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HESMUi Kl LEARN KoURTESY —NT OH CHALMBRS. HMfrican Sellers Lack Requisite, Says K' Auto Maker HgUEVESIN SCHOOL ■Bgffests Congress For g&B«lete Definite Rules ■pfef Employment BKt'Sr HUGH CHALMERS, Chalmers Motor Cos. BBHfeict of us who have things to |l|gH| )mnto managed somehow or to a«ll these things, but few **▼« reduced the selling I our business to the sclen- H|nti that we have the raanufac or merchandising ends. ■KCfcare gone too long on the the salesmen were born and HHpM4§; that there was no known musHttod Os determining whether a !|!!|Hjf oouM sell goods or not We retarded the whole proposl |oo much as a game of chance HHB'JtatTe selected men at random. ■HjtffUUj because they looked to pretty decent sort of fair ‘agfk and were not marked In any HHBptel way that would affect them other people. all sensible executives realise that the matter of SSflptttßt salesmen la not wholly a of taking a chance. We Wm ** there are more or leas set rulea that ean be fol- Bi the employment of sale*- £'l* WO realise that we can meas- B9pgpCß to some extent as we mens ; of course not to the ! si accuracy that we can materials, but we do know can site up men with rea exactness before we employ HKn bo Quarrel with any of the BKKnfco hare made the teaching of mMSimillMp a business. I believe of them have done a HGpMaoant of good. My only com against some of them has HgjjH that they have held tbe *ub salesmanship up In the too much; that they have led to believe that salesmanship thing apart from other things §§§£p» aid was s thing that had ■Kmpllljp aad difficulty about it. and 'B Bum had to have a certain aptitude for this kind of -C ’''SpUNI before he could be taught HSp| goods. main reason. I believe, why gf||jEt la considered an extremely proposition Is because we HHHioalt&f with the intangible The essential needed In selling . HM*, of course, is brain power in HE^galeaman, and yet the brain in being is something that ever see. and If we do. Hnpt It when it is too late for it raH|o( use any longer to the per had ft. llillffii* a fault of the human family always fear the thing which not see or do not unders’and become accustomed to ta the concrete so much Hw seem to lose our sense of *4s®* things that we do not see. mlmlifjkave been connected with the HHMiffeßtare of goods nearly all of HHpto*tn*aa life-time, and it took time to realise the differ pfifil bet wen manufacturing and !t flna,,y ll * wn, ’ and u P° n nip |H|dw real difference was that in you Are dealing with HEpM* things, which you can con completely, while In mgmLt you are dealing largely with Eligible things, which are very ■■■■l'tip control. however, that we have BHUmad the point now where some SSSP* at least believe that we ran BHHpftflfiß a reasonable control In the HHBpta* of the men nectary to oar goods Just as we can In employed In the making of BnKljittar all, the one great quest inn aalllag Os goods Is the ern iHHHMMat of salesmen. Asa matter HHn|Mt. you esn say in one sentence &u£fj|jnao controlling thing about ai' HKHmasa, namely—the selection of we can formulate some plan or a set of rules which used successfully by all con HHHfepi IB the employment of sales "j™r|tfpT Os the very first things to set -.VPw m • rule if that no man be employed on the first In f||pSMair. I believe that It Is neecs to see a man at least two or tinea before you can sice him ||||||mpop«rtjr. Then, again. I believe PH|g*B good Idea to have more than ll&llpBpMi are a man before he is I know norm* concerns Method of having a man IfnKcr three of their mm. hih! men get together nn<l ha press lons JPIP I think Is thst no ba employed who can KlfepUr Bred aa he was particularly to your wlfa’s relatives or the sons of friends. It la easy to hire these people, but sometimes almighty hard to fire them! Personally, I have never taken a great deal of stock In the man who on the first Interview pulled out a number of letters of recommenda tion. because it has been my experk ence that men who have the great eat number of letters of recoin men datlon usually need the greatest number. I would like to see this congress In some definite way. either through a committee for the purpose or to be done in this convention, werrk out some plan which will be the com posite Judgment of the convention on some rules to follow in the em ployment of salesmen I will give briefly some of the things 1 have tried to find out ld talking with men before employing them aa salesmen: The question that I put down as No. 1 on this list is—Can he give a surety company bond? You can dodge this question all you like and make excuse for certain men who cannot give this kind of a bond, but tn 99 cases out of 100 there Is something wrong with a man who can’t give a surety company bond. The next thing, has he s reason or an excuse for leaving his last employer? Can he give hie !