“Why is it that Meriden people hang together so?” I asked. “Do we?” he asked, laughing. “Perhaps it is because they're all such good fellows. The rich men there, and there are a good many of them, have always been ready to help any enterprise that came to the town and could make a fair showing. You will find the same men stockholders in a great many different companies; their salesmen help each other, and they are closely united socially. They work together and love their city.” I don't know any better eulogy to deliver upon a body of business men. Later in the day, a rather warm conversation near us drew us toward five or six men who seemed to be growing excited. A traveling salesman appeared to be giving a manufacturer some good advice. “You men,” said he, “seem to think you do a very smart thing when you go to these big buyers and give them an extra 10 per cent., but you don't seem to be capable of learning that in doing this you are cutting your own throats. Only a few months ago I was talking to Simmons. 'I don't like these low prices,' said he, 'nor to have everything down so close to cost; we can't get extra discounts as we can when prices are higher; the most we can get now under ordinary circumstances is 2-1/2 to 5 per cent.' 'How much do you think you ought to get?' I asked him. 'Ten per cent., at least,' said he.” “But he doesn't get it,” said the manufacturer. “Oh yes, he does, on a good deal of his stock. He must get it on your goods or he would not be quoting them at the price we pay you for them. We paid you $3.60 for the last lot we bought, and I saw a quotation from him on your goods at $3.62. He is no fool; he does not sell goods at cost. When I saw his quotation my price was $3.60 and will be $3.60 until we clean your goods from our shelves, and it will be a good while before any more of the same brand ever go back there again.” “But that is all nonsense,” said the other, “he buys the goods at exactly the same price your house does.” “Then it is time we quit them. If we have no protection on your goods we want to drop them.” “That's pretty tough,” said the other, half disposed to be angry. “I have no control over your prices; I sell your house as I sell him; I advertise the goods so that the jobber could make a profit if he would, but if he won't I cannot compel him to do it. The jobber has no idea of anything but to beat his competitor in buying and then beat him in cutting the price. Nothing counts in business but a 'cut.' I don't know where we are going to.” “Well,” said my friend, “suppose we go to dinner.” CHAPTER XIX. A number of traveling men around a Sunday dinner-table, when they feel sure it is going to be a good dinner, is about as entertaining a company as any business man would care to be in. Jokes are necessarily plenty; stories fly about freely, but the man must be very thick-headed who does not pick up bits of information that he is the better for knowing.