davidaulloa/AmericanStories huggingface dataset:
Evening star., 1922-12-31
Must Sell Your Foreign Agent

icle ard thereby make the work of
the salesman less arduous.
But when the manufacturer enters
a foreign field his product, as a rule.
does not have this latter advantage
and he must rely solely on the pub
lfcity and educational work that il.
carried on by his representatives.
Representatives must, therefore.
know their lines. 1t is clear that
while the first step in arranging for
with firm that has the necessary
qualifications as regards character
and ability. there is q second step
that must be taken If a steady and
sound business is to be developed.
This consists in putting the agency
ing the agent regarding his COM
modities. This is especially impor-
tant in the case Of apparatus that
has unique technical features or. in
the case of special appliances. that
experience has shown can have a
volume Of sale developed only through
certain selling methods.
X X X X
If the purely technical advantages
only must be thoroughly impressed
upon the representative. the matter is
not so difficult. provided the right
kind of representative has been Sc
lected in the first place. who can read
lily appreciate the engineering fea-
lures involved and who can digest
the useful data that usually are work
ed up by the manufacturer to faciii-
tate the sales Of the apparatus. In the
matter Of placing before the foreign
representatives complete technical
knowledge Of the product which they
are called upon to sell. German manu-
facturers have always been most
thorough.
In the matter Of special appliances
and devices broad knowledge OF ap-
plication possibilities. performance
and merchandising methods are the
more important factors. In these mat
ters the best overseas firms need
guidance. They must be shown what
the appliance can do, they must be
helped to analyize local conditions
that are to be met. and they must be
taught merchandising methods that
experience has shown to be efficient
ned, Of course, II need be. for local
conditions.
X &-k +
Because the American manufactur-
ers are being "wised up" on these pos
sibilities Of improving their salesman
ship 1t home and abroad, some of the
largest American factories are MAX
Ing . practice OF giving their for
eign agents in important territory a
nice little trip to this country. where
they take them through their plants,
have experts explain to them all de-
tails Of manufacturing. shoN them
how the goods are made. Introduce
them whore tho appliances are INSTALL
ed and then send them bzck home as
boosters. The principle We're Is that 1t
IL easier and less expensive to demon
strate to one Qufcip- p-oomprehendfng
sales agent than 70 Try to create q
popular As1And WAGet tAsre 10 aA I'M
04Se1ent a9pD&
Evening star., 1922-12-31
HAT one common. fundamental
truth recognized and acted
upon by manufacturers in

HAT one common. luhoatheiea
!. truth recognized and acted
| upon by manufacturers in
their domestic trade-that all
! successful statesmen must know and
| helfeye in their lines. from the time
| thew are in process OF manufacture
! until they are ready to be scrapped-
| I. equally true and must be applied
With respect to foreign marketing.
| rhev must "sell" their foreign
| agents before they can sell to others
SPECIALISTS Of the Department OF
| Commerce, "sizine up" conditions IN
| the world markets and studying no"
! American business can be improved
| at home and abroad. urge establish
| ment of confidence as essential to sue
!! cessful salesmanship.
While every commodity has its own
problems and every article in a COM
modify class has its individual mer-
cbandisinR angle-from the biggest
item to the smallest, from bridges
and locomotives to sparkplugs and
radiator yalves-this one fundamental
truly sticks out.
y y X X
American goods are sold in the
United States by men whose profession
is salesmanship and whose Qualifica-
tions are minute knowledge of and a
deep confidence in the particular prod
nets they represent. In the foreign
field American goods cannot sell
themselves, nor can they attain full
measure Of merited sales through the
haphazard efforts of men who are
noor1y prepared for the work they
undertake.
The glib tongue of the old-time
drummer" is no longer a substitute
for exact knowledge. Manufacturers
have begun to realise that a good
knowledge Of the language OF = for
eign market will not make up entire
ly for hopeless Ignorance about their
products. Therefore. statesmen goins
out from the United States are better
equipped than formerly, rs a rule. but
II is not at all uncommon still to find
abroad local firms who have the rep
resentation for American products
/ which apparently they do not In the
least understand Recent cases where
United States consular ofncers were
able to assist foreign representatives.
through personal knowledge Of
AMERICAN manufactured Eoods have
been reported to the Department OF
Commerce. =.
When q manufacturer decides to put
on tho market in this country any
device that invoices novel ideas or new
possibilities. he knows that one Of
the things he must do first Of all Is
to instruct his sales force fully in
the merits and underlying principles
Of sha new product. In addition he
must uae his national advertising q
AaaD b yRapexe the Auyer fse the art.
Evening star., 1922-12-31
Persuading Mr.. Cleveland.
A new. note from New york:

