davidaulloa/AmericanStories huggingface dataset:
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16
EN- Stations

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Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16


Il should be borne in mind
that at any given level on this
pyramid, twice as many people
will theoretically have been
contacted and given the sales
pitch. That means. in this case,
that II you come into the
scheme on the eighth step
down. you and your fellow
purchasers (279.936 OF your
will have 10 dig up 3,359.323
prospects-which Is consider
ably more men, women and
children than there are In the
entire Washington area.
HOmeOwners Only
The absurdity Of this be-
comes even more obvious when
you realize that most OF these
referral schemes are limited
10 homeowners only. The 1860
census listed only $50, i02
homeowners In the Washing
ton area.
The salesman would be
hard put 10 tell you how In the
world any company can hope
TO manufacture all the millions
OF units he emissions being sold.
We can only assume that half
the population-the ones who
don't buy the product--will be
employed turning out the
merchandise the other half Is
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16

that come to visit you in q
year. isn't that right?"
I'm sure of It," I said, feel
ing like a social lion. Even my
wife, who has been heard ia
complain more than once about
her hermit-like existence, muir
INJURED agreement.
Includes Farmers
"Of course" he said. II told
you 1t was a ridiculous figure
You see. 1t takes in q lot OF
farm families, where nobody
comes to call for months at a
time. But we paid a lot OF
money for the study. so we have
to accept their figure. We're
stuck with it," He wrote down
the figure IL.
Nov, it's been our experience
that of all the people who are
given the opportunity, who have
the program explained to them,
So per cent will come in on 1t. 4"
He wrote down "589o."
But We'll use so per cent to
make it easier" he continued.
That means that half Of all
the people who listen to our
presentation will come into the
program. So that's six out Of
your IL friends"
He produced a sheet Of paper
with some boxes and lines
printed on 1t. In one box, at the
top Of the paper, he wrote our
name. The lines famed out, like
a pyramid. to six other boxes,
and in each of these he wrote a
first name: AL, Bob, Bill, Joe,
Betty ("Ought to get some
women in here, too" he said
with a chuckle and a glance at
my wife, and Sarah.
Nov then, the unit costs
you $780," he said quickly, but
for each one of these friends
of yours who come into the
program, you get $50. That's,
let's see - one, two, three hun
dred dollars right there" He
wrote down $500" next to our
box.
That's your whole first
years payment right there" he
said. But that's only the start.
Let's say your friends only know
IL people. and let's say that
only six of their IL friends come
in on the program - I know
that sounds ridiculous, but we'll
just use the minimum figure,
based on our experience.
you also get $50 from each
one Of their friends who comes
in. Six times so, that's $500
from AL, $500 from Bob and so
on - nine, twelve, fifteen :
that's 81 300" He wrote 81 300"
next to our box, under the
$780," and added them UP.
Nov you see2 That makes
81, 100 If just the bare mini
mum come in. You've got your
unit paid for and made 1900
on top of it,"
Out Of Ads
He explained that the COM
pany could afford to pay 500
out of each unit because that
was money set aside for adj
vertising - not for television
commercials, or newspaper ads,
but for word-of-mouth adver-
Using, the best kind Of all.
He then handed each of us
a three year commission
agreement" to study. 1t was a
page of legalistic prose, most of
1t in fine print, and the sales
man kept chattering on while
we were supposed to be look
ing for any snares and delu-
sions it might contain.
Some people might say, Isn't
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16

