Los Angeles herald. [microfilm reel], May 27, 1906, Image 48

About Los Angeles herald. [microfilm reel] (Los Angeles [Calif.]) 1900-1911

Image provided by: University of California, Riverside; Riverside, CA

                
It Is Easy Enough to Sell Almost Any Article When You Know How to Do It
Herbert F. Price
»N this life everyone, has got som«-
I * thing to sell In order to get much—
1 to give In exchange for the money
he takes in to give as an equivalent
for every dollar received. Kach store
hag 'its various lines of merchandise
for, sale, It Is from this source they
derive their existence, they net their
profit and are enabled to pay the em
ployes the.lr salary. The question then
presents Itself to every sale person
that If they have got something to sell
what Is their merchandise and their
assets? Their merchandise and assets
Is to know how to handle the general
public, to produce and sell goods, and
Just as the quality of merchandise In
each store determines the price they
shall be sold for, Just so . does the
quality of salesmanship that each In
dividual pereon Is capable of manufac
turing and delivering to their employer
determine the number of dollars they
can place In their pockets.
The Successful and Unsuccessful
In every branch of business today
there are two distinct classes; of peo
ple, viz., the successful and unsuccess
ful; the experienced and the Inex
perienced. The successful, because they
commenced their business career by
seeking out for their dally occupation
that which they considered them
selves bent adapted to. and training
themselves thoroughly In that particu
lar work. The unsuccessful, because
they formed no purpose in life, but al
lowed themselves to be led into their
calling; they did not seek it; they did
not take hold of the oars and row up
the ' streams toward the shore upon
which are to be found the priceless
treasures of success. Consequently
their eyeryday uutles possess no fas
cination for them; they take no interest
in their work, nor look for opportunities
to advance. They are Just about as in
experienced as the day they com
menced.
I write for those who have selected
salesmanship for their vocation and
who aspire to success In this occupa
tion.
The Salesperson's Responsibility
All salespersons should first ap
preciate the fact that they are not only
responsible for their own success, but
also tliat of their employers. Concerns
who have conscientious, diplomatic and
well trained salespersons can't fall to be
successful. This must certainly be con
ceded as logical. But consider for a
moment what a whole store full of dis
interested, don't care, shiftless sales
people would mean to a firm. Abso
The Death Rate and "Patent" Medicine
E. F. Kemp
y~>HICAGO'S death rate for the
f '■■ month .of February of the current
year, statistics of which have just
been Issued by the Chicago board of
health, was 14.07 per 1000 population.
This is nearly 2 per cent lower than
the lowest previous death rate recorded
in the sixty-three years of registration
of deaths and their causes, In the city
of Chicago. It is more than 15 per
cent lower than' the average of the
decade 1896-1905, which was 16.59, and
is 47.9 lower than the highest death
rate for February, which occurred in
February, 1881.
This simple statement calls attention
to the fact that, regardless of the
"strenuous life" and the seemingly
reckless pace at which humanity lives,
and regardless of the alleged amounts
of "poisons" that reformers and agi
tators would have us believe we are
taking into our systems in "patent"
medicines and "adulterated" food, the
general health of the people of the
United States Is better than it ever was
before. Contrary to, what is, perhaps,
the generally accepted theory, the peo
ple who occupy the stage at the pres
ent moment have greater expectation
of living the scriptural allotment of
years — three score and ten — than had
their ancestors of like ages.
A babe born in any part of the United
States during the present decade has
greater expectation of "life" as the In
surance actuaries put It, than a child
born during any previous decade; and
adults, regardless of sex, also have a
greater expectation, up to the age of
55 years.' If the sexes are separated—
if statistical segregation is made— lt Is
found that women have greater "ex
pectation" than men. It appears, from
official statistics, whici in themselves
are interesting or instructive only In
their analysis, that women and chil
dren are In better health, and stand to
live longer, than women and children
of any previous decade.
This, if the statements of the agi
tators ■who decry "patent" medicines
and "adulterated" food were true,
could not be the case. Rather it would
seem to Indicate that "patent" medi
cines and "food adulteration" are hav
ing the very opposite effect from that
charged by magazine reformers Inoc
ulated with the prevalent desire to "in
vestigate" something and print a glar
ing expose.
Decade of Agitation
This is a decade of agitation, any
way; at least so it seems to many of
those who are in position to see and
to know. It Is often referred to as an
"era of unrest"— political, social and
moral; while really, and those who
have their fingers closest to the pub
lic pulse seem to agree, it is only an
era of agitation, In that the "unrest"
originates with those whose business it
is to attempt to disquiet the public
mind, or who have selfish ends to serve,
These agitators— men who must keep
in the publlo eye — cause agitations,
usually so skilfully timed that one
"crusade" starts just as Its predecessor
Is punctured.
