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Thursday, March 27, 1918
i
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i
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(ill
How to Be
Salesman
And Earn
By Roy
The Evening World's Authority on Successful Salesmanship.
Crnrliht, 1919, br tU Vttu lub.UUiiig t 1Tb X?w YtfVI,ti!M World.
'a Mr. CIrlffith'i "Antwtr Column' ht will I slid to tniwrf qutritluni ffutn Ultiroto.
la In ctre of thl oepfctr, and only torrMfcirltnii Initial will b utfd.
-4i3irers Jo Questions.
T liana are. n great many old-time
ualcsmen who scoff at "sel
rntlllc" selling methods. Some
times 1 don't Maine tht'in. 'Die stu
dent of scientific salesmanship often
becomes Involved In n muze of tech
n.calltics from which It Is nlmojit Im
possible to extricate himself. As wit
ness tho following letter from It.
F. D.:
"I would like to have your opinion
as to what 'closing tho deal' really
means. At a salesmanship school J
attend vc have a sales demonstration
every week. The one making the
salo Is graded n.i follows:
"Attracting attention 20 per cent.
"Arotis.ng Interest 20 per cent.
"C "ting desire 11 per cent.
"( pb nalc 20 per cent.
Jsluclng other goods 10 per
urintr good-will 13 per cent,
i 'ju think a salesman should
vo 13 per cent, for closing tho
when, while tolling nbout tho
ileal partH of tho urtlcle. the
8
f..er aercos to take It? What 1
would call 'closing a sale' is when a
salesman forces tho sale when the
buyer can teo no objection against
the goods yet refuses to glvn u direct
order. Don't you think closing the
salo Is nbout 50 per cent, of tho sale?"
You see, H. I. D. hns become nil
mixed up with percentages and per
centages never closed nny order that
I ever heard about. According to tho
above schedule, a salesmun might be
80 per cent, perfect and yet never sell
a nickel's worth of goods. For pur
poses of teaching the steps in a sale,
and for strictly classroom work, this
percentage system may bo excellent
Hut when a man gets up against It in
the real field, ho'll forget about grau
lng himself In this way.
Tbo final goal of tho salesman Is to
set the namo on the dotted line. Ho
works tip through tho various steps
of tho salo to that desired end. All
the steps are necessary, but strictly
subordinate, to closing the order. If
he 'closes the deal' he can credit him
self -with 100 per cent. In case he has
a fondness lor percentages. If ho
falls to closo ho can credit himself
with a xero. If he Is wise be will In
troduco other goods as a matter of
course, booause ho may get a larger'
order by so doing. If he Is tho right
Wnd of a salesman he will seotire good
will also as a matter of course, be-
cause It will 1 valuable to himself
nnd his firm In getting futuro busi
ness. Closing the sale ts 100 per cent,
of Vho sale, but in order to close tho
iialo tho natesman must carefully nnd
properly pilot tho protective cus
tomer through tho preliminary stopi.
Tho perccntago system given Is
simply and solely an arbitrary and
mechanical ruso to teach the mechan
ics of selling. It has absolutely no
value In tho actual Held. It would
seem that teachers of salesmanship
would mako that point clear to their
The Housewife's
Scrapbook
There are special bnishes for clean
ing potatoes, carrots, turnips, ars
nlps, &c, but nny small brush will
nnswer tho purpose and every kltcheu
should bo provided with one to ho
used only for cleaning vegetables.
Grease or oil can be removed from
carpets and rugs if you make n paste
of Tullcr's earth and cold wat"r and
spread It thickly on the stained spot.
Leave until dry, then brush off. Re
peat tho treatment If necessary.
Sometimes tea and coffee stains are
obstinate. In this case try tho water
in which peeled potatoes have been
boiled. Strain tho water and put it
in a bowl. Let the stained linen Boak
In this unt I the spot disappears.
Jtlnse carefully, then put It In the
wash. If this Is not etllcacloiis use
either ammonia water or spirits of
wine, .
Wilted flowers can often bo revived
If tho stems are thrust Into hot water
and left there until tho water becomes
cold. Thon cut tho stems off a little
and put tho flowers Into fresh cold
water.
A good way to dry a nweatcr when
washing U Is to place It Iniido of a
clean pillow case and pin tho cas to
tho wash line. When tho sweater Is
nearly dry put It on a coat hanger
and hang It whero the sun will strike
it.
