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J. OGDEN ARMOUR -
ONE OF AMERICA'S
. . KINGS OF FINANCE
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Multimillionaire Works Harder and HC3 More Hours'of
Business 7/zan Any of His More Than 20,000 Em-
ployes-Has No Time for HSociety"-His Home and
I The Game" 1 .lle Up His Whole Life. ,
Chlcl1go.-By vlrtuo of his millions ,
his , dlvorsilled financial and COIIIIJler-
olal Intorcsts , his methoda , and his
menns to I.mslnesa onda , J. Ogden Armour -
mour 18 ono of the accredlled great
captalt18 of Industry oC Chicago.
Dut when you lIoek to dlsco\'or oC
his friends the Bacilli sldo of the man ,
they fire 1I0t certain oven of Its oxlst.
cnco. .
A8k 1\11' . Armour hhnaolC amI ho re.
gards the sUbject liS 1I0t at all worthy
oC dl cusslon In hU lncss hours.
And J. Odgen Armour hus moro
hunlnos8 haUl's In the course of the
calcllIlnr ) 'ear than has any ether mil-
lIottnll'o In the wcatorn motropolla.
Ho eatn hl8 luncheon In hla llrlvnto
ontco In the genernl oll1ces in I.n.
Sallo street : sellda out for It sarno.
whol'O and satillos hl8 hunger with
the Icast Ilossible loss of tlmo. When
the duy'a worle Is do no ho starts homo
in his automobile , juat wllhln the
llecd limits of the ordltlancos , for a
seven 'cloclt dlnllor. ,
. HOBllonlllblo for a day's worle as the
heud of Armour. & Co" with Ita Ilny
1'011 of 20,000 men , looking to his own
llrlvat Interests In halC n dozen lines
. oC Investment , meeting In ono' way or
nllOthol' the mulllludinous calls that
conte from a great worltl to the desle
of .the mlllipnah c :
Horne and "Tho Game. "
HOllle..and "tho gamo" oC business ,
meas\ll'ell by tona oC thousand ! ! of
miles and tona of millions of mOlley- I
would you aBI ( ' mora oC Ilesh and I
blood ' ! " ' 1'ho gamo" la at once the
211l\n'a dlv.oralon al1l1 his toll ; homo Is
the atmo\phoro \ and the physical em-
tJodlment of his recuporatlvo neceBsI-
ties. Ifor him there cnn bo no social
world , wrltos IIollIa W. Field , In the
Olilcato Trlbuno.
Home ? Why , J. Ogden Armour IB
spending n million doll arB on a sum-
mol' homo to the west oC Lake l orest ,
Hs baBomont walla measuring 180 by
' 600 feetl There are 800 acres In the
cstate , costing $200 to $500 an ncro ,
nnd for monthB n construction gnng
that would affect the pay rollB oC n
, r.at . , ralhoad : has boon nt work dig-
gln , ditching nnd lovollng for the
laniJBcnpo gardener.
Lakes wJl1 bo formed where only
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I l'iVkclONi4 Bill THllm '
, ) { . flI1PLE Of" b'OOiY-
rEEPIN6 :
tJ
swamllS oxlsted boCoro. Flva lines oC
railway , ono oC which Mr. Armour Is
heavily Interested In , wJ11 bo shut off
by a great embankment 25 Coot In
height and half a mila In length. A
drIveway ten miles In length wflJ on.
COU1Iafls the ostate. The chleC mn-
terlal In C0l18tructlon of the house
will be marblo.
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H/8 / Best Beloved. '
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Oltle ono may find food for thought
" on comllonsalfons In the Cact that 1\11' .
Armollr's family consists oC anI ) ' wlro
and daughter.
All the world has hoard of this lIttle
daughter , now 11 years old-tho lIttle
Lolita Armour , wolghlng three pounds
nt Ilor blrth-nursollng oC the Incu-
bat. . . . . with the lIttle lIfo hanging by
.0. thread-finally the acUvo chUd Wltll
( , lIe handicap of a dislocated hip , to
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I hecomo' the ImUent oC IL world.famed
allrleon , I1nd , rea tared to health and
Btrongth , Btand as ono oC the marvel
oC twontleth century Burgery.
