I had suggested to Wilkshire, the electric appliance salesman, that, in place of his demonstrators, we should get a couple of local girls to handle the demonstration. "People will know them," I said, "and they'll feel more at home with them." "That is a good idea, Mr. Black," replied Wilkshire. "But don't you think that a strange face would be a little more attractive, perhaps, in the town? Of course you know best, but I should think a couple of smart-looking girls who were thoroughly trained in demonstrating would attract more attention and more confidence, as a matter of fact, than local girls would. You see, if some of you society folks should see a couple of girls that they know, they wouldn't have much confidence in what they said about electric appliances; but they will listen and take stock in what a stranger will say to them." I had got his point at once, and agreed with him that it would be best to have outsiders do the demonstrating. Larsen was always a pretty shrewd observer. When Wilkshire left the store, he said to me: "Boss, I learned something from that feller." "Huh," I returned. "I guess he could teach us something at that. Still, our problems in selling to the consumer are quite different from his in selling to the trade." "The same in lots of ways," Larsen remarked. "Did you notice, Boss, he never say you were wrong? He always say you right and then say something else better. 'Member it when you talk about them girls." "That was clever, wasn't it?" I exclaimed. I had not noticed it until Larsen pointed it out. In fact, I had been rather under the impression that I had had things pretty much my own way with him, but when I looked back at our whole conversation I saw that Wilkshire won his own way right along the line. "Say, that was fine!" I said, again. "We'll have to adopt that plan right here in the store, and make it a rule always to agree with what the customer suggests, tell them it is a good idea, even if it's punk, and then kind of lead 'em around to doing what we think they ought to do!" "Yes," joined in Larsen, "just like he--" here he stopped in embarrassment, so I finished his sentence for him-- "Just like Wilkshire did with me!" "Oh, well, you know what I mean, Boss." Well, to get back to the exhibition--it proved to be the feature of the fair. Those demonstrators were two of the smartest girls I ever saw in my life. Betty got a bit jealous, and said I was giving too much attention to the electrical exhibition! Here's what we sold at the exhibition during the week: One electric clothes washer, 38 electric toasters, 11 chafing dishes, 14 electric coffee percolators, 1 electric curling iron, 11 electric water heaters, 3 electric vacuum cleaners and 4 electric grills. Besides this, there were half a dozen odd items.