, 1
Tins outccn cuttdav ;-tj?j:ai, rc?.TLA:;,
- . . I
sue. . .(Gsmec . Wlho Fflacfoft GIcvo ' Bsen.
Hc.7 ilC?? Seen:;:! DostbcJ to Vin Fame ciil For- . .
tun3 acJ
IEIM on be no doubt that Adair w .
. I genius. Tbey begaa telling blm that ,
I wbB Im wi even at that early stage'
of hit career when bis genluo feerea ta
manifest Itaalf Is eorawliog verees oa
hl composition paper In school., Hia folks at '
boiffa found tba veraes, took tham ta tha
editor of tha local paper, and from thai amy
Adair's doom was seeled. '
Ha wn labeled Genius," and wbeo ones
M labalad bo mil escapes tba brand. Tba '
aditor printed tha verses because Adair's
uncle ran tha largest dry t eoda stors In town,
; and. a consequence, wal a pereonage ta
t, propitiate for as adttor who depended for hia '
. breed upon tha ada that a atrial! town pro
. . dueed, and with tham faa printed a Uttla ao- ' .
tloa of their writer, and In. tha notica ha did
not fail to mention "genius M at laaat twloa.
' Twloa again at acbool Adair wret verse
and had them printed la tha looal paper,
twloa ba wrota eompoeUlona that wra read '
at school exercises. An wba ha wrota tba
' elaaa valsdlotdty aad described tba battles?
and tamntetlons that tha vouns Bcocle of hia
' alata would bar to to tbrout h wbse thsy
started out from tho sheltering environ-
' mast of tba dear old achool aad beyond tba -
halptnff band of tbalr dee oU teachers and
; dear old principals, there war to ba seea
tear among tha elaaa ana teacnere. una
teacher klatad Adair when ba we through,
and tha congressman who -had eome; io the
acbool ta aoaoh tha young folk In their flrat
leap at Ufa devoted at laaat five minutes to
praUlnf tha young genius effort, and pre
dicted a me for him hat-would maka bis
bom town ring with prldtor htm. .
'
Iff tt4 Ganltu at la ft,
. Atar that AdtJr wan to work an tha looal :
papar. whara tha principal dutlek of a yenlua ,
ara to aaa that tha Barton'o Coraara corra- .
aposdact floaa not aaatha papar aa a Tahlola
for abaalng tha maa who aanda Itama froi
CobUWB, to And out who w viattinv w to wn
and) to turn to and help f aa tha pony cylinder
wbaft tba papaatoaa to praaa 4ata an a Thura
day night. Of aouraa Adair aupplamantad-
tBaM autiia by writing- varaa, which waa .
prtntad alongalda fih inarkat raporta and
halpad a tot to nU In batwaaa, .tha ada, and
ka awaitad tba day wbta hli gmlua ahould
ba raaofnlaad and a matropoktaa papar aa&4
for hia etrrleea. ', '
Bui tbif la ail af tba aarly youth of Adair: ,
What wa hava ta do with la tba way 1a which '
no fallad artar ba cam to tha elty aad avary
thine waa aomlnc hia way. Of aouraa thara
waa a tuna avan attar ba had ooma to Vja olty
and aaourad amploymant on a bit papar ha
rnrakawaaraoocniaadaaaa-etilua. Tha local
ataff a of aU bit papar art flilad with fcaluaaa
who sarar tot a ahanea to aarn mora than
visa a waaxv A mil muai do aa KirioroioKx
aora at a tanlua to maka any daoldoo) Un
praaatoa - . ' ,'; ;
. . Br mm .--
Tha fact thai Adair did maka a daddad lav
praatioa, and thU within a yaar af tar bla ad
aat aa a matropolitaa awwapapar man,
arovaa that ha waa a raal tanlua. Ha waa
'. ao flaih In tha pan, a man who eould do oaa
or two too atotiaa ana tnn oia aown.
