The Complete English Tradesman (1839 ed.) by Daniel Defoe

D >> Daniel Defoe >> The Complete English Tradesman (1839 ed.)

Pages:
1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27

But if the man had bought ten thousand pounds at six or eight months'
credit, and had sold them all again as above to his two hundred
customers, at three months' and four months' credit, then it might be
supposed all, or the greatest part of them, would have paid time enough
to make his payments good; if not, all would be lost still.

But, on the other hand, suppose he had sold but three thousand pounds'
worth of the ten for ready money, and had sold the rest for six months'
credit, it might be supposed that the three thousand pounds in cash, and
what else the two hundred debtors might pay in time, might stop the
months of the tradesman's creditors till the difference might be made
good.

So easy a thing is it for a tradesman to lose his credit in trade, and
so hard is it, once upon such a blow, to retrieve it again. What need,
then, is there for the tradesman to guard himself against running too
far into debt, or letting other people run too far into debt to him; for
if they do not pay him, he cannot pay others, and the next thing is a
commission of bankrupt, and so the tradesman may be undone, though he
has eleven thousand pounds to pay ten with?

It is true, it is not possible in a country where there is such an
infinite extent of trade as we see managed in this kingdom, that either
on one hand or another it can be carried on, without a reciprocal credit
both taken and given; but it is so nice an article, that I am of opinion
as many tradesmen break with giving too much credit, as break with
taking it. The danger, indeed, is mutual, and very great. Whatever,
then, the young tradesman omits, let him guard against both his giving
and taking too much credit.

But there are divers ways of over-trading, besides this of taking and
giving too much credit; and one of these is the running out into
projects and heavy undertakings, either out of the common road which the
tradesman is already engaged in, or grasping at too many undertakings at
once, and having, as it is vulgarly expressed, too many irons in the
fire at a time; in both which cases the tradesman is often wounded, and
that deeply, sometimes too deep to recover.

The consequences of those adventures are generally such as these: first,
that they stock-starve the tradesman, and impoverish him in his ordinary
business, which is the main support of his family; they lessen his
strength, and while his trade is not lessened, yet his stock is
lessened; and as they very rarely add to his credit, so, if they lessen
the man's stock, they weaken him in the main, and he must at last faint
under it.

Secondly, as they lessen his stock, so they draw from it in the most
sensible part--they wound him in the tenderest and most nervous part,
for they always draw away his ready money; and what follows? The money,
which was before the sinews of his business, the life of his trade,
maintained his shop, and kept up his credit in the full extent of it,
being drawn off, like the blood let out of the veins, his trade
languishes, his credit, by degrees, flags and goes off, and the
tradesman falls under the weight.

Thus I have seen many a flourishing tradesman sensibly decay; his credit
has first a little suffered, then for want of that credit trade has
declined--that is to say, he has been obliged to trade for less and
less, till at last he is wasted and reduced: if he has been wise enough
and wary enough to draw out betimes, and avoid breaking, he has yet come
out of trade, like an old invalid soldier out of the wars, maimed,
bruised, sick, reduced, and fitter for an hospital than a shop--such
miserable havoc has launching out into projects and remote undertakings
made among tradesmen.

But the safe tradesman is he, that avoiding all such remote excursions,
keeps close within the verge of his own affairs, minds his shop or
warehouse, and confining himself to what belongs to him there, goes on
in the road of his business without launching into unknown oceans; and
content with the gain of his own trade, is neither led by ambition or
avarice, and neither covets to be greater nor richer by such uncertain
and hazardous attempts.

FOOTNOTES:

[12] [The keeping of a half empty shop will not suit the necessities of
trade in modern times. Instead of following the advice of Defoe,
therefore, the young tradesman is recommended to keep a sufficient stock
of every kind of goods in which he professes to deal. A shopkeeper can
hardly commit a greater blunder than allow himself to _be out_ of any
article of his trade. One of his chief duties ought to consist in
keeping up a _fresh stock_ of every article which there is a chance of
being sought for, and, while avoiding the imprudence of keeping too
large a stock of goods--which comes nearest to Defoe's meaning--it is
certain that, by having on hand an abundant choice, the shop gains a
name, and has the best chance of securing a concourse of customers.]

