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DEVOTED TO THE INTERESTS OF THE MEN
Atlanta Offers Every Facility to
Entertain Conventions Com
ing Here,
As a result of recent activities of
members of the Assoclation of Conven
tion Bureaus, the necessity for holding
conventions has been firmly establish
ed and proven an important and vital
thing to community and national life
and progress. A small group of men,
the members of the association,
realized this a few years ago, and their
efforts have been so successful as to
be recognized and Indorsed by the
President of the Unlted States.
Fred Houser, secretary of the nation
al association, has sent out a number
of bulletins recently to convention
holding organizations and others inter
ested, producing wonderful results, The
convention bureau of the Merchants’
Assoclation of New York City reports
unusual convention activities. New
York City probably has more conven
tions than any other one city, and only
three of them have been canceled. One
was a national religlous organization
and the other two of railroad organi
zations.
G. W. B. Hicks, secretary of the
Philadelphia Bureau of Conventions,
working on constructive lines, has sent
Secretary Houser a pamphlet outlining
the value of a convention bureau to its
own community. Some of the services
outlined are as follows:
Publicity: Offered through the bu
reau’'s own publication and prepared
[,,;fi,,q
L %
- a@;fl{
BUYLRS GUIDE|
_MANUFACTURERS »JOBBERS
e DT SUECLIRS.
SAMUEL G. WALKER (Est. 1876.)
%1 North Pryor St.
Artist supplies and Jflcwre framing.
Mail orders,
THE AMERICAN AUDIT CO.
Fourth National Bank Bldg.
Phone Main 872.
C._B. Bidwell, C. P. A, Resident V. P.
ARTIFICIAL LIMBS, ETC.
WWWWMM
J. E. HANGER, INC.
16 South Pryor St. Phone Main 3390.
Mfr. of Hanger Artificial Limbs.
Catalog furnished upon request.
_AUTO RADIATOR REPAIRING. _
ATLANTA RADIATOR CO.,
288 Kdgewood Ave.
Mfrs., Repalivisig, Building. Prompt at
tention gevéen out-of-town orders.
e ————— A
AUTO TOPS, SEATS, COVERS.
AAAAA A A A A A AAP
A‘[L. AUTO TOP AND TRIMMING CO.
765-57 Whiteha!l §t, Phone W. 180.
Ploneers with the largest factory of this
____Kind in the South. Try us.
AUTO RADIATOR SPECIALISTS.
A AAN
BARWALD RADIATOR COMPANY.
21 Ivy St. Phone Ivy 4334.
Repair all makes of radiators. Outof
town orders solicited. Try us.
g e S
AUTO BODIES, PAINTING, TRIM.
e .
BLOUNT CARRIAGE AND BUGGY CO.
Fast Point. Phone Fast Point No, 7.
Vfrs.complete line of commercial bodies.
Auto painting and trimming a specialty,
Auto painting and -~ %~ >
AUTO. MCH. REPR, WELDING,
SHEARER BROS. MACHINE SHOP,
249 Marietta St. Phone M. 1140,
Agts. Kelley Convertible Auto Truck,
¢285. and Ford Chassis makes ton truck.
AUTO BODIES.
A AR A A AN A ASAAAAA A APAAAAN
J. M. KARWISCH WAGON WORKS,
81-83 E. Hunter St, Phone M. 1856,
Mifrs. of Auto Commercial Bodies for all
classes of business. Spec. Ford Bodies,
— e
AUTO MOTOR TRUCK MFGS.
SUPERIOR MOTOR TRUCK CO. |
WO ond Stewart Ave. M. 4808,
Builders of the Famous e
Superior Motor Trucks. ‘
. Superor A
AUTO FENDER, RADIATOR WOR_i'(Ji
WARLICK SHEET METAL MFG. co.
248 Fdgewood Ave. Phone Main 1891,
Modern repair plant for all classes of |
Hood, Fender, Lamp, Radiator V\'ork,i
AWNINGS AND UPHOLSTERING, ‘
Raksbr ion ) AAA A g
F., L. VOLBERG, JR.,
2261 Peachtree Bt. Phone Ivy 8224,
Antigque furniture renovated. Uphol
stering and awning samples on request
-______!_____._..—l—--:: T
BOILER AND SHEET IRON WORKS
A A AN AP
J. J. FINNEGAN & CO.,
22 Means St. Phone M. 1441. Residence,
Tvy 849-L. Mfrs. Veterina Magazine Fur
nace for hot water and steam heating.
