The whole family got up and came down stairs in the store, and I finished up with them about five o'clock in the morning, after selling a large bill of goods.
On my arrival at Charlevoix I found several traveling men at the hotel, and among them one who was traveling for a wholesale grocery house. While I was busy arranging my jewelry before calling on my customers, I heard this man say:
"I had big sales yesterday. I sold a car-loadeach of rice, nutmegs, cinnamon and pepper, besides three hundred barrels of flour, and as many chests of tea."
On hearing this statement I immediately recognized the voice, and remembered having heard the same story before, somewhere. Upon looking at the speaker I also recognized his face, and turning to those present, said:
"Gentlemen, I know this man sold that many goods, for I heard him tell the same story at St. Mary's, Ohio, about four years ago, and I know it's true or he wouldn't keep telling it."
Of course he was offended and insulted, and denied the charge; but when I recalled to his mind the hat trade I made with him and the dollar he paid me to boot, he laughed, and said he remembered it; but he laughed more heartily when I told him it was a put-up job, and how glad I was to get the dollar. I then gave him a nice rolled-plate vest-chain—an article he very much needed, and which made him feel that his dollar had been well invested.
When the first of January came I found myself in very good shape, with a satisfactory profit for my year's work.
I now began thinking about opening anestablishment of my own. About this time Mr. Weil, with whom I still made my headquarters, informed me that he was going to retire from the jewelry business, and offered to sell his large safe, all the office fixtures and a large stock of jewelry, to me, and give me all the time I needed to pay for them. As his prices were low enough, and terms all that could be desired, I jumped at the chance, and in a few days found myself in his debt several thousand dollars.
When I saw his shrewdness in picking me up—a total stranger—and helping to push me "to the front," and to where he could make good use of me himself, I could but admire him for it, and felt more than ever like patronizing him, as it seemed to me like encouraging enterprise to do so. I have never had reason to regret my dealings with him, and as he is a man of large means and wide influence, and has repeatedly given me to understand that he stood ready to back me for any amount, I have reason to believe that he has no complaints to make of my business transactions.
After buying him out I rented an office and store room of my own at 243 State street where I am still located, and began a genuine wholesale jewelry business.
EMPLOYING TRAVELING SALESMEN—DEPRESSION IN TRADE—HEAVILY IN DEBT—HOW I PRESERVED MY CREDIT—I TAKE TO THE ROAD AGAIN—TRAVELING BY TEAM—DECIDING A HORSE-TRADE—MY BOOK-KEEPER PROPOSES AN ASSIGNMENT—I REJECT THE PROPOSITION—COLLECTING OLD DEBTS BY STRATAGEM.
EMPLOYING TRAVELING SALESMEN—DEPRESSION IN TRADE—HEAVILY IN DEBT—HOW I PRESERVED MY CREDIT—I TAKE TO THE ROAD AGAIN—TRAVELING BY TEAM—DECIDING A HORSE-TRADE—MY BOOK-KEEPER PROPOSES AN ASSIGNMENT—I REJECT THE PROPOSITION—COLLECTING OLD DEBTS BY STRATAGEM.
While traveling in Northern Michigan I came across a young man clerking in a dry-goods store in a small iron-mining town, who expressed a desire to go on the road for me as traveling agent. His employer said:
"Oh, Bert is thoroughly honest and trustworthy, and naturally a capable fellow; but I think he is rather too unsophisticated to act in that capacity, as I don't believe he has ever visited a town of over three hundred inhabitants in his life."
I replied that he was just the sort of chap I was looking for. I wanted a man who would belikely to listen to my advice and instructions, and a man of wide experience would not be apt to do so.
I made arrangements with the young man to return to Chicago with me. His manner at once convinced me that he meant business, and was determined to succeed. But for all that, and with the most kindly feelings towards him, I must admit that every move he made, after arriving in the city, reminded me of myself on my first trip to New York. In fact, with the exception of the difference in ages, he was a regular Joshua Whitcomb. I felt almost obliged to lasso him to prevent him from following off band wagons and chasing fire engines around town. He was particularly fond of dime museums and the "knock-'em-down and drag-'em-out" Wild-western plays; and I saw the necessity of getting him started on the road as soon as possible, before he should become stage-struck. I had two sample-cases made, and took him on the road with me through Michigan. I took particular pains to impress upon his mind the necessity of curtailing expenses, and often reminded him that the occasional saving of 'bus and carriage fares from the hotel to the depot, when he had plentyof time to walk, would be no disgrace to him or his House. I also pointed out the foolishness of spending money with merchants in treating, or in other words, attempting to bribe them by treating, as that was something I had never yet done myself, and would not be responsible for any such expense. I fully believed that the average salesman lost as often as he gained by this practice. (I still believe it.)
