FullReads

“The letter which Johnson wrote in reply to the card of my packer went something like this: “‘My dear sir: In regard to your favor of the 23d inst., I beg to say that I could use about $2000 worth of your line if you could come up here, providing that I would be the only one that you would sell your line to in my town.

“‘Hoping to hear from you soon in regard to this matter, I remain, very truly, ——– Johnson.’

“‘P.S. If you can’t possibly come up, I’ll come down.’

“What did I do? Well, I thought the matter over and decided that business was business and, there being no other chance in his town, I would let him come and try to play even on the old score. I wired him to come down, and I thought, as I had him on the run, I’d better put on a pusher. My message read: ‘Come down but you must be here to- morrow.’

“Just after my telegram was off–I told the girl to rush it–I called at the office for my mail and, bless me! I had a letter from another man in the same town.

“Now, say what you will, boys, a man’s letter reveals his character. If a man has mean blood in his veins he will spread some of it on the paper when he writes to you. I’ve seen the pugnacious wrinkles of a bull pup’s face many a time wiggling between the lines of a letter. And if there’s sunshine in a man’s heart that also will brighten up the sheet he writes on.

“The other man in the town wrote about like this:

“‘Your postal received and I must say I regret exceedingly that I have just sent in a mail order for your goods. I wish I had known that you were coming, for I always save my orders for the boys on the road when I can. Now, the next time you come to ‘Frisco, let me know a few days ahead and I will run down to meet you. I want your goods. My business in your line is steadily increasing. When I started in I just kept them for a side line, but your goods give first class satisfaction, and in the near future I shall handle nothing else. It will take a little time to clean out the other makes, but when I do–by next season–I shall have a nice order for you. I hope to hear from you before you get to the next coast–say a month before. Truly yours,

“They say a ‘bird in the hand’s worth two in the bush,’ but that depends upon the kind of a bird you’ve got hold of. I’ll let go of a tough old owl every time to take a chance at catching a spring chicken. Without a second thought, I decided that I’d risk it on the man who wrote me such a gentlemanly letter rather than deal with the fellow who had canceled on me. Furthermore, I had half an idea that Johnson was making me fair promises only to get the line and cut the other fellow’s throat and that maybe he would cancel again. So I immediately sent Johnson a second telegram:

“‘Cannot place the line with you. Do not come down.’

“He was anxious for the line and he wired back:

“‘Write particulars why you cannot sell me your shoes.’

“Well, wasn’t this a chance? My clothing friend was with me again. I told him the story. ‘Soak him good and wet!’ said he. Together we wrote the following letter, and, you bet your sweet life, I mailed it, signing my packer’s name:

“‘Sir: You wire me to write you “particulars why” I cannot sell you my line of shoes. Two of my friends at present in the hotel inform me that six months ago you met them here at their expense, were royally entertained by them and that after buying bills of them you almost immediately cancelled your orders, and that you have never offered to return to them the $25.00 they spent for your traveling expenses. These gentlemen are reputable; and, to answer your question specifically and plainly, I do not care to place my line with you because in you I have no confidence, sir.'”