The Seattle Star Newspaper, December 22, 1923, Page 7

(Continued From Yesterday) Whon the door had closed, the baron loosed his fury upon the head of M, de Cussy, “So, these are the men you have enlisted in the ki service, the mon who are to serve under me— men who do not serve, but dictate, fnd this before tho enterprise that has brought me from France is even under way! What explanations do you offer mo, M. de Cussy? I warn you that Tam not pleased with you, T am, in fact, as you may percelve, exceedingly angry. Tho governor seemed to shed his chubbiness, He drew himself stiffly erect. “Your rank; ngonsleur, does not Sive you the right to rebuke me; nor do the facts. I have enlisted for you the men that you desired me to en- Uist. It is not my fault {f you do not know how to handle them better. As Captain Blaod has told you, this is the New World.” “So, so! M. de Rivarol smiled ma- Ngnantly. “Not only do you offer no explanation, but you venture to put me in the wrorfk. Almost I admire your temerity. But there! He ‘waved the matter aside. He was Premely sardonic. it Is, you tell me, the New World, and—new worlds, new manners, I suppose, In time I May, conform my ideas to this new world, or I may conform this new world to my ideas.”" He was menac: ing on that. “For the moment I must accept what I find. It remains for you, mpnsicur, who have experi- ence of these savage by-ways, to ad- vise me out pf that experience how to act.” “M, le Baron, it was a folly © have arrested the buceaneer captaln. It would be madness to persist. W' have not the forces to meet force." “In that case, monsieur, perhaps you will tell me what we are to do with regard to the future. Am I to submit at every turn to the dictates of this man Blood? Js the enterprise uyon which we are embarked to be conducted as he decrees? Am I, In short, the king’s representative in America, to be at the mercy of these rascals?” “Oh, by no means, I am enrolling volunteers here tn Hispaniola, and I am raising a corps of negroes. compute that when this Is done we shal) have a force of a thousand men, the buccaneers apart.” “But in that case why not dispense with them?" “Because they will always remain the sharp edge of any weayfon that we forge. In the class of warfare that lies before us they are so skilled that what Captain Blood has just said {s no overstatement. A buc- caneer Is equal to three soldiers of the line. At the same time we shall have a sufficient force to keep them in co For the rest, monsieur, they have certain notions of honor. ‘They will stand by thelr articles, and so that we deal justly with them, they will deal justly with us, and give no trouble. I have experience of them, and I pledge you my word for M. de Rtvarol condescended to be mollified. It was necessary that he should save his face, and in a de- gree the governor afforded him the means to do s0, as well as a certain guarantee for the future in the fur ther force he was raising. “Very well,” he said. “Be so good as to recall this Captain Blood.” The captain came in, assured and very dignified. M. de Rivarct found him detestable; but dissembied it. “M. le Capitaine, I have taken counsel with M. le Gouverneur. From what he telly me, it ts possible that a mistake has been committed. Jus- tice, you may be sure, shall be done. To ensure it, I shall myself preside ver a council to be composed of two of my senior officers, yourself and an officer of yours. This council shall hold at once an impartial investiga- tion into the affair, and the offender, the man guilty of having given provo- cation shall be punished.” Captain Blqod bowed. It was not his wish to be extreme. “Perfectly, M. le Baron. And now, sir, you have had the night for reflec. tion in this matter of the articles. Am I to understand that you confirm or that you repudiate them?" M. de Rivarol’s eyes narrowed. His mind was full of what M. de Cussy had said—that these buccaneers must prove the sharp edge of any wearhn he might forge. He could not dis- pense with them. He perceived that he had blundered tactically in at- tempting to reduce the agreed share. ‘Withdrawal from a position of th kind ig ever fraught with loss of dig- nity, But there were those volun- teers that M. de Cussy was enrolling to strengthen the band of the king's Clear Your Complexion With Cuticura Bathe with Cuticura Soap and hot ‘water to free the pores of impurities ‘and follow with a gentle application of Cuticura Ointment to soothe and heal. They are ideal for the toilet, a8 {s also Cuticura Taleum for pow- dering and perfurning oan Bp 2 Maiden 8, Woon end te ‘rhare, fon toe. Oimtamer ‘ BIE Caticara Soap shaves without mug. "| do Rivarol to state his grounds for tt, D W Rafael Sabatini’ Shaan. SABATING