this a pyramid?'" he said al
one point. taking the words
right out of my mouth. But
you see. the commission is only
paid on the first two levels, SC
1t isn't a pyramid at ALL"
I had to agree. mainly be-
cause I didn't know what
he was talking about.
Scrutinizing the sketched-ou
non-pyramid. I had a question
Won't 1t be kind Of tough
for my friends, or at least theil
friends, to find enough people
to buy the unit so they car
pay for theirs?"
1T doesn't work that way
he said. you see, your friends
will know different people thar
you know, and the same with
their friends. And besides, you'll
have your unit paid for by
then, so you don't have tC
worry"
In other words, don't worry
about losing money, just
friends.
Bonus Guarantee
As the clincher, he pointed
out the bonus appointment
guarantee" at the bottom OF
the commission agreement
Even II. by some unheard-of
mischance, not a single one OF
my friends had the wit to come
into the program, we would
still get our 5000 unit free, he
assured us.
For every 20 names you give
us, of qualified proSpects-that
means people who will let us
make this presentation to them
you'll be paid $500, whether
any Of them come into the pro-
gram or not" he said. "And
you can give us 20 names a
year for three years. Even If
none Of them ever buy the unit,
you'll have your unit paid for,
and you'll just be kicking your
self because you didn't make
any money out of It,"
How can the company stay
in business If they give me a
free unit without selling any
from my names?" I asked.
"Oh. don't worry about us,
we're making money hand over
fist" he replied. ! was inclined
to believe him.
Matter Of fact" he added,
we've never paid out a bonus
guarantee yet" ! don't think he
meant 1t quite the way 1t
sounded. but I believed him
anyway.
The session ended rather
abruptly. It was my fault.
This all sounds pretty good, T"
I said. But I'm the cautious
type, and 5000 is a lot of
money. I'd like to have a little
time to think 1t over. Could
you leave this commission
agreement and that ske t C h
there, so I can look them over
tonight? I could let you know
tomorrow"
His face fell.
Nothing Left
NO" he said. I'VE couldn't
do that. We never leave any
thing behind"
"Oh," I said. well, gee, ]
don't know. ="
you see. we need people
who can make decisions" he
explained. Either you decide
right now, or we're not inter-
ested."
well, I'm afraid you'll Just
have to put me down In the
AZ per cent who don't buy" ]
said. I'm sorry"
At my insistence, he filled
out a rejection Slip" so that
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16

Continued From Page Al
larsl" he exclaimed, writing the
figure down.
For heavens sake" I said.
My wife bit her lip,
Nov then" he continued,
do you know how much Of the
cost Of your pack Of cigarettes
Is spent on advertising?"
mo" I said.
II don't smoke" said my wife
Five cents" he said, writing
1t down. land 1t only costs 4
cents a pack to manufacture
the cigarettes. So they spend
more on advertising than 1t
costs to make the cigarettes"
''Is that a fact?" I said.
"Yes. sir" he said, Nov, do
you know what razor blade
company sponsors the World
series every year?"
II don't shave" said my wife.
"She's Kidding" I said. Its
Gillette, isn't it,"
That's right" he exclaimed,
beaming happily. He wrote on
the paper again. Nov, do you
know, those blades cost S cents
apiece, and 2 cents of that goes
for advertising. Two cents.
That's 40 per cent Of the price. /"
He wrote it down.
Nov with all this money
spent on advertising, do you
know what the best advertising
is?" he asked. We both looked
blank, so he gave the answer:
Word Of mouth, that's
what. Every businessman knows
word-of-mouth is the best ad-
vertising he can get. If you
buy something and like 1t. and
then tell your friends about 1t,
why, the manufacturer couldn't
buy that kind of advertising"
Big Words Troublesome
He depressed long enough to
give us the pitch on his prod
uct. with the help of a little
illustrated, looseleaf book that
he can set up on the table like
q chalk talk. As he slowly turn
ed each page, he would point
to the sentences printed in big,
bold type and read them off in
a monotone. He had trouble
with some of the longer words.
AS he droned on, stole an
occasional glance at my wife.
Her jaw grew noticeably slack,
and she said later she had ac-
tually begun to feel as moronic
as he apparently thought we
we're.
BY the end Of the chalk talk,
the salesman had still only
limited at the price of the prod
uct - which In this case was
5000. He eventually got around
to that. but only after a dis
arming buildup.
What would you say If 4
told you you can get this unit
without any cost to you?" he
asked.
Sounds wonderful" said my
wife.
Sounds unbelievable" I.
said.
1t was both.
Some time ago." he began,
I'VE hired one of those research
companies to find out how
many people come to visit in
the average home in the course
of q year. 1t may seem hard
to believe. but they came up
with the ridiculous figure Of IL.
Twelve people in a whole year.
Now I know you folks, in
this lovely home Of yoVrs." and
he gestured vaguely around the
living room with its timeworn
Early Attic furnishings. must
have q lot more friends than
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16
Other AM Stations

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WttL-iiie M.-7l.houf openiloH tIetpl
keataI mldnisht 10 . an. Tuettsy.
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WlvA-Iso M,-DayiiKht snIy.
WovA-iSia s. baTlIght snly.
Evening star. [volume] (Washington, D.C.) 1854-1972, 1963-06-16
LATEST TV INFORMATION