If your fingers become stained
wltli ink wet the head of n match
and rub tho spots. Then wash tho
fingers with soap nnd wutor and tho
Ink will disappear.
Tho stopping of tho clock may bo
duo to clogged wheels. Thoroughly
saturate a piece of white cotton with
kcroseno oil and place it inside tho
clock. Probably at tho end of n
week tho cotton will be black with
dust that has been loosened by tbo
fumes of tho oil, ind tho clock will
run a 'well ua ever.
a Better
Bigger Pay
Griffith
AdtltfM
students, thus preventing thorn from
getting all muddled up.
P. W. C I 'would not give names
and addresses of Irresponsible men In
your advertising literature If I were
you. Kven If you have had unfortu
nate dealings with them, nnd even
If you can prove every chargi! you
make, printing tholr names would
only Involve you In a lot of unneces
sary trouble. Olve Initials, If you
like, but not full names. Dosldcs,
when you "knock" tho other fellow
In order to boost your own goods, It
gives the Impression Hint your own
goods cannot stand on their , own
merits, but are being presented
merely as something which Is better
,Uh ......... 1 1 . 1 .1.. .I.I.L I 1. J
i4i.li! suiiii-iiiiiif, t-iBu willed ii ua.i, i
believe you would be justified in go.
ing abend on your present capital. If
your product goes across, you can get
plenty of capital Interested In caso
you need It later to extend your busi
ness. And a going concern can al
ways get additional capital on moro
fuvoniblo terms than an untried
venture.
J. S. You are correct In your re-'
marks on one of my recent articles.
Hut it took you threo pacts to s.iy
tho same thing that I said In half n
doxen linns. You must understand
that my articles and answers to ques
tions are necessarily much con-1
densed. .Space limitations romilro
that 1 s.iy u great deul In a few
words. The most valuable things arc
frequently the things I DON'T Fay,
but merely suggest, so that thoj
render may think them out for him
self. This Is the aim of till cdiica-l
tlon to make people think for them
selves. To gettho most out of those
articles, thoy should bo studied -with
care not merely glanced through
and thrown aside.
I. G. The best way for a youn?
man eighteen yearn old to secure a
travelling wiles position Is llrst to get
ia position with some firm employing
salesmen nnd work "on the Inside"
for two or three years You can thus
work your way up to a salivs position.
You arc pretty young for nn outside
Bales position now. anyway. Alnnv
firms employ nacker.s vonm- mi I
who nccompany their salesmen on tho
rrww! find t.nnls f.ti.l -i. I
tnlnll;" " V" ' '
good preliminary trulnlnrr for a rouiu '
: man
-
Adventures of a Country Boy Who
Comes to New York and Makes
Good in Wall Street
A Story Every Ambitious
New York Boy Should Read
i.,intlit, ivia, bj UouD.nUjr, 4. Uon)pin)r.
STNOrOM OK PRECtOINO CHAPTERS,
-J "7 ' cousin lid, lorkini cltrk In Ih. C.H Htor of Mn.ln. Mt . nirt.
5.1. i ,'f ,)', ". J.u.' """ .I1"". '"'. 'r , "null. on. cr II,. clrk In Uo otfiiv.
J i 1 1, L?. .! .' 'i ".'T " ''' """I'l" lk u, .lionhanU .a lu 1 rnl In Ilk. Ih. i...ll.,u
rr mj. On ninlm. ikorlly lur. Iir biaii inu oirn Ullli in Jurr.ra'i unoe.
CHAPTER VII.
iCuntmunt I
IWONDBIJIUJ what was up. Hume
big dcai? doubtless. Mllliuns
maybe. The thought thrilled me.
How many men would give any
thing they possessed to bo as near to
the hoart of high finance ns 1! Why.
if I wanted to, right at tins mlnmo 1
could listen at that keyhole -
My thought was Interrupted by the
sudden opening of tho door. Juergcns
stood framed In the rcctanglo of light.
"Wo gotta got rlrht man," 1 hoard
him say; "vory Important." His eyo
roamed across the blgofllce, attracted
by tho light on m desk.
"Who's there?'' ho called. "That
you, George7"
Without waiting for my reply he
stepped back Into his otllce, nald a
few words to tho two other men. and
Jumped out ngnln.
"Come hero, George," ho shouted.
"Want 'a sco y'u right away."
I crossed to thy private otllce. Juor
gens grasped my arm and half pulled
me Inside.
