davidaulloa/AmericanStories huggingface dataset:
The Washington times., 1922-05-18
Publicity Only Brings Prospect.
He Explains - Must Be
Salesman to Turn It Into
customer-45 Missed in
Every 100.

The value of salesmanship as an
adjunct to advertising was the sub
tect of an address today by Charles
Henry Macintosh. OF Chicago. presi-
dent Of the Associated Advertising
Clubs of the World. speaking before
a Joint meeting Of Washington civic
clubs, under the auspices Of the
Washington Advertising Club at
their regular weekly luncheon at the
City Club.
advertising seldom sells goods"
the speaker told his audience OF sew
eral hundred Washington merchants
and business men. Practically the
only place that advertising sells goods
is in the case of the great mail
order houses and the companies that
deal directly with the customer.
"All that advertising may do for
most OF US is to bring customers into
stores where salespeople may either
sell them goods or kill the possible
sale, as they do in 55 per cent of the
cases. the speaker said, explaining
a recent test by the National Adver-
tising Association.
Get Forty.Five Out Of 100.
In that test the speaker declared
that out of an average 100 people
who came into the stores where the
tests were being made. but forty
five OF them made any purchase, the
other fifty-five either through lack
of courtesy or salesmanship on the
part of the salespeople left The
store without buying.
A comprehensive plan that is be-
Ing carried forward by advertising
clubs was described by the speaker,
who showed that no matter how ef-
ficient the advertising of the manu-
facturer, the final outlet Of his goods
Is through the retail salesperson, and
II that individual Is only half as pro-
ductive of results as he might be, the
flow OF merchandise will be checked.
President Macintosh presented u
forceful argument for the education
Of salespeople and the devotion Of
more concentration to the problems
OF selling and advertising to the end
that business will he able to survive
the period OF steadily declining prices,
which he said would continue for at
least twenty y-five and possibly thirty
years.
Where Brains Counts.
ut doesn't take brains to do busi-
ness on a constantly rising market:
not by any means. but II does take
brains of the highest order to do
business at a profit in a period Of de-
clining prices. And because of this
fact-I do not want to appear brutal
between $4,000 and 10000 business
firms in this country will be put out
of business every year for the next
The Washington times., 1922-05-18
6 HURT WHEN
AUTO CRASHES
INTO HEAVY BUS
Several Taken to Hospitals
With Slight Hurts After Mis-
hap on Highway Bridge.

Six persons were injured when an
automobile in which they were rid
ing collided late last night with a
bus OF the Alexandria Transportation
Company at the south end of the
Highway bridge. The injured. who
were treated at Emergency Hospital
for slight hurts, gave their names as
follows: Curtis r. CLANCY, 80
Twelfth street, driver Of the automo-
bile; Bdna Burton, 1857 Willard
street; Walker Edelan, of Alexan-
dria; Ruth Harker. Glendale, Md;
C. II. Haines and c. A. Coleman, both
of Alexandria,
Three other persons were injured
In Washington in automobile acci-
dents.
While riding q bicycle, William
Mcclure, 2615 X street northwest,
was struck by an automobile, owned
by N. A. Green, 8l5 Vermont avenue.
and operated by a woman whose
name the police did not get, in
Seventh street, near G northwest.
last night. MCGUIRE was slightly
hurt.
Miss Ethel Davis, twenty-five years
old, I'll Tenth street southeast, was
slightly injured when an automobile
in which she was riding crashed into
a car OF the Washington Railway
and Electric Company.
Nine.year.old Gladys Varella, 219
First street northwest, was hurt
when she was struck while riding a
bicycle by an automobile operated
by Alexander r. Mckenzie, OF Sixty
first and, East Capitol streets. She
was treated at her home.
The Washington times., 1922-05-18

of light cars. Prices CORE
spondingly low on batteries
for every make of car.
These are not special mod
els; they are regular Prest-
O-Lite batteries, backed by
the regular Prest-O-Lite
guaranty. A definite, gen.
erous obligation, plus a
spirit that says the car
owner must be pleased.
Prest-O-Lite batteriesare
specified as original equip
ment by 81 leading manu-
facturers, and this list is
growing.
The Washington times., 1922-05-18
Macintosh Tells How
to Back Up AID Efforts
at City Club Luncheon

