The Bismarck Tribune Newspaper, January 14, 1920, Page 6

\ with a good big circulation,: EDITOR'S’. NOTE—We believe’ we are justified in offering this most: to- teresting talk to our business men ~ readers. for the wealth of good ideas andysonnd business theories. ft con tains, unusual as it Is to offer such a story to our readers, Mr. Mann bas inade ia signal success a3 a merchant in a small town, He tells to a detight- fully; huiwap and foteresting way how he did tt): The following ‘talk was der livered by: Mr. Munn 'to the Chamber of Conimerce of Dubuque, fa:, and ‘is taken from the newspaper report of the meeting, as printed in the Times- Union of that city. * Towant to.assure you that It fs a great pleasure to be’ here. tonight. . 1 had: no: idea of coming to Du- Duque until last week I happened to be: in Chicago ond = gave a speech on mod- ern = merchandis- ing and advertis- ing and two’ of the newspaper men here were present and heard the talk I made there and they Invited me to be their guest here and deliver the same lecture, thinking pos- sibly it migh¢:be of some benefit to the business people of the city of Dubuque, 1 might say ‘in starting, so that you will understand how I happen to be in this line of work, that I am just an ordinary merchant and not an ora- tor like Mr. Karr, whom you heard last nigbt. I understand. you do not have a re- tail merchants’ organization, You are missing a grand thing. What is really the life of any city? It is the merchants. They are the real people wha, do things, keep everything mov- ing... Should they not work together as a unit and shape the destinies of your-city? And I urge you to get to- gether in an organization, bave a few banquets like thi’, and talk over the problems of your city, and your ad- vertising propositions, I am a. great believer in- collective advertising, where everybody. in the town get to gether and advertise, and really one of your greatest’ assets Is a good press } have always said that I attribute a great deal of our success to the newspaper men, . Borrowed Money to Pay Freight en cea First Stock. Led When I first started tn ‘pusiness 26 years-ago b.bought:ont a grocery firm in the city of Deyil's Lake, N. D. For tunately I had a tetter ‘of credit and a Minneapolis -grocery firm.tet me have $1,600. worth of merchandise. 4 had “worked: in thé grocery’ business, ‘As a boy of twenty-one: years of age the highest salary Ivever got was $38 @ month. I:didn’t have enough money to pay the freight on my. merchandis® and: borrowed money from my father. Inopened up that little store. <1 had to pax$l5 a month rent. Some of the merchants failed in that town and 1. bought some of. the fixtures, about $35. or $40 worth. When J got ready to. open up the store, a aewspaper man, a friend of mine, came im and galds “Fred; you have your stock here,.and I believe you understand the grocery .business. You are ‘pretty well known here and pretty well liked. - I want to tell you something. If you want to succeed you must advertise. 1 want, you to.take a little space In my paper. Now don’t think that you are merely giving it as a donation to the paper. It will mean not only business for me, but businessgfor you as well.” He had a book called “Printer’s Ink.” He said: and I will bring it to you. Read it. Not only read it, but absorb it.” 1 did that eud some way ‘or other when Ihad that Uttle store stocked end‘let the people know that. 1 was in business, and that I would like their patronage, Ivbegan to do busi- ness, Very fortunately for me my old boss, did not believe in advertising. We. kept putting litle ads in every week—snappy live ads. My old. bos¢ thought. it didn’t amount to anything but ft. didn’t workout that way, and the business began to come tg: me. The ‘first year I sold with the ald: of one ‘man. $23,000 worth: of groceries. I made’ up my: mind that. it: was ab- solutely necessary that I get the money for what I sold. I was always very; careful.on the credit and insist ed that they pay within at least thirty days. I told them I had jto pay. for the goods that way, and they under- Stood,.and with very few exceptions and ‘lossea, they» paid. me. 1: went along that way for tliree or four years. Iv kept * Increasing my © advertising. Later 1 added dry goods and clothing. We began to grasp the idea that ad- vertising had helped to sell groceries avd would: naturally help any other Une.. I/did the Bavertising. ‘The bus!