roll every baby buggy--belonging to a possible customer--that they
have a chance to get their hands on. When the merchant gives the
traveling man an opportunity to do him some sort of a favor outside of
straight business dealing, he then gives the drummer the best possible
chance to place him under obligations which will surely be repaid
sometime. But don't go too far.

Down in Texas in one of the larger towns, just after the Kishinef
horror, the Hebrew clothing merchants held a charity ball. If you were
to eliminate the Hebrew from the clothing business the ranks of
dealers in men's wearing apparel would be devastated. One of my
friends in the clothing business told me how he and a furnishing goods
friend of his made hay at that charity ball:

"The day that I struck town, one of my customers said to me, 'We want
you to go to the show tomorrow night and open the ball with a few
remarks. Will you?'

"Just for fun I said, 'To be sure I will, Ike.' I did not think I
would be taken in earnest, but the next day I received a program, and
right at the head of it was my name down for the opening speech. Well,
I was up against it and I had to make good. You may take my word for
it that I felt a little nervous that night when I came to the big hall
and saw it full of people waiting for the opening address. I needed to
have both sand on the bottoms of my shoes and sand in my upper story
to keep from slipping down on the waxed floor! But, as I was in for
it, I marched bravely up and sat down for a few minutes in the big
chair.

"Then the first thing I knew I was introduced. Now I was really in