It is a pleasure to testify even at this late date to his great kindness and faith in me.
STICKING TO BUSINESS PRINCIPLES Mr.Handy trusted me because he believed we would conduct our young business on conservative and proper lines, and I well remember about this time an example of how hard it is sometimes to live up to what one knows is the right business principle.

Not long after our concern was started our best customer--that is, the man who made the largest consignments--asked that we should allow him to draw in advance on current shipments before the produce or a bill of lading were actually in hand.

We, of course, wished to oblige this important man, but I, as the financial member of the firm, objected, though I feared we should lose his business.
The situation seemed very serious; my partner was impatient with me for refusing to yield, and in this dilemma I decided to go personally to see if I could not induce our customer to relent.

I had been unusually fortunate when I came face to face with men in winning their friendship, and my partner's displeasure put me on my mettle.

I felt that when I got into touch with this gentleman I could convince him that what he proposed would result in a bad precedent.