anocr SEDVICE we | generat, Thelr presence might admit anon ef the reopening of this ques- jon. Meanwhile he must retire in} | tho best order possible, “I have considered that, too," he announced, “And whilst my opinion remains unaltered, I must confess that since M, de Cussy has pledged it ts for us to fulfill the pled The articles are confirmed, sir," Captain Blood bowed again, In vain M, de Rivarol Poked searchingly for the least: trace of a smile of tri- Umph on those firm lips, The buc caneer's face remained of the utmost gravity, Wolverstone was set at liberty that afternoon, and his assailant sentenc- ed to two months’ detention. Thus harmony was restored, But it had been an unprbmising beginning, and! there was more to follow shortly of | a similar discordant kind. Blood and his officers were sum: moned a week later to a council which sat to determine thelr opera- tions against Spain, M. de Rivarol laid bedbre them a project for a rald upon the wealthy Spanish town of} Cartagena, Captain Blood professed astonishment, Sourly invited by M, he did so with the utmost frankness. “Were I general of tho king's armies in America,” said he, “I | should have no doubt or hesitation as to the best way in which to serve my royal master and the French nation. |‘That which I think will be obvious to M. de Cussy, as it is to me, is that | we should at once Inyade Spanish Hispaniola and reduce the whole of this fruitful and splendid island into the possession of the king pf France.” i “That may follow,” sald M, de Ri- | varol. “It is my .wish that we be- sin with Cartagena.” “You mean, sir, that we are to sail across the Caribbean on an adventur- ous expedition, neglecting that which | les at our very door. In our ab- sence, a Spanish invasion pf French Hispaniola is possible, If wo begin | by reducing the Spaniards here, that | possibility will be removed. We shall | have added to the crown of France the most coveted possession in the West Indies. The enterprise offers no particular difficulty: It may be speedily accomplished, and once ac- complished, it would be time to lank farther afield. That would seem the logical order in which this |paign should proceed.”* | He ceased, and there wns allence. | | M. de Rivarol sat back tn his thatr, | |the feathered end of a quill between | {his teeth. Presently he cleared his | | throat and asked a question, | “Is there anybody else who shares | Captain Blood’s opinion? None answered him. His own oftt- cers were overawed by him; Blood’s |followers naturally preferred Carta. | lgena, because offering the greater chance of loot. Loyalty to their lead- er kept them silent, | “You seem to be alone in your jopinion,” said the baron with his | vinegary smile. | Captain Blood taughed outright. He jhad suddenly read the baron’s mind, His airs and graces and haughtiness had so imposed upon Blood that it | was only now that at last he saw thru them, into the fellow’s peddling |spirit. Therefore he laughed; there was really nothing else to do. But |his faughter was charged with more janger even than contempt. He had |been deluding himself that ho had} }done with piracy. The conviction | ‘that this French service was free of any taint of that was the only con- | sideration that had Induced him to no lcept it. Yet here was this haughty, supercilious gentleman, who dubbed [himself general of the armien of France, proposing a plundering, | thieving raid which, when stripped of |its mean, transparent mask of legiti- | mate warfare, was revealed as piracy of the most flagrant. | M. do. Rivarol, intrigued by his mirth, scowled upon him disapprov. | ingly. “Why do.you laugh, monsleur?™ — | | i | | “Because I discover here an {pny |that 1s supremely droll. You, M. le/ |Baron, general of the king’s armies by land and sea in America, propose | an enterprise of a purely buccaneer- ing character; whilst I, the buc- caneer, am urging one that is more concerned with upholding the honor of France. You perceive how divi | it 1s."° M. de Rivarol percetved nothing ot | the kind. M. de Rivarol in fact was extremely angry. He bounded to his feet, and every man in the room rose with him—save only M. de Cussy, who aat on with a grim smile on his lips. He, tap, now read the baron like an open book, and reading him despised him, M. le fer,” cried Rivarol in a thick voice, “it seems that I must again remind you that I am your su. perior officer.” “My superior officer! lof the World! Why, you are just a common pirate! But you shall hear the truth for once, « all gentlemen honor to serve the kir is for me, a buceanger, a sea-robber, to stand here and tell you what Is in the interest of French honor and the French crown. Whilst you, th French king’s apwpinted general, Neglecting this, are for spending the king’s resources against an outlying settlement of no account, shedding French blood in seizing a place that cannot be held, only because it h been reported to you that there much gold in Cartagena, and that the plunder of it will enrich you, It is worthy of the huckster who sought to haggle with us about our share, and to beat us down a pledging you were already fam wrong—let M. de Cussy If I am wrong, let me be wrong, and I will beg your | Meanwhile, monsieur, I withdra from this council. 