A news note rom New YORK:
William J. Gibson. eighty. who l.
credited with having induced Grover
Cleveland to accept the democratic
yesterday in South Orange. . Whilt
practicing law here he became active II
politics, and was associated with vii.
liam C. Whitney, Daniel Lamont an6
others who tried to induce Mr.. Cleve.
land to run for President for the thirG
time.
This Is serious statement, and re
fers to politician of ability and In
fluential connections, but read in the
light of history it has almost humor
Gus touch.
Mr.. Cleveland needed no persuasion
to stand the third time for the presi
dency. The movement to make him
the candidate in 1892 began almost
on the day he retired from the White
House in March, 1889. His friends
among whom were some of the clever.
est men in the democratic party-saw
things clearly, and set to work at once
to put things in order for his third
nomination.
Mr.. Cleveland was more than
agreeable" As nearly as one Of his
temperament could be. he was enthu
siastic. Clever himself in politics, he
assisted his friends in every possible
way. Between the time Of his return
to New York and the meeting Of the
next democratic national convention
he met with his kind Of graciousness
all the party leaders from whatever
section Of the country who were
steered into his law offices. and con
Quoted a voluminous correspondence
with such as could not make the
journey.
The result was a Cleveland boom
booming all the time. and reaching
deafening volume at the Chicago con
vention. But one man of national
party consequence attempted resist
ance-David B. Hill-and he was over
whelmed-
Mr.. cleveland's third nomination
was accomplished with ease. and he
would have been glad Of a fourth. But
by 1895 William J.. Bryan had ap
peared, and he broke the Cleveland
spell. but could not make. the grade
on election day. -
Evening star., 1922-12-31
An E.hfS-t-on OF Bibles.

At the New Drk Public Library
"A there is pse on view an inter
esting exhibition of Bibles. and libra
ry officials are surprised to find that
il is proving more popular than either
the dime novel or base ball exhibits
recently held there. About 500 per
sons day have been coming in TO
see the quaint old volumes shown
there, which include the vinegar
Bible" the wicked Bible and the
"murderers' Bible so-called from
their typographical errors. In con-
nection with the public library. il is
sad, but true that in the matter of
financial support, New Iork's library
stands fourth from the last in lis
of thirty-siN American cities. New
York's library appropriation !" onlE
80 cents per capita. while Cleveland :
is si.24. Bostons 5 S3.S and PittsbprGh u
81
Evening star., 1922-12-31

, and consequently does not receive
so much attention in either the maga-
zine or newspaper field. For that rea
| son 1t is entirely probable that the name
OF Alfred Frueh is better known
abroad. where postals Of his car
| features are much circulated than
In New York, where he does his
| work. Nevertheless America is grad
\ ually coming to recognize his talent.
| and his recent exhibition at the Ander-
| son galleries drew quite crowd Of his
admirers. Frueh's exhibit, which was
made in conjunction with Alfred Mas
| sanguer. a talented caricaturist from
| Havana, consisted of linoleum cuts bur
iesquing PLEASANTLY most Of the leading
| actresses and actors In the throng al
| this exhibition ! met for the first time
| IN several Years an interesting person
! age who makes his living by art-Prince
Jean Paleologue, whom MAY persons
| insist Is the lawful and rightfu king Of
Greece. BE that AS il may. Paleoiogu,
| is a ineal descendant of the Byzantine
| emperors, and some years ago, | recall.
| proved himself worthy of his lin. By a
| heroic rescue at a bathing beach.
New YOrk's Social Life.
THE best description ! have seen
i anywhere Of the decadent social
ire OF tne metropolis is IN the con-
| cluding paragraphs OF review OF
| thirty years Of the city's social life.
by Frank Crowninshield. editor OF
Vanity Fair, who writes:
BLASTS from the saxophone and ex-
plosions from the drums partially
| drown the screams of those at the
supper tables. Bootleggers are ad-
miringly pointed out to the young
! men of fashion. demi-mondaines TO
the debutantes. Lip sticks and rouge
puggs are in active use at every table.
Hawaiian cabaret performers. relying
upon beaded breastplates for protec-
tion from the police, execute hula
hulas with abandon and impunity.
TASKS are in too advanced a stage
counts not at all against one. CONVEX
sation among the debutantes is redo
lent of sophistication and scandal,
bookmakers and mannequins are
everywhere"
Mr. Crowninshield divides the three
decades into four period. the Rustic,
the Snobbish. the Boom and the Jazz
periods. and his remarks quoted above
are, of course, about the latter period.
Evening star., 1922-12-31

