The evening world. Newspaper, February 14, 1919, Page 22

rN ESTABLISHED BY JOSEPH PULITZON. Except Sun: by the Press Publishing C » Nos. Padlimhed Daily ndey by Frese Fublishing Company, Now 53 to RALPH PULITZDR, President, 63 Park Row. J. ANGUS SHAW, ‘Treasurer, 63 Park Row, JOSEP} PULITZER, Jr., Secretary, 63 Park Tow. 1 ASSOCIATED PRRAS, ctusively entitied to the use tor remblication of a7) newp Aeapatchng redid ta Ute paper sod’ vor imea, news pdiuhed Boren -NO, '20,996 NEW YORK OWES IT TO ITSELF. N PROVIDING JOBS for unemployed, including thousands discharged soldiers and sailors and former workers in war industries, the City of New York can and should take a lead. The city is a big employer of labor. Now is the time for it to become a bigger one. Every dollar it spends now on public improve- ments is a dollar spent not only for its own prosperity and future bat also on helping to solve in the most practical way the post-war problem of unemployment. At a meeting to-day the Board of Estimate is expected to approve ®& programme of public work for the betterment and development wt New York, calling for an aggregate expenditure of $26,000,000, (The city has a fund of $10,000,000 to build new schoolhouses, and it needs the schoolhouees as fast as they can be built. Local improve- ments already planned in the various boroughs represent a sum half as large again. Then there is the vehicle tunnel under the Hudson River connecting Jersey City and Manhattan—now a definite project, | necessary legislative provision for which is already under considera- | tion at Albany. While the often proposed tunnel to connect Staten Island with the dnal subway eystem is again strongly urged. All these projects and others were described in The Evening World yes- terday. . Of paramount and far-reaching importance is the programme for the improvement of New York’s harbor and waterfront. Upon the prompt inauguration of this programme depends the commercial asoandancy of the Port of New York in the vast renewal and develop- ! ment of world trade following the war. A $200,000,000 plan for building piers, providing up-to-date harbor and docking facilities has been submitted by Dock Commis-| sioner Murray Hulbert. he city has everything to gain by getting | its part of the port improvement programme under way at the earliest possible moment. Competition for world commerce is going to be the keenest ever known. New York cannot afford to be rated as a second-class port, old fashioned, half obsolete. Millions spent on improvements now mean billions back for the city in future trade and prestige. Also millions spent pow on public works mean jobs for tens of | ; thousands—which in turn means employment, prosperity and confi Wence instead of bread lines, misery and unrest as bases for working | out reconstruction problems. : | | What's the matter with showing New York's pride in its 15th (colored) Regiment by giving these boys an armory of their own when they become part of the New York Guard again? They never had an armory. They've sure carned o not build them one! | a UNDIMMED BY WAR. EW YORK has come to know and value Lighthouse No. 1 and| what the New York Aésociation for the Blind dods there as well as it knows and values the work of Miss Winifred Holt, the Association’s Founder and Secretary, whose name stands at the head of Americans devoting their time and skill to the treatment and! re-education of men blinded in battle on the soil of France. | A year of war has neither dimmed the brightness nor retarded growth in Lighthouse No. 1. The Twelfth Log—Victory Issue—is a record of more sightless lives made happy and useful; more blind adults and children taught to sew, weave, braid rugs, cane chairs, make brooms, typewrite, operate telephone switchboards, ete.