can gather points that + will be of value to him. Whatever the cause may be, there is no question + as to the fact. But the talkativeness is not always on one side. I have + met wholesale merchants on the road who would talk freely and tell me more + about themselves and their business in one evening, while we sat in a + country hotel, than they would have done in five years of ordinary + intercourse in the city. + </p> + <p> + The man who sits in the house all the year falls into several errors. One + is in thinking that people are anxious to buy of him, and that his + traveling men ought to find it very easy to get an order in almost every + store. Another error is in believing that the orders come solely because + of the firm's popularity, rather than of any merit in the salesman. I + suppose there are goods so well advertised that, in a large measure, they + sell themselves; but, outside of patent medicines, I can not now recall + one such item. + </p> + <p> + We were talking of this, half a dozen of us, while in the smoking-room + Sunday evening, and one of us said: “The best man to work for, if you do + your level best, is a man who has been on the road himself. Such a man + always knows where and when allowances must be made for dull trade, and + for cutting of prices. The man who always makes the most trouble, and who + was fore-ordained to be a dashed fool, is the book-keeper. The balancing + of his little gods of books is of more account, in his eyes, than is the + sale of a bill of goods. And having the ear of the firm he usually gets + permission to do any piece of dashed foolishness that he suggests. But + next to him is the merchant, who never steps out of his own door to try to + sell a bill, or the manufacturer who runs his little shop in a one-horse + way and never goes out to see what others are doing, or learn what + consumers are saying about his goods. I once traveled for such an old + block-head, and, as I started off on a trip, I advised him to discontinue + making a certain article, telling him it was out of date and could only be + worked off on greenhorns in business. I guess I was as much interested in + getting them off as if they were my own, and I lost no chance of working + in a few wherever I could. The same amount of work on salable goods would + have paid big money. Well, when I got home, may I never breathe, if that + old ass hadn't taken my sales as evidence of the big demand for the goods + and was piling up the store-house with the same stock!” + </p> + <p> + “Yes,” said another, “but the man who sits in his office usually makes the + biggest mistake in supposing that he is a great deal smarter than the men + he sells. Because he is a peg higher in trade, as jobber, importer, or + manufacturer, he imagines he is also greater in ability, and he has no + hesitancy in advising these poor devils about their business. I was + selling scythes several years ago, and worked for just such a man as I + have been describing. He was a good mechanic, but pig-headed; goods must + be made and finished a certain way, because that was the way they had been + made for thirty years. The result was we were losing our trade. I knew he + was blaming me for the trade falling off, so I persuaded him to make a + flying trip with me to Buffalo, Cleveland, Toledo, Detroit and Chicago. + The dealers at Buffalo were rather old fogy, and we got our order there + from our regular customer, but when we struck Cleveland I saw the old man + open his eyes. It was one of Blossom's off-days, so he didn't waste much + time on us, but said he didn't want any of our goods. Deming hadn't got + into silver mining, so we couldn't get an order from him by buying a share + of stock, but Van was about half-full, and he opened up on us. Then Toledo + piled it on. There were four jobbing houses there in our line, but not one + would buy. I knew one buyer pretty well. After we had been the rounds we + came back to his place, and I asked him to tell us frankly how we could + get some of his trade. He gave in detail the ideas that were current among + retailers and consumers regarding shape and finish of scythes, putting it + down in a clear-headed way, so that a baby could have understood him, but + showing the shrewdness of a man who was studying all the points in + connection with his trade. It did the business. We went up to Detroit, and + had a long talk with Charlie Fletcher, and the old man bought a lot of + samples and went home. On my next trip, you can bet, I had salable goods.” + </p> + <p> + “You can study a man as he is only when you see him in his own store,” + said a third. “When a country merchant comes into Chicago, and walks into + your store, he is very desirous that you shall be pleasantly impressed by + him; so he puts on his best manners. You are on your native heath, you are + surrounded by your clerks, and you are considerable of a man in a city of + big men, while he realizes he is a very small toad in a little country + puddle. But just put the shoe on the other foot, and go into his store. + Now, he is on his own ground; you are asking favors of him in the shape of + orders, and all the petty smartness comes out, if there is any in him. It + is an opportunity that permits a mean man to be his meanest, and draws out + of a generous, kindly soul all the milk of human kindness there is in his + heart.” + </p> + <p> + “Well,” said a dry-goods man, “there are a good many kinds of men in the + world, but the man who makes me fighting mad is in Pittsburg. He's most + infernally polite, but he never wants anything. As I go back to his desk + he is either reading or writing. I say: 'Good morning, Mr. Blane,' and + hand him my card. He scarcely looks at it, but in the most solemn and + dignified way says: 'We do not need anything in your line to-day.' Then I + open up on my leading items: 'I have a very nice line of novelties in + so-and-so.' He looks off from his paper to say: 'We are full of so-and-so + to-day,' then goes to reading again. 'I have some desirable patterns in + new goods in silks.' He looks up to say, 'We have enough silks for the + present.' 'I can give you special prices on hairpins.' He looks up again + to say: 'Our stock of hairpins is full.' And then I bow myself out. I + asked the boss one day if he ever sold the firm when he was on the road. + He said he did once. Blane was out of town and he sold his partner. Still, + I call on him every time I go to Pittsburg.” + </p> + <p> + “Pittsburg? Oh, that's where Joe Horne hangs out.” + </p> + <p> + “Who's Joe Horne?” + </p> + <p> + “Why, Joe is the man whose orders are as well known in the west as + Willimantie thread. Every New York drummer stops at Pittsburg, and every + dry-goods man sells Joe Horne, or says he does, so that now, west of the + Mississippi, the first greeting given a drummer is, 'Show us Joe Horne's + order.' Joe must be a very good fellow to give his orders so impartially.” + </p> + <p> + “Did you know Luce?” one dry-goods man asked the other. + </p> + <p> + “Luce, of Toledo? I should say I did.” + </p> + <p> + “He was a tough man to tackle unless he felt just right. They tell of a + put-up job on a drummer who used to call on him. He couldn't manage ever + to get an order out of Luce. One day he said to a friend, who always sold + Luce, 'How is it that you succeed and I fail? I sell the best trade in the + country and to a good many men that you don't sell; now, why is it I can't + catch on to Luce?' The other asked, 'Do you ever talk politics to him?' + 'No.' 'Well, that's his soft side. He's a regular old moss-back, + Vallandigham Democrat. If you want to succeed, go in on that line.' His + friend thanked him, and the next time he went to Toledo he felt better. + Luce wanted no goods, as usual. Then Mr. Traveling Man opened on politics. + He remarked that all over the State there was a good show for burying the + d—d Republicans that election. Luce glared at him in speechless + wonder. Then Mr. Drummer launched out on the infernal meanness of the + Republican leaders, but by this time Luce was ready for him, and the way + that poor devil was talked to would make you sorry. When he next saw his + friend there came pretty near being a fight, but the friend thought it too + good a joke to keep and told Luce. No one enjoyed a joke better than Mr. + Luce, and, by thunder, the next time the man called on him he gave him a + good order, and they were the best of friends afterwards.” + </p> + <p> + “I often wonder if any one ever fools a man equal to the way he fools + himself. I always laugh over a customer of mine in Cincinnati who always + insists he must have 'a leetle adwantage.' The boys on the road like Old + Pap and laugh over his 'leetle adwantage.' He says: 'I must haf a leetle + adwantage ofer New York and Philadelphy. They ton't pay no freight. They + get their goods at their door; I must haf a leetle adwantage to cover the + freight.' The old man has this so firmly fixed in his head that we have to + humor him by giving him 'a leetle adwantage.'” + </p> + <p> + “Some men think that in giving an order all they need to do is to state + their own terms and time, and every one will dance to their tune. A + concern in the Northwest that failed (and they ought to), used to write + their orders on a blank that was headed: + </p> +<pre xml:space="preserve"> + All prices guaranteed. Privilege of increasing, + decreasing, or countermanding + No charge for boxing or drayage. +</pre> + <p> + “How was that for smartness?” + </p> + <p> + “You say they failed?” + </p> + <p> + “They did.” + </p> + <p> + “They ought to have got rich!” + </p> + <p> + “Yes, they are a fair type of the average buyer; it's cut here, screw down + there, pare over yonder. No matter what your price may be, it's always, + 'What are you going to do for me?' as if he must have a special cut. I + showed Hibbard & Spencer's buyer a new tool the other day, and gave + him my price. `What's the best you can do?' I told him that was the best I + could do. 