1 will h no| further part in your deliberations. 1 accepted the service of the king of |France with intent You! Lord fter the articles | gned. If} say 80. Proven by lending countenance to a Wonderful Herb Re medies Specially For Four Kinds of Diseases in the bowels and hing of bones of joints, and alt ry diseases and trouble . If you have . Lene belp yo D, Herb Speci i kinds of old stomach troubles. he ‘Tiredness and hronic blood troubles. dder. f the above allmen m of the b rp al honor that|‘ I cannot honor that service!" BY J.P BABCOCK Spadina A en, gtythory and No, 2—Choosing East Wind and Bullding the Wall HINESE formality marks the opening of the game, ‘Tho 144 tiles are turned face down upon the table, Then comes tho determination of East Wind, the key or chief position. ‘This Is done by ono throw of the dico all around, ho who throws highest bo coming tho East, Then the tiles are shuffied thoroly. Tho other threo winds have been automatically established by the do- termination of the East Wind, South always belng next on the right of East, West on South's right, and North on Weat's right, Wan before Notice that relative positions of the compass are opposite to American compass points, This is because the Chinaman looks up and thru every- thing, including the world, EAST WIND 18 CHIEF OF ME East Wind, as I have sald, is tho chief of the game, somewhat akin to the banker in occidental games. When he wins, he wins double; when he loses, he loses double. # However, every player, unless he tles another player, pays or collects from all other players. Thig will be explained more fully under “Scoring” in a@ later article, pee enaeone ena eeaeeeeeaarent of Ife and resources in raids uppn unimportant settlements, with plun- der for their only object. The respon: sibility for such decisions must rest | I de} with you, and with you alone. sire M. do Cussy to report me to the ministers of France. For the rest, Topnsieur, it merely remains for you to give me your orders. I awalt them laboard my ship—and anything else, | Rivarol informed him that the honor cam. |! ® Personal nature, that you may | of opening the assault in the manner Lg ad |feel that I have provoked by the|in which he prescribed was to be ac- terms I have felt compelled to use in this council. M. Ie Baron, I have the honor to wish you sod. Ho statked out, and his three cap: tains—altho they thought him mad— rolled after him in loyal silence. M. de Rivarol was gasping like a landed fish. The stark truth had rob. bed him of speech. When he recoy- ered, it was to thank heaven vigor- ously that the council was relieved by Captain Blood’s own act of that gentleman's further participation in its deliberations. Inwardly M. de Ri- varol burned with shame and rage. The mask had been plucked from him, and he had been held up to scorn—he, the general of the king’s armies by sen and land in America, Nevertheless, it was to Cartagena that they sailed in the middie of March. Volunteers and negroes had brought up the forces directly under M. de Rivaroi to 1,200 men. With these he thought he could keep the buceaneer contingent tn order and submissive. They made up an imposing fleet, led by H. de Rivarol’s flagship, the Victorieuse, a mighty vensel of 80 guns. Each of the four other French ships waa at least as powerful as Blood's Arabella, which was of 40 guns. Followed the loaser buccancer vessels, the Elizabeth, Lachesis and Atrophos, and a dozen frigates laden with stores, besides cates and small craft In tow. Narrowly they missed a Jamaica fleet with Colonel Bishop, which sail. ed north for Tortuga two days after the Baron de Rivarol's southward passage, CHAPTER XXVII Cartagena Having crossed tho Carfbbean. tn the teeth of contrary winds, it was not until the early days of April that the French fleet hove in sight of Cartagena, and M. de Rivarol sum- moned a council aboard his flagship |to determine the method of assault. | “It is of importance, messieurs,"" he told hem, “that wo take the city by surprise, not only before it can put Itself into a state of defense, but before it can remove its treasures in- land. I propose to land a force suf. ficient to achieve this to the north of the city tonight