—work that brings the joy of earning and independence to those for whom the world is dark. Nor have there been anywhere more zealous war workers than| in Lighthouse No. 1. Blind women, “Liberty Sewers,” made useful articles for the wounded. Others, with seeing fingers, rolled thou- | éands of bandages. The men’s workshop supplied 58,000 brooms to| the Government. Blind girls and blind Boy Scouts gave entertain-| ments and helped in scores of other ways to raise money for war aid. The Keeper of the Light, Miss Holt, has an irresistible arguinent when she writes: “It is perfectly natural that the superficial thinker should push aside the problems of the Lighthouse as foreign to these days of reconstruction, when we should be binding up the scars ot war, This is really wrong reasoning; never was there a more logical time for us to capitalize the good will and the money of the community than now, when we have done such an honorable share through our industrious blind pupils to bind up the wounds of the Nation.” | The only answer to that is the kind that is promptly and gladly | sent to the Treasurer of the New York Association for the Blind, No. 111 East 59th Street. Amid bright prospects of peace and plenty, there should be double remembrance of the unfortunate for whom the sun shines | only in the soul. ——— Yes, valentines are still exchanged, both in private and public life—only not so anonymously as of yore. Letters From the People Weuld Print Na: of Prohibition- You intimated something about publishing the names of the illustri- Wo the Bititor af The Brening World ous legislators who voted the meas- Permit me to congratulate you OM|ure on the statute books, Some years @e magnificent editorials in your/ago, I think, in some cause or other | Why ay The Jarr Family By Roy L. McCardell Copyright, 1919, by The Press Publishing Co, (The Now York Evening World) Hurrah! Mr. Jarr Is to Have Rank and Recognition! E been with the firm of Jabez/ fine work stalling around the office mith & Co, ten years next! himself,” d Jenkins. ‘Now, 1 Monday," remarked Mr. Jarr,| leave it to you—I don't want to talk| apropos of nothing, as he and Jenkins about myself—but what would be were having a business man’s| come of that shop if I'd quit it cold?” luncheon together. Let's have a] “It would have to go out of busi- of sherry on it. We won't be! ness,” said Mr. Jarr sare: to celebrate anything except in| wouldn't go so far or ale, near-beer and grape juice | that,” replied Jenkins, the before long.” | being lost on him, “But they'd look a ‘The waiter brought the sherry and| long time before they'd have the enkins, the bookkeeper, leaned k| bookkeeping department running as and assumed the air of @ connoisseur |I run it. Why, Abe Addelawl of the of rare vin 4 and held the sherry | Addelawl Audit Company got a peek up between him and the light. at my system and he just gasped. Mr. Jenkins did this because he| There ain't a minute I can't give the noted, near at hand, the junior part-| 08s a dgtailed statement of just ner of a firm he had formerly been | Where he stands. My cost sheets are employed by, and thought it might be | the talk of the Accountants’ Club, just as well to assume a “Look-how-| “W: 1." Jenkins went on, “I'm losing as though he| money sticking with our firm when were giving Mr. Jarr the luncheon, | U. &. Steel is keeping an office man- So he gave another connoisseur's|@gership in the bookkeeping depart- clance at the glass of pale sherry| ment open for me Mr. arr had ordered with the} But the boss is old, uncheon and sald 8, old man, | There 18 such a thin you've served ten years,” me! prosperaus-I-am" pose, ut my own pric Here was the psychological moment| “When T came into that office six for Mr. Jarr to come right out and|¥e’?s ao the accounts were kept tell Jenkins that he thought that as} #ccording to the methods of a gen- he, Ndward Jarr, had been with the} °T! store on the ou of O it | But I got the books in firm ten years the coming Monday ape in three 8 ett . might be fitting to get up some little | months, and now"——~ ciation or testimonial—such as| But Mr, Jarr had not taken Jen. app a or chest of silver or’ something of that] listen to what Jenkins thought of par himself, So he interrupted by say- “Well, Jenk, old man, what do you “Is near time we were g think they should do for me?" he| beck to the office.” of steak dinner with a loving cup| kins out to an expensive luncheon to isked, “Oh, VI always square tt with the He thought Jenkins would reply boss “Well, as