Twenty Years of Hus'ling
heard the doors opening and closing and a general rustling about through
the rooms, when suddenly the front door opened just far enough to admit
me and I landed in the hall-way with a single bound. The lady recognized
me and said:
"Here you are again."
"Yes'm here I am and I am here to convince you that I am no
house-burglar nor highway robber I am here with a valuable article which
you can not afford to be without nor can any other housekeeper and were
I to leave without showing it you would always pride yourself on getting
rid of one impostor I must insist on showing you the value of my
preparation which I can do on the hat-tree here in the hall."
I then began polishing, and kept up a ceaseless run of talk, much to the
disgust of her highness, who insisted that all peddlers and agents were
tramps, virtually speaking. I managed however, to do most of the talking
and at last convinced her from its rapid drying qualities that it was
almost indispensable. I then closed a sale with her, and as she had been
so very courteous and complimentary in her opinion of agents and
peddlers, I let her have two bottles for three dollars.
The third house I visited was that of a middle-aged gentleman who, after
purchasing a bottle of my renovator, expressed a desire to become an
agent for its sale. I informed him that I was sole proprietor and could
give him a very good chance. He asked what I would take for Washtenaw
County, Michigan. I saw at once that he was anxious to invest in
territory, and as my preparation was not patented, I decided to
accommodate him by letting him have the exclusive sale of it in that
county for a reasonable consideration. I proposed to let him have the
agency for that county for fifty dollars. The idea pleased him, but he
thought the price rather high. He had raised a very fine garden and had
a nice lot of vegetables in his cellar, which he showed me with a good
deal of pride. While looking them over I took a careful inventory of
every thing and became satisfied that he had enough stowed away for two
families, and as soon as we returned from the cellar I began negotiating
for a portion of each kind. His wife as well as himself was elated with
the prospect of trading some of the products of their garden for a good
paying business, and in less than an hour I closed a deal, immediately
ordered a team and after loading up with potatoes, beets, turnips,
apples, cabbage, etc., and receiving ten dollars in cash drove home with
vegetables enough to last us several weeks.
I gave the gentleman a written agreement that he could have the
exclusive sale for the polish in the said County. After the trade was
made he asked me where he was going to get the polish, and wanted me to
give him the recipe for making it. This I refused to do but explained
that I could furnish it to him at a certain price per dozen. He then
wanted to know if I had any other agents traveling. I told him I had
not.
He then asked if I cared if he sold in other Counties. I answered him
that I did not.
"Well," he next asked, "what in Heaven's name have I been paying you
for, any how?"
"Experience," I answered.
He became excited, and said he didn't need experience.
I told him I thought he did, and that I considered the price very low
for the amount I had let him have.
After chaffing him a few moments and getting him exceedingly nervous, I
gave him the recipe with full instructions in the manner of making
sales. This pleased him, and he began preparations for canvassing
outside of town.
I then visited a wood-yard with a view to purchasing a load, but found
it would cost about as much for a cord of wood in Ann Arbor as it would
for a farm in Dakota. I then inquired of the proprietor how other poor
devils managed to keep warm in the town.
I was told that many of them used coke at ten cents per bushel, procured
at the gas works.
My landlady informed me that she could furnish us with a stove (in place
of the one we were using) that would burn coke. I consented to allow her
to make the exchange, and borrowing a wheel-barrow started for the gas
factory where I bought a bushel.
When I returned the new stove was ready and I began starting a fire. It
took about two hours time and the whole bushel of coke to start it, and
I was obliged to "hus'le" back after another load forthwith. We were
successful in getting a good fire started, but very soon discovered that
it required a full bushel of coke at a time in the fire-box to keep it
up, even during moderate weather.
We were quite well satisfied, however, for several days, or until the
extreme cold weather set in, when by being obliged to open the drafts of
our stove to get sufficient heat, we discovered it took about two
bushels at a time constantly in the stove to keep it running, and to my
disgust I found at such times that the old stove would burn about a
bushel a minute. Thus I had the poor satisfaction of seeing my money
float up the chimney at the rate of about ten cents a minute. I didn't
even have the satisfaction of enjoying this expensive luxury, as I was
compelled to divide my time between hauling coke with the old
wheel-barrow and "hus'ling" out with the polish to raise money to pay
for it and our provisions. However I was not a continual sufferer from
cold, although still wearing my summer clothes, as this constant
"hus'ling" kept me in a sultry condition both mentally and physically.
Time passed on bringing very little change to my straitened
circumstances. I was illy prepared to withstand the severity of a
Michigan winter. I had no hose except half worn cotton ones, no warm
underwear or over-shoes which I sorely needed in my endless tramping
from house to house, and no overcoat until February. The only articles
of winter apparel I had were a pair of woolen mittens and a pair of ear
mufflers, both of which I got from an old lady in exchange for furniture
polish, and which will be seen illustrated in the photograph I sent to
my mother while in this sorry condition.
