davidaulloa/AmericanStories huggingface dataset:
The evening world., 1917-05-15
Successful ~Salesmanship
Finding Talking Points.
Bv II. j. Barrett

a few weeks getting solid in my tera
ritory and then began to devote SONS
thought to ways and means Of gettins
a drop On our compernors.
II found that one great trouble in
the business was breakage during
shipment. Even though the trans
p~ortation company could be held re-
sponslble, often a builder was put to
great expense because OF tho delay
in securing new lights Of glass. One
day I fell into conversation with
friend of mine. an efficiency expert
| remarked upon this difficulty. He
told me OF a new method Of bracinK
packing cases upon the principle of
the trusses on n bridge by means OF
which greater safety was assured. I
took 1t up with our shipping depart
ment; the change was effected, with
a consequent reduction in breakage.
Here was one talking point. Our
entire sales force was soon applying
1t successfully.
"'Good!' was the sales managers
verdict. Think up another one
IL reflected that having taken IN
the factor OF safety. n price and
quality being excluded. nothing vas
left but hat OF speed. We dug into
the office routine thoroughly, with
the result that by using the phone
more and messengers less, we cut the
average timo OF filling an order So
per cent.
I'VE played this up in a big broad
side, giving exact figures from tests
conducted at random, and CIRCULAR
lied the trade. In talking to Gus
toners and prospects. our statesmen
took pains to explain the matter In
detail. It made a deep dent. We be-
gan to become known as the house
which ensured speed and safety.
very good remarked the boss;
keep II up
ut wasn't long before II was borne
In upon me that there was something
radically wrong with our credit de-
partment. II was administered az a
side issue by an old bookkeeper. and
his test OF a credit policy was tho.
percentage OF losses avoided. Hum
dreds OF very good risks were turned
down as q consequence OF this old
fashioned attitude. l induced the
management TO hire an able young
credit man, shp had the modern idea
OF creating rather than stultifying
business. This added many new
names 20 our books. The new man
earned his salary ten times over. our
new credit policy began 10 be noised
about. II constituted another talking
point.
1.-TWO years after / Joined the or
ganization, our sales manager left TO
accept another offer. I was rendered
the position and have held II ever
since. There are exclusive talking
points for every product. Find 'em;
that's my idea. II you can't find 'em.
make 'em."
The evening world., 1917-05-15
The Jarr Family

But just then. as though to confirm
:, Jarr's remark. they heard the
voices OF the R!JdS ,s-who had
dwelt in neutrality at least-resound
In the al. .haft.
Life with you Is upbearable, won't
stand ~" they heard Mrs. Blodgett
shrill,
"You leave me alone or I'll hand
You onei" they heard the sullen Rc-
cont OF Mr.. Blodgett respond.
Evidently the HanEinsons on the
floor above had caught the battle
cries. for Mrs. Hapkiuson was heard
TO say, IL any man talked like that
TO NC Ia show hlm!'
"SeiNe her jolly well right II he did
hand her e." M. HankinsOn was
heard 70 opino. THAT woman is Il
holy terrorl"
I'D like to see YOU try anything OF
the sort with mel Mrs. Hankinsor
was quick 10 r%etort, forgetting or not
caring that all the house could hear
wives won't stand the abuse they
used 10 put up with" Mrs. Dusen.
berry, listening at the second floor
was heard to say, The war ha,
shown that oma can take her part
Especially will they no longer stanc
abuse from men fuddled with liquorl'
As Air. pusenberry was somewhat
Of a fuddler ne took the remark a.
personal.
IL some daWss wasn't always pan
The evening world., 1917-05-15

typewrltinK, dressmaking and cos
tune s~ketching. %elocution, English,
Spanish and French; household man
agement, cooking and embroidery;
memory training and hrst aid.
"For the younger girls there are
social. gymnasium and outing clubs.
III you are a Harlemite. or even a
near Harlemite, Or II you know a
lonely girl In Harlem, this branch
will mean something to you. Before
long there will be a new building on
the lot owned by the association on
the corner of One Hundred and Tween
ty-fourth Street and Lonox Avenue.
That will mean just 30 much more
OF an opportunity for 1900 members
to make you happier"
Why need any Harlem girl be lone
some2 In another article / well tell
OF other places where loneliness Is
banished.
The evening world., 1917-05-15
Cop,nsat. 1917. by The rrc~ rnl'i'sha ".
rrhe New York Eyening World.D

