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Vniat Shall KBe,?
w v?airr a DRUMMER? An occupation that It ttwayt attractive to the overaa8 Amer ican boy, who teet only It tur. face features and doea not take Into consideration the energy and hard work ao essential to its aucceas. It la a profitable call ing, however, for these who matter Itt difficulties and at tend atrictly to business. By C. W. JENNING3. NE of the niOHt attractive of i ' IniBliieMs men to the aver age youth Is tbo drummer, traveling man, or com- x,' .? mer merclal talesman, or trav eling talesman, as he Is called In va rious parts of the country. This ad miration on the part of the American hoy, who Is always on the lookout for some llfowork that appeals strong ly to his Idea of what Is both agree able and profitable, Is duo to the ap- pe.-u-auce of comfort and prosperity which the traveling man presents Vthcn "on the road." This, of course, is only a surface feature of the busi ness and does not do away with the fact that underneath this apparently carefree exterior there 4a the name necessity for the exercise of good busi ness ability and application that char acterize most other occupations. Your boy who has an ambition to cdopt this calling bhould be made ac quainted at once with the facts In tho case. He should be convinced right at the start that the traveling man's gold Is not all glitter, and that he Is one of the hardest worked Individuals to be found among those who are trying to get on In the world. That wagou load of trunks which he to blandly orders Rent 'to the sample rooms of tho hotel has to be unpacked, every one of them, and tho contents attractively spread out on counters and thelves and ho must do it all himself, because It Is his tasto and knowledge cf goods which must bo used In arranging them so attractively as to hypnotize the local customer Into buying. After a few hours these samples must all be packed again and sent on to the next town. The traveling man's easy affability and happy-go-lucky expression is not as sumed much for pastime, but for the purpose of selling goods, and to sell goods in these days of strenuous coin petition means the hardest kind of work and study and acuteness. And, furthermore, as ho works on a com mission basis, either directly or indi rectly, his success depends entirely upon his own efforts. This is mure general in his case than in most oc cupations. liut if your boy still insists on being a drummer it is quite possible for him to be one and also have ahead of him tho prospect of as great success us at tends tho other branches of mercan tile life. The best way for him to begin Is with gome wholesale house, the larger the institution the better. However, unless in tho rarest of instances, he will not be able to earn his living the Orst year; for this time will be spent largely in getting acquainted with the rudiments of the business. Suy he is a good, healthy lad of 1C or so, with the ordinary common school educa tion. He bad better choose the par ticular lino of mercantile business he wishes to follow before he makes his beginning, as it will be eomewhut dif ficult to make a change afterward. He will be paid anywhere from $50 to $1&0 for the first year's work, or from ii to $12. 50 a month, and will be put to work la tho stock room. Let us, for example, say that he has chosen a wholesale grocery fum and that he is assigned to tho soap department. Hero he will Bee an al most endless variety of soaps, from tho high priced dainty kind used in my lady's boudoir to tho yellow laundry soap, and it will be l is duty to see that this stock Is kept up and is always In order. " When ever any of tho goods are depleted, he lll report to tho head of the depart ment and they will be replenished. Then he should be cartful to coto of tho way visiting customers are at tended to by resident salesmen, and after a year or so he will have oppor tunity of waiting upon somebody him self. If he makes good at this, he will have moro of tho same work to do. and after awhile will, perhaps, be able to show that he can take care of the most troublesome of customers. Then It may be after four or five years' work he can reullie his ambi tion to bo sent on the road. During all this time he will have been absorbing everything ho possibly can from tho regular traveling men nben they como back to headquar ters, studying their methods of ap proaching and handling