It was the night before Christmas, and the contents of my pocket-book
were meager indeed. Pedestrians were hurrying to and fro, arms and
pockets filled with packages to gladden the hearts of the loved ones at
home. My naturally buoyant spirits fell to zero as I thought of my wife
and baby boy and realized that I had nothing for them with which to make
merry on the morrow.
I turned my steps homeward well-nigh disheartened. My sales had been
slow that day owing to the universal purchasing of holiday goods and the
scarcity of money left in the family purse. However, I suddenly
determined to make one more effort, and see what might be my success in
effecting another sale before going home. I therefore called at a
spacious stone front mansion, was admitted by the servant and ushered
into the handsomely furnished parlor to await the coming of the
mistress.
It was a home of luxury, evidenced by the rich carpets, elegant pieces
of furniture, paintings of well-known artists and beautiful bric-a-brac
in an expensive cabinet.
There was no biting chill from Jack Frost in this home. In the short
time I sat there I wondered if the occupants appreciated the good things
around them. How could they, if they had never known hunger and cold and
discomfort?
These queries kept entering my mind:
"Will such furniture as this ever be mine? Will I ever be the owner of a
stove as nice as that base-burner? Will carpets as luxurious as these
ever belong to me? Will I ever be able to dress comfortably and
genteelly?"
It would be a very difficult matter to describe to the reader my
thoughts on that occasion. (I will add that I made a sale.)
In these later years when my income has been sufficient to warrant me
in buying any thing I desire for personal comfort, I often think of the
cheerless experiences of that winter. And I can truthfully say that my
heart goes out to the homeless and destitute, and I am always willing to
extend a helping hand to those who show a willingness to help
themselves.
That was a long winter, take it all in all; but we managed to get three
meals a day, notwithstanding I had an attack of bilious fever which made
matters look very gloomy.
For several years I had never failed to have one of these attacks in the
winter.
Realizing what to expect when the usual symptoms--chills--began to
overpower me, I decided at once to make some sort of provision for my
family.
I called at a butcher shop, and after ordering twenty pounds of
beef-steak and getting it in my possession I asked the butcher to charge
it. He said he didn't care to do business in that way. I told him I
didn't care to either but----
"But," he interrupted "_I_ don't have to do business that way."
"Well sir, I do. So you see that's the difference between you and me,
and as possession is about ten points of law I guess you will do better
and will no doubt get your pay more quickly if you will quietly submit
to my proposition."
I then explained to him my circumstances.
He asked why I didn't explain in the first place.
I replied "because I needed the meat."
Then he asked my name and said he hoped I would be honest with him.
I next called at a grocery and gave quite an extensive order to be
delivered at our room.
In about an hour the groceries and a sack of flour were brought to the
door. I ordered them inside, and then the bill was presented. I folded
it and put it my pocket, saying:
"Just tell Mr. ---- to charge this."
"All right sir," the boy replied and drove off.
In less than twenty minutes the proprietor came rushing down fairly
frothing at the mouth, and in a high state of exasperation rapped at the
door, and when admitted asked excitedly what in thunder I meant.
I coolly explained that we simply meant to try and exist another day or
two if buckwheat flour and coffee and sugar would keep us alive.
He said I couldn't live on his flour and coffee.
I politely informed him that I had no use for his, as I had plenty of my
own just then.
"Well, why in thunder did you come and 'stand me off' in this way if you
had plenty of your own?"
"But my dear sir, I had none of my own before I called on you."
"The devil you hadn't. And do you claim sir, that you own the things
just delivered from my store?"
"Of course I do, but I don't deny that I owe you, and am willing to
confess judgment if you wish me to do so."
After he had cooled off a little I stated my condition, when he too
asked why I didn't explain in the beginning.
I answered that I had been on earth too long to take any such chances.
I had a siege of about ten days' sickness, after which I "hus'led" out,
and by extra exertion managed to accumulate money enough to pay up my
grocery and butcher bills. This greatly pleased the proprietors, and
proved the means of making them my best friends, and just such as might
come very convenient to have, in case of absolute necessity.
During my several months' absence from home my correspondence with my
mother had been more limited than usual. I felt that during my entire
career I had never shown a disposition to loaf or to sponge my living.
While I had frequently been assisted, I had kept a strict account of
every dollar, and had regarded it, in each instance, as a business loan,
expecting to pay it back some day; and had never asked for assistance
except when I actually needed it. It was impossible at that time for me
to understand my mother's policy in abruptly refusing me aid, when I
felt that she was at least able to assist me a little.
At any rate, I was immensely "red-headed" all the time, and declared
that I would fight it out on that line, if I had to wear my summer
clothes all winter. I had declared that I would never return home till I