The only way for these agitators to
keep in the public eye— and their live
lihood depends upon this— is to find
something to criticise and "expose";
something for which they can offer
a remedy— usually legislative. Such
legislation. It Is declared, while pre
sumably along the line of "reform,"
is really legislation In the interest of
*oma one represented by the agitators.
Take for Instance the..: "patent medi
cine agitation," which, for a year has
been given prominent part In a, few
magazines. The putent medicine bus*
Iness Is one which, by ita very nature,
is amenable to reasonable laws and one
whose Buccesß depends largely upon
public confidence. Jn this agitation the
American Medical association is sec
onded by one or two magazines and a
public official or two. The chief agita
tor* in this case are men who «m
on the pay roll of magazines which
seek, to advertise themselves by end*
less agitation. Belf advertising Is what
lute failure. Every salesperson Is re
sponsible for the quick disposal of
the goods he or she it selling, there
fore It behooves them all to do their
btfst. If they put Into their work their
life blood, make up their minds that
they are not going to be half a sales
person, but a salesperson In every sense
of the word, there can be but one. re
sult. The employer Is going to benefit
by It, find they In return will rpap their
share of his prosperity, hut no firm can
make his or her position lucrative if
they are not prosperous.
The Spirit of Co-operation
; Slaving this sense of responsibility,
then It will enthuse and produce the
spirit of co-operation. Rvery man and
woman Interested In this subject must
realize what co-operation means In our
great establishments of today— and not
only the Immense emporiums! that em
ploy thousands of salespersons, but
also the smaller stores. ITow neces
sary It Is that the employer Hnd em
ploye work together for the success of
the business. The employer sees to It
that the proper goods are bought to
sell; he has to meet the great expense
of the business, the losses, and carry
upon his shoulders the financial bur
dens. The duty of salespersons Is to
sell the Roods, and by their untiring
efforts enable the employer to meet his
many obligations, as well as make the.
business successful. Both must co
operate one with the other.
Keeping these two important
thoughts uppermost In our minds let
us review then a few of the most necea-
Rary essentials to successful salesman
ship.
Be Alert for Opportunities
A good deal can be done by seeking
opportunity and Improving it.
"Sitting under a cherry tree with
one's mouth open won't catch much,"
said Moody; "get up the tree, friend,
and give the branch a shake."
It Is strange how many prefer to sit
down and grumble at hard luck, and
go away with empty hands. How
many people there are who at the end
of a few years' employment are just
In the same position as they were at
the beginning. Their excuse is, they
have had "no chance." Some of them
are hard workers, and perhaps very
conscientious, but the difficulty haa
been that they never looked for oppor
tunities. They did the work as they
were told, as it was planned by some
one else, with probably no more brains
than they have. They never thought
of. planning, offering suggestions to
their superiors, doing their work more
thoroughly, and seeing wherein they
could benefit themselves. Salespersons
should fit themselves to take the next
the magazines seek; the physicians na
turally desire to drive from the field
the system of home medication which
is the only competitor the medical
profession has, and by the elimination
of which the doctors' Incomes would
be greatly augmented. The campaign
has been one of exaggeration. The ex
aggeration has been proven by careful
Independent investigation and the men
dacity Is apparent.
Those "Million Dead Babies"
The campaign of exaggeration culmi
nated a short time ago in a, statement
made by Dr. Wiley, chemist of the
United States department of agricul-«
ture, that "millions of babies have
been killed by concoctions known as
soothing syrups." Comparative statis
tics for six months ending January 31,
1905, shows that a very great majority
of the cases of accidental poisoning
from the use or misuse of medicines,
drugs and poisons of all natures comes
from medicines prescribed by physi
cians. About 20 per cent are due to
carbolic acid, which leads all others
and which is not the subject of agi
tation. Only 1 per cent are due to
"patent" medicines of all kinds and
character.
This fact has been demonstrated by
a Chicago statistician who has care
fully investigated every reported casi?
of accidental poisoning in the United
States, where there is any question as
to the name or character of the drug
which caused injury or death. As this
information has been secured largely
from physicians there is no question
that "patent" medicines have not been
fully charged with everything that
could be charged against them. • The
"million babies" story is relegated to
the realm of fiction.
iTo the lay mind It is strange that,
with the presence of "poison" in prac
tically everything of food — if the state
chemists whose duties are largely po
litical are to be believed — that there
Is such an unusually high grade of pub
lic health that medical comment Is ex
cited, and that the vital statistics do
not show a rapidly increasing death
rate. Yet the death rate is growing
smaller with each decade, and with
each decade It Is alleged that the use
'of "adulterated" food and "patent"
medicine is wonderfully increased.
Growth of Ten Years
The "adulteration" of food Is prac
tically the development of tho last ten
years, and during that period more
"patent" medicines have been sold
probably than were sold during any
previous twenty years. If deleterious,
they have had better chance to demon
strate the fact In the last ten years
than in any previous period of two or
three times that length. But, during
this time the death rate decreased, and
the death among children haß de
creased out of proportion to the gen
eral decrease.