"Gent'men. George Groton. Hoy
from Merwin, uld homo town. Good
boy. Just what we're lookln' (j,:
What?"
I listened, whilo Jucrsjcns unfolded
tho proposition, the other two re
garding mu moodily; the thin onn
pulling at his drooping mustache and
tho fat one breath. ng hard,
Tho threo of them, it seemed, were
plunnlng n consolidation of a group
of electric llnis and public utility
rumpanles in four counties In Penn
sylvania. The electric lines had been
put through a few yearn before, In
tho llrst Hush or enthusiasm over
Interurban railwns, when the popu
lar Impression held th.it all one
needed to get rich was to run a
track between any two towns and
buy two cars to start, ono at each
end, and pans In the middle. Moat
Can You
) "lAer- just Sitsd 1 rPTTTl 'i
C HyPKQTigsi) X KT-cLme I FIRE j I1- !
i j - cj y
Mini cmrmv
III f t vn m fc. i f J v r l l
i i i i i i i i i i i i iii i rn i i i i i i i i i i i i
' i -Hwy i - i
tvtti um
of tho stock had bc-en purchased by
i cedents of tho llttlo towns along
the lines. Tho properties had paid
dividends tho llrst year- not out of
prolltfl, however, as subsequently de
veloped and had since plodded
along in un Indifferent fashion,
breaking overt one year, and running
behind ilu) next. Juorgens and his
associates had buen gradually iircu
tnuluuiig small blocks of stock, pick
ing them up hero and thuio as they
could and earning them under vari
ous names, until they had secured
control of all the Important lines but
one. Uiven control of that one. nnd
with the erection of a new power
Iiouho which would utillao tho cur
rent of a nearby river, Juergens be
lieved that the various, properties
could bo brought together under ono
holding company which would be
prolltable. A ici.iganlzntlon would
be necessary, of course, and cvcr
body who held either bonds or stock
in the original companies would lose
heavily. Hut then they wore due to
loso anyway, Juergens said. It didn't
mako ijny difference.
Juergens still lacked 3,000 shares of
tho stock of tho N. L. & G.; It was
this stock that I was to be sent out
to buy. About 800 shares were held
by a rock-ribbed old dairy farmer
named .Simpson, an cx-inember of
the Legislature and n man of con
siderable Influence In tho district: the
other shares wore scattered among
small holders who took their cuo in
the matter from htm.
An offer had been made to Simp
son x year beforo which hn had re
fused. ,Sinco then the affairs of tho
N. L. it G. had gone from bad to
worse. His holdings had steadily
declined in value; Juergens had ex
pected any day that ho might como
in with an offei to sell. Hut when
a year had patsed without h s sur
render, it was decided to go after
linn.
"You're young 'n honest lookin'."
Juergens paid to mo. "Moro'n that,
y'u know how t' deal with country
people, Get on train to-morrow
night; go out 'n ce Slmpnon. aay
Beat It!
Vf LA W
1 I u-ii
vm-Mh -mm 1
BY BRXJ
y'u represent me, nnd come t' repeat
my offer 'f last year, fifteen dollars
u share for his stock, He'll refuse 'n
try to push y'u up. Let him do It.
Let h'tn run y'u up to fifty, you
lighting nil ttr time. Take It at fifty
'n act scared to deatli when y'u do
it. 'Taln't that ho wants money so
much as that he uauts to beat som'
body. Und'stand?"
1 .ald 1 did.
"Once y'u get his, eay matter to
pick up all th" rest at your own
price. Und'stand?"
Again I nodded. Ily furnished me
with a list of nil tht MockholdeiN in
question- earning statements of the
X. L. tt O. and the surround, ng lines,
allowing how badly they were doing,
a map of a projected line to compcto
w.lb the N. L. & (J. which would
leave .Simpson high and dry If it was
ever built though Juergens hail
never Intended to go any farther
with Its bidding than the prepara'ion
of tho map.
"Now y'u got ever'th.inr but
money," hn concluded. "(Jet that to
morrow. Twenty-five thousand,
actual God We Trust money. ltest
in drafts. Money talks much loiider'n
anything iIb. Leave to-morrow
night six-thirty 'n don't como bark
without that stock, George. Und
stand7" Ills tone had ben very friendly,
almost futherly, up to the end. Hut
with the lust words his voice hard
ened, anil u cold gray light cii.no
into his eye. I wondered wlietc 1 had
seen that look before, and then I re
membeied. It Mas on the bad
grounds at Merwin, when he hail
called the last batter out ami the
crowd had started across the Held
after him.