" had It ta him " to do rood work and to do
U right alone. Ha bad a whola lot of good
work la him. and with man of thla kind It la
only a auaaUoa af tuin tt out, and than
mooaaa wrtttaa la bit lattara and Intar
aparaad at fraquant miarrala with tba daalra
kla dollar alga la taatra ta bava and ta hold.
Adair had tt la him. If ho had only tot It
out thara la ao tailing- whara ha might ha
at thla day. But aa ha aarar did gt It out
ka la atlU working or a raportar'a wagta oa
amall papar down aouth.
Whaa Adair mada hi nrat hit tha world
opened up brightly tor him. It waa only a'
eommoa aewspepar - story " that first at- ,
treated attention, but It waa tha kind of a .
story that would have attracted attention If
tt bad beea printed on yellow wrapping paper
and put are and a bar of soap, other mea
had takea tha same aubject for It waa aa
How to
i VURTBODT knows see national Ta.
La., atamaea of money making through ad-varttstPw-bow
X'e breakfaat food and
Uaf T"e face powder, aad aye euro for
I rkeumetUm mada X T, an mil
lion al raa. Tba romaaoe of adverUalng baa
beea preUy well handled, and tha proaala
aide at It la not being negteored. Tat many
people whoee lot areata, if they but knew
it. aire deeply Involved In thle great modern
agattt 6fHualneae have vague daa of Its
real character. For lnataace. the small mer-
chant la, ae a rule, unaware of the fact that
advertising ig d game that everybody can
engage lav Talk advertialna to a grocer
supplying a baneful of famHlea In aa out-of-the-way
corner of the city and "ha will
think yott crasy. That la because he doea
not understand what advertising mean.
We are Inclined ta think and talk of ad
vertletng aa something comparatively hew
ta the world of buainaaa In Its more strik
ing dvvelopmeata. at aouraa. it - la. The
amount at advertleiag and the waya of ad
vertising have mereaaed m the laet Quar
ter af a eeoturrv-la the IaM decade, on
might aay to a coloaaal extent Alto ebanges
' in buainesa aondlUcna. traaaportatloo faclli-
.' tlta, pubHehlng eaterprlsea have made the
preblam et advertising aa a whole a new
aaa. But don't forget tha esaeatlal truth
that adveraatng la almply making the pub
lie acquainted with tba merchant, aad tba
tnarcbaadtsa, and that ataoa 6 rat the aav
age'a atora of food waa mora than sufficient
for bla owa want aad he waated to exchange
soma of it for aometmna wi aemewcr
els had, advertising waa found aeoeeeary te
barter aad exchange.
A Jwartlalng Geta Mara Complicated
Tha personal advertisement by word af
mouth from th producer to the eoasumer
haa been varied Infinitely with the oomplica
ttone of civilised Ufa, bat advertaaing la to
day essentially what tt waa at flrat; A tr"
B that be la willing to exchange aome thing
In hie possession for something In B's pos
session, The exchange column of a news
paper la theprototype of ell advertising.
There te no merchant, la however email
way of business, that doea not advertiser
there le ecarcely one that could not advertlae
better If be gave bla though te te It The av
erage small merchant la bound band and foot
by tradition and la perfectly blind to the
possibilities which modern advertising ex
rrtmce haa opened up to blm. Tradition
U:7 Ho, Failed
:. 1 ' yz RT '
By Norman Morris.
eld oaa. aad worked at It hard without doing
anything startling with It. But under the
away of the young genius It became a thing
for mea to alt up and gasp at when they read
It. The faahloa la which Adair wrote mada
It aa arte. It had evenrthlna- In It that the
well wrtttaa story should have in It, aad be-
aldee It had that which mea may alt down
and try in vain ta define, the touch of genius,
It waa a eeneatloa la the prof tsaioa for a full
day attar It waa printed, aad thif la a novelty
ta a profeaaloa where yeaterday'a paper la
aa a thing of ancient history. It got Adair
for
W.D.McJunkin
baa told him that when be open a little store
he must advertise hia buelneaa by meane of
a alga aver his door, by aa array of merchan
dise la hia wlndowa, aad possibly by distrib
uting a few bandhlUa the neighborhood.