after dark.” And he explained in detail the scheme upon which his wits had labored. He was heard respectfully and ap provingly by his officers, scornfully by Captain Blpod by the other bu er captains pres. ent. For ft must be understood that refusal to attend councils had to those concerned with ‘© of the enter. only erminin prise to be taptain un Biood them was the only who knew exactly 0 he upon ally made had himself considered a r the place, and he had act | a survey of it in circumstances which presently to disclose. ‘on’s proposal was one to be expected ftom commander whose knowledge of Cartagena was only such as might be derived from he w The and strategically curious place. It stands almost four-square, screened east and north by hills, and it may face south upon the Inner y hich It 1s mbrmal. The ente to the hich {s in reality a miles Hew graphically considered, it 5 ross, some thre neck known 4 Boca + Little Mouth—and defer ed by a fort. A long strip of dense wooded land to atura} breakw ha a deep but veritable gatewa and ered inner fort defends this East and north of the nland, which yunt. But to this city, 80 aide, Hes It stands na lle m ft out of ac 1 guarded on ev directly open to the sea, one |, ® | though framed by the curtains. THE xJong After the start of the evening's | play, it {8 not again necessary to throw tho dice to determine East | Wind, Ho who is East stays Want 90 long as he wins, When another player wing, no mattor who, the Bant position automatically progreases to the player on East's right (the one who has been South on the hand just played, ‘This player in turn stays Bast until he loses, when the Hast position again progresses to his right, ete. BUILDING THE CHINESE WALL IS NEXT STEP ‘The next step is the building of the Chinese wall, After the tiles have being broken. been thoroly shuffled, all players draw simultaneously 17 tiles and lay them side by side in an unbroken | line, Then 17 more are drawn and laid upon the first 17. After this the four rows of 17 tiles, two tiles doep (total 24 tiles), are shoved forward unt!! ends are Joined and there fs an unbroken equare, ‘Woe are now ready to “break the wall” and start play. Manner of | doing this will be told in tomorrow's artic! Next article: Opening the Wall back beyond a half-mile bench, and | besides this and the stout walls which | fortify {t, would appear th have no other defenses, But those appear- ances are deceptive, and they had | utterly decelved M. de Rivarol, when |he devised bis pl It remained for Captain Blood to jexplain the difficulties when M. de | corded th the buccaneers. | Captain Blood smiled sardonic ap- |preciation of the honor reserved for his men. It was precisely what he |would have expected. For the buo- jcaneera the dangers; for M. de Rt- varol the honor, glory and profit pf | the enterprise, | “It is an honor which I must de cline,” aaid he quite coldly. Wolverstone grunted approval and Hagthorpe nodded. Yberville, who as |yauch as any of them resented the supercitiousness of his noble com. | patriot, never wavered tn loyalty to Captain Blood. The French officers there wero nix of them present— stared their haughty surprise at the |buccancer leader, whilst the baron | challengingly fired a question at him, (Continued Monday) Call MA 1n-0600 firet when you |think of want ads. You will find a quick response. WAXED WALNUT TABLE DRESSES THIS WINDOW | Provides Delightful Contrast for Dotted Swiss Glass Curtains, By MARIAN MOORE | Speaking broadly, there are two arent classes of curtain First, the curtains which blend into the color- ing of the walls, and form part of |the room's background; second, those which are of brighter, gayer | colors and are meant to be decora- tive features of the room. Ether {s good, and you can use your own Judgment which is best for your particular room, The curtains in the photograph ‘© distinctly decorative, for they | ar | | are in a breakfast room where | decorative facilities are limited. The glass curtains contribute the | crisp, cool freshness to the room which grapefruit contributes to the breakfast. They are of dotted s with raffles along the inner edge: overdrapes are of ap- ple-green repp, sunfast, tied back with bands of cretonne. Similar cretonne, showing bunches of gar- den flowers scattered over its creamy surface, forms the valance, which is cut in deep scallops edged with green. To avoid monotonous Plainness, the valance js put up with a little cluster of plalts be- tween scallops. | The waxed typical old snugly A Decorative Window, V in a} walnut Colonial eath table, design, the windows, as (Write to Marian Moore, care of this newspaper, for advice or infor- mation about home furnishing or decorating, sending