well that he can do something else."

That same young fellow went from floor to floor. In less than two
years he was on the road and made a brilliant record for the house.
To-day he is general salesman for the state of Texas for a very large
wholesale hardware house and is making several thousand dollars each
year.

If a wholesaler cannot find a man who is experienced in his line in
the territory that he wishes to cover, and cannot get a good
experienced road man at all, the next best ones he turns to are his
own stock boys. In fact, the stock is the training school for men on
the road.

A bright young man, wherever he may be, if he wishes to get on the
road, should form the acquaintance of traveling men, because lightning
may sometime strike him and he will have a place before he knows it. A
gentleman who is now manager of a large New York engraving house once
told me how he hired one of his best salesmen.

"When I was on the road my business used to carry me into the
colleges. Our house gets up class invitations and things of that kind.
Now I got this man in this way," said he: "I especially disliked going
to the Phillips-Exeter Academy at Exeter, New Hampshire, owing to the
poor train service and worse hotel accommodation.

"The graduating class at this academy had a nice order to place, and I
called with original designs and prices. The committee refused to
decide until they had received designs and prices from our
competitors, so there was nothing else to do but bide-a-wee. When I