THE srDAY OREGONTAX, PORTLAND, APRIL 21, 1912.
10
EXHIBIT SHIP OF UNITED STATES
TO VISIT SOUTEI AMERICAN PORTS
Unique Scheme Designed by American Manufacturer' Expert Association to Increase Trade Relations With Sii
ter Bepublics Portland One of Few 3 forthem Cities to Receive Visit.
!'. r " 1 V""" A I i-t I
f ' .V i I " v'r&
WASHINGTON, .vp.il JU. t!-peciai.
To Increase trade relations as
well as guod will with lha re
publics of Central and south America, a
unique project la about to be Inaugu
rated by this country. It Is proposed to
end an ocean liner, filled wlUi a com
plete dliplar of American-made goods,
to -lslt every Important port on the
South American continent.
The plan was devlaed by the Ameri
can Manufacturers" Export Association,
and has the official Indorsement of the
President of the United States. By this ;
means, consumers will be shown, not by '
cataloa-ues or photographs, but by the
article Itself what the quality of Amer. ;
lean manufactures is. Portland will be '
amona- the half dozen American cities ,
to Tecetve a visit from this ship, ban
.mm 1 ?v
. hav- this 1
cities to nae this
Francisco and Seattle
oiner racnio voast ciues in i- .
opportunity. I
Aa ocean liner filled with a vast ar- .
ray of American-made a-oods will visit I
very Important port in Latln-Amer ca
and will serve as a traoe amoassaaor ,
i
11 -i,m !
i no. euner oy .
e. 1 I
irom tne rainuitiiurcn iu uiiiiuna
of Latin-Americans,
force of habit or byl re
circumstances now 100a o m t- i
pean maraeis lor tneir maenmory. v.e.r
fabrics, their hardware, their
food
products and their, clothing;.
Trip Officially Iarfsrae.
'TMi ir.it .hir win ail under the t
patronage of the American Wanufac- S tlon of this (rreat commercial move
turers' - Export Association, an or- ! ment- Henry T. Wllla. foreign trade ex
ranlxation of producers that Is coun- 1 pert and secretary of the American
in if. Influence It will sail. ! Manufacturers' Export Association:
too. with the official Indorsement of ;
the President of the United States, the
nt of the United States, the J who has for years foreseen me inaus
t of State and Commerce and trial opportunities of Latin-America,
with the good will of the : hve assemb'ed the data and have
an Union. been placed In executive charge of the
Iepartment
Labor and
Pan American
Already the Department of "State has
prepared instructions to the diplomatic
representatives of the United States
throughout Central and South America
to herald the approach of the exhibit
ahlp and to extend to the representa
tives of the manufacturers every cour
tesy that such an expedition may en
Joy. Already too. the ministers In Wash--ington
of the neighboring; republics of
the South have assured the trade mis
sionaries of a cordial welcome. They
have agreed with president Taft that
"anything tending to a more perfect
and mutual understanding among the
peoples of this hemisphere and to the
srreater development of the commercial
relations between them" should be en
couraged as far as diplomacy can en
courage it.
With these more than friendly assur
ances, the project for the cultivation of
a broader trade relationship between
the republics of the two continents has
matured. Products of the skill and
brains of North American manufac
turers will be carried to the very door
of the consumer In Central and South
America. This consumer will be shown
not by catalogue, not by photograph,
not by a salesman's story but by the
manufactured article Itself, what It Is
we have to sell, how It works and hew
cheaply It can be purchased.
Large Sass Expeadea.
To make this floating; exposition pos
sible, thousands of dollars have been
expended and thousands mere will yet
be expended by the manufacturers. To
secure and operate an ocean liner; to
fit It out with exhibit booths, with great
show cases, and to provide motive pow
er for the machinery In motion, bas
been an extraordinary undertaking. It
has required the co-operation of factory
and mill experts from New England to
the Pacific Coast to provide a show of
products that will compel the Interest of I
. , ,..,. ou.tomera i
these nrospectlve customers.