'But what is your price to Hibbard & Spencer?' As though + every salesman must have laid away in a snug corner, a special price for + that important firm! `I have given you my price; it is the best I can do + with anyone.' They are not willing anyone shall make a cent but + themselves; they want the whole apple, and are not willing to give the + manufacturer the core.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0021" id="link2HCH0021"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XXI + </h2> + <p> + When I reached T. I had a very disagreeable duty before me, namely, to fix + a misunderstanding with a customer. The house had written me: “Atkinsen + & Co. bought a bill last October from Ned on 60 days' time; goods went + exactly as ordered. When the bill became due we sent a statement, with a + mem. that if not heard from in ten days we would draw. In reply they sent + us a letter saying the goods were sold them under arrangement by which + they are to be paid for when sold, and that we had better hold our draft, + etc. We wrote that we did not do that kind of business; that our terms + were plainly stated on the invoice, and that upon receipt of that, if not + correct, they should have notified us at once. To this they sent a 'Smart + Aleck' letter, and when we drew on them allowed our draft to be returned. + Settle the matter up; take back the goods, if no better way suggests + itself, but close it up. And close up our deal with them; they are the + kind of men we do not want to do business with.” + </p> + <p> + To be ordered to get money out of a slow customer is bad enough, but to + have to settle an account with a mean one is a thousand times worse. The + slow customer is usually ready to dun himself, and full of apologies for + his slowness, but the “Smart Aleck” who wants to be small has a hundred + arguments ready at hand to prove that he is a very superior person who + proposes to stand on his rights. Every traveling man has such customers as + this “on his list,” and is occasionally called upon to tackle them. + </p> + <p> + I had made up my mind that I would find Atkinson rather tall and slim, but + he wasn't; he was a pleasant-looking man, and I handed out my card as if I + had called around to sell him a big bill. His face lost some of the smile + when he saw the firm's name, but I began to talk of trade and the weather, + and kept it up until I had forced him into an appearance of being + sociable. Eventually I led the talk around to his stock and was fully + prepared for his decisive “We do not need any.” I mentioned guns, rifles, + cartridges, caps—everything—but he was full. I was determined + that he should introduce the subject of the account, and this he did when + I made a move as if to go. + </p> + <p> + “Did your house tell you about our account?” + </p> + <p> + “They told me to stick to all the money I could get,” I said, pleasantly. + </p> + <p> + “Have you a statement of our account with you?” + </p> + <p> + “I think I have.” And I appeared to be searching for it, though, of + course, I knew the exact page and line it was on. “Here it is: $43.30.” + </p> + <p> + He went to his ledger, found it correct, I suppose, and then from his cash + drawer counted out the amount and asked for a receipt. I gave him one, + thanked him for the money, and then remarked that I was sorry there had + been any misunderstanding about the terms. + </p> + <p> + “I like to see a house live up to its agreement,” he said, in a surly + tone. + </p> + <p> + “Don't we?” + </p> + <p> + “No, sir; these goods were to be paid for when sold.” + </p> + <p> + “But the invoice is plainly marked sixty days; why didn't you report such + an agreement when you received the invoice?” + </p> + <p> + “I don't care for the invoice. Don't I get any amount of invoices where + all of the discount does not show? When I pay them I deduct the extra, and + that is the end of it.” + </p> + <p> + I concluded a little plain talk would neither do us or him any harm; he + was probably in a state of mind that would prevent him buying of us very + soon again. I said: “I am satisfied that you have been long enough in + business to know that staple goods, such as you had from us, are never + sold on any such terms as you state you bought these at. I made inquiries + about you of your neighbors, and every one said they had misunderstandings + with you, and are not on good terms with you, and if I could see your + correspondence I am pretty sure I would find we are not the only house out + of town that you have had just such disputes with. I simply say to you, + and for your own good, Mr. Atkinson, that you are making a mistake. My + orders from my house were not to sell you, and while I know you can get + along without us, you can't afford to keep driving houses away from you + without hurting yourself. I'm obliged to you for paying me; that is all I + came in here for.” + </p> + <p> + He told me that I and my house could go to the devil, and in that pleasant + frame of mind we parted. I suppose I cut down the bridge between him and + us, but I venture to say other houses had the benefit of my frankness. + </p> + <p> + I spoke of this to an old traveling man whom I met at the hotel. “Yes,” + said he, “there's too much coddling among us all. We smooth over this, and + give in on that, and the result is we make it all the easier for the + fellow to be small the next time. I'm selling axes, and, of course, I have + to warrant them. Do you warrant guns?” + </p> + <p> + “Not to speak of.” + </p> + <p> + “Then you ought to thank your stars. Warranting is the most infernal + device ever brought out to make men mean and dishonest. I put it down to + the dealer, when I sell him, in the plainest way I know how, that we + warrant an ax only against being soft or breaking from a plain flaw. When + I come around in the spring he pulls from under the counter two or three + or more rusty axes that he hands to me, with the remark that 'here are + some poor ones.' I pick up an ax and find some idiot ground it as thin as + a razor, and the edge broke out so that it looks like a saw, I ask him + what is the matter with it.'Too hard; brittle as glass.' 'But I didn't + warrant against being too hard.' 'But you expect your axes to stand, don't + you?' 'This would stand if ground properly.' 'Oh, yes; you fellows always + have some loop-hole to get out of your warrant.' This rather staggers me, + so I pick up the next one. 'What is the matter with this?' 'Soft.' As I + hold the edge to the light I can see a slight bend in the bit. The man who + used it had it stick, and in his efforts to loosen it, he had given it + such a terrible wrench that the edge had bent a trifle. To a man knowing + anything of the proper temper of an ax the fact of that slight bend is in + its favor, and the work of grinding it out would have been much less than + it was to remove the helve. But I pass that, as there is no use to argue + that a slight twist does not show soft temper, and I pick up the third + one. It has a corner broken off; the break is still bright, but I am + calmly told there was a bad flaw there. I start to explain why I know, + from the shape of the break that there was no flaw, but he twits me again + with wanting to go back on my warrant, and I stop right there. Now, this + is the history of nine out of ten transactions. The retailer takes back + everything a customer brings back for fear of losing that customer's + trade. The jobber takes back from the retailer, knowing it is unjust, but + he is afraid that any hesitancy on his part will damage his trade. And the + poor devil of a manufacturer takes it off the jobber's hands and cannot + help himself. There is a deuced lot of cowardice in business nowadays. It + goes back through the dealers till it reaches the consumer, and it + encourages him to make any kind of claim he sees fit to cover his + negligence, ignorance, or maliciousness.” + </p> + <p> + Sitting in the cars that evening, I overheard a traveling man say: “I find + it a little bit harder each week to leave home. I have a little girl of + three, and I see so little of her it makes me discontented. Her mother + knows just what time I ought to come up the street, and she and the baby + are watching for me at that hour every Saturday evening. When they see me + the little one comes running to meet me. Her excitement and her running + just take her breath away, so that when she gets to me she cannot speak a + word. But she can squeeze me and kiss me. How I do hang on to her all the + time I'm at home! I go to bed two nights in the week like a man should. I + wake up to find those little arms around me! And on Monday morning I have + to pull myself away. I tell you it's almighty hard.” + </p> + <p> + His voice had a tremor in it, as if a very little encouragement would + bring tears. + </p> + <p> + “Yes,” said the other, “it is hard. I've been there. I had a girl six + years old that was to me all yours is to you, and all she ever can be. I + started off one Monday morning leaving her as happy as a lark. On + Wednesday I was telegraphed to come in, and when I got home Thursday + morning she didn't know me. Just as long as she could speak she kept + asking for me. I never start out on a Monday morning but that I think of + her, and I never walk toward the house Saturday night that I do not miss + her. I don't know, but it seems to me that a traveling man has no business + to have a wife and family.” + </p> + <p> + “I never knew you had lost a child,” said the other; “if I should lose my + baby I believe I would go insane.” + </p> + <p> + “Oh, no, you wouldn't; you would do just as every one else does; you'd go + on and suffer. But the men that can be with their families seven days in + the week ought to thank their God every hour of the day.” + </p> + <p> + “I travel a good deal by team,” said a third, “and am frequently driving + as late as 10 or 11 o'clock at night. As I go along the road and see the + light shining out of the windows, and see family groups in their homes, + gathered around the lamp, I tell you, boys, I get homesick. It's the time + of day I want to be at home with my family. I envy every man I see in such + a home, and I contrast his condition, surrounded with his wife and + children, and a long night of rest before him, with my work. I finish up + my day at a late hour at night, then perhaps have to get up at an + unearthly hour in the morning to catch a train. There's mighty little + poetry in this kind of a life.” + </p> + <p> + “But, after all,” said the first speaker, “our wives suffer the most. They + have the responsibility of the home and children on their shoulders all + the time, and they worry more or less over us. My wife never sees a boy + coming to the door with a circular but she thinks he has a dispatch saying + I am either maimed or killed in a railroad accident. Then if the children + are sick she has to shoulder the burden alone, and it is all the greater + because she always tortures herself by believing that she must be in some + way to blame. I tell you our wives have the hardest part to bear.” + </p> + <p> + “That's so,” came from several. