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Read Your Bible to Know How
World Has Made Best of Itself.
LITERATURE, art. life, history, the
oiogy. and even demonology, abound
in biblical references or in biblical
wisdom. The Bible is itself the great
est piece of literature ever written,
the greatest history, and in it are the greatest
poems and the most sublime conceptions of
the world the imagination has ever con
ceived. As literature it has influenced the
literatures of all peoples who have accepted
it as their book.
Its history is not only the greatest history,
but since it has ever been believed to be
that of first things, its facts have been more
often repeated than any other historical
facts extant. To Adam and Eve there is per
petual reference. Recorded history was
hardly ever more scanty than this concern
ing them, yet others besides Milton, in his
great poem of " Paradise Ix>st," have found
this story of great service as a detail in justi
fying the ways of God to man.
In the every day life of men in Christian
countries, Bible hte-tory is almost alweye the
first of histories, the first learned, the first
Leaving to one side all matters of faith—
althoi%h the sublimit work of the Bible
has been fhat of giving men the substance of
things hoped for, and the evidence of things
not seen—and leaving aside all matters of
theological history and dispute—we may yet
affirm, that the Bible hoids an indispensable
place in the history cf humanity.
Bible Best Guide.
It is impossible to understand almost all
but the most modern art without a knowl
edge of the Bible. It is quite impossible to
understand the greatest thought movements
for last nineteen hundred year?, without
a knowledge of the Bible; and no factor has
had so great an laflueme in great human
movements during all these years as the
religious thought which founded its formulas
on Biblical statements. Highly learned men
and men without knowledge at all, outside
that of Bible truths and facts, have been in
fluenced to undertake movements that have
had their influence upon all Christian his
If we take the Bible merely as a guide to
reasonable conduct we shall find it the most
inspired, the most serviceable, the most
simple, the most practical that was ever
compiled. The minute man and woman
were upon the earth they were given di
rections as to conduct.
The history of the world shows that men
have ever needed guides to conduct, and
that they have been seeking such. The most
fundamental rules tor right conduct ever
given, the rules upon which all law for
thousands of years was based, have been the
Ten Commandments, given upon Mount
Sinai, first recorded in the second book of
the Bible, but afterwards elaborated in
Leviticus and Deuteronomy so as to cover
in the most detailed way the condu-ct of
those who had accepted the laws of Moses.
This elaboration became so detailed and exact
that the people were even told what to eat
and what not to eat.
Right Road Hardest to Travel.
We do not need, perhaps, to interpret the
statement in Genesis viil., 21, in the samj
sense that th* ancient theologians have in
terpreted it, that " the imagination of a man's
heart is evil from his youth," but it is the
testimony of humanity that for mos , . people
it is easier to do wrong than right; that th;
wrong path is wide, but that the right path is
narrow; the way that leads towards the best
things is the harder way, at least until lt»
great rewards are understood.
Right conduct is hemmed in. It is the result
of all sort* of discipline, discipline which
the majority of humanity find exceedingly
irksome, and submit themselves to but unwill
ingly, if at all.
No pictures of rewards can influence them
unless they are forced to taste the joys of
right effort. The sermon on this theme is an
endless one. The pitiful thing, about those
who will not submit themselves to discipline
le that they never can remotely guess what
wonderful things there are to be gained
The unhappy results of many sorts of wrong
doing are pictured in the Bible, especially in
Genesis, but no book Is perhaps without ex
amples or some statement con-cerning the is
sues of wrong doing even till we come to the
putting down of the old dragon. Acam and,
Eve lost paradise, Moses could not enter the
promised land, Sodom and Gomorrah were
destroyed, David lost his beloved son Absa
lom, and this handsome youth—we are told
that no one was " so much prized for beauty "
—lost his life because of the proudnesg of hie
heart, and his revolt against his father.
