On the Monday succeeding, Scott started on his trip with a supply of samples and full instructions. His route extended as far as Cleveland, including Albany and the principal towns in New York State, besides some in Ohio.

He traveled slowly, having been told to make a thorough canvass¹ of the places he visited.

He was everywhere well received. His bright, pleasant manner made friends, and though sometimes his youth proved at first an obstacle, in a short time he won the confidence of customers. It became clear that he understood his business.

"You are rather young to represent such a large firm as Tower, Douglas & Co," said a careful Scotch² merchant in Syracuse.

"I think so myself," answered Scott, good-humoredly.

"Have they any other drummers as young?"

[Pg 203]

"I don't think so. In fact, I know they have not."

"How did they come to make an exception in your case?"

"I don't know, unless it was out of kindness."

"Then you don't think it was because you were extra smart?" asked the merchant, pointedly³.

"Time will show whether I am or not," said Scott, smiling.

"Well, I will ask you a few questions, and then I can judge for myself."

Scott answered these questions freely and intelligently. He seemed to understand the different qualities of the goods he carried, and would not allow himself to make any claims for them that could not be substantiated⁴. As a result, Mr. Cameron bought a large order.

"I begin to understand why you were selected," he said.

"I hope you think the firm was justified⁵."

"I do. You understand your business, and you make no misrepresentations."

"Thank you, sir."

"If ever you leave your present place I will give you a position."

"Thank you still more. I will remember it."

[Pg 204]

At Elmira, Scott received the following in a letter from Mr. Douglas, the junior partner: "You are doing finely. You are beating the record."

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