The evening world. Newspaper, February 25, 1919, Page 17

rn By IRey The Evening World's Authority on Successful Salesmanship. by The Press Publishing Co, (The New York Rvening World), In Mr. Griffith's “Answer Column” he will be glud to aid salesmen His replies will be published, using Copyrieht, 191 in their salesmanship problems. only the correspondents’ initials. Answers to Questions. COMPETITOR is underselling plains H. F. His customers are buying those items from the com- petitor, so that he is losing valuable business. He asks my advice. Generally speaking, prices are sel- dom too high. Competition in every ¥ne hag a tendency to make prices too low, if anything. Tf one firm qaotes a higher price on some item than a competitor charges for a sim- flar stem of apparently equal equality, there is usually a reason for it. No firm is going to arbitrarily make a tigher price for merchandise than 4 competitor, That would be foolis! In H. F.'s case, it is likely that his merchandise is of better quality or else the service offered by his firm Is superior. Perhaps his firm's price on some items is lower than the com- Petitor’s. In such case, instead of comparing single items with a pros- pective cnstomer, compare the total of an entire bill of goods with the total charged by a competitor. If one firm iy higher on some items and lower on others, the average of the whole bill will be about the same as that of some competitor whose prices differ slightly. In addition to making such a comparison, feature alyo the quality of the goods and the service offered by the firm, Salesmen exist mostly for the purpose of rendering service. The sale of merchandise is incidental. The man or the ffm which ultimately succeeds must give rvice first. If a customer scatters his trade, buying single items from what- ever firm quotes the lowest price, he does not receive the service from any one firm that he would if he concen- trated Its purchases. A firm always takes care of its best customers first. That is reciprocation and it is good business. Any merchant will do well to concentrate his purchases as much as possible This he has ans t iter bani i Bigger- \ay Griffith \ @ few stanch friends in the business world who will stand by him in fair weather and foul. If he scatters hia business, he has a number of luke- HOME PAGE Tuesday, February 25, 19 warm business friends who would, perhaps, desert him in any unex- pected period of stress. L. W, R—It would be better in your case to remain in your present posi- tion and study salesmanship with some good school of correspondence, Later you could get the necessary actual experience in the fleld. In the mean time get copies of the various hotel trade magazines. Read them carefully 40 as to get an insight into the problems of the hotel and res- | ‘aurant man, F, W—Go to the Public Library and ask for their “commercial regis- ters." From these books you can get names of druggists and jobbers who handie drug sundries. In pacing your specialty on the market It might be well to get up an attractive cir- cular describing it and mail it to druggists and jobbers. If you think you can afford their services, by al means go to a reliable advertising service agency and lay your problem before them. They are expert in get- ting new products “on the map.” A. L.—I doubt if you could earn as much, right at first, in the selling field as you are earning now. In any line would enter you probably could not make to exceed $20 a week. But if you want to get into selling, you MUST pay for your training. You MUST sacrifice something. It is a matter for you to decide. I could not possibly decide for you. If you feel that salesmanship ia your Hine, by all means get into it—work for $6 a week, if you have to, until you learn the lessons you will have to learn in order to get in on the bigger money. Salesinanship offers great opportunt- you ties. Kut it isn't @ double-riveted cinch. You have to PAY for your success. The Housewife’s Scrapbook. ROWN flour in the ‘oven and keep it in jars where it will be handy when you make gravie B for roasts and stews. A nice way to serve apples for dessert is to peel, core and bake them, but do not allow them to fail apart. Boj, together water and su- gar, adding a few drops of vinegar, until it threads. Carefully dip tt baked apples into this glaze and them in a very cold plac When ‘ready to serve cover with yoonful of sweetened whipped cream and place a maraschino cherry on top. The water in which rive hus been voiled can be used ead milk in making tomato bisque It wilh give a pleasing flavor and it is also an {tem of economy. If you should detect the odor of scorched Vegetables while cooking them take the saucepan from range at once and set it into a ves- @el of cold water, Let it remain there for fifteen minutes and you will have effectually removed all scorched taste, You will be able to scale the fis much more quickly if you dip i into boiling water for a minute before | beginning the cleansing process. If you use only the whites of exe you can keep