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THE EVENING HERALD. KLAMATH FALLS, OREGON
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good. Dr; M. M. Lest. BJX A-
Mfa.' PkOM Mf M. ll-tf
PROFESSIONAL CARDS
jCITYANbCOUNTY
ABSTRACT COMPANY
AMfnucm imomaMioa
Members Oracoa AaaeeJaUM
TMla
'Wood! Wood!
?!
1 Wade;- ataxia.-load
Hieekdottble lean
;....$J.75
14.00
..... $s.as
Tic.i-i
'x 'v (Bxtra on hill)
Itrlach
Body and Limb Wood
4-foet.
Body and Limb Wood
if-"
fa
EiHrkapeal
laYT;.Mdaca at .Ashland .Fruit
More, Id aad Mala.
phonk aaa-j
Pr& CARLSON
Midway Li? cry Co.
IN NKW BANDS
"Home bought and aold. Bar
aet and buggies for aale. Good
raja for 'hire, aad gentle horses.
! V m- ttkAV '
Baled hay aad grata for aale.
SIN
"iiF
L'"rJ
iwna all! spot, cash wood
'-. mmSMSM (tiaUr prieM.
Laare Moaer wttk order or pay oat
--. -1 DUluij
KLAMATH FUEL CO.
V'V
SlSTklain Street
3?
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nHMf Mi laMMUPg
We Do the. Work Jntt Rfcht
FADE PINOLE
- "The Kaov How Mea"
Cor, tttfa Waiath, Pboae 817 '
New
J. -- (
Machine
Ij.' J
wara
yoar
koatery
and uader-
wear.
j-
KVliJa m -a; h FALLS
Steam Laundry
" -'.n ' PXONB JM
MALL GRILL
r, PeeUl every day
Neeai Lwaeh , . ... Me
Plajht eeewae. Diaafr .......Me
Swdey Chlckea Dtiwer for TSe
Muale erery .eTeaias by TladaU'a
4 ''' Orcheetra
E. DAY; Prop.
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SKKHEADAd
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PaklUkatf 411 esse SUiV
tW HeraJ PabUehlag CiW et
Klanuta FnUa. at 111 Ponrtt rw.
Rtard at tha MtwM at KtUI
lath Falle, Oregon, tor tranamtaaten
through the malls aa eecond-ciaea
taatur.
Subaerlptlon terau by aiall to aay
ddMaa in the Ualted Btatee:
One year 1600
One month ................ .60
KLAMATH FALLS, ORBOOV
WKDNKSDAY, FEBRUARY 84, Il
AND STOP AT
KLAMATH FALLS
MOUK OX COMPKTITIOX
i HE instinct or- law of self
preservation appears to oper
ate with all Its force In business as
well as In life. When, a man's life
Is threatened by another the law per
mits him to defend himself, ev?n to
the extreme of taking the life of his
assailant. Sometimes, however, the
supersensitive person may think hi
llfeendansered when it is not, or ne
may mistake the source of danger
and hence take awrong means of
protecting himself.
When the merchant notea that hla
patrons are diminishing In number,
that the total of his' buslneaa each
month or each year is leas while tha
trade of his competitor either -tha
local merchant or the distant mall
order concern is Increasing, he la
almost sure to see the cause 1m the
misconduct of his competitor rather
than In defects of his own methods.
For 'example, the opinion coauaon-
ly prevails among retailers that there.
Is about so much business In a com
munity and that by the operation of
a fixed law each, merchant will re
ceive about his share of builneas;
the amount, the total, la tha same,
and If the distribution Is unequal the
merchant who gets more than hla
share of trade must -have cut prices,
supplied Inferior, stock or used some
other unfair method to secure the
patronage. This is why price cutting
campaigns are sometimes started.
While of course the purchasing and
consuming capacity of each com
munity is limited, yet that capacity
Is rarely reached. While one mer
chant may use unfair methods to
attract trade, yet be may increase
bis trade beyond that of his fellow
merchants by perfectly legitimate
methods. A great many elements or
factors are Involved in each purchase
and many forces not apparent on the
surface determine the direction In
which trade shall flow. Everybody
Knows that water flows down hill
only, and yet to. the casual observer
a stream appears as level as a lake.
Only a knowledge of the basic fact
that water seeks its level sustains
him in his belief that the stream
does flow down hill.,
The retail merchant who nowa
days faces competition either, local or
foreign or both might as well recog
nize the basic fact that to bold bis
trade be must, give to the public, to
bis. trade; not only good service, but
the best service, and he must in ad
dition convince, the people of his com
munity that he is giving that serv
ice. He will only injure himself by
attempting to discredit his cpmpeti
tors, especially when his claims may
be subjected to Immediate tests that
will prove their unsoundnes.
