davidaulloa/AmericanStories huggingface dataset:
The mirror., 1916-11-23

- ought to be. Others again
say that it is a state of mind, and
that is also a good definition. Ef-
ficiency is in fact state of mind.
1t is this way that you look at
your problems. You may look at
them from an artistic point of
view, you may look at them from
a monetary point of view you may
look at them from a charitable
point of view and you may also
look at them from a efficiency
point of view. Is this thing done
with the least possible of waste!
Is there any possibility of saving
in this particular operation or in
that particular act! Are we vast
ing our lives in any way!
The fundamental principle of ef-
ficiency is in reality common sense.
The human being who probably
had more common sense than any
other man who ever existed was
Benjamin Franklin. He rose to
be the friend and counselor of
kings and of the greatest of the
earth. In his entertaining way he
drew up thirteen little rules of
conduct. They we're characteristic
of Franklin. They were modest,
applicable to his own daily life.
Each week he posted one of these
rules before him and he applied it
for seven days. To be neat in his
personal appearance was one of his
rules. So on the first of a certain
January he started out and during
seven days paid particular atten-
tion to his personal appearance.
He mentions the different things
that be had in mind-that his
hands should be clean, that his
hair be we'll brushed, that his
clothes should be free from dirt,
that his shoes should be clean. that
he should be shaven, his linen
spotless, that he should be gener-
ally tidy and presentable. At the
end of the week he had the habit,
a habit that persisted and lasted.
He then set up a second rule,
namely, to be saving and careful
OF his money, not to waste it, to
watch the out 60, so that it should
not be dissipated in small and un-
necessary expenses, and during
the second week he practiced that
particular rule. The third week
he set up a rule of being cour-
teous, of being kindly, of being
polite in all his relations to other
people. And so he went through
his thirteen rules in thirteen
weeks. After three months he
started over again and he practised
these thirteen rules a second time,
and a third time and fourth time
in each year, and he kept it up for
forty years. The consequence
was that after while all his good
habits had become automatic, they
had become ingrained, and uncon-
sciously he was continually prac-
ticing these rules of good conduct.
This hint from Franklin led me
to draw up thirteen principles of
efficiency. There may be twenty
six principles of efficiency or you
may condense them into a smaller
number; but in our work we have
found that these thirteen princi-
Piles cover an enormous number of
possibilities; that if we scatter our
attention on details our work suf-
fers. but if we can apply the thir-
teen tests to every operation it
makes it very much easier, be-
cause the tests Immediately reveal
much that would otherwise be
overlooked.
The thirteen principles may be
of interest in their proper sequence
The mirror., 1916-11-23
Looking at salesmanship from /:
= "

Looking at Sal6SmanS0lp from
strictly business point of view, it
will quickly be seen that every
business transaction is sale or
part of a sale. We are buying and
selling all day long, or else per-
forming some part of a sale. You
sell your services to your employ
er. and while you are working for
that employer you are simply de
livering the goods.' As long as
the goods come up to sample, you
can continue to sell your services.
If they don't come up to sample,
the employer ceases to buy services
from you and places his order for
it elsewhere in other words, he
fires" you and hires another who
will fill your place.
Salesmanship can be divided un-
der three heads: Cd Retail sales
manship. which is selling goods to
the consumer in store. (2) Spe-
cialty salesmanship, which is selling
goods to the consumer by solicita-
ton. (3) Wholesale salesmanship,
which is selling goods for sale.
/ am only interested in the last
named division.
The majority of travelling sales
men operate under the laws of
wholesale salesmanship. Those
who sell specialties or staples for
resale are wholesale statesmen.
1t does not matter what the goods
may be, or the quantity in which
they are sold-if they are sold for
resale, the salesman sells under
the laws of wholesale, salesman
ship, and has to face the big prob
lens of locating and interesting
new prospects and getting the sig
nature on the dotted line.
Omitting entirely the question
of character and morals, business
and personal, there are eight i'm
portant factors to consider in
wholesale salesmanship, and every
wholesale salesman who intends
to be successful must study care
fully these eight factors. My
twenty some odd years as knight
of the grip has taught me to study
them quite thoroughly.
The first one is, study the goods
you sell. Know them-inside and
out. Not just the price and how
they are packed, but how they are
made. where the raw materials
come from, what competitors offer.
Know the freight rates; and-this
is important-be prepared to give
your customers practical sugges-
tions as to how they can sell the
goods you offer them-for your
sale is not completed until your
customers have disposed of the
goods you have sold them to salts
fed customers.
Get some human interest into
what you tell your customers. 1t
is helpful in securing or re-kind-
ling the customers interest in your
proposition. For example, if you
are selling firearms, what can you
say about the efficiency of your
arms in action? Will they fire
through an eight-inch plank, or
what will they do that will
visualize their usefulness and
effectiveness in the customers
mind? If you are selling tools,
can you demonstrate their effci-
ency.
l knew a salesman who many
years ago built up an unusual
trade for cutlery and tools by in
stilling human interest into his
salesmanship. This be did by a
simple demonstration. He would
60 into hardware store and ask
the proprietor if he would give
him bit of copper wire, l8 gauge.
or something similar to that. Then
he would take pair of shears and
snip the wire into two or three
pieces, pass the shears over to the
The mirror., 1916-11-23

