The Detroit times., 1916-07-11

viewpoint ~ the success OF CONNER
cial corporations.
The quotation which I shall read
now Is entitled ."Business Wants TO
Do Right" by Hon. Edward y. Hur-
ley. whom many OF you doubtless
know. OF the Federal Trade commits
sion:
Today business Is anxious 20 do
and lately the business man has been
coming down to Washington with the
specific cases asking light. Leaving
out OF consideration the banking.
tons and referring only 10 those
that have TO do with trade and in
dustry. we md that there are about
$50, 900 business corporations in the
country. The astonishing thing is
that over 100000 OF ,hese report no
net income whatever. In addition.
90. 900 make less than $4,000 year.
Only The $4,000 repainingooothe more
and more. Does this not demon
strate the need Of a most thorough
study OF our industries as basis
for remedying these conditions Does
better accounting methods and busi-
ness practices"
what Is ethics7
II IL the science OF right conduct
toward others
We have stated that saIesmanship
as a universal principle is persua-
sion.
Man persuades through his ex-
preston or himself.
Man expresses himself In two
ways.
md R wsEs:.
The impelling force back Of both
The unethical thought. the wrong
thought. finds its outward expression
IN the unethical Sdeed and the un-
ethical word.
Uasthicai deeds and unethicai words
DO not permanently persuade people
TO purchase product AZ a proht.
The only Kind OF saTesIfanshfp
sslesmanship-the salesmanship that
builds business.
The house in any line. commercial
religious, professional. Is known ny
the customers or patrons ~ keeps.
not by those that " gets
II IL the rspeaters that count.
Violation Of moral or ethical laws
Is the cause ot millions % failures.
The psychology Of commerce re-
veals the why Of this.
II IL ~ fact In nature and not a
theory OF any individual that conn.
dence In the basis Of permanent and
profitable RELATIONSHIPS
This IL true ~ all or life's relation
ships. including the commercial.
Confidence In to the building Of a
busin.ss in any lin. what the founda :
ton Of the physical building In 10
And right service involves ethics
dn "a Of goods and deliver the right
quality Of them. but unless his mode
OF conduct toward his customers Is
right in every particular, he will not
sT' k.. aem rbeip er rnaSence satisfaction
The same IL true of the services Of
the employe In his dealing with his
employer,
and do IL all we'll. but unless the
spirit in which he does II In right
and his conduct IL ethical in every
particular. he will not keep the
permanent Satisfaction and conn
selling hts services.
The oid-fashioned idea that enJci-
ency IL made up Of knowledge plus
knowledse is exploded. and We hope
for all time.
The school room or the employer
may train the head OF the individual
to know. and may train the hand 20
DO. but unless the heart 10 trained
10 be. the finished product may be
but the gifted criminal. and he cnn-
not command confidence or sstisfac-
ton.
He Is building his home Of life
upon the sand. and IL 10 bound 10
fall, and falling. crush him.
duet Ethes tS. 'G DOWN q, % hight
goods is the most potent ingredient
In persuasion, not only In the imme-
diate selling OF goods but In the
nent and profitable patrons
In the words OF the late great
Marshall Field. "a man that lies to
sell goods II fool"
~ s equally true that the man
who does ANYTHING else unethical 70
sell goods IN foolish.
Slowly but surely man is learning
The basic Law Of lie, namely. that to
get BE- must give IN. great siver
spirit. His slft will then be great
In quality, quantity and mode
And that which he gets viii then
be great, namely love OF fellow msn.
approval Of conscience and material
reward
There are many encouraging signs
OF the times The altrulstic spirit,
the brotherhood ~ man idea, IL de-
ve,oping m more and more -,
men and all women everywhere shall
see with clesrness that the greatest
business advice ever given was In
Guided In the Sermon OF Sermons.
when the Master said.
t"All things therefore whatsoever
ye would that men should DO unto
you. even 80 do ye also unto them:
for this II the law and the prophets"
Little Fred-I've been awful sick.
Little Harry-what was the mat
ter?
Little Fred had brain fever
right in my head. too-the worst
place any one could have IL.
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