davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1913-08-17

o!d Roman brasiers of Casar's time, but
throwing all the light onto the ceiling and
letting II reflect down from there. In this
way the rays are distributed and come from
all directions like sunlight-properly diffused
through the air Although room so lighted
seems darker than a direct lighted room
with the same lamps. the Illuminating value
is better and one can see palmer and read
better.
tenn may be fixed Up in common wooden
chopping bown suspended by chains from the
ceiling enameled white, or better, cream. in
side and decorated outside to suit the taste
ANY one can make this kind of a light and
once used. it will prove a saving to the eye
sight. The looks Of the apparatus depends
on the artistic skill of the maker.
The Washington herald., 1913-08-17
nen often fail to land

\ T Is true that statesmen often fail to land
a prospect because they never get the
opportunity to present their proposition
to him. But the offensive tactics OF sales
men in gaining an audience are fire.
quently more than a match for the defense
put up by the men who do not want to be
bothered.
Il find" says one automobile salesman.
who has learned the great value Of per-
sistence in salesmanship. that the busy
men are as curious as the ordinary man
who stops to read something new in a show
window. When a man whom know Is in
the market for an automobile objects to Civ
ing me a hearing. after / have sent in my
card several times. I open up some simple
fireworks that play on his curiosity.
First. l send in a small card-much
smaller than the usual size. with this request
on II: Let me talk to you about automo-
biIes Just three minutes II he doesn't say
Come in then send him IN even smaller
card with a similar request. except that
ask for two minutes instead Of three.
This second card often brings me the in
terview. Sometimes my man holds the
watch on me- Even when he does not / al
WAYS am careful to end my Introductory
talk within the time limit. This is important
But often / get more time by telling him
this:
The Washington herald., 1913-08-17
All Men Are Curious.

THE time you gave me is up. 1 thank
you Don't you want me TO give you few
more minutes of my time?'
Usually my prospect will say yes and
begin to ask me few questions, which ques-
tons are prompted by my brief opening talk.
also by the fact that purposely chopped
of the opening talk in the middle of some
thing that is sure to be interesting. / pur-
posely omit one or two important points that
might be included even in two minute talk
and the average man can say a good deal
in two or three minutesjf he plans his talk
so that the hearer won't Interrupt him.
When he finally asks for more time, I
have the advantage Of the salesman who Is
requested to call. This fact. combined with
the impression have made as being man
Gf my word. isn't half bad setting for ef-
fective work.
Sometimes those small cards are ignored.
Then try a couple Of great big cards at some
other time. They bear the same request. but
they serve to arouse little curiosity with
regard to my personality on account Of their
The Washington herald., 1913-08-17
Arouse Prospects Curiosity;
Don't Judge from Appearance.
Bv DONALD SCOTT.

size. He can't overlook them As a rule. l
use only the first one and send along with It
one Of the smaller parts OF a self-starting de-
vice. That small part arouses curiosity.
They wonder what X is and in great major
ity Of cases they call me in to find out
In one case I remember three men in the
ofice had made as many guesses as TO the
identity OF the peculiar little part and had
wagered cigars on their guesses. None OF
them guessed right and they gave me the
three cigars-also chance to talk automo-
biles with them for more than an hour. That
interview took place more than a year ago.
Since then il has resulted directly in the sale
of two cars.
The Washington herald., 1913-08-17
Notes from the World of Science.

Spare automobile tire inner tubes will be
safeguarded against hardening II immersed
in hot water every month or six weeks.
By using the oxycetylene torch In building
wreckins concrete is melted and made to
run like butter under the heat Of the sun.
One Of the worlds largest church orxans
Is an electrical instrument at Hamburg.
which has 1c.173 pipes. some Of which are
81 feet long.
A lake in Tasmania at an altitude of q. 400
feet IL to be harnessed and the electricity
produced used to supply light and power for
the entire island.
The Washington herald., 1913-08-17
Values Sure to Rise.

