davidaulloa/AmericanStories huggingface dataset:
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
SCHOOLS
ARE NEEDED
Harry T. Kendall, Houston,
Tex, Advocates Selling Les
sons for Lumber Men
BY HARRY I. KENDALL,
Sales Manager, Kirby Lumber Co.,
Houston, Tex

Dwelling upon the most recent
and the most comprehensive effort
on the part OF the lumber associa-
zion and considering the school of
craftsmanship held late last month
in 81. Louis, 1t viii be found that
the lumber industry Is now endeav.
oring TO give those engaged in it
a course uf training and Ia develop.
II possible, a reference library for
present and future study.
The lumber industry needs sell
ing schools. net only for ,nanufac.
tur"rs vprosentativcs but for re-
tail distributors. that teach the fol.
lowing subjects About the prod.
uct. About the market About sub.
stitutes, and about the funda-
mentals Of salesmanship.
The course OF study about the
market" should INCORPORATE a
searching investigation into the sea
sonable sale of each article manu-.
featured. Failure in this particular
direction is largely responsible for
The present situation in the INDUS
try The manufacturer fails to ap-
preciate that certain articles he
manufactures at certain fixed
amount per day arc not sold by the
retailer at certain fixed rate por
day, consequently any effort upon
the part Of the manufacturer 10 sell
to the retailer his output as he man
ufactures il forces the retailer 10
buy stock that he does not need
al the time Of the purchase at re
duction in price that will warrant
his keeping u until the retail mar.
ket demands it,
Cer,oin specifications are not en-
tirely suitable over tho entire con-
Stunning market. and Investigations
should he made as to where certain
articles are not in great demand.
and the sale sman should be taught
that no effort should be made TO
move these articles In non. consum-
ing or small-consuniing territory, be-
cause the price OF a forced sale OF
stock in the wrong market affects
the price Of that article in mar
ket where IL is in heavy demand.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
LIBRARY ISSUES
SPECIAL LIST OF
BOOKS ON AUTO

In connection with the World
Salesmanship congress the public
library has issued pretentious
booklet in which is listed the auto
mobile publications on file in the
library. Included In the booklet is
an interesting table OF comparative
statistics pertaining TO the automo-
bile industry in Detroit and else
where.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13


Manager Bureau Of Education, The
New York Edison Co., and Esecu-
tive Secretary OF The National AS
ISOLATION OF Corporation Schools.
Az I have been unable to find any
definition OF craftsmanship which |
could approve. have coined defni-
ton OF my own: "Salesmanship is
the human elements which enter
into marketing" Marketing Is as
old as we have knowledge of the
world, but. contrary TO the generally
accepted belief. craftsmanship, as II
is now understood. IL relatively
new profession. II we may class
salesmanship as a profession. As
salesmanship IL the human ele-
ments which enter into marketing"
we may properly devote a portion at
least OF this discussion as to what
human elements enter into market
ing and what relation these Gle
ments bear to the whole subject OF
marketing
There is fairly general agree
ment that the elements OF a sale"
are a favorable introduction or APP
proach, the securing OF the interest
Of the prospective purchaser. devel-
oping this interest to the point OF
desire through a careful and correct
presentation Of the selling points OF
the article 10 he sold and increasing
this desire until favorable action
results The presentation OF the
selling points must not he overdone.
otherwise. while one sale may be
contaminated. future sales are jeop-
ardized. Satisfaction and confidence
must follow the original sale. The
interests OF both buyer and seller
must have been fairly represented In
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
TEACH THRIFT
IN SCHOOL AND
COLLEGE, HE SAYS

NEW YORK, July 13.-The teach
Ing OF thrift will some day be a rec
ognized part OF the curriculum in
schools and colleges. s. w. Straus.
president OF the American Society
for Thrift. said recently, in an ad'
dress TO National Educational asso-
citation members.
"a few weeks ago received a let
ter from western governor, who
told me that wealthy citizen OF
his state had written him regarding
the ACCESSIBILITY OF endowing chair
for the teaching OF thrift In an In
stitution OF higher learning he
said. 81 believe the time will come
in America, my friends. when the
greater thrift will be taught in our
colleges. universities and academies.
IL believe this jsut as firmly as ]
believe the time is near al hand
when thrift will he taught In the
primary classes, the grammar
schools and the high schools-and ]
believe, above all things, thrift
should be taught in our normal
schools. so that our teachers viii be
especially we'll equipped TO instruct
their pupils in personal economics.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13

duce and TO sell; it has preached
ideals, and now we must live up to
them. All over this nation, wherever
there is a meeting of men who sell.
there Is a reference In one way or
another to some thought. 10 some
act, 10 some evidence OF courage and
resourcefulness by Detroiter.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13

