The Indianapolis journal. [volume] (Indianapolis [Ind.]) 1867-1904, 1883-01-15

man can wen be proud OF his profession, Tor 1t
Is not one Of temporary expediency or demand,
but is the natural Outgrowth of commerce, as t
has gone hand in hand with he great progress
OF civilization. 1t has a history marked with
many brilliant achievenlcnts-born in the land
OF the midnight sun, away mp in the northern
most part OF Europe, amid the bleak winds and
parrehhess or winter, IN that land OF hardy and
happy people; there in that Scandinavian eoun-
TRY, that beautiful land of legend and song, is
where the first sprinkle of travelling men started;
they soen spreading into England and Germany,
ana thence swelling the great tide of commerce
untlI IL has swept all over the entire civilized
world, and to-day the commercial traveller Is the
true cosmopolitan,
A little over one hundred years ago English
ana Gernan merchant princes, being ambitious
10 capture the commerce of Asia, and, as II could
not De accomplished by correspondence, con-
celved the idea and practicabiity Of sending
salesman to personally solicit that trade. They
old So and were successful, bringing the mann
moth interests of gland and Germany facs TO
face with the commerce of Southern Asia, thus
securing free exchange for all the great depart
ments OF trade in both countries. On this side
OF the Atlantic the syst M OF commercial travel
Ing Is as potential of interstate commerce as 1t
mas oeeh over the sea in in International commerce.
Our travelling men might be properly cOnsid-
cred In Two classes-1he beginner and The old
travenng man have Outlines thought that II 1t
were possible for the beginner TO fully realize
what his probable experiences on the road would
oe for the inst year or two in building up his
trade, there W ould he a less number OF appli-
cants trying to secure positions the road
The usual experience of beginners can be
summed up about thus: A little joy, and
and many bitter disappelntments. But
II the young man starting on the road could
only realize that every human being Is born in
weakness and inexperience, and must grow
slowly into wisdom ana strength, then there
would he fewer disappOintments and less severe
ones. III there could only he specific rule for
young men to adopt when going on the road that
would relieve them from embarrassment ana dis
appointments and insure success, 1t would be u
priceless boon. But IL is not within the range OF
human skill TO form a specific rule to govern
men who assume u position where success SO
Las IL
were 10 MAKE any suggestions TO tho beginner
on the road l would try and impress upon his
mind the Importance of thorough knowledge
of the goods he proposes to handle, to value,
quality, dema nd aud supply for the moro intel
igent he is in his business, the broader and more
general his information, the stronger will be his
grip upon the trade.
The old travelling man, what shall say to hint
There are those present to-day whom have served
faithfully and honorably in the capacity of
travelling salesman for over twenty years, and
arc still on the road l met a gentleman the
other day from New York who had served over
forty years in that capacity, but he hoped soon
to retire ana spend the remainder of his days
In quiet at home with his family. Gen
tlemen, il 1 were to consult my own
feelings with regard to them, 1 should
yield the platform and, with uncovered head,
take nv seat at their feet, for they are entitled
to the fullest measure of respect. Only think OF
the many vclssitudes of hardship and deprlva-
lions they have had to endure in travelling in
this country from twenty-five to forty Years ago.
They made their trips then on horseback and in
stage coaches, through the deep mud and over
pole bridges, through swamps that were flied
with malaria, and when night came on they were
tired and with no place to stop Int little
eramped, uncomfortable tavern. St. Paul said,
81 fought with beasts at EpEesus" The Old vet
Grams on the road have done more than that.
They have fought mosquitoes, flies, deas, bed
bugs and bigotry, Laughter They have eaten
spring chicken ten years old. They have en-
eOuntered beefsteak tough that the longer
they enewed it the larger it grew, sweling IN
their mouths like dried apples in hot water. Ap-
plause.l But in the last twenty years there has
been great Improvement the mode and con-
ven1ences of travel in this country. The swamps
have been ditched, and in their stead we see
beautiful fields and meadows. In the place of
mud roads we have turnpikes; for pole bridges
we now ENJOY plank and iron; instead OF mud
boats, ox-carts and stage-coaches we have splen-
did wagons, huggies and carriages, drawn by
bloOded horses, and, still more and better, we
have palace cars drawn by steam, that will
carry us to almost every town and city in this
country. There IS also great improvement
made in our hotels We have some that are
grand in all their appointments, and many Others
that are comfortable, and stil large number
that are miserable; the latter take the place OF
those little taverns In an early day, and about
the only difference between them is, thatin early
days they had good deal OF stuff to eat aud but
few dishes, now the small hotels have a good
many dishes and bat little to eat. Laughter
Some OF the medium hotels have become quite
enterRrising, they huving "caught on" to the
idea OF having leader in their business. They
the grocery salesman has a leader in sugar,
coffee and crackers the dry goods salesman has
his Prince sheeting and Clarks thread; the hard
ware man, nails, TIN plate and horse shoes; the
druggist has quinine, comp. cathartic pills and
sweet spirits nltre. So, In like manner, he adopts
some OF the STAPLES in his line as a leader. know
enc hotel in this State that makes a leader of
fried mush. They have fried mush three times
a day for 365 days in each year, and then re-
peat. Laughter and applause.J know another
hotel that stakes its reputation on cranberries.
But many an energetic travelling man who has
passed through Just such an experience in build
ing I'D his trade In the early days, finally sue
cee5s and for the benefit of his experience and
aeuuain tance with the trade, his house has given
him Junior partnership in The business,
tho business continuing to prosper and in few
years he becomes independent: He then could
recall these days and point with pride to them,
for no manly man feels anything of shame In
ooking back to early struggles with adverse Cir
cumstauces, and no man feels a worthier pride
than when he has conquered the obstacles TO his
progress. But no one of noble mold desires to
be looked upon as having occupied "A mental 20.
eltion or as having been depressed by feeling of
inferiority. No true man on the road hat has
hrong ht no Teproaeh upon the fraternity need
feel any dscacy in acknowledging his business,
for travelling men have made themselves notably
honorable and successful In many instances
they have reached forth their hands, guided by
kill and energy, taking hold OF almost every
worthy enterprise plucking fruits in all the
fields OF labor
Gentlemen we stand to-day on an emlnence Of
eight years experience in onr association. To-
day completes It's eighth year OF successful exist
eube, and it has called us here TO prepare it for
another lustrum of duty and success. feel,
after eight years trial, our ASSOCIATION is strong
in popular favor, and destined to grow stronger;
that the grave difficulties confronting it At the
beginning have been safely passed. But do he
lieve the time has fully come that, looking to the
future security of our association, there should
be a provision made in our constitution and by
laws for an ample resurve fund. also feel that
closer attention should be given to the prompt
payment OF assessments when death
loss occurs. 1t is singular to notice the
large number OF our membership who
habitualiy delay their payment to the
last day, thus entailihg upon the secretary the
extra labor, and upon the association the extra
cost of sending out second notices in the apPre-
henson that he first notice mscarred. The by
laws plainly set forth the fact that the sending
of one notice through the mail to each members
last recorded address is the full extent OF duty
OF the secretary In this matter Every assess.
ment should be met with prOmptness and cheer
falness, the results of an abiding fnith that when
the sdark river" shall have been crossed, provis-
ion Will have been made for the "ioyed ones"
that they MAY not he left in destitute c0ndi-
zion and cast down by n conscious and humili-