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Another Man's Excuses
By E. SPENCE DE PUE (Copyright. 19(13. by J When the air is bo absolutely still I .hat a feather will (Imp straight to the loor, and the atmospheric pressure Is no Bleat that you can almost feel the Might of It upon your shoulders, and the loose electricity Rets upon your nerves nnd makes them Jangle, then old residents of Sau Krnnelseo say that It Is earthquake weather. It was the tall-end of just such a day that Charlie Wlnton walked into Dr. Lam bert's office and told his story. Dr. Ijunbert listened Impatiently and was unreasonably angry, consider ing the fact that It was none of his affair. Hut as theie was no escape he was compelled to wall till the story was finished. Wlnton concluded as follows: "You see, those Infernal letters in my pocket gave the whole thing away. .She gave me no opportunity to reply, spumed me, said something stagey about a broken heart, and vanished I might have straightened things out had she given me a chance." "Yes?" asked Dr. Lambert, wearily. "1 am very sorry for her." The palpably discouraging tone rather took Wlnton aback for a mo ment, but. not being an exquisitely sensitive mortal, he commenced again- "You can help ine out of the difficul ty, doctor, If you will," "I can't sec that there is any dlfll culty, Mr Wlnton," Dr. Lambert re plied very placidly, and with a narrow ing of the eyelids. "Dut don't you see that she will leave mo?" lie replied, gulping a little irom excessive self-pity. "What of It, According to your own statement of the case, you have been Sat Quits Still Nursing His Resent ment Against the Departed One. having o good time, you have been happy. Why should you worry at the thought of her going away? In form ing your plans you have never consid ered her, unless It wero to what ex tent It would be necessary to practice deception Why, my dear sir. so Isr as 1 ran sec. It would be a benefit to you to be rid of her. Then there will be no one to disarrange your plans It will abolish the necessity for sub terfuge and snve you any amount of worry It leaves you an absolutely clear coast. " "Hang It. Lambert, don't be nasty about the matter: 1 always thought that you were one of my best friends There are the proprieties to be ob served, you know And then. If she should go away, there would be talk And, after all. n man's home Is his home," he cone hided weakly. For that speech ho gained Ur Lam bort's lasting contempt Kven the bail hall hour he had promised to give the man laded from his mind; ho doubted whi ther he hnd a weapon thnt wfiuld reach a tender spot. However, as sinning his most winning expression, he replied: Yes. old man. It will bo hard on you, 1 am sure. A few nice women will probably rut you dead. There may even be a lew lines In the paper, hut it 1b not likely that It will make a big sensation by any means. Hut don't take the worst view of It. You can go away for awhile, and event u ully It will all blow over." "Don't! Not the papers don't say that!" Wlnton broke In hoarsely, nnd I ...gan to walk rapidly back and forth "Then you refuse to help me? Is that what I am to understand?" "I am afraid there la nothing I can do. You see. It doesn't happen to be a case tailing within the lines of my professional duly. 1 could hardly go to Mrs. Wlnton nnd ask her to make me the recipient of her confidences concerning her husband's mishchnt !or. and It is burilly likely that she will come to nie for advice." -Hut Bho hns such great confidence In you. and " "And you would like to have me trade upon that lor your benefit?" asked I'r Lambert witherlngly. Evidently there was a weak spot In the armor, for Wmton abruptly paused In his walk and stiffened. "Oh. II that Is the view you care to take of it If Hut come, Lambert, 1 shan't say what I Intended. You can help me If you will, and 1 know that you will. I am going to the club. 1 shall itay there until you ring me up, H Mpplaeott Co. I If It's a week flood-by " He was gone before Dr. Lambert could reply Kor half u minute Dr. Lambert sal quite still nursing his resentment against the departed one, thuu sottly breathed: "Cur!" Hut he could not dismiss the matter from his mind. He should have been thinking of a dozeii other very Impor tant things. Hut-It may have been the weather, he derided It must be that he was very much on edge. "Poor little girl!'1" he murmured; and again, "Poor little girl!" Although he had said to WintoO that he would be laying himself liable lo rebuke should he broach so delicate