The Fort Wayne Journal-Gazette from Fort Wayne, Indiana • Page 18

THE FORT WAYNE JOURNAL GAZETTE. UNDAY MORNING, FMHUAPtY Till. How S. Bowser in Touch With Their Sales Force BUSINESS BUILDING SALESMANSHIP. (By Claud X.

Zxtrl, Editor Boomer Salesmen remrnerclal ambassadors buetneea bulluera ar tha man who bias tha trail to prog? and propr ity Soma popl thlhit that a commercial aalaaman doaa nothing; but ride In man care, atop at hotels, eat pi thre tlma a day and attend a theatr tn tha vnlng They ae him doing ho manual labor and with phrelcal effort aa tha maaaur of labor tvey think tha ejman baa anap. Modern aalesmen art brain worker who dall exercise tha iudament of tha anaral mpigatahftjntrBTiflilnn nf.tha) ortior id triumtni oi ins wwyrr in tact of a etatesman and tha fdurage and datarmlnatlon of a fighter Th fundamental principle of aalea manahlp Ua at th bottom of all tha Important trananrttona of Ufa Tha Snyetciaa triee to mnuenee tn pup no a la worthy of confidence, Th preach trlaa to nerauad hi congregation to adopt hie rellglou convlottona Th lawyer reaaona ana urejee tn juoge ana Jury to accept hla aid or the caea. tqi ata.no Ilea th vital principle of ealea uanahlp th power of persuasion. Salesmanship li a pure demonetra tton of brains, Inltlatfv and determination, and la tha oldest vocation In tha world. It la today one of th greatest profeaelona Tha old a drummer with hla atorr tell In: and hi trlokary hla cajolery and flattery has lone; sine been out or tn race, lavish entertainment and UTnalv promisee ar eliminated from th present ay aaleaman a tactica In thee days of keen business com petition roods are aold on their merlti The aaleaman mast be able to five "reason why the public should buy hi una.

to ten "wn? a salesman must know hla Una hav a knowledg of hi vooaa Knowledfre bring confidence hlch ooupled with dignity and enthusiasm are th fundamental truths and Drln dplea of salesmanship Confidence la tha foundation of business exletenca Tha aaleaman a confidence In his houee and hla roods anablea him to Impart confidence to the buyer which he muat hT befor piscine an order Confidence berets which give to tha ar th look of truth and to th vela a convincing ton. En thualaam la tha propelling power of all thing Bntnuataam reinforced by energy and, datarmlnatlon ar wonderful faoul ties In overcoming obstacles In the elllng grama Tou may put up a very amoth talk, but It a dead etuff without personality to sell goods Have faith out dont forget faith without worka la dead. Bo get busy and keep buay Courtsy and cheerfulness are an Im portent ltra In th aaleaman a stock In trade. An Inch of smile Is often worth a yard of argument. Cultivate th emll A Hv aalaaman unearths nw argument, greater posBfblllttea and ha a ralnd to plan and grit to push a plan through with wonderful Initiative Initiative doing the right thing at tha right tiro without being told.

It taka a Hv salesman with good fad blood in fcia veins to get wBM ISflBw ggBal CLAUDE da vug. things don Tou can't start your i cess and then leava It and oxnect It to un Itself Whenever )ou atop pushing it slips back Life and success are continuous motion Keep moving A aaleaman must versatile, out con talk too much Often a aaleaman talka himself Into an order and then talka himself out of it again A aaleaman muat have an orderly mind He muat organise himself to know when and how to use hla talenta Organisation la tha keynote In aalea work. Organisation In th Individual, organ laat Ion In th department and organisation In th firm In working; a body of aaleaman, organisation and fraternity are essential On of th best organized aalea forcea In the country la located In Fort Warn 8 Foweer Co. The two hundred and fifty Boweer salesmen, who cover the entire united States Canada and Mexico work work ae a unit In the great sales a) stem They ar a band of men whoa hearts are In their work and whose aoula are In the distribution of their Una A visit to their reneral aalea ofllces Alls one with interest and marvel Their aalea organisation la ao etrong and their progress haa been ao marked that they are mulated by many of the. largeet concerna In th world A call at their offloe makee It plain that It la avatem and mutuality of Interest that bind the Bowaer forcea Bowser uo keep in touch with their men In the field through tha columns of tha Bowser Boomer an Interesting little house organ which serves aa a direct and Intimate method of communication between the management and the aaleaman It rive to th aalesmen Just th line of thought best to encourage and la both Instructive and entertaining It Is a link connect lng the employee and the officials There Is CO ooeratlon between averv part of this bualneas and avry other (MrHiare avt to atkUAftp nMtMFvr part.