WlLnOut Delng nlckeQ. 1naG Is the
kind of shears you want to sell
isn't it?" He would then get a
bit of zinc and shave a silver of
with pocket kinte. Then pass
ing the knife over to the hard
ware man. he would say, That is
the kind of knife that will suit
your trade isn't it?''
If you are selling automobiles,
what hills can they climb! What
records have they made! If you
are selling furniture, be able to
talk intelligently upon famous de-
signs. This is what l mean by
knowing goods.
The next factor is-fnd the buy
ing motive. People always have
some reason for buying goods.
There are four main buying mo.
tives under which every article sold
can be placed. They are-profit,
utility. protection, self-gratifica-
ton.
In wholesale salesmanship, OF
course, the buying motive is prof
it: your customer buys your goods
because they are going to put
money in his pocket. Unless you
can show the customer that he will
make profit, all your other rea-
sons will fall to the ground. This
does not mean that you must talk
profit, first, last and all the time,
but that it must be the main theme
which runs through all your sales
talk.
Profit is the natural or funda-
mental motive, and you give facts
about your goods and their posi-
bilities which, if you do not d.
rectly say it, imply profit. This
is the main motive.
There are. however, in addition
to this. individual motives to which
you can often appeal which will
induce your prospect to buy your
particular goods now.
The Individual motives can be
decided only when you know your
customers we'll, or when you have
the ability to analyze character as
expressed by speech, action, ex-
preston. mannerisms, physical ap-
pearance, etc.
For example your customer may
be jealous of a competitor. Can
you use that jealousy to help you
to get business from him! He
may have an unusual conceit about
his knowledge Of the goods. Why
not appeal to that conceit! He
may be a camera fend. Isn't there
some way you can profit by bis
love of photography?
We have clearly in mind, then,
that we have to show the prospect
how, by buying our goods, he will
make profit, by which we appeal
to the main motive; and then we
must strengthen the appeal to that
main motive by playing upon any
individual motive or reasons for
buying which our knowledge of
the customer makes clear to US.
The wholesale salesman's success
is built to large extent upon the
friendship and acquaintanceships
which be develops among his GUS
toners and prospects. Anything
that tends to place you in closer
personal touch with your Gus.
toners means more business fo1
you and your house.
The third factor to consider is
a knowledge of when to use "rea.
ons-why" and when to use sug.
gestions.
Give your customers reasons
why they should buy when you
offer them new articles, or articles
with which they are not familiar.
In selling goods with which they
are familiar, you have only to sug.
gest that they buy from you now.
For example, you would not give
a grocer a lot of reasons why be
The mirror., 1916-11-23

10. Dispatching.
II. Standardized conditions.
II. Standardized operations.
l3. Written standard practice
instruction.
One Of those principles is to
have definite aims, high ideals, to
know what you are going after. to
know what you intend to do, to
know what your ideal is. 1t is
astonishing in many businesses
and in many lives to find how
empty they are of definite pur-
pose. Instead of being like a
bloodhound, his nose leading Linn
to follow one track to the exclu-
sion Of everything else until be has
run down his quarry, most of US
are like a puppy running after a
rabbit here and cat there, after a
squirrel, bird or a bee, jumping
back and forth, with no fxity of
purpose, with no definite ideal and
never achieve anything of value.
What we always want to know is,
what is the definite ideal. We
have often found that one partner
had the ideal of every high quality
and limited quantity, the other
partner the ideal of cheapness and
of large quantity. Those two
ideals are not compatible in the
same article; they are mutually
destructive; one ideal or the other
ought to be set up, not both.
Another principle is to take
competent counsel. A great many
people know more than we do. A
great many people specialize.
There is an enormous accumulation
of wisdom that has come down to
us from the past. There is i'm
mense accumulation of new wis
dom. For any man to think that
he can depend on his own judg-
ment and his own experience is to
court disaster. It is essential for
any man in his own business, or in
any other business or in any thing
that he is taking up, to find out
what the accumulated wisdom is in
that particular direction and to
take competent counsel before he
acts. He does not have to follow
the counsel if he does not want to,
but at least he should be advised
and not make again the same mis-
takes that have been made thou
sands of times.
Another of the principles is to
plan in advance what you are 60
ing to do-to have definite plan.
A plan is very different thing
from an ideal. You may have an
ideal, but you should plan for the
realization of the ideal. After the
plans are fully completed a time
schedule of performance is to be
set up. The schedule brings in
the element of time. The next
principle is to dispatch, to execute
what you have planned.
The mirror., 1916-11-23