a subject to the lady In question, he knew well enough that such was not the enso. Hul what to do. thnt was the question. Till the great, glowing, copper-col ored disk of thy sun had slowly set lied Into the notch between the Twin Peaks he thought of It. and heeded not UM rising breeze of the evening, which blew his papers all about. He was angry thnt Wlnton had come to him Mltli the slory, and glad, after all. that he knew It Suddenly he suapped his watch and unconsciously mused aloud : "Six o'clock. I am going out there The gieet point is that after her suspl dons have been allayed she shall not guesB that I was aware of them. The only way I can see out of It to to take the blame upon myself. Without doubt the letters are rather silly, but It Is fortunate that they have not his name on them " A half hour later Mrs Wlnton met him at the door If he had ever doubted the propriety of lying, her face convinced him that there were circumstances under which It was justifiable. She was one of those diminutive women with greut. soulful eyes, the kind of women made to be loved and petted He must have shown in his greet Ing an unusual warmth, which he Im mediately regretted, for had he not frozen a little she would have been telling him the whole stor. and he hud a dread of scenes, because they played havoc with his sympathies "Has Mr. Wlnton come home yet?" he asked, hastily "No, he sent word that he would be late." she answered. "I am glad of that, Mrs. Wlnton. There was a favor I wanted lo ask you, and I didn't Now, how shall 1 get at It?" He hesitated with well simulated embarrassment. "Well. I didn't exactly want your husband to see them, you know, If he has not al ready." "See what?" she queried, a little curiously. They were seated fsrlng each other. "Do you happen to know whether Mr, Wlnlon lu weurlng the same coat loday that he had on yesterday?" ho asked, Irrelevantly. "He certainly Is not I am quite positive of thnt," she said ' Why do you ask?" Ur Lambert gave utterance to a moderate sigh of relief before answer ing. "I will tell you I have two mis chievous young nieces who are always writing me nllly notes, asking to ho taken here and there and every place else. Well " he twisted In his chair, his though uncertain how to stnte the ! ease "wo were all down to the club last night. Mr. Wlnton and some oth- I era, pluying hand ball. I think It was, and. of course, we had our coats oft. I spilled those letters, and thinking It lover to-day, I am almost certain thnt I I put them in Mr. Wlntun's pocket In Steed of my own. Ills WBI the only I coat Mint looked like mine Chances ' are he will fond them, and the laugh will be on me; no one will believe There, even you are laughing. Mrs. Wlnton." Yes, she was laughing. Immoderate ly, hysterically, with more than half cry In It such a laugh as . de.Dr Lambert's heart ache hut he ul rected not to see that purt of It, nnd eontlnued: If I remember aright, there wore no envelopes on them, and "Would It he too much trouble for you to see. Mrs. Wlnlon?" She had stopped laughing now, and made one or two Wile, gaspy at tempts to speak, then dabbed her handkerchief to her eyes. Dr. Lam bert held his breath, anxiously waiting to sec whether she would rise to the occasion, or whether she would be weak enough to tell him all the little things she had thought. Her pride won. The light of love nnd cnnfl donee swept over her face lu n great wave, nnd sho laughed again a merry, care free laugh. "How unusual." she said. "Why, cer tainly. I w ill sec this minute. If they ure there, you shnll hnve them, and Mr Wlnton shall be deprived of the opportunity of laughing at you about them, for I will never tell nut," she reined her finger nnd Bhook It at him archly, "are you quite certain they are from your mischievous nieces, Dr Lambert,?" You may Imagine the rest of this story; it Isn't worth the telling. The Right I 1 Author of the Cody THE BRUTAL DUNNING LETTER. NOW and Ihen a debtor is found who ll so thick-skinned that nothing seems to make ans Impression on him but n club. Unfortunately, most col lection agencies look mi all debtors turned over lo them as being such, and make their collection, by means X a club. The club often gets the Mangy, bwl M kills the oQitomer at the samn lime That Is why merchants are so slow nhout turning their rollee tions over to agencies, they feel sure they cannot hope to do any more busl- Mgi with the onetomera when the agency gets done with him. Hut now and then we nil run across dengbeata, When we llml that out we do