"'Best ever,' said I. It's always a good thing to be cheerful. All traveling men who go around the country saying that business is poor ought to be knocked in the head. Even if they are not doing a great deal, they should at least say, even in the dullest of times, that business might be a 'lot worse.' It's these croakers on the road who really make business dull when there is every reason for it to be good. I never kick and I don't think any up-to-date man will.
"Well, sir, when the old man had asked me how business was and I'd told him that it was strictly good, I went right square at him. I said: 'Now, look here, Brother Mondheimer, I have been selling you a few goods right along and you've told me that they were satisfactory, but I haven't been doing either myself or you justice. I want you, this time, to come right down with me and see what a line of goods I really have. My stuff is strictly swell. The patterns are up-to-date and I've styles enough to line the whole side of your house. Now, don't let me run in with just a handful of samples and sell you a little stuff, but come down and give me a square chance at a decent order.'
"'Dot's all ride,' said he, 'but I can't get avay. I must stay hier.
Ven cost'mers com in, somebody must be hier to vait on 'em.'
"'That's all right,' said I, 'but all your clerks are idle now. There isn't a customer in the store. Things are quiet just now. Suppose you come on down with me.'
"'No, I can't do dot,' said the old man. 'I'd like to but I can't.
Von't you breeng op a leedle stoff?'
"I didn't answer his question directly, but I said, 'Now, look here, Brother Mondheimer, suppose a man were to come into your store and want to buy a good suit of clothes. How much profit would you make?'
"'Aboud fife tollars,' said he.
"'Well, how long would you, yourself, spend on that man, trying to make a sale with him?'
"'Vell, I vood nod led him go until I solt him,' said he.
"'All right,—by the way—', said I. 'Can you give me two tens for a twenty?'