1880, WRC 0D-Special Secret Hunger" Ca
madam Broadcasting System and World Food Council
report malnutriton existing major parts of the
world Actor Peter Ustinov narrates
1880, WTOP (9)-CBS Washington Report A pre-
view Of the Presidents trip to Europe.
1890. WMAL C7)-Howard K. Smith. whats In
the Way of JFK?" look at President Kennedy's
stature effectiveness and record the Chief Executive
Evening star., 1963-01-14
WORDS, WIT
AND WISDOM
KERRY DRAKE
JULIET JONES
Pogo
BY WILLIAM MORRIS

Question: I am IL years old
and I'm in the sixth grade. I
read your column every day.
Most Of the words are difficult
to me. What does the word
"insouciance" mean and "in-
somnia"? - Mindfully yours,
Patricia Ehman, Fontana,
Calf. P.S. Would you please
put these and a few words a
sixth-grader could understand
in your column?
Answer: Well, Patricia, II you
ask me. you're doing very well
for a sixth-grader. / would try
TO put more sixth grade
words" in this column, II I only
knew what "sixth-grade words"
are.
Now know that there are
books full OF words divided up
into groups according TO the
grade a child is In when he or
she Is supposed TO learn them.
But. and I hope your teacher
isn't angry at me for saying
this. / don't think those books
make very much sense. You see.
I used TO be teacher myself
and II was my experience that
some children had very much
larger vocabularies than others.
And you know what / found
out about these children7
Well, almost all OF these
youngsters with the largest vo-
cabularies we're children who
read a lot OF books-for fun.
not Just because they we're told
10 read them. They we're also
children who read the news
papers even columns like this
one. And they we're children.
like yourself, who didn't stop
reading Just because they
didn't know what every single
word meant. They tried TO guess
what the strange words meant
from the other words around
them. Then, when they we're
really curious, they looked the
words UP in the dictionary or
asked their mother or their
teacher what the word meant.
Nest Of all, these kre chill
Evening star., 1963-01-14
Daily Question

Partner opens with one dia-
mond, and the next player
passes. You hold:
Evening star., 1963-01-14

Since I was only II years old
at the time, I opened the seven
of diamonds from the West
hand, Today. I would probably
open the five.
My father didn't know
whether I had started with two
or with three diamonds. If he
tried to give me a diamond
ruff, declarer would make the
contract.
He solved his problem by
winning the first trick with the
ace Of diamonds instead of the
king. That led me to believe
that South had the king of
diamonds.
l eventually found out who
had the king of diamonds, but
I couldn't see at first why my
own father would want to con-
ceal the truth from me. Ac-
tually, he had a good reason,
and anybody who has an IL
year-old son can pass 1t on.
Returns Spade
My father returned the eight
OF spades at the second trick.
won with the ace of spades
and automatically returned a
spade. Father got his ruff and
cashed the king of diamonds to
defeat the contract.
Suppose I won the first trick
with the king instead of the
ace Of diamonds" my father
began after the hand was fin
ished. IF I then led a spade
to your ace. would you return a
spade or a diamond?"
I had to admit that I wasn't
sure. I might have returned a
diamond even though deep
thought would clearly indicate
a spade return. A diamond re-
turn would allow South to
make the contract.
why should I give you q
problem?" my father asked
I'm older, and I know what's
best. I tell you only what you
need to know"
I didn't agree with him then,
but I was Just a rebellious boy.
Today I know that you some
times get these hands and have
to conceal the truth from your
partner.
Daily Question
Partner opens with one dia-
mond, and the next player
passes. You hold:
AQJlO5 0Qs 0QJs &AKQs
What do you asy9
Answer: Bid two clubs. You
expect to bid the spades later.
thus showing that you have
only four spades and limiting
at the strength Of the hand.
tcopyrisht 1868. Gen. Features corp.)
Evening star., 1963-01-14
FAMOUS FABLES
BY E. Z. EDGAR

