Heart-Histories and Life-Pictures

"But, Mr. May, you know very well that you didn't want me to say any thing against Jane to hurt her character."

"True. And it is hard to injure a poor fellow creature by blazoning her faults about. But I had no idea that Jane was such a wretch!"

"We knew that she would steal, and that she was unkind to children; and yet, we agreed to recommend her to Mrs. Campbell."

"But it was purely out of kind feelings for the girl, Ella."

"Yes. But is that genuine kindness? Is it real charity? I fear not."

Mr. May was silent. The questions probed him to the quick. Let every one who is good-hearted in the sense that Mr. May was, ask seriously the same questions.

SLOW AND SURE

"YOU'D better take the whole case. These goods will sell as fast as they can be measured off."

The young man to whom this was said by the polite and active partner in a certain jobbing house in Philadelphia, shook his head and replied firmly—

"No, Mr. Johnson. Three pieces are enough for my sales. If they go off quickly, I can easily get more."

"I don't know about that, Mr. Watson," replied the jobber. "I shall be greatly mistaken if we have a case of these goods left by the end of a week. Every one who looks at them, buys. Miller bought two whole cases this morning. In the original packages, we sell them at a half cent per yard lower than by the piece."

"If they are gone, I can buy something else," said the cautious purchaser.

"Then you won't let me sell you a case?"

"No, sir."

"You buy too cautiously," said Johnson.

"Do you think so?"

"I know so. The fact is, I can sell some of your neighbors as much in an hour as I can sell you in a week. We jobbers would starve if there were no more active men in the trade than you are, friend Watson."

Watson smiled in a quiet, self-satisfied way as he replied—

"The number of wholesale dealers might be diminished; but failures among them would be of less frequent occurrence. Slow and sure, is my motto."

"Slow and sure don't make much headway in these times. Enterprise is the word. A man has to be swift-footed to keep up with the general movement."

"I don't expect to get rich in a day," said Watson.

"You'll hardly be disappointed in your expectation," remarked Johnson, a little sarcastically. His customer did not notice the feeling his tones expressed, but went on to select a piece or two of goods, here and there, from various packages, as the styles happened to suit him.

"Five per cent. off for cash, I suppose," said Watson, after completing his purchase.

"Oh, certainly," replied the dealer. "Do you wish to cash the bill?"

"Yes; I wish to do a cash business as far as I can. It is rather slow work at first; but it is safest, and sure to come out right in the end."

"You're behind the times, Watson," said Johnson, shaking his head. "Tell me—who can do the most profitable business, a man with a capital of five thousand dollars, or a man with twenty thousand?"

"The latter, of course."

"Very well. Don't you understand that credit is capital?"

"It isn't cash capital."

"What is the difference, pray, between the profit on ten thousand dollars' worth of goods purchased on time or purchased for cash?"

"Just five hundred dollars," said Watson.

"How do you make that out?" The jobber did not see the meaning of his customer.

"You discount five per cent. for cash, don't you?" replied Watson, smiling.

"True. But, if you don't happen to have the ten thousand dollars cash, at the time you wish to make a purchase, don't you see what an advantage credit gives you? Estimate the profit at twenty per cent. on a cash purchase, and your credit enables you to make fifteen per cent. where you would have made nothing."

"All very good theory," said Watson. "It looks beautiful on paper. Thousands have figured themselves out rich in this way, but, alas! discovered themselves poor in the end. If all would work just right—if the thousands of dollars of goods bought on credit would invariably sell at good profit and in time to meet the purchase notes, then your credit business would be first rate. But, my little observation tells me that this isn't always the case—that your large credit men are forever on the street, money hunting, instead of in their stores looking after their business. Instead of getting discounts that add to their profits, they are constantly suffering discounts of the other kind; and, too often, these, and the accumulating stock of unsaleable goods—the consequence of credit temptations in purchasing—reduce the fifteen per cent. you speak of down to ten, and even five per cent. A large business makes large store-expenses; and these eat away a serious amount of small profits on large sales. Better sell twenty thousand dollars' worth of goods at twenty per cent. profit, than eighty thousand at five per cent. You can do it with less labor, less anxiety, and at less cost for rent and clerk hire. At least, Mr. Johnson, this is my mode of reasoning."

"Well, plod along," replied Johnson. "Little boats keep near the shore. But, let me tell you, my young friend, your mind is rather too limited for a merchant of this day. There is Mortimer, who began business about the time you did. How much do you think he has made by a good credit?"

"I'm sure I don't know."

"Fifty thousand dollars."

"And by the next turn of fortune's wheel, may lose it all."

"Not he. Mortimer, though young, is too shrewd a merchant for that. Do you know that he made ten thousand by the late rise in cotton; and all without touching a dollar in his business?"

"I heard something of it. But, suppose prices had receded instead of advancing? What of this good credit, then?"

"You're too timid—too prudent, Watson," said the merchant, "and will be left behind in the race for prosperity by men of half your ability."

"No matter; I will be content," was the reply of Watson.

It happened, a short time after this little interchange of views on business matters, that Watson met the daughter of Mr. Johnson in a company where he chanced to be. She was an accomplished and interesting young woman, and pleased Watson particularly; and it is but truth to say, that she was equally well pleased with him.

The father, who was present, saw, with a slight feeling of disapprobation, the lively conversation that passed between the young man and his daughter; and when an occasion offered, a day or two afterwards, made it a point to refer to him in a way to give the impression that he held him in light estimation. Flora, that was the daughter's name, did not appear to notice his remark. One evening, not long after this, as the family of Mr. Johnson were about leaving the tea-table, where they had remained later than usual, a domestic announced that there was a gentleman in the parlor.

"Who is it?" inquired Flora.

"Mr. Mortimer," was answered.

An expression of dislike came into the face of Flora, as she said—

"He didn't ask for me?"

"Yes," was the servant's reply.