the retailers and tho general technical phases of the business. He will also find that one of the fundamentals of a traveling talesman is to know all about the goods he handlet. This Includes a clote analysis of the toap itsolf, a knowledge of the process of manufac ture, of where the raw material comes fioii), ef ll chemical composition, of it the prices at which it Is sold and the lowest price at which It can be told profitably, of what tho freight ratea will bo to tho town of the customer, of the terms of tale, of the financial standing of the merchants he will en counter iu his ter.rch for trade, of what competitors are able to offer In the way of prices, quality, etc. In short, he must bo able to answer satisfactorily every possible question and argument that may be offered by a prospective buyer. And, finally which Is the crux of the entire matter ho must be able to get the man's order. Tho most successful drummer of soap probably knows more about soaps of all kinds than any other man on earth. During this process of acquiring knowledge and experience your boy's pay has steadily grown from the orig inal eight or ten dollars a month of the first year to nearly double that the second, and up to $30 or $40 by the time he Is waiting on customers. On the road, he will be started at $75 to $1C0 a month and traveling ex penses, and be must bo able, as al ways during his traveling salesman ship, to earn bis pay. Ho will prob ably he given an unimportant section of a little corner of new territory un til he has proved himself, when his route will gradually bo enlarged ac cording to tho needs of the firm and -his own peculiar ability. Some travel ing men are more successful among village merchants than In the large cities, and vice versa. From this point on there is steady advancement, as your boy grows in ex perience and ability, and he will be getting acquainted with tho other goods handled by his firm so as to Bel! everything on its list. As he advances his pay will increase until it reaches and passes the general av erage of about $1,S00 a year and ex penses. He will find that the firm is expect Ing him to be able to take care of larger and larger contracts, until he can go to a newcomer who is opening a large retail store in SL Louis, cr Chicago, or Minneapolis, or some oth er large city and persuade him to place his entire order, or nearly all, with his firm, even though It should amount to as much as $100,000. Uy tho time he reaches this height he will be getting anything from $3,500 to $10,000 a year. Some traveling sales men earn even more than this. Once a traveling man, always traveling man, is generally the case; but if your boy has the domestic in stinct and wishes to settle down, ho will cot lack opportunity; for be can become the head of tho local sales de partment at a good salary or else ho can take up the buying end, which of fers even greater pay. Anyhow, he has achieved a large and lust ing success. Some boys who live in small towns have made their start by getting a Job in cno of the local stores, learning all they could about the business and mado It a point to attract the favor able notice of visiting traveling men, with the result that the latter have recomended" them to their own firms, and the latter have put them into the etock department, or even on the road, at living remuneration. (Copyright, 1910. by the Associated Lit erary I'rtts.) John D. at a Jester. Every little while Cousin John Rockefeller does something to add an other plank of evidence to the theory that ho has a deep-seated Bense of humor, lie Is becoming more and more of a giddy tort of Jester. A short time heforo the Rockefel lers left hero for the east. Cousin Rockefeller and a number of friends were out a-golflng. Several women, wives and friends of a number of the contestants, wcro present, and John D. wa having great tport poking fun at the golfers whenever one of them would make a poor stroke. The wo men laughed heartily at the expense cf the trrlrig player whenever John would spring one of his funny gibos and the oil refiner was in high glee. It came the turn of one player who had JuBt taken up the game a week or two previously, but who averaged as good a game as most of the others. "You'd better explain to the Indies," he whinpered to his host, "that I am junt a beginner." "Tell them you're Just a beginner," repeated John, loud enough for all to hoar. "Why, man, do