But thla IIttlo dlLughter 113 the light
oC the Armour household. She Is
legion In the affoctlons of the father.
'rho lJrusCJuunesa of business speech
sortonB In her Ilre80nce. 'rho mn.n In
the huslnoss oHlco lJecomos the father -
ther in the hOlllo. And the trans.
formation 113 cotllillete.
" } , 'or 11 mall whoso love of 11Omo and
family Is aa llIarlcod aa his , ono may
see the tom poring jUdgment which Is
charl1cterlstlc of Ogden Armonr , "
caya a friend who has aeen him In the
homo environment. "No ono could
express allrprlBo If this baby girl
wore the 'apollcll' pet of the hQuae-
hold.
"But I.ollla Armour Is I1nythlng hut
thla. She Is the nntural , , cheerful
child of IL fnther who realizes that In
the unstudied naturalneas of a slnglo
nu/htor / ho may road the ) \Ighest \
hope oC her. ' 1'horo Is the marked af.
fectlon between the two , without os.
tontatlou ahow of It. The man who
haa no ' 1loao' In his bualnesa rela.
tlons has none In hlB homo relatlona.
In the ml1n Is the ovldenco oC the
deep , lasting satisfaction In the homo
lifo , and It Is enough. "
or Few Words In Business.
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There are men high In the employ
oC Armour & Co. who never have seen
thla man of the homo cnvlronmont.
' 1'hollfmnds would not 1'ecognlzo him
In the position. To thousands oC
theBe ho Is 11. man to stand In awe oC
-to fear , oven.
Ogden Armour In business Is the
man ( lC the Cowest warda. In utter.
I1nco ho Is of the ateol trap spoech.
IIla "yes" or "no" 113 not to bo an-
ticipated. They aprlng out oC his Bet
fixed Inscrutnbllily lIIto the crack oC fI
rlfie. And , once apolcon , they are ir.
revocablo.
In J. Ogden Armour the man aaBO'
elated with him In the buslneBS oC AI"
maul' & qo. Hnds In this head oC the
con corn the ml1.stor oC details. In the
famous hearing of the beef trust bo'
fore the federal court In Chicago
there Is the Armour testimony that II
the matter oC rolJates of $700,000 01
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I /II IlJlrE8
1I'LITTLE
/I1UCIITER
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I 1ffll , NITII. 1I0A'tfE yt'tI
OETTlllv OIY. ' HJ 8 TilE LImE
HtJ.A t'v'MV ( JIIllIE' IJE PLII/HE ;
so , Armour conBldered this a dotnll-
a mere something which had bee
delegated to n Mr. Armstrong oC t11
concern.
Master of Details.
Ono may find stories ( Unong forme
Armour employes , told not with
vIew to conlt aat with this testlmm :
but with duo recogntlon oC the man
call1\clt ) . and maatOl'y oC the routh
oC a great business , which are in co
fIIct.
fIIct.One oC these l110n Cor years hr
been a travollng auditor of the 1IU1
nesses oC the Armour branch house
scattered ever ono oC the great se
tlons oC t1Je west. In this organlz
Hon at the Armour bUBlness ca (
branch hOUGo' has Its own managf1
Each oC ten or 12 houses comes u
I del' the Ruper\'lslon oC a suporlnten
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I ont , and ahout the sarno nUmber Is In
the territory of a traveling auditor.
'J'ho 11llItry buslnoss of Armour &
Co. Is not ono of the money making
ventures oC the complUY. Al'mour ,
In , hIs touring of the country In which
his Illnnts are located , alwaya tas an
eye to the recordB of this poultry
buslne s. Occasionally the manager
of IL particular plant overstocks In
poultry. 10 [ lIIay buy 10,000 pounda
C fowls when the inarkot proves to
justify only GOOO lJOunds. There Is 11
consucluont lOBs oC two to five cents a
pound on the stock.
