The Cairo bulletin. (Cairo, Ill.) 1???-1928, 1906-12-08
BY Charles N. Crewdson.

After returning from New York L
! Chicago and helping get up a lin
OF samples, Joannis Cariolanus start
J. ed on the road as helper for his ia
Tiers leading salesman, Watkins
coin, Neb. They reached there Iat'
at night. Joannis Cariolanus regis
tered at the Lincoln hotel as j
/ Charles" Witherspoon, When Wat
kins saw the name written this wa,
on the register, he winked at the
marked in a low voice. First trip
Sam. Let the bell boy show us NJ
right away. Ice water. please. and
$50 calls. Goodnight. old man"
J. Charles and Watkins had adjon.
ing rooms, door between BY the
time they were in their pajamas, the
bell boy came down the hall with the
ice clinking against the pitcher. Wat.
kins sent out his trousers to be
! pressed, and also those OF u
/ Charles" As the bell boy left with
the clothes on his arm, Watkins said
something to him, quietly, and slipped
half dollar into his palm
Next morning when the clothes
came back j. Charles came into Wat
| lins' room and said: why. what do
| you think that abominable tailor has
| done? Instead of pressing my trous.
ers properly, he has taken the creases
out OF them"
Warned Against Too Much Dog"
SO he did And | gave the bell
boy half a dollar extra to have it done
before you went to breakfast. Now,
look here, my boy, your father thinks
as much of me nearly as he does of
his brother. Just before you and
left the store he took me into his of
flee and said to me: Now, / am go
ing to turn my boy over to you. He
is just out OF college, and you know
he has whole lot to learn, and
want you to help him along all You
can, and if necessary be very blunt
with him. Now, | tell you, you
want to get over this j. Charles"
business right away--this humping
up your name in the middle like a
camels back. Just make up your
mind right from the jump to be
Johnnie plain Johnnie. 1t is
all right TO dress neatly and nicely, !
but this putting on dog on the road |
won't do. You walk into store and
you may find that the clerk who has |
been there for ten years, and is |
drawing eighteen a week, may have |
his trousers nicely creased. as yon |
wanted yours to be, but when you |
get back into the Office and find the |
man who really does the business, /
you will also find his trousers a little I
baggy at the knees.
Now, let's slide right along and
get some breakfast. This first time
| will go with you TO the sample room
and show you how to open up"
When the goods were displayed
Watkins left J. Charles in the sam.
pie room and went down the street
20 make an engagement with his man.
This customer, who was a regular
one, and the only one he sold to in
that town, was TO come up promptly
at one o'clock. After man has been
on the road a number of years, he
has his trade pat.
Merchant Promptly on Time.
Promptly at one o'clock Brew
ster, the merchant friend. with his
lists all made out, walked into the
sample room-yes, promptly at one
Good merchants, the travelling man
must know right from the start, are
just as anxious to buy goods as he is
to sell them. Brewster and Watkins
worked the entire afternoon-the dry
goods line is a tedious one, anyway |
When dinner time arrived they had |
not quite finished with their business. |
and Brewster, in order to let Wat
kins leave on the early morning train.
was good enough, as merchants near
ly always are, TO take dinner with him
and finish buying that evening. They
did not have a great deal more to do.
and did not hurry with dinner. All
The table. along with j. Charles. Brew
ster and Watkins, sat three Of the
boys on the road. a necktie man, a ,,
grocery man and one who sold fur
nishing goods. Watkins told Brew.
ster, as they washed their hands :
about the old mans son: that J. /.
Charles was fresh out of college, and
that his father had sent him along !
go that he could learn a little some.
thing about business.
With this In his mind. as they sat (
L the table. Brewster. between soup q
md fish. began. Well I tell you. c
gentlemen, | am the only victim here /
Il the table. 80 I'll confess that the +
treat thing in handling a customer G
$ the right kind OF an approach. 2
When stranger comes mp to me. b
| MT like him TO Introduce himself. S
ell me what his name is and hand +
ne out a cigar. but | like for him 10 \
e.l me what his business is OF d
curse. the cigars come in all right &
n their place. but when they are
orced in, they don't make vers o.
God entering Uedre The way fs f- e
aaae a square stroke ia the center z
{ y0nr log. SET your wedge straight d
nd hard You can chop your spIIn I
ers all right with a few fancy light r.
tfOkes after the log is fairly spHf n
ION as Inns nzv1rrH zrTrfr~ .,,a.. &