four dollars.

"Thrown away? No, sir. I'll give that much, every day of the week, to
get the attention of a large dealer. Twenty-four dollars are made in a
minute and a half by a traveling man when he gets to doing business
with a first-class merchant.

"The proprietor, Hobson, was not then in. When I dropped in that
afternoon, I asked him if he would see my samples.

"'No, sir, I will not,' he spoke up quickly. 'To be plain with you, I
do not like the way in which you are trying to influence my clerks.'

"There was the critical--the 'psychological'--moment. Weakness would
have put an end to me. But this was the moment I wanted. In fact, I
have at times deliberately made men mad just to get their attention.

"'Hobson,' I flashed back, 'You can do just as you please about
looking at my goods. But I'll tell you one thing: I have no apology to
offer in regard to your clerks. You bought my goods and buried them. I
know they are good, and I want you to find it out. I have put them on
the heads of your men because I am not ashamed to have them wear them
before your face. You can now see how stylish they are. In six months
you will learn how well they wear. I would feel like a sneak had I
stealthily slipped a twenty dollar gold piece into the hand of your
hat man and told him to push my goods. But I haven't done this. In
fact I gave a hat to nearly every clerk you have except your hat man.
He was away. Even your delivery boy has one. You owe me an apology,
sir; and I demand it, and demand it right now! I've always treated you
as a gentleman, sir; and you shall treat me as such.' Then, softening