■« employer aa well as hi* prevlou? employers as references? Did he work as a boy, or was he brought up In complete Idleness ua til he was of age? Did he learn to overcome obsta cles In his youth, or did he begin to tackle the problems of the world aa a full grown man? Tbe next thing, of course, is a perfectly obvious one and may seem like a foolish one, but are hia hab its good? 1 don’t mean by this U he 100 per cent good, but u he a decent sort of fellow? Does he over-indulge In things which he should not? Would he impress you favorably if he were trying to sell you some thing instead of applying for a job? Has he saved any money? If not. why not? Can he get to the point quickly, or is he one of those fellows who takes a circuitous route? Can he answer objections quick ly? Try him out by asking him to tall you three reasons why be think3 he can sell your goods, and In this way test him on his ability to think quickly and to give logical answers to questions when put to him quick ly Is he quick-tempered? A little hard to determine this, but as a rule quick-tempered men do not make the beat es salesmen, because every man weakens himself In the eyes of another when he loses his temper. Is his vutce pleasing or rasping? A silly question you may think, but one of great Importance to the man who is seeking an opportunity to sell your goods. Haa he reapect for the opinions of others? "Do his voice and manner Impress you aa carrying conviction when he makes s point? Has he got enthusiasm in his na ture? Does he know when to stop talking? If you don’t know what “terminal facllltiea” mean, ask a railroad man. Men, as well as rail roads, require terminal facilities. Is he easily discouraged when told he can't have the Job or that you don’t think he can sell the goods? Is he willing to undergo a course of training before he begins to sell goods, or does he think he knows enough about salesmanship to sell anything? I am a great believer in the sys tematic and careful training of men I have no patience with the man who says you can't talk to any two men alike, because this is simply his way of saying bis methods- ar« better than any other. , I cannot nnderntand why so many people are willing to put up with in competency and with mediocr ty when the establishment of a train ing school and the proper teaching of all their salespeople would hrina about an immediate Improvement hi their business. And. gentlemen, the very first thing 1 would teach in any school would be the necessity for cour teay. The great prevailing fault among American salesmen and aaleaworoen is the fault of discour tesy. Deny it If you wish, but a thorough test will convince you of Its existence. Allow me to lay stress upon this for s moment, be cause It Is so important in all branches of business and In all walks of life. Courtesy costs noth ing and yet It pays bigger dividends to the man or woman who possesses It than any other requisite they have. 1 sincerely hope that every one of us attending this meeting will get some real practical benefit from It. and that we will be able to go away from here with many new Ideas and many more sensible Ideas on this subject of “salesmanship' than we ever possessed before, but whatever benefits we reclve will de pend upon our doing these things and not merely talking about them la other words. It Is not what w» hear at this convention that will count—lt la what we will take honn* with ns, remember and use! Col. E. H. R. Green, who has be -1 come one of the wealthiest men tn i America through the Inheritance of the bulk of his mother's fortune, was born in England. In IRAK, while his parents were there on a visit • He stands six feet four Inches tail. and weighs nearly 300 pounds. One i of his legs la of cork, the limb. owing to an accident, having been many /tan ago. Delegates Occupy Local Pulpits . .4s Lay Ministers, Preaching On “The Ethics of Salesmanship” Delegates to the first world’s salesmanship c-ingrcs-s now In ses sion here, occupied pulpits in many I>etroit church**?-. Sunday, delivering, as lay preachers, sermons on The Ethics of Salesmanship ” J. S. Knox, president of the Knox School of Salesmanship. Cleveland, 0., spoke in the Woodward-ave. Presbyterian church He said In part: it be forever understood that salesmanship is not a question of putting something over. It is a question of telling the truth, telling it effectively and showing the indi vidual bow your proposition is adapt ed to bis needs. The greatest com pliment any salesman can pay to the gcods he is felling is to tell the truth about them and tell It effec tively. ’ When a salesman meets a man who would profit by his goods and that man Indicates hia lack of In terest, the business of the salesman is to change his mind and bring It arouud yo agree with his. A sales man is a teacher. He la more than that. He is the advance agent of