He was rather inclined to rebel against this, and said he was certain that it would often become almost necessary to spend a little money in that way in order to hold trade. I persisted that business should be conducted on business principles only, and not socially or on the strength of friendship; and it would only be necessary to call on a merchant, introduce his business at the very earliest possible moment, get through as soon as possible, and immediately take his departure; and if he had any loafing to do, do it at the hotel; and above all, to spend very little time in trying to become better acquainted. By these methods, if he didn't make a good impression he would be quite certain not to make a bad one. His _penchant_ for telling funny stories made him known to those with whom he came in contact as "the man of infinite but unpointed jest," so as a matter of precaution I requested him to always defer telling stories till his next trip. I convinced him that all successful salesmen worked from early morning till late at night, and that a dollar-a-day hotel, in a small country town, would not be a disgraceful place to spend a Sunday. The result was, he traveled the first year at a wonderfully light expense, and sold more goods than the average high-salaried salesman. He was not long, however, in becoming sophisticated, and was soon able to roll up as nice an expense account as any of the boys. The second year after I began business for myself who should call at my office one day and apply for a position as traveling agent but my old friend, Dr. Frank, who, it will be remembered, traveled through Ohio with me selling the "Incomprehensible," and whom I dubbed Doctor after we set the old lady's ankle. I had not heard from him for years, but he had been in Michigan all the time since he left me; and in consequence of having received a letter from me addressing him as Dr. Frank he had been called Doctor by every one, and so concluded to become a physician, and had spent one winter at Ann Arbor, in the Medical College, attending lectures. I hired him at once, and sent him on the road. I also engaged five other men, later in the season, and sent each of them out with a large stock of goods. They were all certain of an immense holiday trade, and were extravagant in their demands for a large stock to supply it. I had been prompt in the payment of all bills, and had become quite well acquainted with all the manufacturers. They called on me in large numbers, urging me to buy, and wouldn't take no for an answer. Each was positive that I could not run another month without their special styles, and as I could buy on long time and sell on short time I could easily see my way out.