AS spurious liquor continues to cir.
culate defective eyesight increases the
ease of counterfeiting labels.
Evening star., 1922-12-31

| nj thing else in the metropolis
| has become strongly COM
| mercialized. especially by the
hotels and restaurants. Little of the
spontaneous New Year eve revelry,
| such as used to break forth al "Old
! Martins" is now to be seen. Short
ly before the holidays the hotels and
| restaurants begin drumming up New
Year eve trade with engraved invi-
! tations. inviting you to reserve ia
! bles. In the hotels the price of the
New Year eve supper ranges from
IS to $40. At the clubs where liquor
is more freely served. the price per
| person this year is SIS.
| Everything at these suppers is
staged. Balloons. confetti. horns and
bells are provided for each guest in
| the hope that if there is enough
noise people may be induced to think
they are having good time. Souve-
Mrs OF various sorts are provided for
the ladies.
1t is expected this year--unless pro-
hibition activities interfere too much
that at least one hundred thousand
persons will participate In these pub
lie suppers. Many Of the partici-
pants, however, will be from other
! cities and from the suburbs. New
Workers themselves have grown rath-
er tired of this sort of thing and
most of them either entertain In their
own homes or are invited by friends:
New Year toasts are safer-and
cheaper-at home.
A Novelty I'm Weddings.
EVERYBODY in New York is still
T. talking about Winifred Holt's
recent wedding. Long interested in
work for the blind and founder OF
the Lighthouse in New York city, she
is now trying to raise 100000 to
establish a Paris Lighthouse for the
blind in France. On the occasion Of
her recent marriage to Mr.. Marher
she urged all her friends to give
money to the fund. instead of buying
gifts for her, and the wedding gift
fund is already over $25.00O. Whiie
IT was an unusual idea, the general
comment is: We'll. why not?"
Another Rumor ExplOdes.
IT has long been a story about town
i that the Rockefellers were the real
owners of the chain of Childs'
restaurants. Denial of this was made
| the other day by Walter c. Teagle of
the Standard Oil Company. AS a mat
ter of fact the restaurants are owned
and controlled by three brothers. One
of ,hem West Point graduate. be-
came associat ed with Angel bennett
years ago. with the first restaurant
that made pancakes in the window as
an advertisement. Later he bought
out bennett. and hooked up with two
brothers that had milk and egg
business in New Jersey. AS their
business expanded. they found il
necessary to buy real estate to secure
good sites. and issued some bonds.
Some of these bonds we're bought by
the Flaglers as an investment. but
that is the nearest they ever got to
the Rockefeller money.
An Interesting Art show.
CARICATCRE rs not so we'll under
~ stood in America as il is in Europe
Evening star., 1922-12-31

The Chinese custom of paying all
debts at the beginning of each year
does not interest Germany at the pres
ent moment.
Evening star., 1922-12-31

Nineteen twenty-three is expected to
be a year Of bright prospects. 1t
brings in the regular season for presi-
Dental hooms.
Evening star., 1922-12-31

Tho ex.kaiser's personal circum-
stances appear to be comfortable. He
WAS permitted to exercise thristier
soredsht % an Individual than - IN
aRnneroR
Evening star., 1922-12-31

Many old-time democrats are won
dering how Col. Bryan's animated dis
cussions of evolution are expected to
assist the party in reorgan!zing.
Evening star., 1922-12-31

Sovietism has undergone SO many
notifications that there is now very
little effort to define il.
Evening star., 1922-12-31

Debates likely to arise may convince
Ambassador Harvey that there are
even rougher experiences than a
storm at sea.
Evening star., 1922-12-31

The prohibition officials give fair
warning that they are prepared for
some New Year eve demonstrations
on their own account.
Evening star., 1922-12-31

People who complain that there is
little current literature worth men,
tioning overlook the immense output
Of propaganda.
Evening star., 1922-12-31

Supplies for foreign relief occasion
ally encounter a rather aggravating
form Of the distribution problem.
Evening star., 1922-12-31

Among all the traffic regulations
framed from time to time there is not
one that suggests a solution of the
parking space problem.
Evening star., 1922-12-31
Heard and Seen