U. S. TRADE CAIN
Total Foreign Commerce For
Fiscal Year Is
S6,5OO,OOO,O0O

WASHINGTON, July l3.-The for
WASHINGTON, July 1.-THE for.
eign trade of the United States for
the fiscal year just closed exceeded
$1,000 900 900. according to an ON
cial estimate by the United States
bureau OF foreign and domestic
commerce. This amount represents
gain of practically sI,5OO ,00o. 900
over the previous fiscal year, and 10
the largest total in the history OF
American commerce.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
Solomon to the Statesmen

Happy is the man that fndeth wisdom,
And the that getteth understanding
For the gaining of it better than the gaining Of silver
And the profit thereof than fine gold.
She is precious than rubies:
And of the things thou desire be compared
unto her.
Length of days is in her right hand;
In her left hand riches and honor.
Her ways ways of peasantness,
And all her paths peace.
She is a of life t. them that lay hold upon her:
And happy is everyone that retaneth her.
Proverbs
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
wIlIysoverIand Cuts Big Melon

TOLEDO. o., July ia dividend
melon amounting to s2.73O.ooo was
cut by the directors OF the winys
Overland company at the msetso9
In New York, Wednesday. OF IT,
amount s63O.O0O will be In cash .
$4,000. 900 in common stock = -
company.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
COULDN'T RESIST
KISS; is FINED

CHICAGO, July 13.-He said she
looked kissable and that he has an
affectionate kink in his disposition.
So George Elioplos. 1857 South
Safest. kissed pretty Cecilia Grow
ley, Is years old, when he met her
on the street. The girl was return
ing to her home. 81 Swanst.
why did you do IT," asked Judge
Williams in the Hyde Park court.
she's a nice girl; I liked her and
couldn't help IT,"
Five dollars and costs for being
too affectionate." said the court.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13

Burlington. VT is 10 entertain
the forty-fourth annual meeting OF
tho Society OF the Army of the Po-
tomac during the two days begin.
ming today
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13

All candidates for state and con.
Rresslonal Offices in the state of
Washington have been invited 10
enumerate their qualifications for
the public. service in three-minute
addresses TO he delivered before
the state Press association at It's
annual meeting TO begin today az
Ellensburg.
The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1916-07-13
PSYCHOLOGY is
FOUNDATION OF
SALESM ANSHIP
BY c. r. HeNpERscHoTT,

Manager Bureau Of Education, The
New York Edison Co.. and Esecu-
tive Secretary OF The National AS
ISOLATION OF Corporation Schools
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
BANKS WILL DISTRIBUTE
$4,000 THIS WEEK
About Five Thousand People VIII
Benefit Through Weekly
Payments.

Approximately $4,000 is being
paid out this week by the FIVE banks
OF the city that conducted Christ
mas savings clubs during the past
year This amount was saved by
about 5000 people, making an aver
age of abo-t $25 that each one has
saved 10 be used in buying holiday
presents and otherwise.
Members OF the American Trust
Co.'S club saved the largest amount,
SOS, There were ABOUT $500
people who Deposited small sums
with the bank during the year. The
American Trust Co has had this
plan IN operation for two years and
in 1915. $4,000 was paid out.
The Union Trust Co. the bank
that started the Christmas club
idea i'm South Bend. will nay out a
total OF $500 10 $500 members.
Four years ago the bank paid out
$1,000 The following year its club
members drew out $4,000 and last
year this amount was raised to
$4,000.
Five hundred members OF the
Merchants National bank club win
/ receive $1,000. an average of about
S14 apiece. This is the first year
that the Merchants National has
used this system. The Chaplin State
bank viii pay out $4,000 to 225
members The Citizens Loan and
Trust Co. also conducted a club.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
PARADE BROKEN UP:
LEADER is IN CELL
Frank SzamcCki Says He Construct
cd Banner With some Help
From Above.

