The evening world. Newspaper, April 1, 1919, Page 21

HOME PAGE Tuesday, April 1, 1919 eae A Bed Better — ee i| The Evening World’s ; Salesman |Can_You Beat It! sents, By Maurice Ketten Kiddie Klub Korner and Earn Bigger Pay Conducted by Eleanor Schorer Coprriaht. 1910 by the Pree Posniies Co (The New Terk Erening World) By Roy Griffith The Bruin Fa nily Goes Berrying | The Evening World's Authority on Successful Salesmanship. Consrient, 1918, by the Press Publuhiee Co. (The New York Bveaine Worl) By Uncle Bill In Mr. Griffith's “Answer Column” he will be glad to aid salesmen in| . i Bheir salesmanship problenis. His replies will be published, using only the Gorrespondents’ initials. Answers to Questions make a study of a prospect's busi- . oS ness, adapt the advertising to fit the , , ON_JPRES one for the salesman of! business and show tho prospect by advertising, J. S. writes: | careful analysis where such adver- “Every advertising salesman 18] tising shuld benefit him, no trouble | Bry familiar with the prospect who says! should be experienced in making the | “Oh, I don't need to advertise; every-| sale, Many salesmen deal in general: | bedy knows me.’ Is such a man stm. izations; they talk about the great | | Bay filled with conceit or is his atti-| advertising successes and speak in \ fade a defense—bvased perhaps upon general, albeit glowing, terms of skepticism—or does he need education | how the public will storm the pros- concerning the modern conception of | pect’s place of business and DEMAND advertising? We are all familiar with|to buy—if said prospect will just the saying that ‘if John Smith doesn't | place an order for advertising, Such A BRUIN woke, stretched and|found the best little nest over hero, yawned, then nuszled che |ond four ittle birdies in it. They all babies, Bud and Sis, awake. | waked up to see me.” “Wake up, wake up.” she said, “the ‘Oh, please show me where,” said @dvertise or if he stops advertising, | talk doesn’t impress Mr. Prospect blueberries are ripe and we must] sneaker in his awee: voice, “I just the public will soon forget him; his|much. But if you SHOW him you borrying.” ove to look at Littl » competitor with the modern advertis-| have studied his requirementa and bedadih edad deo ove to look at little birdies. ‘ hi “What's that?” Bud asked, yawning ‘Over this wav” Billy said, and tng spirit will soon outstrip him; the] offer him a concrete PLAN for in- also, ne led the way back, clear back t Sheriff's sale is likely to soon over-| creasing business he will listen to . clear back to @ him. Nevertheless, this type of} you. ‘ohn Smith is still with us. What] It all boils down to a matter of ould a salesman’s talk be when a| Selling service instead of selling ad- “You weren't here last year, sure| where “frs, Bruin, surfeited with enough,” Ma said, “but just you come] verries, had lain down in a mossy on, I'll show you. Wake up Billy.” rw for a nap. Sneaker is very , ‘Oh, I don't need to ad. | Vertising. The advertising man who Bud obediently licked Billy on the] shrewd, but Mra. Bruin was absolutes f wertise; everybody knows me sells service—concrete, carefully de- face, and Billy scrambled to his feet,|.y still, and he d'd not see her. t yc The man who declares everybody | Veloped plans for increasing a pros- wiping the dampness off his cheeks| Billy led ©--aker to the little buyh, | ows him is simply “kidding” him- pects business—should have no with a chubby fist ie : ig 1 must see the birdies, just Bie fie ever fools any one else, eae seed ne man who says, ‘Oh, ee Billy.” Ma Bruin Ba Wierd ernistomen whispere 4 ‘i ie jon't nee advertise; eve called, a , " Raniais acai « priavtiah Who aoe knows me.’ That isn't the povenged Di arhinitbay bi Pie at ey Billy Billy eg by, smiling. 3 | proaches him. Most certainly he way. The real point ts this: Is every- nee del - ntedly, 'l like blueberries o~_ then Sneaker, the weasd gee needs education on advertising and|>°dY BUYING from him? y much; aught a baby bird in bis mouty | Once among the rocks, Mrs, Bruin | Billy, horrified, opened his mouth an{ and her little ones scattered, and—| .creeched wildly, attended strictly to busines Billy M Bruin looks clumsy, but she ¢ Boy had been accustomed to hdve his} ot. in an instant she was on hor . ' ows any-| 5 A its value. tobe test ld ee SHinied F. A. 8.