decade, or even longer" Mr.. Mackin-
tosh said.
He explained the reason for this
as simply the result of inefficiency.
and condoned the seeming cold cal
culation of the assertion by stating
that inefficiency In any form de-
served to be stamped out; that In
the end the cost of poor business
methods is borne by the entire
country.
"At the beginning of the war
time period of prosperity thou
sands of persons deserted the
plow-share for the simple life OF
seore-keeper. They had few hun
dred dollars and a healthy dis:
taste for work. They made
money. not by Studying the science
OF business. or by the exercise OF
their brain, but simply because
they could buy commodity for
such-and-such price, keep 1t
awhile and make a hundred per
cent on their investment. 1t Is
this class of business man who Ia
bound to hit the wallis already
hitting 1t, in fact: But any man
who will devote himself conscien-
business on a falling market and
correlate his selling and his adver-
tising can escape these conse'
quepces," he said.
Now Is the Time.
There never was a time in the
commercial history OF the United
States when Z was SO urgent that
we business people get together
and discuss conditions thoroughly
and carefully. We have got to
learn to do business today on an
entirely different basis than for
the past quarter of a century, and
for another quarter. Of a century
to come we will have to do bust
ness upon this new basis.
Colonel Ayres, the government
statistician who founded the statis.
tiCal department for the American
Expeditionary Forces over In
France and then came back Ia
Washington and investigated price
figures running back more than a
century, has prepared very In
teresting chart which shows us
that the extreme peak OF high
prices over which we have just
passed Is nothing new in the his.
tory OF our country. We have
heard people talking as II this last
burden of high prices were some.
thing absolutely unparalleled In
the history OF this country. while
It has happened precisely three
times the same way. Three times.
prices have gone up ESQ per cent
above the starting point. The
first time, after a slow and steady
climb OF thirty years. that peak
was reached in 1912. The war OF
1912 accelerated the climb of high
prices so much that they toppled
over and started down."
Then for twenty-five years that
downward path continued until the
bottom OF the valley was reached.
Once more prices started slowly
to climb until after a quarter OF a
The Washington times., 1922-05-18
ADVERTISEMENT.
Texas Oil Man
Talks About Hair

Poor hair. generally speaking. Is the
result OF neglect or bad Judgment. Neg
lect in not taking care OF Il. bad Judg-
ment in the use OF hair tonics and
hampoos lRdened with alcohol. drugs
and chemicals. Use a little common
sense and get back to Nature. Dowen's
Genuine Crude OIL Hair Grower and
Bowen's Genuine Crude OIL Shs poo are
Natures offerings. They will atone for
both the neglect and bad Judgment Go
to the great department stores in wash
ington, PalAiR Royal. Kann's. and Golden
berg's. or LiEEetts. Peoples. O'DOnnelrs
or any other frst-class drug store and
get bottle OF each. Only SO cents the
bottle. Money back II not satisfied. In
sist upon Boven's and only BOwen's to
get the real Genuine Crude OIL
The Washington times., 1922-05-18

