A Man of Samples. Something about the men he met "On the Road"

by William H. Maher

His peculiar opinion of traveling salesmen was not his only peculiarity. Most of “the boys” on the road mentioned him as “Smarty Smart,” because of certain tendencies he had of making reductions in prices, of marking off charges for cartage or boxing, or of returning goods because he had changed his mind after buying them.

Solomon didn't intend to be mean; he fancied he was only standing up for his rights, and if he occasionally took a little more than his conscience told him was his “rights,” he soothed that by saying to himself that the house wanted to sell him so mighty bad they would stand it.

Let a man be constituted as Solomon was and his “smartness” grows on him. He has an idea that every house he buys from is trying to get unfair advantage of him, and that he must present a bold front or he will be imposed upon. He always magnifies his importance as a buyer, and fancies that every order he sends in is met with a hand-organ and treated to champagne.

So when he finally saw his way clear to making the long-wished-for visit, some of his pleasantest anticipations were the welcomes he expected from the heads of the wholesale houses, and the invitations he would receive to dine and wine with them. But he did not propose that they should pull the wool over his eyes. He would show them that he was no “greeny,” and that he knew what was what.

He carried two large empty valises with him to bring home as much of his purchases as possible as baggage, and when he reached the city hotel late in the evening the clerk sized him up as easily and as accurately as if he had known him for ages, and sent him to one of the poorest rooms in the house most unceremoniously.

The next morning, bright and early, Mr. Smart started out to do business. His first call was on a hardware man with whom he had done considerable business, and from whom he was sure of a warm welcome. He was met by a pleasant young man whose manner seemed to ask, What is your business? He asked for Mr. Braun. Mr. Braun was not down yet but would be in a short time. Would he wait? No; Solomon didn't propose to wait. He was there on business and must attend to his business. Perhaps the young man could wait on him? No, indeed; Solomon didn't come to town to be waited on by clerks. Perhaps he would call again, but he said it with a doubtful tone as if he was not sure that he would patronize a house where the proprietor didn't get around earlier in the morning. Then again he was somewhat indignant that the clerk should not have known him, and when he was asked to leave his name he went off saying it was no matter.

Then he called at Sikkor's, wondering if anyone would be in there. Was Mr. Sikkor in? No; did he want to see him personally? Personally! He wanted to see him on business, of course. He would not be at the store that morning, but Mr. Birden was at the desk, yonder, if he would do. Well, it was good to find one proprietor in; and he moved over to Birden's desk, where that gentleman was busy opening the morning's mail. He looked up at the approach of Smart, said “Good morning,” and waited for Solomon to tell his business.

“This is Mr. Birden?”

“Yes, sir,” pleasantly.

Solomon had rather expected him to say, “This is Mr. Smart?” and to hold out his arms, so he was somewhat disconcerted.