I had established a very good commercial standing with several wholesale houses in Chicago with whom I had been dealing, and felt anxious to make a success, if for no other reason than to sustain my credit. This I realized was an important feature in building up a business of any kind.
After remaining in Illinois and Indiana till spring, I decided to work my way back into Michigan, where I felt certain of finding good roads, if nothing else.
The first day of April found us at Plainwell, Michigan, with a very light stock of goods and a small roll of money. After taking a careful inventory of my stock, and figuring up my liabilities, I at once saw that if I could sell out and receive one hundred cents on the dollar at what I had invoiced, I could just about pay my debts to the wholesale houses, and I decided to make an auction sale and close out immediately, and thus save my credit.
By the first of May I had succeeded in selling out everything I possessed; and after paying up all of my Chicago debts, had but a few dollars left.
Of course my first thought was Furniture Polish. But on the very day when I was about to order some of the preparation put up, I happened into the express office, and there saw on the shelf a package of jewelry addressed to my name.
It was an order I had given before deciding to close out, and when it came I refused to take it, instructing the agent to return to the shipper. He had neglected to do this, and when I asked him why, he laughed and said he thought best to hold it awhile and see if I wouldn't conclude to take it.
At this simple suggestion it instantly occurred to me that I could make good use of such goods by selling to the people about the hotels where I traveled. I therefore accepted the package, and after looking it over, which in all amounted to less than fifty dollars' worth, I hired a carpenter to make me a sample case, for which I paid him five dollars. After arranging my goods nicely in the trays, we started on the road. I had with me also two dozen bottles of the "Incomprehensible" as a sort of stand-by.
We visited several towns where I "hus'led" out with the polish, meeting with fair success as usual, and managed to sell a piece of jewelry occasionally, which netted a fair profit.
At White Cloud, Michigan, I called at the drug store of A. G. Clark & Co. to make a small purchase. When in conversation with Mr. Clark I mentioned that I was in the jewelry business and would be pleased to show him my goods. He said he had never handled jewelry in connection with his drugs, and had no idea it would pay. I persisted, however, in showing him my line, till he at last consented, when I hastened to the hotel for my sample case and returned at once.
When I opened the case, containing about two dozen empty trays and only three trays of goods, Mr. Clark looked rather disgusted, and asked where I hailed from. I reported myself on my way in, and was closing out my samples and delivering on the spot.