- Bess grew rapidly and tn 1907 we built f@; very beatiful store. Everybody ald Iwas going broke sure. The building. cost me $75,000. It is 75 by 140 feet, two steries and basement. We orly use the lower floor and the ‘| president of the Merchants’ National DICKINSON: BANKER IS: NOW BIGGEST RANCHER IN ALL NORTH DAKOTA Dickinson, N. .D., Jan. 14—W. Ti Richards,” mayor of Dickinson, and “I get this book every week | t =* Modern Merchandising and Advertising ——== . | By FRED P: MANN, Devil's Lake, N. D. ‘°° President North: Dakots Retail Mérchants’ Association * a basement. 1 put Im about $10,000 worth of mahogany fixtures—fized it up fine, Everybody. said the farmers wouldn't come in a store of that kind. But they. did. We put fo rest rooms, something they never had before. ~ All tne Mme the advertising was increas B.. Last Year’a Business. $500,000, T had a. younger brother who came {nto ‘the business at that time.’ He bad’ developed into.a@ great advertis- ing: man/ - At ‘the “present time we bave a: large ‘contract with ‘our dally, paper ‘for edvertising for.:the year 1929.) We pay 30:cents'aninch. We spent. last :year. on’ that: business be- tween $10,000° and $13,000 in adver- tising. “We ‘sold over half.’a. million dollars’ worth of goods: This year we expect to sel¥ over $600,000. worth. We handle groceries, dry goods, ready-to- wear clothes.and the basement {s filled with shelf «hardware, crockery and dry. goods. The, advertising method that we pursue out there is’ the news- paper, first, always, . I\belleve the, press {s the best-mediaum and ‘cannot be, beat.’ Then the personal lettet, then circulars,.-pawiphlets’ and cata- logues. But ‘the main. thing, {s° the press. In ouf little country town with a ttle over .1,800 circulation we can put in an ad, for instance, a suit sale. We run two every year, one in June and another along in September. We send out a ffersonal letter to our mail- ing list. We have one compiled of only.2,500\names, Our countrys very thinly populated. : We have to go out some forty miles to get this number to mail out.- I wonder what we would do if we had a 45,000 population right at our door? When we are. ready to have a silk sale, we get out an advertisement tell- ing them all about it. Everything Is absolutely honest. Our first adver- tisement tells the people to watch ‘for the page advertisement in the news- paper. On the morning this silk sale is to be opened that entire dry goods section is nothing but silks, spread out, so that: when they come in: the door there are silks all ready. to greet the eye, We bave the price tags on them, These sales lovariably: area success, We. cot only. make’ money in that department but It livens op every department of that. store. There are a great many people who question: that ‘method of doing busi nees: We found that the\ eonsumer used just.as much silk and gets in the habit of using more. Cares for Flu Victims. :. We run an anniversary sate in the fall. We are also very anxious about’ the second week in December to move a lot of the merchandise that we ex- pected to move In October and Novem: ber. We use exactly the same method. And, by the way, all during that epl- demic of the “flu” we sent sympathet- ie letters. to. all our customers telling them how to handle it. In our .town they had no facilities, for the care of patients. We had two large hospitals in the city. Medical authorities took over two stories in the hotels, We advertised that fact through the coun- try, telling them If they were 111 to let- us know, the ambulance would come at once; and swe gathered people from the surrounding country. We had one doctor to take care of all these people during this.time. Then, after It was over we talked about the “flu” being over and how fortunate we were to get through with small death loss: We told them we had expected to sell this merchandise and. wanted to-move-it and would put a price on It attractive to them, When a four-page ad came out—an announcement. Where - we couldn't reach then that «way «we mailed it to them. The firet day of the sale our receipts were $8,600, and during the seven days we sold a little over $30,000 worth of merchandise, That ts the drawing power of that {Ittle paper. Of course, in your larger stores here it would be much larger.’ The page ad-T am holding fs an an- nouncement of the fall opening. name plate I call your attention to. 1 am a great believer in a name plate that: sinnds out. ..For. Instance, when we have a fall. dpening out In. that little town we have live inodels.:.. We have the’ best orchestra In town. We serve: coffee, cookies:and..try-to make it. pleagant for. them. It¢ 1s quitée’a little novelty and. If: we -have a .fash+ ton-film, when ‘that film Is run; we: dis- play the same _garments , on’ the’ live | models... That’. seems “rather, “far, fetched for a small. town but we are trying it out. How far.can you go on advertising? How much can you ‘spend? 1 find there {sno limit even {f you cut out some stuff: that doesn’t bring returns. On. our twenty-fourth anniversary’! sald-to an:ad- man.of the newspaper: “I want to. get out'e good ad: going to have ap anolversary sale on a cer- tain date, and I want to make it a good one.” “Wh. don't; you: mke {t* a good one?” he sald. “Well, all right; show me how it te done.” : “Why-.don't “you gef outa special edition? A-12 or 14-page paper?" “All rights, bow will sou so about itt” “You write all the itrinsyso0 have Bank, through. the purchase © this week of all fie ranching interests. of R. L. Wilcox, las easily become the — biggest rancher in -North Dakota. “In the deal just consum- mated Mr. ‘Richards adds. to: his al- ready -vast interests’* 10,000° acres of ‘The | heen: doing business: with for, the:past ten or | twelve* years ‘and tell them you would ‘like them’ ta take’ some space. in the Paper, Have them pay. fer: it.” We got out ‘the 14page advertise: ment. ft made. wonderfal: hit, brought a great deal. of business, and eStablished us wore firmly in. the eyes of the consumer, Fights Mall. Order Houses, T-have been doing a: great deal of work with the jobbers, maaufacturers and retailers, -About one-third of the business/ of North’ Dakota was “going to mail-order “bouses, “I sent out a mai, Doctor Carr,’ te! invest! ! bired him because be is’ ruoning a magazine. ‘advocating .“Trade at Howe.” When we found mail-order houses doing business at home, we became interested in mail-order busi- ness’ in North Dakota. | Seventy-two solid carloads of catalogues from mati- order house were’ delivered in North Dakota at that time, I hired two men and sent them out over the state. They interviewed merchants. I bad little ‘sheet-for them. to fill out, asking about advertising.:; Well, 1 found that 75 per. cent of them didn't befleve'In advertising. Then |i .knew at once whut’ was. the’ trouble to a great ex: tent, 1 estimated-that over a million dollars was ‘befng ‘epent in that. state by mail-order. houses, 1 found that $75,000,000. were: being spent. fo’ the | United States’ by the’ mail-order | bouses, and ‘that a million went ito the state of North Dakota. ‘To those;con- sumers ‘every. siigle day came. cata- logues or pamphlets of. ‘some kind, atid the retailers of that state absolutely not making:an appeal to the consumer for ‘their business, ) I-went to the Job- bers and manufacturers, They didn't know. what. was, ‘going ,on:°-It never entered their heads that they were losing 25 per, cent of the business: tn that state. I told. them: “You'ought to\’ realize that yetailers’ are -your agents and when they are gone you won't have gnyone. to distribute your merchandise.” +1 have ‘been In Chicago: in .Mar- shall Field's, and Carson Pirie: Scott’, They’. have .been. interested: along that ne. I said to these jobbers: “I want you ‘to do. something: for the retail’ merchant along these lines. T .found in talking «to: these men they ‘do, uot understand » advertis- ing and ‘do not believe in it. I am satisfied that 83 per cent of: tle husiness people in the United: States, outside the’ larger cities, do not: be Neve In: 1t, do ‘not: use: it, and donot realize. the wonderful ‘opportunities they are losing. I started to educate them, to Interest them {n ‘this. work. so that when‘the merchant wants ad- vertising, for bis paper’ or his Ictters or. ¢lrculars ‘or pamblets,” “he: swill: go. to any ‘of the houses and they will. help him.