The citizen. (Frederick City, Md.) 1895-1923, 1910-03-18

salesman in the cigar trade as ne
starts out with a stiff upper lip and
his sample case in hand is an unusual
one, but there are several reasons
tor il, says the New York Tribune.
In the first place. there is little
novelty in cigars as merchandise. 1t
is nearly always the same old thing.
The product of every manufacturer
is similar in appearance. OF course
there are domestic clear Havana
cigars, imported clear Havana cigars.
domestic seed and Havana cigars,
Porto Rican cigars Manila cigars ire
Gently admitted free of duty by the
new tariff. broad little cigars. but
from the point OF view of the con-
sumer the distinctive classification
ends there.
There are two hundred manufac-
turers OF cleai Havana cigars who
make an acceptable smoke. Hence
the salesman has troubles of his own.
The retailer and the jobber have the
manufacturer and the manufactur-
er's salesman more or less at their
mercy. The retai-er demands low
prices. As consequence. manufac-
turers bob UP who mix or fake
their product; that is. they mix Wis
consin. Connecticut, Porto Rico or
seed Havana into their blend with
clear Havana tobacco and call it a
clear Havana smoke. That a.ouses
the ire of the old-fashioaed manufac-
turer-oftea Scaniard-and he lets
out an awful hullabulloo: and then.
in some instances, he goes and does
likewise u keep of the threatening
rocks of bankruptcy
But 10 the salesman: The knights
OF the sample case in the cigar trade
make all the way from SIS week
70 $4,000 4 year. The latter class
are on an expense and commission
bass Practically the same is true
OF cigarette statesmen. The salesman
who makes from $4,000 10 $50, geo 2
year spends 81 least half, usually
much more, in keeping his buyers
good natured and continually plug
ging' for him and his brands
often Broke" and In Deep"
The salesman OF large income IS
often broke ana lin deep" with his
house; that is. he is often oyerdrawn.
4 cigar manufacturer Will put UP
with good deal from Z high grade
salesman. who is really introducing
x~Ne,Se
For instance: A leading cigar
manufacturer had q salesman who
covered the swell clubs. cafes and
hotels OF New York City He was a
star city salesman with an air so
plausible that Il would arouse the ad-
n;r2tion even Of 2 skilled student OF
human nature. This salesman would
80 into Z high class hotel. walk up
10 tie cigar buyer and dialogue
something like this would ensue;
The salesman: How are you,
Charlie
Fine
Hon many children have you sot.
cid mane"
Two"
can yoa set OF about three weeks
toward the end o. the year..
I guess 50. if lis pressing.
Well. want 70 send 20, and your
whole family 70 Havana You resd
lie rest. ny dear hoy
The salesman i careful TO offer 10
send 2 m9n where ne doesn't want %
so
The buyer VIII express his appre-
citation and Is likely 70 purchase sew
er2l thousand more fine cigars than
he had Intended
The salesman who can set aS2y
with line OF talk IS slick as that
viii quite possibly show Up il a few
days and set Charlie 70 cash =
cheek for say $500, Charlie" may
ind that the cheek Is marked " G. e
and that the salesman h2s 10 money
in the particular bank against which
he drew
One salesman caSAs5 b2G checks ii
nearly every leading cafe and hotel
IN New York City Re : now afraid
10 enter any Of those establishments.
where Re w&s looked upon once IS :
urine Snort