SOME EXPERIENCES OF THE YANKEE TRAVELING SALESMAN
When it gradually dawned upon the country merchant that by dealing via
the mails with responsible wholesalers and jobbers of the cities, it
might not be necessary for him to spend a week or two several times
a year going to “market,” it incidentally became apparent to the
wholesalers and jobbers in question that it might not be a bad idea to
visit the merchant in his own store and stimulate his ambition to try
out new goods of new styles and designs. The result was the development
of a very unique type, the traveling salesman or “drummer.”
Perhaps the most conspicuous of these tourists was the grocery
salesman. It was necessary for him to interview his trade about every
thirty days in order to keep designing rivals from stealing away
his customers. As there was a profit in the business, the number
of wholesale houses increased, and likewise the number of their
representatives. There gradually developed a very intense competition
for all kinds of trade.
The commercial traveler was necessarily a man of optimism and usually
endowed with a capacity to endure much physical fatigue. It was lively
work covering a good, fair sized territory every thirty days. Naturally
it became increasingly difficult for a novice to establish himself in
the face of such intense competition.
The Hopeful Young Beginner
A young man who had acquired roseate views of the possibilities of
making a fortune as a grocery salesman, started out to cover a new
route. Visiting a group of towns in a certain state, he found the
merchants were all exceptionally well supplied with everything he
himself had to offer, but with courage unabated he kept on, believing
that when he arrived at a nearby thriving town with several active
dealers, his luck would change.
Reaching this town on a late afternoon train, he hastened to the most
prosperous grocery store. The proprietor was just about to leave the
store to “go to supper.” He, however, paused to listen with a wearied
air while the young man introduced himself, explaining that he expected
to travel over that territory every four weeks from that time on and
hoped to be able to serve him. The merchant finally spoke:
“You say you expect to come here once a month?”
“I do,” was the hopeful reply.
“Well,” said the merchant, with a twinkle in his eye. “I think you
ought to do well; there have only been thirteen grocery drummers here
today.”
The young man’s enthusiasm was somewhat dampened.
* * * * *
One of the bugbears of the New England traveling salesman who must
cover his route at frequent intervals, is the midwinter blizzard. It
often requires a good many card games to fill in the waits. These
episodes are not without amusing details, but one of these unwelcome
events developed little that was humorous.
The Sick Engineer in the Next Room
Late one winter afternoon, two salesmen left a nice comfortable
hotel in a little town because the path of duty led them to take a
narrow gauge road up into the mountains. It was getting dark, had
been snowing heavily all day and the wind was just beginning to take
part in the program, frisking the feathery snow, here and there, just
to show what an innocent thing a winter breeze can be. But when the
train had gotten out of the way from the valley town and was making
its laborious way up a steep grade into the mountains, the real force
of the wind began to be apparent. The cars would rock back and forth
on their narrow carriages, but as there was no record that they had
ever actually capsized, everything was cheerful enough in the smoking
car. After a few miles, progress began to be very slow, as drifts
had accumulated on the track. Finally a trainman came through and
said that “Jim” was in mighty bad shape and he didn’t know whether he
could stick it out to the end of the line or not. Certain questioning
brought out the fact that “Jim” was the engineer who had a high fever
and was almost delirious. The air became colder and colder and the
wind increased. After several hours, however, the short run of thirty
miles was accomplished and the two travelers started for the hotel. It
developed, that the hotel was not ostensibly open for business, the
proprietor having become peeved at repeated searching parties working
in the interest of prohibition. One of the travelers, however, knew the
ropes and led the way around through the back kitchen where the low
browed graduate of a New York dive, who conducted the tavern, was found
and he reluctantly agreed to provide rooms, though they proved to be
absolutely without heat.
One of the travelers immediately went to bed, having the foresight to
take his fur coat with him for extra covering, but he did not sleep
well. The train crew had succeeded in helping the engineer through the
drifts to the hotel and established him in a room adjoining that of
the salesman. The rooms were communicating and although the door was
closed, there was a wide crack at the top. All night long, under the
faithful administrations of the local doctor, the heroic engineer who
had stuck to his post and pulled his train through under conditions
that would tax all the faculties of a well man, was battling for life.
He proved to have an acute form of pneumonia. The night finally passed
and the salesman was able to get out of town from which point he went
to headquarters in a neighboring city to report. A few days later,
being back on the job once more, he saw a funeral cortege coming from
the railroad station. They were carrying the body of the engineer.
* * * * *
To the salesman who visits his trade at frequent intervals, life is
chiefly made up of customers and hotels. The amusing experiences which
every commercial man has are, however, chiefly associated with his
various hotel homes. To be able to establish oneself for the night
at a cozy hotel where it is allowable to call the clerk and the head
waitress by their first names, provides relief from the intense mental
concentration necessary in bringing various customers around to the
salesman’s way of thinking.
What Happened in the Hotel Barber Shop
The salesman who takes frequent trips is, as before stated, eventually
in a position to call everyone in a hotel establishment by their first
names, the hotel barber being no exception. One such barber became very
widely known to travelers because of his genial qualities and quick
wit, as well as his efficiency in carrying on his trade. It was only
the occasional visitor to his shop who failed to call him “Dan.”
