Newspaper Page Text
K~/ 40 =loy ) Dt a v . i d¥2N ' |
- e WP [= T SN X \\}:\‘*\\ :\\ N R % ; ‘§§“\\\‘\*\\‘\\ N ¥ N N ! :fb’ 0:' “i ‘ 8
. DEVOTED TO THE INTERESTS OF THE MEN eAT LBy AND SELL ATANTA prODUCTS T
e Spay . T - - 7@
e
The rapidly increasing betterment
of farm conditions in the Southeast
due to the Inrtoduction of modern ap
pliances for the alleviation of farm
and domestic problems is reported by
tnvestigators in Atlanta this weeck.
The tremendous effort that is being
put forward to bring young men back
to the farra after their experience in
the army has been centered in secur
ing conveniences that will make farm
work and farm life more attractive.
Hundreds of farms in this section
have recently been equipped with
electric outfits for the generation of
their oww current, which has prac
tically revolutionized the rural situ
ation.
These electric outfits, which can
be gecured for a few hundred dollars,
bring the city to the country. They
are very compact and very simpie
of operation. With them, houses and
outbuildings are being lighted, power
is being generated to run churns,
cream separators and other farm ma
chinery, and they give opportunity
for the installation of such comforts
for the housewife as electric vacuum
cleaners, electric fans, electric stoves
and irons, and all the things that
make the home life of the city wom
an envied by her country neighbor.
There hag already been a notable
change for the better in the sections
where plants have been installed.
They are proving so successfui that
a demand has sprung up for them
that is keeping factory production
pushed to the limit to fill.
The farm investigators are of the
cpinion that the solution of the
knotty rural problem is very near
complete solution by means of these
numerous helpful and labor-saving
devices, since the lack of proper labor
faeilities and the drabness of the av
erage home life on account of poor
equipment has been the chief factor
in making men leave the farm for
the city.
S——— T — OP——— NO———— )
e egy 1
FLECTRIC COMPANY ‘
78': Whitehall Street ;
H. M. B. TUCKER, Manager. ‘
ll WIRING, REPAIRING, CONTRACTING 11l
REPAIR WORK A SPECIALTY |
' Our rates are the lowest for best workmanship. “
l. Call or Phone M. 2537—W<e Solicit Your Patronage ||
so e )
fflorne Desk & Fixture Co.=
‘ . . »
| High=Grade Office Furniture
! At Generous Prices
| | T T i
‘ !“‘{:j{ = b Hg,;:b;” @
Hill =—— I [ =
3 ;s,.';f =] W=
j em e e
; Ly .
| 60-inch Light Golden Oak Desk, regular price $45.00,
Bl il tiviseese iRO
=T
,! e T LA
sg ! —1 I
9 ‘
i LV
60-inch Light Golden Oak Table, regular price
S 0 .i B
| The desks, tables and other office equipment in this
extraordinary sale are from a line noted for reliability and
dependability ; the faet is, that this equipment was bought
to fill antieipated Government orders, by a Washington
woneern,
: Three weeks ago we advertised threee carloads of this
furniture to be on special sale for one week. We have a
small lot left on hand that we are going to dispose of in
short order.
These desks and other fixtures are built and arranged
to suit the requirements of modern commereial establish
ments of every nature.
This is your last opportunity to equip your office at a
minimum expense,
Oard Index and Vertical Filing Systems.
5
HORNE DESK & FIXTURE CO.
/ 93 North Pryor Street
' BANQUET TO CITY SALESMEN’S ASSOCIATION
TR YO R Re Y R T AR W Yo TTV .
¥ % - :- g ‘i?') § ”"‘;‘ W 3 i 3 g o ;ga/ /,{ BK ; . ‘«,_.».:‘;_’;;. E ?:s'-:-\_';' % i o u' Y 9 : 3 "’éf’;?:::»,« e ‘ .
gst ge e Y M’;U ,c % » xr(fl';a>)v LRy e O -~ L
g sST " s v B @ pon e SR sy sOO g TR
e eT R NER RN 3 F / G Ao 6 TR Y, Moy il e YRR
PR, i e G gt N e AL S Fi e TS W;‘%’ SR .
