"Yep, but not from a mail-order house," said Larsen. "What will I have to pay to get it at once?" "Six cents more--that's seventy-five cents. Otherwise yer can't have it fer three weeks. But yer can look at it now, if yer want ter, so yer'll see what yer will get!" "Aw, cut out the funny stuff!" said Peter, putting his hand in his pocket, from which he produced another six cents. "It's worth it to get it right away." Larsen wrapped up the ax and passed it over to him, and, to my surprise, old Bender said: "I guess you're about right on this thing, after all. You know I never sized it up like that 'til you pointed it out to me. Here," and he tossed the catalog on the counter, "I guess I won't need this no more." Larsen had handled several customers in the past in a similar way to this, and, in nearly every case, had won a friend for us and the mail-order houses had lost a customer. You remember I had decided that I would dominate in _service_? Well, I got hold of Fellows of the Flaxon Advertising Company, and told him what I wanted and that I'd a hunch that if I had a little leaflet or something of that kind, telling people I wanted to give them service, and put the leaflet in all the packages that left the store, it would help out a lot. I gave him a few ideas I had on it and asked him to work up a little folder. When I received the layout of it I was tickled with it. It was so good that I ordered some at once. The beauty of the folder was that it didn't matter what you were selling or who you were selling to, it applied, because it was general, not specific. Fellows told me I ought to copyright the idea and then sell it to other stores in other towns. I told him he could do that--I was in the hardware business--not the advertising business. I give this little folder here, because I thought it was very good. It had four pages and the size of it was about 4 × 7½ inches. WE ARE IN BUSINESS TO SELL GOODS THAT WON'T COME BACK TO FRIEND-CUSTOMERS WHO WILL This one-minute sales talk tells how we try to do it THE BLACK HARDWARE STORE 32 Hill Street, Farmdale A well-known business man once said that salesmanship "is selling goods, that won't come back, to customers--who will." It requires more than _sales_manship to do this--it also requires _buy_manship and _service_. We realize this. We know that every purchase you make in our store must have _service_ with it. Service--good service--is supplying your needs in the best, quickest, and most economical way. So we start by buying right. When a clever salesman offers us some job goods at a long-profit price, we just can't hear him, but, when he offers us goods that will win us satisfied friend-customers, we can easily hear his faintest whisper.