THOSE KIND COST ME $10.00 PER DOZ.—PAGE 111.
"Well then," said I, "if you will throw in a saddle and bridle I'll trade."
"I have no saddle," said he, "but I will give you a blanket and bridle."
"All right, it's a trade."
We bridled and blanketed the mare, I delivered the chain to him and mounted, ready for a start.
"Now, young feller," said he, "the trade is made and there must be no 'kicking' on either side. You agree to that do you?"
"Yes sir," I answered, "I'll never kick if the old mare dies in five minutes from now."
"That's right," said he, "you're a dandy, and just the sort of feller I like to deal with."
"Well, I'll bid you good day"—tipping my hat.
"See here, one moment," he yelled, as I had gotten well on my way. "Say! the trade is made and no squealing on either side. How much is this chain actually worth?"
"Well," I answered, in a loud tone, "those kind cost me ten dollars per dozen, or eighty-odd cents each."
He staggered and fell back against the fence. His wife yelled in a high pitched voice:
"Well there, John, you have been taken in for once in your life." I raised my hat and cantered away.
I traveled on horse-back all day, and found it up-hill business, as it was difficult to mount and dismount, and very hard to carry my sample case and valise on horse-back.
That evening I arrived in a small burg where I put up, and determined to turn my horse out to pasture, until I could deal for a buggy and harness.
That night while in conversation with some men at the hotel, I learned that one of them was a carriage and wagon maker. I asked if he had anything in the way of a light second-handed buggy, which he could sell at a low price.
He said that he had one that he had just been repairing and it was all ready to run out. I prevailed upon him to take me to his shop and show it by the light of a lantern.
I asked his price which was forty-five dollars.
On re-entering the hotel, I took him into the sitting room and showed him my jewelry. He was pleased with it, and I asked him how he would like to trade his buggy for some of it. He said he wouldn't care to take it all in jewelry, but if I had any good watches he would take one, and some jewelry on a trade.
I then showed him the watch I was carrying, and was not long in making a trade. I gave him a bill of sale for the watch and jewelry, and took one from him for the buggy.
I retired that night feeling that I had made fair progress towards procuring a traveling conveyance of my own. When morning came, my only desire was to deal for a harness. As soon as breakfast was over, I took my jewelry case and "hus'led" around among the business men, as well as at different residences in the town. I gave but little thought to selling goods, but inquired, wherever I called, if they knew of any one who had a harness for sale.
At last I called upon an old couple who were in need of spectacles. I succeeded in fitting both of them, when I suggested the idea of taking their old glasses in exchange for mine, and letting them pay the difference. The old gentleman said I would have to trust them for the difference, as they had just paid out the last money they had.
Almost the last thing I thought of, was to ask them if they knew of any who had a harness for sale, as I had become so interested in the spectacle deal.
"Why bless you," the old man replied, "I have got a nice single harness up stairs that I will sell cheap." He brought it down, and I traded the spectacles, a very nice pair of sleeve-buttons, and a handsome set of jewelry for it.
I was now ready to start with my newly completed torn-out, which I lost no time in doing.
I traveled in the direction of Kirkersville, where I arrived a few days later and promptly exhibited my horse, harness and buggy to my late partner and his acquaintances.
After a careful scrutiny of the turn-out, and a look at the goods I had left in stock, he remarked that "some one must have been taken in."
I continued peddling for some time, meeting with splendid success on the average, with occasionally a poor day.
I never lost an opportunity of trading horses, and as a rule, preferred to keep trading for a better one each time where I would be obliged to pay boot, which I invariably manipulated so as to pay the difference in jewelry, instead of the cash. I also traded buggies frequently in this way, and in a very short time I was driving a first-class turn-out.
My early boyhood experience with horses had given me a fair knowledge of them, and the blemishes they were subjected to, which enabled me to pass reasonable judgment on them, when making trades.
