THR NORFOLK WBKKIiL NHWS.IOlTRNAIi , FKIDAV , JULY" 20. 1910
Salesmanship ns a Fine Art.
The following address , dnllvorod b }
Hugh Chalinerfl before tlio Advertla
Ing Club of BimlnoHM Mon In Mlnno
apollH , contnlim BO much of human
Interest niul HO much of vital Impor'-
nnco to oveiy miloHinnn and evciy
htiHlnoBs man , that The News horc-
with reprints It in full , na taken ft out
the July lusuo of Ulbott Iluhbard's
" "
"Fra :
Hvcry one IH an advortlHor , whether
ho wants to ho or not. Our inannorH ,
our clotheH , our appearance , our
Hpoech , everything thnt wo do or Hay
advertises UH. A man IH n walking
advertisement of himself.
Now , the snmo Is true of your city ,
or any city , because a city advertises
Itself. Hvery stranger that cornea to
Minneapolis leaves thla city with n
certain well-defined Impression , wheth
er It he n good impression or a bad
Impression.
Now , since you hav'o ( o advertlso ,
why not do It right ? Advertising IH
nothing but teaching people to believe
In yon and In your goods. Your city
Is nothing but n collodion of Individ
uals , inul your town will Impress Itself
ns your advertising Impresses. I am
n great believer In advertising cities
ns well as businesses. Chicago has n
"Booster" club composed of three
thousand members , as you probably
all know , and they pay an advot Using
manager ten thousand dollats a year
to boost Chicago , and yet we do not
think Chicago needs much boosting.
Other cities are doing the name.
The Age of Publicity.
Now the most linpoitanl foatuio of
nil Is to have some one whoso busi
ness it Is to attend to the advoiUsing
of your rlty. This Is an ngo of pub
llclty , and unless jou keep after the
people all the time they soon foi get
you. You have got lo keep evoilast
Ingly nt It , because the business of this
country in all Us liansacllons is like
a kaleidoscopic view , wo see Ihlngs
for a. moment and then they pass
away. I doubt wholhoi any one could
toll offhand who was president of the
United Stales.
United Stales six toims ago ; but I do
bellovo that almost eveiy ono can toll
who was the last president of the
Mammolh cave , in Kentucky , was
once n great place , but you do not
hear of It any longer publicity has
stopped. The same thing Is true of
the earthquake In San Fianctsco. Tills
simply shows how gieat events and
things pass ftom our minds unions
constantly iccallcd.
I often use the woid "booster , " al
though my neighbor , Mr. Warnock ,
saya ho does not like the name. 11 Is
perhaps nol an eleganl lei in , bul I
have seen good acllon come ftom Ihe
work of "booslors. " A boosler is a
man who does all Ihe good he can to
all the people he can as well as ho
can , and then tittsls Ihe lest to God.
A "knockei" Is defined as "a thing
that hangs on the outside of a door. "
The Problem of Distribution.
The business pioblem before the
Amotlcan people today , commercially
speaking , is the pioblem of distribu
tion of getting things from whore
they nro to where they ought to be.
The two big factors In this problem
nro advertising and salesmanship.
Now , the relationship between the
two , in my opinion , is the closest re
lationship it is possible to have. It Is
closer than n team under n single
yoke ; It is closer than friends ; it is
closer than brothers ; yes , It Is closer
than the relation between man and
wife , because lliero can never ho a
separation or n divotce. Advertising
is salesmanship , and salesmanship Is
adverllslng. Every ad is a salesman
and oveiy salesman Is an ad There
is llils dlffeience : adverllslng Is sales I-
manship plus publicity ; salesmanship ID
is adverlising plus gelling Ihe older
signed. Advoi Using creates the at-
mospheie of business , and the sales
man follows and takes the otdeis. It
Is like n chemical combination. For
instance glceilne in itself is perfect'
ly harmless , but combined with cer
tain chemicals it forms one of Ihe
most powerful explosives known. The
same.is true of salesmanship and ad
vertlslng it takes brains to combine
thorn and nerve lo sel them off , bul
the results mo woith while. A mar
says , "My business Is so thoioughl }
established I do not need to adveitlsc
It. " It puts mo In mind of a man will
blue goggles winking al a girl. He
knows lie is winking at the ghl , bul
she doesn't. Now the close relation
ship between the two Is most notice
able when you got down to the bed
rock of business and find out what it
the foundation of all business. Tin
foundation of business is confidence
And ndvei Using and publicity are tin
greatest builders of confidence knowi
to the business man. Big adverltslnj
looks like big sales ; It makes the pub
lie familiar with Ihe seller of tin
goods and will create confidence it
those goods. Some people mistake ad
\ertlslng for merit. Please hear li
mind that advertising never added om
dollar to the merit of any article ad
\ortlsed. Advertising meioly tolls thi
merit : it does not creale U. Good
must have merit in them to sell , am
they must also have merit , when sold
5 * . . * < S > I to stay sold. A sale does not em
nowadays with the making of it 1
never ends as long as the man Is us
ing the article you sell I think mos
advertising men I have seen who d
things realize what advei Using need
most. There are hunch eels and thoi
sands of people in Ihis country wh
do not believe in advertising as som
of us do. They think because som
people take pages of magazines llin
cost from four hundred dollars I
three thousand six hundicd dollats
page , they must he chaiglng highe
pi Ices than they otherwise would. W
know Just the opposite to be trui
Through adverlising we are enable
to build up volume , and that velum
enables us to cut expense , and tli
more we are enabled to sell , the mor
advertising we should do But poop ]
need lo be told of thnt , because lots c
people still do not bellovo in it.
