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This Woman's Specialty Is
Money-Raising Drives Bv FRANCIS L GARSIDE WHEN the first church was built, the men looked at the debt, got on their knee and prayed Lord to pay it off, and the women, without ftonmna to Dray, gave a church social. When they saw that the pennies they had gathered in amounted 'to a goodly sum. they got on t heir. knees and thanked the Lord, and gave another. 1th wa it became a church tradition that w omen sho ttM roll P their sleeves when money wa to be raised, and rtUC H in nickles and dimes. When occasion demanded the procuring of large sums, the work was taken OW bv the men. implying that the weaker son u not be trusted with the raising oi such vast Minis a. fifty or a hundred or more dollars This custom has come on down through the men. in every movement where money is need ed ran the harvesting machines and women came aficr . like Ruth, who -gleaned in the field atter the rCaIturallv with the new order of things women are no kmger content to -glean in the field atter the reap ers" ' the new Ruth is running the harvesting machine herself! She and her sisters are conducting the cam paigns to raise amounts that are large even in these days when the objective of almost every campaign reaches into at least six figures, and it there are any gleaners walking unobtrusively behind the machine, like Ruth of Bible days, they are men. The women are lUCCessful, so successtul that the woman who still reaches the desired goal by the church pie route has become either a memory, or. it she has existence, it is in the smallest of towns. Money these days is raised in campaigns, or big drives, and women are often the moving power. marked success along this line has been at tained bv Miss Man E. S. Colt, director of the Cam paign Service Bureau of the Financial Department ot the National Hoard of the V. W. C A. She was doing secretarial work for the association in Baltimore some ten years ago when she discovered that she possessed unusual ability for dragging out the dollar from its most secret hiding place, getting one half million dollars in a few weeks for a building fund Later she was sent South to organize the colored women of seven southern states, a task requiring rare tact and iudgment because of the possibility that such work might antagonize the white folks, who must also be influenced to help. Her objective was $1, 400.000 for the United War Work Campaign. She passed it. and of the amount. $600,000, was paid in cash. ()m. momB Wln earned her livmg WW tin ub laul (1own one dollar in pennies, an exa mi lie Of W denial and patriot,, devotion that proved eloquent infltiMicinfl others. None ot those who gaw uin Slut all! from the lowest to the hfcst, gave all they could and wished it were more. Miss Coll has conducted many WM lurnal success. With the objective oi 157,000 m ttu Atlantic field with Richmond as her hemdqua ters she assigned sixty per cent oi this sum i to terri tory that had not been organized b) the w, Lnd raised .t. One of her greatest feats was he C hicago in April last of $300,9 tor he v- w r The amount is not so large tor sucn i Wealthy cif Yt but no money had ever before been raised publicly in Chicago for tWl organization, and only $800 had been raised privately. Tins success resulted m her being called to Ne York ai the head of the campaign service for VM V W C and she now has charge oi all building and budget campaigns in the country and has twenty building and seventeen budget campaigns scheduled ioi the near future. In addition to this work, she is working m the big 1920 drive which ends February 29, and which has for its objective five million dollars Not at all like the harvest gathered by Ruth of old! Under her di rection are three workers in each ot the eleven fields, with the w.rk organized with such precision that it is impossible anywhere to hear the creak ot the machinery. remarkable feature of this new trail on which women are venturing is that when women wish to raise money they ask for a woman to conduct the cam paign. The men. the women argue, are successtul. but their work ends with raising the money. The at mosphere of sentiment that inevitably envelopes the work of a woman results in more than money, or brick and mortar; it establishes a constituency. She gets the people interested morally and socially, it is a personal contact that is not apparent when men con duct a drive for funds. T am often asked' said Miss Colt, "if it IS easier to solicit from men or women, and must confess that I find men the more generous. There is a reason tor this. Many of the women who have money are wid ows, and have had the privilege of authority in financial matters for such a short time that they have not learned a way of giving. They do not realize that that which they have is actually their own to do with as MARY B. S. COLT She raise millions for I he r.W.CA. they please; they can't get over the habit of accounting to some one else. The reason men are more approachable is that they look at everything as if it were business prop tion 1 engage their interest along that line. I tell them that with a V. W. C. A. building their stenog raphers and clerks will get needed physical exercises, hot lunchet, and acquire, through intercourse with other girls, a wider Vision, and become more contented. It Ts business asset, this contentment of employes. Every man knows that Once convince a man that the girl stenographer will be in better health because of what we Stand ready to give her. and he is anxious to give his monev. lie knows that the stenographer in good health and spirits is a better Stenographer than one who isn't." Of