“I remember my first Parker gun,” said Thompson; “I called a man into my store to look at it, one who talked as if he knew all that was worth knowing about guns. He opened it, looked through it, sighted it, etc., then asked the price. I quoted $50. 'That settles it,' says he, 'I wouldn't have it; a good gun can't be bought for any such money,' and he dropped it as if it was a hot brick. The next time I showed it I asked $75, and I sold it at $65.” “Yes,” said Shively, “the fools still live; I'm one of 'em. I suppose I do things just as bad as that every day, but I don't do it knowingly. Here's this craze over Smith & Wesson's revolvers. A man, for some good reason of his own, wants a revolver in the house. He hopes he shall never have to shoot with it, but for fear he may need one he buys it. The chances are ninety-nine in one hundred that he has never been a marksman, or if he was he is so much out of practice that he could not hit a door off hand, and with his nerves steady. I show him a good revolver at $2.50, or a double action bull-dog at $3. But he asks, 'Have you Smith & Wesson's?' Of course I have; single action $9.35; double-action, $10.35. I explain that the cheap one is as safe to the shooter as this is; that the chances are not one in a hundred that a man can jump out of bed excitedly and hit a burglar off-hand; that no burglar, hearing a shot, waits to be informed whose make of revolver is used, and that practically the cheaper pistol is the most sensible for him to buy. But he has a foolish idea that he is going to be a much more formidable fellow with a Smith & Wesson under his head, and he takes that. And because of just such idiotic men Smith & Wesson can ask a big price for their goods.” I was much interested in that talk, and sorry when the two men separated. But I was there to sell Shively some goods, and I went at it right heartily. “I am rather tired of the gun business,” said he, “and would drop that branch quite willingly. It is being managed on the basis of brag rather than that of brains. Any fool can sell a revolver at 92 cents that cost him 90, or a gun for $7.50 that cost him $7. No brains are required to do that. The poorest salesman I have on the road sells the most goods and makes me the least money. The gun business has got into the hands of men who have just brains enough to run a ten-cent counter store.” “Is it not about as bad in other lines?” I asked.