t R o f{/ % Hak IR i S R e‘ 3 3 24 S S e ""‘~“%’«x‘,’//>- »,-,uf,.-s*:.’r%fi",. T :
Mgy vl ogi Iw&Gls BAT WM e s
T I, T T RO Bl SR I b ¥ b i TR e R e
oot S o X’#”? ] 3,; L 8 eTt § b e V@J X g 3 vf’ i ..”_3:%’ Y i P ,flw-fi
2ey gl e e N o o L ' e & A i sSN RAk ;_:;'1
e R 3 B o i R RN % 3 S 22 bk RSO B RO Mt R R
b e B # R 5 v feey 3 R - 5 R M g eO 0 e
gy ‘ m U S iy ea T : s 4"&% f§ R
4 R 1 i ¥ B gy A 3 A R A oTR R W 9
g ‘ : R F R S ; P gREeRL . | YN N
2Y<93BSRR.3 ¥ 'R 2 S g . i 3
3 s b, 3 Y AR P . g 3 ot 2Tt N R% o 4;‘;& e iy g 5 ‘: 4
5 k. ¢ Y- ® ¢ 3 B 00l v :i:(’ ;v‘.% ¥ f P 8 o \;_ ' 5 R
> 8 3 i, U e o SST O : F LT e Pt
it P P ; Sy . < . o W A
S o SR ol TRV RN ) s NN 3 8
“ Mepaagt e ov N o CRBEE SR ’ i \ 3 R \' 5 X
p gt s o s il i - : ameaat . -
‘l'he banquet which was held at Folsom’s case by the City Salesmens’ Association Saturday, March 8, was well attended despite
the heavy downponr of rain. Part of the evening was devoted to s peeches of officers and members of the association. O. T. Camp,
newly elected president, presided.
Neio Record Is Set
By J. K. Orr Shoe Co.
.
During Past Week
To be able to record the biggest
week's business that has been done In
six months is the good fortune of ths
J. K. Orr Shoe Company. This condi
tion is attributed te the fact that mer
chants have come to realize that prices
will not %o lower for some time to come
Those who have been waiting for the
;jnvline have decided not to tarry any
onger,
The sales force report that business is
food from North Carolina to Louisiana,
nclusive of both States. The score for
the week shows A. C. Barnes in the
lead, with B. B. Jordan second and P,
C. Gregory third.
In the suffrage States the successful
candidate used to be content to get a
handsome majority, but now he maust
receive a beautiful majority.
HEARST'S SUNDAY AMERICAN — A Newspaper for People Who Think — SUNDAY, MARCH 16, - 1919,
Great Problem in
Salesmanship Growing
Out of World’s War
When the first Liberty Loan was
floated, approximately 8,000,000 peo-i
ple subscribed to it. The second Lib
erty Loan doubled this mark. The
third practically equalted the figures
of the first and second combined,
while the fourth loan ran up the
enormous total of 20,000,000 of sub
scribers, nearly seven times as many
as in the first.
This is an interesting bit of history,
and offers an attractive field for
thought to those who delight in
analyging the motives Influencing the
masses of the people. In fact, the
Ireasons for this great margin be
tween the first and the fourth Lib
‘erty Loans are a matter of compara
| tively simple calculation to the stu
dent of salesmanship,
For 50 years prior to the entry
,ot the United tSates into the world
{war the problem of Americanizing
ithe citizens of the United States had
| been given little thought. We looked
upon America as a vast nkltinx pot,
‘into which was poured the scum and
cream of Buropean immigration, un
| der the fond delusion that such ac
|qulsmon of foreign population would
lreadily absorb Amerjcan national
ideals and aspirations. No serious
‘thought was given to the great fun
damental problem of changing the
‘minds of these people from an atti
tude totally inconsistent and irrecon
;cmable with the building of a great
unified, thoroughiy American senti
ment. If dx;lythlng. less thought was
devoted to the development of a high,
lasting and unbreakablé national mo
rale in the minds of that portion of
the population born and bred in the
United States. Too much was taken
for granted as regards the spirit of
the American people, Between those
citizens whose loyalty was so stead
fast that they loved America and its
purposes better than life itself, and
Ithose citigens of foreign birth who
simply resided on our shores for the
sake of the superior commercial op
'p')rtunltles presented here and still
clung slavighly to the old ties of biood
and country, there existed a wide
range of citizenship whose allegiance
to our constitution, our laws, our am
bitions and our ideals was as varied
as the coloring of autumn leaves,
Many looked upon the National Gov
ernment*as something wholly sepa
rate and apart from their individual,
personal interests. What business
was it of theird to concern themselves
about the destiny of the United States
when certain supposedly professional
politicians, were paid to run the Gov
ernment to suit themselves? Here
we have a most interesting study of
the mental attitude of the average
American citizen prior to the decla
ration of war,
When America merged her forces
with those of the Allies, fighting on
the side of humanity and world de
mocracy, the great minds of the coun
try realized that enormous sums of
money would be needed to vindicate
America’s decision and that these
sums must come from 'the masses of
the people if the victory to be gained
would be lasting. During each suc
cessive Liberty Loan every appeal
known to the science of salesmanship
and every motive involved in the suc
cessful marketing of a product were
invoked to secure the financial and
moral gupport and indorsement of the
people of America to the proseculion
of the war. The most sordid argu
ments of self interest were necessary
in some cases, while, among the great
majority, appeals to patriotism and
{to all those ideals that have contrih
|{uted to our greatness were hardly
needed to bring forth a golden stream
into the coffers of Uncle Sam. At any
rate, an almost unbelievable transfors
mation occurred in American senti
ment in the Incredible space of a sin
gle year, and, when the young man
hood of America began to pour its
endless stream of energy, enthusi.
