A COLLAPSE NEAR BRAINERD, MINN.—PAGE 557.
I was unable to do anything at Brainerd, and concluded to visit smaller towns, where my little stock would look larger. I took an evening train, arriving at a small hamlet a few miles west, in time to work the town that evening. But fate seemed to be against me, for I couldn't make a sale, and to make time I would have to get up the next morning about half past two to get a local freight train going west.
The landlord called me, and after making my toilet I started for the depot, a few rods distant across the track. He had cautioned me about the fast express, which would be due in a few minutes going west, and which did not stop there, but passed through at lightning speed. On passing out I discovered that a terrible snow and wind storm was raging, and with much difficulty found my way towards the depot. Just as I was crossing the Railroad track the lock on my case gave way and the side lid fell down, and the top cover to which the handle was fastened raised up, letting every tray of jewelry fall in a heap in the middle of the track. I stopped to pick it up, but at that instant heard the engine whistle close by, and had no sooner gained a foothold on the platform of the depot than the engine came dashing along, with its bright head-light, and the sparks flying from it in all directions, and the steam whistle blowing and screeching like a demon, and struck my pile of trays and jewelry and sent them skyward and entirely out of existence.
A million things ran through my mind in an instant, but I think about the first I thought of was the "Incomprehensible."
I saw the utter foolishness of trying to find any of the jewelry, as the storm was raging furiously; besides, it was long before daylight. But I decided to return to the hotel and remain till morning.
When I walked into the office with my sample case still in the shape as when it "busted," the landlord gazed at me a moment, and asked what in thunder I'd been doing with my jewelry. I explained, and he said he supposed the jewelry, trays and all were still flying through the air, and if the storm kept up they probably would never stop.
His idea was about correct, I think. At any rate I never saw one dollar's worth of my goods afterwards. Of course the heavy fall of snow would very soon cover it up any how, but it is very doubtful if any of it was ever found any where in the vicinity of the depot.
The next day after satisfying myself that my stock of jewelry had vanished and that I was again "busted," I took the train for Brainerd, where I once more resorted to selling furniture polish.
While at this town I called at a house, rang the door bell and was admitted by a person whom I at once recognized as an old school teacher who had taught our district school at Galetown Corners years before. As he did not recognize me I thought I would have a little fun with him, and after introducing my polish, I produced a small book containing the names of my patrons at Brainerd, and said:
"Mister, I have here the names of those who have been buying, which I will read, to show you that it is an article of value and one that is appreciated by almost every housekeeper."
So saying I began to read off the names of people living in the old Galetown school-district, such as Mrs. M. Keefer, Mrs. John Bartlett, Mrs. Curt Dirlam, Mrs. R. E. Betts, Mrs. Alfred Hutchinson, Mrs. James Drown, Mrs. John Lefever, Mrs. Dave Ramsey, Mrs. Sidney Tuck, Mrs. Calif Luce, Mrs. Samuel Chapin, Mrs.——
"Great Scott! Do all those people live in this town?"
"Why not?" I asked.
"Why not? Cæsar-ation! I used to teach school in Ohio. In a neighborhood which contained the sir names, given names, initials and all, of every person you have mentioned."
I slipped the book into my pocket and told him I could not help that, and then began to show the polish to him and the lady of the house. He was too much excited to give any attention to it, but as he was only a visitor, that did not signify much. He soon asked me to read those names over again. When I had finished he inquired of his hostess if she knew any of those people. She said no, but as she had not lived there long she would not be likely to know them. He became more excited than ever, and putting on his overcoat and hat declared his intention of calling on some of them.
Then I said to him:
"Well, this Mr. Keefer, who lives over here on the back street has a step-son by the name of Johnston. Perry, I believe, is his given name."
"Yes sir, yes sir, that's right. He was a red-headed lad and came to school to me. Say, show me where they live."
"And," I remarked, "another name I remember; the son of one of these families is Willard."
"Was it Willard Luce?" he asked.
"That's it?"
"My ——, is it possible all those families have moved here?"
I then said:
"Do I look any like that Perry Johnston?"
He looked me over carefully and said he believed I did.
I then explained that I had recognized him at first sight and decided to have a little sport with him. After a short visit I went on my way rejoicing.
After one week's time I left Brainerd for Fargo, Dakota, where I had requested my mail to be sent. I had cleared thirty-three dollars over and above expenses during that time. After sending ten of it home to my wife I reached Fargo with twenty-three dollars, having made the trip with my pass. Here I received a letter from the wholesaler expressing sympathy for my loss, and saying he had sent me a large package of goods on sixty days' time.
After spending two dollars for a few necessaries which left me just twenty-one dollars, I accompanied three traveling men to the theatre, one of whom had a pass admitting himself and friends to a box. During the evening this gentleman mentioned the fact that an actress who would shortly sing was an old school-mate of his, and as she had had all her wardrobe burnt at Bismarck, a few days before, suggested that we each throw a silver dollar on the stage when she appeared. We all agreed.
I had forgotten that I had that day accommodated a gentleman by giving him four five-dollar bills for a twenty-dollar gold piece, and when the time came I carelessly reached my hand in my pocket and taking out the gold piece, threw it on the stage and was unconscious of what I had done till I saw it bound and heard it ring and received a bow of recognition and thanks from the actress. It was too late, however, and managing to instantly recover myself from the shock of having fully realized the awful fact that I was again totally collapsed, I shook hands with my three friends who were very enthusiastic over my generosity, remarking that they hadn't the slightest idea of my intention of giving so much. I told them I didn't believe in doing things by halves.
