He was not long, however, in becoming sophisticated, and was soon able to roll up as nice an expense account as any of the boys.
The second year after I began business for myself who should call at my office one day and apply for a position as traveling agent but my old friend, Dr. Frank, who, it will be remembered, traveled through Ohio with me selling the "Incomprehensible," and whom I dubbed Doctor after we set the old lady's ankle. I had not heard from him for years, but he had been in Michigan all the time since he left me; and in consequence of having received a letter from me addressing him as Dr. Frank he had been called Doctor by every one, and so concluded to become a physician, and had spent one winter at Ann Arbor, in the Medical College, attending lectures. I hired him at once, and sent him on the road. I also engaged five other men, later in the season, and sent each of them out with a large stock of goods. They were all certain of an immense holiday trade, and were extravagant in their demands for a large stock to supply it.
I had been prompt in the payment of all bills, and had become quite well acquainted with all the manufacturers. They called on me in large numbers, urging me to buy, and wouldn't take no for an answer. Each was positive that I could not run another month without their special styles, and as I could buy on long time and sell on short time I could easily see my way out.
About two months before the holidays, the bottom fell completely out of the fall trade. My agents began to complain, and each advised me not to buy any more goods. They were too late, however, as I had bought goods enough to supply a dozen agents. Their sales amounted to simply nothing. A day or two before Christmas they began straggling in, one after another, with their trunks and sample-cases full of goods.
My safe, and every nook and corner of my office, were all filled with goods; and when my bills became due I had nothing but goods. Two weeks after the holidays I sent my men out again and kept them hus'ling. Of course they were bound to sell more or less goods, but it was up-hill work.
I gave my particular attention to satisfying Eastern creditors, and managed to do so more by writing letters and acknowledging my indebtedness, and promising fair dealing, than by making remittances. As fast as any one of the last five agents I had hired would sell off his goods I would order him in and discharge him. In this way I reduced my stock without having to buy but few new goods, and very soon had but two men on the road. These two were Dr. Frank and Bert, who were both good men, and perfectly reliable.
On the seventeenth of January, this same year—1884—I was married to Miss Anna H. Emmert, of Chicago, (my present wife), having long since been legally separated from my first, and she already married again.
My second wife had received a thorough business education, although but eighteen years of age, and immediately began taking an interest in the management of my office affairs; and from that time until the present has been of incalculable help to me.
I had no knowledge whatever of book-keeping, while she was an expert; and since my force of clerks, book-keepers and type-writers has run up to between thirty and fifty, there has never been a time when she couldn't more than acceptably fill any of their positions; and during our last holiday trade in our busiest season she took the place and kept up the work of three different employees during their temporary absence. And this in addition to a general oversight of the entire force, which she makes her regular line of duty.
The summer following our marriage my wife's health began failing. As I had already become convinced that it was necessary that I should again go on the road, I decided to buy a pair of horses and carriage and travel with them, and let my wife accompany me. Our physician said nothing could be more beneficial to her than such a campaign.