davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1913-03-02
Made a Sideshow of Washday;
Business Picked Up Right Away.
By WILLIAM B. MAYER.

-HERE is one drummer who has a
scheme which stands out in a class by
itself for uniqueness. He sells wash
ing machines. His route extends over
territory which comprises largely
towns OF 5000 to 5000. where every body
knows everybody else.
His plan is not to merely exercise his
unctuous suave tongue on the dealers, but
on the actual customers, who are the house
wives. in this instance. themselves.
Il wired to the house" he said. as soon
as 1 hit on this plan. TO ship washing ma
chine out to me. l rad been selling by illus
trations and ship on approval to the deal
ers. The firm tried the cross examination
process to nnd out why I wanted 1t. but as
felt that they might not approve of my coup
l gave them no satisfaction. and as the price
of conversation over the wires was 80 cents
per, they soon overcame their inquisitiveness
and sent the machine.
"on its arrival I proceeded to get busy.
Hiring the best looking wagon from the town
livery, I drove around with the machine in
the wagon on exhibition. Then / asked one
housewives permission to wash her soiled
clothes on a certain designated day. / have
yet to find the woman who objects to having
her linens washed gratis. This woman was
no exception.
The Washington herald., 1913-03-02

thinks the boss Is a downright miser he
cause he doesn't raise his salary: not for
working overtime In this instance. but for
having greater ability than he is paid for.
that he is doing everything for the boss and
the boss ungratefully reciprocates by doing
nothing for him
Does this clerk realize that his oosi,;on
is in jeopardy daily by having some one with
equal ability offer to do the same work for
less money? Does he ever pause to think the
cold. salient fact that the boss is allowing him
to keep his position when he might have II
equally we'll filled for less money?
Supposing that some clerks are underpaid:
II they were to be raised, who would profit?
They would, and they only; and the clerk is
not the one to be considered In this endless
commercial war that is waged daily 1t
would compel the owner to place a higher
price on his goods to overcome this add-
tional expense, and the customers would not
stand for this. 1t is only natural that they
will buy goods from the firm W hich makes the
most alluring proposition. With higher
pay roll, that firm is Immediately placed at a
disadvantage
So don't forget. Mr. Einploye, IL YOU feel
that you are underpaid. that If that few dol
lars raise which you desire were given to all
the other equally deserving employees. 1t
would swell into vast proportions What is
more perhaps you don't deserve the raise and
It is only strain Of egotism that makes you
imagine you are getting the worst of the deal
And IL you are deserving, remember that
everything comes to ne who waits And.
above all. don't forget, too, to 20 easy on the
boss
The Washington herald., 1913-03-02
Much Depends on Neiehborhood.

The size and quality of his initial stock
would depend wholly upon the neighbor-
hood In which he opens his store. Ordinarily
a stock OF groceries representing an outlay
OF 81 coo. or even less. might be ample
This could be increased or diminished in
certain varieties of stock as soon as the
new merchant has felt out his trade and got
a lire On what was and was not in demand.
1t would not take long before he ascey-
tanned the general trend of his trade, and he
should, therefore buy most conservatively
at the outset. On his purchases he could,
with satisfactory references, arrange terms
of from thirty to sixty days. On some COM
mcities, such as tea, FOR instance. he could
have tcur months; but, If able he should
take advantage of all discounts. for by so
doing he can save enough to defray his ex-
penses on a good summer vacation.
An important feature he should consider
is getting and keeping good help. A compe-
tent clerk, for example. can fill more orders
The Washington herald., 1913-03-02
Envy Never Gets You Anything.
By JOHN A. ROWLAND.