not want to do nnv more business with them, and do not care how we get the money, bo that we really col lect It. Tho usual style of brutal dunning letter consists In threats of lawsuits, with Its piled up costs, and Hi" use of the words "dishonesty,'' doadhoat," "rogue," etc. It should be borne In mln.l that It Is not legal to make any disagreeable threat in regard to a debi in witting on a postal card. lu fac. an., thing i hat might Injure the standing of a , person In the community, even in the slIfthtcBt degree, cannot be Bent openly on a postal card. Throats of boycotting or biuekllsllng are also Illegal, Offensive or abusive L iters are not permitted to r.i through the mall, even when sealed It Is not permissible to talk freely about lawyers, agents, and suits at law. and to picture the heavy expense of surh pro. lings. You can make n man feel tho sting if the words "good beat," ' dishonest." etc. by say lug you would mt think of placing the person you write to lu the list of such persons, or saying you know he Is not that. The suggestion Is enough, and usually more effective than really call , Ing names. Sarcasm n-nally cuts deeper than abuse on all oreaslons Obviously the brutal dunning letter cannot be wrltien In a high temper. If It Is to be legal, and It ought not to be used a' nil except lu collecting money from a notor.ous deadheat whose trade cannot possibly ! worth anything to you at any timi In the fu I Hire It sometimes happens that tl'"so thick skinned people will pass over of- ; fenslve words and go on nailing with you, but It seems a lowering of self- i respect to Indulge in inch let tare, and i I have found that the mildly Irritating I letters will prove as effective If re ' peated often OOOUgh SALESMANSHIP AND TIONS. COLl.EC- I'snally the man who looks after collections thinks he has nothing In do with salesmanship : he doesn"t try to know anything about It, and merely sets his heart on a low reroid of loss of accounts placed In his hands In the first place, If the Btargia of profit Is large, very free credit ran be given. It Is better to lose a few sc rniinip of those who fall lo pay. tf the amounts ure small, rather than lose a much larger volume of business through applying a strict credit rule A few yeari ago when tho bicycle craze was ill its height, the largest hi cycle tire concern in New York had a credit man who would not give any deal, i Credit unless he was rated by the mercantile agencies, o: could offer Unqualified references A Change was made and the new credit man gave vt.y free rredli lo all the small re pair shops over the country which hnd sprung up In a night, and Bp 1 brought an Immediate remittance, and peated honest In Intent, but had no his confidential, kindly way of writ rating, and though the percentage of I log, when used as a contrast with the lost credits rose considerably the net usual methods, very often gels atten profits are said to have Increased tloB which a harsh letter would not from $1,000,000 to 7,000,000 a year A get at all. libera credit man had more than j At the sumo time there Is a class of doubled the profits I peonhl who would be only too ready lo If accounts are large and the mar ! take advantage of an easy creditor gin of ptofll small, one or two Iobhos Some credit men are so surprised at will cat up the profits on many saloB. the results that come rrom using the and more caro must be exercised on I sympathetic letter after the brutal dun. the credit and collection end of the njng letter has wholly failed, that the business. We will suppose, however, that a small storekeeper Is slow pay. hut never has a large account, nnd buys BteSdll) If he can be kept lu good humor so that his Indebtedness makes him Hel he must buy everything from you. It Is far bettor to take the risk ol losing a small amount when at last lie goes under, than to press hint BO hard that he begins lo place his cash bust ness elsewhere, lu which case you lose the smull sum he owes you. and his business tor a year or so as well Ch ver salesmanship would turn the In debtedness Into a means of clinching a rosily large total volume of business. THE LOGICAL CONSTRUCTION OF A SALES LETTER. Salesmanship In letters Is not n mnt ter of heaven-bom genius Some will be more successful than others, but everyone who writes letters con und should learn the points or IBIbSIUBII ship In letters, so that every letter written will have some Belling quality In II. a little If not much. Here Is the opportunity (or the girl stenographer to get a better salary, or