davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1912-01-07
Getting Ahead of the Procession;
How One Man Became Millionaire
D.
By RUSSELL FOX.

1.-TWO former schOolmates are connected
with the manage .nent OF big and op-
ulent bank. On" IS a director, worth
several million dollars, while the other
is a cashier drawing a salary OF S35 a
week. Both had the sams educational op-
portunities. They were graduated from high
school in the same year ard their parents
we're able and willing TO give them a fair
start in life
But the boy who later became a prince OF
hnanciers greatly disappointed his parents
in the selection Of business Offers OF posi-
lions all OF which promised future advance
ment we're made TO him by his fathers
friends. In each instance. however, the sal
ary at the outset would be small. and Il was
this consideration that deferred him from
accepting any Of them. He became a book
agent because the possibility OF making big
money appealed to him, and from that he
graduated into the rank of insurance agent
Later he became q real estate salesman, and
then he switched TO automobiles
His ups and downs were many. He was
forced early in life to become calloused TO
the rebufs of his fellow men. In a slightly
modified form his experiences resembled
those OF his prehistoric brother whose battle
for food against the beasts OF the forest AMI
his uncivilized neiGhbors was most often a
battle for his very life itself.
The Washington herald., 1912-01-07
Fortune from Bumps on Heads;
How Hat Clerk Attained Success.
By HARRIET /FERRILL.

perry tagged. around the room, and gave
( ae keys TO an express company. with In
structiope for them to ship out a machine
whenever he sent in an order. Lyons had
TO hold his position as a clerk and sell his
inventions on the road at the same time.
The garret room with his precious instru-
ments WIS therefore left unmatched. except
by the express company.
Before the inventor had used the 81 900
loaned him by the banker the twenty-five
hat machines were sold. With the receipts
OF these twenty-five sales he had fifty more
made. and again went on the road to sell
At this time he advertised in the newspapers
and hired a scnooI girl to answer the ad-
vertisements while he was away.
His business grew.
When Hugh Lyons died three years ago he
left several launches, race horses. and other
things that only the rich can buy. and
plant doing a business Of $4,000 year.
with branch houses in New York. Chicago.
and San Francisco.
His advice to his employees was TO be
friendly with every one and never 10 saw
anything that could not be proved He said
that was why he had succeeded Every
morning he made It a practice to walk
through the plant. greeting each Of his $50
employees by name And every man was
bfs true friend.
The Washington herald., 1912-01-07
Gets Job on Trial.

At last one afternoon-about Thursday
Perkins came out at the noon hour and said
that the old man had agreed to try him
out on the job. He telephoned home and
made big preparations for the change
cleaned out his desk, threw out the oyeralls
and began 10 look around for a man to hII
his place.
His assistant, Jimmy Wilson, was decided
upon. Jimmy was earning SIS a week and
q jump to So seemed rather a staggering
affair. But Perkins assured him that II
was coming to him. He had no hesitation In
saying that Jimmy was a good man and that
he had himself taken particular pains in
teaching him all he knew about rates and
maps and bills OF lading, He assured Jimmy
that he would leave the old stand feeling
that the shipping end Of the frm was in
good hands and even went so far as TO buy
q small supper for all his immediate friends
that evening.
Perkins held high revel at his fat for some
Of us and I found myself among the lot.
drinking lemonade and eating the cookies
his wife had made for the occasion. Perkins
made a neat little speech and topped the
evening OF with a sort Of acknowledgment
that he had at last found his reward and
that he would go upward toward the board
Of directors with the feeling that he left a
number Of fine friends below him who would
doubtless come along, too. in time II they
worked hard and obeyed orders as he had
always done.
The Washington herald., 1912-01-07
Perky After the Job.

Il certainly am," returned Perky. and
tonight. tco l guess I've been a pretty
valuable man around here for seven years.
It's about time I cashed in. I'm not living
IN any independent income and 1 haven't got
u Jonanza TO keep up a five room fat with
three kids and a wife in it. and I'm the
.yEisaI man tor the job
Good luck" l said, as he whipped the
cd> from mis- hands'and grabbed for the
Mushroom hairbrush. And then I saw
Perkins begin. to slick up preparatory to his
,is.t TO the boss.
He was all shined up ten minutes later as
he paused in the doorway Of the reception
room. His face was red and shiny, and he
had carried down a clean collar and, a red
flaming tie-just the sort that Billy Holmes
always wore and which. Perkins thought
ought TO be the approved secretary's tie.
4 while later saw Perkins edge into Cor
Gons door; all shot 10 pieces, but unable to
back out. It was about the fifth time that
he ever dared venture into those sacred pre-
cincts.
Nearly everybody knew what was up. We
all waited breathlessly for ten long minutes
Until We saw Perkins amble out again He
vas smiling pleasantly. though his face was
2s red as a beet. He didn't stop long. but
awhile later Holmes came back into the
washroOn and We all crowded around him
The Washington herald., 1912-01-07