century the war OF 1S61-l864
accelerated the prices and toppled
them over. Again they started
downward and kept going down for
period OF twenty-five years when
once more they started up for
twenty-five or thirty years until
the great war accelerated them
enormously and again they toppled
over and started down.
Prices and Prosperity.
prosperity and high prices have
nothing in common. II high prices
meant prosperity, which would be
the most prosperous country in
the world today? 1t would cost
you Cbut ] hope 1t won't cost any
Of yoU 100000 rubles today Il
hwy a suit IN Russia. II would
cost yoh 1000 rubles TO send a
first-class letter. II high prices
meant prosperity. obviously a
country having prices which have
reached such high levels would bC
the most prosperous in the world
In reality. OF course. high prices
have nothing to do with prosper
ity. The only relation is this
HOW TnutH III N"li q
man get for what he earns by his
labor? How much will his effort
buy him?
Most Of the selling in America Is
done, OF course. by retail salespeople
II isn't done by highly skilled spe'
cialty statesmen. And those sales
people look upon the proposition OF
creating desire and concentrating II
upon certain goods as work. Human
nature naturally fees from work
and retail salespcople in the past
four or five years have not had to
sell goods.
"As a result we find today that
we are Obliged to meet an increased
resistance with a very much lowered
pressure.
Explains Ohm's Law.
ct like TO lift a simile from the
electrical industry. The electrical
people have law they call Ohm's
law. Ohm's law tells us that volume
always equals pressure divided by
resistance. Now Ohm's law OF elec.
trIcal intensity applies Just as thor
oughly to selling, does 1t not? Sales
volume always must equal Sales
pressure divided by sales resistance.
The Washington times., 1922-05-18
PREsT-O-LrTE Quality Up!
PREST-O-LTTE Prices Down!

If your battery shows
signs of weakening, no mat
ter VIII at m axe, come
around and let our experts
diagnose its trouble. 1t
costs you nothing.
Well do everything we
can to wiring the utmost ser
vice from it to prolong its
life.
We never tell you that
you need a new battery un-
til you do. That's an un-
variable rule of Presto
Lite, the oldest service
to motorists.
The Washington times., 1922-05-18

Here is a double bar
relied reason for buying
the PreSt-O-Lite Battery:
Quality: The backbone
of Prest- o. Plates. The
plates with peculiar por-
osity, combined with I'M
usual hardness. Ready,
dependable power in
coIdest weather; great
non-buckling heat-resisting
strength in summer.
Price: Our 1922 prices,
lowest in ysars.-$l9.9o
is the trade-in price for a
battery for popular makes
The Washington times., 1922-05-18
COMMUNISTS AND fascist
FIGHT IN ROME STREETS

ROME. April 1S.-A battle between
Fascist, or extreme nationahsts. and
Communists occurred Sunday in the
fashionable Via Po quarter. where
the many tourist hotels are crowded
with Americans.
The fighting continued for some
time in the form of sniping from
points Of vantage about the various
buildings. Police finally drove away
the Communists, who, they said. had
attacked the Fascist as the latter
emerged from meeting.
The Washington times., 1922-05-18
MERCHANTS WANT STREET
CAR WORK DONE AT NIGHT

Discontinuance of street railway
improvement work on G. street north
west. in the heart of the business
section, during business hours, is
asked in a letter sent to William +.
Ham, president OF the Washington
Railway and Electric Company. to-
day hY Gen. Anton Stephan, presi-
dent Of the Merchants and ManufaC.
turcrs' Association.
The volume OF business makes II
mandatory that this work he done at
night. General Stephan declares.
The Washington times., 1922-05-18
POTOMAC BATTERY COMPANY

@ S " I'll. sHo ss ~%t" AZ. s s s . %
W
The Washington times., 1922-05-18

I1nn6E BRnTnER5
BUSINESS CAR
The Washington times., 1922-05-18
FOR BURN|NGE
Apply Zemo, the Antiseptic
Liquid-Easy to Use

From any druggist for 35c, or
S1.00 for large size. get a bottle of
Zemo. When applied as directed
II effectively removes Eczema,
quickly stops itching and heals
skin troubles, also Sores, Burns,
Wounds and Chatting. 1t pcne-
trates, clcanses and soothes. Zemo
Is a clean. dependable and mex
pensive, antiseptic liquid. Try II,
as we believe nothing you have
ever used Is as effective and salts
flying.
The Washington times., 1922-05-18

Merchants count it an invest
ment where returns 'are actual
and provable.
The expense of maintenance 10
comparatively insignificant.
The Washington times., 1922-05-18
Explains Ohm's Law.
STREET CAR YEGGS STEAL
$4,000 FROM CASHIER

KANSAS CITY. Mo, April is
Two negroes held up b. b. Meador,
hank cashier. while he was riding
on n street car today and secured
$40, 900 in cash and 81 900 in checks
which he was taking to n down.
town bank. and escaped.
The Holly chieftain., 1922-06-22
Huohe. Score. Foes Of Peace.