rrhe New York Eyenlng woridl
.1r HIS world war. this hatred
that strife has 6ngendered
across the seas, seems TO
have its reflex action upon the emo
lions OF US ALL" remarked MI Jarr
en-. other evening. Everybody seems
touchy and b~ellioose''
Mrs. Jarr looked Up from her maya
zine. she had just caught the last
word OF Nj. Jars speech AMI She
vas about 20 say reprovingiy that
abe didn't like such words used where
tho children might hear them, when
Mr. Jurr went on
.,yes." he said. Everybody seems
IN haye A chip on the shoulder. A.
the rush hour men fight and women
sna,l. where they used 10 exercise the
amos, courtesy and %torbearance.
I'm tho bar"-Mr Jar almost said
bar rooms. but caught himself in time
TN the barber 81 the patrons
scrap us TO whose tur' Is next, and
the tonsorlal artists are more blood
thirsty than ever, They don't eat
onions like they used TO, but that IN
because onions now rank as jewelry
or ranker. While on the street, II you
tostle anybody YOU have 10 scrap, and
the women flare up NJ Tho least word
eryboC. seems bolligerent ana
eager ;or the fray"
what nonsense" said Mrs.. JSrr.
The evening world., 1917-05-15
By Roy l.. MEG ardell

ming good husbands they wouldn't
drive 'em TO drink" Mr.. D%usehberry
averred loudly.
Don't you dare, don't you dare TO
allude to me that way!" cried Mrs.
Dusenberry.
III that man Dusenberry beats that
poor woman again III phone for the
police!" Mrs. Wilkins on the top floor
cried loudly.
Evidently hat architectural mega
phone, the aIrshaft, was delivering the
war news from e fronts.
You attend 10 your " affairs"
the voice OF Mr.. wilkins was heard
to say. ID your own lighting in your
own nome-as heretofore!"
A shrek rang out from the first
battlefield. You brute, you showed
mel" Mrs. Blodgett was heard 10
%stridently declare.
Evidently this skirnlish had brought
on hostilities ON all sides, for Mrs.
Hankiuson ran to the back window
whore the guardians OF tho peace
could not possibly hear her, and be-
gan TO shrek police! Murder! tIelp!'
Yes, | will hold you! You tried TO
scratch mel MIR, Wilkins was heard
to eXclaim.
Lady bug!" gasped Mr., Jarr ex-
citedly. gimme my hat and coat.
Let me withdraw to neutral soil OF
III be embroiled!"
And before Mrs. Jarr could stop
him, he had fled to the peaceful pre-
| cincts OF Gus's place on the corner.
only TO be called upon TO help Gus
hold Tony, the iceman, and Bepler, the
butcher, who had started 10 fight in
sympathy with Rafferty,. the builder,
who had just assaulted Schmidt, the
Lelioatessen dealer.
The evening world., 1917-05-15
Letters From the People

New York 10 Connecticut. Please
advise me II 1t would be necessary
10 get my first papers In that state
again, or can the original papers OF
New York be transferred to that
State, as | am anxious to get my
tinal papers in a few months.
+. N +.
DOrOaEhi A Ii Correct.
10 he Editor q The Etshing World;
Kindly let me know the answer to
this question: In Brooklyn a borough
or rs u "A city, A claims Brooklyn Is
q part OF New York city and there
fore cannot be q city by ltself. Il
claims the opposita. READER
The evening world., 1917-05-15

Spouse indicates that no girl need DC
lonesome.
For example. sara G. Wells. Gen
erul Secretary OF the Central Branch
OF the Young Women's Christian As
ISOLATION. says;
"We have clubs at Central Branch,
Y. w. &. A. for girls. -four different
evenings a week. They meet for DO
clals, dramatics, Red Cross work and
many other activities. These girls
often entertain their boy friends,
Sometimes they meet for choral work,
The evening world., 1917-05-15

esting girls. girls
who just don't
know where 10
80 to get ac-
q with
young people. So
| have sent a call
to the Young
Women's Chris
tian Associations
and other repu-
table %organiEa-
lions, and tho re-
The evening world., 1917-05-15
s'Jsff' IL Correct.
TOR VI The ETsnlng World

"JotI" u torfects
10 the Editor VI The ETening Void
Kindly inform me the proper pro-
nunclation OF Marshal Joffre's name.
Is - pronounced as IL IL Apelt, or
Is the RE silent? Sounding Ike Jon.
7 have heard 30 many discussions on
the subject thought would ask
your opinion. NJ r. $.
Voc Must 1--we one Year In Conneeti-
cns, Present Papers VIII De valid.
10 the Editor " Tho Er@4ns weTldi
have had my nrst papers one year
and fye months. NOW, 70 better my
nalf ana family, ! mean move from
The evening world., 1917-05-15
BY Sophie Irene Loeb

cOOSnEht. 1917. By Tia PrN PubltshAnE %.
The New York Evening word.)
A ND letters keep coming
. about "tho gin who Is lone
some"-attractive girls, inter-
The evening world., 1917-05-15