Manager /'Called Down. "
The house may ho GOO or 1,000
mlloa out of Chicago. 'J'ho manager ,
countltg ) upon the dlstanco from the
homo office and the posfllhlllty of the
head of 11 great concern scarcely
lttlowlng oC the poultry department of
thllt lI\rtlcular branch , recelveB the
personal call of the corporation's
head In sublime optimism.
Druslluo but Illeasnnt interchange
of conventional greetings lead up to
the buslneGs talk. The weather may
ho touchcJl Ullon. , The health of the
mnnager may ho Inquired aftor. No
words are wasted , howover. Sudden-
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Well , It Is oxasperatlng , to say the
least.
Downfall of CaJhler. !
'rho cashier came nt last , wearIng
the patent loathors. the gloves , the
silk hat , tic , and I\ . few othor'of the
evidences oC I\ . night In the company
oC dressy frlonds. IIo bowed to the
head oC the Armour business , who
had been filling In the tlmo looking
through an oll1co led er.
It was Inlco morning , according to
the Armour weather report , apropos
of the cashlor's silence.
' 1'ho caahler admitted that In his
chief's moteorologlcal observation the
chieC had beaten the weather bureau
by ten dogreea.
Mr. Armour had been waiting for
Ramo time , he said.
The caahler hadn't n. "doubt or It.
The ense , and composure , and pains.
taking care wllh which the cashlor
laid asldo overcoat , hat , allli gloves
were a little Irritating at best. JUBt
when tllO cashier was removing his
gloves , carefu } of the wrlnleles , the
head of Armour's brought a hand
down upon the open ledgor.
"Mr. Jones. that's a - bad example -
ample of booklccoplng , If I know any-
II " .no.
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, .Lf lif/NAGER ON
iHI"CI-JR ET"
0/1" / " 1"1
y , .1lIco the oxploslon of 11. shotgun ,
I the head oC Armour & Co. touches
I upon business.
.
"That ovorstocltlng In poultry just
, before Thanksgiving , Mr. Jones. It
I . wasu't a good business movo. Loss or
five cents a pound on 6,000 pounds oC
'soft' stock. It mustn't occur again. "
The manager stammers a lIttlo. Ho
has an excuse , perhapB , and the ex-
CUBe Is listened to respectCully. Talk
may drift away from the subject n
little. Then , as suddenly and unexpectedly -
expectedly , the h ) ! ld oC Armour. & Co.
comes back to the topic from n new
anglo. II Is an oxploslvo recurrence ,
but In the Inovltablo low , even tones
oC the dictator. II IB disconcerting to
the degree that It is unexpocted-
and a dlsconcorted employo Is regarded -
ed as ono of the Inspirations oC Ogden -
den Armour. Deforo he Is done with
the department head ho may have
como back three or four times to
the unpleasant sUbject. Dut when ho
has gene the manager has the lesson
oC his mlstalccn judgment firmly Impressed -
pressed upon his mind. He will not
offend again.
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Close Supervision Necessary.
' 1'hat such a leBson may be worth
whllo Is suggested in the fact that
th ro are about 3f O oC these branch
houses throughout the coutitry. Three
hundred and I1fty manager are neces-
sar ) ' for their conduct , and 3f superIntendents -
Intendonts and as many traveling auditors -
ditors overlook the bualness of' these
houses between the Armour head and
the m'rlad dotalls of buying and sell.
Ing.
Ing.Tho
The possibility oC $200 loss in each
of 3f O bra"nches Is an Item , Oven In a
bnshleBs which nets $5,000,000 or $6-
000.000 In ayei'll' .
II Is on\f ; the accurate knowledge
oC Armour which saveB him In these
personal rounds oC inspection. 'l'hero
are managers and auperlntondonts
and travollng auditors who are touchy
enough by Instinct and by training
to resent Idle Inquisitions of the kind.