Thla doaa not man mer tolera tion to prvnt friction, but a sincere heartfelt Interest In th bualnasa as a whole, expressed In thoughtful suggestion, courteous fellowahlD. concerted action and an eagerness to give all de Eartments tha best methods attained of them Only by serving th beat Interest of th wtiol house can any department serv Ha own best In terest. and thla la equally true of ln Iduala Tha pdal aim of th Boomer la to enthoee and encourage th travelers In th field, to glv them new arguments and aalea talks to acquaint them with addltlone and lmprovementa In tha Una and help them In vry way possible, alwaya consldsrlng and conserving mair unm jooweer eaieamen. Tha mora DrosDoritv thev antov th mora pleaeed la tha company It vtawa with deep regret the fallur of any member of the sales fore, but on th other hand to ae him aecure a place among the prosperoua In it a great Cr 1 llSrawi II admv HlPBacawfwaal vgfc22? nl Sgwrw iR OFBOVZR'5 i i ii neajT'n wlii''AMtt rToonEn SMMI army of aaleaman and to hold It steadily to his own credit and material profit, la a spectacle that it delights to wit nea Th greater th progress of tha aalea fore as a body th greater th advancement of tha company Th in tereeia of both ar mutual and thla In Itself la ample reaaon why tha company greatly deelrea that every lndl vldual member of tha aalea fore a ball To thla nd th Boomer doea all In Its power to help th aalesmen climb the ladder of progress to help them In their field work, to do better work for themselves th company and for tha multitude of people In every direction who need Bowser tanks. Th Bowaer Boomer la an example of nhat can be done In making an In teresting artlatta and useful noose Notice To the People On account of 111 health and old ae, will tilspoae our entire took of gfooertea, meats, to Everything to be aold at eeet All flxtur for aala Entlr stock muat aold by April 1st.

Will also dispose our larg atock of hard and eoft coal, coke, charcoal and kindling; 100 tone of genuine chestnut, too tons of genulna tov. BOO tona of genuln furnac. 400 tona of genuine Jack eon lump 100 tona of genuine Jackson Egg 1100 tona of Hocking Valley tOO tona of West Virginia lump K0 tona of broken kennel 100 tona of East Be hard coal, 100 tona of course slaok 100 ton of black beauty 1000 bag of charcoal. 4000 bundlea kindling: M. Frank Supply House 1430 Hanna Hem 1388.

Ball 428 EiUbll.h.d 1171 EYES CURED SAVING BUfpABIES "MOTHER LOVE" OFTEN SHIELDS A BLIND CHILD TOO MUCH Blind Bablea Need tpeelal Training Become Id ote If Reared With Idiote Mrs. Cynthia Westever Alden, President General International Sunehln fJeelety A baby that fa born blind presenta a atrangely pitiful problem to modern philanthropy It hae a aoul. It haa a mind that conditions combine to atunt. It haa physical organ that need to be kept In normal operation. Th eye through which babyhood receives commonly perhaps nine tenths of th Impreaalon that mean tha earliest "education" la lacking Th baby In lta first yar worka harder than at any other time In life, getting a grip on vital thing.

Tennyson llns emphasize this The baby, new to earth and aky What time hla Infant hands ax fureeaed net the circle of the braaat Has never thought that thla la X' And finds I am not what I aee And other than the thing touch now tna bund baby haa to coma to thla apprehension of thgo by vloua processes, through touch, hearinghearing and th sens of smelL The work Is heavier And help from the un trained parent la not to ba jtpected, van where th parent la not com, polled by th need of earning a livelihood to neglect the loved little boy or WITHOUT THE KNIFE Ureieful Patients Tell of Almost Ulrec ulcus Cures of Cataracts Qranu ated Lids Wild Hairs Deere Weak Watery Xyee and all Eye many have inrown wy mvir m'lw wsak Hand your I nd addrsss th full description ilrttn Pnrla 111 or All out the eouron below and you will receive ty return roait, prepaid thla maglo remsdy nam and addrssa trouble to the ny almost blind to eight his trial hottla of fichlassl Rsmedy sent to you pre pa BImniv name and addfeee on dotted lines below and mail KchJrgf I Wit ftiome Ban Building Peoria, iL How to Make.a Pint of the Best Cough Syrup and Save $2 Thla reolp for horn mad cough remedy 1 used and prised In thousanda of homes In th United Statea and Canada, tt ooets little, but It la splendid. Vvea whooping; cough yields to It quickly MH I pint of granulated su gar and pint of warm water and stir for I minutes Put IH ouncea of Plnex (fifty cent worth) In a pint bottle and add the Sugar Syrup. makes more and bttr coug ayrup than you could buy ready made for 2 60 Take a tea spoonful every one two or three houra This simple remedy will uau ally atop a deep aeated oough in less than 14 houra It ton up th appetite, haa a pieaeant taste and la allghtly laxative which la helpful You will also find it splendid for bronchial troubles lung and throat affeo ttone, asthma, tc Thla Plnex and Sugar Syrup recipe la ao popular that It la often Imitated, though never successfully In trying: It uaa only the pur genuln plnexi which contain gulaleol and all tha natural healing olemente of Norwegian white pine extract. In concentrated compound. All druggiate here apeak highly of th abov prescription.