Any prospective purchaser may bid on any
number of parcels Of ground. provided Re
buys them all IL allotted TO him. A certified
check or bank draft for one-tenth Of the bid
must accompany his offer for each piece Of
land. The remainder must be paid within
ten days Of receipt Of notice of acceptance
Of bid
There are many tracts of land in the terri
tory that have been made into good farms
by government means. Some owners are
part negro who have come into a portion Of
Indian land through Indian ancestors. But
the government has awarded these people
lands with an impartial hand. And some Of
them are making good at farming. especially
in the river valleys where cotton grows
luxuriantly and is cultivated easily.
There is bound to be an influx Of white
farmers into the old territory. Land that the
government is now appraising at $3.50 an
acre will surely be worth ten times that
amount when cleared and cultivated.
The government is doing no .' boosting"
II anything. the land is under rather than
over rated. The bargains are being bought
by the people who know values and who live
in the immediate vicinity.
The Washington herald., 1913-08-17
To Hold the Door Open.

This invention halls from Newburg on the
Hudson, where chilly drafts and warm sum-
mer breeze. tend to blow doors shut with q
hang to the great disturbance OF the villagers
who have gathered themselves together
about the old headquarters OF the king Of
truth tellers-our first president. This New
burg inventor. to save the annoyance Of SIAM
ming doors. has perfected and patented lit
tie steel clip made OF fat sheet metal which
can be sprung in under the edge of a door, the
clip having legs bent down OF a Height en-
abling the device to be clipped readily be-
The Washington herald., 1913-08-17

SNHE government 10 attendinaD to the
buying and selling Of tracts, and
gratis. too. William Kremer. chief
clerk Of the Indian agency at Mus
kogee. Okla, said to me: The gov
ernment pays for everything but advertising.
so. outside Of notices in postoffices. we can
not put advertisements Of sales into general
circulation" Which Is q pity, too. for the
advertisements would prove valuable read
ing to many a man or woman who thorough
ly believes in the honorable dictum. For
ward to the land"
The lands that are being sold are situated
In what was once Indian Territory, which
now comprises the eastern portion Of okla
homa. These lands have been given to
the Indians. Well. 1t happens to them as
to many another large landholder, that they
become land poor" That Is, an Indian
family may own 1 600 acres of fertile land.
yet have no ready cash for farming imple-
ments seeds, and house or barn building.
Then the government agent comes along
and says: "I will sell 600 acres of your
land for you. Our government surveyor will
survey II. our government assessors place q
true value on it. We will transfer the title
from you to the new owner and act as
guardian for the money paid in this transac-
ton. We will assist and guide you in your
purchases. SO that you will buy those things
most needed for your land improvement"
The Washington herald., 1913-08-17
Safety Parachute Pack.

The latest for the aiIman is a safety pack.
a bundle strapped on the aviator s back con-
tanning a parachute all ready for business.
II anything happens to the machine when
high in the air the pilot can jump out as a
man would jump from a boat and float to
earth in safety. This is the theory Of the
device. 1t is doubtful, however, II such a
scheme is Of real value except for cross
The Washington herald., 1913-08-17

Of the devices are efficient. others mere SELL
ing points. A recently patented scheme shown
in the drawings aims at exceptional fexioil-
ity by fitting S spring under the saddle
post as shown. this connected 10 tie rods to
the rear axle While the mechanism might be
simplihed the idea Is good. and especially as
q shock absorber idea is incorporated.
The Washington herald., 1913-08-17
Circus E'Fiixer's" Day Is Over;
Graft Barred by the Big Shows.
By G. R. COOPER.

