The Making of an American. Jacob August Riis

kept boarders, more every day; had to extend their tables to seat them. I saw a great opportunity and resolutely grasped it. If it was tables they wanted, tables it should be. I let all the rest of the stock go and threw myself on the tables exclusively. Town after town I filled with them. Night after night the mails groaned under the heavy orders for extension tables I sent north. From Allegheny City alone an order of a thousand dollars' worth from a single reputable dealer went home, and I figured in my note-book that night a commission of $50 for myself plus my salary.

      I could know nothing of the despatches that were hot on my trail ever since my first order came from Titusville, telling me to stop, let up on the tables, come home, anything; there was a mistake in the price. They never overtook me. My pace was too hot for that. Anyhow, I doubt if I would have paid any attention to them. I had my instructions and was selling according to orders. Business was good, getting better every day. The firm wrote to my customers, but they merely sent back copies of the iron-clad contract. They had seen my instructions, and they knew it was all right. It was not until I brought up, my last penny gone, in Rochester, near the Ohio line, that the firm established communication with me at last. Their instructions were brief: to come home and sell no more tables. They sent $10, but gave me no clew to their curious decision, with things booming as they were.

      Being in the field I considered that, whatever was up, I had a better command of the situation. I decided that I would not go home,—at least not until I had sold a few more extension tables while they were in such demand. I made that $10 go farther than $10 ever went before. It took me a little way into Ohio, to Youngstown, and then back to Pennsylvania, to Warren and Meadville and Corry. My previous training in going hungry for days came in handy at last. In the interests of commerce, I let my dinners go. So I was enabled to make a final dash to Erie, where I planted my last batch of tables before I went home, happy.

      I got home in time to assist in the winding up of the concern. The iron-clad contracts had done the business. My customers would not listen to explanations. When told that the price of those tables was lower than the cost of working up the wood, they replied that it was none of their business. They had their contracts. The Allegheny man threatened suit, if I remember rightly, and the firm gave up. Nobody blamed me, for I had sold according to orders; but instead of $450 which I had figured out as my commission, I got seventy-five cents. It was half of what my employer had. He divided squarely, and I could not in reason complain.

      I sat in the restaurant where he had explained the situation to me, and tried to telescope my ambitions down to the seventy-five-cent standard, when my eyes fell upon a copy of Harper's Weekly that lay on the table. Absent-mindedly I read an advertisement in small type, spelling it over idly while I was trying to think what to do next.

      "Wanted," it read, "by the Myers Manufacturing Company, agents to sell a patent flat and fluting iron. Samples 75 cents."

      The address was somewhere in John Street, New York. Samples seventy-five cents! I repeated it mechanically. Why, that was just the size of my pile. And right in my line of canvassing, too! In ten minutes it was on the way to New York and I had secured a provisional customer in the cook at the restaurant for an iron that would perform what this one promised, iron the skirt and flute the flounce too. In three days the iron came and proved good. I started in canvassing Jamestown with it, and in a week had secured orders for one hundred and twenty, upon which my profit would be over $80. Something of business ways must have stuck to me, after all, from my one excursion into the realm of trade; for when it came to delivering the goods and I had no money, I went boldly to a business man whose wife was on my books, and offered, if he would send for the irons, to pay for them as I took them out of the store. He made no bones about it, but sent for the irons and handed them over to me to pay for when I could. So men are made. Commercial character, as it is rated on 'change, I had none before that; but I had after. How could I disappoint a man like that?

      The confidence of the community I had not lost through my too successful trip as a drummer, at all events. Propositions came speedily to me to "travel in" pianos and pumps for local concerns. It never rains but it pours. An old schoolmate who had been ordained a clergyman wrote to me from Denmark to find him a charge among the Danish settlements out West. But neither pumps, pianos, nor parsons had power to swerve me from my chosen course. With them went bosses and orders; with the flat-iron cherished independence. When I had sold out Jamestown, I made a bee-line for Pittsburg, a city that had taken my fancy because of its brisk business ways. They were brisk indeed. Grant's second campaign for the Presidency was in full swing. On my second night in town I went to hear Horace Greeley address an open-air meeting. I can see his noble old head yet above the crowd, and hear his opening appeal. Farther I never got. A marching band of uniformed shouters for Grant had cut right through the crowd. As it passed I felt myself suddenly seized; an oilcloth cape was thrown over my head, a campaign cap jammed after, and I found myself marching away with a torch on my shoulder to the tune of a brass band just ahead. How many others of Mr. Greeley's hearers fared as I did I do not know. The thing seemed so ludicrous (and if I must march I really cared very little whether it was for Greeley or Grant) that I stuck it out, hoping as we went to come somewhere upon my hat, which had been lost in the sudden attack; but I never saw it again.