stamped, ad- dreesed envelope for reply.) Question; In furnishing my little | flat on little money could I buy a| brown mohair sofa and use two reed chairs with {t with cretonne upholstery | Answer: Very nicely, Be sure your reed Is brown and the up- holetery has brown or tan as the predominating color, fits | G, McD. |¥ SEATTLE STAR CAPPY He Discusses the Psych Written for The Star by Peter B, hyne—Auother Coming Next Saturday Cappy Ricks had come late that day to luncheon at the Bilgewater club, Inaamuch as he was the prestdent in perpetuity and the only old man in this luncheon club corm- poned of tho youthful or middle- aged comers of the wholesale lum; ber and shipping industry, his fel- low Bilgewaterites, out of respect for the old gentleman, always ro- frained from eating until Cappy had arrived and taken his seat, or had telephoned to say that he would not bo present, "Cappy," said J, Augustus Re-| dell severely, “you'ro 15 minutes late, You did not telephone and wo were beginning to fear you had boen hit by a taxicab.” “Well, halt a dozen taxl-drivers| did their best to get me, but I was too spry for them, Gus. There’ broad standing jump left in the old, man yet,” “We've held a meeting, while waiting for you," Eddie Smith, the marine insurance broker, informed him, “It was the unanimous senso of the Bilgewater club that you're too old and feeble to cross the stroets unescorted by_a traffic cop.” “Shut up," Cappy cried fiercely, and that was that. “I'm Inte,” he continued, “because I waited to di liver a lecture to a corps of salen- men the Lumber Manufacturers’ an- noclation has decided to send out into the highways and the by-ways| to sell an {dea Selling an idea is my long sult’ Any boob should be able to sell goods if they have a hockable value, but it requires mighty smooth salesman to sell the publio an iden,’ “Nonsense,” J, Augustus Redell challenged him. “What you need is a slick press agent—an A-No. 1 publicity man.” “Got one of them, too,” Cappy chirped, and broke a oda cracker into his soup, “Got the king of} Dress agents. But he fan't a rogi- ment of shock troops, He's only their leader, “I've been talking to the shock troops.” “What are you planning to a tack, Cappy?” “Why ever since the city of Berkeley had a fire that burnea some 60 square blocks of the city & few months ago, the roofing] competitors of the lumber inter-| esta have been eelling to the pub- Mo tho ideag that {f !t hadn't beon for the shingles on the roofs of the houses that were destroyed, the fire would not have spread. The man-| ufacturers of patent roofing know blamed well that if they, with a| modern article of roofing claimed to} be non-combustible, do not attack) thelr competitor and claim that his] goods are combustible, they might as well get out of business S0/ they're out selling the public the) {den that thelr roofing is better) than ours; they've got a talking! | RICKS ology of Salesmanship that he js in the murket for goods; thon well him your goods.” “A case in point, If you please,” sald Ulysses Grubb, “With the greatest pleasure tm fe," Cappy retorted. “A good many years ago a young friend of mine took over the ageucy In this stato of an Oregon sawmill, and the first thing they handed him was @ balo of correspondence big enough to choke a hippopotamus. It was the record of a dispute, a year old, betwoen them and one of thelr customers an to the’ grade ot ® carload of lumber they had shipped him. They claimed it was No, 1 and the customer claimed he had graded about 60 per cent No. 2 out of it, The battle had gone to a draw, the customer had been lost to the mill and the newly ap- pointed representative was asked to call upon the lost customer and do what should have heen done in the first place—inspect the disputed Goods, adjust the claim and retain the good will of the customer. “Well, our youthful mill repr: wentative called on the trate o tomer. On tho way up in the train ho made, up his mind that {f he was forced to admit the justice of the retafler’s claim, he was going to do it snappily and smilingly, with all the good grace and good nature in life, Upon arrival and after Introducing himself, he dis- covered @ grouch who led him out to his lumberyard and showed hrm & pile of No. 2 rough common fir which he swore he had culled out! of the car of alleged No. 1. ‘You win, sir’ sald the gentlemanly mill representative. ‘I am empow- ered to grant you a credit memor- andum of $2.00 a thousand on all that stuff. I am happy to settle this unhappy dispute. It should have been nettled a year ago. While I continue to represent this saw- mill in California, it. will never happen again. I'm sorry those fellows at the mill are such boobs!’ “They went back to the office and the next hour was spent in a vatn endeavor to win back the customer. Nothing doing. That/ customer was gono forever and/ eventually the salesman came to/ that conclusion. He stood looking! gloomily out the window, wonder-| ing what line of attack to try next,| and while he wondered he was sub-| consciously aware that there was & planing mill across the street. The thowght occurred to him, al- most subconsclously, that this planing mill was part of the as-| sets of this ‘rate retail lumber! dealer, #0 in the hope of bridging] the horrible silence that had de-| scended upon the office, he sald:| ‘That's a nice little planing mill you've got across the street.’ “Bang! Tho spell ‘Young fellow,’ sald the retailer, ADVENTURES OF THE west TWINS “Hoity-toity,” she was saying *T'll have to leave you for a few minutes! sald Daddy Gender to the Twins. “I must go and stop that fat old miller from making so much dust and dirt while Mother Goose 1s away.” The magic dust-pan had shrunk up again to its proper size and Daddy Gander tucked {t under his arm. “Make yourselves at home!’ he sald, “I'll be back as soon as I can, You'll find everything com- plete, trim rough towels to smooth towels in the bathroom to coffee-tea cups in the dining room. Good-bye.” “Oh, wait a minute!’ cried Nancy, and she dived into the tiny kitchen of her new Christmas-tree house and came out again with a brand- new broom. “We're going along, Nick and I are, aren't we, Nick? We're going along to help you clean up after the dusty miller before Mother Goose comes home, so she'll find everything spick and span and not scold.” “Well, well, well! beamed Daddy Gander, certainly do appreciate that, Come right along.” So off they went to Poppleton Bun’s mill. On the way they passed the house that Jack built. And Jack’s mother was out on her porch. “Lack a daisy me! What a muss!’ she declared. “No sooner had J put my pall away after my morning's scrubbing, when puff, poof! Along comes a great cloud of flour dust and chaff like white soot, and set- tles over everything. The miller ought to be sued.” them to me, so I can tell him’ ‘Certainly. Pleased to,’ sald the retailer, So they spent two hours inspecting that planing mill, and at the conclusion of the tour, the salesman inquired: ‘How long have you operated this planing mill? “It appeared he had operated it five years, ‘Pick up the marbles. oe And they passed the shoe house of the Old-Woman-Who-Had-8o- Many-Children. And there she wast ¢ “Holty-tolty!’ she was sayin “All this dirt, and only an hour the children and I got our house nicely polished, as we are | ing to have company! The millet ought to be jasled!’ And so {t went, Mother-Goose Land, or I should since Mother Goose was everyone in Daddy-Gander was 60 put out that nobody th of being specially civil to the Twin That's always the way. We're sf busy bemoaning the horrid th that nice things pass by us unn ticed. And we do lose # lot by But anyway! Daddy Gander and bis magic pan and the Twins and their b finally did ‘reach the groaning, clattering, grinding with flour dust coming out of its windows, and went inside. And what ight met their No wonder the chaff and flour were fying so, Poppleton Bun, the fat 014 miller, was sound asleep and snoring. And every time he out he blew a great cloud of fi dust all over town. Daddy Gander and the Twing everything brushed up finally, b by the time they got the old miller awake and everything, tt was tim for tea. (To Be Continued) doing that 1s some job. Before — that salesman left, the retafler had consented to bury the hatchet and in proof of tt he uncorked himsel of an order for five carloads lumber and a couple of carloads of shingles, é “And that’s what T call the ps was broken.| You win,’ said the salesman. ‘You| chology of salesmanship, or, as _ know your business as a planing) is expressed more succinctly In the point in this huge fire and they’re|‘I'll have you to understand that| mill man, for those who do not| language of the classic, that is mtampeding a number of city coun-| cils into passing ordinances that| forbids the use of wooden shingles. “We all know mighty well that! thelr rag and asphaltum mixture {s/ just as inflammable as a shingle—| more so, in fact, because shingles; made from red cedar or redwood] are extraordinarily slow to tgnite| from sparks, due to the fact that| these woods contain absolutely no resinous substances, Consequently, {f we permit our up-and-coming competitors to take our ancient trade from us by legislation, we deserve to lose it. We've got to fight fire with fire, As fast as the enemy eella the public the idea that thetr patent roofing {!