When a woman does anything she shouldn't she
thinks of her virtues, and decides that she was driven
TO it by a noble, unselhsh motive; when a man does any
thing he shouldn't he thinks OF his wife's faults, and de-
cldes that he was driven to 1t by suffering.
Marriage: Putting your heart In pawn and tearing
up the ticket
When a girl insists on asking WHY do you love
mego IL is awfully hard for a man to say "oh, just be-
cause It's spring, and there's a full moon, and I've moth
The evening world., 1917-05-15
To- Days Anniversary

~ this date In 1878 tho Rev. Al
~ Ian Butler died. He spent thlr-
~ years in writing "The lives
OF the Saints" a scholarly work that
is considered to be by far the most
excellent OF its kind in the English
language. II WA first printed In 1TEG.
The evening world., 1917-05-15
Bachelor Girl Reflections
Rv HaloD Rowland
BY Helen Rowland

Clyrsht, 1917 BY the prp~ PaDhHHs Co tine New YORK nSaS wnm aiu After
- EFORE marriage a woman says sweety i huerslah S'u'
= marriage she says cody Il see through you!"
The evening world., 1917-05-15
Fifty Failures
Who Came Back
ospshsh. 1917. By IN. Pres PusuMius o. cns New Yok r.hus wosn.
se-SIR WALTER SCOTT, the Bankrupt Who Made @
BY Albert Payson Terhune

ospdaA. 1911. b. The Pres PuSuAAs o. ns New YoA reats wob1.
NO. 2e-2IR WALTER SCOTT, the Bankrupt Who Made Good.
NYW LAME scochman who had won fame a a poet and lawyer and
historian decided he could also make a success a 8 a business
man. So he became a partner in two nOurishing firms Of pub
He was Sir Walter Scott, an immortal literary genius but denssly
ignorant Of finance. Whether or not the two publishing firms took adj
But in 1926 the firms failed. They were showed under BY enormous
liabilities and they had no assets worth mentioning Scott found him
self involved in al Indebtedness of nearly s75ooOO-mOre money hsa
he o r any other author had ever seen at one time.
He was ffy-hve years old. partly crippled, and in bad health II
was proved that he was not morally responsible for the publishers
doubtful course Of action and half the world showered pity on him.
while the other half cynIcally wondered how much money he had secretly
made out Of the bankruptcy
o:l:"' mesa .:s , md n 4 A q S.; r.: q !, r ,asSss 90 ,S s:sSssSsa.
@~~~~~~~~~S mis- age, and in MS bad physical condition. n o one I'll
psCtsd Scot to get o his feet again - 90, hin, N
Easy. But Scott wanted none of their pity. And ne refuse to sccsS
going to pay off every penny Of his debt. The only thing. he ssid' tf
4 creditors uSdittTa Is mucS as POSSIBLE against this form of loss. he had his Ts
II: arsar 1a t ssn.. ifT for s slIo tSs largest 'o" nos premium ne '3Uo !"
Then he set to work o the seemingly impossible task of wipng out the
treasured for years Long before this time the reading public oil over
the ciyiiseS globe had been onthrI He'd by D a series Iss. n brooks X snS SCa,1 q " y.
and they were written with a magic charmt that made them the most pOpu-
=" Nc n knew who their inspired authOrc could be- for they were written
Of 1y%Go the Ss'' More s't than SoriSSisr boldly .oEnowisdssd their
S y r . .asl..ms q en- p S "a sfoasd. H'0 N''' ms secret "a ''DsA" ''''0'N
Scott now publicly admitted that he wa tn. create, Of the wsy.rI:y
~ an unprecedented demand for them He went on writing nw novel, 70,
$4,000 EaSsES; y yer%: III Si' soISti an ,s s.0ycI0D TSsR&n !,
ProdIOi.' poured from hi. trle's pen 1850 -
Of Work o,. "a n ,eHs IS ne H ~r toncd a q te~ Writer'S ~r SS," have ~s
toneG ed few men have To n PLUCK "a toll. 6 dGo dsss
would write all night long , a.
which he could get any srt Of a price. He Lived a might a tendoi'r-a-
week Sls r .a ss who Soo Ss' Of sai n, s.e e6Sn he ss' SS s SO co. accounts a gs'T With IN he |:
creditors and had made enough money besides to keep him in comfort
'D' The fearful strain of endles. brain work eat after year would ha.
A voyage 70 Italy failed to restore his shattered health And he returned
to his beloved Scotland TO die.
The evening world., 1917-05-15

made out of the bankruptcy. 3
In Guy case, he was a failure 4
ness and In health and in financil
cash failure In his partners OF $4,000
his age, and In his bad physical conc
Deming graphic. (Deming, N.M.) 1903-1948, 1917-10-12

