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.
“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?”
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.
“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.”
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:
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.
“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:
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.
“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.”
“You can usually depend on Dun, can't you?”
“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:
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.
“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.”
“Do not your salesmen call on the banks?”
“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:
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.
“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.”
“Are not the mercantile agencies almost always sure to find something
against a man or a firm?”
“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:
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.
“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.”
“Are you much bothered by such men?”
“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.”
“Why didn't you draw through the nearest bank the day the bill was due?”
“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!”
“Probably you gave him a piece of your mind.”
“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.”
“But isn't it your experience that shippers do make mistakes, and
occasional overcharges are made?”
“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.”
“I think gunsmiths a mighty touchy set of men to deal with.”
“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.”
“What will they do with him?”
“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.”
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:
“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.”
Clark laughed heartily as he shook hands with Fuller, who said:
“I may say that my trade mark is 'Paragon;' heverybody hasks for it--”
“Yes,” broke in Healey, “and nobody buys it!”
“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.”
“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.”
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.”
I had heard many men speak in the same terms of Healey before, and I
hoped I should meet him at dinner.
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.”
I thanked him for that compliment most sincerely.