[13] [The war of the Spanish succession, concluded by the treaty of
Utrecht, 1713.]

CHAPTER VII

OF THE TRADESMAN IN DISTRESS, AND BECOMING BANKRUPT

In former times it was a dismal and calamitous thing for a tradesman to
break. Where it befell a family, it put all into confusion and
distraction; the man, in the utmost terror, fright, and distress, ran
away with what goods he could get off, as if the house were on fire, to
get into the Friars[14] or the Mint; the family fled, one one way, and
one another, like people in desperation; the wife to her father and
mother, if she had any, and the children, some to one relation, some to
another. A statute (so they vulgarly call a commission of bankrupt) came
and swept away all, and oftentimes consumed it too, and left little or
nothing, either to pay the creditors or relieve the bankrupt. This made
the bankrupt desperate, and made him fly to those places of shelter with
his goods, where, hardened by the cruelty of the creditors, he chose to
spend all the effects which should have paid the creditors, and at last
perished in misery.

But now the case is altered; men make so little of breaking, that many
times the family scarce removes for it. A commission of bankrupt is so
familiar a thing, that the debtor oftentimes causes it to be taken out
in his favour, that he may sooner be effectually delivered from all his
creditors at once, the law obliging him only to give a full account of
himself upon oath to the commissioners, who, when they see his
integrity, may effectually deliver him from all further molestation,
give him a part even of the creditors' estate; and so he may push into
the world again, and try whether he cannot retrieve his fortunes by a
better management, or with better success for the future.

Some have said, this law is too favourable to the bankrupt; that it
makes tradesmen careless; that they value not breaking at all, but run
on at all hazards, venturing without forecast and without consideration,
knowing they may come off again so cheap and so easy, if they miscarry.
But though I cannot enter here into a long debate upon that subject, yet
I may have room to say, that I differ from those people very much; for,
though the terror of the commission is in some measure abated, as
indeed it ought to be, because it was before exorbitant and
unreasonable, yet the terror of ruining a man's family, sinking his
fortunes, blasting his credit, and throwing him out of business, and
into the worst of disgrace that a tradesman can fall into, this is not
taken away, or abated at all; and this, to an honest trading man, is as
bad as all the rest ever was or could be.

Nor can a man be supposed, in the rupture of his affairs, to receive any
comfort, or to see through his disasters into the little relief which he
may, and at the same time cannot be sure he shall, receive, at the end
of his troubles, from the mercy of the commission.

These are poor things, and very trifling for a tradesman to entertain
thoughts of a breach from, especially with any prospect of satisfaction;
nor can any tradesman with the least shadow of principle entertain any
thought of breaking, but with the utmost aversion, and even abhorrence;
for the circumstances of it are attended with so many mortifications,
and so many shocking things, contrary to all the views and expectations
that a tradesman can begin the world with, that he cannot think of it,
but as we do of the grave, with a chillness upon the blood, and a tremor
in the spirits. Breaking is the death of a tradesman; he is mortally
stabbed, or, as we may say, shot through the head, in his trading
capacity; his shop is shut up, as it is when a man is buried; his
credit, the life and blood of his trade, is stagnated; and his
attendance, which was the pulse of his business, is stopped, and beats
no more; in a word, his fame, and even name, as to trade is buried, and
the commissioners, that act upon him, and all their proceedings, are but
like the executors of the defunct, dividing the ruins of his fortune,
and at last, his certificate is a kind of performing the obsequies for
the dead, and praying him out of purgatory.

Did ever tradesman set up on purpose to break? Did ever a man build
himself a house on purpose to have it burnt down? I can by no means
grant that any tradesman, at least in his senses, can entertain the
least satisfaction in his trading, or abate any thing of his diligence
in trade, from the easiness of breaking, or the abated severities of the
bankrupt act.

I could argue it from the nature of the act itself, which, indeed, was
made, and is effectual, chiefly for the relief of creditors, not
debtors; to secure the bankrupt's effects for the use of those to whom
it of right belongs, and to prevent the extravagant expenses of the
commission, which before were such as often devoured all, ruining both
the bankrupt and his creditors too. This the present law has providently
put a stop to; and the creditors now are secure in this point, that what
is to be had, what the poor tradesman has left, they are sure to have
preserved for, and divided among them, which, indeed, before they were
not. The case is so well known, and so recent in every tradesman's
memory, that I need not take up any more of your time about it.