' The same law precisely applies to
bis competitor that applies to him
he can not gain a customer, and
hold him year after year by decep
tion; and this is just as true of the
catalog competitor as of the local
competitor. The time has gone by
when the simple declaration of, 'a
letail merchant an Interested party
that catalog goods are Inferior will
be uccepted without question. The
merchant making such statements
must know It is true and be prepared
to prove it or he would better not
make It at all.
One fact the local retailer should,
never forget nor leave' out of his
sales argument and that is that be,
owing to bis permanent location, can
Inject more elements of service Into
each business transaction than can
any ..other retailer'- If he does not
introduce these elements Into a sale
bels, simply withholding 'a; part -ef
the eomaaodity he has to offer which
his outside competitor' can not give.
He ought to know if, ho is a retail
lumberaan; exactly what he gives be
sides' 'the lumber to his customers
S'th vary.oM thousand feet of stock
y1 bay "0t thing he alwaya can
and always should give and that la
i
Placing Bomb on Russian
in Order to Blow
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This photograph taken in eastern
Prussia' illustrates the gentle art of
i.-i-'il-,fci ,.-. - ,-ii.. ...w
Placing bombs under a railway track
so a row, nunareu soiaters may oe
perfect satifactton a commodity
that, is uot easily bought by mail.
American Lumberman.
AltVKRTISING AX ECONOMY
Advertising has Increased our
tolume of sales; volume has ennbled
us to increase our value giving, both
by lower prices, and by putting more
actual quality into the goods. Thus
the advertising has been and Is an
economy. Joseph Schaffner, of Hart,
Schaffner A Marx, in System. -
Scattered Shots
PERHAPS THE reason some pec-1
pie do not seem to know about polite
ness Is 'because it costs nothing.
... . t (cost was per cent. A spent $85,000
A COMMITTEE has been named, n advertising: hla sellfne cost wan'
to investigate the beet sugar indus
try. Give them any information you
have at your command regarding
this possible Klamath county in
dustry. THE WORLD admires a good loser
-but not a continual loser.
A, FEW' MORE affairs like the
luncheon for the farmers yesterday,
and the proper feeling will be de
veloped among the people of the
county.
IT WILL NOT BE long before tbe
tourists will be arriving to see Klam
ath county's attractions. We count
the Modoc Lava Beds as one.' Why,
not get busy now and prepare aome
kind of a road into that wlerd land
of natural and historical InteratT
PERHAPS IT IS not patriotism
alone that sends Russians out to be
shot for the cxar. It has just .leaked
out that they are paid all of $3.58 a
year.
IF YOU FIGURE up the cott of
sole leather you wear out just in
trips to the post office for mall, you'll
find out that the saving effected by
having free mall delivery will more
than pay the cost of the dinky little
tin numbers that Uncle Sam wants
you to nail up over your door.
AND NOW the fighting has switch
ed around to Praszynysz. It's pro
nounced just like it is spelled,
PERHAPS IF SOME of these fel
lows who have been laying around
several months waiting for n "posi
tion" with a "salary" would, take a
"job" w)th "wages", there would be
much less unemployment talk.
Truly wonderful. "A Million Bid."
Star, theater tonight only.
Assaysof sand from the Deschutes
river show"$liB0 per ton of gold.
(
Redmond wants, a. starch factory
and reports several gold strikes.
Gold Hill Is planning a street Im
provement campaign.
(the Russian invasion of eastern lrus-
" mo kuhsiuhs were lorceu , irncK so an eiiKinua wnceis sot on
by the Q"nn8 to retreat their com. tho bomb. If It worn running nt
mnnders ent them nronnd ,n frontlhlrty Blllci n hour R wholo -,,
n nim ih hnmha nnrfor awi)rh
along the road. A wlro connecting
Non-Advertiser Helps
Pay Competitor's Bill
(Qerald Special Service)
UNIVERSITr OP OREGON,
Eu-
gene. Feb. 23. hree Arms handling
a line of the sathe'grade In the same
territory revealed to an Investigator
tneir advertising and their selling
cost figures. These were the figures:
C spent $29,000 in advertising: bis
Helllnz COSt wan fi nnr pn(. TI itunl
,. ... r... .
$49,000 In advertising: his selling
2 1-2 per Cent.
--
Naturally As price to tho consumer
for a line of tho same grade in tha".12 Per cent nnd his advertising ex-
same territory could be no greater
than B's and B's no greater than Cs.
