Year: 1859




TRICKS OF TRADE.


Success in "a business enterprise is
much more dependent on integrity and
truthfulness than is generally suppos-
ed. True, the policy Of honesty has
long been acknowledged in axiom,
anl we have always been taught that
"the way Of the transgressor is hard;'
but there is a prevailing notion among
certain classes of spectators that
such policy is not the most prolita-
BILE. "llonesty is the best policy" say
they, "but it does not pay Men who
have been educated in strict integri-
ty--who in their hearts abhOr its op.
postc in any form, are sometimes de-
ccivcd by the spccions appearance Of
those whom it would be degrading to
initiate. A merchant employs
salesman and finds him very expert
in disposug of his goods at fair pri-
ces; but though he discovers that much
of his success is achieved by false
hood and decrit-that he deludes the
customers, dcccivcS and cheats them:
and, though he knows this Is no more
honest than outright stealing, yet for
the sake Of the profit he chokes down
his own cOnscicntiouSncss and retains
his services. Instances Of this kind
are indeed 50 frequent that it has be-
c)me an axiom Of trade that custom
ers must be deceived and humbuggcd,
Or they will not buy; and it is even
contended that no man can be q good
salesman unless an expert liar.


But, after all, we consider it mat
ter of serious doubt whether any
house conducted on this principle was
ever permanently successful, We do
not believe that such an instance can
be found in the annals Of trade. It
may do for while that, is, it may
appear to do. But, as zone swallow
does not make IA SUMNER so one
such sale, nor dOzrn Of them, does
not make Il fortune. The trIckSter
may flourish for a time,- he may pass
for clever business man, but he will
fail and be a bankrupt, while those Of
less talent and more integrity will
thrive. These remarks may appear
strange to some. but Il little consider
alton will show that they are rcasona-
BILE.


If it be true that the customers must
be deceived before he will buy, it is
also true that "a burnt child breads
the fire :" and though at the time he
may be charmed or mesmcrized by
the fascinatiOnS Of the salesman, yet,
upon "sober second thought" he will
discover his loss, and feel where he
has been bitten. 1t is not hard to con-
ccivc how such a man Will avoid the
place, when again he wants to buy;
or il he lorgcts his wrong. or has not
yet discovered it, how that he will
thus eventually be driven off. And it
is easy to be supposed that others will
soon see through the shallow artilicc
of falschool and guilt. 1t is seldom
indeed, however, that any house first
becomes bankrupt from outside press
ure. In almost every instance it ari-
ses primarily from internal derange-
ment more than from tie want of Gus
toners. And what are we to expect
from the internal arrangement of u
coucern conducted on principles of
which we have been speaking!


lfyou teach or allow your clerks or
salesman to be deccitiul for you, will
they not be so for themselves. lfyou
teach them to be dishonest, is it not a
lesson for themselves which they
will act upon whenever opportunity
servesl Do not hug the delusion that
because you are the employer there
fore they will not wrong you. Why.
you have taught them that disregard
for integrity will make them smart
business men, and you have made it a
part OF their trade to lie and steal
However they may respect you, theiI
own interests are dearcr to them than
yours; and if they will cheat for you
they will cheat for themselves, espe.
cially when in taking for you they act
under your instructions.


From the moment you permit dis
honest action in your store you are
not safe; and we submit it TO the ex.
perience of every business man thai
such is always in the end robbed BY
bis employees Of more than he steals