As to the encouragements in the act for the bankrupt, they are only
these--namely, that, upon his honest and faithful surrender of his
affairs, he shall be set at liberty; and if they see cause, they, the
creditors, may give him back a small gratification for his discovering
his effects, and assisting to the recovery of them; and all this, which
amounts to very little, is upon his being, as I have said, entirely
honest, and having run through all possible examinations and purgations,
and that it is at the peril of his life if he prevaricates.

Are these encouragements to tradesmen to be negligent and careless of
the event of things? Will any man in his wits fail in his trade, break
his credit, and shut up his shop, for these prospects? Or will he
comfort himself in case he is forced to fail--I say, will he comfort
himself with these little benefits, and make the matter easy to himself
on that account? He must have a very mean spirit that can do this, and
must act upon very mean principles in life, who can fall with
satisfaction, on purpose to rise no higher than this; it is like a man
going to bed on purpose to rise naked, pleasing himself with the
thoughts that, though he shall have no clothes to put on, yet he shall
have the liberty to get out of bed and shift for himself.

On these accounts, and some others, too long to mention here, I think it
is out of doubt, that the easiness of the proceedings on commissions of
bankrupt can be no encouragement to any tradesman to break, or so much
as to entertain the thoughts of it, with less horror and aversion than
he would have done before this law was made.

But I must come now to speak of the tradesman in his real state of
mortification, and under the inevitable necessity of a blow upon his
affairs. He has had losses in his business, such as are too heavy for
his stock to support; he has, perhaps, launched out in trade beyond his
reach: either he has so many bad debts, that he cannot find by his books
he has enough left to pay his creditors, or his debts lie out of his
reach, and he cannot get them in, which in one respect is as bad; he has
more bills running against him than he knows how to pay, and creditors
dunning him, whom it is hard for him to comply with; and this, by
degrees, sinks his credit.

Now, could the poor unhappy tradesman take good advice, now would be his
time to prevent his utter ruin, and let his case be better or worse, his
way is clear.

If it be only that he has overshot himself in trade, taken too much
credit, and is loaded with goods; or given too much credit, and cannot
get his debts in; but that, upon casting up his books, he finds his
circumstances good at bottom, though his credit has suffered by his
effects being out of his hands; let him endeavour to retrench, let him
check his career in trade--immediately take some extraordinary measures
to get in his debts, or some extraordinary measures, if he can, to raise
money in the meantime, till those debts come in, that he may stop the
crowd of present demands. If this will not do, let him treat with some
of his principal creditors, showing them a true and faithful state of
his affairs, and giving them the best assurances he can of payment, that
they may be easy with him till he can get in his debts; and then, with
the utmost care, draw in his trade within the due compass of his stock,
and be sure never to run out again farther than he is able to answer,
let the prospect of advantage be what it will; and by this method he may
perhaps recover his credit again, at least he may prevent his ruin. But
this is always supposing the man has a firm bottom, that he is sound in
the main, and that his stock is at least sufficient to pay all his
debts.

But the difficulty which I am proposing to speak of, is when the poor
tradesman, distressed as above in point of credit, looking into his
affairs, finds that his stock is diminished, or perhaps entirely
sunk--that, in short, he has such losses and such disappointments in his
business, that he is not sound at bottom; that he has run too far, and
that his own stock being wasted or sunk, he has not really sufficient to
pay his debts; what is this man's business?--and what course shall he
take?

I know the ordinary course with such tradesmen is this:--'It is true,'
says the poor man, 'I am running down, and I have lost so much in such a
place, and so much by such a chapman that broke, and, in short, so much,
that I am worse than nothing; but come, I have such a thing before me,
or I have undertaken such a project, or I have such an adventure abroad,
if it suceeds, I may recover again; I'll try my utmost; I'll never drown
while I can swim; I'll never fall while I can stand; who knows but I may
get over it?' In a word, the poor man is loth to come to the fatal day;
loth to have his name in the Gazette, and see his wife and family turned
out of doors, and the like; who can blame him? or who is not, in the
like case, apt to take the like measures?--for it is natural to us all
to put the evil day far from us, at least to put it as far off as we
can. Though the criminal believes he shall be executed at last, yet he
accepts of every reprieve, as it puts him within the possibility of an
escape, and that as long as there is life there is hope; but at last the
dead warrant comes down, then he sees death unavoidable, and gives
himself up to despair.