TT is common supposiuon, especially
among those inhabiting Fsilureville, that
the boss is an ogre to be avoided as much
as possible and to be upbraided to ones
fellow workers at the slightest provoca-
tion.
For example. on walking through a de-
partment store during the rush shopping
days, when the establishments remained open
evenings, heard one clerk grumbie to an
other and I listened to his tale Of woe.
Gee! Amt this awful?' he growled Got
to work till 10 o'clock and it's always near
II before We get things covered up, and then
We don't get nothin' extra fer It. Old Blank
goes home in his green limousine with the
gold piping. and flowers inside, and all that
junk, at 8 every night, and when we're Just
quittin', he's been fighting the pillows for an
hour or more, or IL he chooses, he can go out
and soak up Martins and watch the cab
aret."
Does this clerk ever pause to think that the
person coming in for this opprobrious CEN
sure. once had to work evenings. too: that his
position was gained, not by envying the man
higher up. but by putting his nose to the grind
stone? Does he realize that, though he is
working overtime, and not being paid ac-
cordingly, time follows, just as sure
night follows day, after the advent of Christ
mas, of paralyzing dullness when the clerks
daily sales will scarcely exceed his actual SAL
ary? And also OF the the Saturday after
Moons of in the suftry summer. besides the
two weeks vacation at full pay? He doesn't
take thefe things into consideration.
Then there II the other class of clerk who
The Washington herald., 1913-03-02
Knew Business, but Not Patrons
Why His Ads Lacked the Pull.
By IRWIN ELLIS.

study of human nature of people as tbsy
think an6 act and feel. not in historical
times, but today
I think the schools ought TO give
course in human nature. They couldn't
teach much of real human nature in the
course. but they could introduce certain
practical phases of psychology as applied 10
business, and, greatest of all. they could
teach the importance Of a knowledge of men
and could inject the habit of studying human
rature as it sticks out at US all the time In
other people
Young Lawrence. though he was chock
full Of facts. didn't know life and couldn't
see things through the eyes of the man or
woman he wanted to influence.
He could analyze anything and Won
couldn't trip him on logic in year, but cold
logic makes few sales. But when IL comes
to a food product Hike yours, you've pretty
nearly got to know the influence of the
stomach over the mind rather than the exact
percentages of starch and fats and so on In
the food itself. Those facts are not at all
convincing when placed alongside another
food where big. happy, wholesome cook
serves steaming mess to some hungry
healthy individual with eager anticipation
of good time written all over his coupte
nance.
Just one good human interest picture
like that. I tell you. will do more to make
people want certain food than a whole
book Of facts, Judged by results even though
You could get them to read all the facts"
The manufacturer went away convinced
that his advertising would be taken care Of
to better advantage by a man who knew less
about his plant and more about the people
whose money supported the enterprise.
The Washington herald., 1913-03-02
Products of Inventors Genius.

A framework for supporting electric lamps
around the globe Of an oil lamp so that either
kind Of light can be used has been patented
by Connecticut inventor,
A safety gas meter invented in Holland is
claimed to prevent the possibility of asphyx-
iation and to indicate the loss Of unconsumed
gas by leakage or otherwise.
pipe union invented by Michigan man
has joint SO perfectly ground that no gas
kets are required and it is so formed that
pipe can be Joined at any required angle.
A sand box for automobiles. like the famii-
lar device on locomotives. to distribute sand
under their tires to prevent skidding, has
been patented by Massachusetts, inventor.
An electrical tow boat used on a shallow
French canal has propellers at each end
The Washington herald., 1913-03-02

