The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-05-18

but the basis-the fundamental of my idea
was money saving.
l had been appealing to the wrong men
The managers OF these stores lidn't care any
thing about money saving. They were IN
terested in selling more goods and that " as
all
Murphy Craig himself, the man who signed
the checks-the man who made the profit or
stood the losS-he was the one man in the
whole outfit to whom my proposition would
appeal.
The rest Of 'em-the employes-didn't care
about saving Murphy Craig>s money. But
Murphy Craig did and he was the man 1 was
going to see.
mad been on the wrong road and now a
signpost pointing the right way was staring
me right in. the face.
got up from under that tree with a strong
er determination than had the day start
ed-I got up with new resolve, and started
at once to get action
MY trip had not been in vain In talking
to the various managers 1 had found out
Just how much they sold Of the various lines,
anc the information I had secured and fig
ues made in trying to show the managers
their saving under my plan were the things
that were going to get Murphy Craig name
on the dotted line for me.
On the way back to Kansas City figured
out the net saving on the twenty-eight
stores l had visited, and IL totaled the neat
little sum Of 5000 year. Think OF IL,
went into Craig's ONCE full OF fire and
salesmanship. / came out downcast- L,
semeo TO be impossible to get TO Craig. He
mad SO surrounded himself with employees
that simply couldn't secure an interview
Back to the hotel I must get to this man
Craig. or the big idea would go to crash.
How TO DO it-that was she thing.
Finally had a thought. and my despera-
tion made me try something which under
ordinary circumstances 1 would have heal
tated to even consider
secured blank check Of the Kansas CITY
National bank and filled It out, all except
the signature.
" Pay 10 the order Of Murphy Craig eight
thousand dollars
Eight thousand dollars. you will remem-
Der, was the figure which could be saved
under my plan at the twenty-eight storesI
had visited
walked out to Murphy Craig's home that
evening.
When the butler asked for my card
handed him the unsigned check together
with a note on the back of my card.
Give me two minutes, and will make
this check good
Murphy Craig received me. He wanted to
know how to make that check good. and with
the figures had on his business he saw the
big Idea, too.
When. per his request. called at his Office
next morning. It was to figure out the size Of
the order necessary to supply his entire chain
Of sixty stores with Empire goods and the
other lines.
And what was more. he there and then
changed the policy Of his entire company.
took the purchasi sing out OF the HANDS Of the
Individual ma nagers and brought It back TO
the home ONCE. where It belonged.
] wired my order in to silas Crabb per-
,onally.
A two word telegram was my answer:
Come back"
I went back. but with the biggest single
,r6er an Empire salesman had ever taken ,
tgned and in my vest pocket and the up
Ihot Of my one hours talk with Crabb was
IN agreement that the new policy should be
put into operation all over
America. The Empire company had the ,
money, and as Crabb expressed II, short
ime would find our competitors coming
ound to our way Of doing business. and the
irst concern in the field would establish
themselves and reap the cream Of the trade.
The interview ended. I arose. Mr..
,rabb. there are some crackerjack chain
rcres operating out Of New York City I'd
Ike to get down there as soon possible"
He looked at me qui.zically, got up out of
is chair, and opened a door leading into
r other room. Come here" he said.
/ looked in upon a small office. neat and
LII "a n