Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-07-24
CHAPTER CNLNI11

IN SPITE of the work of the week, l
l. am still thinking of the good time
had at home the past weekend.
While remember It, I must put down
! the idea I got from the drummer who
was in dads store when I dropped in
r You Sec after Francis Graham and
| Lucy had left the little mother and me
to have talk duet. I told mother about
my work with the Magnitude Life 1nsur-
ance Company Then she told me that
| dad was feeling better, but that business
| was none too good.
Then she asked me lot about Francis
Graham, who he was. what he did ana
all that.
Look here. mother" said l.. what's
tho idea? You never asked me about him
before. Don't you like him.
| 81 think he's fine young man" she
answered, "and like him very much
Then why ask about his pedigree?'
| ! asked. puzzled.
She looked at me like she was laugh
| ing at me and said, Just because I'm
mother and love all my children and
want to care for and guard their happi-
! ness"
| But" | began, when she broke in
Bless my soul, believe your tongue $
| hung on swivel and works both ways
at once Put on your hat and go to the
store" Your dad will be expecting YOU,
! for Lucy and Francis-Mr Graham-
! will have seen him long ago.
! So I beat it to the store. Lucy had
! gone off with my other. sister. Ella. and
| Francis was by himself. while dad was
| busy talking with the drummer.
Dad left the drummer ,,rs,v the 10 m,1,u's M" and
! happy it makes me to know you IKE 70
visit us" and he held me as though he q
/ not seen ne for years. .,.,,.
Come and help me look at these sup
,t-yn
| store some day. so it wont hurt you 10
get an idea on buying supplies.
"Oh, YOU mean look at this drummer $
samples? Come here. Francis, ana heip
4 bunch Of introductions followed. and
then Crosset (the drummer) said; tiX /,
! cuse me Mr.. Peter, but l heard you call
me drummer .. 10, r
"1.m M not n drummer. I'm a sales
man ,. a,os
Lots. A drummer is an old-,hne.
I bIudinE rin-slinginE. sIangy hot-air
artist, He lived by hoozing his, buyers.
! telling en- smutty stories and giving
, glad-hand stunts in place OF business
! "Phew. that's some mouthful, ] said
Without taking any notice of what
said. he continued. while the traNeilng
salesman is a clcan-IiIlng, WeI,-'i1s''hIiu 70 his
n. 81.
( liae and how his customers c"' p'''''
"The old-time drummer was an OUT
growth of tn" free -and-Sasy si"..n 10
| scientific. and its very efficiency createu
thn travelling salesman. who Is hlshiy
I trai,nd and who is really on eNpert IN
his line, able to Cand frequently uoes'
advise his customers on their buEing,
The old rough-and-r ready drummes,
bos n" more chance against the trained
salesman than common street 'o"e''
has against prizee,iiEhte.rri; .r;r. 70 say 7
know hut the dru-- / mean the safes
man. made me feel like plugged nickel,
Dad laughed and said, MIR. Crosset is
eastern sales agent for his SonGSim ni any IL
I has a corps of statesmen under MN. J.,
wouldn't hurt you to have year unoet
| him Then, turning to trosset' ne
said. MY boy sells; at leasl ! nope ne h.ss
| does-insurance for the Magnitude,
Then can't help nm ,Ist u" ''Irii ,rraininr
"Thev have one of the pest trainlhs
mtthods in the country. But | must not
keep you any longer, Mr.. tilnt, SO sup
nose We try to make out the order:
Francis and | walked away, leaving
pad and Crosset to themselves
Il never got on to the difference , ns
tween the old and new methods OF sell
ing till now" commented.
"unfortnnately all h too GanN nhaGved oi' condi.
tions and they are struggling along III
the old way and getting more and more
out of the running. 10 so,.s
| They still talk of the good old days
and then benoan their fate when young
ar men not possessing their wealth OF
experience (Which they fail to uSe), pu'
trained to meet speedy. modern nusI
ness conditions, are promoted aooNe
them" ,,, . sy
lad called me TO see machine to fS
paper strips on parcels in place OF strlhs'
SO that ended the gabfest on drummer
versus salesman.