davidaulloa/AmericanStories huggingface dataset:
Evening star., 1934-01-07
INSURANCE SALES
METHODS STRESSED
Charles R. Eckert Tells Under
writers Buyer Must Be Made
Aware of Needs.

How to sell more life insurance was
vividly explained to members of the
District Of Columbia Life Underwriters
Association at the December meeting.
held at the Willard Hotel Friday by
Charles r. Eckert, Columbus, Ohio.
introduced BY President Thomas P.
Morgan, jr., the guest speaker said, in
part:
ANY one who has a definite idea
will go across more than once, and I
believe every salesman does have a
standardized sales talk and method.
We use the same words and the same
ideas in sale after sale day after day.
We must tell an insurance story that
is interesting and understanding in Or
der to sell insurance. No buyer ever
buys life insurance without first being
made aware of his needs. or unless he
likes all of the following three items:
Company. you and perfection. What
type of salesman do you like best. one
who uses bad English and untidy, or
do you like the type that comes in and
makes you feel as though you were lis
tening to George Arliss. the perfection
1 wonder how many of us plan sales
talk before stepping into the light OF
buyer
Evening star., 1934-01-07
FAILURES RECEDE
SHARPLY IN YEAR
Defaults for 1888 Total 20,S07,
Compared With 81 1922 Mark
Reached in 1882.
BY the Associated Press.

BY the Associated Press.
NEW YORK, January 6.-Dun e.
Bradstreet reports a sharp contraction
in business failures in the United States
during 1888.
For the entire year. defaults num-
bered 20307. compared with 81 1922 in
1882 ard 28.285 in 1891. The total was
the smallest for any year since 1928
when insolvencies numbered 1918.
The monthly record. the report says,
shows that reverses III business concerns
in January last year were only slightly
under those for that month in the two
preceding years. There was some re-
cession from month to month until the
middle of the year and in September
the low mark was reached. A slight
increase appeared for October and No.
vember, followed by a renewal of the
decline in December.
For the three separate claSsificationS
into which the insolvency record is
separated, the agency says, the most
marked improvement in the 1888 record
appears for the large trading centers.
Failures N manufacturing lines were
also greatly reduced and the same was
true of the third class. embracing other
industrial concerns, largely brokers and
agents.
Evening star., 1934-01-07
LEAD QUOTATIONS
SLUMP So A TON
Copper Remains Unchanged,
but Zinc and Tin Also
Ease.
BY the Associated Press.

BY the Associated Press.
NEW YORK, January 6.-Lead de-
clined SO per ton this week because Of
poor consumer demand and an unfa-
vorable view of the statistical position.
Reports of continued mine operations
at q relatively high rate and smaller
shipments of metal were expected by
the trade to result in further increase
in surplus stocks The decline failed
to stimulate buying, except for small
prompt needs.
Zinc eased 81 per ton. partly in
sympathy with the reaction in lead.
Smelters were said to be seeking busi-
ness. but while some small sales for
February and March shipment were
reported and consumers were said 10
be showing moderate interest for nearby
metal under the market they Were
said to be waiting for evidences OF
stability
Copper remained quiet and NOM
inally unchanged at the basis Of 8i4
cents for electrolytic delivered in the
Connecticut Valley. Moderate export
demand from England and the conti-
nent at steady prices however, abb
sorbed a fair part of offerings by GUS
tom smelters and aided the undertone
VI NAiC dOlI4CSlAC iIldL hCt. Dull OOHlCSblL
producers and consumers had adopted
a waiting attitude pending further de-
velopmentS on the recovery codes. No
date for hearing has yet been an
nounced
Tin f1uctuated irregularly with the
dollar in foreign exchange. Reports
of activity at London were reflected by
only a limited business on this side
when prices eased to meet buyers
views. The anticipated sharp reduc-
ton in tin plate operations after the
New Year occurred. trade estimates
rating activity at IS to 40 per cent
Of capacity.
Antimony remained quiet, with a
small prompt business reported at
about unchanged prices.
Steel production schedules declined
23 points to 293 per cent Of capacity,
as result of completion Of specifica-
tions for fourth-quarter shipment.
Some improvement in demand for tu-
bular goods was reported. but the trade
was looking to the DEVELOPMENT of rail-
road ana automobile buying as well as
public works releases for the prime p7l
influence for frst-quarter operations.
Scrap iron and steel advanced further.
Pig iron was quiet. but with foundri7S
scheduled to reopen in the coming
week the trade expected some i'm
proyement.
Evening star., 1934-01-07
Dividend Changes
BY the Associated Press.

