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MAKES MONEY By h
COMMON SENSE Martha Greenlaw Is Visiting p Bookkeeper to Retail e Merchants. g a FOUND HER PLACE IN WORLD a d Noting the Habitual Lack of Method 0 of Smaller Shopkeepers, She Hasl Been Earning Good Salary by Correcting Their Errors. By RICHARD SPILLANE. p (Copyright, McClure Newspaper Syndicate.) b The boss, In announcing that there 0 was to be a redistricting of the e branch food products houses, was de lighted. His branch was to be closed but he was to have charge of another n in a larger city and was to have anc, increase of salary. He wanted to take t4 most of his subordinates with him. , He told Martha Greenlaw, who had been his bookkeeper for seven years, a that she was to be transferred with n him. Miss Greenlaw went home with no sense of elation. What was an ordi- h nary happening to a big business con- p cern was a matter of supreme im- p portance to her. If she moved it s meant the breaking up of her home, $ the sale at a sacrifice or the rental p of the little house she had purchased v out of her savings and to which she c was greatly attached, separation from o friends of a lifetime and the opening t. of a new existence under conditions b she never had known before. She s might face the change alone but it v would go hard with her mother. Her t mother was old and none too strong. t Martha was her sole support. It is h difficult for an old tree to take root n in new soil. Miss Greenlaw thought it all out for herself. She knew she was a 11 good bookkeeper but she also knew I it was no easy matter to get as good $ a position as the one she held. The n more consideration she gave to the 11 matter the more convinced she was a that she couldn't leave the home ti town. She told the boss. He said p he was sorry. Then he forgot Miss GOreenlaw. His mind was full of the details of moving and the big pros pects before him in his new field. Following the ordinary method Miss Greenlaw went among her busi ness friends and acquaintances look ing for a job as bookkeeper. Most of them told her times were dull. None of them knew of a vacancy just then but they assured her they would keep ,- JE mind and when they heard of anything they'd let her know. It usually is that way. Weeks passed and no work came to the woman. Then she concluded that if she was to get employment. she would have to make a position for herself. Lax Methods of Retailers. One of the many things she ob served in the years she worked in the branch office of the food products company was that the average small retailer to which the company sold goods was lax in his business meth ods. Many of them were slow in pay ing their bills. Some of them got mixed in their accounts with the com pany and apparently didn't keep their records straight. She had heard the traveling men of the house tell re markable stories of the slipshod ways and general carelessness of men' whose trade amounted to many thou- I sands of dollars a year. Unable to sell her services to one < large concern, she got to wondering I if she could not sell them to a num- t ber of small ones. The more she con- a dered the matter the more it ap- t led to her. She went to the credit C an of a large jobbing house and I told him what she had in mind. He a was impressed favorably and gave her a lot of names of possible custom- t era. She got lists from other men I and started out. These lists included I millinery houses, Jewelry stores, gro. a cere, etc. t The first place on her list was a1 general store. One glance at the ex- I terior convinced her that it would be t useless for her to talk to the prdprie- I tor. Everything indicated slovenly I habits on the part of the owner. It I would be a hopeless Job to straighten a out such a man. i The next was a jewelry house. It t was neat and inviting. The owner t was not too busy to give five min- t utee of his time to her. She always I talks well and she talked particularly I well that day. She told a little about t herself and about the general idea I she had in mind. t Jeweler Gave Her a Trial. t "1 am not a business expert, a busi ness doctor or a business quack," she a said. "I simply am a good bookkeep- < er. I think the small business men need nothing so much as good book keeping. That has been my observa tion from my business career. You i keep your own books you tell me. ( Possibly the time you give to your I books could be used more advanta geously by you in looking after your I customers. I do not know. What I do know, however, is that proper bookkeeping will perform the same