The Main Chance.
We imifct Keep fixed in onr mln
thai which wo waul lo accompllsl
Speaking of the object reminds 111
that I went to a school of cxprcssio
in Boston because the man I wr
working for thought I could brush u
n good deal in speaking to salesmc
nnd others In public if I went to th :
school. I only wont there once , but i
learned something there thnt I hav
never forgotten. The man at tl
school said to me , "I want you I
make n speech to me. I am the am !
once nnd you nro the speaker No
before you begin to talk , remombi
these three things First , when yc
get on your feet , nlwnys rise up r
your toes nnd then back on your hoe
that leads you to know you are c
earth. Sooond , If you nro ever called
upon nt a dinner nr n banquet to make
n talk unexpectedly , don't got up and
tell Ihe people It IH a gicnt surmise
nn 4 that } oit nro wholly unprepared
they will find that out soon enough
The third thing IH the serious thing
When you begin to talk to anybody ,
always keep In a Httalghl line In ft out
of you the object of youi talk "
I did not leant anything theio ftom
the standpoint of being able to talk ,
but that has been with mo over since.
and when I advertise aio thing I it >
lo keep clonrl } before me Iho object
I am trying to talk about There in n
powerful IcsRon In thai piece of ml-
vlco for us all
The Making of an Advertising Man ,
The object of salesmanship and ad
vertising IH to distribute goods at a
profit. Anybody can give away goods ,
hut to sell them U taken a salesman
Ono of the oldosl chcslnuls among
advorlUlng men If you can call It
such Is tlio ono Ihoy use In every
argumonl "What jou need Is to con
duct a campaign of education. " I
think we ought lo forget Dial once
and for all. I would like to know
when wo have all the people educat
ed. All advertising Is of nn educa
tional chinaclor ; If It Is not , It Is not
advertising at all.
I differ with some people in regard
to a statement I hcatd a gentleman
make who said , "Advei Using luon are
botn , not made. " I asked the gentle
man "Who publishes the hlith llsl ? "
I said I had never seen one. What I
want to know Is how w nio going to
tell when these men aie botn , so wo
can pick them out. 1 think advertis
ing men , like all other men , aic made
as vvoll as bom. The thing that ham-
pot s mon. Dial holds them back mote
than anylhlng else , Is the doubt of
Iholr own abtllly They pi also whal
they consider great gonlus 01 gieat
ability in some other man , when per
haps the.v possess thnt same ability
I do not think It Is colim too fat and
I do not say It to you only , for I have
said It lo olhers as well but I Ihlnk
Iheio Is enough ability In tills loom
10 take care of almost any crisis this
( ounliy could over have There is
moie latent ability in all men than we
know of , and Ihe only icnson many
moti do nol forgo faster to Ihe ftonl
Is because they are nol able lo recog
nise lhat fact. Fifty yeais rtgo this
coiinliy confionled a ctlsis , and when
the ctlsls came Iho country had a
leadoi , but a } ear or two befoio it
came the man had not been picked ,
but ho had it In him all the time to
boLome a leader. Let us pi each the
doctilno of "made" men as well as
"bom" men.
The Maklna of Goods.
II Is easier lo maKe goods than lo
sell them I have boon in the mann
factuilng business all my lite , but it
took mo some time to find thai enl
Any man wllh money can buy ma
( ninety and bite men lo inn it and
make goods , but It does not follow because -
cause he can do this thai he can sell
lliose goods. Ills money Is of no use
if ho can nol sell Ihe goods afler Ihe }
nro made It took mo some time lo
find out lhat the making of Iho goods
Is Iho leasl. When you me mnnufac-
luting goods you aie dealing with both
. men and metals , and you can put a
thousand more men to woik and make
moie goods ; but when you cross the
line and attempt to sell those goods
you will moot a different pioposition.
When you make a sale of anything ,
. whether In n retail stole or on the
load , that sale does not first take
place in the pocketbook ; nor yet does
11 ilrsl lake place In Ihe oiderbook ; il
does not even first take place In Ihe
check-book Rather , every sale takes
, place , whether it he a paper of pins era
a house and lot , in the mind of the
-
man who buys ihe goods. A lawyer
is as much a salesman as a business
r
man , because when he is in coutt he
-
wants to sell his side of Ihe case to
the judge and juiy , and he Is the best L
salesman known because he goes at It
scientiflcallj' .
' Definition of Salesmanship.
If I woie asked to define salesman
ship in one sentence , 1 would say U
was nothing more noi less than mak
ing the othei fellow feel as jou do
aboul Iho goods jou have lo sell. Ad
verlising and salesmanship aie Iho
connecllng link , and always will bo
between the invention mid the use
of any niticle. The best Invention
the world has evei seen would have
been woilhlcss If Ihe man had nol t
j. told anybody else about It , he had not t-
advertised and given the widest pub
licity to his invention. Every patent
Ibis country giants is granted on the
theory Unit the man who pioducod the
Invention Is going to be a benefactor
of humanlly , and he ia , theiefoie , giv
en seventeen years' use of his Inven
tion.
tion.So
So advei Using and salesmanship
have pustted this woild ahead fastei
than anything else.
