davidaulloa/AmericanStories huggingface dataset:
Evening star. [volume] (Washington, D.C.) 1854-1972, 1919-06-30
REV. DIR. JAMES l.. GORDON.

Resignation of Rev. DR.. James L.
Gordon, pastor of the First CongreEa-
tional Church. 10th and q streets.
one of the best known Clergymen i'll
Washington. to take effect October /,
was announced yesterday by him in d
letter TO members OF his congrega
ton. In the letter DR.. Gordon says:
1T is with sincere regret that l feel
compelled ty profound sense of
duty, after so brief Il term of SerV-
ice. to sever my connection. as min
lister and pastor. from a church and
congregation where all the relation
ships have been so happy, sympa-
thetic and beautiful"
The evening world., 1919-02-12

T Upon consulting the dictionary
find that inertia is described as
being that property OF matter
by virtue OF which it persists in its
state of uniform rest-urless some
force changes that state"
That's the best definition OF the
state OF "a buyers mind when first
approached by n salesman that l
have ever heard or read.
Right off the bat, nobody ever
wants to buy anything. They must
be persuaded and convinced OF the
value-to them-of the merchandise
being offered. Herein lies the art OF
tho salesman. When you approach a
prospect, his mind is in state OF
inertia-a state OF uniform rest-as
regards the proposition you are pre-
senting. The force of your sales ar
gument and logic and suggestion
must be exertcd to change that state.
In this old world of ours, we must
take human nature as 1t is-not as II
might be or as it should be. So II -
necessary to state what may be an
unpleasant fact. Human beings are
essentially selfish. No use beating
around the bush about it. IT'S true.
your prospect is interested mainly in
himself. Nature made him that way
The evening world., 1919-02-12
Letters From the PeonIe

Oners solution of MIX Troubles.
10 De Editor Of The Ercnlng World:
The discussion about the price Of
milk between the producer and the
distributor during the past month,
aaid the figures quoted showing It
costs about as much TO distribute
milk as II does to produce IL, causes
Que 10 wonder IL some more economi-
cal method OF distribution than the
present cannot be devised. Obviously
the high cost OF distributing is prln-
cipahy due TO the following causes, If
pubiished accounts of the situation
are correct:
First-The inefficient manner Of
delivering the product. due TO the
fact that q number OF different dis
tributers cover the same routes, with
resultant scattered stops, which is an
instance whore COmpetitlon raises the
cost and consequently the price. in
stead OF reducing Il.
Second-The loss through bottle
breakage.
Third-The loss by reason of un-
coilectible bills.
Fourth (a~minor reason. and there
are other reasons)---The money paid
20 t1n!;STs and others to influence
tho sale Of O particular companys
milk In a particular building or sec
- -call u graft OF what you Will.
- roiowing plan, which is sug-
The evening world., 1919-02-12

Eested as basis for discussion. does
not pretend to work out the details
OF the problem, but only 10 suFFcs,
IN a general way what seems 10 he
a better method than the one now
employed: "'"
The idea is to have the distribution
OF mix In large cities like New York
controlled (not owned) by the muN
hlcipality, the city to be divided into
zones arranged so as TO make for
the most efficient receiving and dis.
ulbutlng and the business in each
zone 10 be controlled by one, dis
tributer.
The sale OF milk would be nade
only on cash basis to consumers
so eliminating bad debts, excent
where for convenience sake customer
ueslr"s an account, paying a deposit.
plan similar TO this is found prac-
teal In the case OF gas and electric
light companies throughout the coun-
Try, (Quarter meters. meter de.
posits, &c.)
Customers would he restrained from
using milk bottles for other than the
purpose Intended by the distribute,
and be penalized for breakage by a
charge representing actual cost for
bottles not returned.
MIX distributed In bulk for sale
loose by the local grocer would be
embraced by the same plan. and per-
haps butter and milk products
might be considered In the scheme.
J. r. b.
The evening world., 1919-02-12
in the World.