I function for you in regard to your whole business as your electric light meter does in regard to your electric ity or your gas meter does in respect I to your gas. The meters keep books for you on your electricity and your gas. If your bills run high the meters tell you there is a leak or waste 1 somewhere. They do not stop the leak or the waste but they start you hunting for them. Good bookkeeping will show you where there are leaks or waste in your business if you have any. That will start you to thinking along economical lines. You can em ploy a cheap bookkeeper for much less than I will do the work, but what I may do in two days a less ex perienced bookkeeper would take a week in doing and, with all due mod esty I may say, is not likely to do so well. Do you wish to engage me to give a certain amount of time each week to your business? If you find, after a month or two, it is not to your advantage the arrangement can be discontinued." The jeweler thought over the prop osition for a day and then engaged Miss Greenlaw. Within two weeks she entered into a like agreement with a retail grocer and a milliner. She took desk room in the office of a general stenogra pher, got her name in the telephone book and sent out an announcement of her business-visiting bookkeep er to retail merchants. It is astonishing what a bright, clever person with a well-trained mind and business knowledge can dis 1 cover in a business house where sys tem has been noticeable for its ab sence. That jeweler was a good artisan and a good salesman. He did a bust 1 ness of about $20,000 a year and em ployed several hands. His store was in a fairly good location, his rent not heavy and he should have been pros perous, but he had a hard time meet ing his bills. He had been in the same location nine years. He owed $2,000 to the wholesale houses. They pressed him continually. If they were inclined to do so they could close up his shop at any time. The 1 only reason they did not was because they felt they had $2,000 invested in his business and it was perfectly safe. In addition they knew he t would have to buy from them at their price and was not in a position to balk or protest. He was hitched, 3 hobbled, tied-an independent retail merchant in name but not in fact. His Business In a Jumble. One of the first things Miss Green e law did was to inventory the stock. The Jeweler said his stock invoiced I $30,000. Miss Greenlaw found it did ) not invoice $15,000. There was a lot of "dead" stuff in the collection, 3 articles that had a fair value when the jeweler bought them but which I passed out of style long ago. In the a fý`."ý+?\ýý.ýº;. it ý w' , e p SI.. Sii d . L. Ir eI "Dn' eeWatICa o gi * 11 ' r·5 et "IDntSeWhtICnD. ye stock were such things as clocks that I an were not much as timepieces but had 1 ,u. all sorts of statuary to set them off. Then there were old-time cruets for i se oil and vinegar, neither ornamental I Ig nor particularly serviceable but cer- I m. tainly costly. All this junk had been I ,n. acquired from the man who had been p. the Jeweler's predecessor and was lit considered quite fashionable just aft- I sd er the historic meeting between Lee ;e and Grant at Appomattox. ve When Miss Greenlaw tried to check in- up the jeweler's books she found they 1 an were in an awful mess. She asked ed him to explain some discrepancies 'o- and he could not. Gradually she got to understand his method, or, rather, a lack of method. When he needed ,x- money for anything he simply went be to the cash drawer and took what he le- required. Sometimes he left a ly memorandum to account for the 1 It money. Sometimes he did not. At en any rate he helped himself. She found, too, that he drew more out of It the business for his living expenses er than the business warranted. Despite in- the fact that he owed the wholesale 1 ya houses $2,000 he had refitted his ly house and had paid $2,000 for furni ut ture. One of his relatives had been ea seriously ill and the Jeweler had paid 1 the hospital bills. He figured all this I time that with a $30,000 stock on hand I si- he was amply able to do these things I he and that sooner or later he would ,p- catch up and be able to pay off his en outstanding obligations. 