Letters from a Self-Made Merchant to His Son. George Horace Lorimer

but couldn’t place a set of the Library of the Fathers of the Republic, though they were offered on little easy payments that made them come as easy as borrowing them from a friend. Finally I hit on what seemed to be just the right thing. I figured out that any fellow who had such a heavy stock of information on hand, ought to be able to job it out to good advantage, and so I got him a place teaching. But it seemed that he’d learned so much about the best way of teaching boys, that he told his principal right on the jump that he was doing it all wrong, and that made him sore; and he knew so much about the dead languages, which was what he was hired to teach, that he forgot he was handling live boys, and as he couldn’t tell it all to them in the regular time, he kept them after hours, and that made them sore and put Stan out of a job again. The last I heard of him he was writing articles on Why Young Men Fail, and making a success of it, because failing was the one subject on which he was practical.

      I simply mention Stan in passing as an example of the fact that it isn’t so much knowing a whole lot, as knowing a little and how to use it that counts.

      Your affectionate father,

       John Graham.

      No. 2

      FROM John Graham, at the Union Stock Yards in Chicago, to his son, Pierrepont, at Harvard University.

       Mr. Pierrepont’s expense account has just passed under his father’s eye, and has furnished him with a text for some plain particularities.

II

       Table of Contents

      Chicago, May 4, 189—

      Dear Pierrepont: The cashier has just handed me your expense account for the month, and it fairly makes a fellow hump-shouldered to look it over. When I told you that I wished you to get a liberal education, I didn’t mean that I wanted to buy Cambridge. Of course the bills won’t break me, but they will break you unless you are very, very careful.

      I have noticed for the last two years that your accounts have been growing heavier every month, but I haven’t seen any signs of your taking honors to justify the increased operating expenses; and that is bad business—a good deal like feeding his weight in corn to a scalawag steer that won’t fat up.

      I haven’t said anything about this before, as I trusted a good deal to your native common-sense to keep you from making a fool of yourself in the way that some of these young fellows who haven’t had to work for it do. But because I have sat tight, I don’t want you to get it into your head that the old man’s rich, and that he can stand it, because he won’t stand it after you leave college. The sooner you adjust your spending to what your earning capacity will be, the easier they will find it to live together.

      The only sure way that a man can get rich quick is to have it given to him or to inherit it. You are not going to get rich that way—at least, not until after you have proved your ability to hold a pretty important position with the firm; and, of course, there is just one place from which a man can start for that position with Graham & Co. It doesn’t make any difference whether he is the son of the old man or of the cellar boss—that place is the bottom. And the bottom in the office end of this business is a seat at the mailing-desk, with eight dollars every Saturday night.

      I can’t hand out any ready-made success to you. It would do you no good, and it would do the house harm. There is plenty of room at the top here, but there is no elevator in the building. Starting, as you do, with a good education, you should be able to climb quicker than the fellow who hasn’t got it; but there’s going to be a time when you begin at the factory when you won’t be able to lick stamps so fast as the other boys at the desk. Yet the man who hasn’t licked stamps isn’t fit to write letters. Naturally, that is the time when knowing whether the pie comes before the ice-cream, and how to run an automobile isn’t going to be of any real use to you.

      I simply mention these things because I am afraid your ideas as to the basis on which you are coming with the house have swelled up a little in the East. I can give you a start, but after that you will have to dynamite your way to the front by yourself. It is all with the man. If you gave some fellows a talent wrapped in a napkin to start with in business, they would swap the talent for a gold brick and lose the napkin; and there are others that you could start out with just a napkin, who would set up with it in the dry-goods business in a small way, and then coax the other fellow’s talent into it.

      I have pride enough to believe that you have the right sort of stuff in you, but I want to see some of it come out. You will never make a good merchant of yourself by reversing the order in which the Lord decreed that we should proceed—learning the spending before the earning end of business. Pay day is always a month off for the spend-thrift, and he is never able to realize more than sixty cents on any dollar that comes to him. But a dollar is worth one hundred and six cents to a good business man, and he never spends the dollar. It’s the man who keeps saving up and expenses down that buys an interest in the concern. That is where you are going to find yourself weak if your expense accounts don’t lie; and they generally don’t lie in that particular way, though Baron Munchausen was the first traveling man, and my drummers’ bills still show his influence.

      I know that when a lot of young men get off by themselves, some of them think that recklessness with money brands them as good fellows, and that carefulness is meanness. That is the one end of a college education which is pure cussedness; and that is the one thing which makes nine business men out of ten hesitate to send their boys off to school. But on the other hand, that is the spot where a young man has the chance to show that he is not a light-weight. I know that a good many people say I am a pretty close proposition; that I make every hog which goes through my packing-house give up more lard than the Lord gave him gross weight; that I have improved on Nature to the extent of getting four hams out of an animal which began life with two; but you have lived with me long enough to know that my hand is usually in my pocket at the right time.

      Now I want to say right here that the meanest man alive is the one who is generous with money that he has not had to sweat for, and that the boy who is a good fellow at some one else’s expense would not work up into first-class fertilizer. That same ambition to be known as a good fellow has crowded my office with second-rate clerks, and they always will be second-rate clerks. If you have it, hold it down until you have worked for a year. Then, if your ambition runs to hunching up all week over a desk, to earn eight dollars to blow on a few rounds of drinks for the boys on Saturday night, there is no objection to your gratifying it; for I will know that the Lord didn’t intend you to be your own boss.

       “I have seen hundreds of boys go to Europe who didn't bring back a great deal except a few trunks of badly fitting clothes.”

      You know how I began—I was started off with a kick, but that proved a kick up, and in the end every one since has lifted me a little bit higher. I got two dollars a week, and slept under the counter, and you can bet I knew just how many pennies there were in each of those dollars, and how hard the floor was. That is what you have got to learn.

      I remember when I was on the Lakes, our schooner was passing out through the draw at Buffalo when I saw little Bill Riggs, the butcher, standing up above me on the end of the bridge with a big roast of beef in his basket. They were a little short in the galley on that trip, so I called up to Bill and he threw the roast down to me. I asked him how much, and he yelled back, “about a dollar.” That was mighty good beef, and when we struck Buffalo again on the return trip, I thought I would like a little more of it. So I went up to Bill’s shop and asked him for a piece of the same. But this time he gave me a little roast, not near so big as the other, and it was pretty tough and stringy. But when I asked him how much, he answered “about a dollar.” He simply didn’t have any sense of values, and that’s the business man’s sixth sense.