davidaulloa/AmericanStories huggingface dataset:
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
THE CORRECT ARRANGEMENT OF
POINTS IN A PULLING LETTER..

Not only must typical points be Sc
lected, and emphasized in the way to
show them up clearly at first glance,
but it is important that the right or
der of arrangement should be fol-
lowed if the letter is to have it's ef-
feet.
The great mistake that most bust
ness men make is in thinking OF them
selves and their interests before they
think OF those Of the customer, and
playing up at the very first the merits
of what they have to sell.
The thing to start with is the need
of the customer. The business man
who can work up enough sympathy
with his customer so that he can see
that customers point of view, and real
ize his general need or desire quite as
strongly as he does the merits of his
own product, will always start with
the customers point of view at the be-
ginning and gradually lead up to his
own business proposition at the end.
What is more, the logical sequence
OF points from the customers stand
point to the sellers standpoint must
not be broken.
I have already outlined the logical
structure for pulling letter, but it is
necessary to repeat that logical out
line here.
Make your headline the embodiment
OF the customers need. for nothing
will catch him so quickly as sympa-
thetic appreciation of his troubles.
Then show him how your article will
apply to his particular case and sup
ply the need you have referred to- A
few facts about the process of manu-
facture, or how your plan works, will
appeal to his common sense and good
judgment, and it is important that you
get those on your side.
Then offer what other or direct
proof you can for your claims.
Finally make your method of sale,
your business offer, absolutely clear
and emphatic. If samples are sent
ABSOLUTELY FREE, bring that fact
out clearly. Provide an easy way to
send the order (order blank and re-
turn envelope, or the like).
Each of these essential elements
should usually be condensed into one
emphatic fact, and briefly enlarged
upon as circumstances may require
But the order Of presentation here in
dictated is usually important, though
circumstances may alter cases.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
SKIN ROUGH AS BARK.
Baby Boy Had Intense itching Hun,or
Scratched Till Blood Ran.
Found a Cure in Cuticura.

"Our son, two years old, was afflicted
with rash. After he suffered with
the trouble several weeks took him
to the doctor but it got worse. Tho
rash ran together and made large
blisters. The little fellow didn't want
to do anything but scratch and we had
to wrap his hands up to keep him
from tearing the flesh open till the
blood would run. The itching was in.
tense. The skin on his back became
hard and rough like the bark of q
tree. He suffered intensely tor about
three months. But found remedy
In Cut!cura Soap and Cuticura ONT
ment. The result was almost mag
ical. That was more than two years
ago and there has not been the slight.
est symptom of it since he was cured.
J. W. Lauck, Yukon, Okla, Aug. %
and Sept. II, 1908"
Potter Drug 4 Chem. Corp. Solo Props. Bostoa.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
Predatory Instincts,

The inherited predatory tendency Of
men to seize upon the fruits Of other
peoples labor is still very strong, and
while we have nothing more to fear
from kings. we may yet have trouble
enough from commercial monopolies
and favored industries, marching to
the polls their hordes of bribed retain
ers. Well. indeed. has it been said
eternal vigilance is the price of liber-
but treacherous world in which he has
placed us we should earn salvation
without steadfast labor.-John Fiske.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
MAKING SUNSHINE
It Is Often Found in Pure Food.

The improper selection of food
drives many healthy person into the
depths of despairing illness. Indeed,
much sickness comes from wrong food
and just so surely as that is the case
right food will make the sun shine
once more.
An old veteran of Newburyport,
Mass, says: I'm October, was taken
sick and went to bed, losing ~ pounds
in about 60 days. I had doctor after
doctor, food hurt me and I had to live
almost entirely on magnesia and soda.
All solid food distressed me so that
water would run out of my mouth in
little streams.
II had terrible night sweats, and my
doctor finally said I had consumption
and must die. My good wife gave up
all hope. We were at Old Orchard,
Me-, at that time and my "1ife saw
Grape-Nuts in a grocery. there. She
bought some and. persuaded me to
try it. ...
II had no faith in it, but took it to
please her. To my surprise it did not
distress me as all other food had done
and before I:had taken the fifth pack
age was well on the mend. The pains
left my head, my mind became clearer
and gained weight rapidly.
II went back to my work again ana.
now after six weeks use of the food
I am better and stronger than ever be-
fore in my life. Grape-Nuts surely
saved my life and made me a strong
hearty man, Is pounds heavier than
before was TAKEN i'll. -
Both my good wife and I are will
ing to make AFFIDAVIT to the truth Of
this"
Read The Road to Wellville," in
pigs. there's q reason 's-'>'
~ Ever read the above Jetter1 A new
OAe appears from time to time. Thov
are geauinsb tEUes and full q honsa0
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
A NEW METHOD OF USING BANK
DRAFTS.