At the hotel the next day I was introduced to the pretty actress who thanked me for my generous gift, and declared that success was sure to reward men of such liberal principles, but added that she had always noticed, however, that those who gave the most freely were those who had the most to give, or at any rate, those who experienced but little difficulty in making money fast.
I had but little to say in reply to her assertion, but took special pains to jingle the last three twenty-five cent pieces I had in my pocket, and assumed an air of independence sufficient, no doubt, to convince her that I possessed my share of this world's goods.
When I took the train at Brainerd for Fargo, who should make his appearance as conductor but my old friend Johnny, whom the reader will remember as being my partner and companion at the neat, nice, tidy boarding-house while selling auction goods.
The moment I discovered his identity I pulled my hat down over my eyes and turned up my coat collar so he would not recognize me, and as he approached me I began talking very loud as though in conversation with some one near me and said: "Well sir, the place where I stopped was a neat, nice, clean, tidy boarding-house, the children were well-bred, the old lady a good conversationalist, a mighty good cook, and everything was so home-like."
Johnny seemed almost paralyzed on hearing these remarks and instantly began to scrutinize me very closely, but as I had raised quite a moustache and goatee since our dissolution, he failed to recognize me. He then demanded my ticket, and without turning my face towards him, but rather turning it from him I declared I had no ticket. He asked where I was going. I answered: "Well sir, I am going to Fargo, and if I can prevail upon my wife to sell another house and lot and send me the money, I am going to either start a stave and barrel factory, or go into the auction business."
At this he began laughing, and taking hold of my hat and raising it from my head, said: "Well you infernal vender of the Incomprehensible compound, double-distilled furniture and piano luster, what are you giving me? Produce your ticket, or off you go, bag and baggage."
We had a nice visit, and when I related my experience of a few days before about the stolen trunk and the final collapse, he said he had heard all about it, but was surprised to hear that I was the unfortunate loser. He frankly confessed that the last house and lot had been sold and the money spent before he had settled down to business. The last I heard of him he was still holding his position and working hard for a promotion.
A few days after my arrival at Fargo, I received over two hundred dollars' worth of goods from Chicago, which came at a very opportune time.
The few days I had to wait there I put in with the "Incomprehensible," with good results.
The holiday trade was now approaching and I made money fast. I again adopted my old tactics of opening up to every one, from the hotel porter and chambermaids to the merchant of the highest standing; and I never lost an hour or even a minute when there was the slightest prospect for making a sale. The result was, that after closing out my stock just before Christmas and returning to Chicago, I brought back over nine hundred dollars, which left me six hundred clear after paying the wholesale house the last bill of two hundred and an old account of one hundred dollars.
A few weeks after my arrival in Chicago, I made over six hundred dollars in one day in a way that will perhaps be worth relating. An old acquaintance of mine who was in the auction business was in the city buying goods. I accompanied him to a large wholesale house to buy notions, and while picking out the stock, a messenger-boy delivered a telegram to the manager of that department. After reading it he said to us that it conveyed the information that the manufacturers of cheap shears had formed a combination and had advanced the price nearly one half. I excused myself immediately and started on the run to the different wholesale houses with which I had previously dealt, and bought all the shears they had at the old prices, and after making a payment down took a receipt as payment on a certain number of dozen shears at a certain price to be delivered on a certain day. I made the rounds as rapidly as possible and bought out several dealers before they had received their telegrams. The next day all I had to do was to call at their stores and sell out to them at the advanced price, receiving my money back and a good round profit besides.
It was my intention to start out on the road again as soon as the dull season after the holidays was over; but I began having chills and fever and night sweats which very soon reduced me several pounds in weight, and I could plainly see was fast reducing my physical strength.
My wife and I then visited her parents at Bronson, Michigan.
And now I am obliged to make mention of one fact that heretofore has not been necessary to speak of. My domestic life had not proved a success, and a separation occurred on the nineteenth of March, 1881, my wife remaining with her parents. Our little boy had been living with my mother at Clyde, during the preceding two years, where we mutually agreed to have him remain; and he has continued to reside there up to the present time. In due course of time the Courts annulled the marriage.
I reached Clyde on the evening of the day of our final separation, and was so ill that my physical system seemed about prostrated.
Our old family physician, Dr. Brown, was at that time down sick, and I chanced to call on a physician who had recently moved there. He seemed much pleased with my condition, and after a thorough examination, informed me that one of my lungs was entirely destroyed and the other one almost gone; and if I had good luck I might live a couple of years.
When I went home and reported my bright prospects my mother began to cry, and said she always thought I would die with consumption. Mr. Keefer looked sad and solemn, and said: "It does beat the devil."
CHAPTER XXXII.