you think any of the ladles present are to Btupld that they won't know that when they see you drive off?" Cleveland Plain Dealer. And the Story Cam True. Fox Vo you believe In reincarna tion? Goose Well, really, I hadn't though about It. Why? Fox Because something tells me you will shortly be turned Into a fox. Judge. Stood Examination Well. "Pld you have any trouhle In gettlnj; through the custom house?" "Jo Internal Injurlet." Life. VVVVVVV lit- IUUU Ul LAND INCREASING THE "BACK TO THE LAND" CRY 13 CFFECTIVE. Traveling through tho state of Iowa tho other day, and Iowa Is no percep tion to the story about to bo related, tho writer was shown a farm tlint was offered three year oko for $250 an acre. That appeared to he a high fig ure for land upon which the owner depended upon the crops of corn, hogs and cnttlo that could be raised upon It, But Jt wann't, A few weeks 8in?0 the farm changed hands at $325 an acre. Over In Illinois, down In In diana, tip In Wlnconsln. across the line In MlnnROta. the Fame experi ence was met with. And then atten tion la directed to Canada, which has been the Mecca of so many hundred thousand Americans during the past lew years. Not only In Eastern Can ada has the price of lands increased, but in Western Canada, during the past few weeks, farm lands have in creased from three to five dollars an acre, with the prospect of a similar advance during the next throe months. The reason for this is very apparent, and In a few words It may he pointed out that the lands are worth a great deal more than the present prices. Tho Northwestern Agriculturist of Minneapolis, a paper that was one of the first of the American farm papers to discover the real merits of the lands of Manitoba, Saskatchewan and Alberta, says: "Tho reciprocity sched ule would encourage American farm era to move to Canada, where tbo vir gin soil will produce greater crops of grain with less labor than can be pro duced In our own farms in the North west The result will he to enhance land values ia Canada." This paper Is afraid land values in Canada will be enhanced at the expense of land values In the United States. In face of the fact that land values In the United States are increasing the rea soning scarcely holdn. The reason for the advance in value of Canadian lands Is partly accounted from the fact, admitted by this paper, that Can ada's virgin soil will produce "greater crops of grain with less labor." But that Is not tho only reason. During the jia.st twelve months 320,000 peo ple have made Canada their homo and these are mostly of the farming clasa. They want farms, and the demand as well as the wealth of the soil is regu lating the price. A study of the In crease In the acreage of land put un der crop last year, which can be had from t.ny Canadian government repre sentative, will prove the point, that the demand is increasing at a greater ratio than even the most sanguine would have predicted. ILLITERATE MAGISTRATE. New Magistrate 'What's the next case? Police Sergeant John Smith alias Williams. New Magistrate Ladles first, al ways. Let Alice Williams take the fctUUd. His Destiny. "I wish Willie had been born S girl!" "Why?" "Oh, he Is such a cry baby! I wish I could do something to stop his snivelling at everything that comes up." "To stop It? Encourage It, you mean! Nature evidently Intended that boy for a United States sena tor." At.lt Hill ALLEN'S FOOT-RAKE the Antiseptic powdt-r to aUakelnto yourwboea. Re ItevM (.Wua, buQloua, logTowlUK Nail, Heollett and Hweuttng toet, 13!Isum aud C'alluua lota. Hold eTorfwb.re. Wo. Jtim'l drc,)l nni u5i(ituli. Ham plat Kali. AdJrwa Allun B. OlunicU, Lm Haj, K.Y. The One Destination. "Is there any field for new poets?" "Yes, potter's field." Llppiueott'i Magazine. Pore Thrrst is no trifling ailment. It may carry liese perniB to nnv part of the hodv throtu-h the food you eat. When you fiH-1 tore throat coming on, use Ilam lins Wiard Oil. Words aro wIko men's counters; they do but reckon by them, but they are tho money of fools. Thomas Hobhes. Oonstipntinn slowly impairs the (renrral bttilt h Oarlicld Tea correuta constipation sud beuttits the entire system. Man without patlonoe It the lamp without oil; pride In a rage Is a bad counsellor. A. de Musset. Lewia Single Pinder straight Co cisar la tuado to satisfy the stin ker. Ignorance of one's misfortune Is clear Rain. Euripides. I" TL ,,-';:7'( liUllUI iLlUjiUjlKX