The Vancouver independent. (Vancouver, W.T. [Wash.]) 1875-1910, 1884-02-07
A TRADE SECRET.
In Readiness to Ride on Every.
body's Hobby.
A Drum m ers story OF How He Pre-
pared Himself to Win and
Keep Customers and Dis
lance His Rivals.
New York Times.1

the other evening He was recognized by
Times reporter as one of the best paid
"drummers' in the country. There
was something in his appearance that was not
familiar, however The inevitable accompani-
ments of one of his class. the silk skull
cap and the "grip-sack' were missing. In
their place he had formidable bundle of
newspapers and magazines. There were, in
addition to copies of several of the daily
papers, issues of The Irish Nation, The indie
pendent The American Review, The Free
mans Journal, Harpers Bazaar. The Chruch-
man. The Clipper, The Baptist Weekly, and
various trade journals and reviews. The
collection was remarkable because of the
widely differing character of the publica-
tions and the topics of which they made a
speciality.
about to start news standT asked the
reporter of his friend, as he sat down beside
him.
"No."
"Gong to become an editor"
mo. I'm still in the same old line, selling
clothing for the million at prices utterly be-
You'd competition"
"What in the world are you doing with all
those papers, then! Surely they can't be a
part of your stock in trade-your sampless"
"No, they're not samples, but they are
part of my stock in trade, and a very import
ant part"
Twill you tell me what part they play in
the sale of shoddy trousers'"
Eyes, l will reveal trade secret, and one
that | consider a very valuable one. l read
every one of those papers nearly every week,
and great many more not included in the
list you see here l read as many papers
each week, in all probability, as does the
editor of any daily paper, and in addition l
keep up with the current literature of the day
and with all theatrical, musical, and sporting
events, and am constantly "cramming" up
on the principal events of the day Mt home
and abroad. 1t is hard work, as you can
we'll imagine but believe it to be necessary,
and also believe that it pays know it has
paid me.
''When went into the business Of com
mercial traveller intended to make a success
of it. You know that have done it. had
a love for the business. Most men in the
profession, for hold that when the business
is properly done it rises to the dignity of
profession. devoted their leisure time to story
telling, billiard playing, and other recrea-
tions. l made up my mind to master the
business SO that | could not only get but
keep customers. This was a score of years
ago. | noticed that customer was more
pleased to meet drummer who could talk
intelligenty upon some subject in which he
was interested than one whose merits outside
his sample trunk, consisted of his ability to
tell good story and to buy unlim-
tied cigars and drinks. So | began
to read. The daily papers gave me
a superficial knowledge of every
thing, and read both sides politically. The
newspapers of those days didn't treat matters
f,,l1, II. IL. Ioxr
Consequently supplemented the informa-
ton l got there by reading weekly papers
or well-conducted monthly publications
and quarterlies which treated special topics
extensively. l had both European and
American politics, and social, sectional, reli-
gious, financial and hundred other topics
at my fingers and tongues ends. II had
customer in view found out his peculiar
hobby called on him and talked about his
hobby That pleased him. He became
good fly for this very greedy spider. OF
course, didn't forget to mingle with my
speciality as a heavy man the low comedy ele
ment-that is, the story telling and joke
cracking Nor did l neglect the
social part of my duties-thats what we
call cigars and drinks. The scheme
worked admirably and paid well. got new
customers and held them, because kept pace
with them on their particular hobby. Some
OF them, really believe were glad to see me
come around l gave up my salaried posi-
ton and went to work on commission. The
general plan worked so we'll that in every
city visited made it point to read the
daily papers thoroughly for their local news
alone before visited customer. So far as
could while flying about the country kept
track Of what were distinctively matters of
interest to particular localities only That
paid too. 1t pleased customers, because it