w Vic SluCtTc StuU0uG VI eueCleuCy
methods:
l. Ideals.
2. Common sense.
3. Competent counsel.
4. Discipline.
5. The fair deal.
6. Efficiency reward.
Z. Records.
8. Planning.
8. Schedules.
10. Dispatching.
II. Standardized conditions.
II. Standardized operations.
l3. Written standard practice
The mirror., 1916-11-23
!? There to the sincere student of efficiency

HAT is efficiency? There
7 are a number of defni-
tions. | call it a realiza-
ton of standards. Others
; say that it is the relation
between what is and what
y ought to be. Others again
The mirror., 1916-11-23
5 Common Sense

By HARRINGTON Emerson in The Industrial School Gen
The Alaska daily empire., 1916-04-17
GOVERNMENT CANNOT BUY
 ALCOHOL FOR HOSPITAL

pr. Douglas Brown, of the govern ment native hospital is trying to se- sure each government official Tn Ju- neau to isoue permit for him to import alcohol from Seattle for the use of the hospital He placed an order with the Stewart & Holmes Drug Company. Of Seattle some time ago for alcohol Lately he received word that for shipments going out Of county In Washington to an- other, a permit from the county to which the shipment is consigned is Stewart & Holmes Drug Compaay are located In King county and Before they can export the goods a permit must be received from out side King County. As there are no counties in Alaska and as no permit is necessary here, Dr. Brown hardly
 knows what to do. He has visited each of the Federal officers in turn, but none of thom are able to help him ont Of his difficulty
The Alaska daily empire., 1916-04-17
PUBLIC SCHOOL EXHIBIT
 WILL BE SHOWN DURING
 TWO DAYS OF THE WEEK

An exhibit of the Juneau elemen- tary and high school win be shown in the council chambers of the city hall two nights and one day of the present week. For the past few weeks Prof L. D. Henderson and the stan of teachers have been buslly engaged securing proper exhibits and their arrangement. The exhibits will be from all grades. The exhi- bition hours will be Friday and Sat urday nights from to 10 o'clock and Saturday afternoon from 2 to 5 o. clock. Parents and others interested in educational work are cordially in- ylted to attend the exhibition.
The Alaska daily empire., 1916-04-17
HE'S AGAIN APPLIES FOR VALDEZ CLAIM
 IN LAND OFFICE

Alfred W. Hes. of Valdez, has again filed an application for a cer- tifcate of patent to the Ida May lode claim in the local land office. The first application was rejected for the reasons that no discovery of minerals on the claim is alleged, other than a former discovery which was adjudicated by the department to have been an invalid one at the time of his former application was rejected.
 This lode claim and the placer claim adjoining have been in controversy in the local land office for some time.
The Alaska daily empire., 1916-04-17
A. MCGOWAN LEAVES
 FOR FAIRBANKS HOME

IT. A. McGowan, general counsel for the Northern Commercial com pany with headquarters at Fairbanks. and senior member of the Fairbanks law firm of McGowan 6 Clark. and Mrs. McGowan, who have been guests at the New Cain for the last two weeks. left on the Northwestern for Fairbanks.
 Mr. McGowan was greatly impress ed with Juneau which he says is fast growing into D sure enough city
 Volney Richmond Alaska manager of the Northern Commercial Com pany, and George Preston, assistant manager Of the same company join cd Mr. Moeowau at Junoau, being westward passengers on the North western.
The Alaska daily empire., 1916-04-17
rREAowELL NOTES.

