davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1914-12-06
David Gibson, Philosopher,
Poet, Humorist, Tells Of
Practical Examples Of the
Application Of His Prin-
ciples, Showing the End
Means Success.

the reason that nothing In the world pays
SO well.
'T would therefore advise all dishonest
men, workers as well as employers. rich
and poor, invariably to do the square
thing. / argue the application Of the
Golden Rule to every detail Of life and
argue II on the ground that IL pays In
dollars and cents. Business men should
not believe that the Golden Rule Is for
deacons and elders and the other saints
in The Amen COrner-It IS for them.
whether they are running q bank or a
grocery.
We'll, at the end of the first year. the
MAGAZINE contained twenty-four pages OF
reading matter. The advertising was
printed only in the from: and At the
back. The sixteenth issue brought more
inquiries and orders than were received
from the advertisements of the company
in fifteen OF the usual trade and techni-
cal publications. estimated that the
magazine had increased the sales of the
establishment about 90 per cent.
in the meantime had been improving
our printing and mechanical work. choos-
ing ink and paper for the covers to SYM
bolize the months Of the year-green and
white for April. green and red for June.
orange and purple for October, white and
gray for January. and so on The maga-
zine. ceat-pocket size, was seven inches
long and four inches wide. felt now
that had developed an idea and created
an Institution.
Then one day a button manufacturer
in the East asked for space. ceased
right there to be a hired man. The same
editorial matter. saw, would make any
number of separate publications-the
names would be different. the things ad-
vertised would not be the same, being
printed for concerns not competing with
one another. but in all other respects the
magazines would be alike. Production
cost would be brought down That is the
Gibson idea. II I may use the phrase. the
seed OF which actually picked up in the
street. / am called an editor and pub
Usher. As a matter of fact, 1 am a sales
man and nothing else"
Copyright. IslI. By James B. MCrTo~j
The Washington herald., 1914-12-06

are adopted. And all the while the funda-
mentals OF success are overlooked by
many business men. A thing Ia made.
The next task Is to sell Il. Here Is where
enterprises frequently fail In the FIRST
place, too much Is claimed. That Is not
common honesty and It Is mighty bad
craftsmanship. Poor material In Al unseen
place Is not common honesty. Moreover,
the efficiency OF machinery, methods and
management. paid for at high price,
boasted about, In fact, becomes futile
unless It Is combined with courtesy,
which may be defined as the common
sense OF human relations.
"A thing is made, have said. and
made with mechanical and financial pre-
cision and sagacity. The work is only
half done however, because the thing
must now be disposed of to the public. /
have spoken OF common honesty and
courtesy in the great achievements Of
sal6smanship. There is another essen
tial-personality.
when I was an architects office boy
in indianapolis. / noticed that Walter
Kelley. who sold steam heating furnaces
for houses and large buildings. could al
ways get into the presence Of my en-
ployer. The door few open when he
knocked. Walter Kelly's furnaces were
no better than some others but Walter
Kelly never had any difficulty in doing
business. My boss would talk to him by
the hour. Contractors invited him home
for dinner.
Walter Kelly was an interesting,
cheerful man. He knew what was going
on in the world and how to put his
knowledge into language. Getting an au-
dience was no trouble for him. And see
ing ones man is the first essential OF
practically all successful salesmanshIp.
Walter Kelly was the point OF contact
between the world out-of-doors and the
owners of his factory. who, for all
know, may have been arbitrary, cranky
and disagreeable persons.
A SRIesman's Work I'm Boston.
when business men realize that the
agents whom they employ TO sell their
goods are equally as important as the
financiers and engineers who produce
their goods, more money win be made,
less prejudice will exist and fewer laws
will be enacted to keep our captains of
industry straight. Statesmen know the
temper Of the people and understand how
TO deal with the people. II boards OF d.
rectors would consult them more. they
would not have need to consult their law
yers so much.
The gas company in Boston has ac-
tually become a popular corporation. Its
president once sold tobacco on the road.
Salesmanship is no longer Just putting
The Washington herald., 1914-12-06