From New Tork this vessel will sail
for the West Indies. Three or four days
will be spent at each of the important
ports of these Islands before the exhibit
ship touches at Vera Crux. In Mexico:
Colon, the Central American seaports
and the trade centers on the South
American Coast. By easy stages, the
vessel will work its way south to Rio
Janeiro and to Buenos Ayres. where a
week and perhaps two. will be spent
before she sails around the Horn and
enters the Psclne.
Tb West Coast of South America is
an almost unexplored wilderness so far
as American trade Is concerned. It has
never been "pioneered" except by a few
railroad builders, and the millions of
Latin-Americans living- aloes: this
coastline front Santiago. Chill, to Guay
aquil. Ecuador, are as the Inhabitants
of another world to the great producing;
Interests of the United States.
New Trade Area t Be Opae4.
Within less than two years the Pan
ama Canal will be open and this entire
West Coast made even more accessible
to American markets than is the East
Coast now. Ships passing; through the
canal will be able- to reach Valparaiso
as soon as a vessel, sailing; from the
same American port can reach Rio at
this time. The perilous Horn will stand
no longer as a hazard against American
"hippers. and the remote countries south
he Isthmus of Panama along; the
, a n...s i..,i.. .-in
,.., ... .rA , a,h iirl will
become fertile fields for trade expan-
B)on
some th f,et, wn,cn
nr0mnted American manufacturers
o a adv.nce Af.eaU th
to sena out as an aavance ftui, ui
expensively equipped vessel, the trade
explorer ,nls pn.8cj demonstration of
wt the enterprise of North America
K.. . w., ,h ,hrif f Sn..h America.
Th -.., of .om. . the ieadlnr
students of trade conditions and trade
possibilities of the countries to be vis
ited on this cruise, have been called In
by the manufacturers In the org-anlxa
John J. Flnnell. consulting engineer,
wno na ror years i;"n m
projects. Thev will be under the ad
vice of a board composed of represen
tative manufacturers throughout the
country.
Plaa Explalaea Gwverasseat.
These men cam to Washington and
laid the plan before the Departments of
State and Commerce and Labor. They
reminded the officials here that every
administration for 40 years has
preached trade expansion In Latin
America; that consular and diplomatic
agents of the Government have been
made trade educators: that "dollar di
plomacy" had become a fixed policy of
the Federal Government, and that the
Pan American Union, maintained under
the patronage of all these countries, has
as Its single mission, the cementing of
closer trade relations with the Amer
ican republics.
Then It was that the practical plan of
appealing to the couaumers of the
countries to the South for their busi
ness by means of a floating exposition
was laid before the Government. Here
waa an agency for carrying out the
very policies, these men said, that all
administration forces have been con
centrating upon for years. The plans
were spread cut and at once the two
great departments of the Government
most vitally Interested In the extension
of the export trade, approved.
More than that. President Taft him
self reviewed the possibilities of the
manufacturers project. He saw In it
immediately splendid opportunities for
the exploitation of American-made
products and wrote Mr. Wills a letter
strongly Indorsing the whole movement
and commending It to people of the
countries to be visited as a plait worthy
of American enterprise.
Diplomat May Ge AJoag.
Plans are now under consideration t 0
end along with the vessel a dlstft-r-
gulshed diplomatic officer of the units si
States. He will be loaned to the et i
terorlse br the State Department at t
terorlse by the State Department at td
will be given a leave of absence or
six months or rucn time as the cm I ee
msy take. A diplomat familiar wl th
the customs, languages and needs of
the Spanish-Americans will be choa en
and his presence aboard the ship III
make for the cultivation of closer soa'lnl
relations with the countries that Wi ill
entertain the commercial . visitors.