asm and determination upon Buroe
pean soil, the morale of 100,000,000
people, making up our heterogeneus
population, had reached the high wa
ter mark in the history of this Gov.
ernment, National unity and pur
| poge was rampant and no schism in
| consistent with national alms could
| find an abiding place, We were, one
land all, proud of our Ameriean her
ftage and keenly alive to the necessi.
ty of perpetuating those things that
had lifted us to become the domi
nating moral foree of civilization.
| What then? It is an axiom in sales.
mansh'p that an interest once aroused
in a proespect must be continually
and repeatedly fanned if permanently
successful vesults would be secured,
It is a frafity of human nature to re
vert to a condition nf}pmhy and in
difference on any wuliject when the
proper influences nre not brought to
bear continuously. to maintain the
conviction previously established in
the buyer's mind, Bimilarly, the frufts
of over two years of the hardest kind
of effort to Americanize the citizens
of this country musgt be lost, to a
BY C. V. HOHENSTEIN.
great extent, unless some immediate,
orgunized effort is made to pre
serve it.
With this thought in view, the
writer addressed a communication
some months ago to the Treasury
Department at Washington, seeking
to have built on the foundations laid
by the commitiee on public informa
tlon an organization whose sole pur
pose it should be to continue the
Americanization of our citizens—in
other words, a sales organization shat
would sell the American Government,
with all its ramifications, to the
American _people, and keep them sold.
The influence of such a body upon
our national ecivie life can not be es
timated. Whatever the cost, it wonld
be justified many times over again
by the magnificent results sccurfi
‘From the reply received it appear
that the appropriation provided for
the co ittee on public information
[ m be extended to the estab
lishment of & permanent publicity
‘bureau.
Lowever, some time, someone,
with the necessary power and influ
ence, aroused by this idea, will most
assuredly put it into practical oper
ation, whether the idea be expressed
in the form suggested by this article
or in some other form of an entirely
different character. The dormant
spirit of America's national life has
been aroused. With the part we are
to play in the affairs of the world it
must be kept aroused and organized
for future emergency. Socialism,
Bolshevism and all the other radical
| political creeds that now threaten the
' stability of HEuropean Covernments
can never find a lodgment in our po
litical life, if the American people
are kept convineed, by an organized
movement, that the American Gov
ernment, as it stands today, offers the
greatest good to the greatest num
' bers. Let us hope that the work of
.
Treat the Traveling |
Man With Courtesy
Market conditions during the last
few months, when it has been difficult
to obtain goods in many lines, have
stressed the fact that it pays, under
all conditions and at all times, to
treat traveling salesmen well. In the
store of a successful merchant in
Atlanta every traveling salesman who
calls is regarded as a service agent.
it he proves unworthy of the title he
receives little consideration. But if
he has somelhlnf worth while to sell
and sells it, well he is accorded as
courteous audience as the best cus
tomer of the store. For buying in
that store is as important as selling,
and everything possible is done to
perfect buying methods.
For some months it has been the
task of a good many salesmen to call
on the trade and keep friendly with
out taking orders. Many a saies
man’s ability has been measured by
his success at this new lfame in
salesmanship. During this time, you
may be assured, it has been the buyer
who was always courteous and con
siderate who has had the best of it.
He has been cared for if it was at all
possible,
Moreover, it is a safe prediction
that the courteous buyer will always|
get the best of it, If there is an ex
tra discount he learns about it. If the
factory is about to turn out sometning
new in which the merchant would be
espeecially interested, he is told all
about it. In fact, he gains every pos
gible advantage. He gets the best
service the salesman can render.
Nor is it necessary to buy goods in
large quantities in order to cultivate
the friendship of salesmen, There are
many large buyers who are hated by
traveling salesmen, These buyers be /
lieve they are shrewd-—that they get
the last penny possible-——but any man
who has sold paods on the road or at
the shows, knows that there are other.
buyers who use smaller lots, but who
are given equally attractive terms be
cause of the consideration extended
the manufacturer's representative.
A Quick Turn-over
Whether the price goes up
or down, has always been the
determining factor in any suc
cessful business.
We have maintained a
“BUY - OFTEN” policy for
three vyears, believing ‘this
sound and successful mer
chandising on a high market.