Bo he proceed to do all af theae things in a
manner aa nearly Uke that of othera aa he
can poaalbly attain to Inetead of doing It
lut aa differently aa ctrcumatancee will per
mit. ' ."' , ,v --r :, : . v -s
: The fact ta there is aa much scope forand
need for originality in the advertising of a
M one horse " grooery as In that of the Mggest
department store, and relatively aa great a
reward for It. Cannot afford to advertise "
! a hade of Barnum I The mail eat grocer can
by a little ingenuity make every womaa tat .
bis neighborhood think hi atora the only
emporium in the anieersc. He oaa handle .
bla three atringtd advertising instrument
sign, window, aad haodbineo aa to dis
course maeto that will woo trade from blocks
around. .
" ' ' '
Sign Should! Ba Different.
Take etrlng No. 1 tha alga. If tba grocer
ta like -the rest ot tha bunch " ha will be
. eatlafled with bis name to inartistic lattara
spread ever a commonplace signboard, or
he may add "grocer" or groeerlee" or
something sejaaUy general and uninteraat-
. tag. Why doesn't he tell us why we should
buy aar groceries barer Groceries at bot
tom figureepure goods at wweet prtcea "At
the alga of the tree egg "-4et him gst a
alegaa that will express his intention ta
running the buainesa aad wake tha echoes .
aU round his -aeighhorhood; and den't let
blm be afraid to stir people aut at their
sleep!
The string Ne the window. What ta
Unite peeel bUltlae at trade drawing It holds
aad what a ludicrous fisxls It generally te.
Tha same eld tinned meat and tomato cane,
the aame eld fly papers reposing ovewdubl
ous vegetables, the same old wboleaalers'
aigns thrust Into the windows te be out of
the war the eame eld tndleatioa that here
la a grocery run In the same old dreary, un
thinking fashion.
-
Why Doaan't tha Grocer WakaVp?
Why doesn't the grocer wake up and make
ate window, unlike that of any other grocer
that has been, te, or will be, and make tt dif
Advertise
Iio:tIiG;Plcaa2r3 on4
offer from two papers and tt got him also
aa advance of salary, ... ,V
' Walt aad Exyact Bl Thlafa.
X yaar later Adair began to attract atten
tion with hie feature startea. He waa then
Juat 2. He wrote stories that mea who had
grown gray at the trade would have given a
hand to have written. He had a atyle about
hia work that mada It popular without cheap
enlnw It ta quality, and hia proapcote grew
brighter day by day. He sold aaa or two
atorlea to the magasinea, and a female meg- ,
Little Money.
ferant every so often, and, above all. make
It ao attractive every time that your mouth
waters when, you look at It. And why
doesn't he reflect that a window aaa be
made an advertising medium with a circu
lation that Includce everybody In bla viola
Ity, a medium where he can puhlleh display
advertisement that will eutahlne hia com
petitor" effort aa the eua erase the star.
It Is safe to aay that the grocer, wherever
located, may make hia window space the
high road to fortune. "Advertising wouldn't
pay me" means the ordinary advertising
would do htm but llttla good even If he could
afford to pay tt. But he haa got so much
good advertising Space la the wlndowe to
fill aad fill profitably that It will occupy all
tha spare time and all the gray matter he
haa ta devote to the problem, not to speak ot
toe questionable form of enterprise which Ut-
fers tha- sidewalk with vegetables and men
aces the footatepe of the unwary pedeetrlan.
. a
Hand Bill Mar Ba KffacMv.
String No. a-the band bill, tha aid standby
af . the beginner aad the bete nolr of
the houee wife. Tet tt la a good thing. If
different If It is unlike the thousand and
one that have preceded It, It tt la attractive
aad aays something worth hearing. But If It
eon tain a dlamal announcement af the met
that Bo-and-se la at No. suoh-and-such a
Street, ready with a complete stock of gro-
' series ta eetlafy your hungerif It says a
good deal about what doea not In the least
interest you and leaves unsaid what would
. really tntereet you there la so much money
throw away. Tour general announcement
la aa good. One might risk the Irish bull
and say that every general announcement
ahoald be a particular one.