My best deals were always made with professional horse-men, who generally seemed to think they had a "soft snap," and I never attempted to convince them differently, except when I could do so at their expense.
Peddling jewelry and spectacles was the business I gave my special attention to for sometime, and it proved a very satisfactory one. With the exception of a few disagreeable features which are sure to attend any business of that nature, I found it very pleasant.
One day I drove into a small country village and stopped at a blacksmith's shop to have my horse shod. While waiting, I happened to drop into a large general store, and very soon entered into conversation with the proprietor, who was a jovial, good-natured fellow. He told me his latest story, when I thought to try and amuse him with one or two of mine, which I was very successful in doing.
In a few moments I mentioned that I was in the jewelry business, and before I had time to ask him to look at my goods, he said: "Bring in your truck, let's see what you've got, anyhow."
I brought them in and began quoting prices. He began picking out and laying to one side. I was worried to know whether he expected to buy on credit or pay cash.
He kept picking out and I told another story. He laughed heartily and said that was "the boss" and laid out more goods.
Finally he said: "What are your terms anyway or haven't you got any."
I answered: "No, I have no terms, everything net spot cash."
"What! Don't you give any cash discount?"
"I never have given any yet," was my reply.
"Well then, I suppose there is no use in my trying to get any."
In a few moments he directed me to make out my bill, which I did on a piece of brown paper. It amounted to a little over eighty-two dollars.
I threw off the extra few cents and he paid me the cash, after which I receipted the bill.
This particular sale was the ruination of my jewelry business for the time being, but as will be seen, proved to be the key-note to a very successful business in after years.
Having turned wholesaler, I was wholly and entirely unfitted for the business of peddling. My thoughts were completely turned from the latter and absorbed in the former.
Although I readily understood that it must necessarily take large capital to conduct such a business, I yet determined to give it a trial with my little stock.
I therefore telegraphed for more goods, and began driving from town to town making a few sales to the merchants, but none equal to my first one. I never found another merchant so anxious to look at my goods, nor so ready to buy. However, I readily understood that I must be persistent in showing to them the same as I had always been at private houses, and in many cases more so. I came in contact with one merchant whom I failed to understand perfectly well.
I called at his store and found him reading the paper. After introducing myself and explaining my business, he simply said he didn't want any jewelry.
"Well," said I, "I don't suppose you will object to looking at it, will you?" He made no reply. I then began laying my trays out on his counter.
After displaying them nicely, I stepped back to where he was sitting and still reading, and said to him: "I have them ready now, sir."
He stepped behind the counter, gathered up the trays, piled them in a heap, stepped to the front door, pitched the entire outfit into the middle of the street, and returned to his newspaper without a word.
My first impulse was to "have it out with him, then and there," but I suddenly thought of my stock in trade lying in the middle of the street, and "hus'led" to gather it up.
It took me a whole day to clean and re-card and get it in good shape, which work I did at the hotel, in the same town. I remained there over night and prepared for a new start the following morning.
The more I thought of the treatment I had received at his hands, the more I felt like having the matter settled before leaving. So after making all preparations for a start, I drove to his store, and just as I stepped from my buggy, he came around the corner from his residence and was about to enter the door.
I headed him off and said, "Mr. ——, I am about to leave this town, and before doing so, I propose to have a little settlement with you. Now, sir, you can have your choice of three things. Either make an apology for your beastly conduct yesterday, take a good thrashing or look my goods over in a gentlemanly manner. Now which do you prefer?"
At this I began laying off my coat.
He said he had no desire to look at my goods and didn't crave a thrashing, and guessed he would rather apologize, which he did, and I went on my way rejoicing, and I dare say in much better shape than I might have been in, had he shown as much fight as he did meanness the day before.
On account of my extremely small stock I found it up-hill work to succeed as a wholesaler. My first large sale had so completely turned my head, that I was unable to return to my former successful plan of peddling from house to house and continued on as a wholesaler, wending my way homeward.
