davidaulloa/AmericanStories huggingface dataset:
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
A SALESMAN'S CREED

Gewnner the Turner Electric Supply ooned one Of
the
tires.
possible Follow
n s statesmen
firm and selling
of purpos
treata indifference after
the Any tips information
talk effectively the
of trade
work hard
efforts.
In sell
custo and in a halfhearted doubtful of
which
cultivate
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
TURNER statesmen
EXPECT BUSINESS
TO Be EXCELLENT
Gewinner Will Go on Road
Again After Some
Months of Inside
Work

The statesmen of the Turner Electric
Supply company held their annual con-
fcrences last week and departed to their
territory for the years work. Optimism
and enthusiasm abounded throughout the
organization and bad business or hard
times received not a thought. Everyone
seemed to expect business to be good.
Conferences were held Monday and
Tuesday and the annual meeting closed
Wednesday night with banquet at the
Tutwiler hotel At the banquet every
one present was called upon to speak
and each advanced a reason why bust
ness should be good during 1916. The
entire organization intends TO back the
expected the total sales this year will
reach the 100000 mark.
At each plate at the banquet board
at the Tutwiler was placed a firecracker
with long fuse attached. The fuse was
firmly imbedded in the pasteboard COW
ering and when sharply pulled released
the stopper and revealed miniature
bottle OF coil Of inv labeled MARA
thon" Everyone was supposed to get
Marathon in his system and most of
them did so.
II was announced at the banquet that
Mr. Gewinner would be on the road
three or four days of every week hence
forward. Mr. Gewinner makes his first
road trip this week. leaving the city to-
night. He will reach Macon. Savannah
and Columbus before returning to Biz
mingham.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
Christmas With Godowsky

Gainesville, Ca. January 1o.-(Speciall
Otto Pfeffferkorn, director of music of
Brenau conservatory. has just returned
from New York. where he spent the
Christmas vacation as n guest of Leopold
Godowsky, the famous pianist, who is
head of the Royal Conservatory of Vienna
Austria. Gowdowsky had a thrilling expo
rience in escaping from Vienna by auto
mobile at the outbreak of the war. He
and Pfefferkorn are collaborating in the
preparation of a new musical work which
is to be published soon. This publication
Is In the nature of a series of musical
studies designed to cover the entire Pc
Rod of a musical education. 1t will be
different from anything which has hither-
to been attempted and will be exploited by
one of the largest music publishers In the
United States
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11

SIGN OF THE BLACK
HORSE is FAMILIAR

William Reckling, manufacturer of sad
dies, harness, carriage and automobile
trimmings, has been in business in Bir-
mingham longer than any one in similar
line. Mr.. Recklings reputation for ex-
cellent work extends not only to the limits
of Jefferson county, but throughout the
state. The huge sign OF the black horse
down on Second avenue, which heralds to
the world his business has been ia
miliar sight to residents of Birmingham
for many years.
The writer remembers seeing the black
horse sign while he was yet child and
visited this city with his father.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
WILL BENEFIT BY
RAILROAD BUYING
Many Rail Orders Are Given
Steel Mills-Other Equip
ment Also Ordered

New York January io-The steel mills
benefited last week from some railroad
equipment buying. including 5000 tons
or rails. 5000 kegs OF spikes, 24W cars.
~ locomotives and 2oo0 tons of structural
work The rail orders covered 1890 for
the Louisville and Nashville, 1000 for
The Philadelphia and Reading and 400
tons for the Cincinnati. Hamilton and
Dayton railway. The Baltimore and Ohio
is on the point of distributing orders for
5000 tons II also is rumored the South
ern Pacific has ordered 5000 tons from
the Ensley mill and the Burlington has
placed some orders with the Pueblo mill.
Others rail- orders to DO closed thi.
month are 100000 tons for the Pennsvl-
vania lines east and west of Pittsburg,
5000 for the New YorK central. 400 for
the Boston and Albany. 2o.Ooo for the New
Haven, 10000 for the Boston and Maine
! and an indefinite tonnage for the Erie.
The Great Northern and the Southern
railway also are negotiating and a few
export inquiries are ont
The largest order placed was 2aA
for the Baltimore and Ohio. From 5000
to 1000 more are pending. including 1000
| additional for the Baltimore and Ohio.
20o for the Cincinnati, Hamilton and
Dayton railway, 1000 for the Illinois Cen
trail and 1900 miscellaneous
Locomotive orders included 81 moro for
the Illinois Central and Is for the Nash
ville Chattanooga and st. Louis. The
Pennsylvania lines west and the Balti-
more and Ohio, the Erie. the Southern.
Wheeling and Lake Erie and the Van
dalia also bought track supplies and some
plates and shapes.
The Newport News Shipbuildng conf
pany and the Maryland Steel company
placed some orders for marine plates to
cover construction of boats. Structural
steel work was little more active in
the interior. The largest orders placed
Included 1900 for buildings. bins and tres
ties for the River Furnace company at
Cleveland, 1900 tons for a building at
Chicago, 1900 tons for New York loft
building and 1900 tons for improvements
to the Pittsburg Union Stock yards
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
The Merchandising of Products


