sympathy with the purpose of this gathering and I felt, sincerely, the
atrocity of the Kishinef massacre. Consequently, I was able to speak
from the heart in telling my audience how every human being, without
regard to race, was touched by such an outrage. Had I been running for
Congress there, I would have received every vote in the house. The
women sent special requests by their husbands, asking the honor of a
dance with me.

"Remember that the traveling man must not overlook the wife of his
customer. Generally a man's nearest and truest friend is his wife. The
business man feels that she is his best counselor. If you can get the
good will of the 'women folks' of your customer's household you may be
sure you will be solid with him for keeps.

"But I must not overlook my furnishing goods friend. He had been
trained for an opera singer and would have made a success of it had he
kept up with that profession. His business, however, prospered so well
that he could never go and look the prompter in the face. He had a
rich, full, deep voice which, when he sang the Holy City, made the
chandeliers fairly hum. There is something in the melodious human
voice, anyway, that goes away down deep into the heart. My friend won
everybody there with a song. He with his music and I with my speech
had done a courtesy to those merchants which they and their wives
appreciated. You know you can feel it, somehow, when you are in true
accord with those you meet.

"We really did not think anything about the business side that night.
I forgot it altogether until, upon leaving the hall, my friend Ike
said to me: 'Tonight we dance, tomorrow we sell clot'ing again.' Both
of us did a good business in that town on the strength of the charity