CHAPTER XVII.
When a merchant says to the traveler, “Young man, you want to sell me something?” it is a notice to come at once to the point and state your business. It is not the way we like to proceed. We prefer to pass the compliments of the day, talk about business, and approach gradually the special branch of trade to which we are devoted. But Mr. Clark's “Well, young man,” was like a whip, and I had to at once open out with my little story.
“We don't want anything in that line,” said he, with decision. “We are full of guns and ammunition. It's a beastly business. I wish I was out of it. Here is a card quoting Pieper's 'Diana' gun at $32; mine cost me $38; now, how the d—-l does this concern sell at $32?”
The “Diana” gun was well known to the trade as one having all the modern improvements; the rubber butt-piece had Diana's head on it and hence the name; but Pieper sent over one lot of about two hundred guns of the common quality, and this “Diana” butt-piece was on them; they were sold by Pieper's agent to a gun house as common guns, at about $28, but this house promptly sent out its daily postal card quoting the “Diana gun” at $32. This was the story as told to our house, and I explained it to Mr. Clark.
“That may be just as you say,” said he, “but a business that is full of that kind of tricks is a good one to get out of.”
Just then a clerk came in and handed him a slip of paper, which I recognized as a special report from the mercantile agency. He excused himself while he read it. “This beats the Turks,” said he to me. “I never knew a time when it was so difficult to get reports of the standing of retail dealers that you could tie to. My man sends in an order from J. C. K., Burlington, and he says: 'This man has a nice stock of goods and his neighbors say he is worth $5,000, and is good for anything he buys.' Dun does not quote him at all, so I asked for special report, and here it is:
J. C. K., Burlington, has been in business here since 1880; came from
Kokomo, where he failed and paid 40 cents on the dollar; is married,
age about 42, habits good. Claims to have stock of $2,200, and to owe
not to exceed $600. Is doing fair business, but his personal expenses
are rather high, and it is said he is close run for ready means.
Thought safe for small amounts, but bill should not be allowed to
lapse.
“Now this and my salesman's report don't tally very closely. Here is another case. My man sells John Johnes, of Dubuque, and writes: 'He has a grocery well stocked; says stock is worth $3,000, and no debts. His neighbors say he is sound as wheat.' But when Dun's report comes in it says:
Is a married man. Been in business alone and with partners for
several years; means limited and estimated worth $500 to $800. Is
regarded as an honest man, and it is believed he will do for a
limited line.
“Now I don't like an honest man who is worth $500 to $800, according to Dun, but who tells my man he is worth $3,000.”