The general death rate of the United
States for 1900 was 17.3 per 1000, a
reduction of 2.2 In ten years. In 18M)
the death rate for children under five
years of age was «4.5 per 1000 and 1900
it was 49.9 per 1000.
Lowell, Mass., Ik a typical American
mill town. In 1890, with a population
of 77,000, there were 1960 deaths. In
1900, with a population of 95,000, there
were only 1850 deaths — 110 Icbb deaths,
with an increase of 18,000 in population.
In' Newark, N. J., In 1890 there were
4258 deaths. The population was 160,
000. In 1900 the population was 206,000
and only 4198 deaths; 60 fewer deaths
and an increase of 46,000 population.
Only 3000 More Deaths
During the same ten years the pop
ulation of Chicago Increased nearly
600.000, while the deaths of 1900 were
only 3000 more than In 1890. In New
York during the Bame period the pop
ulation Increased nearly half a- mil
lion and deaths Increased only 3124.
. William A. King, chief of the division
of vital statistics of the United States
census office, ;ih quoted by William 13.
Curtis, says that the Bame proportion
of decrease , Is shown ' In' every ' city
where vital statistics are kept.
In Chicago in 1890 -with a- population
of 1,099,860 there were 9954 deaths
among ■ children. . In l»00, with a popu
lation of 1,489,575, there were only 8283
LOS ANGELES HERALD SUNDAY SUPPLEMENT
higher position hy becoming ac
quainted with the goods they are sell-
Ing. They should lenrn how they ar«
made, become familiar with every pro
cess of their manufacture, and every
detail that will be of service to them
In selling the good. They should show
the customer that they know theli
business nnd that they talk from a
practical experience.
Can Be Divided In Two Classes
First. As to the ability of r man or
woman to take hold of the general
public — to have the tact of drawing the
general public to their store— to please
the general public, and to have the
ability to Induce them to look at the
goods nfter thry have once crossed
the thrpshold of the store, nnd get them
to purchase.
Second. The ability of a man or
womnn when customers are standing
before the counter to tnke their minds
away from everything nnd Interest
them, shall 1 say, In the personality of
the goods they have to sell. Know
how to Introduce the goods properly,
create the Introduction into attention
—the attention Into Interest— lnterest
Into desire, and the exchanging of the
goods into money.
# Personality
Personality Is a most essential requi
site to R:>od salesmanship. Personality
means the qualities that enable a per
son to enter Into sympathy with the
general public, to stamp personality
and service on their minds so forcibly
that when they think of buying an
article the store Immediately flashes
across the mind of the Intending pur
chaser, and their next thought finds
them standing before the counter.
No man or woman who lacks per
sonality In salesmanship enn ever ex
pect to he successful. They had bet
ter seek some other occupation. Their
Income is based on the goods they sell,
and the Impression left with the shop
ping public Is going to decide how
much business they are going to draw
to the establishment. The more cus
tomers they can get hold of to build
up the business, the more goods they
are going to sell, and the more goods
they sell the greater will be their re
muneration.
Taking an order and waiting upon a
customer Is not salesmanship. Having
once done this, It requires tact, Intui
tion and judgment, and these elements
must be realized when commencing to
introduce goods. There is no such
thing In salesmanship as changing the
expression of one's face if customers
don't buy; of milking them feel uneasy
1 1" they do not lay their money on the
counter. Men and women who follow
deaths among children: a decrease of
1671 deaths on an Increase of 689,725—
practically 600,000 population. Chlcngo
Is a city that assimilates and Amer
icanizes all kinds and conditions of
poopl*-.
Headache Powder in Car Lots
In a year more soothing syrups are
taken by Chicago babies than by the
babies of a half dozen states that might
be named. "Headache powders" ate
taken by the carload in the course of
a year in Chicago and Chicago con
sumes its full proportionate share iof
the alleged "adulterated" foods. If
there is a city where evil effects from
"patent" medicines and "adulterated"
foods would he shown, It Is Chicago.
Yet In Chicago the average term of
life is Increasing steadily.
According to the bulletin of the Chi
cago board of health the average aq;e
at which death occurred in 1869 (that
is the average of the ages of the per
sons who died that year) was 13 years,
10 months and 28 days. In 1875 the
average had raised to 16 years, 2
months and 12 days. In 1885 it was 20
years, four months and five days. In
1895 it was 24 years, seven months and
nine days, and In 1905 it was 31 years
ten months and one Any. In the period
1566-1875 the ' Chicago death rate w:is
23.86; 1876-1885 It was 20.30: !in 188S
1K95 it was 20.09 and in 1896-1905 it was
14.71.
A Significant Fact
It will be noted that the death rate
deceased more rapidly In the decade
of "adulterated" food and "patent"
medicine than In any other decade.