Tall the woman of the bouse. Mr. Orocer.
that every day this week you ara going ta
sell egga at a price unheard of In the neigh
borhood and eee It the run on your ahelvee
for other goods will aot Justify th loss yotf
stand oa egga.' -,.
' a a
Vaa tha Maana at If and.
' It te aot money ao muck, aa bralna that tha
aaiall merchant wants for advertising the
handicap ot deficient capital la aa nothing
compared with the handicap ot defective
thinking. Whatever excuae may be at va for
falling la business, the lamest of all la " lack
af meane to advertlae," because the buatneee
does sot ex let that cannot be exploited pronr
ably, with the maana e(
sine reviewer swelled his head most shame
fully by comparing hia work with tha early
efforts of Kipling.
His friends discussed him, and waited aad
hoped for tbe day when M Old Adair " should
some before the public with a book. " He'll
show 'era what real writing ta when he gate
started," they said. After awhile tbcy began
to say: " Don't you think Old Adair loafs a
llttla too muchf" A year later they were
teUing each other what a fool Adair was for
wasting his c ha noes. He had everything be
fore him. he had the goods, all that waa neces
sary was for him to put them oa the market
And hia friend waited and waited, and tha
gooda came not.
The1 fact of tba matter waa that Adair had
never adopted the habit of being Industrious. '
Hs didn't want to work any more thaa he bad
to. Ia the early daya, when he waeenly are
porter, he never tried to do any work outside
of the mere routine of his assignments. When.
hs had any spare time he got away soma place
with the rest at the fellows and devoted the
time to talk aad drink. The reat of the fat
Iowa, not having any particular ability, were
not to be particularly blamed tor wasting
their time, but with Adair It waa different.
He had not merely ability, but genius, and a
genius shouldn't throw himself away.
v.y.-;. a . , -v
1 iag1anlB af Ua Iai.
After awhile his friends began to talk to.
him. They told him that they were sur
prised to sse no new work tinder his name.
They advised him to buckle down aad turn
cut something. Adair, being young, took this
la the light of patronage and grew angry.
When be wanted eny fatherly advice he knew
where to go for It, aad he wasn't In need of
any Just now, thank you. His friends, also
becoming angry, told him to go where the
Ice man comets, not, for all they eared, and
left the young genlue strictly to himself.
A few editors wrote to him at Intermittent
periods asking for aome of hie stuff, and
Adair drifted along, doing work of a poor
quality and doing only enough of that to
make a living. When he did decide to buck
ap and work hard he found that he had the
habit of not working So well rooted In his
system tbat getting dowq to a deek for a pro
tracted session of work was torture. Ae be
did not love te be tortured by his owa hand
hs didn't work much.
People who didn't know tbe inside tacts of
tbe case wondered why the brilliant Adair
'wasn't Breaking Into print more often than
he did. but bis friends knsw. and called him
a fool for throwing away hia ehaaoee. . 8o he
drifted feom one paper to another, never
holding a position for any length of time,
never turning out anything but mediocre
work. He te still doing this. Even now be
could da work that would soon make him
well kaowa If ke would apply klmself to the
taek. but the " manana spirit " developed In
hla younger days haa htm la Ita grasp and
be ambloe along carelessly, filling poattlene
that mea with but half of hla capacity tough
at. and ao Bearer success than bs waa la the
beginning. Other men eome and make a hit
aad go oa upward. Adair stands still. He
can do the work, but he don't. Other men
doJt. And tbat Is the difference between the
successful maa aad tha failure.
America ;Bt;oiness Mad; .
Prof ocoions Go BeggincS.
By Jonas Howard.
WITHIN a tanaratloa aomathlnt haa
aomo aaar tba Amarlcak pubila
taakinaT tha profaaalona aaooadary
ta Importaaoa to buainaaa whaa tha
- two dalda ara eoaaidarad for poaal
hRlUaa tot tha yoaag man. Onea a fathar
la boa In aaa waa aat from tha baginnlnt upea
laadinar hia promlalnjLaoa Into a prof aaa Ion.