The thin, cadaverous man pulled
nervously at bis mustache, e tug inn
critically; the fat man cleared bis
throat w.th a nolso that sunn. led like
a grunt. I felt suddenly r sense of
repulsion in their presence, a distaste,
for tho whole business. Juergeiu's
look had been disconcerting: until
now 1 would have done anything in
the world fur blni without a ques
tion; but the tone ,n which lm had
said "Don't came back without the
stock" still chilled me.
Why had 1 been selected for this
enterprise, unywny'.' llecauso niv
face was fresh, and I could "get on
with country peuple " Hut why was
a guileless face required if the bun
ness was to be open ami abovebo&rd?
Why could no! Juergens, himself,
undertako If He. too, had been born
in a country town; like me, ho had
once known how to get on with coun
try people. If ho had lost that
knack, why had he Inst it, and how?
What had happened to him? What
hal the city robbed him of?
I remembered tho stones Small had
told mo about Juergens's first days
In New York, about the pinkness of
his cheeks and the contagion of his
boyish enthusiasm: how ho swept
Into an ottlto liko a breath of clean
country air. No doubt of him bad
ever entered my heart before. Ho
was Huslncss personified to me; ho
was Huccess, Whatever hu did was
rlibt; for a smllo from blm I would
CopnliM,
fc? Th I'm l'"b!lblfj.
(Tot Nfw Tort Eifcloj Tfafii I
By
RTOTST.
have worked my heatt out And
nnu just a different glance m l'"
eye, just a subtlo change In his tone,
und for the first time I found my
self wondering nbout htm Where
had that glance como from, tint
lone? Men spoke of him as having
conquered Now York. Did New York,
then, take from n man even while it
gave to him'' It bad taken som -thing
from Juergens something that
had once Hindu it possible for him to
"get on with country people." Houliv
thing of comparatively llttlo vnlt
perhaps in proportion to what a had
given, but something nevertheless.
The ot tier two men Med out, cost
ing doubtful glances at inc. 1 turned
to face JuergLiis, tlelennlnrd to tell
him Unit I hud no stomach for the
enterprise; prepared to face that
steely glance.
And the steely glance was gone.
The man was tiansfonried ag.un. It
wub the old. blg-hmirtisl Jueigenn
who gave public building to Merwin,
he.-ideii MUbscripliiin lists and let him
self bu bossed by Ills daughter. Ho
slapped me on the back.
"Hlg chance, for y'u, Geoige," he
cneU. "Show what's lu y'u. Not
only me those other chaps too. Im
porl'nt men. Y'u'll do It."
It was the Juergens whom no one
could resist; 1 felt all my momentary
doubt melting awny before his radi
ant warmth. Yot n modicum ic
innined: I gathered courage to put a
slngli halting question.
".Mr. Juergens," I began. "I thank
you ever so much for tho rhance. I
but that Is. Is it hunest?"
"Honest!" Juergens exploded, nnd
there was just the trace of the steel.
"What d'y'n nieun. honest?"
"I mean lor me to buy up the stock
from these country people ut such
sniuJI prices. Won't it bo worth
more?"
Juergens laughed.
"Mom'' i. ourse it'll be worth more.
Whut'll make it worth nioie'.' Answer
me that. What?"
"The consolidation." I faltered.
"Consolidation riothin'. Consolida
tions don't Increase values. Only ono
thing Increases values. What's that?
Brain; that's What. Whoso brains?
Mcr Jliergens's bruins. "Member this,
George, stocks worth geti'lly Just
what th' brains of the fellows that
run the companies are woidi. Simp
ton 'nd his crowd got th' stock; wo
got th' brains. So, wo g"t th' stock.
.Seo? Always works that way; al
ways will. 'Member that "
Ho put his handii on my shoulders
and smiled down at mo in a big
brotherly kind of way.
"Don't y'u ever worry 'bout hon
esty, George. Mer Juergens been
down here twenty years, 'n no man
r'n .4,1 he rvcr did a crooked deal.
Y'u b'!lco In Mer Juorgens, don't
y'u""
"I surely do," I exclaimed whole
heartedly. 'Unod" he ried. slapping me n
tho shoulder "We're goln' do big
things, Oenrge Wo won't lei nny
body get ahead old Merwin boys,
w 11 we?"