the yolks fresh for sev- eral days by covering them with cold water. Be careful not to break the yolk. If it is the whites you wish to preserve put them into a cup or glass over the top of which fasten a damp cloth. It is a waste to throw away tho stareb that is left over, Let it stand until it settles, then pour off the clear water, Put the pan into the oven for 4 fow minutes d you will have @ solid cake of starch that can be used again next wash day. When you fry food that spatters lay @ piece of thick wrapping paper over the top of the frying pan to completely cover it, The grease will go into the paper instead of all over the range and possibly the wall. You can mend your granite ware by pressing putty well into the hole. Smooth it down and set sot tute a hot until the putty ts brown. the v oven After cleaning fish you can remove the unpleasant odor from your hands by rubbing them with dry mustard. ‘When your rubbers break cover the hole with adhesive plaster and go over this with whoo polish, If proper- ty done the repair will outwear the rubber, A sorviceable rug in front of the ramgo or sink, to protect the var- nisshed floor, can be made by placing several thicknesses of newspapers on SAS at winee's TSIM the, top of each other and covering them, with a of heavy wrapping paper, then stitching them together near the | edge. When oiled they oan be | thrown away and replaced by en- other. TELL HER To COME RIGHT AWAY ano MLL RLow You Rotv To THE Movies Ceprright, 1019, ‘The Prem P ibiiahiing Co, New York Evening Word.) By Maurice Ketten | JOHN Fees Quite SPoRTY To NiGuT. HE SAYS IF You Cone RIGHT AWAY HE WILL Tare us To Te Nowies Conducted by Eleanor Schorer Copyright, 1919, ty The Prem Publishing Co, (The New York Brentne World.) Child Health Alphabet By Mrs, Frederick Peterson of the Child Health Organization Now Don “tT Dou uP DEARIE SOHN SAYS THIS 'S_NO DRESS AFFAIR | TELL HER To CONE Just AS SHE (S$. SHE ALWAYS Looks WEu. Now DEARIE HURRY UP t Toun SAYS To Come Just As You TELL HER NOT TO DRESS IT'S ALWAYS DARK AT THE Movies WEATHER OUTSIDE Jonn Says DON'T DRESS UP. Nogooy CAN SEE You AT THE NOwes uyrignt, Wes, by inown officer Crom, work wil her. of things he dared not toll ber In person, igliah Army Love with by but, CHAPTER I, (Continued.) HE blot which ended my last | | wentence was not entirely my fault. A shell landed at the en- j trance to our dugout, killed one run- ner, Wounded two, and blew the can- dle out, We've just finished binding up the two wounded men; the other lies in the passage, covered by a blanket, Poor chap! He's a mere boy and has not been out jong, They didn’t give him much of @ run for his money, Such accidents are largely our own fault, We're always expect- ing to advance, so we do very little | to the trenches which we capture and occupy. The dugouts faced the right way for the Boche wnen he beid them, but for us they face his shells, IVs not taken very long for me to plunge to action. How long? Only four pb {3 since wo “etened to “Will. jain ‘Leu’ and bade ewebl other that un- satisfactory farewell, When I arrived |at the railhead on my journey back, |1 failed to discover my groom with the horses. | phoned up my division and had to wait till close on midnight before my man arrived. It was a cold ride to the wagon lines. The road was Like glass in places Where ditches had overtiowed and froz We had to wiik our beasts a good part of the way; they slithered like cats on the tiles, A hard, chiseled moon was in the sky; the ruined country, forbid- ding and ghostly, was carved into decp shadows, I learned that our battery had only moved into its new tion that day; consequently every= ing Was at sixes and sevens. was hearer 3 titan 2 in the morn- ing by the time we reached our Wagon lines, The horaes were pretty nearly “all in’ with tae amount of travelling they had done. The place was a hat- tered village; every barn was full of tre and ‘for the most part only the walls of the houses were standing. We roused the Quartermaster with diMeulty; he wasn't very certain as to Where our wagon line officer had his billet, It was too late to go out and search; I unrotied my sleeping sack and got into ft, only removing my boota and tunic. Rather a sudden change from the luxury of the Crillon, the warm baths and the clean-sheeted beds! Do you begin to understand why it ts that you seem go far away? user . a ‘Mail Up!” And He Gets A Letter From | _ After meeting une American gitl in New York, wi meets ber aga koumine, that be is soon te retura Into danger. dose mot An the frout line trenches, be i SYNOPSIS OF PRECEDING CHAPTERS, wu Lane Company. Inapired this manuscript, the is, where sho AR juthor some un~ to take up Bed begins Unis story of his love, writing lato tt the I found the battery in a narrow val ley. It is one which by name you know well; but names must not be mentioned. A year ago the French made it famous by the fiarceness of their fighting. The fighting was all hand-to-hund—so close that bayonets were out of the question—and men stormed the heights with