Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-12-28

would be illustrating the stuff and doing drawing
and lettering for the advertising.
I'm your man, = replied.
| had held the illustrating job down years when
the Old Man 1--WE all called him that because we loved
hm) into my den sleepy afternoon when there
nothing much doing, and said, Il wish you would
60 down and have an advertising talk with White &
Black They have advertised with us, and they
manufacturers and ought to do So 1t would be Of
mutual benefit could get them started. They dc
not believe in advertising and have always refused to
come in Take some of your work and go have talk
with them"
"But I'm not an advertising m illustrator
| can't talk ads"
"You wrote some mighty sensible critical stuff about
the calendars last spring, pointed out their
advertising value or lack OF it. the demanded
and you designed lot Of advertising that has brought
results. Now go and talk the kind of stuff to
White & Black, and see if you can't land EN-"
| met White & Black, got them interested, and then
got interested myself SO that talked logic sense and
truth about advertising and came away with a trial
order based the value of clean cartoon advertising
vehicle for attracting attention and telling story
about goods at the same time.
One day the Old Man called me into his private Office
and handed bunch of correspondence Look
that you understand what it means, then
down to Pittsburgh and close the business. Get the
money if you can; but close the business if you
have give receipted bill for the amount due without
getting cent. That has been handed the worst
of it by editorial force and he has good kick COM
ing. At the time, he owes this firm eight hundred
dollars for advertising that he got value received for
Go and see what you do with him
Some job for diplomat, that.
| went to Pittsburgh, got acquainted with my
without his knowing who was For week | studied
him, and never said word about business. Then one
afternoon when we alone in his office closing
time told him whom | with and what had come
to see him for When | tell you that editors had
run scarehead article telling about this mans fail
in business, and adding that it crooked failure
you understand just how he felt when told him
frankly that had come to collect eight hundred dol
lars he owed the paper that had printed that story He
had failed but it through the rascaity of Others
and the story printed it made him a crook who
had failed purpose to make money out of it.
For minute he sat rigid after told him, and then
he "blew up | have aroused. ]
told him calmly that didn't blame him. and that if
was in his place I'd probably carry myself;
but was only hired man and friend who liked him
lot therefore he at liberty to his mind all he
wanted to- and he had my sympathy. After awhile he
quoted down. and said he would rot before he'd pay
cent of that claim
After awhile we dinner and later to the thea
ter together good friends ever, and the subject
dropped. Next day talked it with him again.
This went on for week. Every day would bring the
subject up and he would explode into regular PIN
wheel of fiery wrath, then would cool down and
knowledge that he owed the money and end by refus
ing pointblank to pay single penny of it.
Saturday night we went through the regular program
just before closing time. | told him, you too
square man to let personal crouch stand in the
way of your meeting honest business obligation.
You will that way day, and when you do you
will paw that bill of your accord, though the
paper has, through transformation, wronged you bit
tery But it has done all it could to set you right