William H. Maher

“ This from stock clerk, from salesman, from the packer, and from the book-keeper.
Good time! Great Caesar!
Good time! With a constant dread about you that you are going to fail! Pushing yourself boldly into men's offices a dozen times a day, yet always nervously dreading the reception they may give you. Catching late trains and early trains; missing meals or sitting down to tables where things are so uninviting you cannot eat. And all the time, day and night, wondering if your employers are satisfied with your sales and if they recognize the necessity of your cutting prices. ”

“ I always expect a retailer to tell me that I must beat his home jobber, or he will not buy of me. But I know that this is not often true. He will not buy of the home jobbers at the same price, for he feels that he is building up his competitor. I have seen a great many jobbers who had spent time and money trying to get control of all the trade in their own city, but I never saw one who did not finally give up in disgust. It is not human nature to be willing to help build up a man who is in any way your competitor, and often you would rather pay a trifle more elsewhere than buy of him. ”

“ Every traveling man's experience, the tales he could tell of the financial and moral ruin of men from drinking, and men who are usually the most intelligent and who ought to be the most influential, are all in the line of the injunction to taste not the accursed stuff. I say this after years of experience; I felt it on my first trip, but I was so anxious to ingratiate myself into the good graces of every man I wanted to sell to that I drank with customers when asked, and when it seemed wise invited them to indulge with me. ”

“ I have met wholesale merchants on the road who would talk freely and tell me more about themselves and their business in one evening, while we sat in a country hotel, than they would have done in five years of ordinary intercourse in the city.
The man who sits in the house all the year falls into several errors. One is in thinking that people are anxious to buy of him, and that his traveling men ought to find it very easy to get an order in almost every store. Another error is in believing that the orders come solely because of the firm's popularity, rather than of any merit in the salesman. ”

“ It is a difficult place in which a salesman finds himself, this quoting prices to a man who has just bought. The temptation is always to name a very low rate, perhaps even to go below your lowest selling price, for the purpose of making the man feel that you would have been a better man to buy from, but this is a two-edged sword, and I have not cared to handle it. ”

“ I think a merchant who does not want to buy usually feels uneasy to have a traveling man about the store. He keeps up all the barriers that he can, so that he shall not be led farther than he intends to go. If he becomes very friendly it may be all the harder for him to say “no” by and by, so he keeps up an uncomfortable stiffness and is glad to see the salesman go. I have seen this, or thought I saw it, often and often in my own case. I could not get the dealer to be friendly with me while I was in his store, but perhaps I met him in the hotel and found him cordial and sociable. ”

“ I sympathize with business men in their affliction from traveling men. We go into their stores early or late, as suits ourselves; we expect their immediate attention, and we want to sell them or have a good reason for not doing it. I often walk back to a man's desk and find him intently at work over something; I would gladly back out if I could, and risk the coming in later at a more opportune time. But he has seen me, probably cusses to himself, hopes I am selling something he doesn't keep, so he can cut me off at once, and then takes my card or listens to my name. ”

“ The prices of flour, pork, and beef are regulated by the crop, not by the buyers' wages. If I were hammering at an anvil I would take my increased wages and pay increased prices if I had to, and feel pretty sure I was going to be benefited. There are some theories, like this one and free-trade, that sound very plausible, but do not stand any chance when actual tests are made in every day life. The cry of all merchants to-day should be, 'Pay decent wages to your help and add it to your goods.' And any factory that held out ought to be boycotted. ”

“ My friend had positively refused to buy a dollar's worth from me, and I had put him down as rather a surly fellow, but as we sat there over our beer he chatted about himself, his business, and his partner, as if we were old friends.
“I have been seventeen years in trade,” said he, “and we have been tolerably successful. I began with $1,500, and I suppose I am worth $35,000, but I work fourteen hours a day, and I have to carry all the responsibility on my shoulders. My partner waits on customers when he is in the store, but when he wants to go out driving or to go anywhere else, he goes. ”

“ Take any good salesman who has been out of the harness for awhile and when he gets back again to work there's more enjoyment in selling a bill of goods than in drinking a bottle of champagne. I swore to myself that I wouldn't buy a cent's worth, but before I got away from Whyland I was down for $13,000 worth of goods. ”

“ But just put the shoe on the other foot, and go into his store. Now, he is on his own ground; you are asking favors of him in the shape of orders, and all the petty smartness comes out, if there is any in him. It is an opportunity that permits a mean man to be his meanest, and draws out of a generous, kindly soul all the milk of human kindness there is in his heart.”
“Well,” said a dry-goods man, “there are a good many kinds of men in the world, but the man who makes me fighting mad is in Pittsburg. He's most infernally polite, but he never wants anything. ”

“ You evidently believe what you say, but you do not seem to understand that the very reason why you will make a successful salesman is this nervous dread of failure. When you meet a man who doesn't care a copper cent whether trade is good or not you have met a second-rate man. Trade can only be secured by persistent and hard work. A man of your disposition will be pulling wires and ingratiating himself into the good will of his customers, while your contented man is playing billiards or making acquaintance of a sport of the town. ”