In faet most of them guarantee It to give satisfaction ar refund th pure has prlc. Our Sick Room Helps are com plot In variety, aplendtd In quality and moderate In price There are all klnda rubber gooae measuring giassea a pray era disinfectants eta We hOD there lsn but If there should be an body alck at your houee thle drug atore ahould your suurce ci supplies C. HUTZELL, Drugs personal girl. With chUdren parent haa tha ruid memorlee runnlrur back almoat to baby hood and the guide of common and conventional treatment of bablea Both fall miserably when aooUed to the caae of the blind baby until tn international sunshine society established lta first Homo for Blind Bablea suoh Infanta took their ehancee with eoeclal attendants al ways unscientific and often unsympathetic If the parents were mora than wen to aoj or in miaaie class nomes, were fed and washed and pitied by affectionate mothers whoe ideas of drawing out the mind were primitive and Impossible! or In the wage earn lng clasa they were left long houra each day locked tn room a or oven tied up to guard a gli st accident, while the mother earned a living or if found lings they were picked up and classed aa idiots ana maae to Doom loots by Institutional aurroundlngs For example, RanflalTe Island which tekes all cmluren of New Tork city who ar direct dependent on mrbllo charity, took blind bablea with the rest, it nta neither tn needed a propria tton nor the spec, nor trained assistance requisite eoeclallr car for th blind It had no place to put them aav with th other defect Ivea and It put them thr In all the normal outalda of their blindness and nav Dn taurnt to care ror tnem selvss In a maaaur Th ar limit at six schools In the United Statea li five veers at one It la twelve Help toward mental unfolding; and normal physical development Is what tna puna oaoy neeas, rainer man pityj human befpc to be pitied Mother love In the horn too often ehleids the blind child from what la beat for It Tha llttl legs are unemployed for fear ef a fall down etalre or some oth Injury Th child la fed on liquids because It la afraid of eolld In the mouth even of augar lumpa Instead of being; ncouraged to chew and dl geet what Is ktrengthenlne; and what the atomacn ana in wnoi eystem need. Th picking at th eyee com mon to all blind children a perilous phaee of tha eight lust, probably pro duclng a aanaatlon like tha eeelng of stars from a fall goea on without beck tn th noma Th mother does ihmdi rau one has bn given up aa hopeless But often It waa months before any alga of mind appeared In that of on llt tl took two yeara to teach her mat ner nana eouia grasp an ooject and lay It down at will.

Now aha walks ana taiaa, ana ssiows roucn intelligence Another little lrl was five years eld when Ave yeare ago wa took her from th Randall a Island Idiot department," wrhera aha waa thnuaht to ba untraln abl. hopelessly feeble minded She 1b now in in nrtn reaoer new xora Points The ther day ah aald to a gentlemen who called at th home, "Oh. I am taklna tha literary couraa at the city achool These children ar often hampered onlv br bllndneaa but bv having been partly crippled by non use of llmba Tha workara at tha Dyker Height bom hav trained eighty two children and graduated thirty aeven many of whom hav entered th New Tork School for th Blind at Thirty fourth street and Wlnth avenue, where th required age I eight yeara and where they are all doing; well Dyker Helghta home la a demonstration of what Is needed and an Illustration of the way the need oan beat met Whin th New Jersey home for blind bablea waa first projected, there was a list of thirty on blind bable In New Jersey A year later only on of these blind In the United Statea How many died In babyhood la a pitiful question. Moat of tna aauic Diina are aoaoiuieiy dependent peraona without grace without poise without the Inner life that means ao much to all of ua the lit of imagination which booka and thought develop. iaen in oaoynooa thv mirht In many cases have been mad aelf supporting In nearly all caaea their Uvea couia nave neon rendered richer fuller better worth living In tha conatructlva Imagination of the author In th an of the orator In music Instrumental or vocal Interpretative or creative a Diina per LAGRANGE NEWS LAQRANOE.