There Is no resenting the keen , clear
cut analyses oC the master oC a gretit
business and oC Its almost infinltcsl-
; mal dotalls.
'I'hero Is story extant In which
just ono man did reaent the Armour
- finding. .
In 110 was the caBhler oC the Boston
to branch oC tllO buslnoss , and ho drew
ono oi the big salaries on the Armour -
mour rolls. Ono day , unoxpoctedl : {
as usual , Armour entered the Doston
31' office a quarter oC nil hour ahead oC
a the ca8hlor.
IY Most 1110n will admit \hat It isn't
's a pleasant oxparlonco to go to ono's
10 office oxpcctlng to find 1111 .employo
n. there and who Cor any reason has not
yet shown up. , In the holght oC the
ul baaoball season It requires all unusu-
. .1ally good Amorlcan to accept any .
IS , kind oC excuse for the absence.
cDut when a man whh novel' had any
a. tlmo for society hlmBolf finds hlmsolf
: h In such a POSIUOI1 oC cooling his heels
II' . becnuso oC au omployu who haB had
n. entlrol ) ' too much tlmo for' that par-
d. tlclliar thlng-
liE /fT/c5f7Ec5 HIc5
! llIN ERN TilE LEll T
PO 81BL llffE
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thing about what n set oC books
should be ! "
"Mr. Armour , " and the cashier
shook the desk with the Corco oC his
clinched fiBt , "that's a - - -
credltablo ledger , and I know what
I'm talking about ! "
But knowing or not knowIng the
Boston branch had n new cashier
within n week or two. Which was no
surprlso to the cashier , either. .
Direct In Questioning.
No one in the employ of Armour &
Co , over has accused the head oC the
present business oC being unapproach-
ablo. Approaching him , no employe
knowing him has expected n warm ,
smiling greeting. None ever expects
to escape the battery of keen ques-
Uonlngs , ono question hot after the
ether , straight to the poh t , and
stripped of superfluous wording.
Not that all such tl1.l oC the head
oC the Armours IB inquisitorIal. It
would bo hard to count the number of
managers , superIntendents nnd travel.
Ing auditors who In years past have
come to the general office In Chicago ,
to meet the chief In smiling mood ,
who have been compllmonted in words
regarding their work , and who nt the
end of the Intorvlew have been presented -
sented with an order Cor a gold watch
and 11. suit oC clothes , These are can-
vonlent , convertible orders , too. If the
man doesn't need a watch , the order
w111 be cashed at the cashier's window -
dow at $50 ; or if ho has clothes sufficient -
ciont , the cashlor redeems the clothes
ardor at the same figuro.
Enemlcs are Many.
. J. Ogden Armour Is 44 years old. ,
Ho has made enemles-1 > lttor ones-
In his tlmo ; mon who hnvo fought
him at "the garno , " and nursed defeat
In vengeanco. They have fought him
fair ) ) ' and unCairly.
They have called him the head and
shouldera oC the "beeC trust ; " he
Is credlted-or discredited-as the
"leather trust ; " ho owns 50,000 shares
In ono great railroad In the central
west , huge blocks oC stock In other
lines reaching to the Atlantic nnd to
the PaclHc : owner oC lines oC hugo
elevators that have strangled compo.
titian ; owner oC street railway stocks ;
arbiter In the destinies oC almost
coul1t1ess aggregations of capital ; defendant -
fendant oC the privately owned reCrlg.
orator lines , and pleading Innocence
lu the matter oC hugo rebates thnt
have been In violation oC Codoral law8.
Only a few 'Years ago ho waa 11. sick
mall , prostrated by the publicity which
came oC Ills nggresslveness In "tho
gamo. . "
But ho Is a mlllionairo man ) ' times.
He hils power , which Is compensation
in "tho game. " Who wou1d not have
It IC ho could 1 lie .gets up at six
o'clock 111 the mOl'l1lng and gees to
wOI'le at soven. Ho hils few Crlendll
that uro Inthnates in the sense that
men have frlonds , tried and true. Ho
hils 0110 chlhl , who sees less oC him ,
Ilorhl11ls , thl1n most chlldron see of
tholr fathers who are day laborers.
