e, and sold
more goods than the average high-salaried salesman.

He was not long, however, in becoming sophisticated, and was soon able
to roll up as nice an expense account as any of the boys.

The second year after I began business for myself who should call at my
office one day and apply for a position as traveling agent but my old
friend, Dr. Frank, who, it will be remembered, traveled through Ohio
with me selling the "Incomprehensible," and whom I dubbed Doctor after
we set the old lady's ankle. I had not heard from him for years, but he
had been in Michigan all the time since he left me; and in consequence
of having received a letter from me addressing him as Dr. Frank he had
been called Doctor by every one, and so concluded to become a physician,
and had spent one winter at Ann Arbor, in the Medical College,
attending lectures. I hired him at once, and sent him on the road. I
also engaged five other men, later in the season, and sent each of them
out with a large stock of goods. They were all certain of an immense
holiday trade, and were extravagant in their demands for a large stock
to supply it.

I had been prompt in the payment of all bills, and had become quite well
acquainted with all the manufacturers. They called on me in large
numbers, urging me to buy, and wouldn't take no for an answer. Each was
positive that I could not run another month without their special
styles, and as I could buy on long time and sell on short time I could
easily see my way out.

About two months before the holidays, the bottom fell completely out of
the fall trade. My agents began to complain, and each advised me not to
buy any more goods. They were too late, however, as I had bought goods
enough to supply a dozen agents. Their sales amounted to simply nothing.
A day or two before Christmas they began straggling in, one after
another, with their trunks and sample-cases full of goods.

My safe, and every nook and corner of my office, were all filled with
goods; and when my bills became due I had nothing _but_ goods. Two
weeks after the holidays I sent my men out again and kept them hus'ling.
Of course they were bound to sell more or less goods, but it was up-hill
work.

I gave my particular attention to satisfying Eastern creditors, and
managed to do so more by writing letters and acknowledging my
indebtedness, and promising fair dealing, than by making remittances. As
fast as any one of the last five agents I had hired wo