There was something about him that made me like him at once, and I had the feeling that I was making a pleasant impression upon him. We chatted about Pittsburg, about gun houses, about the cutting going on in prices, and the general dullness in all business. I think that when I went out of the store I had more respect for him as a man and as a merchant than I had for the two who had bought of me. Had he needed any goods, I would have given him my lowest prices at the first word. As I was walking back to the hotel I suddenly remembered that he was just the man to buy a certain pocket-knife that we had lately taken hold of, and I went back to speak about it to him. “Are you sending goods here to any one?” he asked. “Yes, two bills.” “Then send me a dozen.” I thanked him, and went off feeling better. The chances are always decidedly in your favor of selling a man whom you have sold before. The dealer who lets you leave town without an order this trip will let you go twice as readily the next time. I like to get him down in my order book even though it is for some very trifling thing, because of the influence it will have on the future. I went to the hotel, copied off my orders, and mailed them, feeling that I had done extra well, and then sauntered leisurely to the depot. On the train a man behind me heard me ask the conductor about Rossmore. He leaned over and asked, “Are you selling goods?” “Yes.” “Then we'll go to Rossmore together. What line are you in?” “Guns and revolvers.” “The devil you are! So am I.” CHAPTER IV. I didn't fancy going to a town with a competitor. I have now been on the road a good many years, and I do not fancy it to-day. If I can get in there one train ahead of him I will strain every nerve to do it, but rather than go in on the same train I would hang back and let him have the first “go” at the town and take my chances for what he leaves. When two men selling the same goods are in a town together the dealers usually take advantage of it. They tell the first man that they may want this or that, “if they can buy it right,” and, after getting his price, say he can come in later. He knows very well that this means his competitor is to be consulted also, and he must have a very stiff backbone indeed if he does not cut his own prices at once. So when my neighbor on the train told me he also was going to Rossmore and was selling guns and revolvers, I felt my courage ooze out of my fingers. He handed me a card, with a good-natured smile, and I read: SHIVERHIM & GAILY, Philadelphia. I don't like to hand out a card as an introduction of myself to other traveling men, so I told him my name and that of my house, and we considered ourselves acquainted. “Is this your first trip?”