THE VILL SUFFER iu till Unlese the Right Remedy (s Ueed. i I Kczema, of tho errnp In on of the modt annoying forms of this wlde tpreod dltervf a. The mire cure for It la Itcslnol ointment. A child who?) head was to tncruHtvl that tho hair was almost obliterated wan practical ly cured In eight days. Tho scalp was washed with Rrslnol soap and thei lienlccl ointment was applied. Itcsl nol stops Itching Instantly. It cures eczema on any surface of the body. Every form of eruptive skin disease yields to IleBinol ointment. It cures ringworm-, barber's itch, psoriasis, tetter, herpes, erythema, scald head and other. Irritating and eruptive skin diseases. As a dressing for burns and scalds Reslnol is unequalled. A Iteslnol soap shampoo will stop dan druff and ufed with Itesinol ointment always facilitates tho cure. Reslnol ointment Is put tip In opal Jars in two sizes, fifty cents and a dollar. At all drupgists. Reslnol Chemical Co., Baltimore, Md. ' Too Fresh. "Will you promise to support my daughter in the style in which she is accustomed if I consent to your mar riage?" demanded old Kkinflint, when Dobby made his formal proposal. "Well, I I'll promise to be tolerably close with her, Mr. Skinflint," talu Dobby, "but you know, I'm a soft hearted cuss, and I'm afraid she'll be able to wheedle a few things out of me that you were strong enough to re fuse her." Judge. AN ESTABLISHED FACTORY Producing standard foods used by store, banks, fur mors and practically everybody, is sending its special representative to open a distributing cilice fur this district and other unoccupied territory and desires a resident distributer with fc'-OOO to t3,000 in cath, carrying stoci inr immediately filling orders; we allow $100 to J3W month ly compensation, extra commissions, of fice and other expenses, per contract, ac cording to size of district allotted end stock carried; permanent arrangements; references required, if you can (ill re quirements write promptly. "I.ilxrty" Manufacturing Association, 230 Wrtt Hu ron fct., Chicago. Traisc not a woman for what she hath, but for what she hath not, and thy reward shall he exceeding great. Gelett Burgess. Dr. Tierce's Pleasant Pellets cure consti pation. Constipation is the cause of many iliiea?ps. Cure the rtiuse and you cure the disease. Easy to take. Health Is the greatest of all posses sions, and 'Us a maxim with me that a hale cobbler is a better man than a siclt king. Blckerstaff. Garfield Tea, Herb remed.. . overcomes constipation, indigestion and eiekht-adache. Man's best possession is a sympa thetic wife. Euripides. ALCOHOL-3 PER CENT Vegetable Preparation for As similating thf Food and Reg ula ling rhe Stomachs and Bowels of LtVsL.OklaiiaU -:. Promotes DrjSshort,Cherful nessand Re sl.Contains neither Opium.Morphine nor Mineral Not Narc otic t'OtH DtSAMitUfrrc.Uffl ire?weia yvw;.fe Acerfect Fiemedy forCon!!pa- tion , Sour Slomach.Diarrhoea, Worms .Convulsions Teven sh ncssand LOSS OF SLEEP. Tac Simile Signature of TH CtfTAUn COMPAWY.', NEW YORK. aranteed under the Fooda1 Exact Cory ot Wi arT. PUTNAM - - Color more foorfi brighter end (aster colors than any other dre. One l'V nackase colors a'l fibers Thcydve in cold warK-tter than any o'herdve. Youcaa dye any tisnrcut wiiliout mi" apart. Vi ttte tor (reebitoklrt How to 1. llaco and Mix Coioia. MOOiUol: Oktb (VMCANt, Oulacy, IIL lush at a fool and he lmasines that you are laughing with hlin. Simple remedies are best! Garfield Tea Is sunlit', pure, gentle in action, and al ways potent. Cviuosed of llerlm.uot drusl It is the doing, not the saying, that makes the hero. n t mm . ttKtus of theao ugly, crluly, cray hsir. U "LA ' ' Cure'for Hit Cytpepsy. Il'ipnn 'J'hwaf, .nial'.fH ye welly . .11 your dinner In two minutes, flrogan? Are yc-x atin' on a bet? Grogfin It's for th good av pe dyspe.psy, Molke. Sure the tHxthrr ould me to rht nn hour eft r atln', and how else am OI tola' to pit tho hour ot rlst In onless Oi ate lollto the dlil?" Preliminary Suspension.' "How did Jobhle's wife munsge to hang up lace curtains?" "I think by making Jobble hang up Ms watch." f i hut r f ( SCan Occtifiiorta fjy pay yonr cam earned IT machine when i yoti roa can buy a liberal terms that It wlM more than earn Its cost while you are paying for It. When yon b'iy a DiS LAVAL voa Lave ix;l1t6 9Trrsnc9 that your .machine will be good for at leant twenty years of service, dnrinp; which time it will save