The Buro Grande Copper Company has three
mineralized claims in the Buno Mountain
mining district of New Mexico and is now an
active producer and shipper Of high grade cop
per and silver ore. The limited operations at
this mine are now being made at profit and
the stock is being sold to obtain enough money
to carry out the recommendations Of its engi-
neer for thoroug ii exploration Of the property
with view to erecting mill.
The Bumo Grande Copper Company is under
the direction Of Mr.. Theo. W. Carter, New
Mexico's most eminent mining engineer, and
the company is Offered by some Of the most
prominent men in New Mexico. The officers
and directors follow:
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05
LIES w HES

Every time Alec Smart removes II
leaf from the calendar he says. well
guess It'll take S month off,"
il lis said to be q fact that every
empty whisky bottle that is found.
stiI has the cork fu IT, What is vour
explauaton2
Three hundred and ninety species
of lizards are recorded i'm Australia.
according Is travel magazine Our
idea of no good scenery 10 look at its
lizards
Ever since we read his name in
print we have been wondering what
effect it would have on q lot of peo-
pie TO have the Michigan man named
Rouse NIT en-
DasIoz Particie0sspaup opoulos fell
on q street ear in New York the other
day, bur the accident lett his name
intact
Designed for bakers a. new electri-
cal machine VIII scour 1000 pans an
hour. and grease them for use again.
The machine ought to also prove q
boon To- married men who are obliged
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05

Pr #z1E rs Nervousness
Please tell me what TO do for an acid
stomach. writes AZ least one casual
reader every Gay AS though that
were condition or symptom for
which treatment should be rortacom-
ing wltaouf any further knowledge of
the case
And the number of o0rre-p 0ndents
who assure us tHeE are nervous OF
have NERVES IS legion.
What is nervousness What does
one mean BY complaining 81 nervous
lToubiaE What does q doctor mean
when he assures 81 patient the trouble
Is purely nervousness
The doctor doesn't know what be
means. Ia practice we ind this term
nervousness exceedingly handy when
We are at q loss to account Tor The
patients condition. on when we are
unable 10 reach definite diagnosis
And as rule folks like the stigma.
They like ID especially when il is en-
beIEsbed with q less vulgar name.
such as neurastheufa, psychatuenia or
nerve strain
Calling a disturbance Of health ~uer-
vous trouble" is just as Inane and
foolish as calling digestive difficulty
stomach trouble or a backache stom-
functions Of physician is to determ-
inc as nearly as possible What IS ac-
tually wrong with his patient. TO stop
with nervousness is scarcely To be-
gin a all.
Nervousness occurs, of course 1t
Is remarkably frequent complaint. II
is almost as common as the so-called
nerve tonic which sometimes cas-
tigates- often habiUuates. occasionally
narcotics. but never tones the nervous
system People who swallow stuff al
legged Up be tonic to the nerves or the
brain are as likely 80 benefit from the
pastime as are those creduI0us folk
vino rub in all sorts of junk in the fat
uous hope Of feeding the face or some
other portion of the body
Remedies. both medicinal and non
medicinal. eEerting more or less def
mite effects upon nerves, spinal cord or
brain ceutars unquestionably exist.
There are stimUIauts and sedatives
which acr n0IiCeably upon the nervous
system Ii there is q nerve tonic, we
have never been able to discover it.
0bsessjous and phobias are also very
common. and it is a ways difficult 10
satisfy the victim OF these delusions
that t4e particular organ or organs
upon y hIch his iutrospectiou is fixed
are not diseased In the army can
comments at the present time many
Young sufferer from such nervous
trouble" is having the idea regulated
out Of him. Discipline and HYGIENE
open arr life are wonderful medicines
for nervous people When Self-controI
is faulty. rigid discipline can accom-
piisn lot Ia this fact lies the sec.
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05