"V certainly won't," I anjwred.
- - VJ
Maurice Ketten
CHAPTER VIII.
LIJI'T the train curly next n.orn
Y
I.llg ill l ie mil.' ioiwi mis sin"
aig at the Utile toisn this side
J. "f '""'" 'l"- M.npsot.
lived. A rickety one-hoise
sliuy carried mo up to the hotel.
the driver nnd 1 sitting together bj
his invitation, since thee wr.c. no
other passengers, lie ushlng ques-
lions all the way and I adding what
I could in the simple plcasmcs of
ill
b.s existence, without telling him ally 1," , Moess . eal." f added Ingenu
of the things be tcally wanted to , "H '!. ..1. ery anxious to make
I. now. Was I fiotn New oik? cs. " ',,,!.
I was. What wus my line? Hosiery"
(Hi, no; I wasn't selling un tliliiK.
Just in town lot a few dnjs on busi
ness. (Hiislness' There wns magic
in the word.) What business? - till,
Just n llttln privutc, biiHliiess.
After breakfast I hind a i ig nnd
iImiii out to Simpson's farm, a little
white affair, M't under the Hlueidlug
.lllUll.MT ,11 11 KICIIl IIIIMIVIO M.llll, ,,ll.
..1...1..L i.... .. i i
niii in iwiii, iiur.ii iiviiu.1111 i. (in ii iiiii-
M.ous thai it housed only human
beings not quoted on the Pittsburgh
Pi.hIuci. i:xchniige-and that it could
not lluilefole look for ill lavors III
the way of paint or cine.
i ..,.!
wun li null i.r..,l I,..' t 11 miiilihinri
Utile woman who nrobubU had been
pietty before her children came. The Doctor received me courteous
Mr. Simpson was m the barn, she ly. Had I seen Mr. Simpson, he
s.ild; lie would call him. Hut -turn- asked. I said I had. Had Simpson
ing a bit timidly she didn't think h- agreed t-r sell? I swullowivl my New
wanted any books to-day. Hugtaml conscience with one gulp.
I told her tha'. I was not selling He hail not ilellnllely agreed, I wild,
Looks, that 1 had business with .Mr but 1 believed that lie would.
Simpson. "Very well," said the Doctor.
So he came, preceded by the sound "When yon linvo Mr. Simpson's
of heavy boots and the .smell of tn, agreoment, come hack to me. 1 will
stable. He was a giant beside his do whatever he decides,"
wife; a big-miisel.il man, with a Hlirglris was thn proprietor of the
heavy beard, and the unruly gray 0l.ul ,,,., H,rP u russy. self-lmpor-
hair that is the symbol of uurul en- ,.,, ,, wjlo t.IJuM lmrdly wait for
orgy, tumbling over his head. 11. s . tu ,troducc myself,
".'i',' ra'I,"J ,lk!;'l,r""; , ,,, "I heurd y'u was In town," he
Mr. Simpson." I asked, smiling. H,,euke.l. "Simpson telephoned nie.
Ho neither sin led nor spoke; he ;,. got a little surprise out
simply nodded. I sat down, but, us mere he.he. Y'u didn't fool old
he mud., no move to follow me I got Simpson, and by Jinks, y'u don't
up iiplli a Utile awkwardly I t0ol me neither-he.lie."
would have handed him $100 of Juer- j.-or th(. econd time I plodded back
gens's money on the spot If hn had 'to the hotel,
only opened his mouth und said A t, enthusiasm that I had
something I can sell goods tn any ruU1;ht from New York had gone,
man who will talk; It is the silent W1, n longer the rising young
man, who sits dumb, expressing net- repriHentnllve of a great Wall Street
ther Inteicst, enthusiasm nor luipn- i.niisc: I was Just a tired, lonesome.
Hence, who Is Impregnable. The beaten kid. It was 12 o'clock; the
minute he speaks, if only to say, "1 )r when I had expected tn send a
don't want nothin". now gut out of triumphant telegram to Juergens.
hire," he hns weakened his defense, instead, the whole morning had
So long us ho does not speak at all, pasxed without a r.iy of hope,
no living man tan sell him anything. t burled my head In my hnnds
"A lovely day," I hazarded, not The door of my room had been
wanting to begin with business until rattling u little. I thought for a tune
he had spoken Ho inertly nodded it wns the wind. And then, as the
ugiiiu, this tuno a Idt Impatiently gentle tapping continued, I knew
So without verbal giudumn of any that some one was outside, knocking,
sort from him, without ten an ex- "Come In." 1 callvd.