1t was the Saturday before christ
mas in Washington again.
Once every year the festivity comes
around to the National Capital. as it
does to every other city in the United
States Yes. indeed.
Streets were jammed with people
The ever-increasing traffic problem
assumed menacing proportions. Pedes-
trians wondered wha. would be done
with the automobiles by next Christ
mas.
ITS getting to be a problem said
the man who has never owned one.
The men who did sat tight at the
wheels, thinking not at all Of the
parking problem in Washington in
1928 or 1850.
The street cars wended their way
uptown. loaded down with their hu-
man freight. One old lady got on;
carving more parcels than she had
any right to attempt 20 transport
Nobody offered to help her In
steady of foot, she managed the oest
she could.
There were plenty of gentlemen on
offered a hand. City life makes for
such isolation in the crowd. 1t is
part Of the penalty We must pay for
herding together.
AS the old woman started to get off
the car: later on s,.y y1T,ns s,s Wv, woman saa
had left her untouched.
The younger woman steadied the
elder down the steps and helped her
with her parcels.
There was real gratitude in her
voice as she turned to her benefactor.
You live.
On that same street car got a COL
ored man.
He was dressed in the latest style.
He dropped two tokens in the box.
He did it proudly.
what is the other one for?" asked
the conductor.
The colored man beamed.
That's for my lady friend" he said.
Indicating the back platform with a
wave of his hand.
II don't see anybody" declared the
conductor.
The colored man turned around.
Then he had to confess that he
couldn't see anybody, either
why. er,- / thought she got on
right behind me-" he said. excitedly.
II guess she didn't get on"
looks that way" rejoined the con-
ductor "Gave you the slip. eh?
But by this time the colored man
had slipped Off the car.
There recently returned to this city
from a midwestern town the small
children OF a family. They had been
staying with their grandmother for
several months.
Their father was regaled with ac-
counts of the various activities en-
joyed while at grandmother's. The
farm, the dogs. the chickens; the
Indiana, ali came in for their share.
One little girl told of the good
things to eat they had out there.
"And, oh, daddie" she cried. You
Just ought to see US on kraut"
II letters of acknowledgment
could be abolished in government de-
partments, thousands of dollars could
be saved. This is the conclusion Of
one who has seen the wheels go
round.
Everybody gets a letter Of acknowi-
edgment
II you transmit anything to q fed
eral bureau you get a letter in reply
stating that It has been received.
If you write for a job. you probably
| won't get it-but you will get nice
letter of acknowledgment 1t will
be typewritten as carefully as II
destined for the President himself.
1T will have a file number and all
the rest of 1t. The wonder is that no.
body has set himself up as col
lector of government letters of
acknowledgment He could undoubt-
edly ret Thousands Of fine specimens
In q short time.
Evening star., 1922-12-31

A "lame duck" may. after all, be
more comfortable than the bird who
remains out in the open to be fired at.
Evening star., 1922-12-31
Rate by Mail-Payable in Advance.
MARYLAND and virginia.
All Other States.
Member Of the Associated Press.

The Associated Press Is exclusively entitled
70 the for republica lion of all news dis
patches credited to IL or not otherwise credited
IN this paper and also the local news pub
lished herein All rights of publicatio OF
special dispatches herein also reserved.
Evening star., 1922-12-31

Great advance in civilization must
be made before the Turks conscience
reminds him that he Is due for repara.
tions in Smyrna.
Evening star., 1922-12-31

The jaywalker is a promoter Of &C
cidents, but is still not as bad as the
jaydriver.
Evening star., 1922-12-31

Europe confesses to the need not
only Of an umpire, but Of financial
hacker.
Evening star., 1922-12-31

'.rIappy New Year. means nothing
to Mustaphs Kemal.
Evening star., 1922-12-31

The Evening Star. with the Sunday morning
edition. is delivered by carriers within the city
A. 90 cents per month; daily only. 45 cents per
month: Sunday only. 20 cents per month. Or
ders may be sent by mail telephone Main
5000. Collection is made by carriers at the
end OF each month.
Evening star., 1922-12-31
SHOOTING STARS.
BY PHII.ANDER JOHNSON.

Songs.
A man once sang q doleful song.
He warbled, Everything is wrong"
In minor key, both night and day,
He rang the changes on this lay.
Another man. much moro polite,
Kept warbling, "Everything's ell
rightI'
Beneath the glow Of sun or moon
He caroled forth the selfsame tune.
But who shall help in life's relief
Who thinks the world was made for
grief,
Or who shah understand it's stress
Who basks In selfish happiness.
Let songs be both Of day and night.
OF shadows dark and sunshine bright,
That subtle harmonies may rise
Which bid all sing and sympathize.
Evening star., 1922-12-31

Frequent parleys ct least confer ad-
vantages In the way Of business on
numerous hotelkeepers.
Evening star., 1922-12-31
Now Leaves.