mental editorials: for such was the sug-
gestion he found that day In the streets
OF his native town. But he had too much
style Of his own too much poetry, for
controversial and expositive tasks Of that
kind. So he turned to sketches. to village
scenes and conversations between un-
couth, and whimsical men. That was his
work In Cleveland when prosperity came
rapping at his door.
"A machine and stamping company"
he told me. and from now onward the
story will be his own. making parts for
other manufacturers, had printed two Is
sues Of a little four-page magazines
house organ. as II was called. An adver-
tlsing solicitor who was doing the work
halted me in the street one morning and
asked me to take the Job on his hands.
His Boss Gave HimSs2O.
The copy for the third issue OF the
magazine was turned over to me. car
ried II home and rewrote IL. slipping n
paragraph in here and there which
thought might be interesting to business
men. When 1 returned the copy to the
manager Of the stamping company; he
read IL through. made some vocal sign
that IL was satisfactory and handed me a
check for $50. ! had felt him with the
paragraphs and meant to give him more.
Craftsmanship. as / could see. when
1 thought the subject over, depends pret-
ty largely on personality. I tried. there
fore. to put personality in the next issue
of the magazine. My object was to give
business men to whom the magazine was
sent without cost to themselves some
thing they would like to read, keeping
such matter separate from the advertise
ments. Once n salesman. whether he
purposes to make his appeal in person or
by the written word, gets directly to the
buyer obtains his notice, in other words,
It is his fault II no bargain then or later
follows.
First Of all. you understand. an audi
ence is necessary. Newspapers having
audiences or subscribers, are therefore Of
the greatest value to advertisers. II they
contained nothing but advertisements.
they would not be read, though they were
given away for nothing and even left on
ones doorstep. Eight pages were added
to the magazine at the fourth issue-the
second issue under my editorial manage
ment. l filled the additional space with
two-line paragraphs and short editorials
on business subjects.
Common honesty. then said. was the
one sure road to financial success.
now own and edit thirty magazines. rep
resenting thirty Of the largest business
corporations in the United States. and
still emphasize the same doctrine. not
because It is a moral question but for
The Washington herald., 1914-12-06

| ly fearful blow it would be to any
girl to lose a Jimmy Thorpe. The
blow she felt would not be in the
fir ding him again, as he had suggested.
II once a joyful, laughing Scotchman
such as Jimmy had entered her life
Ethel knew he would be there for all
time. Such was Ethers nature. She
sighed unconscioUsly and Jimmy
turned quickly toward her. The blush
that swept across her cheeks rewarded
him for-the twinge OF pain that move
ment had caused him.
Ethel was so thoroughly annoyed
a therself for blushing that she de-
termined to put down her chiffon veil
and hide herself away from his keen
blue eyes. During the process OF ad-
Justing the veil those same eyes caught
sight of the ring he had given Elaine
and he drew n swift breath. He was
indeed numbered among the ghosts
+ Tell me-" he questioned quickly,
lust how you came by that ring-it Is
the one 1 had made for my hancee,
Elaine Harris"
When Ethel had told him the whole
story she flashed an indignant glance
at Jimmy.
81 don't see how any girl could bring
herself to give away ring-under
those circumstances" Her cheeks were
flushed now like wild roses and Jimmy
marveled at their beauty.
She was only keeping her word to
me-" Jimmy said quietly. His heart was
beating faster than n wounded soldiers
heart had any right to beat. You see
knew that Elaine was not awfuily
gone on me, otherwise l would not
have made her promise to forget me-
You could not have made me prom
ise." Ethel told him with laughter IN
her eyes. because IL I hadn't loved you
l most certainly would have loved the
ring. Strange that 1t should be my
birthstone and initial-isn't it?'
mot SO very strange" Jimmy said.
when you think OF the future-is it?'
His blue eyes watched her keenly and
Ethel turned her soft, faithful eyes
full upon him.
Perhaps not" she said
The Washington herald., 1914-12-06