A FRIEND LOANS ME TWENTY-FIVE DOLLARS—MY ARRIVAL IN CHICAGO—FORTY DOLLARS' WORTH OF GOODS ON CREDIT—I LEAVE FOR MICHIGAN—EFFECTING A SALE BY STRATAGEM—GREAT SUCCESS DURING THE SUMMER—ENFORCING A CREDIT—CONTINUED SUCCESS—OPENING AN OFFICE IN THE CITY—PAYING MY OLD DEBTS, WITH INTEREST—MY TRIP TO NEW YORK—BUYING GOODS FROM THE MANUFACTURERS—MY RETURN TO CHICAGO—NOW I DO HUS'LE—IMMENSE SUCCESS.
A few days later our old Doctor was up and around, and called to see me. He diagnosed my case, and pronounced my lungs perfectly sound; and declared that if I should live an hundred years I'd never have lung trouble. He informed me that I was suffering from a complication of diseases, and general debility caused by over-work and the general excitement and hus'ling naturally attending my business; and assured me that with the energy and determination I showed in my disposition to get well, he would bring me out all right. He was much surprised, however, when called a few days later, to find me completely floored and suffering terribly. His action showed that the case was more serious than he thought. But he brought me out in very good shape in about three months.
I had previously used a part of my money in paying old debts, and part in supplying my family with suitable clothing; and after paying my doctor and druggist bills, found myself again without a dollar, when ready to start out on the fifteenth of June.
I then wrote to a young man who had lived with my parents several years, and whom I had educated in the polish business and who was then selling it through Indiana, and asked him to loan me twenty-five dollars, if he could spare it.
He immediately sent a draft for that amount, and stated in his letter that he had just eighty-five cents left, but was glad to accommodate me. In reply to his letter I assured him that I was certain of success in the jewelry business, and that as soon as I again established myself in it, and could see a chance for him, I would send for him and give him the benefit of my experience.
About a year later I brought this about; and having established a fair credit myself I had no difficulty in also establishing a credit for Albert, which he used to good advantage by hus'ling and selling lots of goods.
Later on, after I had opened a store of my own, I supplied him with goods for some time, extending all the credit he needed. This same young man is now proprietor of a wholesale jewelry house in Chicago; and I dare say that only for his prompt and liberal action in responding to my request for a loan of twenty-five dollars, there would be no such firm in existence at the present time. Therefore it illustrates how a single instance will prove the turning point in a man's life.
Albert came to our house while we were living at the old homestead on the farm, when he was but a small boy. He was an orphan, and had left a farmer living a few miles away, whom he had lived with for some time.
The night he came there I happened home from one of my speculative trips, and after talking with the lad, asked my folks what they were going to do with him. They said he could stay over night, and after breakfast they would send him on his way rejoicing.
I urged them to let him stay, convinced that he would be of great assistance on the farm. They concluded to give him a trial, with the satisfactory result as stated above.
If the reader will pardon me more for digressing from the subject, I will here relate a little incident that occurred on the day of Albert's arrival in the city. It only goes to show how the average young man will wriggle and tax his brain in order to get out of a tight box.
It often afforded us much amusement when narrating it, as being his initiation into the great city of Chicago. He had written me in answer to my letter, that he was ready to start at any time; and as I had received an invitation to attend a ball to be given in the city on the South Side on a certain day, I wrote him to be on hand at that time and I would meet him.
By this time I had begun selling goods on credit, and very often run a little short for cash; and it so happened that in this particular instance I arrived in the city at seven o'clock in the evening, with less than five dollars in my pocket with which to visit the barber, and pay for our suppers and tickets for the ball.
He had written me that he would have about seventy-five dollars cash, and I felt perfectly secure to start out with him, knowing I could borrow till I could raise it the next day and pay him back.
At the ball we met a couple of young ladies, daughters of a gentleman I had become acquainted with; and as he and his wife were talking of going home early and taking the girls with them, we suggested that they leave them in our care and we would escort them home later.
This was agreed to all around, and about two o'clock, when ready to leave, I said to Albert:
"Let me have five dollars to pay for a carriage."
"I haven't got five dollars, nor even fifty cents."
"But you told me in your letter that you had seventy-five dollars."
"So I have, but it's in a draft."
"Well, what on earth are we to do? I have spent my last dollar. Guess we'll have to take them home in a street-car."
We started, and reached the corner of Randolph and Clark just as it set in to rain. Upon inquiry we learned to our dismay that all-night cars were not running on Randolph street, and that none would be running before daylight.
Just across the street, standing around the Court House as usual, were any number of hack-men.
I was completely non-plussed, and I don't recollect ever having been placed in closer quarters, or in a position where I felt more humiliated. I thought of Albert's draft, and stepping up to him said in a low tone as quickly as possible:
"Give me your draft and I'll get it cashed at the Sherman House."
He replied that it was in the hotel safe. I came near fainting, then finally said:
"Ladies, please excuse me one moment. I'll call a carriage."
So saying I stepped across the street, wondering on the way what I would do. I had no watch to leave as security, nor a piece of jewelry of any kind. Every thing of this sort was used by me as stock in trade. I knew better than to ask for credit, and realized that my life would be in danger to hire a carriage and undertake to "stave them off" afterwards.
So the reader will readily understand that I was at my wits' end; but at the last moment my senses came to me, and I instantly thought of a scheme to help us out. I asked a hack-man what he would charge to take us to a certain street and number on the West Side. He said two dollars. He might as well have said two hundred. I at once found fault with the price, and managed to get into an altercation with him and three or four others, and talked loud enough for Albert and the young ladies to hear.
