The Washington times., 1920-01-25
PERSONAL|TYW WINS
BUSINESS BATTLES
Marketing Of Service Properly
Is Key to Progress and
Success.
nv ROE FULKERsON.


student body of Stewards Business
College.)
Every human who lives has some
thing TO sell.
Not only the butcher, the baker the
candlestick ick-maker. but the doctor
lawyer. merchant and chief as well.
One sells his merchandise, the other
his services, and the most prosperous
sells his goods best, and best sel!lnS
is selling so the product stays sold
The graduate OF a business school
has his or her services for sale. As
he markets those services to the best
advantage he prospers ana pro-
crosses.
World Full Of "Aino~ts."
The world is fun of people who
can paint almost well enough 10 nave
pictures hung in the great galleries,
who write stories almost good enough
|. to be published in standard maga-
zines and who compose music almost
good enough to be published. but the
difference between success and iailure
is in the prefix almost.
In business college every pupil
starts with the same chance, with the
same instructors, the same text
books, the same opportunity In every
particular and when they are given
diplomas they begin in the world
with exactly the same equipment, yet
some fail miserably and lapse into the
class of stenographers who are al
most fast enough to take any dicta-
tion.
Others GO right up the business
ladder, rung after rung, until they
reach the top and ultimately land In
the easy birth OF success.
Battle OF Personalities.
There is only one difference in
these people who fail and those who
succeed and that is in their own per-
sonality. The battle of business to-
day is not a battle of dollars but
battle of personalities.
To the young person just entering
business life there is no study which
will pay q better dividend than the
study and imitation of the attrac-
tive personalities around them.
Why is IL you like this girl, or
why does that boy have SO many
friends? Why do you always go to
the same clerk in a certain store for
stockings, bonnets or cigars? A close
scrutiny OF these attractive people
will show that their principle attrac-
tlOn is real ueslre TO please, 10
serve, to consult the interest of other
people rather than their personal in
terest.
Service Gets ProAts.
One of the greatest business organi-
cations in the country lives and works
under the slogan He profits most who
serves best,'I and Marshall Field. the
L o
idea in the words "The best interest
of the customer is the best interest of
the merchant every time"
These might be paraphrased into
"The best interest OF the employer is
the best interest of the employe every
time" 1t has been said by on busi-
ness man that he divided his employees
into two big classes. The first class
was slowly slipping down the ladder
OF his pay roll and would finally land
In the street, while the second was
steadily climbing up his pay roll into
positions OF trust and high pay.
The first class, which was slipping,
was the "Gimmies," and the second
class of climbers were the 'Lemmies." >"
One prefaced every sentence with
Gimme" "Gimme a little more pay
Gimme an afternoon off''-"Gimme
new ypewriter"-"Gimme shorter
hours"
Lem miesr Get to Tor.
The climbers prefaced every speech
with "Lemme" "Lemme do it,
"Lemme take that off your hands
"Lemme stay late tonight and get it
OUT"
So IL there are two rules to business
success for the newly graduated stu
dent from business college, they
would be to develop a pleasing, at
trsctive personality and to always
have q mouth full OF "Lemme."
Smiling "Lemmies" fatten their
batting averages with the "Old Man.
while grouchy "Gimmies" are showed
out into the cold world to try and
think up an excuse for discharge to
Ii a - ,r.lo