clerk, Fred, got it into his head that the business belonged to him,
and he tried to run it. But Logan wouldn't stand for this sort of work
and "called him down." The clerk became "toppy" and Logan discharged
him.

But, still, Fred had a fairly good standing in the town and interested
an old bachelor, a banker, who had a nephew that he wanted to start in
business. He furnished Fred and his nephew with $10,000 cash capital;
the three formed a partnership to open a new store and "buck" Logan.
Well, you know it is not a bad thing to "stand in" with the head clerk
when you wish to do business in an establishment. So I had always
treated Fred right and he liked me and had confidence in me. In fact,
it's a poor rule to fail to treat all well. I believe that the "boys"
on the road are the most tolerant, patient human beings on earth. To
succeed at their business they must be patient and after a while it
becomes a habit--and a good one, too.

You know how it goes! A merchant gets to handling a certain brand of
goods which is no better than many others in the same line. He gets it
into his head that he cannot do without that particular line. This is
what enables a man on the road to get an established trade. The clerks
in the store also get interested in some special brand because they
have customers who come in and ask for that particular thing a few
times. They do not stop to think that the man who comes in and asks
for a Leopard brand hat or a Knock-'em-out shoe does not have any
confidence in this special shoe or hat, but that he has confidence in
the establishment where he buys it.

So, when I was in Logan's town to sell him his usual bill, his clerk
hailed me from across the street and came over to where I stood. He