The death rate for children for 1890
and 1900, from certain diseases, w.ia
as follows:
1890. ISOO.
Diarrhcal diseases 104.1 85.1
Tuberculosis 245. 4 195. fi
Typhoid fever 4t!.3 Hi). 3
Diphtheria ..70.1 35. 4
Croup ;... 27.0 9.8;
Cholera infantum 79.7 47.8 j
Scarlet fever llS.fi 11.0
The Fo-callert "patent" medicines for
children are frequently for diarrhea!
diseases, for croup, for cholera infan
turn and for troubles which, If un
checked, might result in diphtheria,
and the decrease In the deaths among
children is the most marked in these
diseases. There are no "patent" medi
cines for scarlet fever, or typhoid fever
and these show the least decrease.
••The greatest need of the duy, in
the way of legislation protective of hu
man safety and of health and life Is In
a law absolutely prohibiting the dispen
sing of medicines by physicians except
in emergencies— an evil which, could
the afflicted know, or the dead speak,
would he found to verify the records
of the health department of American
citleH and nf the experience of all who
are in a position to know. In testimony
of medical Incompetency or careless
ness of a degrpe and kind productive
of results compared with which all
evils associated with domestic reme
dies and counter prescribing .ire
dwarfed Into Insignificance," says the
Western Druggist. "If the medical
gentlemen b;tok of these evils will first
do their part In eliminating the sources
of danger to the public from their
ranks by supporting bills prohibiting
the dispensing of medicines by physi
cians, or In case of such dispensing
nnd of a fatal termination, requiring
that the services of the coroner be In
voked, It will then be In order for
these medical reformers to grapple the
question of reforming the drug trade."
Latest Books for
the General Reader
RODKRT HAVEN SCHAUFFLKH
muy not be the most Kklllful lit
erary craftsman in the world, and
he' certainly does mix up his German
dialect, though in the tongue of the
Vaterland he. Is ut home, lint he has
the soul of the musician, and In the
interpretation of its language he Is an
adept. "Where Bpeech Knda" la a love
story of music. and musicians of great
tenderness and . beauty; the ordinary
reader will like It for the love Interest,
but the musically inclined will revel In
out these Idea* arp no salespersons.
They must get away from the physical
or mental forces If thpy are to Incul
cate into their business the ability to
Invite, suggest, Interest and lead the.
customers to decide, whpther they will
purchase. Once having Introduced
goods properly a sale is half made.
The Attitude of Indifference
There Is apt to be among many sales
people today an attitude of Indiffer
ence, of disloyalty; one which repels
and disgusts, and which to men or
women shopping la positively nauseat
ing nnd annoying. Peoplp of this type
are making a millstone of their labor,
rather than a stepping stone to reach
tho highest point and get the best sal
ary. The correct attitude of a sales
person should bo one thnt Inspires and
electrifies and impresses every cus
tomer with attention nnd Interest In
the business as well as in them. One
of readiness, alertness, promptness,
willingness and that bespeaks for
every clerk to say at nil times:
"Mndam, It Is a pleasure, to show
you these goods whether you buy them
or not."
Don't Argue
Argument Is thnt which arouses and
stirs up the combat Ive forces In an
individual. It Is that which sets will
power on a keen edge and makes men
and women rebellious. A good sales
person will learn to be a Judge of
huninn nature. Experience will tench
them. If they make n study of It, to
gauge how much he or she can do
with an Individual, how far they can
go, and abovo all when to stop. Their
own judgment and knowledge of tho
goods mny tell them that they are
absolutely wrong, but nothing annoys
a customer more than to have a clerk
argue with them, so it Is wise to nut
out nil argument when trying to win
n customer's favor.
Don't Ask Too Many Questions
It Is not good policy to ask cus
tomers the questions. "How much do
you wnnt to pay?" "Mow much have
you got In your pocketbook?" These
are familiar questions today In every
store. As long as clerks are selling
goods or Intend to remain behind the
counter they must avoid such ques
tions, nnd say to themselves as they
straighten up, "How much ability do
1 possess to gel the customer to buy?"
It Is- ability that sells goods, and not
how much their husbands or mothers
have given them.
When just the goods asked for are
not In stock they should never resort
to questioning. . Reach out and get
the nearest thing to it, lay it before
it for the vein of musical atmosphere
which pervades It. It is the best since
"The First Violin"— that is the superla
tive in its praise.
"Where Speech Ends." By Robert
Hanson Schauffler, with a prelude by
Henry Van Dyke. New York: Aloffatt,
Yard & Co.
"Tho Invisible Bond" Is a love story
by Eleanor Talbot Kinkead, dealing In
its lust analysis with the cruel Judith,
who separates a man and his sweet
heart by telling the former of Sibyl's
marriage to a foreigner,. It turns out,
of course, that it Is another Sibyl, a
cousin of the right one — that is always
the way In a novel. There is also in
volved one Marlon, the siren type of
woman, who wears black gowns well
off her shoulders and has red-gold hair
and stands against a greenish back-
Ish background, whereas Sibyl— the
right one, that is — wears pale green
and sits on an old-rose sofa. The con
trast between the two women, their
contest for the man — same story, in
new environs— make a very readable
tale.
