Arizona republican., 1910-04-13
THE ETERNAL VIGILANCE
 OF THE TRAvtuNGMAM
His Constant Employment of the
 Tricks of His Trade.

mere are tricks in all trades" said
 Henry Dolge. Of the Alfred Dolge Felt
 company. at Dolgeville. Cal. as he
 chatted away the time at the Ford
 while waiting for a train last even
 ing. Every large business house oc-
 casionally has to send out over its
 trade territory someone nearer to the
 firm than the ordinary salesman. tO
 Stralghten out complications in trade
 and establish new business with new
 factors. someone having wider au-
 thorlty to make trade arrangements
 than salesman would have am
 just getting home from such a trip
 over the west. and have had, like
 others. some curious experiences
 At one place. the merchant. long
 customer Of ours. wanted to know
 why we had sent him such rotten.
 worthless goods. We haven't l said: there hasn't been travelling man rom our house along here for
 months He had just gotten the goods. Where is your biIl?' I said:
 let me see it. Well. don't know where it is; 1 haven't seen it yet He was man with q large business. and
 IL hadn't gotten into his hands vet
 But he hunted it up, and the goods were not from our house. Now, said. 'fll tell you what I'll do for you I'll take these goods off your hands and send them in to my house You shall lose nothing by them. any more than as though you hadn't bought them; but in return you are to give me duplicate of the order. at price , cents higher for the goods. and guarantee me all your trade? After q few minutes consideration. he consented"
 At another city. merchant who had not been a customer of ours, but whom l had concluded to calr- on. when l handed him my card greeted me with: Yes I've heard of you; I've heard all about you. Your com petitor was along last week I'm glad of it, l replied: that's cheap advertising, and the best thing that could have happened to me. know you'll buy now He told me all the had said against our goods and let on that he believed all the evil things Now. see here I said finally. do you know anything about felt goods?' He finally admitted that he didn't. Well. then l continued. come right down to the rooms with me and I'll show you our goods and teach you something about felt goods He consented. and when I had concluded my exposition of them he reached his hand into his pocket and pulled out an order already writ ten for them.
 Tn one of the largest cities in the west. the manager Of a large depart7 ment store l found very angry at our house for having crowded him on bill. He said he would buy no more goods of us. and l knew he meant it Let me see the letter from our house that you speak of I said. He got it out I saw that 1t had been writ ten by a clerk long ago out of our l called his attention to that fact. He admitted he had no fault to find with our goods. Now said. you propose. on account of letter written by a foolish or rascally clerk. who has long ago been dis charged. and perhaps discharged for writing this very letter. to deprive yourself of goods that you admit are stll anu oi tildN the goods we deserve. Do you think that's good business?' It didn't make any difference. he said, he'd never buy any, more goods of our house Come. now I said. 1'll tell you what I'll do: This bill is now thirty days overdue; can't you pay it?' He said he couldn't Could you meet it in thirty dayss more?' He thought he could. We'll I said. I'll give you thirty days more: but l want all your business from this on. He hung back. Well, I'll do better than that 1 had some samples of new. very fine wool comforter that we are making, that I had showed him and that he liked. I will give you the exclusive sale of these in this city us-I sold fine bill of them here in Phoenix to- day He thought about it a minute, but after inquiring how many l had sold on the trip. he consented and gave me a large order for, both felt goods and comforters. Such are some of the difficulties that manufacturers and travelling men have to meet"
 How is the trade in felts and the Iike?" asked his wis a wis.
 Increasing immensely. principally by the finding of new uses for them. For instance, for little pennantS for