the details OF any OF his muItifarious enter
prises. But in the same length or time he
could conceive an original plan that would
have a fair financial value. The reason is
that the training OF the two men was differ
ent The dynamic forces OF the finRncier
were developed. while the static forces OF
the other came more into prominence. 1t is
quite probable that their present positions
might have been reversed had they changed
places at the outset
But the choice OF the bank cashier is not to
be deprecated. II would be nonsensical 10
blame him for not becoming book agent In
order TO become a bank director. As well ad-
wise a newspaper reporter TO go to the seat
OF war instead OF taking Junior position in
some newspaper office in order TO get to the
top OF his profession, OF for an evangelist to
haunt the police courts so that he might
study human nature at first hand instead OF
going into the ministry. In either case they
might succeed. but their chances would be
no greater than II they entered their re-
spective professions in the prescribed man
ner
The Washington herald., 1912-01-07
Other Became Bank Clerk.

Gifted with less self-assurance. his compan-
ion became a clerk in the bank, where his
salary was certain and where only the faint
din of the battle could be heard. His integ-
rity and application were beyond reproach.
His courtesy and politeness to the patrons Of
the bank were Incompatible. Today at the
age Of 40. although he is a fine fellow social
ly. he is not a big man He devotes himself
to the study OF detail, and never having expe-
rIenced, the necessity OF thinking along orig
inal lines. he is somewhat commonplace and
unconstructive. Some people would say he is
in a rut.
His friend. on the other hand. could scarce
ly apply himself for an hour ct a stretch 10
The Washington herald., 1912-01-07
Not Such a Snap After All.

Two or three days after Perkins had been
on the new job he suddenly became down
cast. He moped around with a dissatisfied
look. spoke little, and triel TO avoid US all
He would not talk at noon and sneaked of
down the street to eat alone. We wondered
why. And then Billy Holmes dropped in one
evening and told US why
Perkins said nothing about salary" ex-
planned the former secretary, and the old
man wanted TO teach him the old lesson that
all is not gold that glitters The secretary
ship pays only SIS dollars per week-an Il
ever did pay-and Perkins was getting S25
on the old Job. That is doUstless why he is
so reticent''
1t was a good joke on Perky. We all had
our laugh over II, and even the old man
Joined US on the sly. He permitted Perkins
to worry his heart out for a couple of days
and then broke the news to him that he could
have his old job back with $3.50 raise.
And you bet Perkins took it He seemed
so glad to get back in the old harness again
that he wouldn't talk for a week, but Just
pitched in and worked ali day without a
rest
And then Gordon reached out his long arm
and brought in a young man from the stock
room, making him private secretary.
He always intended to do tive knew that
but he didn't want Perkins TO ruin him
self for his real vocation by trying to climb
into what looked like better job
The Washington herald., 1912-01-07
Path to Success.

This Is the point. In practically every walk
OF life there is a certain well defined path to
success that has been followed by scores OF
others. But there are so many people fol-
lowing II at present that progress is dificult
To get ahead OF the procession one must
strike out for himself. Had the cashier dis
played something else besides application and
integrity, virtues possessed by practically all
Of his fellow clerks. some particular ability
as a hnancier that would have brought him
to the attention OF his superiors the chances
are he would today be occupying a more i'm
portant position.
In this hurly- -buriy age OF progress, when
mems fortunes are made in a day, the dy-
mamie forces OF the individual are required
1t is the ability to grappIe with the unexpect-
ed that We must develop. and II our occupa-
tions do not AFFORD US this development
we must acquire Il in some other way. But
acquire II we must to be successful.
The Washington herald., 1912-01-07
HowPerky Tried to Put One Over;
Storyof Ambitious usShippingC Clerk.
Bv ANOTHER CLERK.

