Evening star. [volume] (Washington, D.C.) 1854-1972, 1906-09-21

more man takes Mr. Merchants roll. hands
him back the rubber band that was around
1t, buys him a sassy pink drink with
chunk of pineapple in 1t, weeps into his
back hair and sends him home. stone broke,
but happy, and leaving an order behind him
about four times as large as he had In
tended to make it.
The Washington Way.
That's Baltimore.-as it was told to me.
On the other hand when Mr.. Southern
Merchant lands In Washington he puts on
his glasses and makes for the nearest lamp
post Then he rifles through directory,
buys nickels worth of space in green
car, makes for his jobbing house and runs
up against one of its representatives.
The representative is awfully glad to
see him? Oh, yes. He's also glad TO
see Christmas, and the Fourth Of July.
cool day in August and whole lot OF
things But there's no hand-pumping. nor
k-slapping, nor chin-tickling.' For AL
Merchant leaves the jobbing house and
Aunt Polly is lost in the shuttle. And after
some more falling mercury Mr.. southern
Marchant leaves the 1obbing house and
Blanks Chilblain Specific in his grip and
his bank roll, rubber band and all. in his
pocket
That's Washington!-as it was told to
me.
The above may be-suppose we say 1t Is
a trfle impressionistic, but it just about H.
illustrates the difference in the methods OF
the two cities-from the viewpoint OF a
good many merchants in the section already
visited by the Greater Washington special.
OF course the merchant of Washington Is
just as happy as the merchant of Baltimore
or any other place, when he sees prospec
tive customer and trade bringer enter his
establishment The only trouble Is, accord
ing to these gentlemen with whom talked
today, that he seems afraid to say SO. Inc
glad hand is not one of his tangible assets,
and hot air dwelleth not on the premises
All of which may be very fine as an aD-
stract proposition. but doesn't work worth
a hang in practice. Why, one of these
southern merchants of whom 1 have been
talking, said to me today:
II may be foolish in the head, but just
the same l want to be jollied. I've been
dealing in Baltimore now for some years
and 1 look forward with pleasure to each
succeeding visit. The jobbers representa-
tive, with whom l usually deal. is one OF
the fanciest Ananiases in the world. real
ize that fact. but it doesn't make any dill
ference. don't mean to say that he would
deceive me in a business way, for that ISM
the fact But, socially and personally and
In every other way than business, he hands
it to me III great shape. He treats me like
the prodigal son and seven other things
rolled into one. and his conversation makes
my heart expand and my bank roll con-
tract at the same time. I've got goods on
my shelves now that never expect to get
rid of. that were bought under the influence
of this mans sunny smile and genial tenn
permanent. But l don't care. 1 keep on
going back every year. and he can have all
the business I've got at any time. haven't
tried to buy in Washington Of late years,
but when 1 did l found jobbing houses
there were rather Indifferent.
And so there you are.
Field Day in Manassas.
nassas, Culpeper.
Mr.. Townsend takes pride in the fact that
he secured the first order in Manassas, the
initial stopping point of the special. But
not one of the Greater Washington jobbing
house representatives with the specials had
any complaint to make. E. w. Mackin-
tosh representing the r. p. Andrews
Paper Company, sold half-ton order with
out a bit of trouble. In view Of the fact
this little town, the w. H. Moran Com
pany owners of the Manassas Journal. Mr..
Macintosh felt well satisfied. H.. NJ.
Miles of the Semmes-Kelly Company, made
six business visits and returned to the
train wearing a happy smile. Six stable
orders as result Of the six visits was his
report He found the business men of the
town enthusiastic over the Greater Wash
way. Crigler Camper. the leading dry
goods merchant of the town. spent some
time in the exposition cars, being particu-
larly interested in the display of wholesale
notions by Guy, Curran & Co. This
is line OF goods that any southern
merchant would be glad to do business
WITH he told the company representative
with the special. I'VE need education along
Greater Washington lines. Show US that
you can deliver the goods and you won't
have any trouble getting all the business
you can handle Thomas Donnelly of the
Washington Dairy Commission Company
reported a good business. Better than I
expected" he remarked, with an enthu-
sastic grin. T. E. Cross Of Golden &
Co sold five good bills of packing
house products, and ]. A. Houghton, the
w. B. Moses & Sons representative, did
some missionary work that made him feel
we'll satisfied. Mr.. Plugge Of the Washing
ton Tobacco Company found the field al
ready well covered.
Washington Firms Do the Jobbing.
He was not greatly disappointed, how
ever, in view Of the fact that Greater Wash
ington firms do most of the tobacco jobbIng
in that vicinity. During the time the spe-
cial lay here probably a fair proportion Of
the towns population viewed the exhibits
But for the fact that some careless en-
thusast slammed a big Greater Washing
the train register, the names of these in
the train would be recorded in this first
chapter. of the story Of the specials trip.