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DETROIT TIMES |bk|U|a| usury ivtolnf except Hunday by the K'r IMUvft Tin** BagUy-avs. • • ♦ ___ & •ttbpcrlption Rate*— By carrier. 25 cents a Math; 111 a year. By mail. »2 per year, payable #• advance. Telephone — Main 4520, connecting all depart ■ Mata UlT* Times' operator name of department or per eon wanted. Subscription orders or corn alamta of Irregular delivery may be received by phone up to l!l0 p. m. Katered at the Postofflce at Detroit as second «laas mall matter. The use of the name of this corporation and K officers in any outside project is unaulhot 4. Ail accredited business representatives tarry and should be required to show creden tials alined by Richard W. Reading, business manager. MONDAY. JULY in. 1316. “W« will never bring disgrace to this our city bp any act of dishonesty or cowardice, nor ever . desert our suffering comrades in the ranks, li e t pill fight for the ideals and sacred things of th* dtp, both alone and with many; we, will revere j end obey the city's laws and do our best to incite m like respect and reverence in those above w* Who are prone to annul or set them at naught; we will strive unceasingly to guicken the puMic'j eense of drie duty. Thus in all these ways we «pin transmit this city not only not less but yreater, better and more beautiful than if was transmuted to us." —Oath of the Young Men of K SMSpbi. j " ]WHh Us Today and Showing a Nifty Line of Wares. m.T :^ Present on the opening day of the World's Salesmanship Congress, and dis playing an increasingly popular staple, the Hem. Woodrow Wilson, Head Sales man for Uncle Sam and successful pur veyor of International Tranquility. : His line has the commendation of two ! Cardinals that we know of, let alone a lot of lesser folk. Wolsey tipped it o?F to Grom well: te thy rlsht band carry gentle peace 1 | To ailaaoe Marions tongues/’ S Bkhdku wrote this unsolicited testi monial for the same line of goods Presi .tfaut Wfison is handling of late: . “Bonaatfc the rale of men entirely great The pen la mightier than ths sword, i Taka away the sword— Statas can ba aared without it.” Sfe Hoad Salesman Wilson did business idoaff this line with the Blue and Jthe tfqr at the Gettysburg reunion three K.fmn ago, using these fine selling points: day of our country’s life has but broad fnad into action. .. “Do not put uniforms by. } r “put the harness of the present on. > “Lift up your eyes to the great tracts of life ? pat to ba conquered in the interest of righteous MM, of that prosperity which lies in a people s hearts and outlasts all errors of men. £ “Coma, let us be comrades and soldiers yet to Barrs our fellowmMi in quietcou nsel. where the HR* of trumpets la neither heard nor heded and where the things are done which make ■ bleated the nations of the world in peace and Hgfrteowsneaa and lore.” ?-r; | . When Mr. Wilson took his samples out | £. toast early in the present year it looked J BS If he were going to open up a dis - lerent line of goods, in competition with f/ the militant made-in-Europe brand. Bat later we found him offering the time-tested domestic article of Inter l nation*] Concord, only. The Kaiser took some in May and -teemed relieved to get it. fH Carranza has just ordered, with grate s fttl acknowledgements. Deliveries were not at any price, either; but upon a live-and-let-live basis. Much more satisfactory than the alter native terms of KilKand-be-Killed. | At Philadelphia on June 29th, Presi dent Wilson showed his goods to the As sociated Advertising Clubs of the World; it New York, the following night, to the * Press Club; in Washington, July 4th, to mm American Federation of Labor. All seemed eager to order. We have g* no doubt the World’s Salesmanship Con *’ gras a, which knows a long-felt want t When it sees one, will be equally im- Ipaaaed with the grade of gainful and | ; 4taanrable friendliness with all the world, I Dm President is here to offer, jjlv ; To be sure Salesman Hughes will be hitting the big towns soon, and morej h jCdnaervative buyers will want to see his f.. freshly-labelled policies before closing, t He is far from being a Class B. “poy ;[ onder road”; and he has the confidence gfelf the public, coming over from former | But he has his work cut out for him |Bb Induce the trade to chuck Peace. Hfrlgfe and Prosperity from the stock ifjflft hand and replace them this fall with GKmnaUty, Promise and Per jo ation. \ mpmpapMffinnsmMi and Fairbanks vs. Wilson and or two sets of whiskers to u i m *t a mustache. A Little Matter Here In