The Richmond Virginian. (Richmond, Va.) 1910-1920, 1912-08-29
:. Incorporation =.
BY Ell BERT HUBBARD


Copyright. 1912, International News
Service
In an enterprise that amounts to
anything all transactions should be In
the name OF the firm. because the firm
In more than any person connected
with It. Clerks or statesmen who have
private ietterheads and ask customers
10 send letters to them personally are
on the wrong track
To lose your identity in the bust"
ness is one OF the penalties of working
for great institution. Don't protest
IL - no new thing-all big concerns
Get in line; It is a necessity
II you want to do business indivi-
dnaliy and in your own name, stay IN
the country or do business for your
self, Peanut stands are individuaiistic;
when the peanut man goes the stand
also croaks Successful corporations
are something elsa.
OF course. the excuse is II you send
me the 2erder direct knowing YOU and
your needs can take much better care
OF your wants than that disputed and
Intangible thing. the house. Besides.
sending Il through the ctrcumlocution
office takes time
There ~ something more 70 say.
First. long experience has shown that
the saving of time - exceedingly
probienaticai For while In some in
stances a rush order can be gotten or
the same night by sanding It to an In
dividual. yet when your Individual mas
gone ASKING. Is at the ball game. or Is
sick or else has given up shis sob and
gone with the opposition house, there
are great and vexatious delays. dire
confusions and a great strain on
vocabularies
-rhla thing of a salesman carving
Us trade with him and considering
the customers OF the house bis per-
sonai property ia the thought Of only
tair liked policy--a reputat for
square dealing fl could not
exist at all 1t could not even give
steady work and good pay TO the men
who think IL would be only hole In
the ground without them.
In the main the habit OF the house IL
right.
Don't acquire the habit OF butting In
position to the general policy OF the
house To help yourself, get IN line
with your house. stand by f. take
pride In IL. respect II, uphold II and
who do this become the only men who
are really necessary. These IRE the
topnotchers, the hundred pointers.
The worst about the other plan is
takes e. For little while TO do
business OF your own in the shadow
OF the big one Is beautiful~-present
come personal letters, invita- tons
favors is Mr. Johnson In Fly and
by Johnson gets chesty. he resents II
when other statesmen wait on ais GUS
toners or look after his mail He be-
gins to plot Tor personal gain. and the
6rst thing YOU know he is plain
CRATER. at ioggerheads with his coll
leagues with the interests of tine house
secondary TO his own.
We must grow toward the house. and
win It. not away from It, Any policy
which lays An employe open to tempta-
ton or tends to turn his head, causing
him to lose sight Of his own best In
3 -
age Of a lifes business is bad The
open cash drawer. valuable goods lying
around not recorded or inventoried.
enough plans and let 'er go policies
all tend to ruin men just as surely as
do cigarettes, booze, pasteboards and
the races
The man who thinks he owns This
trade" and threatens TO walk out and
take other employees and customers
with him Ia slated to have his dream
come true The manager gives In: the
individualist is then sure he IL right;
the enlarged ego grows. and some day
the house simply takes his word for
IL and out he goes. The down-and-
outer heads off his mail at the post
offioe and for some weeks embarrasses
customers. delays trade and more or
less confusess ystem. but a month or
two smooths things out and he is for
gotten absolutely. The steamship
ploughs right along.
Our egotist gets a new job. only to
do II all over again II he can. This
kind OF man seldom learns.
When he gets job he soon begins
to correspond with rival firms for n
better one with intent to take his
good along The blame should
go back to the first frm where ne was
employed that allowed him private
letterhead and let him get filled with
the fallacy that he WAS doing business
on his own account thus losing sight
OF the great truth that We win through
60 ope ra ton and not through segrega-
ton or separation. The firms interests
are yours: II you think otherwise you
are already on the slide