The Detroit times., 1916-07-12
SALES CONGRESS IS SURE.
TO RESULT IN STRENUOUS.
TIMES FOR PURCHASERS.
DRIVER CAN
ONLY CONTROL
Real Call of Modern Business
Is For Leaders, Says
Harry Upper
BY HARRY Upper.

Leadership is the true progressive
word expressing development in
every condition OF use by which It's
meaning has been amplified. The
driver may control, he cannot lead;
and no matter II In some depart
ment of material things his driving
Is apparently successful, the value
of driving is strictly limited
Our vision OF matters is common
ly so limited and our analysis OF
matters so superficial that we are
frequently blinded to the weakness
and failure of an operation by Its
temporary and external appearance
Of success The value OF leadership
to be considered In it's true proper
lions must be looked at, not from
the temporary examination OF six
months sales sheet, nor even from
the melon cutting OF an extra
dividend: Il must be considered In
connection with its permanent eff
fects upon the organization, not only
as to what they do deliver, but as
to what they could deliver and do
not
More and more as the industrial
| operations become sub-divfded, ana
as their detail becomes more monot-
onous. II is necessary that the in
SEPARATIONS should be furnished from
| the humanizing effect OF the leader
ship which develops while 1t In
structs; which encourages initiative
while discouraging speculation;
! which provides an outlet for the ex-
preston OF individuality, at the same
time giving that individuality Its
proper place in the concerted action.
No such conditions can emanate
from the system which is designated
as driving" because OF the fact
that nothing is valuable until human
labor has been expended upon IT
and because Of the fact that the hui
man being is endowed not only with
operating capacity but with imag,na-
ton. with feeling and with ideals.
Ideas which are valuable to indus
try, improvements which are neces-
sary to Il, changes which must be
made in II. are not exclusively orig
mated or developed by the execu'
tive; rather the man Of administra-
tive ability Is the man who Is cap
able OF seizing upon and establish
ing in their proper places these I'M
provements which are originated by
others. The driving method OF man.
agement loses not only the Ideas
which develop from underneath In
this system, which Is a system OF
repression, but also takes away the
incentive and reduces the capacity
for such ideas and improvements.
There can be no question as TO
driving VS.. leading. The only ques-
| ton there can be Is as to the wis
dom OF the men whose duty II is 10
lead and as 10 the possibility OF
those men in their capacity with
their responsibility as administra-
tive oficers OF business, so thor
oughly grasping the necessities oil
| the individual In connection with the
| cooperative limitations OF the or
ganization, that they will be able 10
actually lead their men, TO the emo
that the inevitable comparisons
which are always being made be
tween the expressed policy and the
personal action Of the administrator.
between his theories and his prac-
tice, will only amplify in the minds
OF his employees the wisdom OF his
plans. the character of his opera
ton. and above all his sympathy and
understanding Of their difficulties,
their responsibilities and their value
! 10 the organization.