This sort of competition I could not meet, not only as a matter
of principle based on the idea that "the laborer is worthy of his
hire," but because I could not afford to do business for nothing.

Despite the handicap of youth and unfair competition, I kept steadily
at work increasing the strength of my position where it was already
established, and striving to the utmost to get a foothold where I
had not yet secured it.

At the end of the year, when the books were balanced, I found that
I had made about twenty-five hundred dollars, as compared with
twelve thousand dollars made by Mr. Derham the year previous.

This was most unsatisfactory to me, for while of course it was
a much larger income than I had ever before earned, it was so far
below my expectations that I could not but feel keen disappointment.

Still, I knew that I now possessed a business, and as the prospects
were good I started the new year with courage and the determination
to make a better showing.

Early in the year two incidents occurred that helped me immensely.

The largest consumers in our line were the oil refiners, all of
whom have since been absorbed by the Standard Oil Company.

These concerns were heavy buyers, and Mr. Thomas Derham had the
preference on their business. From the first I had struggled to get
a share of it, without having made them, after a year of constant
effort, a single sale. Still, I made a daily call on each and