BY the Associated Press.
NEW YORK, January 6.-Sixty-four
favorable dividend changes in the past
week exactly equalled the total for the
entire month of January, 1888, Standard
Statistics Co. reports. They were IL
increased payments. 13 assumptions. %
extras and IL initial dividends. Un-
favorable changes numbered TO- The
week ended December 20 saw 25 fay
orable reviSions.
Favorable.
Increased-Lane Cotton Mills. Mel
vile Shoe. Union Bank e. Trust Co.
Montgomery. AlaD. United Verde Ex-
tension Mining, Marlin Rockwell, St.
Louis National Stock Yards, Sanford
Mills, Automobile Banking. De Long
Hook g. Eye. Plymouth Cordage Com,
Plymouth Cordage Employee, Southern
Weaving.
Rssumed-Connectic Investment
Management. Carnation Co.. Consoli-
dated Traction of N. j., First Natl.
Bank of EngleWood tChicago), Phillips
Petroleum, Atlantic Macaroni, Briggs
Mfg, Coleman Lamp G. Stove. Ohio
Brass, Ontario Mfg. Rice StiX Dry
Goods, American Reserve Ins., Coronet
A-S'pti"tN, 11AJ NdihSi Diy NfOoAo,
Guenther Publishing. Monarch Mills,
Otis Co. Pitney-Bowes Postage Meter.
Extra-Alaska Juneau Gold Mining.
Bon Ami Glass B. Boston Safe Dep. &
IT., Cannon Mills. Incorporated In
vestors, N. Y. e. Hanseatic, Norwich
Pharmacal Peter Paul. Inc: United
Investors, Albany G. Susquehanna r. r.,
Canadian General Investments, De-
vonian Oil, Dome Mines, First Nat. Blk.
tBaltimore) w. E. Heller Co., Home
stake Mining, Irving Investors Fund.
Sylvanite Gold Mines, "Opens Smith &
Co.: National Oil Products. Newark
Telephone Co. tOhio). Novadel-Agene,
Augusta G. Savannah r. r.
Initial-North American Tr. Shares,
Pan-American Foreign Glass A. Pan
American Foreign Glass B. Railways
Corporation. Thayers Ltd, Howey Gold
Mines. Rochester Cap. National Oil
Products. Union Bag & Paper, Lee Rub
Der & Tire, TranS-LuX Daylight Pic
ture Screen.
Unfavorable.
Decreased-Central TT. Co. (Harris-
burg, J. j. Felin & Co., Nat. Bank Of
Norwall; Conn.
Passed-Amsrican Saw. Blk. (Cleve-
land, Camden Safe Dep. g. TT. Co.,
First Natl. Bk. Colorado Springs
First Say. & TT. CTampa), Birmingham
Electric 81 rf, Birmingham Electric So
pr, Mechanics Nat. Blk. (Worcester).
Evening star., 1934-01-07
Trade Trends
BY the Associated Press.

BY the Associated Press.
Chain store Sales.--future Of the
first eight chain and mail order con-
Germs to report for December was $685.
1858, against $8l ,788,773 for the
same month last year, an increase Of
1876 per cent.
Sheetings-Selling houses have been
discussing the advisability of recon-
mending curtailment in production to
bring 1t into closer line with distribH-
tive activities. Some quarters have
suggested a 25 per cent cut in loom
hours for a period Of 60 to 80 days.
Hides-Native COW and steer hides
sold during the week at an advance of
II cent a pound over the previous level,
making the second rise Of like amount
since mid-December.
Dry goods-Markets are said to be
feeling the effects of improvement in
the hotel trade, particularly in such
lines as sheets and pillowcases, bed
spreads and kindred items.
Rubber goods-There was a general
increase in the unit volume of rubber
goods sales last year of 20 to 80 per
cent over the 1892 record. and prices
are fairly well stabilized to a position
about 25 per cent above that held at
the beginning Of 1888, according to
Dun e. Bradstreet.
Evening star., 1934-01-07
SOFT DRINK FIRMS
ASK EXCISE REPEAL
File Brief With Ways and Means
Comm a. of House Urging
- From Taxes.
BY the Associated Press.