And here we may note one of those striking
ly beautiful passages, as well as a situation
wtolch has inspired a much loved poem. It Is
that of David sitting over the gate in the
watch tower, waiting, for news of this beloved
eon's fate. When the messenger, the Cushite,
comes he does not say to David that Absalom
is dead, perhaps because the king might have
■truck down the brlnger of bad news, as kings
of olden times were wont to do, but he gives
that answer, the most famous of the sort ever
given: "The enemies of my lord the king,
and all that ri«e up against thee, be as that
young roan is."
Jacob Victim of Evil Conduct.
The conduct of King David himself, beau
tiful as hia youth was, was notoriously evil,
Old Ben Franklin Valued Time;
He Made Customer Pay for It.
WM. BOTHO MAYER
BENJAMIN FRANKLIN Kag«ly said:
■' Dost thou lov« life? Then do not
squander time, for that iat/h« stuff life
is made of! " Franklin not only un
derstood the valu« of time, but put a
price upon it that made others appreciate ita
A man came in one day and picked out a
book that he wish«d to purchase. The prioe
that the clerk asked was not satisfactory-
He insisted on seeing the proprietor.
Mr. Franklin hurried from the reer of
the store at the cleric , * summon*.
" What is the loweat prioe you can take
Among Men Who Work with Hand or Brain
so evil that when Nathan tells him a story
of a great wrong done his anger is kindled
against the evil doer and he declares that
such an one is worthy of death. And then
we have that man Nathan daring to say,
" Thou art the man."
But if we turn back to Genesis we shall
find such a story as that concerning Jacob,
full of Instruction regarding , rigrht behavior,
although the great law giver Mosts has not
yet come The old Jacob, the victim of the
evil conduct of his sons, who wickedly de
prived him of his youngest and best be
loved, is compelled to cay, " Ye shall bring
down my gray hairs with sorrow to the
grave." And again to his son Reuben he
says, thou axe ac " unstable as water, thou
shalt not have the excellency." Has ever
man so unstable ever received any excellency
other than that he may have inherited?
Thus unstable even the excellencies of in
heritance become but a snare to a man's
When we come to the New Testament we
have both modernized versions of ancient
laws and additions to euit the times, addi
tions, as it has proved, to suit the times from
then till now. Not only the teachings of the
four gospels, but straight along through
Acts and the epistles.althio-ugh we have much
theology—Romans especially being hardly
anything else than a theological essay—we
have a multitude of practical maxims given
as guides to conduct.
Suppose we choose almost at random.
We will likely find a text in which thou
sands of religious teachers have found in
spiration when they desired to teach a ser
mon on behavior. Take one from Acts, " A
man should not think more highly of himself
than he ought to think." What sermons,
what essays, what practical talks, have
been based upon these words, which are so
consonant with man's every day wisdom and
with a part of that great Corinthian chap
ter, in which the word once translated faith
te now translated love. " Love vaunteth not
itself, is not puffed up."
Stories That Live.
For the right sort of exaltation men have
ever found in such parts- of the Bible as Deu
teronomy, the song , of Moses and the bless
ing of Moses, in the Psalms, in parts of Isaiah
and J-eremia'h, in New Testament songs, ajid
in Revelations, such uplift as is to be had
from no oth«r literature.
For pure story we have the book of Ruth
and the story of the little Samuel and of the
young David, especially that part where the
affection between himself and Jonathan, the
son of King Saul, is pictured. And the
Solomon story, of this great king's activities
as a builder, and of that visit to him of the
queen of Sheba, who upon seeing the won
ders, said, " There is no more spirit in me,"
and again, " The half was rot told me." What
material these have furnished for the exer
cising of the mind of humanity:
The wonderful and picturesque details, in
these stories make them a» real today and
as delightful as ever they were.