He was rather inclined to rebel against this, and said he was certain that it would often become almost necessary to spend a little money in that way in order to hold trade. I persisted that business should be conducted on business principles only, and not socially or on the strength of friendship; and it would only be necessary to call on a merchant, introduce his business at the very earliest possible moment, get through as soon as possible, and immediately take his departure; and if he had any loafing to do, do it at the hotel; and above all, to spend very little time in trying to become better acquainted. By these methods, if he didn't make a good impression he would be quite certain not to make a bad one.
Hispenchantfor telling funny stories made him known to those with whom he came incontact as "the man of infinite but unpointed jest," so as a matter of precaution I requested him to always defer telling stories till his next trip.
I convinced him that all successful salesmen worked from early morning till late at night, and that a dollar-a-day hotel, in a small country town, would not be a disgraceful place to spend a Sunday. The result was, he traveled the first year at a wonderfully light expense, and sold more goods than the average high-salaried salesman.
He was not long, however, in becoming sophisticated, and was soon able to roll up as nice an expense account as any of the boys.
The second year after I began business for myself who should call at my office one day and apply for a position as traveling agent but my old friend, Dr. Frank, who, it will be remembered, traveled through Ohio with me selling the "Incomprehensible," and whom I dubbed Doctor after we set the old lady's ankle. I had not heard from him for years, but he had been in Michigan all the time since he left me; and in consequence of having received a letter from me addressing him as Dr. Frank he had been called Doctor by every one, and so concluded to become a physician, and had spent one winter atAnn Arbor, in the Medical College, attending lectures. I hired him at once, and sent him on the road. I also engaged five other men, later in the season, and sent each of them out with a large stock of goods. They were all certain of an immense holiday trade, and were extravagant in their demands for a large stock to supply it.
I had been prompt in the payment of all bills, and had become quite well acquainted with all the manufacturers. They called on me in large numbers, urging me to buy, and wouldn't take no for an answer. Each was positive that I could not run another month without their special styles, and as I could buy on long time and sell on short time I could easily see my way out.
About two months before the holidays, the bottom fell completely out of the fall trade. My agents began to complain, and each advised me not to buy any more goods. They were too late, however, as I had bought goods enough to supply a dozen agents. Their sales amounted to simply nothing. A day or two before Christmas they began straggling in, one after another, with their trunks and sample-cases full of goods.
My safe, and every nook and corner of my office, were all filled with goods; and when mybills became due I had nothingbutgoods. Two weeks after the holidays I sent my men out again and kept them hus'ling. Of course they were bound to sell more or less goods, but it was up-hill work.
I gave my particular attention to satisfying Eastern creditors, and managed to do so more by writing letters and acknowledging my indebtedness, and promising fair dealing, than by making remittances. As fast as any one of the last five agents I had hired would sell off his goods I would order him in and discharge him. In this way I reduced my stock without having to buy but few new goods, and very soon had but two men on the road. These two were Dr. Frank and Bert, who were both good men, and perfectly reliable.
On the seventeenth of January, this same year—1884—I was married to Miss Anna H. Emmert, of Chicago, (my present wife), having long since been legally separated from my first, and she already married again.
My second wife had received a thorough business education, although but eighteen years of age, and immediately began taking an interest in the management of my office affairs; and fromthat time until the present has been of incalculable help to me.
I had no knowledge whatever of book-keeping, while she was an expert; and since my force of clerks, book-keepers and type-writers has run up to between thirty and fifty, there has never been a time when she couldn't more than acceptably fill any of their positions; and during our last holiday trade in our busiest season she took the place and kept up the work of three different employees during their temporary absence. And this in addition to a general oversight of the entire force, which she makes her regular line of duty.
The summer following our marriage my wife's health began failing. As I had already become convinced that it was necessary that I should again go on the road, I decided to buy a pair of horses and carriage and travel with them, and let my wife accompany me. Our physician said nothing could be more beneficial to her than such a campaign.
So after employing competent help to take charge of our office, we were ready to start out. Soon after our decision to travel I traded a diamond ring for a horse, harness and buggy, andnot being able to buy a mate to the animal in Chicago at a satisfactory price, we shipped our stock of goods and horse and buggy to Grand Haven, Michigan, by boat. I also bought a double harness in Chicago and shipped with the rig, and we crossed on the same boat.
On our arrival there I began searching for another horse, and succeeded in finding one to suit me, which I bought in less than ten minutes after the owner showed him to me. I then had a pole fitted to my carriage, and by noon of that day we were under full sail for Northern Michigan.