EVERYTHING has its place in this
r. world. Nothing is lost. Don't
look upon the old maid as
problem, n waster OF time, an un-
needed article. She plays a larger
role than you give her credit for. She
Is as important in the love world az
Dan Cupid himself. Much as she may
tilt her nose at matrimony and arc
her eyebrows with that perfectly cvi-
dent expression of I'm mighty glad
never married" she is loves greatest
stimulant. Babbling brooks and
golden sunsets never inspire a girl
to marry half as much as this lone,
lorn woman.
What girl can help thinking. "Shall
ever come TO this? Shall wander
about aimlessly without an anchor or
purpose il / continually spurn we'd
lock?" And II she is inclined to keep
poor little Johnny Doe tarrying for
her answer what world-wise mother
will not whisper, VERY well. do you
wish TO be left alone in the world like
poor Aunt Emma?"
Aunt Emma! Who wants TO be like
her? That one question is enough to
send any young girl trippng>down the
aisle to a wedding march. At the mere
mention of Aunt Emma's name a girl
can see her with her hair arranged
Just so, her figure pinched into neat.
tight-fitting clothes, and, above all,
that terribly worried look OF "the world
is not what II should be-" Cupi
may beckon and call in his softest
tones. but his charms are as naught
compared to Aunt Emma's dilemma.
A girl might resist loves persuasive
voice, but at the thought OF develop
ing into a pocket edition OF Aunt EN-
ma marriage looks like the most di-
vine thing on earth. The one grea:
ohancei
Nor does the spinster's stimulative
power over matrimony end with the
unwed, Many n married sister has
felt just a little dissatisfied with
loves marriage portion until her sim
gle sister came TO visit her. And then
poor John, instead OF being the target
OF criticism. becomes the idol OF her
heart. Maybe he does spill his shay
ing soap over the rugs and leave has
cigarette ashes anywhere and every
where but In the tray she gave him
for Christmas, but oh, what comfort
1t is 10 hear his key in the latch, his
whistle, his "Are you there. dear2"
Aunt Emma's days arc all alike.
The evening world., 1919-02-12

Well. you WOULD marry mel"
1T would have been different had
Clara Mudridge become Mrs. Jack
Silver thought" asked Mr.. Jarr. "And
Jack will know how TO manage Cora
Hickett."
We'll" said Mrs. Jarr. "since Cora
has been in Palm Beach Jack Silver
acts like a crazy man. Raves about
women being shallow and unfaithtul
and all that sort OF thing. But that
reminds me. do you think we could go
to Palm Beach, Cora writes that I'd
love II. IL you make that extra money
you are expecting 10 make. we could
take a trip there"
I'VE will MOTT" said Mr.. Jarr de-
clsively.
II don't see why" ventured Mrs.
Jarr. Cora is so anxious TO give
me- a nice time, any time I'm there
when she's there. II you can't go
Clara Mudridge- Smith says she'd love
TO run down there with me"
Look here" said Mr.. Jarr, III
YOU could see the way her husband,
my boss, glares at me, right after his
eyes rest on the picture Of his wife
on his desk. you would know I was in
| bad. He looks at me as though he
hated me enough to present me with
! . ready made pattern, plated silver
lov.ng-cup, And II you should 20 to
Palm Beach with her--good night for
met"
"Mr. Smith should be very nice 70
vou," remarked Mrs. Jarr. He met
his wife through you"
81 think that's what he's sore
about" was the reply, do you know
| believe he'd fire me, only he is SC
suspicious that he won't let me go
because he feels It's safer TO have hit
eye on me. Say. amt in n nice
mess? That old man believes I'm q
regular Don Juan. when I'm as inno-
cent as a lamb"
well, so much the better" sale
Mrs. Jarr complacently. IT'S all tn,
easier for Clara that he's jealous
And it doesn't matter who he'
jealous Of"
81 don't like H. that's all. And rv,
notion to tell him the TRUTH" salt
Mr.. Jarr.
III you do you will be discharged.
warned Mrs. Jarr He'll be so ma,
to hnd out he was wrong he'll dis
miss you. and he'll be so pleased L
know you're not the man he was jeal
, Gus of and afraid OF that hen b
SURE TO do It. You keen quiet an
, we may all get trip TO Palm Beach.
That's the place where the jelly
fishes choke the toads," said Mr.. Jarl
mix on II for mel"
The evening world., 1919-02-12
The Evening Worlds Authority Successful saesman,hp

