man has been with a house a long time.

"'How's beezness this season?' said he.

"'Oh, it's holding up to the usual mark,' I said like an old timer.

"'Who do you sell in Denver?' said he.

"That was a knocker. 'Denver is a hard town to do business in,' said
I. 'In cities, you know, the big people are hard to handle and the
little ones you must look out for.' That was another strong point; I
wanted him to see that I didn't care to do business with shaky
concerns.

"'Vell,' said he after a while, 'you shouldt haf a stronger line and
den you could sell de beeg vons.'

"'Yes, but it is a bad thing for a man to change,' said I. I knew that
I was already hired and I was striking him for as big a guaranty as I
could get, and my game worked all right because he asked me to take
supper with him that night in the Springs and before we left the table
he hired me for the next year.

"I came very near not fulfilling my contract, though, because after I
had promised the old man I would come to him he said, 'Shake and haf a
seecar,' and I had to smoke another Lottie Lee."

It is on the still hunt that the best men are trapped. Experienced
salesmen--good ones--always have positions and are not often looking
for jobs. To get them the wholesaler must go after them and the one