Which We Would Like To Interest the Salesmen! The salesmen are in town. A salesman is one who sells. It is very evident that is what a sales man is, but a buyer is not a buyer, ac cording to the salesman’s definition. A buyer, the way a salesman defines a buyer, is someone to SELL TO. The salesman is always on the job. The buyer doesn’t get on the job until a salesman gets him there. , You can get a buyer to buy against his j will. We never heard of a salesman selling [against his will. He is a mighty important man around I any institution, the salesman. Take a product that stands an equal chance of appealing to the public on its merits, and the success or failure of the business of making that product de pends, in the last analysis, upon the man who sells it, and the success or failure of the man who sells it depends on the man j himself. Take a factory that covers acres, em ploying thousands of men. turning out a necessity or a luxury, as the case may i be, with hundreds ,of machines grinding away, miles of belting slipping over pul leys, with hurry and bustle everywhere, and there still has to be some crunching of gravel made by trucks departing with their heavy loads, which means that af ter all the thing simmers down to an IN DIVIDUAL, working quite noiselessly in a room next to the trip hammers. This individual ifc the salesman. Things that machines can make re quire brains to get them to market, and the salesman supplies the brains. There is no student as versatile. He has to study the article whose fate is put up to him; he has to study peo ple; he has to study the wants of peo ple. and these require study of HIM SELF, most important of all. “Experience has taught me.’’ said one salesman to another in an interchange' of experiences, in our presence, “that the best time to sell a man is directly after j he has had lunch and tipped himself and his cigar back in his chair at his desk. I find that men are most ready at that time to talk.” “And I have found that to be the very worst time.” said the other salesman. “The only customer I ever lost was one on whom I called at that very hour and under those same conditions.” “Which proves to me,” suggested the first salesman, “that you ate something at your own lunch which did not agree with you.” A» idea of just how the successful salesman must study the article he is putting on the market, is conveyed in the experience of the man who was sell- j ing promotion stock in a patent washing machine. Calling upon a local capitalist in his of fice, he secured an audience and was given an attentive hearing for his propo sition. He was. extolling the possibilities of the improved machine, when he was in terrupted by his prospect, who remarked: “I know' that the representations you make for this machine are very true, every one of them, but I little dreamed of some of its possibilities at the time., It happens I am the inventor of the ma chine.” We were sitting at home one after noon, minding our own business, when the door bell rang. Upon answering it, we found there a man with a vacuum cleaner which he wished to demonstrate. There had been on our part no idea whatever of acquiring a vacuum cleaner, but how in the world we had managed to get along without one, and live, and be happy, was more than we could tell after having listened to the agent for some 20 minutes without an intermission. He kept it working the full 20 minutes in the same spot on the rug. and you couldn’t help but notice the difference be tween the spot he cleaned and the rest of the rug. And, again, there was the time we bought a house. The real estate agent said he would be around to the place where we were pay ing rent, and take us in his automobile and show us some of the houses on his list. We bundled the whole family in, sank back into the soft rear seat, winked at the wife, muttered “Pretty soft,” and then together we gave the real estate man in the front seat a little laugh. On what we had saved'up, it didn’t look like there was a c’tance in the world of that real estate man making a sale, hut we were getting a ride out of it on his gasoline, anyway. But he sold us the house we arc living in today. That automobile ride cost us so much we haven’t got it paid for yet, and the real estate man got something like S2OO for the gasoline he used. The vacuum cleaner man and the real estate agent give us the idea of sales manship. . It is represented in Detroit today on the biggest scale, with big men from all over the world who are connected with the selling department of the real big in terests. # But the psychology of the thing is the same, no matter where you find it. Don’t train in the hope of Incoming a •oeresaful salesman—it has to be bom in you. , ..is an art that cannot be acquired. DETROIT TIMES The Monday Morning Automobile Casualty List. # VVEtt / WAS A FtMC DUtvC ( M- M - NCge'* A BAD ACOPTM-r L Wf HAP Ves-TEBPAV. IT’5 POME \ THAT - AUTO HITS [ A LOT OF 6QOP . I COOLP / TtIfOBAPH POLE - S KILLC^ ' LICK MV weiGHT IN Wtcp CAf? J \ _ I— - , , ■■!,/ | ' Here 5 ANOTHER-- CAR.S CRASH ) CROSSING ' 1 PLE4M Wn‘t HFADON - T2>o th MOVING AT J |aCC»PEnT- v KIUtD WMFfi !. Arty more ! 