get away in the morning, I'll fall in after you close up. It'll suit
me all the better to do business with you tonight.' Andrews spoke up
and said, 'All right, eight o'clock goes.'

"This man saw that I had come in to see him and, having made his
engagement, knew enough to get out of the way. The boys, you know,
especially the old timers, are mighty good about this. I don't believe
the outsiders anyway know much about the fellowship among us.

"The other man who was in the store was out on his first trip. He was
selling suspenders. It was then, say, half past five. I joshed with
the boys in the store for a few minutes. Andrews, meantime, had gone
up to his office to look over his mail and get off some rush letters.
The new man, who sold suspenders, was a good fellow but he had lots to
learn. He trailed right along after Andrews as if he had been a dog
led by a string. He stood around up in the office for a few minutes
without having anything to say. Had he been an old-timer, you know, he
would have made his speech and then moved out of the way. After a few
minutes he came down and said to me, 'That fellow's a tough
proposition. I can't get hold of him. I can't find out whether he
wants to look at my goods or not. He joshes with me but I can't get
him down to say that he will look. I don't know whether I ought to
have my trunks brought up and fool with him or not.'

"'Let me tell you one thing, my boy,' said I, 'if you want to do
business, get your stuff up and do it quickly. If he doesn't come to
look at your goods, bring 'em in. Bring 'em in. Go after him that
way.'

"'All right, I guess I will,' said he, and out he went.