Tales of the Road Part 29

"I saw a platinum photograph of myself sleeping in that third-cla.s.s hotel. I kept on talking athletics, however, and the chairman was good enough to ask me to dine with him. After dinner we played billiards and he beat me. At 6:45 we adjourned to his room. He and his committee excused themselves to hold their meeting in a room on the floor below.

I was smoking one of the chairman's cigars, and was congratulating myself that things looked encouraging. The cigar was a good one, too.

In half an hour the committee returned. The fellows lined up on the sofa, side by side, while the chairman straddled his chair and addressed me as follows:

"'Well, Mr. Rogers, we have discussed the matter thoroughly and as impartially I think as any committee of fellows could do, who had the interest of their cla.s.s seriously at heart. In a way we regret that you took the trouble to call, because, to speak frankly, we would rather write what we have to say, than to be placed in the somewhat embarra.s.sing position of telling you orally.'

"My cigar, somehow or other, no longer tasted good, and I was holding it in an apathetic sort of a way, not caring whether it went out or not. The b.u.m hotel loomed up in front of me also. Continuing, the chairman said:

"'We have received something like six other estimates from different firms, and I must say some of their designs are "peaches." There are two firms whose prices are lower than yours, too. We like your designs very much, but I think if you place yourself in our position you will see we have no other alternative but to place the order with another house.

"He shifted his position uneasily and added with that final air we know so well, 'I want to thank you for your interest and trouble and we certainly appreciate the opportunity of seeing what you had to offer.'

"This was a nice sugar coat on a bitter pill, but I didn't want to take my medicine. I stood up, prepared to make a strong and expiring effort and to explain what an easy thing it was for a firm to quote a low price, etc., when the chairman came over quickly with extended hand and said, 'Now, we understand how you feel, old man, but there is no use prolonging this matter, which I a.s.sure you we regret more than we express. However,' turning to the other fellows, 'I think we are all agreed on one thing, and that is we are willing to make an exception in this case, and,'--here the corners of his mouth twitched and his eyes brightened up, 'we will give you the order on one condition.' I quickly asked what the condition was. 'And that is,' all the other fellows were standing up, smiling, 'we will give you the order if you'll take us to the show to-night!'

"It was well done and a clever piece of acting.

"The show, by the way, held in the town opera house, was a thrilling melodrama, and positively, it was so rotten it was good. The heroine was a girl who sold peanuts in one of the Exeter stores, and the villain was the village barber; I have forgotten who the hero was, but he was a 'bird.' The best part of the play was near the end. The villain was supposed to have murdered the hero by smashing him on the head with an iron bar and then pushing him into the river. At a critical stage, the hero walked serenely on the scene and confronted the villain. The villain a.s.sumed the good old stereotyped posture and shouted out with a horrified expression, 'Stand back, stand back, your hands _is_ cold and slimy!' That busted up the show, as the audience, composed largely of the Academy boys, stood up as one and yelled. They finally started a cheer, 'Stand back, stand back, your hands _is_ cold and slimy!' They repeated this cheer vigorously three times, and then crowded out of the house. That cheer can be heard at the Academy to- day.

"My chairman friend insisted upon putting me up for the night in a spare room in the dormitory; this saved my life.

"The next morning I joined the boys in chapel, and was very much surprised to find the entire student body and faculty clapping their hands when I became seated. This was certainly a new one on me. I turned to my chairman friend; he was grinning broadly as if he enjoyed the situation. What was I expected to do, for Heaven's sake--get up and make a speech? My mind was relieved by the President addressing the boys about alien topics. I learned afterwards that it was an old custom with Phillips-Exeter to applaud when a stranger entered the chapel. This is especially appropriate in the case of an old 'grad'

returning, but certainly disturbing to an outsider.

"I did further business with my friend, also, when he was at Harvard.

He did such a smooth job on me that when I became manager of my house I sent for him when we had the first opening on the road. I asked him how he would like to come with us. He came. He has been with our company now for two years and is getting on fine."

College boys as a rule are not looking for positions on the road, but if more of them would do so there would be more college graduates scoring a business success and more traveling men with the right sort of educational equipment. But they should begin young. While traveling on the road they would find many opportunities for self-advancement.

The traveling man who will try can make almost anything he wishes of himself.

The head of the house must be on the lookout for the floater. In every city there are many professional job finders. About the only time they ever put up a good, strong line of conversation is when they talk for a job. After they get a good guaranteed salary they go to sleep until their contract is at an end, and then they hunt for another job. These are the chaps that the "old man" must look out for with a sharp eye.

When it is known that a good position in a house is open, scores of applications, by mail and in person, come in for the place from all kinds of men. I knew of one instance where a most capable head of a house thought well of one salesman who applied by letter. Before fully making up his mind about him, however, he sent a trusted man to look him up. He found that the man who made the application, while a capable salesman and a gentleman, was unfortunately a drunkard and a gambler.