DECIDING A HORSE TRADE
The first excitement I furnished my wife on that trip occurred about an hour after our departure from Grand Haven, and, was in the shape of a horse trade. We were traveling through a thick, heavy wood, when we met a sewing-machine agent. I saw at once that he was driving an animal that exactly matched the one we brought from Chicago.
I bantered him for a trade.
He stopped, and after looking over the horse I had just bought, said he'd trade for seventy-five dollars.
"I'll give you fifty dollars."
He then offered to trade for sixty. I still offered fifty.
"Make it five dollars more, and it's a trade," said he.
"I'll tell you what I'll do. I'll wrestle you, run a foot-race, or spit at a mark, to see whether I shall pay five dollars extra or not."
He "sized me up" for a moment, and said he guessed he'd wrestle with me; and asked me to name my hold. I proposed "rough-and-tumble."
We then laid off our coats and took hold, and in much less time than it takes to tell it my heels and hat were flying in the air, and a second later I found myself sprawling in the middle of the road on my back.
After rising to his feet he was about to put his coat on, when I asked if he was going to give up.
"Give up? Great Cæsar! didn't I throw you fair and square?"
"Yes, you did that time; but the best three in five is what wins where I came from."
"All right, sir. Three in five goes, then."
By this time we had gotten rested, and took hold again. I felt in my bones that my five dollars was a goner, but determined to do my best, and managed to make it pretty lively for him.Finally, however, he landed me again squarely on my back.
While taking a rest he remarked that "side-hold" was his favorite way to wrestle.
I told him that I also preferred "side-hold."
The fact was, I preferred almost anything for a change. I couldn't see that I was likely to lose much, at any rate, and was glad to accept almost anything. A moment later my wife called time, and we took "side-hold."
For some unaccountable reason I felt more confident, and in less than two seconds I had him onhisback. I then began laughing and told him I had only been fooling with him, and asked how he'd like to divide the five dollars and call it a draw. He was extremely good-natured, and seemed to enjoy the sport as much, if not more, than I did, but said he wasn't the "draw" kind; and if I expected to get any part, or the whole of that five dollars I'd have to do some tall wrestling. I have often thought since that the fellow must have known what he was talking about, for when he took hold of me the fourth round, one would have thought he was about to decide a bet of thousands of dollars.
I took in the situation at once, and the thoughtuppermost in my mind was to try to save my neck, regardless of the five dollars.
I was not mistaken when I thought I saw "blood in his eye," for sure enough he proved himself a terror, and in less time than any previous round he again had my heels in the air and landed me on my back the third time.
I acknowledged myself vanquished, and after paying him the fifty-five dollars, we exchanged horses and separated on the best of terms.
A few moments later, after my wife and I had started on with our new horse, I asked her how she liked traveling. She laughed heartily at the absurdity of our plan for deciding the trade, and replied that with the recreation, excitement and change of climate, she thought that I would improve in health whether she did or not.
I soon discovered that my scheme of traveling by team was going to be just the thing to help me sell off the large surplus of goods which I still had on hand. I had always done the bulk of my business with general-store merchants.
On this trip we learned that there was a general stagnation in trade, and especially with this class of goods; and to undertake to push more jewelry on those who then had more than theyneeded and more than they could pay for, would be foolish and unbusiness-like. I also found that my agent who had been traveling through that section, had sold to anybody and everybody, regardless of credit-standing, or responsibility.
I quickly decided to adopt a new system of operation.
On referring to my map and commercial book I found any number of what are termed Cross-Road stores,—that is, merchants residing and doing business off the railroads, and in very small towns where traveling agents were not likely to stop. I could find any number of these right on the lines of roads where my agents had been traveling, and where I had considerable money due me, which I was anxious to collect.
I began at once by calling on this class of trade. Business was exceedingly dull with all of them, and as I hardly ever found a single one who had experimented with the sale of jewelry, I found but little difficulty in convincing the majority that the only thing they lacked to boom their trade was a stock of my goods. At any rate, I found my sales running four or five times as high as any one of my agents had been making. I managed to keep in range of thelarger towns where money was due me from old customers, and would make it a point to call on them and demand an immediate settlement of some kind. If they couldn't pay cash, I would take notes, which could be used as trade paper with my creditors, by endorsing the same.
About this time I received a long confidential letter from my book-keeper, saying he had been looking over the books carefully, and found that I was owing twenty-six thousand dollars which was past due, besides what was not yet due; and as there wasn't a dollar in the bank, and the majority of our customers were not prompt in the payment of their bills, he couldn't see how I ever expected to pull through; then after apologizing for offering me advice, suggested that I return at once, and make a clean breast of it by making an assignment; and after settling up for from twenty-five to fifty cents on the dollar, I could commence on a new and firmer basis.
I replied to this letter as soon as I could get hold of pen and paper. I reminded him that I had never thus far received an unpleasant communication from a single one of my creditors.