5PteD -7 DEAD -1. DVmG- 1 Train Nit S Auto - CWAufTtuK , T> AWFUL 1 ' J , F4itep~Tb hfap Signal Bciiy^ if fy —jpw JfeLiJp : H MUmm NO OJETAtK tHG.ELSie , PK'VIHG ON I '’f VU PICKEP OUT A VTAOt OF A TBIP i SunpAy is Too roaps | Roß.Tomorrow - 2.00 miles aFbuuN lonely' 1 ARe TAMMEJ? with REOCLFSS PRIVEBS. S AnP GoRSEOuS SCCmEBY.we ll j ! i'm through with it. Well sell ouR CaJL/Y y— up 6ood anPt y \we cah't afford t to taku such chances 7 yir (Eablv and— f sll HBT /T> Sfr) ~ O G> I /uCnpy* <bt. 1916. by H T )\' ’ \ STUDY THE STARS. BY H. ADDINGTON BRUCK Author of *Th* Riddle of Personality ," “Psychology and Parenthood. ' etc. WTien you start for your vacation this summer, put in your baggage a small field book of the stars and a pocket electric light that will en able you to read this book in the outdoor darkness. Especiallv be sure to do this if you are one of the many who have never made any study of the stars. I want you to have the pleasure I began to experience three summers ago. Until then I knew there were stars In the sky. but that was about all I knew of the celestial flrma ment. 1 could pick out the Big Dipper and the North Star. All the rest were to me stars and nothing else. But that summer I spent on an isolated New England farm. The evenings were long, the weather was too fine to stay indoors and read. As I sat on the veranda looking toward Mount Monadnock, or strolled around the farm In the early »w light, I noticed that every even ing three or four stars regularly made their appearance ahead of all the others. I became curious about these early comers. So did my wife. At her suggestion, the next time I went, to Boston I visited a book store and ransacked the shelves containing works on astronomy. 1 found all manner of books. Most of them were too technical to be of help to an amateur. Also they were bulky and altogether appalling. But I did find' a convenient, sim ple little manual, with charts that could be understood almost at a glance. It was William Tyler Ol cotta “Field Book of the Stars." That little book has given my wife and me unending pleasure. And it has made both of us far better ac quainted than we ever before were with the world we live in. We learned, first of all. the names of the stars that had attracted our a*tenMon—brilliant Vega, glorious Arcturua, beautiful Spica, and state ly Altair. The well baby must have at least one tub bath every day—ls it Is to survive the dan -1 ■ water In which salt Is dissolved In the proportion of a tea spoonful to a pint of water. July s toll of deaths of babies Is greater than that of any other month of the year. To help moth or* keep their little ones well in this trying month. The Times Is publishing a series of items about babies, quoted on the best m*d * leal authority. If there is a child In your house, clip these bits of advice ; for reference. Always give Pahy his ba»h Just before feeding - never immediately afterward. The Keep Well Column BABY'S BATH Then we began to pick out the constellations in which they had their place. Before the summer’s end we extended our observations to include all the constellations visi ble at that time of year. Often during the day we longed for evening to come, that we might renew acquaintance with our Btarry friends and make fresh discoveries. No longer were the heavens to us merely a mass of glowing dots. North, south, east and west, we could discriminate, could find our way. To see Vega loom out overhead after the setting of the sun was al most like the coming of an old com rade. I>et me assure you that If you are as ignorant of the stars as we were when we began to study them, you will find in star-study, as we did. the joy of romantic exploration and the thrill of achievement. Also you will find quickened In you the spirit of Imagination, the poetic impulse and appreciation of the grandeur and majesty of fJod’s universe. I wish I could really describe to you the wondrous effects that come to one from