civilization. It was the salesman, the rrader. who first penetrated Hud son Bay. The lawyer, the doctor, the preacher and the teacher fol lowed. “It Is the salesman who marketed the sewing machine, the windmill, the telephone, the telegraph, and modern breakfast foods. Faleaman ship is the power of human influ ence, the Influence which one man has over another, either In the schoolroom, the courtroom, the sam ple room, or while preaching the gos pel in farthest Asia or darkest Africa. “The salesman who attempts to make a sale regardless of whether or not the buyer has need is neither shrewd nor good. The only l6gitl* mate salesman today is the econom ist who sella to a man in proportion to bis need or refuses to sell him if he has no need.’’ Wm. R. Mulone. president of the Postal Life Insurance Cos.. New York. In First Congregational church: “ ‘Confidence men’ have had their day. Fooling the unwary Is a cheap game .and attempting to fool the most wary Is no* worth while. That which has a false bottom would bet ter not have been displayed for sale. Fakers and faking are disappearing. Selling bad stuff of any sort Is found to be mighty bad dealing. “Advertising is the great aid to salesmanship, and its high notes ringing round the world are whole nesa, integrity, truth. “The informing press, tbe adver tising announcement, and ibe sales man have a close relationship. At least they are in active allinnce. The principle* that are now being put behind them and are effectively actuating them constitute a high ethical standard. They do not con stitute a finished product, a stable thing ftcred away, but something in the making, something that is never finished tut always being improved.” Bentley P. Neff secretary and rales manager of F. A. Patrick A Cos.. Duluth, in North Woodward Methodist: "Yoj can’t put a salesman In a waste paper basket, to he beats all other Kinds of advertising Sales men are economic factors and what would ihe country do without them? They are the pathfinder* of modern industry, the creators of demand that k<ep thousands of :nauufactur- ; ers busy, the of Joy and happinest, tbe daily new*p»[er for thousands of small hamlets, and the great barometer of trade conditions. A salesman’s facial is a better indiction of liusi*us« condi tions lhan any editorial in the New York daily financial newspapers. Two-thirds of the successful busi ness men of tills country were train ed on the road, and there Is no oth*r training equal to it." S DeWltt Clough, rres: lent of the Chicago Advertising club, in the Christian church: "While the majority of the pre* ent day sslesmen may not wish to acknowledge the fact, they ate aware that there has teen some uplifting influence at work which has raised the standard of salesmanship and of business xn general. The time has come I believe for the church to pay even more attention to business and for the business min to acknowl edge his debt to the church." H. D. W. English, general agent of the Berkshire Pittsburgh, Pa, in the lleuiah Bap tist church: “What appeals to me In salesman t-hip is that it gives every man en gaged in it an audience and a message Through his work his personality, which may be small in Itself, ac quire* an ownership of Iruitful soil It is possible for hnn to enricn his personality through his Job So to find a congenial task where a man can work Is to find a real place In the world for a real man ” William pethke. director of the de partment of business administration, laiSalle Extension university, Chica go, 111., First UnPed Presbyterian church: "The lazy, fat suave, good-naiureO, bar-room type of *ocall<*d ‘natural born ’ salesman of the past decades is almost unknown today. Modern salesmanship calls fur keen mind ed men —men who are a genuine credit to our civilization. The cbolc** pf a higher morality nlw.*ya tends to survival, .while the cht Ice of the lewer, though often temporarily prof itable, leads eventually to social dls approbation, condemnation, reprisal —and costs more than Is compcnsat i ied by Individual gam. ' Charles W. Hoyt president of Hoyt’s Bervic« Inc. Now York City Disciples of Christ church: "Salesmen no longer spend their spare time in dissipation. To be lit is the thing now. It Is neceasary and it is good policy. It is no or ethical to try to buv sales by treating. The old-time salesman, while he might outwardly be clean and dress). could not hide hla habits. Tbe merchant might, to quote Emer son. say to a salesman of bad hab its, "1 can't hear what you say tor hearing what you arek* * Winslow Russell, of the Pboenlx Mutual Life Insurance Oo* Hartford. Conn., In the First M. JL church. Highland Park: “The ethics of salesmanship de mand, first: higher thinking on the part of ell of us, especially upon the thing* of life, both material and spiritual which are given In ex change to each other. Second, a clear conception of the fact that