Today tha ambfUdua fathar In kualnaaa n
eouragaa hia aont to aour bualaaaa, taking
tha atlghtaat aonaldaratloa at tha "arar
erowdad profaaalona.
Bvary llttla whUa tha itory la in print how
the atblatlo aoa af a bit buainaaa man, fraah
front Harvard of Tala. baa entarad tha
" worki " af hia fathafa bualaaaa brardar
raw" 9 Hiinara mmaaw wmw
ha may laa tt from tha ground up. .
that
Ha pata aa a pair af araralla, a laathar a proa.
hobnailed shoe, and a workmaa'a cap, proa
ably going through tba " worka " ta tha attar
damorallaatloa at auch fellow worker
aa may bo ta hia rauta ta a abort ant bneiaaaa
aaoattdancy.
r - ' ; ' j
faaldrkUt lmtt t Nui .
farhapa aa aaa example ta Amerioan Ufa
haa beea aa naeh wrtttaa about la thla ra
apoot aa waa tha yount Cornetlua Vaadarbllt.
Whaa Cornelluat fathar Anally had to let ga
of tblagarba younger JUfred Owynna Vaa
derbllt waa the favored one In tha will. Poor
CornaUua waa left with a maaaly llttla $10,
000,000, for tha aole raaaon that ha had mar
ried tba daughter of a rtoh hanker who was.
not quite rich enough. -
But. aothlng daunted, young Cornell ua put
Oh hie leather apron and aooty face, want
Into the ahopa and began to turn out Inven
Uona that woyld help looomotlvaa gat thara
Quicker than Alfred Owynne'e faateat auto
raeer. "He patented thirty-one thlng-4aat .
vera to have made rolling stock mora profit
able on rebate principle. Than beeeema to
have eleeaed up, pat on evening dreaa. and
had euoh a cjoe time during Prince Henrye
visit to thla country that Henry" brother
wanted CornaUua to come over to tha court of
Berlin, togged out la diplomatic finery to
beat tha German band.
, , . ' ;. "
Haaar Bot Bttt 1 tft atalona. .
Thla preeent point of view regarding a bul
neae oareer for tha young maa of the buainaaa
ancaetr) aeema to be baaed on tha fact
that onea aoupled up with a bit bualneVa
whleh employe a aorporaUon lawyer all the
time, and even for time and a half, any aort,
of a yount maa ought to be able to pick op
a a aide line any poaalble dealrable thing In
the profeaalona, tha art, the Derby, or along
tha Rlvtera.
And the soberest, saddest fact tn the new
world la that this young man earn u is uus
sad. sober fact that one of these days may
leave tha rich, rich element tn eootety to the
empgarment of a $960 a ysar surgeon and a
fiddling I1J00 a year lawyer, te aay aothlng
ef Ita having to dreee up and hear a Sunday
sermon from a preacher who la to poor to-
rlek turning around and facing the other
way fa even bla beet bib and tucker.
At the preeent time there are a few $100,000
a year surgeons, siren after they have paid
commissions to ths doctor sending tn the
sjeae. A $50,000 a ysar lawyer Is a whopper,
almost anywhere. A $28,000 a yaar preacher
would be made a better offer la a good dime
museum. But James Hasea. Hyde's $80,000
oan-oaa dinner to a mere Incident et a eight
In hia buainaaa eareer. Papa Hyde put Mtti
Jama la the shop with hie apron on atralght.
mussed ap hla hair a Uttla, and Jemee
buckled dowa ta business la a way that la
Jlt A.d- aashetp a tildh. .
now giving a gooo -
" overcrowded - prof essioa af tba law.
r a a ... -
. Why Wcfc Bon Co lata iaglaa..