-It would seem you should thing of the pee ree is & pathetic make a success of your venture, You word will ever make such a | are going after it in the right spirit. { As an excuse, a defense, or uny other | The only way for any man to succeed berries served with cream and sugar,| ‘eet, a jump, a snap—and befo + reason. yg | im fullest measure is to set a goal for but they were never so nice aa these. | Sneaker could strike the ground shd It is true that many John SMithS) yoursere, study everything you can pertaining to the business, then WORK day and night to accomplish main plain John Smiths until they) your purpose, It seems you pps Ir: "Their name and thelr product are] ing this, The best o' luck! Write me ~ known to the world at large-| again—and if I can holp you in any Ney may m money, but they are} way jer me know. it I living up to thelr opportunity if Gare | hey have a really good product to| M. L. Rf am more than sorry in Nothing was ever so nice ever be-|had him in her strong jaws. fore. Poor lost Billy Boy was very.| “Sneaker is the meanest of all tha »@ very hungry. fur people of the forest,” Mrs. Brua “Hello,” said a small voice, “what |oxplained to Billy as she swallowed + ire you here for? Billy looked his|the last of him. “He is very sly, surprise, then answered politely, “I | and quick, and it is not often we car came for berries,”” catch him, but be makes very good “Eh, bub,” said the little fellow, and | eating. If you will find another ['1 continue in business year after year | ‘a advertising. Usually they ‘ . he drow his long thin body from un-| sive it to you cubs." farésent to the public, If their product | Your case, but it Is impossible for me der a bush, “Well, I didn't My! Billy took a last look at the dead P Fis not good, perhaps it is as eee Maid ie wen Lai wes per vinulee schodl. name Is Sneaker, and I live on—well— | Vay bird at his feet and dug tho 4 P don't advertise. An advertised prod- 3 about any particular Pi ; a] ears out of his eyes. He gathered Uiyeptel toed Binder’ nesta” SFOUBG | 5 the akira Of Als Russiag teva: dil here and started for home a wiser little lad “Yes,” said BiMy smiling. “I | for che sad experience. AAA RRD DORR DRARRD ARRAN” Cousin Eleanor’s Klub Kolumn } a them. It was great fun to watch, es- { My dear Pennant Holders pecially after I told you about it in When this month was about one- one of these little letters which Iso» half over jt became noticeable that &! ove to write you. Then applicatious sort of rivalry had sprung up be: began coming thick and fast. ‘The tween the boy and girl pennant WID- race was» very close one. Never was ners, Ono day the lads would lead, gither side more than one pennant 4 then tho girls would catch Up tO winner ahead. Both boys and giris | made @ brave fight for the honora 3 which were won by the latter. 4 Last week's report decided in favor of the girls, Here it is: uct simply MUST be good; it would} one I will be glad to give you my never pay the cost of advertising if} frank opinion, You are right when it wasn't. And since commercial re-| you say that “while training is im. ports show that better than 90 per| portant, it would scom that knowl- cent, of business men fail in business, | edge of the line of merchandise is of at some time in their career, it would | equal value." In this connection Jet bo Interesting to know how many of| ine remind you thot actual sales ex- these 90 per cent. were non-adver-| perience in the field iy the only real tivers. I'm I have no such fig-| “finishing school.” Get the training, ures available. Jearn the line, then get out in the Advertising lowers the overhead feild and plug. charges per dollar ef sales, It makes for quantity sales, and overhead wharges DO NOT increase in direct ratio to increased sale. __if an _advertining salesman would | | F. J. M—See answer to M. L. 2. | above. | The Housewife’s a PENNANT WINNERS. | Catherine Kilemit, New York City. Scrapbook | Ontherine Griesch, Park Ridge, N. J. ees tst wiser fuel nes ceale hs rist Mitchell came in, but T pre- pcan a Bree a sugar into the fruit Ad f Wh Successful men. We felt very well We rode over to the theatre and sat tts hot impulsive paragraphs rising now. chel I. 5 . ~ $s ns cae Gaae ventures o a Country boy O picased