there are two people involved and that ethically both muat profit by the exchange. Third, that we are all servants of someone, and that the greater number of people to whom we are servants, establishes our real basis of power In the world of salesmanship, which Is really life in its largest terms. We are all salee raen, for every minute exchanges are going on between ns, usually at a profit to both of us." N. O. Shively, president of tbe Shively Salesmanship bureau, San Francisco, CaL. In the Trumbull-ave. Presbyterian: “Modern business Is largely dyna mic, not static. Aggressiveness 1* the keynote whioh characterises America's most successful business men. The desire for wealth, the love of leadership, the clamor for glory, Induce many a man to do things which under normal condi tions be would not do. “The clever salesman Is the one who can meet men and through hi* power of attraction make them more than a mere Incident In bis life. To be successeful he muat serve as a protector to hla customer*; he must be an adviser; be must use hi* knowledge as a means for rendering human service; his sense of value* must be at the disposal of his cus tomers; he must make his business a business of human service. This can only be done when once be has made friends or has acquired the knack of winning and retaining the ! confidence of those about him.” Robert C. Fay. of the Chicago Pa per Cos, in the Fourteenth-ave. Bap tist church: “Christ used the salesman’s great est asset In selling the gospel to the people of His time. I refer to the power of suggestion. “A lot of people associate "domi nation" with the loud, pompous man who trie* to bluff and bulldoze men —giving his orders In a loud, harsh voice. "Such a plan may force obedience, but it will nev*r mould men's minds to your will —It represents better than any other Illustration, however, the evolution of salesmanship. "Today the men who are getting the business —who are the 100 per cent men of the selling organiza tions —find that they can sell their products or merchandise as Christ sold the world religion, by being well-mannered, quiet but positive and without making any particular noise about It. "How often do we find the T>ord using In His quiet way the power of suggestion which, today, as It did then, constitutes domination In th# highest degree*" J. J. Jackson, general agent of the Aetna Life Insurance Cos., Cleveland, In the Went Grand blvd. M. E. church: "The basis of every sale Is confi dence. You cannot win your cus tomer without. It. By your manner, : your tone, your line of thought, you 1 should aim to build up In bis mind that feeling of confidence which la ; the foundation of every clean *al* The salesman gathers strength by doing. He must be a man who ‘hlnks for himself and who thinks ' good thoughts snd Is capable of thinking hard and long. He must be clean morally and Intellectually. |To he resourceful, he must b* a | reader of good books.” I Courtenay Barber, general agent lof the Equitable Life Assurance so ciety. Chicago, In the Fort-et. Con gregational church: “We are living in an age when God has permitted men to achieve heyond the dreams of every previous 1 are Our economic enterprises have ! developed abilities never before . touched, but with all these wonder ful change* the fundamental truth i has never changed—-Ood made the world -God made man. Man must return to God and account for hts life. With this truth still before us let tis look at man In action, a train ed soldier, a part of the army organ ized to carry on a highly developed economic system which Is capable , of contributing much to the happi ness and welfare of mankind, or, on the contrary, of robbing mankind of that priceless possession, oh»rar*er, which can only he attained and re j talncd by those »ho travel the royal 1 road of service and arc controlled j hy moral principles or ethics con- J slstenf thereto.” FYanklln C. M. Wells, medical dl -1 rector of the Equitable Life Asaur j anoe Society of the IT. R., In the i Highland Park GongregaMonal church: “It take* more than sales and mar gin of profit to make a big business I -only as such an iastltution Is built I upon- the foundation of character, in DETROIT TIMES corporatlng right principles est both buying and selling, will it stand as an enduring monument to the build er thereof. Consequently then, and first of ail in the Ethics of Sales men Hup,' la the standard of charac ter. “A man muat first be before be can do. It is oftentimes more dlth cult to be right tbau it Is merely to do right, and yet, that is th* atohe In the foundation which, after all. bears the weight of the entire struc ture." Tberon C. Rice-Wray, of Detroit, manager of the Pacific Mutual IJf* Insurance Cos.. In the Grand Rlver ave. M. E church: “Salesmen, as a class, have com# to realize that true salesmanship, the most profitable kind of sales manship, lies not