Ann Arbor, Mich.-A plea for a
new sense of civic responsibility in
matters of international concern" in
the United States, as the most certain
basis of promoting peace in the world,
was made here by Secretary Hughes
at the commencement exercises Of the
University of Michigan. Sound pub
lie opinion was most necessary TO sup
port the nations peaceful diplomatic
aims" he said. 1T must frown upon
the constant efforts to create suspi-
cion, distrust and hatred,' he con-
tinued.
The Holly chieftain., 1922-06-22
SENATE APPROVES NAVAL A..
PRoPRIATIoNs IN BILL PRO-
WDiNo 5000 MEN.
VOTE s2s5,45o,ooo
AMENDMENT TO WITHDRAW U. Q.
MARINES FROM HAITI 10
REJECTED.
Western Newspaper Union New, Series,

Washington.-The annual naval ap-
preparation bill, carrying approximate
ly $205, 100000. and providing for an
enlisted personnel of $1,000 men, has
been passed by the Senate and sent to
conference with the House.
Action on the enlisted personnel,
now about 115,0O0, is final, as the SEN
ate accepted the House decision, and
the question will not come before the
conferees, who will deal principally
with Senate increases of about $44,-
GOO, 1000 over the House bill. There was
! no record vote on final passage and no
effort was made to reduce the enlist
= ed personnel.
Unsuccessful efforts to end Ameri-
can occupation of Haiti, the Domini-
can republic and Nicaragua, and to
launch a congressional investigation
of navy administration, marked the
final days debate. An amendment by
Senator King, Democrat, Utah, provid-
Ing for withdrawal of American ma
rines from the two republics and
Nicaragua, Dec. 81 next, was rejected.
Investigation of naval administra-
tion was proposed by Senator McCor-
mick, Republican, Illinois, but his reso-
, luton drew objection from Senator
Dial, Democrat, South Carolina, and
was referred to the naval committee.
1t contemplated survey to abolish
useless navy yards and stations, Sen
ator Mccormick declaring that there
was a navy pork barrel" and one
third of its establishments were un-
necessary.
Controversy on the Haitian and
! Dominican Intervention policy divided
both parties.
Five Republicans supported Sen
ator Kings withdrawal amendment
and four Democrats voted in its be-
| half. Another amendment by SEN
ator King, to cut the marine corps
from 1880 men to 1850 men, was
rejected without record vote.
The Holly chieftain., 1922-06-22
German. Warned Against Exports,

Paris.-The interallied reparations
commissions recent note to Berlin,
made public here, instructs Germany
to negotiate Immediately with COM
mittee from the reparations commits
sion regarding receipts and expendi-
lures of the German government.
Furthermore, Germany is warned
against the expectation of capital.
Germany is requested to give further
statistics on her economic position and
is told that she must bring about q
forced loan during the current year to
raise 40,OOO.OOO,OOO paper marks.
The Holly chieftain., 1922-06-22
Indicted for Aiding Sim Fsiner..

Trenton, N. IA federal indict-
ment was made public here, charging
Lieut.. Col. Marcellus H. Thompson.
son-in-law of George Harvey, ambassa-
dor to the court of st. James, with
conspirlng to violate the neutrality
laws by attempting to ship arms to
Sim Feiners, abroad the freighter East
Side, in whose bunkers were found
495 machine guns when she was seized
at Hoboken year ago. With Colonel
Thompson. was indicted the Auto Ord
nance Company Of which he is presi-
dent,
The Holly chieftain., 1922-06-22
Auto speedway Ra.ed By Fire.