Advertising is a process of sales
manshlp We hear It said lhat 'ad
vei Using Is salesmanship on paper. '
Thai Is partly true , but it is not all
the truth. Advertising is moie than
salesmanship , It Is salesmanship plus
publicity A salesman can talk onlj
lo one or Iwo people at a lime , sc
It might be pioperly said that sales
manship applies only to the Individ
mil , while advertising reaches the pub
stlllc as well , because b } adverlising yoi
lolcan reach hundreds and thousand !
Is nnd millions of people , while the sales
man can reach only one or two at i
10 time.
ie Three Ways of Selling Goods.
10 All goods are sold In ihreo ways
at Firsl , by word of mouth , second , b ;
to pictures and lllustrallons , and third
by pi luted mailer. That practlcall :
or sums up the ways there are of sell
Ing goods. But advertising Is mon
ie. than selling. There aio two object
ed In advertising. One Is to sell you
no goods , and the second is to e tablls1
lie a good name and Insure a conllnnanc
re of Irade. Now some people say tha
ilo when you are ontlioly sold out yoi
of want to quit advei Using. Theie wa
never a grealer fallacj lold lo bus
ness men. One of oui slocUholdei
id said to me not long ago , "Aro j on rer
ih. sonablj sine of soiling your year's oui
no put ? " I said , "Yes , sir. " "Then , when
on don't you quit advertising ? " ho asl
as ed. "How much can you save b (
up twoen now and Iho Hi si of July ? "
on said , "Between slxly thousand an
iat sevenly-flvo thousand dollars. " "The
I why don't j-ou save It ? " ho said. M
vo nnswcr was lhat If I were dead sur
ho we had all sold this year of Nlnctoo
to Hundied and Ton and up to Nlnctee
Hundred and Twelve , I would nc
spend a dollar less I am speakln
I0r not only from the standpoint of th ,
011 theorellcal adverllsor. but also of th
011 man who buys the space nnd pays th ,
' 8 bill. My being in business is not coi
on fined only to Nlnteen Hundred am ,
Twelve , and 1 am a firm believer In
keeping oversold. You have got to
deal wllh human nature , nnd human
nature alwajs has wanted and always
will want those thlngx which aie the
hindoit to got Now then , I mild to
this gentleman , "Look at that foun
tain , 800 thai waiet gushing forth.
The fountain has ll source of sup
ply in Iho rlvor a mile and a half ills-
lanl. You can get the supoilntendent
lo shin II off , bul you will nol nollco
any dlffoionce rlghl away ; you will
sue It go down a little at a time un
til Ihere IH no moie wnlcr supplied.
You shul off the source of supply
when } ou stop ndverllslng. You inusl
send the best possible appeal to n
million minds In order to sell u few
thousands easily , and you must keep
on appealing You must keep on If
} ou wish to keep up your business. "
No Necromancy In Advertising.
There Is no mj'stery about this nd
vei Using and selling of goods. Some
would hnvo you think so , and some
do not take It up because they Ihlnk
U Is lee hind. Il Is nothing but plain
common sense plus printer's Ink , and
some of Ihe host copy I have ever
seen was written by men who wore
never known as advertising men , but
they sold the goods and made tholr
copy according ! } . 1 once heard it said
that a man with a lltlle Idea always
uses big words lo express himself ,
because ho wants to suuound his Idea
with as big vvoids ns ho can , where
as the man with the big Idea uses
little Anglo Saxon words to express
himself , because the Idea Is so big
It needs no surrounding. When you
come to wilte copy boai that In mind.
Wilte II so plainly thai the man with
out an education can undoistand what
} ou aio talking about , and then It will
he a cinch thai the college giadmite
can , 01 onghl lo. understand It.
Now then , 1 believe ndvei Using copy
should be so wiitlon thai its Hist two
lines shall be the nttrucllvo featuio of
It , because If a man stalls to lend
your copj and does not .finish lead
ing It , don't blame him blame jour-
self , because ho gave jou Hie chance.
I once ptovod lhat , gentlemen. In Eng
land. Wo soul oui a thousand cli-
cular lotlois under'one cent postage
and I said 1 would piove that nine
tenths ot the people lend their one-
cent mail. 1 got as much mall as the
avoiage man , and 1 do not throw away
mail with one cent postage attached
I open It.
Now , I said in lhat letter , "We are
opening a icstauiant hcio which will
bo completed about the lirbt of the
month , and wo wiito to you as a gio
cor lo quote us pi ices on Ihe follow
Ing goods , and enclose a list of whal
wo bhall need" We leeched over
900 icplles. Wh } ? Because 1 ap-
pionched them , as a gentleman said ,
liom "the point ot tonlncl" This
lolling a man all aboul youi business
in the two opening lines ot your copy
is like standing in the dooiway of a
clothing stole and saying , " 1 am in
the clothing business , wont' jou tome
in ? "
Convincing the prospective.