W__—”————W"'
CAIINET-WOOD-METAL WORK.
AA A A A A A ALY
W, E. WILLIAMS MFG. CO,
3835, Marietta Bt. Phone M. 530-L.
Wood and Metal Noveltles. Cabinet,
Store Window Fixtupes, Fly Screens, etc.
:fl_fi:’:‘_”:—‘—:——"‘
_CLOTHING (WHOLESALE).,
J. BAUL & CO.
48 Wall 8t
To meretrants only. We solielt your
clothing trade, Samples on reguan.
CIGARS, TOBACCO, ETC.
A A A A AAP AP ANIN
J. N. HIRSCH,
144-46 Marietta St,
Who!, Dist. C. H. 8, John Ruskin, Red
Dot. Rie6 and Cuesta Rey full line,
COAL (WHOLESALE),
M.MMWWW
STANDARD COAL COMPANY,
Peters Bldg., All Bhoncs.
High-Grade Steam and Domestic Coal.
We solitit contracts for 3 to 12 months,
Big Holidanyhowing
Dobbs & Wey Company are getting
ready with thelr hollday lines. All the
salesmen have been called In off the
road for the purpose of equipping them
selves with the many novelties apd at
tractive goods that this house will offer
to ithe merchant this 'season.
This concern will carry one of the
most complete lines of holiday and toy
fondl ever shown in this sectlon, and
ndications are this season will be a
banner one for the house of Dobbs &
Wfily.
r. Percy, manager for the company,
says: ‘“We do not have to send away
to fill orders. KEvery item which we
show to customers in our sample rooms
is kept in stock, and merchants dealing
with us can rest assured that their bills
of merchandige will not come to them
In dribs and drabs, as is the case when
purchases are made through a concern
that buys from manufacturers and al
lows the manufacturer to ship direct to
the merchant,
articles are offered trade and commer
cial journals and newspapers,
~ Convention halls: Suitable convention
hall is offered, regardless of the size of
the meeting.
Program: Expert gervices are offered
in preparing promml for any conven
tion. One famil with the work at
tached knows this is no small service,
Entertainment is carefully planned and
cost per delegate estimated. Advice
and assistance is offered in the mat
ter of selecting local speakers, mem
bers of varlous committees, etc.
Hotels: Free Information is offered
concerning hotels, capacity, rates, ac
commodations, etc.
- The Association of «Convention Bu
reaus has won nation-wide recognition
in the two years of its life, and secre
taries who have been trained to its
mode of operation are given Yrefarenco
when vacancies are to be filled. Plans
are now being made for the annual
meeting at Buffalo In the winter, at
which time the program for 1918's work
will be mapfmd out, The following con
vention will be invited to Atlanta. J.
L.ee Barrett, of Detroit, Is president
of the organization, and Fred Houser,
‘secretary.
COFFIN-CASKET MFRS.
GATE CITY COFFIN COMPANY,
Mfrs. of Coffins, Caskets, Undertakers'
Suppliesy G. C. Embalming Fluid. Fine
Caskets otir spec'y, Established 30 years,
—_—_— ol
. CQMMERCIAL HEL_E.
FIDELITY BOND & REFERENCE CO.
510 Hurt Bldg. Ivy 2747.
Btrictly high-class commercial help
furnished free to employers.
R e s e —
DENTAL SUPPLIES-EQUIPMENT.
AAAA AA A A A A A A AAAPAIAA APO
GOLDSMITH BROS. SMEL.& REF. co.‘
607-11 Fourth Natl. Bank Bldg. w
L. D, Phone M. 738, Complete line of
dental supplies and Harvard equipment.%
THE S. S. WHITE DENTAL MFG, CO.
Grant Bldg. Phone Ivy 3031. |
Complete line of dental supplies and
equipment. Publisher of Dental Cosmos,
DRY GOODS AND NOTIONS.
H. MENDEL,
60-62 Gilmer St., Next Auditorfum.
Complete stock Ladles’ and Men's
Ready-to-Wear Dry Goods and Shoes |
RAGAN-MALONE COMPANY, i
32-34 South Pryor St. ‘
White Goods, Pants, Overalls, Dist. Hall
—____ Mark @hirts. : |
RIDLEY-YATES COMPANY, |
101-185 South Pryor St. |
Dry Goods, Notions, Ready-to-wear. We
feature Marathon Shirts, Ridya Hoslery.