daggers in their mouths, ‘There in the under- growth the fallen still lie unburied. The snow has covered them for the present, but you can feel their bones beneath your tread. Part way down the valley is a little clump of trecs among which our guns are hidden. There are paths leading through the island wood, covered with trellis- work to hide them from aeroplane ob- servation. I left my horses and went on foot the last part of the journey; one does not Want to make too many. tracks—the snow shows them up too plainly. I found my Major in @ hole «unk be- neath the ground. “Glad you've come,” he suid. “Sorry to rush you into harness this way, but it can't be helped. It's our turn to relieve at Maison, U'l give you what informa- tion I have and you must be off in quarter of an hour.” T had a hurried breakfast, borrowed some glasses, for mine were with the rest of my kit at the wagon lines, col- lected my telephonists and went for- ward, Here I have been for the best part of three days, There isn't much time to think or regret in the army— which is merciful. I am taking pot- luck with the infantry. I have no blankets, no pillow, no nothing. — I had to leave everytliing behind in the hurry. At night I le down on ghicken wire, spread across supports, and fold my trench coat beneath my head. It really doesn’t matter much not having blankets, for I've had to be up and about all neht. The only time that it's safe to sleep is between 6 and Il in the morning. 1 must leave off— something is happening. Cas | It turned out to be a false alarm. Some one got nePvous in the front Mne and let off an 8 O'S rocket. We clapped down @ barrage on the Ger- man trenches; if he had intended anything, he changed his mind. All is quiet now, except far to our left, where one can hear occasional ma. chine-gun fire like the clicking of denuttory ater. From _ the a Man's Land fi keep shootin; they look iike taxis ing th: ¢ blackness. You Weave all of fancies out of our nights if you're in love and have an imagination, Those white flares, appearing, racing, Vanishing, scem to me @ phantom city, and make me think of Paris. Sudden memories of you come back —xestures, moods, sayings which I scarcely noticed at the time. Do you remember that night when wo went to the Hotel Pavtilon together, wher the American soldiers meet and you did canteen work? Your job that nupht was to sell cigarettes. Isat and watched you. The boys came in in- tending to buy something; they hardly noticed you at first. Then they saw you, stared and tried to spin out an aWkward conversation, Decency forbade them to stay too long, but when they had concluded their pur- chase they'd return to buy something else, They really returned to get a other sight of you. You cushiol your face in your hands while talked with them: you pretended @ shopwoman, but quite consciou you fascinated. You fascinated m well, Th was a little at wore that night; it w you s of velvet and made a slanting line across your fore- head, accentuating the fineness of your brows. It Was the same hat that you wore when we met #0 briefly in America What are you? You are drifting away from me, becoming unreal al ready, [can't associate you with this place of imminent death you are so much alive. Did you care for me at all, even for a moment? Lid you ever picture the life to which | was going? Was I only an incident—some one transiently amusing, and perhaps little pleasant? We never spoke what lay before or behind—we merely enjoyed our handful of But for me there was alway pmancy in our happiness, ‘The thought wo hol constantly with me of our partin Something within me kept warning, “It is the end—the end--the end.” If L had only met you ¢ r. in. the days before war 6 made love to you now, I turn into the passa rted, honorably y head and look Across my shou could have But not out I see the boots, the form beneath the blanket, the stretoher. He was a man once; in a second of time what lies there was all that was left, Perhaps he too loved 4 girl, Perhaps he told ber. How much better if he had kep silent. And yet ** * “I wish I had married my your friend said ma I's a problem. Self-interest dictates that I should tell you. ‘That cholce might be more righteous than silence; it depends on you. But because the choice would be selfish T distrust it Here is another letter which will never reach you get Will be quite different dress yoru by your surname, tell you briefly that I'm back in the line, and ask how things are going with you. [ wonder, will you write? When I asked you to do 90, was that embarmssed nod of your head a polite evasion of @ refusal? I can see you now as you ran up the stains, You didn't look back. Had you stayed a moment longer I might have spoken the words ‘The letter you will I shall ad- I'm going to lie down and Ket & little rest CHAPTER HI. HE mail has just come in, It was brought up on the am- munition limbers. We heard the cry, “Mai! up!” and then the running feet of the men, It's queer to think how far those letters travel and how safely they arrive Whey are brought