with ourselves a woek or two through a very Well-played Ittle in my memory, I would have jiven tended not to see him, busying my-| Harry Gibson, Yonkers, N. Y. ‘dae benaes _ i She says! later as we stood beside the offica comedy, It was an Old Homesteady oe” ything almost to bring it back. self with Ble gl gy cer rs L mend jloweph ayaner Maspeth, LI fter using the contents. C t Ne Vv, ke d M k safe into which Morrison had locked sort of p' I had picked it out be- ~ find out about this business of Jorris Reynolds, Bronx. in so nice when the canning time! omes to New york an akes the freshly printed cortificates. cause, from the reviews, 1 judged it CHAPTER XVIII. p Pa ineratan Three cheers for the victors! all ready is “Hitherto I've never been able to would be something like Merwin, ani ; nh thone daya not tell ine, I wo : A pe lg ese Rpg liapeagd ead q make any money without risking that we might have a good laugh HE goose hung high those days yea irtors, I would put it up to! Dear Boys: she docsn't have to buy a larg ood in a ree some of my own,” I said to Morrison. over jt together. It proved to be mors in the office of @. H. Morrison 4), Old Man himself, After all it} Please~do not feel badly. ‘Thura- wantity of sugar at the same time “That, of course, is very crude; al. like Merwin even than I bad thought. & Co, Business, in the form of was he who had hired me; he owed | day's Korner Wil ‘have good news buy the fruit, oe mone most, one might say, unethical, This After the play we got into a taxi romotion opportunities, and me something, Even thougl ad) for you. You will swell with pride | 4 fhe must buy x Ambiti Is thé beginning of a new kind of suc- again and rode down to her Settlo~ Pay Had ie tips, contin. pretty steadily neglected him and | over the awards in the drawing con; 4 / 7 re | ri ; ent House, 80 es jad come to feel Yo 0 ec johiaa lon Lipase poutine | A Story Every mbitious Gp 1+ 4 & silleatone on my way fray Two oF three tinea f trled-to ted to flow in, We added one room ef his judgment, I was nevertheless, | about them on ‘Thursday. a ef ean thao : ? pa a speak, but it came to nothing. Fot after another, and though, at the be- ina sense, his protege, I waited un- ° water and let then stand two min- New York Boy Should Read , the first time in my life I felt ill at f tho til he arrived, about 10 o'clock; gave Cousin Eleanor. re ) | (utes, Pour off the water, open the CHAPTER XVII. case and dumb in. the presence of #1"!ne 1 had contributed most o ten ma chaned to acknowledge the pe » DL |) moved expeditiously and without the | Copyrifet, 1918, by Doubleday, Page & Company called for Betty at the Settle, #8 Respale SDRE while ShS't AY orca waa lone ile tut mince, RE whee: sie HRA BIO ‘eked ‘out the; A. twenty-two-inch felt pennant Sok) Dec hatSa CuAPL Ene had fanned into flame my old feeling everybody pi oe SLOSS pee Hi) | usual stickiness. 5 R from thee tite towo ov Merwin, Maas, and gets @ position ioont House to take her out to for her, it had apparently produced He had a remarkable ability tor {Yeny important stuff and then went| ade In the Klub colors, blue a yin ol yal Se en Poin sg da dinner, We rode uptown in a No corresponding effect in her, If Setting close to big men, a talent jnto his room. Slt, ant bearing the Kiddie Bru \ Good succotash can be mado with | is won citi & Fuailivaine sluts, white he 1 ee Ans tek te ond of 8. taxi together. And 1 kept my hands *® had read herself into the hero- founded on a philosophy ai! his own. “"j}» looked tip pleasantly over hits | CARL a ee are ree a a || Qariea ima beans and the dried corn, | should wérk for, and, when Grote. 1 0 iis employe resolutely unrust into the ckets of ines part he had not seen me as | Henig wy io pe Pt pe er gold- rimmed Litt ana sreatee ae merfibors, and to every new Klub to ‘Thorve and, ge ss het i lay hl » pockets uf the hero; there was som vise, Seriously, George,” he sal¢ @ A copy of t chell announceme 5 Try ch of mustard in the ses in contach wih «man waned Morrison, whe wise tat Hey Ho Ie WEE Sy ainner coat, and forced the con- “A-eudden lurch threw her against once “Everybody takes ‘cm serious. Copy of the Michel anlenmietiel,| member who brings in with him or | 4 a plach of musta ie ver nm to Merwin, and the Sette- me; her hair brushed my oheek; 1 ly; they get sick of it. ‘They're only DOG ped it in my hand. her four other new, members. 