If q steel industry. or in fact any other
great industry. could produce a great
variety of articles. then the salesman
could be kept busy, and. moreover, these
articles could be so manufactured and
marketed as to become raw material.
from one point of view, for those who
manufacture different kinds of commodi-
tbs. az, for instance, the steel industry
might manufacture the kind of wire avail
able for the manufacture of pins. but it
would not be wise for it to undertake the
manufacture of pins. 1t would not be
wise to undertake the operation of trolley
telephone or telegraph companies, but 1t
would lie in the highest degree expedient
to manufacture the kind of wire and other
apparatus which enter into the establish
ment of telephone or trolley plants and
in the operation of these utilities 1t
would not be expedient to undertake more
than the construction of armor plate,
leaving it to the shipbulders to buy this
commodity for their purposes. The num-
Der Of articles that could be produced by
the steel industry and which would enter
into the manufacture of other commodi-
ties WAS several thousand.
In orde rto obtain the facilities for man.
ufaoturing these many products it would
he necessary to bring into coordination
various organizations whose speciality had
before been the manufacture of a single
product. In order to do this, however
it was essential that very large capital
be obtained.
This was the germ of the idea which
within Il short time led to the organiza-
tor of the United States Steel corpora
ticn. The identical men who in Chicago
had worked out this problem were with
others, the men who created the United
States Steel company. That was so or
ganized as to obtain abundant capital
This capital made possible the organiza-
ton of foreign sale department over
which James a. Farrell. now president of
the United States Steel corporation was
placed. He perfected an organizati ton
which covered the entire globe 1t was
from one point of view, a great univer-
sity. It's statesmen were able to offer
practically every product which is manu-
featured by the steel industry and this
department OF the organization. supple
nented by the domestic sales department,
which. q g a whole. represented the mer-
camille or merchandising characteristic OF
the Steel corporation, was at last able to
command markets and in the foreign
market alone this corporation mark ted
in 10 years commodities of the aggregate
value of s1.000,000000.
The original conception of this new phi
loscphy Of successful business which came
to the group of men who were for long
time in consultation at Chicago involved
the elimination of the old competitive
methods of cutting prices and the adop.
standardized Competition was to be
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
GT. LOUIS MEETING
RECALLS THAT IN
| CHICAGO LONG AGO
leaders, to Discuss Means of
Handling Foreign Trade
During the War
STEEL PROMINENT
IN FORMER MEETING
United States Steel Corporation Has
Exported More Than Billion Dol
lars Worth of Products
Since 1t Was Held
Nv HOLLAND

New York, January 10.-(Specal. 1.-The
representatives of American industries of
II kinds. more than 1000, probably, who
re to meet in St. Louis next week for
he purpose of discussing various ques-
Ions associated with the opportunity for
{1creasing our foreign trade will meet
OF so much as representative manufac-
urers as representative merchants hav-
.ng merchandise of all kinds to offer for
.ale. The distinction may seem a mar
|ow one and yet it is clearly defined in
Pie minds of all of those who are seek
|pg great markets, domestic and foreign,
pr the products of American industry.
rs merchants who will have merchan-
Use to sell all over the world. these rep
|esentatives of American Industries will
Illustrate the modern spirit and really
|he fundamental principle upon which So
Jailed big business is built.
When, shortly after the first Inaugural
ION of President Mckinley, number of
ben who were pre-eminent in various
mes of business were in consultation, us
Tally in Chicago. with intent to learn in
THAT way one of the steel manufacturing
Industries of Illinois could accept oppor-
|unities which these men were certain
id exist, they did not at first know that
hey were at last to define the difference
between manufacturing industry and mer-
|antile business when carried on by the
anne person.
1t was an extraordinarily brilliant group
n men that took part in these discus
lions. Among them was Marshall Field,
Fho had already gained distinction as
ne of the greatest merchants the world
pad ever known; II. II. Porter, name
Which Identifies with business men one
p the great business intellects OF this
ime; Fl. II. Rogers, distinguished for the
possession of singularly acute and also
Porfound mind. with an intuitive gift of
easoning which may be compared with
hat possessed by the late J. p. Nor
ian; Norman B. Ream. then as now one
ff the very great business forces of the
United States mastery leader in divers-
led industries; Judge r. H. Gary, who
&fterward became chairman of the boa I'd
tf directors of the United States Steel
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
THAT BABY AGAIN