"The Invisible Bond." By Kleanor
Tiilbot Klnkoad. New York: Moffatt,
Ynrd & Co.
Leontine Stanfleld, -who achieved a
certain measure of fame on the stage
ten years ago in the.Hoyt farces, has
issued a small paper-bound volume
of vorsej, from plates saved from a.
recent fire. The verses are not
'"poems," nor docs she claim they are —
becoming modesty In an actress: — but
arc written, she avows, for those who
love rhythm and yet find poetry "as
weary and unendingly monotonous as
a etreteh of asphalt pavement." J
Hook oi Verasi By Leontine Stanfield.
New York: J. S. Ogilvie Publishing
Co. .•; ■■':■ •;•
"What Would One Have?' a book
without an author's, name added, has
as a sub-title "A Woman's Confes
sion." Advance copies submitted to
certain men and women— professional
people, mechanics, clergymen, common
laborers, teachers, newspaper men,
authors— have brought prompt and en
thusiastic replies, evincing that It is by
no means an ordinary, but rather an
unusual work. Men and women in all
classes of 'society have been moved
by it. Many In all circles are eager
to meet the author, who writes with
a fredom and purity- that entitle her
to a wide recognition from lovers of
good books. The work has a llvlnfj
quality, and mirrors life and love and
the real experiences of existence.
What Would One Have? A Wo
man's Confession. Boston: James
H.- Wesl Co.
"Camp Kits and Camp Life," by
Charles Stedman Hanks, Is a practi
cal handbook for the woods; It Is en
tertaining as general reading, and yet
all the suggestions In It are very spe
cific so that v man going Into the
woods will find here useful directions
as to making camp; the outfit he
should have; how to take care of a
rille; recipes for camp cooking; .in
finite directions for tho treatment" of
injuries and sickness In camp; hints
as to the best flies and rods; how to
go about the shooting of birds and
large game, and all the varied lore of
a practical woodsman. The render
will be Impressed with the fact that
no words are wasted, and that the di
rections and advice are practical:
moreover, the illustrations exactly fit
the text, and were taken by the author
to illuminate the points which he
makes.
Camp Kits and Camp Life. By
Charles Btedman Hanks. New York:
Charles Hcrlbner'a Sons.
"By Love's Sweet Rule" Is the title
of a book for girla which has just been
written by Oabrlelle Jackson. The au
thor has. shown sympathy and under
standlng'of girl nature in the drawing
of her very engaging and attractive
characters. Margaret lost her mother
when almost a baby, and has felt the
restrictions of an unsympathetic aunt.
At last a young woman is engaged to
take the latter* place as housekeeper,
and a transformation is wrought. How
she gilds the dullness of Margaret's life
with sweetness and brings mutual love
and happiness into her home, form the
main theme of the story. There la ro
mance and adventure . enough In the
narrative to satisfy the most exacting.
Hy Love's Hweet Rule. By Gabrlelle
Jackson. Philadelphia; The John C.
Winston company.
the customer, Rive them a second to
look at the goods and simply say, "that
Is the nearest thing In stock to It to
day," and In fifty per cent of the cases*
a dale wltl be made. Kven If this is
not. the result the goods have been ad
vertised, the customer interested with
the clerk's attention nnd willingness,
and nn impression left on their mind
such as will cause them to return for
other goods.
Must Not Overlook Honesty
Poor Richard's snylnsr, "Honesty Is
the best policy," should ever be up
permost In their mind*. In endeavor
ing to force a sale ntlck to the truih
from the very commencement, Never
allow any misleading expressions to bp
used in describing the goods or the
vnlues. Because until? customers may
look easy, don't take advantage of
them. They may be a. good deal
smarter than they nppenr and very
quick to detect untruthfuiness. Be
sides they may unconsciously come In
cont.net with some one who knows
more than they do nbout the article
they are spiling. Honesty can have
but. one result, that Is the gathering
nround salespeople of customers who
will go away every time they visit
them full of praise for the way they
arp treated, the manner In which thpy
conduct their sales, a firm believer In
their employer's goods nnd prices and,
what is more valuable than anything
cine, a gre-U respect for them person
ally.
Have Self-Reliance and Courage
They must hnve self-reliance and
courage. If they never have any faith
In their own powers they never amount
to anything. If tholr attempts nre
hnlf-henrted and they have the Idea
thnt they are going to fall, nlno times
out of ten they will frill. But If they
ro nt it In a. determined, confident way,
paying to themselves. "I will succeed,"
they usually will. But don't let self
rpllance be confounded with conceit.