Unique methods have been adopJJ ed
to acquaint the visitor who will bo rd
h exhibit shin with tM qualities of
' goods displayed before tnem. ror i n-
stance, a general bureau of lnformatl- o
3 '
if)
fir f
r
r or
wl ir be provided. This will be connect
ed by phone with each exhibit booth.
The exhibitor, unable to speak Span
ish t or French or German, as the case
m; tv be. will talk to the customer
thiough the bureau. Expert linguists
wt 11 be at the switchboard to translate
tha Inquiries and then the replies.
8h euld there be no exhibitor present at
th. time, the visitor can Inquire hlm
sel Jf of the bureau concerning the arti
cle he may be Inspecting.
.' Passenger accommodations for at
les rt 200 exhibitors have been reserved.
Al fo accommodations for. the force of
me rhanlcs, who will be needed, for the
mr Khlnsts and for the general staffs
of the manufacturers, arexprovlded. Mo
tto o exhibit win for the most part
occ aipy the decks while the show cases
an S other classes of goods will be dls
pls tyed In the saloons and between the
de sks.
Visitors t Be Welcome.
' K'herever It is practicable the ship
wl 11 go alongside piers at the various
po rts and the visitors received direct
frc sm shore. Where this Is not prac
tlc able small power boats will carry
th t merchants and traders out to the
ve tsel free of charge. The length of
tin te the ship will remain tn each port
wl fl. of course, depend upon Its com
m srclal Importance. At some of the
li er cities. It will remain for one or
tw o weeks.
Advance notices of the arrival of the
vt sssel, setting forth clearly Its mls
sl em and sn invitation to all merchants
ar ad supply houses to be the guests of
th m manufacturers,, will be sent out
th rough the diplomatic and consular
ag fnts of the government. Excursions
et sen will be run from Interior points In
sojne of the countries for the benefit
of those who may be Interested In the
pi ioducts of the Americana ,
"The Spanish and metric system be
Irsg the commercial language and the
t fenanclal system In use In mosf. of the
gauntries of Central and South Amer
lg:a. as well as the West Indies, all ex
' sibltors will have their advertising
matter printed accordingly, and In ad
dition some of It will be printed In
Uerman. French and Portuguese.
To make everything as explicit as
possible aboard ship for the visitors,
the management will print a journal
jrlving a full description of all the ex
hibits, the name and the place of the
"manufacture, with cuts of the exhibit
Itself, that there may be no mistake
. as to the product that Is being dts-
played Also the date of arrival and
a full description of the ship. Including
the products aboard, will be printed in
advance In the local newspapers of the
cities to be visited. Engraved cards
of Invitation will be sent In advance
to the government officials and to the
prominent merchants along the route.
C raise Will Cemae Moatks.
. This cruise will consume six and per
haps seven months. Ail the Important
porta along both coasts of the Latin
countries will be Included tn the Itin
erary, and. It is altogether probable
that when the vessel reaches the West
Coast of the United States, a trip to
the Orient will be mapped out.
A movement of exactly the same
character and with exactly the same
mission has been Inaugurated by the
great Industrial Interests of France.
An exhibit ship Is being designed under
the supervision of the French navy for
a cruise Into the same waters that the
American vessel sails. The French
people ar anxious to extend their Cen
tral and South American business and
are assured of an appropriation from
their government to further their
plana
Aroused by this competition on th
part of the French Industrialists, the
American manufacturers are even now
-engaging
their space aboard the Amer
ican ship and are Indicating the man
ner of display which their designers
have recommended. They are realis
ing that they must act quickly if they
are to reach the consumer first.
The stimulation to American trade in
these countries, fostered by such a
movement, cannot be estimated irf ad
vance. It is known in advance how
ever, that wherever the vessel touches,
a cordial reception will be tendered.
It is known that the merchants among
the millions of . Spanish-Americans are
anxious to Inspect American goods and
to establish trade relations with the
United States, If given the opportunity.