8x } J cream sauce when you cook carrots, ; VE other three got up awkwardly, clear- Ment, ‘.1d the weather, and “Do you could fecl her warm breath—the per. human all, and what they w (ro He Gontinued.) coupons, numbered in rotation, must | onions or cauliflower, It will greatly CHAPTER XVI. Ing their throats and wetting their (hink the Glants will win?” and held fume of her was maddening. I hed 0 bi uae Let ag SiAGS. the — aidan erin tha Deniers rr i 4 q e flavor. Yo dry . neues, it there until the cab stopped and | all that I could t me man's jokes and care ni fe , Sy}| | improve the flavor, aa oun ued wines ate STN lPh RES Ole WOntRAS ssuen pale Ue TO, ONG We Ware motels tkvow ine my. ema Abaue tee from ‘vho alte on. the Bonrd of Directors The Far Cry address of each new member, just as | | Left-over po can be warmed | ter midnight, and before of Thorne, Wilber & Company,” sald sate with @ table between us al pouring out my heart lke a bluehe With him. I'll get mine.” required when individual Kiddics Sher>s, st ering kid. It was over in I came down to the cflice one morn- apply for membership, / Morr.son, ing, stammering er in m knowledgcd Morrison's greeting Ate. at other tables looked across a moment. She settled hersolf in ber ing early to make up for three or By Henry Milner Rideout colembera who, cannot save the ot Morrison & Co.” had with a nod, accepted one of his cigars &t Hetty admiringiy; a couple whvin own corner of the seat a bit more four hours which I had been com- ae a ¥ one ie Penne a oy |\been served plain boiled they could), oo ea. a1 stock $50,000 pre- (paid for by my money), and settled | by rey dy aud bowed: 1 carefully and farther away than she pelled to spend with Morrison the 4 Story of Romance and) and address, but it is more fun to \pe mashed after being reheated and/ ferred and $50,0W0 common. 1 was tv inyself to hear, as if for the first time, rh hed thelr glances a knew that needed to, T thought. We were pasy- previous afternoon, Lt was with such . try and Win & penvant r fford variety have all tho preferred and Ol pet the proposition with which Morrison they were wondering where Grovon ing through the slums of Houston measured service that I tried to kee> Adventure in the South= pepe Snore ye ; Avo All {ho Drvnon and Morrison had already made me famiar, When had found the very good-looking Street, and she mado some remark tho scales of busincas balanced. No in a double boiler and they will Sa careed Theenin Gt taste like fresh cooked. If they have My VPA ae ; yg . I was to he had outlined it, | broke in abruptly Young lady, and who she was, 1 was about the pathos of the poor, thelr one was about as yet; the mail had } Seas. MARCH CONTEST AWARD To make baked beans more Sec tn pene ae tn Teas Re retrring LFAR RR BAREAn oh luereen proud of her; she was as much @ part suffering on hot nights such as these, not yet been distributed. | started to ern WINNERS, {ble, add a level teaspoonful of bak-| supply $10,000 in cas to sts in the | “That's enough,” I said, decisively. of the setting as the flowers on the For just a minute she lingered in dig into a prospectus which I was to na in ne “It may be a very good proposition, table, No trace of self-consalous- the way at the Settlement House. get out on a reorganization propos soda to the quart of be és 25 pear 2 ge eaten EOL ® Deriicle of pase, 4 been perfect, Geordie,” she tion. As I reached across for a lend yiling them. Pour off this water s big chough fo! i step but Thorne, Wilber & Co, wouldn't ness, n parboiling th i fal sealer herare | teat Tee or tithe? consider it for a minute, It's ene My! but it seems good to see you erled, holding out her hand, “Thank pencil my eye caught sight of an en- land add fresh boiling water before) over into it and gh Rey Ee tinae out of oar lin aguin," L exclaimed, you, ever so much, graved announcement, I picked it vaking them. A pinch of mustaré Provteiats Office that he telephoned The three Germans wilted; one 1 could have bitten my tongue for ~ “Win you go again?” 