As I approached them I did so in a very excited manner, with my hat in one hand and a large empty pocket-book in the other, and roundly cursing all the cab-men in Chicago.
"What's the matter?" asked one of the girls.
"Matter? Great Heavens! Do you suppose I'll give seven dollars to one of these robbers to carry us over on the West Side?"
"Indeed you will not," shouted the brave little lady. "We'll walk."
"That's just what we will do," I cried, as I took her by the arm and hus'led her down street, fearing she might change her mind, followed by the other couple; and we made a rapid trip, pattering through the rain and mud, congratulating ourselves on our shrewdness and courage in getting even with the Chicago cab-men.
And now, after this digression, to resume:
After receiving the twenty-five dollars from Albert, I bought a few necessaries, and a ticket for Chicago, where I arrived June fifteenth, 1881, with but a few dollars. I called immediately on a firm I had dealt with a little the year before, and of whom I could buy goods at twenty-five per cent. less than from the one I first began dealing with.
After explaining my circumstances, giving references and asking the proprietor if he would sell me some stock on credit, he said he would limit me to fifty dollars, to begin with; and would increase it as my capital increased. I considered this reasonable, and selected forty dollars' worth. I made it a point to select just this amount on account of it having exactly the amount of my very first jewelry investment years before at Columbus, Ohio, when I started out peddling.
I then a Goodrich steamer for Muskegon, Michigan, arriving there the following morning.
I started out with a determination to sell a bill of goods; and although every merchant laughed me in my face when I showed up my stock, I kept "hus'ling," and finally struck one man who bought twenty dollars' worth. This enabled me to take a fifteen-dollar package from the express office which I had ordered C.O.D. from the wholesaler, after buying my first stock on credit.
I now began traveling over precisely the same territory and visiting the same towns and merchants that I had called upon the year before, when on my first trip.
On my second day out, at Holton, Michigan, while sitting in the hotel, a traveling man remarked that the firm across the street was the best in the country to do business with, if a drummer could only manage to show his goods to them; but as they visited the Chicago market every two weeks they would not under any circumstances look at a drummer's goods.
Owing to the fact that I very much enjoyed calling on those who were the hardest to be convinced, I took special delight in making this firm a visit. I carried my case with me, and after setting it on the counter in front of the proprietor, asked permission to show him my goods. He flew into a rage, and declared he would not buy from any drummer. I still persisted, and he continued to sizzle around at a fierce rate. The more he did so the more I insisted on showing him my goods.
Finally, seeing the utter uselessness of trying to get his attention, I very quietly put the key in the lock of my case and unlocked it, and returned the key to my pocket. I then took hold of the case and as I bade him good-bye swung it around off the counter as if to leave the store. Of course the top raised up and the side lid fell down, letting the trays fall out on the floor, the same as occurred on the railroad track. The jewelry scattered all over the floor, and I began to apologize, and told him of my wretched disaster once before with the same case. I was very sorry to annoy him with such an accident. He saw at once that I was to all appearances very much embarrassed, and in a sympathetic manner assured me that there was no harm done, so far as he was concerned, and began helping me to gather up the goods.
As I picked up one piece after another I would call his attention to them, and say: "That is one of the best sellers I ever saw;" "this is the latest style;" and "here is an article of the most peculiar design I ever saw."
In the meantime he became interested, and began asking prices; and finally gave me an order for from one-half to a dozen each of a nice assortment of goods. I at once saw that he supposed I was selling by sample, and took his order for about three times the amount of my stock in trade. I sent the order in to the house, and they filled it and gave me my commission, which amounted to nearly fifty dollars.
When I returned to the hotel and informed the gentleman whom I had gotten my information from that I had taken such an order, he was much surprised. Of course I was not so indiscreet as to relate how I had accomplished it. After I had become better acquainted with this firm, and they had become regular customers, I related the facts to them, much to their amusement.
I continued to hus'le, as before. My health was not first-class, but I improved rapidly, and was very soon in a better condition physically than I had been for years. My success was fair during the summer. I visited Chicago frequently, and succeeded in establishing a limited credit of two hundred dollars with my new firm, but found it a hard matter to accomplish that much. I made good use of it, however, and when the busy season was approaching for the fall and holiday trade I determined to strike for a larger credit. This was not only with a view to extending my business, but I realized that at the rate I was progressing, I would soon want to establish a business of my own, and unless there was some wholesale jeweler to whom I could refer the Eastern manufacturers, I would have a hard time to get a start.
When I asked the manager of the concern for an extension of credit he said I could extend it a little. I therefore began selecting a stock of goods, which I insisted on having billed as fast as I picked them out. That night, when I had finished and had the goods in my cases (I now carried two), and had them charged on the books and the bills for them in my pocket, and was about ready to start for the train, the proprietor chanced to discover that I had bought nearly one thousand dollars worth. He threw up both hands in holy horror and declared I should never leave the store with all those goods.
I informed him that the goods had been properly billed and charged to me, and I had legal possession of them; and as my train was to leave soon it was my intention to take my departure.
I pointed to the front windows and reminded him and about twenty clerks who stood looking on, that we were about three stories up, and the first man who laid a hand on me or my goods would land through one of those windows on the sidewalk below, if I had to go down with him.
