davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1912-06-30

had no money to spend In the more expensive
forms OF advertising and as a matter Of
fact that very thing led to ths Tea that put
our deal over. although short funds hooked
ike great big obstacle at that particular
moment.
About 4 o'clock that morning We hit the
real idea. Two days later started out with
a sample box OF " kilograms and the knoWI-
edge that behind my goods was a PROPOSE
ton that couldn't be turned down.
When dealers sprung the talk about lack
Of demand stopped them short
If you Will put in the goods win create
the demand. Put in q stock Of - TeIegrams."
Don't pay for them until they are sold IE
at the end OF two weeks you're dissatisfied,
send them back and you haveu-t invested one
cent"
They couIdat just sse how I was going
to create the demand. but 30 long as 1t didn't
cost anything they were willing TO give II a
trial
The minute a dealer put IN stock OF -TeIe-
grams we stationed boy oucaide his DOOR
The boy was dressed like q messenger and
he handed every single paSerby facsimile
telegram which was printed with an imIta-
tion typewriter message advising him to
buy and try the Telegram SC cigar
The idea was a novelty. Il was inezpn-
sive advertising. It's instant appeal did the
work. Individual sales from these different
cigar stores were 50 large that they paid
our " advertising expense and q prodt as
well. In fact, some stores found themselves
with only one 8 cent seller and that -zpas
Telegram"
The Washington herald., 1912-06-30
- Among with Hond Brain -
Courtesy as a
Business Asset.
By C. w. STEARNS.

1T pays to be courteous. No matter
whether you are an employer, or q
worker. you cannot AFFORD % Be Dis
courteous to those With whom you come
In contact
Courtesy N business pays bigger dfYi-
dends than any other single Qualification. -
declared the head OF one OF the greatest cor
porations tn Chicago. Courteous treatment
wins friends and patrons IN every line Of
trade. and such CUSTOMERS become walking
advertisements OF the store or Institution
where that sort Of policy prevails. No busi-
ness can succeed unless It makes friends Of
its patrons. Friends make business. and
courtesy makes friends
" It Is easy to be courteous to a frteDh, but
the courtesy that counts for most II that
which Is acknowledgements Little acts that
show consideration for persons with whom
one Is daily thrown In contact are most TN
portant, because the one who makes II q
habit to be courteous at all times Is ne
most successful employe or employer. as the
case may be. Perhaps more 6scourtssy b
shown In answering telephone calls than In
any other way.
Many times the person who ansRers q
call grufhy does not intend to b discour-
teous, but the eject is Just the same on the
one at the other end of the line A CHEEKY
hello " = something every employer should
insist on from each empIoye who answers a
telephone call and r should not be Necessary
TO call attention to It more than once
Courtesy SHOULD be praetSoed az home, In
the once. In the sture-In TACT, IT should be
practiced all the time. You cannot be really
courteous IN one place and uDt IN another
It Is never conAosred serVrity TO 80 out OF
your way to do q favor for some one else.
Little acts OF Kindness are the ones that pay
the biggest dividends They may not be IN
the shape OF immediate caSh but they VII
come In lasting credit 70 you ana yOW en-
ployer.
1t is just as ESSENTIAL bE an eupaoyer 70
be courteous TO those who Rorb for him e. u
is for his employees 10 treat cnstOmsrB Win
consideration Courtesy On the part OF ths
boss engendsrs loyalty EmOns WoTksrA and
that Qualification Is absolutely necsRTy TO
business success Courtesy u not 50 much
what Is said, but how II II said A cOTtsOns
person can deny q request In such URSAs To
leave a better tasts than some othGper
who grants It
Courtesy Is In reality an application TO
every day Hfe Of the golden rule, and Lord
Chesterfield gave an eIceDsnt example Of {:
when be said, Whatsyer pleases yon mosS
In Dthers Win tnfsnEofy please Others IN
you
You VIII mo # Is invariably the oasa
that the men a. the head Of big b1EtDes en-
terpriSes ere uniformly coUrtsouA This Is
not as many people suppose simply veneer
covering. but Is a true Indication Of thetr
real dispositions True courtesy mOSt bs
eenutne. and no other kind Is worth cuosi6er-
ing. It Is q habit that mus be acquired By
constant cultivation. and II VIA Be 6aEhc1AI
n any nne OF bustnesS"
The Washington herald., 1912-06-30
Products of Inventors Genius.

