Great Falls tribune. [volume] (Great Falls, Mont.) 1921-current, 1922-07-25
NO GUESS WORK
In BUSINESS
SAYS EXPERT
Methods Have Been Reduced
to Science; Ignorance
Disastrous.

IF there is a circus parade next
Saturday. the cigar men of Great Falls
are going to lose business" was one
of the many unusual observations made
by Howard j. Wisehaupt. pep" man.
who is appearing here under the aus
pices of the Great Falls Merchants
association. in his opening lecture at
the Y. NJ. c. A. lecture room. Monday
night. The statement was made in
support of the business experts con-
tention that business methods have
been reduced to a science and that no
real business man or woman can at
ford to be ignorant of this science.
There u.s." he said, mo guess work
in business nowadays, if that business
is up to the methods of the times"
Mr.. W~isehaupt's initial lecture. which
is one of a series of five that are to
be given this week. was an outline and
n of many of his personal
experiences and of information that he
will give in his subsequent lectures,
which will be Tuesday. Wednesday.
Thursday and Friday nights at the
Y. NJ. c. A.
Sales Person Sells
There is no reason or excuse for
slovenly business methods" the speak
err declared. Guess work has been
eliminated. In the ideas | am bring
ing you. there is either that which will
kill or cure" he said. and added that
these ideas were the product of data
that has. been collected throughout the
business world. He invited his hearers
to bring him their business problems.
There is a difference between clerks
and ~salespeople." the pep man de-
rIQroI SnrJn0 chat fhn ntnrly rrn n
person hired to wait on people and that
waiting was what she did.
A sales person." he said. SIS one
who sells The human element is alb
s~olutely essential to successful selling.
the speaker contends, and illustrated
his point by many anecdotes. which
showed the part that alertness. interest
and courtesy may play in the average
day Of the salesman or sales woman.
People Are Alike
That people are So per cent alike
was Mr.. Wisehaupt's reason for declar-
ing that no business man should disre-
gard this law, which. he said. is both
a guide for establishing and for max
ing a success Of a business enterprise.
He described experiments made by
business establishments by which sales
criterions had been established by
counting the number of persons who
passed a business location on certain
days.
Mr.. Wisehaupt illustrated some of
the fine points Of business analyzation
by remarking that rainy days. sunny
days and windy days are all considered
in this count. He cited the case of Il
well known restaurant that. by means
of counting patrons on certain days.
has been able 10 determine within four
plates the number of persons who
will be served during the lunch hour.
The Importance of keeping an eye on
any weakness in a business was stress
ed by Mr.. Wisehaupt. who declared that
such a weakness can be easily remedied
with proper methods and interest.
Advertising is Wise Investment
The need of advertising was strongly
empha sized by the business expert, who
said it was his belief a small adver-
tisement every day was more valuable
than a large spread on Friday. He
said that nothing is more foolish than
the belief that money spent in adj
yertising is wasted.
1T is one of the wisest business
investments" he said. He cited in
stances of successful selling inspired
by window displays and advertisements
In concluding his lecture, Mr.. Wise
haupt urged his hearers to do many OF
the simple little things that he room
mended and will recommend during his
week here. He guaranteed their sue
cess.
In order TO show the possibility OF
business analysis, three readings will
be made during tonight,s lectures. They
will be readings of anyone who volun-
teers. ON Wednesday night he will
illustrate his talk. by illustrating the
brain processes that follow suggestions
made TO influence individuals to Ger
tain courses of action.
A large and enthusiastic crowd heart
the pep" man on Monday night ant
indicated larger crowds for tonight's
lecture. which will be OF personally
and How to Develop It.