The Cairo bulletin., 1906-10-22

J This time the young man wrote his
name on the hotel register, John G
Witherspoon." Before he had writ
ten u. Charles"
That's whole lot better, Johnnie,
| remarked Watkins patting him on
the back. after a few more night
trains and early calls | think you'll
get down to the proper level, by the
end of the trip | think you'll have
1t Jno c., and before the year Is out
you'll make it as short as you can
j. c., and write it fast at that"
For the first month of this trip
Watkins Travelled at a lively pace, 1t
is early in the season that the man
on the road goes after the doubtful
customers. He must hurry them,
however, never letting his customers
know that he is hurrying. Often be-
ing even day late will cost sales
man a big bill The young college
man caught onto his job and made Il
really good helper for Watkins, John
c. was worthy chip off the old block.
What he needed was what he was
getting---a chance to work.
The fifth Sunday out on the trip
Watkins spent at Kansas City. lie
was to be there for three days to wait
on country customers to come in
from surrounding towns Two or
three of these reached Kansas City
on Sunday evening. They with John
c. Watkins and some of his travel
ing men friends, sat in the lobby Of
the Baltimore hotel.
Caught the Children.
DO you know, said Hoover, one
of Watkins customers, that built
my business by paying especial Mt
tention to children For the ten
years that | have been in my town
| have always done something To
bring them to me The very first
thing that did when | started in new
In my town was to have made a thou
sand one-foot rules. On them | had
printed, Hoover makes 1t a rule 10
wait on the children with as much
care rs on grown people | first
handed these out to Il little group of
kids from school who came in. The
news soon spread and all the children
in town came in droyes for these
rules You know the mothers often
send their children out TO get some
little thing and wanted to get them
in the habit Of going TO IiOoyers |
knew that If / had the children on
my side the grown folks would soon
fall in line"
Wen, you've made a success out
where You are. too, Hoover" Watkins
YES, / have You know it won't
60 for q merchant to expect to stay
In a place and build a business and
nistrcat his customers. People be
seyed that if | would take care Of |
,hiHren / would also take good care /
ll the grown folks. Two of the most /
successful retail business men tn /
Amcrica-or in the world, for that |
built their businesses /
~ following ont the same plan, after
/ fashion, that I did-that is, by /
pleasing the customer They are in |
hn dry goods business mostly and |
when they started in their customers |
we're wholly women. Now, one Of
hese merchants used to have a little
tore away down in a little country
own I'm Illinois When he was
oune man he got it into his head
hat he must satisfy his women Gus
omcrs he made his clerks take es-
.ecial care to wait on them, and he,
imscf. when he was behind his own
title counter, always made il a rule
O please the women. That made him
he leading merchant OF his town.
Ie was bright, progressive man,
nd moved to Chicago. where he took
litr. crow s.e. aa State street.
i. tJ-Fd ou. .u tro city the same
.aa i.a ha hal worried in the coun-
j. Zach year his business grew.
NTH now he occupies large part Of
block and his business is mp I'm the
Millions. increasing every day
Pleasing Women Customers.
Well. you see. women are more or
PISS helpless. II you please them they
in become your best friends-if you
% not. they will drive many custom
rs away from you. And this other
IAN | speak of hit upon this very |
lea He not only gave instructions
hat his clerks should please custom. /
rs in the store. but that if the Gus
lmer. after going home. did not like
hat she had bought the goods might
e returned and exchanged, or money |
ack' Just this thing alone helped
bis great merchants business more
nan any one thing. 1t gave people
no went 10 deal at his store conf
encc in that store"
Satisfaction guaranteed or your
ioney back. is a good motto for any
remarked Watkins.
but once in a while. though. Wat
ms. Hoover continued. this ex-
hanging goods gives us who do it a
-eat deal of trouble. and the women
,lks occasionally carry il 10 an eX-
eme Now. for example. a lady in
drly good circumstance came to
y store the other day and wanted to
lchange a brown hat that she had
ought from me for a black one-and
hat do You suppose her excuse was?
be- said that her mother-in-iaw had