South Bend news-times. (South Bend, Ind.) 1913-1938, 1920-01-27

Translated into action this means
work, more work and most work
salesmanship IS needed 10 help
speed production.
Advertising Is needed too.
Statesmen and advertising men
produce-if they do not they are re-
leased.
Business men do not want sales
men or advertising men when they
cannot produce by hard work and
intelligent application.
There IS no eight-hour work day
for statesmen or advertising men.
They work all day and then plan
their work at night.
That's the kind OF work that /
makes a permanently successful \
salesman OF advertising man.
We all know thousands OF manu- \
featuring concerns employing now /
Iabor-who began business in a /
small way with 10. %, so or 100 /
men in their manufacturing plant /
Tho increase IN number OF men |
came as a result first OF making a /
product worth while at a fair price |
70 the consumer; then National |
craftsmanship and Advertising ere |
ated consumer demand, and behold |
the 10. %. 100 or 900 employees in |
creased 10 10000 or $4,000.
And this simply because the sales |
men and advertising men produced
the orders" from responsible firms
who paid their bills. thus furnish
ing the cash for the manufacturer
20 pay weekly wages 10 skilled and
unskiued labor.
Team work produced orders.
Now the big opportunity for sales
men and advertising men today is
10 help show these skilled and un-
skilled laboring men that the way
10 reduce the high cost OF living for
each one OF US is to increase our
production OF work done each hour
10 percent, 25 percent or so percent.
II can be done.
But salesmanshiD and advertising
must he used TO get the results just
"a il Is being and has been used to
build UP business.
The coal strike showed conclu-
sIvely that the miners know the
the value OF national advertising
when they asked 10 have the gov
eminent require the operators to
spend S5,000,000 a year 10 create
consumer demand for coal y
months OF the year and thus enable
them (the miners) TO have work
the year around instead Of six
months as heretofore. II would
cost the operators less than two
cents per ton mine 10 raise this ap-
preparation and the interest and de
probation on the mining machinery
while idle costs the miners (and
ultimately the consumer) that
amount each year.
To illustrate what mean by pro-
auction, / quote below from the
january issue OF that great business
nlagazine-System:
The sale most important 10 all
business is the sale OF an idea that
nations and individuals can get what
they want only through increased
production.
Selling the simple. fundamental
idea that 70 is work which counts,
means more just now than selling
dve billion dollar export trade bal
auce in 1920.
ITO illustrate. A building contrac-
Tor nut up a family hotel recently
allow uE for the increase in the scale.
and figuring that the carpenters
wages would be about $1,000.
HE felt sure Of his ground be-
working for him for years; but their
wages ran up TO $4,000.
They went dead on me- ne
SAYS. IL was hard to believe they
were the same mem"
Imagine for an instant. a sales
manager given am appropriation OF
5000 to sell through personal sales
maasbip a lot of Eoods-apd after
fhe goods were sold-show that IL
.ost So. 600 total loss Of $4,000
There would he new sales manager
and "a new set OF statesmen on that
sob immediately.
Nou- production like this is what
Is increasing the cost of living.
These carpenters surely would be
considered tNe very worst type or
rrofteers. There is no excuse for
% man not giving his very best work
each hour. each day-aud we must
devise ways and means TO sell the
millions OF men and women who
work 90 increase their production
while working % percent. 30 per-
cent or 100 percent during 1890
and that is the only salvation for
-his or any other country
Individuals, must be reached
through propaganda. ealesmauship
publicity. and advertising Every
known resource must be used 90
bring about this result
one Of the best methods would
be for each firm who spends $4,000
or more IN salesmanship o. advertis-
ing 20 put into n common fund Is
percent OF such expenditures and
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