In other words, I had never yet received what might be considered a dunning letter, but on thecontrary nearly every one of them had, in one way or another, given me to understand that they had implicit confidence in me, and were willing and glad to favor me all they could. I also explained to him my new system of operating, and showed him how I expected to sell goods and collect money too.
I then closed my letter by saying that in the future, if he entertained an idea that I had got to fail in business, I wished he would kindly keep it to himself, as there would be time enough for me to consider the matter after my creditors had become dissatisfied; and added that as far as I was personally concerned, I intended to stick to the wreck as long as there was a hand-hold left; and that I'd pay one hundred cents on the dollar if I had to collect my bills at the muzzle of a shot-gun. I then cautioned him about keeping up my plan of letter-writing, and assured him that at that particular stage of the game a good letter would often take the place of a small check; and that I should depend upon him to "hold them down," while I would keep hus'ling and turn our stock into cash, as well as to collect up closely; and with this system properly manipulated there would very soon be a perceptible change.
In answer to this he said he was going to treat it as a personal letter, and intended to keep it for future reference, in case he or any of his friends should ever get in close quarters; he believed that as I had now hit on a plan for unloading our large stock of goods, and with my determination and bull-dog tenacity, he felt certain of success.
This was the last time I ever heard the word "assignment" used in connection with my business, and I hope circumstances will never bring it up again.
My wife and I continued on through the northern part of the lower peninsula of Michigan, and I must say, that although my business affairs were considerably muddled, I never made a more enjoyable trip than this. After my separation with Flo. I had often declared that I would never marry again; and I now saw where I might have made a serious mistake, had I adhered to that declaration. With a wife full of hope, and a determination to do all in her power for my comfort and happiness, and a particular faculty for working hand in hand with me, I could see a bright future, even in the darkest days of my financial trouble.
We continued to trade horses occasionally, or at least often enough to break the monotony; and after we had been out a few weeks, I traded jewelry for a handsome pair of ponies, harness and carriage. My wife's health improved rapidly; she found considerable amusement at first in driving this team, following after me. Very often, when we would find it convenient to do so, I would give her a case of goods and let her drive to some distant store and make a sale while I would drive to another town, and we would meet at still another point at night.
I agreed to give her ten per cent. on all the goods she could sell to any new customer, and on all they would buy in the future. She made several customers in this way, and as we are still selling them lots of goods, they are known to our book-keepers as Anna's customers, and she never fails to call regularly for her commissions. When she became tired of driving the ponies I traded them off.
We had some queer experiences that summer in making collections. One firm had been owing me one hundred and twenty dollars for a long time, and at last the entire establishment was turned over to the man's wife and the businesscarried on in her name. This was at Farwell, Michigan.
We drove up in front of the store, and I went in to see what the chances were for collecting.
I was informed by the wife that her husband was absent from the store. I told her my name, and called her attention to the fact that she had in her show-case a lot of jewelry my agent had sold her husband on credit.
She said that didn't make any difference; she had bought him out, and those goods were hers.
I then said:
"Madam, I am going to have you arrested."
"What for?"
"For grand larceny."
Her clerk laughed me in the face; but she changed color, and calling me into the back room, said:
"Where did you ever know me before? Were you ever in Pittsburg?"
"Where did I know you? Were I ever in Pittsburg? Well, you'll find out where I knew you, and whether I was ever in Pittsburg, before you get through with me. I'll have you locked up inside of ten minutes if you don't settle with me," saying which I started out.
She called me back, and in much agitation said:
"Now see here; there is not a soul in this town knows that I have ever been married before, and if Ihavecommitted larceny by not getting a divorce from my first husband, it will do you no good to have me arrested, and will only make me lots of trouble."
I saw that I had her cornered, and immediately took advantage of it, and said:
"Madam, just think of it! a woman with two husbands! Don't you know that larceny is one of the worst offenses a person can be guilty of, in this state? I am surprised that a woman of your intelligence should take the desperate chance of committing larceny, and grand larceny at that."
She asked what the difference was between larceny and grand larceny, in a case. I replied:
"Grand larceny is a case where a woman leaves her first husband in one state and marries her second in another without a divorce; and twenty years in the penitentiary is a very common sentence for grand larceny in Michigan."
By this time she was trembling with fear, and said she would pay me in full if I would agreenever to mention her name in connection with that larceny affair.
I assured her that all I wanted was my pay, and I would never molest her again.
She then returned to the store and paid me the cash. I had just given her a receipt in full when her husband made his appearance and asked what she was doing.
She replied that I was Johnston, the proprietor of the wholesale jewelry house that he had been dealing with.
He turned to me and said:
"See here! I paid your agent for those goods when I bought them."
