Omaha daily bee., 1911-03-12
CHASE TALKS COOPERATION
Tells the Bosses the Way the Travel
ing Lien Feel
WANT TO sAARE II SUCCESS
Men would WORT with More spirit
n They Also s.ncr they We're
WORKING for Their Own
Interests as we'll.

CALLED upon the jlbbers and manufacturers
TO let the men Who represent them have an
interest In tho houses. mantainins that
thereby they would greatly Increase the
interest Of the men in the work and the .
jobbers would be corrcapoudlngly benefited
Mr. Chase said
Mr. Toastmaltcr thu honorable Com
mcrcial Club our Employers. the Jobbers
and Manufactures and Fellow Commercial
Travellers. appreciate more than 1 can
express TO you the honor and privilege of
being permitted 20 address, in my humble
way. this. the first combined ussemblase
OF the commercial fabric OF this magnln
cent commercial center
shall not presume To dwell on barter
and SALE or In modern commercialism, sell
ins goods for / could get many valuable
pointers, myself from this the brains of
our commercial Industries. l therefore take
it for granted that any pointers from me
on the art OF selling would be superfluOus,
as you all have your ideas and PERSONAL
ties established on "a solid foundation Tho
success OF every commercial enterprise
depends on the basis OF squarc dealing.
integrity and sobriety of each individual
unit of its organism. AS to the organism
Of the house or fountain head we are
dependent on the head OF the business for
that For our own organism as travelling
statesmen we, alone, must answer as indi-
viGual units
have been asked TO present to YOU as
viewed from the standpoint of a sales
man, the best means of drawing the sales
men and employer closer together and the
most effective means of forming a trade
boosters organization for the common
good OF the commerce of our city" A
broad ana many sided question when
viewed at first glance gentlemen and yet
very simple one when all the supcrflous
arguments, the shell has been removed
and we get down to the kernel / can only
sketch the outline of so important a sub
iect, owing to limited time.
We have approximately 600 commercial
families in our city. Each manufacturer
and wholesaler, with his combined sales
force, constitutes commercial family
Let me here suggest an Old axiom as the
commercial foundation for our 600 houses
Ihat axiom is: "A cOntented mind is a
continual feast"
The house built on the rock Of content
ment among it's sales force viii never fall
The bitter winds of commorciaism and the
rains Of financial panic will not loosen the
foundations. The sales force of any or
ganizatOn Is not men to be contended with
but are men To whom the axiom should
be made plain by the head of the house
that "a contented mind is a continual
FEAST They are the men who feed the
fires Of commerclalism with the fuel Of
knowledge of their line the traits of hu-
man Character reading telepathy, in its
broadcast sense, and the oil Of energy. which
fuel furnishes the commercial boiler with
power to turn the wheels of commerce.
Tells His Position.
Gentlemen, before proceeding further +
wish to define my position and that of
every other salesman within my hearing
tonight l do not wish to be misunder-
stood or msduoted. We believe in the CO.
operation and combination OF capital for
commercial purposes to the end that square
dealing, integrity and sobriety may 20
hand in hand with our progress in the ac-
emulation Of more capital. We are not
sore heads We are passing through the
greatest era Of prosperity the world has
ever known. The wholesale houses and
factories In our city that few years ago
were infants or of extremely modest pro-
portions, have in this decade grown to be
veritable commercial giants with. in many
instances, more capital than can be used
in the business, and at the present some
of their stocks are worth $500 and up, per
share, and none for sale at that
Personally, l value the individual friend
ship Of the executive heads of the firm I
represent as much, or more, than l do the
business connection. We as commercial
statesmen are proud OF the houses we have
made famous throughout the west. and
are pleased at the financial strength OF
our institution, for without capital the
Industries we represent would fail and
our occupation would be handicapped
But, fellow commercial travellers, want
10 ask YOU q fair question, travellers who
own no financial interest in the houses
you represent During this era of ire
mendous prosperity Of the last ten years
how many Of you have, without any solicit
tauon, Or suggestion on your part, received
from your firm a voluntary advance in
salary which amounted to what you would
consider a reasonable advance in keeping
with the times?
Must stick Together.
And yet the rise of the Roman empire
marked no such era of prosperity as the
last decade has witnessed. Mr. Manufao-
turor ana Jobber, are you contending with
your sales force, the root and sap Of your
subsistence or are you recognizing worthy
efforts and making them feel that "a
contented mind is continual feast" Yot
bringing the commercial house in closer
touch with rs statesmen This can effec
lively be accomplished in but one way
That one way u.s. by the unqualified auC
unfcttered adoption OF civil service in III
broadcast sense, based on service and meri
and by financially interesting your sales
men in the business they are building fo
you, II takes five years 10 prove a man.
ability as salesman Many of us hav,
seen years of service wish our respecuv,
houses. Most OF us feel that when We hay
passed the best Years OF our producing
power We will be supplemented by younge
and more active men and we viii b
discarded as useless ana WORKOUT ma
chimes. MI JoAber and Manufacturer, az
you holding out any Involvement to you
sales force for any greater future thar
that Of eveylastingiy carrying a grip? AT
you developing underst udies for your bust
ness who are thoroughly in touch viii
your ideas OF selling. credits and genera
trade requirements. or are you picking
mp outside talent which has been trained b.