tantly occurred to me that I could make
good use of such goods by selling to the people about the hotels where I
traveled. I therefore accepted the package, and after looking it over,
which in all amounted to less than fifty dollars' worth, I hired a
carpenter to make me a sample case, for which I paid him five dollars.
After arranging my goods nicely in the trays, we started on the road. I
had with me also two dozen bottles of the "Incomprehensible" as a sort
of stand-by.

We visited several towns where I "hus'led" out with the polish, meeting
with fair success as usual, and managed to sell a piece of jewelry
occasionally, which netted a fair profit.

At White Cloud, Michigan, I called at the drug store of A. G. Clark &
Co. to make a small purchase. When in conversation with Mr. Clark I
mentioned that I was in the jewelry business and would be pleased to
show him my goods. He said he had never handled jewelry in connection
with his drugs, and had no idea it would pay. I persisted, however, in
showing him my line, till he at last consented, when I hastened to the
hotel for my sample case and returned at once.

When I opened the case, containing about two dozen empty trays and only
three trays of goods, Mr. Clark looked rather disgusted, and asked where
I hailed from. I reported myself on my way _in_, and was closing out my
samples and delivering on the spot.

"Oh, I see; that accounts for your empty trays."

"Certainly."

He began picking out a few pieces, and kept it up till he had selected
what he considered enough for a fair stock, and asked me to make out a
bill.

I did so, and billed it on a piece of brown paper, calling to mind my
jewelry experience of years before. The amount was twenty-nine dollars,
which he paid and I receipted in full.

If Mr. Clark reads this book it will no doubt be the first intimation he
has ever had that he was my first customer; and as he is still in
business there, and has a large show-case full of jewelry, which he
takes pride in keeping replenished often, and always favors me when
placing his orders, I take it for granted that he has never had occasion
to regret his first investment in that line.

I then called on another dealer and sold eight dollars' worth.

When I returned to the hotel I made known my success to my wife, and
declared my intention of sticking to it. She reminded me that I had
always contended that it required large capital; and wondered how I
could expe