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Page 1
To parents who regard the best interests of their children, and to
young men and women just stepping upon the world's broad stage of
action, we offer our book, in the confident belief that it contains
vital principles, which, if laid up in the mind, will, like good seed
in good ground, produce an after-harvest, in the garnering of which
there will be great joy.
TRUE RICHES.
CHAPTER I.
"A fair day's business. A _very_ fair day's business," said Leonard
Jasper, as he closed a small account-book, over which he had been
poring, pencil in hand, for some ten minutes. The tone in which he
spoke expressed more than ordinary gratification.
"To what do the sales amount?" asked a young man, clerk to the dealer,
approaching his principal as he spoke.
"To just two hundred dollars, Edward. It's the best day we've had for
a month."
"The best, in more than one sense," remarked the young man, with a
meaning expression.
"You're right there, too," said Jasper, with animation, rubbing his
hands together as he spoke, in the manner of one who is particularly
well pleased with himself. "I made two or three trades that told
largely on the sunny side of profit and loss account."
"True enough. Though I've been afraid, ever since you sold that piece
of velvet to Harland's wife, that you cut rather deeper than was
prudent."
"Not a bit of it--not a bit of it! Had I asked her three dollars a
yard, she would have wanted it for two. So I said six, to begin with,
expecting to fall extensively; and, to put a good face on the matter,
told her that it cost within a fraction of what I asked to make the
importation--remarking, at the same time, that the goods were too
rich in quality to bear a profit, and were only kept as a matter of
accommodation to certain customers."
"And she bought at five?"
"Yes; thinking she had obtained the velvet at seventy-five cents a
yard less than its cost. Generous customer, truly!"
"While you, in reality, made two dollars and a half on every yard she
bought."
"Precisely that sum."
"She had six yards."
"Yes; out of which we made a clear profit of fifteen dollars. That
will do, I'm thinking. Operations like this count up fast."
"Very fast. But, Mr. Jasper"--
"But what, Edward?"
"Is it altogether prudent to multiply operations of this character?
Won't it make for you a bad reputation, and thus diminish, instead of
increasing, your custom?"
"I fear nothing of the kind. One-half the people are not satisfied
unless you cheat them. I've handled the yardstick, off and on, for the
last fifteen or twenty years, and I think my observation during that
time is worth something. It tells me this--that a bold face, a smooth
tongue, and an easy conscience are worth more in our business than
any other qualities. With these you may do as you list. They tell far
better than all the 'one-price' and fair-dealing professions, in which
people have little faith. In fact, the mass will overreach if they
can, and therefore regard these 'honest' assumptions with suspicion."
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