time they will find out whether the stuff he gives them is good or
poor. Go into a large establishment with a good reputation and you
will find out that they give to the people who come to buy merchandise
from them good values. Now, the goods I have sold you have always
given your trade satisfaction. Your business in my department is
increasing, so you say, and the reason is because you are giving to
your customers good values. Why not continue to pursue this same
policy? I am in town to do business and to do business today. I cannot
and I will not take a turn down. If you want to continue to buy my
goods you must buy them and buy them right now, even if you do have to
take them right on top of the other stuff that you have bought. I
shall make no compromise. My price is $1,000--more than you ever
bought from me before.'

"'George,' said Williams, turning to his buyer, 'I guess Dickie has
us. Give him an order for $1,000 and don't let's go chasing the end of
a rainbow in such a hurry any more.'"




CHAPTER IV.

TRICKS OF THE TRADE.


The man who believes that on every traveling man's head should rest a
dunce cap will some fine day get badly fooled if he continues to rub
up against the drummer. The road is the biggest college in the world.
Its classrooms are not confined within a few gray stone buildings with