Yet, though A spent nearly twlco as
much In advertising as B, his selling
cost was nearly CO per cent less. Ho
lowered his selling cost by selling
more goods, and he sold more goods
because ho advertised more. His
profit grew as his selling cost de-
creased. Accordingly, the man who.lnerenHcil their overhead oxpenso pro
paid the cost of A's extra advertising Iportlonatcly and lessoned their profits
over B was B,.and the man who paid proporllonatoly,
the cost of B's extra advertising over I Mr. Berg described tho benefits
C was C.
This illustration was used to ham
mer home an advertising epigram be
fore the class in advertising at tho
University of Oregon, Friday. TholP"3' ne Bnla'
lecturer was C. F. Berg, of Portland, "When nn auto has to ascend a hill,
vice president of Lennon's, the widely' you do not pinch off tho gas (o oavo
known glove, hosiery and umbrella, meney: you turn on moro gas. Now,
firm of Portland and Seattle. The ' business Ismail uphill: there uru no
epigram was as follews: i level grades. Advertising Is the gaso-
"The man who does not advertise t,lno ot bu'nc. Uo It, with Judg
Is the man who pays the cost of the raent- but do not try to mnko your
other fellow's advertising." paving on it. ,
ni . i .. .1 41 rnol (tnntni'ii olintitil no..' I,innl
jnis was not ine oniy auveriising ....., v,u..o ....,u uu ...v-.u j
point driven home by Mr. Berg, but,l"Pr8 to connect with national cam-
It was the one that made tho greatest l'a'Rns ny manufacturers."
impression on the students, of whom Mr. Berg's lecture was Illustrated
many will some day be consumers of by advertising results seriirod by, well
advertising themselves and who are, known manufacturers or autns,
now trying to learn the methods nnd , watches, hosiery, roofing nnd otlior
results of advertising so that they llneH.
may waste as little money ns possible .
when In business. A Crop That Never 1'ulln
"Consumers read the costly full, Plant dimes by tho hundred anil
page ads of greatjiatlonal advertising rpa'p dollars by tho thousand when
campaigns and think they pay the. most needed, on or boforo tneiity
ultimate cost," said Mr. Berg. "But years. No cultivation nor oxpenso of
they don't. Neither doe's tho manu- harvesting,
facturer, who cannot decrease the'23-2t F. M PRIEST, Agent.
quality of his article or make It cost ,
more to the buyer Jtnan a rival ar-. Herald want nd.s got results,
ajaaanjaaaajai
JaaBBHaTafali'
KB
Railway
Up Soldiers
with tho bomb wns lilaceil over the
u-nirf i, u-r.b...i u.i.n. i, .,... .i.....
.from tho tracks.
jtlcle. N'olthcr does the Jobber or'tlio
retailer pay tho cost; their proflta
.rcmnm stationary.
"The successful llrmV advertising
Is bought and paid for by tho firms
Hint aro less successful.
"Take ten stores, each doing 100
ja day business, each with overhead
'........ ... nr . . .
VAit.n30 ,,i iu tiVr vein ui guuus boiu,
nnd each with 25 per cent profit. Ono
0f tho ton owners sets nsldo 10 per
. f tt. i . ....-.
iLLUL ill si in nuirn a "i.-i uin i iiisai-i
tlslnir nnd ilnuhlcs hla unlns. Hn Ihim
i "- --- -..--..
.reduces his overhead expense to 12
'Ponso to G per cent. His profits, nc-
.cordlngly, aro Increased to 37 1
per cent, less 5 per cent advertising
expense, or 7 1-2 per cent moro than
they were In tho beginning. Ills ad
ditional snlcs to a great extent mean
corn HiionillnKb' decronsed sales
nmonK the remaining nine ewners:
they have paid his nilvertMnK bill.
brought to farmers and rural resi
dents by advertising. "Millions of
dollars In labor-saving devices tiro
.n"-ay old to farmers through tho
PIANOS FROM S!7ft TO K800
l'liAYi:itS FROM $W!i TO I600
IM,alnlaHsaaaaaaiseiaiaMaMaMMiaaaMMHiisBaiHNiwBMBl
School and church organs RA
and up,
WRITE US.
SlieplMrii Piano Depot
Next Door lo Post Oflce
KliAMATII FALLS, ORROON
Late larket Quotations
MIVAIi 1'IIICIW FOU l'ltODUUi:,,IHHtLTItY, MHATM AMt llVfc
STOCK POUTIjANII AND HAN FltANCIHCO HVKHTOC'K QUOf
TIOXH
(The folloHlng llgure are tlimwilOi) to 100, Ids., 707Hc uSj
Id mr llu; lomiiMMlltles vHtiiiier.j7os undesirable, liogi, co0
luiltl
nlfr,
Ity l"l jiti'i't-tintitN '""I "",r
kflN.)