"Did you? Well, your wife has been kind enough to pay for them again, and I guess the receipt I just gave her is about the only one you can produce."
She then called her husband and myself to the adjoining room, and quickly turning to him, said very excitedly:
"See here, John. This man knows me, and knows that I committed larceny, and grand larceny at that, and was going to have me arres—"
"Larceny, did you say?" he interrupted, "what in —— haveyoubeen stealin'?"
"Well, I hain'tstolenothin', John; but you know I hain't got no divorce from Uriah," she answered.
"Oh, divorce be ——! you infernal fool. That's bigamy, you idiot; not larceny."
I then began to laugh, and said to him:
"Mr. ——, do you remember writing me a letter, once upon a time, telling me to go to the devil for that account, and that it would be a cold day when I got my pay; and I answered you, saying that I would some day catch you napping and get even with you?"
His wife saw her mistake at once, and looked and acted silly enough.
He ripped and tore and swore, and threatened to throw me out; but I told him he needn't be to that trouble, as I was ready to leave, and would go out alone.
The next hard case I had came up a few days later. We drove into Reed City, and soon learned that our customer had sold out three days before. We then went to the hotel, and after putting our team out I began a search for my man, and was informed that he was carrying about two thousand dollars around in his pocket, and had refused to pay any one. There were any numberof creditors at the hotel, who had been trying to collect, but were not successful.
I called on the man who had bought him out, and was assured that he had paid him eighteen hundred dollars cash, and furthermore, that he carried that money in his pocket.
Half an hour later I met the delinquent, and said:
"How are you, Mr. ——? Come into the hotel and take a cigar."
He did so, and I said:
"It's too bad you have had such poor success. What are you going to do now?"
He looked very serious, and said he didn't know.
I then invited him up to my room, where I was going to fix up some trays of jewelry. He followed me, and as soon as we were inside I closed the door, locked it, put the key in my pocket, threw off my hat and coat, took out my watch, and holding it in my hand, said:
"Mr. ——, I'll give you just two minutes by my watch to pay me ninety-nine dollars, and if you don't do so within that time I'll not promise that there will be a grease-spot left of you when I get through. I want you to distinctlyunderstand that I am out on a collecting tour, and I mean money or blood; so now, sir, take your choice: either settle or the consequences; you have less than two minutes to decide in."
He turned pale, and became much excited and declared he hadn't a cent with him.
"Then it's your misfortune, sir. I'm going to 'do you up' or collect ninety-nine dollars right now, whether you have a cent with you or not; you deserve it anyhow."
"Johnston, what can I do?" said he.
"Settle; settle, of course; and you now have but one minute to do it in, and I'm not certain but it will be your last minute on earth if you don't."
"Well, Johnston, suppose I settle with you, will you agree not to let my other creditors know it?"
"No sir, I'll not agree to anything of the kind; on the contrary, I shall tell every one just how I brought you to terms, and you have but a half minute left."
He then produced a leather pocket-book filled with bills of large denomination, and counted me out ten ten-dollar bills.
I thanked him, and told him I'd just keep the extra dollar for interest, and then wrote him a receipt in full. He said he intended to pay me, anyhow. I told him I intended he should, and asked how he liked my system.
He looked foolish, and said he thought I'd come out winner, if I didn't get killed some day in trying to collect. He further said that he'd bet I'd run across some one some day who would give me a good trouncing.
I told him I had it all figured out that I could afford to take one good threshing for every five dead beats, provided I could collect from the other four.
ANOTHER HORSE TRADE—A HEAVY LOSS—PLAYING DETECTIVE—MY VISIT HOME—A RETROSPECT—CALLING IN MY AGENTS—A NEW SCHEME—IT'S A WINNER—MR. KEEFER AND MY MOTHER VISIT CHICAGO—HIS VERDICT, "IT DOES BEAT THE DEVIL."
ANOTHER HORSE TRADE—A HEAVY LOSS—PLAYING DETECTIVE—MY VISIT HOME—A RETROSPECT—CALLING IN MY AGENTS—A NEW SCHEME—IT'S A WINNER—MR. KEEFER AND MY MOTHER VISIT CHICAGO—HIS VERDICT, "IT DOES BEAT THE DEVIL."
We continued to travel by team, and my great stronghold was to collect bad debts, many of which I collected almost by force.
TRAVELING BY TANDEM TEAM
On this trip one of our horses became lame, and one morning just as we were ready to start out from the hotel a gentleman came driving up with a fine-looking span of horses, that, although appearing rather green and awkward, made a very handsome and stylish pair. He stopped near our carriage, and I inquired how old his horses were. He said four years. I asked:
"How will you trade teams with me?"
After looking my horses over carefully, and without leaving his carriage, he replied:
"For one hundred and twenty-five dollars to boot."
