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

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.