1k- The Jeweler was greatly depressed: ra- when Miss Greenlaw made plain to ou him the real situation. He could not ie. deny her findings. He had been care ur less, unsystematic, loose in his busi ta- ness affairs. To make matters worse ur his bank balance was low. I "I don't see what I can do," he said er despairingly. "I may as well shut up I ne shop." ur "Oh, no," Miss Greenlaw responded. ;ht "Nothing of the kind. Remember 1 lc- what I told you about the electric !et light meter and the gas meter. What ks you should do now is to give consid iur eration to subjects of economy. You I re should stop one leak after another ste until everything is shipshape. Your 1 he business is all right, The trouble u is that you have not given the right g kind of attention to it. If your book. s keeping had been good you would *e have discovered the leaks long ago.' g Miss Greenlaw's Wisdom. n. He asked her to suggest things for h him to do. She made various recom-. it mendations. First of all she told him x- he must look upon his business as an a institution and not as his personal d- possession. Then she proposed that io he put himself on a salary and that to he should not take a penny in excess :h of that salary out of the business for d, himself. Next she did some figuring ir on the various branches of the busi. )e ness. The Jeweler did a good deal of repair work. His way of estimat p. ing what he should charge was to d guess how much time it would take to do the Job, how much the material :o used would cost and then add 100 3r per cent for overhead charges and n profits. She advised that a card rec. a- ord be kept of every repair job and re on this card should be entered the it time the workman was engaged on p. the repairs and the material he used. She advised, too, that the charge t, should be based on 115 per cent in ,d stead of 100 per cent as formerly. s- Then she suggested that ten per cent s. should be added to the price of cer. b. tain items of the jeweler's stock. She considered his prices low and she ar n gued that the average person would I not haggle over the price if the goods n. were right. ,s That card system worked well. It jt had a good moral effect upon the men. s. They didn't dawdle or waste time. t- They didn't waste material either. ie This resulted in a saving, small it is Ad true, but important nevertheless. The y jeweler became more careful. lie wy as more earnest and painstaking in Id everything that he did. He became io a better business man. As a result se he was able at the end of a year to in pay off nearly all of the $2,000 which lv he owed to the wholesale houses. le Today he is out of debt, a free man at and a better merchant than he ever )n was before. d, The grocer who engaged Miss til Greenlaw had some surprising things disclosed to him. She figured the vari ous items of his business from a n- strictly bookkeeping standpoint. For k. example, she showed how it cost him ad about eight cents per unit to deliver id his goods. Where the delivery a amounted to 32 cents gross for the n, goods, there was no profit to the gro -n cer. The cost of delivery wiped out :h what he thought was profit. She or. 10 ganized a neighborhood store delivery it system by which three retail dealers ,d used the same delivery equipment. T. This reduced the expense of delivery wr about one-third and made the grocer al prosperous; before he simply had r- made a living. In a millinery estab n lishment her card system brought a about a reorganization of the working is force and resulted in better work and t- the stoppage of a variety of leaks. e Today Miss Greenlaw has her own office and several assistants. These k assistants are trained to work along y the lines she laid down. She keeps >d the books of about twenty retailers. a She is making more than twice as )t much money as she received when r, she was bookkeeper for the food d products company, and she has the it great satisfaction of knowing that ie she is doing a very good and helpful a work. She says that when you come ie to think that the great volume of ,t business in this country is not done oe by the trusts but by the small manu of facturer and small merchant, it is 3s surprising that they have managed to be exist in view of the lax methods that le have prevailed in regard to their is bookkeeping. Most of them are all i. wrong in the way they figure their n finances. They estimate that they id have so much stock at a certain is amount. They never take account of id depreciation of stock, of fixtures or ;s equipment. Economically, she says, id the small merchant is not half baked Is -not even warmed through-and that he never will be a really good mer. id chant until he becomes a good book. to keeper or conducts his business on )t good bookkeeping lines. e i-. 