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“‘The next time I went around to his town I wore the same old good smile and everything of that kind but I soon saw that he did not take to me as kindly as before. When I asked him to come over to my sample room, he said to me, “No, I will not go over–I shall not buy any more goods from you.”

“‘”Why, what is the matter?” I asked.

“‘”Oh, never mind, I just don’t care to handle your line,” said he.

“‘”Why, aren’t the goods all right?” I asked.

“‘”Yes, the goods are all right, and since you have pressed the question I wish to tell you that the reason why I don’t care to buy any more goods from you is that you have sold goods to other people for less money than you have to me.”

“‘I could not deny it, and even when I offered to sell him goods at the same price that I had other people he said to me, “No, sir; you can’t sell me goods at any price. I don’t care to deal with a man who does business that way.”

“‘This set me to thinking, and I thought about it so hard that I began to see that I was not doing right and, furthermore, that I was not doing what would help me to build up a permanent business. I saw that I was trying to build business by making many merchants think that I was a cut-throat rather than a man in whom they could place confidence. So I believe in marking goods in plain figures and selling to every one for the same price. And, gentlemen, I even changed territories so I could go into a new one and build a business on the square. Whether or not I have prospered, you all know.’

“The old gentleman arose and said: ‘Now, what our good friend has just said, strikes me just right, and if I were a salesman I would follow out his ideas; he has convinced me. But what do you other gentlemen think of this? I would like to hear from you.’

“One by one the boys got up, not all of them, but many. Boiled down, the reasons which they gave for not wishing to mark their goods in plain figures, were these:

“First. That ofttimes one of their customer’s patrons might wish to make a special order and if he saw the samples marked in plain figures he would find out just how much profit was being made.

“Second. That often they showed goods in a man’s store and people who were standing around would see what the wholesale price was.

“Third. That most merchants like to feel that they are buying goods cheaper than any one else.

“After all of these arguments were made, the old gentleman asked me to reply to them. I did so in these words:

“‘Now, as to your first argument about special orders. The man on the road should not try or wish to sell one hat or one pair of shoes or one suit of clothes to some special customer who will take half an hour to make his selection. What he should do is to sell a merchant a good bill–and he can sell a whole bill of goods about as quickly as he can sell one special item. If marking my goods in plain figures would do nothing more than keep away from my sample room these special order fiends which hound every merchant in the country, that alone would lead me to do it.’

“When I said this, several of the boys clapped their hands, and I saw that things were coming my way.

“‘Now, as to your second argument regarding showing goods in a merchant’s store. If there is anything I detest it is to do this, because when you go to show a man your goods you should have his complete attention. This you cannot get when there are customers present or a lot of loafers around the store cutting into what you are doing. I would rather open up in the office of a burning livery stable than have a whole day in a store. What you want to do, gentlemen,’ said I, ‘is this: Not to carry your samples to your customer’s store, but to take your customer to your store–your sample room. There you get his complete attention, without which no one can make a successful sale.’