And there is that part of the Bible which
scholars have believed ought to have been
excluded, the wisdom parts, and the Song
of Solomon. Men may go to these a» th«y
go to what used to be called " profane"
literature, which formerly meant no more
than it was not sacred. There are strange
ly interesting things in Eccltsias-tee, and the
strangest thing is that people who do not
know the book will quote from this part of
the Bible and think that they are quoting
from the New Testament. It certainly sounds
like Christian doctrine to say, " Caet thy
bread upon the waters, for thou shalt find
it after many days." But there dc«s not
seem to be much that is spiritual in the state
ment, *' For wisdom as a defense, even as
money is a defense; but the excellency of
knowledge is that it preserveth the life of
him that hath it."
Wisdom for the Worldly.
There Iβ quite heathen fatalism in this book,
and there is wisdom of the world for the
worldly. " I returned and saw under the
sun that the race is not to the swift, nor the
battle to the strong, neither yet bread to th*
wise nor yet riches to men of understanding*
not yet favor to men of skill, but time and
chance happeneth to all." This is the whole
sum and soubstance, without being , quoted in
it, of a current article on what opportunity
Every man may interpret his Bible how h»
wllj. If he is looking for the most practical
of mottoes for the conduot of hia Life he can
find such within its covers. If he wants to
forget himself in the sonorous sounds or
mighty words he can nowhere find passages
equal to some In the Bible.
There is no need of -worrying about th*
meaning of this or that. There is no need of
tiresome controversy over the question wheth
er the things recorded ever happened. A few
hundred years from now people may deny!
that Napoleon ever lived.
Here are truths which uncounted millions
have found of every day service. Men might
be eager to go to them if the book was only
prohibited, Just as men endangered their
lives in the daye when it was forbddden in
order to read it. Men do not use it today
often because they do not know what It con
tains, and because so many teachers of the
Bible have been unpleasant persons.
for this book, sir?" asked, the customer lei
" One dollar and a quarter," was the terse
"One dollar and a quarter? Why, your
cierk aeiked me oniy a dollar Just now."
"True," said Franklin. " and I could bet
ter afford to take a dollar than leave my
Without another word the orestftallen pur
chaser laid the amount on the counter and
left the store.
He had learned not orJy tha-t he whoequ*n
dtere his own time Is foolish, but he wiuv
wastes the time of others ie a thief.
The world of business
moves today along scientific
lines, and if all men would
appreciate the fact that sci
ence is nothing more than
knowledge, established and
classified, fewer failures
would be recorded. Appli
cation and unswerving fidel-
ity are absolutely essential.
In Love and Out of a Job, He
Makes Fortune in Three Years.
COURTNEY R. COOPER
THIS is the story of how I started with $25
and made $50,000 in three years. And,
considering the fact that I am now only
27, I am rather proud of the fact. My
business future is assured.
la my early twenties I had done exactly
what many another young , fellow doee,
earned a fair salary and spent it the minute
I grot it. I had no thought for the future:
I figured that I would alwaye have a Job and
that I would always be in a position to earn
enough money to keep me. Then two things
happened. I fell in love and about the same
time I lost my position where I was ckrking
in a small wholesale grocery concern. Thoee
two occurrences were about the luckiest
things that ever happened to me, for then
I began to think.
I chanced to wander into a small tailoring
establishment, where I got to talking with the
Little Capital Needed.
" Hew much does it cost to start a business
of this kind? " I asked. The tailor smiled.
" Well," he answered. " it's the one busi
ness in the world where you don't have io
possess much capital—that is. if you start
in the right way. I didn't stajt as a tiller.
I didn't have money enough. Urtartedln the
cleaning and dyeing business, and almost
any person who has a knowledge of that sort
o' work can begin on $25, if he has enough
courage. If I were a young fellow again.
I'd do what I should have done In the first
place—go out to a small town and start my
place. Then, if things go bad at first, th»
expenses will be light and your living light
er. You can live in your shop, you know."
The plan had hit me. '* How long would it
take me to learn the trade?" I asked.