up to us under shell fire, through gas, by runness pack animals, limbers. ‘Since no movemmnt is allowed near the guns by day they invariably reach us at night. Before ever th can be distributed, the am- munith to be unloaded so that the t y get out of range, That a for the speed with joh the rk, They form a chain and : shells swiftly to the gun-pits. Until everything ts safely stored away the mages from their mothans, wives and sweethearts must wait. When last ghell has been laid in its mek, y scramble to the Sergeant Mator’: dugout. He crouches over the bag by the light of the candle and read: aloud the name on each envelope or parcel. Finally the bag ls empty. He turns it upside down and shakes it There will be no more news from home till next night, The crowd seat- ters; the blackness becomes again lonely. We officers have to sit still and wait for our letters to be brought to us by our servants, It's a sore trial to our patience—part of the price we pay for our rank. To-night I made sure, [ should hear from vou, At the cry “Mail up!” F forsook my dignit and went out on the prete seeing that the teams were clear of the po: sition, It was such a night; the stars and snow were like silver inlaid in ebony. From gun pits came the glow of fir Men were already wit ting round them in silence, reading by the light of the jumping flam The frost on the duck-bvard crackled beneath my tread. War seemed to have ceased for @ little while; for a little while memories travelled back to affections and quiet My servant, met me with of letters. “The officers take then, sir?” 1 returned to the hol: which we oall our n t out on the table a bundle Will you in the ground % and sorted At a glance I aw that there was nothing from you my three letters w in known andwritings. A queer way to tell! You mean more to me than any one in th yet [ have never seen your handwriting. That brings home to me vividly bow much we are strangers Fvery one in our mess has some- thing to-night. Jack Holt has made the biggest haul; there are four from hia wife, He married her in a hurry two years ago. He'd only known her a week, I understand ney had a four days’ honeymoon; then he came to France. He's spent about thirty days with her in his entire life. T never knew a man more in love with which were better left unsaid. I anybody; I'm his best pal, 90 he tells think you knew that, me about her. Our jor got only I's nearly morning. Nothing wild one letter, His girl is, yeu, ims is for Oatmeal, the finest of Food; With Milk for your Breakfast there’s nothing so good. THE SCEPTRE OF ROYALTY. One day, while walking through the woods, 1 came to a waterfall, “Nay, my child, not so,” replied @ Volo 0 speaks thus ‘Tis Hope!” thought 1. And as 1 turned bet el “C And as I looked into the whirlpool with ines for I wilt show ‘you ‘wous: below my thoughts wandered. ders,” continued she. Whereby she f “If I could but be a queen or a Hf me in her snowy arms, and: princess,” I softly mused to myself, other we rose from the eartly p ne Over land and sea we flew, until she then surely I would be happy.’ said: “Yonder les the Kternal City-= rene she pl tal + hin up som credible that any one with our Major. He d peared: he's pucke Then there's Bill come off so budly kind of chap and. ky. His girl is I have ti that 4 ICs ine should trifle n't look very Kk his brow Lane; he didn't He's a nervous despite that n England, He ns to murry her on his next leave, most frightfully worried lest a sholt whould Key him before that happens; ertheless, he plays the game to the limit with’ the best of us He ing now as he turns his pages. Poor old thing, for once his mind im at rest; he's happy. And then the o's phen, our expert No one ever writes to him. andsome, and the best of follows. He shows no excitement when our letters are distributed. Ho expects nothing. While we read ours, he bends w the light spills over the table, goes on ruling ares into his m L must re and en do so would b happened in my life-that os: sufficient. To ha ched one list glimpse of loyalty nut weakening n hopes ab You hav ald ke me brav it whould be ke the sacrament ed aginst the lips of those about to die, I don't think T will write to you an more, my wr. ‘These unposted let written out of loneliness, are ixury which ty danger ou ike the future seem too valuable, T becin to realize how sweet life is how glorious we could make it, 1 would rathor be at rest within an Tam called upon t ay “CGoodk You ran up the sta without turning your head when v parted. That's the way L would pre- fer to go out of lif CHAPTER IV. LETTER from you! Such a etter full of you elf! L's Just as though you were at my elbow and L could hear your voi It's as though you let me take arm , the way [did in the Luxembourg lens to you over the slippery places What a reluc stiffly rarm t Was on that first o¢ Bu your letter! I've read vow many 4? Lean'teount, [think | know tull by heart, and yet I keep on turn- ne back to my favorl There's the one in which ur first introduction to the a How it was night, eve rabitation