San Francisco. Calif.-The Greater
San Francisco speedway at San Car.
los; twenty miles south of here, an
automobile racing course of wooden
construction throughout. was de-
stroyed by fire with an estimated loss
of 100000. The fire was discovered
on the wooden track short distance
south Of the grandstand. The fire de-
partments of San Carlos, San Mateo
and other nearby points were sum.
moned, but there was no water avail
able and the flames soon swept into
the grandstand.
The Holly chieftain., 1922-06-22

stored me TO normal health. Often
have occasion and do recommend your
Vegetable Compound to my friends who
have troubles similar to my own. You
may use these facts Is testimonial. -
EVA ALDRIcH, N8 Union St, Empoeia,
Kansas.
There are many women who first used
our Vegetable Compound during their
girlhood days. They foundit valuable
help during trying periods. In later
years they use It whenever they feel
those annoying symptoms which women
often have.
Lydia e. Pinkham's Vegetable Com
pound Is q woman g medicine. 1t Is pre-
pared carefully from the best quality Of
medicinal plants, whose properties arc
especially adapted to correctt the troubles
women have.
The Holly chieftain., 1922-06-22
Labor Convention Against SALE. Tax

Cincinnati, Ohio.-OppOsitlon to a
retail sales tox, with n warning that
effort can be expected to have 1t writ
ten into the bonus bill, and the re-
declaration Of policy opposed to un.
restricted immigration, marked the ac-
tion Of the American Federation Of La
bor convention here. BY unanimous
vote, the convention directed officers
Of the federation to wage the fight
against the sales tax with 'unabatsd
force"
The Holly chieftain., 1922-06-22
No Whlskers.

No Whlskers.
Teddy, age four. was not particular
ly fond of her sisters frequent caller,
in spite Of the many efforts on his
part to make friends with her.
'Muvver," she said wearily one Sum
day evening. please make that kid do
home"
"Why, dear!" exclaimed mother, ''be
isn't kid; he's a man."
"Well," Teddy said, surprised, "he
hasn't dot any fiskersT'
Like honesty, consideration for
others pays.
The Holly chieftain., 1922-06-22
He eswapped agold
mine for a can
of Edgeworth

OF course William didn't know how
much gold there was in the mine or he
wouldn't have paid so high q prics
even for his beloved Edgeworth.
As he writes the story with lead
pencil on the back of a map
Dear Mister Larus & Bro. Co.
You'll notice I amt going to let then
people what puts that xxxxxxx (this was
the name Of competitive friends prod
uct) stun get away by their lonesome IN
the high price class; cause they're just
tinhorns anyway alongside Of mo, what
traded = claim in the Diddyrod country
one time for = small tin Of Edxeworth.
And the sourdough what got the claim
from me for the Edgeworth took eighty
thousand dollars out Of the ground what
didn't think was In It.
William Craigie
Salchaket Post-ofaea
Alaska
That was the most expensive can c&
Edgeworth that ever was bought. We
have many letters from our friends
who have gone to great lengths to get
their favorite tobacco. We prize them
all, but this one has particularly
warm place in our hearts.
We don't want any Edgeworth
smoker to have to pay more than the
regular price for Edgeworth.
We do want every pipe-smoker to
try Edgeworth, and it's Just as pleas
The Holly chieftain., 1922-06-22

Muou = Wa . GA.
For several years I
had severe pains Ut
menstrual perioA
making me very
weak and fnterferhG
with my regular d1r
ties. ! tried several
remedies vii thout OBJ
tanning relief. ] ~
induced to try Lydia
|E Hnkham's Vege-
table Compound By
fp3nnAa o~l fA
The Holly chieftain., 1922-06-22
FROM GIRLHOOD
TO WOMANH00D
Woman Relied Upon LYDIA
E. Pinkham's Vegetable
Compound

Emporia, Kansas. began uuin4
Lydia e. Pinkham' smedicines yesrv ~
The Holly chieftain., 1922-06-22
THE WORLD IN
PARAGRAPHS
a BRIEF RECORD OF PASSING
EVENTS IN THIS AND FOR
EicN COUNTRIES.
IN LATE DISPATCHES
DoINes AND HAPPENINGS THAT
MARK THE PROGRESS
OF THE AGE.

