There are certain professions, in themselves honest, useful, and even estimable, for which society has agreed to entertain a feeling of contempt. It is, for instance, very difficult to think of a curate as anything except a butt for satirists, or to be respectful to the profession of tailoring, although many a man for private pecuniary reasons is meek before the particular individual who makes his clothes. Yet the novelist and the playwright, who hold the mirror up to modern humanity, are occasionally kind even to curates and tailors. There is a youthful athlete in Holy Orders who thrashes, to our immense admiration, the village bully, bewildering his victim and his admirers with his mastery of what is described a little vaguely as the ‘old Oxford science.’ Once, at least, a glamour of romance has been shed over the son of a tailor, and it becomes imaginable that even the chalker of unfinished coats may in the future be posed as heroic. There is still, however, a profession which no eccentric novelist has ever ventured to represent as other than entirely contemptible. The commercial traveller is beneath satire, and outside the region of sympathy. If he appears at all in fiction or on the stage, he is irredeemably vulgar. He is never heroic, never even a villain, rarely comic, always, poor man, objectionable. This is a peculiar thing in the literature of a people like the English, who are not ashamed to glory in their commercial success, and are always ready to cheer a politician who professes to have the interests of trade at heart. Amid the current eulogies of the working man and the apotheosis of the beings called ‘Captains of Industry,’ the bagman surely ought to find at least an apologist. Without him it seems likely that many articles would fail to find a place in the windows of the provincial shopkeepers. Without him large sections of the public would probably remain ignorant for years of new brands of cigarettes, and dyspeptic people might never come across the foods which Americans prepare for their use.
Also the individual bagman is often not without his charm. He knows, if not courts and princes, at least hotels and railway companies. He is on terms of easy familiarity with every ‘boots’ in several counties. He can calculate to a nicety how long a train is likely to be delayed by a fair ‘somewhere along the line.’ He is also full of information about local politics. In Connaught, for instance, an experienced member of the profession will gauge for you the exact strength of the existing League in any district. He knows what publicans may be regarded as ‘priest’s men,’ and who have leanings towards independence. His knowledge is frequently minute, and he can prophesy the result of a District Council election by reckoning up the number of leading men who read the United Irishman, and weighing them against those who delight in the pages of the Leader. The men who can do these things are themselves local. They reside in their district, and, as a rule, push the sales and collect the debts of local brewers and flour-merchants. The representatives of the larger English firms only make their rounds twice or three times a year, and are less interesting. They pay the penalty of being cosmopolitan, and tend to become superficial in their judgment of men and things.
Hyacinth, like most members of the public, was ignorant of the greatness and interest of his new profession. He entered upon it with some misgiving, and viewed his trunk of sample blankets and shawls with disgust. Even a new overcoat, though warm and weatherproof, afforded him little joy, being itself a sample of Mr. Quinn’s frieze. One thought alone cheered him, and even generated a little enthusiasm for his work. It occurred to him that in selling the produce of the Ballymoy Mill he was advancing the industrial revival of Ireland. He knew that other people, quite heroic figures, were working for the same end. A Government Board found joyous scope for the energies of its officials in giving advice to people who wanted to cure fish or make lace. It earned the blessing which is to rest upon those who are reviled and evil spoken of, for no one, except literary people, who write for English magazines, ever had a good word for it. There were also those—their activity took the form of letters to the newspapers—who desired to utilize the artistic capacity of the Celt, and to enrich the world with beautiful fabrics and carpentry. They, too, were workers in the cause of the revival. Then there were great ladies, the very cream of the Anglo-Irish aristocracy, who petted tweeds and stockings, and offered magnificent prizes to industrious cottagers. They earned quite large sums of money for their protégés by holding sales in places like Belfast and Manchester, where titles can be judiciously cheapened to a wealthy bourgeoisie, and the wives of ship-builders and cotton-spinners will spend cheerfully in return for the privilege of shaking hands with a Countess. A crowd of minor enthusiasts fostered such industries as sprigging, and there was one man who believed that the future prosperity of Ireland might be secured by teaching people to make dolls. It was altogether a noble army, and even a commercial traveller might hold his head high in the world if he counted himself one of its soldiers. Hitherto results have not been at all commensurate with the amount of printer’s ink expended in magazine articles and advertisements. Yet something has been accomplished. Nunneries here and there have been induced to accept presents of knitting-machines, and people have begun to regard as somehow sacred the words ‘technical education.’ The National Board of Education has also spent a large sum of money in reviving among its teachers the almost forgotten art of making paper boats.
Hyacinth very soon discovered that his patriotic view of this work did not commend itself to his brother travellers. He found that they had no feeling but one of contempt for people whom they regarded as meddling amateurs. Occasionally, when some convent, under a bustling Mother Superior, advanced from the region of half-charitable sales at exhibitions into the competition of the open market, contempt became dislike, and wishes were expressed in quite unsuitable language that the good ladies would mind their own proper business. Until Hyacinth learnt to conceal his hopes of Ireland’s future as a manufacturing country he was regarded with suspicion. No one, of course, objected to his making what use he could of patriotism as an advertisement, but he was given to understand that, like other advertisements, it could not be quoted among the initiated without a serious breach of good manners. Even as an advertisement it was not rated highly.