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0022" id="link2HCH0022"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XXII. + </h2> + <p> + In a traveling man's experience no two days are exactly alike, and yet + there is a monotony in the story of a trip because the history of one day + is so much like the history of everyday. We sell to different men in + different towns but the arguments on both sides are very much the same + with all men. It is but rarely that a merchant admits that he needs + anything in our line until after a certain amount of preliminary coaxing, + and he never admits that prices are low enough. + </p> + <p> + Some buyers meet one pleasantly, and are perhaps all the more + disappointing. Their manner seems to promise success, but the result is + failure. Other men start in rather snappish, as if the salesman was a + nuisance, but gradually grow sociable, and if they give him an order he is + forever their friend. He can not take “no” for an answer, because his + experience tells him that the majority of buyers start out with a “no,” + and end by buying a bill. He must be persistent, because he has heard + numberless times, “I will look at your samples if it is any comfort to + you, but I won't buy,” and in nine cases out of ten he has taken the man's + order after all. + </p> + <p> + The longer he is out on the road the easier his work grows, but it is not + always true that his orders continue to grow larger. Friendship with + buyers work two ways: the salesman may be able to press them to buy in a + stronger manner than a stranger would dare do, and on the other hand the + buyer can the easier put the salesman off. When he says: “You know well + that if there was a thing in your line that we wanted you would get the + order, but there is none,” the salesman has to take it gracefully and hope + for better luck next time. But a stranger, in the same line, calling there + the next day, and mentioning each item in his list, may secure an order, + and at no better price than the buyer's acquaintance would have given. + </p> + <p> + For these reasons I have not given details of my trip so far as they + concerned my own sales. It is enough to say that I was doing fairly well, + not only in selling goods, but in making “valuable acquaintances.” My + house wrote me very pleasant letters, praising the character as well as + the amount of my orders, and I looked to my going in with such + anticipations of pleasure that the last six days of the trip seemed to + have more hours than any arithmetic table of time ever put into them. + Partly to kill time, and partly to make myself more “solid” with buyers, I + spent nearly every evening with some of my customers, and listened to many + bits of experiences that were worth more than money to me. + </p> + <p> + One merchant said to me in his talk: “I have bought a great many goods of + Wiebusch, and feel as much at home in his store as I do in any place + outside of my own. And, while I do it because of dollars and cents, still + there is something back of these that always turns the scales in his favor + when his prices are no lower than his competitors. Twenty years ago I was + clerk for a hardware house in the West, and about as ordinary a one as + could be. One summer I made a trip East to visit some friends, and + concluded to give myself a treat by taking a day or two in New York. I + knew no one in the city personally; I knew the names of the houses my + employers bought from, and for some reason that of F. Weibusch seemed most + familiar. I put up at the Hoffman House. I laugh every time I think of + it.” + </p> + <p> + “Did you feel overpowered?” + </p> + <p> + “That's exactly the word. I was awfully overpowered. I had been used to + dropping into the little country hotels where the landlord and clerk were + at your service, and where you had to black your own boots, and carry your + baggage around. When I dropped into the Hoffman with my grip in hand, and + wrote my name in the register, and saw the overwhelming indifference in + the eyes of the lordly clerk, I assure you I felt as small a potato as + ever grew in a hill. I never felt quite so small and mean in all my life.” + </p> + <p> + “How did you get around?” + </p> + <p> + “I got to the hotel about 2 o'clock in the afternoon. I sat down in the + office and tried to get my spirits up to the pitch of my surroundings, but + it was a dismal failure. I felt that I was 'country' from crown to heel, + and I was terribly uncomfortable. I happened to think of some familiar + names, and among others of Mr. Wiebusch. The directory gave me his + address, a porter posted me on street-cars and the way to Beekman street, + and in due time I presented myself at the door. I felt timid about going + in. I was only a clerk; I had no business on hand; I would simply be + taking up some of their time in the store, and with no profit to them. But + I went up stairs, and after telling a clerk who I was and whom I was + connected with, was by him introduced to Mr. Wiebusch.” + </p> + <p> + “And your reception was a pleasant one?” + </p> + <p> + “You may judge so when I assure you that I remember it vividly and kindly + to this day, and shall always do so. He could not have been more cordial + to the head of the largest house he dealt with. 'Cordial,' mind you; not + simply polite or pleasant. I was made to feel that I had paid him a + compliment by calling upon him; that everything about the place was at my + disposal; and that I could do him a still greater favor by permitting him + to do something more for me. Now that was real kindness of heart; it was + genuine courtesy, and I went back to my hotel not caring a continental d—m + whether the clerk saw me or not.” + </p> + <p> + “Did you make other calls?” + </p> + <p> + “Yes; the next day I called on a dozen houses, more or less, and was + pleasantly met everywhere; I remember that; but I don't recall the name of + a single one of them! You can see by this, from the distinctness with + which I recall everything connected with my visit to Mr. Wiebusch, what a + relief to me his kindness was.” + </p> + <p> + “Do you still go to the Hoffman?” + </p> + <p> + “Not a bit of it. When next I went to New York I was partner in the house + and the Cosmopolitan or French's were plenty good enough for me then.” + </p> + <p> + “Are there many men on the road now that were traveling then?” + </p> + <p> + “Not a great many. Sam Disston was here to-day; he's one of the old + stand-bys, and he doesn't look a day older now. These red whiskered men + have the advantage of such fellows as you and I. I've grown gray in spots, + but here's Sam still as red as when he first came out snapping a Disston + saw. I'd like to have Sam to myself some Sunday afternoon and get him to + tell the ups and downs of his goods. Henry used to talk saw and shout saw + and swear saw, but he always sold them. I hung on to Spear & Jackson + about as long as anyone did in this section, but I had to finally give in, + and I was an ass for not taking hold of the Disston saw sooner.” + </p> + <p> + “It's a high-priced saw, isn't it?” + </p> + <p> + “The Disston factory makes all kinds of saws. Look at this saw—pretty + neat, isn't it? Full size, 26-inch blade; good handle; what do you suppose + it is worth?” + </p> + <p> + “I know nothing of saws; I couldn't guess.” + </p> + <p> + “Yes, you can guess. You know whether it looks worth 5 cents or $5.” + </p> + <p> + “Well, say $1.50.” + </p> + <p> + “That's close. You are a good guesser on saws. I buy that of Disston for + $3 per dozen.” + </p> + <p> + “What! A Disston saw?” + </p> + <p> + “I didn't say a Disston saw. It is made by Disston, but their name is not + on it, nor is it any such quality as they would brand with their name. But + they have a tremendous trade in goods on which their name never appears. I + guess they are the largest saw manufacturers in the world.” + </p> + <p> + “Disston must have an easy job.” + </p> + <p> + “Don't you fool yourself. Sam has just as hard a job as you have. In the + first place much is expected from him; then his goods being standard, are + sold close by all jobbers, and they are inclined to push other makes, + which can be bought cheaper. And on cheap goods it is entirely a matter of + price, so he has to meet all the competition of every saw-maker in the + country. I don't believe he has any easier job than you, or any other + traveling man has.” + </p> + <p> + After selling a couple of cases of cartridges to a wholesale grocer one + evening, he was led to tell of his early days, and I learned that no one + trade contained all the shrewd men. Said he, “I once felt that our house + was a very important one, and about as large as the State of Michigan. But + one July I went down to New York, and sauntered into Thurber's, on West + Broadway. I didn't expect to buy anything, but I thought Thurber would + feel complimented by such a man as myself calling upon him. Their lower + room looked rather busy, but not any more so than I expected, but when I + got up stairs and found myself facing from fifty to seventy-five clerks I + began to think Thurber's was a bigger business than mine. A boy led me to + H. K. Thurber's private office, but there were several men ahead of me and + I waited my turn. The longer I waited the smaller I kept growing. Mr. + Thurber's face was one that you could study. One moment it lit up with a + smile or happy thought, the next his mouth closed with a snap as if it was + the combination lock of a safe-door. At his table was a chair for `the + next,' and I felt as if `next' was going to be called out whenever I saw a + man getting ready to arise. It was a pleasure to watch Thurber. The + new-comer took his place in the vacated chair, told who he was, what was + his business, and Thurber had a 'yes' or a 'no' ready before the man was + through. 