He is not interested in the size OF
your FIRMS factory or in the state of
your personal finances. or in any
thing else except in knowing how
your goods will benefit HIM.
Follows, then, the cardinal principle
upon which depends all salesmanship.
You must present for n prospects
consideration goods which mt his
need.
The final test for all merchandise
the acid test which determines their
appeal to the buyers whether. or
not they fll a need. II your goods
NIL no actual need that you can dis
cover after a careful scrutiny and
analysis. you had best sell something
else.
II may be well, in this connection.
to add that in salesmanship, n need"
and a desire" are very closely re-
lated. l may need a shirt A Sc
shirt would servo my purpose. But
perhaps desire Sc one. II I can
AFFORD the Sc one, then my need and
my desire are, TO all intents and pur-
poses, one and the same thing.
If you can twist your selling talk
around to appeal to your prospects
desire for health or physical we'll
being, his desire to make or to save
money, or his, desire to secure ease
and bodily comfort for himself-tben
you have the proper angle OF ap-
proach.
study tho mental processes of your
customers. Find out what they arc
thinking about. How can you do
this? One good way is to make a
study OF yourself. You are not so
much different than other people.
Make your selling talk conform to
the points which would appeal to you,
since you are n fair sample of hu-
manity AT large. Get over on the
other side OF the fence. Ask your
self, What arguments would cause
ME- 10 buy these goods?"
The only way you can overcome
the Inertia Of "A prospects mind
toward your goods - 10 show him
where HE Will benefit. Merely telling
aim that your goods are the best on
the market Is not very potent SELL
ing argument Tint is only yaria-
ton OF a womdn's reason, "liecause."
Flck your goods TO pieces, Find out
WHY a prospect should purchase.
Then go and tell him.
The evening world., 1919-02-12
The Romance of WOrdS S
By James c. Young
uo,, rrorv han Ernressions Had Their origin

worked mutual havoc on the ship
ping OF both. Among the Saracens
OF that time amir was their term
for prince. The modern Turks and
Arabs have changed this to ernir.
But in the old times amlr-cl-Dahr
was the Saracens name for the
Commander OF a fleet-princo Of thu
sea.
Probably very few followers ~ the
race track ever have considered the
origin of Jockey" 1t is one Of those
words which we accept az ptrt.ru-
larly descriptive, without Torrsin
our heads over their derivation. IN
the north OF England, where the let
ter IA" is pronounced with an ex-
tremely broad accent, the name Jack
has the sound OF "Jawck." And just
as we call every Chinaman John. so
the North Englishman once called
every rider OF race horses by the
name of "Jawck." The dimindtlye
OF this, of course, was "JawcKie,"
and so we got our word Jockey.
Another kind of sportsmen Is thor
oughly familiar with the musket.
We took 1t from the mousquet of ,he
French, who named the gun FOR a
kind OF small hawk which formerly
abounded in France, and which was
hunted then as we hunt the part
ridge now. Still another gun OF an
earlier day was called the falcones,
named for the falcon, also a fayorite
OF the chase.
The evening world., 1919-02-12

