davidaulloa/AmericanStories huggingface dataset:
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Good Buyer Always Courteous.

Yet a good buyer is always courteous to
statesmen. Whether or not he buys, he must
keep the salesman's good will. because they
now and then really have exceptionally good
offers, and they can often supplem ent the
buyers knowledge of the market
AT the same time the buyer must remain
neutral, must be able to refuse personal
favors without offending, for he knows that
favors to his firm will likely be offered in
proportion to his refusal OF personal gifts.
This is extremely important. The buyer
must possess the moral courage to resist
this temptation-personal favors which are
hurled at him directly and Indirectly every
day in the year. But TO do this and yet to
keep the tempter's' good will does not re-
quire as much tact as you might think Sales
men respect a buyer OF known moral cour-
age. Even though they must do It in order
TO get his business, they prefer TO make
him their best price and terms.
Even in the matter of a single cigar II
pays to keep neutral. know one buyer who
accepts, but always, before the salesman
leaves. says: Here. try one OF mine
81 l said the buyer ought to be optimistic
Yet he must also be cautious and suspicious
must have a streak OF pessimism in him. He
must be independent and self-reliant in iudg-
ment. Withal, he ought to possess good
sense and tact and insight into human ma
ture, SO that he will not arouse the luminosity
of the men from whom he buys.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Slipshod Buying Disastrous.

Merchants and manufacturers alike 60
into bankruptcy each year because OF slip
shod buying quite as much as inefficient SELL
ing. Just consider for a minute how buying
affects the percentage of net profit in the case
OF the merchant
Last year a hardware merchant out on
the north side turned 5000 stock slightly
more than two times. His sales for the year
were approximately $4,000. His average
gross profit on sales was close to 81 per cent
but his cost of doing business, including in
terest on his investment, scared to . per
cent, giving him net profit OF per cent
on sales. or $1,000. This was approximately
1871 per cent net profit on his stock invest
ment.
" But another hardware merchant. To-
Gated about half a mile from this man.
turned a 5000 stock three and a half times.
His sales for the year Appropriated s2oOoo.
His gross profit on sales averaged so per
cent while his cost Of doing business was
n per cent, giving him also per cent net
profit on sales, or 100. But this gave him
20 per cent net on his 5000 investment, as
against only 1871 per cent for the other m "
chant Why? Because this second mer-
chant kept his stock investment down to
5000. yet had offered the public as big a
variety OF merchandise as the other man
with his 5000 stock How7
This second man paid strict attention to
quantities in his buying as well as to price
He did not jump at big quantity purchase
on the low price bait, but determined the
right quantities to be bought just judi
ciously as he decided upon the variety. He
bought quantities that would supply rea-
sonable demand for a reasonable length OF
time. OF course he considered the advantage
of any big discounts in return for quantity
purchases-but he ESQ considered the pos
sible disadvantages.
He not only considered the fact that the
money tied up in an excess quantity OF one
item was losing for him the interest 1t might
earn in the bank, but also the profit that
same money might be earning il invested in
another item that he might as well be selling
at the same time.
This attention to the buying Of a rea-
sonably small quantity of any one item and
a big variety enabled him to offer as big
variety and to sell as much in a year as the
man who had tied up In stock worth half
again as much money. 1t made the dir
ference between 1871 and 20 per cent net on
the investment.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Puts Him OFF Several Times.

Il went into the Office about three months
ago. Blaine saw me. but was too busy to
talk business. I asked him when ] could
come in again. Well, he was not sure. He
would be busy for two or three weeks and
maybe longer. At any rate, he would not
need any metal for that length of time.
e Shall I call in about five weeks. then,
Mr.. BLAINE? asked. desiring to give him
all the time he wanted. He agreed that
would be a good time.
AT the end Of five weeks went around
again. The ONCE boy who took my name
in to Blaine came out OF his ONCE with a
sheepish look In his face and told me that
the boss was out. knew the boy was lying
He was told to. I called again a week later
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
A Call Down" That Paid,

