The Birmingham age-herald., 1913-08-24

never complained, no matter how many
hours they put in over the pots or how
tired and worn they were from the days
labor The old woman was a philosopher.
For every situation she had a homely
proverb. Nine times out of 10 it was a
cheerful one
Shultz kept books as carefully as if he
were doing a large business. For the
first four months there was a loss The
bad debts he had made more than over
balanced the small profit that should have
been his. Two months later there was a
little to the credit side of the ledger. The
sales in the stores began to pick up, for
some people began to see virtue in
Shultz's preserves The young man went
to printer and had a heart-to-neart talk
with him. As a result hes got credit for
some advertising matter that was sent
into many homes. He watched the store
gratifying. A little later, when he made
sales carefully to note the effect 1t was
some good collections he did a daring
thing. He spent all his ready money in
display advertising in the home papers.
In each advertisement he told where his
goods were for sale and he was not stingy
in the amount of black type he gave to
the retailers. The grocers were pleased
with this and some of them went out of
their way to push his product
When the year closed Shultz had to do
some hard scratching to meet his bills
with the baker, the butcher the landlord,
the dry goods man and the others who
had trusted him. but he was able to pay
every cent. The women were hard
pushed to make up all the stuff for which
he had orders, so as soon as he could with
safety he engaged a couple of girls to help
them. He had been compelled to pay
cash for all his supplies and make trips
into the country to buy his fruits and
vegetables. AS his orders became larger,
the farmers took confidence and were sat
isfied with monthly payments. Before the
second year closed his business outgrew
his home. He had to rent little build
ing and hire more hands. His wife and
mother supervised her factory. They were
scrupulously neat and so intensely jeal-
Gus of the good name the preserves had
won that they had no hesitation in throw
ing away anything that was not perfect.
They inspected every jar before it was
sent out and watched over the kettles
with a care that was remarkable.
Some one suggested to Shultz that there
was a market outside the city for his
goods. He had been thinking so himself.
A bright young man sent out specula-
lively got a number of orders. His terri
tory was extended and then another tray
cling man was put on the road. Their
success proved embarrassing Shultz had
to enlarge his little factory and employ
more hands That part was simple, but it
was not SO easy to obtain supplies. The
farmers Shultz had been patronizing could
furnish so much and no more. Making
purchases in distant cities was not al
ways satisfactory. Sometimes the fruits
or vegetables We're not in condition and
the additional freight charges cut into the
profits. To protect himself Shultz first
rented farm or two and devoted all the
land to the supplies he needed. Later he
bought these farms and others.
Success had it's own perils and handi-
caps. Shutz came near being ruined
through the rapidity with which his bus
mess increased once 1T really began to
expand in earnest Hardly would no
complete one additionSeo his factory when
another would be needed. 1t costs money
to build and it takes years to get it back
The Interruptions and the changes conse-
quent upon interminable rebuilding or ex-
tending of factory affect the econom-
ical operation of a plant and the efficien-
cy of the organization. Shultz would
have been pleased to take a breathing
SPELL but competitors. aroused by his
growth, were aggressive. He had to go
on or he would lose the trade he had been
spending good money to gain. And to go
on he had to do some elaborate financing
that entailed the borrowing of sum that
would have seemed staggering to him a
few years before.
With the expanding of the factory
Mother Shultz and his wife no longer