7. U. Nenon who travels for the Tur-
ner Electric company out of Nashville
is recent father. and when the sales.
mems conferences were ended last week
hurried home to see baby. Mr.. Nenon In
writing to friend last week told how
baby recognized his face in a photo
graph OF the Turner statesmen printed In
last Mondays Age-Herald.
Its the greatest child In the world, y
declared Mr.. Nenon in his letter. why,
1t was hard for me to find my face In
that picture, but when l placed 1t before
the baby it almost instantly placed itf
finger upon my likeness in the cut and
cooed. Dada looking up inquiringly.
answered that II was indeed 'da-da, and
the little one laughed contentedly. Its
the greatest kiddie in the world, without
doubt
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
ADMISSION

Admission. January 1o.-(special.)
Burkett WINS, held under $1,000 bond a
a witness to testify against Will Bar
ton, who was bound over to await the
action of the grand jury. without bond
after having been given a preliminary
trial for killing Policeman A J. Hol-
land made bond Friday afternoon. WINS
had no trouble in securing bondsmen.
and left Saturday morning for his home
in Athens, Tenn. accompanied by his
brothers, j. j. Wins and +. Il. WINS.
Eugene f. Wins is an attorney and de-
Tended his brother at the preliminary
trial. Another brother, ]. B. WINS, re-
turned to Atlanta on the same day.
While going TO the cemtery with the
body of his son, George, last week. Fred
Shepperd contracted pneumonia and
was taken to a local hospital where he
died Saturday morning Last summer
Mr. Shepperd buried his wife and daugh-
ter, both of whom died with pneumonia.
Saturday night his daughter was taken
to the hospital with the same disease
and is seriously ILL., she Is yet ignorant
of her fathers DEATH Mr.. SHEPHERDS
funeral was held Sunday afternoon. He
is survived by one son and daughter.
Harold S. Ross of Boston, son of the
general manager of the American Net
and Irvine mill, and allied concerns in
the east and in ireland, is spending
several weeks In Admission to familiar
ize himself with the cotton industry
80 "a
plant of the American Net and Irvine
| company here is one of the most up
to-date in the whole country and has an
enormous output. Mr.. Ross has been
buying flax in Belgium for his fathers
mills, but had to leave that country
when the war started.
Senator Charles ID. Kline left early
Sunday morning for Montgomery to
prepare for the first strenuous days
of the legislature. Lieutenant Governor
Thomas T.. Kilby, DR. @. Coke Williams
and Judge ID. c. Blackwell members
of the house of representatives.. went
down on an afternoon train. A large
number of Annistonans will go to
Montgomery Monday and Tuesday TO
be present during the organization of
the legislature. and others will go on
the 18th to witness the Inauguration
ceremonies. Senator Kline was inter-
viewed several days ago, with reference
to his attitude on the proposed state
wide prohibition bill, and said that he
would vote against 1t. Since that time
he has been approached by many pro-
hibitionists who have tried to get him
to reconsider his position. some of them
stating that they supported Senator
Kline, being upder the impression that
he was a statewide prohibitionist and
would support such measure IL in
troduced in the legislature. While Rep
resentative Williams could not be in
terviewed Saturday on account of his
being out of the city, 1t Is known that
he and Representative Blackwell will
advocate and vote for the bill. Judge
Blackwell when interviewed before his
departure said: II am going to do my
duty at the capitol as l see 1t. But you
may say that I'm not going down to
Montgomery with the intention OF run
ming the whole Legislature"
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
COTTON REACHES
NEW HIGH LEVELS

New Orleans, January 1o-General buy
new high levels for the season. the mar
ket closing 30 to Ss points over last week $
close. Considerable realizing was INDUCED
in by longs, bears met the advances by
fresh offerings of short cotton and some
little hedging was done by southern spot
holders. but the market had good support
of a speculatioVe character and also from
buyers who were hedging against their
wants in the actual stuff This element
was most conspicuously represented by
German spinners and spot merchants.
The export movement was on the heay-
lest scale of the season, with clearances
for January promising to exceed those
of January last year. This. the large
freight demand from cotton shippers for
salings for the next several months and
reports that American mills were COM
mencing to buy ahead heavily and that
some of them already had laid In two
years supplies OF raw material increased
bullish sentiment. Against the market
was the bear claim that the prevailing
price levels discounted all the bullish feat
ures of the situation.
This week promises more activity, for
prices have reached a level which allows
a more wo-sided market than has been
possible of late. Bears contend that the
crop Is too large to allow of further adj
vances and apparently are bent on deter
mined resistance to further pressure from
the buying side. On the other hand the
bulls believe that the spinners and spot
merchants OF the world will buy the en-
tire American crop at prevailing QUOTA
tons and that only moderate speculative
buying is needed to put values to consid-
erably higher levels.
Mitch depends upon the export situation.
IL foreign shipments increase, or even
continue as heavy as they were this
week. the bulls will be given a decided ad-
vantage. The demand for export and
the attitude of southern spot holders will
be closely watched this week. Bears be-
lieve that any further rises would bring
out a flood of offerings from the south.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
DRUG statesmen
ARE OPTIMISTIC
Observation-Disclosures Road
Men Expect Good Business.
Already Increasing

