After I had found out a little about selling the Cincinnati pencil sharpener, with the aid of the selling manual which the company had given me, I had passed it on to Larsen, and he had studied it for a week or two, and then, one Thursday afternoon, he had gone calling on the business men of the town, other than the store-keepers. He sold only one sharpener the first afternoon, but he had a request for a pocketknife, which we delivered the next day. The next Thursday he went out again. To my surprise he didn't sell a single pencil sharpener, but he came back with an order for a Middle's razor and a stick of shaving soap, and also brought in eighteen safety razor blades to be sharpened, and two of the regular kind of razors to be honed! Of course we did not sell soap and I asked Larsen why he had taken an order for it. His reply was: "Look here, Boss, let's do it. He wanted it, and it'll please him. He then give us more trade." "But what about the razor blades? We can't sharpen those here." "Up to Bolton is a drug store with a machine for sharpening 'em. It's only eleven miles away. I go there and fix up for them to do it for us. We can get lots of business for it." Well, I let him do it, and we put a little notice in our window that safety razor blades would be sharpened, and razors honed, in forty-eight hours. We made only ten cents on a dozen blades, but, as Larsen said, and I believed he was right, we were obliging the customers; and even if we didn't make anything out of it it would pay us on account of the good-will we would build up. Larsen had shocked me very much the same day by saying that he thought we ought to stock shaving soap and talcum powder, and bay rum, and such stuff. I had told him I couldn't stand for a thing like that--we'd have Traglio the druggist down on us. "Traglio?" replied Larsen. "Say, Boss, you never been mad at him for selling razors? Nor for selling mirrors?" "Oh, well, we don't sell shaving mirrors." "Hum. I know we don't, but we oughter. What about him selling shaving brushes? That's a line we got. I think we oughter please customers and not bother about old Traglio."