The Washington herald., 1911-12-13

Proud Boast of En-
terprising Firm
that "You Can Get
1t at AndrewS'' -
Has Stood the Test
of Many Years.

derstand that his best interests my b
conserved to the furtheranee Of tho 500
cess of the business. The men know
that as the firm succeeds they Will sue
ceed. They understand that We.
are all working together; that ! ami
merely tho leader who, without eompeI
tent aids. would be a sorry sight
Men Arc Well Paid.
Working on this basis, will say that
the practice OF overworh and unden
pay is not found in this company. Each
man has no more work than would
normally be allowed to him. If he does
this work, well and good; he need fear
nothing. If he does not do this work.
there must be an explanation
MY early experiences have served
me we'll in the treatment of the men
II recall how 1 would feel if injus-,
tice, even though it came unintention-
ally, was meted out to me A man will
not work unless he believes that his
employer is also his friend. And if he
does not believe this, all the brow.
beating and bullying and threatening in
the world can't change him. He will
become Indifferent
"Any firm whose men are indiffer-
ent will not advance. 1t is only when
the men, like the employer, are hon
estly anxious for success that the busi-
ness will leave the valley of mediocrity
and reach the heights of success.
Listens to Complaints.
1T is not for me to say in what
measure success has attended the prac-
tical application of these principles. But
this | know: If there is a dissatisfied
employe at work in department his
complaint has not been brought to my
attention.
If I knew that any man under my
employment thought himself wrongea
in any way, that man would either re-
ceive immediate redress, so far as it
was in my power to give it, or he would
resign his position if his claim of ILL
treatment was not substantiated by
facts.
"One dissatisfied man makes a dozen
unsatisfactory employees. And the re-
suit of his dissatisfaction continues
long after he has changed his mind.
Office politics is one of the most
dangerous liabilities of a business
house. The crouch and the sore
head are not the men who will aid anv
business, and l have consistently routed
out factionalism and discomfort when
ever l have found it. Inrthis way alone
can the attention of all workmen be
left undisturbed to their work. If all
were to choose a maxim that would
serve for all time as the maxim of all
business l would put it in the two
words, BE pleasant
Office Maxim Justified.
The success of Mr.. Andrews COM
pany certainly seems to justify his Of
fee maxims.
Tradesmen cover" the entire South.
The sales of paper have opened up what
is known to-day as the Greater Wash
ington" circuit-a field that many mer-
chants in other lines have since devel-
oped. The road statesmen have growing
business in Maryland, Virginia, West
Virginia, North and South Carolina,
Florida, Tennessee, and Southern Penn
sylvania and Ohio.
Here enters second principle of busi-
ness which might come under the max
i'm BE pleasant" yet goes further. 1t
is the proposition which Mr. Andrews
began and il is what has held him an
average of Is per cent of his trade dur
ing the long years of his service
In each territory covered by his sales
men Mr.. Andrews has carefully studied
the trade. 1t has not been the perfume
tory study of a man who merely desires
to do what is expected of big whole
sale house. 1t is the detailed examina-
ton of the needs of different men,
gained from them tlrst hand. A certain
merchant in Tennessee wants particu-
lar kind of paper. 1t is scarcely DIFF
ferent from hundred other styles of
paper, and yet ne has come to use it
and wants no other.
Get It for Him.
The R. P. Andrews Paper Company
would rather cut off its right hand than
make mistake in that mans order.
He gets exactly what he wants. And
all the time the general manager IS
inquiring whether there is anything new
on the market that the merchant would
care to try
Thus, the merchant outside of Wash
ingtcu bears in mind at all times the
knowledge that the R. P Andrews COM
pany Is looking after him. He comes
to refer to II as my company and
feels certain proprietary interest IN Il