The Telegraph-courier. [volume] (Kenosha, Wis.) 1888-1946, 1917-04-05
Big CROWD HEARS ADDRESS.
Big Chiefs of Milwaukee and Racine
Clubs Guests of Honor - Latter
Tells Of Plans for Entertaining
Kenosha Braves Soon.


lay our bricks on the surface of the
ground, if we look for stability and
permanence. In the former case we
have the foundation Of confidence
which extends down to the bed rock
Of satisfaction, and the whole rests
upon the mother earth of service.
Service is to our reward as is fire to
heat. Much fire, much heat; much SER
vice, much reward. The science of
business building teaches us what the
elements of service are and shows us
what we must do to cultivate and de-
velop it..
Thus Victor G. Lewis, author, trav-
eler and philosopher, division superin-
tendent Of the Sheldon School of
Craftsmanship and pioneer member of
the Milwaukee Kiwanis Club, began
his address on oman Measurement
and Personality in Business before
the regular meeting Of the Kenosha
Kiwanis Club in the Kiwanis room of
the Hotel Kenosha, Tuesday noon. The
dining room was crowded with local
business and professional men. Mr..
Lewis spoke for half an hour and COM
manded the undivided attention of his
audience.
"There is natural law in sales
manship," the speaker continued,
"just as universal and just as invari-
able as the natural law Of gravitation.
The recognition and observance of this
law is the road map to the desired
destination, Without this road map
final arrival is a matter Of doubtful
result.
"Every man has more or less Of all
of the success qualities. Some of
these qualities may be latent or DOR
mant, but they exist in him, and only
require nourishment and use to become
potent factors in his material success.
Curiously, we know the weight of the
sun and the speed of the stars, yet
most of us do not know our own men
tai weight and speed, when there is a
formulate which gives us this with ex-
actness.
Consciously or unconsciously, ev-
cry employer is a teacher, because he
realizes that the success of any bust
ness house is the sum of the successes
of the various individuals engaged in
its service. In other words, if every
one, from the president to the porter,
is properly trained and making good
in a thoroughly efficient manner, the
institution as whole cannot fail to
make good.
"Man is divided into two parts
his body and his mind The mind is
again apportioned into the areas of
knowing, feeling and willing. The
knowing part has three functions
thinking, remembering and imagining.
The human brain cannot do more than
these things, and the better it does
them the better the man that has it.
These elements can be developed as the
muscles of the body are developed by
an athlete.
"There are four kinds of men in
the world-the man who steals, the
man who begs, the man who lives on
pension and the man who earns his
money. Every man is a salesman, re-
CARELESS of what may be his vocation.
The three fundamentals of salesman
ship are services, ideas and merchan-
disc. The exchange of these commodi-
ties depends on skillful and honest
craftsmanship; on the ability and art
of the salesman. The word salesman
ship is made of three distinct subdi-
visions sales, man. and ship.
Bear in mind that the very heart of
the word is man. If the man is not
right, craftsmanship cannot be right.
Just think of it, according to in
surance actuaries and Bradstreet and
Dunn, % per cent of men who engage
in business are failures. Out of 100
men who enter business So die prema-
turely, 81 live on charity, depend on
a weekly pay check, A become com
] fortably well fixed, and only one be-