1 blurted out, and read with the water when the foremost|No. 136 West 55th Street, New Yi City. ull was on it, pouncing with |. nn aged eight years, No. rigid legs. His beak flashed scarlet}90 Simonson Avenue, Stapleton, H's. Y had the red offal struck] Phyllis Morris, aged seven years, me , e ‘0 * t a as he dodged his yelling mates, and) R. F. D. No. 1. { ‘ nd @ tablespoonful of molasses aug ready to pe could hear their breathing clear the remark. It laid me open to such «[} call you up—may I?” THORNE, WIL! BER & co, ‘ teh} sg fie Charles Oberest, aged nine years, died tothe beans. before baking | "ei, our finat a Pr gl cross the room, . & well-deserved rebuke, If ‘he She hesitated. I tried to read her take pleasure in announcing that Tose, to gulp the m Kas the wink ; Ith Street, College Point, s ove the taste. owned a little factory uptown where dut as an individual,” T continued, of her was #0 good, why had Tn + expression, to know what was going MR GUY C, MITCHELL The tiffin party stood by their plat- Baaeemsmpreve tae TM }he and’ his sons had been making after an impressive pause, "I might loathe hor sot, weeks? methousit on in her mind, But all she said bas this day been admitted to part form railing, and watched, Batrap, Hans Danfelt, aged ten years, aD 2 ve! re ceded capiual Perhaps"——~ sure @ would say something « nership in the Firm hey thought, had sty: e «| Ridgefiela When frying ham or bacon #46 | cigars for twenty yoess n > : cael Hope surged back into their Ger- the sort, It was due me, But she did yes, Geordie—of course.” Old Mitch--slow-moving, Harvard. they tt mt had ¢ van! taeta A alms Riggene P Hee pe AA i half a teaspoonful of dark syrup to te asp to conduct the business prope Man breasts, — i » BOG she only smiled, — : T demanded, made, golf-playing Mitch! I could ple minded entertainment, 1322 Fine Bone the fat and the ineat will fry even| cry.” Always he had been on the If you vould, Mister Groton,” a just me as if you must have aut either she did not hear me or rn rings around him in the mark They would have drawn in their! “Rana Ki leven years, 955 prown and not look too hard, verge of bankruptcy, not quite able pleaded the father, “id a goot a whole book full of things to te! aid not want to hear me. She stopped T knew more abvut the busin ” chairs had he not cried up to them vst 108th Street, Bronx Frown 2 ae wobbly the demand, because he © peesness, It can make —— me," she answered, halt way up the stairs and waved her he, in spite of bis added ye f ave," I said ous =suergens would have left them — "I Nfth of thelr business wheu ‘3 your father?’ stly, Knee deep in the water,| Fugene McCarthy, aged twelve kitchen plant can be|ne ars, No. 2676 Morris Avenue, Bron “but you first. How pana A pleasi r get money enough at any course I was too young to have Government tax on a #bout one- any oom cond third of you, I'm glad you think that his corridor, stepped to the corner of she Parker. We was a member of he on oOmmMon Wwe gave Ww the Ger- life h ~has been a succe nd the last third went into how it seems to me the bi, next Monday, fme- street and watohed it disappear firm and my friend; why had he Irt lt is @ story that you will really sest pos- throu h the open mouth of the green me be put in the position of a rank my name to Morrison. I could have of the © shrunk and be-| walked in without any announcement, mar If the flannels . . “Good night, she ealled. red to parnerahip mveelf. But old, he still pointed aloft, Lena Gl d thirteen ye mpeored: by planting lent me tae cae re acco, "Yet, in apste he got throgh with It, and ed that Her eyes clouded for an instant, Tee ee, gullet while blow-moing Mitch!-and. they hadn't “Yea, yea!” they requited him with | wie s¥5 yamaing nue, Flue fa pot, The leaves can be used for|Feal supply of tobacce, Mit gree he had treated them ver wusiy “He's not #o well, Geordie,” she the influence of the play waa still even thought it worth while to let me earcloss nods, “Very good!" NY. flavoring. A few of the leaves tled| ff, "Cigar had grown It was a good Masmuch as the business was worth said quictly, "I'm afraid we shall gtrong upon me, while the touch of know. about it in nd) Tan eee once eniia cual” Frank Greaite) seed sourtosn'vears ; 4 added to the apple| product, Morrison had investigated 1t nothing to them when they brougat not have him long. And, oh Geor- her breath waa on my cheek, and the enough to tos’ me an announcemens nae Gy Na bed Hodlevavd. Bayonne, MT