"This will never do, thought I; they shall crack well that persuade me to sell at random again.—Accordingly, I thenceforth took good care of all my sales that came to any amount. My rule was, to sell my little things, such as wool, lambs, and fat sheep, worth the money; and not to part with them till I got the price in my hand. This plan I never rued; and people finding how the case stood, I had always plenty of merchants; so that I would recommend it to every man who depends for procuring the means of living on business such as mine. What does it signify to sell your stock at a great price, merely for a boast, if you never get the money for it? It will be long ere that make any one rich or independent! This did all very well, but still I found, on looking over my accounts at the end of the year, that there were a great many items in which I was regularly taken in. My shoemaker charged me half-a-crown more for every pair of shoes than I could have bought them for in a market for ready money; the smith, threepence more for shoeing them. My haberdasher's and tailor's accounts were scandalous. In shirts, stockings, knives, razors, and even in shirt-neck buttons, I found myself taken in to a certain amount. But I was never so astonished, as to find out, by the plain rules of addition and subtraction, assisted now and then by the best of all practical rules—(I mean the one that says, 'if such a thing will bring such a thing, what will such and such a number bring?')—to find, I say, that the losses and profits in small things actually come to more at the long-run, than any casual great slump loss, or profit, that usually chances to a man in the course of business. Wo to the man who is not aware of this! He is labouring for that which will not profit him. By a course of strict economy, I at length not only succeeded in clearing off the debt I had incurred, but saved as much money as stocked the farm of Windlestrae-knowe. That proved a fair bargain; so, when the lease was out, I took Doddysdamms in with it; and now I am, as you see me, the Laird of J—s—y, and farmer of both these besides. My success has been wholly owing to this:—misfortune made me cautious—caution taught me a lesson which is not obvious to every one, namely the mighty importance of the two right-hand columns in addition. The two left-hand ones, those of pounds and shillings, every one knows the value of. With a man of any common abilities, those will take care of themselves; but he that neglects the pence and farthings is a goose!"—
Any one who reads this will set down old Singlebeard as a miser; but I scarcely know a man less deserving the character. If one is present to hear him settling an account with another, he cannot help thinking him niggardly, owing to his extraordinary avidity in small matters; but there is no man whom customers like better to deal with, owing to his high honour and punctuality. He will not pocket a farthing that is the right of any man living, and he is always on the watch lest some designing fellow overreach him in these minute particulars. For all this, he has assisted many of his poor relations with money and credit, when he thought them deserving it, or judged that it could be of any benefit to them; but always with the strictest injunctions of secrecy, and an assurance, that, if ever they hinted the transaction to any one, they forfeited all chance of farther assistance from him. The consequence of this has always been, that while he was doing a great deal of good to others by his credit, he was railing against the system of giving credit all the while; so that those who knew him not, took him for a selfish, contracted, churlish old rascal.
He was once applied to in behalf of a nephew, who had some fair prospects of setting up in business. He thought the stake too high, and declined it; for it was a rule with him, never to credit any one so far as to put it in his power to distress him, or drive him into any embarrassment. A few months afterwards, he consented to become bound for one half of the sum required, and the other half was made up by some less wealthy relations in conjunction. The bonds at last became due, and I chanced to be present on a visit to my old friend Singlebeard, when the young man came to request his uncle's quota of the money required. I knew nothing of the matter, but I could not help noticing the change in old Sandy's look, the moment that his nephew made his appearance. I suppose he thought him too foppish to be entirely dependent on the credit of others, and perhaps judged his success in business, on that account, rather doubtful. At all events, the old Laird had a certain quizzical, dissatisfied look, that I never observed before; and all his remarks were in conformity with it. In addressing the young man, too, he used a degree of familiarity which might be warranted by his seniority and relationship, and the circumstances in which his nephew stood to him as an obliged party; but it was intended to be as provoking as possible, and obviously did not fail to excite a good deal of uneasy feeling.
"That's surely a very fine horse of yours, Jock?" said the Laird.—"Hech, man, but he is a sleek ane! How much corn does he eat in a year, this hunter of yours, Jock?"
"Not much, sir, not much. He is a very fine horse that, uncle. Look at his shoulder; and see what limbs he has; and what a pastern!—How much do you suppose such a horse would be worth, now, uncle?"
"Why, Jock, I cannot help thinking he is something like Geordy Dean's daughter-in-law,—nought but a spindle-shankit devil! I would not wonder if he had cost you eighteen pounds, that greyhound of a creature?"
"What a prime judge you are! Why, uncle, that horse cost eighty-five guineas last autumn. He is a real blood horse that; and has won a great deal of valuable plate."
"Oh! that, indeed, alters the case! And have you got all that valuable plate?"
"Nay, nay; it was before he came to my hand."
"That was rather a pity now, Jock—I cannot help thinking that was a great pity; because if you had got the plate, you would have had something you could have called your own.—So, you don't know how much corn that fellow eats in a year?"
"Indeed I do not; he never gets above three feeds in a day, unless when he is on a journey, and then he takes five or six."
"Then take an average of four: four feeds are worth two shillings at least, as corn is selling. There is fourteen shillings a-week: fourteen times fifty-two—why, Jock, there is £36, 8s. for horse's corn; and there will be about half as much, or more, for hay, besides: on the whole, I find he will cost you about £50 a-year at livery.—I suppose there is an absolute necessity that a manufacturer should keep such a horse?"
"O! God bless you, sir, to be sure. We must gather in money and orders, you know. And then, consider the ease and convenience of travelling on such a creature as that, compared with one of your vile low-bred hacks; one goes through the country as he were flying, on that animal."
Old Sandy paddled away from the stable, towards the house, chuckling and laughing to himself; but again turned round, before he got half-way.—"Right, Jock! quite right. Nothing like gathering in plenty of money and orders. But, Jock, hark ye—I do not think there is any necessity for flying when one is on such a commission. You should go leisurely and slowly through the towns and villages, keeping all your eyes about you, and using every honest art to obtain good customers. How can you do this, Jock, if you go as you were flying through the country? People, instead of giving you a good order, will come to their shop-door, and say—There goes the Flying Manufacturer!—Jock, they say a rolling stone never gathers any moss. How do you think a flying one should gather it?"
The dialogue went on in the same half-humorous, half-jeering tone all the forenoon, as well as during dinner, while a great number of queries still continued to be put to the young man; as—How much his lodgings cost him a-year? The answer to this astounded old Sandy. His comprehension could hardly take it in; he opened his eyes wide, and held up his hands, exclaiming, with a great burst of breath, "What enormous profits there must be in your business!" and then the Laird proceeded with his provoking interrogatories—How much did his nephew's fine boots and spurs cost? what was his tailor's bill yearly? and every thing in the same manner; as if the young gentleman had come from a foreign country, of which Sandy Singlebeard wished to note down every particular. The nephew was a little in the fidgets, but knowing the ground on which he stood, he answered all his uncle's queries