in 'Putting one over 1 on the buyer but in rendering a permanent service to that buyer which will cause him to feel so ap pr*ola:iv#ly grateful as to make him a permanent customer If not a per sonel friend. The salesman Is coming to realize that he 1* not paid by the seller, but by th* buyer; no metier whether hi* lnoome appear* through th* sal ary or commission system. It is an item added to the cost of production and handling, and It U, tn the last analysis the buyer** mousy which 1* applied to cover It. The sales man is coming to realise that he oannot hope to continue In tbe ser vice of the buyer unless be brings to that buyer a benefit commensu rate with his pay." F. C.O'Meara, aale# Instructor. Detrott. In Jeffer*on-ave. Presbytc rlan church: "Because of this great new birth of the business world to the great and lasting truth of the sacred In junction of the world's greatest salesman —Jesus of Nazareth —that He was amongst us ’as one thst serveth,' there Is gathered in this city men from all parts of thlv the greatest nation of salesmen tn all the world for the first time to give to the world anew id*a and a clearer vision of the greatcst pro fession of all professions " FUR REAL IS RiSIS OF SUCCESS Without It Business Must Fail, Says A. F. Sheldon ETHICS DEFINED AS RIGHT CONDUCT Unethical Words and Deeds Lack Per suasion Arthur Frederick Sheldon, presi dent of the Sheldon School or Salesmanship, delivered the follow ing lay sermon on "The ethics of salesmanship’’ in the Martha Holmes Methodist church, Lincoln and Putnam-aves., Sunday: Asa text from the Hook of Books to fit this theme, I h»v* selected the w.rus of the when he said: "All things therefore whatsoever ye would that men should do unto foil, even so do ye also unto them or this is tbe law and the pty>phets That one sentence, when literally applied, takes care of the ethic* of •»iei-manithip end all the balance of life's relationships The trouble Is. the vast many treat it aa a beautiful platitude. •xpr»|. alve of impractical Idealism, snd hardly consistent with commercial methods. On the contrary, the r»al facts are. however, that the application of the Injunction of the Man of Galilee is eminently pragmatic—lt Is the most practical method known to man, when literally applied, tn the win ning of even material reward, to say nothing of those phases of life s re wards which constitute our eternal possessions, and which "moth and rust cannot destroy, nor thieves break through and steal " In the consideration of our theme, let us first for a moment Inquire, what Is salesmanship? My answer Is that, aa an abstract snd universal principle. It is persua sion. In Its ordinarily restrlotsd sense, the oonoept la. as we all know, sup posed to designate that form of per suasion which Is focussed upon the disposition of produot Defined In commercial language. In Its ordinary acceptation, we may de fine salesmanship aa tbe art of per euadlag people to purchase one'a product as a profit. Th* saalle and the ery of the Infant make of him a persuader from the moment of the drawing of th* breath ot , Poaselbly acme of you hare been persuaded to walk the floor all ntgfft by th* voice of the Infant persuader. Later, th* ohlldren persuade us. before they can even us# the spoken word. They persuade us to huy thy* end olothea and all sorts of things end to buy them for them They perauad* us to Invsst In edu cation and all manner of thing*. Later the young man persuade* th, young lady to become his wife, and th* wife In turn persuade* him to in vest In all sorts of thing* Th# time comes when th# yonng man, and many of the young women of the present day take their place In the world's work Each one wh<> doss, sella some thing then and there. Each sells his or her services to th* employer. •tjecess In life, at least commer cially speaking, hinges upon this power of pereusalon Th* vast armv of the unemployed end unemployable In time* of com mercial dl*tre*s I* made up of men Snd women who fall to persuade anv one to purchase their particular product—their services The following I* taken from the little magasln* called ‘Money Mat ter*," published by a great Insurance organisation. It Is headed "Read Tht*, Young Men of 2S‘" Big Insurance companies have an uncanny way of using statistic* to show Just what is before the avernge Individual, not only In the matter of life expectancy, hut also as to future financial resources. "And figure* especially those worked out In accordance With the great law of averages,—don't lie. i -on th* authority of one such com* Expert Speaks To Salesmen HUGH CHALMERS. President of th* nhalmsrs Motor Cos„ who wa* on# of the speakers before the Wlorld’a Boleamonahlp congress. Monday afternoon. peny. ft la aald that ont of 100 aver age healthy men of 38 at 16—84 will be dependent upon relative*, friend* or charity, II will be deed, five will be earning