keyed up in my life as Perky was as he
turned to go out"
For several days everybody in the back
office and in the stock rooms was interested
in Perkins. Would gawky Perkins get this
good job over the heads Of a score OF pol
ished young men. some Of them friends Of
the directors? Could it be possible? We
knew old Gordon was square and that II he
selected Perkins from among the bunch 1t
would be only another sign Of his square
ness.
And Perkins! 44e dressed up ht TO XIII
He wore fancy ties every day. left on his
overalls and nail apron, and disdained to
eat lunch with the two truckmen with whom
he used to swap stories and cigaret papers
at the noon hour. He went about like
man. who carried weighty secrets and who
dared not mix too much with the mob lest
he inadvertently let one Of them out when
he was thinking He certainly won the
blue ribbon for keeping mum, and this In
creased our rising respect for a fellow
worker.
At the end Of the week he had had two
conferences with the boss. Things looked
interesting. couple of the other boys
who had decided to enter the race called
on the boss, too He treated them well. ques-
toned them closely. and gave some little
encouragement, but no promises And Per-
kins lived on in bliss over Sunday.
When old man Gordon happened into the
stock room that week every man in the place
began to work like blazes, thinking that he
mad come TO pick man for Billy Holmes Job.
But II he thought of such a thing II did
not show We never saw him so totally in
different to US as he was on these particular
visits.
Billy Holmes was TO leave the following
Saturday. No one to our knowledge had
been chosen for the place. 1t looked as
though Perkins was in the lead as a candI-
date
The Washington herald., 1912-01-07

a woodsman splits log: find crack, be IT
ever so small, place in your wedge, and
drive 1t home. but never put your wedge
against the grain"
Did It ever occur to you that in sales
manship there is vast power in the tome
Of your voice? Did you ever realize that
there was such thing as scientific modula-
tion Of toner There is such thing. Think
Of It.
Keep out Of disputes-a dispute is not an
argument Of the salesmanship kind.
salesman's argument is simply his reasons
for purchase amicably yet earnestly ex-
pressed.
Learn to distinguish between knowledge
and belief. Men may have much knowledge.
but they have much more belief, which, IL
expressed, looks so much like knowledge
that it is apt TO deceive even you.
Mere practice will not perfect a sales
man, 1t is a matter Of art and study Knovl
edge with knack in its application.
The Washington herald., 1912-01-07

II ii ShO7 SoAAASAAAlibs NuIn BenluSeE.
- One hat store made genius Of Hugh
Lyons about twenty-five years ago,
when he was a clerk drawing a sal
ary Of SIS a week in Lansing, Mich.
Hugh Lyons liked to sell hats, but he found
that when hats wouldn't ft mems heads men
wouldn't buy. That is what caused him to sit
down one day to think matters out. He con-
cluded that IL an instrument could be invent
ed TO measure the bumps on a mans head. the
width above the ears and behind the ears.
the elongated oyals and the bullet heads OF
his customers. andNthen have hats made ac-
cording to the measurements, he could sell
them.
After this decision the clerk spent his even
ings whiting. twisting and putting sticks
together until he produced an instrument
that would conform to mans head. measur-
ing it accurately. Butnot having much more
than enough money to buy a postage stamp.
Lyons went TO a banker, who proved a friend
indeed. and said: I know 1 have a good
thing. but haven't enough money TO put my
conformators on the market"
The banker friend replied: Hugh. m give
you credit in the bank for $1,000. Use 1t il
you need IT."
Hugh Lyons took the money and had
twenty-five Of the head measuring instru-
ments made. He rented a Earret room, over
a drug store. placed the hat conformators.
The Washington herald., 1912-01-07
Given Suit and 80.


But after i've years that seemed longer
than an ordinary lifetime I was free again.
Free! was given a new suit OF clothes and
$40. / had new life in front or me.
Wearing my new suit with $40 in my
pocket. and my hand there too, TO convince
me the money was safe, I started for Chi
cago. The short trip seemed Ike a dream.
The conductor, the passengers. and the train
itself seemed unreal imagined every min
utes l would wake UP and find myself back
in the cell again. When reached Chicago
however. I realized that I was not asleep.
for the tremendously large city. the lights,
the busy people. hurrying 20 and fro, con-
WINGED me that I was really free.
The $40 seemed a fortune / had never
realized the value OF money in my former
days, and being deprived OF Il for five years
had made II lose all real value. It seemed
as large as a thousand does today.
had resolved months. yes years before. to
be " straight" The countless hours I had
spent alone convinced me that this was the
only way. Although / realized what mar
row margin divided the " Jail bird - from the
man who had escaped being sent Up.''I
realized that to stay straight was tne only
way for freedom and happiness.
The Washington herald., 1912-01-07
Sermonettes for the Salesman