# 100 per cent perfect, the Lumbermen's association must sell that same publio the idea that our goods are a hundred and fifty per cent per- fect and that the other fellow’s goods ure hot 100 per cent but, by careful analysis and comparison, | iscovered, officially, to be 62.5746) per cent perfect. So I've been lec- turing to our volunteer lecturers who are about to go forth and lec- ture on this subject.” that there planing mill {sn’t a Iit- tle planing mill by any means It's a doggoned big planing mill In} fact, it's tho biggest and best plan- ing mill in this country.’ | “Indeed, said the fly salesman.| ‘I have spect it. Have you time to take| mea over the plant? I have a cus-| tomer in Arizona who is thinking of putting in a planing mill and if you have any new wrinkles that| swelled up over that fool planing| logical survey whil would be of benefit to him I'd like know it go bust months’ “Then he sald some more compll- mentary things, just pausing short of showering his compliments with @ scoop shovel, and by the time the ® great curiosity to in-|they had gotten back to the office] that salesman had sold himself. He had been adroit enough to discov er the rift in his customer’s armor. The man was vain. He was all mill and the fact that he had made first six! first rate example of using bean.” (Copyright wy United | Syndicate, Inc. All Rights 1 | served by Women's News 8¢1 Inc.) Radio messages broadcast |Los Angeles, Salt Lake City Chicago, were received daily by. sineers of the United States traveling the bottom of the Grand Canyon o awfully well to have you explainia planing mill pay dividends—and! the Colorado, ELA, - ani SAMS METI patty ptize 8-8 2 NED, ayn “Why engage lecturers who do not know thelr subject, Cappy?" | somebody suggested. | “Our lecturers DO know their subject. What I wns lecturing them upon was the fine art of put- ting their stuff over—in fact, the psychology of salesmanship. No salesman can show his goods until he $s given an opoprtunity to show them—and !f he waits until the op- portunity Is given him he'll never show them. It is up to him, there fore, to create his own opportunity. My {dea was to challenge the en- emy to five-minute debates before city councils, Rotary clubs, Ki- wanis clubs, women's clubs, build- ing trades councils, Commercial clubs and Chambers of Commerce. ‘Tho debate having been arrange: our champions are to strip gument of all non-essentials. waste his precious min- windy story about Pat and Mike, enemy telling a the two Irishmen, but let our boys, by all means, stick to shingles. Let them enun- clate a string of facta, couched In simple declarative sentences, every fact penetrating to the consclou ness of the audience like a bullet “Our lecturers are to constitute themselves verbal mach guns and wither the enemy with a blast or two, I have on hand four brand tremendously funny, but somewhat lengthy Pat and Mike stories to tell the enemy just be- he {s called upon to present side of the debate. I'm to dave one of our sples planted the fellow's elbow to tell him these four ories and sell him the idea that they've never been told before. boob can't restst telling them, willy his time and starts discussing the sut br him thero they'll t on him. I am have the man who rebut the utes new, fore thus he before he ject that be ringing planning first ai yught gon to the ways also spenk sp > mum. ust “You bet it tleman ¢ know it { © must be to feel that, would hen s¢ rst_ me Make him things fer to him the you have for sale, even if he | Copyright, American Homes Bureau. doesn’t need it. Sell him the ftdea RE MERA PS PSPS PANS RENE PSPS PERS PS PERL IS RSIS RS NE PSI POR ISIS PAPERS I ES Sueall} fe / | ee ek AU AMY PSPS TS PATS RBIS RS RS PETS PSPS, a & & & Has been opened at 826 corner of Fourth, in th low Bldg. where you The Famous Rogers’ C boxes of all sizes, from 1% |b, to 5 Ibs. 50c to $5 Our wonderful new authorities to be we offer a special Chri: and Christm . 3 WAN HC QMFL ag Wy A Fifth Shop For Your Convenience your candy purchases ANY TIMB, including All Day Christmas. Sunday, Monday ORO ay < SUTIN Lea aa EK ww wy Sr > S Atti HTN” Ze ope ee 0 5 sMn0wew ss COLL > ¢ So N Pike Street, e new Bige- can make hocolates in CHOCOLATES ROGERS CHOCOLATE SHOPS Open Evenings, Sunday and Christmas 826 Pike Street, New Bigelow Bldg. 1408 Second Avenue from Pantages Theatre Building 409 Pike Street 4339 University Way sunshine candy kitchen has stmas Box as To Celebrate the Opening of Rogers’ New Candy Kitchen and Store No. 5 been pronounced by the finest in the West, and to mark its opening, and the opening of the latest Rogers Store, we have made up 5,000 Lbs. of Rogers’ Delicious Chocolate Walnut Fudge This is one of the most popular of the Famous Rogers Creations, and 12 lb, Box 42c BC LEE EEL LE EEL LE EAE EE TLL