Is It any wonder that a big meat packer
prefera totting his sea la oa the basement
floor at the yarde to work up to rebatee and
the Intricacie ot tolng cars, rather thaa
make of him a veterinary surgeon, hot oa. the
track ot anthrax aad lumpy JawT
r..f ertth the noble professions, bust-
neee is Business " ..
day baetno- 5T i-.5fo?5
- M 4t waa skArtlab wlbnral-
A W
ana then it ww - -
the patron necessitous of ALL, ths " over
crowded " professions. Buslass as this pa
trca saint first endows the eoUeges ef law.
medicine, philosophy, and theology, making
mere crowded the already overcrowded pre
feeelone. And then going out for more buai
nesa aad Its wherewith makes double time
Many-Side Lines Open
New Field for Drummer.
" By Fred Crane.
' COLTLB of traveling men have hit
V upon a scheme which. If It has the
IjL, growth they think It la capable of, will
go far towards Improving tha condi
, ,v. " n,rT and which will give poet-
ttll to r7'"" ho aav. been
tion of many traveling m
thrown out ot employment or Into less oon-1
genial Held by ths trusts.
It Is a fact weU known to every maa that
carries a sample case tbat the trusts have
made many veoanctee la. the field of travel-In-,
it waa thla condition, which seems to
be growing, that promoted the two mea woo.
so far aa to knows, ara the ealy one lo the
new line to take ap the plan under whloh they
now work.
HAny traveling maa who travel for regu
lar lines of gooda add to tbalr Incomes by
taking out a aide line. When they clean up
a tow with their staples they go out and
maka additional money by aelUng the line
that they carry oe the etde. -.
a a .'
Carry Nothing but Sid -Line.
The new Idea to to act out carrying aothlng
but a line of aide lines. The plan to aa pro
ductive af good results that experienced
firummera cannot understand wby Its use
has not become general long before thla
A elds tins Is usually a line tn which samples
ara not bulky. . Novelties, neckwear, Unen,
and other 11 owe et gooda, the transportation
of the aamplea af whloh la act an arduous
matter, have engaged the attention of the
plo-"- in f. f ill - They strike a town
wlCi t r -- and trunks filled
wKI r V I Kara. Where, it
thtj "r L scfr-'ik
iracaaaary for thoaa la tha ranka who a
raady bara tba bulgo oa tha maaoao.
Tblok for a aaamaat what would ba tha
eoadltioa of tha profaaatoaa If tt wra not '
for modern buainaaal Thla buainaaa man
without bla prtvata phyalelaa, materia madlc
and bus roinloa would ba a hopeieaa wrack
la any give atxty daya, to nay nothing of tha
night. Hia aonaultint attorney might find
hard picking, ta gaf nothing of tha aearea
of other attorney who ara acefcint to gat
at thla maa of buainaaa. Tba praaohar would ,
aoaa many a good teat and toplo If It were
not tat tha al day aadaaTora of thla buay
cnaa at affalra, whUa It ta atmpty awful to
imagine wnat r:,,. a
. ...
l"oa Oladdana, tha Ita hf. TarhaUa. and
the Prof. Bdward Atklnaona were not thla
buatneee maa aUcklng ta hia aueinaee ao
oording to buetneae method.
from tha worldly and yet eober point af
view auoceaa In aay of th profeaalona
whloh anakea a IkM.OOO laoome poaalble x
aou a the aama time tba maximum of la- -dividual
effort aad eoncentretton. tying the '
prof aaaloaal to the environment at fcie pre -
TraaaaddfU CkaJtctt Ut WaaJtlt.
Tha'maA af baelneae whoae eatabllahmenc
may make for him only thla $100,000 mini
mum find hia peraoMUlty ao little a neoeeeity
that he may leave hia affaire for Indefinite
pCTloda. confident that hie Meutenenta wilt
earry oa tha eatabMahad routine per ha pa aa
wall aa if ha were there. He baa hi outings,
travel recreation, and acorea of diverelona
that are denied the prof eaalonal maa whoa
1 income may ba as much. : .