Saying which, I grabbed my cases, and with the further remark: "Gentlemen, make room for me now; I am ready to start," passed out with not a word spoken, and everything as quiet as death.
Two or three of the clerks were good friends of mine, and were only too glad to see me force a credit for myself; and I doubt if they could have been induced to interfere had Mr. Streicher demanded it.
The first town I visited on this trip was Oconto, Wisconsin, which I reached the following morning; and before nine o'clock I had made a cash sale of one hundred and fifty dollars, and went immediately to the express office and remitted it to the house. And as business was brisk I remitted from one to three hundred dollars per day to them. In a few days I received a letter from Mr. S. offering me a credit of two or three thousand dollars, if I needed it.
I congratulated myself, and no one else, for this much-needed and desirable credit, realizing that had I let him have his way I would have been ten years gaining his confidence to this extent.
I now began to "turn myself loose," and with my nice line of goods there was no such thing as failure. I found it as easy to make a hundred dollars now, as one dollar at any previous time in my life. I visited Chicago often to buy new stock.
While speaking of Mr. Streicher (pronounced Striker), a little incident connected with his name occurred about this time, which may prove interesting to the reader.
He was about to make a trip to New York, and as Albert and myself were contemplating a visit home we concluded to accompany him that far on his journey. My folks had often heard us speak of the gentleman, so when we arrived at Toledo, Albert said he would telegraph them to meet us at the depot, as they would no doubt be glad to see him. He therefore sent a message as follows: "Meet us at the noon train with Streicher."
The telegraph operator at Clyde "bulled" the message, and copied it, "Meet us at the noon train with stretcher."
It so happened that I met some friends at Toledo who persuaded me to remain there till the next day. Albert and Mr. Streicher went on, and when they alighted from the train at Clyde the platform was packed with people. It being Sunday, every one had turned out. The undertaker, Mr. Terry, with his ambulance, and a stretcher placed on the platform near where the express car usually stopped, Mr. Keefer and my half-sisters greatly agitated, and my mother crying, as Albert and Mr. S. approached them, both wondering at the unusual excitement.
"Where is Perry? What has happened to Perry? Is he dead, or only hurt?"
These inquiries were made hurriedly, and when informed that nothing had happened they asked why he had telegraphed for a stretcher.
"Stretcher," said Albert, "you're crazy! I didn't telegraph for a stretcher, but said meet Streicher and me at the noon train."
When the facts became known, the assemblage seemed to look upon the matter as a good joke upon themselves, and wended their way homeward looking disgusted and disappointed, plainly showing that their morbid curiosity had not been quite satisfied.
The next day, when I arrived and had been told of the occurrence, I asked Albert what my mother said.
"Well, she said she expected Perry would be killed sooner or later any how."
"What did Mr. Keefer say?"
"Oh, he said, 'It beat the devil.'"
We spent a few days pleasantly at home, then returned to Chicago and to business.
I continued to travel over the same territory, visiting my old customers, whom I soon became better acquainted with, and secured as regular patrons. I visited them about once every sixty days, and at the same time worked up as much new trade as possible.
I will here tell how I made my first sale to a merchant who was notorious for "firing agents out," and who has been my customer ever since.
I was traveling through Minnesota, and when at the hotel in a small town, became engaged In conversation with several drummers, who were all loud in their condemnation of one of the leading merchants there, who had never treated any one of them civilly. I remarked that I believed I could sell him a bill of goods. One of them said if I could he would buy me a new hat.
I went out on the street and stepped up to the first country fellow I met, and handing him a two-dollar bill, said:
"I want you to go down to Mr. ——'s store and wait till I come in, and as I am about to leave the store, you ask me to sell you a finger ring, and when I offer to do so you select one and pay for it with this money, and I will give you the ring for your trouble."
He agreed to my proposition and immediately went over to the store.
With my two cases I followed directly after him, and setting them down stepped up to the proprietor and asked permission to show my goods. He was very gruff, and refused to listen to me at all. I picked up my cases saying, "Good-bye sir," when my country friend stepped up and said: "Mister, you are selling jewelry, I see. Can't you sell me a ring?"
"Well, yes, I can if Mr. —— is willing to let me show it to you in his store."
The merchant said he had no objection, as he had no jewelry to sell and never expected to have.
I then opened the case that contained all of my carded goods, and spread all the trays out on his counter. Not finding any rings in that case, I was obliged to open the other; and as the rings were at the very bottom I was compelled to take out every tray before reaching them. These I also spread out on his counter, and finally sold the young man a ring.
In the meantime nearly all of his customers—and the store was crowded—were looking at my goods and handling them over. I stepped up to the merchant, and thanking him for his kindness handed him one dollar, merely mentioning the fact very quietly that I had only one price, and that I had sold the ring at just twice the wholesale price, and the dollar belonged to him. He cried out, as he took the money:
"Good gracious! I hope you didn't charge the man that much profit."
I assured him that such a thing was a very common occurrence; and to further satisfy him I made several sales right then and there, and in each instance gave him half the receipts.
Again thanking him for his kindness, I began packing up when he said:
"Just wait a moment," and stepping to the stair-way, opened the door and called to his wife to come down. She did so, and in less than two hours I had sold and delivered to them nearly three hundred dollars worth, and had the cash in my pocket.