It was in this knowledge that this
pioneering trip was conceived, and
from the support given It already by
the resourceful manufacturers, as well
as by-the Federal Government, its suc
cess Is no longer In doubt.
Many Porta oa Roole.
The itinerary of the exhibit ship
follows: New York. New Orleans. Ha-
I vans, Cuba: Vera Crux, Mexico; Tam-
pIco. Mexico: Progresso, Mexico; Bellx.
! Honduras: San Jose, Costa Illca: Ceiba,
Costa Rica;. Colon, Panama; Barran
qullla. Colombia; Kingston, Jamaica:
Port au Prince. Haiti; San Juan. Porto
Rico; Ponce. Porto Rico; St. Thomas,
Dutch West Indies; La Guayra, Ven
ezuela: Trinidad, British West Indies;
Para, Brazil:. Pernambuco, Brazil; Ba
hla. Brazil; Rio Janeiro. Brazil; Santos,
Brazil; Montevideo,' Uraguay; Buenos
Ayres, Argentina; Bahta, Blanca, Ar
gentla: Porto Borja. Argentina; Punta
Arenas, Chile; Corbnel. Chile; Val
naralso. Chile: Antofogasta. Chile"? Iqui
qui. Chile: Artca. Chile; Mollendo,
Peru: Callao. Peru; Guayaquil, Ecuador
Buenaventura. Colombia; Panama. Pan
ama; Punta Arenas. Costa Rica; La
Union. Salvador; Champerlco, Guate
mala: Acapulco, Mexico; Manzanlllo,
Mexico: Mazatlan, Mexico; San Fran
cisco. Portland. Seattle.
Gambling With Fate Shown
to Ee Losing Game
Denk Sergeant Tells Experience of
Three Mei.
"A'
NT time that you check the bet
up to Mr. Fate and ask him
to carry on the game, you can
gamble that he Is going to make you
show vour hand mighty quick," re
marked the desk sergeant, as Tie care
fully brushed from the shoulders of 'i
new uniform marks made by white
vash. He had leaned carelessly
against the wall as he spoke, and the
new Jail, whose former business was
that of a warehouse for a wholesale
butcher supply company, had pro
ceeded to decorate the shoulders of the
new blue coat.
"Whenever any one comes to me and
says something that he will or will not
do, in the finality which many people
have, I always think of three persons
I have known in the last year, who
checked over the bet to Fate and had
It put up to them strong right away.
One is a man now dead, Charles Rogers,
and two are patrolmen. Guy E.' Fuller,
ex-divinity student, and Charles Hew
ston, the hero of a midnight battle with
a holdup man last year, in whicn
wounds he Inflicted afterwards caused
the death of the robber.
Officer Laughs at Antomatles.
"Hewston" carried a SS-caliber re
volver. He was accustomed to make
fun of the smaller and lighter auto
matic guns, which many patrolmen
used. One night In an argument, he
was making fun of the lighter wea
pons, when someone said that carry
ing seven or 10 bullets In a clip, gave
the man using them a better chance,
because he would not have to reload
after Ave shots had been nred.
"If I can't get my man In five shots,
I'll throw it at him and run away,"
Hewston said in reply, and Mr. Fate
muBt have been Just outslda-the door of
the assembly room when he said it. De
cause it wasn't a month before Hewston
was called on to make It good
"Hewston was walking along First
street about . midnight and commanded
a man who was going the opposite di
rection, to stop. Instead the man drew
a revolver and started shooting. Hew
ston nulled his own revolver and an
swered. He fired all nve shots the
revolver being a slxshooter with one
chamber empty, as they are carried
for safety.
Wonads Cause Death.
"None of the shots seemed to tell at
all. although when the man was found
later in the night, all five bullets were
scattered across his body, and had In
flicted wounds from which he died
next day. Hewston looked at the gun
in disgust, then at his assailant Then
he broke the gun, threw out the ex
ploded cartridges and tossed the gun
at the man who was still shooting at
him. and collapsed from a bullet wound
In the groin.
