The Penn's Grove record., 1884-12-20
Tricks OF Trade.

"
Have a cigar" said the commercial
man as he nOnChalantly lighted one
himself aud tossed the match away,
land come over here and sit down
while tell you about it."
Comfortably seated, he went on:
~ GU see. a drummer's life is peculiar
in many respects. In the first place it
is a rowing, restless sort OF an existence
that Keeps him always on the go. What
ever success he achieves is due to his
own individual eXertions, The Compe-
tltiOn in almost every line of trade is
intense, and if a man wants to sell any
goods he has got to make himself solid,
as the boys say, with his customers.
The only way for him to do this is to
maxi himself popular. Now pOpulari-
" IN nine cases out of ten IS due to an
of hand Ood-fellowship and hberality
that drummers as a rule must possess
in order to succeed. 1t is absolutely
essential for him to be liberal with his
customers, and occasionally invite them
to dinner or to the theatre. He must
do this even with his old customers, and
when he wants to catch on to a nan
whom a rival is selling it is even more
essential. Well, now, of course the
drummer can't stand the expense OF
these rackets out Of his salary. They
would o eat it up. How, then, does
he fix it2''
81 really give it up"
1.-THE only way obviously is for him
to catch III to some extra Ource Of in
come. And this as a matter of fact, is
what most Of us do. Whether the
means that we take to do this are al
ways just what any one would call per-
fectly square is a question. However,
III give you my idea of what they are
IN the strict @. T.. you understand,
and you an judge for yourself.
Suppose now for example, that |
travel through the western part of the
state OF in Rhode Island or Connect
cut. Of course | pass over the same
roads very often, and in time come to
know all of the conductors, baggage
masters, and other railroad employees
very well. The conductor passes
through the train, recognizes me, stops
and shakes hands, and, after a little
chat passes on, never thinking to ask
me for my ticket. don't think Of it
either, and the result Of it is that the
next time l go over the road the same
ticket answers my purpose. Now, who
shall profit by this mistake? Not the
firm, certainly. | charge two Cares Oh
my expense bill and pocket the profit,
see.
"Ur, suppose again, that | have a few
hundred pounds extra baggage. | know
the baggage-master well. Perhaps lie
has smoked more than VI of my cigars
or taken sundry drinks with me. At
all events we are good friends. Igo to
him and say: Look here, old man, I've
got "a little extra luggage; what is it
going to cost me?'
GLOW much Is itp'
"'Oh, not a great deal;a few pounds,
perhaps
"'Well. l guess We won't charge you
anything for it,
Much obliged. Have a cigar?'
And | hand him over two or three
cigars.
Now, clearly, the firm ought to pay
for that extra luggage, aud you can rest
assured that they do, too, In the course
of a year it foOts up to quite a little
sum.
"Then there is the old racket of hay-
ing your letters sent to the Fifth Ave
nue. hotel, New York, and stopping at
some uptown hosiery. This, howev-
er, 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 ques
ton. Suppose | have a friend, as very
often happens, in some Of the towns
where | have to stop two or three days, |
and they invite NE to stay with them.
Must | charge the firm the regular bill
for ~expeHses2 Rather a delicate ques-
ton, amt it? We generally do, though,
all the same, and, as L think, properly.
'"There are lots Of other little tricks
of the trade similar to those / have
spoken of that | could relate if l had
time. As have III appointment how
ever, with a country customer at three
o'clock to slo him a little of this
wicked city, l must leave you. Coed
day.