of the dead the sudden comunotion tn the sky, the rattle of machine gu the glare of a plane descending m flames and the crash of bombs on the use tops. Weren't you f ened There's no tof fear in your letter, “From my wifgh point of view,” you wr t was the best thing that could have happened. It taught me in an instant how badly | was needed there.” A gallant way of being selfish! You're just a9 exultant over your Job as we men in the front Hne; it’s the im- mense chance for sacrifice that la a sets ici Rome!" 4 We few Past the fair Capitoliner ills, while from ubove 1 beheld @ Those are the people cheering the! King the far Queen Helena A marked claimed, bittery,. “is it thus you prove to me the truth of what 1 said?" But she only; trigues one. [ suppose even in p smiled, Whereby we continue ) times the chance was always there, fly until we camo In. succesaiee te only one's eyes were blinded. Por- England, Belgium and ( e, where haps the sa demanded wasn't the same scene awaited me, Then urge enough asain we flew until we alighted in @! Fought to be vastly concerned at chamber hese are the Tuilleries, 5 the riaks you are taking. I'm noti I'm sad Hope, q oo glad that your spirit should be Pa e « Kinaled by danger. ‘To wave France Francett Teh Am 1 really te H oan of Are charged on horseback “Hush! — Lool \ into battle, You Ko with less drama, Sceptre of teaytchiarey Ps | but with an equal heroism. Your looked I beheld what seemed to me charger ix a Ford car, You have ex | Mario Antoinette, changed your armor for a uniform of You have seen Royalty ace the Croix Rouge Americaine, You but remomber, ikinge aud queens orb } don't Kill; you | rescue | children. | swept off their thrones as a gust of 2 nkly, L prefer your work. If you wind on the ground. Hence, they could look over my shoulder, you are ever in constant fear of thele would laugh quietly and say that [lives and future, Be contented, theres make too inuch of what you are doing fore,’ my ohild, with your’ happy that its really very ordinary, It’s lot, for freedom is far better than ordinary here in France, I grant you, | old, Bear thee, therefore, well im In France laying down one’s life for [mind ‘that uneasy les the head that some ane alse has become @ habit, | Wears a crown.'” Thus saying, and Hut it wasn't a habit where you came | With a magic sway of her wand, she from. On Fitth Avenue tt wouldn't {disappeared far into the alr, ‘am have been difficult to have played ate, | once more, I found. mynelt seat What a romance! As a rule you|bexide the waterfall Americans aren't 4 romantic nation. Ky ANGELICA SAMBRON, New You're so terrifically common-sei York City, Now y for instance, who. h your limousines and your several houses, come 3,000 miles to do a ser= vants work and perhaps to die, yet you don't seem to thrill at You belittle your heroiam. b Who did their are diferent Their feet sh 1 f t ot and shot and sho nd; they're forever aero. | H is for the horrible fue me They view their present in Who fell right on the spot, ght of history, and see their) Ry KATHERINE MILLE 1p ke @ crimson tide| wan, N. J MIRE Maes 1 future ages, We nelish —- ure quite conscious of out FEBRUARY ESSAY CONTEST. } wwe don't talk about it. Subject: “Welcome Home.” | Re eee ry ine n prizes of four Thrift Stampa } n the langungo of steble-boy equivalent of $1.00) will be | Ro pEOBlY braid. OF paltrarels ‘warded each of TEN Kiddie Klug 4 Lea r idai gma a nd y _ nemt uges from six to fifteen ime " " chusiv © write the best compost a ore a t 7 hone Fr tions on “Welcome Home.” u ‘ pre go In or escuing A certificate from the teacher @ ' \ ane mination ‘parent of the contestant, saying that : 0 y to tangoing, only | the compe ) I8 original to the best t reiibehba Gh a A " ee en (ea oft r knowledge and has not been ¥ wet about a job that fascinates yous |penition gt Secompany each : you don't congratulate yourselves 90 | "Compositions must be written tn fale p ho Jot ite ‘u never lose your) and must not exceed one hundred and 4 wd of aent ae fifty (150, words. : nel teaser aentiment jum now, and)’ “Contestante. must state NAM ht vine It, ‘Take myself, Why didn't |NUMBHIE ne ene CORTIFICA! * Powe to, you? Hecause 1 was!’ Address’ Cousin Kleanor, Evening wah wfraid of tra on your sentiment | world Kiddie ketu ; + fuse a man w By back into!” Contest ole a } the hia She may easily be ; loves abs E nto a belief that she loves a 4 a t ng may b HOW TO JOIN LU8 AND him, st rut c ame OBTAIN YOUR PIN, ment I refused to make love to yo with any egm yet because of sentiment I mx of kennels putting an immense sentiment down on paper—all elean purpose ng, Word Kido Lite | ya puasied me; bet York Gly, with 4 aete ae the war i to be afraid of | Rnicd, Jou must tate wont used to hover between decisions, } “Klub Pim’ NAME AGE and) AD. hd wl RRS ‘ildren up to aterm y Tmetaber.” ‘Ench tnemoee, ts pete er gry Klub Pin aad too far ahead and hesitate to ach! Military discipline has given me purpose~-to live bravely, dare fully, and, if need be, to die grat fully. (Be Be Continued.) Au