"Fuller put It up to Fate strong, and
the come-back was stronger. He con
fessed before the Police Commission
that he had taken graft from houses
In the South End, afterwards, but at
the time nothing wa known of it. He
had been educated for the ministry,
was well-read and occasionally wrote
poetry.
Fuller WrMe Poem.
"About this time a graft scandal in
which high officials and a large number
of policemen-were connected, started.
Publicity In the newspapers added to
the SDlrlt of unrest in the police de
partment and the protest of the police.
In the midst or it. Fuller wrote a poem,
which he submitted to a newspaper.
It was printed. Mind you, at this time,
he later confessed, he had already taken
graft but none knew It except Old Man
Fate,
The poem ran something like this.
In one verse:
W walk our beau protecting those
Who throw ft Into us:
They ay. "There ton the brute la blue.
Alnt ha the f rafting cunl"
"That was the last hand In the game.
Fate would not stand for that. And
clrcumstanoes shaped themselves at the
motion of fate, so that Fuller was
brought to confess his part In the af
fair. Attempt at Suicide Falls.
"Charles Rogers was one man who
played back and forth with Fate for a
year and a half, and was finally beaten
out of the only 'pat' hand he ever held.
He declared his game from the start
and seemed to be winning out. but Fate
punished him before the thing was
dona
Rogers suffered with stomach
trouble, and it was so acute that he
was In agony a large part of the
time. Being a man of Christian up
bringing and wide education, the Idea
of suicide did not appeal to him but
he decided that if he were not bettor
In a year from date, he would kill
himself.
"The year rolled around. Rogers was
no better. On the anniversary of his
decision he. rented a room In a hotel,
hnno-ht an oilcloth so that he would
not soli the carpet, and shot himself.
"But the bullet, entering below his
jaw, passed upward through his tongue,
and lodged in the front of his skull.
He awoke In a hospital. He could not
talk,becauae his tongue was Injured,
but ha knew that be had been beaten
on the first hand.
Fat Flaally Wins.
"When he was able to think,- he de
cided that he would kill himself when
he got out of the hospital- - He seemed
to be on the highroad to recovery, in
the course of two weeks. He gathered
strength for an operation to remove the
bullet, which had lodged In the skull
lust In front of his brain.
"The operation was performed.
He
WOMEN CONTROL POCKETBOOKS; LACK
TACT TO APPLY ECONOMY IN BUYING
Salesmen Reduce Trade to Science Hypnotism Used o n Housewives Purveyors of Merchandise More Wily
Than Customers Managers Delve in Psychological Research.
BY KATHARINE MATNARD.
IN the light of present-day discus
sions regarding the high price of
common necessities. It should be in
teresting to discover whether women.
as the distributors of family Incomes,
are obtaining full value for the money
that they disburse.
It is apparent that selling is becom
ing more and more an art; for It is not
enough that beguiling advertisements
of the means for satisfying every
known want stare at us from bill
boards and from streetcar signs and
thrust themselves upon our attention
from the thickest parts of our maga
zines, where the reading matter proper
leaves off. But the enterprising sales
people are organizing some entirely
new and hitherto unsuspected methods
of wheedling the cash out of our
pocketbooks.
Hypnotists Back Counters.
Salespeople are no longer placed be
hind counters to sell us what we want.
They are there to persuade us to buy
what their departmental manager
wants to get rid of. They are there,
not to accommodate us, but to hypno
tize us. There has even been estab
lished recently a school of salesman
ship, to teach these official persuaders
the more efficiently to conduct their
experiments upon us.