On arriving there I drove to the old farm, and with much pride related my experience and success to the folks.
My mother said she wouldn't give fifty cents for all the jewelry in the box, and in all probability the horse would die or something happen to him sooner or later.
Mr. Keefer said he didn't know about the jewelry, but one thing was sure, the horse and buggy were fine.
I saw the utter foolishness of trying to be a wholesaler, and began searching about for a customer for my entire lot of jewelry, whom I soon found in the person of a young man, whose note I took for two hundred and fifty dollars, and his father as signer, payable six months after date.
The next day I drove down town, and as was my custom after arriving home from a trip, my creditors were the very first persons I called on, and as usual, assured them that I was still alive and "hus'ling."
I also showed them the note I had and offered to turn it over to either of them who would pay me the difference between its face value and what I owed them.
They said they would rather take my individual note for the amount of my indebtedness, which I gave, drawing interest at eight per cent., all of which footed up to several hundred dollars. Now I was ready for other business.
CHAPTER X
GREAT SUCCESS AS AN INSURANCE AGENT—SOLD OUT—ARRIVED AT CHICAGO—SELLING GOVERNMENT GOODS—ACQUIRING DISSIPATED HABITS—ENGAGED TO BE MARRIED—BROKE AMONG STRANGERS—HOW I MADE A RAISE—MY ARRIVAL HOME.
One day I met James Forster, an old acquaintance, who was engaged in the insurance business. He asked me if I didn't think I would make a good insurance agent.
I told him I had never tried it, but I knew I would.
He asked how I knew so much, if I had never tried it.
"Because I am no good at anything else," I answered.
He asked how I would like it. I assured him I ready to try it, and that I owned a horse and buggy to travel over the country with.
He then took me to his office and after giving me a few instructions, gave me the necessary papers and sent me out.
The very first day I took three applications. The company insured on the installment plan, by issuing a policy for five years, the first payment of forty cents a hundred per year, was to be paid when the application was taken, and the balance made payable in equal annual installments.
The agent's commission was the first installment, or twenty per cent. of the gross amount.
I was not long in learning that the rate charged by this company was just double that of any other in existence, but the people readily fell in with the idea of paying their insurance by installments.
I gave it a week's trial and was immensely successful, and turned my applications over to Mr. Forster, but was careful to sign my name to them in full, as sub-agent.
He made an equal division of commission with me, which I was not satisfied with. I then quit, when Mr. Forster called in about a week to see why I didn't keep "hus'ling," as I had been doing so nicely.
"Well," said I, "Mr. Forster, it's against my principles to steal and give some one else half. I can't afford to go out and rob my neighbors and acquaintances, and give you any part of it."
He had no more to say. A few days later, I received a letter from the secretary of this company, asking if I would like to become their agent. I answered that I would, and on receipt of my certificate went to work in earnest.
Before two weeks had elapsed, I was the agent for three other first-class fire companies, whose rates were as low as the lowest. I also had a first-class life and accident company. I commenced in the morning, and worked until late at night.
The first intimation I had that I was doing an extra good business, was when I received a letter from the secretary of one of the companies saying: "Go for them, Johnston, you have sent in more applications under one date, and made a larger thirty days' average, than has ever been made by any agent of our company," and added that I might consider that as a compliment, as they always had hundreds of agents, and in all parts of the United States. This letter was received from him after I had been working at the business some months. And I decided at once to quit the business forthwith.
As soon as I read it I said to myself:
"Now it is certain I can never get rich working at the insurance business." At least, I could not recall to my mind a single instance, where anyone had ever made more than a living, especially in a country town, and I argued, that if I had proved myself so far superior to all other insurance agents, I couldn't see why it wasn't possible for me also to excel in a better paying business.
I therefore desired to sell out, the first chance I got, which I soon did, receiving five hundred dollars for my business, horse and buggy.