} They have become interested. tn {t.. Aleo..the’ question of price -has come up. ‘To this day @: great: many people. figure that the retall merchant cangot ‘compete’. with.- mall: order houses, -1 lald°It. before these mien : “You must furnish: the retailer mer: chandise at: euch a: price-he can “meet mail order: competition: He is. your agent. Are. you going-to let them:clean him up.or. kegp in business yourself?” They. promised they. would: furnish merchandise that would: meet all: mall order competition. I. tell. the .retaller if ‘the wholessle .housés don't gire. them a-price that will. meet mail. order coinpetition, let me know about it; and. in- two years I’ bave not bad a elogle instance where the jobber’ or manufacturer has refused to: meet | mall.order competition. I got ‘away with the price, 1 put backbone into the’ merchants.. Then | started on’ the advertising game. J talked to-traveling men and got thelr ‘houses to go out and sell merchants not‘only merchandise: but advertising, Solving Peddler Problem. T found the:peddiers were selling an immense amount -cf: groceries ‘over North Dakota, ahd «I went_ to ‘the wholesale grocers and ‘sald: "E want to getout_an advertisement myself, | ® grocety: ad,’ Just ‘asattractive as these: mail. order <people ‘send* out.” ‘They got up an advertisement. They sent this out to thelr trade.’ We used this advertisement and, believe’ me, we sold some. merchandise," And they thought. that aigood idea.” ‘They went out-and sold: over 1,200: of their’ cir: tomers that idea and I think eventual- ly: wevare going to get out of It’ won- derful results. ly fouhd ‘that 65. per, cent of. the coffee ‘tn: ‘the: state ‘of. North Dakota was being sold by pedilers and :mail order people, I’know: we did: not have the coffee ‘business ‘and began: toinves- L found we: were’ sellihg es and’ mail order ho wares veellig’2 cents: cheaper. ° te ‘do. Bi bought coffee In lager, at ages: and. started advertising; put.-a ‘gample‘in.a it; stold them: we were: putting. 0 bile on this date, and attached sample which would show them what kind of coffee. it was so: that when they read the letter they bad‘the coffée to sample it.’ T'used this same method io dried truits, After. visiting abou T..found® that the . didn't: -advertise in the: papers. In ills: town I didn't see av adyertise- ment: of this bind tp the papers. Why 78 eewnrabee weil as an$thing else? My brother ‘got out ‘an ad. Thm: ad (hardware) came ‘out. Ib ‘the paper Thursday night, and 4 noticed. {t®In- pare the sales In. the basement “There are two classes ‘of deaters, “Jewelry stores add hardware stores; land, 3,000) head of Hereford’ ‘cattle, several hundreds of horses, a. latge amount of* fine. ranching ccablpmasne, besides large. blocks of. banking. 8téck in the First National and Northwést- ern State Banks pf ‘\Killdeer, Mr. Richards ‘now is ‘tndivl ardwaré . stores || i store Ip the inte town'Is going tobe a‘ thing of the’ past yD account of, mail’: order ; competition country, which enables them to come to cities and get larger assortments, @ merchant whoy.ma success In ‘business,’ This one with: bis, store: We found the stock <of merchandise and put’, {n* moderg: methods, 1 put that store on a pot-cash basis. Ibe lleve. ‘really * j-and-carry ang, charge-for-delivery service is the right and modern: and only. way, so} put-in the cash system. We would also pay farmers. spot-cash' for thelr produce. AS soon as .we ‘had. the etore re arranged We’ got a ‘tock in that coun- try store. The merchant from whom we bought. didn’t have $500 worth of fall merchandise ‘ordered in Septem- ber, and was going’ out: to buy some theo; We: put Io ‘about- $10,000. worth and got it opened up, sent out a per- sonal letter: showing .our. policy. and used a double-page ‘spread. ta that pa- per with a, citculation ‘of ‘about 700, There were: two. papers; tn. the: town: One'was:a: aonpartisan-and ‘the’other an old “stand: att: paper and )they brought: ottt this adi jsement in: both papers.. That ° Saturday’ “afternoon ‘When the sale.opéned I was tn. another. ‘city. “My brother ied charge of the store. 