There was an elderly gentleman, stout and somewhat bibulous, who superintended the consumption of certain brands of American cigarettes in the province of Connaught. Hyacinth met him in the exceedingly dirty Railway Hotel at Knock. Since there were no other guests, and the evening was wet, the two were thrown upon each other’s society in the commercial-room.
‘I don’t think,’ said Mr. Hollywell, in reply to a remark of Hyacinth’s, ‘that there’s the least use trying to drag patriotic sentiment into business. Of course, since you represent an Irish house—woollen goods, I think you said—you’re quite right to run the fact for all it’s worth. I don’t in the least blame you. Only I don’t think you’ll find it pays.’
He sipped his whisky-and-water—it was still early, and he had only arrived at his third glass—and then proceeded to give his personal experience.
‘Now, I work for an American firm. If there was any force in the patriotic idea I shouldn’t sell a single cigarette. My people are in the big tobacco combine. You must have read the sort of things the newspapers wrote about us when we started. From any point of view, British Imperial or Irish National, we should have been boycotted long ago if patriotism had anything to do with trade. But look at the facts. Our chief rivals in this district are two Irish firms. They advertise in Gaelic, which is a mistake to start with, because nobody can read it. They get the newspaper people to write articles recommending a “great home industry” to public support. They get local branches of all the different leagues to pass resolutions pledging their members to smoke only Irish tobacco. But until quite lately they simply didn’t have a look in.’
‘Why?’ asked Hyacinth. ‘Were your things cheaper or better?’
‘No,’ said the other, ‘I don’t think they were either. You see, prices are bound to come out pretty even in the long run, and I should say that, if anything, they sold a slightly better article. It’s hard to say exactly why we beat them. When competition is really keen a lot of little things that you would hardly notice make all the difference. For one thing, I get a free hand in the matter of subscribing to local bazaars and race-meetings. I’ve often taken as much as a pound’s worth of tickets for a five-pound note that some priest was raffling in aid of a new chapel. It’s wonderful the orders you can get from shopkeepers in that kind of way. Then, we get our things up better. Look at that.’
He handed Hyacinth a highly-glazed packet with a picture of a handsome brown dog on it.
‘Keep it,’ said Mr. Hollywell. ‘I give away twenty or thirty of those packets every week. Now look inside. What have you? Oh, H.M.S. Majestic. That’s one of a series of photos of “Britain’s first line of defence.” Lots of people go on buying those cigarettes just to get a complete collection of the photos. We supply an album to keep them in for one and sixpence. There’s another of our makes which has pictures of actresses and pretty women. They are extraordinarily popular. They’re perfectly all right, of course, from the moral point of view, but one in every ten is in tights or sitting with her legs very much crossed, just to keep up the expectation. It’s very queer the people who go for those photos. You’d expect it to be young men, but it isn’t.’
The subject was not particularly interesting to Hyacinth, but since his companion was evidently anxious to go on talking, he asked the expected question.
‘Young women,’ said Mr. Hollywell. ‘I found it out quite by accident. I got a lot of complaints from one particular town that our cigarettes had no photos with them. I discovered after a while that a girl in one of the principal shops had hit on a dodge for getting out the photos without apparently injuring the packets. The funny thing was that she never touched the ironclads or the “Types of the soldiers of all nations,” which you might have thought would interest her, but she collared every single actress, and had duplicates of most of them. And she wasn’t an exception. Most girls goad their young men to buy these cigarettes and make collections of the photos. Queer, isn’t it? I can’t imagine why they do it.’
‘You said just now,’ said Hyacinth, ‘that latterly you hadn’t done quite so well. Did you run out of actresses and battleships?’
‘No; but one of the Irish firms took to offering prizes and enclosing coupons. You collected twenty coupons, and you got a silver-backed looking-glass—girls again, you see—or two thousand coupons, and you got a new bicycle. It’s an old dodge, of course, but somehow it always seems to pay. However, all this doesn’t matter to you. All I wanted was to show you that there is no use relying on patriotism. The thing to go in for in any business is attractive novelties, cheap lines, and, in the country shops, long credit.’
It was not very long before Hyacinth began to realize the soundness of Mr. Hollywell’s contempt for patriotism. In the town of Clogher he found the walls placarded with the advertisements of an ultra-patriotic draper. ‘Féach Annseo,’ he read, ‘The Irish House. Support Home Manufactures.’ Another placard was even more vehement in its appeal. ‘Why curse England,’ it asked, ‘and support her manufacturers?’ Try O’Reilly, the one-price man.’ The sentiments were so admirable that Hyacinth followed the advice and tried O’Reilly.
The shop was crowded when he entered, for it was market day in Clogher. The Irish country-people, whose manners otherwise are the best in the world, have one really objectionable habit. In the street or in a crowded building they push their way to the spot they want to reach, without the smallest regard for the feelings of anyone who happens to be in the way. Sturdy country-women, carrying baskets w............