“Dan” not only enjoyed the popularity of the traveling fraternity,
but was regarded with high favor by the prominent citizens of the
town, most of whom were regular customers. While the atmosphere of the
barber shop was cheerful, “Dan” was careful to make sure that there
was nothing in that same atmosphere that would be in any way offensive
to his more conservative clientele. With unusual skill he was able to
give his shop a somewhat clublike atmosphere which of course helped
business.
One day a very discordant element obtruded itself. A well-known, but
not greatly admired, local citizen familiarly known to the villagers as
“Hen” was having one of his periodical drinking spells. Rambling about
in his customary aimless manner under such conditions, he suddenly
made his appearance in the shop. A bank president was in the chair and
another well-known citizen was “next.”
“Dan” gave a quick glance at the intruder, who obviously had no
business purpose in coming there, and detecting his condition at once,
he told the inebriate man in bland but decisive terms that he better
move along. “Hen” was not in a frame of mind to be reasoned with and
showed no intention of moving out. He addressed his conversation
indiscriminately to all who might be present, much to their annoyance.
But “Dan” was equal to the emergency. Suddenly laying down his razor,
he stepped quickly to his overcoat which was hanging on a peg and
took from one of the pockets a leather pipe case. Wheeling about and
pointing the pipe case at this astonished intruder, he said:
“You get out of here, quick; or I’ll shoot you right in your tracks!”
“Hen” was no hero, drunk or sober, and he fled in consternation to the
other end of the village.
* * * * *
Visiting the country stores of New England in wintertime, often
provides startling contrasts in the way of hotels. The traveler who
spends Tuesday night at a thoroughly modern commercial hotel in a town
of 5000 inhabitants, can spend Wednesday night in a similar hotel, if
he is traveling in summer via auto. In winter, however, he may find it
difficult to arrange for these comforts.
The Salesman Who Was Given a “Warm Room”
A salesman for a western firm who enjoyed the comforts of life, was
quite disturbed one evening to find himself in a small mountain village
and destined to stay over night at an old-fashioned hotel. This
old-time tavern was one of the oldest buildings in that section of
the state and much the oldest of all the hotels of that region. It was
built of brick, with small windows and high window sills, the glass
being small panes of the Revolutionary period. The sleeping rooms were
but narrow cells leading off from a long, dark corridor.
The outdoor temperature was about 20 degrees below zero, and as this
hotel had no steam heat, each room being warmed separately, the
salesman made a very vigorous demand for a fire in his bedroom. He was
promptly assured by the landlord that he should have a fire and a warm
room.
Stopping at the hotel was a traveling troop of Indian performers, the
male members of which camped out in the old-time dance hall on the
second floor. The salesman, who had not slept very well the night
before, went to his room early. He found an old-fashioned box stove
which was just beginning to throw out a genial heat. He felt very well
satisfied with himself that he had made his demands known.
With the door closed, the temperature of the small room soon passed
the genial stage. It became intense. The salesman therefore hastened
to open the window, believing that a little 20 degrees below zero air
would just about balance the overtime efforts of the stove. He found
the lower part of the window sash so thoroughly fixed into a bed of
ice that it was immovable. He therefore concluded that if he opened
the door into the hall, it would make things about right. This he
accordingly did and went back to bed. He was just dozing over when he
heard a rustling at the door. He looked out into the dimly lighted hall
to see one of the “bucks” belonging to the Indian encampment looking
curiously into his room. He therefore concluded that it would be wiser
to close the door, as his confidence in the absolute integrity of the
members of the troop was not of the Fenimore Cooper type.
Having closed the door, the salesman then attempted to go to sleep,
but it was impossible. He arose and opened the stove door and made a
careful study of the contents. He found a large green chunk of wood
well coaled over and apparently capable of sustaining an abundance of
heat during the night. A high pitcher sitting in an old-fashioned bowl
contained some water and the luxury loving traveler succeeded finally
in slackening the fire to such an extent that he was able to get
several hours sleep.
The hotel was of very considerable interest as a historical landmark,
but it can be taken for granted that the picturesque history of this
hostelry was not appreciated by the traveling salesman.
* * * * *
Modern conditions prevail with the country hotels of northern New
England at present. Only a few winters ago, however, a salesman who
opened a window of his steam heated sleeping room for air and then woke
up to find the faucet in his room frozen, was promptly presented with
a bill for damages the next morning by the landlord. It may be said,
however, that this hotel is not typical. There are numerous country
inns throughout New England which are comfortable in the coldest days
in winter.
Story of the Itemized Expense Account
A veteran hardware salesman, named Ed Stone, made two trips a year
among his wide circle of customers. He was genial, efficient and
popular, and was regarded as a valuable asset by his employers. The
oldest member of the firm, quite well along in years, was very prone to
petty economies. Looking over some of the travel accounts of several
salesmen representing the firm, he came to the conclusion that it would
be well to have them itemize their expense accounts. As Ed happened
to be at the store, he promptly advised him of the new policy. The
salesman who knew the peculiarities of the old gentleman, assured him
that it would be perfectly satisfactory to him to make out a detailed
report.