'We don't want it' came out sharp and decisive. 'But if I could—.' + 'We don't want it;' and this time the mouth closed tighter, and the man + saw there was no 'buts,' and bowed himself out. Then to the next, and if + his luck was better the bell was touched, and the boy who answered told: + 'Show this gentleman to Mr. Whyland.' Here a letter was placed before him + by a clerk, and after a glance at it an answer was dictated to the + stenographer, who sat in a corner nearby. Long before it was my turn to + bother him I felt so cheap that I would have sneaked off, but I was afraid + some of the boys would take me by the collar and drag me back. Mr. Thurber + met me pleasantly, and said a few words about our business that told me he + knew something about us, and professed to be very much pleased at my call. + Then he sent for Mr. Whyland and insisted upon my allowing him to show me + about the store. Whyland had but lately returned from his European trip, + and was just aching all over to sell goods. You know how that is, don't + you? Take any good salesman who has been out of the harness for awhile and + when he gets back again to work there's more enjoyment in selling a bill + of goods than in drinking a bottle of champagne. I swore to myself that I + wouldn't buy a cent's worth, but before I got away from Whyland I was down + for $13,000 worth of goods.” + </p> + <p> + “Whew! It was a dear visit.” + </p> + <p> + “Not at all. I needed the goods and bought them low, so that it was all + right. But Whyland turned me over to Frank Thurber. Frank is the + politician of the concern; the greenback, anti-monopoly, mugwump man! He + beamed on me as if he was Venus rising out of the sea; patted me on the + back; said I would own all of Michigan in a few years, and he was coming + out to get some points from us wide-awake Westerners; then filled my + pockets with his anti-monopoly speeches and papers, led me to the top of + the stairs, gave me his benediction, and I left. It was an experience. No + opera that I ever listened to, no ball that I ever attended, contained so + much genuine pleasure for me as I got out of that visit. But I went away + satisfied that our house had still room to grow before it would be the + biggest in the trade. It does a man good to see what a small concern he is + occasionally.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0023" id="link2HCH0023"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XXIII. + </h2> + <p> + “I can tell you one thing,” said a hardware man to me, “there is a good + deal of forcing down of prices done by traveling men that is entirely + uncalled for. Here comes a man to me selling auger-bits. I am full, and I + tell him so. He enlarges on the superior quality of his goods. I admit + them to be good, but my stock is too full for me to think of adding to it. + He thinks it possible there will be an advance, as at 70 and 5 per cent. + off the list there is a positive loss to the maker. I have no fears of an + immediate advance, and say so. Then he says: 'Mr. X., I am very anxious to + get a small order from you; trade is not very brisk with me, and, as an + inducement, I will give you an extra 5 per cent.' Knowing this to be lower + than others are quoting, and feeling well satisfied that the goods are + liable to advance rather than decline, when they change, I make out an + order for him. But how is he going to justify that cut to his factory? It + was absolutely uncalled for. It was not done to meet competition, but to + beat competition, and was simply a bait to lead me to order when otherwise + I would not have ordered.” + </p> + <p> + “But,” said another man, “go back of that a little. At 70 per cent. + discount the maker is barely getting back 100 cents for what actually + costs him one dollar. He is trimming as close as he can in everything to + keep him from loss; wages are cut down, economy in material practiced, and + every detail scrimped to the last possible limit Then this order comes in + from the salesman at a still lower figure. No further scrimping can be + done in material—that has a limit that cannot be passed—where, + then, can any saving be made? Only in the wages. The workmen are shown the + prices that the goods are now sold at, and told that there is but one + thing for the factory to do: to meet this 'competition,' or close up. And, + of course, the meaning of this is another reduction in the already + well-reduced wages. I declare, a man must have a good deal of gall to be + drawing a salary of from $1,800 to $3,500 per year and ask a workman to + take 10 per cent. off his wages of $1 per day.” + </p> + <p> + “Yes, and you will notice,” said the first speaker, “that all this was + done that the traveling man might have an order to send in, and not + because of any requirements of competition or of demand and supply. When I + read of workingmen striking I think of these things and wonder what they + would do if they could see what we merchants see of unnecessary cutting in + prices. Manufacturers and jobbers send men out to present the merits of + their goods, but their sole idea of a 'smart' man is one whose sales are + large. If they have a dozen men on the road, the man who sells the most + goods is the champion man. He sells big bills and is expected to cut + prices. But one of the men who makes less show may be much the most + profitable for them.” + </p> + <p> + “You would keep account of profits rather than of sales?” + </p> + <p> + “Certainly I would, and pay salaries on that basis. Then the salesman + would have strong inducements to get good prices. As it is now all he need + ask himself is: 'Will the old man stand the cut?' and if he does it is as + much a feather in his cap to make the sale as if it was at better prices. + Take the matter of steel squares. One of my men writes in that a Cleveland + jobber is selling them to the smallest trade at 75 and 10 per cent. off. I + investigate and find that they can be bought at 80 off. But the several + manufacturers shake their heads and say this price is a positive loss, + etc., etc. Then what the d—l do they sell at that price for? Neither + dealers nor consumers were complaining of the old prices, and all the + extra stock that is sold by the cut goes on to the dealers' shelves. The + decline is made to a few jobbers, and they at once start out their men to + give it to the retailers, and to use it as a bait, and when other jobbers + learn it they combine to squeeze the price down so that all can get it. + This is a sample of generalship that the square makers ought to be ashamed + of.” + </p> + <p> + “Yes, but the carriage-bolt men of the country have been playing just that + same kind of a fool game for several years. Who is benefited? No one, + unless it is the big wagon concerns, or the big machine men. I am told + that men in bolt factories at present prices do not make $1 a day. Why + should they work for starvation wages so that the concerns using bolts can + save 40 per cent on their purchase? It's a cursed outrage! The older + manufacturers can stand it, because they just coined money a few years + ago, but now they must squeeze their poor devils of workmen down in order + that they can sell goods at nothing. If the Knights of Labor were devoting + themselves to righting wrongs of this kind, the whole country would back + them up.” + </p> + <p> + “I often feel sorry for some of the concerns,” said the other, “when I + have met the 'managers.' I came back from New York three years ago and + told my partner if Lawson & Goodrow could make money as their New York + office was run, that no one else need worry about his business. Here was + an old concern, with every facility for making goods cheap, with a + reputation for quality second to none in the country, with experienced + workmen, and a good hold on the trade, yet they failed a year or two ago, + and made so bad a failure I supposed they were swamped forever.” + </p> + <p> + “But they are going on.” + </p> + <p> + “Yes; I'm glad to see it, and understand that new brains have taken hold + of it. But think of putting in as manager of such a business a young man + just out of college! He was a very pleasant gentleman; I remember him with + a warm sense of his courtesy, but he did not know the A, B, C of business. + Fancy such a man competing with Oakman or Charley Landers!” + </p> + <p> + “You've got to get up early to get ahead of Landers.' + </p> + <p> + “Yes, Landers is a man of resources and thoroughly understands human + nature. I rode down on the New Haven boat with him one night, and I spent + two very pleasant hours on deck talking with him. He makes a good + impression on you, both as to his shrewdness and his breadth. You get the + idea that he is not small in his methods, and that he has an active mind. + I imagine that when he took hold of the management of his concern, after + Jim Frary had stepped down and out, he had about as unpromising a job on + his bands as a man could have. Frary was a terrible cuss to pile up goods, + I'm told, and the stock was in horrible shape. But Landers rode through + the storm, and his business has seen some mighty prosperous years.” + </p> + <p> + “Did you know Rubel?” + </p> + <p> + “Of Chicago? Yes, indeed. Poor fellow, I received a card a day or two ago + announcing his death. He ought to have been good for twenty years yet. I + bought some of his patent goods sixteen or eighteen years ago, and sold + more or less of his brand ever since. His plant in Chicago shows what was + in him. I hated, like thunder, to sell his goods when they were branded + 'Chicago,' but when he