A. M. ROBINSGN COMPANY. |
59-61 North };v'or St.
Dtg' Goods, Notions, e make Aragon
rand of Shirts, Pants and Overalls.
JOHN SILVEY & CO., w
114 Marfetta Bt. |
Wholesale Dr{r Goods, Fancy Dress
Goods, Silks, Notiong, Novelties, ete,
ENGRAVED STATIONERY.
A A A AAA A A AAN A A AP IS
WEBB & VARY COMPANY,
' 38',% West Alabama St.
Soclial and Business Stationery. Wedding
Invitations, Announcements, ete.
ee o e
ENGINEERING INSTRUMENTS.
AAAAA AA A A AP ANLININNA
| E. A. BOSTROM MFG. CO.,
287-89 Edgewood Ave. lvy 4285, |
We repair Engineers Y Levels, Tran
gits and mend Steel Tapes, ato.
| FER. & COTTON MILL MCH.
A A A AN AN PNNANAP
‘ ATLANTA UTILITY WORKS,
‘Kast Point Ga,, Mfrs. of Complete Fer
tilizer Mixing Plants, including Power.
‘Hull Delinters and Ofl Mill Specialties.
| FLOUR-FEED-MEAL.,
e AN NINNSNINING |IS
| ATLANTA MILLING COMPANY,
Long-Distance Phone Main 1188,
Mfrs, Cnfiltoln. Plain and Dixie Self
~ Rising Flour. Algo full line of feeds.
e
| HEMSTITCHING.
AMERICAN ACCORDION PLEATING
‘ COMPANY,
32 Capitol Avenue.
'Hemstitehing, picot work, accordion
pleating. Mail orders solocited.
FURNACES (WARM AIR).
A AA AN APt S
THE GEORGIA HEATING COMPANY,
445 Marietta St, Phone M. 4335.
Contractors and En}imer-.
Williamson Underfeed Furnace,
pe————— s
LEATHER-SBHOE FINDINGS, ETC,
AA A A A AN PPN
ATLANTA LEATHER COMPANY,
168 Whitehall Bt. Phone 13786,
Mors. full line boot and shoe uppers,
shoe findings, shoe store supplies, etc.
Te e e e
NECKWEAR-8' SPENDER MFGS,
AP LA PPN AP,
ALL~-BTAR MFG. CO
86-70 West Mitchell St
Mtrs, Neckwear, Suspenderg, Garters,
e DN 0 -
OPTICAL GOODS, MFG. & WHOL,
A A AA A A AP AA AP IS
F. A. HARDY & CO.,
Grant Bulldlng.
Phone Ivy 5315,
Wholesalers, Importers, Manufacturers
JOHN L. MOORE & SONS,, INC,,
Wholegale and Prescription Opticians,
t‘tlmta,ccu. Alse branch at Colun:-
e, B. C.
| HEARST'> SUNDAY AMERICAN — A Newspaper for People Who Think — SUNDAY, JULY 22, vl
FIRING LINEKE,
.
1
Campbell & Mathers Doing Won
derful Business on Ambrosia
Throughout State.
It would seem by the appearance of
things that the entire country has gone
in whole-heartedly to eliminate the
alecoholic drink. Everywhere is to be
found soft drinks galore, especially those
that have a taste that could not be
termed sweet,
Wright Campbell, representative of
the Campbell & Mathers Company,
State distributors in Georgla fer Am
brosia, and Thomas N, Jacobs, Bouthern
sales manager for the Central Consu
mers Company, manufacturers of this
beverage, are not only doing a lot of
missionary work through the State, but
are placing Ambrosia in large quan
titles in practically every city and town
throughout the territory covered by
Campbell & Mathers.
During the past week two cars have
been glacod with Erlick & Co., of *Sa
vannah, Ga.; two cars with J. M. Bur
nett, of Brunswick, Ga., and last re
ports are to the effect that Valdosta
and Thomasville will receive a carload
re’lpemlvely. ’
he Central Consumers Company has
been and is still doing extensive adver
lll!nf on their product, which hel{m the
retailer to move his supply quickly and
eliminates the possibilty of dead mer
chandise.