III HI Hicse''." said said Mrs, ''':" Iarr, 50;
ing over the morning mail
at the morning meal. shes having
"A glorious time in Palm Beach. The
place is full OF bachelors. or married
men pretending they are. She hates
10 come home. she says. and she
wants TO go TO New Orleans for the
Races. but has to come home. She
says we must be SURE to meet her"
whats that she says about the
bachelors in Palm Beach," asked Mr..
Jarr. "Why. she's engaged to Jack
Silver!"
"Well. she don't care: she's been
pretending she was married and her
husband is in France-and she's been
having the GRANDEST time!" said
Mrs. Jarr. That's the reason she's
having such a good time. All bachel-
Or are afraid OF single girls as though
they were scorpions. But with young
and pretty married women-oh. dear
me, how gallant they are!"
"And do you mean to tell me that
Cora Hickett is calling herself a mar
rled woman and wearing a wedding
ring at Palm Beach as n maiden
vampire7"
well. don't tell you a lot OF mar
ried men are there pretending to be
singleP" replied Mrs. Jarr. And what
is sauce for the goose Is sauce for
tho gander!"
But this seems TO he n case OF
chicken and--well l was going to say
n few other birds" ventured Mr.. Jarr.
"wen, when Cora Hickett is mar
RED TO Jack Silver she won't run
around that way" remarked Mrs.
/ Jarr as though that settled every
thing.
"She better start behavin" now. as
an engaged girl, think" said Mr
Jarr Nrtuously.
"Then there Is suoh thing as be-
ing an old mans darling and there Is
also such a thing "a being a young
mans slave" replied Mrs Jarr.
'T don't see what that has to dc
with It"
Mrs. Jarr gave him look a.
though she was surprised at his ig,
noTGncc,
II said there is such thing as be,
ing an old mans slave, too" she fnal
ly said, 81 guess Clara Mudridge
Smith could tell Cora Hckett some
thing about that. Clara started II
with her old husband the right way
however; when her husbRd objects
TO her extravagance, she Shrugs he
shoulders tndiferently and says
The evening world., 1919-02-12

THE language OF the sea is es-
pecially rich. 1t abounds in
words having unique origins
All Of us are familiar with the good
Old name schooner. Mention OF II
Immediately calls 20 mind n full
rigged ship skidding across the sea,
And that Is precisely what the name
implies. II was first used In l7i3 at
Gloucester, Mass. and came from an
expression common among Yankee
sailor men that a fast ship "scooned"
the waves. Soon the word sooner
was applied TO all vessels OF certain
type, and the usage OF time added
''h" to the name. giving us schooner.
Everybody has read Kipllng's
"Abaft the Funnel" II was one Of
the books which first won him
fame. This word "abaft" has IA most
interesting history, and is met with
in every tale of the sea. Long ago
the term aft" was applied to the
forward end OF a ship, Next came
the prefix "ab," for by-aft, or UP
forward. And so Mr.. Kipling was
provided with a picturesque word ia
INK up with his story.
Admiral, another word common TO
he deep water, signifies prince OF
the sea-" We borrowed 1t from the
French. who call an cfieer % that
rank "amiral." They In turn got It
from the saracens, in the days when
Christian and Aoslem frequently
raided each others coasts. and
The evening world., 1919-02-12

There is no ono to tell her the big
news, no one to cheer her UP when
she feels blue, no one TO even make
her hopping mad" Think of living
day after day without hearing that
Key in the latch. that CALL Think OF
the Joy OF meeting your better half
Drim full OF ideas, loaded down with
,hings TO tell you, bubbling over with
suggestions OF places to take you and
.eady for a bully good dinner. No
little cup of tea for him!
SO, you see, the law OF compensation
never fails. The old maid may not
want to have anything to do with
matrimony, but in her very desire to
push 1t aside from her life, she boosts
it on for others. One old maid may
inspire twenty young girls to mar
riage. And one old maid may make
her married sisters the happieSt
women on earth.
The evening world., 1919-02-12
ECONOMY.