So I say wo ought to use small
vvoids , and we oughl to so expiess our
selves for this loason : no sale was
ever made until a man was convinced
Ho is not convinced until he under
stands. He cnn not understand unless
in Ihe explanallon he can understand
whal > ou mean , and Ihe average hu
man being has a considerable nmoun <
of pride. Wo dislike lo own up lo a
thing we don't understand. 1 have
had men explain things lo me , am
say , "You understand that ? " and I
would nod my head. It would be a
rellection upon myself lo do othei
wise , and so I kept on nodding mj
head , and when the explanation was
finished 1 changed to a lateial inslead
of an up-anddovvn motion. That was
all
You can nol soil lo an } bed } unless
he understands what you aie talking
about. Be sine jour explanation Is
plain , and imitlculnrly lo Ihose who
aie in a technical business , because
half the people do not know technical
teims. I lemombei Geoige W. Per
kins telling this story of his expeii
once as Insurance sollcllor in Cleve
land. He said he had boon Utng lo
place a policy tor $100.000. bul he
could nol do it , and the other man
, got Ihe business. Mr. Perkins asked
the man , "How did jou insure Mr.
But toughs ? I It led for live yeais and
I could nol gel him. " The man ie-
piled , "I don't wish to be disrespect-
tful , but he said he didn't undei.stand
half the time what you were talking
aboul. He said you lalked to him
about 'tontine' policies and 'endow
ment' Insurance , and he didn't know
whether you were selling life Insur
ance or hair oil. " The man in busi-
nes is so close to it he does not take
the other fellow's viewpoint.
Health
It Is haul to analyse the successful
man , but after all , the analysis gels
down really lo Ihe peisonal equation
personalltj' .
There are ceilaln qualities I have
been asked to give here tonight which
I believe wo should have In business
lo be successful. We are all sales
men ; every man is trying to sell his
own good qualities to his fellow cltl
yens. That Is why he puts on a clear
collar and a clean shlit , and eveiy
Ihlng that goes with it , because lu
wants to sell his good qualities.
The flrsl essential is lo be healthy
to have health. Most of us are pale
foi having good livers , but unfortun
alely some have bad ones.
There is nothing helps a man sc
much as to take care of himself. Mos
of us have injurious habits : we smok <
too much , wo eal lee much , or w <
chink lee much we are hnndlcappci
In some way. I know men with gooi
minds , but their bodies are not heal
: thy , and I would ralher take m ;
chances with n healthy mind In i
healthy body.
Honesty.
The next quality is honesty. I tli
not lefoi lo il In Ihe baser sense , be
cause a man is a fool nowadays un
less he Is absolnlely honest.
Theio Is an old maxim , "Honest ;
Is the best policy. " Theio is nolhin
"best" about it , honesty Is the enl
policy From any ethical or leligiou
standpoint 1 leave It to jou that 1
the lasl analysis nobody know
w bethei a man Is honest but hlmsel If
id You do not know whether I am hot
n est or not. Our wives think wo ar
ly honest , and whether we aie or no
re It Is a good thing to keep them thlnl
an Ing thai way , but they could not prov
, it to save Iholr lives It is a goo
ot thing some men are dishonest I hav
1K seen men with so much ability the
lc If they woio honest along wllh it
llo of us would have no chance th ?
l,0 would get nil the monoj I bollov
in. gentlemen , j-ou are honest man Moi >
,1 men I have met have two arms , t\v
logs ( unless lost by accident' , two
ejes. two ems a nose and n mouth.
and. consldorlns Mtelr height , they
weigh about the < < niiio. What IH the
dlffoieneo in men1 Power , nhlllly'
Some people may have ihnt dovolopul
ii.oie than others , but ' snj nlnolonlha
JOB. ninety nln < ono-iiimdredliH
could develop nbllllv. om roin'nd '
mo voiy much of the paitible ol the
talents. We have ont < talent and \ve
wiap It up In a napkin : we have thnt
ono only and we hnvo never added
nij thing to It. It Is like a man who
tpplles for a Job. and , hU letter of
ecommomlatlon says. "This man is
hoioughly honest. " If ho has no oth-
> , r quality but honesty ho does not dove -
vo much credit for staying that
viij- . It Is what we develop that nl-
vaj's counts.
Three Kinds of Men.
I find jusl Unec kinds of men In this
vorld The kind you tell once to do
i thing , and you can hot jour life It
s done The second class you have lo
oil four or five or a dozen times to
lo It , because thc > do not think.
The third class Is the groal class of
nen who have made Ibis country what
t Is men with initiative men whole
lo things , who do things bofoie jou
mvo a chance to toll thorn what to
10 I do nol say Ihls for any "slar-
ipangled-banner" efteol , hut I thank
3od that I was born and i eared In n
ountry whore povoily is no ban lor
0 success , but whore It can often be
11 oven to a mathematical certainly
.hat It Is n help. Just in piopoillon
IH wo leach joting men how to do
Lhlngs , If nothing more than to shine
Ihoii own shoos something thai Is of
value lo themselves as well as to the
) lhois will they make a success In
Ife Theio jito some who glow up
.o bo : . ' " > voais of ago , and the only
: v\o things they know aio how to roll
1 clgaiotto and how lo doxloiously
mix a diink. Wo want mon lo do
.hlngs , and what this countiy is to bo
twontj'-flve yeais fiom now depends
on vvhnl we leach Ihe jonng mon
when Ihoy me joung Most men do
nol want their bojs to go thiongh the
things they did , and thnt Is where
they mnko the grealest mlslnke
They call It skill In the surgeon ;
wo would call It Initiative In the busi
ness man. The stngeon gets jou on
the table and opeiates for appendicitis
and finds you haven't gel it , as Ihey
sometimes do ; he cannot let j-ou llo
on the table , and say , "Walt , I will
road up in the books and see what
he has. " He has to act quicklj' , he
has to finish his job , whether It Is
his finish 01 join finish. They call
that skill If he gets thiongh all light
In our case we would call It initiative.