"All right, sir. Here is your money," and I counted it out and handed it over to him.
"But what sort of a team are you trading me?"
"No matter, sir. You have got your money, so unhitch, and I'll do the same."
He hesitated a moment, but when the crowd of men standing by began laughing at him, he commenced to unhitch.
Before leaving him I remarked that I had too much business on hand to spend any time with a lame horse, nor did I care to dicker a minute on a horse trade.
Ten minutes later we were driving off with a pair of colts that had never been hitched or driven but three times.
We finished our business in Northern Michigan, and drove this team home, where I broke them to drive tandem.
The following spring I started on the road with my team hitched tandem to a two-wheeled cart with my advertisement on the side and back.
A few weeks later I hired a Mr. Rhodes to travel for me, and he took charge of the tandem team and traveled with them. They made asplendid advertisement for my business and it was looked upon by our customers as quite a novel way to travel.
I now remained at home and had my hands full looking after the failures that were coming thick and fast. It seemed to me that every other man who failed was owing me.
Dr. Frank was still with me and rendered very valuable service in the collection of hard accounts. He had not entirely gotten over his pugilistic propensities, and whenever I found it necessary to instruct him to call on a dead beat and "bring something back with him," he generally returned with a wad of money or a wad of hair.
About this time I had a little experience myself, at a town in Ohio, which might be worth mentioning. One of my customers, a retail jeweler, was owing me over eleven hundred dollars. As we could get no word from him in answer to our request for a remittance, we made a draft on him, and were informed by the banker that the firm had "gone up" three or four weeks before; also that the store was being run by a man who had bought it at sheriff's sale to satisfy a chattel mortgage. Only two months before, I had received a statement from the proprietor, whoclaimed that the stock was free from incumbrance, and everything in good shape. So I concluded that an open swindle had been perpetrated.
I took the train for the town where he was doing business, and on my arrival learned that the other creditors had been there ahead of me, and not one had succeeded in getting the least satisfaction. I visited the store, and could not see a single article in the show-cases that I could identify as goods I had sold him. This alone convinced me more than ever that I had been swindled completely out of my goods.
I instituted a vigorous search for a clew of some kind which might lead to their discovery, but without success; and was just about to leave town when I inquired if the late jewelry firm had employed any clerks or errand boys before collapsing.
Upon learning that they had employed a small boy then residing with the ex-manager, and realizing that my chances for getting information from that quarter would be pretty slim, I inquired if the lad had any relatives living there. The hotel clerk told me that his father and sister were living but a short distance away, and pointed outthe house to me. I called at once, but with not an inkling of an idea of what I would say or do when I should be admitted; and trusting implicitly to the inspiration of the moment.
When I rapped at the door, it was opened by a tall, lank, angular and cadaverous-looking young woman of about eighteen, who by the way was big enough to peddle grind-stones.
I was surprised to learn that she was a sister of the lad referred to, as I had gotten the impression that she was much younger.
The instant I saw the style of person I had to deal with, it occurred to me that a little stratagem might be worth several hundred dollars to me, if properly directed, just at that particular time. Without a moment's reflection, and before she had time to offer me a chair, I stepped back as if greatly amazed, and said:
"Miss ——, I never was more surprised—I never saw anything like it—I can't believe my own eyes—it seems like a dream."
"What do you mean?"
"Why, do you know, you are the exact image of a young lady I was once engaged to; and she died on the very day set for the wedding. I never saw anything like it!"
I then told her my name and business. She had often heard her brother speak of such a wholesale jewelry house; and I could see that she was on her guard, and probably knew more than she intended to convey. Convinced of this, I felt certain that I had made a good beginning, and that the first thing for me to do was to pour love into her ear, and win her over to my side if possible. So I returned to my former subject without delay, and after repeating the statement that she was the image of my deceased love, I told her that she was the first and only person I had ever met since that sad day, who interested me.
She smiled serenely, and did not seem displeased.
I next asked her if she was married.
She was not, and declared there was no favorable prospect.
I replied that perhaps her prospects were better than she supposed.
She smiled again, and seemed even less displeased than before, and moved her chair nearer mine.
I then began talking at a rapid rate, giving her no chance whatever to express herself, anddirecting my remarks in a way that would cause her to think I matrimonially inclined. By this time she had finished chewing off one corner of her apron and had tackled the other. Her eyes were fairly dancing with delight.
Her cheeks had flushed considerably, and she seemed at a loss to know what to do with her brawny hands and ponderous feet.
I quickly observed that my scheme was working to a charm and continued my love-making, asserting myself boldly; then to test her feeling in the matter, I asked her to express herself freely, without hesitation, as I didn't care to have my affections trifled with.