Mr.. Blaine. can you give me five min.
utes' time? I asked growing a bit angry
myself In Tact. l will compromise with
you on two minutes. l can say all l want
to say in that time
Now. Mr.. Blaine. you have men on the
road, haven't you? How would you like 70
have some one treat your men as you have
treated our representative, as you have
treated me, half dozen times now?
49, II you don't want to deal with US. " ~
not be straightforward about it? Why not
tell me that you have ways and means Of
procuring your metal cheaper from some
body else than from us or that you are undo
obligation to deal with some other concern =
I will have nothing against YOU for II.
And you Will do our firm favor We
will not send our man to see YOU any more
1--WE canno. afford to waste his time and
my time going after you. And especially
we can't afford to be insrltei by YOU Our
firm got along before We got your trade and
We will get along II We lose your trade now
LOT course We want ali the trade We
can get OF course we want to keep the
Underwood & johnson firm. But our self
respect Is even greater than our desire for
lust say 80. One word from you and never
again viii any representative from our firm
give you the least bother. We will not Try
to see you any more
viii you believe it. boys, Blaine Is now
our best man to deal with. and the Under
wood & johnson frrn is one of our best Gus
toners. and I am sure they will be for a
long time to come
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Why Some Make Mere Living.

Il tell you, more merchants today are
simply making a mere living instead of a
good income because they do not know how
TO buy rather than because they don't know
how to sell. Often the best salesman on
earth could not sell at a profit something
that is bought without the exercise Of good
judgment.
And the success Of a manufacturing
business also is greatly dependent upon the
buyer of raw materials and other supplies.
Here the difficulty OF buying right is often
greater than in the retail store. Here. II
ever. In business knowledge is power. The
manufacturers buyer must not only know
all the sources of raw material, but he must
be able accurately TO forecast price and
supply fluctuations and delivery possibilities
He must have intimate knowledge OF
stock on hand and all the processes OF pro-
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Nothing New Under the Sun.

The last line of the description is a very IA
nous one: And gladly wolfd he learn and
gladly teach He had probably taken holy
desire. The picture bears no warning. for
very few men are by instinct drawn 10 such
a life. The wealthy merchant, and the other
prosperous ones OF the company, undoubt-
eddy looked upon him with pity or scorn.
But TO such men as he, Of the tumultuous
middle ages. the world owes a. great debt II
they cid not think out any thing new they yet
kept alive, in the confusion OF endless wars.
many spark of wisdom which has served to
light the torch Of modern civilization. Some
Of them worked in laboratories and won what
was a mpst unenviable reputation in those
days. that Of being a wizard with the pros
pect OF martyrdom. but undoubtedly through
them came modern chemistry and physics.
with such a progeny as electricity and IA
dunn. The Greeks had a word for the spark
produced by rubbing a cats back or a piece
OF wax with silk, the very word electricity
comes from. The electrical machine Of the
laboratory long antedated the electric light
of shops and home. Wise men puzzled their
heads for years over the manifestations OF
the magnet end the electric spark, and not in
vain. There is nothing wholly new under
the sun. Electricity represents a great deal
Of accumulated wisdom Though humanity
fail seventy and one times each OF those fail
ures becomes part Of the final success
Ii is very difficult to realize, but the proofs
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
A "Call Down" Sometimes Helps
Salesman to Hold His Customer.
By RICHARD F. VOGLE.

THE subject under discussion was how TO
hold customer. Everybody was sug-
gesting ways and means which had for
their foundation politeness and pleas
ant augmentation. Jim Brennan,
Junior member OF the Brennan Metal COM
pany, did not believe that polite, susary
phrases were always the best means of keep
ing a customer.
Occa sionally." Brennan said. a Gus
toner should get a calling down. or course,
YOU don't need to be impolite about 1t, but
you can be straightforward. l administered
just such a rebuke to a customer few weeks
ago and l believe have got him for good
now instead OF losing him.
" You know the man. II is Tom Blaine
general manager OF the Underwood & John
son Foundry company. He has been buying
metal from us for years We never had any
trouble with him until about six months ago.
AT that time one of our statesmen told
me that Tom Blaine was rather unpleasant to
him that morning-told him he had no time
to talk. He thought something might have
gone wrong IN the plant and that was why
Blaine was so sour.
A week later our agent again went to
see Blaine. And again Blaine had no time
to see our man. For about three months
Blaine had been making 1t pretty disagree
able for our representative, and from a good
customer the Underwood & johnson firm
was getting to be dissatisfied. cranky prop
osition.
Il knew there was no use blaming our
man. He was doing his best. Somebody. Of
a competing concern. must have been after
the Underwood & johnson firm trying to sell
them metal decided I would go over and
see Blaine myself.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Philosophy Is Sa tisfying.

