Relatives often assume a fussy patronizing management which outsiders never do. And so at twenty we find Cobden cutting loose from relatives. He went to work as a commercial traveler selling cotton prints. That English custom of the "commercial dinner," where all the "bagmen" that happened to be in the hotel dine at a common table, as a family, and take up a penny collection for the waiter, had its rise in the brain of Cobden. He thought the traveling salesman should have friendly companionship, and the commercial dinner with its frank discussions and good-fellowship would in degree compensate for the lack of home. This idea of brotherhood was very strong in Richard Cobden's heart. And always at these dinners he turned the conversation into high and worthy channels, bringing up questions of interest to the "boys," and trying to show them that the more they studied the laws of travel, the more they knew about commerce, the greater their power as salesmen. His journal about this time shows, "Expense five shillings for Benjamin Franklin's 'Essays,'" and the same for "'Plutarch's Lives.'" And from these books he read aloud at the bagmen's dinners. Cobden anticipated in many ways that excellent man, Arthur F. Sheldon, and endeavored to make salesmanship a fine art. From a salesman on a salary, he evolved into a salesman on a salary and commission. Next he made a bold stand with two fellow-travelers and asked for the exclusive London agency of a Manchester print-mill. A year later he was carrying a line of goods worth forty thousand pounds on unsecured credit. "Why do you entrust me with all these goods when you know I am not worth a thousand pounds in my own name?" And the senior member of the great house of Fort, Sons and Company answered: "Mr. Cobden, we consider the moral risk more than we do the financial one. Our business has been built up by trusting young, active men of good habits. With us character counts." And Cobden went up to London and ordered the words, "Character Counts!" cut deep in a two-inch oak plank which he fastened to the wall in his office. At twenty-seven his London brokerage business was netting him an income of twelve hundred pounds a year. It seems at this time that Fort and Sons had a mill at Sabden, which on account of mismanagement on the part of superintendants had fallen into decay. The company was thinking of abandoning the property, and the matter was under actual discussion when in walked Cobden. "Sell it to Cobden," said one of the directors, smiling. "For how much?" asked Cobden. "A hundred thousand pounds," was the answer. "I'll take it," said Cobden, "on twenty years' time with the privelege of paying for it sooner if I can." Cobden had three valuable assets in his composition--health, enthusiasm and right intent. Let a banker once feel that the man knows what he is doing, and is honest, and money is always forthcoming.