he would have more than he could do
among what are called our best classes.
E..Merchants, large ones. at any rate
David Gibson continued, learned long
ago that In an ordinary dispute the GUS
toner is always right. 1 was In a New
York department store recently when ]
heard a woman say: bought a coffee
not of YOU for 60 cents. 1t should have
been delivered day before yesterday.
She wasn't cross-examined to see II she
were telling the truth or lying. A coffee
pot was wrapped up and given her and
with 1t went a politely spoken apology.
Her good will. whether she were honest
or dishonest. was worth, possibly, hun
dred coffee pots
''Iaundrymen were about the first busi-
ness men in the United States TO discov-
er the actual cash value of the agents
they use as points OF Contact with the
public Drivers OF laundry wagons as a
rule are keen, courteous and intelligent
young men. They are more than team
sters because they solicit business and
collect bills. Mostly, they deal witr
women and must be pleasant-faced and
pleasant-spoken. II you think about it
for a moment, you will perceive that they
are statesmen.
Railways touch the public, not through
their presidents, directors, managers and
shareowners, but through their ticket sell
lers, often insolent, and their conductors.
The doctrine of nonresistance means pa
tience and courtesy and. therefore, eff
cheney. teach 1t and preach 1t. along
with the proftableness of common hon.
esty-the selfshness. I might say. OF Civ
ing every one a square deal. Honesty,
in short, is a business proposition.
I'VE want an honest carpenters job or
an honest bricklayer's job. These phrases
were once commonly heard in small vii
lagos. The men who did such Jobs pros
pered. They are prospering now. or
their sons are prospering in larger
spheres.
A Shoemaker Is His Witness.
The honest shoemaker used good
leather and thread and presently he has
a house OF his own. with flowers in his
front yard and vegetables and fruit trees
in his garden. call in humble persons
as witnesses Of the value OF common hon.
esty, but I can summon bankers and
manufacturers and the testimony will be
the same. You may say that the busi-
ness wisdom OF common honesty Is ad-
mitted. Yes, admitted but not always ac-
cepted. Further preachments are neces-
sary.
Every one nowadays is harping on the
word efficiency. Speed up. is the cry
alnog the whole line. New machinery is
invented and put to work. New methods
The Washington herald., 1914-12-06
A Practical Sermon by a Sue
cessful Business Man Show
ing the Value of Honesty
and Courtesy in Not Only
Big Business, but In Every
day Affairs.
BY JAMES b. MORROW.

brown tract was on every
seat in the parlor car. The train
was a fast express between Boston
and New York. A tall, dark-skinEed
and black-haired man, leisurely and ro-
bust-a peering man. with half-smile on
his face-came down the aisle, stopped,
glanced at the title of the tract, looked
pleased and sat down.
Common courtesy" he read - first
paragraph, first page-"is the business OF
every man who meets the public in any
capacity, be it ever so humble"
Courtesy so began the second para
graph, becomes part of his trade, to
be applied in the face of resistance, the
same as It is a part OF the carpenters s
trade to apply a jack-plane on cross
grained wood, knots and even an occa-
sionRl nail head"
AN experienced carpenter" the tall
man was still reading. does not get mad
and throw his tools out OF the window
when he strikes cross-grained wood-he
simply reverses the action of his tool"
The idea in the last clause Of that SEN
tence was cleverly stated and the tall
man chuckled. Often. II he is -eatly
amused. he cackles.
I'VE can never make the public better
by initiating it," the tract said on page
two, and the tall man nodded his head
in affirmation.
ANY man." the tract continued, who
comes in contact with the public will meet
a lot Of mean people.
Nearly all people are mean at some
time.
But
Few people are mean at all times"
And so on for six beautifully printed
leaves. The tall man laid the tract on the
sill of the window and said to his COM
paniOn: Il couldn't improve the text any,
were I to try. though this is the first
time I have read it since I wrote it two
years ago"
Taught Railroads SaIesmanship.
The tall man was David Gibson. scien-
The Washington herald., 1914-12-06

one over on the buyer. II is a profess
sion, though many amateurs practice II.
I know a local ticket agent on a second
rate raIlroad who sells more transporta-
tlon than does his competitor, although
the other line has better trains and a
smoother track 1t Is the man, even
more than what he has to sell. that
counts in the ordinary transactions OF
life. We all know that It j. the person
ality OF the orator, rather than the words
he speaks. that fingers In our memories" "
With David Gibson himself, the man
unique. imaginative. temperamental.
practical-was further capitalized by an
idea which. oddly enough. was picked up
In the street. David Gibson then was a
newspaper writer. a skilled contriver of
humorous and pathetic articles. At In
dianapolis, where his father owned one
Of the largest flour mills In the Middle
West, he had studied rural character
around a feed stable patronized by far
mers. Some OF his later anecdotes were
drawn from the same source. For in
stance:
One of GIbsOn'a stories.
A man returns to his native village
after a long absence, David Gibson re-
lates. as solemn as an owl and as POM
pous as a gobbler, and rides away from
the railway station on the seat with the
hack driver.
And what has become Of Sid Hank,
the town drunkard?" the man inquiries.
after having gone through the list of
former notable residents.
"Oh, he's been dead this long time
the hack driver answers.
so Sid Is dead and buried" the man
muses.. putting his thoughts into words,
as men do in such circumstances.
Dead but not buried" the hack driv-
er replies, and a smart-aleck CLINT comes
into his eyes.
Not buried" the man exclaims.
Nope" the hack driver says. as he
gives the near horse a slap with the lines.
But what was done with the remains?s
the man asks, as 1t was intended that he
he should.
oh, they just poured 'em back in the
jug" the hack driver answers. while hs
giddaps his team and looks straight
ahead
Presently David Gibson was an expert
craftsman and then an architect. He
made the first ninety-nine-year lease in
Indianapolis and the first per cent loan.
Work. worry, and a dispute with his en-
plOyer who was his brother. sent him
into the street, where he met a man. He
was to meet another man in the street
OF another city later on-a man with a
big idea he did not understand.
David Gibson began writing EXPERT
The Washington herald., 1914-12-06

