160 THE ITINERANT HORSE PHYSICIAN 



in consequence were compelled to employ a 

 quack who lived some thirty miles away. He 

 charged them $45.00 for the trip; and the horse 

 died. 



The fees we charged for our work while we 

 were in this locality were reasonable, all things 

 considered. The people in this region are nearly 

 all Mormons, and while we found them a bit clan- 

 nish, they were good people; most of them paid 

 cash and we lost only a few dollars, which we 

 could have collected also had we made the 

 attempt. 



There is an item which must be considered in 

 doing work as we did here, and that is that the 

 relation between the veterinarian and the client is 

 not the same. It is probably only a psychological 

 difference; but there is a difference in doing 

 work for a man that you have asked for or solic- 

 ited, and in doing work that a man has called 

 you to do. 



The veterinarian's demeanor towards the client 

 must be most reserved in the first instance, and he 

 must be more conservative throughout than he 

 usually is in the latter instance. In this connec- 

 tion the itinerant practitioner must resort to his 

 salesmanship ability to the limit, for it is often a 

 difficult matter to obtain a certain piece of work 

 without exceeding the bounds of conservatism. 

 If he fails to impress on the prospective client the 

 fact that he can treat the case in question success- 

 fully, he is usually not successful in getting the 

 job. On the other hand, if his assertions in 

 regard to his ability are too rash and his promises 



