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Updated: October 28, 2026
One of his salesmen, as we all sat together at the table, asked him: "Mr. Blank, how many years have you been doing the one-price, plain-figure business?" ""A little over four years," said he. ""And how old are you?" the salesman asked. ""Fifty-five," was the answer. ""In other words," said he, "you have been a thief for over half a century."
"'I feel like a certain clothing manufacturer felt for a long time. I was talking with him at luncheon the other day; he is a man who marks his goods in plain figures. If the salesman, by mistake, sold a ten dollar suit for eleven dollars, the goods when shipped out are billed at ten dollars. He is the one, gentlemen, who put this plain-figure idea into my head.
Then you will gain his confidence and he will have more confidence in you, the plain-figure man, than he will in the character-price man from whom he might have been buying for years. "'Judgment is scarcely a factor in business; even many good merchants are not judges of goods. They are all free to confess this. The best merchant is the best judge of men.