I also had four hundred dollars' worth of notes I had taken for insurance, which belonged to me as commissions. These I got discounted, receiving in cash three hundred and twenty-five dollars. I then collected my note against the man to whom I had sold the jewelry.
Now I had over one thousand dollars in cash, and was ready to start for Chicago. I called on those creditors who held my notes, which were not yet due, and assured them I was on the right road to success, and that with the use of the money I then had, I was certain to win, as I thought of investing in jewelry as a jobber, which business, I had from my first experience, always determined to try again if I ever succeeded in getting money enough.
During this same summer, Mr. Keefer traded his fine farm three miles from town for a house and lot in town, and a small fruit farm one mile out, and received some cash besides. They had moved in town about the time I was ready to start for Chicago.
My mother said, that while I had so much money, it would be a good to pay back some I had borrowed of them, before I lost it all.
Mr. Keefer said there was no hurry about that, he knew I would pay it all back some day, because I had always told him I would, and he believed now I was going to make lots of money.
I bade them good-bye, and left for Chicago, where I arrived the following morning, when I immediately set out to investigate the jewelry business. I very soon became satisfied that the few wholesalers I had called upon were "wolves," and convinced that there was a wolf for every lamb, I "hus'led" away "to try the jewelry another day."
I then began scanning the "wants" and "business chances" in the different daily papers, when I noticed an advertisement from Colonel O. Lippencott, who was the United States agent for the sale of government goods, such as guns, saddles, harnesses, blankets, soldiers' clothing, etc., which had been left over after the late war.
I called on him, and he convinced me that with a stock of twenty-five hundred dollars, I could make money fast.
I asked how about one thousand dollars' worth. He said it wouldn't pay with so small a stock, and said I could pay one thousand dollars down, and give a bond for the other fifteen hundred dollars. I told him about Mr. Keefer, and he very soon ascertained that his bond would be good. He then filled one out and I sent it to him marked "confidential," along with a letter explaining "just how it was."
It was promptly returned to me with his signature attached.
The goods were soon packed and shipped to a point in Michigan. I hired a young man to go with me as clerk.
Our success was better than I anticipated.
I would rent a room in a fair-sized town and advertise extensively, and remain three or four weeks.
The young man I had with me was about my own age, a jolly good fellow, a sharp salesman and hard worker, but he had many extravagant habits which I had never yet fallen into.
He was fond of billiards, and insisted that I should learn the game, which I was foolish enough to do. In less than one week I was dreaming every night of ivory balls of all sizes and colors, of billiard cues of all weights and shapes, and tables of all styles. My clerk declared I had gotten up in the night and walked round and round our bed, with an old broom in my hand, trying to play billiards and talking in my sleep about carrom and masse shots and pocketing balls.
I had no reason to doubt his statement, for it was a fact that I had become so infatuated with the game that it was almost impossible to resist it, and in fact I had no desire to do so.
I enjoyed it greatly, so much so that I got into the habit of leaving the store during business hours to indulge in it. And there never was an evening that we were not in the billiard room till it closed for the night. My clerk was a good player, and enjoyed playing with me no doubt, because he could easily beat me, and because I had plenty of money with which to pay the bills.
He was fond of balls and parties, and like myself, enjoyed ladies' society, and we were both susceptible to their influence. We soon fell in with the "jolly good fellows" of every town, many of whom were able to indulge in a lavish expenditure of money, while by rights neither of us could afford anything better than a plain, comfortable living; but as we had joined them, we must be "good fellows" also. Consequently I very soon found my business running behind.
There was no day when the profits were not large, but my expenses were enormous. I realized that the billiard game was dragging me down, and every night after settling my bills I would say that I didn't think I would ever play any more. I was very careful however, not to declare myself against it entirely, because I loved it too well.
We traveled from town to town constantly running behind. Towards spring we made a stop at Bronson, Michigan, where we continued to "fly high," as we used to express it, and at this place while attending a ball, I met a young lady who afterwards became my wife. We remained there six weeks, when my clerk left for home.