Of this kind of man there are not so many. A man on the road who "lushes" and fingers chips does not last long. To be sure, most men on the road are cosmopolitan in their habits and they nearly all know, perhaps better than any other cla.s.s of men, when to say, "no."

No less important than hiring salesmen is the _handling_ of them.

The house spoils for itself many a good man after it gets him. The easiest way is by writing kicking letters. The man on the road is a human being. Generally he has a home and a family and friends. He is working for them, straining every nerve that he may do something for the ones he cherishes. He takes a deep and constant interest in his business. He feels that he is a part of the firm he works for and knows full well that their interest is his interest and that he can only succeed for himself by making a success for the firm. When, feeling all of this within himself, he gets a kicking letter because he has been bold enough to break some little business rule when he knows it should have been done, he grows discouraged.

And, alas, for the comfort of the traveling man! there are too few houses that have due respect for his feelings. The traveling man is on the spot. He knows at first hand what should be done. His orders should be supreme. His work for a year should be considered as a whole. If, at the end of his contract, what he has done is not satisfactory, let him be told so in a lump. Continual petty hammering at him drives him to despair.

For example: I know of one firm in the wholesale hat business, that raised hob in a letter with their best man because he would, in selling dozen lots to customers, specify sizes on the goods that his customer wished,--a most absurd thing for the house to do. The merchant must, of course, keep his own stock clean and not become over-stocked on certain sizes. If he has been handling a certain "number" and has sold out all of the small sizes, only the large ones remaining, it would be foolish for him to buy regular sizes and get in his lot the usual proportion of large ones. All he needs and will need for several months, perhaps, will be the smaller run of sizes. Now, the salesman on the spot and the merchant know just what should be ordered, and if the house kicks on the salesman on this point, as did this house, they act absurdly.

Not only do too many houses write kicking letters to their men on the road, but fail to show the proper appreciation for their salesmen's efforts to get good results. When a salesman has done good work and knows it, he loves to be told so, craves in the midst of his hard work a little word of good cheer. And the man handling salesmen who is wise enough to write a few words of encouragement and appreciation to his salesmen on the road, knows not how much these few words help them to succeed in greater measure. It is a mistake for the "Old Man" to feel that if he writes or says too many kind words to his salesmen, he will puff them up. This is the reason many refrain from giving words of encouragement. The man on the road, least of all men, is liable to get the swelled head. No one learns quicker than he that one pebble does not make a whole beach.

Another way in which a house can handle its salesmen badly is by not treating his trade right. Many firms that carry good strong lines persistently dog the customer after the goods have been shipped.

Whenever a house abuses its customers it also does a wrong to its salesmen. I know of one firm, I will not say just where, that has had several men quit--and good salesmen, too--in the last two or three years, because this firm did not treat its salesmen's customers right.

For this reason, and this reason only, the salesmen went to other firms, that knew how to handle them and their customers as men. With their new houses they are succeeding.

Too many heads of wholesale firms get "stuck on themselves" when they see orders rolling in to them. They fail to realize the hard work their _salesmen_ do in getting these orders. I know of one firm that almost drove one of the best salesmen in the United States away from it for the reasons that I have given. They dogged him, they didn't write him a kind word, they badgered his trade, they thought they had him, hard and fast. Finally, however, he wrote to them that, contract or no contract, he was positively going to quit. Ah, and then you should have seen them bend the knee! This man traveled for a Saint Louis firm. His home was in Chicago, and when he came in home from his trip his house wrote him to come down immediately. He did not reply, but his wife wrote them--and don't you worry about the wives of traveling men not being up to snuff--that he had gone to New York.

Next morning a member of the firm was in Chicago. He went at once to call upon their salesman's wife. He tried to jolly her along, but she was wise. He asked for her husband's address and she told him that the only address he had left was care of another wholesale firm in their line in New York,--she supposed he could reach her husband there. Then the Saint Louis man was wild. He put the wires to working at once and telegraphed: "By no means make any contract anywhere until you see us.

Won't you promise this? Letter coming care of Imperial."

Then he was sweet as pie to the salesman's wife, took her and her daughter to the matinee, a nice luncheon, and all that. In a few days the salesman I speak of went down to Saint Louis. The members of his firm took off their hats to him and raised his salary a jump of $2,400 a year.

[Ill.u.s.tration: "He tried to jolly her along, but she was wise."]

How much trouble they would have saved themselves, and how much better feeling there would have been if they had only handled this man right _in the beginning!_

There are some heads of firms, however, who do know how to handle their salesmen. One of the very best men in the United States is head of a wholesale hardware firm. He has on the road more than a hundred men and they all fairly worship him. I remember many years ago seeing a letter that he had written to the boys on the road for him. He had been fishing and made a good catch. He sent them all photographs of himself and his big fish and told the boys that they mustn't work too hard, that they were all doing first rate, and that if they ever got where there was a chance to skin him at fishing, to take a day off and that he would give prizes to the men who would out-catch him. This is just a sample of the way in which he handles his men. Occasionally he writes a general letter to his men, cheering them along. He never loses a good man and has one of the best forces of salesmen in America. They have made his success and he knows it and appreciates it.

