customer, personally.

The floorwalker--or the "head usher," as he was called--was either the
proprietor or his personal representative. Stewart never offered to
shake hands with a customer, no matter how well he knew the lady, but
bowed low, and with becoming gravity and gentle voice inquired her
wishes. He then conducted her to the counter where the goods she wanted
were kept. As the clerk would take down his goods Stewart had a way of
reproving the man thus: "Not that, Mr. Johnson, not that--you seem to
forget whom you are waiting on!" When the lady left, Stewart
accompanied her to the door. He wore a long beard, shaved his upper
lip, and looked like a Presbyterian clergyman making pastoral calls.
Silks, dress-goods and laces gradually grew to be the A. T. Stewart
specialties. That the man had taste and never ran stripes around a stout
lady, or made a very slim one look more so, is a matter of history. "I
have been hoping you would come, for we have a piece of silk that seems
to have been made for you. I ordered it put aside until you could see
it. Mr. Johnson, that silk pattern, please, that I told you not to show
to any one until Mrs. Brevoort called. Thank you; yes, that is the one."

Then there were ways of saying, "Oh, Mr. Johnson, you remember the
duplicate of that silk-dress pattern which was made for Queen
Victoria--I think Mrs. Astor would like to examine it!" Thus was
compliment fused with commerce and made to yield a dividend.

* * * * *

The prevailing methods in trade are always keyed by the public. The
merchant is part of the public; he ministers to the public. A public
that demands a high degree of honesty and unselfish service will get it.
Sharp practise and double-dealing among the people find an outcrop in
public affairs. Rogues in a community will have no trouble in finding
rogue lawyers to do their bidding. In fact, rogue clients evolve rogue
attorneys. Foolish patients evolve fool doctors. And superstition and
silliness in the pew find a fitting expression in the pulpit.

The first man in New York to work the "Cost-Sale" scheme was A. T.
Stewart. In Eighteen Hundred Thirty he advertised: "Mr. A. T. Stewart,
having purchased a large amount of goods, soon to arrive, is obliged, in
order to make room for these, to dispose of all the stock he has on
hand, which will be sold at Actual Cost, beginning Monday at eight A. M.
Ladies are requested to come early and avoid