Beginning the major movement in
its drive to remove Federal excise taxes
on the soft drink industry. the Amer
lean bottlers of carbonated beverages
group has filed a brief with the Ways
and Means Committee Of the House set
ting forth reasons why these levies
should be repealed.
Specifically. the brief asked relief
from the sirup and gas levies 1t de-
voted considerable detail to the many
items of cost involved in the production
and merchandising of bottled carbon
ated beverages. which, it declared. left
the bother only an average profit of
So cents case in normal times.
Under the protested provisions of
the revenue act of 1882, the tax the
bother must pay ON sirup and gas
equals from to 2ia cents on each
case of his finished product, sometimes
the brief said. Even at that
minimum it is equal to a tax on his
profits of approximately so per cent
and in addition he must pay additional
tax on the remainder of his income
under title one of the act"
Evening star., 1934-01-07
CURB ENDS WEEK
] ! WITH UNEVEN TONE
Some kIcohoIs and Industrial
r !! Shares Sag-UtiIities
] Close Steady.
BY BERNARD S. O'HARA,
Associated Press Financial Writer

r NEW YORK, January 6.-Small
changes resulted from todayS quiet
? dealings on the Curb Exchange. A
number of scattered fractional recess
! sions occurred principally in alcohols,
while a few industrials were down
. about a point in negligible sales.
-. Utilities finished steady. In the
metal category New Jersey Zinc gained
2, but Lake Shore Mines slipped back
"a point. Bunker Hill g. Sullivan rose
i to new ls3234 high.
.,7 Swift International. A. o. Smith,
noAluminum Co. of America, Humble Oil,
Hiram Walker and Distillers Corpora
:: .ticn- -Seagrams dipped fractions to a
point. Electric Bond & Share. Humble
oOil and Sherwin- Willie ms were steady.
= Transfers dwindled to approximately
: $4,000 shares, compared with 100000
:. for last Saturday.
Evening star., 1934-01-07
Commodity Price
Changes for Week
BY ii. N. MCGILL,

'a- Editor, McGil Commodity Service, Inc.
- AUBURNpALE, Mass, January LP),
- Commodity prices during the first
; week of the new year registered a sub
-stantial increase. The upturn was not
=, limited to few groups but was quite
general
o Out of IA individual commodity
groups advanced. while only regis
tered moderate weakness. Four groups
remain unchanged. A CheCk-up on in
dustrial activity as the new year opens
indicates rate 20 per cent :, boye Ee tn tn.
Al cent last July. Statistics also indicated
that the industrial contraction has rulr
its course ana many lines, including
- capital goods industries are showing
more disposition to reach higher ground.
This influence coupled with a return Of
public confidence, following President
Roosevelt's congressional and budget
messages is reflected in commodity price
trends. The index for all commodities,
however. Is not at a new high. but only
90 per cent under the November peak.
Industrial prices reached a new high
due to price strength in fuels, hides and
leather. paint materials and textiles.
The index now stands A per cent over
the low point Of 1898.
Farm Prices Gain.
:. Agricultural prices again registered a
recovery. the movement during the pass
week being in alignment with the gen.
.eral upswing in all commodities. There
Is now definite assurance that the ad-
-miniStration will continue to help agri-
cultural districts in the effort to curb
, production and stimulate price. The re-
covery from the extreme low ground
reached in 1888 measures so per cent.
~! Live stock prices also moved upward
N6ue to higher quotations for cattle. hogs
sheep and lambs. Whereas agricultural
prices stand so per cent and industrial
A. per cent over the extreme low of
this depression. the advance in live
stock is limited to 10 per cent.
l.. The hide and leather group after
series Of substantial price declines
turned upward moderately. rejecting
fractional upturn in the price of hides
~, Non-ferrous metals represent one of
the two groups to average lower. Re-
factions In lead, silver and zinc carried
the index downward.
- Fine textiles recorded considerable
price activity. registering the second
consecutive substantial upswing Re-
cords show higher quotations for cotton,
Cotton yarns and silk.
= Course Textiles Up.
= Coarse textiles also averaged higher
: due to mark up in the price Of burlap
and iute.
- The four groups that recorded no
change during the week were building
materials, chemicals, ferrous metals and
vegetable cilS.
Most important price changes in the
McGill weekly price index 1926 equal
ing 1000 were as follows:
Evening star., 1934-01-07
Virginia Apple
Crop Estimated at
100000 Barrels
BY the Associated Press.