Another head of a firm who handles his salesmen well is in the wholesale shoe business. Twice each year he calls all of his salesmen together when he is marking samples. He asks them their opinion about this thing or that thing and _listens to what his men have to say._ He has built up the largest shoe business in the United States. After the marking of samples is all over, he gives a banquet to his men and has each one of them make a little speech. He himself addresses them, and when they leave the table there is a cordial feeling between the head of the house and his traveling men.

He also puts wonderful enthusiasm into his men. Here are some of his mottoes: "Enthusiasm is our great staple," "Get results," "No slow steppers wanted around this house," "If this business is not your business, send in your trunks," "All at it, always at it, brings success." He has taught his salesmen a college yell which runs like this: "Keep-the-qual-ity-up." Only a few years ago the watchword of this house was: "Watch us--Five millions" (a year). Now it is: "A million a month," and by their methods they will soon be there.

This same man has the keenest appreciation of the value of a road experience. Some time ago he was in need of an advertising manager. If he had followed the usual practice he would have gone outside the house and hired a professional "ad manager." But he had a notion that the man who knew enough about salesmanship and about his special goods to sell them on the road could "make sentiment" for those same goods by the use of printers' ink. Therefore he put one of his crack salesmen into the position and now pays him $6,000 a year. And the man has made good in great shape.

Nor does he stop with promoting men from the ranks of his organization. If a salesman in his house makes a good showing, he fastens him to the firm still tighter by selling to him shares of good dividend-paying stock.

He knows one thing that too few men in business do know: That a man can best help himself by helping others!

CHAPTER XVIII.

HEARTS BEHIND THE ORDER BOOK.

With all of his power of enduring disappointment and changing a shadow to a spot of sunshine, there yet come days of loneliness into the life of the commercial traveler--days when he cannot and will not break the spell. There is a sweet enchantment, anyway, about melancholy; 'tis then that the heart yearns for what it knows awaits it. Perhaps the wayfarer has missed his mail; perhaps the wife whom he has not seen for many weeks, writes him now that she suffers because of their separation and how she longs for his return.

I sat one day in a big red rocking chair in the Knutsford Hotel, in Salt Lake. I had been away from home for nearly three months. It was drawing near the end of the season. The bell boys sat with folded hands upon their bench; the telegraph instrument had ceased clicking; the typewriter was still. The only sound heard was the dripping of the water at the drinking fount. The season's rush was over. Nothing moved across the floor except the shadows chasing away the sunshine which streamed at times through the skylight. Half a dozen other wanderers-- all disconsolate--sat facing the big palm in the center of the room.

No one spoke a word. Perhaps we were all turning the blue curls of smoke that floated up from our cigars into visions of home.

The first to move was one who had sat for half an hour in deep meditation. He went softly over to the music box near the drinking fount and dropped a nickel into the slot. Then he came back again to his chair and fell into reverie. The tones of the old music box were sweet, like the swelling of rich bells. They pealed through the white corridor "Old Kentucky Home." Every weary wanderer began to hum the air. When the chorus came, one, in a low sweet tenor, sang just audibly:

"Weep no more, my lady, "Weep no more to-day; "We will sing one song, for my old Kentucky home, "For my old Kentucky home far away."

When the music ceased he of meditation went again and dropped in another coin. Out of the magic box came once more sweet strains--this time those of Cayalleria Rusticana, which play so longingly upon the n.o.blest pa.s.sions of the soul.

The magic box played its entire repertoire, which fitted so well the mood of the disconsolate listeners. The first air was repeated, and the second. This was enough--too much. Quietly the party disbanded, leaving behind only the man of meditation to listen to the dripping of the fount.

Not only are there moments of melancholy on the road, but those of tragedy as well. The field of the traveling man is wide and, while there bloom in it fragrant blossoms and in it there wax luscious fruits, the way is set with many thorns.

During the holidays of 1903 I was in a western city. On one of these days, long to be remembered, I took luncheon with a young man who had married only a few months before. This trip marked his first separation from his wife since their wedding. Every day there came a letter from "Dolly" to "Ned"--some days three. The wife loves her drummer husband; and the most loved and petted of all the women in the world is the wife of the man on the road. When they are apart they long to be together; when they meet they tie again the broken threads of their life-long honeymoon.

As we sat at the table over our coffee a bell boy brought into my friend letter "97" for that trip. His wife numbered her letters.

Reading the letter my friend said to me: "Jove, I wish I could be at home in Chicago to-day, or else, like you, have Dolly along with me.

Just about now I would be going to the matinee with her. She writes me she is going to get tickets for to-day and take my sister along, as that is the nearest thing to having me. Gee, how I'd love to be with her!"