changed that to 'American' I bought as freely of + him as from others. He was jovial, sociable, and wide awake. I wish he + might have lived to enjoy his well-earned success.” + </p> + <p> + “What has become of Jim Frary?” + </p> + <p> + “I have lost sight of him. If any man ever had a good chance to make a + strike I think Frary is the man. With Weibusch back of him, furnishing + money and brains, with a combination in prices on a profitable basis, and + with the boom in business, that concern ought to have made piles of money. + But it is not generally supposed that they did. Frary has become + temporarily eclipsed, and General Trunk manages it as if it was an + orchestra. I don't know if he gets much music out, but he probably enjoys + bossing things; that's worth a great deal to him.” [Footnote: As is known + to the trade, within a very few weeks after the above article was written + the Frary Cutlery Co. failed, and have since been sold out under the + hammer. And prices of table cutlery are once more “booming.”] + </p> + <p> + “Don't you like Trunk?” + </p> + <p> + “Like him? Of course I do. You would if you were to meet him. He's one of + the most unassuming and gentle-mannered men you ever met. If he only had a + little confidence in himself he would be the Napoleon of the table cutlery + trade, but he is inclined to listen to everybody's advice and not assert + himself.” + </p> + <p> + “I had a deal with Frary once that amused me. I had been handling a small, + one-bladed knife that we paid about 40 cents per dozen for. We made quite + a leader of it, but were told, in answer to our last order sent, that the + stock was out. We tried to get it two or three times afterward, but + without success. The next time I saw one of the men I asked him why the + dickens we couldn't get that knife again. 'We have given it up,' I was + told; our cost book showed the cost to be 36 cents per dozen, so we + supposed we were getting our money back, but somebody had the curiosity to + foot up the items not long ago, and found an error in adding of 20 cents; + the knife had really cost 56 cents! Fancy a concern doing business in that + way!” + </p> + <p> + “There are any numbers of just such concerns. Every little while you see + changes made in prices to correct errors. There's a deal of guessing done + around factories, and also a good deal of figuring on what a competitor + does. One man learns of a competitor making a certain price, and says, 'If + he can sell at that, I can,' and that becomes his price, without his even + knowing that he is making money or losing at these figures.” + </p> + <p> + “I think a good many dealers sell goods by guess, as well as the + manufacturers. This is especially true of retailers. A level-headed man, + named Root, has got up a series of cost cards that will be of help to the + hardware trade, but other lines need them just as much.” + </p> + <p> + “But all the cards in the world will not keep the blank fools from selling + goods at cost. Here is an item in an Eastern paper about two Connecticut + concerns who sold 'crazy cloth' (whatever that is) under each other's + price, till at last one fool offered it at 1 cent a yard, and then the + other came down to ten yards for 5 cents. That was in Sargent's town; + probably they had been listening to his free trade slush.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0024" id="link2HCH0024"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XXIV. + </h2> + <p> + I fell in with a jolly crowd of commercial men, some salesmen and some + heads of houses, at the Tremont, and I have rarely enjoyed an evening + more. Of course there were any number of stories told, many jokes cracked, + and a deal of chaffing of each other. But if I could have written down all + the points made about business they would have been eagerly read by my + present audience. One man was cursing the book-keeper, as is usual, when a + merchant said: + </p> + <p> + “There are always two sides to every question, and there is a good deal to + be said from the book-keeper's stand-point. Other things being equal, a + man who has had office experience makes the best man on the road. Very + much of the trouble caused by the book-keeper's letters might be avoided + if the traveling man knew enough, or had a little forethought. You say + things to your customers ten times worse than the book-keeper ever writes, + but a letter looks much more severe than the words you said sounded to the + ear. One salesman when collecting will take pains to get certain bills + balanced. If the customer offers to pay $50 on account and there is a bill + of $53.36 due, or two bills of that sum, he suggests that it would be a + good thing to make the payment that amount and wipe these out. Such a man + helps the office at home. Another man takes the $50, and does not care a + cent if anything is balanced or not. It may be necessary to have a + scapegoat in every concern, but the traveler who runs down his office for + doing its duty is not smart, and is sowing seed that will grow up to + bother him in the near future.” + </p> + <p> + “Yes,” said another merchant, “and there's a sight more book-keeping than + there is any need of. Every little item has to be charged, bill sent, + statement sent, and then receipted for when paid. If a jobber wants an ax + of a special size, just one, and has to order it from the factory, + although he knows the exact cost, it never enters his head to send in cash + with the order. He must have as much red-tape over it as if the order was + a thousand dozen axes. So the retailer; if a customer wants a gross of + screws sent on at once by express, the charge of 22 cents has to go + through all the departments. There's too much of it. It's expensive in + time, and foolish.” + </p> + <p> + “Don't talk of paying in advance,” said a salesman, “we're mighty glad to + get the money after it's due.” + </p> + <p> + “Yes, I know; there's too much work there, too. Although the buyer knows + the exact time that his bill is due, he is getting so of late that he will + pay nothing until a statement is sent, and not then till it pleases him. + Your small man, not in the amount of business, but small-minded, dearly + loves to hold back until you have sent him notice of draft made on him; he + at once sends on a remittance then and his little soul takes comfort in + telling, when the draft on him is presented, 'I do not owe them anything; + their bill is paid.' Or else he waits till the draft is presented and + dishonors it because it is drawn 'with exchange.' But there ought to be a + keener sense of the honor to be won in paying bills promptly. If Dun and + Bradstreet were to put in a third rating to show whether dealers paid + promptly or not, and whether mean in little things or not, it would be of + vast help.” + </p> + <p> + “How would you have it?” + </p> + <p> + “Why, as it now is, we are told that John Smith is worth $2,000 to $5,000, + and his credit good. I would add another column, and show prompt pay, slow + pay, unpleasant in collecting, etc. You now trust a man on the basis of + his capital and credit, but if you knew he was a smart Aleck you would not + care to sell him no matter how much he was worth.” + </p> + <p> + “Well, boys,” said a New York man, “I don't have anything to do with the + collecting, and I'm mighty glad of it. It's bad enough to sell goods + without having to squeeze the pay out too. But I had a case the other day + that surprised me a little. Last October I sold a bill to a concern in + Canton, Ohio, on 60 days. When I started out this spring the book-keeper + told me the bill was still unpaid. He said he sent statement in January, + then drew through the Canton bank in February, but draft was returned + unpaid. I told him the concern was good, and I didn't understand it. I was + in Canton in April and intended to speak to the concern about our bill; + but when I went into the store one of them met me very cordially, said our + goods had gone well and he wanted some more. I took it for granted they + had paid up, or they would not be so ready with another order, so sold + them a bill and said nothing about the old one. But here is a letter from + my house asking if anything was done about the October bill, and telling + me it has not yet been remitted to them. Blest if I understand it! The + longer I travel the more I get puzzled.” + </p> + <p> + “Well, quit cutlery and go selling coffee.” + </p> + <p> + “Coffee?” + </p> + <p> + “Yes, coffee. There are three things that must be selling well in these + days: soap, tobacco, and coffee. Just look at the advertising pages of the + papers and magazines. You see nothing but these three things and patent + medicines. But then you expect patent medicines, so they don't count. + Soap! Great Caesar! It's in everything. 