011 Paint on Cement ie There is some difficulty in making paint adhere to cement, but if the id cement is first washed with 1 per cent ip sulphuric acid (one part concentrated acid to one hundred of water), rinsed d. and allowed to dry thoroughly, the 3r paint will find the surface suitably ic prepared for adhesion. Or the cement at may be covered with three coats of d- water glass (silicate of soda), one part in to four of water, and then painted. A sr first coat of linseed oil varnish fol. ir lowed by the usual paint is effertlve-. le Scientific. American. IN LINE WITH "DE QUALITY" l Mr. Eli Brown Felt Himself Entitled, Considering His Position, to Let ters After His Name. Eli Brown, an impressive ebony tig ire in his long, black, clerical coat And collar-gift of the rector of St. James'-had come in answer to a post card or mine, asking him to call and whitewash my back fence. "I'se done moved, Miss Ma'y." he "said, when he explained to me that l he could not undertake the work that clay, as a noon 'service at St. James' I necessitated his presence at the organ bellows, "and I reckon I'll jes' leave my card so you can know whar to sen' for me when yer wants me ag'in." With an expression of dignified grat I ification he unfolded a scrap of I church announcement leaflet, which he had pulled out of his vest pocket I and handed me a card with the words: Eli Brown, E. O. B., 50 Fenchurch street. c "What do these letters stand for?" I asked. "Why, Miss Ma'y, all de quality in a our congregation has letters after der 1 names. Doctor Price he has D. D.; Doctor Simmonds has M. D., and dere's LL. D. for some of 'em, and I V. S. N. for dat Yankee off'cer; and coase I naterally has 'em. too." "But what do they mean?" I insist t ed. "Now. Miss Ma'y, don't you know? E. 0. B.-Episcopal organ blower, dat t' what I is."-Harper's Magazine. C c FOR SAFETY FROM LIGHTNING 3 Scientist Tells What to Do When One v Is Caught in Thunderstorm k Far From Shelter. C - C It is considered dangerous to be the A most prominent object in a field or r common during a thunder storm. In. deed, more persons are struck and 3 killed in this way than when shelter. fl a ing under trees. What, then, is a man 11 or woman or child to do when caught a in the open in a thunder storm? They h r may take shelter, says Sir Ray Lank. tE I ester, in a wood, though not under any lE r isolated tree nor under a long high P hedgerow. t( They should ask for shelter in any It available house or cottage. Failing P t this, they may (as goats and sheep 0 and cattle do) get under a low-lying 1 Y rock-face, or into a ditch, or dry nole, or even, if the storm is close round sI them, lie flat on the ground. It is less dangerous to b9 wet through than 1 dry, since wet clothes may, and have before now, saved a man's life, owing to the fact that they are good con. ductors and allow the electric current to pass away without obstruction. cI ick in an Artery Dangerous. - ck" in an artery is sometimes ti mor dangerous than its complete se ti erin ; for the coats of arteries are for d of muscular tissue, which con tracb, and a slight cut at once ex- y pand into a round or oval hole, t, through which the hemorrhage con. 8 tinue unless the artery be tied. Wha an artery is completely see ered the cut tends to turn in and close the tube. In the case of a small artery this closing sometimes needs i no assistance. In the case of a larger artery, the surgeon ties it at once, t and thus closes it for good. a Dr. Seward Erdman reports to the New York Medical Journal two recent i cases at Lincoln hospital in which hemorrhages broke out over and over again for several weeks in arteries Sthat had only just been nicked, and t that were finally healed by being tied Sjust as if they had been severed. The Fan In Egypt. t The fan was a royal emblem in Egypt and signified authority, happl Sness and repose. The fan bearers were generally persons of royal birth n and were initiated into their office B with elaborate ceremony. Frescoes a Son an ancient palace of Thebes rep- i B resent fan bearers carrying a semi. c. ircular screen attached to a long a handle. The Grecian ladies' nre a ferred fans made of peacock reath. i ers, as the peacock was the Dird c!I I a Juno and symbolized splendor and lux t ury. As the Romans were chiefly en I gaged in conquests of a military na a ture art industries did not flourish as i f in times of peace. Waiting for Soap. t S"Soap Clubs Held Here" Is the no tice in a shop window in Soho. On inquiry I found that the clubs were r similar to the hat and feather clubs I which abound in Whitechapel and r Bethnal Green. The money Is pooled Stogether every week for soap, and Sthere is a draw who shall have It first. You may be