Frank listened to this paragraph with interest. He was glad that hisname was not mentioned in the account, as he didn't care for suchpublicity. He ventured to ask a question.
"Is Mr. Percival a rich man?" he asked.
"Very rich," answered Mr. Smith. "He is not now in the city, but isexpected home from Europe in three or four weeks. His house was left incharge of an old servant--a coachman--and his wife; but the burglarsproved too much for them."
"I am glad they are caught," said Mrs. Fletcher. "It makes my blood runcold to think of having the houses entered at night by burglars."
"Preston," said Mr. Smith, jokingly, "I hope you have your bonds lockedsecurely up."
"I don't believe the sharpest burglar can find them," said Preston. "Ionly wish I could get hold of them myself."
"The boy who helped to capture the burglar ought to be well rewarded,"said one of the boarders.
"Don't you wish it had been you, Courtney?" said Mr. Preston.
"It was," answered Frank, quietly.
There was a great sensation upon this announcement. All eyes were turnedupon our hero--most, it must be admitted, with an expression ofincredulity.
"Come, now, you are joking!" said Preston. "You don't really mean it?"
"I do mean it," assured Frank.
"Tell us all about it," said Mrs. Fletcher, who had her share ofcuriosity. "I didn't suppose we had such a hero in our house."
"It didn't require much heroism," said Frank, smiling.
"Tell us all about it, at any rate."
Frank told the story as simply as he could, much to the satisfaction ofthe company.
"You'll come in for a handsome reward, when Mr. Percival gets home,"suggested Mr. Smith.
"I don't expect anything," said Frank. "I shall be satisfied if I getthe dollar which was promised me. I haven't received that yet."
"I wish I were in your shoes--that's all I've got to say," said Preston,nodding vigorously. "Will you sell out for five dollars?"
"Cash down?" asked Frank, smiling.
"Well, I'll give you my note at thirty days," said the Sixth Avenuesalesman, who seldom kept five dollars in advance of his liabilities.
"I won't sell what I haven't got," said Frank. "Probably I shall hearnothing from Mr. Percival."
After breakfast Frank went downtown and sought the store of the GreatPekin Company.
After half an hour's delay--for there were others in advance of him--hewas fitted out with samples and started for Brooklyn.
It was his first visit to that city, but he had received some directionswhich made his expedition less embarrassing.
At the ferry he took a Flatbush Avenue car, and rode up Fulton Street,and past the City Hall, up Fulton Avenue, for nearly a mile.
Here were interesting streets, lined with comfortable houses--for Frankhad made up his mind first to try private houses. He had with him a fewpound parcels of tea, which he thought he could perhaps succeed indisposing of at such places.
He selected a house at random, and rang the bell.
A servant answered the ring.
Frank felt rather embarrassed, but there was no time to hesitate.
"I have some samples of tea with me," he began, "of excellent qualityand at reasonable prices."
"It's no use," said the girl, abruptly. "We never buy of peddlers," andshe closed the door in his face.
"Not a very good beginning," thought Frank, rather mortified. "So I am apeddler," he said to himself, and he called to mind the agents andpeddlers who in past years had called at the Cedars.
With some compunction, he remembered that he had regarded them with somecontempt as traveling nuisances. Now he had entered the ranks of thisdespised class, and he began to see that they might be perfectlyrespectable, and were estimable persons, animated by a praiseworthydesire to make an honest living.
Thus thinking, he called at another door.
It was opened, not by a servant, but by an elderly maiden lady, who hadrather a weakness for bargains.
"I've got some nice tea," said Frank, "which I should like to sell you.It is put up by the Great Pekin Company."
"Are you sure it's nice?" asked the elderly lady. "We've been gettingours at the grocery store on the avenue, and the last wasn't very good."
"You'd better try a pound of ours," said Frank.
"I don't know but I will," said the lady. "How much do you charge?"
"I have some at fifty cents, some at sixty and some at seventy."
"I guess I'll take the sixty."
Frank had a pound parcel ready, which he delivered to her, and receivedhis money.
"Seems to me you are pretty young for a peddler," said the lady,regarding Frank with curiosity.
"Yes, ma'am."
"How old be you?"
"Sixteen."
"Been long in the business?"
"No, ma'am; I've only just commenced."
"You don't say so! Do you make much money at it?"
"I haven't made much yet. I should be glad to supply you with some moretea when this is gone."
"Well, you can call if you are round this way. If I like it, I will tryyou again."
Frank's spirits rose.
His profits on the pound of tea were twelve cents. This was not much,certainly, but it was a beginning.
At the next three houses he sold nothing, being rather rudely rebuffedat one. At the fourth house, the servant called her mistress, a kind,motherly-looking woman, who seemed to regard Frank with more interestthan his merchandise.
"I hope you are succeeding well," she said, kindly.
"This is my first day," said Frank, "and I have made one sale."
