Perth Amboy evening news., 1922-03-23
ELLEN YOUNG
DOCTOR OF SALES
By Ruth Leigh
Author of THE Human Side OF Re.
tall Selling" THE A B c Of Retail.
ms" etc.

cutting UP used envelopes into uni.
form square pieces Of paper.
We've got to economic these
days" he said in explanation. 1--WE
use these little slips cut from enveI.
opes of letters we have received
as memorandum Sheets"
Well" Ellen Young sat bach
quietly, 'if you'll pardon me for say
ing SO. I think you're being decid.
eddy extravagant doing that"
What? Cutting up envelopes
You misunderstood, I think; its
No, l understand yo1. I jus
want to say, though. that j nevel
saw any economy more ridiculous
than an intelligent, capable man O.
your type, tn emost successful she:
merchant IN Unity, actually wastin,
his W valuable time cutting III
envelopes into memorandum .sheetl
l take it that you value your tim,
at We thousand a year, at least, or !
hundred a week. Well, just picture
the absurd spectacle Of a man who's,
time is as valuable as that cuttint
up envelopes, when you can bu,
good-sized memorandum tabs q
twenty-five cents a dozen.
still, / believe In economy"
II do too" answered Ellen Younl
wise economy: not the sort Of econ
cmy, though. that makes q business
man save i've OF ten cents and vast,
dollars. The real kind Of economy
these days is worthwhile econom!
looking for the business leaks
Now. you wouldn't say. would you
that there was a decided expense tt
your store for memorandum pads?'
"N-no. but"
Here's the point, Mr.. Williams
If you are seeking to economize
wry don't you tackle the big Elk
pense? Take a factory. for exam
pie. 1t spends thousands Of dollar.
for a big machine. 1t has to borrow
the money to buy the machine, tn,
cost is SO great. But, in the end
that machine does away with tire,
workmen. That's economy. l
might have looked like extravaganza,
in the beginning, but the factor,
manager is long-sighted; he sees tn,
future possibilities for saving
money"
"Oh, we haven't got much modern
stuff here, but"
II know it. That's where your,
wasting money. If you're going ii
for economies, consider the mos
expensive commodity in the work
today-labor. Your greatest expense
you told me yesterday. is in salaries
Consider, then, the economy of light
ening your labor costs by using al
sorts of machines that do the worl
of men; machines that make it pos
sible to get the same amount o
work, or more, with fewer people
Now, l just saw some n outsid'
using a letter press. Great heavens
Mr.. Williams. this isn't 1870! Con
slider the bodern business economic:
such as carbon paper, typewriters
adding machines, cash registers
mechanical contrivances that reall.
do save labor"
"Oh. I admit we're old fashioned
Miss Young. ! guess we're known az
a conservative store. Now, / notice
some of these people don't keer
books any more. They've got som'
sort of a way of using cards for rec
ords."
Certainly; another economy tina
saves labor. You see. Mr.. Williams
it is considered business economy to-
day to savetnickles, yes; but in YOU
effort to save nickles, for heavens
sake, don't &c wasting time worti
hundreds of dollars hunting for thu
nickles to save. Now, a man in you
position. instead Of wasting his val
liable time cutting up envelopes
ought to be out thinking of scheme!
to increase business"
Maybe you're right" Art Will
liams admitted thoughtfully.
IT know I am, Mr.. Williams. !
good executive today saves none
by letting other people, cheaper help
do the mental jobs. He saves his en-
ergies. for the bigger work. the or
ganizing and planning. Wash you
hands of the little. petty jobs, MI
Williams. Use your valuable tim
and brains for creative work."
The next day Ellen Young receive'
a letter Che called it an rs. Q. S."
from Ernest Lambert, proprietor o
a small dry goods store in a nearb!
village. Mr.. Lambert wanted t
know, according to his letter. hov
he could get more business thes
days.
thought Ellen Young.
Nevertheless, tomorrow's papc
| gives some very valuable suggestion
oH tu'S SuuJSSe. ~ VIII ~ y" =
read it. 81.
Let Miss Leigh answer your bust
| ness questions on selling, buying, ad
| yertising, employment, etc. Ask you
| questions clearly and give all tn
| facts. Questions requiring technica
will be sent by mail. Other
will be answered in this column.
Business Questions Answered
I have been offered q selling posi-
ton which brings nor salary at frs
but gives merely a commission O.
sales, with mo drawing account. ID
you think it is fair to start off o.
that basis?
MELVILLE w.
1t all depends, l think, on tn
product you are selling. II you thinl
it will be easily sold you may do yer,
well to accept only a commission
Nevertheless, the reliable bust
ness firms today offer their statesmen
drawing accounts in addition to theil
commissions. The amounts draw
are, of course, deducted from the
commission earned. / would b.
careful in this business of accepting
a commission only, although, o
course, in taking it, you stake only
your time. Try it for a week OIL
Two and see the difficulties met II
selling. The fairness of this method
of payment depends almost entirel!
on the product sold.
What is the best method of light
ing the average store window today
We are thinking Of fixing u win
dow lights.
DRY GOODS MERCHANT.
The best way of lighting a window
today is, to begin with. from tn