the subnsslst nm bookkeeper to Jump from tin to fir u sreak. One prominent business man has said, "All my clerks, itenog-1 uhoOM be notified promptly Most peo raphers nnd salesmen would be worth pi.' do mil pay until nsked. In some 26 per cent, more to me If they would rnsea It may be sufficient to send n learn (o wrlle a good letter, nnd 1 simple statement. Some firms hnve would raise their salaries according on the statement n form of 'lotlflrti ly." K your employer won't raise your Hon that draft will be made If pay whiry when you learn to write real ment is not made on or before a set Way to Write Letters By Sherwin Cody i i System of How to Write Letters That Pull. selling letters, there are plenty of others who win. The loglrnl steps of creating a sale through a letter are as follows: First, fun up the slight or smoldering nattir.il longing In the customer's mind I'nless there Is a want to be filled no business can succeed. Hut In Its natural state the want Is too feeble, too ague. The sales letter must fan It up and make It a keen and conscious deslic. a void In the mind that has got , to be tilled. The place lo start Is with MM natural want of the customer. Not with what you have to sell. Second, show Jnst how the thing you ; have his Into the natural vacancy, (Ills ! the pontaneooa and universal want The to si appeal Is to the common' sense and Interested judgment of the BUatomer I'nless he can see clearly Just why this article would he n good thin.' Lu Mm Individually, no farther Bale effort will avail anything. Third, offer some outside proof that your claims are Instilled. You may think your article a good thing, hut you .re a prejudiced party, Has this! article actually served all body else, any real purchaser, and just what has It done'' Bring out a few facts such ; as Would make an Impression on a! Jury' In a court of law Don't expect I peopl. in take your more word. Pro- J duce facta, evidence, as a trained ul- i vocate would do. Fourth, indicate with grout clearness I and incision Just what you want the prospective customer to go If your let ter i . i ds in Inlereallni him. n is a mistake to assume ho can guess what you want. Tell hlni exuetly, pre efeMlj , point for point, and don't expect hi m ti do very much- perhaps sign an ordci blank all ready prepared, or mall a p.. lal card asking for a catalogue and ... iiiiorintng von In- Is really open for bualnosa THE SYMPATHETIC LETTER DUNNING There ere certain classes of custom era. such us women, clergymen and teach. . whose means are very nnr row. im. I who unavoidably fall behind, though they are really honest, or think they nr. honest. Threatening loiters only anger them ThOJ have a certain small Income, and they use It to pay the accounts they feel most like pay ing. I'm such the cympathstlc dunning I letter is the one which succeeds lu st. It Is rather a long letter, usually. Is tilled with sympathy an. I the spirit of kindness, nnd asks certain personal fa I vors thai can lie granted and will be! granted If the debtor Ib made to feel I right Such a letter might run like this: Your obligation of such and such a dale is now considerably overdue Wo feel quite sure, however, that payment has been delated because of circum stances beyond your control, and wo hnve no desire to press you In any un I BgBOIIgMa way, though we should like very much 10 be paid. "As a personal favor, we wish you would tell us Just what resources you are depending on for the payment of this account, ami aB nearly as po-slhle tie- time at which we may expect re- mlttanoa. win yon not kindly be quite frank with us so that we know Just what your situation Is and what we may expect Then we will not annoy you with useless duns nnd our very pleasant relations will not ho dis turbed by any misunderstanding or RUsplOSOn. We kindly ask the favor of a frank letter from you h return mail." a sympathetic dunning totter follow ing a slightly Irritating letter has often adept the sympathetic letter entirely, Sl an important new discovery. Hut this Is equally a mistake. Variety is what Is wanted One kind of letter will get Home debtors, ami another Kind will get .1 different set. but It UlkOg all kinds u( Isttera to collect I mutiny from all sorts of people, and. indeed, some debtors are BUSOSptlble only to a aombtnation or alternation of several different kinds of letters. A GOOD SYSTEM OF COLLECTION LETTERS. The salesman Is as free In talking about terms as the policy of the house will allow, or else be says as little about pnynjeuts as he