Indeed, the malefactor was in the right to accept, as I say, of every
reprieve, but it is quite otherwise in the tradesman's case; and if I
may give him a rule, safe, and in its end comfortable, in proportion to
his circumstances, but, to be sure, out of question, just, honest, and
prudent, it is this:--

When he perceives his case as above, and knows that if his new
adventures or projects should fail, he cannot by any means stand or
support himself, I not only give it as my advice to all tradesmen, as
their interest, but insist upon it, as they are honest men, they should
break, that is, stop in time: fear not to do that which necessity
obliges you to do; but, above all, fear not to do that early, which, if
omitted, necessity will oblige you to do late.

First, let me argue upon the honesty of it, and next upon the prudence
of it. Certainly, honesty obliges every man, when he sees that his stock
is gone, that he is below the level, and eating into the estate of other
men, to put a stop to it, and to do it in time, while something is left.
It has been a fault, without doubt, to break in upon other men's estates
at all; but perhaps a plea may be made that it was ignorantly done, and
they did not think they were run so far as to be worse than nothing; or
some sudden disaster may have occasioned it, which they did not expect,
and, it may be, could not foresee; both which may indeed happen to a
tradesman, though the former can hardly happen without his fault,
because he ought to be always acquainting himself with his books,
stating his expenses and his profits, and casting things up frequently,
at least in his head, so as always to know whether he goes backward or
forward. The latter, namely, sudden disaster, may happen so to any
tradesman as that he may be undone, and it may not be his fault; for
ruin sometimes falls as suddenly as unavoidably upon a tradesman, though
there are but very few incidents of that kind which may not be accounted
for in such a manner as to charge it upon his prudence.

Some cases may indeed happen, some disasters may befall a tradesman,
which it was not possible he should foresee, as fire, floods of water,
thieves, and many such--and in those cases the disaster is visible, the
plea is open, every body allows it, the man can have no blame. A
prodigious tide from the sea, joined with a great fresh or flood in the
river Dee, destroyed the new wharf below the Roodee at West Chester, and
tore down the merchants' warehouses there, and drove away not only all
the goods, but even the buildings and altogether, into the sea. Now, if
a poor shopkeeper in Chester had a large parcel of goods lying there,
perhaps newly landed in order to be brought up to the city, but were all
swept away, if, I say, the poor tradesman were ruined by the loss of
those goods on that occasion, the creditors would see reason in it that
they should every one take a share in the loss; the tradesman was not to
blame.

Likewise in the distress of the late fire which began in Thames Street,
near Bear Quay, a grocer might have had a quantity of goods in a
warehouse thereabouts, or his shop might be there, and the goods perhaps
might be sugars, or currants, or tobacco, or any other goods in his
way, which could not be easily removed; this fire was a surprise, it was
a blast of powder, it was at noonday, when no person coud foresee it.
The man may have been undone and be in no fault himself, one way or
other; no man can reasonably say to him, why did you keep so many goods
upon your hands, or in such a place? for it was his proper business both
to have a stock of goods, and to have them in such a place; every thing
was in the right position, and in the order which the nature of his
trade required.

On the other hand, if it was the breaking of a particular chapman, or an
adventure by sea, the creditors would perhaps reflect on his prudence;
why should any man trust a single chapman so much, or adventure so much
in one single bottom, and uninsured, as that the loss of it would be his
undoing?

But there are other cases, however, which may happen to a tradesman, and
by which he may be at once reduced below his proper stock, and have
nothing left to trade on but his credit, that is to say, the estates of
his creditors. In such a case, I question whether it can be honest for
any man to continue trading; for, first, it is making his creditors run
an unjust hazard, without their consent; indeed, if he discovers his
condition to one or two of them, who are men of capital stocks, and will
support him, they giving him leave to pay others off, and go on at their
risks, that alters the case; or if he has a ready money trade, that will
apparently raise him again, and he runs no more hazards, but is sure he
shall at least run out no farther; in these two cases, and I do not know
another, he may with honesty continue.