BY the Associated Press.
NORFOLK, Va, January 6.-The
Virginia spple crop for 1888 will ap-
proxirnate 1900 600 barrels, the State
port authority of Virginia was advised
by the Virginia division Of agricultural
statistics
This crop is about 100000 barrels
less than the 1882 crop and about one
half of the crop of 1881, the bumper
year, the report said.
This years crop will be about 81
per cent less than the general five
year average" said Port Director w. A.
Cox who added that according to the
present outlook the Virginia apple ex-
por S through the port of Hampton
Roads will exceed those of any previous
year except the 1881 bumper year re-
ferred to-
He said the State port authority of
Virginia is much pleased" with the
outlook. especially rs it has directed
particular attention to helping the Vir-
ginia apple growers, by furnishing all
the information possible with regard to
competitive freight rates, and steamship
services
The Virginia exporter is faced with
unusual handicaps this year, he said,
as the result of quota restrictions and
more rigid inspection by the various
foreign countries which previously have
been large users of Virginia apples.
Evening star., 1934-01-07
HOG PRICES STEADY
IN ACTIVE MARKET
Bulk of Good Butcher Offerings
Bring $3.65-$3.75, Days Top,
at Chicago Yards,
By the Associated Press.

By the Associated Press.
CHICAGO, January 6.-The hog
market was of small dimensions today
as packers took $4,000 from the fresh
run of 1900 on direct billing. Trade
was active and steady with Fridays
best time. The bulk of good butcher
hogs sold at 365a3.75 with the latter
price the days top. .
Only about 1000 head were held over
unsold Shippers had orders for 500
head The market finished the week
unevenly 25 to 40 cents higher than
last Saturday with packing sows 10 and
Is cents advanced.
Outside market had small receipts
and the trade was generally active with
prices ranged from steady to Is cents
higher.
Cattle were nominally steady with
light kinds generally Is to IS cents
higher than last week, although lower
grades ruled weak to IS cents lower
Heavy steers were also weak and lower
Sheep were also nominally steady. but
mostly IS cents higher ttcn a week
ego. Fat lambs topped during the week
at 8.25. highest sirce last August Fat
ewes topped at 200, the highest price
since April, 1882.
Evening star., 1934-01-07
BANK SHARES RISE
. FROM.YEAR'S LOWS
Final Trading Of 1888 Marked by
Strong Rally, Weighted
Averages Reveal.

In year Of important banking de-
velopments and reforms, New York City
bank stocks in 1888 closed at lower
levels, Holt, Rose & Troster report. The
final days Of the year, however. were
marked by strong rally that carried
the weighted average of IT issues from
the 1888 low Of 3506 on December 26
to close of 1898 on December 30th.
net gain Of IA per cent, in four days.
Despite this rally, the weighted average
showed net decline Of 50 per cent
for the year.
The range for 1888 of the Holt Rose
& Troster weighted average Of II lead
ing New York City BANK stocks were
aS fnllnwS
Evening star., 1934-01-07
CLEARING HOUSE ISSUES
REPORT AT NEW YORK

b. the Associated Press
NEW YORK, January G.-Tha weekly
statement of the New York Clearing
House shows: Total surplus and undi-
vided profits. s729 362. 400 unchanged.
Total net demand deposits tavcrage),
Sl02, APT, 900 Gncrease). Time deposits
average, 50 2,064 900 increase. Clear
inss, week ending today, $4,000, 155 ,845.
Clearings, week ending December 30,
+S2.853, TAG, ,482.
Five days.
Evening star., 1934-01-07
INSURANCE STOCKS
UP 27 PER CENT
Large Gain for 1888 Reported on
New York Market by Holt,
Rose & Troster.

