Norwich bulletin., 1915-05-04

or three per cent. in advertising means in dollars and cents. The Reynolds advertising account is among the heaviest ever known.
 In 1894 MT. Reynolds first realized that, properly applied and backed by tobacco worth all he asked for it, ad- vertising was profitable. He invested s4000 that year and saw his business grow over 100000 pounds. Next year he spent five times as much-and his business doubled
 Sincere Belief in Quality
 From that period to the present the R. J. Reynolds Tobacco Company has surged forward with sincere belief in the quality of it's brands-and firm confidence in marketing them with intelligently conceived and applied newspaper and magazine advertising.
 The story of Richard J. Reynolds career is of real interest to every man in business, becaue humble as was it's beginning, it proves what ambition and sincerity and fine realization of square dealing can produce in suc- cess. Principles that governed Mir. Reynolds work from the very start are the foundation of the present enormous business.
 MT. Reynolds was one of the first men to see the possibilities of the cul- ture and manufacture of tobacco in the world-renowned Piedmont region, and not lacking in courage and bold ness, risked everything he had to try it out. The venture has not only blessed personally the labor of his own hands, but likewise the labor of thousands and thousands who depend entirely upon the culture or manu- facture of tobacco for their livelihood.
 Development of the Industry.
 Tobacco, as an industry, lacked all system when MT. Reynolds entered the business year ago. The grower was subject to laws of greed and chance, which means he was paid for the to- bacco he grew any price specula- tors to choose to fix. With the deveI- opment of manufacturing came real competition for the leaf, which in turn, developed splendid warehouses for it's proper handling. This produced a system of weighing and grading that completely uprooted practices of the speculator and gave all an equal chance.
 Mr. Reynolds is a modest. unas- suming man of unusual size, with in defatigable energy and independent will. Among all the many thousands Winston Salem, there is no one more approaehable, more democratic in character than the founder and pres ident, who watches with the closest scrutiny and directs with extreme foresight every phase of his immense business.
 MT. Reynolds talks as Interestingly as reads the story of his business sue cess. T started my career in grow ing and manufacturing tobacco when was O boy" said the founder, as he chatted to the writer in the big ex- ecutive building at Winston-Salem a few weeks ago, serving my time as a Iaborer in a tobacco factory. At the age of eighteen I was promoted to superintendent of this factory. In those days tobacco factories only ran four months in the year and the other eight months l was engaged as to- bacco salesman.
 Only to Make a Fair Profit.
 "The principles that governed my work from the beginning are the foun dation of this business. In the early days some of the boys on the road had an idea that the ones who could lie the biggest were the best salesmen. Nearly all of these fellows were glib takers and their influence was not the best for a boy. My father realizing this, told me the day that I started out to sell tobacco that a man who would lie for a dollar would steal a dollar, advising me always, under all conditions, to tell the truth about the tobacco I was selling and never ask price that would yield more than a fair profit.
 "In the section in which I was raised at that time railroads were few and far between. I, therefore, loaded wagon with tobacco and would drive