It, Is evident that the art of pur
chasing is by no means keeping pace
with the art of selling. The latter has
its experts to tell tho purveyors of
merchandise how to word their adver
tisements in order to create the proper
psychological reaction. They have
studied the details of-this reaction un
til they all know why "tear off this
coupon and mall it today" Is more com
pelling than the more indefinite" mail
this coupon." ,
In the modern mercantile stlre the
clerks are trained to use the business
smile for the persuading of buyers; not
content with that, the management
goes more deeply into psychological
research and the clerks are instructed
to ask, "Do you wish to take this home
with you?" a suggestion which. If fol
lowed by a large number of purchasers,
means the saving of vast sums in the
matter of deliveries.
Power Behind Suggestion.
.The power of suggestion, with all
Its shadings. Is no longer confined to
the physician or the mystic. It has be
come the tool of the advertising agent.
In fact, advertising has become a sci
ence, or something akin to it, its laws
studied and classified, its operations
known and Its results accurately pre
dicted. The science of buying is largely over
looked. Yet the distribution of wages
the country over Is left In the women's
hands and without their consent these
elaborate tactics of the seller must
fall of their purpose..
Too often women are not. the con
scious selectors of the merchandise they
buy They leave all to chance and
whatever the commodity to be pur
chased, the food for the day, the cloth
ing that the children wear, the furnish
ings of the house, its selection is pure,
ly fortuitous, a matter depending upon
the persuasive powers of the clerk who
waits upon them, the alluring look of
things, or, more vaguely still, what
the other woman is buying. Too often
the purchaser Is the victim of the seller
Instead of being herself the mistress
of the situation.
Women Careless Bayers.
Women have for so long been the
buyers, the class to which appeal is
made In advertisements. In the display
of goods. In the allurements of "spe
cial" prices and anniversary sales and
all kinds of bargains, that we take for
granted their fitness to deal with all
these matters. As a matter of fact, the
question of value is not paramount in
the minds of most women when they
go out to buy. If it were they would
not be persuaded by fictitious price
marks to part with good money for
shoddy dress goods, which stretches
and frays, or gaily-colored rugs which
In a few weeks turn strangely lifeless
looking and stringy, or pasteboard-
soled slioes, or any of the thousand and
one articles of the Imitative sort which
are commonly exchanged for cash all
over the country. It is not that we buy
too much, but that we do not Insist
upon value received.
We all know how a man buys an
umbrella, a bat. a pair of shoes. He
says to the clerk: "I want the best
thing you have in stock for five dol
lars." And, usually, he gets it. The
clerk knows it Is useless to try to per
suade him to take an article that looks
nearly as good and Is 48 cents cheaper,
or that would look like an article that
costs more money when one is half a
block away.
And how do women buy? We all
know, reluctant as we may be to ad
mit our own follies.
Mrs. B., we will say, is going down
town. Induced by an appealing adver
tisement which she has read of won
derful bargain prices in window dra
peries. She stops to get Mrs. C. to go
with her. Mrs. C Jumps at the chance.
She does not need window draperies;
she has already feebly resolved to
spend no money this month except on
actual necessities, but she waves all
that aside and goes with her frelnd.
Just because the Idea appeals to her.
When they reach the store the win
dow draperies are found to be un
usually attractive. Mrs. B buys. Mrs.
C hesitates, hates to miss such a rare
bargain; wants her windows to look
as well a those or her friend. The
salesman sees at once a chance to ex-
else his talents and to win favor with
the management. He asks Mrs. C to
look at some new patterns, only a
little higher In price than these bar
gain goods,- but Infinitely to be pre
ferred to them. He displays their col
ors, appeals to her as a person of taste
to say If they are not charming; gives
them every advantage of light and dra
pery; In short, exercises his powers
of suggestion until Mrs. C. picturing
to herself how attractive her windows
would look so decked, yields to his
insistence, her economical scruples now
quite forgotten, -and outdoes her friend
Mrs. B in her purchase.
Clothing and Food Same.
No use in dodging the question. It
Is In this way that nearly all the sup
plies for the home, the clothing and
the food are bought for the average
American family of medium Income.