To think they can sell goods better
than anyone else implies conceit, but
to feel they have the power to try and
sell them as well as anyone signifies
a confidence In their own efforts.
They must have sufficient courage to
proceed In the face of great obstacles.
They must not become pessimistic In
their views simply because they do not
advance as rapidly as they think In
their estimation they should. "Rome
■was not built in a day," and they
are obliged to show results before they
receive an Increase In salary. The
superintendent of every large estab
lishment is In touch with the sales of
every Individual person, and he knows
San Pedro: Los Angeles' Great Harbor
Ex.Gov. Lionel A. Sheldon
IN THE first thirty-six years of the
government under the constitution
no money was appropriated by con
gress for public improvements.
During that time the country was
poor. One important work was that
of the. organization of the machinery
of the government, and another was to
prepare the regions westwa 1 for set
tlement. There were wars » :th the In
dian tribes, controversy with France
that involved an incipient war, intense
feeling aroused over the alien and sedi
tion laws, and much discussion and
feeling over differences of views on
economic: questions. In the meantime
there was* war with Kngland. The
country had no time to give profound
consideration to civic improvements.
The south did not care for Improve
ments of rivers and harbors as It wns
neither an industrial nor a commercial
section.
Besides all this, there was a conflict
of opinion on the subject- of the con
stitutional authority to appropriate the
money for public improvements be
yond what was necessary to the busi
ness of the government. Many were
decided in the view that the funda
mental law contained no such war
rant. But the pressure for doing that
which would facilitate trade and es
pecially the settlement of the vast
westward domain brought the subject
prominently before the country and
forced the government to adopt and
announce an Interpretation of the con
stitution and the formulation of a
policy on the subject of internal im
provements.
In 1524 President Monroe sent to con
gress a special message In which was
elaborately discussed the power of
congress to help in the field of public
improvements. He affirmed the power
to do so, and bused his conclusion on
that clause of the constitution which
confers power on congress "to lay and
collect taxes, duties, imposts and ex
cises; to pay the debts and provide for
the common defense and general wel
fare." His only limitation was that
the work should be of a material char
acter. Under this Interpretation the
national road was ' constructed from
Cumberland, Maryland, to Indlanupo
lls. President Jackson recognized the
Monroe Interpretation, though he
vetoed the Maysville road bill on the
ground that It was local and not na
tional. ■■ • .{ •■•:
When the door was once thrown
open there was movement In favor of
Improving harbors and rivers,' but
there was not discrimination between
what was trivial and useless and what
was Important and useful. Every
member of congress In whose district
was a stream that emptied into sea,
lake or bay sought an appropriation
to aid him in retaining his seat. The
question of the value or necessity of
the appropriation entered not Into con
sideration. What the member sought
was the support of his constituents. If
he could not get an appropriation for
Improvement ' he ' had a resolution
passed that a survey should be ' made
by the engineers with a view to deter
mining whether a stream or an outlet
should be the recipient of an appro
priation to Improve It. In the Interest of
commerce and navigation. Under this
kind of ideal appropriations for rivers
and harbors became a farce of extrava
gance and profligacy, though in the ag
gregate on a small scale.
Polk's Interpretation
. In 1848 President Polk vetoed a river
and harbor bill because it ' contained
appropriations for the great lakes,
which he thought' were unconstitution
al while those on. the.seacoast were
not. Mr. Corwln said that according
to Polk's theory It was not necessary
to consult a profound lawyer in reapect
to tho constitutionality of a river and
harbor bill, but to employ a chemist to
determine whether the water waa aalt
whether they are earning what they
pay them or are entitled to more. If
they are a. good salesperson it will not
tAke thorn long to become ft vs.lus.bl*
Requisition to the store, and they will
receive whnt In their Just reward; but
dnnV expect to reap a rich harvest
after two or three months' service.
Tvook to the old world nnd learn n,
ftood lesson In patience. In Europe It
In the custom today, nnd has been for
mnny years past, that an applicant
who desires to get into the mercan
tile business must have an Influence
to obtain a. atnrt In the particular es
tablishment selected, and In many
rune* pay a. premium and give their
services for (wo or morn years In order
to learn the buslnens. This Is true
with many of the leading houses at the
present.
An Ordinary Education Necessary
They must have nn ordinary educa
tion. By that 1 menn they must know
the elementary branches of legible
penmanship and pinln figures. The
knowledge of multiplication, addition
nnd subtraction nrc the. necessary
things for them to be well armed with.
T know numerous persons who have
lost their positions because they could
not write out a plain, intelligent salps
slip or figure correctly. They must
not be Battened because they can sell
two neckties at 25 rents or half a dozen
spools of cotton at 5 rents and figure
the total In their hend. Any dummy
can do this, rtut become, so proficient
that they con figure rapidly nnd cor
rpctly so many yirds of goods and a
fraction at 12V4. 12% cents a yard, or
whatever the price mny be.