Not all lovers OF philosophy and not all men
w-o have devoted themselves to the study
Of philosophy have helped the world along
hut they have always helped themselves. One
hing philosophy does for a man, it makes
him satisfied as almost no other man is salts
fed Neither poverty nor envy nor regret
annoys him The delights Of thought are
to him the supreme delights The joys Of men
tai exercise exceed all other joys. and only
the devil iuself. commonly called Mephis-
topheles in this connection, can tempt him
from them.
Among me invent y-Tine pilgrims whom
Chaucer pictures in The Prologue TO the
Canterbury Tales " is an Oxford scholar
VINO had long since betaken himself TO the
description is archaic, but perhaps It is not
unpardona BILE to translate II into modern
rhraseology to the neglect of the rhythm
The picture is so entertaining one may, per-
haps. be forgiven for doing so.
Ordinary men would not be drawn TO
philosophy II they had to be as unworIGly
as this man was. but unWorldliness has its
rewards. He was not e" right fat" indeed
lie looked hollow, and his coat was thread
hare. HIS horse was as lean as a rake He
was not man anxious fo- office, for he would
lever have at his I" beddes head twenty
hooks clad in black and red. Of Aristotle and
his philosophy, than rich robes or CAV en-
tertainment. All the money he got he spent
on learning and books: OF STUDY ne took most
heed Not a, word more than necessary did
he speak but what he did say was worth
while and when It came his turn to tell .
tale he could do, it.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Buyer Must Have Experience.

A buyer ought to be well seasoned before
he does any actual buying. This seasoning
process must be the sort that gives the en-
bryo buyer actual experience with the goods
he will buy ard the sort of men with whom
he will deal. Usually he is brought up with
the business and his experience covers 4
wide variety OF departments-the wider the
better OF course certain experiences are
better than others. The stock clerk and the
cost clerk, or the voucher clerk and the
assistant auditor. perhaps. all get valuable
buying nformation-provided they perform
their duties with keen thirst for detailed
knowledge OF the what and the where
and the why Of the materials they handle
or record
But this experience alone will not make
a good buyer-not by a good deal. He also
must have a combination Of definite per
sonal qualities that are hard to find, espe-
ciany in men who also have had the neces-
sary preliminary experience Just mentioned.
For big success he must have unusual
personal power. with a faculty to make him
self independent OF influences other than a
restricted number OF plain facts
With a host OF robust. optimistic sales
men batterng at him, always searching for
his weak points. this is not always an easy
task He ought to be robust in physique
and optimistic himself-for II is a fact
think, that a physically weak man is more
susceptible to the influence Of robust per
sonalities than the man who has equally
vigorous vitality-and it is true that ma
jority of statesmen are physically as well IS
mentally strong. II they dominate physi-
cally. they have a big advantage over the
buyer.
II shall never forget how, several years
ago. a titan salesman breezed into mt office
physically and mentally. too, think. he was
twice as strong as I-completely dominated
the fifteen minute interview. and. although
l did not really need his line, did not then
have gumptfon enough TO refuse him, so
thoroughly did he enthuse me with his own
confidence and optimistic faith in his line OF
goods.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Much Depends on the Buyer;
He Must Know His Business.
DONALD SCOTT.
Bv DONALD SCOTT.