As my contract with Colonel Lippencott would expire on March first, at which time I was to return all unsold goods, for which I would receive credit, or cash refunded, I packed and shipped my remaining stock to him, with instructions to send me a statement of account to White Pigeon, Michigan. There I went with a view to meeting an old friend, who I found had left for the West a few days prior to my arrival. Finding, however, a comfortable stopping place, I remained there to await the statement from Colonel Lippencott.
I of course realized, from my rude system of book-keeping, and the way the goods invoiced, that I was a considerable loser. The way I figured it, I would have at least one hundred dollars my due on settlement. But imagine my surprise, when I received a statement showing a shortage of seventy-five dollars, which Mr. Keefer would be obliged to pay. I was then owing a week's board bill, and had not a cent to my name.
After carefully examining Colonel Lippencott's statement, I was satisfied that he was correct.
I saw where I had failed to charge myself up and credit him with nearly two hundred dollars' worth of goods, at a time, no doubt, when I had an engagement with some "dude" to play billiards.
I immediately wrote Colonel Lippencott that I would return home soon, when the deficit would be made good.
I was now at a loss to know how to "make a raise." While sitting in the hotel office one afternoon contemplating matters most seriously, and feeling silly and foolish over my winter's exploit, a young, despondent-looking chap came into the office carrying a valise and bag, about half filled with something. He registered, and after making rates with the landlord, took a seat near me. He had a woe-begone look, and seemed nervous and anxious.
I immediately opened up conversation with him, and learned he was from a small town in Illinois, whence he had started as a canvasser, selling nutmeg-graters.
I asked how he was doing. He said he had been out three days, and hadn't sold a grater.
I asked if he had worked hard, and he said yes, but he hadn't "nerve" enough for that business.
I asked him to show me one, which he did.
They were a very novel, ingenious thing, and I asked him about the price.
He said he could sell them for twenty-five cents, and make money. I told him he could sell more at fifty cents each, than he could at twenty-five.
He said he couldn't see how that could be, and I reminded him of what Barnum said about the American people.
To this he replied: "By gol, I'll be gosh durn glad to sell all I have fer just what they cost me."
"How much would that be?"
"One dollar and fifty cents per dozen," he answered.
"How many have you?"
"Twenty dozen."
I took the one he was showing me and putting it into my pocket, started out. I called at a general store and enquired for the proprietor, and when pointed out to me, stepped up to him briskly, and said:
"Mr. ——, do you want to make some money?"
"Why yes, that's what I am here for."
"Well then, sir," producing the novelty, "how would you like the exclusive sale of this, one of the fastest-selling and most useful articles ever manufactured. I have only twenty dozen left, and some one in this town is going to have them. You can put a basket full on your counter, sir, and sell one or more to every lady visiting your store."
"What do they retail at?" he asked.
"Fifty cents each."
"What is the wholesale price?"
"Three dollars a dozen, but as I have only twenty dozen left, you can have them at two dollars and seventy-five cents per dozen."
"I'll give you fifty dollars spot cash for the lot," he said, after figuring a moment.
"All right, I guess you can have them." And I quickly delivered them and received the cash.
Thirty dollars of this the young man received with much satisfaction, while with the other twenty I felt quite comfortable myself.
After paying my hotel bill I departed for Ohio.
On my arrival home I explained to my folks "just how it all happened." My mother said "she always thought I would turn out a gambler anyhow, and didn't expect anything else when I left home, only that I would lose all I had before getting back."
Mr. Keefer said "it was too bad, and I ought to have knocked the whole top of that clerk's head off for getting me into such habits."
CHAPTER XI.
MORE HELP FROM MR. KEEFER—OFF TO SEE MY GIRL—EMBARKED IN THE AGRICULTURAL-IMPLEMENT BUSINESS WITHOUT CAPITAL—MARRIED—SOLD OUT—IN THE GROCERY BUSINESS—COLLAPSED—RUNNING A BILLIARD HALL—COLLAPSED AGAIN—NEWSPAPER REPORTER FOR A MYSTERIOUS MURDER.
