BUYING AND SELLING HORSES. 283 



many times more chance for large profits than in the case of 

 handling other stock. 



The dealer, if not already possessed of the required amount, 

 should cultivate suavity ; it will be found a highly essential 

 qualification, not only to the horse dealer, but to all other 

 dealers ; it helps in a great degree to sell his goods. 



A horse dealer should be able to carry form, color, and size 

 in his eye to the extent of matching a horse in Boston with one 

 in Chicago, or a horse in Philadelphia with one in San Fran- 

 cisco, if necessary. There are times when good money may 

 be made by buying good horses singly, matching them closely, 

 and selling in pairs to people well able to buy them and pay 

 good prices for them. 



Honesty, truthfulness, and square dealing is just as neces- 

 sary to success in horse dealing as in any other business ; and 

 the man who departs from this method of dealing with his 

 customers cannot expect to retain them or to long prosper in 

 the business. 



To be excessively sharp or tricky may work for once, but 

 cannot be successfully repeated in the same locality. It has 

 been said " one may fool all of the people some of the time, 

 some of the people all of the time, but not all of the people all 

 the time." This was applied to politics, but may be applied 

 to business as well, and horse business in particular. 



The buyer of horses for the purpose of selling again at a 

 profit cannot be too shrewd, observant, or particular; he 

 should have the eye of the eagle, coupled with good horse 

 knowledge and much experience in the business. His success 

 will depend more on his eyes than his ears when making pur- 

 chases. There are so many things about a horse that do not 

 show on the surface and that require almost superhuman 

 knowledge to detect, that it places this business of horse buy- 

 ing — whether for the market or for individual use — among 

 the most scientific branches of trade in which man may be- 

 come engaged. 



Having received — whether worthy or not — the title of 