The ordinary bank draft is a per-
functory thing. In some lines of
business it is common method OF
making collections, while in others it
is used only as last resort.
There comes a time in the process
of making collection when it is i'm
portant to find out what the matter is,
whether the debtor has moved or be-
come insolvent, or if special conditions
exist which you should take into &C.
count. The most important matter is
to find out the facts in the case
The ordinary tank draft may give
some information or force a reply or
letter of explanation from a slow pay
er; but if the process of drawing can
be made more personal, success is like.
ly to be greater and there is more
chance to get valuable information.
The plan here outlined was used with
very marked success in collecting
large amounts of money from drug
gists in all parts of the country, and
myself have used it successfully for
several years.
mere statement of the account is
attached to personal letter addressed
to bank in the town where the debt
or is located, though no special
bank is designated. This is inclosed
in stamped envelope with a postal
card and sent to the postmaster ask
ing him to deliver the letter to any
good bank He is sure to pick out a
good one, probably the bank that il
on his bond. Only in rare instances
will the postmaster refuse On the
postal card you send the postmaster
notifies you of the name of the bank
to which he has delivered your letter.
You ask the banker to treat the &C.
count as he would his own, grant a
few days delay, if that will help mat
tiers, and make such concessions or
allowances as you are willing to grant.
Especially ask him to send a respon-
sible clerk, and not mere boy-some
one who can find out the situation as
it really exists, and let you know,
Finally, ask the bank to recommend a
reliable attorney if collection is not
made. Following this process is like
ly to give you better bank and
better attorney than you can get from
an agency list or directory. The
presentation of the mere statement
will give less offense than if a regular
draft form is used, and the letter of
personal appeal is likely to draw out
personal attention from the banker.
OF course you will offer to pay him for
his trouble even if collection is not made,
If you know the bank with which your
customer deals, it is still better to
draw through that bank.
(Copyrisht, 1909. by Joseph B. Bowles)
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
Author ofvthe~ Co o,dtly!,;
HOW TO EMPHASIZES

The busy man must see some impor-
tant points in letter very quickly or
he will not 60 on to read the letter
through. Not only should the most i'm
portant fact of all be displayed in q
sort of substitute for an advertising
catchline, but the three or four most
important points must be thrown out
into relief by means of emphasis, so
they will be taken in as quickly and
surely as possible.
The things to be emphasized in let
tiers are not adjectives, but facts. In
conversation, where we can compel
the attention of the listener and make
place stress on adjectives; but in let
tiers, where we cannot compel atten-
ton, we must place stress on facts
complete in themselves, so that they
will mean something if read without
the context of the letter.
There are three ways of getting en-
phasis on facts:
1. Using very short or sentence par
agraphs.
2. Underscoring.
3. Capitalizing.
All three of these are often required
in the same letter, for each one loses
it's force if repeated too often. One
fact is put in very short paragraph.
Another is UNDERSIGNED, while a third
is capitalized; and then some others
are put in short paragraphs and also
underscored or capitalized, or are
given all three forms of emphasis at
the same time. The good letter writer
becomes very skillful in using all
three of these methods of getting en-
phasis.
The facts emphasized should usually
be the entire series of most important
facts, so that if these emphasized
points alone are read, they will pretty
nearly tell the entire story in out
line. If this outline, easily taken in,
is sufficiently interesting, the reader
will go on and make careful perusal
OF the letter. The emphasized points
are substitute for the black letter
subhead lines in printed circular or
newspaper article.
Emphasis is without doubt the most
important element in sales letter writ
ing, and the element least understood
We see it is quite different from EN-
phasis in speaking, since it must serve
In part the Office of headlines for the
nan who glances
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
Addition to Worlds Wealth.

A discovery which may prove of
considerable commercial Importance
is reported from Australia. The
American consul at Melbourne re.
ports that millions of tons of an ex-
traordinary fiber Of marine origin, the
accumulation of centuries, have been
discovered in the Spencer's gulf, and
it possesses unique qualities. It will
spin and weave in union with wool.
take dye equally well, is non.lnflam.
mable, and does not shrink. So far
the fiber has been successfully used
In the manufacture of cloth and blank.
cts, carpets, mating. hessian. baegius
and woolpackA
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18

tons that only a leopard in a rage can
give. Then with a howl and barred
teeth he sprang at the bars and shook
them violently.
When William Snyder, the head
keeper, arrived on the run he found
everything quiet in the house. Dick
was doing contentedly. The only
thing unusual Was the body of a mud
dy little street cat that lay on the
floor. And then Snyder understood.
Dick had scared the intruder to death.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
THE HINT GENTEEL.