you have been with the! said | firm ten years you should be given aly j big blowout of some kind.” any more jam In patront , as 1 was te ng tones ng you, you don 1 to worry about your job, of | But Jenkins, the bookkeeper, said} man, Anybody who thas stalled and nl f the kind, In fact, he seemed | got away with it for ten years, as y¢ ‘a little embarrassed. have, is pretty well assured of hold | “As T have hinted to you from time|ing on, Of course, I'll admit there to time, old chap,” he said finally, “I}a habit about such things, |don't see why you aren't safe in your|old guy like our boss, Ho g job, for a while yet, anyway." to seeing you around, It never oc- ake an 8 used evening edition anent prohibition.| you kept constantly in conspicuous There is nothing but truth in them, | display the names of certain legisla- and I urge most earnestly that you|tors for the pu’ ‘8 observation (and keep hammering on the subject. We|gcorn), Can't you make it a point to have (I say “we,” but I am almost 4/segrogate the sheep fram the goats? total abstainer personally) got those| print them daily, that the working- fanatios looking gloomy, I like the|men and other anti-Prohibitionists Rame ‘fanatic’ that you apply to|may commit them to memory, so them, but I'l bet it tears their very that, as Dr. Belford says, we might hearts out to see it, and I hope you| know them on Election Day. If you will Keep the usage of this word in|can’t make it a fixture in your issues conspicuous type in your reference | just make it semi-weekly, Very truly ( yous, 18.2 ¢ “What? asked Mr. Jarr, “You|curs to him to say ‘What is Ed, Jarr |think I'm safo in my job for a while| doing here? What's his excuse for | yet, anyway?” |being on the pay roll?” | “Sure!” Jenkins went on. “Jobnson,| Mr, Jarr gasped, but said nothing. the cashier, and I wore talking about] “It isn't my place to turn him jn it the other day, Johnson says to|any pe onal efficiency reports, me: ‘You certainly got to hand it to] ust what every man in the showing Jarr, Why, that guy acts as though | office does and what it costs the he really belleves bo was of some use| office to have him do it,” Jenkins to the firm!’ " jcontinued. “But if I do go with U, hat was kind of Johnson, boost Steel I'll go there under a strict jing me tke that!” remarked Mr./pusiness arrangement, and 1't Insist | EDITORIAL PAGE | Friday, February 14, 1919 right, 1949, Aud tee ishing Co. (Tue Now York breuing Word.) Co-Conspirators! “Dp igen asked Lucile the | Waitress of the Friendly he searched vainly for a bean in his|over some ham and cold “I thought there was some ketch to| stenance in here per diem tell me it was a basebull allegory for| Printed. bs and piay| them out of ashcans, neither endant, but | baseball, I'l bet you think they play | the nations to for an inter-national 1 he says, trying to find his| ",, a knifeful of sdrar it'll be great when the Baseball ue of Nations gets going. Me for ht behind the ketcher. Can you figger any foreign team to heat) mouth with "No, I can't,’ I says, ball is aboriginal with America, Have they made up the schedule of games| and says: “ ‘Who's House? I ask, “Ob, you must ‘a’ heard of him,’ the Texas! peeved. You know what got their League, 1 think.’ * T say ‘Well, 4 fine one to put in c! tell me he's got ‘Tammany Mall be- Now, Jody, you know they| forgot the dead rat that Was u: isn’t any other Nation no place that\our parlor floor last fall—not me office, for, after all, Ed, old man, | ot) th - Lucile the Waitress By Bide Dudley Copyright, 1919, by The Press Publishing Co, (The New York Evening World She Gets the Right Dope on the League of Nations 4Y, what is this new Nationalcan beat the Tammany influence | they're forming over| when it's working oily.’ is | Patron as | s |nearby. “That League of “It's a sort of an anti-war combina- | hasn't got nothing tu do with base- nong the nations of the world,” | bal | Why don’t you woodpile, | Polo at the Polo Grounds Imagine that guy trying to con me| “‘Quite a —quip, dearie! He'll get no more follow-up| ®!urts. “Me for you!" doses of butter from little me, He| "‘¥es I says. “That sounds good, comes in here