for his selections seldom failed him.
The circus came to town. In the side show
the gambling apparatus was set up. There
would be the " drop cases." the a. three shell
game" the roulette wheel. and the hundred
and one other devices for taking away the
money Of the unwary. The games would
start. For awhile business would be dull.
Then OF Jim. famed for his ability at be-
ing the champion hard luck man Of seven
counties. would walk up and win. Other
men from the town would win also. The
victims did not know these men had been
hired by the fixer and that they were passing
the money back to the gamekeeper as fast
as they won it. And so. not knowing. the
victims would gamble and lose. And while
they were doing so, the fixer would be sew
eral towns ahead. arranging for more little
performances of the same nature.
y 4
Short Change Artists at Work.
And out upon the grounds. the percentage
OF profit for the circus was just as big. The
scngbook men. the popcorn and lemonade
yenders-all were working. Assured Of pro-
lection by the work Of the mysterious fixer.
they would hurry here and there. entreating
the crowds Of the circus grounds to buy.
And as they bought. money departed. As
long as even change was handed them every
thing was all right But let a bill come into
their hands. Slowly the change was counted
from one hand to the other. There it was
perfectly plain and simple before you. There
/. could be no chance Of a mistake. and so.
when the songbook seller announced the
amount of the counting and turned the money
over into your waiting palm. you took his
word for things and placed the money In your
pocket without recounting It.
And there is where the profit came In For.
by a clever pocketing of his hand. cramping
of the muscles of the palm. the songbook
seller or the popcorn vender or the lemonade
man had retained nearly half the change. and
gone on
But row things are changing. There are
still circuses where the fxer II employed
and where he continues to see sheriffs and
the constables and the marshale. and hires
his cappers and "come-on men," But
those cases are few and are confined to the
small circuses which make small towns.
where enlightenment is not the most impor-
tant thing on the calendar.
The Washington herald., 1913-08-17

,Ti is a common saying that new positions
are being created all the time, that the
field is gradually widening. and that
1 there are more and more opportunities
But there is one field that is swiftly
borrowing. and that within the last ten years
practically has become a thing Of the past
That field is the one Of the circus hxer
Perhaps you've never heard Of him. But
if YOU are old enough to remember the cir
cuses of ten or even five years ago perhaps
YOU have experienced the results of his work
and sworn at him. without knowing it, For
the circus fixer was a man of mystery. and It
was he who arranged that you might part
with your money-without you knowing 1t.
He never was back with tfR show" for
his work lay far ahead. DaysSefore the
great. yellowed tents of the " big Spp ar
rived in town--even before the glaring post
ers announced the coming of the greatest
show on earth-he was in the city doing his
work, quietly, without any fuss or hurry
about it, then departing just as quietly. But
when he had gone he had left preparations
behind which meant money for the boys.
For those were the days when strong graft
ing was permitted on the circus lot, and
when nearly every circus carried what was
known as the privilege car. each with its
short changers. Ard it was the fixer's duty
to see that the officials Of the city allowed
these thieves to work.
i:
Sheriff's Eyes Blinded.
And so. quietly, long before the circus
arrived. he would go to see the sheriff. There
would be a little conference. Some money
would change hands and the sherin would
make an agreement to keep his eyes closed
tightly on the day the circus arrived in town.
That done the "fixer" went to his hotel to
write the gladsome news to the owners OF
the circus, then would proceed to his fur
ther work.
For more must be done. There were
traitors to be found, men from the town
itself to lead their friends and their neigh
bors to the loss of money. Quietly the fixer
would walk around the streets. visiting the
pool halls and the saloons. One by one he
would pick them out and take them aside
for a private little conference. And 10 the
credit of the fxer il must be said that he
was mighty good Judge Of human nature
The Washington herald., 1913-08-17
Passenger Can Stop Taxi.

Paris Is considering law compelling every
taxi to be equipped with deyice whereby
the passenger may stop the car by pushing
q button. and without reference to the driver
Of the car. The law is contemplated as q
The Washington herald., 1913-08-17

Lauehter's w ireless Te IsJ Jtorc..
Friend B. l.. T. could make a wheeze out of
the fact that V. H. Laughter is the inventor
of new device. for the name of the man and
the name inventor have long been con-
nected. but this time Laughter seems to have
gotten away with it to the benefit of invent
ors.
The Washington herald., 1913-08-17
Y Y I

n
" phia, Phillips Brooks. in sermon
which had for a title the name OF our
greatest president. said: The more
we see of events. the less We come TO believe
In any fate or destiny. except the destiny OF
character" -.
The preacher goes on to tell how the char
acter of Abraham Lincoln was built up. and
among other things ne asks: When will
we learn that with all true men 1t is not
what they intend to do, but it is what the
qualities of their nature bind them to do. that
determines their caresr?'
There is a certain ancient saying that the
worst place man has ever imagined Is paved
with good intentions. 1t is not good place
to keep anything We intend to use later. but
some mems intentions would spoil even in
cold storage. so long would they be left there.
Procrastination We say is the thief Of time.
1t is likewise the thief of character, of health.
of ability. and even Of genius. Do you get
around to doing the thing you intend to 90?
The not getting around to do the thing that
ought 10 be done is the greatest underminer
of character. the greatest foe to human COM
fort. to human efficiency. to any future sue
cess.
Many Of the irritations of daily life are due
and even yourself. do not get around. Any
man would perhaps find it easy TO count up
the number OF people who do the next day, or
the next week. or perhaps pever at all. the
thing that ought to be done today.
The Washington herald., 1913-08-17