Mr.. Saphead-By Jove, it's nearly
IL o'clock. Perhaps I had better be
goin.
Miss Smart-Well, they say Never
put of till tomorrow what you can do
today"
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
A LETTER ON "HOW TO WRITE
LETTERS THAT PULL"

AS there is nothing like seeing the
real thing, | will now Offer few ex-
amples illustrating the principles
stated in the last four articles.
The Virginia enterprise. [volume] (Virginia, St. Louis County, Minn.) 1893-19??, 1909-06-18
WORDS THAT PULL.

Many business men think there is
some mystery about the wording of
letter which will pull, and write to an
advertising expert who has a reputa-
Arizona republican., 1909-02-16
HAMMOND'S AUCTIONS

PUBLIC SALE-Wednesday February r, commencing at 10:30 a. m, at the Five Points Corral, 110 head of cattle and horses. MT. Geo. Gillmor. having decided to quit the cattle bus mess, will sell the following stock at auction on the above date: g heaed of good. select Durham and Holstein cows, which are mostly fresh. others to be soon 15 2year- old heifers all to be fresh in the spring; 10 yearling heifers; 14 2- year-old steers; 10 yearling steers; Is calves about s months old; pure Holstein bull. Time will be given. These cattle have been especially se- lected, being all good colors and in good condition. Parties wanting stock will do well to attend this sale. There are a number of and gall lon cows in the herd. Geo. Gillmor, owner. Hammond, Auctioneer.
Arizona republican., 1909-02-16
CONTRACTING.

BRICK AND CONCRETE WORK-All kinds. estimates given at local prices. Outside materials if designated. Work done on percentage. c. W. Hunter, S07 W. Adams, phone Red 9465
Arizona republican., 1909-02-16
FOR RENT.

FOR -RENT-Cohntry home, conven- tent to cars. See Henny at Phoenix National Bank.
Arizona republican., 1909-02-16
PAPER HANGING.

PAPER HANGING-For first class painting, paper hanging and tinting, can give the best of reference. Chas. W. Hawks, 1900 E. Madison St. Phone Red SS32
Arizona republican., 1909-02-16
HORSESHOEING.

FRANK WOOD. practical horseshoer. Speciality made of lame and faulty gaited horse, 105 West Jefferson St. Phone black 9O01.
Arizona republican., 1909-02-16

WELLS and cesspools dug. Black S444; S46 N. 18th Ave. or 545 w. Monroe.
Arizona republican., 1909-02-16

WANTED - Young chickens, laying and fat hens Woodruff Bros. Cash Grocers, Five Points. Phone Red 930I
Arizona republican., 1909-02-16

FOR SALE-Bicycle and camera at great sacrifice if taken immediately S15 N First St.
Arizona republican., 1909-02-16

FOR SALE-5 head of horses at City Poultry Yards on Grand Ave.
Arizona republican., 1909-02-16

FOR SALE@One lot in Evergreen add... on car line. 75x215. Well i'm proved, at bargain if sold soon. See J. B. Hynes at City Poultry Yards on Grand Ave
Arizona republican., 1909-02-16

FOR SALE-12x14 tent and fly, wood floor, and good cook stove. Have been used only four months and will sell cheap. LeVeta Ranch, R. F.
 No. 9
Arizona republican., 1909-02-16

FOR SALE-HOmestead relinquish ment Address Box 127, R. F. D. No. 8, Phoenix.
Arizona republican., 1909-02-16

FOR SALE-Ducks and geese feath- CTS, duck and turkey eggs at the City Poultry Yards on Grand Ave.
Arizona republican., 1909-02-16

FOR SALE-Day-old chicks, eggs for hatching from Peerless strain prize winning Standard single comb White Leghorns. Or will start you in the business with one of ''Weber's Fire less Brooders" and 40 chicks for s10. Weber" mile west Indian School.
Arizona republican., 1909-02-16
HELP WANTED.

WANTED-Waitress ut the American
 Kitchen.
Arizona republican., 1909-02-16
FOR SALE.

