The Washington herald., 1919-04-14
NOTED BUSINESS
men SIMILAR
Achieve Success Through
Organizing Ability,
Says Holland.


Woolworth Building In the comments
which were made after the death OF
p. W. woolworth. and there was no
printed record OF his career which
omitted the woolworth Building and
the relation which It bears to the
modern architecture of New York
And yet there stands in massive
proportions and with a cloud-touchins
tower facing Madison Square another
building which might as justihably be
named the Hegeman Building. be-
cause stands as a monument to the
business genius of John R. Hegeman
exactly as the woolworth Building
commentaries the personality and
career OF f. W. woolworth.
1t Is a strange coincidence that
these two men, Frank W. Woolworth
and John r. Hegeman, should have
died at almost the same time, in view
OF the fact that the fundamental prin-
ciple upon which each built stu
psndous business and accumulated
fortunes reaching high in the millions
was the same. Probably Mr.. Wool
worth and Mr.. Hegeman never met.
or II they did it was in the mPst
casual way
Each, however, knew Of the achieve
ments OF the other and sometimes Mr.
Hegeman spoke Of the fact that both
he and Mr. woolworth founded Q
great business upon what he called
the ten cent idea"
Each Of these men, almost by in
tuition, certainly without much con
scious essoning process, took up ar
idea which until their day was un-
thought OF, worked il out and so ex-
panded it as to make il possible fol-
each OF them to contemplate in the
later years OF his life the leadership
as we'll as the development OF an in
stitution which stands high in this
list OF very great business achieve
ments.
Both possessed extraordinary ca
pacity for business organization. Both
had the ability absolutely to concen'
trste the mind upon the work which
they had undertaken. Both realized
that there was an opportunity which
OnlF awaited utilization in order to
briny very great success And they
BEGAN their now memorable career,
at nearly the same time.
John r.. Hegeman and y. W. WOOL
worth.
u was an almost G-y-rOtted insur-
snce company with which Nr. Hege-
man was associated from the TINS he
began an active business career. lie
was born within sight OF the sea IN
what was at that time suburb OF
Brooklyn. Mr.. woolwoTth was born
amid the foothills OF one Of the noun
tain ranges Of New York. There was
nothing therefore in immediate sur
roundinEs OF environment which fur
nishCd the impulse Of which, having
been obeyed. resulted in these great
achiev ements. II occurred to Mr.
FI"EemCn while still very young mai
that the insurance company could bt
auickened il there were to be adopted
= method by which policies, each oi
tHCm small in amount, no more than
3 or 800. could be sold to people
Of very moderate incomes. chiefly the
humble wage earners. These policies
were ct first. and are even to this
day. issued for the purpose Of giving
the leads Ot poor families assurance
that If any member OF the family
died then there would be provided
money enough to pay funeral eX-
penses.
Therefore Mr.. Hegeman began tn,
experiment. He speedily discovered
that he was not in error in his belief
that policies Of this kind could O'
sold But what especially identified
his IDEA with the one which Mr.. Wool
worth adopted when he was a very
Young man was the fact that each oi
them sought customers who would b,
able and glad to pay 10 cents for GER
tain opportunities. Mr.. Woolworth'.
customers bought an article, paid
or 10 cents for 1t, and then departed
Mr.. Hegeman's customers paid pre-
miums at the rate of 10 cents pei
week. These premiums were collected
by agents or representatives and a:
the business increased then scores anc
at last hundreds OF these canvassers
rassed every week through those dis
tricts where people OF moderate oil
very small means lived, collected tbs
dime and then turned It in to the com
pany But IT was the principle Of the
10 cent purchase which especially dis
tinEuishes the success of these two
men. In addition there came a very
large increase in the writing Of custo,
mary Hfe policies.
In order to extend and greatly to
expand the opportunity there was
need OF a very high organization
capacity. Both Mr.. Hegeman and
Mr.. woolworth possessed this gift
which is so vital to great success.
Both were unfailing in their devo-
ton to the business and each had
an unusual capacity for cOncentra-
tiOn OF mind.
The Two Great Towers.
Mr.. HeEeman in course of time
became president of the insurance
company. The Metropolitan Life
Building might as we'll be called
by his name as to call the wonderful
building on lower Broadway which
Mr.. Woolworth erected the Wool
worth Building. Mr.. Hegeman was
this insurance company. He DOM
mated II with his achievement He
was master OF its details. which
were many and varied and were
onstantIy increasing. He took very
cat pride, as Mr.. Woolworth did,
IN the development Of the enter
prise. but both he and Mr. Wool
worth were without any personal
vanity. 1t would be impossible to
-ain by a days Inspection of the
L Wentworth organization q good idea