My line is a specialty line--only fine goods--and I'll bring in a
small bunch of samples tonight about the time you close up.' Merchants
like to deal with a man who is strictly business when they both get to
doing business. Then is the time to put friendship and joking on the
shelf.

"That night at ten o'clock I was back at the store with a bundle under
my arm. The man who is too proud to carry a bundle once in a while
would better never start on the road. The proprietor whispered to the
hat buyer--I overheard the words--'Large Eastern factory'--and
together they began to look at my samples. The new buyer went to the
shelves and got out some of the goods which had come from my house to
compare with my samples,--which were just the same quality. But, after
fingering both, he said right out to the proprietor: 'There's no
comparison. I've told you all along that the factory was the place to
buy.'

"I booked my order--it was a fat one, too--solid case lots.

"'Shall I ship these from Orange Valley or Chicago?' I asked.

"'Why do you ask that?' asked the proprietor.

"'Because you have bought a bill from a firm you have dealt with for
twenty years, Blank and Company of Chicago, that I represent, and I do
not want one who has favored me to pay any extra freight. You will
pardon me, I'm sure, for not telling you the whole truth until now;
but this was the only way in which I could overcome your prejudice.'"

"That's one on me," said the merchant. "Come--boys, you are in on this