FOR SALE-14 acre snap, orange land, very best location. 40 acres beauti-
 ful land 2% miles west of Glendale
 at $50 per acre. E. J. Bennitt & Go.
Arizona republican., 1909-02-16
PAINTING.

L. J. CHARLES, first-class carriage paint shop, busgies. wagons and mo- piles painted in an up-to-date man ner: best materials used. Corner of Second and Adams street
Arizona republican., 1909-02-16

FOR SALE - Saloon and rooming house. the popular Tempe house. The best paying business of its kind in Tempe and if taken at once can be had at bargain. Andrew Nielsen, TemDe
Arizona republican., 1909-02-16
FOR SALE.

FOR SALE-Barred Plymouth Rock eggs for setting. J. A. Higgins, Phone Co. PIP
Arizona republican., 1909-02-16
REPAIRING.

WE REPAIR lawn mowers, sewing machines, bicycles. hotwater bags. Work fully guaranteed. G. A. Smith, F and 1s South Second street. Phone Red 826t.
Arizona republican., 1909-02-16

FOR SALE-RIGHT NOW, FOR A FEW DAYS, 20 AcRES-1o ACRES NAVEL ORANGES, 5 ACRES PEARS, 2l4 ACRES ALMONDS, 294 ACRES ALAFALFA, DRIVES, ETC. IN FIRST CLASS CONDITION. BEST WATER, BEST LOCATION, BEST CONDITION, BEST BUY IN THE VALLEY FOR A SHORT TIME. SEE N. A. MoRFoRD, 4 w. ADAMS ST.
Arizona republican., 1909-02-16
MISCELLANEOUS.

MRS. ELIZA A. EDWARDs-Experi- enced card reader. Sees past, present and future. Ladies. 25c; gentlemen. 50 cents. 223 Buchanan St.. corner ThirG
Pine Bluff daily graphic., 1909-02-02
FORMER PATROLMAN =.
 ASKS INVESTIGATION
J. l.. McBurnett, Recently Made to
 Resign by Chief of Police Stewart, Employs Counsel and Will Probe
 Matter to Clear His Name. ". =

Former Patrolman J. L. Burnett. who was recently asked to resign. by Chief of Police Al J. Stewart, after an investigation was made in the failure of former Patrolman J. p. Smart and Patrolman McBurnett to report the collection of s35 in cash from negress, who had found the money, has asked for an investigation by the police committee of the city council to free his name of any sus- picion toward wrong doing. The po- lice committee was called to meet yesterday afternoon at the city hall, but owing to the inability of Alder man A. c. Jordan to be present, the hearing was postponed until Tues day evening at o'clock.
 All the witnesses in the case, in- cluding Smart and McBurnett, were present and were ordered to reappear Tuesday night. Smart was also asked to resign at the same time that the ch'ef asked for the star of Officer McBurnett.
 McBurnett and Smart both retired from police service. neither asking for a hearing. Smart returned the s35 to Chief Stewart and the money was returned to it's owner.
 Since their retirement. however, McBurnett has engaged the services of Attorney T. Havis Nixon and says he will probe the matter to the core. It is stated that Attorney Nixon will bring out other shady transactions, al- leged to have transpired in the po- lice department in the past several months.
 The police committee is composed of Alderman Gabe Meyer, chairman Alderman J. A. Clement and Alder man 4. c. Jordan. Mayor Toney will attend the sessions to acquaint him. self with the situation He Is, low ever, an ex-off1cio member of the DO lice committee.
Pine Bluff daily graphic., 1909-02-02
LOOK FOR THE
 GROUND HOG TODAY


 nshted candles. The Februalia cele- bration was in honor of Ceres and the celebrants carried lighted candles, too, < celebration, but failed and decreed that which had been done unto Ceres should be done unto the virgin. This IS how the festival came to be known $ the Purifcation of the Blessed Vir gin. During the Middle Ages it was also favorite time for the ceremony among Christian mothers, analogous to the Greek presentation in the tenn pie
 With the Reformation though came a reaction against the custom and from that time since it has lost the greater part of its religious aspect, even in the Latin countries. In 1854 John Ball issued a proclamation de- claring that too much honor was be- ing done to the virgin and that the honor done unto her should be done unto Christ. This brought t1e char acter of tho celebration back to its Greek meaning.
 It is from England, Germany and Scotland though that the Ground Hog day custom comes. There the day is observed as one of celebration in some parts, but mostly a day for weather prognostications. Many oi the rhymes that one hears about the day are from the English and the Scotch. In Scotland on this day it is a custom for the children to bring presents to the teachers. Each tries to rival the other in the amount o1 the gift and the boy and girl that give the most costly ones are hailed az king and queen. School Is then dis missed and the children marc1 through the village streets carrying the king and queen upon theil shoulders.
Pine Bluff daily graphic., 1909-02-02