Yet this Is success. Who disputes
It ?
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FOR THE MERCHANT
LITTLE POINTS THAT HELP IN
SELLING GOOD3.
BE READY FOR OPPORTUNITY
Let the Public Know What You Have
'to Sell-Never Stop pushlnu-
A Hint for the
Clerks.
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Pluck.
How often you hear ono business
man say oC another who has been sue-
ceRsCul : "Ain't ho lucky ? " Luck has
nothing to do with an yo no's success.
It Is pluck.
Pluck and enthusiasm are the powers - '
ers which make the winner. With
these two qunlltles , which are In.
variably found together , a. man will
succeed.
Business men who have achloved
greatnesa In their line are those who
possess an abundance oC enthus.
lasm.
A possession that Is better Ulan an ' -
thing else to a man Is that determlna.
tlon of character Imown as pluck , and
an enthusiastic confidence that he wB' '
succeed.
To persevere against great odds ,
and to make fL vIctorious fight In the
taco or almost Impossibilities , It reo
quires pluck which IB not governed by
Impulse.
To cultivate pluek ono must encourage -
ago steadfastness oC purpose. When
a thIng 1.s begun It should bo' fin-
'lshed.
The trouble with most of us is not
so much that wo have n hard row
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_ _ _ _ _ _ _ _ nnn
to boo but that wo dislike hoeing.
Opportunity knocks once-and oCten
a dozen times-at every door , but
you hav no klcle against the fates it
Opportunlt knocks , finds you lost in
a pipe dream and turns away never to
return.
Bacon said : "Tho mold oC n man's
fortune Is In his own hands. "
AIl men cannot be captains of Indus-
try. AIl men cannot succeed phenom-
enaIly. AIl men , it seems , cannot succeed -
ceed even moderately , but all men can
make an effort to succeed.
We must not Btop striving to reach
a higher and better place until we are
willing to sink to the bollom. If wo
oimplY expect to float and not try to
swim wo might just as well quit. It
would be well for us to leeep as a
motto before us : "Perseverance and
pluck conquer all things , " for It bears
close relationship to the sUbject
chosen. If we regl1rded the lIttle op.
portunltles In lICe more seriously and
made the most use oC them we would
be better nble to master the golden op-
portunities.
Let It Be Known.
You may know that you have the
best assorted stock in town , but th ( >
public will not know It unless you tell
them about It ; they are not clairvoy-
ants. FIrst use the neWSIl1.perS . liberally -
ally , then clrculurs , personal letters ,
tnlk to them when you can catch them
in your store , at their homes-any-
where. The first and 1l1st thing to
bear in minel about advertising Is that
it Is as wide as human nature in Us
appeal.
Advertising is the mighty englno oC
success , and without It the business
world would bo minus its dynamo oC
energy.
PUlh All the Time.
If It pays to push when b Blness' Is
load , it pays to push when business Is
bad.
If It pays to push when business Is
bad , It pays to push when business Is
good.
If it pays to push at all , It pays to
push all the time.
ThereCore , don't let It die.
When everything Is coming your
way , push to make It corne t o faster.
When everything Is going the other
way , push to make It como bac f to
you.
you.l > > ush all the time and YOII'1l Ceel
the better for it , and make more
money.
It take. bard thlnkJng and bard
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wor1e to In13re4Se business In the ntO
of strong competition. But the business - '
ness Is there , and somebody will get It \ .
-yoll or your neighbor , or perhaps
your comfletltor In the next . town. I
Which shall It be1
Help your emplbyes Increase your
business.
Be Business Throughout.
A joke Is a joke , but buslne81/ / no
joltO , and It Is mighty hard to make
the 'two mix. ,
A man once said : "It pClyS to adv01'o
Use most businesses , but mine Ii dif-
ferent. " The sheriff sold blm out , and
now he workB for his .Buecens r , who
docs advertise.