this morning and opens | Ut You never thought of it when you charged me GO cents to ride in your taxicab last week,’ rind | Id} oy, » lean one to Jody. oT at's all right, too,’ | aw) ar-coated sir, out they | goats?” what?" asked the we of the ‘Raven’ thing. not paying him moro rent Copyright, 1918, by The Press Publishing Co. (The New York Evening World), VER the miles of tho starlit sea, - Where the silver waves dimple and dance, . There's a valentine winging its way to mo wELtm RowLano NE of the things which please|tional thinking inte That is the aim of alllas “a to get people to think for | desira I “ ‘Aw, where do you get that stuff?” a long, lean victim sojourning | need what you have to offer, you alesman but an orde another recent article, you that you can't sell a man if he really |habit of procrastination enters, doesn't nead your goods. man may want something—1 “Now, if selling means, according to| his need—and yet put off the pure It's for peace propograndma. pad the papers?" “It gets me cranky immediate. “Jody, the fat| give him one look. ‘Listen, Mister,’ 1] chauffeur, who gets his morning sub-| says, ‘I've read more papers in my tried to| time than you ever suspected was And I didn’t take none of ow you got her ravin'! Quote the raven not no moré “I slipped in the line about t raven so as to show them I not only |knew baseball but books as w dy to leave he smiles sadly at m¢ t did you want to hop onto} hear this! me for? I've always been nice to you, is to manage the Ameri- ‘I tell him. ‘You're so sweet Me art of the salesi 1 Why don't they pick| familiar with the work of Al Fields, like Matthew Christy-|the poet, knocked ‘om a MeGra rhey| Well, I'm off now. 1 got edad 7h | and argue with the landlord or perso! above Her Valentine: By Helen Rowland ‘ From the poppy-wreathed shores of France! A valentine sweeter than scented note And dearer than poet could weave——~ A valentine wrapped in a khaki coat * With two stripes on his sleeve! ‘Twelve months! Yet it seems such a waste 0’ years Since I gat with this heart of mine, And penned through the mists of unshed tears ‘That gay little valentine! : “Over the waves of the starlit sea, Over the miles of blue, On the wings of the wind—from the heart of me—— Iam blowing a kiss to you! “Wherever you go, in No Man's Land, Remember that I go too; Spirit with spirit and hand-in-hand, Right ‘over the top’ with YOU!” And NOW I stand waiting with trembling lip, And with eyes that strain and strain, Through the silver mist for the great, gray ship That is bringing you back again! ‘The great gray ship with her slender iines Kissed by the laughing spray, Bringing three thousand VALENTINES ‘To the women who wait—and pray! And I know that somewhere, on a golden cloud Where the Jittle stars laugh and kiss, St. Valentine smiles, as he boasts, aloud “What a Valentine's Day is THIS But the wilt, glad words that I long to speak I shall keep in this heart of mine, Til I feel the touch of your warm, wet cheek On my own cheek, Valentine! Q. a Béite Earn! Bigger ‘2 By ‘Roy Griffith The Evening World's Authority on Successful Salesmanship, pyright, 1919, by The T s9 Publishing Co, (The New York Evening" World) i n their salesmanship problems, His replies will be published, using only the correspondent's initials, Constructive Salesmanship. well worked out. A @ would seem to show that y caught, wouldn't it? New, I The whole matter resolve that the writers are|itacit into a propor dofinition of th gently and|word “need.” Webster defines a ne ck of something requisite © .” ‘There are two kinds o needs—those which a man realige received a letter from/and those which he does not. If pel It shows constructive |realizes his need it becomes @ walt’ is a pleasure for me to|To want is to fecl the need of somes t im my work is the | readin r yer oof letters—jam fa lett —received, Thes t's 8 the letter to-day, The/thing. It would have been | strictly correct if*l had said in In your to-day’s article, you state | artic le that when you sell a mam you sell anything to a something merely because he haps pens to WANT what you have te re joffer, you are an order-taker instead aker, |of