country flying at high attitudes. In using a
parachute there must be a certain distance
20 drop before it acts, and the greatest num-
ber of accidents by far that happen to avi-
ators are from trouble close to the ground.
1t is for this reason the flying boat is dis
placing the aeroplane. In cases like these
the parachute would not have time to check
the descent and the accident would not be
prevented. Instead of carrying a device like
this more safety will be had by putting the
weight into a more reliable motor or greater
strength Of wing.
The Washington herald., 1913-08-17
Motorcycle Shock Absorber.

Almost every motorcycle Of this year 10
fitted with q non-shock spring device to pro-
tect the rider from iolts Of the road. Some
The Washington herald., 1913-08-17
Indecision Becomes Chronic.

A brilliant man. although he acquired an
international reputation in his work, has now
lost out" as we say, because he was for
ever In that state OF indecision that often
grows TO be chronic with any man or woman
who is putting of till some other time what
they ought to do now. loosely, it once
seemed. he took for his motto always,
- Never do today what you can put or till to-
morrow" The worst of such a motto Is
that it not only hinders a man from doing
what he ought to do today, tomorrow, and
the next day. but that the habit of procrasti-
nation is one that saps the whole moral fibre.
and causes the petering out of the most bril-
liant abilities.
1t is rather a fashion with intelligent people
to laugh at their habits Of procrastination,
tacit recognition OF the fact that such habits
are ridiculous but human. There are great
number of people who think they have found
a Just excuse for weakness when they say 1t
is " human" Likewise it is in the nature OF
fire TO burn. but il is anything but sensible TO
subject all infiammable materials to the fire.
a family arrangement" was the jocose
name given to certain little inconvenience
resulting from procrastination in good New
England home One of these was little
square piece of wood in a cellar door which
had become loosened from its place, SO that
almost every time the door was opened 1t
would fall out. The mother Of the household
was the one to open that door most ire
quently, and being a patient. neat, and me-
thodical woman she would step down and
stoop down to get It and pull it into its place
again. 1t would not have taken much time
to have bought some glue and fastened 1t In.
but this. supposed to be mans duty by the
older generation, was not done though the
piece fell out year in and year out.
TIE college bred sons of this household
laughed about this and some other things
like it, naming them the family arrange
ments." but early influences count. and prob
ably it has been, more than anything else, the
procrastinations in their lives which has Kept
them from fulfilling the promise of their
youth
The habit of procrastination is possessed
The Washington herald., 1913-08-17

and few people are entirely without 1t. and
this, either feeble or strsng, bites into q mans
life harder and harder as youthful energies
ebb. And 1t bites into his physical. his intel
lectual. and moral self
4
How Lincoln's Character Grew.
II we turn to Phillips Brooks for his de-
scription of how the character Of Abraham
Lincoln was built up, We have q recognition
Of how a quality Of character-it IL just the
same when it is bad quality as when good
one-affects a mans physical structure. his
mental structure, and his moral self. He says:
From his boyhood up he lived in direct
and vigorous contact with men and things,
not as in older states and easier conditions
with words and theories; and both his moral
convictions and his intellectual opinions
gathered from that contact a supreme degree
of that character by which men knew him,
that character which is the most distinctive
possession of the best American nature. that
almost appears In the physical structure as
health, in the moral constitution as honesty.
in the mental structure as sagacity, and In
the region Of active life as practicalness.
This one character. with many sides, all
shaped by the same essential force and tes-
tifying TO the same inner influences. was
what was powerful in him and decreed for
him the life he was to live and the death
he was to die. We must take no smaller view
than this of what he was. Even his physical
conditions are not to be forgotten In making
up his character. We make too little always
of the physical: certainly We make too little
of II here II We lose out Of sight the strength
and muscular activity. the power Of doing
and enduring. which the back woods boy in
The Washington herald., 1913-08-17

