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Updated: May 17, 2025
"But," said I, and very cautiously, "don't you find some trade that will insist on having the other brands?" "Yes, and they can go somewhere else and get them. I wouldn't buy a U. M. C. cartridge if there never was any other. Reachum uses their goods to cut prices with, and, d n 'em! they can sell him, but they can't sell me." I finished the bill, then chatted awhile with him about trade.
"I didn't know he was a whistler." "He is; he's always whistling under his breath as if he was trying to catch the extra 2 1/2 on cartridges." "Are you handling the U. M. Co. cartridges?" "Yes; got them of Simmons. He offered to discount Reachum and I gave him the chance. What are you doing on cartridges?" "60 and 10." This was cost, but I saw he had a good stock.
"He's a lightning fellow; well posted; good natured; sharp as a needle, and a mighty sight better than his house. If he was in business for himself I'd buy all my goods of him." Yes, that was interesting; but I had other fish to fry. "Do you need any Lafoucheaux guns?" "Yes, if I can buy them right." "I will meet any price given you by Reachum, Simmons, or Hibbard Spencer."
I know you can buy of Reachum and Shiverhim & Gaily for $7.65, but there is all of $2 difference in the goods, and the man who should appreciate this the quickest is the retailer." "But I can't get a cent more for this gun than for the others; buyers will not discriminate." "You give them no opportunity.
But I want to sell you." "To be sure; to be sure!" He said this as a man might humor a child, and as if he fully understood all that was in my mind. "Tom, do we need any bull-dogs?" "No, sir; got 50 on the way from Reachum at $2.70." I probably looked as disappointed as I felt, for Whipper's voice took on a very sympathetic tone. "You could not touch $2.70?" he asked. "No, sir."
He seemed to enjoy it, and to pick up a good many items from it. "Yes," he said, "business is becoming less profitable every year. The idiots who are going to get rich by selling flour at 25 cents a barrel less than cost, simply by doing a h l of a business, are multiplying. Reachum can probably sell goods close and make money, as he has no traveling men; his principal expense is his postal cards.
It's a pretty good plan not to disagree with a man at any time, but it's especially a wise course about this time. "I can buy them," said he, "at $9." "Yes? That beats me; $10.50 is best I can do. Who quotes at $9?" "Why, Reachum does. So does Tryon's man. Do you know him?" "I do not."
I dared not sell Parker's guns at any such price, yet the man would cancel the order and probably always have a grudge against the house unless I sold him now. I could not believe that Reachum had made this price, and yet there was no telling what that house might or might not do. "How many Parker guns do you want?" I asked. "I don't want any.
We now get two postals a day from Reachum, and I expect to see them coming oftener by and by. Tom, where's Reachum's last card?" "I don't know; I toss them in the waste basket when I come across them." "Don't do it again; I want to make a collection of them in an album. So $2.85 is the best you can do?"
"There must be a mistake somewhere," said I, "for the goods cost that at the factory in largest lots." "There was no mistake," he said sharply; "I know what I am talking about. The discount offered was 25 and 10." I hastened to assure him that I had not meant that he was mistaken, but that Reachum must have made a mistake.
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