" That is, the cleaning and dyeing business
and enough of the tailoring business to take
orders for suits and do repairing? "
"Well." he saidi, •• you look like a pretty
smart young fellow; I think I could teach you
a good deal in about three months."
•' Will you do It? " I askei ■' I'll work for
you for nothing until you beUeve that I am
worth something to 5 - ou. Then you can set
the salary I am to earn."
He agreed and I begar work that day. It
was a month before I was earning anything,
and then the pay was not as large as It had
been in my former position, but when tb*
end of my schooling came I had bought abou*
all the equipment I would need for the clean
ing and dyeing shop and had $2C left over.
In the meantime I had been keeping my eyes
open and found a town within about eighty
miles of the city which possessed only one
shop and that a poor one. I made up mjr
mind to locate there.
Trade Comes Quickly.
The place I chose as my shop was the sec
ond story of a building which long had re
mained vacant. In this way I wae able to get
the rent cheap. A small part of my money
was epent in a banner announcing my arrival
and my business, also some notices In the
town paper. Then I waited for trade. It
came quickly. Within a week I saw that my
business was going to be a paying: one and
that I could afford to hire a helper. The
helper of the other shop was dissatisfied with
his wages. He came to me and asked me
what I would offer. I toldi him my price,
which was |2 more than that of my com
petitor. The man began work at once.
For six months then my business oon
tinued. I obtained the agency of a city tai
loring shop and. began- to take order*for suits.
Never did; I neglect a chance for advertising;
and this I did, by every possible method **"*
I had been economical of every penny andi in
six months I had saved $200. I looked around
for some other business I could* start on a
small capital. This I found In the motion
picture theater. For $100 I bought a machine
and for another hundred I decorated the in
terior of an old store building, buying mjn
Feats on credit. Again I worked' for effective
ways to advertise and found them. I drew
the trade to my picture show. And, of course,
I used the machine studiously between pic
tures to exhibit advertising slides of my busi
In another two months. In which my clean-
Ing and dyeing shop had grown In size and
my picture show In proportion, I received two
offers, one from my competitor in the clean-
Ing trade and one from my competitor in
the motion picture business. I took optione
on both, of them.
Money Cleaning Hats.
It was about this time that an itinerant
hat cleaner and blocker opened my ey«e to a
new enterprise. He came to my shop one
day with an offer of one-fourth of the pro
ceeds if he be allowed space in which to do
his work. I accepted his offer. Then, after
two days, in whlcfa I had seen the amount of
work that he had stirred up In the little town,
I began to change my plans.
" Look here," I said; " I dddta't kaow there
—C. H. Wacker.
was that much business in the hat blocking
and cleaning game. Whafs the reason for
"Just this," the cleaner said. " It's some
thing that the average tailor or cleaner
doesn't know. If a man in a smell town
wants his hat cleaned and remodeled the
tailor must send it to the city, and then he
runs a chance of not having the work done
right. But if the man is right on the joband
is where the customer can get to him, he's
going to get a lot of business."
" Are you going to be around in this terri
tory long?" I questioned.
" No, I'm going on through to Kansas City
after I get through here."
" Look her*," I said; " ymu're not going to
be around here, and it won't hurt your busi
ness any to have another fellow know its
secrets. I'll cut out the rent part of this
deal if you'll teach me the game."
" Agreed." And for a week I was busily
learning the secrets of the hat remodeling
business. After the itinerant had gone I sent
to the city for three complete sets of hat
blocking materials and took three young men
who desired Jobs into my employ.
To these young men I taught what I had
learned from the traveler and sent them, out
on the road. I had mapped otrt for each of
them a number ef towns in the vicinity—that
is, within 100 miles of where my shop was—
and in which I ilgured they each could find
from throe days to two weeks' work. In this
way, as each had about fifteen towns to
cover, there would be more business waiting
again at the beginning of the trip.
New Venture Yields Big Returns.