Ind Teb I Tom Philips of khan, tnd arrived yesterday Henna la an Indianapolis bust air, Clyde Walb returned yesterday from a visit te Indianapolis where he transacted business anq viattea tne jegia The new hall which le being prepared tn rrlt hlllMtn for a ttA Man vrtll annn ha QomDlStsd will be one of th beet Jodg halls In thli Rart of the state The local tribe expecti 9 dedicate the new hall 4th th lnltla of a larg aee of tenderfeet had been taking In the automobile show "77" Humphreys Seventy Seven Break up Colds and GRIP Shorten the attack. Den wa til your ban begin aaha. take "Seventy aeven at th first reeling or unp, oor inroai ana shorten the attaelc If you delay until th development Innuema Catarrh, Pains and Sera nes In th Hea anal Chest, Ceugh Qeneral Prstrtln and Pver, th cur may tk lenger. At Drug trs 25o, or melted 'TTumohrsvs Himu Uaglrlna Ctt Cow William and Ana Btraeta, hw York. Briefs From the Associated Press MISSING GIRL FOUND ANDERSON Ind Fkv 4 Mis Sheldon Fletcher, the achool teacher who mysteriously disappeared Thure day morning waa located today at th horn of her parente Mr and Mra' Fletcher who live an a farm near Linden, Mich MUNCIE, Ind Feb 41 dldn Want to put anybody to bother Im' not worth It That la th only state ment Charles Reed, aged fl would make a hen prevented from atarvlng himself to death Despondent becaus of illness, old ag and th lack of frlenda and relatives Reed waa taken from a barn on the farm or weo uu bert, west of Muncla after ha had been ther flv daya without a morsel to eat.

He will taken to th county infirmary GIRLS WANTED' Good Wages and Model Sanitary Condition General Electric Company Incandescent Lamp Factory HOLMAN STREET BISHOP OF LINCOLN DIES, Rav Thomas Bona cum for twenty three yeara Roman Cathollo bishop of Lincoln died at hla horn today He was yeara oiu LEAPS INTO BOILING WATER SHARON Ft Feb 4 After etrlk Ing a fellow workman on th bead with a shovel John Ootch aged 21 fear Ihg arrest, leaped Inio lnder pit filled with boiling water today and was acalded to death. Tba man assaulted will recover JUDGE MACK TAKES OATH CHICAQO Feb 4 Judge Julian Tha oath was administered by Judge Peter 8 Orossoup In th United restate circuit court OFFICERS SEIZE EGOS BOSTON Feb 4 A shipment of 10 000 doaen of egga conalgned by a Chicago company to Boston bakarawas seised by tha federal officials her to day The aga of the egga wag objeoted to py in government. EXPLOSION DEATH LIST GROWS llEXINOTON Ky Feb 4 A special from Bruin Elliott county aaya th death list aa the result or last wd nesday night a boiler explosion In i grist mill ther a a increased to four a ben th two Injured died today Two men wr killed instantly Four others Injured ar not peeled to ro whtl eight mor are Buffering from aever purna OIL DIRECTOR QUITS NEW TORK, Feb 4 Henry M. Til ford resigned today from the director at of th Btandnd OH company and I'raae neaa or. tna company marketing department, waa elected fllr toy to succeed Mr Tilford.

AGED INVENTOR DIES, Feb 4 larael Hogelandi an Inventor 10 yeara old died at tha horn of hla eon her to day a as a twin brother of Col Alexander Hogeland father of tha national curfew movemer and author of the curfew ordinance npw In force In Xndlanapolla hHe came ta Indian apolla from Lafayett when a young man. Allow Yourself to be Enlightened on the Player Piano Question The Pianola Piano ttanclt alone a the only instrument of thi type which actually enable the untrained performer to play with the finish and expression of a trained pianist. With no other player piano 11 this possible. It is this reason that the Pianola Piano alone enjoys the enthusiastic indorsement of the world's celebrated musicians. The PIANOLA PIANO The common orror of cnnfui lng othor playor planoi with th Pianola Pl.no If clrrl.fl Into tho purchai moana tha loss of tha vary qualltlaa that slva tha Pianola Piano lta world wlda au pramacjr Bamambar that "playar piano4 Tha Pianola ran ba had 'only in flva planoaplanoa choaan ba cauaa of thalr ability to uphold tha Fianala aupraroaoy Thaaa flva ptanoa ara tha Ctalnway tha W.D.r tha Sfark.

tha Whoalock and tha ant. Tha playar mnat ba rlM or tha playar plana will ba wron' And your avorlta plaao aqulppad with any playar othar than tha Pianola aan n.t do ltaalf juatloa Tou naad only haar tha Planala Plana toj.alli. tha aup.ro mu alcal powara lta vnavrpaaaad ualltlaa At our wararooma wa walcoma tha opportunity to play tha Pianala for you or to allow you to play It youraalf Ao a mattor of anltfhtanmant oa iha playar piano quaitlon you ahould taka advantasa of, thla Inrlu. tlon, lytnanta If Daalrad idard SS Nota and Nota Rail nH nan Real Grand Opera at Home With Ihe Vlctrola Camllmantary Canaarta 10 a 1 v.n.. I The AEOLIAN COMPANY Tha Largait Manufaaturara tha World Muaieal Inatrumanta In Wara Raama 2nd Plaar.

Pa Tart Wayna, Indiana.