Neatness of Appearance
It should not be necessary for me
to say anything pertaining to neat
nessi but some salespeople treat thle
essential very lightly. To cultivate
the habit of neatness is one of the
most Important things to do. There
nre certain lines of business where
untidiness is not noticeable, but In
selling goods salespeople come In con
tact with people of refinement who find
a great deal of comfort in having neat
appearing salespersons wait upon them.
I have noticed some men upon seeing
n customer advance towards them re
move from their mouth a fist-full of
tobacco, and prepare themselves to
wait up.on her with a breath sufficient
to drive the customer four or five
blocks away. Fine clothes are not so
necessary to neatness, but keeping the
whole person In attractive form.
As to Loyalty
In salesmanship it seems to me loy
alty sums up practically every impor
The practice until within the last
fifteen or twenty years was not only for
members to urge frivolous appropria
tions, but they were doled out In drib
lets, a little at a time, and when one
or fresh.
Since I was a member of 'the house
the committee on rivers and harbors
has been created which has Jurisdiction
over appropriations for. improvements
of the water channels, which formerly
belonged to the commerce committee,
appropriation had been expended the
work done was generally so deteriorat
ed before another was made that the
money expended was practically
thrown away. During a period of four
years in which I was a member of a
sub-committee of the commerce com
mittee of congress to prepare the river
and harbor bills, I aver that it would
have been quite impossible to pass any
bill for the Improvement of rivers and
harbors unless there was put in it
items of expenditure that were of no
public benefit. Members would not
vote for It, and they were more num
erous than would be supposed who
would vote against any bill that did not
do something for their districts.
More rational ideals have since
gained ascendency. The construction
of railroads has concentrated com
merce at a few points and has drawn
attention to the Importance of im
proving harbors and of making con
tinuous appropriations that the work
may go on uninterruptedly to comple
tion, thereby avoiding deterioration
from waiting till another appropriation
is made.
Millions were spent on Hell Gate to
facilitate commerce between New
York and the New England coast. The
same was done at the Dcs Molnes
rapids, on the upper Mississippi, and
on the Portland cunal at Louisville in
planking the rapids in the' Ohio. It
was the same at the St. Clatr Flats
above Detroit, also in jetteelng the
South Pass at the mouth of the Mis
sissippi river and in constructing har
bors at Galveston and Savannah. There
are other works of less magnitude In
a number of localities of the same
character.
Harbor for Los Angeles
A woman who had traveled much
said she had observed that wherever a
city was built the people put a river
by the side of it. That Is true In re
spect to Improvement or building- a
harbor. Wherever there Is a large city
and conditions are such that the con
struction of , a harbor Is practicable. It
la done because the contiguity of the
city means commerce, the extent of
which Is determined by the resources
and population nuturally tributary to
It. This leads one to consider the
question of a harbor for Los Angeles.
That harbor must be at San Pedro
if this great city is to have an adequate
outlet to the Pacific • sea, for that Is
the most feasible place at which a
harbor; of 'sufficient commodlousness
can be provided and at the least ex
penditure of money.
It is not necessary to enter upon an
elaborate description of the Immense
region whose natural outlet to the sea
and orient is through this city.
Physical geography makes It so. . It
Is a region of large and rapidly In
creasing population and production,
whose resources , in many important
lines are immeasurable. It is almost
as impossible to stop the flow hither
ward as it would be to dam a river
with a pitchfork. Any hindrance to the
volume must be removed to the utmost
practicable extent. The only serious
obstruction that can exist will be the
lack of adequate harbor facilities at
San Pedro. . . , ■- , ,'■/
The question is, what should be done
there? General {alk ts of no avail un
less directed to«1ho accomplishment of
a specific plan. When that is done talk
may help some, but work is better.
It so happened that the first na
tional appropriation for Wilmington,
as the location was then designated,
came from the subcommittee of con
greßS, of which I was a member. The
subject was laid before me by Aaron
A. Hargent, then a member of the house
from the middle part of the state, at the
instance of General Banning. The sub
committee put into the general bill*
tant feature. What does loyalty mean?
It Is this: That clerks will never
speftk disrespectfully of the firm who
employ them, of the sign over the
door; while they work under the roof
of their establishment they , will b«
loynl to them. They should never re
rrmin In a place where they are not
perfectly satisfied, where they have
lost confidence In tho Roods, where they
nre always disgruntled or annoyed,
for they not only hinder their own
prospects, but create a feeling of dis
satisfaction among their .associates
also and injure, the business generally.
It Is only right that they should ten
der their resignation, or go to work
with a loyal, willing heart.
Kvery salesperson should give In ex
change for their salary, experience,
education, Judgment, politeness, hon
esty, truthfulness and loyalty. These
are tho virtues and accomplishments
they sell when they engage themselves
to nny concern. Then there Is loyalty
to the goods— being unable to recom
mend a piece of pvotls or anything else
thnt Is not perfectly right. Loyalty to
those In authority over them— the buy
er, superintendent or whoever they
may be. If they tell them anything
for their personal interest, they should
listen attentively, nnd have* an appre
ciation nnd gratitude for any one who
Is willing to aid them in their business,
nnd by their kind advice assist them
to get their foot upon the next rung
of the ladder of success.