Insurance stocks in the New York City
market. as measured by the weighted
average of 20 leading issues, showed a
net gain of 81 per cent for 1888, Holt,
Rose & Troster report.
Opening January at 1886, the
average reached the years low Of 1890
on April /. From that point sharp
recovery occurred. which reached its
peak in the 1888 high Of 80 % on July
Is. The close. December 80. was 1894.
Recovery in general security markets.
rise in the price level and an i'm
proved underwriting situation we're fac
tors that favorably affected the mar
ket action of insurance stocks in 1888.
Based on closing bid prices, the 1888
range of the weighted average of 20
leading issues was as follows:
Evening star., 1934-01-07
PULLMAN co. REPORTS
HIGHER MONTHLY LOSS

BY the Associated Press
CHICAGO. January 6.-The Pullman
CO. reported today deficit of S495. .525
tor November in its transportation oper-
ations. compared with loss of S423, 1913
III the same month OF 1882
Gross revenues for the month were
S2.748 SO9 against 81 2,9O2,327 in 1882.
For the first IL months of 1888 Pull
man transportation brought gross reve-
nues of S34, ,S83 .404 against s4o.o72.-
o98 in 1882. and a deficit after taxes
Of s1.337 ,269 compared with deficit of
s1,267,701 i'll 1882.
Evening star., 1934-01-07
GLASS TRADE ACTIVE.

NEW YORK. January 6 CP.-Ac-
cordlng to the American Glass Review.
estimates indicate further gain of 10
per cent in the plate glass market this
year. Stemware, liquor and bar glass
ware plants have shown 10 signs of a
let-up in the heavy schedules that have
been in effect during the past two
months.
Evening star., 1934-01-07
PENNSYLVANIA REV0KES
INSURANCE LICENSE
BY the Associated Press.

HARRISBURG, Pa. January 6.-The
State Insurance Department announced
today 1t has revoked the license of the
Continental. Life Insurance Co.. located
at St. Louis. and the licenses Of about
ITO of the conpany's agents in Penn
sylvania.
The department said the action was
taken on advices that the supe-intend-
ent of insurance of Missouri had reti-
toned st. houis court for en order
permitting h:na to take possession of
the company.
Evening star., 1934-01-07
PUBLIC WORKS BOOST
CONSTRUCTION FIGURES
b. the Associated Press.

By the Associated Press.
NEW YORK, January 6-Large
awards for highways, public buildings
and river improvements in the week
ended January l raised the total of
heavy construction contracts to s27-
5000, a $4,000, GOO increase over the
weekly average of the past month.
Engineering News-Record says. Road
lettings, totaling slO,OOO,t coo were the
largest in six weeks.
Evening star., 1934-01-07

2. New York markets compiled by the Asso-
riated Press:
CoFFEE--spot steady: Rio No, :. So:
Santos No. 4, %. Rio futures closed steady;
sales. 1000 bass: March, sG60; May. Il. -;
July. rsiSi; September i0l; December,
'1I2. Santos futures steady: sales. IA 600
bags March. 1915; MAY. 9.3l; July. @9.i2;
September, 81; December. '9S5.
-. Nominal IBID
10 SUGAR-Futures closed steady. 2a3 high
er; sales. 2Scu tons; January. ILL: March
l. May. 80: July LBS: September
u AZ; December, las.
-, Nominal IBID.
- SILVER-Futures closed steady. ; to 13
hiEher: sales, 2.3?o 900 ounces: January.
IA 30; March. A 80; May. 45.:i5: July.
IS 90; September. '4644; October. "4i.71
Nominal IBID.
CRUDE RUBBER-Futures closed dull
unclaimed TO . lower; sales No / standard
8 contracts; January, 1888; March. 9n7a
pos: May. $50: July. $50: September.
70. 70: October. 80 -; December. 1905;
smoked ribbed spot. *S.SS.
az Nominal IBID
Evening star., 1934-01-07
SHOE ORDERS AWAITED.

