Until to-
night I never knew why it was that he took hold of what seemed to me a
big business in his predecessor's territory and doubled it the second
year. His success was the triumph of common honesty, and we all shall
try his plan, for honesty is right, and nothing beats the right.'
"When the vote was taken the second time, every man at the table stood
up."
CHAPTER XII.
CANCELED ORDERS.
"Do I like cancellations? Well, I guess not!" said a furnishing goods
friend, straightening up a little and lighting his cigar as a group of
us sat around the radiator after supper one night in the Hoffman
House. "I'll tell you, boys, I'd rather keep company with a hobo, than
with a merchant who will place an order and then cancel it without
just cause. I can stand it all right if I call on a man for a quarter
of a century and don't sell him a sou, but when I once make a sale, I
want it to stick. This selling business isn't such a snap as most of
our employers think. It takes a whole lot of hard knocking; the easy
push-over days are all over.
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