The Evening post. [volume] (Washington, D.C.) 1888-1889, 1889-01-04

greatest merchant at retail in the world, |
seated himself at his desk in the north
west corner of the second floor of his
store and began looking over his morn.
ing mail. When l called an hour later
he was busy with a'huge stack of papers,
each rs large as a page of the Tribune,
and covered with writing. There must
have been 100 of those queer looking
sheets of paper, and their written con-
tents would make large book. The
merchant read them carefully one by
one. but with quick eye.
He Is man of average size, but with |
an unusually large head. His face is one |
to be remembered. 1t is not expressive |
OF the strength and humor one sees in the |
face of Phil. Armour, nor of the quiet |
persistency and mental evenness which |
| are conspicuous in the face of Marshall |
Field, who, with Mr.. Wanamaker are |
the three greatest merchants of the |
world, but 1t gives outward evidence of |
unique individuality, of great executive |
| force, grasp of fundamentals and that |
| sort of impulsiveness which brings quick |
| decision and prompt action. 1t is a
beardless face, which appears to fall |
| rapidly backwards in all directions from
the mouth. The absence of the firm,
strong chin is so striking as to confuse
the physiognomists, for that the man
does not lack frmness the place hunters
will readily discover in case he shall take
| seat in President Harrison's Cabinet.
Doubtless you are wondering what all
these papers are, said he. "Well, will
tell you. When / came to my desk last
| Wednesday morning | was naturally
thinking about the Christmas trade which
we had We did great deal of Christ
mas business in this store this year
During the ten days previous to Christ
mas our sales hovered about 100000 q
day. The grand total for the ten days
falls only few dollars under a million.
A great trade, surely, but we shall beat it
next year. ] am already planning for
next year. This big pile of papers here
Is part of our preparations for the holi-
day trade Of 1889"
The great merchant, whose methods
are worthy the study of all other mer-
chants, small and great, spread one of
the sheets out before him and continued,
when came to work last Wednesday
my thoughts ran on to the Christmas that
is to come. In five minutes | had written
this:
$50 a. m Wednesday, 12 90, 'ss.--The in
teresting experience OF the past ten days trade
has taught us many things.
Each Of us has been saying--if had this to
do over again, | see how | could improve it
there--and there.
While the whole matter Is fresh on your
mind jot down whatever occurs to you that
note may be made Of II for future use
? DO this between now and . o'clock to-
} morrow, and haud this paper to me personally.
j. W.
Here are sub-headings," continued
Mr.. Wanamaker, "for arrangement of
, stock, SPACE required, help, general sys-
TEN, complaints, suggestions, etc. sent
this to my printing office upstairs with
t instructions to strike them off in an hour
= One of these blanks was sent to every
q, head and assistant head OF depai tment,
every aisle manager. every person in a
position of responsibility, and when
reached my desk next morning here they
8 were written out and signed. Now, what
have | accomplished by this? Why, l
G have learned more about the details of
v my business than / could have learned
in an hours talk with each of my subor-
. dinates. ! caught them when their minds
we're fresh with the difficulties and
G needs of the Christmas trade and encour-
c aged them to give their opinions deliber-
d ately and carefully over their signatures.
n / have made all of these assista nts feel
= that they have an interest in this bust
y hess. and their opinions are valued. On
u these reports, when they shall have been
e carefully read and summarized, plans
A will be laid for next year, instructions
O given to buyers, changes made in the ar
i rangement of tho store and improvements
' be effected in the methods"
THE SECRET OF SUCCESS.
Ic "What fundamental principles have
e YOU attached the greatest importance to
i Mr.. Wanamaker, in the building up of a
Is vast business like this ?"
10 II have tried each day to do that day
# work, and to make each following day
|. an improvement upon its predecessor
That is the whole secret. This busiues
of ours Is unlike any other in the world
!. We sell all kinds of merchandise excep
! groceries and provisions, but we will no
. handle goods which people do not want
| mean by this that we never take ad
vantage Of the vastness or popularity o
II our business 10 fost upon the peopl
ID goods which they ought not to buy
DO We do not struggle simply to sell goods
Df to make cheap prices. The Bon March
"a Of Paris is the greatest retail estab
" lishment Of the world, exceptin,
VI this. Our store Is onefouuh large
I'd than the Bon Marche There cheapnes
so Is tue hfst requisite, lhcy send thei
al wagons out all over Paris, find what car
10 be bought cheaply of manufacturers ant
49, jobbers, bring the stuff in, dump Il upor
10 their shelves, and make price that will
IT, move It rapidly. There are large con
rd Germs OF a similar nature I'm other citie
TO which carry on the same kind of bust
os ness. Ny plan Is different and Away
-. has been"
VI And these ideas Of yours are wha
So one hears called John Wanamaker
M isms ?'"'
ld 81 suppose so. / am called origina
as aud unique because pat my brain int
al my business, because ! reduce my busi
= ness TO science. iou have asked m
:" how have managed 10 build up so larr
nj a concern. Persons who imagine Il ha
he been done simply by ppttmg IN a bl
stock Of goods, opening the doors an
inviting the people iu-that q busuea
m, ike this simply grows by its own impetu
,,, are mistaken, You can start a locOm,
~ tive on It's journey simply hy getting u
NC steam aud opening the throttle. but tbs
un Is no guarantee Of the train reaching n
destination In safety
mo- VALUE OF IuDlcIous ADVERTISING.
o. "And You believe in liberal adve
les tisinpi'
On ~ spend 90 600 n week IA advortfsiu