lucky and get your soap r the first week you join the club, or you may have to wait three months. But a glance at Soho waiting for soap suggests that it is not such a terrible Shardship as it appears at first sight. London Chronicle. Why Eyes Sparkle. Merriment causes a frequent move. g ment of the eyelids up and down, and Sas it is the function of the eyelid to t release a tear each time It comes Sdown, the repetition has the effect of Scovering the eye with considerable Smoisture. The light shining on this moisture t gives the sparkling effect. Inasmuch as the merry appearance t of the eye is caused by tears, we are Sapt to shed them from laughing as well as from crying. Tears are inti- I mately associated with our merry and I our sad moods, UGH! CALOMEL MAKES YOU SICK! CLEAN LIVER AND BOWELS MY WAY Just Once! Try "Dodson's Liver Tone" When Bilious, Consti pated, Headachy-Don't Lose a Day's Work. Liven up your sluggish liver! Feel fine and cheerful; make your work a pleasure; be vigorous and full of am bition. BPut take no nasty, danger ous calomel, because it makes you sick and you may lose a day's work. Calomel is mercury or quicksilver, which causes necrosis of the bones. Calomel crashes into sour bile like dynamite, breaking it up. That's when you feel that awful nausea and cramping. 0 Listen to me' If you want to enjoy the nicest, gentlest liver and bowel cleansing you ever experienced just take a spoonful of harmless Dodson's Liver Tone. Your druggist or dealer sells you a 50 cent bottle of Dodson's Liver Tone under my personal money back guarantee that each spoonful will clean your sluggish liver better than a dose of nasty calomel and that it won't make you sick. Dodson's Liver Tone is real liver medicine. You'll know it next morn ing, because you will wake up feel ing fine, your liver will be working, your headache and dizziness gone, your stomach will be sweet and your bowels regular. Dodson's Liver Tone is entirely vegetable, therefore harmless and cannot salivate. Give it to your chil dren. Millions of people are using Dodson's Liver Tone instead of dan gerous calomel now. Your druggist will tell you that the sale of calomel is almost stopped entirely here. The Proof Conclusive. Sunday School Teacher - What is the outward, visible sign of baptism?" t Johnny---The baby, mum. c Showing It. "They tell me that l)rosecuting at torney is very hold in his conduct of t cases. "So they say. lie must have the a courage of his convictions." RUB-MY-TISM Will cure your Rheumatism and all kinds of aches and pains-Neuralgia, Cramps, Colic, Sprains, Bruises, Cuts, Old Sores, Burns, etc. Antiseptic ° Anodyne. Price 25c.-Adv. That Cured Him. t You should have seen the way Wuf- r fles moaned over his petty ailments. Hle was one of those chaps who were ( always bewailing their ill state of health, when tll that is really the mat ter with them is the need of a little lecturing. "Oh, my chest, doctor'" he wailed to his physician one evening. "My lungs feel so compressed. Some peo ple tell me to inhale sulphur fumes. Others recommend a seaside holiday. What would you advise me to do?" "Try fresh air," said the doctor shortly. "Five dollars. please." IMPORTANT THAT PUBLIC SHOULD KNOW ABOUT GREAT KIDNEY REMEDY. The testimonial I am to give you comes unsolicited. I have been suffer ing from lumbago for ten years and at times was unable to stand erect. A Mr. Dean of this city, saw me in my condi tion (bent over) and inquired the cause. I told him that I had the lumbago. He a replied, "If you get what I tell you to, t you need not have it." I said I would i take anything for ease. He said, "You get two bottles of Dr. Kilmer's Swamp Root and take it, and if it does not fix you 0. K. I will pay for the medicine my self." I did so and am a well man. For five months I have been as well as could be. Before I took your Swamp-Root was in constant pain day and night. This may look like advertising, but it seems to me most important that the public should be made familiar with this treat ment as it is the only one I know which is an absolute cure. I owe a great deal to Dr. Kilmer's Swamp-Root, and am anx ious that others situated as I was should know and take advantage of it. Hoping that this testimonial may be of benefit to some one, I am, J. A. HOWLAND, 1734 Humboldt St. Denver, Colo. State of Colorado City and County of Denverýs Personally appeared before me, a Notary Public in and for the city and county of Denver in the State of Colorado, J. A. ITowland, known to me as the person whose name is subscribed to the above statement and upon his oath declares that it is a true and correct statement. DANIEL IT. DRAPER. Notary Public. SLetter to Dr. Kilmer 6b Co. Binhamton. N Y. Prove What'Swamp-Root Will Do For You Send ten cents to Dr. Kilmer & Co., Binghamton, N. Y., for a sample size bottle. It will convince anyone. You will also receive a booklet of valuable in formation, telling about the kidneys and bladder. When writing, be sure and men tion this paper. Regular fifty-cent and one-dollar size bottles for sale at all drug stores. Adv. It is a whole lot better to howl be fore you are hurt than to howl in a hosapital.