Of course, this was rather a precarious
enterprise and on» in which I must take
chance-s. However, the young fellows I had
employed were clean and industrious and I
had taken precautions before starting tfvem
out. First of all I had signed contracts with
each of them that they must work a year
In the meantime, of course, I had beer
making money from my two tailoring shops
and from my two motion picture shows. I
began buying real estate. In one part of th«*
town was a double row of houses that had
stood vacant for about sdx naonthe because of
the lack of repairs. The roof* of some
were leaky, while the paper tv off the walls
of all of them. There were other improve
ments needed, too, but I figured that on all
the fourteen houses none would require more
than $100 to put in presentable shape.
I ascertained) the cause of their vacancy
other tha.n their rundown condition. I found
It due to defective sewering in the neigh
borhood. Then I bid for the houses at about
$8,000 below what they were worth, fixed the
sewering, and did the repairing for $2,000,
and then set about renting them. This was
hard to do. I was up against a problem.
At last I solved it. If I could not get ten
ants, the ttfing to do was to make them. I
looked over the adjoining country. I found'
that th* cheapest and most profitable thing to
handle was the making of cotton glovea. I
found that I could start a factory out of
my own money—l6,ooo—and there employ
thirty people. Thus I did, bringing my people
from out of town and taking care to hire men
and widows with families. The rsetural re
sult was that while I hired them I rented
them my houses at a reasonable figure.
Glove Factory a Winner.
That was nine months ago. FVom the
proceeds of my two picture houses and my
two tailor shops I had made a profit of about
$0,000. That, with what had been left over
from the buying of the houses, had' just
started my giove factory. And In the latter
I.had found the thing I was really seeking.
First of all, being in a small town, my
labor did not cost as much as it would have
In the city. Neither did my r«nt I could*
undersell the cdty factories, and the minute
my salesmen went oni th« road—of course,
they really were not my own salesmen, for
I put the gfioves in the hands of traveling
men who carried them on a percentage as
a side line—the orders began to roll in. With
in srtx months my force .bad been doubled.
Since then I have sold the double row of
houses—for houses with good renters are
easy to sell—and I have cleared $5,000 on
the deal. I have sold my two motion pic
ture theaters and cleared $3,800. I have
cold my two tailor shops at a profit of about
f^,500. Added to this is, of course, the orig
inal money I put into the deals, 55.200 for
the real estate, $200 for the first motion pic
ture theater, $25 for the first tailor shop, and
$1,200 for the second tailor shop an<i picture
house. The -total of cash wMch has come to
me there-fore is $20,025.
A short time ago I refused an> offer of
$30,000 for my glove factory, which is paying
me big percentages over my original Invest
ment, so you see I speak the truth when I say
that I have made $50,000 in three years.
And, O, yee, I was married long ago.
Fires Nephew to Test Ability;
Boy Rises on Own Resources.
ANDREW B. ERDMAN
THE president of one of the largest whole
sale houses in the country pushed a
button, and an office boy stood at his
"Tell Mr. Blame to send Gilbert up
to the office."
Blame was the manager of the concern. Gil
bert was a nephew of the president who was
installed in a pretty good position in the same
A few minutes later Gilbert, or Gilbert Peck
Thurston, as his full name was, entered his
uncle's office. Wttiat passed behind the closed
doors nobody knew. But the next day the
president's nephew did not come to work. A
couple of weeks later rumor reached the of
fice where Gilbert Peck Thu-rston used to
work that the popular nephew of the presi
dent was now in an Eastern city 'coking for a
There was much speculation among the for
mer associates of Thurstoet just what he did
to bring this exile upon him. All ports
of rumors of a break between himself and
the old man were in the air for a time, and
then they d4ed away and the incident was for
Got Fine Job All by Himself.
It was revived again six months later when
Thurs*on dashed into the office Just before
noon o»-« day and made straight for the
presider-*» private office. A few minutes
later tl»--*>!-esident and his nephew went out
arm in an , to lunch. The president returntd
to his office ."t the usual hour beaming with
Some m: iites later Blame. the manager,
came in with a business matter. The presi
dent disposed of the matter in short order.
and as the manager u-as about to leave he
called him back.
