This Simple Repair Trick Didn’t Just Fix Clothes — It Fixed His Bank Account
How one man turned a household item into a daily income — without startup capital or experience.
It Started with a Tube of Mending Fluid
Dwight C. Ritchie wasn’t looking for a business opportunity. While visiting a friend in Pablo, Montana, he noticed a strange tube on the table.
“It’s for mending small holes in shirts and socks. It even works on silk stockings,” the friend explained.
Curious, Ritchie bought a tube for himself. It worked so well that he immediately saw potential. He reached out to the manufacturer and asked to become a local representative — despite having no sales experience.
From Clueless to Closing Sales Daily
His early days weren’t easy. Ritchie had never sold door-to-door before. But within weeks, his earnings improved significantly, averaging $12 a day.
- Average Sales: 6 dozen tubes/day
- Peak Sales: 10–12 dozen/day
- Max Profit in One Day: $22 (after expenses)
- Daily Calls: 67 homes per day
How He Sold It: Lessons in Street-Level Sales Strategy
Ritchie didn’t just rely on charm. He built a simple but powerful sales system:
1. Demonstrate the Value Visually
He carried a demo book with fabric samples (silk, cotton, linen) that had been repaired using the fluid. This allowed him to say:
“You see how fast and neat this is? Much quicker than a needle and thread.”
2. Handle Objections Creatively
When people answered the door saying, “I don’t want anything,” Ritchie would respond:
“That’s all right — I just want to show you how to stop a run in silk hose.”
That line disarmed resistance and led into a short, compelling demonstration.
3. Accept Alternative Payments
When rural customers didn’t have cash, he accepted barter — eggs, chickens, and other goods in exchange for tubes.
4. Upsell Without Pressure
After the demo, he offered:
“You’ll want two or three tubes. The price is twenty-five cents each.”
Many customers bought more than one on the spot.
Why This Sales Model Still Works Today
This isn’t just a story — it’s a timeless sales framework:
- Low startup costs — Ritchie needed no capital investment
- Evergreen demand — Simple, useful products people use daily
- Portable sales process — Could be used in any town or city
- Hands-on demonstration — Still one of the most persuasive tools in direct sales
Summary: How to Start Selling a Simple Product Door-to-Door
| Step | Action |
|---|---|
| Find a product | Choose something affordable, useful, and easy to demo |
| Practice a demo | Create a visual example or use case to show the product in action |
| Set a call goal | Ritchie did 67 calls/day — consistency is key |
| Handle objections | Use openers that create curiosity, not pressure |
| Offer flexible payment | Be willing to adapt — even barter if needed |
Final Thought: Small Products Can Create Big Opportunity
Dwight C. Ritchie didn’t invent the product. He simply saw its value, showed it effectively, and hustled consistently.
If you’re looking for a no-cost way to start selling — or if you want to sharpen your door-to-door pitch — this story proves that simplicity sells when presented right.
Want to Try This Approach Yourself?
Have a product idea or want to launch a small direct-sales business? Let us know your industry or niche, and we’ll help you adapt Ritchie’s strategy into your own custom plan.
