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

he Is out OF school. The father says no.
however. he Is going to make a mechanical
.englnecr5of the boy; he is going 70 put him
Into a business whore there will be q home
.life-whcre some position VIII attach to his
work In tho swor rid. az e 5tg s+1
q didn't tell tile father that engineering
brains today Is the chez pest commodity tina I:
Is on, the market; considered from a worldly
point OF view. It is q quality OF gray matter
fthat5d not compare Will the gray matter
which lifts SIS. 900 in commissions every year
from shoe sales. proba bly, tho boy has the
/ Eift OF craftsmanship and may Improve op
the fathers record if he be left o his own
choice 81 an occupation, while Il forced into!
tho engineering, his one failure may mean
down and out Perhaps the life Of the tray
cling salesman Is not all tha t 1t might be.
viewed from tho domestic side, but IN the
business world the labor ma rket is estab-
$lished and Is ruled by tho avs OF supply
md N d emnnd. s$ Il snlesmnnship were the
ca 1 est, simplest, pleasant test life In the
world it could not have such rewards IN 70
money. III \: f. IS s5 # w
= oung Men in Demand.
q. roday the market value of men In tho
sbipher positions In business life Is at least 10
mr. cent under the figure that ruled In the
3heleht OF the prosperity In 1902. q Last year
n,,hiic9 nttention was called to the almost
universal I.,lettlng out, OF employees In big
arms a nd corporations. Tho fact was that
#the labor market was too strongly bulled a
Salaries were higher than conditions just
fled. ii The result was a gen eral3 ms vement
Riding the employers of old and inefficient
workers and tho employing Of new younger
mon at smaller salaries. I knew Of posttio Ions
cd N [
$1,000 a year to DO given over to younger,
more efficient men at $4,000 n year, At the.
same time you could not have found an en-
Mover in successful business " no sacr lnced
his true and tried ana efficient employees.
There Is a danger Inc established always
when the employs begins to receive ~ that
his position Will bear, lie cannot SO to an
employer under these circumstn ices and ask
that his salary be cut, but, on tho other hand,
IA NAV feel thfK no Is In DANCE Of dismissal
because he Is getting SO much money tor
work that Is so light or so easy OF accom-
splshment or calling for so little respons1lpEilr
fity. The one thing for such a person: I Q 40
8under such stances 70 70 rench qut ior
more work and more Aresponslhlllty-fo trS
q rive to the employer something that 1s
not easy OF purchase by mere weekly entry
~ on a salary roll, There are such things,
y o. ~ Z Z - !
Are You Delivering the Goods"7i,
II have a friend who Is selling steel for a
h,r Chicago house, They forced him out Oh
\ he road on a commission basis and now they
cannot force him to accept a SALARY. They
ofrered him So, 500 in salary last year, but ne
refused. Nc" he said, with ANAL ~ ~ N
going to make 50, 800 mex year while you are
offering me only g, 500 salary PIN !. q
hnl IA hpm He has lIeNte l0
that he can take With him to any other steel
house In the country, His ustomers all over
the country, are disposed to writ to him sug-
costing that the duck shooting is good, or
that z fishing Is excellent Just now, = indcat-
ing between the lines that an ord err for steel rs
awaiting his coming, One has only to know
tho sharp. nere!less nature gof competition
nowadays to realize that q sal esman ~ this
type virtually can make his own terms,