their dally bread, four will be wealthy, one will be rich " Now let u» consider It from the viewpoint of the succeea of commer cial eorporatlor.a The quotation which I ehall read now ts entitled •'Business Wants to Do Right" by Hon Edward N Hur ley. whom many of roil doubtless know, of the Federal Trade commis sion: Today business Is anxious to do right. It win's to obey the law. and lately the business man hae been coming down to Washington with the specific oases Making light. leaving out of consideration the banking, railroad and public utilities corpora tions and referring only to th< »* that, have to do with trade and in dustry, we find that there are about JSh.hfM) business corporations In the country The astonishing thing Is that over 100000 of these report no net Income whatever. tn addition. 90. nft o make less than |i 000 a year Ortv the fiO.OOft remaining the more successful ones—make s.'• 000 a year and more Does this not demon strate the need of n moat thorough study of our Industries ss a baals for remedying these conditions* Does It not also show the necessity for better accounting methods and busi ness practices*' What Is ethic a* It is the science of right conduct toward others We have stated that salesmanship as a universal principle is peraua alon. Man persuade* through his ex pression of himself Man ex-presses htmaelf In two ways: Ist' Deeds. 3nd- Words. The impelling force back of both deeds and words is his thought life The unethical thought, the wrong thought, finds Its outward expression In the unethical deed and the un ethical word I'neth'cnl deeds and unethical word* do not permanently persuade people to purchase product at a profit. The only kind of salesmanship worth while is business building salesmanship—the salesmanship that builds business. The house in any line, commercial, religious, professional, is known by the customers or patrons it keep*, not by those that It gets It is the reneaters that count. Violation of m*>rHl or ethical laws Is the cause of millions of failures The psychology of commerce re veal* the whv of this. It Is a fact in nalure and not a theory of any Individual that confi dence is the ba«i« r >t permanent and profitable relationships This is true of hII of life s relation ships including the commercial. C*onf!dence is to th" budding of a business in any line what the founda tion of the physical building is to the building itself And right service involves ethics The merchant may have excellent qualltv of goads an<l deliver the right quality of them, but tinlr-es his mode of conduct, toward h's lustomers Is right in every particular, be will not give them permanent satisfaction nor keep their confidence The same Is true of the services of the employe In his dealing with his employer He may do enough work in a day. and do it all well hut unless the spirit In which he does It is right and his conduct Is ethical In every particular, he will not keep the permanent satisfaction and confi dence of the firm to whl-h ha Is selling his services The old-fsshloned Idea that effici ency Is made up of knowledge ptua skill In the application of that knowledge Is exploded, and we hope for all time The school room or the employer mar train the head of the individual to know, and may train the hand to do, hut unless the hear* la trained to he. the finished product may be hut the gifted criminal, and he non. not command confidence or satisfac tion. He 1a building hla home of life upon the send, and It la hound to fall, and falling, crush him. Ethics, the science of right con duct. narrowed down to th* specific vocation of the direct selling of foods Is the most potent ingredient n persu*«ion, not only In the Imme diate selling of goods, hut In fh# Insurance of the making of perma nent and profitable patrons. In the words of the lata great Marshall Field. "A man that lies to ■el] goods la a fool " Tt fa equal!v tru* that the man who doea anything elaa unethical to tell good* Is foolish. Plowlr hut surely man la learntng the haele law of lira, namely, that to get %a must give The great giver must be great In hodv. mind and spirit. Hla gift will then be great In quality, quantity and mod# And that which h* geta will than be great, namely, low# of fellow men. approve! of conscience end material reward. There are many encouraglgg signs of the times The altruistic spirit, the brotherhood of man Idea, la de veloping more and more. Mar f*ed speed fh* d*y when all men and all women everywhere shall gee with clearness that the greatest business advice ever given was In clud'd in the «e«mon of Fermona, when the Master said "All things therefore whatsoever ye would that men should do unto vott, even so do ye also unto them for thla Is the law and the prophets." Out of the Mouthg of Bgbet. IJffl# Fred —I’ve been awful sick Little Harry—What waa the mat ter? Little Fred—T bad hmln fever — right