"I have a son who is an agent like you, but he didn't begin so young.He is now traveling in the West."
"What is he selling?" asked Frank, with interest.
"Dry goods. He travels for a wholesale house in New York."
"I suppose he is a young man."
"Yes; he is twenty-five, but he began at nineteen in a small way. Hesometimes got quite discouraged at first. That is why I feel interestedin any who are passing through the same experience."
These pleasant words cheered Frank. Only at the nearest house he hadbeen called a tramp, but here he found that he was regarded withconsideration.
"It is rather uphill work," said Frank.
"And you seem very young."
"I am sixteen."
"Are you entirely dependent on what you earn?" asked the lady,sympathizingly.
"Not entirely," answered the young merchant, "but I hope to make aliving in this or some other way. Can I sell you any?" he asked,hopefully.
"I believe we have some on hand. Still tea will always keep, and I wouldlike to help you along."
The kind-hearted lady took three pounds--two at sixty cents and one atseventy. This gave Frank a profit thirty-eight cents and put him in goodspirits.
He worked his way back to the avenue on the other side of the street,and coming to a grocery store, entered.
It occurred to him that he would try to sell some at wholesale.
Frank was so young that the dealer did not suppose him to be an agent,and asked what he would like to buy.
"I came to sell, not to buy," said Frank.
"What are you dealing in?" asked the grocer.
"I have several samples of tea," said our hero. "If you will give me anorder, I will have it sent to you to-morrow."
The grocer found, upon examination, that his stock was getting low, andgave Frank an order, but he was obliged to sell below the regular price,and only cleared three cents a pound. Still, on a sale of twenty-fivepounds, this gave him seventy-five cents, which was very encouraging.
Adding up his profits, thus far, Frank found that his commissionamounted to a dollar and a quarter, which exceeded his anticipations.
He continued his calls, but sold only one pound besides, at fifty cents,netting him ten cents more.
CHAPTER XXIII
FRANK MEETS MR. MANNING AND
MARK
The next morning Frank resumed his tea agency. As on the day previous,he went to Brooklyn; but, though I should be glad to say that he wasmore successful than on the first day, truth compels me to state thatthe day was a comparative failure.
It might be that he was unfortunate in the persons whom he visited, butat all events, at the close of his labors he found that his commissionsamounted to less than fifty cents. He contented himself, therefore, witha ten-cent lunch, and crossed Fulton Ferry between three and fouro'clock.
"This will never do," thought Frank, seriously. "I shall have to beeconomical to make my earnings cover my incidental expenses, while myboard and lodging must be defrayed out of the money I have with me."
Frank was disappointed. It is easy to think of earning one's living, butnot quite so easy to accomplish it. A boy, besides being ignorant of theworld, is inexperienced, and so disqualified for many avenues ofemployment which are open to men. It is generally foolish for a boy toleave a good home and start out for himself, unless the chances areunusually favorable for him. If he does it, however, he should not allowhimself to be easily discouraged.
If Frank had given up the business in which he was engaged simplybecause he had met with one unsuccessful day, I should not have beenwilling to make him the hero of my story.
"This will never do," thought Frank. "I must make a greater effortto-morrow."
The next day his commission amounted to a dollar, and the fourth day toa dollar and twelve cents.
"You are doing well," said his employer. "You are doing better than themajority of our agents."
In one way this compliment was satisfactory. In another way it was notencouraging, for it limited his prospects. Frank began to think that hewould never be able to make his entire expenses as a tea agent.
I don't propose to speak in detail of Frank's daily experiences, butonly to make mention of any incidents that play an important part inhis history.
He was returning from Jersey City on the tenth day of his agency, whenin the gentleman's cabin he saw, directly opposite, two persons whom hehad reason to remember.
They were Mark Manning and his father.
Little reason as he had to like either, they reminded him of home, andhe felt pleased to meet them.
He instantly crossed the cabin, and offered his hand to his stepfather,who had not yet seen him.
"When did you arrive, Mr. Manning?" he asked.
"Why, it is Frank!" exclaimed Mr. Manning, with an appearance ofcordiality. "Mark, do you see Frank?"
"Yes, I see him," replied Mark, coldly.
"Haven't you anything to say to him?" asked his father, who was muchmore of a gentleman than his son.
"How are you?" said Mark, indifferently.
"Thank you for your kind inquiry," said Frank, more amused than vexed,for he cared very little for his stepbrother's friendship. "I am in verygood health."
"And how are you getting along?" asked his stepfather, with anappearance of interest. "Are you in any business?"
"Yes," answered Frank.
"What are you doing?' asked Mark, inspired a little by curiosity.
"I am agent for a wholesale tea house in New York," Frank answered,briefly.
"You don't say so!" exclaimed Mark, rather impressed. "What is the nameof the firm?"
"The Great Pekin Tea Company."