enthusiastic study of the stars You must get these for yourself. A few hints, though: I>on't try to learn too much at a single session. Begin by locating the stars of the first magnitude. Then learn the constellations to which they belong. Get each con Let’s Have No Trouble With Japan Except On Main Issue, Says Quick BY HERBERT QUICK. We have an agreement with the Japanese government call the Root Takahlra agreement under which Japan is preventing such of her 'lt Irens as we wish to exclude from emigrating to this country. Use special care to cleanse the body creases. Dry thoroughly, and If talcum i>owder be used, buy only the best, and unscented. Towels for baby's Path should be soft and perfectly tlean. Otherwise the skin may he chafed and an ecrema re suit. During the very hot weather In fants should wear only a diaper and h thin game shirt. An abdominal binder of thin fl n nel may be worn by children undei six months of age If ordered by th' doctor. i Baby’s clothes must be kept cleat Moiled garments should be promptlv removed. Wetted and soiled diapers should be washed With as little delay as possible, and boiled Rinse well and j see flat they are perfectly dry be fore using again. Do not u«e blu ; Ing Never put starched, stiff, uncom fortahle clothea on babies. All clothing should he loose Don't bonder free motion of the legs and ! arms. I Good water is one of she best In surance policies a family can carry By Webster. ! stellation firmly fixed In your mind . before you begin to trace a nor he' And, if possible, have somebody study the stars with you. It i-< twice as easy—and twice as much fun. r No Compromise. I have great respect for many ol the pacifist leaders of this time, as I had for those of 55 years ago. Some among them I esteem as per sonal friends. But tneir supreme wish for peace Is not mine. As long as there Is injustice in the world, so long I wish to war against it. Whether in this eternal war against wrong one shall fight with voice or pen or aword must depend partly on the nature of the wrong, partly on the best method of attack, and part ly on his persona! abilities. Rut ac quiescence in wrong or compromise with wrong- never’ • I have lived through one terrible war, fought against slavery and se cession, and hav.> seen the peace won by that war blessing an eman cipated and united people. I expect so see peace for the world won. as It was won for my own dear land, not by compromise with wrong, but by conquering P I expert to see. though not with mortal eyes, the ocean untroubled by undersea pi rates. the air tindarkened by human birds of prey, and Europe, emanci pated from the militarism which she has created, draw-n together in a brotherhood transcending race, re ligion and nationality, and Inspired by a spirit of universal Justice and universal liberty.—Lyman Abbott, In the Outlook. Japan i* keeping her agreement In a gentlemanly way. Recently congress seemed about to pa*.* a law excluding the Japan ese by Ntatute. Japan naw in aueh a law humllla tion. Sh** |a willing to keep her people out bv agreement, but *h* distinctly object* to being ordered to stay away She *ay* that such a law implle* that the Japanese are inferior to nx and that Japan being a flrMti la l ** fit)wer cannot consent to *uch an Implication. Congress. In a very broadminded manner, look cognizance of Japan * sensitiveness, and refrained from passing the law. What we want, rnngresa evidently thought, I* a continuance of the present cessation of .Japanese immi gration. Putting it into law doe* riot seem to be necessary. Japan ’♦’em* to he toting fair with u* in the matter. We will abandon the law, and let the Root-Takahira agree roent keep on doing all that the law could do, I wi h conrresg always had *o large a m* i*ure of common *ens* To g«-t Jr;to a cri*l* with Japan over the passage of *uch a law would be a tragic blunder. If we ever have trouble with that great nation, let If be on the main l**u<\ Probably Japan doe* not want her people to come here. If *he doe*, *he will be disappointed for we can not let them rorne in. In large num her*. But *o long an they are kept out, rn possible opportunity should be lost to make their exrluaion a* little an offense to a very proud people a* ia humanly possible. The Daily Reminder j TODAY'S IXXIVKft* AHIF.W 1774—-Georg i* »«*nt out the first provincial v«**d commissioned for naval warfare m ilia revolution I'rtndi army of d.wotf men. under Kuchanibcuu. arrived ut New port. It. I , to «td the Americana In the revolution 174* J —t«et»t*e M. Dellas. the vl<«-- president who