The next day I called Mr. Keefer to one side, informed him—on the quiet—about my shortage of seventy-five dollars and suggested going to the bank and borrowing about a hundred dollars, as it would be necessary for me to have a few dollars to "sort of bridge me over" till I could get on my feet again. He said he guessed that would be all right, so we borrowed the money.
The next day I received a very affectionate letter from my girl and started forthwith for Michigan, arriving there in time to escort her to the last and grandest ball of the season, at an expense of more than half the amount of my last loan.
I was very anxious to get married at once, but being a little short financially, concluded to postpone it a few days at least. A couple of days later I received a letter from my uncle, A. S. Johnston, who was then living at Three Rivers, Michigan, and who had previously started me in the fruit business in Chicago. He informed me that he was general agent in Southern Michigan for C. H. & L. J. McCormick's reapers and mowers, and if I would come there he would make me their local agent at that place.
Bidding my girl an affectionate farewell I departed, and arrived at my uncle's with forty cents in cash and six dirty shirts.
On my way there I fell in company with two gentlemen traveling together, one of whom was selling horse-rakes and the other threshing-machines.
I explained to them that I was on my way to Three Rivers, where I expected to become an agent for my uncle. They then remembered having met him somewhere on the road, and one of them suggested that I might also be able to sell horse-rakes and threshing-machines. I told them I had thought some of putting in a few later on. They then became anxious to have me take the agency for their implements, but as I had in my mind the goods of other manufacturers which I believed had a better reputation, I hesitated about handling theirs.
They became very much interested and urged me to let them send on consignment a car-load of horse-rakes and four threshing-machines. I finally consented on condition that they prepay the freight, which they agreed to do.
I informed my uncle of my intentions of starting in the agricultural-implement business. He asked how I expected to do so on forty cents capital.
I answered that all I needed was a sign over some good shed, and a boarding house where they would be willing to wait till after harvest for their pay.
Sign-painting had been his trade, so he said he would furnish the sign, and I could live with them until I got returns.
That afternoon I arranged to have the use of a vacant lot which was in a good locality, and as soon as possible erected a sign as large as the broad-side of a barn, which read as follows:
"J. P. JOHNSTON, DEALER IN ALL
KINDS OF AGRICULTURAL IMPLEMENTS.
C. H. & L. J. McCORMICK'S
REAPERS AND MOWERS FOR SALE."
In less than two months I had several thousand dollars' worth of all kinds of implements, which had been consigned to me, freight prepaid.
I very soon made the acquaintance of a young man who owned a good horse, which he kindly offered to loan me to canvass the farmers with. I then began looking about to find some one who would loan me a harness and carriage, when my attention was called to the advertisement of a lot of carriages to be sold at auction that very day. I called on the owner and told him I needed a carriage, and asked what the terms of the sale would be.
He said a note payable in one year, would be acceptable from responsible parties, and then asked my name. I said: "I am J. P. Johnston, the agricultural man."
"What! the man with the big sign across the street?"
I replied: "The same."
"O, well," he said, "your note is good."
I bid in a fine carriage, giving my note, which, by the way, was paid in less than six months. I then borrowed a harness and began a general raid on the farmers, and succeeded fairly well.
The only unpleasantness I experienced in the sale of implements was that of a check-row corn-planter, which was new to the farmers in that section as well as to myself. I, of course, assumed to know all about it, when in fact, I was unable to in the least comprehend the method of operating it, even after studying the directions carefully, and committing them to memory so as to give a glowing description of it and its great advantages.
One day a farmer came driving up to my "office" in a great hurry and informed me of his intention to buy a corn-planter, and stated that he had a piece of ground all prepared, and asked me to go and show him "how the thing worked." Of course there was nothing else for me to do but to go. So we loaded one on to the wagon and started.
