A veteran hardware salesman, named Ed Stone, made two trips a year among his wide circle of customers. He was genial, efficient and popular, and was regarded as a valuable asset by his employers. The oldest member of the firm, quite well along in years, was very prone to petty economies. Looking over some of the travel accounts of several salesmen representing the firm, he came to the conclusion that it would be well to have them itemize their expense accounts. As Ed happened to be at the store, he promptly advised him of the new policy. The salesman who knew the peculiarities of the old gentleman, assured him that it would be perfectly satisfactory to him to make out a detailed report.
Starting out the next week, about one of the first points to be reached was a small city where Ed had always been tolerably sure of a big order. The store was conducted by an old-time merchant who had been gradually pushed into the background by his aggressive and far less competent son. While there were whispers that the firm were heading in the wrong direction, their credit was still excellent.
So to the young man of the firm, Ed extended the fraternal hand, but soon found that “Tommy,” the son, was not in a genial humor. Business was very poor, he was told. They had plenty of goods and would skip the usual spring order. Further parley seemed to promise no results, “Tommy” showing symptoms of irritability.
“Well,” said Ed, “I’m sorry you feel that way, but I cannot see any reason why you should not come down to the hotel and have supper with me tonight. Like enough we will find a couple of the boys there and can have a game of whist.”
After some persuasion, “Tommy” accepted the invitation, appearing at the hotel soon after the store closed, where he enjoyed as sumptuous a dinner as the ingenuity of Ed could devise. Later on they went to Ed’s room, but there is no occasion for any further details, as everything which transpired can readily suggest itself to any normal imagination by the item which appeared in Ed Stone’s expense account for that day.
“February 26th
To getting Tommy Wilson into a frame of mind so that he would order his usual spring bill of goods.... $20.00”
Shortly afterward Ed Stone’s circumlocutions brought him near enough to the main office so that he ran in over Sunday and handed his expense report to the senior member of the firm. The latter looked it over with great interest for a few seconds and then turned to Ed:
“Why, Mr. Stone,” said he. “What does this Wilson item mean?”
Ed smiled.
“I think,” said he, “I’ll have to leave that to your imagination.”