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“‘Yes, I was,’ he answered quietly. ‘Got your stuff open? I’ll go right down with you.’ After Hobson had, in a few minutes, given me a nice order, he said to me: ‘Well, do you know, I like your pluck.’

“It sometimes happens that a traveling man meets with a surly clerk, a conceited clerk, or a bribed clerk who has become buyer,” continued my friend. “Then the thing to do is to go straight to the head of the establishment. The man I like to do business with is the man whose money pays for my goods. He is not pulled out of line by guy ropes. It is well to stand in with the clerks, but it is better to be on the right side of the boss. When it gets down to driving nails, he is the one to hammer on the hardest.

“I once took on the territory of a man who had quit the road. About this same time one of his best customers had, to some extent, retired from business activity and put on a new buyer in my department. Now, this is a risky thing, you know, for a merchant to do unless the buyer gets an interest in the business and becomes, in truth, a merchant himself. It usually means the promotion of a clerk who gets a swelled head. The new buyer generally feels that he must do something to show his ability and one of the ways he does this is by switching lines.

“During the illness of my predecessor, who soon after quit the road, another man made for him a part of his old trip. In one of the towns he made he struck the new buyer and, of course, got turned down. Had I been there, I would have received the same sort of treatment.

“My immediate predecessor, who was turned down, posted me; so when I went to the town, I knew just what to do–go direct to the proprietor. I knew that my goods were right; all I needed was unprejudiced attention. Prejudice anyway buys most of the goods sold; merit is a minor partner. Were merchandise sold strictly on merit, two-thirds of the wholesale houses and factories would soon lock up; and the other third would triple their business.

“When I entered the store, I went straight to the proprietor and told him without introducing myself (a merchant does not care what your name is) what my line of business was. It was Saturday afternoon. I would rather go out making business on Saturday than any other day because the merchant is doing business and is in a good humor, and you can get right at the point. Of course, you must catch him when he is not, for the moment, busy.

“‘Can’t do anything for you, sir, I fear,’ said he. ‘Hereafter we are going to buy that line direct from the factories.’

“I saw that the proprietor himself was prejudiced, and that the one thing to do was to come straight back at him. ‘Where do you suppose my hats come from?’ said I. ‘My factory is the leading one in New Jersey.’ I was from Chicago although my goods, in truth, were made in Orange Valley.

“‘Will you be here Monday?’ he asked. This meant that he wanted to look at my samples. The iron was hot; then was the time to strike.

“‘Sorry, but I cannot,’ I answered. ‘But I’ll tell you what I’ll do. My line is a specialty line–only fine goods–and I’ll bring in a small bunch of samples tonight about the time you close up.’ Merchants like to deal with a man who is strictly business when they both get to doing business. Then is the time to put friendship and joking on the shelf.

“That night at ten o’clock I was back at the store with a bundle under my arm. The man who is too proud to carry a bundle once in a while would better never start on the road. The proprietor whispered to the hat buyer–I overheard the words–‘Large Eastern factory’–and together they began to look at my samples. The new buyer went to the shelves and got out some of the goods which had come from my house to compare with my samples,–which were just the same quality. But, after fingering both, he said right out to the proprietor: ‘There’s no comparison. I’ve told you all along that the factory was the place to buy.’