sat down and waited patiently long
time, all the time thinking how l could
make him see the thing my way, and all the
while grew more good humored about 1t.
Well, the boss kept me waiting theie
fully ten minutes without so much IS looking
up at me. although I noticed that his face
grew bit red as he found 1t harder and
harder to concentrate on his work and forget
that I was waiting.
Finally he looked up. and apparently was
ready to fight. but noting the expression Of
good nature on my face he smiled. leaned
back in his chair, and invited me to state
my reasons. I did so in the best of good
rhumor-therefore to the best advantaxe-ans
got what wanted
Good Nature Got Him Everythino.
Since then just plain unadulterated good
nature has got for me nearly every othe.
thing that ! have wanted in the business
here, including two substantial increases in
salary.
The first time I struck for more pay the
boss refused me coIdiy and said that IL
wasn't customary to give any man salary
increase after he had been with them so
short a time asI
went away resolved to follow up that
personal strike for an increase by series Of
good natured follow up letters. You see.
my work then as now was mail sales. and
was then getting good results. Every time
/ landed a good big order L used the fact
as the basis for follow up letter to the boss
'' In my first letter told him frankly that
intended to follow him up from time to time
until he should realize that ! was worth at
least $40 a week more than he was then pay
ing ne.
" Anyway. this was a good way Of calling
to his attention the results I was getting.
Then at the end of the month / prepared a
special summary Of results of the months
work and fired it at him as bnoadside.
Early in the next month. seeing that I was
going TO repeat, the boss hung up a flag Of
truce. He gave me half the increase had
asked for. but 1 was not satisfied and let
him know It. though in such good hIlmored
way that he could not have taken offense
had he wanted to.
1 showed him that l was thankful TO get
the s. increase. then l began to show him
that he should have made II s1o-and the
next month he did
My next increase came without asking
81 want to tell you that cheer up are
two OF the biggest words in the language
At least when it comes to getting more money
out q the boss. good natured requests and
make I'll hunorsd threats walk
The Plank every time"
Then. as a sequel TO this little story. this
young man told how his boss was so much
with the value Of good nature that
he had planned a month of concentration on
he subject for all the employees in his cor
;ern: for ii is plan in this business for all
Il US to concentrate on some one particu-
ar thing each month.
Nearly everybody in the place that was
Inclined to Be pessimistIc before that month
;ot the cheer up habit then. and the re,
ults Of that concentration subject have been
he best of any thus far" says this young
nan who blames his cordial s-riIe for his
uccees.
The Washington herald., 1913-03-02

and is supplied with power from an overhead
wire. but can also be driven by storage bat
teries
Cooling the parts with q water Jacket. two
Swedish electricians have perfected a hisb
amperage telephone transmitter that can be
used both for long distance work and wireless
telephony.
What might be termed an icele.s refrirer
ator has been invented by an Oregon man. a
double walled chest. between the walls of
which is packed salt to protect its contents
from surrounding warm air.
Anew alp rifle can shoot 60 bullets with a
single compression Of air in its reservoir.
Ptvoted at three points instead Of one.
shears patented by a New Yorker are claimed
to cut metal with half the usual effort
The Washington herald., 1913-03-02
Ad Arouses Curiosity,

Then 1 inserted a quarter page ad in the
local paper. This is the way 1t read: Mrs.
John J. Jackson II have forgotten her real
namel will have her washing done by the
So and So Washing Machine company on
Wednesday. the 18th. The wash will be hung
in the back yard on exhibition. Visitors are
cordially invited. Refreshments will be
served
You can easily conjecture the excitement
and laughter that this ad stirred up.
"wednesday dawned bright and warm, an
ideal day for my enterprise. / had ordered
q goodly quantity Of cookies from the grocer
and these. with pink circus lemonade. consti-
tuted the refreshments.
THE washing was finished in jig time.
While was going through the various opera
lions with my machine put UP spiel SIM
liar to one that had heard handed out by
an auctioneer selling tin razors. OF course,
changed few parts to meet my special re-
quirements.
The Washington herald., 1913-03-02

yTAl- Let thdt man go. asked
~ A the manufacturer of the CAM
Wv paign director in an advertising
agency. why, / never talked
with a man that knew so much
about the manufacturing end Of my busi-
hess. He knew my plant from top to bottom
and seemed to know its history. too. Some
times 1 thought he knew more about the de-
tails of my business than did
That's Just st." replied the director.
- That was what allied him. He knew too
much. Yours Is not the only plant by any
means that mad an intimate place in his
almost limitiess knowledge. Yes, he did
know lot more than any other man that
ever worked here. He was fairly intoxicat-
ed with knowledge-but he didn't know how
to use il.
You see, he made the big mistake Of
thinking that knowledge consisted of the his
tory of material things He wanted to be an
advertising copy writer the worst way. so
he went to work to learn all he could about
factories and processes and businesses in
general. figuring, no doubt. that knowledge
is power
But, like many another young man who
is an exceptionally good student according
to schoolroom standards he got firmly rooted
into him back In school the habit Of thor
oughly studying words and history and mate
rial things in a minute. scientific way. So
firmly rooted became the habit that he kept
on studying the world outside the classroom
the same as he had stu6ied the science Of
physics, for instance, inside.
Now You and know well enough that
the best study for business career is the
one you don't, find even on the college cur
riculum. OF course I refer to the great
The Washington herald., 1913-03-02
Seek Expert Advice.

