Albuquerque morning journal., 1920-04-19

a real help in advising the custom
toner what to buy and when to
buy, 10 be prompt and obhging to
give wholesome advice on the tend
Of the market.
satisfied Customer an Asset.
his claim department must be
! equipped TO handle claims and
Complaints of customers in a judi
cious manner. There are occasion
ally unreasonable customers whose
demands are unfair, and it requires
wit and tact on the part of the
claim department to make proper
I adjustments. The satisfied custom
er is the greatest asset TO a bust
ness, and the executive whose or
ganizatlon has respect, the conf
dence and the good will of the Gus
toner has clear sailing to success.
The fifth factor to reckon with
is the stockholder who looks to the
executive for final results which
will show an adequate dividend on
the stockholders investment. To
arrive at such results the executive
must keep tab on all expenses,
overhead or otherwise, watch leaks,
he must see that--as the expenses
increase-a bigger volume of tuu-
over is secured.
The executive who is courageous
and aggressive Che need not be a
risk-taker) will spread out judi
ciously, watching the map of his
particular territory and condition
of crops. He will push business in
cnpfinnG uTh hnrA nTACnprItN- ratnDS
while he will use conservatism in
regions where prospects for a crop
are poor. The executive must Or
ganize an efficient credit depart
ment which will be Instrumental in
keeping the losses on accounts
down TO a minimum.
What is the executives duty to
the public? A good version of the
result of executive work was eX-
pressed by a co-worker in a large
concern at a meeting held not long
ago In depressing from a subject
which was given to him, he gave
the following as the ethical con-
Ception of what was done by the
executives in building up that par
ticular business. (You will pardon
the use of fictitious names).
True and Worthy Business.
II would like to give my con-
ception of true and worthy busi-
ness, which conception l think is
the conception of Jones' Smith
company and it's branches, and this
conception is that the dollar is not
the goal of our ambition, nor a
huge bank account the object of
our aim. Years ago, practically
before any of us were born, Mr..
Jones founded this business. Its
early success was due to honesty
of purpose, square dealing, and the
tireless energy of the founder. |
travel around over quite a large
part of this state and everywhere
| go | run across people who traded
with Mr.. Jones twenty, thirty,
forty and fifty years ago. And all
speak in the highest appreciation
of the man. There was more than
the dollar in his dealings with these
people. He sold them more than
his goods. He sold himself. His
business grew and expanded and
people came hundreds of miles in
wagons to trade with him. Money
was the popular measure of his
success; but service was the key
note of his life. With this founda-
ton established he associated with
himself a man of broadest vision
and keenest insight. They gather
ed around them experts in every
line. Again the business expand
ed and the structure grew until to-
day 7a there stands Jones-Smith
company with all the name implies.
Ask Mr.. Jones If it is the money
that he has made that he is proud
of today. Ask Mr.. Smith the
same. They will answer, l think,
that they do not think of the
money. On the one hand the an
swer will be: 1T is the beautiful
structure whose foundation | so
carefully laid that | am proud of.
On the other hand the answer Will
be: 1T is the wonderful organiza-
ton which | conceived and de-
veloped that | am proud of today.
What Real Leadership Is.
In closing, | want to give a lit
tie synopsis of what real leader
ship is. An executive should be
surrounded by those who in their
respective spheres possess the
highest ability. 1t is for him to
coordinate their effort, and at
the same time provide for each Of
them the widest possible oppor-
tunity for the exercise of his abili-
ty.
That leader who depends upon
l., H.; hic 6irpps
ton of all those about him con-
fines his organization with the
limits of his own particular ability
in any branch of his organization.
and to that extent a retarding
rather than a stimulating infiu-
ence.
That organization will be most
successful whose head has the
good sense to provide the widest
possible opportunity for the indi-
vidual initiative of every human be-
ing therein, from the very lowest
to the very highest, and uses ms
ability in the direction of co-ordi-
mating the effort put forth by all.
The all important thing is to de.
velop in the breast of every one OF
the workers Ill buslic9',
trial or other enterprise the feel-
ing that he must make the most Oh
himself. Not that the organlZatlon
selfishly demands of him ms pest
effort for it's advantage, but rather,
in providing his best opportunity
to attain the highest for hlmselt,
and its success is bound to result
There is is a great difference be-
tween a leader and a driver; ana
that organization will attain to the
highest where the impetus is rather
from within than from wlthont,
and where the guiding hand only
touches occasionally where neces-
sary. ~,
Have you ever observed chlia
rolling a hoop? The expert at that
game gives it merely an occasional
tan and lightly touches it to either
.;do &c II shows any tendency to