HEN Abraham Lincoln lay In state
in Independence hall. in Philadel-
phia, Phillips Brooks. in sermon
which had for title the name Of our
The Washington herald., 1913-08-17
Character and Destiny Are One;
What a Man Does Decides Career.
Rv e. 6 MADDOCKS
By c. S. MADDOCKS.

and few people are entirely without 1t. and
this. either feeble or strsng, bites into mans
life harder and harder as youthful energies
ebb. And 1t bites into his physical. his intel
lectual and moral self
Evening times-Republican. [volume] (Marshalltown, Iowa) 1890-1923, 1913-04-18
Your Child's Health
Your First Thought

II you have children naturally your
first thoughts are for their health.
You certainly want them to develop
strong, healthy constitutions. The
most careful attention must be given
when children show the first symp-
toms Of the many common ailments.
Perhaps they are weakly and thin. or
grow too fast. thus sacrificing strength
These and other apparently minor all
ments may be the forerunner to a
weak constitution for life.
Such children need Jayne's Tonic
Vermifuge which is essentially a chill
dren's tonic. First of all, 1t will pro-
perly care for the child's stomach. 1t
VIII also improve the appetite, and will
add strength to the other organs Of
the body. In cases Of thin or impure
blood. 1t increases the number Of red
corpuscles enabling the enriched blood
TO keep the body healthy and strong.
Among the most common ailments
that children develop is that OF dis
ordered stomach, leading to an impair
ed digestion. In many cases this trouble
IS due to parasites in the intestinal
tract. To correct such trouble. Jayne's
Tonic vermifuge is unsurpassed.
For more than eighty yeras millions
OF children have been restored to
health thru the use Of this tonic. In
sist upon Jayne's; accept no other.
Sold by druggists everywhere. DR.. D.
Jayne & Son, Philadelphia. Pa
Evening times-Republican. [volume] (Marshalltown, Iowa) 1890-1923, 1913-04-18
BETTER SCHOOLS COMMISSION
SECURES ADOPTION OF MANY
CHANGES.
STATE TEAcHERo GET
BEHIND NEEDED BILLS
More Important School Measures
Adopted BY Thirty fifth Assembly
Than During Past Twenty Years -
Commission Believes Great Advance.
mont in Education Has Been Made
Important Bills Passed.
Special to Times-Republican.

Special to Times Republican.
Des Moines. April 1s.-The legis-
lative policy outlined by the better
Iowa schools commission has been CIV
en- very careful consideration by the
Thirty-fifth general assembly. If the
present legislature had enacted no 9TH
er laws, the work Of this session would
not have been in vain. More important
laws have been passed at this session
than during the past twenty years.
The school interests OF Iowa can be
more carefully taken care Of under the
new laws than ever before.
The better Iowa schools commission
has had large part in promoting the
interest Of Iowa public schools. This
Teachers Associa ton, which met in
November, 1911. Two thousand dollars
were set aside from the funds Of the
association to defray the expenses Of
the commission to investigate the
needs OF Iowa schools.
The commission met in August to
receive reports from all sub-commit-
tees and formulate recommends tions
10 the iowa state IeacNefS ASSOCla-
ton. Twenty three measures were rec
commended. which met the complete
approval of the state association and
received endorsement. The legislative
committee was further instructed by
resolution to formulate such bills as
were necessary to carry out the rec
concentrations Of the commission. The
close of the Legislature shows the fol-
lowing bills have been enacted into
laws:
Important Bills Enacted.
The Jensen law authorizes the state
board of educational examiners to ac-
cept graduation from higher institu-
tions outside the state of Iowa to equa,
sctandard with accredited institutions
within the state, for state certification.
The Epser-Neal law relates to tut
ton in high school 1t provides that
high schools must he approved by the
department Of public instruction be-
fore tuition may be collected. that GER
tificates OF proficiency must be signed
by the county superintendent. 1t also
axes the maximum amount of tuition
that may be collected from any dis
rict, at $3.50 per month.
The Jensen-Boe law relates 10 nor