Wo must do Ihings quickly , wo must
have Inltialive , and that Is the great-
esl quality a man can possess. I
would lalhei have a man in my em
ploy who would do six out of ten
things light and never did anything
things light and never did naythlng
else. There is nothing vviong in mak
ing a mistake , the only vviong Is In
making the same ono twice.
Thorough Knowledge of Business.
Next to lhat 1 think a man ought to
have a Ihoiough knowledge of his
business. I was at a convention in
Berlin , Germany , of 200 salesman.
They did not understand anything
I safe ! and 1 did not understand any
thing they said , and so got along all
light. Theie was a man Iheio who
had can led off Ihe banner for four
successive yeais , and as we wete dis-
liibnling the pii/es I said to him , "Mr.
Holfmaii , will you toll the men why
you have been leader for four yeais
in succession ? " He could not have
given a heller answer than he gave
He said , "Gentlemen , I defy nnjbody
in Germany lo ask a quesllon aboul
my business lhal 1 cannot answer. "
That was Ihe sec i el of his success'
he knew his business.
Tact.
Another qnalily we need is tact.
Tact1 What is tact ? That ability
Ithough it is rare thai enables one
nin lo deal witli olhei men of differ-
nt temperaments in the light way
ml get along with them all. Some
eople mistake tacl for "jolly. " Tacl
s not so much w hal a man says , ' but .
ow he says Jt. A man in Deli oil sent
.is . son to Haivard college. In De-
ember the boy wiote home , and this
vas the letter "Dear Father. I am
roke ; please send me $50 at once.
- 'our loving bon , John. " Dveiybody
hat man came in contacl with that
ay knew he got that letler. They
new It because theie aie some of us
vho cannot help but pass our feeling
if "grouch" to everyone we meet. At
, ny rate he takes his letler homo , and
aj's , "Sniah , look at that Impudent
- etler ! Didn't I tell j-ou It wouldn't
o any good to send that boy to col-
ege ? " She leads If "D13AII Father :
am bioke , PLEASE send me $ , " > 0 al
Mice. Your LOVING son , John. " Thai
s exactly the same leltor in each
ase , t'he same words That Is what
mean by tacl. It is not so much
vhat you say as Ihe way you say It
One brilliant example in this -country
vas Robeit G. Ingeisoll , because if
some men had said some things In
.orsoll said they would have been
ilssed from the American paltfonn
t was not altogether what he said
but the way he said it , and those ol
ou who hcaid him know that is all
tiue. You men who are w riling let
; ers to tiavellng men and other poole
le those hot woids jou dlclale become
come cold type when received. A mai
; ets exactly what you say and reads
t lhat way. Lot us be caieful aboul
the lelleis we wrlle ; let us devoloi
.his quality of tact.
Industry.
The next thing we ought to have Is
Industry the man you always fim
on Iho Job , who does a good day's
work bul it is unnecessaiy to talk l <
western men about woik. because 1
is the westoin man who occupies tin
highest positions In Now York. Bos
lo ton and othei eastern conteis. If yoi
will investigate you will find westori
men In seven-tenths of those positions
because they weio taught to woik litho
the west , and they can led that quallt ;
wilh Ihem lo Iho easl
Sincerity.
Now , then , 'blnccrltj Is n quality w
ought to possess. Next lo bolng hoi "
esl and able wo ought to be slncoi
men. Slnceiity is that quality whlc
Ifre not only makes fi lends , but hold
re them. A man cannot bo Inslncei
rek without Injuiy to himself. Whetlie
k you are talking to ono man or to
thousand , whether } ou nro talkln >
lo me or to a customer , you nro throv
Ing thoughts to his binln , you 'cannc
see them bul Ihey are tangible , anjou
j-ou cannot thiovv Inslnceie thought
to the hi nln nnd not have the bra I
cntch Inslncoio thoughts no inoi '
3 than I could throw this glass to yc
nnd jou catch a pitcher So I sc
wo must perfect thin quality of sin-
cot Ity if wo nro to attain success.
You know men In whom jou nbso
lately bollovo , because they mo sin
coio You say jou HKo a mnn you can
believe In , because he can sell the
goods liiHlncoilty has taken some or-
dei s. but U has never hold n job.
We are willing to ask for nnd 10
colve suggestions. The mnn who
knows It nil Is like the fellow stand
ing on the street with the foolklllor
waiting Just mound the coiner None
of us knows It all. Wo might bo up
to dale at 0 o'clock , but unless we nio
uptodnlo right now we don't know II
all 1 have made U a tale lo bo will
ing lo accept suggest Ions , and I would
as soon bo stopped In the hall by the
janitor as by Iho general manager ,
because the chances are ten to one
that the janitor knows more about
the business ho wants to talk about
than docs the general manager.