When I reported this sale to the traveling men at the hotel they could hardly believe me, and were not wholly convinced till they called at the store and saw the jewelry.
My trade continued to be first-class during the holidays, clearing me considerable money.
I lost no time after the holidays, but kept on traveling while other drummers were laying off for the dull season, and succeeded well.
When the following spring trade opened, my business increased, and continued to be good till late in the summer, when I began to think some of opening an office in Chicago, and buying direct from the manufacturers, who are almost exclusively located at Providence, Rhode Island, and Attleboro, Massachusetts.
In July I was at Escanaba, Michigan, and happened to meet Mr. Weil, of Henry Weil & Co., wholesale jewelers of Chicago; and after half an hour's conversation with him he showed me a line of gold rings, and sold and delivered to me right on the spot, nearly five hundred dollars' worth on four months' time.
I then made known to him my anxiety to open an office in Chicago, and buy direct. He said he could and would help me to do so, and offered me desk room in his office till I could afford to rent a room of my own.
The following month I visited the city and called on him, and he gave me a letter of recommendation to the eastern manufacturers. I also procured letters from several others, with whom I had had either a business or social acquaintance, and started for New York, where the manufacturers all had representatives.
On my way there I stopped at Bronson, Michigan, and at Clyde, Ohio, and paid all of my old debts, with eight per cent. per annum interest for the whole time I had owed them. I paid one man two hundred and nine dollars for a note of one hundred and forty dollars, and another man one hundred and seventy-five dollars for a note of one hundred and twenty-two; and still another ninety dollars for a note of fifty, besides various open accounts for merchandise bought, and for borrowed money; in all amounting to nearly one thousand dollars.
One gentleman I called on had almost forgotten me as well as the debt I owed him, and when I said:
"I believe you have an account against me," he looked up over his spectacles and remarked, as though he considered me foolish to refer to it:
"Yes, but it has been outlawed for some time."
"Did the law balance your books?" I asked.
"No sir, but it canceled the debt."
"Indeed it did not, so far as I am concerned; and for once I'll prove myself more powerful than the law by balancing up your books, which is something it can't or at least won't do."
So saying I produced a roll of bills, and after figuring up and adding eight per cent. per annum for the entire time the account had been running, paid the amount over to him.
He said he had often censured himself for having trusted me to so much; but he was now only too sorry that it hadn't been a great deal more, as it was the first and only money he had ever drawn interest on, and in consequence had never realized how fast it accumulated.
After settling everything up in full, I let Mr. Keefer have, at his request, one hundred and fifty dollars, and proceeded on to New York. I called at my uncle's store immediately, for the first time since my three weeks' stay with him when a boy. He was away on a business trip, but "the old stand," with all its fixtures, looked exactly as they did the day I left, seventeen years before.
There seemed to be no necessity, however, for any change, as trade appeared to be more brisk than ever. I was anxious to meet my uncle and have him go with me to the manufacturers' offices and introduce me, but as he would not be home for a couple of days I considered life too short to wait, and concluded to introduce myself.
I went down town, and the first man I met in Maiden Lane was a traveling agent, a Mr. Medbury, who visited Chicago regularly, and who recognized me while I was standing on the corner, reading signs and looking for numbers. He came up and asked if I wasn't the fellow who carried off the bulk of Mr. Streicher's store in my endeavor to establish a credit. I told him I was. He then took me into the office of his firm, S. & B. Lederer, and after introducing me, went on to recount what Mr. Streicher used to say whenever I visited his store.
This man, Streicher, was a little sharp Hebrew, who was always looking for the best end of the bargain, but would sell goods cheaper than any other wholesaler in the country. I saw his nature at once, and immediately became as aggressive as possible, and always ready to take my own part. The result was, it seems, that I succeeded in making it very unpleasant for him. The boys used to relate that whenever my name was mentioned, he would throw up both hands and say:
"Oh, mine Gott! Every time dot fellow come in mine store he drive me crazy. I lose my head. He carry off all my nice goods and tell me to charge; and when I say I don't do it, he say, 'I trow you out dot tree-story window;' and if my clerks don't suit him he discharge them and hire new ones; if I don't buy to suit him when agents call, then he buy to suit himself and charge to me. To the devil with such a man!"
After receiving an introduction to this firm, I presented my letters, and explained what I wanted.
They assured me that my reference was perfectly satisfactory, and they would be glad to sell me all the goods I needed in their line, and thereupon sold me the first bill of goods I purchased from the manufacturers.
During the interview I mentioned that Johnston the jeweler, on the Bowery, was an uncle of mine. One of the firm replied that that was in my favor. Thereafter I did not forget to mention him to every manufacturer I called upon; and soon learned that his original scheme of buying "Duplicate Wedding Presents" had made him widely known. I was then ready to forgive him for not having made any changes in his store during my seventeen years' absence.
I found no difficulty in buying all the goods I needed on credit, amounting to several thousand dollars' worth, to be shipped at once, and to be paid for in from sixty days to four months.
After receiving my stock from New York, I opened up with headquarters at Mr. Weil's office, Number 57 Washington street, and was ready to start out on the nineteenth of September. Now came the necessity for greater hus'ling than ever, as I must be prompt in the payment of my bills, if I expected to establish myself in the confidence of the manufacturers.