1 “How's It /going?”. Opens ingh Store, i " Me rights sata; “put are your dothg: ‘any busjnéss?” He ; th oTheisaje ran a little over $3,- 200. ' We'sold tn-thiat-country estore to the Indies, ‘coats: for $140, $150 ‘and $165. “Shoes at: $15 and°$16, “All they wanted tras the: “opportunity to -buy. ‘That. is why these, mail-order houkes are doing business., There were cata- logues ‘sent ‘out thére to do just that Kind of stuff.” Can, you blame tiem for buying “when: these’ people have: their catalogues right: at! their door? These people are making en appeal in a high- class: way, We ran that sale and con- tinued It for a: weeks and tt was very attractive, £ ne The uext Saturday T sald tomy sont “We ought.to make real good show- Mhone' the boy: and:see 1 get him to fly: up. here witb tilsplane.” He camevup. We ‘put an: ad: in the paper about it—that we: were’ going to'give them a:ride in the plane and to:come in. ‘When’ the ddy came, ‘the young man -todk.these peaple out for $15, for 15, minutes and so much’ for ehch’ shecdeding-sptaute, I.know one of.the-farmerg stayed..up Lo minutes after: the Motted: ime, that ‘sdle, we. wanted to. cléan* that’ storé, -"We replaced ‘all the stock and pyt:all theold:stuff-in the bnsement:for a reconstruction sale. It wag.all dut-of-date ‘s Some. of the stock was. I 16: sears: I’ remember. there were some didn’t try.to. decetve the peopte about ft: We. told them-we were going to sell this stuff for $4 or $5, and the materia ‘could be. worked: out by: the housewife," so” that ft ‘could be used, ast ie Bteat. many: mer. (Gatherings: “Have: you ever thetr: patronage; :that:.gou would :itke to:have them come ip and see: you?” ilt-Is once out-of ten times that a mer- ‘chant will ever say be has done. that. “Don't ‘you: believe. you could get In touch ‘with your people: pergonalls? Through the medium of: the press, squ can ge\in touch with them right along, and the snappler you make your ad, the. closer you are touch>with them.” ‘There“is a wonderful ite.~ We: have one price. to all.- child twelve years old¢could come Into the tore end buy wae the same as I-can’ remember. one tiastration ‘Some’ ofthese sneaper garments don't ‘wear: ‘very ‘weil. encher came into: the etore é ‘Cont. She bought’ one, ‘and ame its later, saying? ’."E:had to pay am ‘fit ‘Do you think it j aha vat rit de! ell Heit: to’ g0'50:507"" 1 gat ‘ve albiright: Just: for the (Wanld gts that: ete. ea wonderful opportunity, Mr. Hart -sald to we. lust week: in Chl engoh “Dou't: spend tess than. 5 (ger, Ceuts Lf you. Went out @hootiag. du and had‘a double barrel’ shotgun, ‘wouldn't ‘think what’ the cost of ‘the ‘other shel) was.” You would: fre both Let's give them: both: bar tising ‘are doing the naredet ue 88. i The-smalter stores that are dolhg-it dvertising are dot. ‘déing large a Dusiness..-If these pmall stores increase thelr advertising & which would tnerease tr business, ; controlling interest. in, severall banks throughout the western part ot the: state. Coming to. the bales as a r prospered in spite ‘of A iy wea ‘Bence jal | ang, adversity and. war ah net ato -satlafied after an investiga! owner ‘ of ‘several large-ranches ad | the “ -firat millionaire: created : in ‘that that the simultaneous arrival at’ jadies’ jackete with puffed sleeves. We |: Then. Saturday we cleaned ‘moat.of -It |; tan see how-tt:has |; vertising. | There te ne “would It not affect.the atorea thar Y pe Al ested now the largest advertisers? ‘Would their: business not be affected “if the | (hat: will. compete smaller stores Increased their ‘adver. | | Abuotutely: thal ine-teaths of these tising?’ That’ ls, would they: ‘not take ‘nOn-advertiserg’. did advertise ~ that their. Increased. business. frim. ‘the {Mt ‘would -topt thend ‘mot one cent, in larger stores? And: If this wore true, |; fact I venture to my, they: ‘would make would It decrense the, sales, in soine of profit ont. + the stores?” 