Vi'kt'laltltti
tuir i'wt,"-(lootl
I'olntoi'S. lr i'wl.--uooii wiuiti
il.SR i'hhIi: utlicr grntlun froni-l,00i
Mown,
i Onion., ior cwl, J3.00.
1 Itootn. ltirii!. rnrrol and par
Kiilps, per lb. nil". .
j (li'itlim, Kr
O.iIh, ior cwt. ............. .11. f0
Wheat, per wt. ... 13.00
, lliulti)-, tmr cwt. ...,,, 11.00
lliiliii- unit Ivtfiti
Mutter
-Itnncli, 2Ec rush; i"!4o;
i ni do.
Hubs- Tor Mux, 22!to rashl
I null1,
Piilill
)'
llmw, per iloxon ...,.,,. K0 O7.00
rKryerH, per lox
.i IB0
ir II So
lilKICllT, otil, 1 10
Divwitl l rn In
I'm k. it!i' lb.
Veal, in;r ll. . . ,
I .u in b. per lb.
Sc if Uc
I no if Uc
12q
lOci
'Mutton, nor lb. .,
Curcil MlMlM
Sliouliler, per lb ..12Hc
Dncou, per lb 18 if 20o,
I lain 17J?l8t.
I.UlHllKk
Stuem, I'or lb ...CcCPOlic"
Cowh Cc O 6lc
Block hogrf, per lb Cc it dic,
IIdbk. Per lb Cc
Vent, per lb CHc it 76)
Mutton, per b. ,. rc Cc
SAX FRANCISCO MAItKKT
Steers No. 1, weighing 050 to
1350 lbs, tlU&C; second yuullty,
1.150 lbs, CUtfCK; aocond quality,
CUffOj.
Cows, nud heifers No, 1, CO
CH; second quality, GCP5C.
Mulls and stags (lood, 4Hc;
fair, 2jG 4c.
Calves Light weight, 9,09 He;
medium, 8Sc; heavy CO 7c.
Yearling lambs, 7Hfl7c.
Simcp Wclhors, CViCjJcj owes
3UG-55ic
IIors Hard grain fed, weighing
STERILE (JAU55K ANI SURGICAL IIANDAOK8 OF AM, KISD8
ARE A-SI'KCIAI.TY AT THIS STORE.
THE DOCTOR WOULD TAKE NO CHANCES WITH INTKR10R
GOODS OF THIS KIND AND YOU CANNOT AFFORD TO, KITHElt
BUY- HERE AND GET THE REST.
UNDERWOOD'S PHARMACY
CoiihiI .Main ami Ken-nth KLAMATH FALLS, OIIKGOX
"BBBaBBMMaWBalB
f Sanjanaar- n
s
PORTLAND LIVKHTOUK u.. 1
Caliln
.. ..! .. .
nioersrnmo Hht , ..$7.aj,fc .
Choice 7.nI:!! '
Medium (nI..!
Cows1'rlmo a.flsii.fi
oi'olcb.n,... ..M-JIIi;
0,ct ')..( B.7J.ilil
Medium k itZ..: .1
S.0tl,n
UorfitruPrlino
5.76tl.t
(limit
6'Bti.ii ,:
llulls-r-Priiuo.
HtnM l'rlmo
! Cholco . , . ,
C'iilvod 1'rlmo
I.7SBIU :
nnitaa.. '
0.50 ffjii
v-0wl.( ;
Hum
i Prime light, 17R.22G t,. 6,S0O.Tt
SBr.(!holco light. H0.I76 b. Ms.l'il :
l.lKhl, 90-140 IN O.OOfltll
fltotiKh, 27n b. lit MOttlt
.00 i Hlwii i-
illoUKll, 2.0 b. up
j Hlut-p
' Vt lui ni 1 1 ' t yrnrlliiK. 7.00t7,H''
, i:wo Mist O.OOf liii
. HhfiiiMUeil 5.00l u i
l.ambu Prlmu '.OOflJtV
v,ii(iito 7.50BI.M
i
Medium . . 7 nsn U
WfinM
d
What Happened
-AT THE-
K. F. Steam LamJry
Tliny Imvo JtiKt romiilt'lrd Install
lug nil Immeiun shclvlni; pae,ie
tlicy ciin Itnmllo their InrreitlBf
rough dry.
We Call for Al
Bundles
Phone 33
ABSORBENT
COTTON
a- . r v. 3&i!8tm&te'-i ' .".
JtV.