salesman, when presenting bis goods,
should be serious, and earnest in style, ano
say what he has 10 say IN the rewest words
compatible with the oppression OF his eas.
The more concise and clear the statement
the less Likelihood OF suggesting objections
by the use or a wrong WORD. A single WORD
in the wrong place may lose the order.
Seek always 10 make your claims appear
truthful and natural II Will not De neces-
sary to go beyond this IN saIesmanshIp. II
requires the highest degree or skill TO 90
this successfully.
Guard against loud speaking. and more
than all do not humble your words; speak
out. Do not force your hearer TO strain
himself in the endeavor to catch your words
or meaning.
Never exhibit the slightest sign Of irTi-
liability at your customers delays nor ques-
tionE, nor peculiar methods. II you want
20 sell him, bear with him
e 4 common liar is TO be dealt with as
The Washington herald., 1912-01-07
Perky Center of Interest.

Well" answered Holmes. mysteriously.
in reply 70 our clamor, g you can never tell
Perkins might get the job. The old man
wasn't exactly Indifferent to his applica-
ton. He asked Perkins IL he was sure he
wanted to urakeNa change, requested to know
why and wherefore. Perkins was struck in
a heap. He didn't expect to get even this
much show. But me old man let him talk
and talk-Perlky can talk when his Irish
nerve is up-end then the old man told him
to wait and see. never saw a man so
The Washington herald., 1912-01-07

enee Of another. the more free is he: who
Is free makes free. LAvATER
The Golden Age. which a blind tradition has
hitherto placed in the past. is bef1re US
SAINT SIMON
obey. NIETzSCHE.
The Washington herald., 1912-01-07
Shoyeled Snow for City.

The next day finally obtained Job shov-
cling snow for the city. The shovel was
furnished me and I was given s. day Al
the end Of the first day l was worn out al
most frozen, and hungry. but I had So. !
dragged myself back to the lodging house
no hotel this tine-and slept as II I had
been drugged- 1 got UP in the morning
bought a mufier and gloves. and had an
other day Of hard work. BY evening could
hardly drag myself TO the lodging house. /
was sick and every muscle ached and burned
Ny job laSted three days. and at the end of
the third day I still had almost 81
/ met a man named Flint while on the
job in view and he'd let me know about Il
/ thought I'd never hear Of him again but
the next evening. after 1 had spent a hard
day hunting for jobs in the various missions
employment agencies, and bureaus. 1 found
Flint in the lodging house waiting for me
He told me we could geta job painting cars
for the street car company. so the next day
we started out There had been no regular
advertisement inserted. but the tip was a
good one and we both landed Jobs at 81
day. The work wasn't easy. but II was
work. and by that time I would have taken
anything. We worked there four weeks
At the end Of the second week bought
warm second hand ovsrcoat for S. My. but
that coat felt good. I didn't mind the work
so much after that I still remained in the
lodging house.
The Washington herald., 1912-01-07
Wise Sayings of Great Men.

A free man thinks Of death least Of all
things. and his wisdom is a meditation not Of
death but OF life. SPINOZA.
Traditions may come from man and be
false, but reason certainly comes from God
and cannot be false. ToISToY.
The freer you feel yourself in the pres
The Washington herald., 1912-01-07
Ex-Convict's Success Shows
What Down-and- Out Man Can Do
Rv EXCONVTcT
By AN EX-CONVICT.

especially desirable. but my need for work
was great. I spent the morning and most
Of the afternoon covering many miles Of
ground asking for work. But there was no
work for me. Perhaps It was the prison pallor
or perhaps I did not appear desirable. .
Perhaps 1 was just unlHcky. Anyhow, at
every place 1 was told wouldn't DO. One
place they told me was - too old" And /
was only 81 At another they took my name
but I had no address, and even II had had
a chance before the words general de-
livery would have queered me.
At O'Clock I found myself several miles
out Of the city. was tired and hungry and
could not walk much farther had never
begged before, but I was so hungry that
did ret feel any humiliation in asking for
something to eat. A prosperous looking house
stood on my right and went around 70 the
back door and asked for something TO eat
A fat, cross looking woman answered the
door. When she found out what wanted she
slammed the door In my face. modest
little cottage stood next door. approached
even more timidly. but kindly faced little
woman when she heard me ask, Nay 1
have a bite 10 eat" opened the door a bit
wider, told me 10 wait minute and after
little while reappeared with a package. I
asked II there was some work might do for
It. but she said e no and closed the door.
The package contained three pieces Of bread,
a piece Of meat, snd piece Of cake
After resting walked back 10 the city and
was given free bed at one Of the missions.
The Washington herald., 1912-01-07
A Plum for Someone.


