The Norfolk weekly news-journal., 1910-07-29

]
You know men in whom you abso.
! lutely believe, because they are sin.
Cere. You say you like a man you can
! believe in, because he can sell the
| goods. lnsincerity has taken some or.
ders. but 1t has never held n Job.
We are willing to ask for and re.
Ceive suggestions. The man who
knows it all is like the fellow stand.
! ing on the street with the foolkiller
waiting just around the corner None
of us knows it all. We might be up.
to.date at 6 o'clock, but unless we are
up.to-date right now we don't know II
all. have made 1t a rule to be will
ing to accept suggestions, and would
as soon be stopped in the hall by the
| janitor as by the general manager,
because the chances are ten to one
that the janitor knows more about
| the business he wants to talk about
than does the general manager.
People say to me, DO you believe
in aeroplanes?" | tell them, Yes,
do and | think the day-is coming
when everybody will" | don't think
the aeroplane will get the contract
today to carry the mail, but | believe
it will some day We should not ridi-
cule any new thing or any new kind
of thought; if we do we cast asper.
sion upon our entire civilization.
Enthusiasm.
In addition to all these things men.
toned, a man must have enthusiasm.
Unless he has enthusiasm he is a
mere statue; because enthusiasm is
the white heat that fuses all these
| int off
can best illustrate it by telling you
that if you will take a piece of plain
blue glass and piece of sapphire. and
polish the glass until it has a surface
as hard as the sapphire. then put them
! both on a piece of white paper and
look at them, YOU will find the sap.
phire has a thousand glittering little
| lights which you cannot get out of
the blue glass in a thousand years.
Those little lights can be compared
with the enthusiasm that shines from
mans eyes-he cannot hide it!
don't object to going to a ball game
and hearing some fellow root for the
home team. And | want to tell you
that we have a pretty good home team
at Detroit-not because we have an
aggregation of star players in the
team either, but because ! think that
the success of our team is due more
than anything else to the enthusiasm
of that little red headed manager
| That is enthusiaSm-I would not give
a cent for man without enthusiasm
If a man has no enthusiasm he is no
good. If you ever get enough money
so you could do so, you don't want to
retire. Men who retire from business
do not live as long as those who dc
not-no more than plant will grow
and thrive that is transplanted from
one kind of soil into another. What
we want to do is to have our business
in such shape that we can get some
pleasure and play out of it as well as
work. Let us enjoy our work, and
let us alternate business and pleasure
There is no one man in 1000 who
reaches the goal where he can retire
We must keep up enthusiasm if we
want to keep out of a rut. The only
difference between a rut and a grave
is in the width and the depth. We
graduate from one to the other.
This use of publicity in advertising
is one of the greatest ethical forces
in business today, because dishonest
goods cannot stand advertising, anC
dishonest methods cannot stand pub
licity. Therefore, advertising is the
honest mans greatest bulwark, while
it is the dishonest mans greatest
bugaboo. You can catch the people
once, but you can't continue to do it
Dishonesty hides in dark places, bu
advertising is getting out into the
light. Publicity corrects the abuses
| in, ly,,nur a
cent for one of two causes, either
from fear of punishment or from hope
of reward, and | am thankful to say
, that decency in business as well az
in other things is becoming fashion
? able in this country.
People Who Drive Tacks.
Now, gentlemen, you who have t
handle men, your time does no
amount to much, my time does no
amount to much, as an individual
Some of us who handle men succeed
only in proportion as we intelligent!
direct the work, that is, as we get in
telligent work from the men unde
us. That is all our time amounts to
Let me give you suggestion: Don
drive tacks with a sledge hammer
there are enough people using tacl
hammers. You carry a Sledge ham
! ! mer and you attend to, importan
: things only.
One thing has helped me in my bus
ness. | make il point to keep be
.. fore me the ten most important thing
. | have to do. | have a little pad Of
my desk, upon which are noted tn
= most important things; there Nigh
be seven or ten or twelve, but tn
most important are daily before me
. If | go to a business man and say
= What are the ten most importan
things you have to do in your bus
! ness?" and he says, 81 really don
4 know" if he doesn't know, how is h
t. sure he is doing them? 1t is a goo
= thing to keep them before you, an
! as things come up mark them. Ever
= morning my stenographer has on m
=, desk the ten most important thing
> must attend to. Suppose a farme
! had an eighty-acre corntield, and h
Il should say to his helper, John, | war
> you to go and drive the pigs out {
y the cornfeld," and if you have neve
= done that you are not in position t