ductIon. 30 that he can forecast the need Of
making exceptions to his maximum and
minimum running inventories IN the light
of rising or falling market or an impend-
ing break in prices.
OF course I'm talking about top notch >
buyers who actually do take all the pres
emit and past facts and on them scientifically
predict the future and buy accordingly. They
are the men who must not only know their
own business from alpha TO omega, but also
several other businesses, especially those
from which they buy. They are the mea
who are responsible at the rock bottom point
OF production for a low cost on the finished
product that makes il possible for the sales
men OF their company successfully TO COM
pete within other manufacturer
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Business Grew by Magic,

For whereas he had known naught about
the business before, his youth, or his new
bred ginger. or something developed into a
venitable genius for 1t. and Torklesby. fur
ther to show his gratitude, needed his sug-
gestions and let him go as far as he liked.
He cleaned out the musty showcases, fixed
up the show windows in a tasteful manner,
got out and mixed In the neigh borhood. and
as trade began to pick up, ADDED improve
ments OF this kind and another. until the
store became the most popular one in the
vicinity. Torklesby looked on in amazement
and kept putting the profits, at Johnny 5
suggestion, into the business.
Novelties were introduced from time TO
time, electric signs bLazed both in front of
the place and at nearby corners. In the
course OF a few months the esra blishment
was turning out two or three speoialties and
Johnny bestirred himself and began a little
Who'll. sailing. This was succeeded by the
hiring OF one salesman, and, as the business
grew, by more.
Johnny had rubbed the lamp. 1t VAS a
foregone conclusion that ne was 10 be a
partner, and when Torklesby passed to his
reward. to be the whole thing. Benton :
Stores" now dot the city in DOZEN places
and are still growing.
The frst cashier Johnny hired did not stay
IN that capacity long. She soon became as
ISOLATED with the firm. both in a domcstic
and business capacity.
Luck is my middle name" said Johnny
the other day.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Products of Inventors Genius.

= TO protect the bottoms OF sea going vessels
from marine growths. an Enelishman has in
vented a method Of plating their hubs with
glass, separated from the steel by a coat
ing of wood pulp to act as cushion and pre-
the steel
In Germany there has been patented
method for>naking paper reinforced by cot
ton or linen, sheet of the fabric being in
serted between two layers of pulp, with
which II mixes intimately.
To enable person TO clean his shoes be-
fore entering house a Kentuckian has
invented a scraper above which are mounted
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12

two brushes. backed with springs strong
enough to make them effective.
An automobile built for Montreal enthusi-
asa is arranged like a private railroad car
and can carry twenty-five persons on short
trips and eleven on Journeys In which sleep
ing accommodations have to be provided.
An elevated air chamber to be suspended
from q ceiling and carrying vacuum cups be-
meath it has been patented By an Illinois nan
to enable a vaudeville performer to initiate
a fly by walking bead downward
Two Texas men have patented set of vest
buttons containing electric lights, fed BY n
battery carried Ia q pocket.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Minds Need to Be Exercised.

Thousands OF capable minds deteriorate
because their owners never discover how to
keep them exercised and healthy. Pro-
longed melancholy, continuous dwelling on
the idea of some qualification that is purely
physical, or on some idea Of wrong suffered
or done-these things bring men to insane
asyiums. But healthy, wholesome thought
to occupy the hours when the mind is free to
go where II will brings not only mental
health and joy but a development that may
mean supreme happiness and even great
worldly success. Every man that thinks be-
comes his own reliable philosopher.
Some men never discover what their minds
were made for. They despise philosophy
because they do not know what it is-it is
pearls before swine in their case. Divine
philosophy is not dull and grabbed. II Is a
retreat all others are lacking in spacious
ness and grandeur. Says Marcus Aurelius:
Men seek retreats. houses in the country.
seashores, and mountains: and thou, too,
art wont TO desire such things very much
But this is altogether the mark of the most
common sort of men; for II is in thy power
whenever thou shalt choose to retire into
thyseh"
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
\