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Success.-
The secret of mOBt succcsses Iles In
the man rather than In the method.
Making people want the gootIs IB ,
aCter all , about as near the secret of
It as there comes to being any secrot.
Make the public want whl1t you have .
to seU and the sale Is half made.
Epitaph oC II. falluro : "Ho'forked
overlfmo dodging worlt. "
That Man with the Overalls.
'When the man with the overaUa
comes Into your store don't turn ' : "
around and take your tlmo to walt on
him. Don't snub the man with the
ov rnUs in order to walt upon S01110
elite of your town-that Is , If the overall - j
all man came Into your store Hrst.
Your overall man usually standa lJY
the homo town. Ho works in the !
shops , 111 the stock yards , In the fac-
I
torles and In the mills. IHs dollar Is \
just as good as the dollar given to :
you by the man who tries to pur on
all Itlnds of airs In your town. The
old AmerIcan eagle on the aliveI' dollar
given to you by the man atUrcd In
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( f/M / Ft\I6@ \ @
rrrr I'
rrrrrr
rrrrrr
-r . . = . ! rrrrr. rrrrrr
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Irrrl' Irrr.r rrrr(2 , -
rrrlO' -
l@W , W :
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Turn to and bury the mall.order house . monopoly under the sod of local
prosperity. You can do It by spending your money with the local merchants.
If you give them an opportunity they will treat you fairly , and they , like your- I
lelf , represent the Interests of the home town. , '
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_ _ nuunnnnnnnun _ u. . u. . . . u _
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overalls counts for just as much and 1
screams just as hard as the bird on
the dollar turned over ny the man I
who belongs to the "upper tens. " De.
sides , If the man in the overalls wants
credit until Saturday night or untU
the first oC the month , you'll stand to
win to get the cash from him when
he says ho'll pay you. Don't gl\'e him
the marble heart. You want hili . !
trade , Ho needs dry goods and groceries -
ceries , and ho wfll spend his money
with ) 'ou If , you treat him right.
Business Sickness a Common Com-
plaint.
Stuck in n rut , are you ? Same old .
rut , boss doesn't apprecIate your ef-
Carts. Interest In 'our business wearing -
ing thin nt the edges ? Eh ? Thought
so ! Well , what are you waiting for ?
You know nothln really comes to
the fellow who walts , except the
"push. " Some people never "get
there" unless they're pushed.
If you'ro sick oC your job you're doIng -
Ing yourself and your boss a bad turn
by hanging on. Start looltlng around
Cor another job-that'll keep YOUi
mind liquid. WonderCul what a pick-
me-up job.huntlng Is to some people. ,
It you got "turned down" two or three
times you'll begin to think what small
potatoes you really are aCter all , and
that's good tonic for business sickness
-tho first sign oC reco\'er ) " , In fact.
Your present job wfll , maybe , acquire -
quire a. fresh Interest to YOIl , and
you'll como at It again like a. twoyear-
old. , p
If you were born with IL square chin
and the normal amount oC gray matter -
ter you'll probably , vant to get ahcad
of the procession. There Is only ono
sure way , and that Is "know how. " A
fellow with "know how" novel' loses
Interest In his job. lIe wouldn't get ' . .
the "know how" If ho did. "
It's marvelous how interesting busl. . , I
ness Is when YOIl get the proper spirit.
Some men obtain 11101'0 genuine pleas.
ure from business than they do from
pia ) ' . If you want to enjoy bllslness-
study It-soak yourself in It , and 1mB-
glne It's play.
You won't have to Imaglno long , and
when you've got the spirit oC the gnme
you couldn't bo kept out oC It with a
plckl1x.
Fashion 18 Ever Changing. ,
Mrs. Shopper-Is that hat that Willi t
$35 this morning the BDJI10 price still T " .
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Milliner-Certainly I Why not ? . - i
Mrs. Shopper-Well , it's not slIch a "
new Btylo WI It WILS then.-JudJG.