, 1884-11-20
tricks or THE 4


I1o4tuu UftDo-l
Have q cigar said the commercial mau.
a. be nonchalanfiy lighted one himself and
Used the match away. and come over hers
and sit down while / teiiyou about X"
Comfortably scatod, ho went On: @You ses,
. drummer's lifsts peculiar In many respects
In the hrst place II IA a rowing, nstless Hort
OF an existence that keeps him always on tho
60. Whatever succes he achieves Is
dus % bis own Individual exer-
ticns Ths competition in almost
very line OF trade Is intense, and II a man
wants TO sell any goods he has got 70 maxi
himself solid, as the boys say, with his Gus
tomers The only way for him 70 do this Is
10 make himself popular. Now popularity ia
nine cases cut Of ten Is dns 10 an of-hanc
good-felowship and libeIallty that drum
mers as a rule must posses in order TO SUE
coed IL Is absolutely essential for him to 10
liberal with his customers, and occasionally
invite them 70 dinner Or to tile theatre. He
must do this even with his oil customers,
and when be wants to catch on 70 d man
whom N rival is selling 1t IL even more essen
tiaL Vol, now. OF courso the drummer can't
stand the expsnss OF thea rackets out OF his
salary. They would roon cat II up. How,
then, does he hx itf'
u really give It up
Tho only way obviously IL for him 20
kNAA-~@ ~ ~ EfAA@ 2&NAN jul ~ - aL0AAJ.
And this. as n matter OF fact, Is what mot
OF US do. Whether the means thai we take
TO do this are always just what any one would
call perfectly square IL a question. How
ever, III give you my Idea OF what they aru
on the strict q. T. you understand, and
you can judge Tor yourself.
Suppose now for example, that l travel
through the western part OF the state or in
Rhode Idend or Connecticut or course /
pass over the same roads very often, aud ia
time come TO know all OF the con-
d~uctors. baggagemasters. and other
railroad employees very well. Tho
recognizes me. stops and shakes hands, and.
after Z littL chat passes on, never thinking
70 ask me for my ticket ] don't think OF II
either, and the result OF II Il that next time 1
go over the road the same ticket answers my
purpose. Now. who shall profit by this mis-
iakei Not the firm, certainly. 1 charge two
fares on my expense bill and pocket the
profit, see.
Or, suppose again, that l nave a few hun
Did pounds extra baggage. 1 know the
tsggagemaster we'll. Perhaps he has
smoked more than ono OF my cigars, or takon
sundry drinks with me. At all events We
"te good friends. l go to him aud say Look
here. old man, I've got a little extra luggage;
- - hcAHo W fR1N acN
How much IS itf
"'oh. not a great deal: a tow pounds, per
hapa.'
Well, l guess We wos 9 cha rgs you any
thing Tor it,
. 'Much Obliged. Have a cigari' And l
hand aver two or three cigars.
Now. clearly. the firm ought TO pay for
that extra luggage, AMI you can rest assured
that they do, too In the course OF a year It
fooia up to quite a little sum.
Then there Ia the old racket OF having
your letters sent 20 the Fifth Avenue hotel,
AMI stopping at ZONE uptown hostslry. This,
however, Is something that the more respect
able members Of the profession rather look
down upon It's rather low, you
know. But now. here's another
question. Suppose l have a friend, as very
often happens, in soma OF the towns whero /
bavs to stop two or three days. and they IN
vite me to stay with them. Must I charge
the drm the regular bill for expensesi Rather
a delicate question, amt IT. We gensrally
do. though, all the same, and, as / think,
properly.
There arr lots Of ether little tricks OF tho
trade similar to tbose I have spoken OF that |
could relate II 1 had time. As / have an sp-
pointment, however, with a country customer
at 3 O'Clock 70 show him a little Of this wicked
city, must leave you Good day