The Palatka news and advertiser. [volume] (Palatka, Fla.) 1908-19??, 1913-03-28
Beating the Name
BY M. QUAD
Copyright 1918, by Associated Lit
erary Press.
By M. QUAD

? Olu he HOu lal!en from tree, mar
' rowly escaped drowning. got hooked
= by "A COW. spent two hours in wei
1 and had been blown up with gunpow
, der
One day, at the age Of thirty-six
he was the attorney for the defense in
a case Of hog stealing. lie felt that
he could win lands down. but he was
smashed all to bits and his client sent
to Jail. An hour later the Respondent
lawyer was seated in his little dog
hole of an office when Il stranger en-
tered. lie had been spectator in
the courtroom.
You ought to 20 to Jail in place of
your client" said the stranger as he
took the only other chair in the room.
burned if hadn't" was the admls.
sion.
whats the matter with you?
"My name"
Il believe it's Stubbs?"
ITS worse than that It's Hezekiah
Pontius Stubs"
Good lands, Then you've always
been Il faiurc?"
"From babyhood up. I've tried being
Il schooImaStcr. Il writing master a dry
goods clerk, II hoohkcrppr, Il subscrip-
ton book agent tin pcddIer and
IaWTer-a failure in each case"
The name may or may not be
against you, but You haven't hit the
right road yet Perhaps | can help
you. am a piano manufacturer in
Boston. | made up 800 cheap pianos
last year, TO find they wouldn't sell,
They are good Mt the price, but they
are square pianos, ana the people want
uprights. I'm going to give you
problem to solve"
"Shoot 'er off"
ITS what is the best way to get rid
Of those Instruments. Solve that for
me and I'll solve your future. I'll call
tomorrow afternoon. Good day"
II. p. S. had seen no more than half
a dozen pianos in his life. He had
never done business. He had simply
bought dollars worth at time and
'N''''iAA l4ttNt an, lIlIllS " sell.
Five hundred pianos at 5000 each!
Whew!
The failure sat up all night and
thought AMI figured and figured. He
was ready next day when the Boston
man called with lis:
well, how did you make out?"
Il will show YOU" was answered as |
three or four pages of legal cap were
produced.
"FirStly, not one farmer in fifty has
a piano in his house.
Secondly, not one farmer in 100 has
seen IN upright piano.
Thirdly. the farmer looks for some
thing cheap.
"Four;hlT, he wants time to pay for
it, even if he has the cash in the
house
"Tifthly, 81 per cent of them are
honest.
"SiXthly, they must be approached in
a certain way.
"SeventhIy, not one farmer in fifty
will drive to town to visit a music
store.
"EighthIy, a piano must be stood in
his parlor and allowed to appeal to eye
md ear.
"Ninthly, one farmer will buy
hing because another has.
"Tenthly. | am to start out at your
Expense and secure the name of every
'armer In this county who has one or
more daughters.
"EleventhIE when have secured the
names You are to ship me 100 pianos
md furnish me rig to drive them
rom door to door,
"Twcifthly, the terms are to be 5000
1ch-$2J down and two years to pay {
he balance"
II guess that's about ALL" said the 6
lwyer as he leaned back. i
"HeZokiah pOntiuS Stubs, draw up G
n agreement" said the piano man as I
e reached out his hand for shake. c
Two weeks later II. T. S. was look n
ne up names of farmers with daugh- 3
Prs and young farmers that had mar i !,
led within year or two.
Another fortnight and he was driv- :,
lg over the same road with three pi- II
nos on his fancy wagon and saying O
} farmers: D
"Oh, by the way, want to store c,
ne Of these pianos in your parlor for "
month. I'm not asking you to buy u
or rent, but Just to let it sit there" a
"But l don't buy, remember" the
lrmer would caution. 81
"Oh, no, no. In fact, I couldn't sell :,
to You. It's for a man on the Red cs
ridge road. It's just case of doing al
@ favor" le
And do YOU think that piano ever in
ent out of the house? And don't YOU di
now that Farmer Jones bought one al
cause Farmer Green did? And wasn't IN
e Brown girl just as good as the de
'hite girl? Ia
The 500 pianos were sold in two III
untieS. Then thousand more were
Id. Then II. p. S. sold uprights mr.
ect music, guitars, harps and banios
ID today he runs three music stores
d is worth looking up in the CONNER
II agencies. re
TIezekiah POntius Stubs has made M
cd. He stood up fair against the ma
me and beat it.