With this thought uppermost in my mind I worked almost day and night, and I believe I sold as many, if not more, goods in my special line in one month than was ever sold by any one man before or since. At any rate, later on, when I had seven agents on the road, not a single one of them ever sold as many goods in a whole year as I sold the first month I traveled, after establishing business for myself.
The result was, that before my bills were due I had paid up half of my indebtedness, and when the balance came due I had the money to pay up in full, and did so. Thereafter my trade was catered for by the best of manufacturers.
To give the reader a better understanding of the hard work put in by me during that first month, I will relate one instance in which I called one of my customers out at a very dubious hour and sold him a bill of goods.
It was at Boyne City, where I had arrived at one o'clock in the morning, after having worked hard all the day and evening before in selling a couple of very large bills. On reaching there I learned that the only boat leaving for Charlevoix within the next twenty-four hours was to leave at six o'clock in the morning; and as I must make that town next, I determined to rout my Boyne City customer up at once, sell him what he needed, and take the first boat.
He lived over his store, and as there was an outside stair-way, I went up and called and rapped loudly on the door.
The dog barked furiously, and judging from the noise, must have knocked the cook-stove down, and the cat got covered up in a tin boiler and made a terrible racket; the children began screaming, and my customer's wife shouted "murder!" at the top of her voice. I stood my ground, and kept rapping. He grabbed the old shot-gun and yelled:
"Who is there?"
"Johnston."
"Johnston the fisherman?"
"No."
"Johnston from the lumber camp?"
"No sir, Johnston the jewelry-man."
"From Chicago?"
"Yes sir, from Chicago; and I want to sell you a bill of jewelry right away."
"Goodness' sakes! Can't you call to-morrow?"
"No sir; business is too brisk. I must sell to you to-night so I can leave on the morning boat."
The whole family got up and came down stairs in the store, and I finished up with them about five o'clock in the morning, after selling a large bill of goods.
On my arrival at Charlevoix I found several traveling men at the hotel, and among them one who was traveling for a wholesale grocery house. While I was busy arranging my jewelry before calling on my customers, I heard this man say:
"I had big sales yesterday. I sold a car-load each of rice, nutmegs, cinnamon and pepper, besides three hundred barrels of flour, and as many chests of tea."
On hearing this statement I immediately recognized the voice, and remembered having heard the same story before, somewhere. Upon looking at the speaker I also recognized his face, and turning to those present, said:
"Gentlemen, I know this man sold that many goods, for I heard him tell the same story at St. Mary's, Ohio, about four years ago, and I know it's true or he wouldn't keep telling it."
Of course he was offended and insulted, and denied the charge; but when I recalled to his mind the hat trade I made with him and the dollar he paid me to boot, he laughed, and said he remembered it; but he laughed more heartily when I told him it was a put-up job, and how glad I was to get the dollar. I then gave him a nice rolled-plate vest-chain—an article he very much needed, and which made him feel that his dollar had been well invested.
When the first of January came I found myself in very good shape, with a satisfactory profit for my year's work.
I now began thinking about opening an establishment of my own. About this time Mr. Weil, with whom I still made my headquarters, informed me that he was going to retire from the jewelry business, and offered to sell his large safe, all the office fixtures and a large stock of jewelry, to me, and give me all the time I needed to pay for them. As his prices were low enough, and terms all that could be desired, I jumped at the chance, and in a few days found myself in his debt several thousand dollars.
When I saw his shrewdness in picking me up—a total stranger—and helping to push me "to the front," and to where he could make good use of me himself, I could but admire him for it, and felt more than ever like patronizing him, as it seemed to me like encouraging enterprise to do so. I have never had reason to regret my dealings with him, and as he is a man of large means and wide influence, and has repeatedly given me to understand that he stood ready to back me for any amount, I have reason to believe that he has no complaints to make of my business transactions.
After buying him out I rented an office and store room of my own at 243 State street where I am still located, and began a genuine wholesale jewelry business.
CHAPTER XXXIII.
EMPLOYING TRAVELING SALESMEN—DEPRESSION IN TRADE—HEAVILY IN DEBT—HOW I PRESERVED MY CREDIT—I TAKE TO THE ROAD AGAIN—TRAVELING BY TEAM—DECIDING A HORSE-TRADE—MY BOOK-KEEPER PROPOSES AN ASSIGNMENT—I REJECT THE PROPOSITION—COLLECTING OLD DEBTS BY STRATAGEM.
While traveling in Northern Michigan I came across a young man clerking in a dry-goods store in a small iron-mining town, who expressed a desire to go on the road for me as traveling agent. His employer said:
"Oh, Bert is thoroughly honest and trustworthy, and naturally a capable fellow; but I think he is rather too unsophisticated to act in that capacity, as I don't believe he has ever visited a town of over three hundred inhabitants in his life."
I replied that he was just the sort of chap I was looking for. I wanted a man who would be likely to listen to my advice and instructions, and a man of wide experience would not be apt to do so.