every possible dollar for you and earn ita original cost OTer and over again. If yon purchase tho so-called "cheap" separator yon mnst pay cash in advance and then take the chance of the machine Decerning worthless after a year or two of uao, to asy nothing of the cream it will waste while it doea last, ell of which means that you have virtually thrown away the money invested in tha cheap separator and wasted your time, labor and product in the bargain. Tho DE LAVAL -separator pays for itsolf. It runs easier, skima cleaner and lasts longer than any other cream separator. lis sure to tee the local DE LAVAL agent and try a DE LAVAL before you buy any cream separator. The De Laval Separator Co. ifts-iar snoAMw 89 C. Mr- trmrr CHICAGO MLW TOSS IS p MONTREAL WlNMPlCi W. I.. DOUGLAS h'i $2-J233?&4 W. L. Douglas Spring Styles include moro Snappy and Up-to-Dato Shapes in Oxfords and liieh Cuts than ever before r reduced. W.L.PonsiTas warrants every pajr of his shoes to hold their s!ipe, J look and fit better and thzs longer than any other unit, giving l. 70a Detter value lor the money man you can ootam else hex. nrflfwimror russrmrrrs.TA The tannine bnTe W. I lHuela prirfl Mkmpfd on th bottom, which ruitrutfrf fuil v al tie and prtct the wearer R"tnt hltt prtfwt ami inferior ttioea. If your dralar cannot xir-piy yua ub u.e tvntiir W . Llwirluil.M. wnui tot jmivu uraer ( aiil. i-ia Cir..-t rrm For Infants gn3 Children. Tho Kind You Havo Always Bough! Bears tho Sisiiaturo cf Thirty Years finn(C"ri7ii5iRin n 1 i ' : 111 .1 mm FADEL3 m 0 w UJ For Over COLT DISTEuPER , rri 1 r - iwni ti-uajiitjyaii 1 11 1 mi m mi' nn m i nn 1 i 1 11 g (all lUil I5iiy U 0 i CHltOLf HAirt UHt&tiwa. fBtC, i.oo, rvtiU r- -f 1 1 wH om It"? tmffV.-j. . iHjutitv.i A-ik for ft. TiLriMWiI Clean;'! !o . I r(iS rir, rwtrrvtn r ftm ' ,h ii tint? l ift. Nt .. . rrj k Of rvt- f. pm- r "' 'I j ! i f'fr I, etsiif flrnnH m ! J t 4n nT w'f it, Mf tVM ir ..w-t ' f MrtTtrf tiurV '-, t!' l lh W l( I ! P'V ot ts-WrWai'i i')MFif, CRAND HAITI'S REf WOKR Aim CO, jrS1 rfc Avflm (,rvM Rjwi, KMu. urtW) ltli nlr UlUUIIlHfA n a tttf a n 'a atLWUi Vurf4v.iCsfca PAYS FQH ITSELF tbo Intendina: bnvsr of a o1 cream separator nho has but a small amount his money into one of the eo-calieJ "cheap" mfvehir.es which ra being Lvrgoly a.lverlisoI. money lor a "cheep trashy reliable DE LAVAL tfoa escli 53 sS 1 6AM FRANCISCO mc&. .BtATTUE Shoes ir, bkim and th retail Bovs- Shoes S2.00,t3.BOaS3.00 Iurj to cam. tLii lorsri Instcud of Liquid AntsscpticsofPcroxidD lCOKK) people last year ued Pax tine Toilet Antiseptic The new toilet (rermlclde powder tobt dissolved in water as needed. For all toilet and hygienic uses It U better and more economical. To save and bautify the teeth, remove tartar and prevent deoay. To disinfect the month, de stroy disease pertris, and purify the breath. To keep artificial teeth and bridireworW clean, odorless "5 To remove nicotine from the teth and purify the breath after tmokin?. To eradicate perspiration, and body odors by Kpoujr bathing. The best "antiseptic wash known. Relieves and strengthens tired, weak, intlamederes. Heals sxirethroat.wounds and cuts. C5 and 50 cts. a Ikit, drmrpista or bv mail postpitiL Sarule Frt-e. THE PA XTON TOILET CO., BoTo.Maa. r A Country School for Girls In New York City Best Features st Csuntr tad Cit) Lite Out-of-door Bporta on School Park of 86 &cr-a near trie Htulaon Klver. Full Academic Course Irom Primary Class to liratttiHtlort. lTppr Cl'Jiss f-r AdvanctU tpeclil StuJciila. ktu a!c and Art. huninier t?siun. Cer tificate admit to Col!ej;i. School Coach Meets ray Puplla. Ins a au Itu Sum. ttw lie, sur li'.i SL.fat 'TIS - V i 1 ' '1 CM BUY NOW Farms, Ranches, City Property tuetx-hAndtHC nd patent. DIIiKtT FItU.M Til -OWNtK, mud iMfcve pMTii'.f if unfa cmuiiui!i For -dun iin fur cout m furuUU the Ittrjeat ant) ouiy Ulrc of rprty evvr t urutHhcd, inoiuJln nms ana rm t'f own-jrH, Uh u lion mtxd UecripUoa ut jrij-r.y. TL DIRECT BUYrKS' ASSOCIATION, Dafl.ss.Ttx. Ai'e f G t CRANUIATEO W. N. ST. LOUIS, NO 15-1911. SS YI D!5TE?:FES CLT.E We AWlutfly GUARAVTEK to Cur aud Prrot tiila dtwn or r lurn )our tuoite,v, l.tuulvt givfo u ih tuu or p;ca iu tkr Uv klr, loll or h(;ium. .'Ink t iaiaoii.-, CvuytiM rn.uA 0i t fuM with dim IhUi!. $1 00 lHliitj fcolvU vi.r S-cot bottle. t9tX tvt tr JUur lioukiet. boid tj irugiit r V'V lroiu EiKKLEY KEDICAL CCi:PASY, Dept. A, lapjasee. Ind!:2i