A steam cooker for use In connection with
an ordinary residence radiator recently was
patented.
A flexible metal awning patented by two
Tsnas man can be lowered over q window to
Protect II from Ere.
Resembling a street car fender Is one tn
vented IN Germany that VIII pick up a person
struck By an automobile.
To hold . niter joint firmly while It Is be-
ing glued is the aim OF simple clamp IN
vented by New Jersey man.
A register has been patented to record the
time a locomotive safety valve Is open as g
-.isc.l Cpor the engines crew.
The Washington herald., 1912-06-30
Novel Window Advertising.

Every penny went back into the business
Next step. remembering how the window ex-
hibit had created business for my retail
store, I started winoDE exhibits on -TtIe-
gram A plain pine table in the windOw
fitted with a telegraph Instrument and a man
apparently receiving messages comprised
the OUTFIT. As the telegraph instrument licked
he would write Gown the message and hold
It against the window for paAsersby to read
All the messages told the reader 70 buy a
" Telegram" We blocla6ed the streets with
this window. and what's more we sold the
cigars
The next step was TO organize q company
We had the trade on cent cigars IN ny
home city in the palm Of our bands on the
Telegram brand So We braDchtd out
became national An0wsn. you know the
rest
IT'S business t6ea history saI6 the Av-
erage Man. biting on the end Of Telegram
cigar and waudng away. "ThereB no ruls
for that case NdesSthat's all"
The Washington herald., 1912-06-30

Bedding can be thoroughly aired on rack
to Be suspended outside window that has
been invented by an Illinois woman.
A utensil in which meat may be cooked and
then automatically cut into pieces Of equal
size has been invented by Massachusetts
man.
A lead pencil sharpener invented by CALI
fornian operates ike pair Of scissors, one
blade holding pencil while the other cuts
away the wood.
A New York engineer has invented an ap-
paratus for distilling In vacuum, for sep
arating such volatile metals'as arsenic and
antimony from others without oxidation.
The Washington herald., 1912-06-30
Rubber Shoots Missile.

The rubber. knocking 1t out troui this slit.
drives Il forward with great speed. the whirl-
ing making II do the various oontortions and
svoluttons in the air. II Is thus easy TO see
how the pistol works.
After the barrel part Is cut out and the
hole bored where the trigger stick IT. fits. an.
other hole shown at Ch) is bored horizontally
for the string Cs) to run through. The nail
The Washington herald., 1912-06-30
Can be Ndade Any Sc.

The body part OF the gun Is shown in the
drawing and can be enlarged to any size you
desire. Mark the outline carefully on piece
OF one-half inch wood which has been planed
down. and either saw It out or cut II with
your knife. An open part is cut in the little
side blocks &C., as shown by dotted lines in
the lower sketch. Below this a slit is cut
The Washington herald., 1912-06-30

CO Is driven through just whore these two
holes cross each other. 50 the string 90 can
run around It and up through the hole CkJ
In the trigger stick. as in the separate
sketches. These sketches show the trigger
stick In 6etan and can be easily aOlbowed
without further descrPtion, ereeps that the
stick should be fairly loose in the hole m
which it fits In the barrel a notch CE) Is
cut at the top to give room for the knot CB)
when the trigger stick Is pulled down. The
trigger mounting is also shown IN q separate
sketch
When this much Is finished the side blocks
Co art put IN place and lacked on to represent
the oSHnoer OF a revolver. this covering Up
all the inside mechanism OF the trigger work.
Ing
The Washington herald., 1912-06-30
Nan Adjunct Of the Tool.

