Omaha daily bee., 1911-03-12

THE OMA
suits gentlemen. transcend mere organiza-
ton and method. They show men trained
and disciplined by l.ur and appreciated
service. Not long since. this firm finished
its nfuct1 ear and ln the home organiza-
zion 90 mustered rorty-two employees iu
harness FOR rwCnt. five to forty years.
ana several families were represented by
three generations in its service. And
what's the bond which holds this organiza-
t1n together "A contented mind is a
continual feast" once when the head of
that organization was away new sales
man was hired FOR an important open ter
ritory; by a house rule some member Of
the organization should have been adj
vanced. The requirements OF the local
situation and the strauger's equipment
dovetailed so perfectly, however. that the
exception was made. The fellow had
cuergy and capacity; he knew the business
and the trade; he could give affairs the
immediate and aggressive handling they
demanded. No available man in the field
was in his class. Logic assigned the job
to him, his success was extraordinary
Use Ciyu Service Rules.
Returning. the masters eye singled out
AllN ltNl NAl > name the more quickly since
he was making something Of an individual
record. ''Who is this MANI" he asked.
why was he hired?" They told him The
business emergency, the outsiders fitness
and all the rest. you tried no one?" No
one, it was admitted Engaging the
stranger was so plainly an opportunity to
add creative business getter to the force:
Observe, indeed, what he had accom-
plished. Instantly came the decision:
4 Get rid of him. BE fair in settling with
him. Help him to a new connection and
make clear why he is leaving us. But get
rid Of him. That job belongs to one of our
own men who is in line for it, And who
is this house, and who its head? you ask
1t is the house and head, Richard T. Crane
the Crane company.
And when we come down to our own
municipality we find a few who have
adopted this civil service principle. but
10 very limited extent, as a general
proposition.
One more comparison, gentlemen, The
Cudahy estate was recently submitted to
probate, $lLOOO.OOO. As the result of human
effort rewarded largely in the regular
salary way.
/ Compare with this the Chase bequest Of
/ the firm Of Chase & Sanborn. Every mem
Der Of this institution was substantially
rewarded for continuous effort and en-
/ ployment for the building Of a magnificent
industry and fortune for its owners.
Statesmen, one year or more in its en-
ploy, resolved $1,000 each, managers and
captains al the industry 5000 each and
widows of the two last mentioned num-
bering 1900, 5000 each. Does such action
weld the institution and it's employees in
solid bond Of cooperation?
! Gentlemen, are these captains Of industry
drawing themselves and their sales force
! closer together for the common good of
| their respective commercial families?
Andrew Carnegie, in his discussion of
this subject says He who will not reason
/ is a bigot He who dare not, slave"
who Are These Men.
And, finally, Mr.. Manufacturer, Jobber
and the Commercial club, who are these.
your worthy representatives, the travelling
statesmen? What are they? The evolution of
the travelling statesmen in the last twenty
five years has been as marked as our
progress in science There was a time
when the man on the road could sit up
all night with a gang Of good fellows
chasing the caudal APPENDICES of bob
tailed flush, and then in the morning
subject of local conditions, and square
himself for getting no orders. But in these
days there is no stationary furnished for
writing excuses. Explanations are not
wanted. He must produce the goods. The
man who sells article must know It,
Know 1t from the chemical formula of it's
! component parts to the freight rate to
his respective market. He must be able
to answer all questions when propOunded
by any man at any time or place. He must
know his business from A to lizard before
he can hope to win.
Time was when drummer went on the
road wearing a plug hat. with his pockets
stuffed with good cigars a bunch of NAL
odorous stories in his mind, and a thirst
that would be a credit to a camel. With
this stock in trade he could come home
with pockets so full of orders that his coat
was all pulled out of shape. To a great
extent he made his own prices, his own
datings, his own route. Under modern
conditions he could not exist Like the
buffalo that once roamed the western
prairies at WILL he is matter of history
The curtain has fallen on the last act OF
his drama, and there is little encore for
his good work. He has faded away like
a mint iulep in front of Virginia judge
and the place that knew him once shall
know him no more forever. He can nc
longer produce the goods; but in his stead
has evoluted the scientific salesman, the
courteous, affable gentleman whom every
merchant welcomes as a silent partner I'm
his business, and is frequently a welcome
guest in his home circle. Not a drum
mer," but a genteel commercial salesman.