NEW YORK, January R.-Shoe
manufc cturers expect retailers to be-
gin covering their Spring requirements
in a 5ub-tsntjal way before the end Of
the month. A stifTening of prices has
been noted With the cleaning up OF the
distress stocks in the last two CT three
weeks
Evening star., 1934-01-07
SHORT INTEREST REACHES
.
: NEW LOW AT YEAR END
BY the Associated Press.

pN Lne hSSOClbteu freSS.
-, NEW YORK. January 6.-The short
.interest in stocks on the New York
Stock Exchange at the opening of busi-
stness December 80 was 7l2,8SS shares,
q decrease of 80,520 shares from No
.Nember %, the exchange announced
today.
i., The total at the year-end represents
new low since the exchange began to
- make public monthly statistics on the
-"hgures
Evening star., 1934-01-07
KRESS VOLUME LARGER.

NEW YORK, January up. S. II.
kress q Co. reports December sales
volume at Sl1 ,44o,6 ,676, compared with
SS'327'444 year ago, an increase Of
22.7 per cent.
Evening star., 1934-01-07

Daily Co-nnod..y IlIex.
or- IT. YORK Januacv c.--adcy Of -
staple commodit~ prices tDccemher -. 1891,
equals 100; 1876 average equals '!3n.5l.
Today ....... us q Previous day. I21 :
: Week ago. 1850 Month aGo- -. ia =
1p:;:.-4 high. . 1882 1894 low TS.1
TQI' hiph - 1889 1922 low -O3
Evening star., 1934-01-07
INSURANCE STOCKS

NEW YORK. January l2.-Over-the-
tor M bot
Evening star., 1934-01-07
Commodity Futures,

Copyright. 1894 by Moody's.)
Evening star., 1934-01-07
NEW YORK BANK STOCKS
BANKS,

counter market:
Evening star., 1934-01-07

Weighted Aver. 6219 1906 39.s;
Low during day.
Evening star., 1934-06-28

Farmers Aided in Africa.
South Africa is aiding its farmers
financially.
Evening star., 1934-06-28
Problem in Defense.

Problem in Defense.
IT THE start of the fifth rubber
n the Aggressives are plus $500
"A points Mr.. Aggressive, sitting
4 4 East, dealt today's hand. The
bidding was passed around to
Mr.. Conservative, in the North posi-
ton, who opened with one no trump.
Evening star., 1934-06-28
think Of what would have happened

think Of what would have happened
had they popped their funny little
heads up or tried to run away when
this machine came along. They must
have been terribly frightened by all
the noise yet they didn't move. And
those knives passed right over them
and didn't touch a hair of one Of
them! I must watch out the next
time around to be sure the horses
do not step on them"
When at last Farmer Browns Boy
did drive away on it. the days work
being finished, she still did not dare
go, for Redtail the Hawk was circling
overhead. So 1t was not until the
Black Shadows had crept out from
the Purple Hills that timidly, watch
fully, oh so anxiously. she approached
the little nursery. She poked away
the grass Farmer Browns Boy had
spread over it. She lifted an edge of
the little brown blanket. Her heart
gave a great leap of joy. They we're
there, all ski They were there safe
and soundi She lay down beside
them and for a time there was no
greater happiness anywhere in all
Evening star., 1934-06-28
Uncle Ray
Eggs for Market.

LIENS EGGS are called "a nearly
Il perfect food" and they contain
elements of high value, but almost
three-fourths of an egg is composed
Of water.
Eggshells have tiny holes in them,
so small that we need a microscope to
see them. Through these tiny open
ings water evaporate as time passes.
We can make tests over period Of
week and prove that an egg is
lighter at the end than at the begin
ming.
Place a new-laid hens egg in jar
containing a pint of water, with six
level teaspoonfuls of salt well mixed
in it. A new-laid egg should sink to
the bottom. Put the same egg in the
same kind of brine seven days later
and it will float.
If you try that test. be sure that
you use just the right amount of salt
and the right amount of water. The
older an egg is, the more of its water
is lost and the more of hollow" Is
lett inside the shell.
Long ago Stone Age men robbed
nests of wild birds to get eggs for food.
Now we have tame barnyard fowls and
rob their nests without climbing trees
or cliffs Hens in their native homes
OF Asia keep laying until they have
enough eggs for brood of chicks.
Tame hens have become so used to