In my head, too —the worat place any one could have IL Small Nellie had been to an "Tn cle Tom's Cabin" matinee. After the ahow waa over ahe raid: ''Mamma, does little Kva plav again tonight?" “Yea, dear, I atlpprae an,” replied Ihe mother. "Well.” continued Nellie, after a moment's thought, "I don’t roe how she can die and fro to tuaven at 4 o’clock and get bark In time to die again at ft.” Printing—the plate ecet hied—that U light—Ttaaee J*k Deat,—Male 48H. LAUDS Mill POWER IN DETROIT “You Have Seen It Tri umphant Here,” Says Redfield POINTS TO WASTE IN U. S. INDUSTRY Tells How Others Prof ited By Our Neg lect By WILLIAM C. REDFIELD. Secretary of Commerce. I needly hardly toll you that tn the period before the war—a pe riod, by the way, from which we have departed never to return thereto either In principle or prac tice—there were three great com petitor# in the world’s market#. England. Germany and ouraelvea. Other# Indeed there were In that commercial arena but these were the "big three.” Germany waa fain Ing ground. Great Britain was dog gedly holding her own, America, a good third, had built up an aggre gate export trade of about 92.500,- 000.000 per annum, of which the group of fully-finished manufactures was the largest single factor, am] that growing most rapidly. We were, however, a debtor nation, de pending for funds with which to conduct our own Internal develop mens upon the surplus wealth of our foreign competitors, which we had to borrow to supply our needs. As we look about us the scene & all changed The debtor has be come a creditor. The borrower then Is the lender now. Great nations officially gather American aecuritles owned by their citizens that they may use them to pay the debts they owe us. There has been a great gain In the good will of American business In the foreign field. There ha* been a vastly greater gain In the good will of American business toward the foreign field. We speak Juat after the close of the fiscal year. The details for the final days of that year are not com plete, but It Is safe to say that our export trade In that year has been $4,000,000,000. with an Import trade, chiefly of raw material* for our busy mills, of over 12.000.000,000. We have what we call a visible trade balance of nearly or quite $2.- 000,000.000. These are unprecedent ed facts. We had two years ago almost no banks abroad Now they are begin ning to dot the earth, and re cent legislation will enhance their growth. Two years ago the govern ment had no permanent force abroad exclusively given to promot ing American commerce. Now that force la In full vigor and is sup ported by anew and powerful or sanitation at home. Two years ago we borrowed; today we lend. Amer ican trade follows the American In vestment, What shall the future be? Cer tainly that future will be what w# Americans make It. It will not be the result of legislation but of ac tion. It will he as large as our own conceptions of our power, modified by a stern purpose to make that power real and keep It powerful. It Is perhaps not without reason that the word ’’salesmanship” has the word "man” In the very center of It. You do not need here any or your to be told the value of a man. Ix»ok back 20 years and eee what men have done here In Detroit meanwhile. You have seen man power triumphant over difficulty, over distance, over competition, un til, were each product of Detroit to carry a flag with the city name upon It, the banner* of Detroit would decorate the highways of the world. Man power has here mode false and pitiful the power of phrases. Hmsll need to worry over the rate of wage as a con trolling factor tn competition when the cheapest goods in a great In dustry are known by all to be made by the men who are paid the most It Is horrible to think of tlje wsste In the past years of American In dustry. We held business conven tions and let the eagle scream and enthused over the greatness of America, while others grew rich on what we were neglecting. It la un doubtedly true that half a million available horsepower In hot gases escape from our wasteful coke ovens. Rveryone knows It to be true That the great German dyestuff Industry has been built up out of the scientific use of materials of which we were at once the largest producer# of the raw stuffs and the largest consumer# of th# finished stuffs. We cheerfully burned and otherwise destroyed many thousands of tons of paper-making material and Imported nearly half of our pa per stock from abroad. Indeed. It 1* true that these men needed protec tion, but It was protection from themselves they needed. We shall see, no doubt, when the war shall end. and In a measure de pending upon when that end shall come, an apparent reaction in our foreign trade. The mere recession of prloes normal to the coming of peace will affeot the volume In dol lars of that trade; yet with equal confidence 1 look for a