The Wheeling daily intelligencer. [volume] (Wheeling, W. Va.) 1865-1903, 1900-04-02
WHY SOME PEOPLE SUCCEED.

Intelligent Advertising and Court
eOus Treatment OF Newspapers
Pay.
American Manufacturer: The lack OF
knowledge OF human nature is han
dicap TO many business concerns. This
Is instanced by the fact that it has tn
ken 4 lifetime for some to establish q
name. whereas others have gone into
the same business and become famous
in few years. This has usually been
because some one connected with the
latter concern knew something about
advertising.
Nlnenty-nlnef out Of every hundred
firms try to hide their anairs from the
world and imagine no one can learn
anything Of their methods Of doing
business. Just as surely as a compete
tor wants to learn anything about the
would-be-hider, so surely are his af-
fairs pried Into and the only secret he Is
sure to keep Is that which he does not
conhde TO any human being.
We have before US q pamphlet OF
Rogers, Brown & Company. According
to Il the firm was organized In 1881 and
| In the firBt year sold 1851 gross tons
| Of pig iron. Last year the total sales
OF the firm In pig iron and coke was
| 1889. 6sl gross tons. The figures show
healthy increase each yenr in the IN
tsrlm. Very few firms would have made
| public these figures. They would have
been locked up in a dusty safe where
even the firm would have forgotten
about them. Some one connected with
Rogers, Brown & Company has clear
| knowledge OF human nature. They
| believe that SUCCESS viii follow on the
| heels OF success; they believe that 9TH
ers are interested In them. They are.
Get people interested In you and you
can always command q STARE OF their
l trade. This Is the maxim that Rogers,
Brown & Company must have adopted.
1t is safe to say that some one with
newspaper training is running the ad-
| Vertislng end OF Rogers, Brown & Com
| pany. Very few people outside OF those
possessing that peculiar training re.
cslved in a newspaper office would
know how to make a concern OF that
kind an authority without being obtrn-
slvc. Rogers, Brown & Company freely
discuss their business in a circular
each week, No newspaper man ever
went into their office for information
that he did not receive courteous treat
ment. and, Mt the same time received all
the information he sought. Other bro
krrs invariably hide their prices and
sales. Rogers. Brown & Company
make them public matter and accord
ing to their standing and the sales ex-
hiblted In their pamphlet, 1t pays to do
So
&. Y. Wheeler. who. before his death,
built the Wheeler. Sterling Projectile
Company. and steel company. during
his life was q newspaper owner and
writer. During his experiments with
chrome steel in the manufacture Of
projectiles he talked as freely OF his
Affairs. his hopes. his experiments with
the newspaper writer's as II they were
his confidential partners instead OF gos-
SIP mongerF. Yet whenever he ex-
pressed wish that anything should be
omitted from publication his wish was
respected. No one can say that ha did
not prove q success in his line. When
ever he got bis contract; whenever
he had any extensions under way he
gave II to the public. This he would
not have done had he not been inti-
mately acquainted with the newspape"
writer's. He got hundreds OF thousands
Brown & Company goes a step further
because their business Is OF character
that will allow It aud they are making
millions of dollars because some one
possesses this peculiar knowledge in
their firm.
Early during the career of George
Westinghouse he sought the aid Of
newspapermen TO build his business. He
did not possess the knowledge nor time,
but he drew the writer's to him and
eventually he became recognized au-
thorlty. Suppose Mr.. Westinghouse
had gone on making discoveries: had
bottled himself up with his electrical
energy because some other electrician
might secure n bit OF knowledge of
what he was doing what would the re-
suit have been? MIR. Westinghouse
would still be struggling along In
small shop In n back alley in Pitts
burgh. There is not an Improvement,
an order. n machine or almost anything
in the Westinghouse companies that
the public is not welcome TO know
through the press Has their method
proven a success?