Evening star. [volume] (Washington, D.C.) 1854-1972, 1918-12-29
BY JAMES II. MORROW.

the BUOuSS tHel sell tlgIl.
The "whole natter is Amer
ica's business future; otherwise, Amer
ica's bread and butter. Making
the goods includes, of course, mining,
numbering, smelling, transporting and
30 on, not emitting the money neces-
sary.
1t is tremendous operations;
grouping of colossal elements Smok-
ing cities, a glare at night, are in the
picture, as given form by the magma
ton. Moving freight trains are seen
in the plains and on the mountains
and steaming vessels on lakes and
rivers.
Here, in the making of goods, CAPT.
tai and labor toll together, which, by
itself, often requires a delicate adj
justment of human nature. And. so
the goods pile up, all difficulties mas
tered, in yards and warehouses, there
to remain unless sold to customers.
X *
"Unless' is the key word in the
foregoing sentence. 1t suggests &C
ton to be taken. Piled-up goods have
ruined many men and corporations.
Interest works without resting and,
after consuming the profits, begins
biting it's deadly way into the principal.
The second proposition. then sell
them" is. therefore, as essential as
the first one, which is to make them.'
Shaw-Arch Wilkinson-lecturer on
writer of books. editor and manu-
q facturer also economy expert in
n Washington during the war with the
Germans. found, away back in his
Il boyhood, that disposition, or distribu-
n ton, was as important as production.
" Wooden cases for card indexes.
II which he manufac tured at Jackson, in
q Michigan, were his speciality. He for
81 got all about selling them, however,
~ and his father paid his debts and
y# closed his little factory. Such was
s$ his first lesson in craftsmanship, or
& the want of it.
IA Moved to Muskegon, he started an
NJ other factory His partner made
@ Arch Wilkinson Shaw is one of the
@ greatest authorities on distribution
S& in the country. Selling, which once
@ meant a glib tongue, an unctuous
- manner and collection Of anecdotes,
M has become an art, and has teachers
m and literature.
HI The United States can produce the
III goods and can sell them-at home
E8 So far 1t has made no serious attempt
M to sell the goods to strangers. Sucf
III Wheat sold itself to hungry foreign
MI ers. So did meat. Cotton was Away:
@ indispensable to Great Britain ant
~ Germany, as was copper, to the latte
@ country.
s& Things We're sold abroad, however
EN oil. for example, and agricultural ma
Nj chinery. James A. Farrell is presi
NJ dent of the United States Steel Cor
ability as manager of export busi
NJ ness Walter c. Teagle. at the age o
E thirty-nine, is president of tn
M Standard Oil Company. His advance
he did in England, France. German:
vi and Rumanla! Charles M. Schwat
sS many persons say. is the most sue
cessful salesman in the. world. Il
@ went to London at the boom of tn
W first Prussian gun and returned wit
orders aggregating hundreds of mil
az lions of dollars.
Some. Of the largest of. America
companies did business in Europ
Nj previous to the year 1914. There wa
Nj considerable trading also with Sout
America. In the main. however
foreign markets were used only tenn
Nporarily and to them were usual
Esent stocks that oversupplled TN
IN home requirements.
SM Trade experts are now saying ina
Mthe prosperity of the United State
Wgwill be measured to a large degree !
: Mthe future by the volume of the busl
##neSS IL QOeS IN foreign ldHuS. nm +
Twill be made in quantities larger ina
Scan be consumed and, therefore, mus
Wbe sold in other countries.
* X
n Selling in other countries require
Craftsmanship and, if present theorie
are sound, on such salesmanship wi
Mepend steady employment for IN
mwage-earners of the nation. A me-
profession, then, must be developed
kNational minds will have to becon7
international. People Will have to I
Btudied, Languages will have to (
Wearned-Spanish, Portuguese an
Wrench, at all events, and, possipi
Dutchl and Russian.
Not, only, a profession. but man
bob. tit will be up to the man." say
William C.. Redfeld. Secretary
ommeEce., once a travelling salesma
himself. He began, he told the write
|n the paper trade, selling his produ
Ind then delivering 1T to his cu'
omers in a wheelbarrow.
@ Soon he was given route ana IRA a,
lied in the cars instead of on foot. m
Baper." he told a country merchant
New York. sis the best In the world an
g far superior to any that you nav