can. In order to keep attention on the desirability of what he has to .ell Hut as soon as the Bale Is completed, the order should he acknowledged from tho office In a polite letter, which I affofgh uu excellent opportunity to j make quite clear how and when pay ; tiicul Is expected. If Hie customer i knows ai the start what Is expected of hlni, ll will be far BSSiST lo gel iiion- y front him later than If any doubt or confusion exists In Ills mind. When payment Is due tho customer date. Others send another S(s;euient In slightly differ, nt form If check Is not receded within a few days ufter the date that has been flxod This tuny he on the 1 0th of the month, If pay ment Is expected on the 10th or 15th The habit of sending friendly let ters. half soliciting and half collection, Is another good method. One of these three mstbogfl should be used to inske sure Hutl the matter Is not overlooked at the time when It should be attended to. Letting things d:1fl Is the vice of Hie credit man. When the proper time for payment has gon. by, a brief, polite letter of reminder and Inquiry should be sent. The Ideal letter Is one full of good na tore and friendly Interest, nnd there Is often much value In making this tetter also on.- soliciting sabs, telling of some te w goods Just received, or new prices that are made, and the like Uniting salesmanship with collection demands undoubtedly Is the right way to hold customers while getting the money. Success In getting money from very slow pavers lies In slight hut fre queut Irritation - short letters refer ring to OOUrtBsy, honor, honesty, good name, fairness, personal fuvor. Then, when Bone) Is secured, n warm, per sonal letter of thanks ,, appreciation should be sept to smooth down the Ir ritated feelings. THE IMPORTANCE OF ENERGY IN LETTER WRITING. To the cool, unprejudiced onlooker nil advertising that Is really good may seem horribly exaggerated You ask. what Is the use in getting so excited Bboal Hie matter" There Is a grt at deal of use. The BFglBary man Is too busy, loo tired, or too Indifferent to pay much niton Hon to what you have to offer It may Interest him. but he can't get up enough Interest to buy It lie doesn't feel quite like It. The good adver tiSing writer must work up Ills en Itiiislr.sni slid BScttement so that III'! will feel i. iKK orvnra ins OR UKIt. 'the Inertia must be overcome. Hie natural Inclination to be lazy and let a good thing slip must br counter acted, and the reader must be excited to Hie pitch where lie will not only as sent to your arguments with his rea son. but actually do what you want done. The one way of making a man feel like ordering Is to throw contagious en orgy Into your style. Kor example suppose you are trying to sidl a tire extinguisher tor home use n tube of dry powder to hang on the wall at various convenient places You fool the energetic movement of words in the following: "Answer this question In case of fire, would your insurance really make good your loss? "You nre always the loser by fire, however well you are Insured, tor In suriince does not cover Injury lo your business, nor nil the discomfort and Inconvenience that go even with the smallest lire. And then think of the horror of having your wile or daughter or child, or even your servant, burnt lo death by reason of dresses catching lire! "YOU enn prevent these little acci dents VICKY RAWLY, and nt small cost . "Blank1! tiro tubs contains a perfect ly Barm leOS powder. It Is Just large enough to fill (he hand, and hangs on the wall In kitchen, store, or factory The ring by which It bangs Is nt (ached lo n friction cap All you have lo do Is to catch hold of the tire tube and give It a Jerk from the hook That this device Is really prartl i nl you may Judge from tie fact Hint tubes of this kind ar. required In every theater. In every factory, In every crowded department store That Is the law Head just a few or the Stories Of how these lire tubes base saved thousands ol" dollars' worth of property unit scores of lives " (Copyright, ww. by Joeepl ff Bowtss.) Cannibalism in Africa. A grisly story ol osnnlbalism comes from (termini Baal Africa A magician i named KalUkSUst, his wife and two ; adult s ins hnd accustomed them selves to the taste of human Hash, hut j naturally had some difficulty In obtain j Ing it They managed, however, grad i unity to draw Inlo association with I themselves eight women, whom Ma lukauul promised to teach his mnglc I arts nti condition Hint they should sup i ply human bodies lor the gratification j or ills