-Philadelphia Telegraph. BUY GOOD SIJMBIJIID CUT ACREAGE COTTON SEED n INCREASE CROP THIS YEAR DECREASE COST SUMMEROUR'S HALF HALF COTTON 580 Lint, 500 Seed The moat wonderfu eIonaºthe world has eer s-a In ad diaon to htgh lint yeld it wil roduce 50% more seed corton than other weartess f I ~ BUY THE NEWEST IMPROVED SEED DIRECT FROM ME tls extremely Important that the cotton Summerowr's Half and Hall Cotton ishardy grower plant during the year 915loaly the best resists wont weether, i storm proof sad do. seed he can buy. It means economy, You velopes n spite of boll weev. Easiest ofaay grow a larrer crop, a better crop on less cotton to pick. Have thoumsads of coevine acreage, which mesas more moonr and less i un testimonias from proeressive plantaten a eopense. over cotton belt. Write for catalog. This coton created a senation and has maitained Its reputation throughout the cotton belt. It has established Itself as standard La tie minds of progresive planters everywhere who have tested it sad are now among my best yearly customers. They bow that I to yield of seed cot. too in c omparison with all other highly improved varetis is as supelror s its rwoderfl high pet cent of llnt. WrFte 4.gl forf ree catolof ot hlgh4sca stsessim entanl atwchfbsoi.sruasona I why it produce these wade'rfu Iresults and b #rge top market prices. H. H. SUM M E R OU R Box 44, Duluth, Ca. Safety First. SJohn Sharp Williams stepped out of the senate chamber in response to the card of Bob Gates, who is a Washing ton correspondent of distinguished ap pearance and much political sapience Bob asked him a number of ques t tions and then, in parting, he asked: "By the way, Senator, have you got a good cigar about you?"-putting the request under the head of unfinished business. "No, I haven't but one left-and I just now bit the end off it preparatory to lighting it." replied John Sharp. "If I'd just been a minute or two sooner-" suggested Bob. "Not exactly," said the senator. "The fact, is, when 1 started out here I bit the end off the cigar just for fear you might ask for it." GRANDMA USED SAGE TEA TO DARKEN HER GRAY HAIR She Made Up a Mixture of Sage Tea and Sulphur to Bring Back Color, Gloss, Thickness. Almost everyone knows that Sage Tea and Sulphur, properly compound ed, brings back the natural color and lustre to the hair when faded, streaked or gray; also ends dandruff, itching scalp and stops falling hair. Years ago the only wayway to get this mixture was to make it at home, which is mussy and troublesome. Nowadays, by asking at any store for "Wyeth's Sage and Sulphur Hair Remedy," you will get a large bottle of the famous old recipe for about 50 cents. Don't stay gray! Try it! No one can possibly tell that ycu darkened your hair, as it does it naturally and evenly. You dampeni sponge or soft brush with it and draw this through your hair, taking one small i strand at a time, by morning the gray I hair disappears, and after another ap plication or two, your hair becomes beautifully dark, thick and glossy. r Adv. Wears Many Crowns. He--She's a thoroughly queenly woman. c She-Yes; even her teeth have gold c. rowns.-Town Topics. re guarantee on roofing! A uless ruik is to buy rtofing not guaranteed bya responibe coan cera. When you our roofing you getthewrittenguarantes fthe wrd's largest mnanufacturer of roofing- ad building papersm. Buy materials that last Certainteed Roofing -our leading product-is guaranteed S years for 1-ply, 10 years for 2-ply and 15 years for 3-ply. We also make lower priced roofing, slate surfaced shingles, b~uilding papers, wall boards, out-oor paints, plastic cement, etc. Ask your dealer for products made by us. They are reasonable in price and we stand behind them. General Roofing Manfaeturing Co. World'rs laret mnfaturere, ofIRooJh aud Buadeaq J pera t.IplS i assl ss Ca adr l San Fraushe ea1l. l s . Ha shrs WILL SELL OR TRADE FOR LAND IN Ark., 160 a. in Clinton co.. Mo.; 5 a. cult.. 6 r. hse.. 3 barns. A. J. Nave. R .S Turney. Mo.