Today Is Candlemas day, or Ground Hog day. as it is more generally Known. It is the day that is suppos- ed to mark the turning point between winter and spring, but whether spring comes or winter stays longer depends on sunshine and shadow and the little ground-hog. At least, so say the old-time prophets, and while the experts of the weather bureau and the agricultural department sniff at such prophecies as being ground less superistitions, the ground hog will not Jack hundreds of devotees in Pine Bluff today. For it is not written in the old jingle:
 "As far as the sun shines out on
 Candlemas day.
 So far will the snow blow in before
 May.
 AS far as the snow blows in on Can
 Jlemas day.
 'pso far will the sun shine out before
 may"
 1t all depends upon the weather on that day and the little ground hog as to what the weather for the next six weeks will be. The ground hog. n when he emerges from his winter hibernating place, chances to see his shadow, he will beat a hasty retreat to his little hole and wait for fairer weather, knowing that a meteorolog- a ical change is due. But if it is dark and gloomy when he emerges and he gees no shadow the little animal will X figure that winter is almost gone and that above ground is the place for him. It Is the habit of the ground hog Uhat gave this feature of a custom Otherwise so different.
 ss The custom was instituted by Gela- N etus in the latter part of the fifteenth century. In many respects it resem bled some of the pagan celebrations sgsand particularly that of the pagar N Cebrualia, which was held at about kthiG same period.
 Tn fact, the Candlemas day celebra ltion Is a substitution of the Februalt' N which furnishes the only logical req |5 son for the use of the candles in tn' N festivities attendant.
 February has been dedicated to thu K internal gods by the Gentiles because at It's beginning Pluto stole Prosper a inc and her mother: Ceres sought an' x rescued her at night and carried N The holy father tried to stop tn
Pine Bluff daily graphic., 1909-02-02

Colds contracted at this season of the year are quickly relieved with Bees Laxative Cough Syrup. Its lax ative quality rids the system of the cold. Pleasant to take. Best for children for coughs colds, croup and whooping cough. Sold by Dr. Mo Cannon & Son.
Pine Bluff daily graphic., 1909-02-02

IN. Foster left Monday for Los Angeles, Cal. He, will join Charles Foley at Fl Paso. :. Mr. Foley left Pine Bluff Saturday for Los Angeles. They. will .- remain: there several moths. s. ,..st,. ..
Pine Bluff daily graphic., 1909-02-02

A healthy man is a king in his own right; an unhealthy man Is an un- happy slave. Burdock Ptood Bit ters builds up sound health-keeps you we'll.
Pine Bluff daily graphic., 1909-02-02

Mrs. Harry. B&Trulock has returned from Little Rock, where she spent several weeks with..Mrs. Ashley Cock Till and was the guest at a number of elaborate social functions.
Pine Bluff daily graphic., 1909-02-02
:, The SECRET of :. '. " FINE COMPLEXION
 NADAfl W+Nlil}>..,.@
: '
 =. MADAM WAL. i-l}> ..

Madam scientific powder will eafF what she
  better ,bu know dopit others do feel thankful t powder vdual from  in husband
 
  the Almost nearly quality nd
  e for it Of g and willingly refund Prize 50 en Try sample with - -" ', - ,"
Pine Bluff daily graphic., 1909-02-02
AZ Value qfaFme Complexion By Madam AHntS.: :: V Scientific Liquid Pouder Nol0 to -VI Be HAD
 I for the Use of Dainty Women

gifted ot
  As and all
 
 off %omen A bad complexion that contain anything from saoga asoh h G eH best be mentioned detail When seen hd toa and scn others safe assume she fasrot ne Madam  used defects complexion Upon
 
  trial This offer knowledge that hthfu pow" used by discriminating
Pine Bluff daily graphic., 1909-02-02

--I1se Pneumo Emollient for sore throat Or pain in the chest. 9 II i'm
Pine Bluff daily graphic., 1909-02-02
NOTICE

Mrs. Magnolia Dawson. my wife. having left my bod and hoard. will no longer be resnonsihle for her dents.
 unax III nAuHo0N
Pine Bluff daily graphic., 1909-02-02


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Pine Bluff daily graphic., 1909-02-02

WI. H. DAWSON.