ADVICE: AS a youth, actor
Walter Slezak went to Berlin
to try his luck in the movies.
He had with him a letter Of
recommendation to Paul
Wegener, a well-known and
oft-married movie actor.
In Wegener's apartment,
he was received by the stars
current wife. She asked him
TO wait until she called her
husband. In What Times
the Next Swami" Mr.. Slezak
recounts what followed:
1.-TWO and a half hours lat
er In staggered a man. a wild
look on his face, hair dishev-
eled. exhaling alcohol fumes.
Who are youP What do
you want2' he asked.
Il presented my letter.
"I am an actor, and /
would like to get your ad-
vice. 80.
you've come TO the right
place, my boy. I have good
advice for you. real good ad-
vice. Don't ever marry
no matter what they tell
you. don't ever marryP
II said. Thank you very
much picked up my letter
and left"
Evening star., 1963-01-14

dren who knew that the only
way 10 learn is TO be always
curious, always willing 10 ask
questions. You sound like Just
such a girl. PatrIcia-and I'm
betting that your curiosity is
going 10 lead you TO marks lots
higher than -" before very
long.
"Insouciance," 10 answer your
first question, is a fancy word
meaning carelessness or indif-
ference. Pronounced in-SOO-
see-unss, It's a word you won't
be using for few years yet
The other word insomnia
means inability TO sleep OF
sleeplessness. Pronounced in
SOM-nee-uh, It's something
hope never ever bo.hers you.
Evening star., 1963-01-14
ADVERTISEMENT
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The secret is-Primatene combines
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combination for asthma distress.
Each performs a special purpose.
So look forward to sleep at night,
and freedom from asthma spasms.
Primatene Il 9Sf, at any drugstore.
Evening star., 1963-01-14
Stops Attacks in Minutes

stops Attacks IN Minutes
New Yerk, n. 7. (speeisl) The asthma
formula prescribed more than any
other BY doctors for their private
patients is now available to asthma
sufferers without prescription.
Medical tests proved this formula
stops asthma attacks in minutes and
gives hours Of freedom from recur-
renee Of painful asthma spasms.
This formula is so effective that
1t is the physicians leading asthma
prescription-so safe when used as
directed that now it can be sold =
without prescription in most states
Evening star., 1963-01-14
ADVERTISEMENT
How To Hold
FALSE Teeth
More Firmly in Place

Do your false teeth annoy and em-
barrass by slipping. dropping or wobs
bling when you eat, laugh or tAlk2
Just sprinkle a little FASTEETH on
your plates. This alkaline tnon-acidD
powder holds false teeth more firmly
and more comfortably. No gummy,
gooey, pasty taste or feeling. Does not
sour. Checks plate odor" (denture
BREATH. Get FAsTEETH today at
drug counters everywhere.
Evening star., 1963-01-14
ADVERTISEMENT


Don't put up with pimplesl A new
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hygiene and diet proved helpful to
300 Of teenagers in test. You. too,
must benefit in 30 days or money
back. Start now by getting full direc-
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at once, get Zemo Liquid Skin Medi-
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Evening star., 1963-01-14
WORD GAME
Find 81 or more words in
PO M PHO LYX

meaning "a veslcle," Average is
II words. Time limit, rs min
utes.
Rules OF the game: 1. Words must be
acquire four letters by the addition OF
IS, such as bats cats" are moi
used. 3. Only one form OF a word is
used, 4. Proper names are not used
Answer to LAPIDARIAN
laird. lair, laid. lana, lard, land,
laniard, lain. lapin, liar, Ira, Llama,
paid, pail, pair, pain, panda, pima
pirn, plain, plaid, plan, prandiai, lnlaid
darn, dinar, dial, drain, drip, raia,
radian, radial, raid, rain, rani, radii
rapid, rand, rail, rind, ripa, rial, nadir
naiad' nard, nail, nipa, alar, anil. anal
apian' aria, arid, arll.
Evening star., 1963-01-14
WORRIED ABOUT
TKlMM lining HAIR?

u your hair is thinning-you
should take steps now to find
out the causes. Many of the
local causes of thinning hair
respond to proper corrective
treatment. On the other hand,
no treatment can help you if
you are afflicted with male
pattern type of badness.
A Thomas specialist can usual
ly determine from personal ex-
animation, the precise cause Of
thinning hair. He can then pro-
vide the exact type of treatment,
designed specifically to over
come the cause of your local
scalp ills. The new, improved
Thomas thermogenic treatment
helps to correct local scalp
ills faster than ever. DAN
\ druf disappears, scalp itch
a is relieved and soon your
scalp feels good, your hair
n looks better. Decide today
4 to quit worrying about your
| hair-come in for a free,
professional scalp exami-
nation.
Evening star., 1963-01-14
SHEINWOLD
ON BRIDGE
BY ALFRED SHEINWOLD
Don't Reveal
All You Know