" Seen Gilbert? " he asked.
" I saw him dash through the office," the
manager answered. "He looks fine."
" Yes," said the president, " the boy Is
holding down a fine job in the east. Got It.
all by himself, too. No pull of any kind.
Simply on hie own merits. He is making a
business trip for the house now and will be
In again late this afternoon."
" We are missing , him around the place."
the manager ventured. It was the first time
he had spoken about the nephew to the presi
dent. He was a discreet man.
" You say you miss Gilbert about the
place? " the president aeked.
" Yes, we do," the manager answered. "Not
merely his genial personality, but his busi
ness ideas. I ©hould think he would be
worth as much to us as he is to the eastern
Feared Pull Helped Advance.
The president's face was radiant at these
"I suppose, Blame," he said in a confi
dential tone, " you have been wondering why
Gilbert left the place in a huff. Well. I fired
him. Not because he did anything to deserve
being fired. O, no. I fired him just because
I wanted to be sure of him.
" You see, Gilbert is the only son of my
dead brother. I love him as Ido my own
children. When I put him to work here I put
On Lookout for Helps to Firm;
Boss Shows Him How It Pays.
.. I * ARRIS," said the boss as the
• •,LJ Junior clerk entered his private
I I office, "do you ever think of any
* " suggestions or ideas for the bet
terment of the business?"
•' Once in a while," the junior clerk re
" Got any now?"
The Junior clerk took a small) notebook
from hia pocket and began to turn the pages.
Now and then he would stop to ruminate a
moment, then go on.
"About the be*>: thing I can offer is this,"
he said at last. " Our lobby downstairs is too
smalL We do a business that brings a lot
of people from the country who know noth
ing about the working of the store and how
to get to th* various d-epartments. They
stand around in each other's way
and often become emh&rraeeed and leav-ethe
place without even looking around and giv
ing an order. Now what we should have
wouM be a set of guides, tomething on the
order of bellboys in a hotel, who would take
these people to the depwwr.knen'ts to which
they desire to go. When a man conies here
to buy he usually expect© to buy enough for
us to afford spending a HtU« money en him.
and I thdmk the (guides would more than pay
The bose jotted down the notation on a
piece of paper.
"Anything etoe?" he asked.
One Man Gets a Good Salary
for Looking Good to Everybody.
THERE la at leant one man in Chicago
whose personality alone earjis a good
I living for him. Hβ lives In a $45 a
• month flat, has three children in school,
and the standard of his living- is In pro
portion to the rent he pays. His expenses
average about $185 a month and his personal
ity pays the bills. This- man's employer says
" I pay him $50 a week and gladly, though
he does not cell goods nor buy goods, nor
superintend employes, nor do anything In a
direct way to increase sales and profits or cut
down expenses. But he does all these things
and more, Indirectly, through the influence of
his personality, both upon customers and em
" This man 16 seen by everybody that enters
this piece of business. He is our head ueher.
For ten years he has stood at the main en
trance down there—Just to be seen. That's
all we want him to do. He does, not know our
business thoroughly, except the location of
departments and offices, but he knows most
of our employes by sight. And all of our em
ployee know him and feel that he knows
him at the bottom, like all beginners. I
wanted him to learn the business thoroughly.
But advanced rapidly. It seem«d to me
at times as if he had advanced tco rapidly.
I was beginning to have my s-uspiclons that
he was being pushed upward because he was
a nephew of mine.
" I knew, of course, tnat he was an able
boy. But etill I could not believe he would
have advanced so rapidly If he were not
known to the various heads of departments.
I did rot want to interfere with what the
various department heads were doing. But
still I wanted to test Gilbert. That was
why I decided to ' fire ' him.