N HOTHER had settled down To
MI read the evening paper the
living room. Little daughter
supposedly was in bed asleep. But "a
wee voice from the second floor called
down:
Mother, come 20 the stairs. want
to ask you something"
Yes, dearie; what is III"
DO robber and burglar mean the
same thing?"
Not exactly, dear. But why do
you ask?"
Well, mother, I'm saying my
prayers and l don't want TO bother
Win ooth words II II isn't necss4
sary."--IndlanApolis News.
The evening world., 1919-02-12
Can the following be half century and more old?

Can the following be half century and more old?
"The world has had good definition OF the word
liberty. and the American people Just
OF one We all declare for liberty but in using the
word we do not all mean the thing. With the
word liberty for each peases with
himself and the product OF his others the
same word may for to please with
other and the product labor Here are
two not only different but incompatible things called by the
same name liberty And follows that things s
oy the respective parties called by two different ncom
patible names-lberty and tyranny"
Speech in Baltimore. April 49, 1864
The Jefferson Party formed supposed supe
nor devotion to the personal rights OF
But, sobery 1t is childs play TO save the prn-
cpies OF Jefferson from total in this Nation One
would state with great confidence could convince anv
sane child that the simpler propositions Euclid are true
but nevertheless he would fail utterly with one who sboud
deny the definitions and axoms. principles of jefferson
are the definitions and axioms of free society yet they are
denied ana evaded with no small show OF success"
Letter to Jefferson Dinner Committee OF Boston Mas.
April 6, 1852 '
The evening world., 1919-02-12

human nature will not change In any future great
nauonal uh compared with the shall have
as weak and as strong silly and as
good Let u.s. therefore, study incidents OF this as
philosophy to learn ~ "'
Nov 10. 1864
Patience, human charity and intelligence must loor m A.
struggle with inconsistency and wrongheadedness = ~
The evening world., 1919-02-12


clear simplicity and carrying OF LncOns wisdom comes throu
10 other men and matters Of to-day
Let labor from it's umphs and temptations and listen:
The strongest of human sympathy. outside of the
family relation. uniting all working people
nations kndreds Nor should this lead
property the owners OF property Property
property desirable; positive good
world should be rich shows that others
may just encouragement to industry
and enterprise.
not him who Is houseless pull down the house Of
another, diligently and build for him
SELF thus by assuring that his shall be safe from
violence when built"
TO Committee Of New York woknsmen March "a. 1864
T always for the who wishes TO work"
Enforcement Of Application for Employment IT, 1864
81 not ashamed To confess that twenty-five
hired iaborer mauling rails at a flatboat
Just what might happen to
to have the chance in which he better his
when he look forward and
and the NEXT work for himself aterward
hire to work for him That Is the true SYSTEM
Speech at New Haven Conn, March 6, 1860
The evening world., 1919-02-12
FEBRUARY IL, 1919.

<< Nd there will be black who can
"A remember that with silent tongue and cenchcd
q - teeth and steady eye with wel-poised bayonet
they have helped mankind this great continuation
The evening world., 1919-02-12

MoHERN girls most brilliant trophy may b
marriage certificate is her Q. f.. ID.
The evening world., 1919-02-12

That written fyfve years by the best and biggest
friend the coored had To-day New York welcomes more
arriving Of the 369th United States Inantythe famous
coored 18th New York. commanded by Col "B" Hayward
bringing of the finest collections Of Distinguished Service
Crosses French War citations for bravery that re
the A. f. f. show "He fighters the French called
them
proud of these coored odiers-proud would
have greatest their friends could he have oseen their
gallant part helping mankind to another hard
summation.
Many will the United States his birth
day. Reaching forward fifty years and further words Of his
here to greet them.
The evening world., 1919-02-12
Why Old Maids Stimulate
MatrimOny
By Fay Ste nson

y
coprsA. Co N-Yu Evening
Who Wants to Be an "Aunt Emma and Left Alone
in the World.
The evening world., 1919-02-12
The Jarr Family
By Roy L. M McCardell
Copyright 1918 Publishing wrid
The Perils of Pain, Beach Daunt Mr.. Jarr as a Nor
Married Man.
Married Man.