Advertising pays, and it is always
well for the merchant, no matter where
his location, to handle the brands
manufactured by houses who put their
merchandise ”P in a package that has
become or will become familiar to the
general public by a campaign of the
right kind of advertising.
OVERALLS, SHIRTS, PANTS, ETC. ‘\
A A A A A AP
MARCUS LOEB & CO.
No. 74 Trinity St. i
Mfrs. Mechanic Brands. Complete stock
At all times for prompt shipments.
OFFICE AND STORE FIXTURES. |
PAAAAA AAA A A A A A A AA A s
PHOENIX PLANING MILL, |
321 Highland Ave, Phone Ivy 3200, Atl,
65. Hardwood Flooring. Also full line
—cement, Plaster, Asphalt Roofing, etc,
The Stallings W. C, and Cabinet Co.
4014 Magnolfa St. Phone M. 2835.
Show, Wall and Display Cases. Shelv
lflLNovelg_rlll_pllxs:»f}y Screens, ete,
ALA 4. B b B
PAINTS (WHOL. & RETAIL),
AAAe e A A
ATLANTA PAINT COMPANY,
10 N, Forsyth. Phone Ivy 4357. Atl, 87
Paints-Roofing. Benj. Moore & Co. and
Certainteed Products Corp, full line.
——— 08 Lorp. full line.
JOHNSON PAINT COMPANY,
Third Floor Candler Bldg.
Our Speclalty: Roof and Bridge Paints.
Price and quality guaranteed. Try us
e
FLOWS & FARM IMPLEMENTS.
T eS R P
JOBSON PLOW COMPANY,
Bales (‘fice 1601 Healey Bldg,
P. O. Box 672, Jobson System.
Implements for Common Sense Farming,
T T e e
READY-TO-WEAR MFGS,
L. & L. MANUFACTURING CO.,
39 South Forsyth St. |
Mfrs. of Skirts, Blouses and Dreuu.‘
Also Mfrs, Monarch Overalls and Pants.
THE READY-TO-WEAR MFG. CO., |
59‘? to 656% Kast Alabama St. ‘
Mfrs. of Skirts, Blouses and Suits, Se¢
our line before buying. It will pay yvoum.
ENTERPRISE MFG, CO., |
38 West Alabama St |
Children’s Dresses, Wash Skirts, Mid
_dies. “‘Customers in 44 States.”
SHIRTS MADE TO ORDER.
JEWELL SHIRT COMPANY,
34% Peachtree St,
The latest styles of Madras, Silk and
Flannel, Satisfaction and fit guaranteed,
%
SKIRT MANUFACTURERS.,
APPSR ity
PRINCESS MANUFACTURING CO,
Office, Balciroom, Thrower Bldg,
Novelty Wash Skirts from $% to $26 per
dozen. Phone or write for samplies.
QUEEN QUALITY SKIRT MFG, CO..
11-17 Trinity Ave. Main 463-J.
The finest line manufactured in the
South. Call and see ug when in the city.
SCHERR MFG. CO.
136% Shariotia Bt., 3d Floor,
The only exclusive skirt mfrs. in At.
lanta. From $8.50 to S4B per doz,
Pl o B AL L AL 008 L T
STATIONERY, DRUG SUND&IEB.
THE 8. P, RICHARDS COMPANY,
90-02-94 Central Ave.
Wholesale Paper, Stationery and full
line of Printers’ Papers,
THE HIRSHBERG COMPANY,
12-15-17 Nelson Street,
Mfrs. of Celebrated Glendale line of
Stationery, Bchool Bupplies, Sundries.
"SCHOOL AND COLLEGE BOOKS.
AP PP PP P
AMERICAN BOOK COMPANY,
| 2 North Forsyth St,
Carry complete stng!}( ton h;mnrl t‘! ali
| SHOES, WHOL. & MFRE,
AAAAAA A AAP AN APPPIPAPAPNINPILS
‘TH! RICE & HUTCHINS ATLANTA
| CO., 88-90 South Pr{or st,
Educator, All American and other brands
Rice-Hutchins Shoes In stock.
J. K. ORR SHOE COMPANY,
Mfre. of Red Seal Shoes., Offices and
Salesrooms, 30-32 Auburn Ave, Fac
- _tory, Cor, Yonge and Chamberlin. Sts.
STOVES, RANGES, GRATES.
A A AA A APt
ATLANTA STOVE WORKS.
