a town for him he would better pass it up. When he gets to a town the
first thing he should do is to get out samples.

"When I had opened up my line," continued my friend, "I went over to
Williams' store. I called at the window as usual and said, 'Well,
Williams, I am open and ready for you at any time. When shall we go
over?'

"'To tell the truth, Dickie,' said he, 'I've bought your line for this
season. I might just as well come square out with it.'

"'That is all right, Joe,' said I. 'If that is the case, it will save
us the trouble of doing the work over again.' In truth, my heart had
sunk clear down to my heels, but I never let on. I simply smiled over
the situation. The worst thing I could have done would be to get mad
and pout about it. Had I done so I should have lost out for good. The
salesman who drops a crippled wing weakens himself, so I put on a
smiling front. This made Williams become apologetic, for when he saw
that I took the situation good-naturedly he felt sorry that he could
not give me business and began to make explanations.

"'I tell you,' said he, 'this other man came around and told me that
he could sell me a hat for twenty-one dollars a dozen as good as you
are selling for twenty-four, and I thought it was to my business
interest to buy them. I thought I might as well have that extra
twenty-five cents on every hat as your firm.'

"There! He had given me my chance! 'Williams,' said I, 'you bought
these other goods on your judgment. Do you not owe it to yourself to
know how good your judgment on hats is? You and I have been such good