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“I really didn’t intend to do any business with him. Some of the very best friends we all have on the road, anyhow, are those to whom we never sell a sou. Morris saw very plainly that I wasn’t trying to work him–you can always pick out, anyway, the ring of truth in words you hear. I started to pack up without showing an item or even talking business. My line was displayed, however, and it was really a bird. Morris himself picked up a few samples and threw them down on the table.

“‘Say, dos are pretty ennyvay. Sent me a dotzen of each von of dese in the color dey are dere, ant also in black. I vill just gif you a leetle gomplimentary orter on account of Chack. There is no reeson anyvay vy I shouldn’t do beesness mit you. You’re de first man on de rote dot efer struck me and didn’t ask me to buy goots. I don’t like the fellow, anyvay, dot I’m buying ties from and his house is not’ing to me. I vill gif you a goot orter next season.’ And, sure enough, Morris did give me a good order next season, and for several seasons after that.

“So you can see how I was put out when I got a letter telling me that Morris had canceled the order. I really cared less about the amount of the order than I did about losing his friendship. So I sat down and dictated a letter to him that ran something like this:

“‘Dear Morris:

“‘”The wordly hope men set their hearts upon
Turns ashes–or it prospers–and anon,
Like snow upon the desert’s dusty face,
Lighting a little hour or two, is gone.”

“‘Our business relationship, Morris, has always been so pleasant that many a time I’ve hoped it would last always. I cannot forget the kind- hearted and friendly way in which you gave me your first order. I had hoped that the firm I was with would give you the good treatment which your friendship for me deserved; but here they are making a mistake with the very man who, last of all, I would have them offend.

“‘Now, Morris, I want you to feel that this is not my fault. I am sure it is not yours. It can be nobody’s fault but that of the house. They, like myself, are also really very sorry for this mistake.

“‘I enclose you the letter which I received from them in regard to this. Can you not see that they regret this sincerely? Can you not even hear the wail that our office man must have uttered when he dictated the letter? Now, Morris, I really know that my firm holds you in high esteem–and why should they not? You have always patronized them liberally. You have always paid your bills and you have never made yourself ugly toward them in any way.

“‘As I say, there is no excuse for this mistake but, if you are willing to pass that all up, Morris, I am sure you would make our credit man, who has made this error, very happy indeed if you would merely wire the house, “Ship my goods as originally ordered.”

“‘And, after all, Morris, think this thing over and maybe you will conclude that “‘Tis better far to bear the ills we have than fly to others that we know not of.”

“‘”Can’t be always sunny
Dat’s de lesson plain;
For ever’ rose, my honey,
Am sweeter fer de rain.”
“‘Your friend,
“‘————‘”

“A good deal of poetry for a business letter,” spoke up one of the boys. This pricked the necktie man, who flashed back, “Yes, but if there were more poetry in business, it would be lots more pleasant than it is.”

“Well, how did it come out?” I asked.