II can't tell you everything"
my father once told me when
I was small. TOO much knowl-
edge may lead you into trou-
BILE" We were talking about a
bridge hand, of course.
North dealer.
North-South vulnerable.
NORTH
AQJl05
zoe
oQJ8
%AKQ8
WEST EAST
AA7632 As
252 3K76
o765 oAKl042
%943 %10762
SOUTH
AK94
VAJ10S43
o93
AIS
North East South West
- 10 10 Pass
ia Pass 20 Pass
80 Pass ~ All Pass
n,.nV,tv,o a, loo i nj ,..a,,A ....~,.
The chronicle., 1963-12-05
Says S%oUtherner
~Favoring Mixing
Has Lonely Life

WALTHAM, Mass. (UPI)-An
Alabama lawyer says the Negro
who becomes a civil rights
leader becomes a star in his
community while 1.-The white
Southerner who p e a k S out
gives up his friends, his social
contacts and his job"
Charles Morgan Of Birming-
ham, in a speech at Brandeis
University, said Tuesday night
the white Southerner favoring
Indignation takes on a rather
lonely job"
Morgan was the last Of six
lecturers in the 1863 Helmsley
series on 1.-THE Challenge and
Progress Of Integration."
In reply to a question about
the death Of President Kennedy,
Morgan said: Il hope some
good can come from the assas-
sination.. but I hesitate to con-
The chronicle., 1963-12-05

The whole of America shall Ii
berate itself once and for all
from the OminouS Yankee I'M
perialist yoke"
Clear Intent
In Rocas' words were clear
intent.
Yet within the Organization
of American States, from whose
councils Cuba already had been
banned, there remained doubt.
Words, they said were not wea-
ponS.
Brazil, Bolivia, Chile, Uru-
quay and Mexico continued to
maintain relations with the Cas-
tro regime, refusing to join 9TH
err American states in a diplo-
matte and economic blockade Of
Cuba.
The Castro regime itself de-
MED vehemently that it has CIV
en- other than moral support to
the Venezuelan terroriStS.
This week, from a cache of
arms discovered on a Venezue-
Ian beach, Venezuela presents
evidence to the contrary.
Venezuela, backed by the
United States, will demand that
the GAS unite against Cuba I'M
der the Treaty of Rio which
also is known as the Treaty of
Reciprocal Assistance.
The answer should be over
hemisphere solidari-
ty. Unfortunately, past perfor-
nance permits no such encour-
aging outcome.
The chronicle., 1963-12-05
Yerser Blasts
Barnett Record

JACKSON CUPID - State Re
publican Chairman Writ Yerger
Jr. says that the fiscal record
of Gov. Ross Barnett's admins
tration should cause taxpayers
Ito rise up in righteous indig-
nation"
Yerger said in a public state
ment it is obvious that the
state administration has failed
to live within its income and
has tried to conceal from the
public the deplorable financial
situation which has finally come
to light"
Yerger cited a report from
State Auditor w. D. Neal that
the general fund balance is at
its lowest level since 1851.
The COP spokesman pointed
out that the b balance had
dropped from $34 million to less
than $4 million during Barnett's
administration despite a tax in
crease.
The chronicle., 1963-12-05
Vows FiIibuster
lin Extra Session
On ReshuHIinq

MONTGOMERY CUPID Vet
eran State Sen. E.. O.. Eddin:
vowed a y TO filibustel
until hell freezes over" if the
legislature is called into specia
session to study congressional
redistricting.
The senator from Demopolis
said he worked to have distric
lines redrawn in the regular
session this year but he would
now oppose a special session
because of "recent action Of
Democratic Chairman Roy May.
hall of Jasper.
Mayhall came under heavy fire
last week for a speech in which
he said Alabama shares the
blame for the assassination Of
President Kennedy. In a later
statement Mayhall said his re.
marks were misinterpreted.
Rep. Temo Callahan of Tusca.
loosa County was on the pro.
gram with Mayhall.
I'm the light of Mr.. Mayhall's
recent actions, plus the com.
ments of Rep. Temo Callahan
Of Tuscaloosa, I have decided
that maybe it would be best fol
our congressman to run state.
wide again in 1854" Eddins
said.
81 will filibuSter until he'll