To come back to that Sisk percolator. I had been handling it for some time and doing a good business on it, when a letter had come saying that on and after that date the discount for Sisk percolators would be reduced to 25 per cent. As it was costing me about 25 per cent. to do business, I decided not to handle them after I got rid of what I had, and I wrote them so right away. You see, I was beginning to study the relationship of profit to expense, and, unless the things I sold were showing me a profit, either directly or indirectly, there was nothing doing on them--I would not bother with them at all. I had told the Sisk people that perhaps they could find some one else to handle them for love of the company, but that I would not. My letter got results, and got them quickly. I had a nice letter from them stating that they realized that I couldn't handle the goods unless I made a fair profit on them, and so they had decided to increase the discount from 25 to 33⅓ per cent. Since they were willing to come up on the discounts I was quite willing to push the percolators, and I wrote them and told them so, and sent them an order for half a dozen more right away. In the same mail I had an answer from Bates & Hotchkin. Hersom was out of town; but they said they were glad to help me out, and would send me enough stuff to fill up the windows and have some left over for the store, and would I please let them know just what I wanted and they would send it on consignment right away. It was good to deal with a concern that would go out of its way to do you favors. The Mater was at the house that evening, and I was telling about the Sisk percolator matter. Suddenly she said: "Really, those Sisk persons are remarkably clever, don't you know! I believe it was their plan to reduce the discount from 40 to 33⅓ per cent., and they studied the psychology of the matter and decided that--and I think you will agree with me, Dawson--that, had they merely written, in the first place, announcing that the discounts were reduced from 40 to 33⅓ per cent., their customers would feel annoyed at the reduction of their profits. But, instead, they reduced the discount to 25 per cent., unquestionably with the purpose of _increasing_ it to 33⅓ per cent., thus leaving with their customers the impression that the discounts had been increased instead of reduced, going on the psychological principle that the last impression made upon the mind is the strongest." Remarkably clever, I thought! I believed the Mater was right. Because, even when I knew it, I hadn't any ill feeling against the company. It was very keen of the Mater to spot it. I had never suspected she was so shrewd. CHAPTER XXV SELLING ELECTRIC APPLIANCES The Atlantic Electric Appliance Corporation fixed me up with a dandy line of electrical goods, and they sent two smart young girls to act as demonstrators.