Phone Ivy 2779. Mfrs. of Cooking Stoves,
Ranges, Heaters, Stove Hollowware,
Grates, Dog Irons, Sugar Kettles, ete.
O L BT SRSy e,
WATERPROOFING PAINTS,
A A A A AN AP ANIAIAPP PP PP P,
THE TRUS-CON LABORATORIES.
604 Foreyth Bldg.
Materials for damp-proofing. decorating
stucco, brick and masonry surfaces.
JBund g . SAmericay
The Question of Putting the Right
Man in the Right
Place.
80 much study is put on the customer
that there Is a tendency to forget that
the salesman has just as much human
nature in his make-up as the buyer.
“We have never been able to work
out a sales system that could be ap
plied rigidly to everybody in the or
ganization,” sald the sales manager of
one of the hl(‘ect mill supply houses in
Chicago. ““We have a general system
that we use In most cases, but if spe
‘clal conditions make It necessary we
vary the system without feeling bad
about it in the least.”
That remark shows that the sales
manager quoted realizes that rules are
made for men, and not men for rules,
For instance, the plan in this insti
tution i to have the general lines
salesmen call on all the industrial pros
pects in thelr territory, while speclally
salesmen, working with them and
through them to some extent, follow up
the business with which they are most
concerned, But if a man shows ability
in some particular direction, he is not
wasted by belnr instructed to call on
everybody, but is given his head, as it
were, in the industry to which he
seems best fitted. Gl
WD W Rl
For example, the house referred to
had been vutc'hlnr the automoblle ga
n{e business quite closely, and was
getting a good deal of business from
this field by meams of the several sales
men who were calling on the buyers
who h:ippened to be in thelr respective
territories. One salesman in particu
lar, however, got more busineas, in pro-
Rprtiqn to the number of prospects in
lis dl'!lfl(‘.t, than any other. Ile was a
“bug’”’ on automobiles, and had studied
the requirements of garages. He was
able to talk to r-nmen intelligently,
and to show them why they shonld
adopt the devices which he occaslonal
ly offered them. And because he was
evidently an authority on the subject,
he w~s able to get cloge to these buy
ers, and to get their regular bread-and
butter business, which it would have
seemed from the outside anybody could
solicit to ndvunta(re.
“'\\'e saw,” said the sales manager,
“that this man was practically a spe
cialty salesman, as far as the garages
were concerncd, As a result of h%l good
work in this fleld, we took him off the
general line, and took automobile ga
rages off the lists of the other sales
men. He is now calling on all the fa
rages in our territory, and Is getting
both general and lf)eohlty business bo
causé he knows his trade better than
anybody else reYrelontlng mill supply
houses who i¢ calling on the buyers.”
The writer knows of another similar
instance. in this case the salesman is
much interested in the wcodworking
trade, and although the woodworking
industry is no more important than sev
‘eral others in his field, he always gets
business from it out of proportion to the
‘apparent sales opportunities. He hap
pens to be ua smaller community than
iChlcago. and because of having a im
jted sales organization the head of the
!ooucern has not been able to let him
‘spend all his time with the managers
and operators of woodworking plants.
But he does the next best thing, which
is to give him complete control of this
line of trade, and to keep other sales
men from calling on prospects in this
field. A system of this kind makes a
salesman feel he 18 appreciated, and
ereates enthusiasm over the speciality
which he has created in the organiza
tion. Naturally the “pep’’ which a
fecling of this kind Fenerates is usually
convertible into business.
That business men in all fields appre
clate the numerous advantages growing
out of concentration Is suggested by
the plan adopted by a big bank in Chi
cao. This bank has numerous vice
presidents, and their work has been di
vided on the basis of the industrial
classifications of depositors. 5
That meant that the iron and steei
machinery and mill nul‘vply houses were
put into ona classification, in charge of
one vice nresident; the paper, printing
and publi-hln’g industries into another,
and so on. he result of this system
is that the vice president in charfio of
each groun is able to studv the business
of those in it, even to subseribe for and
read the tradd papers which deal with
their interests. As a result he is an
expert on the business in which they
are engaged, knows market conditions,
trade tendencies, etc. He 18 a better
representative for the bank, and a bet
‘ter banker fcr the customers. The plan
worke.