But the great attraotlon of the buainaaa
-field ever tba profeaaionai Ufa Ilea, la the
tremendous" posalbllltles of wealth on tha
one hand or the phenomenally ahort time In
. WHICH me IU1U1 7 iwchubi uiu u, vubuwm
, may reach his goal of affluence. Tha pro-.
feeotonal man who has hia Income of $100,000
a year will have been yeara In preparation
for his work, and' many more years of work
and waiting to catebllah himaelf will have
followed. In many tinea of buainaaa, how
ever, tha atorlea of how maa have become "
mllllohaJree almoet In a day ara carrying
. with tham the long columne of yount man
, who are entering bustneae moon, aa the ex
plorer In years past entered the nn explored
featneese af tha habitable globe.
The successful father la buainaaa la train
ing hia aona for busloaes for tha raaaon that '
buainaaa ta the source of everything which
has made up his owa Ufa and satisfied hta
iuxuiieua fanctea, The young man In collage
and unlveralty la abown theae luxurtea and
..travSaaBces of riches on ill sides, and ha
to asking blm elf bow he may attain ahem.
The anawer Is.' go Into business. And ths
young maa to going perhapa. Indeed, urged
to it by a profeaaionai fathar.
. f. ' a . a .'
'l- tWbintiei Tara Beads al Maa.
As aa example of business cob treated with
professloa, tbe'WVNd baa juat seen how tbe
Immature James Hasan Hyde, a a business
maa, paid ths comparatively insignificant re
tainer ef $20,000 a year to ths hoary Senator
Chauncey 1C Depew tbe maa once a can
didate for nomination for president at the
United Statea and long prominent in the
world aa "tha, typical American." Aad
when Cornelius Vandsrbllt II. died a few
years ago, leaving almoet uncounted millions
behind him, thla almost lifelong aeso cists ia .
a professional way waa left a paltry $200,000
by tha provisions of tbawilL :
Looking aaiy at the Vaaderbllta, why
Shouldn't tbe possibilities ot business riches
turn tbe beads ef the yoang and amblttousf ,
Cornelius HL waa left bla Inconsiderable
$10,000,000, but hie business father eould
leave to the son Alfred a clean $50,000,000 aa
mere start ta buainesa life! Aad bow wide
ly the Influenoea ot millions may dtffnsa
themselves among the people! .
a a -.-Traa
Fairy Talag af Ba-laaaa. .
These are eome af tbe true fairy tales ef
modsra business In tbe business world. These
the storie. that ara leaving th. y.un.
maa, sow of a business father, the beir to
buainesa Instead of adventurer la the pro
fessions. Why should one adventure Into ao .
Ill paid prof ssstoa when he may succeed to
an eetebUsbed business? This te tba Ques
tion. The aaswer may not be rational but tt
la dead easy.
they would have the town cfcaaed ap 1a
day or two, they must, wits a una
posed sxoluslvely of aide lines, speed
time tn each town. This, ef course, cuts
down their traveling expenses). They call
i upotr aWetkMlfforsnt tradea. and the Hat et
side line, to moreen, so rapidly with the
jDCrWateJ 91 prUsllIll.- gUlw cwnganjuaeii,
Mil for tDor cratUt for th tmintrf money
that the field seems sxhauatleea,
. Merchant en Hla Own Hook.
- The Item of expense la doubly Important
to the man who goea Into huainsse lor
Umlt M s oicr ta aide lines. He to la
reality a merohant upon bla awn account.,
He has no expense aooount ordinarily,. as
th men who make the good that constitute
. a aide line usually prefer to let regular drum
mera handle them Instead 6t sending out mea
to handle them tor the house, The new style
'drummer haa to pay hla own expenses, but
hla returns ara ao large and so auiek (bat
ths two men In mind make more money thaa
they need to maka when traveling for some
body else, although each of them had a good
poettlon, and worked "tor a boss who waa
not pettish about ths Sits of ths expense
account '
Vnder the new plsn ths" setter Is at an
advantage that he did not enjoy under the
eld eyetem. Thea h mads regular tr"
certain towns at ststed t:mes. Yet be r
get ta a town at a f V. t v t r
tloue en account of i
waa merely t !
buslneea f 1 i
cor
ti :
i