People say to me , "Do you belto\e
In aeroplanes ? " I toll them , "Yes , I
do , and I think the day-Is coming
when eveijbody will" 1 don't think
the neioplnne will get the contract
today to carry the mall , but I bollovo
It will some day. Wo should not ridi
cule any now thing or any now kind
of thought ; If wo do we cast asper
sion upon our entire clvllls-allon.
Enthusiasm.
In addition to nil Ihoso Ihlngs men
tioned , a man must have enlhuslasm
Unless he has enlhuslasm he is n
moie statue ; because enthusiasm Is
the white heat that fuses all these
qualities into one ofioctlve mass. I
can besl lllusliale It by tolling } ou
that if jou will take a piece of plain
blue glass and a piece of sapphlto , and
polish the glass until il has a sutfaco
ns hind as Ihe sapphlie , Ihon put them
bolh on a piece of w bile paper nnd
look al them , jon will find the sap
phiio has a thousand glllloilng HUlo
llghls which you cannot got out of
the blue glass In a thousand yeais
Those HUlo llghls can bo compated
with the enthusiasm thnt shines fiom
a man's o.ves he cannot hide It' ' I
don't object to going lo 'a ball game
and hearing some fellow root for the
home team. And I want to tell you
thai we have a preltj' good homo team
at Detroll not because we have an
aggiegatlon of star players in the
team eilhei , but because I think that
the success of our team is duo moie
than anything else to the enthusiasm
of thai lilllc led headed manager.
Thai Is enthusiasm I would not glvo
a cent foi a man without enthusiasm.
If a mnn has no enthusiasm he is no
good. If you over got enough money
so yon could do so , you don't want to
leliie. Men who letlio fiom business
do not live as long as those who do
not no moi o thah a plant will grow
and thrive that Is transplanted liom
one kind of soil Into another. What
we want to do Is to have our business
in such shape that wo can got some
leasuio and play enl of it as well as
\oik. Lot us enjoy our woik , and
et us alleinalo business and pleasuic.
hoie Is no one man in 1,000 who
caches the goal where he can letiro.
We must keep up enthusiasm If we
vanl to Keep out of a int. The only
ifference between a rut and a grave
s in the width and the depth. We
radnate from one lo the other.
This use of publicity In advertising
s one of the gieatest ethical forces
n business loday , because dishonest
goods cannot stand ndvertlslng , nnci
ishonesl methods cannot stand pub
Iclty. Therefoie. advoi Using is Ihe
lonest man's greatesl bulwark , while
t is Iho dishonest man's grealosl
jngaboo. You can calch Ihe people
nee , bul you can't continue to do It
Dishonesty hides in dark places , but
idveitlslng Is getting out into the
Ight. Publicity collects Iho abuse
n public lite. We know men are de
ent foi one of two causes , elthoi
mm fear of punishment or tiom hope
of row aid , and I am thankful to sa }
hat decency in business as well a
n other things is becoming fashion
ible In this country.
People Who Drive Tacks.
Now , gentlemen , you who have lo
landle men , jour lime does nol
amount to much , mj lime does not
amount to much , as an individual.
Some of us who handle men succeed
only in piopoitlon as we intelligently
diiect Ihe woik , lhat is , as we gel in-
: elligenl woik fiom Ihe men under
is. That Is all our time amounts to.
Let me give you a suggestion * Don't
di ive tacks w ith a sledge hammei ;
.heie me enough people using tack
lammers. You cany a sledge ham-
nor and you atlend tof important
things only.
One thing has helped me in my busi
- ness. I make il n point to keep bo
Coio me the ten most impoitant things
I have to do. I have a llllle pad on
mj desk , upon which are noted the
most important things , theie might
be seven or ten or Iwelvo , but the
most Impoitant aie daily before me.
, If 1 go to a business man and say ,
'What are Iho len most important
things you have lo do In your busi
ness ? " and he saj's , "I really don't
know , " if he doesn't know , how Is he
sine he Is doing them ? It is a good
thing lo keep Ihem before you , and
as Ihlngs come up maik them. Every
morning my stenographer has on my
desk Ihe ten mosl important things
I must atlend to. Suppose a farmer
had an elghtj'-acre cornfield , and he
should say to his helper , "John , I want
you to go and dilve the pigs out of
the cornfield , " and if you have never
done that you aie not in a position to
lealize the task John has before him ,
He does not know how many pigs
theie aie , and so he goes all over the
coinllold to see whether Ihey aie all
oui Bul if Iho farmoi had said
"John , Ihoro aio Ion pigs in Iho corn
field ; go and drlvo them out , " he
would diivo the ten pigs out. and he
would no longer chase pigs that die
not oxist.
Some Pertinent Suggestions.
Thoio are live Ihlngs lhat I woult
suggest } ou increase , and five thai
} on deciease In your city.
There should he an incicnso of the
paved Flieols and paiKs Thai Is wha
attracts people to a city , and woik
' ingmon mo becoming more cnrofu
10 about the place they select in vvhlcl
" lo llvo.