"1t would be a great scheme, if rrac
ticable, to use the same fdea in all big
businesses—that Is, select a salesman
for each indugtry or group of related
industries, and let him develop him
gelf into an expert on this particular
subject. It is seldom possible to do
this on account of the territory to be
covered and the number of salesmen it
wonid probably be nacessary to employ,
But, as guggested in the case of the
splegsman who is specializing on automo- |
bile garages, it is a great idea to take
advantage of a special opportunity of |
this k!nd‘a'ml to give the man who ghows
a tendency to concentrate an oppor=
tunity to do so. |
An important thing in this connection
is developing teamwork between the
specialty man and the general salesman.
The latter must not be allowed to feel
that the former is competing with him.
This is another angle on human nature,
and an important one at that. He
must have a selfish interest in the suc
cess of the specialty man, o that he
will feelslike breaking ground for him
and pavinfi the way for an interview
with exactly the right person in the
lant, and so on. To that end the plan
fl often used of glving the general
salesman credit for all sales made to
his customers by the special man.
But, introducing again the idea of
gels-interest, the anlegman must actual
ly have opened the aceount and put the
customer on tha books in order to get
the benefit of the business gecured from
nim by the man handling the specialty.
Now and then the specialty man comes
in with a nice order from some concern
which was supposedly “gewed”’ up by
the other fellow. This opens the eyes
of the general salesman to the fact that
no business iz 8o badly sewed up that
there is no way of getting in on it, and
makes him wamt to have as many Hive
accounts as possible, ®o that he will
Lave the specialty salesman working for
him all the time.
The speclalty man is really a special
ty man, too. He does not handle ev
ervthing, but just the appliances which
fail into his department. That gives
hlv:!) a chance to study these closely,
and to know them as woll a 8 the people
that made them., Thus he can ghoot
fnformation and enthusiasm regarding
their good points into the salesman
handling the general line. Then, too,
they ean furnish leads which the spe
elalty man can close, and they will do
this when they have a stake in the
profits whizh are to be made on the
galeg of specialties,
These suggestions are based on com
mon gense methods, which, by the way,
are not as common as they seem to be.
The mill supply man who takes the
common senge view of the situation, and
uges a syetem that considers the human
nature side of his representatives, will
nnld ;hn:e!': getting results, aven if his
rule-hno ag to be torn ow
then in order to do it. s Syl g
(2]
- 4:/ ~‘//
%p’f’l q
;//;’/',‘ : )
47718
i
Yol
Every manager of sales in the coun
try, whether a brilliant success or not,
has to be as many-sided as a well-cut
diamond. He has to be a diplomat,
strategist, jollier and a martinet. Sales
men are either inherently temperamen
tal, or because of precedent and pecu
lar road conditions, frequently absorb
the rules of conduct"seneully allotted
to leading ladies a matinee idols.
This is not a knock, it's a boost, be
cause tog-notch salesmen are the salt of
the earth; genius is born and seldom
made. A few rules they must obey, but
not many, and there comes in the mar
tinet side of the job for the manager.
No particular time can be spent direct
ly on the job can be specified, because
clrcumstances alter cases rndlcnlly,
while at the same time the company's
affairs must have attention. There the
sales man,:er must merge into the
diplomat a the jolller. Even if a falr
volume of business Is coming in, the
house may know that the territory is
capable of producing half as much
more, and a delicate situation arises,
You have all had to confront this con
dition, and the veteran in the field may
not appreciate your point of view. Di
plomacy usually solves the Froblem. and
there are a dozen differen "f"' that
if you run against a brick wall, there
you are. You can either stand for It,
or make a change, and either 'lf' is
unpleasant and usually expensive. It is
one thing to know the -elllnl‘ game
from the inside, but frequently quite!
another matter to convince the ‘‘boys’
that you .Rroclale their individual
problems. en there bobs ll} that
perennial plant, the ever-luxuriant ex
pense account.
Conventions discuss it, and so do
salesmanship congresses, and when all
I 8 sald and done, the problem remains
}unmlvod. There is apparently but one
'sensible way to get at it, and that is
on the basis of profitable sales. It is
\to be understood, however, that there
is first to be agreed on an irreducible
’mlnlmum, based on per diem and mile
age. After that the master salesman
can be taken care of both in the way
of liberal expense account and a bonus,
reckoned on profit percentages. The
most expensive is generally the most
economical for the house, and a double
per diem expense account is easily
overlooked when nccowmnied by dou
ble sales and profits. No trouble at all
to settle a question like that.
