The Seattle post-intelligencer. [volume] (Seattle, Wash. Terr. [Wash.]) 1888-1914, 1898-11-09
OF TIE POOR.
;DOUE N LIGHT AND SHADE FOR
TENEMENT PARLORs.
The Cont II Very Little asa the
A9enx Ii an Honest Fellsw-Bat
tie Esames-They Cost Mech

he had once poId a cycsopoedia. The Ger
q man had made good iHpr.ssloI o.. ~
ably surTr.sed 30 SECS him well dressed ana
with every evidence Of prosperity IN ms Az
pearance The Iaeeaing took Psals , 10 "a :
cable car, and the German had plenty o.
tins to satisfy his friends CURIOSITY. hs
had made a failure Of everything ne NJ
TEMPTED nnsii ne drified into me e.-y s,a
business. be said. A naag who h4.o frame
store engaged him TO canvass the Town ior
photographs which their owneTs we're per-
msaded io.want to hays sfiasssa = e.a ~.
and merck because be had nothing else TO
do. but hi had not BEEN long ia the BUSH
ness before ne found himself especially
Every morning he would set out with .
huge crayon portrait. heavily framed, m
der his arm and the original photograph
In his pocket With there nc would go
from tenement house TO tenerne.st house,
knocking at the doors and taking in"
the house wives. Almost every house had
an e. album fall Of s, ehsap photossaphs: and
To have the portrait Of her husband. father
or mother enlarged IN the form OF a huge
picture, rua0e to order by an artist and fis
30 be hung mp On tbs bess wall In the par
Ior. was the ambition OF nearly every ten
ement house woman, and as the price he
enlarged was exceedingly smali-frorn two
20 three dollars per crayon-~he did quite
xu1hiug business. The erayon. however
was not what either hs or his employer
vas after. Two or three dollars apiece
VA then the cost price OF d crayon pcr-.
y!af. Tor II was all hAHdwork and an ar
tisr could not make more than one or two
dollars day. The principal source Of
PROFIT was the frame. and here - where
the skill Of the agent or peddier came in.
You cannot compel your customer TO buy
- frame Tor the crayon, and yet You must
not mention the matter while You are
nafanguing her ON the beauties OF en-
larged Photographic for the aggregate cost
OF picture and frame h more than likely
70 Tighten her away. The general trick
question OF framing until II y shaw have got
your order In an effective way. that is
until the housewives photograph Is Ia your
possession and the cruyon is made and
ready 10 be shown to your customer When
she likes. or when you talk her into liking
~. then Ii the time 10 ask her how she In
without frame. OF course. she will buy
one some day. when she r. flush. but why
iposfpone and let the beautiful picture get
spnpi'sa especially since YOU undertake. 10
ene can get IT anywhere In town? Should
the woman refuse you point blank. ron
may try the truth. tell ner that you don't
make anything on the picture and threat
en- to take l: back unless she agrees to the
other part of the trausaction.
IN some cases the threat has the desired
erect Tho picture Is the likeness of q
person dear 10 the wonlans heart and II
- done La 4 way which realizes her high
est Ideal Of art; so the thought of parting
with II may bring her 10 terms
The German who made a success of the
business assured the LAWYER that he nevsr
nad recourse to the suhterfrge4s in vogue
rs traas. lie discovered legitimate.
honest method OF convincing his custom
eTs which he found more effective. he saws.
MOST tenement house people are rather
oenss on the subject of shading Frequent
- Wheh knowing the enlarge portrait 10
customer he had 20 explain why one
cheek. for instance, IL so black, while the
other 10 white. At frs; these objections
would either make him laugh or drive hin,
1 N ~. A.. x..f&t.
hucn ounces? How are YOU 10 exulsin 10
mem why one cheek is so blscke Rut he
r en-, 20 90 T., ana there Is where his spe-
20 Hxnt. Instead OF trying To tell the W
man ali Kinds OF ghost stories as sam
~ ~ sna olher agents might do. he would
tahe pains with his customer and set about
Explaining The matter In good earnest, He
Hked TO lecture the ignorant woman an "a
elgni'ieanee Of light and shade in art. ana
the deeper he went Into II the more ne ~
60 II himself. Some customers proved TOO
thck-headed Ia understand hin, hut thev
al SEEMED TO be interested and the .fvect
sness LESSONS otten had was to make q
naru transaction easy. The lawyer is con-
vineen that the German is thera,,ghiv
honest fellow. lie thinks tina. he failed in
al ms previous undertakings because of
lhas ssmp'e-minded honesty OF his and that
ne owed his success I'm the eravnn husi-
ness solely 10 the favorable irnpresSion
which he nlode on his customers. Hts talks
OH on, ns "a ana shade gave him an epportu-
All. The women were charmed with IRE
ingenious. pleasing way in which be LEG
tured them, and when he required 10 husl.
ness he found them wei! disposed
After listening 10 the Germans expoxt-
tion OF IN. value Of shading. ono woman
from the rural districts In Hungary once
said
ayes. YOU seem TO be right. but I am
too ignorant u understand II all never
went TO srhcoi, - can't you nav. soma OF
the black OFT after ali7 II breaks my heart
- G.sl Fa.lk
Would not coat you anything 20 make her
look a little nicer, little cleaner world
She was not dark eoinpaseted az ALL"
Another customer was shocked =, find
the lace or her dear hoy fun or wrinkles
the German tried 20 explain that II was
not wrinkles. hut inea and good ones 10
show where the shade fell .,n her boy Rst
that did not msaj matters
Who told YOU "a pat his likeness in the
ehadeg" she sSciai med Cant YOU have
him Just az he isr Suppose he walks in
the rain, would YOU show thar, ;coe''
A third Woman rejected a picture Of her
were ohlong. while the Original 'sutaway''
had nsind ones which she had selected
herself she said
Ia the course ~ time = uew process was
introduced by which a saiat enlarged copy
OF photograph could lse made al nm in
significant cost All that refuai rs far the
artist 20 10 by hard IL 10 ala i faw rra van
asnce to the rnrgTai;. and tAts takes hin, no
more than half an hour. The cost ~ a
SNt HsNiAaH TITS Produced ~ about e.
cents. and II Ia stu sold at cast psief she
frasnc being the principal source OF ,srofit
as before The e'sfraTssaing NJ this class ~
cfasoiss has had the effect ~ increasing the
demand IN q striking degree EeaF seae-
meni-honAe pAfiors are without a craven
portrait on sire aafs. Write in sg,rne in
stanfes every BIT q saac. - covered aty 81 .
Iaisea copies - the photographs IN the
family album.
Tho business hsS attracted thousands az
young mex. who sroar every village auf
nAntet for orders To he sur :hf. har.,e,4
OF success are Hstlca smaller row than
when TIE Herman frs started 10 canvas
Tor sse frame dealer bag sAen BE has a
small ttslfie<sS az his can fSsw ana nf-
SaosGso De- does Sasne eanvasaiysr fiyrss.ts e.,
also employs Heverts Agen4S-Nev NAH
marital Atf.arssS.r