second re action upward la that foreign trade whan Araortoan Industrie#, con aotoua of thair power because It rests upon searching study, ahalt send their men abroad Into the In spiring contest of brains and char acter (for It will be no leas) which will wage between the nations. We may not let our foreign trade go by the board for It la Linked up in a peculiar way with the prosper ity of our domestic commerce. We have a vast supply of gold to day, the greatest tn the world, a tempting treasure which the nations will eagerly seek when once they are through destroying one another. Everybody knows thla. Ask your banker How are we going to keep that gold supply Intact? It la rath er Important we should, for the abil ity of our domestic banks to give credits to you and to your fellows all over America, farmer and mer chant alike, resta. In the last an alysla, upon the gold reserve. Di minish that and you diminish your possible cn 41t«. Diminish It rar enough and you restrict your cred its. Diminish It too far and your factories cannot borrow for their needa. The fore'gn trade Is that which Axes Ihe permanence of this gold supply. We must needs buy of others things we cannot produce rubber. for example, coffee, tin and other things We muat pay for them either with gold or goods. If we do not pay for enough of them In goods the balance muat be paid In gold. Foreign salesmanship calls for the keenly managed shop at home to back the keenly searching man In the field Foreign salesmanship calls for character and courage and care; for It la a large and not a little profession, s human and not a merely industrial thing, and in the last analysis it and all that It Involves rests upon the quality of American manhood. SAYS U. S. HAS TOO MUCH "PEP” By Senator Lafayette Young, Editor Dea Moines Capital. Uncle Sam’s principal reputation Is as a farmer and the careless user of language. But he can be a world’s power, as a manufacturer and ship per, if he will be energetic and care ful. Uncle Sam’s domain Is so big that It ought to be an inspiration to every salesman be send# abroad. Home of bis talesmen are accused of being swollen with pnde, to such an ex tent that they refuse to ask a cus tomer what be wants, prefirnng to tell him what he ought to have This same pride cause# him to think that his language is universal and that hla customer Is a blockhead for not underntandlng It. Instead of being polite and attempting to acquire the other man’s language, he tries to substitute his own. This la due to too much American blood pressure. Uncle Ham has been selling goods In other lands and delivering the same by means of ships belonging to his principal competitors. Hla American goods are sent out In Brit ish, German, French or Japanese bottoms. He must ask his principal competitors to furnish the delivery wagons. Suppose Hugh Chalmers and myself owned the only two hotels in Detroit. Suppose we were competitors In securing guest* for our hotels. Suppose I owned the only bus line by which Hugh Chal mers passengers murt be delivered, as well as my own, how many guests would Hugh Chalmers have In hla hotel until after I knew that all the beds In my hotel were filled? Uncle Sara la Juat m that flx. when he engage* In shipping to for eign countries. His competitors own the only omnibuses. They will de liver hie goods after they have carefully delivered their own. Uncle Sam blusters and declares he pays the biggest wages In the world and he doea, hut he must have men of genius to make patterns and plans, and he must have the ma chines to turn out the product or else he will not be able to compete with thoee part# of the world where farm laborers can not earn S4O per month. Uncle Ram as a salesman la full of steam and energy and he will talk about the old star spangled banner and the glories of the republic, but he must get his feet down on thn earth when he und»rLik«»s to com pete with other countries. He must have hanks through which to handle his money in South America, In China and Japan. He must have every facility which every other country has as to ate&mships. Ha must learn not to tell the man In some other country that his clothes do not fit him; but he must assure him that he has the finest tailor on earth. He la not out In the world to reform th» dres# of men and Borneo r.or to brag about the re public. lie is out to sell goods. Uncle Han. has supplanted the pound with the dollar as the com mercial yardstick, hut he ought to he well enough satisfied with (hat not to sav much about It And If Europe wants to vet the hands of the clock forward or bark, to get more dk> light and to cut down Ibe gas hill. Uncle Sam ought to let It go at that This Is the only land ar.d Uncle Sam ought to be the only salesman. Mayor William H. Thompson, of I Chicago, Is the highest salaried may or In the country. He gets SIB,OOO a /ear, and a«rve# four years.