As a pertinent Instance, take the case
of a woman who, a few months ago.
rallied well and on the strength of It,
began to look on life with a brighter
eye. By careful feeding in the hos
pital his stomach trouble was lessened
and there was hope that it might
eventually disappear altogether. Then
he decided that he would not try
again to end his life and would go
upon a farm and try to retrieve the
mistake he had made.
"Two days later. In a sudden re
lapse he died. That Is why I think that
it never pays to pass the bet on to 'Fate
in any game. You always lose out."
Youthful Author Found.
"Nathan Cohen, aged 12 years, is the
author of a new epigram," said the
deBk sergeant gravely, but with a
twinkle In his eyes, the other night.
"Such a thing in one so young Is some
what unusual, but when you think over
when sugar was at the highest point
It has reached for years, bought a 100-
pound sack because she needed sugar
to can a few pears and believed it to
be more economical to buy such sup
piles by the, sack. As a matter of fact
she could have gotten along nicely with
a few pounds of sugar until this com
modity came down again in price.
These inflations never last long.
It is much this way that tne average
woman buys her dally household sup
plies. She buys what looks tempting
or what the sales clerk offers. Instead
of taking careful stock of the foods
she already has in the house and mak
ing her schedule of meals, taking
thought as to food values she buys
whatever she happens to come across
that looks appetizing.
If she has been detained Dy otner
duties until late In the day she buys
what will cook most quickly ana tine
the least time In the preparation.
- Crime In Round Steak.
It is no less than astonishing to go
Into ib. butcher shop in a residence sec
tion of town in the afternoon and see
how many women in succession will
coma in and buy round stead. A cut
that is so tough, although Its thick
ness be no more than that of a sheet
of paper, that It requires athletic ex
ercises of the most strenuous sort to
masticate it. But It can be- slapped
into the pan and cooked while John is
taking off his overcoat and washing
his hands. Put on to cook at 10
o'clock in the morning and simmered
slowly all day with an accompaniment
of seasonable vegetables it would have
made a palatable and a nutritious
dish. But fried, as it will be when the
purchaser has dashed home with It, it
Is no less than a culinary crime and as
unfit an article of food for a tired man
and helpless children as the paper in
which it is rapped.
In the same fashion the unthinking
housewife buys a bakery cake, for
getting that she has enough pudding
left for the family dessert, buys a few
sweet' potatoes or artichokes for a
change, forgetting that she has on
hand some other vegetable that by to
morrow will be stale and useless.
Living Costa Mount.
Meantime the high price of living
mounts steadily higher and John
grows a little grayer and a little more
work-worn, trying to keep up with the
procession. And when they talk it
over and lament the sllpptng away of
the month's salary, she doesn't see
how they could manage any more
closely. Why, they are doing without
things now that they ousht to have.
Would she be astonished to learn that
by her injudicious management she has
thrown away her own Winter suit and
the new underwear that John has had
to forego?
The science of managoment the sci
ence of buying, which would mean as
much to the family as an increase of a
quarter to a third of her husband's
salary, is all an unknown and un
dreamed of thing to heir.
If John managed his business, day
by day. In as haphazard fashion as
she manages her expenditures he would
soon have no business to manage. But
he takes It for granted that his wjfe
knows how to distribute his income
among the various necessities of the
home.
Husbands Dont Question.
He doesn't think of asking how it
goes good American husband that he
Is. He knows that everything Is so
high that It Just can't be helped. The
best he can hope to do is to hang on
at the present rate until the children
are old enough to help and then he
and wife can take tt a little easier.
Investigators have been discovering
all sorts of interesting things about i
the occasion, you will conclude, as I
did, that the experience warranted It.