'Queen Soap, 'Sulphur Soap, 'Ivory + Soap', 'Pears' Soap,' and all the other soaps. The advertising is by all + odds the largest expense, and the poor devil of a retailer is expected to + sell at about 5 per cent. margin. Then see the whole country painted red + on tobacco. And now we're catching it on coffee. If Arbuckle isn't a + nephew of Barnum's he ought to be, for he knows how to advertise. I long + ago gave up eating bread made from baking powder, because each + manufacturer proved the other fellow's goods were poisonous, and I don't + know but I must give up coffee since the advertisements expose how easy it + is to doctor it. But at present I'm sort of holding on to Arbuckle's, and + when my confidence in that goes then I'm done for.” + </p> + <p> + “You are right,” said a grocer. “Arbuckle has made an immense business in + coffee, and made it by his brains. It's encouraging to see a concern get + out of the rut and show folks that the end of everything hasn't been + reached yet.” + </p> + <p> + “Seems to me,” said a manufacturer, “that you grocers have done more to + demoralize business, by your gift enterprises, than any other class has + done. Is the thing holding its own?” + </p> + <p> + “No, there is a decided feeling growing against it. The large wholesale + grocers of New York, Austin, Nichols & Co., say, in a recently + published letter: + </p> + <p> + “'We do not believe in “gift schemes” of any sort, and are not in the + “give away” business. When the time arrives (if it ever does) when we are + unable to sell good goods on their respective merits we will quietly + retire from business.'” + </p> + <p> + “And a Ypsilanti, Mich., grocer writes: 'One fellow carries a shotgun + around with him, another a saw, but they principally run to clocks. Of + course you don't have to pay anything for these fine articles, provided + you buy the goods which call for them (in your mind). The retailers, too, + now are striving their very best to see which can give the most with a + pound of baking powder. That is, a great many retailers are. They do not + seem to care anything about the quality, if they can only give the largest + prize. Quality is not considered at all. They buy the thing for the great + prize offered. When the retail merchants of this country shut down on this + despicable way of doing business and sell goods on their merits, without a + prize package attached, just so soon will a blow have been struck at the + root of the whole matter.' These pretty fairly represent the growing + sentiment among large and small traders of brains. They see that the + moment an article ceases to be sold on its merit, just that moment a + dealer is losing his hold on trade. I met a man from Ohio on the cars a + day or two ago. He had been sent out to Iowa by his house to sell coffee + and spices on the prize-package basis. He said he was almost turned out of + doors by the Iowa merchants as soon as he had told his story. The dealers + there said they wanted no goods that had to be worked off in that way, and + had no confidence in goods that could not sell themselves. Now that was a + healthy sign.” + </p> + <p> + “When I see it,” said another grocer, “I at once assume that the concern + is sending out cheap goods, or that it has been losing trade and catches + at this straw to save itself. When an old and reliable house like + Lorillard goes into the give-a-prize-away-with-every-package business, it + only goes to show to what an extent this matter is carried on. The + Lorillards are now introducing a tobacco called 'Splendid.' They say it is + a 'splendid' thing, makes one feel 'splendid,' etc. If it is, why not sell + it on its merits; advertise it in a legitimate way; make the price an + inducement, and if it is a splendid article the public will soon find it + out. Lately they have been offering a pack of cards with every 10-cent + piece, besides giving a first-class cutter to the retailer with a single + box, and a combination truck and ladder with five boxes.” + </p> + <p> + “It is really one sign of the hard times. When business recovers itself, + and that time is not so far distant, consumers will not be attracted by + the cheap gifts. Every day they are being educated to understand that they + pay for all their 'gifts,' and pay well, too.” + </p> + <p> + “In times like these you can't blame men for jumping at everything. Every + buyer wants 'a leetle adwantage,' and, like a Chicago man that the boys + tell of, tells you your price is 'stereotyped' unless you cut down below + every one else. So dealers try low prices and try gifts, but by and by + they will have to sell on a rising market, and things will change.” + </p> + <p> + “You think prices will go up?” + </p> + <p> + “They must go up, and it is right that they should. There is no reason why + the girl at work at a loom should starve just that your wife should save a + cent or two a yard on her gingham dress. Wages must go up, and goods + advance too.” + </p> + <p> + “But if wages advance and the cost of living advances too, where is the + girl to be benefited?” + </p> + <p> + “Don't fool yourself on that stuff; that is the stale argument of some of + the smart young men who write for posterity. Rent is probably as high + to-day as it was when wages were twice as high. The prices of flour, pork, + and beef are regulated by the crop, not by the buyers' wages. If I were + hammering at an anvil I would take my increased wages and pay increased + prices if I had to, and feel pretty sure I was going to be benefited. + There are some theories, like this one and free-trade, that sound very + plausible, but do not stand any chance when actual tests are made in every + day life. The cry of all merchants to-day should be, 'Pay decent wages to + your help and add it to your goods.' And any factory that held out ought + to be boycotted. I know it's a mean word, but it is a good one for use + with mean men.” + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2HCH0025" id="link2HCH0025"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + CHAPTER XXV. + </h2> + <p> + The last day on the road must always seem a long day. One figures out just + what train he will take, the hour he will arrive at the end of the + journey, and the minute he will be with his family or in the store. I had + reached my last day and was putting in my “best licks” so as to have a + good batch of orders to carry in with me, to make my welcome all the + greater. But as luck would have it no day of my trip had been so uncertain + and tantalizing. + </p> + <p> + I spread out my revolvers before four concerns and enlarged upon their + remarkable qualities and low prices. “Bulldogs” had stiffened in price at + the factories to $2.25, less 10 per cent., and our stock was large and + bought at low prices. I used this as a bait wherever I could, but every + other man had been throwing out offers of the same kind, and mine were not + so greedily taken as I would like to have had them. + </p> + <p> + “No use of your offering baits,” said one party “there's no life in the + gun business any more. Here's Lafoucheaux guns at $7, Flobert rifles at + $2, Smith & Wesson revolvers at $8, and the deuce knows where it will + stop. Things must be mighty dubious when S. & W. have to cut their + prices. Here's Reachum's last billet doux on rifles, quoting them at about + 5 per cent, above cost, and yet you expect me to give you an order. No, + it's no use; I must wait till somebody wants to buy something that I + have.” + </p> + <p> + “Do you say that about all your lines?” + </p> + <p> + “Well, it's mighty near it in everything. Here's an order from my man on + the Central for a quarter dozen steel squares at 75 and 10 off; cost me + that a month ago. Here's strap hinges at 65 and 5 off; I paid that for + them. There's a milk-strainer, sold at $1.25 per dozen, cost me $1.20; + carpet tacks sold at $1.50 gross, cost me $1.44. All these things in one + bill. I tell you I am getting rich fast.” + </p> + <p> + “I am going in to-night,” I said, “and would be glad to carry in a little + order for you. I'll get it out myself and see that nice goods are sent + you.” + </p> + <p> + “No, I don't want anything.” + </p> + <p> + I heard almost a similar complaint from the next one I saw, but I managed + to secure two orders for my day's work, and then I was done. I never paid + a hotel bill so gladly or bought a railroad ticket with happier feelings. + There was a pleasure in getting my baggage checked home, and no car ever + seemed to me quite so comfortable and inviting as the one I rode home in. + </p> + <p> + When I walked into the store it was difficult to believe that I had been + out of it more than twenty-four hours. The bill of goods on the floor + looked exactly like the one I saw there the day I started away. The porter + and drayman seemed to be talking about the same accident or “wake” that + they were engaged in when I last saw them together, and the white head of + the “old man” was bent over his books as if it had never moved. I couldn't + help saying to myself, “How glad they ought to be that they have only to + do the work that comes to them, instead of feeling the responsibility of + creating new business.” + </p> + <p> + They met me as if I had been off on a lark, and ought to feel grateful to + them for doing my work while I was away. I wondered if I was ever ass + enough to meet our old travelers in any such way. I guess I was. + </p> + <p> + “Well, old boy, had a good time?” + </p> + <p> + This from stock clerk, from salesman, from the packer, and from the + book-keeper. + </p> + <p> + Good time! Great Caesar! + </p> + <p> + Good time! With a constant dread about you that you are going to fail! + Pushing yourself boldly into men's offices a dozen times a day, yet always + nervously dreading the reception they may give you. Catching late trains + and early trains; missing meals or sitting down to tables where things are + so uninviting you cannot eat. And all the time, day and night, wondering + if your employers are satisfied with your sales and if they recognize the + necessity of your cutting prices. A good time! If there is any business in + the world that is so little of a “good time” I would like to know what it + is. The firm met me very pleasantly. They joked me a little about my new + beard and the extra fat they declared they saw on me, and then the + welcomings were over. + </p> + <p> + I took my place at my old desk with a firm resolution to let other men do + the traveling; I would stick to the store. + </p> + <p> + “Come home to supper with me,” said the head of the house; “I'd like to + talk over your trip with you, and we can do it better at home this + evening.” + </p> + <p> + This was an honor I had not had before. The other boys looked at me with + envy. + </p> + <p> + “How have things gone? Has business been good?” I asked my old assistant + in the stock. + </p> + <p> + “Things have gone so-so; trade has been only middling. But you did first + rate, old fellow. I heard the old man say you were a success.” + </p> + <p> + “Did he say that?” + </p> + <p> + “Yes, and lots more. You made a strike.” + </p> + <p> + This was pleasant news. + </p> + <p> + After our tea that evening the head of the house began to question me + about my trip, and I saw that a detailed story of it was what he wanted. + So I began with the first town that I had stopped at, and gave him a + history of the trip. He seemed to enjoy it, and to pick up a good many + items from