The Seattle star. [volume] (Seattle, Wash.) 1899-1947, 1924-06-14

ana rIry 90 do business withs but
J DO mot think any q them would
so Far forget himself ua 60 try 10
put something over ON you. hr.
Hicks.'
"Vou bet they wouldn't Skinner,
Il and that's because have ~
regulated my no that when tho
nghting's good I'm there with tooth
and toenail and when the playing's
better I'm the village cutup, There's
q place FOR everything and every
thing should bo in lie place,
"What you forget. skinner, Is the
value of a smile and a cheerful greet
ms. A smile bsgsts q smile. why.
the best salesman l ever knew-and
hc didn't remain a salesman very
long WIS a man who never asked a
customer 20 givo him an order.
lie just blew into tho yard. gave
the yard foreman a smile. a pleasant
word and cigar. and sat down aud
talked with him half an hour Ia his
little office. Before he left no knew
from the yard foreman just what
stock tho yard was thy on and what
stock they had coming in 20 fill the
gaps.
After that be went up and visited
with the big boss He'd enter with q
cheerful 1Iowdy. slt down unlimited
and light up a dollar cigar. Invnri'
ably tho big boss would say: You
have your nerve. sitting there blow.
Ing dollar cigar smoke In my face,
Haven't you got another cigar like
that FOR a cash customer"
NO. / haven't would come The
answer II l gave you AS good n
cigar as this you'd think was try
Ing 20 briba an order out OF you
or perhaps you'd think spend ~
much money on cigars my mill has
10 toss IN a little No. with your
No. 1 orders 10 catch even on my
expense account Besides. you
haven't given inc an order since the
night before the big wind In ireland
Here's a chcroot for you
And he'd actually hand his good
customer a five or tcnncr that smell.
eli like a glue factory on fire. Then
he'd start a limo Of friendly abuse.
all tho time writing Ia his order
book. when the order was made up
he'd shove II under his customers
nose and say; sign them papers
and don't give mo 30 much OF your
lip And when no had gotten away
with murder he'd pull a dollar cigar
and impudcntly proffer Il 40 a 70
ward for the order.
aCKISNER. that man never took
- anybody seriously Wherever
no me, business woruhippeF like
you. no jcercd him out OF his own
office. Everybody loved him: they
liked 10 srr him drop around and
they saved orders for him NO he
would drop around lie was like a
breath OF south wind In the early
spring when tho Wild geese are ny.
ing over.
TO him ilfo was light and love.
~ thing and 90 Was business. when
customers tried 90 shade his prices
10 cents thousand. for old times
Fako and because they thought him
20 Eood.natured he'd stand for II. he
just said Nor aud stuck 20 II.
Skinner. II jut, isn't In the books
that you can ralse wages and lower
them az win. A salary n tho ons
thing that defica Newton'a law o,
grayitatlon once u goes up T. neYcl
comes down: II u should come down
Il doesn't stay down. II climbs Ut
again on some other fellows payroll
III you disgust n good man IN
your office and foreo him 10 qui,
Tor the sake OF his sslf.respect, you
viii have 20 get somebody else "a
take his place.
"Ot course you win insist upon
having u man with experience. II
you have 10 break new man IN
tho saving on salary YOU have ef
fecied becomes a liability and "a loss
II you get an experienced man. nine
times out OF 10 he is some fellow
who has made conspicuous flop In
his last Job. 80 that tho bes, you So
In the long run 10 100 per cent the
worst OF IL.
Good men do not stay down. Skin
ner. and some fellow who has been
forced out Of our employ by your
penny ante tactics may become a
competitor with some other firm and
give you bad rawhidlng some day
because OF the silent and unsuspected
crouch no owes you.
sGT'HAT reminds me OF the case OF
l. old man Sicily. OF tho Alaska
Canning corporation. Skelly had d
boy working for him. Got him as a
three dollar.a.week office boy. and
finally the lad developed into head
bookkeeper. then chief clerk and Of
fic manager. In fact. no was old
skelly's right hand. but tho old vol
never knew II. and he continued
pay his manager tho salary OF ar
assistant bookkeeper.
We'll. sir. ono summer tho ole
man and hts manager went to Alaska
on the regular passenger steamer e
inspect the csnuery and shake thing,
up by tho roots generally. and IL wa
late in the season before they were
ready TO start back TO San Francisco
Tho big squaro.riggers belonging e
tho firm. were all loaded up Will
tho seasons catch-thousands o.
eases OF canned salmon and thous
ands OF cases OF Goldfish and the Lore
knows how many barrels of picklet
salmon bellies.
IAN tho help that had flshed an,
operated the cannery during thu
summer season were returning Will
tho fleet, and old skolly, figuring OF
saving two first class steamer fares
decided TO dead head himself and hi
manager on one Of tho compan,
ships,
"Well. there we're about zoo China