Now Leaves.
"Are you going to turn over q new
leaf on the 1st Of january"
"No," replied Senator Sorghum.
my time Of year for revising opinions
10 in summer Just before q conven.
ton"
Jud Tuniins says we're all equal;
nevertheless, tho world doesn't look the
same to the boy with q snow shovel as
It does to the boy with Q sled.
Musings Of Motor Cop.
Hortense Magee once overheard
Somebody say. THAT girls a bird!''
'Pooh.pooh"' cried she. Birds have
no pow'r.
My speed is eighty miles an hour!"
Farm Products.
why do you get angry when the
boys refer to your whiskers as al.
falfa?"
"What you mistake for anger" said
Farmer Corntossel. ''is regret. I wish
my whiskers was that valuable"
Oars ono man dat dom git 10
Happy New Year wish fun me-" said
Uncle Ebsn, '.an' dat's d tndivitJle dat
caa's be happy lsstn hs's hckin. u1
ltRou12o@ ~. 4. s.,..
Evening star., 1922-12-31
The Evening Star Newspaper Company

Business Ofice. 11th st. and Pennsylvania Ave.
New York once: $50 Nassau st.
Chicago ONCE: Tower Building.
European ONCE: 16 Regent St.. London. England.
Evening star., 1922-12-31

Fifty years ago Washington was
the scene Of number OF capital
Evening star., 1922-12-31

While the completion of the trans
continental railway was regarded a.
Evening star., 1922-12-31

An Interesting Art show.
CARICATCRE r. not so we'll under
~ stood in America as il is in Europe
Evening star., 1922-12-31
SOME INSIDE STUFF
ABOUT NEW YORK
BY WILLIAM JOHNSTON.

NEW YORK. December 80.
n EW Year-like almost every
nj thing else in the metropolis
u has become strongly COM
Baraboo weekly news. [volume] (Baraboo, Wis.) 1912-197?, 1922-07-27
HONEY CREEK

Missionary meeting viii be held at
Leland in the German Lutheran
church Sunday. July 80.
Quite a number from here attended
missionary meeting at Prairie du Sac
Sunday.
Mrs. A. Bedding and two sons of
Beloit are visiting at the Got.lieb
WawrOk home
Rev. Father Schauenberg of Sank
City conducted services here Sunday.
John Miller was in Reedsburg Fri
day to see his uncle Fred Riebe who
has been sick for nearly two years.
Mrs. A. Kulukas who spent a few
months in Milwaukee returned home
recently.
Albert Kowalke and family visited
with his brother Reinhold Kuwalke
near North Freedom Sunday. Their
sister Mrs. Augusta Low or Chicago
is also visiting there. ="
Baraboo weekly news. [volume] (Baraboo, Wis.) 1912-197?, 1922-07-27
FORMER SAUk
COUNTY MAN
.G
DIES IN ST.PAUL

William Stewart, aged about g.,
died a few days ago in st. Paul hos
pital. He had been i'll for several
months. He often visited Reedsburg
and was a member of the Stewart
family with several branches in and
about the Second city. His father
was James Stewart who came to
Sank county from Belmont county,
Ohio about 1855. He went to Sandus-
ky and started a general store which
he operated until about the time of
the hop crash. Then he moved to
Loganville, long to be his residence.
Will Stewart the son was mere
boy in those days ana when he reach
ed manhood. before engaging in
business. he went to St Paul. There
he married and conducted a grocery
store for a long time His wife died
six years ago. There is a sister liv-
ing but no children Mrs Estella Stew
art Rowland and ]. A. Stewart of
Reedsburg were cousins.
Baraboo weekly news. [volume] (Baraboo, Wis.) 1912-197?, 1922-07-27
POISONED ARROWS
USED BY INDIANS

Practically all Central and South
American Indians who have poisoned
arrows use the same poisbn-the
dried juice OF a species of Strychnos
Its physiological action is to paralyze
the end-plates of motor nerves. Thus,
without affecting the central ner-
vous system at all, il causes complete
paralysis OF all muscles. Death is due
TO paralysis of heart and respiratory
muscles. Curare, as it is called, has
no other action; it does not affect
consciousness, nor is it anesthetic.
The important and interesting thing
about curare is that il is inert unless
introduced directly into the body
fluids. 1t can be swallowed in large
quantities without i'll effects. Intro
duced into the blood-Stream, how
ever, by hypodeTmatic injection, or
by a dart, knife or arrow impregnated
curare is highly poisonous. 1t acts al
most instantly, paralyzing all mus
cles, so that its victim drops at once,
inert. And that victim may be eaten
with impunity, because curare is bro
ken UP during Observation-Disclosures
Magazine.