Building of Cars
“There are grave aspects for the mo
tor car industry, especially the building
of passenger automobiles, in the ac
tion of the United Stales Government
in taking control of the steel supplies,”
sald J. W. QGoldsmith, distributor for
the Hudson Supersix.
“Not only fear of manipulation, but
an actual shortage of iron impelled the
Government, And officiaws have warned
manufacturers who use great quantities
of steel in thelr product, that they may
not be able to get unlimited suppiles of
‘the materjal.
- “The Hudson Motor Car Company has
a large supply of raw material on hand,
enough possibly for another month or
six weeks of operation. Al the end of
that time il will have to take {8
chances as will every ocheér motor man
ufacturer.
“‘Of course the Government will not
wholly cut off materials from the au
‘tomobile companies. They will have o
‘manufacture rucks and autoinobiles for
the army. They are a necessary part ot
war equipment. But should the short
age become so acute that the United
States requlred al!ll metal available for
her OIZI and her Allies’ war needs, then
the geheral motor market would be de
prived. It is not wholly absurd to sur
mise that .the automobile you buy now
or within the next few weeks may be
your last urtil the end of the war,
Others may lot be obtainable.
“More than ever you will want an en
during car-—one that has proved it can
stand the service of years. More urgent
than ever is the need for those who are
thinking of buying cars to buy them
now, because a little later they may
not be able to obtain the car they want,
or any car in fact.
“Another manner in which war may
interfere with delivery of cars before
long is through the commandeering of
‘fi‘hl and express cars to haul huge
ghantities of supplies, At present we
nave even a greater shortage of freight
carg than ever before. Troops and their
effects and good, fuel and supplies for
the military service will take precedence
for movement over any articles of in
ternal trade. =
“Many people realize these conditions
and the sale of cars now is more active
than at any other time of the year.”
Paul Camp Receives
Visit From Moth
Paul V. 8 Camp, advertising mana
ger for the Ridely-Yates Company, is
entertaining his mother and two sis
ters for a few monthg during their stay
in Atlanta.
Mrs., Camp and daughters are from
Watertown, N. Y., and, of course, love
the Empire State, but a warm spot i&
to be found in the hearts of the Camp
family for the Empire State *of the
South.
THE MAN WITH A SMILE.
Never known a thlnq 0 bad
But what, somehow, 1 could be glad
1t wasn’'t worse;
Always when my troubles come
And 1T am sitting, sick and dumb,
About to curse,
Somebody whistles, jngglnf by,
That is ten times worse off than L
Lord, when I think about them all,
Most of my troubles here are small
And petty things;
I don’t believe 1 rull“ know
(Save one or two real bits of woe)
Life's bitter stings,
For 1 can hear and walk and see,
And health is still a part of me.
Cripples and blind men and insane
And invalids on beds of pain
Are all about;
1 dull?' meet the deaf and dumb
And [ that still can talk am glum
And wedar a ‘)')ut.
And now a smiler passes by
That is ten times worse off than L
Each day of self I'm more ashamed,
To think with rage I am inflamed
When plans %o wrong,
So many joys belong to me
My life upon this earth should be
One round of song.
Why should 1 now my woes rehearse,
When many near me suffer worse?
—Datroit Free Press.
\
3 A TIP AND A BAT.
~ The woman with a baseball bat ad
'vanced ominously. “Are You the
‘teacher that tore Henry's shirt?”
“Yes."
“What did you do it for?”
“Because Henry was naughty and
wouldn't behave, To make him lis
ten to me I took him by the collar,
and he broke away.”
The woman swung the ball bat
toward the teacher,
“Next time he don't behave,” ghe
gaid, “you hit him with this.,"—New.
ark News.
WHO MAKE AND SELL ATLANTA PRODUCTS
City Made $75,000
'
Out of a $25 Horse
OTISVILLE, N. Y. July 21.--Ne
807, which is the only name that a
big horse on the tuberculosis farm
here Ils known by, was turned out to
pasture for a long rest. No. 397 has
done his bit.
According to Health Commissioner
Emerson, No. 307 was bought for $25.
Since that time he has made $75,000
for the city.