Then drawing her chair nearer mine, she remarked, in her most fascinating manner, that the only feller she ever did like had red hair and a large red moustache; then, having finished up the apron, she blurted out:
"How many times you ben married? Mebbe you got one or two wives neow."
"For gracious' sake! do you think I look as though I'd ever been married? I guess I'll leave."
"Well, I don't know's you do; but you look like you'd make an awful nice man."
She moved her chair still closer to mine.
I now thought it the proper time to spring a little tragedy on her. Suddenly changing the subject by referring to the late jewelry firm's failure, I confidentially informed her of my great loss. Then I jumped to my feet, and a moment later began prancing around the room, raving like a maniac. After that I related to her how I had placed confidence in those scoundrels, and as my loss was so severe unless I should be fortunate enough to get my goods back, I would soon be a ruined man financially.
Her sympathies were at once aroused, and she began to show signs of a desire to say or do something in my behalf, when suddenly she changed her mind and became silent. I talked more love, and immediately got another spell on, and pranced around but a few times when she made a dash for me; and as I caught her before she had time to make a complete fall, she straightened up, and placing her hands on my shoulders, said:
"Mr. Johnston, dare I tell you what I know?"
MR. JOHNSTON, DARE I TELL YOU WHAT I KNOW?
"Yes, you dare."
"Well, I'll tell you something; but please don't give me away."
I assured her that her name would never bementioned. So she told me that I would find several packages of jewelry and watches in the bureau drawers, at the house of a certain family then in town. Her brother had told her this. I thanked her, and would have kissed her had she not been so beastly homely.
I bade her good-bye, promising to return soon, and started for my lawyer's office, consoling myself as I went with the thought that an hour and a half courtship would not be likely to break her heart or drive her crazy, when she should learn the facts of the case.
After detailing to the lawyer the information I had gained, we decided to proceed to a Justice of the Peace and get out a search warrant for the goods and a State warrant for the arrest of the ex-manager. My legal adviser explained to me that the searching of a person's residence without finding what we were after, might result seriously, as the owner could enter suit against me for damages.
While I was not desirous of getting into trouble by such procedure, I was nevertheless anxious to procure my goods, and determined to risk it.
While the lawyers were making out thepapers I went to the hotel, and while there, was called upon by the ex-manager, who apparently realized that there was something in the wind, and showed plainly that he was nervous and excited.
He asked my intentions, telling me he would aid me all he could in finding the former proprietor.
I requested him to accompany me to the Justice's office; and there I showed him the warrants, and told him they would be ready to serve in about one minute. As we had an officer present to serve the papers, he began to feel himself getting into close quarters. So calling me to one side he asked if I would be willing to drop the matter if he would turn over to me eleven hundred dollars' worth of goods.
"I'll take fifteen hundred dollars' worth, and drop it; that amount will pay me for all my trouble and expense."
"But I haven't got only thirteen hundred and fifty dollars' worth. I'll give you all I have, and the stock consists of the choicest line of solid gold jewelry and watches."
I accepted his offer, of course. The goods were as he represented, the very choicest line of watches and jewelry.
I then selected a handsome present for my new girl, and returned with it to her house. Before letting her know just how I had fooled her, I determined to ascertain, if possible, the whereabouts of the former proprietor of the store, as I wanted a bill of sale from him fearing that the ex-manager's title might not be good, and the acceptance of a bill of sale from him would be taking chances.
Upon arriving at the girl's house I told her of my success, and asked if she would not see her brother at once, and try and get the information desired. She surprised me by saying that her brother had left the house but a few moments before, and had told her that the man I wanted was at Salina, Kansas. I then surprised her by the information of the fact that I had been playing detective.
After assuring her that no one in town knew or should know from what source I got my information, I atoned for all the deception used, and for what prevaricating I had done, by handing her the gift of jewelry, which made her eyes fairly pop out of her head. She seemed to have instantly forgotten all about our previous love-making, which convinced me that she was bettersatisfied with the present than she would have been with me.
On my way home I stopped off at Clyde to visit my folks, staying one night. I carried the watches and jewelry with me; and having telegraphed that I was coming, Mr. Keefer met me at the train with a horse and carriage, and we took the goods to the house. I had a nice visit with the old folks and my little son; and after showing them the watches and jewelry, related the incidents of my trip, how I got possession of the goods, and "just how it all happened."
My mother said she had always thought I would make a better detective than anything else. Mr. Keefer said "it did beat the devil."
That night we reviewed the past eighteen years, with much interest. We recalled the many ups and downs I had met with; and my parents congratulated me, not only on the pluck and energy I had persistently shown, but also for being able to stand prosperity.