“ A man who will lie over $4.80 worth of goods, after keeping them in his hands ninety days, and seeing you twice meantime without saying a word, is a mighty small man. He knew from the price what the pans would be, but he never thought of any such excuse until after we drew on him for his long overdue bill. Of course our kicking does no good, because other houses will sell him until they have similar experiences with him, and it will take a good while to go around. ”

“ Well, when I got home, may I never breathe, if that old ass hadn't taken my sales as evidence of the big demand for the goods and was piling up the store-house with the same stock!”
“Yes,” said another, “but the man who sits in his office usually makes the biggest mistake in supposing that he is a great deal smarter than the men he sells. Because he is a peg higher in trade, as jobber, importer, or manufacturer, he imagines he is also greater in ability, and he has no hesitancy in advising these poor devils about their business. ”

“ One man was cursing the book-keeper, as is usual, when a merchant said:
“There are always two sides to every question, and there is a good deal to be said from the book-keeper's stand-point. Other things being equal, a man who has had office experience makes the best man on the road. Very much of the trouble caused by the book-keeper's letters might be avoided if the traveling man knew enough, or had a little forethought. You say things to your customers ten times worse than the book-keeper ever writes, but a letter looks much more severe than the words you said sounded to the ear. ”

“ Let a man be constituted as Solomon was and his “smartness” grows on him. He has an idea that every house he buys from is trying to get unfair advantage of him, and that he must present a bold front or he will be imposed upon. He always magnifies his importance as a buyer, and fancies that every order he sends in is met with a hand-organ and treated to champagne. ”

“ A number of traveling men around a Sunday dinner-table, when they feel sure it is going to be a good dinner, is about as entertaining a company as any business man would care to be in. Jokes are necessarily plenty; stories fly about freely, but the man must be very thick-headed who does not pick up bits of information that he is the better for knowing. ”

“ Quality is not considered at all. They buy the thing for the great prize offered. When the retail merchants of this country shut down on this despicable way of doing business and sell goods on their merits, without a prize package attached, just so soon will a blow have been struck at the root of the whole matter.' These pretty fairly represent the growing sentiment among large and small traders of brains. They see that the moment an article ceases to be sold on its merit, just that moment a dealer is losing his hold on trade. I met a man from Ohio on the cars a day or two ago. ”

“ I remember a Detroit concern that in '65 had a nice, small trade, but each year seemed to be doing better, until I used to think they were about the sharpest set on my route. Business was always good, and the goose was away up. One of the partners built the nicest house in the city, and lived like a baron. But, by hokey, he's on the road selling goods to-day, and another man lives in his nice house. ”

“ The bars are dropping down in every line.”
“Business is done in queer ways,” said a man who was sitting near me. “Tobacco men give away guns in order to sell their tobacco; coffee is sold by giving plated ware, baking powder by glassware, boots and shoes by giving dolls and sleds, ready-made clothing by a prize of a Waterbury watch, and soap by giving jewelry. Nowadays a dealer don't ask you about the quality of your goods, but about the scheme you've got to sell them. It's a demoralizing way of doing business, and ruining trade.” ”

“ The retailer takes back everything a customer brings back for fear of losing that customer's trade. The jobber takes back from the retailer, knowing it is unjust, but he is afraid that any hesitancy on his part will damage his trade. And the poor devil of a manufacturer takes it off the jobber's hands and cannot help himself. There is a deuced lot of cowardice in business nowadays. ”

“ I am told that men in bolt factories at present prices do not make $1 a day. Why should they work for starvation wages so that the concerns using bolts can save 40 per cent on their purchase? It's a cursed outrage! The older manufacturers can stand it, because they just coined money a few years ago, but now they must squeeze their poor devils of workmen down in order that they can sell goods at nothing. ”

“ I do get my back up over some of the stupid things the average retailer will do. It never seems to enter his head to drop the house a card and await their instructions about the goods that are unsatisfactory, but he fancies he is showing how smart he is by whacking them back at once, and always by express, no matter how heavy the goods are. ”

“ I know that traveling men use the order taken from one buyer to influence another, and that it often has great influence, although I think the buyer is not wise who acts upon such information. Even when he is told the strict truth regarding the orders given by others, he ought to know his own stock and trade so well that he could depend upon his own judgment. ”

“ I explain that the cheap one is as safe to the shooter as this is; that the chances are not one in a hundred that a man can jump out of bed excitedly and hit a burglar off-hand; that no burglar, hearing a shot, waits to be informed whose make of revolver is used, and that practically the cheaper pistol is the most sensible for him to buy. But he has a foolish idea that he is going to be a much more formidable fellow with a Smith & Wesson under his head, and he takes that. And because of just such idiotic men Smith & Wesson can ask a big price for their goods. ”

“ It's the time of day I want to be at home with my family. I envy every man I see in such a home, and I contrast his condition, surrounded with his wife and children, and a long night of rest before him, with my work. ”