4 rane gen go: Into tt, ‘get in right “).am glad_you asked that uestion, Ash nto a small town and {nto a Tt was one that: was brought up he | Sewspaper office and. noticed.a pop fore. 1 was going to St.'Louts in May, | Uonlng a clearance sale, to July.. ‘When we got out of; Waterfoo several ‘went ‘over to the store to : ‘see bow the young merchants got on the train and| Sse "ae gelag. ‘There were no goods they ‘were: talking about- going to.a'| “eplayed 10 the window. 1 stepped tn- chamber of commerce meeting. One. of | ®*!¢ ‘804 couldn't see anything of the them sald:” “I-would like'to bear that| Sal¢ Mothing‘on the couriters. “| eat fellow, :Mann.’ 1 want ‘to: hear and “Have you yot:a sale on? 1 saw an meet him.” Loverbegrd the conver | #d.!m the paper.” “Oh; yes,:all those sation, stepped over and sald: “Yéu goods: on :the shelf are on sale." can meet him right now.” I went back | ‘mediately ‘went out and got a dis And got ‘this bunch of stuff. Talked | Patch. to-e-newspaper tn St. Paul to along that line, 1 was showing my | S©¥ them just what my point was. method and:telling him about mail or-| Then. l got: the*Jobbers- and showed der houses. .One of the boys asked me them how:.they nust insist upon the (dentically the ‘same. question. merchant connecting the ad he puts . There ts.a town’ out in our state, a the, Daper uth. his, buslnieaa Kood town. It Is the ttilrd town of the Must: Get Together. state, They have'e merchants’ organl-| - wi down tn Muscatine, when ‘an zation’ in: that: town...’ They: have sich ad man told me-he got the merchant a close organization that a penny, store | to: advertise: ‘Tint’ morning of the ‘or Woolworth ‘couldn't get. into thi sale..the clerks didu't even know what ness ‘ the community in _Was on‘ sale ‘until they looked -In the |: town ‘sald so. \’They. have ‘control-of | hew paper.: If we could only get: to- ail the: property, ~ They: don't allow | gether once to a greet campaign and nything in thére’ because they have {t | agree .to advertise! Don't-do'It’hap- failed. down... At a: meeting of their hazardty. Do Mt thoroughly: organization one man\got up: and: Sal When we! come to the store in the ‘What's the use? Atlwe don't ny of | morning the mann come.In:to Ree fis advertise, we will do the same | mel Ploaning nll. around, we tatk \ basinens.” ©) Wha: Of adver- |-4,0ver. gid. plan, it. [tly dore cons tising?” So they pened structively.: tt isn’t ust pitctdg? ie somethtig abethraw (aon few. ‘cuts, wéeht to ‘the newspaper ‘office and The same way in, groceries. [ft -yow looked over ‘the files, There was some- W sella: cer: | thing: wrong soméwhere.” I found ou . or canned Is. a8 ‘telling. this man‘ about. th goods, jut’ ins the © and set them There. was a. gentleman’ sitting over. | out. Haves atinle atte on stand and bn-the end of the settee.-It was in the smoking car.* He. kept looking at me, smiling once in.a while. I noticed hin, T couldn't Just get-him. : Mighty clever- looking fellow, . well, dressed. After theother ‘gentleman left, he ‘came over and said: “Mr. Mann,’ you have the tight iden-and ‘method {n golng after tail order business. 1 was considera- ‘bly amused ‘about ‘the story you were telling.‘ Do you know ‘what. happened put them: ont. Tag) thet sate tnst full. bashed the N cuit company. to.give asa denionstra- tion. A man caine and hrought along about $1.200. worth of sample Every lady that came in w to sample the crackers, We said they were on stile, 80, many pounds for so much ‘on ‘that. day. On one: day we, sold over. $300 worth ‘of crackers. It wilt: surprise you how people will come to’ that town: out there? I am. Belles | ip, - help” themselves and... gee away Hess. representative,and that;is my | orders.with them. business—to fihd out thebest'place to) -" — ” piscussion, Ie Held, place our advertising. I found out the’ condition of that town;-and put in four, « at: sanhinsendt thn one ee a jh that, “solid carloads of my catalogues. and red to anawer any questions that wejust simply cleaned that’ territory. swith: ready-to-wear, business, and: we Mane propounded to" bin by: fe sat wt 1d $400,000 1n North: Dakota:”' That Vat: have: you:‘to's “about is just the idea, if you-don't advertise, Gotitaunity