Evening star., 1927-07-30
THE EVENING STORY

| in Ray; "if they see new store open
up, they flock over there to get a
souvenir on opening day or whatever
the dodge is. But say, about tires
do you think the Spin-iron is better
than the Rubber Steel tire?"
They're both rotten.' was the
prompt reply. at was on no
account tire like those that 1 lost my
trade l made a profit on it for the
minute, and--I thought folks were
boobs. ! read some place the words
Of Barnum--'one born every minute
and | believe it. / didn't realize that
perhaps it was true when he wrote it
and that 1t was written years and
years agoi I never thought that may
be it was just some snap slogan to
catch the eye. Well. after I'd sold
lot of these bum tires l found out
that people aren't such boobs as
they're often made out to be. The
ma jor part of the buyers have good,
common sense. and when they spend
a dollar they're going to get dollars
worth of goods-or they'll set up
loud howl to find out the reason why!
1 had to replace all of the bum tires
with those" Here Walker indicated
sign of the best tires on the market
Yes sir, / was the boob-when !
came to figure it all up! But every
body may be a boob at some time
is. in fact, until he gets sense knocked
into him by experience. Since then
I've sold only the best in cars, tires
accessories and everything else. When
I sell service it's real, sure-tire service.
and not just some lip-phrase about
courtesy first, such as you see in the
shops of these little fly.by-night fel
lows who sell the cheapest tires they
can buy at high prices to tourists on
the road! Give people the best--and
you'll get the best income"
"Gosh-and l thought people were
the prize boobs who'd buy almost any
tire with a fancy solid-sounding
name" said Ray.
"Nay, nay" cut in Walker. mot so,
buddy. See that picture up there?"
He waved toward Millet's Man with
the Hoe" Then in a soft voice he
began to quote Markham's lines on
the empty face portrayed:
Bowed by the weight of centuries he
leans
Upon his hoe and gazes at the ground.
The emptiness of ages in his face.
And on his back the burdens Of the
world"
"Do you know why / gave an artist
5000 to make a copy of that for me?"
demanded Walker. AS Ray shook his
head he went on: because / wanted
to have always before me the Idea
that men like that used to live-in
France. But they don't live today
not here in America, anyhow! No. sir.
the flivver and coach and the snappy
roadster--they've all done away with
the dull, dumb country clod. And any
time you see a fellow that you're
tempted to skin a mite-well, think
of this fellow in the picture and be
sure that he doesn't exist! Not here.
anyhow! They may look dumb-but
they're not. and if you try to skin
'em-heaven help you, for you'll sure
need some help, I can tell you! One
dissatisfied customer will tell half
hundred and-blooey! Your business
is gone. And if you give 'em the best
at right prices-say, talk about casting
your bread on the waters-this stuff
has it skinned a city block"
And when Ray opened up his gas
station and accessory shop he had q
small, well-lettered sign announcing
that he sold the best in accessories,
gas and tires. When he opened up
his chain of similar stations along
national highways he put in each one
a framed copy of tine Man with the
Hoe"
"You see," he told the manager of
each. "this fellow doesn't exist
absolutely! He's like fairies and ogres
and such. Whenever you think you
see his like--just be sure it's only his
looks-and don't try to do him. 1t
can't be done. Treat 'em fairly and
you'll get the business and your 20
per cent. Cheat 'em and-out you go!"
fCopyrght. 1927
THE END.