I rapes Phoroughly; he knew [t could be marx- it to him and thelr fifth would be die, he's been such a wonderful perfume of her in my nostrila ft gat lke any other nobody on the atrect. A ontent, He gave another guard- |" Gnaries Cronin, aged fifteen years, sauce will improve it, eted ve mail well ag through the more valuable if things went well father’— down end wrote her an eight-page hot Mush of anger spread over me. I ry. As he did so, upon his pantos | No 4g Cambreling Avenue, I hing tu¥ m clean itordinary channels, He had workod vhan the whole had been before, “He surety has." 1 echoed. “A won- jeter, threw the announcement into t) was clapped a vivid sequel, |" Jim Savage, aged fifteen years, N Before polishing furniture, clean it) OeimiY advertising campalgn for it, Morrison and I were fairer. Wo derful, wonderful man It vag a flaming letter. wasto basket, So that was all they eee 214 Weat A9th Stret. New York City. well with a cloth wrung out of luke- | ng believed that with an investment formed 4 new company with $0,000 of She was pleased, “I'm so glad to | read it through, decided to tear cared for me, was it? That was the ‘Thig is only @ bit from the fasci- > warm water, to which @ little vine- | or ssq.000 the company could make preferred and $150,000 of co have you say it" she beamed. “{al- j. up, read it through again; then, way they chose to recognize g00d nating story, “the Far Cry,” that wiil Ti) JOIN TNE Wt AN gar has been added. This cleanses | go5 09 @ year. stock. The sreferred w ways knew you loved him, And he putting on my hat, [ walked down- work? bogin la serial form op thin pase OBTAIN YOUR PL j the wood and a clean surface takes) "*s) it 5 o'clock, after our own office the new capital with a bonus of ons- loves you #0 much, and is so proud stirs and passing the box in the My first impulse was to rush to "8! a » Beginning with | ona more brilliant polish, had closed, 1 walked over and sent in third of the common a s | j n be interested in, one : come hard, soak them in gasoline and | of course, but the stage sett'ng was the safe of G. H, Morrison & Co, siblo kind of a success. . . . And box there. outsider, receiving. my information P® 1 bs an one in which you they will be resto: to their former |jmportant. It was necessary to give We passed the word around among you're such a success, too, Geordie." ‘The mouth olanged shut—the same about the office from engraved an- an live the life o people through pofineas. the impression that the House of Mor- the fellows at the club and in three she added, brightening. see your unemotional clang with whioh it had nouncements? What kind of a f which Nave rion, though young, Was nevertheless days had $50,000, none of it contributed name in the papers and—and every- close! upon Bie its pages, | to brushing up| of consequence and full of promise. by Morrison or me. thing, You must etart ri eo many of the secret did he call himself. He would have to ‘pho getting Is the mystertous, illu- it in at hopes and fears, loves and dreads of explain that to me. I started toward Hub Pin” Instead of trustin sive South Seas, where romance! 3, Al! auildren ap ta sisteen ‘sare of age rticles of broken glass, wet @| There at Morrison's desk, finger- Assuming that everything went well the beginning and tell me men, his office and then remembered that SI¥® 8° Re eee id i cama away “each ‘memes ora "Nigfen cloth, lay it on the floor where] ing his Hamburg-American watch we had made fifty thousand dollars | felt better to have the conversa- | was glad the thing was done; ho had gone out of town two days be- Seems to lu ones eve easing hema ‘wreitical ! ents are and pat it. ‘The)chain, sat the little German, one of without using any money of our own tion turn away from her father, Of glad the letter had gone beyond fore and would not be back for three palm and every tossing, white-capped of glass will adhere to the cloth|the sons on each side of him. Mor- at all, and_in doing it w> would turn course 1 loved the old man, and surely call, nore wave carries its own phred of adven~ Strectually removed, rison rose as 1 entered, and the the three Germans from failures into I had no reason for any other feeling, And five minutes later, in my room, office was beginning to 1] up ture. | be : 4 : ( ’ couron xo 449