advertising, something don't: forget‘ there are many who.are: willing to. advertise outside. of. this eo etp the community?" he was a town, ing flood- eh own. These, people were Delage “To. bring business ‘to! the’ town, 1 with yf d if tor ed with out-of-town advertising, A lot believe if yon could beve .co-opere- of *peopte don't believe ‘f is ‘ tive advertising it. would pay. Get out tising creates business. De you notice i edition; to your paper; avery’ the government: advertising: business? ‘They seat ‘out word to everybody to | hut special, if. you could: arrange advertise to create business. : Perhaps ity ‘he ‘replied. “One thing: 1 notice you think people won't eat more.” You | 8 the papers 1 don't see.any- ofthe Just tempt them along with gice stuf sthaller., merchaiite. ' T..think ‘that and they sure will! Seme way with _Merchandize. Just, stop. advertising nd see; what, will happem. “The whole suggest: builds e ‘town faster.. The:.advertis, ing reficeta’ the: spirit” of: the tows: Suppose ‘all you mee ‘woute epend, grocery, ‘say per cent, department stores:8, clething 8, and the rest along 1 of 2 per-eent... You-bare'some good ad. mee fm this, town: “Fou must have. je 1 @)ves:an tifustration. ©... “In:a Minnesota town there was'a real: live. Commercial’! secretary ‘who We need Jn’this country at the pres- ent time a campaign: of:educatian-all | over. the country along this line. In our: state, we are getting « campaign _of: education along certain lines and ' we need It along other limes, <9: 3.5 TVknow ft:-fs'a fact that a great-many ‘mem believe as Gospel truth:that the great packers, the operators’ of: flour ‘mitisiand other advertisers, ate spend- ing thelr “money ‘for: the . Saturday 1 Evening Post to keep it: from’ attack- ing them’ and exposing them: as. web bers and thieves, If the mills would ‘take off thelr traveling mien, quit. sews paper advertising, take down ‘their tillboards, fp two! sears the Crosby Miils would close their doors, “I was talking. to Mr. John Crosby. of: Minne paign. was @ grocer who demurred at tle cost of thie ad: The'article to be advertised ‘ was:four, on which a discount of 25 cents: asked ‘How many “sacks to you sell on Satirday?- * game:statement to him and he replted ; Well: you are. probably. makii pretty, strong, but there. wouldn't:.be ry many. mills running if we dida't | ' juke évery method: we. know ‘to. keep f i y | this stuf’ going right from. ‘the mill; 0%,the Arst:20 eacks.: You teke « $10 1 svoul epace.! Til write thé ad for you. “Nice ' \aeahive: te oman aaah iat spate, lots of white on‘it.: “If yn dont \ great packers in advetttsing-have%cre- | Sel! ‘enough rapeiigalacd ae itis 2 ted a wonderful demand, and I don’t sats you" act 30 cueal pat eve that the attacks’ on ’th . | for it.” : Ths grocery ry Jere are. just. : Those: ten havecused | Heke of: Sours all: thelr: energy and’ effort not: only | °7He ‘reat ito ;to: market that. stuff.:In::the: United ; | States, but ‘all: over. the. world. But | go: many.of the: people | stand ‘this :grest machine of disyitu- tlon-that.we have. And: thi tollewed Oute\:* Ve will'give'yeu.the: frst profit Greek, ‘there and Tou jon't 50,2 fe ‘put: seaetitne nts ne joked Uttle: peamit: con- crease ee ‘cost. of :mercha’ ae ¢ ependisig between: ‘tet an iene would begin ‘to ‘sa, pores We: .will . “well: more: merchiindise “tent, ts. eo site, jourslight our delivery ‘service thére: “We: do, yes, three. hundred thousand: deb tars: more with: that. overhicad.:: I will (to Jadd’a little extra hel handle.tt; and. will make, by this ta tensive advertising ¢nough more prod, 80 that my. adveftising will nop cost foe anything.” I. will. cleas: in wertising. This ts-not-e ridiculous ‘statement. If I'did not keep up ae tertising my, bueiticss would 4 Could ‘not:do it. Bly sajary 9: there, it: doesn’t, make ‘any difference. The tandger’s salary is there. If the gated come, up Detter, be may: get more com iilaéion Jat the end of the seat.” But ‘ei ia: @ trim’ profit accumulate: ‘Ati you get 4 certain stage.» If iyou Can put on that extra effort,It Well-known. fact ‘that. .the : cheapest) tethod at “selling serehbniise; tots followed: at up, your own +businiess:in 