That’s all there is to the story, Red. Suffice to say I took the old boy’s advice and sure enough it paid dividends. Now the same thing applies to selling goods. It’s human nature for youth especially, to chase rainbows and follow what seems to be the easiest way. When you get out of the bus in a small town, which has four big prospects that you know you can sell right along in a row on Main Street, it’s quite natural to go sell ’em and then go to the depot and catch the first train out, but, Red—how about those three little stores way down the other side of the feather factory, about four blocks from the round house? Who is going to sell them? Their credit is good and they’ll buy your goods if they get a chance. Of course, I know the argument that the little red devil who sits on your shoulder whispers in your ear—it goes something like this, “I just haven’t time; I’d miss that train out; I’ll pick the good ones and leave the little ones for my competitor—he has to live, etc.” and a thousand such logical (?) arguments, but listen Boy—you know and I know that the fellow who listens to those arguments is only kidding himself.
Did you ever sit down Red and analyze a day’s work with one of your salesmen? Figure out just how many hours each day he actually spends face to face with a buyer? If you never have, it will surprise you both. Of course, I realize some time must be spent going from store to store, and from town to town, but regardless of that Red, the time you spend facing the buyer is, after all, the only time in the day that is really “productive time”—the balance is “non-productive” and in addition, it’s expensive because you cannot make it up—it’s gone.
The thinking Sales Manager and Salesman today cannot fail to recognize this, because the man who spends the most hours actually picking berries, gets paid more than the fellow who spends half his time between bushes.
Give my very best to ’em the next time you have them in for a meeting and tell them for me that in selling goods this year, I’d rather be a setter pup that stalks the game, than a humming bird that just dips its nose into what appears to be the sweetest roses.
Your loving,
“DAD.”
The Boy Is Given an Unfailing Formula for Landing a Bigger Job
Dear Hal:
I just put down the evening paper and came very nearly dropping off to sleep when your mother reminded me that I’d better answer your last letter tonight while I had the time and there was no company around.