"The new epigram Is: 'Virtue Is Its
only reward," and although It may
sound like an old familiar, it is quite
different. I assure you. This Is the
8tory,
A broker, living on the. East Side.
late one night found himself down
town. He thought that he needed a
newspaper, costing 2 cents. He called
Nathan Cohen, who is a newsboy, to
supply the chronicle of the world's
events. Cohen held out the paper in
one hand and extended the other hand
for 2 cents.-
"The broker felt in his pockets. He
had not a cent. Then he remembered
that he had a 1250 watch and that
(250 watches are negotiable, even for
such slight sums as 2 cents. He prof
fered It to the astonished newsboy,
and took the paper then hurried away.
"Cohen waa honest enter virtue. He
t
the relation of psychology to business
and to the trades. One of the most
notable Is the study of the occupation
habits of workmen by means of which
psychologists have been enabled to
help certain workmen to accomplish
four times as much work with no
greater exertion. They have studied
out what are the useless motions and
have eliminated them, that's alL It
doesn't mean any harder work for the
workman; In fact, after he learns the
new way he can work with less fatigue
and he earns larger wages because his
output of work is that much greater.
It is all In the matter of forming cor
rect habits eliminating the useless
motions gaining speed and accuracy,
saving hours and people.
Woman Her own Psychologist.
Would it not be possible for every
woman to be her own psychologist in
this matter of distributing the family
income?
Perhaps this thought might help. A
business woman was obliged on her
way to the office each day to pass a
row of second-hand stores where ap
parently everything under the sun was
to be had. She noticed that the best
appearing of each Kind were every day
dusted and arranged to make the best
show and then the proprietor, "like
a fat spider." as she said, sat down
and waited for his victim.
She carried the thought with her as
she went on up town and saw the
window drapers hanging white sheets
over the display windows and then
getting busy inside placing the new
goods In the most advantageous posi
tion. Setting the web, she told her
self, to catch the flies. When she read
the alluring advertisements of goods
marked away down below cost, she
told herself that no store could sell
merchandise In that way and continue
ousiness.
In other words, she set up a counter
acting thought, to balance the sugges
tion that the sales people were con
tinually offering. As a person who
does not wish to be hypnotized sets up
his own will power against that of
the practitioner, so she ushered each
day her counteracting opinions,
thoughts, ideas, to withstand the lure
of gorgeous display windows, seduc
tive bargains and tempting goods.
Buying Reduced to Science.
She made out a list, the night before
of things that she actually wished to
buy for the next day, whether gro
ceries, household goods or wearing ap
parel and she determined not to de
part from her list of articles really
wanted. By this means she was en
abled to escape from the thralldom of
Importunate clerks, zealous persuad
ers and all the allurements that be
long to the art of selling. She created
for herself a science of buying which
fitted with her circumstances and her
purse. '
A science of buying, if we can
achieve it. -will enable us to hold to
our own opinions in the face of the
over-persuaders. It will enable us to
have more money for what we want
and show us how to spend less for
what we wish we hadn't bought- It will
enable us to get behind the scenes, as
It were, and realize that all this great
science of selling which has grown up
in the past few years rests upon the
consent of the women of the country
to part with the salaries which are
placed in their hands for distribution.
Scientific salesmanship is all right
for the seller, but in the face of the
great present day drain upon pocket
books, a science of buying is as much
needed. It would, in fact, do wonders
if it could be brought within the ken
of the average housewife who now
buys by instinct, by caprice, by the
lure of the eye, but not by reason.
brought the watch to the police sta
tion, when he had found out that It was
of Swiss make, struck musically the
hours, half-hours and quarters, and was
heavy with gold. He told the circum
stance and turned over the watch to
the police.
"The morning after, the broker
looked for his watch in his vest, and
finding that it was not there, reported
the loss to the police. He mentioned
the fact that it was a $250 watch and
that he would give $50 for its return.
"Looking over reports a detective
compared the reported loss and the
turned-in watch of the newsboy. He .
Informed the broker, and the broker
claimed the watch. He did not pay the
reward.
"Cohen is out 2 cents the price of
the paper, and $50, which he expected
to get.
"Do you blame him for making
epigrams?"