a spirit OF eheerfulness prevails at the
Decentralization Drug company. Ev-
eryone seems optimistic and that the
outlook is bright they do not attempt
to gainsay. Buying last week was fair.
IS snappy and ii is expected the move
ment will continue in a more or less
degree of activity.
Statesmen for the company asoribe the
increased activity 70 the fact that n1er-
chants have delayed buying as long as
possible and stocks have been greatly
depleted. 1t is now necessary to make
purcha Buying is still on a very con-
sentative basis but it is expected that
purchases will be more often made thar
heretofore.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
Many Want Job

Dothan January 10.-(Speciai.) J. Fifty
eight persons stood a. competitive civil
service examination at the federal build
ing here Saturday for appointment to fill
one vacancy on rural route out of this
city. The job pays sl100 annually. TWO
stood an examination for appointment
as postmaster at Taylor, Houston county
a fourth-class office 10 miles west OF
Dothan. Another examination will be held
here Friday, January is. for stenographers
and typewriters for appointment to fill
vacancies at Washington and other places
So far there are only four applicants fol
this examination.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
CLEANLINESS AS A :,
HOBBY IN BAKERY

One of the hobbies of Essig & Busenleh-
ner, bakers. is cleanliness and the bakery
of the firm is mute evidence of the work.
ing of the hobby. The companys famous
"Butternut bread is made in one of the
cleanest bakeries in the city, and the
wagons of the firm reach every point in
Birmingham and suburbs. There is a huge
demand for the bread, and it keeps the
bakery running at full capacity through
out the year
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
Smith to Visit Birmingham

n. F. Smith. assistant sales manager
Of the Marathon Tire and Rubber COM
pany, will be in Birmingham about Feb
ruary l to remain two or three days
with the Turner Electric company. which
concern has the agency for Marathon
tires in this section. Mr.. Smith at pres
ent 10 at the automobile show in New
York and will leave there to come to Bir-
mingham.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
Markstein Statesmen at Work

The statesmen for the Markstein Brothers
Millinery company left last week for the
territory covered by the company and al
ready orders are beginning to arrive for
spring hats. d. Y. Markstein. who reaches
Louisiana, reports that business Is fair
ly good but not quite up to his expec-
tations. He believes orders will come in
more rapidly as the year grows older.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
DIR. PIATT HAS LARGE,
GROWING PRACTICE

DR.. d. A. Piatt, veterinary surgeon, has
a large practice which is growing He
will be remembered by every one interest
ed in the Avondale zoo for his kindness
In giving his services gratis to the city
In the treatment of zoo animals that for
any reason become i'll. He has without
doubt saved the lives of several zoo ami
mails. and It has been without cost to the
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11

maintained by honorable and just business
methods. The standardizing of prices in
the steel Industry has served American
business life well in two or three emer-
gences since 1901. The principle of mer-
chandizing the products of American in
dustries has now been perfectly demon
strated. 1t is the application of this prin-
cipc to the suddenly created conditions
containing favorable opportunities for the
United Stetss in the field of foreign trade
which the representatives Of American
industries will consider at the st. Louis
meeting of next week.
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
The True Competition

The question of competition was
thrashed out. The old competitive meth
cd was for one to cut price even below
the most of production until at last he
had driven his rival to surrender when
prices We're immediately advanced to a
point which would serve to make good
the losses entailed by this competition.
These men who We're in consultation in
Chicago believed that high prices repre-
sentinc one form of competition following
the driving of competitors out of bust
ness which low prices had made possible
was a dangerous method. and in the long
run was likely to prove disa strous. The
true method was to maintain prices in
obedience to the law of averages. Fur
thermore, the highest success-in fact any
success-could not be secured by obtain
ing monopoly. 1t was vital to the. best
interests of aEv industry that there be
honorable, aboveboard competition and
that there be certain form of co-opera-
ton
The Birmingham age-herald. [volume] (Birmingham, Ala.) 1902-1950, 1915-01-11
STOCKS ARE DEPLETED AND RETAILER
MUSTPURCHASETOC UEBUSINESS

corpora ton. and. after the discussions had
oeea carried on for sometime Henry c.
Prick and the senior j. p, Morgan, with
others.
Tne profound study these men gave to
tae proposition taught them that for an
industry like steel. whose. interests they
We're then considering, 1t is vital that it's
products be varied and many. This IL
linois industry had been manufacturing
steel rails and four or five other COM
modities and its product gained an ex-
cellent reputation. But a salesman might
have one opportunity in month to sell
steel rails and the of his time would
necessarily be idle