TREADwELL. April l7.-stephen A. Buchanan started to work thls morning on the Trcadwell wharf.
 Yesterday was change day at the mine.
 Harry Cook. who has been working at the Mexican mill, will leave for the south today.
 Robert Stevenson went to work at the central crusher this morning,
 Ed Woods. an employee o' the Ready Bullion and formerly base bah star on the Island, left or; tho Al-Ki for the south today.
 Pete Sparlsberg, who worked in the assay office, was out of the hospi- tal yesterday for the first time in Q month.
The Alaska daily empire., 1916-04-17
SMALL SONS ARRIVE TO
 GLADDEN. raEApWELl HOMES

TREADWELL. April 17.--A bounc. ing eiehtpound baby boy arrived at the home Of MT. and Mrs. Harry Nc. vill in Treadwell. early Sunday The proud father, who ie employed in tue electrical depart' ment Of the rreadwell company is parading an unusually broad smile today. Dr. T. c. Deyighne reports mother and son doing nicely
 The home of Mr. and Mrs. William Robinson was also gladdened by tho arrival of 8 little son at their home in Treadwell this morning. Dr. El- lis reports mother and babe getting on splendidly Mir. Robinson is an employee of the "3O" mill
The Alaska daily empire., 1916-04-17
NOTICE.
Probate Court for Juneau Precinct, Territory Of Alaska,
 Div. No. |.

In tho Matter of the Estate of Mary
 D. Bergmann, Deceased.
 NOTICE IS HEREBY GIVEN that the undersigned has been, by the United States Commissioner and Pro- bate Judge, of the. above entitled court, by order duly made and en- tered, appointed administrator of the estate of Mary E. Bergman. deceas- cd, all persons having claims against said estate are hereby notified to present them with the proper vouch.
The Alaska daily empire., 1916-04-17
MOTION OF DEFENDANTS IN
 MINING SUIT IS DENIED

The motion to dismiss and strike out in the case of Goldstcin ct al vs. Nelson ct al over certain mining claims in the Sheep Creek basin, was this morning denied by Judge Jen. nings. who decided that the evidence of the defendants as to their posses sion of the claims would have to be introduced and the c..se decided on the evidence. The defendants will now introduce evidence to refute the claims of the plaintiffs.
The Alaska daily empire., 1916-04-17
DANIELS AND CHISHOLM
 TIE SCORES iN GUN SHOOT

TREADWELL. April 17 - ln the fourteenth gun shoot for tho Bennett medal at the "7O0' club grounds, Daniel0 and Chisholm tied for high score. each with 37 out Of DO. They tied again on the shoot.on 90 decided tae victory by tossing up a coin which Daniels won. Truesdale Of Juneau carried on the high score for the day with. i6 out of 5o The scores follow:
 Terry 26, York S6. Daniels 37, Haigler 2s, Chisholm S7, Manning S5, Delhi Ss, Stoody 2s, and Tuesdel i6-
The Alaska daily empire., 1916-04-17
MRS. sEPlcH ASKS FOR
 DIVORCE FROM HUSBAND

Mrs. Milka sepicb who figured prominently in the shooting affair on Willoughby avenue recently, when John Pug shot her in the head and then attempted to commit suicide has filed a suit for divorce from her husband Frank sepich. She alleges that her husband has been guilty Of cruel and inhuman treatment that he has formed a ;,bit of calling her vile names ana thet he is guilty of habitual drunkenness. She also al- leges that he has made threats against her life and that she is afraid of him. She asks the custody of the little girl and also that sepich be or. dered Go pay her alimony.
The Alaska daily empire., 1916-04-17
PERSONAL MENTION.

Nj. c. Mouscr, of the Five Finger Light House. arrived from there yes terday on tho Prince of Wales and is at the New Cain for Q few days.
 c. F. Stagger the well known diver has returned from Funter Bay, where he has been engaged in putting in pots and spillers of fish traps aud is at tho New Cain Hotel.
The Alaska daily empire., 1916-04-17
GAS BOAT "5UFFALo
 ON WAY 10 ANcHoRAeE

TREADwELL. April 17.-with Q crew of five men. the gas boat "Buf. falo." arrived here yesterday on the way to the westward where Ralph Anderson, one of the owners Of the trim little launch, intends to super intend a summer campaign of freight ing and towing between Cooks in- let. Anchorage and other western Alaskan points in that vicinity. The ,reighter Is sixty-foot boat with 9 SO h. D. engine. Mir. Anderson is m old time navigator and has made the trip north several times.
The Alaska daily empire., 1916-04-17
STEAMER AL.KI IN AND OUT.

