“Whose cartridges are you selling?” he asked sharply. “We handle both the U. M. C. and Winchester.” “No Phoenix?” “We don't keep them in stock, but I can get them for you if you prefer them.” “I won't sell any other.” I was curious to know why. “Just because I like Hulburt; he's one of the nicest men there is in New York, and I'm going to handle his cartridges every time.” “But,” said I, and very cautiously, “don't you find some trade that will insist on having the other brands?” “Yes, and they can go somewhere else and get them. I wouldn't buy a U. M. C. cartridge if there never was any other. Reachum uses their goods to cut prices with, and, d--n 'em! they can sell him, but they can't sell me.” I finished the bill, then chatted awhile with him about trade. “There's no money in business,” said he; “times were when you could make a profit, but nowadays it is a struggle to see who can sell the lowest. There's a revolver that I bought of Tryiton for 53 cents, and our men say he has advertised it all over for 55 cents. How the devil am I to pay freight and sell for 2 cents profit? There is no such idiocy in any business today as in the gun trade. A jobber has to fight against every other jobber and the manufacturers too. The U. M. C. folks are said to back up Reachum, and Simmons is supposed to have Winchester behind him, and away they go, seeing who can cut the most and be the biggest fool.” “But is it not so in other lines?” “No; the prices are not advertised to any such extent as with guns and ammunition.” “Then you think the factories could stop it if they chose?” “Oh, the factories be d--d! Seven-eighths of the factories are managed by school-masters. They get up their little schedule of prices just as they draw off their 'rules and regulations' for their help, and expect the dealers of the country to dance to their tunes.” I thanked him for his kindness and went on my way very well content. But when I sat down to copy off the order I was put in quite a quandary. Traveling men meet such men as Harris frequently. He gave the order because he was friendly to the house, but he had not asked for prices on anything. What was I to do? I had several prices, for my figures were elastic, to offer trade, according as the buyer was a close one or not, and just where to put Harris I did not know. I proposed to ask him all I dared and not get into trouble, but to decide on what this limit was gave me some study.