Nan Adjunct Of the Tool.
dr. Emerson demonstrRtes, with oTigi-
nzIIty, the new need laid upon men because
OF this change from the tools being an ad-
junct of man, as In the stone age, 70 the
difference In our age when man has become
the adtuDct Of the tool One Of his ways
Of expressing It is 20 say that the energies
Of today are not incarnate but uncarnAte,
not OF man, but OF machine. The machine
Is the thing, and In q very large sense We
must subordinate ourselves to Il, be its ser
want
Any great organisation Is a colossal ma
chine, or tool, for doing work that could
not otherwise be done. but It requires men
and maid servants, consequently there is in
It q large sdmixture Of the human-often
very pervsrse-elemeuts. This machine has,
IN consequence, none Of the detailed per
lection Of such q machine as locomotive
or automobile, but men Of vision believe that
It might have, that a great elimination Of
waste might be effected. with a great CON
seQuent gain In efficiency. II Is beginning
to be expected that a man Of reasonable in
teIligence will standardize himself, as it
were, and become an element Of a perfectly
to be estimated output, when he happens
to become q part OF a great tool, but too
many men prefer to be Ike the pebble IN
the works Of a watch. They feel that It is
q tribute to their individual power to stop
the movement or at any rate not to let It
20 forward any faster than they themselve0
decree no matter what its inherent capacity.
New and splendid ways OF doings things
In great combinations are being devised by
the progressive, but those who must help
In the dofnE-man the toob-often 50 cling
to the past and to their personal idiosyn-
crasiss, that the tool for the wonderful work
Is q failure, wholly or In comparison with
the perfection It might attain The man
who executes can make Ineffective the best
devices Of the great planner, Jet no man be-
comes less q man by fitting htmsf to the
place he has to I'll, any more than he loses
his individuality when he turns to the right
to avoid collisions, and takes his turn when
It Is a matter Of being served IN his place.
In any organization Of men there is, or
should be, an orderly sequence from top to
bottom or from bottom to top. Ideally this
sequence should be as perfect as that from
seed to fruit again. Practically It never is,
thing less than full ripeness, or what might
be expected at maturity from efficient exsr-
else OF each contributing energy.
+ ~
Building Up from Bottom.
That the discrepancies OF product in great
working bodies are what they are, the
differences In output between what is and
what might be 80 great. Mr.. Emerson finds
to be due to q chng1ng to the old form Of
organization: " In American organization a
The Washington herald., 1912-06-30
a. Bullets" Made of Cardboard.

The rubber band runs through the hole Co),
as shown where It Is fastened with a wooden
wedge. The slot into which the paper sQuarss
ut Is merely q little silt made with the point
Of the lmke. A corner OF the Rttle paper
squares u stuck IN this slot These squares
are OF fairly stin cardboard about ons-haR
inch square.
If desired you can add also grip pieces as
at QD, after which the whole apparatus may
be painted to suit your taste. Tue trigger
guard Co Is merely strip of tin tackled In
position as shown
The Washington herald., 1912-06-30

~ROT, besieged for ten years by the
GreekR-a men % man contest-fen at
last through straARgem and VILE The
colossal wooden horse within whose
hollow sides some Greek warriors were
concealed was the instrument by which an
end was put to what seemed an endless en-
terprise- Two peoples bad sQuandered years
and many lives both Of great leaders and
common men before the beEisgtng Greeks
devised this instrument Of success.
Since all Is fair IN love and war, we may
forget the vile involved, witch probably had
no more Of ralslty In it than many Of their
other and unsuccessful plans. II II certainly
svtdent that they saved another ten years
Of Etruggie-since each was % stubborn-with
its consequent waste, by q great device,
manipulated by men to BE sure, but to which
nan were subordinate
The natural resources Of the world suf-
taed Aege for hundreds and thousands Of
yearsnen making but febrile and wastsfuI
Efforts TO conquer sea and land-but not until
great organisations and colossal images,
which were the mnitiplfcatiOns Of the might
Of man and beast. had been constructed were
the opposing forces Of nature subdued. That
natural scoop. the hand, gave place 10 shovel
and then TO steam shovel The crane was in
vented making mans arm seem but q puny
thing as compared with Its reach and lift
The steam engine came and generated more
enerEy than dozens Of men could generate
even in the strongest OF bodies The cockle
shell, lifted BY every wave and overturned
by WINDS oE Isast violence, gave place to
lsTiathan ships, which men may safely guide
Il they VIII from port to port through the
greatest OF 0csAn storms.
Constructions Of the most numerous sorts
have multiplied man and horse power. Mr..
Harrington EDsrson In Twelve Principles
OF E6oieney,' says: Forty years ago
watched the workers on the SueE canal
Many of them were girls. digging up the sand
WIKI theIr bare dngers, BcOOping II into the
hol0ws Of their hands, throwing tt into the
rush basket each had woven for herself, lift
ing the baskets to their heads and earring
the load of % to 80 pounds a hundred test
Id TIE bank and dUmpingM
Panama excavation - being done by
steam shoyels. Recently watched one Of
them at work The fingers Of the Egyptian
girl had grown into thousand times larger
steel claws that dug and shaped the shat
tered rock and dirt; the hollow Of the girls
hands had developed into scoop containing
two cubic yards, or I've thousand times as
much as her Two hands could hold; the rush
basket had grown into q train Of fiat cars;
the stapely arm Of smooth flesh covering
muscle and bone bad grown into q great
beam moved by chains, nlnging great loads
on to The hat cars; and instead Of the 1OOfeet
Of walking, long trains ran perhaps twenty
u,fles To unload"
The Washington herald., 1912-06-30
How to Create Demand.
Good Name IsEHervthina.

