The Complete English Tradesman (1839 ed.). Defoe Daniel
I say, he should take all occasions to converse within the circuit of his own sphere, that is, dwell upon the subject of trade in his conversation, and sort with and converse among tradesmen as much as he can; as writing teaches to write —scribendo discis scribere– so conversing among tradesmen will make him a tradesman. I need not explain this so critically as to tell you I do not mean he should confine or restrain himself entirely from all manner of conversation but among his own class: I shall speak to that in its place also. A tradesman may on occasion keep company with gentlemen as well as other people; nor is a trading man, if he is a man of sense, unsuitable or unprofitable for a gentleman to converse with, as occasion requires; and you will often find, that not private gentlemen only, but even ministers of state, privy-councillors, members of parliament, and persons of all ranks in the government, find it for their purpose to converse with tradesmen, and are not ashamed to acknowledge, that a tradesman is sometimes qualified to inform them in the most difficult and intricate, as well as the most urgent, affairs of government; and this has been the reason why so many tradesmen have been advanced to honours and dignities above their ordinary rank, as Sir Charles Duncombe, a goldsmith; Sir Henry Furnese, who was originally a retail hosier; Sir Charles Cook, late one of the board of trade, a merchant; Sir Josiah Child, originally a very mean tradesman; the late Mr Lowndes, bred a scrivener; and many others, too many to name.
But these are instances of men called out of their lower sphere for their eminent usefulness, and their known capacities, being first known to be diligent and industrious men in their private and lower spheres; such advancements make good the words of the wise man – 'Seest thou a man diligent in his calling, he shall stand before kings; he shall not stand before mean men.11
In the mean time, the tradesman's proper business is in his shop or warehouse, and among his own class or rank of people; there he sees how other men go on, and there he learns how to go on himself; there he sees how other men thrive, and learns to thrive himself; there he hears all the trading news – as for state news and politics, it is none of his business; there he learns how to buy, and there he gets oftentimes opportunities to sell; there he hears of all the disasters in trade, who breaks, and why; what brought such and such a man to misfortunes and disasters; and sees the various ways how men go down in the world, as well as the arts and management, by which others from nothing arise to wealth and estates.
Here he sees the Scripture itself thwarted, and his neighbour tradesman, a wholesale haberdasher, in spite of a good understanding, in spite of a good beginning, and in spite of the most indefatigable industry, sink in his circumstances, lose his credit, then his stock, and then break and become bankrupt, while the man takes more pains to be poor than others do to grow rich.
There, on the other hand, he sees G.D., a plodding, weak-headed, but laborious wretch, of a confined genius, and that cannot look a quarter of a mile from his shop-door into the world, and beginning with little or nothing, yet rises apace in the mere road of business, in which he goes on like the miller's horse, who, being tied to the post, is turned round by the very wheel which he turns round himself; and this fellow shall get money insensibly, and grow rich even he knows not how, and no body else knows why.
Here he sees F.M. ruined by too much trade, and there he sees M.F. starved for want of trade; and from all these observations he may learn something useful to himself, and fit to guide his own measures, that he may not fall into the same mischiefs which he sees others sink under, and that he may take the advantage of that prudence which others rise by.
All these things will naturally occur to him, in his conversing among his fellow-tradesmen. A settled little society of trading people, who understand business, and are carrying on trade in the same manner with himself, no matter whether they are of the very same trades or no, and perhaps better not of the same – such a society, I say, shall, if due observations are made from it, teach the tradesman more than his apprenticeship; for there he learned the operation, here he learns the progression; his apprenticeship is his grammar-school, this is his university; behind his master's counter, or in his warehouse, he learned the first rudiments of trade, but here he learns the trading sciences; here he comes to learn the arcana, speak the language, understand the meaning of every thing, of which before he only learned the beginning: the apprenticeship inducts him, and leads him as the nurse the child; this finishes him; there he learned the beginning of trade, here he sees it in its full extent; in a word, there he learned to trade, here he is made a complete tradesman.
Let no young tradesman object, that, in the conversation I speak of, there are so many gross things said, and so many ridiculous things argued upon, there being always a great many weak empty heads among the shopkeeping trading world: this may be granted without any impeachment of what I have advanced – for where shall a man converse, and find no fools in the society? – and where shall he hear the weightiest things debated, and not a great many empty weak things offered, out of which nothing can be learned, and from which nothing can be deduced? – for 'out of nothing, nothing can come.'
But, notwithstanding, let me still insist upon it to the tradesman to keep company with tradesmen; let the fool run on in his own way; let the talkative green-apron rattle in his own way; let the manufacturer and his factor squabble and brangle; the grave self-conceited puppy, who was born a boy, and will die before he is a man, chatter and say a great deal of nothing, and talk his neighbours to death – out of every one you will learn something – they are all tradesmen, and there is always something for a young tradesman to learn from them. If, understanding but a little French, you were to converse every day a little among some Frenchmen in your neighbourhood, and suppose those Frenchmen, you thus kept company with, were every one of them fools, mere ignorant, empty, foolish fellows, there might be nothing learnt from their sense, but you would still learn French from them, if it was no more than the tone and accent, and the ordinary words usual in conversation.
Thus, among your silly empty tradesmen, let them be as foolish and empty other ways as you can suggest, though you can learn no philosophy from them, you may learn many things in trade from them, and something from every one; for though it is not absolutely necessary that every tradesman should be a philosopher, yet every tradesman, in his way, knows something that even a philosopher may learn from.
I knew a philosopher that was excellently skilled in the noble science or study of astronomy, who told me he had some years studied for some simile, or proper allusion, to explain to his scholars the phenomena of the sun's motion round its own axis, and could never happen upon one to his mind, till by accident he saw his maid Betty trundling her mop: surprised with the exactness of the motion to describe the thing he wanted, he goes into his study, calls his pupils about him, and tells them that Betty, who herself knew nothing of the matter, could show them the sun revolving about itself in a more lively manner than ever he could. Accordingly, Betty was called, and bidden bring out her mop, when, placing his scholars in a due-position, opposite not to the face of the maid, but to her left side, so that they could see the end of the mop, when it whirled round upon her arm. They took it immediately – there was the broad-headed nail in the centre, which was as the body of the sun, and the thrums whisking round, flinging the water about every way by innumerable little streams, describing exactly the rays of the sun, darting light from the centre to the whole system.
If ignorant Betty, by the natural consequences of her operation, instructed the astronomer, why may not the meanest shoemaker or pedlar, by the ordinary sagacity of his trading wit, though it may be indeed very ordinary, coarse, and unlooked for, communicate something, give some useful hint, dart some sudden thought into the mind of the observing tradesman, which he shall make his use of, and apply to his own advantage in trade, when, at the same time, he that gives such hint shall himself, like Betty and her mop, know nothing of the matter?
Every tradesman is supposed to manage his business his own way, and, generally speaking, most tradesmen have some ways peculiar and particular to themselves, which they either derived from the masters who taught them, or from the experience of things, or from something in the course of their business, which had not happened to them before.
And those little nostrums are oftentime very properly and with advantage communicated from one to another; one tradesman finds out a nearer way of buying than another, another finds a vent for what is bought beyond what his neighbour knows of, and these, in time, come to
[To stand in the presence of a prince is the highest mark of honour in the east, as to sit is with us.]