" I called him and I told him exactly what
I was just telling you. I confided to him my
fears that he was being pushed ahead lees
for his work than for his name. I asked him
what he thought was the reason for his rapid
advance. Did he believe that it was his sheer
Boy Himself Wanted Tryout.
"He was frank. He told me he did not
know. He was doing his- work honestly. Hβ
was interested in it. Still there may have
been favors ehown him. He, too, he con
fessed, would welcome an opportunity to try
" It was determined right then and there
that he should get this opportunity. He was
to quit work, gather what knowledge he
could about concerns similar to our own in
other cities, and then go down and see
what he could do there, not as the nephew of
the preeident. but as an ordinary man look
ing for a job. He took the few hundred
dollars he laid by and went east.
" He did not seek out my friends there.
He did not ccc any one that knew him. In
stead he rented a hall bedroom and began
to look for a job.
"He told the manager of one concern
what his experience was and what position
he held with our concern. He gave my name
as reference, but refrained from saying he
was related to me. The firm wrote me a
letter asking particulars. I replied giving
him a reference like I would to any other
worthy young man.
Found Him Useful Everywhere.
"Hβ got the job. In the six months he
has been with the concern he has bef>n shift
ed from job to job three times. They found ,
him useful everywhere. They have now in
trusted him with a pretty big Job. He is get
ting some big business for them in thle city.
Yes, he is even cutting in on our trade right
" And are you going to let him do It?" the
manacer asked. " Why not get him to re
sign br telegraph and come to work for us
here? We need him."
" No, that won't do," the president eald.
" I want to give him all opportunities to
aßsert himself as Gilbert Peck Thurston. He
Is not yet ready to come back. I will give
him another year and a half with that eastern
concern. Let him cut In on our tvuelness here
as hard as he can. All the business he is
now taking away from us will be returned to
us many times when he comes back."
Harris turned the pa?es of Ms notebook
and soon had given another idea He turned
a few more peges and th*n oojct forth with
another. The boss smiled to himself and
waved his har.d.
" You have given some mig-hty gocd sug
gestions," he .said. " but the beet erne hasn't
come yet. Whatever put that Idea of carry-
Ing a notebook Into your hfad?"
Harris laughed In an embarrassed manner.
" Well, -, he began. " when it first beceme
known that you wanted Ideas for tfc« betteT
mcnt of the business I found that they did not
come to me down here, but that they arrived
after I got home in the evening and when
my mind was free from other things. I
tried to remember the ideas and Invariably
found I forgot them by the next morning,
and so I just got this notebook to jot them
down in that I mlgnt have them at hand
when you asked me for them."
" That is the big Idea I was jaJkingabou't,"
said the boss. "If every - one in this estab
lishment carried a notebook and jotted down
the ideas as they came to them business
would jump $10,000 in a month. lam going to
give orders this morning , for seventy-flae
notebooks to be disttributed to the entire
office force, and, by the way, you remember
ttoat I said I wouM pay a bonus for ideas
that helped? Yours mill be a raise of $5 a
week, beginning- next Saturday."
" Yet we do not care whether he knows
them nor many of our customers, so long &s
he Just lets every one that comee into this
establishment see him. That's all we ask in
return for the $8 or $i» a day we pay him—
and he earns hi» money, for his influence in
giving this store the fine character and cor
dial atmosphere it should have is wonderful
" There's another man in this business who
knows the operating end of the store in every
detail, yet he does not draw as much salary
as this usher. His personality goes against
the grain of everybody. That is the reaeon
he is not right now general manager of the
business with a salary ten. times as big as the
one he draws.
" This man does not believe that s-entiment
and personality have any place- in business.
He is a pessimist with respect to the value of
everything except knowledge, and he is down
on me and on the firm because he thinks w*
keep him down. He'swrong. It'e hie person
ality that keeps him down. He knows what
and how to do things, but he ca.n't tell nor
get others to do them. He can't handle em
ployes. His personality deadens his influ