The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1905-03-12

x- rFIEN Richard Roc has started out IN (
"a "A \ = life with noticeable energy and cour-
\ IVAN age and some suggestions OF ability
# only to score two, or three. or four
4 distinctly fiat failures just before
,e suddenly springs up into phenomenal
! success, 1t may be taken for granted that
\ Ia has the whole lay world OF his acQuatnt-
ance guessing. FIJI
Y And this Is not ut all strange, for the rea-
son that In all probability poor Richard has
been guessing harder than any half dozen
y OF his closest friends. How IS it-how was
\ lt-that man could fail SO utterly In as
many lines rs Roe failed In and yet be the
whole thing In this new field Of his !? He
must have had some influence at work for
him They said they wouldn't have his sery-
II ices as a gift at the last place he worked.
u I'll
\ Flat Failure as LhWY or. IN
One OF these particular Richard Roes
4 whose experiences occur to me just now be-
! \ gan as q lawyer number Of years ago. fde
M took up the law because his fathor and his
N1 family In general thought no ought to do
u so. He was an earnest student and when
he opened an office he set earnestly to work
n for a practice. Work?-he didn't do any
y thing but work In the first few years. but
J without avail. There was not living In the.
practice that no could command and fortu-
\ nately for him he had to earn this living.
1t was late, but he took a course in q COM
\ mercial college. cqulpping himself as an ac-
countant. AS q bookkeeper of average at
tainments, he could command a salary Of SIS
N month. having some uncertainty about
y holding the place. He was a hard worker,
to some extent because he had to work hard
In his position, and In a. great measure be-
cause he needed to hold the position. lie
\ felt the spur upon him to :. make good, /"
He lost this $40 job, however, after year
y and took UP tho search for a kindred posi-
" ton He got a bctter, chance. 1t was as
y executive in a big Office, with number OF
men under his supervision and a salary OF
\ $50 o month. He was pleased a t the pros
u poets and went into thework with his whole
y soul. Feeling that he had struck his gait
and that he had at least n fair chance at a
competence lie got married. Five months
\ after he took up this executive position he
y was given two weeks noticeto quit. IA
~ ~
Strikes His Gait as Salesman.
\ II was u hard blow. lust when he was
II working hardest and when he felt that sue
\ cess was under his hand, he was discharged
N l without having the least knowledge OF where
NJ he had failed He had living TO earn for
his wife and for himself, and after search
n for a position as accountant for a time he
WI answered newspaper advertisement for a
WIN salesman He-had no knowledge ofthe art
WI Of seips goods, and the idea had appealed
w to him only as a last resort
Y 1t Vas Giscourasing outlook The adyer-
User was manufacturer OF skirts In a4little
factory on the west side. He wanted and
needed salesman. but was steadfast In his
refusal to pay a salary. He wanted results
and would pay for results; he would give the
young man chance II the young man would
N take all the risk Of commissions on sales to
reliable customers. He could 20 to work, or
he could make way for some one else who
n would.
NJ AIanifesuy there was something In the
N man; 1t is the supreme test OF nerve In the
new salesman 70 undertake the work or
l9 commission Roe went to work with sam