We are in position to take
advantage of new low prices
and pass them along to our
customers.
Important that you should
wait for our salesmen or
come to see us—it will save
you money.
RIDLEY-YATES CO,
Wholesale Dry Goods and
Notions.
the last four years, born and main
tainted in bloodshed, will not be now
jost by a failure to recognize the es
sential circumstances which led to
ite accomplishment.
“One good way to learn things is m\
talk to men who are doing big things
every day,” mused the Firing Line
editor as he turned into the A‘l\ul‘\\'h)‘l
of the A. M. Robinson Uo. Friday af*-
\ornmvn' From the conversation that
followed between the humble editor
and C. J. Willlamson, the party n!‘?
the first part wasn't far wrong in his
“musings.” \
| Mr. Williamson stated that on
%Thnrmmy there were 25 customers
in the store at one time., This speaks
:wvll for thesgood will built up by
‘Thonest, painstaking business methods
lsuuh ag are practiced by the A, M.
Robinson Company,
“The man who gits quietly by,”
went on Mr. Willlamson, “and waits
for the time when grices will take a
tumble makes a tnevous mistake.
Incomplete stock is a sure road to
loss, as a customer who makes s@v-‘
eral calls for merchandise that really
should be in stock and finds that it ia‘
NOT quickly grows weary and will
begin to look elsewhere. It costs a
certain amount of time and money to
lsw-nre buyers the first time, an® ex
ipflnditureu directed toward the re
covery of former customers amoyng
to a double outlay. ’
“Discretion would seem to suggest
that it is far better to buy now and
buy #n sufficient quaities if a small
loss has to be calculated on a few
articles. You will do one thing of
|value if you adopt this plan—you will
develop a reputation for service, and
serviee ig one of the things a mer
chant sells with his merchandise.,”
Vase McWhorter, city salesman for
A, M. Robinson, is “going true to
form,” Kkeeping up his excellent aver
age for production.
Other bits of news picked up re
garding this firm include the report
of the illness of Chris Irby, one of
)the road force, who has recovered and
will be out on the firing line next
week,
Hugh Hayes has had a busy week
He has been in und out of the eity
giving service to numbers of cus
tomers and checking orders sold.
T. W. Webb, who travels South
Georgia, 1s in, Waking care of orders
recently sold by him.
George Smith, who windg his way
'!hmngh South Carolina, goes over
the top, scoring 100 per cent. Here's
our hand, and good luck to you,
The fellow who thinks that the reason
why some men get along 2o much fas
ter is because they are geniuses does
not realize that genius is % per cent
hard work.,
@ 1\ ANNOUNCEMENT
N W“’ ok DS
o T € oeeger
e
s W Machine Tool Co.
%&‘ o
}%%eegep Now Ready for Business
¢ C At 34 S. Forsyth St.
l Mr. F. A. Seeger, formerly president of the See
‘ gvr-\’\':tlm'vvn Company, has withdrawn from that
‘ firm and will give his whole time and attention to the
: interests of the new eompany bearing his name.
Mr. Seeger has surrounded himself with some of
the best known and most practical men in the busi
| ness, including J. B. Wallis, who needs no special in
troduetion to the machinery trade in this section,
Mr. Seeger will continue to represent the fore
most machine-tool manufacturers in the country, and
18 in a position to furnish our many frinds with
exactly what they want along these lines.
The Seeger Machine Tool Company will be
pleased to furnish specifications, quotations and
any other practical eo-operation to those who are in
~ the market for machine tools and allied equipment.
S Machine Tool C
eeger Machine 100 l Co.
F. A. SEEGER, President,
Main 3103. 34 S. Forsyth St. Atlanta, Ga.
} About the only thing you get by ten-l
rg a fellow your troubles is, that if
e g 80 inclined he will refuse a few
‘Jom handed him that will make you
t{:el that you don't know what trouble
To The Trade:
WE ha ve reconstructed
our organization, here
tofore devoted to war de
mands, and are now prepar
e;l to make prompt shipment
o
Mattresses, Springbeds
Gots, Pillows and Box Springs
Of All Grades and Prices
Each article from our fac
tory is guaranteed by us to
be perfect in material and
workmanship, and the best
possible to produce at the
price.
We solicit the Fatronagefl of
dealers with the full assurance
that our goods will prove
mutually profitable to them
and their customers.
Gholstin Spring & Matiress Ga.
Manufacturers Atlnta, Ga.
We Sell To Dealers Only
3C
The world owes you a Nving, but it
13 barred by the statute of lmitations’
the minute you stop work.
e et e
When a fellow takes & chance and
wins, some other fellow says: He
seized a favorable opportunity.” .