“I often wonder if any one ever fools a man equal to the way he fools himself. I always laugh over a customer of mine in Cincinnati who always insists he must have 'a leetle adwantage.' The boys on the road like Old Pap and laugh over his 'leetle adwantage.' He says: 'I must haf a leetle adwantage ofer New York and Philadelphy. They ton't pay no freight. They get their goods at their door; I must haf a leetle adwantage to cover the freight.' The old man has this so firmly fixed in his head that we have to humor him by giving him 'a leetle adwantage.'” “Some men think that in giving an order all they need to do is to state their own terms and time, and every one will dance to their tune. A concern in the Northwest that failed (and they ought to), used to write their orders on a blank that was headed: All prices guaranteed. Privilege of increasing, decreasing, or countermanding No charge for boxing or drayage. “How was that for smartness?” “You say they failed?” “They did.” “They ought to have got rich!” “Yes, they are a fair type of the average buyer; it's cut here, screw down there, pare over yonder. No matter what your price may be, it's always, 'What are you going to do for me?' as if he must have a special cut. I showed Hibbard & Spencer's buyer a new tool the other day, and gave him my price. `What's the best you can do?' I told him that was the best I could do. 'But what is your price to Hibbard & Spencer?' As though every salesman must have laid away in a snug corner, a special price for that important firm! `I have given you my price; it is the best I can do with anyone.' They are not willing anyone shall make a cent but themselves; they want the whole apple, and are not willing to give the manufacturer the core.” CHAPTER XXI When I reached T. I had a very disagreeable duty before me, namely, to fix a misunderstanding with a customer. The house had written me: “Atkinsen & Co. bought a bill last October from Ned on 60 days' time; goods went exactly as ordered. When the bill became due we sent a statement, with a mem. that if not heard from in ten days we would draw. In reply they sent us a letter saying the goods were sold them under arrangement by which they are to be paid for when sold, and that we had better hold our draft, etc. We wrote that we did not do that kind of business; that our terms were plainly stated on the invoice, and that upon receipt of that, if not correct, they should have notified us at once. To this they sent a 'Smart Aleck' letter, and when we drew on them allowed our draft to be returned. Settle the matter up; take back the goods, if no better way suggests itself, but close it up. And close up our deal with them; they are the kind of men we do not want to do business with.”