9 legitimate way-and - At: ‘brings, business to\the’whols, towa,: Everybody ts xo- do snoernilvnasir? wilt feel advertising. ‘ways be fil: and ‘equar ‘actually=-bdetieve’ te, sou Would salt get'4 ‘ou-that basis it:wonls m ates here. ‘This ad: upsell: th Grocergisen. by. all means advertise. t \kuma ‘was’ training ship it} andcould haveiprotected the mu aitions: ship even had there heon a: | casion for‘ the effort. : GRAND: CHAPTER R. A.M. MERTING IN THE GATE CITY 1 North’ Daksld Miso Masons Honored By Visit From Judge Craig, : Supreme Head FARGO, Jan. 14—This’ week: prom- ises to be one of special Anterest 10 the Masons of Fargo,. At 8 o'clock Tues- day evening, the.grand: chapter of Royal Arch Masons’opened in the Masonic temple.~ The* business of the evening was the formal opening: cere- monies under the: diréction’ of Chief ; Justice Adolph M. Christianson, grand high priest and all the grand officers were present. with the exception of Col. H. R. Bitzing, now stationed at Camp Tavior.’ At this sesston. Kevstone chapter No.5, R. A. M, of Fargo, exemplified the Royal. ‘Arch degree in accordance with -the new general Grand chanter ritual: ‘The Grand chapter’ is signally. honor: ed ‘this year by.an official visit from Judge Frederick "W. Craig® of Des Moines, Ja..’ general grand high priest of the» Royal Arch’ Masons of the United Staves. This is the first time in ‘the lisotry of: the Grand chan- ter of North Dakota that a visit will have been received from the head of the order in’ this country. * Business Today: «Today \the* business. -of the Grand chapter will be taken up, and it, will include ; reports of. officers, decisions upon:. the -lpcation of new chapters, election of officers’. and - other: im- portant items, At 5:30 o’clock this evening in the Temple, the Grand chapter will tender a complimentary dinner to General Grand High” Priest Graig. - Covers’ will be laid. for 5. ‘Following this dinner ‘there’ will be ‘ah informal reception, and after that Fargo council. No, 1, Royal and» Select. Masters, exemplify . the “highly dramatic, degree of Super Excellent master'-in the audjtorlum -of the Temple: : On. Thursday morning at 10 gieloss the Grand. council will convene Grand Master Alexander B. ation of Fargo, presiding. ‘This grapd body ig but four years old, but it has had a steady, substan@al growth. On both Wednesday and Thursday, at noon, Tunch ‘will be'served to the vis- | itors by’ the Fa: go chapter and council. isvery indication is for ent usieHie meetings, large and DYSPEPSIA AND: : _HO OME LIFE ‘What a Relief When: All the ‘Family Eat. the ‘Sam: Foods! Avoid Dyspepsia, Sour Risings, Gas estion from Break- ~ Fast Sausage to Oin- ia _ner. Mince Pie\ Ai ~ Atler bidther has struggled“two or three hours over a hot fire to do the gookiae for a hungry. ‘anilly, it is‘real , To Be Free of Indigestion Contributes Wonderfully to the ‘Happiness of Home Life. enjoyment when there isn’t a dyspep- tic jinx among them. Of course, a ease-of dyspepsia or: daily indigestion must -be looked: after.. But it is far imoré:to. the point. to prevent’ as well reat ‘sour stomach, hii i by bi ete; by such’ a, valuable fileans as’ Stuart's Dyspepsia Tablets. Coddling the stomach with soft food and. predigested stuff merely invites sluggishness. Eat your ‘little pork sausages for breakfast without fears; ‘havé a plate of ‘béang and ‘a piece of pie with cheess for lunch, and end the day With areal dinner, instead.of a bowl of bread’ ani milk. Followseach meal with.a Stuart’s Dyspepsia ‘Fablet and get right: back to ‘your natural, self. These tablets digest food and as- sist the stomach ‘to prepare: the con- tent for assimilation in the intestinal tract... Thus you-get the practical re- ,]Meftand help which. imduces a’ better appetite: and a greater freedom in the selection of foods.” You will find Stu- art's ‘Dyspepsia, Tablets on ‘sale at jany drig> storé’in the United States | anil Canada, as*they are considered one: of te Bland bys by the druggist. that cay {han:he ever. pected to see | Consumers Black- : smith Shap - just opened for business. Horseshoeing [ee .E. H. Ryder ‘Blacksmith: At Consumers Barn 216 Eighth St. Phone 270°