The main drawback to the advancement Of
any young man who desires to become his
own boss in the grocery business is that he
does not consult with persons who are in a
position to advise him what Is best to do
They open their stores, in many cases. abso-
lutely regardless Of location or neighbor-
hood conditions, and the result is their busl-
ness does not flourish as II should
The new proprietor should first see the
sales manager of a reputable wholesale
house, the man who. above all others per-
haps. has the interest OF the prospective
merchant at heart. His own interests are so
closely allied with those of the new mer-
chant that he will 60 far out of his way to
guide the young man and caution him against
the pitfalls that he should steer clear Of.
A good start in the retail grocery business
like in every ther line OF trade. means every
thing.
The young man first should get in touch
with a wholesale house. one that handles a
branded stock OF goods for which there
always is demand. When he has decided
upon who his wholesaler will be, he should
get in communication with the credit man
ager. show his references. and establish a
line OF credit. This accomplished, the sales
manager and the statesmen with whom he
does business after he once has started
will take care Of the rest.
The Washington herald., 1913-03-02
Side Show In the Evening.


the gathering the necessity Of their wives
owning one of the washing machines. and
told them that their local dealer could sup
ply their demands on reasonably short no.
tice.
when 1t became quite dark I asked one
Of the lanky gaping lads If he had a magic
lantern. He said he had. At my request
and a small compensation he ran to his
home and returned with II in few minutes.
Using the washing machine for stand
and, large bed sheet on the line for a screen.
! showed them the collection Of colored slides
and finished the performance by a little
shadowgraph work in front of the spot light.
at which 1 had been clever when a young
man. Then. after the grotesque shadow pic
lures had lost their novelty l gave a serious
talk on the merits Of my machine and then
gently suggested that We adjourn.
As they departed in various directions
for their homes, unanimously speaking of the
good time they had had, and also of that
great washing machine felt confident that
l had conceived a successful scheme. And SC
it proved.
The dealer received orders for two bak-
ers' dozens. IL remember rightly, before the
end of that week
" 1t goes without saying that repeat this
plan at each town that leone to; that is
II the dealer is backward about buying 1t
is typical. old fashioned salesmanship but
what of that? 1t goes. That's all that's
necessary"
The Washington herald., 1913-03-02
Now Heads Complaint Bureau.


This incident happened just about three
Years ago. The following week from that
time Ford was transferred to this complaint
mans job, with a third increase in salary.
Today he is chief of the complaint bureau
In this store. and is slated for a good exec.
utive Job as one of the general managers
important assistants in the operating end Of
the business
The thoroughness with which he adjusted
complaints in all departments and OF every
kind has fitted him with the necessary de-
tailed knowledge Of the workings of all de-
partments-the knowledge necessary to AL
the executive job just ahead that will event
ually pay him more than double the salary
he now draws.
That is one Of the most important ad.
vantages Of experience in tine complaint de-
partment: 1t makes a man familiar with the
mistakes that ought to be avoided.
There is plenty Of room in any orsaniza-
tion for the man who knows how to keep
his firm out of trouble with customers and
TO know the troubles TO look out for is half
this battle.
Few know the shortcomings Of the service
end Of the average business, whether II Is
professional. manufacturing. wholesale or
retail, better than the man who has been
through the grilling received from general
experience in the complaint department.
As a stepping stone to better things the
complaint department is good.
A good complaint man must have devei-
oped diplomacy in his direct dealing with
people at their worst either in person or by
letter-that rare kind of diplomacy that Is
skilled in keeping the good will Of some one
in the face Of obstacles.
Must Be Courteous and Shrewd.
Asked what he thought to be the most nee
essary requisites in order to make success
of adjusting complaints, the young man al
ready mentioned said: "A natural born
The Washington herald., 1913-03-02