IL was about 10 o'clock Monday
morning that Frank SzamecBi pass
ed through the streets of South
Bend. mid the snow and ice of the
first winter day. bearing a banner
with the strange device: Trust in
The good spirit i'm heaven-The devil
must go TO the fire everlasting
The avalanche of the law buried
SzamecH and hurried him away TO
the city hall He had reached the
corner of Michigan So. and Wash
iugton av.. when big Bill HAHN
ski who guards that busy intersec-
ton. decided that he and the crowd
that was following him We're "a
menace to the traffic. and conse-
oueutly brought him To the station.
Szamccll has police record. He
has done time in Jacksonville, az
the Missouri state prison and in
NHchisan City The long solitary
confinement has brought on a mild
degree of insanity.
Tie declared that he had con-
structed the banner himself but
with assistance from above. IL was
made of two flour sacks tackled TO a
rude frame and attached TO a staff.
ON one side was a print of the Mona
Lisa and ON the other colored
print of boquet of roses. with stars
and the inscription in red paint.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
ROBBED CHUM: GET
SENTENCE AND FINE
Mike Andrew and Mike BokOCh
Must spend More Than Year
at Penal Farm.

Mike Andrew and Mike Bokoch
viii serve nearly two years each in
the Indiana state penal farm for
the robbery OF John Kastin "a chum
of theirs with whom they had been
travelling They were found guilty
of taking S15 from him while GO
ing through New Carlisle last We'd
nesday, by the city court Monday
morning. They spent part OF the
money for railroad tickets. but
S13.65 was returned TO Kastin by
the police They were fined $500
and given $50 sentences.
The evidence showed that the
three had been beating their way 10
Chicago i'm freight car and that
the two had taken the money from
Kastin. The latter appealed to
Deputy Sheriff Stinchcomb of New
Carlisle and the thieves were ar
rested. They maintained i'm court
that Kastin had given them the
money for safe keeping but their
stories were discredited by the
court.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
Of MILK
DUE FOR BOOST
Retailers Expected to Add on
Four CentS-PrOduCerS
Start Advance.

The foW-cert increase ON each
gallon Of milk consumed in south
Pend. which is threatened by the
milk dealers of the city. owing To "a
three-cent advance by the pro-
ducers. has caused the retailers 20
Go some buck passing The deal
ors blame il onto the producers and
the latter claim that cost OF produc-
ton mas gone mp.
Although the increase in the
wholesale price went into effect to-
day. none OF the dealers advanced
the case of the commodity, but an
announcement that they will IS eX-
pected at "a meeting OF the retailers
at the Shirk dairy, III l-2 ColfaN
aV.. tonight. Until today dealers had
been paying n cents per gallon for
milk and selling it az 30 cents. Now
they viii pay 20 cents and sell at
SO cents. giving them an increase of
one cent i'm the 15-cent profit they
have been making.
10 is expected that the retailers
VIII form an agreement TO sell their
milk at nine cents per quart, or
five cents pint. at tonights meet
ing. This Will give the dealers a
four-cent increase. while the pro-
ducers have raised the price only
three cents Pint bottles of milk
will be sold at five cents TO en-
courage consumers to buy by the
quart. for the cost of labor in
handling either sized bottle is the
same.
Only one remedy is open to the
consumer. IL was pointed out today.
AN organized boycott on the part of
retailers in the city would result in
the producers shipping the COM
modify to Chicago. while a boycott
on the part Of the consumers might
have different effect. Dealers said
today that they could not refuse TO
buy from the farmers whatever the
advance i'm prices might be.
The head Of one of the large
dairies of the city said that the pro-
ducers of st Joseph county were
asking more then those who supply
the large dist. -butors of Chicago.
He said that at the present time the
big Chicago retailers are paying rs
cents per gallon. while the whole
sale price next summer will drop to
about L 1-2 cents a gallon. LocaI
PRODUCERS agreed at their meeting
Saturday 20 charge is cents per
Gallon from April 1 to oct. 1. The
Chicago wholesale price of is cents
extends only 10 March 1 he said
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
PUPILS WILL APPEAR
VIII Give Recital at Conservatory
of Music Tuesday.

Pupils Of the South Bend conser-
vatory viii appear in "a general pu-
pills recital Tuesday evening in the
conservatory recital hall at SIS. 4
cordial invitation 10 attend is eX-
tended 10 all who may be interested.
Following are the names of those
who will participate Misses Miriam
Wuthrich, Mary Bleuler, Adeliue
Stein. Ruth .Hershenow. Mollie Sci
gel. Ruth Stouffer. Ruth Rogers,
Nerna Hagey, Genevieve Ernst,
Ruth Otstot. Sarah Bowsher, Gar
nette Conkle, Dorothy Koegan, Alice
Johnson, Marjorie Hibberd and L.
Mabel Vogg and Miss Goss of Gull
yer. These pupils represented the
following teachers: Max Miranda,
Miss Dora Hershenow Miss Naleria
Bondurant. w. Z. MacHenry. Miss
Hazel Harris and Max r. VALID
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
BROAD PLANNING
IS NEEDED HERE
J. {. LathrOp Sees 10000
Increase in Population in
Next Two Years.