DOUGLAS. April 1.-The steamer Al-Ki which arrived Sunday with eighty tons of freight had the fol. lowing first-class passengers for here: c. c. Johnson, Tony Getz, George Rudeen. George Bondean.
 The Al-Ki left for the south this afternoon with the following first class passengers from Douglas and Treadwell Mr. and Mrs. E. Fl. Price and child. Mir, and Mrs. Beaus- nas and two children. R B. Mac Williams and Oscar Bowans.
The Alaska daily empire., 1916-04-17
DOUGLAS NOTES

DOUGLAS. Aprn 1.-The regular meeting of the Douglas Island Labor Union will be held in their hall this evening.
 A meeting Of the school board to outline plans for next year is sched- uled for tonight
 On Good Friday there wfl be ser vices at St. Luke's church, Doug ias, with meditation on the Seven Sayings of Christ from the Cross. The public IS invited.
The Alaska daily empire., 1916-04-17
pa. cHAe. .. cARTER-

Modern dentistry In an branches. specializing in plate work. using tho method Of Dr. Sam1 c. supplee. Of New York. Plates made by this meth od win give absolute satisfaction - phone 3. Douglaa 1I-z2h
The Alaska daily empire., 1916-04-17
THANE MAN FlNED.

DOUGLAS. Aphn 17.-John Smith an employee at Thane was fined $6C or 90 days in jail when brought be- fore Judge Brio this morning, charg ed with being drunk and disorderly
The Alaska daily empire., 1916-04-17
ooUeLAs MoMgN ro MEgr

DOUGLAS. April 17.-The Douglas Island Womans Club win hold its regular meeting in the Labor Union
 Hall. Tuesday. April 18th. at 2:90 D.
 m. sharp.
The Alaska daily empire., 1916-04-17

Dr: Mathis wIl be temporarily To- cated with pr. Carter over the Palace of Sweets, until his new offices are completed, probably about May lot (3-lo-tf}
The Alaska daily empire., 1916-04-17

Picked ilverwurst, pure pork weln- ere, lamb tongues, pleo feet and beef sausage at ooldstein's Empor- ium.
The Alaska daily empire., 1916-04-17

SPECIAL ON ALASKA EGGS. Alaska eggs from the Rudy ranch special at GoIdstein's Emporlum- two doz. for 75 c.
The Alaska daily empire., 1916-04-17

CTS In legal form within six months from the date of this notice to the undersigned at his office at the First National Bank at Juneau, Alaska. Dated this 18th day of April, 1916.
 JOHN RICK,
 Administrator. First publication, April l7-16.
The Alaska daily empire., 1916-04-17

Picked llverwurst, pure pork vein orc, lamb tongues, pigs feet and beef 5ausage at ooldstoln's Empor- lum.
The Alaska daily empire., 1916-04-17

Mrs. Campbell, of Thane. entered St. Ann hospital today for an opera tion. She is suffering from a tumor and is under the care of Dr. Fl. C.. DeVighne.
The Alaska daily empire., 1916-04-17
TURNER'S Dancing Academy

MRS. ALICE FYFE, Instructor Dancing Lessons any hour during the day or evening. ofdco hours; to q
 and 6 to s:so p. m.
The Alaska daily empire., 1916-04-17

A. F. Mann, clerk for Gunnison & Robertson. who has been in St. Ann hospital for the past few days, re- turned home today.
The Alaska daily empire., 1916-04-17

The Empire is 0 producer ot print. Ing that VIII escape the waste basket.
The Alaska daily empire., 1916-04-17
SPECIAL ON ALASKA EGGS.

Alaska eggs from the Rudy ranch special at eOldstein's Emporium two doz. for 75 c.
The Alaska daily empire., 1916-04-17
cI1Y NEVIS IN sRIEE.

Louella Wilson. of Douglas, has filed @ suit for divorce from Tulius Wilson. alleging that she is the moth CT Of three children by @ former mar riage and that J. Wilson has been guilty of continued cruel and inhu- man treatment towards them.
 The Alaska Furniture & Undertak- ing company of Douglas today filed suit in the Commissioners court against A. E. Rhodes for a balance of S56S.21 alleged due.
 The time of the district court today has been almost entirely given over to the work of securing a jury in tho second Krause case. the charge being Kidnapping. A special venire for 25 men was issued Saturday and was returnable this morning. The attorneys for the prosecution and de. fense have been examining the jur- ors at great length.
 The case between the Thlinket Packing Company and the ?. E Harris company, which is Q suit over title to fish trap site at Ground Hog bay, was this morning referred to Mrs. E. c. Hazleton, who will take the testimony of the opposing sides
 On motion Of F. Fl. Folsom. attor- ney for Dr. Martin Damourette. the
 vas allowed until Wednesday morning to plead to the charge by the grand jury with practicing medi- cine without license.
 A default Judgment was entered in the Commissioners Court this morn ing in favor of the First National Bank and against Jas. Sales for $S96.52 and costs amounting to s2o.75-
 The grand jury reported this morning that they were working on certain matters and then retired to continue deliberations.
The Alaska daily empire., 1916-04-17

The grand jury reported this morning that they were working on certain matters and then retired to continue deliberations.