less money, because, as a rule. the
success Of a number OF salesm en- is largely
dependent upon the ability OF one buyer
while the buyers success Is seldom In any
sense dependent upon other than himself.
He must know. II Is in his power not only TO
make much money for his concern. but also
to lose much. Therefore he must be sure he
Is right from experience before he buys.
And his knowledge Is infinitely broader
in scope and more difficult to obtain than the
knowledge usually required OF statesmen,
because the buyer. a rule. must be a spe-
cialist In a number OF lines, whereas the
salesman's Job more frequently is but one
line. He learns one thing or one line OF goods
well. but the buyer must learn well several
lines. . "a, ii
He not only must know the intrinsic
value of the goods and the various methods
and costs OF production. 50 that he m ay ham,
mer down the price at the source OF supply
where he knows the cost of production Is
cheapest: he not only must keep in close
touch with all the markets, and be able 10
forecast and adjust the condition OF his
stocks with respect to fiuctuating prices, but
also. especially in the case OF the purchase OF
resale goods. he must know the selling mar
ket and must be able to anticipate iuctus-
tons in demand as well as In prices.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12
Must Know When Salesman's Bluffins

He must know when a salesma N is bluff
ing This also requires accurate knowledge
of all the lines he buys, as well as knowledge
of human nature. Add to this the necessary
knowledge of the uses of what he buys, in
Guiding sure knowledge OF consumers de-
mands and tastes. and of factory processes
and costs. and you have a combination OF
mental. moral, and physical requirements
hard to beat"
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12

WHERE Is no use talking, there are times
when luck plays its part In the
shaping Of a mans career. OF course
II the career really ever gets far there
must be something besides luck. but
nevertheless luck at times certainly does
give 1t a good start of.
Now take the case Of Johnny Benton.
Johnny lays all his good fortune to luck. ard
he's got a whole lot TO be thankful for. Here's
how It happened: Johnny had been fred for
the fifteenth time. He was brave and intox-
icated. And in this state he became hero.
Johnny's thoughts as he stood on the back
end Of the car going to his room were any
thing but heroic. In fact, what thoughts ne
had were OF a muddled sort. He was In
lachrymose state of inebriety. He was SO
gioriousiy lit up that that stole, the con-
ductor. allowed him to stand on the back
platform mainly because he thought Johnny
would be Of less peril to the passengers COM
fort without than he would within. So
Johnny cussed and weaved about as the car
ratified onward
The car came to a stop at busy corner.
Three or four men climbed on. The car
started. 1t was al point where It diverged
to another track and in doing so took sharp
swerve. At this ,juncture a man was just
about TO push his way through the door into
the car 4 second later another man. who
had been holding to the iron railing that in
closed the conductor. lunged forward toward
the man about to enter the car. Just before
the man who lunged forward had reached the
man toward whom he was lungang. the car
gave quick jerk and Johnny was precipi-
tated forward between them.
How He Became Hero.
The next second Johnny felt what seemed
to him at first a twinge in the side. Then
a second OF nausea. then a spirit Of rage.
From then on for almost five minutes there
was as fine q line of fighting as was ever
seen or told OF.
When the police got there 1t was found that
Johnny had been stabbed In the side with a
stiletto, that the stiletto still stuck IN his
side, and that the man who had done the
stabbing was under arrest and that Johnny
had saved the life OF the man " no was about
to enter the car. As they lifted him into
the ambulance Johnny heard the conductor
profanely tell the doctor:
Fought like wildcats. and thought he
was stewed."
Then Johnny slipped into oblivion.
When Johnny awoke it was to the surprise
of his life. The nurse who was about al
prepossessing as the average nurse. and
him of his heroic stunt with much ado II
had rather made a hit with her seeing she
didn't wait on many heroes.
The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-01-12

This time the manager had an important
conference on hand and could not possibly
be seen. Again I went away. l came back
ten DAYS later. Mr.. Blaine was in the plant
this time. but some machine had broken
down. He could not be seen waited two
weeks more and again visited the manager.
This time he sent word that he was in. but
was too busy to see me. Moreover. he Vas
not in need OF any metal just then.
That got me kind OF warm. Ibrushed by
the ONCE boy and went right into Blaine :
private office He was displeased. Why had
1 come in? Had no; he sent word that ne
did not want TO see ne?
Yes. Mr.. Blaine l said. Your boy tod
me So But wish to see you
But you cannot see me the mana ger
snapped. L have not got the time TO talk
to you