Z II
- for" said the department store gem
eral manager, a. he observed .
young man in the house furnishings
department cordially meet an irate,
middle aged woman. listen patiently to her
complaint. then ask her one or two questions
earnestly and pleasantly although the wom-
ans attack was anything but pleasant to
meet
Then with q show Of genuine respect and
contagious pleasantly the young man escort
ed the woman to the elevator and asked the
elevator man to let her of at the next floor
where the complaint department was located.
1.-THE woman was In comparatively good
humor when she remade her complaint to the
professional adjuster. But she was soon
hopping mad again because the adjuster
showed just little unwillingness to listen
patiently until she had completed a detailed
statement Of her grievance And her rising
anger visibly aroused the ire OF the complaint
man.
Now this woman positively knew that she
had just cause for complaint and when she
saw that the complaint man intended ap-
parentiy TO fight her she fairly boiled over
with righteous Indignation. refused to listen
10 him. and demanded a hearing from a man
higher In authority.
" All right. madam" said the complaint
man. with q yawn and a drawing emphasis
on the all"
At this point the general manager. who had
followed the woman and had. unobserved,
watched proceedings at the complaint desk.
stepped up as though he just then happened
along. or course. he noticed the wrath Of
the woman and stopped. much TO the COM
plant man embarrassment.
Would you not like to have our Mr.. Ford
the man who just directed you down here
straighten out this matter for your the
manager asked after he had listened 10 her
story.
Yes. that's good. He understands was
the reply.
The Washington herald., 1913-03-02

VINO those who do not know the ins and
outs of the grocery business the state
ment that there are not enough first
class retail stores in this city may be a
revelation. Such, however. Is the case.
Righ; now the trade can support more retail
stores than are in operation, because 1 be-
1--we the population is growing much more
rapidly than the number Of stores.
Knowing this II young man were to
come to me for my candid advice as to the
best means to employ in opening his own
store. i should tell him to stay right here
and not go to the country. His chances Of
SUCCESS would be far better.
1 would urge upon him, Of course, the ne
cessity for locating in a well settled fiat dis
trict where. II possible, he could have three
square blocks on either side Of his store to
draw from. II he did this he could, II he
were of the right sort and knew his business.
get all the tre de he could take care Of
In such a location he would command a
GOOD transient and neighborhood trade-two
things most vital in the upbuildins of any
retail establishment.
The Washington herald., 1913-03-02

Soon the washing was Tapping listlessly
under the puffs of warm breeze. They dried
beautifully, as delciously white as full blown
lilies. OF course. l was not exactly idle dur
ing the ensuing hours. To the contrary,
was literally talking my head OF. for was
determined to make big sale, TO emphatical-
ly and conclusively prove the success of my
scheme-that is. If it was destined to be sue
Cessfu
THE hours swiftly passed with my more
serious arguments intermingled with good
natured joshing. Those who came early did
not leave. as it was an ideal opportunity for
gossiping. and the crowd grew larger as each
hour passed. In the evening the men came
around to see what was keepin' the wimmin
folks They received cigars of kind which
did not perceptibly swell my expense account
The Washington herald., 1913-03-02
The fundamental underlying principles
Of success are simple honesty rug
gedness of character, frugaIify, and
assiduous application TO hard work.
c. H. WackeK.
Complaint Job Needs Diplomat;
Good One Has Chance to Rise.
By DONALD. SCOTT.

UST the man / have been looking
for" said the department store gen.
eral manager, a. he observed .
young man In the house furnishings
The Washington herald., 1913-03-02

~ IHAT. Let that man go?" asked
~ Al the manufacturer of the CAM
Wv paign director in an advertising
agency. Why, / never talked