tiic salesman, poet, philosopher, humor-
list. architect, story teller and editor Of
thirty magazines. Originally the tract
was an editorial dealing with the hu-
man problems which are met by railroad
station agents, baggage masters, ticket
sellers, brakemen and conductors.
You may have observed that the atti-
tude of railway employees toward the pub
lie is very different from what II used. to
be. David Gibson. In large part is re-
sponsible. His editorial has been reprint
ed by every large railroad corporation in
Il United States but one. Il has done so
much good among railroad men them
selves that IT is now being given to tray
elers, the theory being that courtesy Is
reciprocally profitable and obligatory.
"The doctrine of nonresistance," Is
what David Gibson calls his scheme of
getting along happily with the human
family. Getting along happily. in David
Gibson's scheme OF life. is the selling OF
things. easily and profitably, to the hu-
man family-such things as transporta-
tion. groceries, dry goods, and so forth.
Monopoly, he says, has been combative,
arrogant and unintelligent. Meanwhile 1t
has been blind to its own permanent in
terests.
Mrs. Palmer" he told me, In his
train at the railway station in her VII
lage. Along comes the conductor, by and
by. He is a sour, little man, with a
mustache like a lion tanners, and eye
glasses on the end Of his nose. He in
suits Mrs. Palmer, snaps at her and
snarls, and Mrs. Palmer goes home and
injects hate for railroads into the hearts
of all her boys. The boys grow up and
become Jurors, assessors and legislators.
They hear damage cases. fix valuations
and pass laws. Sour conductors and
fresh ticket agents have cost the stock
holders who employ them hundreds OF
thousands of dollars.
Mr.. So and So wants to go from Here
to There and David Gibson marked the
stations on the top OF the desk with his
middle finger. THE railroad says. chop
ping its jaws together: Take our line
or hoof it That's the attitude. Such
salesmanship is a crime against civIliza
tion.
Work for the FooI-kIIIer.
THE railroads were a long time finding
out-some OF them haven't found II out
yet-that 1t is good business to treat
every farmer for ten miles back on either
side of the right of way as a neighbor.
I know a public service corporation that
has actually made a conservative and
largo city in the Middle West socialistic.
II We had a fool-killer in this country
The Washington herald., 1914-12-06

=$T= :s ." r". % ~
"%%$=
Cheyenne record., 1914-09-03
NORTH VIEW

Norman Hatcher entered the
High School at Cheyenne Wells,
Monday.
Mr.. Henry Kusel and Miss
Ruth Beatty took supper at Mr..
Sullivans. Sunday evening.
Mr.. S. C. Hill and family and
Harry Galky were Sunday visit
ors at the Plessinger home.
Mrs. S. c. Hill entertained the
Ladies Aid last Thursday. The
ladies report an enjoyable time.
Miss Mae Baber was driving a
team, one day last week. which
became frightened and ran away
demolishing the vehicle, but we
are glad to hear that Miss Baber
escaped with but slight injuries.
Cheyenne record., 1914-09-03

As it is impossible for me to
see each one of you perhaps you
would like to know somthing
about my qualifications for the
Office Of County Supt.
While l am a graduate of the
Cheyenne Co. High School a
part of my education was gotten
elsewhere. attended the Hard
in school in Mo. one year, two
years in Denver University and
two terms in the State Teachers
College at Greeley Colo. Have
taught the past three years III
Dist. No. 2, the last two, being
the 7th and 9Th grade work in
Cheyenne Wells, Have attended
the Educational Associations for
the past ten years.
Having been raised in Chey-
enne Co. belive I thoroughly
understand the difficult school
problems a sparsely settled Co.
has to meet and, if elected will
work for the interest of all con.
cerned.
My home is in Cheyenne Wells
and my interests are in Cheyenne
county, therefor l would like to
see our school system one to be
proud of.
Hoping to receive your support
in the Primary Sept. the 9th l
remain Yours Respectfully.
XXX Florence ]. Gudgel.
Cheyenne record., 1914-09-03
Is it possible that the people of Colo
RADIO and california will continue TO
f1AlarNfxa fhaaa 00ndifi0naN