18 Second , an inci eased desirable pop
10 ulntlon. Some people seem lo Ihlnl
01 lhal population Is everything in a city
a Theie Is not a city In the I'nltei '
B States but what would bo better ol
* without 10 percent of Us populalior
* Numbers do not mnko quality.
11'1 ' Thlid liuioaso tlio number of fat
ts toilos ami other Industiics In jou ,
"i illy
'TO Fourth provide efficient schools
" Fifth publicity Tell the pcopl
ay what you have got up hero In thl
You Can Have a Model Kitchen
ns cool and white as a dairy. No smell , no smoke ,
no heat , no dust. No old-fashloncd contrivances. The ,
Oil Cook-stove
Is the latest practical , scientific cook-stove. It will cook the most
elaborate dinner without heating the kitchen.
Boils , bakes , or roasts better than any range. Ready in a second.
Extinguished in a second. Fitted with Cabinet Top , with collapsible
rests , towel rack , nnd every up-to-Jnta
feature imaginable. You want It , be *
cause it will cook any dinner and not
heat the room. No heat , no smell ,
no smoke , no coal to bring in , no ashea
to carry out. It does away with the
drudgery of cooking , and makes it
pleasure. Women with the light touch
for pastry especially appreciate it , be
cause they can immediately have
quick tire , simply by turning a handle.
No half-hour preparation , It not only
U less trouble than coal , but it cost *
_ v | 1 KM. less. Absolutely no smell , no smoke |
and it doesn't heat the kitchen.
The nickel finish , with the turquoise
blue of the enameled chimneys , makes
the stove ornamental and attractive.
Made with 1 , 2 and 3 burners ; the 1
and 3-burner ntovcs can bo had wither
Cautionary If ale : Be eure or without Cabinet.
get thli stove see
you
that the name-pinto Every dealer everywhere : If not t your * ,
re di New Perfection. " write for Descriptive Circular to th acarut
agency of the
Standard Oil Company
( Incorporated )
KI oat noithwosl toultoty '
There aio the things you should
ilociensn
Flist , unnecossaiy expense.
Second , dcciease jour debt If you
lime any.
Tlilid , decrease dirt and unsanitary
conditions , which nro the woist things
any town can have.
Konith , deoicnso law breaking.
Fifth , decrease the number of use
less and Inelllclent city employes.
You will progress Just as fast ns
you solve these things in your city.
The New Code of Ethics.
1ant to say this In conclusion :
We know that in the last five or sl\
yoais there has come n great change
over tills country , a great change In
the code of ethics of doing business ,
and whether we ftilmit it or not , whe
ther wo like It or not , or whether the
splilt pioinptlng it Is in Afilca or
Ameilca. leally makes no difference.
I want to say to jou men of Minne
apolis that I was ne\or 111010 snrptlsed
in my life than I was on a recent trip
1 took to the southwest. Wo have
nothing to fear fioin Wall street
gamhleis ; we are the people. It Is
the people like you gatheied here who
make the country , and not the men
who gamble on what you do. I never
saw such prosperity anywhere. Lit
tle Oklahoma City putting up two 12-
story skyswapeis and one of fourteen
stories ; 108 miles of paved streets ;
n beautiful hotel eveij thing indicat
ing the progress of intelligent and
successful eftoit and if we continue
as Intelligent , sincere and earnest
men , such as we are here , each in his
own way solving the problems of life ,
the piobloms of hlb city , we have noth-
to fear as long as we live up to this
new code of ethics and continue to do
our business in the right way.
O'Neill Won at Valentine.
Valentine , Neb. July 25. Special to
The Xevvs The O'Nelll sluggois
crossed bats with Valentine at the
baseball paik. O'Neill winning the
g.une by an enot of the home team
In the seventh , as up to that time
O'Neill did not get a man by first.
first.R.H
R.H
O'Neill 00000020 2 4 . '
Valentine . . .10000001 0 2 5
Batteries' O'Neill Harriman and
Cole ; Valentine , Hanson and Fischer.
I'mplies , Jackson and Rosseter.
O'Neill Beats Valentine.
Valentine , Neb. , July 23. Special to
The NewsO'Neill and Valentino
again pla.vod hall here at Baseball
park , O'Neill winning an easy vlcloiy
by a score of 10 to 1.
Scoie by innings :
Valentine 000000100 1
O'Neill 30041002 * 10
Batteries Valentine' Bishop and
Fischer. O'Neill , Coyne and Fi&cher.
FOR HITCHCOCK AND DAHLMAN.
Cherry County Democrats Denounce
Bryan for Butting into Game.
Valentine. Neb , July 2.r , Special to
The News. The demociat county
convention was held heie In the
resolutions they condemned the ad
ministration of Taft , condemned the
republican congiess for failing to
cany out their platfoim pledges , es
pecially on the tailff question , de
nounced W. J BI.V an's attempt to In
terfere with state legislation and in
using his. influence to Insett some of C
his own pet measures In the demo
cratic platform They endotsed Hitch
cock for the senate and pledged their
,
suppoil to him foi senator , apposcd
to county option plunk being insett
ed In state platfoim , eitdoised D.thl-
man's candidacy lor govoinor , en '
dorsed M Chiistensoii for leprosonla-
live
The following iiio the seven delegates
gates to the state convention lioni
Choiry comity : N Houtlllenos , M
0
Chilstonson. O. W Halm , Alo\ Burr
M McDonald , James Callow nv , I C
Stolls.