“ Stepping into a hardware store early the next morning, after introducing myself I was handed a letter sent to me in the care of the firm. I was very glad to receive it, and accepted the pleasantly given invitation to sit down and read it.
No man should greet a letter with more welcome than a traveling salesman. It is a tie that connects him with home, he who is so wholly disconnected. ”

“ Our goods are the best known and the best, but if another 'Rogers' offers 2 1/2 per cent, better, off goes my customer. Do you have folks so confounded close?”
I assured him, laughingly, that I had.
“Well,” said he, “it's funny. I'm not so all-fired close when I buy a suit of clothes; I don't leave a man if he won't throw in a pair of suspenders; but dealers will go back on their best friend for a tooth-pick. I'd like to sell a line of goods like Chris Morgan's, where the price isn't mentioned.”
After dinner I called on Harris and found him scolding the boys in the store-room. ”

“ Every buyer wants 'a leetle adwantage,' and, like a Chicago man that the boys tell of, tells you your price is 'stereotyped' unless you cut down below every one else. So dealers try low prices and try gifts, but by and by they will have to sell on a rising market, and things will change.”
“You think prices will go up?”
“They must go up, and it is right that they should. There is no reason why the girl at work at a loom should starve just that your wife should save a cent or two a yard on her gingham dress. Wages must go up, and goods advance too.” ”

“ That undefined line between the large retailer and the small jobber is a delicate one on which to tread. It is rarely that a retailer will buy of his home jobbers. Every jobber will sell more or less at retail; will tread on the toes of his retail neighbor, and the latter has a special desire to buy as low as the jobber does. Much of his stock is bought at such prices; on a large part he is assured by the salesman that he is getting as good prices as the largest jobber in the land. If one is not direct from headquarters it is doubtful ground to walk on, but it has to be taken care of. ”

“ She knew her husband. He begged of her to live, as only a man can plead whose soul is bound up in a woman's life, and whether love, or whether medicine, or whether care saved her, I do not know. But she lived. But Morgan informed Manning that his traveling days were over; that a new man must be engaged for that route. They found him, after diligent search, and much to the surprise of everyone connected with the house, he sold more goods for the firm than Morgan had ever done. The one who rejoices most at this is Morgan, who says he has made his last trip. ”

“ If both men sell at wholesale they ought to be on one level, otherwise the smaller buyer can not hope to succeed. And I tell you it is much more to the interest of manufacturers that there should be six small houses in a town than one extra large house. Your large buyer is autocratic; he can break the market, and often does it to his own hurt, as well as to the damage of every one else. The average buyer is content to buy as low as his competitor, or if he gets a little inside price, keeps it to himself, lest his competitor shall know it. ”

“ One salesman when collecting will take pains to get certain bills balanced. If the customer offers to pay $50 on account and there is a bill of $53.36 due, or two bills of that sum, he suggests that it would be a good thing to make the payment that amount and wipe these out. Such a man helps the office at home. Another man takes the $50, and does not care a cent if anything is balanced or not. It may be necessary to have a scapegoat in every concern, but the traveler who runs down his office for doing its duty is not smart, and is sowing seed that will grow up to bother him in the near future. ”

“ Advertising is much more of a science than it was. Pick up a decent trade paper and the ordinary advertisement is full of shrewd points for those handling the goods, that cannot help being of immense value to retailers. And I can call your attention to this: these advertisements, these shrewd ones, are always written by men who have been traveling salesmen. Such men know the points that ought to be brought out.”
“Yes,” said the dry-goods man, “how is this, cut from the advertisement of a list of five-cent counter goods. ”

“ I was especially glad to hear them praise other traveling men. It's a mighty good sign of any man to find him generous in his praise of others. I thought this all over as I started down the street to find Shull & Cox and try to sell them 100 bull-dogs. I caught their sign and marched boldly in, wishing there was a law on the books that would compel every dealer to give a salesman an order whether he needed goods or not.
A young clerk was at work near the door, so I asked if the buyer was in. ”

“ I advertise the goods so that the jobber could make a profit if he would, but if he won't I cannot compel him to do it. The jobber has no idea of anything but to beat his competitor in buying and then beat him in cutting the price. Nothing counts in business but a 'cut.' I don't know where we are going to. ”

“ There is no reason in the world for wholesale gun stores; the business ought to be handled by the wholesale hardware trade, and ought to be done in a legitimate way on a legitimate profit. But some idiotic manufacturer, either being hard up for money, or envious of a competitor, goes to one of these gun houses and offers a special cut price, and within twenty-four hours every little cross-roads dealer is advised of the cut. ”

“ I suppose there are goods so well advertised that, in a large measure, they sell themselves; but, outside of patent medicines, I can not now recall one such item.
We were talking of this, half a dozen of us, while in the smoking-room Sunday evening, and one of us said: “The best man to work for, if you do your level best, is a man who has been on the road himself. Such a man always knows where and when allowances must be made for dull trade, and for cutting of prices. ”