it. + </p> + <p> + “Yes,” he said, “business is becoming less profitable every year. The + idiots who are going to get rich by selling flour at 25 cents a barrel + less than cost, simply by doing a h—l of a business, are + multiplying. Reachum can probably sell goods close and make money, as he + has no traveling men; his principal expense is his postal cards. Simmons + & Hibbard can sell our goods low because it is only one department of + a large business with them, and its proportion of expenses is not great. + We will be compelled to do either less or more; either do a smaller + business in guns and ammunition and at less expense, or to put in other + goods and drum a larger variety of trade. We have pretty much decided to + do the latter. What do you think of it?” + </p> + <p> + I laughingly suggested that in Cleveland and Indianapolis some of the + houses were adding a silver mine to their stock, and that we ought to have + one too. + </p> + <p> + “And then compel the traveling-men to buy or not give them orders? That + would be a good scheme. But I had not thought of that. Our plan is to lay + in a line of goods that will work in well with general trade and sell all + the year round.” + </p> + <p> + I said I thought it was a capital idea. + </p> + <p> + “Will you give up the stock and go on the road regularly?” + </p> + <p> + What? Go on the road regularly? Not a bit of it. Keep on, month after + month, year after year, hammering after orders? No, oh, no! + </p> + <p> + “Then you don't like it?” + </p> + <p> + No, I did not. There was altogether too much anxiety about it for me. + There were men so constituted that they did not feel worried whether they + got an order or not. They were the proper men to travel. But I was nervous + and anxious, and worried when I had no order for fear I was not going to + get one; and then worried after I had one, fearing I would not get any + more. No, I was not made of the right kind of stuff for a traveling man. + </p> + <p> + “If I did not see that you are so thoroughly in earnest I would say you + are sarcastic. You evidently believe what you say, but you do not seem to + understand that the very reason why you will make a successful salesman is + this nervous dread of failure. When you meet a man who doesn't care a + copper cent whether trade is good or not you have met a second-rate man. + Trade can only be secured by persistent and hard work. A man of your + disposition will be pulling wires and ingratiating himself into the good + will of his customers, while your contented man is playing billiards or + making acquaintance of a sport of the town. Taking into consideration the + times and the condition of business, your trip has been a remarkably + successful one, but the second one will be a better one for the house, and + a pleasanter one for you. You will then call on acquaintances, not on + strangers, and you will find your task easier and your trade better. Think + it over. You will be more valuable to us on the road and it will pay you + better.” + </p> + <p> + But I swore I would not consider it. Afterwards I fancied I might think of + it. Then I did consider it, and yes, here I am. I represent the firm of + Blank & Blank, Guns and Ammunition. If you are in need of anything in + my line I would be glad to figure with you, for I am + </p> +<pre xml:space="preserve"> + A MAN OF SAMPLES. +</pre> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2H_4_0026" id="link2H_4_0026"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + HIS LAST TRIP. + </h2> + <p> + [ILLUSTRATION] + </p> + <p> + Morgan had been on the road for one house about 20 years. This is a long + period of travel. In less time than that most men work up or work down. No + man can continue on a dead level as a salesman during that time, even if + his habits are good. If he has ability he is sure, with rare exception, to + work himself off the road. If he is mediocre no one house can afford to + carry him for twenty years. Morgan was the rare exception just mentioned. + He was an excellent salesman, and his ability and success but served to + weld him the closer to his work. The house had made him a partner long + since, but the business he controlled was so large and so profitable, that + they all knew, and he best, that to withdraw him and experiment with a new + man would be but playing with fire over a magazine of powder. So he went + on his way year after year, making no plans for the future that would + change his work or his life. + </p> + <p> + But his family, consisting of his wife and their one daughter, Mary, a + romping girl of twelve, was not of his disposition, These two could not + see husband and father start off without a protest. The wife had always on + her heart a burden of anxiety about him; of dangers on railroads, of his + possible robbery and murder; of the discomforts of hotels, and the fear of + his falling sick among strangers. She was naturally a timid woman, and the + responsibility of the house weighed upon her. The whole burden of Mary's + growth in body and mind, her training, her companions, and her pleasures + were matters the mother would gladly have shared with the father, but she + was generally compelled to decide them alone. + </p> + <p> + The father's continued absence was a constant pain and grievance to Mary. + There was never a week but that she felt deprived of some special outing + because he was not at home to go with her. Saturday night and Sunday, if + he was where he could run home, were so many solid hours of happiness to + them all, but to Mary they were full of perfect bliss. + </p> + <p> + Morgan was known to all his friends as a man who never worried. If a train + was late he sat down and waited; if a customer failed he always signed a + compromise; if he didn't get the best room in the hotel, he took what he + could get; and he lost no sleep in picturing how his competitors might get + ahead of him. He always left home with the assurance that everything would + go on all right until he returned, and when he went away he thought of the + two he loved as being happy and well. + </p> + <p> + But as he started on this trip, he could not shake off a slight feeling of + anxiety that had possessed him all the night, and had grown since he + awoke. Their talk the previous day had been about the entrance Of + diphtheria into the neighborhood, and of the fatal case but two blocks + away from their door. Mary had complained of a slightly sore throat, but + on Monday morning declared it was entirely well again, kissing him good-by + with more spirit than usual, as if trying to convince him of the truth of + her words, and send him away assured and happy. + </p> + <p> + When he was seated in the cars the shadows came over his spirits again and + began to torture him with doubts and possibilities. It might be, he + thought, that her sprightliness of the morning was due to fever, rather + than to health. He wished he had looked into her throat, and he regretted + that he had not cautioned his wife about her. He nursed these fears until + he felt himself becoming wild with apprehension, and then he resolutely + put the thoughts aside, declared he was foolish and would have no more of + it, and devoted himself to a companion and to his papers. + </p> + <p> + Men cannot always govern their minds. These are kingdoms that frequently + rebel against all government. Several times during the day Morgan caught + himself going back to his morning thoughts and he resolutely changed the + current. But at night, try as he would, he could not conquer them. Even + his dreams took up the forebodings of the day, exaggerated and intensified + them, and tortured him. Next morning found him out of sorts, nervous, and + miserable. He had a long drive to take in the country, but he shrank from + it as if he saw danger in his track. All his intuitions seemed to be + crying to him to go home, but what he thought was his common sense kept + insisting that he should go on with his business, and not cross the bridge + of trouble until he came to it. + </p> + <p> + The day was one of the loveliest October days he had ever seen. His drive + was through twenty miles of the best corn land of Illinois. The black road + was as dry as a board, and as level as only a prairie can be. The first + effect of the beautiful day and pure air was invigorating. He enjoyed the + drive through the street into the country road. Then the broad fields, the + pleasant farm houses, the herds of horses and cattle, the long Osage + hedges, the perpetual but always surprised rabbit at the road side, all + these attracted and entertained him, and his ride was successful in + driving away his blues. His customer seemed especially glad to see him; + took him to his house to dinner; talked with him of important personal + matters, and gave him a large order for goods. He turned back to the + railroad feeling as happy as he had ever done; took out his order-book and + figured up the amount of the bill and the profit, as was his custom, and + then began to sing. + </p> + <p> + Suddenly there came across him a wave of anxious worry, and all his + thoughts flew back to the daughter's sore throat, and the funeral he saw + last Sunday. He could not drive these away. They clung to him; they + whispered to him; they unfolded themselves like a panorama, and on the + canvas he saw Mary sick, then worse, and then dead! It was the longest + twenty-mile ride that he had ever taken, and his old friend, the landlord, + concluded from his face that Morgan had met with bad luck in sales that + day. + </p> + <p> + He had a night run to Decatur and determined that he would telegraph to + the house, and quiet these nervous apprehensions that were so cruel, + though probably so absurd. It would cost but little, he reasoned, and + though foolish, it was wiser than to continue to be torn by doubts. So + before going to bed he gave the operator a half rate message, for morning + delivery, as follows: + </p> + <p> + To Manning, Morgan & Co., Chicago, Ill.: Is my wife or daughter sick? + Answer, care Gilsey. + </p> + <p> + C. MORGAN. + </p> + <p> + He felt easier having done this, and passed a