SsI VsRES n letter from Cora
II Hickett." said Mrs. Jarr go
The evening world., 1919-02-12
By Helen r owl a n d

cpHht 1918 i'ars Woto|'
Some Stde-Lighis on Her Opinions of the Modern
Man and Why He Falls Short or Comes Up to
the ESdcting Standards of MdtrinOny.
The evening world., 1919-02-12

A woman is always supposed TO keep t
love bright and glowing and to supply the fu'
only interest in a fire-bon, crate or scnti
pears to be n starting II.
The evening world., 1919-02-12

A mans heart is something like good
OF them have that remarkable facility 70
hack into shape again, no matter how bad
often they may be crushed"
The evening world., 1919-02-12
OUercOn,ing Inertia.

= Upon consulting the dictionary. !
| find that inertia is described as
being that property OF matter
The daily banner. (Cambridge, Md.) 1897-2008, 1919-04-22
SEE HOW 1T Is DONE.

Stop at Nathans Furniture Store
window and see how linoleum is
made. Not one person in ten thou
sand has any idea of the many ingre-
dents used and the processes used
to make linoleum. The attractive
exhibit will be there this week only.
The daily banner. (Cambridge, Md.) 1897-2008, 1919-04-22
ADDITIONAL LOCALS.

The lot of Mrs. Grace E. Navy, 10
Gated at the corner of Glenturn ave-
nue. and Trayers street, which was
sold at public sale this afternoon at
the Court House door, was purchased
by Mr.. L. Philip Skinner, the price
being $3.50.
Mr.. L. Philip Skinner, of this city,
| has been nominated for Mayor of
the town of Kensington, Md, to sue
coed Mayor Edgar w. Moore, who
recently resigned The selection of
DR.. Skinner was reached at a meet
ing Of the citizens of Kensington.
held in the town hall, and presided
over by DR.. Eugene Jones, formerly
State Senator from Montgomery
county The election will be neld
Monday, May 5th.
Isaiah Fountain, colored, who was
on trial yesterday at the Court
House at Easton, for criminal as
sault on Miss Bertha Simpson,
thirteen year Old white girl, who re-
sided near Trappe, escaped from
Sheriff James Stitchbury Yesterday
evening, after the first days trial.
Every section of the Eastern Shore
is today being secured for the arrest
Of the escaped man, and it is repor-
ted that a reward of Five Thousand
Dollars has been offered for his de-
livery at the Easton Jail.
The first days subscriptions to
the Victory Loan, the fifth and last
loan in. connection with the world
wide war, showed that the people of
the country are thoroughly aroused
to the necessity of making the loan
a success. Reports from New York,
Philadelphia, Chicago, and the lar
ger cities show that the subscrip-
lions are equal to those received on
the first day of each of the other
four loans. Chairman Nathan, Of
district, has issued a call
for the meeting of the members of |
his committee this evening at the Of |
fee of the Dorchester Water Com
pany, and hopes and expects that ev-
cry member of the Committee will
be present.
The daily banner. (Cambridge, Md.) 1897-2008, 1919-04-22
REPUBLICANS OPEN YEAR
ROUND HEADQUARTERS
Lease Offices Formerly Occupied by
Congressman Andrews, in The
BayIy Building, And Will Maintain
Headquarters All The Year.

Congressman William N. Andrews
has leased of Mr.. A. Hamilton Bayly,
the offices on the second floor of the
Bayly Building, which he formerly
occupied as law offices, for use as
Republican headquarters during the
coming campaign. 1t is reported
that he not only intends to maintain
the offices during the present cam
paign, but that he will keep them
open the year round, keeping avail
able to the party workers such infor-
nation as may be needed, and also
having a comfortable place in which
those interested in Republican poll
tics may gather to make plans and
discuss issues.