hideous appetite Thus a secret ' cannibalistic society of U person? ! was funned. According to the evl I denes given nl the trial the victim consumed nt their loathsome repasts were In all cnsoH relatives, and Ire fluently children, of the eight women ' whom htalukunsl had got Into his , tolls. Kvery woman ol the band used to take part In these orgies, even though It was her own child that was being eaten. All II admitted to httV I ing indulged In cannibalism and some ! of the women expressed their prefer enee for the flesh or children, which they snld wns "beautifully tender." Ten of these orgies were condemned . to death, and have Hince been exe cuted. A WanT I Is began again: Could you marry a man who was u cigarette fiend?" She looked him over before reply j Ing "Are there any'''" she irriirmured ' He's still trying to flitro out wba' ' she meant MOTHERS WHO HAVE DAUGHTERS Find Help in Lydia E. Pink ham's Vegetable Compound Winchester, Ind "Four doctors told me that they could never make inm regular, and that I would eYcnu Hill ly have dropsy. I would bloat, anil BtaTTei fHilnlisstlim down painBi cramps nud chills, nnd I could not sleep nichts. My toother wrote tolfmHnk. ham forailviccunl I began to take, LyduE.Pinkham'g Vegetable Com pound. Alter taking" one and ono- ilf iKit.tles of the Compound. I am ail right ngnin. mid I recommend :t to every suite ring" woman." lino. May Dim., Winchester, Ind. Hundreds of such loiters from plrls and mothers expressing their rratl rode for what Lydia B. Plnkham'i Vege table Compound has accomplished for them have been received by The Lydia V.. rinkhaniMcdiciuo Company, Lynn, Mass. , . , tiirls who nre troubled with painful or Irregular jstIoiIs, backache, bead aelie, dragglng-down sensations, fainting- spells or Indigestion, should tako Immediate notion H ward ofl the serl ous consequences and be restored to health by Lydia K. Pinkham'i Vege table Compound Thousands have been restored bo health by its use. If you would like special nilvlee ndoiit vnur case write u confiden tial letter to Mrs. Plnklmiu, ut Lynn, Miibs. Her udvico is free, uiid ulwuys bcliif ul. i HE KNEW HOW TO PICK THEM. Tammany Man's Double-Barreled Com pliment Did Away with Thought of Hostilities. The orchestra was playing loudly In one of the restaurants In Denver, Col.. , during the Democratic national con vention, nnd the diners wero talking loudly so (hey might hear and bo reanl At one table sat a beautiful woman and her escort ami at the next tubie g number of Tammany men. i Suddenly tho orchestra stopped, blng' and a Tamilian, man's voice rung nut: "Hy tleorge, that's a good looking woman! I'd like to meet her" The man -t the next table, who was . with the Indy came over, tapped the Tammany man on the shoulder nnd ; said frigidly: "Sir. that lady Is my j wife." "Shake." said the Tammany man; "I nm glad to meet you You certainly are a good picker " And hostilities wore averted - Sat urday ICvcniug Host. ignorance Aids Appetite. J.srrlll EC, Qates, secretary of the ' koald of Indian commissioners, was dee Bribing the splendid work that bis board Is doing to tlips out (be tuber culosls scourge "snlch at one tluio threatened to make the American In diuu extinct. "Hut the Indian," said Mr (iat.s, "needs to be educated In sanitation. He Is ihOcUlUgiy Ignorant there, lu . tact, ho Is as ignorant as an old fann er I us.-d to know in Warsaw. "A friend dropped in on this old tanner as he was frying a hit ot bacon. " 'Grand bacon, that,' suid the li n ud, shilling affably. 'Urand bacon' Well, I guess It la , grand baOOPV said the old man, turn ing the slices la the pan. 'And It'a lone o' y.r murdered stuff, neither. That plr. died u natur-U death.' " Washington l'osi. Not Hard to Please. "Woman miiy be uncertain and coy," remarked the boarding house philoso pher, "hut slu' Isn't hard to please. That's here the poet is wrong." "Whnt DOW light have you hud on thnt subject, Mr. ktcOlnnlsf ssked tha landlady. "She'll put up with almost any kind I of st li k for a husband nud wear any old thing on her heud for a hat." Smoother Then. The second-year debutante, as sho massaged her left cheek with a rotary movement, did: "Of course I love him, (hough he's rather rough. I conross." "Before 1 threw him over," snld the third year debutante, looking up from the feci -teaming machine, "he shaved every day." HAIR QAL3AM TImhs'-s and re'ii.i'cd L', hair. nun llli'lf. i''t r-"Wt!i IjfeTor FH to I."' Oty Iiintr to its Youitmu t;n:or Cum at nip dtraea sV tialr IftJltinJ. 1 aTftiWS .3.