Stand by One Another
Loyalty also means this: They will
never speak disrespectfully or unkindly
to a fellow clerk, or do anything detri
mental to his or her success. They
will not become selfish in their mo
tives, but realize that the clerks next
4t> them are junt as anxious to succeed
as they are, and the taking away of
customers from them for their own
self-gratlfleatlon without any regard
to their success simply signifies a nar
row and uncultured nature. -.'•■•.',•";'• *V.
On the contrary they will cultivate
an unselfish, kindly and sympathetlo
disposition. Such a spirit as this pre
vents friction behind the counter which
alwayß keeps the mind disturbed, and
where such things prevail the best re.«
suits are not obtainable.
In closing this article upon sales
manship I quote a verse which I think
is an excellent motto for everyone
to keep before them :
If you strike a thorn or rose,
Keep a-goln'; »
If It hails or If it snows.
Keep a-goln';
'Taint no ÜBe to sit and whine,
. When the fish ain't on your line,
Bait your hook and keep on tryln 1 .
Keep a-goln'.
$75,000 for Wllmingrton and It carried
through the passage of the bill.
Having gained some knowledge on
the subject of river and harbor Im
provements while I occupied the posi
tion stated, I have continued to taUe
an active interest In the subject. When
the contest was being waged between
Santa Monica and San Pedro I vlsiteti
both places for the purpose of forming
opinions satisfactory to myself as to
what should be done. The views that
then impressed themselves on me I
still entertain. .'..,,."; V.'.'v
Must Be San Pedro
The government is committed to the
work of making- San Pedro a harbor by
authorizing a breakwater or sea wall,
and doing a certain amount of dregding.
The sea wall is of some value, but does
not comprise all that should be done.
Construction of a breakwater does not
make a harbor. It is a very important
structure on coasts subject to visita
tion of frequent and destructive storms.
Along the coast of Southern California
a harbor of refuge is not so very neces
sary for there are not more than ten
days in the year when shipping is in
danger, and at San Pedro the necessity
is less as ships can seek refuge on the
lee side of Catalina Island.
What Is needed is enlargement of the
area in which can be moored many
ships while discharging and - loading
cargoes. Such an area is demanded at
San Pedro Imperatively by the com
mercial wants already existing and
which are destined in the immediate
future to be Immense. V;.'
The most feasible and necessary thing:
to be done Is to scoop out Beveral hun
dred acres lying between San Pedro
and Wilmington to a depth of twenty
five or thirty feet. This Is entirely
practicable and cannot be very expen
sive. It will require far less money
than has elsewhere been expended, and
where commerce must always be of less
magnitude than that now existing here
and awaiting adequate facilities, to say
nothing of what will be built up In the
future.
The land mentioned is now of no use
to anybody, being covered by shallow
water or being a morass. Examinations
show that neither rock nor hard clay
will be encountered. The earth thrown
out can be disposed of to elevate the
surface of a large tract and render it
of great value for building wharves,
warehouses and other structures that
the commerce will require.' The govern
ment need only throw out the
earth; It will be gratuitously
and gladly distributed by . tho
owners .of " adjacent lands. The
work can be quickly done with the
modern dredgers. .And when compleloil
there will be little, and perhaps, .no
cost in maintaining the depth,' for .no
silt will be deposited by sediment bear-
Ing water flowing into It.
Nor Is It likely that the flow of the
tides wlllbrlng to it much, if any sand,
from the sea. It- will constitute one of
the best land-locked harbors In the
world. '
There Is no sense In asking dribbling
appropriations and doing the work lv
a piddling sort of way. The scheme
mutt be presented in Its magnitude. It
will not frighten congress, but if oniy
small things are.asked for congress will
stop there. The magnitude of the, in
terests In value require strenuous'.ln
sistence, and the sending to congress of
a representative who has larger Ideala
1 than the mere getting of offices for
'personal or party workers or confines
efforts to begging favors from depart
ments or congress. All that Is wanted
must be demanded in the name of jus
tice to this section and of the general
welfare of the nation.
Los Angeles city and county now have
a population of four hundred thousand,
and the rapidity of Increase. is phs
nomenal. The population, wealth, enter
prise and talent of the people entitle this
section to every high consideration,' to
say nothing about the immense and
rapidly growlnß parts of the nation
that will derive benefit from sufficient
harbor convenlences-at Han Pedro.
"How. was the operation, doctor?"
"A perfect success In every way." '• . '.
"Patient getting along nicely. I sup
pose?"
"Well, as a matter of fact, I can't
say he is; he died."— Princeton Tiger.