western s.-.s.D.r ua.sn Nv. s.r,s.,
The Holly chieftain., 1922-06-22

us-happiest with a pipe Of Edge
worth between your teeth.
Send us your name and address ON
a postcard. If you want to help us
further, give us the name of the dealer
from whom you usually buy your
tobacco.
Just as soon as we receive your re.
quest we will mail you generous SAM
pies Of Edgeworth in both forms
Plug Slice and Ready-Rubbed.
Edgeworth Plug Slice comes in fiat
cakes, cut into thin, moist slices. Ono
slice rubbed between the hands makes
q fragrant pipeful.
Edgeworth Ready-Rubbed is ex-
sctly the same tobacco, but ready to
60 into your pipe.
Edgeworth is sold in various sizes to
meet the requirements of many differ
ent customers. Both Edgeworth Plug
Slice and Edgeworth Ready-Rubbed
are put up in pocket-size cans, in at
tractive tin humidors and glass jars.
and in various quantities in between
those sizes.
For the free samples, address Larus
q Brother Company, Al South 21st
Street, Richmond, Va.
To Retail Tobacco Merchants: II
your Jobber cannot supply you with
Edgeworth, Larus & Brother Com
pany will gladly send you prepaid by
parcel post one or two-dozen carton
Of any size Of Edgeworth Plug Slice or
Ready-Rubbed for the same price You
would pay the jobber.
The Holly chieftain., 1922-06-22

W. N. u, DENVER, NO. 2s..1s22.
The Holly chieftain., 1922-06-22

ant for us to send
free samples to any
pipe-smoker asst il
for q pipe-snokef
to hand his can
over to someone
who's run short.
If Edgeworth
! doesn't 'tsuityou,
\ it's no use try
ing to sell you
4 any. If it does,
! the samples win
soon tell you,
and you'll be
like the rest OF
The Richmond palladium and sun-telegram. [volume] (Richmond, Ind.) 1907-1939, 1922-04-27
SEASONS FIRST CIRCUS
WILL BE HERE FRIDAY.

John Rpbinson's circus will appear
afternoon and night at Athletic park
mere tomorrow, and the day has been
declared an official holiday by the
amusement lovers of this section of
the country. The Robinson circus
Tram probably will come rolling into
Town on its own trains of specially
constructed cars.
The show will arrive in the early
hours or the morning and will be un-
loaaed at the c. & o. yards. 1t is
announced that the parade will leave
the snow grounds at 10 o'clock tomor-
row morning. Following is the route
to be followed:
North to Twenty-third and Main
The Richmond palladium and sun-telegram. [volume] (Richmond, Ind.) 1907-1939, 1922-04-27
ADJUSTMENTS IS! 4

began Andres, following a lull in the
conversation
He was suddenly interrupted by
Ray, whose eyes cleaned with de-
light
transformer - transformer" he
declared. THAT suggests fine char
acterization to me. You go right ahead
and write a story with @Fhe Barn
stormer,' for a title, and with me as
utility man."
Andres was enthused over the idea,
and presented story which only re-
quired the touches which Ray adds
to everything he directs and acts to
make it one of the most entertaining
of motion pictures.
1.-THE Transformer" is now playing
at the Murrette theatre as a First
gagement will end Saturday night
RICHMOND
The story of Something to Think
About" which is playing at the Rich
mond theatre today only, is as fol
lows:
| After persuasion, Luke Anderson
the village blacksmith, finally con
sents to his daughter Ruth attending
a fashionable school at the expense
,of David Markley. the towns wealth
lest man, suffering an affliction o.
which he is conscious. After three
years Ruth returns a beautiful young
lady and David falls in love with her
but will not tell her because of hi:
lameness. Ruth is finally made tt
realize David's love and forces hin
to propose. AS the preparations TO
the wedding go on Ruth appreciate!
more fully that she really loves jim
Dirk and the night before the wed
ding she consents to elope with him
In the city they are extremely hap
by until Jim meets his death whel
the tunnel in which he is workin,
is flooded with water. Alone and pen
niless, Ruth goes down and down, VI
i'll finally she decides to return home
She is shocked to find her fathe
blind and as a last resort accept
David's proposition to become hi
wife in name that her child may hav
, his due advantages. In time Rutl