PIERCE AGAINST BRYAN.
Democrats Give County Option Blacl
Eye Endorse Shallenberger.
Pleice , Neb. , July 2.1 Special t <
The News The domoctats of Plerci :
11' count } In convention at this pl.uo Sal
c. urdity aftiMiioon declared in favor o
, the initiative and lefciondum bn
gave county option a black eye
Checkbook' Latin received an e.n
lo dotsemont and Governor Shnllonbert nK
la er cauio In for n half-hearted oudotsi
mont nftor considerable missionary
vvotk had boon pcifoimod upon the
delegation fiom Osmond who had
coino to the convention with the pur
pose of "whooping hoi up" foi Jim
Uahlman for the next govoinoi of
Nebiabka. They only gave In after
announcing that they vveio all going
to vote foi "Jim" In the primniles
anywa.v Theie woio sovoial sets of
icsolutlons on the county option ques
tion spuing on the lesolutlon commit
tee b } the dolegatos. One delegate
wanted to decline against option and
In favot of D.thlman and adjoin n An
other had a set of lobolutlons that had
a joker concealed , in that It opposed
county option but did not pledge or
Instinct the delegates collectnlng the
same at the state convention. The
lesolutlon as finally adopted by the
convention Is as follows1
" \Ve favor the submission of a
piopet amendment to the constitution
of the state pet milling the people of
the stale of Nebtaska full and tinro
slilcted voice Ihrough the adoption of
the initialivc and rcfoiendiitii and
under II lo settle economic questions
that do not pioperly belong to parti
san politics.Vo do not believe that
any ilomociat should bo lequlred to
be lested as lo his parly fealt } by his
views upon Iho llqttoi question and wo
bolline thai Hie injection of the cotm-
ly option question Into out slate plat
foim will bo ptodnctlvo of only harm
and in novviso botllo llio quesllon in
Iho pioper logulatlcm of the liquor
tialllc within the state"
REPUBLICANS OF WAYNE COUNTY
Delegates Are Elected and Resolutions
of Loyalty Adopted.
Wa.vno. Nob. July 25 The Wayne
county topublican convention was
held C. Closben of Sholes was elect
ed c hnii man and W. I * . Iloonoy of
Wa.vno sectetaiy. The following dole
gales were elected to atlond the state
convention :
A. A. Wolch. J. M. Ross , S. K. Au
ker. C. Clossen. II. McHachin , A. B.
Woodiuff , Tred Ulrich , W. P. Rinco
and J. Davis.
The following resolution was adopt
ed :
"Be it Resolved , , By the republicans
of Wayne count } in convention assem
bled , that we rcafllun our loalt } and
support to the pilnciples and record
of ihe republican pail } as announced
in Us plalfotiiis , Us execution of wise
and beneticenl laws , Us fallhtul per
formance at Us li usts for the progress ,
welfare and ptospetlty of the Amer
ican people.
"Resolved That we heartily endorse
Ihe icpublican nalional administration
as exemplified In Us ictoid during the
last session of congiess in making
into laws the pledges contained In the
lopublkan piatfoim and we commend
and appiovc Ihe attitude of our lepub
llcan lepiesentnthos and senatots ,
Neil is Brown and K. J. Burkoll during
the last session of congiobs , and com
mend and nppiove the attitude of Hon
George W. Norils Iheieln as a talth-
lul guaidlan of the people's lights and
an able champion of ftoe goveinmenl.
Thai wo unqualifiedly condemn the
present appoiiloninenl of stale son-
alors ; uid icpiesentatlvos as shown by
their ie pouive dlblrlcls and the pop
ulation thereof and Hi inly believe that
a gioss injustice is being done certain
sec lions of the stale lo the advantage
of others , and wo lieieby Instinct our
siale soimlor and representative to
use their powet and influence lo s
euro a lair and equitable icappoitlon
me'nt of the legislative district of tlio
stale We believe In the initiative and
lotorenduin and heartily favor the in
at intent of such a law. "
llfnurc f Oliitiiirntit ( nr Cnlnrrli Hint
Ciiiilnlii Merrill- ) ,
03 morrurj will surely destroy the
bonso of f- < nell nun rompletolj ileraimo
tliu whole BjKttMn when oiitorliiK It
tlnotiKh the mucous siirfuns Si h
articles HliouM novot bo used except
on prim-rlptloiis from roputnllo plus ,
duns , na tln > Unningo they will tin la
ten fold to the KOOI ! sou < mi possibly
( liitivo from tin-in Hall's Catarih Cure ,
o inunufnrtured by JJ Clit'iii'y & Co
ot oe Toledo , Ohio oontnlrm no morctiry , and
In taken internally , nttliiB directly up.
tif nn tlio < looil and mill OUH Hurfnoes of
if the HjHtem In busing Hall B Catarrh
Curt * bo sure > ou " 1 tha goiiulno It
ite. is taken Intonuilly and mailo In To
e. ledo Oblo b ) P J Chene ) A. Co Tes-
Uinoiiluls free
n- Sold \ty \ DruKK'sts ' Price "Be per
* bottle ,
Take Halls Fwnll ) Pilli for cons.l-
e- patlon.