On the contrary, when he sees himself evidently running out, and
declining, and has only a shift here and a shift there, to lay hold on,
as sinking men generally do; and knows, that unless something
extraordinary happen, which, perhaps, also is not probable, he must
fall, for such a man to go on, and trade in the ordinary way,
notwithstanding losses, and hazards--in such a case, I affirm, he cannot
act the honest man, he cannot go on with justice to his creditors, or
his family; he ought to call his creditors together, lay his
circumstances honestly before them, and pay as far as it will go. If his
creditors will do any thing generously for him, to enable him to go on
again, well and good, but he cannot honestly oblige them to run the risk
of his unfortunate progress, and to venture their estates on his bottom,
after his bottom is really nothing at all but their money.

But I pass from the honesty to the prudence of it--from what regards his
creditors, to what regards himself--and I affirm, nothing can be more
imprudent and impolite, as it regards himself and his family, than to go
on after he sees his circumstances irrecoverable. If he has any
consideration for himself, or his future happiness, he will stop in
time, and not be afraid of meeting the mischief which he sees follows
too fast for him to escape; be not so afraid of breaking, as not to
break till necessity forces you, and that you have nothing left. In a
word, I speak it to every declining tradesman, if you love yourself,
your family, or your reputation, and would ever hope to look the world
in the face again, _break_ in time.

By breaking in time you will first obtain the character of an honest,
though unfortunate man; it is owing to the contrary course, which is
indeed the ordinary practice of tradesmen, namely, not to break till
they run the bottom quite out, and have little or nothing left to pay; I
say, it is owing to this, that some people think all men that break are
knaves. The censure, it is true, is unjust, but the cause is owing to
the indiscretion, to call it no worse, of the poor tradesmen, who
putting the mischief as far from them as they can, trade on to the last
gasp, till a throng of creditors coming on them together, or being
arrested, and not able to get bail, or by some such public blow to their
credit, they are brought to a stop or breach of course, like a man
fighting to the last gasp who is knocked down, and laid on the ground,
and then his resistance is at an end; for indeed a tradesman pushing on
under irresistable misfortunes is but fighting with the world to the
last drop, and with such unequal odds, that like the soldier surrounded
with enemies, he must be killed; so the debtor must sink, it cannot be
prevented.

It is true, also, the man that thus struggles to the last, brings upon
him an universal reproach, and a censure, that is not only unavoidable,
but just, which is worse; but when a man breaks in time, he may hold up
his face to his creditors, and tell them, that he could have gone on a
considerable while longer, but that he should have had less left to pay
them with, and that he has chosen to stop while he may be able to give
them so considerable a sum as may convince them of his integrity.

We have a great clamour among us of the cruelty of creditors, and it is
a popular clamour, that goes a great way with some people; but let them
tell us when ever creditors were cruel, when the debtor came thus to
them with fifteen shillings in the pound in his offer. Perhaps when the
debtor has run to the utmost, and there appears to be little or nothing
left, he has been used roughly; and it is enough to provoke a creditor,
indeed, to be offered a shilling or half-a-crown in the pound for a
large debt, when, had the debtor been honest, and broke in time, he
might have received perhaps two-thirds of his debt, and the debtor been
in better condition too.

Break then in time, young tradesman, if you see you are going down, and
that the hazard of going on is doubtful; you will certainly be received
by your creditors with compassion, and with a generous treatment; and,
whatever happens, you will be able to begin the world again with the
title of an honest man--even the same creditors will embark with you
again, and be more forward to give you credit than before.

It is true, most tradesmen that break merit the name of knave or
dishonest man, but it is not so with all; the reason of the difference
lies chiefly in the manner of their breaking--namely, whether sooner or
later. It is possible, he may be an honest man who cannot, but he can
never be honest that can, and will not pay his debts. Now he, that,
being able to pay fifteen shillings in the pound, will struggle on till
he sees he shall not be able to pay half-a-crown in the pound, this man
was able to pay, but would not, and, therefore, as above, cannot be an
honest man.

Pages:
1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27