1t was just this way when Billy Holmes,
from the W +. and NJ. road to take q good
job in the claims department, l guess they
picked out Billy because Gordon IL a big
business man and might be depended upon
to have a bright secretary. The job Billy left
behind was a good one and about twenty
i've pairs OF eager eyes were directly focused
on It from the day the news struck the back
room.
Here was a plum! Who would get #:
was pleased. AL the boys began TO spruce
UP when they heard the news. Now was
somebody's chance. With fifty eligibles TO
pick from. only one could be selected. And,
OF course. every body hoped and believed that
ed he that very one.
Perkins, the mead shipping clerk. who was
-awing twenty-five dollars a week-every
week-was suddenly seized with the private
secretaryship bee. 1t buzzed all over the ship
ping room. Perkins wos a good man in the
hippfng room, but would hardly have been
an impressive figure IN a directors meet
ing taking notes for the boss.
I'd hate TO see a fine shipping clerk
ruined, I said to Perky the evening that the
news 6rifted back, and that would GER
;a:rIy happen II you vert up front"
On. I've lived this job down" retorted
Perkins in some heat. and a man can't ever
ct on O. the world uniess he makes jsb
I'm going TO try for it anyway
You going to ask fer IT, inquired.
The Washington herald., 1912-01-07

A 4 $40 was all thatsto between you
wv and starvation; IL you had no
friends. no credit nor position. and
had just been dismissed from the
penltentiary after serving a sentence Of ave
years7
-Four years ago was dismissed from the
Illinois state .penitentiary at Joliet, having
served my time of almost iye years What
was sent up" for Is not necessary
detail was guilty and did not have money
enough to employ a good lawyer, so 1 was
given the maximum sentence. BY good be-
havlor. however. managed to reduce this
considerably.
1 spent many hours in prison thinking OF
the gray walls. OF the countless humiIlstions.
Of the dull long days that seemed to stand
still. In the morning. when I thrust my
hand through the bars. so that the warden
could make his count. longed for the night
TO come; and at night. when lay on my cot
thlnkIng-not daring to hope-I wished for
day again.
The Washington herald., 1912-01-07
Only Eighteen Cents Left.

And then / woke up and found I had bu: ~
cents left. had been living IN cheaper hotels
and had eaten comparatively inexpensive
food, but so does not last a long time. I mad
not had much to drink after the first day
Eighteen cents. I bought q paper with one
OF the precious pennies and spent the whole
day applying for jobs. did not find any
At each place l was informed, that the Va
cancy had been filled. spent another penny
for an evening paper and bought a sand
wich and cup Of coffee for a dime
When night came did not dare 90 20 a
hotel or lodging house. for fear would be ar
rested In the morning for intent to defraud.
and then my record would be held against me.
But with Just 9 cents was no worse on than
the man WHO, serves a term in the Chicago
house OF correction for there a man Is dis
missed with only cents. even after serving
a term OF over year.
I walked the streets far into the night and
attracted suspicious gIanees from several Do
Iicsmen. A plain clothes man. whom
recognized Just as readily as II he wore n
uniform, followed me for several blocks
but walked rapidly and finally shook
him" At II o'clock was tired, cold. ana
hungry. My Ssit was thin and had no over
coat. It was the early part Of December and
the air was crisp. Twas afraid to sit down on
a curb TO rest, for knew that meant would
be arrested. Finally an idea came to me. I
would walk to the nearest IL " station ana
spend the night riding around on the e,e-
waited trains station was only a few
blocks away. 1 got on the first train, went
to sleep. and slept for several hours. when
1 was awakened by the guard. who said IN a
kindly voice. Guess you'd better tell me
whereyouwant TO get on: you've gone around
the loop twice now" mentioned a station
on the south side and got on when we came
to II.
With my last penny bought paper and
without a cent to my name started out again
in search Of work In the paper found
a number OF advertisements that sounded
good. Some Of those I applied for vers not