I made arrangements with the young man to return to Chicago with me. His manner at once convinced me that he meant business, and was determined to succeed. But for all that, and with the most kindly feelings towards him, I must admit that every move he made, after arriving in the city, reminded me of myself on my first trip to New York. In fact, with the exception of the difference in ages, he was a regular Joshua Whitcomb. I felt almost obliged to lasso him to prevent him from following off band wagons and chasing fire engines around town. He was particularly fond of dime museums and the "knock-'em-down and drag-'em-out" Wild-western plays; and I saw the necessity of getting him started on the road as soon as possible, before he should become stage-struck. I had two sample-cases made, and took him on the road with me through Michigan. I took particular pains to impress upon his mind the necessity of curtailing expenses, and often reminded him that the occasional saving of 'bus and carriage fares from the hotel to the depot, when he had plenty of time to walk, would be no disgrace to him or his House. I also pointed out the foolishness of spending money with merchants in treating, or in other words, attempting to bribe them by treating, as that was something I had never yet done myself, and would not be responsible for any such expense. I fully believed that the average salesman lost as often as he gained by this practice. (I still believe it.)
He was rather inclined to rebel against this, and said he was certain that it would often become almost necessary to spend a little money in that way in order to hold trade. I persisted that business should be conducted on business principles only, and not socially or on the strength of friendship; and it would only be necessary to call on a merchant, introduce his business at the very earliest possible moment, get through as soon as possible, and immediately take his departure; and if he had any loafing to do, do it at the hotel; and above all, to spend very little time in trying to become better acquainted. By these methods, if he didn't make a good impression he would be quite certain not to make a bad one.
His penchant for telling funny stories made him known to those with whom he came in contact as "the man of infinite but unpointed jest," so as a matter of precaution I requested him to always defer telling stories till his next trip.
I convinced him that all successful salesmen worked from early morning till late at night, and that a dollar-a-day hotel, in a small country town, would not be a disgraceful place to spend a Sunday. The result was, he traveled the first year at a wonderfully light expense, and sold more goods than the average high-salaried salesman.
He was not long, however, in becoming sophisticated, and was soon able to roll up as nice an expense account as any of the boys.
The second year after I began business for myself who should call at my office one day and apply for a position as traveling agent but my old friend, Dr. Frank, who, it will be remembered, traveled through Ohio with me selling the "Incomprehensible," and whom I dubbed Doctor after we set the old lady's ankle. I had not heard from him for years, but he had been in Michigan all the time since he left me; and in consequence of having received a letter from me addressing him as Dr. Frank he had been called Doctor by every one, and so concluded to become a physician, and had spent one winter at Ann Arbor, in the Medical College, attending lectures. I hired him at once, and sent him on the road. I also engaged five other men, later in the season, and sent each of them out with a large stock of goods. They were all certain of an immense holiday trade, and were extravagant in their demands for a large stock to supply it.
I had been prompt in the payment of all bills, and had become quite well acquainted with all the manufacturers. They called on me in large numbers, urging me to buy, and wouldn't take no for an answer. Each was positive that I could not run another month without their special styles, and as I could buy on long time and sell on short time I could easily see my way out.
About two months before the holidays, the bottom fell completely out of the fall trade. My agents began to complain, and each advised me not to buy any more goods. They were too late, however, as I had bought goods enough to supply a dozen agents. Their sales amounted to simply nothing. A day or two before Christmas they began straggling in, one after another, with their trunks and sample-cases full of goods.
My safe, and every nook and corner of my office, were all filled with goods; and when my bills became due I had nothing but goods. Two weeks after the holidays I sent my men out again and kept them hus'ling. Of course they were bound to sell more or less goods, but it was up-hill work.
I gave my particular attention to satisfying Eastern creditors, and managed to do so more by writing letters and acknowledging my indebtedness, and promising fair dealing, than by making remittances. As fast as any one of the last five agents I had hired would sell off his goods I would order him in and discharge him. In this way I reduced my stock without having to buy but few new goods, and very soon had but two men on the road. These two were Dr. Frank and Bert, who were both good men, and perfectly reliable.
On the seventeenth of January, this same year—1884—I was married to Miss Anna H. Emmert, of Chicago, (my present wife), having long since been legally separated from my first, and she already married again.
My second wife had received a thorough business education, although but eighteen years of age, and immediately began taking an interest in the management of my office affairs; and from that time until the present has been of incalculable help to me.
I had no knowledge whatever of book-keeping, while she was an expert; and since my force of clerks, book-keepers and type-writers has run up to between thirty and fifty, there has never been a time when she couldn't more than acceptably fill any of their positions; and during our last holiday trade in our busiest season she took the place and kept up the work of three different employees during their temporary absence. And this in addition to a general oversight of the entire force, which she makes her regular line of duty.
The summer following our marriage my wife's health began failing. As I had already become convinced that it was necessary that I should again go on the road, I decided to buy a pair of horses and carriage and travel with them, and let my wife accompany me. Our physician said nothing could be more beneficial to her than such a campaign.
So after employing competent help to take charge of our office, we were ready to start out. Soon after our decision to travel I traded a diamond ring for a horse, harness and buggy, and not being able to buy a mate to the animal in Chicago at a satisfactory price, we shipped our stock of goods and horse and buggy to Grand Haven, Michigan, by boat. I also bought a double harness in Chicago and shipped with the rig, and we crossed on the same boat.
On our arrival there I began searching for another horse, and succeeded in finding one to suit me, which I bought in less than ten minutes after the owner showed him to me. I then had a pole fitted to my carriage, and by noon of that day we were under full sail for Northern Michigan.