press. nn on his features to tell mu The knocking ceased for a mo-
hal sori of progess l w'us unking. I nint and then began again, gently
had to plough straight tbrouga .i.j
story. 1 wuh representing Merodn
Juergens & Co, said slight
scowl touched Ins face ut tho men-
tlon of jueigeiiH's name, but I pushed
on di siorytc! Wo hud m.'do him a
lr"9s'tio!i a jcar i'o for his stuck
The Evening World's
Kiddie Klub Korner
Conducted by Eleanor Schorcr
Onrtlhl, lilt, bt XU Viw mtlUUnf C. (Tk Km Tt r.mtu World.)
Billy Boy in
By Uncle Bill
LM) nnd 81 und Hilly Hoy were
nil playing lu tho little stream,
for Ma Hear was away looking
for their supper. That l, Hilly Hoy
was playing In the water and Hud
and Sis were looking on and having
a real good time or It. Hilly had
liarned how to make n little dam und
had a nice poo), oh, mora than n foot
wide, whero ho floated lilts of bark
and green leaves for bonis. Hud and
Sis did not know how to mako dams,
because bears arc not beavers you
know. Still they were Jumping nbout
in grent glee, it was almost night
now, nnd Mu Henr would certainly
bo homo with supper oon. Hilly
laughed nnd shouted merrily. Then
suddenly they heard a cry. The llt
tlo bears wero terribly frightened
and scrambled up Into the den, but
Hilly thought It was his mother cull
ing und shouled back. "Ma-ma" nt
the top of his voice. He lletened nnd
the olce camo again, nearer this
lime and much louder. Again ho
called and would have followed off
Into the woods, but It was growing
dark nmonir tbo treis. And Just then
Mr. Hluejny screamed loudly In the
tree lops. The llltlo beari grunted
with fear; they knew u Hluejny's
warning meant dunger. So llttlo Hil
ly backed slowly up to tho den and
curled down between tho warm llttlo
bears. . .
Cow the crv was much nearer nnu
I wns not mama's volro but un uwful
scary screech, so Hilly shook wun
inrr.ir. .liml then Ma Hear came on
line tMiunu, lliisiieu inn uuun in. im..
Ibnck in the den. dropped her loaf of
. . . . ., .. t. - ,.n...
I Cousin Eleanor's Klub Kolumn j.
r tr'JJ' I home of the llruln family one after-
Dear vraaies: jnoon and frisked and frolicked with
You nil remember some weeks ngo , ,), jnln ablen until ho smelt al
liow Hilly I'"!' wandered Into H'" most exuetly llko them, nnd thnt when
. , Mamma llruln, who tells most things
by smelling them, came sho did not
,,. tne s i. i 1 1,a,Lco"'? u; r?
i... iri.iiiirtlt inn
ll' was "not essential to . Jj
1 III' a1. -
lu fact, one plan which we i
knew
iMieiv. ,' i.,i i linn
i. ...i ui, l .r, I wus to build u lino
- - ",;,, ,m would give ub
,,v,,ry(hlng we needed In that terrl-
,ory u, would cut off the N. L. it G.
altogether. Still Mr Juergens wanteu
tu be fair KrllntH.
. r replied. "I hope you
A t sel , Mr. Simpson. I
'ul' ". . V',. ' nn.l Ill's inv
My Ingenuousness did not soften
him.
"I don't care to sell," he said
grulfly, mining awny.
"Hut Mr, Simpson"
"That's all," lie thiew back. "No
ut... jour talking to me. 1 don't w.iol
to roll."
1 drove back to the hotel, washed
,, . , ... II..
me fiien iii co d watir. and studied
I. .. ,, . ., . ....
" l'"t 'f siockho I. lers that .I'V'rl'n
"" Kiven inc. i no - y .... "
number cf shares wero held b Dr.
Alger; in., imrjl nil n.ria. i "'" "
iniiiieii Allien iiiirxiiis
, , ,.., .i, ,
l lie low 11, uii'i l i ,m, ti un ,..w. w.
them during tho morning
hesllntlngls There wns another
sound, too: something like a stifled
sob. I shook iniself out of m
despair, und, walking across the
loom, unlocked tho door and opened
)t wide.