John r. Lathrop. director of the
city planning exhibition sunday
night answered an urgent call from
omaha. Neb.. To conduct the cam
paign there for an appropriation by
the city council for city planning
during the week. but expects TO re-
turn here i'm a week 10 continue his
work in South Bend
ct have found no city" Mr. Ia
throp said, with more interesting
or pressing problems of large
structural nature than i'm South
Bend. You have coming i'm the inn
mediate future questions of housing
already needing attention. which
will be intensified by the assured ad-
ditions 10 factories i'm the next two
years An increase in the industrial
population of not less than 800 in
that time will add from that source
along 10000 persons. That means
need of at least 1000 homes And
that means an investment of APP
proXimately S4,00O,O00 in houses OF
the ordinary type alone. There will
be still other housing demands. So
that if South Bend is to meet these
issues. there viii have to be some
board planning.
"This city has reached a point of
development when serious problems
will press for solution This ques-
ton of housing the people is one of
the most imminent. Slums grow
fast once they get a footing. The
only way TO prevent them is TO plan
ahead.
you have tremendous trans
portation problems facing you. The
matter of a union station. of ele-
waiting tracks. Of developing econ
Omic terminal systems, all call for
fundamental planning. They can
not he met without the biggest kind
Of city planning.
Furthermore. it certainly must
be planning i'm the kindliest spirit
of community consideration of all
the factors involved. the public util-
ity companies and the railroads
being regarded as essential rather
than things TO be antagOniZed by
the people. The interests of the
whole city should be taken into ac-
count in these matters. all the legit-
innate factors being brought into
the problem
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
COPPER SHARES
IN GOOD DEMAND
Advances From Fractions to
Over q Point Feature
Market Opening.
nternational News Service

International News Service.
NEW YORK. Dec. 11.-There
was a good demand for stocks at the
opening today and all through the
early trading with advances ranging
from fractions 10 over point. steel
common advanced 3 to 1885
The copper shares were in good
demand, American Smelling ad-
vancing ~ TO 1854. and Anaconda
a point TO s71a. Ajax Rubber start
ed "a points higher at IS, and
United States Rubber rose Ia 10
677s.
The war order stocks were also in
good demand with Baldwin Loco
motive up q to S1A, Crucible Steel
q to SO. and Lackawanna steel a
point 10 105.
Reading rose g TO 10. New York
Central a TO 1918. Missouri Pa
cifc p to 10. and Wabash y 10
1914 Atlantic Gulf and West In
dies rose 3 points 20 l45, and Cen
trail Leather pa TO 1i2.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
DOCTORS AUTOMOBILE
HITS POLICE PATROL
Car of DIR. Charles HanscI il Badly
Damaged-Icy Pavement
is Blamed.

Unable 20 stop i'm time owing to
the icy pavement. DR.. Charles Han
sci crashed into the patrol wagon
of the city police department just
as it was turning off Court st. onto
Main ST. about 1880 o'clock Monday
morning. His machine was so badly
damaged that it was necessary to
haul it to a garage for repairs.
Or. Hansel was hurryinE on his
way 70 the Epworth hospital and the
patrol. which he claims made no
signal. was carrying the prisoners
who had appeared i'm city court
back 10 the Jail The physician was
alone i'm his car. and as il crashed
into the heavily laden wagon. the
front axle was bent and the tenders,
lights and radiator were damaged.
No very great damage was done TO
the patrol and it was able TO con-
tinue on its journey
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
SHOP MEETINGS HELD
Local Workers Addressed by Minis
tiers Monday at Noon.

About PA men were reached
Monday noon by the ministers of
this city who are holding shop
meetings in the different factories
every Monday when Commute talks
are given. The Rev. G. Il. Morris
spoke to the employees Of the George
Cutter Co. Mr.. Bird addressed the
men at O'Briens and Rev. A. +.
Thomas spoke to the men at Sibley's
Machine Tool Co. Rev. II. b. Hos
letter saw the men at Stephenson's
Manufacturing Co. Corn Starch
Jim Martin, addressed the employees
of the Campbell Paper Box Co. The
Rev Guy Black talked 10 the men
in the Malleable Steel Range fac
tory. DR.. Henry L Davis talked TO
the employees of the South Bend
Lathe works.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
COUNCIL MEETS TONIGHT
Track Elevation and Street Lighting
TO be Passed Upon.

