At the end of December I found my income had been cut in half. I had made but fifteen thousand dollars, but the year had been so enjoyable in my home life I was entirely satisfied. The additional time dull business had permitted me to spend with my family was worth all it cost. CHAPTER XXI THE DAM GIVES WAY Dull business, the dam which checked the onward flow of the stream of our prosperity in 1885, was slowly but steadily carried away in the early months of 1886. Consumers and dealers again became liberal buyers and their lead was soon followed by the speculative fraternity. Our office was crowded with business and a further increase in the clerical force was imperative. Long hours and hard work was the rule, while resulting profits continually mounting higher was the reward. Our customers as a class were a fine lot of men, all of substantial means, most of them wealthy. We had no friction, we were popular with all, and other things being equal we commanded the preference from almost the entire trade. Of course, some competition had developed--our success was sure to attract it; but it was still of insignificant proportions, and we gave it no thought. We had been first in the field and our position was well entrenched. As to the speculative branch, there we had no competition. It required banking facilities and credit to do that business, Our competitors had neither, while we were prepared to handle any proposition that might be presented, regardless of the amount of money involved. Our London connection had now become very valuable to us and was the source of a good proportion of our profits. Business between the two markets was of almost daily occurrence, while the quantities dealt in were large. Our speculative customers were of great help to us in this direction and indeed we could not have properly taken care of them if we had depended on the New York market alone. They had increased in numbers, and finding the business profitable their individual operations became more important. How true it is that "nothing succeeds like success." Our success had become known by this time, not only to every one in the trade, but also to many outside of it. Large banking houses, known to us at that time only by reputation, sought our business, offering most flattering terms and unusual facilities. Friends, acquaintances, and not a few strangers begged of us to accept large amounts of money for speculative operations at our discretion. Large consumers discontinued asking us for quotations and sent us their orders without limit as to price. So great was the confidence of the consuming trade in our judgment that a letter from us advising them to cover their requirements for any specified period never failed to bring the orders.