a salesman, said | In this connection, also, the humeg because he appens to nts, the acceptance on chase of it, To influence such @ mag of the customer of the sales-)to “do it now” is real salesmanshigy man's own mental viewpoint, it must |'To sell him when he is already also mean t chandise ext at the need for the mer- jsolved to “do it now” is order- s. Would you kindly! I still contend that you cannot r to those readers who, |@ Man anything he does not need like myself, are unable to follow such | does not think he needs, The tens the apparent sophiam of it? [dency of all nature is to reject thé man selling goods the} and worthless, If that thought would alwaYs occur, after a {not so, some clever salesman cessful sale, thag after all the sale |Succeed im gelling a dozen a not due to any particular selling| Wheels for automobiles, Since because the customer was in|auto needs only four wheels, the merchandise anyway, Perhaps a couple of “spares” to ‘The salesman made the customer (the salesman's) mental Sell an assortment of such au viewpoint,* that only happened be- | wheels, ‘since base-|sure shut them up. When Jody was | cause the customer needed the goods| The other kind of need—that and waa made to realize bis need.|4 Prospective customer doésn't Everybody needing something is more !4e Until the salesman points it owt | ready to accept the mental’ can be satisfied only by a real sales viewpoint of the seller if it is con- Man, In such case, a certain amount him to buy jof educational work is required am ms to me that the matter] the salesman must by his convinein | would resolve itself into a question, talk arouse the desire of the both go,|of the degree of cons “ the part of the buyer— fight against the prospect's tend | which consciousnes. n to the jagainst accident, no salesman usness of pect. Then too the salesman is awakened in'to procrastinate, sree of skill on en are in a way public in that they educate p benefit, must always to new comforts, new convente A definition therefore,’ and urge that the benefits an, But the, efact ot who really is a salesman bus yet! offered in the way of merchandise | taken advantage of at once, salesman is the herald of proj persistent disseminator of good. letter sounds logical, The thought is excep- From an Inventor's Notebook doesn't need to worry about the [s bitterly. on efficiency reworts, But I would @ “Well, Jobuson pulls off some pretty | never have the neart to da it im ous! seripent! you've got a family." Mr, Jarr was staring at Jenkins in open-mouthed amazement, “And do you think YOU'RE the} |indispensable man around our shop?” | he asked incredulously, “r'll leave that for others to say,” replied Jenkins modest! this: as I've been sitting h 6 lunch ing with you, your telling me you had | !ate the supply been with the firm ten years gave me! an idea,” “Shoot!” said Mr, Jarr, "Let's ave t “Wel Aid Jenkins, “te) saggest e boss to give you Service ONAN I Be Node 2 CARER PR ANH NIN NAAT OUR HA 8 So sensitive is electrical apparatus invented by a French scientist that Across a river in Peru is a bridge| jmore than 200 feet long that is sus-| | pended by thirty-two ropes made of it will detect the presence of one part cactus fibres, . the water from freezing in a new watering tank for! float valves regu- ‘Two lamps According to a British scientist, ght macaroni ts as] nh Building food ay beot ¥\ farm stock, whi weight for we! | valuable a fle: Salt beds in H estimated to permitted to |remain idle ever since their discov- ery several years ago, at last are to ba developed, ly supplies More oxygen to aviators the) isfy it that the man thus satd higher they fly has (cem invented by} it is an order taker instead of & ‘Chicago Man, SE IE NOT AMON SAME IES | that he is only supplying needs. entitled to credjt for having brow |the attention of the public to needs and having successfully |of bicromate of potash in 200,000,000| the immediate satisfaction af | parts of water, . needs, That is constructive sax ship. The “degree of consciousness need" on tho part of tho p doesn't enter into it at all. when a prospect already rei j need and is already resolved te