better night than the + previous one, although there was in all his sleeping and waking thoughts + an under current of solicitude over impending danger to Mary. + </p> + <p> + With an attempt not to be anxious, yet terribly apprehensive at heart, he + tore open the telegram that reached him about 9 o'clock: + </p> + <p> + To C. Morgan, care Gilsey & Co., Decatur: Come home first train. + </p> + <p> + MANNING. + </p> + <p> + Good God, what was this! Were his forebodings indeed true? If so he was + all the more totally unprepared for the truth. His constant comfort had + been that his fears had not the slightest foundation to rest upon, and the + more they crowded upon him the surer he had been that they were flimsier + than dreams. But here staring him in the face were those four ominous + words: + </p> + <p> + “Come home first train.” + </p> + <p> + Why had they not given him the whole story? He started for the telegraph + office to send for further particulars, but stopped. Suppose Mary was + dead! Did he want to learn it here, so far from his wife? No; he would + wait. Such a story would unfold soon enough. There were several hours + before a train went his way; the discipline of twenty years asserted + itself, and he attended to his business. + </p> + <p> + The ride home was one that can be understood in its depths only by those + who have been similarly circumstanced. The train seemed to creep. The + minutes were like hours. The stops seemed to be interminable, and every + mile nearer home seemed to be proportionately longer than the previous + one. He reached the city at dark. The store was closed. He had expected to + find Manning there, but he suddenly remembered that he had not telegraphed + to him the time of his arrival. As he neared his home the first glance + showed him there was a change. The lower part of the house was in + darkness, and only a dim light shone in the front chamber, which was but + rarely occupied. + </p> + <p> + “They have laid her there,” he said to himself, and all his soul cried + within him in anguish. His poor wife! How she must have suffered, to have + gone through all this alone! What a brute he was to go away Monday, when + he ought to have known, and did know, that something dreadful was upon + them! He reached the door; it was fastened; he would go to the other side + and enter quietly. But some one heard his step, and, opening the door, + called him back. + </p> + <p> + “Is it Mr. Morgan?” The voice was that of a neighbor. + </p> + <p> + “Yes.” He passed in, expecting to see or hear his wife. The friend closed + the door and turned to him. + </p> + <p> + “Have you heard—,” she began. + </p> + <p> + “I have heard nothing; is Mary—,” he broke down. The door beside him + opened. + </p> + <p> + “Oh, papa!” + </p> + <p> + Give him air! What mystery was this? + </p> + <p> + “Mary, is it you? Are you alive? Why, I thought—I feared—Oh, + darling, is it you?” + </p> + <p> + Yes, it was Mary. Oh, thank God! Thank God! + </p> + <p> + “Tell me again, dear, are you well?” + </p> + <p> + “Oh, yes, papa, but poor mamma!” + </p> + <p> + “Mamma! What of her? Is she sick? What is it? Tell me quick!” And again he + was pushed from the heaven of happiness to the bottomless pit of doubt. + “Is mamma sick? where is she?” + </p> + <p> + “Oh, papa, the doctor says she is going to—” + </p> + <p> + “Hush,” said the neighbor. “Step inside, sir; the doctor is with her now; + he will soon be down. Prepare yourself, Mr. Morgan; your wife is very low. + The servant's carelessness caused an explosion in the kitchen, setting + herself on fire; your wife ran to her assistance and saved her life, but, + I fear, at the expense of her own.” + </p> + <p> + “I must see her.” + </p> + <p> + “No, sir, not now; be guided by me for a moment. The doctor will soon be + down.” + </p> + <p> + He took Mary in his arms and they wept together. Oh, if his wife, his + darling wife! were to be taken from him! It was the cruelest blow God ever + struck! And she saving another's life, too! He cursed and raved, but it + was in his own heart; and Mary, crying on his breast, only knew what + comfort it was to have her papa once more with her. + </p> + <p> + The physician came down with manner so grave that it told its own story. + “There is scarcely a chance,” he said; “you can go to her; she will not + know you.” + </p> + <p> + “When did this happen?” + </p> + <p> + “Monday evening.” + </p> + <p> + “Have you consulted others? Can nothing more be done?” + </p> + <p> + “Nothing except to help her to die easy.” + </p> +<pre xml:space="preserve"> + * * * * * * * +</pre> + <p> + But she did not die. She knew her husband. He begged of her to live, as + only a man can plead whose soul is bound up in a woman's life, and whether + love, or whether medicine, or whether care saved her, I do not know. But + she lived. But Morgan informed Manning that his traveling days were over; + that a new man must be engaged for that route. They found him, after + diligent search, and much to the surprise of everyone connected with the + house, he sold more goods for the firm than Morgan had ever done. The one + who rejoices most at this is Morgan, who says he has made his last trip. + </p> + <p> + <br /><br /> + </p> + <hr /> + <p> + <a name="link2H_4_0027" id="link2H_4_0027"> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + “LET US KICK.” + </h2> + <p> + [The following sketch by M. Quad in the Detroit Free Press, will be new to + some of our readers, and will, we think, be appreciated by them all.] + </p> + <p> + I really and truly believe that the day will come when the kicker will be + classed where he belongs and be entitled to the reverence due him. I look + upon him as a philosopher and a philanthropist. He stands forth one man + out of ten thousand. He is actuated by the most unselfish motives. He is + the real reformer. + </p> + <p> + I am not a kicker. I am simply taking the preparatory lessons to enable me + to blossom out. The other day when I bought a ticket to go east they told + me at the ticket office: + </p> + <p> + “While the train does not leave until about eleven, the sleeper is open at + nine, and you can go right to bed and wake up at Niagara Falls next + morning.” + </p> + <p> + I entered the sleeper at half-past nine and went to bed. That is, it is + called going to bed. You are boxed up, boxed in, surrounded and smothered + and charged two dollars for the misery. A sleeping-car is a mockery, a + fraud and a deception. The avarice of the companies results in misery for + the passengers. Four other persons had gone to bed, and at ten o'clock we + were all asleep. At that hour two men entered with a great clatter. They + were talking loudly, and they sat down and continued. I waited fifteen + minutes for one of the other sleepers to kick. No one uttered a protest + Then I rose up and asked: + </p> + <p> + “Do you men know that this is a sleeping-car?” + </p> + <p> + “We do,” they answered. + </p> + <p> + “And do you propose to continue this disturbance?” + </p> + <p> + “We propose to talk as long and as loud as we please!” + </p> + <p> + I called the conductor and inquired: + </p> + <p> + “I have paid for a berth in which to sleep. I can't sleep for this + disturbance. Will you stop it?” + </p> + <p> + “Really, I can't,” he answered. + </p> + <p> + “Are there no rules?” + </p> + <p> + “Yes, but people in a sleeping-car must expect to be disturbed.” + </p> + <p> + “Oh, they must. Very well—see me later.” + </p> + <p> + Four others came in with just as much racket, and they kept their + chattering going until eleven o'clock. At half-past eleven the lights were + turned down and everybody was ready for sleep. I had been patiently + waiting for this. Lying on my back, arms locked over my head and my palate + down, I brought a snore which went thundering over that car in a way to + open every eye. After two more a man called out. + </p> + <p> + “Thunder and blazes, but we've got a whale aboard!” + </p> + <p> + After three more they began to yell at me from every berth. I put in two + extra ones, and the porter came down and shook my arm and said: + </p> + <p> + “Heah—you—stop dat!” + </p> + <p> + “Colored man!” I said, as I looked up at him, “if you come here and do + that again I may fire upon you!” + </p> + <p> + As soon as he had gone I went back to business. When a man sets out to + snore for revenge you'd be surprised to know what a success he can make of + it. In five minutes they were calling for the conductor. He came down and + parted the curtains and said: + </p> + <p> + “Hey—you—wake up! You are disturbing the car. + </p> + <p> + “Conductor, haven't I paid for this berth?” I asked. + </p> + <p> + “Yes.” + </p> + <p> + “Is there any rule which prohibits snoring?” + </p> + <p> + “No, but—” + </p> + <p> + “Then you keep away from me! I have a revolver, and I might take you for a + robber!” + </p> + <p> + Then I returned to the main question. I snored in every key of the scale. + I snored for blood. I had every person in the car swearing mad and ready + to fight, and they sent for the passenger conductor. He refused to + interfere. Several chaps volunteered to “pull me out o' that,” but when + they came close enough to see the muzzle of a revolver they fell back. At + two o'clock in the morning they held a convention, and as the result one + of them asked: + </p> + <p> + “Stranger, can we buy you off?” + </p> + <p> + “No, sir.” + </p> + <p> + “Is there any way on earth to stop that bazoo of yours?” + </p> + <p> + “The four of you who came in last were grossly selfish. You had no care + for the rights of others. The four who were here before I came were + disturbed but hadn't the grit to kick. Now, then, promise me on your + solemn words that if you ever enter a sleeping-car again you will respect; + the situation, and I will let you off.” + </p> + <p> + Every soul in that car made the promise, and half an hour later we were + all asleep. + </p> + <div style="height: 6em;"> + <br /><br /><br /><br /><br /><br /> + </div> + + + + + + + +<pre> + + + + + +End of the Project Gutenberg EBook of A Man of Samples, by Wm. H. 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