course, if a debt must be paid OH a country church the women will pay it in good time by the aid ut" the pennies gathered in at church suppers; this u their delight, and traditionally their province. No man disputes their right But it is to their great credit that with broa opportunities they are not afraid; that they are mak ing good raising funds that touch around the IW figure mark, and sometimes the seven, just as they made good in raising thirty dollars to repair the church roof. Service Is 80 Per Cent of Merchant Success K3 MRS. FLORA W. HOFFMANN IN THKSK troubled times when one is charged for the minute over-time given by an employe, and no account taken by him of the half-hearted service he Lives when on duty, it is refreshing to read of a suc cess that was built on that expressive little word, "Service." "I realized in the beginning," said Flora W. Hoff mann, special sales counsel of the Bush Sales Building in New York City, "that success is built on service. 1 tried faithfully to serve back there in the beginning. This explains why 1 am here ; it is also service that justifies the creation of this building." Her position is unique; no other woman holds one like it. Her salary is fitting to the responsibility of the job, which means that it is considerable even in these days when large salaries are not new for the woman in industry. Mrs. Hoffmann began her career as a stenographer. She married, and when forced to return to business it was with a baby in her arms. She chose that branch of business that held for her at that time the greatest interest. She opened a baby shop. This was in Kansas City. "I knew nothing about babies, although I had one," she went on. "I knew 1 was appallingly ignorant about my own. I also knew that until I knew more I could not hope for my baby shop to become a success. I asked permission to enter a hospital to study babies. I was told that the only way I could enter was as a servant. I found that I could spare half of each day from my shop, so for more than a year 1 worked in a hospital on a par with other servants, doing any work my hands might find to do. with my chief compensation in the opportunities given me to study babies; their ailments, their wants, their needs, what was the best diet, the most ap propriate clothing, etc. "I knew that such a shop as mine depended for success on 20 per cent merchandise and 80 per cent service. When 1 left the hospital I was prepared t give the 80 per cent service. I was equipped in my little shop with more than flannel bands and dresses; I was equipped with a knowledge that helped many a young woman in buying both for the baby that was coming, and suitable garments for herself." Naturally. Mrs. Hoffmann made a success of the shop. It follows logically that one who gives as intel ligent service as she gave is bound to succeed. She made such a success of it that she was engaged to run the baby department of Kansas City's largest store, and it was here that Irving T. Bush found her. She is now special sales counsel for his building, a position never before held by a woman. She built her success on the slogan, "80 per cent service." The Bush Sales Building is conducted on a basis of 100 per cent srrvice. It is only fitting that Mrs. Hoffmann should be chosen to have a position of authority in the building. There is a beaten path most ambitious folks travel ; they begin, perhaps, m a small town. Those in the Middle West drift to Kansas City; then Chicago el the genius that is budding and steals them, and Ke York steals from Chicago, It is not granted to many to make the climb Upward from Kansas ( ny dired to New York. While "service" is Mis. HotTmann's Watchword m business, it is as intimately connected with he: atTairs. She never mis an opportunity t prai- t thing that is well done, whether it is the stenograp: letters, the salesman's methods, or the janitor's dusting She is an optimist to the nth degree, with an abi' -faith in the goodness of people in general and in tl ose with whom she COttlCS in contact in particular. 1 ,lt she has the heartiest co-operation oi her entire W ing force goes without saying; they carry on their work with the steady confidence that she inspire- r she is the fountainhead of courage and good ( wherever she is. It is a part of her life to teach Ot ri to rely on their own powers and possibilities. The Bush Sales Building is twenty-eight It l high, and Mrs. HotTmann's ottue is on the tw- jty- sixth, commanding a view that may only be described as a "Commen ialicd Grand Canyon. " The building is the scene ot a perpetual national and interna:) ial exhibit, with shoppers from all over the world. Il 1S a sort oi a salesmen's club de luxe. If a departti 1 store in Detroit wai ts to know what is the latCJ 11 lingerie, its traveling men do not waste time energy poking around in the wholes le districts; ti c wholesalers and manufacturers have their exhibits in the Bush Sales Building, where there are gath red under one root samples ot every thing from teething ring tor the babv to an automobile for its father, The building has been opened just one year. and in that time, 24,032 buyers, mostly women, have pas through the doors. One dav two buyers from Mel bourne, Australia, met in the baby's depaitment. They had never met before. Buyers come all the way fro Honolulu, England, Australia. Japan, and even fi'"111 Pariv The woman who dir.tts tin sales policy of this great building, making it a power in commercial lfe built her success on the one word, "Service!" Perhaps those who read, and ponder, may fW lesson in her story. It is not one that i sC told of the employe who measures work performed by the clock.