So, with high hopes. I started out 20 sen
" Telegram &c cigars. But they didn't
sell The dealers said thep liked the name
the cigar was good-but what they wanted
was q cigar that would sell-something that
people wanted and called for.
So my advertising friend and myself sat
down that night TO what l now believe was
the most important conference OF my buSi-
ness nfe. How to create demand. That was
the question. And It was a puzzler. too.
The Washington herald., 1912-06-30

easy matter TO get good name Tor o cent
cigar. The field has been pretty thoroughly
worked over.
Good Name Il Everything.
After great deal OF thought hit upon the
name. " Telegram short. snappy. and easy
20 remember.
The more Thought about Telegram " the
better liked II. A ield Of good Advertising
possibilities was opened up by the name,
too. Finally decided TO put my little saw
ings back OF my cigar The goods knew TO
be good and the name Telegram firmly
believed q winner.
An advertising man who lived In the neigh
borhood and bought his cigars from me got
quite enthusiastic when told him the name,
and although his possibilities OF profit were
at that time slim, put in a good deal Of time
with me evenings working out details Of the
plan. will frankly admit that his efforts
were largely responsible for the success Of
" Telegram" Today that man is drawing
down $4,000 a year as my advertising ad-
wiser. and he's worth every cent oft"
Pardon me for interruptIng." said the
Average Man. But do you own the Tele-
gram 30 cigar business?"
81 do" answered the Successful Cigar
Merchant
Then why, with million dollar wholesale
cigar business. are you running these retail
stores7'
These stores" explained the merchant.
" are my hobby. They represent the IDEALS Of
retailing built during my days behind the
counter. They are pIaythIngs. but big profit
makers as well, although they are small
change compared WIKI the other end Of my
business"
But to get back to the birth OF "TeDe-
gram The advertising man and myself
designed a label which was an absolute fac
sinlIle OF a telegraph blank. We put yellow
bands on the cigars. Big show cards in the
form OF yellow telegraph blanks were printed
and as proof that our first etroTts. on Tele-
gram" were good most Of these cards are
still In use.
The Washington herald., 1912-06-30

drawing shows how to make pistol,
which is none the less Interesting
because the youthful marksman never knows
Just where the missile is going to strike
Instead OF bullets. small squares Of paste
board. as shown at D. are used in this weapon
Where these strike after being shot from the
gun depends entirely upon their shape and
size, so that in using the pistol there is a
great deal OF fun In watching the evolutions
of these whirling bits Of pasteboard In the
air. Indeed It often happens that these bull
let's instead OF hitting the mark, viii come
back again to the msrksman and land at his
feet
The missile being SO light there Is practl-
cally no danger in its use either indoors
or out. and pistol OF this kind is easy to
make. Get few pieces Of wood and sharp
knife and 80 to work
The Washington herald., 1912-06-30

ings Of the name Of my cigar. And let me 90
on record right now as saying that It's no
easy matter to get good name for a q cent
cigar The field has been pretty thoroughly
worked over.
The Washington herald., 1912-06-30

NSl
n
\ |.I|
4 \
EBsy
q
=
The Washington herald., 1912-06-30
Accented Ny Proposition.

He was a pretty intelligent fellow. and he
had figure on this
How many 10 cent cigars can you make
a week. I asked him
He told me-
Now" said II you turned out cent
cigars, which require far less labor, how
many could you maker
He knew that, too, 50 got busy with
pencil and made him q proposition to 90 to
work In my window and pay him SO much
per cigar. whether they sold or not and fur
nish him with space and material for max
ing. put the proposition to him so that
It was practically a case Of being In business
for himself without entaIling any invest
ment.
The cigarmaker agreed to my proposition.
It appealed to him. dated our agreement
fat enough ahead to give me time to get the
window ready for him, my cigar factory L.
cense, stock, boxes, labels, etc.
The window cigar factory was a success
from the start The centers, made fresh
every minute, sold over the counter, and sold
fast The proposition was a winner, and
my increased trade. instead Of costing me
money. was yielding nice profit on every
dollar taken in. Trade soon reached the
proportions where another cigarmaker was
necessary and my man took on an appren-
tice
At this point began to get ambitious and
started out to wholesale the cigars we were
so successfully retailing. No success Other
dealers couldn't see the advantage OF taking
on my unadvertised brand simply because
the goods were fresh and good value. Don't
know as blame them And the name Of INV.
cigar was against It. Ny name Is Hudson
and called the cigar Hudson's Pride
That was stone wall when it came to put
ting II in another mans showcase.
Somewhere, sometime, some one had said
in my presence, " A good name goes a long
way In selling an articlef' That remark
stuck, and 1t came particularly home In this
case, for certainly realized the shortcom-
The Washington herald., 1912-06-30

r THEN one practices with a pistol at
IA target he generally expects to hit
" the mark once in while. The
drawing shows how TO make pistol,
The Washington herald., 1912-06-30
Building Up from Bottom.