cast the vote In the renats which decided the tariff pol io) of the nation In 1646. horn In I‘htludelphla. Died there Dec. SI, :«'i)—Millard Fillmore took the oath of office as president of the United Htates. i Set I .ouls J. M. Daguerre In ventot of the dwguerretoype. died In Frame. Horn in France Nov D, ITS 1 ' tS6< — Clement C. Moore, author of the ballad. “ Twan the Night Before Christmas,' died at Newport, It. 1 Born in New York In 1779 11*6#—Prussian armies defeated the Vustrian allies at liamnudburg and Kls«lngen 1664 Paul Morphy, the world s most famous < h*-ss player, died In New Oi leans Horn theie In 18J7. IS'.'l The Get man emperor and em press w t loomed t<\ the Lord -Max or of London at Guildhall. 1196—The Americans resumed the bombardment of Santiago and« Cubs 1900—A tariff agreement was con cluded between trio United State# and Germany. 1905 A Franco-German ngreem* nt over Morocco was announced. OAF. YEAR AGO TODAY IN TIIK \\ Alt Belgians repelled attack on right bank of Yser German reply to second l.usltanla note received In Washington Aurtr.mans made strong re sistance in Southern Poland, but con tinued to retreat. General Italian assault in Adriatic c< ast district repulsed, according to VDnna report. J Fr«p'h attacks were repulsed be I the German* north <•/ ftouchei, south of \lhert and on both sides of the tit ' Mlhiel wings TtlDtY'R BIRTHDYYS Admiral Sir Percy Scott, recent!', relieved of tiie ronimand of the air defenses of London, burn 69 years !ago today , 4 Tl...id"i, Marte.ir*. noted publ Is* ami form*'! P s minister to Belgium, 1 b< rn in Halt mote 54 year* tig" today Kin'c) P. Dunn**. author of the "M*- I I»ooley" stories, born In Chicago. 49 , years a«>> today. Pleasant A Stovall, t* S minister to Swterland. born at Augusta, (in, sft git' ago ■. Flea: Admiral \V II It Souther land. U S N. ret-.ted, bom In New York cit> *»i vear*. ago today. George Fred Wiltsm*. Msssachu • a tei to Ore* born Dedham Mi ■ <1 \ ears ag-< today William Leltoy Kmmet, member of (naval advisory board and first ser'ous : promoter of • 1 ■tt t • ship-propulsion t o n i New Ko. hel’.e. N Y.. 57 years I .»R > today. Isaac N Seltgman. one of N«w j York'?* leading hankers, born or Stat- ! !en island, N' Y.. 69 year* ngo today T 1 i A Poem a Day if Tiir i.oitn *not in mgr. Ts the ta*rd should come In the - ' A* 1 wynt about m>* work. Th* little thing* and the quiet things That a ser* ant cannot shltk. Though nobody ever sees them. And only the dear la>rd eare» That they always are done in th» light of the sun. Would he take me unawares’ ts my To-ird should come at noonday. The time of the dust and heat. When the glare ia white, and the air 1* still. And the hoof-heats sound In the •treet— Ts mv dear I«ord came at noonday, And smiled In my tired eye*. Would 't n->t hr- fWHt bis look tO meet ? Would fie take me by surprise? Ts my Towd same hither at evening. In the fragfant dew and dusk, Wh»n the world drops off it* mantle < >f dOJ light Ilk" a husk And powers in wonderful beaut)'. And we fold our band* and rest. Would his touch of my hand, his low command. Bring me unhoped-for seat’ Why do I ask and question? He Is ever coming t>> me. Morning and noon and evening. If t have hut eyas to aee And the daily load grow* lighter. The dailv cares grow sweet For the Master Is near, the Master I* here: I have only to sit at hi* feet. Margaret F. S*nr«ur Pointed Paragraphs Sometime* the prim of liberty is ♦he fee of a smart, lawyer. Be good to everybody and every body will try to make a doormat of you. It’s wonderful how smart a woman can make a man think she think* ho la. Anyw-ay, an ounce of prevention cost* much less than a pound of cure. People who travel on the down ward path seldom provide them selves with a return ticket. If a vain girl thinks herself beau tlful. it’s a man’s cue to tell her that she is, even if she isn’t. It is awfully risky for a pretty girl to go Into a dark hall w-it.h a man—and that may be why she like* to do so. For a man to make a woman happy during courtship is much easier than It Is for him to make good after marriage. Harvard Geta a Whitt Whale. A white whale, believed to be a freak so far as the color is concern ed. and the first of the kind caught in Massachusetts waters In at least twenty years, was brought to the fish pier from (’ape Cod. After re mining on exhibition for awhile it was transferred to the Harvard Museum. Officials of the inatitu Mon paid |25 for the specimen. The whale I* about eighteen feet long and weigh* 1,500 pounds.