Part 9 (1/2)
”All during my first year I had helped the sample clerk, who had the best job in the house, get out samples for the salesmen. It was not ”my business” to do this; but I did it during spare time from my regular work. When I came back from my visit home, the old gentleman found me on the floor one day while I was tagging samples. 'Billie,'
said he, 'Fritz (the sample clerk) is going out on the road for us next week. I have decided to let you take his place here in the house.
You are pretty young but we think you can do it.'
”I tried to answer back, 'I'll do my best,' but I couldn't say a word.
I only choked. The old gentleman had to turn away from me; it was too much for him, too. After he stepped on the elevator, he turned around and smiled at me. I heard him blow his nose after the elevator sunk out of sight. I knew then that he believed in me and I said to myself, 'He shall never lose his faith.'
”In a few days Fritz had gone out on his trip and I was left alone to do his work, the old gentleman handed me a sample book one afternoon near closing time. 'Billie,' says he, 'Gregory is in a hurry for his samples. Express them to Fayetteville.' He had merely written the stock numbers in the book. It was up to me to fill in on the sample book the description of the goods and the prices. This I did _that night at home_ from memory. I had learned the stock that well. I also wrote the sample tickets. It took me until after midnight. Next morning I was waiting at the front door when the early man came to unlock it. That night the samples went to Fayetteville.
”Two days afterward the old gentleman called me to the office and asked me: 'When can Gregory expect his samples? He's in a big hurry.'
”'I sent them Wednesday night, sir,' said I.
”'Wednesday night! Why it was Tuesday night when I gave you the sample book!'
”'I'm sure they went,' said I, 'because I saw the cases go into the express wagon.'
”'All right,' said the old gentleman; and he smiled at me again the same way he did the morning he made me the sample clerk, a smile which told me I had his heart, and I have it to this day.
”Next morning he sent up to me a letter from Gregory, who wrote that the samples came to him in better shape than ever before. At the end of that year I got a check for $150 back pay, and my salary was raised again. At the end of the third year the old gentleman gave me more back pay and another raise, saying to me: 'Billie, I have decided to put you on the road over Moore's old territory. He is not going to be with us any more. Be ready to start January 1st.' I was the youngest man that firm ever put out. I was with them sixteen years and it almost broke my heart to leave them.”
”You bet,” said I, ”the stock boy has a chance if he only knows it.”
”Yes,” answered my friend, ”sure he has. My mother put in my trunk when I left home a Sunday School card on which were the words: 'Thy G.o.d seeth thee, my son.' Without irreverence I would advise every stock boy who wants to get on the road to write these words and keep them before him every day: 'The eyes of the old man are upon me.'”
I once heard one of the very successful clothing salesmen of Chicago tell how he got on the road.
”I had been drudging along in the office making out bills for more than a year, at ten a week,” said he. ”My father traveled for the firm but he never would do anything to get me started on the road. He thought I would fall down. I was simply crazy to go. I had seen the salesmen get down late, sit around like gentlemen, josh the bosses, smoke good cigars and come and go when they pleased for eight months in the year. This looked better to me than slaving away making out bills from half past seven in the morning until half past six at night, going out at noon hungry as a hound and having to climb a ladder after a ham sandwich, a gla.s.s of milk and a piece of apple pie.
”I had kept myself pretty well togged up and, as my father wouldn't do anything to get me started, I made up my mind to go straight to the boss myself. He was a little fat sawed-off. He wore gold-rimmed gla.s.ses and whenever he was interested in anybody, he would look at him over his specs. He did not know much about the English language, but he had a whole lot more good common sense than I gave him credit for then. It never hurts a boy in the house, you know, who wants to go on the road to go square up and say so. He may get a turn-down, but the boss will like his s.p.u.n.k, and he stands a better show this way than if he dodges back and waits always for the boss to come to him.
Many a boy gets out by striking the 'Old Man' to go out. If the boy puts up a good talk to him the old man will say: 'He came at me pretty well. By Jove, he can approach merchants, and we will give him a chance.'
”One day, pretty soon after I had braced the old man to send me out, a merchant in Iowa wrote in that he wanted to buy a bill of clothing.
They looked him up in Dun's and found that he was in the grocery business. My father didn't wish to go out--the town was in his territory. I overheard the old man in the office say to him: 'Let's send Chim.'
”Well, Jim started that night. They told me to take a sleeper, but I sat up all night to save the two dollars. I didn't save much money, though, because in the middle of the night I got hungry and filled up on peanuts and train bananas. The town was up on a branch and I didn't get there until six o'clock the next day. When I reached there, I went right up to my man's store. You ought to have seen his place! The town was about seven hundred, and the store just about evened up with it-- groceries and hardware. I got a whiff from a barrel of sauer kraut as I went in the door; on the counter was a cheese case; frying pans and lanterns hung down on hooks from the ceiling; two farmers sat near the stove eating sardines and crackers. No clothing was in sight and I said to myself: 'Well, I'm up against it; this man can't buy much; he hasn't any place to put it if he does.' But I've since learned one thing: You never know who is going to buy goods and how many on the road must learn that the man who has _nothing_ in his line is the very man who can and will buy the most, sometimes, _because he hasn't any_.
And besides, the _little_ man may be just in the notion of spreading himself.
[Ill.u.s.tration: ”You ought to have seen his place”]
”A young man was counting eggs back near the coal oil can. He was the only one around who seemed to have anything to do with the store. I walked up to him and told him who I was. He said, 'Yes, we are glad to see you. I'm just out of school and father wants to put me in business here. He is going to put in all his time in the bank. He wants me to take charge of the store. I've told him we could sell other things besides groceries--they are dirty, anyway, and don't pay much profit; so we have started to build on another room right next door and are going to put in other lines. I've told father we ought to put in clothing, but he hasn't fully made up his mind. I'll ask him to come down after supper and you can talk to him.'
”'Hasn't fully made up his mind, and here I am my first time out, 24 hours away, and a big expense,'--all this went through me and I couldn't eat any supper.
”The old banker that evening was just tolerably glad to see me. It wasn't exactly a freeze, but there was lots of frost in the air. He said, after we had talked the thing over, that he would look at my samples the next morning, but that he would not buy unless my line was right and the prices were right. I was sure my 'prices were right.' I had heard the bosses talk a whole year about how cheaply they sold their goods. I had heard them swear at the salesmen for cutting prices and tell them that the goods were marked at bare living profit; and I was green enough to believe this. I also knew that my line was the best one on the road. I had not stopped to figure out how my bosses could stay under their own roof all the time and know so much about other houses' goods and be absolutely sure that their own line was bound to be the best ever. I had heard the road-men many times tell the bosses to 'wake up,' but I did not believe the salesmen. You know that a young fellow, even if he is with a weak house, starts out on his first trip feeling that his house is the best one. Before he gets through with his maiden trip, even though his house is a thoroughbred, he will think it is a selling plater.
”That night I worked until two o'clock opening up. I did not know the marks so I had to squirm out what the characters meant and put the prices on the tickets in plain figures so I would know what the goods were worth. But this was a good thing. The salesman or the firm that has the honesty and the boldness to mark samples in plain figures and stick absolutely to their marked price, will do business with ease.
Merchants in the country do not wish to buy cheaper than those in other towns do; they only wish a square deal. And, say what you will, they are kind o' leery when they buy from samples marked in characters--not plain figures. They often use a blind mark to do scaly work on their own customers and they don't like to have the same game worked on themselves. Honest merchants, and I mean by this those who make only a reasonable profit, mark their goods in plain figures, cut prices to n.o.body--prefer to do business with those who do it their way. The traveling man who breaks prices soon loses out.