At Otisville they manufacture se
rums which are sold throughout the
United States and FEurope. Most
horses die after a few months' service
in serum production. But not No. 307,
With but a few rests between, he has
had eight quarts of blood drawn from
him each week for the last four years,
This blood has provided serum which
has saved the lives of many thous.a”
of children.
SAVING THE YOUNGSTER.
“Oh, hubby, such an instructive lec
ture. The gentleman told us that
what vou eat you become.”
“Huh?"
“What you eat you become."
“Take that all-day sucker away
from Tommy."—Courler-Journal.
The Commercial Motto of American Patriotism,
L b 3
Full Steam Ahead!
Q If you can’t carry a gun or thrust a bayonet
these war times, vou can at least push your business
harder than you ever drave it hefore.
€ This will be the patriotie thing to do.
¥ And it will help maintain the national prosper
ity that must be maintained in order for us to win
the war.
¥ Don’t let your business be a slacker!
§ The worst thing that could happen to the world
today would be a hysterical business depression in
this country.
G The best thing we can do ig to keep our commer
clal equipoise.
G Don’t lose vour head! '
G Don’t rock the boat! '
G To keep the wheels of industry moving swiftly
x¥ou will have to continue plans for getting business
as heretofore, which, of course, involves the use of
catalogs, booklets, folders, letterheads, blotters,
eve.
G We've kept our plant thoroughly up to date,
with the newest faces of type and the latest pat
ented devices to insure superior workmanship.
Q This mechanical equipment in the hands of our
capable organization is an absolute fuarantce of
service that can not be excelled in quality, style or
price by any other printing establishment in the
whole country.
During the thirty years we have heen in business, we
have helped many Southzrn mercantile and manufac
turing concerns to shape up the printed literature that
brought them success.
¢ When you need anything in printing—from an
elaborate piece of colored work to a business card
or letterhead, let us show you samples of the bheau
tiful work we have done for others in: the same
line,
¢ And when you want some idea on printing
worked out and vou don’t'want to take the time to
do it yourself, let us formulate the details and
present them to you for consideration—uwithout ob
ligation on your part, of course,
BYRD PRINTING CO.
ATLANTA
BN 1| Cldel
THE WOMAN WHO WAITS,
The woman who walits for her man's ra
turn
Ts doing “her bit"” for the flag;
With aching heart and tearful eyes
She is gerving the “Grand Old Rag."
Through the long, long hours of darkest
night
She prays for the one who serves;
Through the daylight hours she strains
her sight,
Scanning the list, with tortured
nerves,
Of the wounded and killed in the QQL
Oh, the woman who walts has the hard.
est part
Of the .tru('ln to down the Hun.
Hers be the glory, the honor, the
praise,
When the final victory's won.
The man can die with a free, glad
Heart, /
He can lay him down with a will,
But the ‘:omnn who waits must do her
par
‘ When all the world Is &till.
Through the long, dark hours she lies
awake,
Praying to God for dear Christ's sake;
()runtrto the Land of the Brave and
ree
The final ondurlnr victory,
And, oh, dear . Bend back to me
O'er the storm-tossed waves of the an
gry sea,
To the woman who walte, send back to
me
My man'
~New York Herald.
C. B. Leech, Atlanta manager fog
Butier Brothers, wholesuitrs, s mow,
than pleased with the large increase of
business since he has opened up thid
branch,
There is quite a lot of rivalry bee
tween the different branches of “sample
rooms,” asg they are generally termed-—
to see who can {ult over the most busi
ness during a given period, which is ag
a rule monthly. The sales record kcu
in New York shows that the Atlan
office has been ]am\lng in the amount
of bulk sales during the season.
Mr. Leech says: ‘“With business con
ditions so very good in this terrl
and plont{ of money in circulation ai
better still lots more in sight, thge
no reason why our office here shou
not gtay in the {‘xullion gained,
“Merchants this year are profiting by
their experience of former years when
the holiday lines of merchandise were so
scarce that it was practically impossible
to obtain enou’h gooda to cngfiy the
demand of thelr customers, -
bering this, the majority of thcm“
coming to the markets earlier
usual, and 1 would advise all merchants
desiring novelties and holidays goods
who can conveniently do so to buy as
early as possible.”
JEALOUSY.
Belle—He said he was a million«
aire's son, and I find he is working
for $lO a week.” !
lda—That looks suspicions! A mile
lionaire's son couldn’'t get over sß.«y
Philadelphia Bulletin.
9