Is II possible that the people of Colo
RADIO and California will continue TO
tolerate these conditiousY
It is q fact that you can buy sugar
In war-swept England today, for less
tllan you Gun buy the same sugar In
this country where much Of 1t ismade.
That il what the Sugar trust does to
us when foreign competition Is para
lyzed, and yet the monopoly has the
nerve to ask Congress to restore the
tariff on sugar SO it may continue to
rob us utter the war Is over and COM
petition has been restored.
METHODS OF SPECIAL PRIV
ILEGE.
On August 2sth the house passed La
Follette's seamen's bill measure
which, in the opinion of many, will
do more to put the American flag back
on the sea than anything Congress has
done in 100 years.
The Shipping trust fought the bill
tooth and toe-nail. 1t was tied up In
committee for full year while the
representatives of the monopoly
plotted its destruction.
In the face of all this, when the bill
was brought out on the floor of the
house, where the American people
could see what every Congressman
did, the champions of the shipping
trust would not ask for a roll-call,
and the bill passed by unanimous
vote.
Special Privilege always endeavors
to protect its friends so they may be
ofvalue another day.
Cheyenne record., 1914-09-03

Erwin Magwire who has been
visiting Guy Robinson returned
to Cheyenne Wells, Tuesdsy.
Mrs. Catherine Lynn and
daughter of Kahoka, NO., visited
at Grover Calverts last week.
Mr.. Frank Pitt visited friends
here last week while enroute to
Oakley, Kansas from Denver.
A horse belonging to ]. e.
Marshall was badly cut on one
foot with q barb wire last week.
Mr.. and Mrs. Arthur Hoffman
of Denver are visiting Mr.. Holt
mans p,.rente. Mr.. and Mrs, j.
A. Hoffman.
Cheyenne record., 1914-09-03
MT. PLEASANT.

Cutting feed is the order Of the
day now.
Mrs. w. A. Hatfield and two
children returned home Saturday
after four weeks visit with her
mother at Natoma, Kansas.
w. E. Snyder and family are
home this week to look after his
interests here but will return
again to Colyer, Kansas and take
up their work. threshing.
Hugh Swartz and family, Mrs.
P. B. Hof and children, and 7.
Kistler and family visited at tn e
Riley home, Sunday afternoon
and was treated to some fine
watermelons, which was enjoyed
very much by all.
Cheyenne record., 1914-09-03
School Warrants.

August 20, 1914.
The following School warrants
are due and payable at the Office
of the County Treasure and will
cease to bear interest twenty
days from above date.
Cheyenne record., 1914-09-03

FIRST VIEW NEWS.
Mrs. Mousel is still quite i'll.
Walter Bryan returned from
Kansas, Tuesday.
John Younger returned from
Ellis, Kansas, Tuesday.
Ida Pittz left Tuesday for Iowa
where she will attend school this
winter.
Quite a number of First Views
ties celebrated in Kit Carson,
Saturday.
Mrs. Tom Dwyer and Mrs. j.
D., Pickering who have been i'll,
are improving nicely.
The Cairo bulletin., 1914-04-08
MORE WILSON'S
WHO ARE NOT
REAL WILSON
Two Killings N Missouri Erroneous
ly Reported as Work OF Es-
capped Cairo Prisoner.

Erroneous reports were freely
circulated here yesterday to the ef-
feet that a man answering the de-
scripti3n of Wilson, the condemned
murderer who recently escaped
from thc cocnty jail, mad killed two
mcn within a few hours. One re-
port came from Campbell, Mo-, Z
town on the main line CT the Cotton
Belt, near the Arkansas boundary.
Upon investigation it developed
that a farmer, John Lander, had
come 10 Campbell on drank and
the city marshal, Z. F. Howard,
sought to relieve him of his g1n,
During The tussle for the weapon, it
was discharged, the bullet hit a by
standef, Ernest Smith, killing him.
Election returns received from
Campbell indicate tie reelection OF
|pHowarl as marshal.
Another killing was reported from
Maiden, Nc. where it is stated tha;
a irainman was shot while attempt
ing to put 4 man off the train, no de-
tails have been obtainaDle, bat it i.
not thought to have been the mucl
talked OF Wilson.