The farmer and mechanic. [volume] (Raleigh, N.C.) 18??-19??, 1906-08-14

THE FARMER AND NE6T
brand of tobacco and make { pro-
lftable ~ the Manufacture ~ have
one brand ~ smoking Tobacco when
nefs N s. 100000. I wouldn't @"8
the simple right We have III ~ name
for $4,000 900 cash in hau3 Nor
over. We always have = ~ bsIs5
looming on. We are now sending out
our best-known smoking tobacco hn-
der two uam.-ItS old c.. aid 9
new one. ~ are pushing the ne~
brand as hard "a We IAN asEefttslnE
1T extensively and EiyIaE a"ss
samples. but after q lone Effort We
are selling but 400 pounds Jay. ana
losing 3 dollar a pound al that. W
lost a million n a ha.f 8 ear Tor
fou- years fighting the men aao pro
ducei the best plug Tobacco III the
world. They mad i safe and hlgE.y
successful business, ana II would haNe
taken u ten years to make a-F braHd
profitable. even then th-y I'D have
had their own brand anu process. AMI
only the worst possible Management
could have injured them. But they
became frightened and sold ont
a case II pure nerve IN your
part"
And money, Nerve is all eight- but
It is not effective unless fortified With
money. Nerve with an empty pocket
book is merely bluff. ana bIuf = the
common refuge for c~owaraice and
impecuniosity."
How do you advertise D.
In every way known 10 modern
business. We have college fraternity
men. for instance. selling cigarettes.
r-,.-. 800 -, -, ;r~.r+ MI Ia nlE at
Ellis Island has a package of smok-
ing tobacco put into his hand. lie
sees the name and remembers 1t. and
when he goes to Texas or Alaska car
ries the memory with him"
HOY many persons do you en-
ploy?"
"Eighty-two thousand. our sales
| amount to 81 ;. 900, 900 q year. We
have between 300 and 400 retail stores
! in this country, model stores. when
teach all Of the other dealers how 10
display their goods n keep their
stock fresh and Salable. | went to
Coney Island a few days & and
bought some cigars of the kind | al
| ways smoke. They tasted like scorched
rags. The salt air had ruined them.
| We know the conditions which prevail
in that region, and accordingly Will not
| go there with one of our stores. You
must be Watchful III the tobacco bus
mess. We buy all Of our cigarette
| paper in France, because that which Is
made elsewhere burns with a black
| ash. Some men Will not smoke 4
cigar if it is manufactured outside Of
| Cuba-they say they know the differ
| ence and all that. We have had Gu
| ban tobacco brought here, along with
| Cuban cigarmakers, Cuban water. and
| even the old knives and tables of the
| Workmen to see if we could not pro-
luce a genuine Cuban cigar, but the
| experiment was q failure. French
| men have come to this country to
make our cigarette paper. but the air
| and water are not the same, and the
| ash persists in being black instead of
white. | speak Of these things that
you may know how much there is in
our business which requires painstak-
ing attention and expert knowledge
What have YOU to say about he
| ~SO-called truSts?"
denominations of all kinds should
serve the public thoroughly Well at
| only q fair profit and keep on imprOv-
ing the quality of their products.
The men at the head Of the steel trust
| could have good times permanently if,
contrary to ndreW Carnegie'S prince
and paupe theory, they fixed a reason
able standard of profit and stuck to 1t.
When Il buyer is LOADED up with the
things he deals in, he quits purchas-
ing. Neither has the sugar trust per-
| ceiVed this incontrovertible business
truth. on the other hand, the stand
ard Oil Company is managed With con-
Sunl1nate Sagacity; it knows the plain
rules of trade. Several years ago l laid
down the principle that our custom
erS should be taught to buu frequently.
and no more at any time than was
needed. Under this practice, the
dealer. We find is easy in his mind,
his capital is continuously employed,
maturing obligations give him no
| concern, and our surplus stock is in
l DJlI' own NJ lah nnGpS n tl mat "a 4 I av,p II
| all over the unit Business men
should work together in maintaining
prosperous conditions. A dollar in
hand doesn't make up for he certain
loss Of ten dollars in the future. There
is no sense III selling a dealer more
than he can use. You do him no
good. and you bring a period of stag
nation to the market so far as he is
concerned.
Another folly is the payment of div
idends overhastily. When my four
partners and | were making $500, 900
a year in our business. We each drew
$l66.66 a month, and no more; I saw
TO that. There We're complaints. and
on one occasion a threat. You own
put one-ffth Of h concern my
dend over your head. We have fam
lies and must live If you do |
replied. I quit The dividend wasn't
authorized. and the money which
would nave been necessary had it
been voted was employed to extend
our business"
can a man earn a fortune?"
Not on a salary nor by the sweat
OF his brow. Necessarily. one must be
economical and s~elf-denying until he
has capital With which to begin bus
mess. Thousands of men are doing
we'll. but they spend every cent they
earn. Having obtained a little capital
by industry and frugaIity. the man
who wants a fortune must see some
need of the public. and then pitch in
and supply it, no matter what it
costs"