—Boston Transcript. The Old Gardener Says That the portulaea is an excel lent flower for hot, sandy place* where few other flowers will grow at all. It comes up quickly and after once being started ap pears year after year, a* the *eed la ae|f sown. It la useless, though, to plant the portulaea before the weather is settled and warm, for It loves the heat. There are both single and double varieties and the colors are ex eeptlonally brilliant and gay. MONDAY, JULY 10, 1916 The Comma Hound. •Y OR. FRANK CRANK (Copyright. 1916, by Frank Crane) A punctilious person, I suppose, though 1 haven’t looked it up in the dic tionary, is one who pays too much atten tion to punctuation points. The smallest and unsignifkantest of points is the comma. 1 have met in my time certain punctophohiacs who might be called comma hounds. They scent minutiae and rigidify at attentioh there at like a pointer dog. I’hey have for little things as many eyes as a fly. They arc blessed, or cursed, with microscopic vision. They cannot see beauty’s cheek for looking at the pores of the skin, and are too busy counting the hairs of the eye-winkers to catch the wink. You might call them comma bacilli, for they are well nigh as dreadful as the little enemies to whom that term scientifically pertains. One came up to Henry Ward Beecher after the great preacher had finished a sermon and stood by the pulpit yet in the fusing after-heat of high discourse, and said to him: “Mr. Beecher, 1 enjoyed your sermon very much, hut I noticed one grammat ical error you made.” “One?" said the preacher. 'Til bet my hat there were twenty.” Have you ever noticed that peculiar ir ritation you feel when you stop and talk to a man, and, while you are telling him one of your latest and best ones, he picks a piece of lint off your coat? He belongs to the speck hunters, whose name is Legion. You take one of these comma hounds to the theater. When the play is over you are somewhere in the seventh heaven, rapt and cloud-swathed by the perfect illusion of the stage; but your comma hound has found her quarry. Did you notice the way the leading lady twisted her mouth?” she asks. More than likely its a she. A book has thrilled you, and in an ex pansive moment you have lent it to a friend (always a dangerous thing to do), who returns it to you with the sole re l mark that he wishes writers would say “would rather” instead of "had rather.” I confess to panic whenever I get in the presence of these thoroughbred com ma hounds. When their eye strikes me I feel an uneasy itching all over. Some thing is the matter with me. What is it? Is a tuft of hair sticking up on the back | of my head? Is there a fleck of dandruff on my coat collar? Has my necktie mounted? Is a button off? As for public men, office holders, actors, authors, and all who have achieved a bit of magnificence, them the comma hounds hunt in packs. There is much to be said, for instance, in favor of being president of the United States, hut the position has its drawbacks. When we think of every little snooping comma pup watching what we eat and drink, and wherewithal we are clothed, to say nothing of whom, when, and why we blew our presidential nose yestreen, it makes us be reconciled to our lowly pri vate life in flat A, third floor, rear. At least, we can sit in our sock feet at close of day and smoke our pipe by the open window' and see no telescope trained up on us, and hear no cameras click. Also by being poor we escape the bay ing pack that are forever at the heels of the wealthy. I venture to say that the man with his millions often joins with others of them who have moved from obscurity into the spotlight and repeats feelingly Riley’s line: "They'* nothin’ more pathetlcker Than Just bain* rich.” From Another Point ot View By C. T. S. No. Phyllis, someone has been kidding you. A seasoned soldier does not wear a pepper and salt suit. • * • This circus to lie given by the salesmen will probably l>e something on the order of Sells Bros’. • • • Would you say the Germans with that U-boat put one over or under? • • • i Indianai>olis has a Villa avenue. Named that, maybe, liecause it’s hard to find. • • • There couldn't boa day at nil Without It* little hour; No garden would ho quito complete Without a lit tip flower. There couldn’t boa naw.l fight If there wore not a *ea; You never *aw a bonnet yet Tha. didn’t have a b. • • • We finally struck a cantaloupe that was ripe. * • * But it was too. - - - ACCOMPLISHED Randall After twenty five year* of married llfo *he love* her husband a* murh a* avar. Roger* Yon, and she annoy* him In other way*, too. —Life.