Evening star., 1914-07-12

write legible hand take order from dealer
who needs the goods; it requires less ability to
sell merchandise after prospective customer has been
dug up and the way prepared by the home Office but
the man who makes two blades of grass grow where
grew before the salesman who opportunities before
they within the ken of the dealer is the creative
salesman, the who takes front rank in the sales
force.
knew man in the thread business whose method
consisted in leaving his order book in merchants
store and coming around later to pick up the order the
dealer had written. This travelling thought he
had 4 cinch; but he's driving milk wagon now.
The biggest piece of creative saesmanship that has
been pulled off in the hat business years when
Jimmy Coe induced the conservative old house of Lord
& Thompson to put in hat department. The initial
order OF twelve hundred dollars involved the overturn
of traditions and policies halfcentury DID, the dis
ruption of ongestablished connections, and the
juvenation of prosperous concern that was making
money through medieval methods. 1t was a Job that
showed the possession of that greatest gift of the gods
to man,-imagination the kind of imagination that,
when mixed with commonsense makes the captain of
industry the builder of empires, the creative salesman.
Coe was thinker. After he had the sales thought
about all that left the actual writing of the
orders. He quiet fellow, and probably it his
freedom from disposition to blow that inspired Daw
to say that Jimmy Coe direct descendant of
old Jerry Coe, prominently mentioned in the Bible,
who to grief through much blowing of horns.
Coe thought that Lord & Thompson ought to have
a hat department, and if he could bring them his
way of thinking it would mean big business for them,
and therefore for him. He firm believer the doc
trne that in the long his get theirs
before he could get his
Lord & Thompson had been in the clothing business
exclusively for fifty years. Both of the founders of
tl house dead and the business had descended
a of Thompson and Jonas Bidwel of Lord &
TIL mpsons head men, who had been taken into the
firm years before. Bidwells ideas rooted and
grounded in the methods by which the business had been
built up, and young Thompson college man in
whom hereditary conservatism tempered by the
progressiveness of youth.
The old men, by close attention to their speciality,
had built up retail business whose reputation extended
from end of the country the other and the policy
of confnng their business to clothing of their
manufacture became cherished tradition of the house.
When their manufacturing facilities became large
enough they made what they considered great
cession by selling their goods at wholesale to retail
dealers located in other cities. There had been up
heaval that amounted almost to a cataclysm when,
after long discussion, young Thompson overruled the
objections of his partner and added haber
dashcry department.
Coe at all discouraged by the knowledge that
many another salesman had found himself up against
wall when he approached Lord G. Thompson with
4 proposition to sell them hats. He figured that
the point nf view of these statesmen had been wrong
They had tried to sell Lord & Thompson something.
What he proposed to do convince Lord Thomp-