"Does it pay well?" asked his stepbrother.
"I have met with very fair success," replied Frank.
"I congratulate you, Frank," said Mr. Manning. "Your energy andenterprise are creditable--extremely creditable. I always predicted thatyou would succeed--didn't I, Mark?'
"I don't remember hearing you say so," said Mark.
Mr. Manning shrugged his shoulders.
"Nevertheless," he said, "I have often made the remark."
"Where do you live?" asked Mark.
"I board in Clinton Place."
"A very respectable street," said Mr. Manning.
Frank now thought it was his turn to become questioner.
"How long do you remain in the city, Mr. Manning?" he asked.
"Not long--only a day or two," said his stepfather.
"We sail for Europe on Saturday," interposed Mark, "on the Cunardsteamer."
"Indeed! I wish you a pleasant voyage."
"I am sorry you won't go with us, Frank," said his stepfather,cautiously. "You remember I gave you the chance to do so, and youdesired to devote yourself immediately to business."
"Yes, sir. I would rather remain in New York."
"It might possibly be arranged now, if you desire to go," said Mr.Manning, hesitatingly.
"No, thank you, sir."
"Well, perhaps you are right," said his stepfather, considerablyrelieved.
"What parts of Europe do you expect to visit?" asked Frank.
"We shall visit England, France, the Rhine, Switzerland, and perhapsItaly."
"I hope you will enjoy it."
"Thank you; I think we shall."
Frank checked a sigh. It was certainly tantalizing. If he could travelwith congenial friends, he felt that he would very much enjoy such atrip; but with Mark in the party there would be little pleasure for him.
"We are staying at the St. Nicholas Hotel," said Mr. Manning. "I wouldinvite you to come and dine with us, but I have an engagement first, anddon't know when we shall dine."
"Thank you, all the same," said Frank.
They had reached the New York side, and were walking toward Broadway. Itwas necessary for Frank to go to the tea store, and he took leave of hisstepfather and Mark, again wishing them a pleasant voyage.
"I hate that boy!" said Mark, as they walked away.
"You should not indulge in any such disagreeable feelings, Mark," saidhis father.
"Don't you hate him?"
"Certainly not."
"One would think by your soft manner that you loved him," said Mark, whowas not noted for the respect with which he treated his father.
"Really, Mark, I am shocked by your strange words."
"What made you invite him to go to Europe with us?"
"I knew he would not go."
"He might have accepted, and then we should have been in a prettypickle."
"Mark," said his father, rather irritated, "will you be kind enough toleave me to manage my own affairs? I believe I have succeeded prettywell so far."
"Yes, you have," Mark admitted. "All the same, we'd better keep clear ofFrank till we get safely off on the steamer."
CHAPTER XXIV
A DISCOURAGING DAY
The next day was indeed a trying one and one of many experiences forFrank.
The first lady did not buy any tea, to be sure, but seemed sorry thatshe was already supplied, and questioned Frank as to what success he wasmeeting with.
When twelve o'clock came, Frank had not sold a single pound. Even if heearned nothing however, he had an appetite and must buy lunch.
He entered a small oyster saloon, and went up to the proprietor.
"Can I sell you some tea?" he asked.
"No, I guess not. I get my tea in Harlem."
"Take a couple of pounds," said Frank, "and I will take part of the payin lunch."
"That is business," said the other. "Let me look at your tea."
Frank showed him his samples.
"Who employs you?'
"The Great Pekin Tea Company."
"They have a good name. Yes, I will try a couple of pounds at fiftycents."
This, of course, came to a dollar, and Frank's profit on the saleamounted to twenty cents. This was precisely the cost of the lunch whichhe ordered, so that he felt well satisfied with the arrangement.
He left the saloon in better spirits, and resumed his travels from houseto house.
I am sorry to say, however, that though he certainly exerted himself tothe utmost in the interests of the Great Pekin Tea Company and his own,he did not sell another pound of tea that day.
About three o'clock he got on board
a Third Avenue horse car, bounddowntown and sat quietly down in a corner.
"Harlem doesn't seem to be a very promising field for an agent," he saidto himself. "Perhaps it isn't fair to judge it by the first day. Still,I don't think I shall have courage to come here to-morrow. I wouldrather go to Jersey City or Brooklyn."
Frank got off the cars at the Bible House and walked to his boardinghouse, where a disagreeable surprise was in store for him.
The night brought perplexity to Frank, but not discouragement. He wasnaturally hopeful, and, in a large city like New York, he felt thatthere are always chances of obtaining employment, provided he couldmaintain his position, as he would have been able to do if he had notlost the thirty-five dollars which his fellow boarder had stolen. Now,however, circumstances were materially changed.
One thing was tolerably clear to Frank, and this was, that he must giveup his agency. He had tried it, and been unsuccessful. That is, he hadfailed to earn money enough to support himself, and this was necessary.