CHAPTER XXXV A NEW THOUGHT ON RETAIL SELLING As soon as I had time, I went to Boston and saw Alex Cantling, as Barlow had suggested, to find out how much money it would take to start an automobile accessory department. Alex Cantling was a big-boned, clean-shaven, healthy-looking man. He was what I would call a brass-tack man. When I told him my business, he pushed his papers aside and gave me his undivided attention. Then after a little while he did some figuring on a piece of paper. "Well," said he, "I should say you would want to spend at least five hundred dollars for such a department." He promised to work out and send to me a list of the different items which I ought to stock, and he also gave me the name of one or two good people to buy my supplies from. "Now, come along and have some lunch with me," and he took me to a place near Faneuil Hall Market, where I had about the finest meal I ever had in my life. After lunch, he advised me to go to see Barker. As soon as I entered the store, and looked up at the little mezzanine floor on which he worked, he looked up and called out cheerily, "Hello, Black, come right upstairs." I was surprised that he should remember my name, for he had only seen me once before. Well, he told me just about the same as Cantling, so I left him and went to see George Field, who said, "Well, if Cantling and Barker both tell you that, you may be pretty sure it's right." When I got back to Farmdale I had a long talk with Barlow about automobile accessories. After I had told him how much money I wanted, he looked out of his office window, and leaned back in his chair a few moments, then said, "I'll lend you three hundred and fifty dollars toward your stock of those goods. I think that that should be sufficient to encourage you to work with me on this gasoline deal." "There's one thing I'd like to ask Mr. Barlow, and that is, if I have to buy gasoline second-hand from you, shall I be able to sell it at the same price as Martin's Garage, and make a profit on it?" "Quite as much, if not more," he replied. "You remember I told you I would supply it to you at half a cent above what it cost me. Now, by buying twenty-five thousand gallons' worth, I get a very low price, and can make four cents a gallon profit on it. You then buy what you need and make three and one-half cents profit. If you bought a small quantity yourself, you would not make more than two and one-half to three cents, so you really make more money, buying it through me, than buying it direct." "I can't for the life of me," I said, "figure out why you are so anxious about selling gasoline." "Can't you conceive of my wanting to make some profit on gasoline?" he said, smiling. "Yes," I drawled, "but--" "See here, Dawson," he said, putting his hand on my knee, "don't you worry about reasons, if you get a square deal. I've helped you before, haven't I?" "Yes, indeed," I answered quickly.