The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1911-04-16
the cruditIes and the waste of the

the cruditIes and the waste of the
system that then prevailed.
y true business man Is an economist.
What IS the economy In saving money
m the manufacture Of goods If it is
10 be lost in the buying or selling? II
economy is to be established in one
branch of Il business why not in an
More than half of the men TRAVELLING
at that time believed in tho maxim
eavcat emptor Get the buyer beware)
10 sell was the thing. II did not mai.
Yer how the thing was done, the end
yustiited the means. Occasionally the
approach was made through a BUYERS
cupidity, occasionally through his
vanity, ccasionally through his appe-
ties but seldom through his sense
oil bus ness economy Good Fellowship.
or what was termed good fellowsh shin.
played a decided part In selling. OF
course. it all had to he included in
the bill. The more the cost of selling
the higher the price the buyer must
pay.
1t was all wrong. and it could not
last. Edgar and his pittsburs friend
agreed 10 this. They longcd to see a
better day ushcred In. Much as was
the waste through conviviality and
graft. ii was not to be compared with
that through incompctency. There was
as much Inference between IA we'll
trained salesman and tho average one
as there was between The skilled
workman and the unskilled. The coun-
try was flooded with unskilled sales
men. When the day tawned that the
skilled salesman prevailed they saw
a country transformed. America, with
It's vast resources OF raw material.
would command the trade and com
mcrcc Of the world. People would be
better clothed and better fed at a
lover cost, Ii was little short OF a
crime. it seemed TO thcm. for great
industries to he utilized TO only one.
half or two thirds of their capacity
and for big mills to Shut down for
weeks OF months at a time when tho
world needed their products. The world
could use their products il the prod.
uctS cost less
The cost of manufacture was not so
great. but the cost of selling was cut
Of reasonable proportion. II studious.
earnest men gave to the Improvement
of the system of selling the same
depth Of thought, the same tIrcless en-
orgy they gave to problems for the
Improvement, of machinery and other
VI lHc trouble
would soon he cradicated, but some
how man is not so persistent or pains
taking in improving man as he is in
improving machines to serve the uses
Of man.
Edgar. buoyant. ardent and saneuine.
with fine contempt for blockhcads
and MASTERS, but an abiding faith in
the good sense OF American merchants
never lost an opportunity TO preach
the true principles OF salcsmanship
&c talked so well and so entertaining
~ ana had SO line Il command of his
subject that he was invited to various
PARTS Of the country 10 address com
nerci;il bodies. the selling organiza-
tons Of mammoth corporations. ana
no" and then, little classes in sales-
manship in private schools. Not only
mat, hut he wrote what has become
practically q text book on salesman
ship.lE
Twice year regularly he went
forth from his Connecticut factory to
N'st' the glass men Of the PittsburC
ana Ncst Virginia Territory and round
up their orders. When he arrived IN
pittsburg he promptly got in touch
"ith his old friend. tho buyer. Gen
fraiN ne spent night or two a tho
l1ttshurGer's home. Nest tho famine.
~ the New t:nalander and tho rln IL
man became acquainted Uccasionally
'he salesman would take his wife on
NJ 'rip WIN him. ana when he did thcy
AWAY were guests at the home or
IS iiusonfEcr. The wives OF the
W." men sot to like each other 50
h'ush hat they correspondent regularly
an" now ana then Tie pittsburger and
hif wife took u trip East and yIsitod
! me connecticut manufacturer.
t.dSar,' said tic pittsburrc nno.
he.N When The New E:nglandcr Vac ,,,.
,uhS h!!n my wife ana / ara yn,,,,
East in abop, sis weeks. Cnni, 49,"
az meet in New York;,
Ccrtainly," was tho reply
ARRANGEMENTS w.r. maGo
nnn wien we, ,ne lime came for the mect .
l1,ns NC liitsburRnr came East vim
ms NJ! vie and sister in-l law. and Tho NJ.
ing iandcr ana his wife met them =,
uhc 81 NC hiG broadway hotels.
'lii said the New En.lander -
me iai'sbrrs man. you're nv t,nss,
nov ana am aoing TO see II 7 c.,n.
49, ".ahe your stay hero a delight"
Ihen Edgar started in He took ,,bo
pfrtE TO Sherry's for dinner Earlier
.nat DAY he had conference witi,hs
Maitre d'Hotcl- He has a mos, ais.
eliminating taste ia fpnGstuns. and h,
J knows what appeals 70 women ,oo.,
! and ne knows. too. just what wincs 70
best with certain ,3cl!caGlca. b,it III.
taste was not inorc {xlnisi;e man WI
that OF The cNper, tc eonnuitcd BE.
, ,'.r! lien 'here} was aelrc,cd 4,