The common council. in its regu-
lar meeting tonight, will vote on the
ordinance presented by the board
Of public works proposing TO ele-
vate the tracks of the Lake Shore
through the busiest parts of the
city. The board of works ordinance
for the lighting of the down town
sections of the city by the five clus-
ter lighting system. will also be up
for final consideration.
Favorable reports will be made in
both of these cases by the commit
tee of the whole No favorable re-
port. however, will be rendered in
the matter of establishing a curfew
ordinance 10 affect all children
under > years old.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
REPORT HELD INVALID
Member of Board Has an Income
Prom Estate.

Because one of the viewers of the
Sheneman road owns no property
i'm the county although he has an
income from an estate valued at
$4,000. the report of the viewers
was held invalid by the county COM
missioners. who held their weekly
meeting Monday morning a new
board of viewers composed OF Ed
ward Pfener. Frank Christoph and
John Ray, ST.. was named 10 inves-
tigate the site OF the road.
Abraham Whitseu, Grove Mark
ham and Frank Christoph were APP
pointed 20 view the proposed Swain
road. north Of Woodland. The con-
tract for supply meat for the county
poor farm was awarded 20 Armour
and Co.. and the contract for fur
uishinE frankfurters was given 20
the Major Bros. Packing Co
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11

Corrected DSily b. tie Eastwood Flsn
Poultry and Sea FoOd MARKET
w. Washington AV.l
Strictly fresh caught dressed white flsh
20lac lbs trout 11i-e. pIekerei l6i1-
perch. 15iz-- fresh black bass. -.
round yell0wS. -5r. lalbur who.-
9fiAc. halibut frozen l15ze. extra cuts
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
NEW YORK STOCKS.

NEW YORK, Dec. Il. - Closing
prices on the stock exchange today
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
WILL SPEAK TONIGHT
Columbus Week is Being Celebrated
at NOtTc Dame.

This is Columbus week at the
university of Notre Dame. The Hon.
Joseph Scott of Los Angeles. one of
the most brilliant of American ora
tors. Will address the university to-
night as a curtain raiser. Mr.. Scott
is the national lecturer of the
Knights of Columbus.
on Tuesday, James Flaherty, SUI
preme knight Will deliver an adj
dress, and on Saturday morning the
Hon. Edward j. McDermott, lieu
tenant governor OF Kentucky, viii
pay his respects 10 the daring navi-
gator. Ben b. Lindsey OF Denver.
Colo Will not DE able TO come 20
the university during this week TO
participate i'm the Columbus activ-
tiles. He will address the students
Tuesday Of next week.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
OUTDOOR JOBS BEGGING
Employment Bureau i Unable 10
Supply the Demand.

The call for the open seems to
have lost its appeal according TO
the reports at the free employing Mt
bureau. There is a great demand for
men who are willing to work out
of-doors. but few calls for indoor
work
Last week number of open air
jobs were left vacant Men are
wanted for street labor at % cents
an hour.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
ENTERS PLEA OF GUILT
Charles Steward Gets Four Months
Sentence For Assault

Changing his plea of not guilty TO
the charges of the assault and bat
terry with intent to kin upon Jacob
Kuntz. TO guilty. Charles Steward.
colored threw himself upon the
mercy of the city court. He was
sentenced 90 four months i'm the In
diana state penal farm.
Steward explained that he thought
at the time that Kuntz was guilty
of attempting 10 break into his
home and that Kuntz's actions
strengthened this belief We frank
iy told the court that he had at
tackled him and beat him. He
maintained that he was not sure
that he had been mistaken and ex-
planned that he was very sorry that
the incident had ever occurred.
South Bend news-times. (South Bend, Ind.) 1913-1938, 1916-12-11
Mrs. ANNN sOPCZYNSKL

AIRS Anna sopczyusH. So -ears
old, died Saturday afternoon 40 1880
o'clock at the home of Mrs. Anna
Lasecd 1919 Liston ST., followins
am illness Of several weeks with
complication Of diseases. she is
survived by four children. Frank.
AIRS Julia PeudeI. Mrs. Eleonor
Wroblewski and Leo. an living in
South Bend.
The funeral viii be held Tuesday
morning at $3.50 o'clock az the ST.
Stauislaus' church Burial viii be
IN Cedav Grove cemetery.