Tales of the Road

by Charles N. Crewdson

"Don't go there," spoke up one of my table companions. "There's no one there who's any good except old man Duke and he's the biggest crank on earth. He discounts his bills,—but Lord, it's a job to get near him."

Some men on the road are vulgar; but will not this comment apply to some few of any class of men?

"My friend," said companion number two, looking straight at the man who had just made the above remarks, "I've been on the road these many years and, if my observation counts for anything, those we meet are, to a great extent, but reflections of ourselves. True, many call Mr. Duke peculiar, but I have always got along with him without any trouble. I consider him a gentleman."

I went to the "old crank's" town. As I rode on the train, louder than the clacking of the car wheels, I heard myself saying over and over again: "Those we meet are, to a great extent, but reflections of ourselves."

When I went into the old gentleman's store, he was up front in his office at work on his books. I merely said, "Good morning, sir," and went back and sat down by the stove. It's never a good thing to interrupt a merchant when he's busy. He, and he alone, knows what is most important for him to do. Maybe he has an urgent bill or sight draft to meet; maybe he has a rush order to get off in the next mail; maybe he is figuring up his profit or his loss on some transaction. Then is not the time to state your business if you wish to make your point. The traveling man must not forget that the merchant's store is a place of business; that he is on the lookout for good things and just as anxious to buy good goods advantageously as the salesman is to sell them; and that he will generally lend an ear, for a moment at least,—if properly approached—to any business proposition.

After a while, the old gentleman came back to the stove and, as he approached, politely said to me, "Is there something I can do for you, suh?"

I caught his southern accent and in a moment was on my guard. I arose and, taking off my hat—for he was an old gentleman—replied: "That remains with you, sir," and I briefly stated my business, saying finally, "As this is my first time in your town and as my house is perhaps new to you, possibly, if you can find the time to do so, you may wish to see what I have." Recalling that one of my table companions had said he considered him a gentleman I was especially careful to be polite to the merchant. And politeness is a jewel that every traveling man should wear in his cravat.

"I shall see you at one thirty, suh. Will you excuse me now?" With this the old gentleman returned to his office. I immediately left the store. The important thing to get a merchant to do is to consent to look at your goods. When you can get him to do this, keep out of his way until he is ready to fulfil his engagement. Then, when you have done your business, pack your goods and leave town. What the merchant wants chiefly with the traveling man is to do business with him. True, much visiting and many odd turns are sometimes necessary to get the merchant to the point of "looking," but when you get him there, leave him until he is ready to "look." Friendships, for sure, will develop, but don't force them.

At one twenty-nine that afternoon I started for the "old crank's" store. It was just across the street from my sample room. I met him in the middle of the street. He was a crank about keeping his engagements promptly. I respect a man who does this. The old gentleman looked carefully, but not tediously, at my goods, never questioning a price. In a little while, he said: "I shall do some business with you, suh; your goods suit me."

I never sold an easier bill in my life and never met a more pleasant gentleman. Our business finished, he offered me a cigar and asked that he might sit and smoke while I packed my samples. Yes, offered me a cigar. And I took it. It was lots better than offering him one. He enjoyed giving me one more than he would have enjoyed smoking one of mine. In fact, it flatters any man more to accept a favor from him than to do one for him. Many traveling men spend two dollars a day on cigars which they give away. They are not only throwing away money but also customers sometimes. The way for the salesman on the road to handle the man he wants to sell goods to in order to get his regard is to treat him as he does the man of whom he expects no favors. When you give a thing to a man he generally asks in his own mind, "What for?"