0u1o1ng Up Lon ooIIoIns
That the discrepancies OF product in great
working bodies are what they are, the
differences In output between what is and
what might be 80 great. Mr.. Emerson finds
to be due to q chng1ng to the old form Of
organtRtion: In American organization
The Washington herald., 1912-06-30

EvENTEEN years ago." be began,
81 started In the cigar business
with q stand in g downtown ONCE
building. II took me less than two
The Washington herald., 1912-06-30
" THAT CAME I

TIE proprietor out from behind ths eOSnt and anf
The Mt. Sterling advocate. (Mt. Sterling, Ky.) 1890-current, 1912-05-29
Death Of John wilson.

John Wilson, aged IS years on
April 4th, died at his home at
Helechewa, Wolfe county, on Sat
urday morning, May 25th, 1912.
at 6 o'clock, after a sickness of
two hours with hemorrhage of the
brain. The funeral service was
held on Sunday afternoon at the
village church, conducted by his
kinsman, Frank Press Wilson, as
sisted by Rev. Gullett. His body
rests in the country graveyard
near by. A great crowd was
present, and many flowers attested
the esteem in which be was held.
His wife. now in her S1st year, is
the only living sister of j. g.
Trimble, of this city, and Frank
Trimble, of Memphis, Tenn.
Mr.. Wilson is survived by his
son. Harlan, his wife and her four
children, of whom one is Mrs. Joe
A. Stephens, of this city. He
was kind hearted, generous and
loyal to his friends. Having COM
mitted himself to the Christ, he
The Mt. Sterling advocate. (Mt. Sterling, Ky.) 1890-current, 1912-05-29
FOR SALE
An Extra Blue Grass Farm.

416 acres of as fine land as this
State can boast. 4 miles North of
Shelbyville, KY. in the Celebrated
Mulberry section; between Null
berry and Clear Creeks. With
9 story 6 room frame residence
with usual outbuildings, well
fenced with stone and wire. 3
large barns. besides small barn at
each of the 4 tenant houses which
consists of A rooms and kitchen
each. The farm is abundantly
supplied with water by pools,
cisterns and wells, and Clear Creek
cuts the farm on one side; besides
4 never failing springs distributed
over the farm; fronts on 2 pixies.
This is an extra fine farm fof
every purpose.
BY Hancock Taylor & Co.,
302 Walker Bldg.,
47-2t Louisville, KY.
The Mt. Sterling advocate. (Mt. Sterling, Ky.) 1890-current, 1912-05-29
TURNPIKES TO BE REPAIRED.

advertised bids thousand five
hundred rods mapped crushed rock bids be fled with the
County Clerk by O'Clock Tuesday morning. when they will
be considered by the
This is the largest public letting attempted Montgomery
county meaning outlay of from eight thousand dollars
The winter the turnpkes and while that
of rock looks like large quantity, told
could be used, if the money could be legally obtained
Under the present law without bond ISSUE enough money
be raised from properly the pixies.
We would like however. make suggestion that
all rock after it is put practicable rolled This
could be nexpsve and advised many
doing this and we'll pleased with the results obtained
The Mt. Sterling advocate. (Mt. Sterling, Ky.) 1890-current, 1912-05-29
PROTECT OUR WATER COURSES.

In this issue will be found card from Dr. j. A Shirley, Prs
dent County Board Health Dr. W. R. Thompson Health Of
fer which hope will be carefully considered by every reader
the ADVOCATE and especially those living along Slate
leading into it.
When realizes that epidemic be started
committed often miles the Importance of
vaults stables and dead animals placed is evident.
We know would violate this alimportan wfuy
hence publish this card and commend the careful consdera
ton of readers the hope that doing may render
public service.
The Mt. Sterling advocate. (Mt. Sterling, Ky.) 1890-current, 1912-05-29
Executors Notice.

All persons having claims against
the estate of Joseph G. Turley, de-
ceased, are requested to present
them, properly proven, to our at
torney, Lewis Apperson; and all
persons indebted to the estate of
Joseph c. Turley are requested to
call upon the undersigned and set
tie them as soon as possible.
MARY E. TURLEY,
Executrix of joseph c. Turley,
deceased.
A. r. TURLEY,
Executor of Joseph G. Turley,
deceased. 46-4t
May 20, 1912.