il that dealers comply WITH the order
and the dealers themselves will be
called upon TO Gle sworn cost sheets
showing the facts upon which they
have based their prices
The margin Of profit FOR 1915 ~ili
run fairly steady among the dealers Of
one community but II ~llI vary among
the dealers Of different communItIes-
A local committee would find Itself
overwhelmed in trying To deaf with ali
the possible varieties Of trouble which
might result from "a attempt TO en-
force this ruling Of ar. Garfield in
time - afford relief 30 the buying pub
lie before the winter is over.
The principal objection 80 the pro-
posed plan. bowever.e IS that il viii
likely cause the small consumer, who
must buy his coal In small quantities
and from the less important dealers, to
pay more for 1T per ton than the large
consumer. This is the penalty the
small consumer has to pay ia nearly
everything but il was hoped that the
federal fuel administration would ind
a way to solve the problem of coal cost
without making the poor man the
goat
The cost Of coal at the mine and the
1obbers profit having been fixed. il is
highly important that the retail prices
for each community should be estab-
lished without further delay. Further
more, they should be publicly an
uouuced by the dealers themselves.
with the approval Of the fuel admin
istratfon SO that any dealer who
shows q desire to take undue profits
may be curbed
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05
The Day i'm Davenport

was taken to his home, 514 Spring
street. in the city ambulance. Dr. (.
$. Bowman was called.
After Bone Dry Yiolat0rs.-For sell
ing liquor in violation OF the iowa bone
dry law. County Attorney Weir issued
search warrants against establish
meuls alleged 20 have been in opera
ton in ShautvviiIe. along the river
front Of the west side Those against
whom search warrants were issued
were Frank Martins, William Egg
gers. sam CuIbert Of LeClaIre, Henry
Snyder. Charles Palmer and Red"
Haas.
Eight More Certified. Eight county
men have been held for service by she
district board. according to word re-
cetved here. Those who have been Sc
lected for military service are as fol-
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05
OLE SAT- RESnrRlEs

salt resources in one form or another
are Michigan, New York Ohio Utah
and West Virginia, the first named
claiming that jt has enough salt to
supply the whole world several hun
dred years. But most salt ia its nat
uraI state is impure and some brines
contain barium chloride, which makes
1T poisonous. The bureau of chemistry
at Washington. after careful research,
found that such salt can be deprived
OF lis poisonous properties By adding a
solution OF suiphate of soda. and SO
large salt supplies OF this character
which have mad a limited use are now
made available for general commercial
purposes.
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05
GarneId's Fuel Order.

Fuel Administrator GarfeId's order
limiting the retailers gross margin
Of profit to his average gross margin
for 1915, plus SO per cent 10 cover in
creased cost of doing business, is at
least a step I'M the right direction
Whether it will afford the relief de-
sired and expected by the public is get
TO be determined.
The main difficulty VIII. of course. be
I'm fixing the 1915 margin One dealer
might say his margin of profit two
years ago was I5 per cent. another 20
per cent. and SO on
Ii is announced that local commit
tees appointed by the federal fuel ad-
rainistration in each state will see to
Rock Island Argus. (Rock Island, Ill.) 1893-1920, 1917-10-05

CHORDS AND
ID I s G o r. ID S
q
WIN u That OLD LAY Z

A Chicago gentleman Of wealth ana
position was walking upon one or the
uLtra-fasbf0na0le thorough faress arznin
arm with ain old man VINO wore clothes
that can only be purchased al coun-
try store He was one OF those KIND
faced and vigorous Old men, ana the
atmosphere around him suggested the
scent of clover fields. In the vulgar
DarGance he was Jay An acqualnt-
ance Of the Chicago man seeing aim
in company with this suburban Ino5-
vidual. b facetiOus manner asked.
Who is that old jay2' The following
5s the answer he received
Who is that old jay Well
IT won't take very long TO tell
Did 7 get him out of a grabbagt no:
made mis- acquaintance years ago
IT, was over there In the Buckeye state
That he and became intimate
BY jovet It's thirty-fTe years today
Since I was introduced TO that old Jay
Yes his whiskeTs are cut little queer,
His clothes look rather awkward here
There SIS "a contrast between his and
mine.
Wen. STYLE never was much in his liues
Set. somehow. / 10 kind - fond Of him.
Though ( know hes farmer. while
I'm I'm the swim.
n7 showing him all the sights today
And having fun with shat old jay.
The first Z remember of him. way back.
He whitfield for me p Jumping jack
Z thought 80 the funniest kind of thing
It was ecstasy to pull the string
And then we'd sit by the big wood ire
And he told me of David and Goitah,
q rr-=. b