Mr. Keefer repeated what I had often heard him say years before, that "he knew I'd make it win some day." He said he had always contended that as long as I kept from spending money foolishly, and only lost it in trying tomake money, that I must certainly some day profit by my experience, and come out ahead.
He evinced great interest in my affairs by wanting to talk continually with reference to my business, and would converse about nothing else the whole evening.
My mother didn't know what to say.
On my arrival home I wrote to the Salina, Kansas, man, telling him that I had a lot of goods in my possession turned over to me by his ex-manager; and unless he came on to Chicago within five days, and gave me a bill of sale for them, I would have him brought back by officers. He came, and did as I requested.
This late experience, in connection with several other large losses I had sustained through the sales of traveling agents, convinced me more than ever that my business was being constantly jeopardized by their carelessness in conducting sales.
I had for some time been figuring on an original plan of advertising, by which I felt certain of success. So I decided to call my agents in and discharge them. Then I began at once to spend time and money liberally in advertising. The result was that my business grew rapidly, andto such an extent that I was compelled to increase my force of clerks, and to keep renting and adding on more room every few months, till at present I employ a very large force of help, and occupy ten times as much room as when I first commenced at my present location, and am supplying jewelry to the leading merchants in all parts of the United States.
When I called my agents in to discharge them, with a view to experimenting with my advertising scheme, Bert, (who by this time had become thoroughly sophisticated, and had proved himself a competent and trustworthy young man,) said that, as he had laid up a few hundred dollars, he would like to buy goods from me and sell for himself, the same as I had done, and the same as Albert was then doing. I agreed to sell to him on similar terms.
He began at once, and was very successful—so much so that on the first of January of the present year he also opened an office of his own in the same building where I am located; he buys direct from the manufacturers, and conducts a wholesale business for himself. So much for the unsophisticated country lad who had pluck and energy enough to strike out upon the world,and aim for something better than a clerkship in a country store.
Dr. Frank was still traveling for me when I ordered the agents in, and was the last to respond, being about three days late. When I inquired the reason, he replied that the last man he called upon to collect from had shown a disposition to get out of paying the bill; and as that was to be his last chance, he concluded to stay till he got either the fellow's scalp or the amount due me. He got the latter. He then remarked that while traveling through Dakota he had found a quarter-section of Government land which he had taken as a homestead. He then returned there.
The following fall who should turn up again but Dr. Frank, from Pierre, Dakota, and on arriving here found himself "broke." He called on me and said:
"Now, Johnston, you were the first to get me mixed up in this Doctor business, and but for our experience in setting the old woman's ankle and your dubbing me Doctor, I never would have thought of becoming a physician. As it is, I am anxious to remain here during the winter and attend medical lectures at Hahnemann College, and I know of no one better able to loan me the money to do it with, than you."
"All right, Dr. Frank; you can call around every Saturday, when we are paying off our help, and draw enough to meet your weekly expenses."
It is not necessary to say that he never missed a pay day.
It will be remembered that he had previously spent one winter attending lectures at Ann Arbor. The following spring myself and wife by invitation attended the commencement exercises of the college, and had the pleasure of seeing him graduate, a full-fledged Doctor.
As I witnessed this little scene, the picture of Frank while pulling the old woman's leg, and the knowing look he gave her after the ankle popped back into its socket, came vividly before me. It seemed more like a dream than a reality, when I shook him by the hand and congratulated him on being a genuine M. D. He is now a successful practitioner at Baldwin, Michigan, and has made an especially good record as a surgeon. Experiencing but little difficulty in building up a lucrative practice, he was not long in repaying me the amount borrowed for college expenses.
About this time Mr. Keefer made his first and only visit to Chicago, accompanied by my motherand my son Frankie. Mr. Keefer had been desirous for some time of visiting the city, to see how "that boy" managed his business. On their arrival, I escorted them to my store, when, after looking over the several clerks and book-keepers, Mr. Keefer asked:
"Who are all these people working for?"
"Why, they are working for me."
Just then the postman came in with a large package of letters, and when I began opening them, and extracting money orders, drafts, checks and currency, he gazed steadily for a few moments and said:
"Is that all money, Perry?"
"Certainly; checks and drafts are as good as cash."
"But where do you get it from?"
"From Maine to California, and from Manitoba to Mexico."
He looked on quietly for a few moments, and turning to my mother, said:
"Well, it does beat the devil."
I took a great deal of pleasure in showing him the city, and escorting him to the many places of interest and amusement. My mother had often visited the larger cities, and was not so much interested as he was.
Although it was his first visit, I paid him the compliment of appearing more accustomed to city life than any person I had ever seen who had never before been away from his own neighborhood. From his cool, unexcitable, matter-of-fact way, one would have supposed that he had always been inured to the excitement and bustle of the city.