Evening star. [volume] (Washington, D.C.) 1854-1972, 1914-06-28
Drawings by William Hottinger

ding the departing salesman gOOdDy.
You can tell your customers he exclaimed enthusi-
astcay, 4that the goods will be twice good the
samples
The big travelling man thoughtfully pulled his mus
tache as he looked down at the stumpy foreman do
YOU know what they'd say to me?" he rumbled in his
subcellar bass 3Theyd tell me to wipe off my CHM
Experience had taught him that business truth
was stranger than fiction.
SOME years ago one Of those rare inspirations
to somebody in the organization, and the result was
a Style of hat that struck thirteen" The pro-
ducton of the factory for the ovesod
1t was nice point decide just which orders should
be filled and which sdetracked, because nearly
body clamoring for the goods and failure to fill
order meant the almost certain loss of the Gus
toner.
Here's this order of Garrisons' said the harassed
factory superintendent one day. Hadn't we better
cancel it and write him9 The goods should have been
shipped the latter part of August and here it is the
middle of October"
HAS he written for them? No? WE'LL I'd cancel the
order but don't write. Tom Dawson will be there soon,
and he'll fix it up better than can by writing
Dawson was one of our most resourceful men, and
confident that he could apply the fxatve if the
situation fxab1e; but wasn't sangune Garrison
& Co located in Southern city, and Garrison
Of those peppery chaps jealous of his rights
than appreciative of manufacturing difficulties; SO
not oversanguine of Dawson's success.
We all surprised couple Of weeks later to find
IN the morning mail hne order from Garrison without
much reproach for our delinquency. Dawson
told me afterward how he turned the trick.
He knew that an intinaton that somebody had been
preferred before the house Of Garrison would mean
blank pages in the order book where the highly priced
and liberal Garrison purchases wont to be recorded
He could different kind of Garrison finish unless
satisfactory explanation could be offered. Ex-
would not 60
On sleepers and in quiet hours at hotels Dawson
cudgeed his brain for reason that would be likely to
satisfy Garrison and still conform to the facts. By the
time he reached New Orleans he ready to give up
and that last and least trustworthy resort of
craftsmanship, inspiration of the moment.
The cordial greeting from Garrison perked him up
some and after the "How's Mother?' preliminaries
over he made up his mind to take his medicine
and have it with
well how did you like the hats we sent youo'
he asked with all the nonchalance he could muster
mentally wardng off the soaker he expected in
turn
4They must have been all right replied Garrison
cheerfuly. We've sold them out Clean
Garrison's ordinary brand of humor of the
donc variety, and Dawson slightly dazed searched his
countenance for signs of kidding But Garrisons
preston gave indication of anything in the back
ground as he called to his stockman:
Joe, have any of Dawsons goods left?"
"Not one replied Joe. We've sold everyone of
them It's the best cleanup I've had in years"
you'll want more, then, won't your inquired
Dawson as as he had recovered his breath.
Il reckon had better give you another order
turned Garrison. @How will you have your sam
pies open?"
Dawson said in concluding his story, 3That's right,
what you said about having to blow yourself inside
in order to be truthful 1t wasn't fault if that
stockan has punk system If he had entered all his
orders in his stock book and checked off the goods
when they arrived, he'd have known that fell down
the shipment"
TT is frequently good thing for the salesman, but
much better experience for the factory executive
himself for the superintendent to take trip with the
travelling in awhile He ought to be carefully