(to He Continued.)
the Wildwood
bread und, bristling, growled ravage-
ly. Tho wild cry rimped nnd tor
tured the air. Mu Hear grrfwled back
horribly. Hilly, with his hands
clutched in Huddle's hair, cried si
lently. Ily und by the screeching "began to
fade away and Ma llruln ceased to
growl. At Inst all was still,
"That waji old Tom Catamount,"
she, said In a whisper "I've; been
told for cars that there was one
catamount on this range of moun
tains, but 1 never heard him before.
TJiut Is why I tell you babies to stay
In when 1 nm away. Always run for
tho dmi If you hear a eound llko that
again."
"Foxe you need not fear," advised
Mu Hear. "Hut there urn lots of lynx
here. You may know them by the
llttlo (assets on their ears. Look out
for thorn, too, they will eat little
cubs."
"And the llttls ones with White
rings on their lulls?" Hilly asked
nnxlously, for he had that very day
been playing with one.
"Oh. that's Utile Raccoon," .Ma Hear
IntlKhed. "Do you know ho can bark
almost Ilka a dog? He Is a good
llttlo fellow. Don't fear him."
"Ilo played with me to-day," Hilly
co4bssed. Again Ma Hear laughed.
'Ho's n funny little, thing," she
said. "Ask hltn In bring you nn
apple. The summer harvests are ripe
now "
"He told nie ho would bring me
some," Hilly said.
"If ho were only Mr. Porcupine,
now, hn could bring you a lot. I roiw
hltn going homo to-night Just covered
with little windfalls. lie lies down
and rolls In tho apples and they stick
lo his spines, and he runs for home;
with thern," nnd Ma Hear laughed
mnrrlly at the remembrance.
"Now." she said, "hero's a loaf of
breml thnt I got nt tho Mountain
House. Divide) It up for your supper."
know but that he was one of her own
children,
Well, Hilly Hiiy has been staying
with tho family of bears ever since.
We, Undo Hill and I, thought that
you would Ilka to henr of some of his'
ud ventures.
From now on you will hear mora
of Hilly Hoy's adventures in the
wildwood, nnd I hope that you will
like them ns much as you have tho
ones we have already published.
Cousin Eleanor.
FEBRUARY CONTEST AWARD
WINNER.
"Welcome Homi."
All hate oft to our heroes. True
blue Americans through and through.
They have certainly proved It.
Fought, bled, gone through a living
hell, that mother, wife, sister, sweet
heart, children nnd old people might
live. It Is our turn now to give them
a rousing welcome, to give them,
every comfort and Jet them want for
nothinc. Let us nil now pray and,
hope for tho safe nnd hurried return
of President Wilson to put his noble
name on the petition for tho soldler'A
six months' pay, which will hasten
the hearts of all to give freely
townrd our Fifth Liberty Loan.
Hy WALTKIl HliTZLUtt, frd
fifteen years, Now York City.
MARCH DRAWING CONTEST.
Subject, "SprinnUme."
Ten prizes of four Thrift Stamps
(the equivalent of $1.00) will bo
awarded each of T1LN Kiddie Klub
members, ages from sir to fifteen In
clusive, who mako tho best drawings
of "Springtime."
The Indorsement of tho teacher or
parent of the contestant, saying thn
drawing Is, lo the best of their
knowledge, original and has not been
copied, must accompany each draw
ing. Drawings must bo mado In black
crayon, pencil or black drawing Ink.
Contestants must state NAM I.'.
AGH. ADDUKSH and CKHTIFICATH
NIT.MHKH.
Address Cousin Eleanor. Kvenlng
World Klddlo Klub, No. C3 Park How,
New York City.
P. S. Contest
March IS.
closes to-morrow,
HOW TO JOIM Tllll lil.LII AMI
OllTAI. YUUU I'l.V.
Ittftfuialai Uti tnr nam
Imp rut nut .It frf tht mil
i..n. nvr n; -II -tUt-
tUt -4i -I.V.'. tut mm
tiitm to l.nvin MMita
y.tnlni W.v'.l Kiddle Ktah,
V ill I'irk tlaif. N.i.
Y ' I'ltj. nilb oat ia
wlil h iji. nuui tiU mot
NAMF AUK ul ijJ-
'Kluh
iiit.e
.tn uiiJJitn uu u. .iiit.o iuii or u su?
mu mtafjttt. Ufh iwmbir u rrant
) with a mr Kloa I'm na DifflMnhJi
COUPON M.
I'lll"
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3
7

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