Starting out the next week, about one of the first points to be reached
was a small city where Ed had always been tolerably sure of a big
order. The store was conducted by an old-time merchant who had been
gradually pushed into the background by his aggressive and far less
competent son. While there were whispers that the firm were heading in
the wrong direction, their credit was still excellent.
So to the young man of the firm, Ed extended the fraternal hand, but
soon found that “Tommy,” the son, was not in a genial humor. Business
was very poor, he was told. They had plenty of goods and would skip
the usual spring order. Further parley seemed to promise no results,
“Tommy” showing symptoms of irritability.
“Well,” said Ed, “I’m sorry you feel that way, but I cannot see any
reason why you should not come down to the hotel and have supper with
me tonight. Like enough we will find a couple of the boys there and can
have a game of whist.”
After some persuasion, “Tommy” accepted the invitation, appearing at
the hotel soon after the store closed, where he enjoyed as sumptuous a
dinner as the ingenuity of Ed could devise. Later on they went to Ed’s
room, but there is no occasion for any further details, as everything
which transpired can readily suggest itself to any normal imagination
by the item which appeared in Ed Stone’s expense account for that day.
“February 26th
To getting Tommy Wilson into a frame of mind so that he would
order his usual spring bill of goods.... $20.00”
Shortly afterward Ed Stone’s circumlocutions brought him near enough to
the main office so that he ran in over Sunday and handed his expense
report to the senior member of the firm. The latter looked it over with
great interest for a few seconds and then turned to Ed:
“Why, Mr. Stone,” said he. “What does this Wilson item mean?”
Ed smiled.
“I think,” said he, “I’ll have to leave that to your imagination.”
The old man, who was a good citizen and a church man in regular
standing, swallowed hard and said:
“Well! Well! I guess you need not bother to itemize your expense
reports any more.”
“Two Barrels”
A great asset to the traveling salesman is individuality, especially if
it is of the constructive type.
A bakery and confectionery firm had a star traveling salesman who
covered a wide range of territory. Somewhat advanced in years, he
gradually became afflicted with an impediment in his hearing.
There is often tragedy in some gradually developing infirmity like
deafness, but it did not prove necessary for the firm who employed
Henry S--to make any change. They were very well satisfied to let Henry
stay on the job year after year, until he became quite an old man.
Henry always could be depended upon to get orders. Of course his
success in quite a large measure was due to his friendly personality
which made him cordially received wherever he went.
There are tricks in all trades and Henry became famous for one which
caused many a smile, not only among the storekeepers, but the traveling
profession as well.
Whenever in doubt, because of defective hearing, Henry always assumed
that his customer was talking business. A star feature of his line was
a certain brand of homemade crackers.
“I don’t believe I need any crackers today, Henry,” said the
storekeeper, raising his voice.
“Two barrels, did you say?” said Henry.
The merchant laughed and nodded his head. He knew he could get rid of
them sooner or later and Henry was a thoroughly good fellow.
The Old Man Who Was Inveigled Into a Poker Game
In a certain New England town, two hustling citizens bought an old
hotel which with certain renovations and alterations, soon became an
attractive resort for commercial men. And while new customers flocked
to the old hotel, the old rural patrons also proved loyal and the hotel
did a thriving business.
One evening three enterprising commercial men began looking about for a
fourth partner for the purpose of going into retirement for a little
tussle with the god of Chance; in other words, they were to play poker.
No one turning up to take the fourth place, their attention was called
to an elderly man with white hair and a long white beard, who seemed
to be quite active for his years and, more as a joke than anything
else, they invited him to take part in the game. The old gentleman in
question lived on a farm and came from a very rural district, therefore
according to the usual precedents, he should be expected to gasp with
horror at the prospect of being decoyed into a gambling game with three
thoroughly up-to-date young travelers. Somehow he did not seem to be
disturbed by what the game developed into soon after he had taken his
seat.
The traveling men were well supplied with expense money and as they had
naturally expected from his moderately prosperous appearance, the old
gentleman seemed also to have plenty of funds. The contest lasted far
beyond the time when the elderly gentleman with the long white whiskers
might be expected to retire to rest, but he did not seem to be visibly
affected by the late hours. The game finally terminated in time to
give the commercial men two or three hours of very necessary sleep,
after which they had their breakfast, negotiated various small loans
to secure expense money and went their several ways. The hotel porter,
naturally cognizant of everything that happened in the hotel, tersely
explained the entire matter in the following words:
“My Lord! Say, do you know that old chap with the white whiskers? He
just cleaned those fellows out of every cent they had!”
To those who knew the “old gentleman,” whose hair became snow white at
a little past thirty and who carried that same luxuriant white hair
until he was eighty years old, the above incident is but a glimpse of
his many sided characteristics. He could be as generous with those
who needed friendly sympathy as he could be merciless with those who
attempted to overreach him.