Springfield Leader and Press from Springfield, Missouri • Page 30

i a. i 7' i SPECIAL TRADE INFORMATION OF VALUE TO DEALERS Value of House Organs and Special Information Should Not Be Overlooked. At a nunt eonrentlon of the National Association of Credit Men. hald In Atlantlo City. Ita board of director came out fairly and squarely for a more thorough reading and study of the business publications which are representative In each field.

"The rush of modern business." ears the report In Question, "leaves ordinarily time enough In the dally program of only superficial reading. What Is missed, thereby, that Is of practical use In the broadenr lnr of our ability. We cannot be superficial In our reading without sacrificing the broad knowledge that gives endurance to our efforta and helps in the saving of mistakes Now the conviction la strong that careful reading la a necessary element In the building of skill for any kind of business or professional occupation." It Is true beyond any measure of doubt that If the business publications of our country should suspend aa almost Irreparable blow would be given to many Industries. The time has long slnoe passed when It need be said that these publications deserve financial support because of loyalty to their several Industrie! respectively: Today the shoe In on the other foot; and the businessman partlcu larly the merchandiser or the sales person who does not carefully pick out of the business papers of his Industry the articles and Items which can be of Immediate and per snnal use snd advantage to him. la doing himself, not the publication a great Injustice.

The business papers have reached a height of proficiency which would once have been considered Impos slble. True, not everything In every Issue of them will appeal to everyone of their readers. But, It may he said In general that few of thera have Issues which do not have flgu ratlve nuggets of gold between their pages which anyone in their Industries can afford to miss. Never more than today are business papers handed about among the employee of every business eetab llshment and filed away for ready access after they have been Initiated by all those who have read them. And there le many a canny proprietor who judgea the value of his employes to him.

at least In part on the basis of the readlneis and eaffornes they show In keeping In tourh with the new developments In their Industries by thle method. A little boy once described salt "something that makes a baked potato taste funny without It:" Sim ilarly, it might be said that the trade papers of our country are the salt of their Industries, making the businessmen act peculiarly and Inefficiently without them. Freo It Itfrr. Question (smsll boy what Is a parasite?" Papa, Answer ipapa): "A person who psnes through a revolving door without pushing. PHONK 4HOt i Sealed For Future Use When Your Dealer Sells Star Brand Seeds in Sealed Bags, He Is Selling You Seed "AS O00D AS THE BEST AND BETTER THAN THE REST" Prepared and kept exactly as the label reads.

The lead seal Is your protection. Springfield Seed Company (re)neral U.S. Gratii Tllemorial The Gen. V. 6.

Grrmt of One Hundred and Twenty third Street and Hixerxtiie Drive, etc York City, is an appro finte example of a itatrly form of outdoor memorial builded either a uc uv a puhllc acknowledgement of the virf'ifs nt irorthy ri(t. The architecture of this ttmh In tutinritrd In fiit of ihrnt on the Afro Athena If vou are plnnnlnj! a ntflnn stone In nmmory i dPO. friend t.r rHuthf. It would he a wIsp thine fur yon to consult ar; exrrl''ncfl In thf erfttl moiW Ht or prrd'ti m.Tri monts. l.

us (tirnitb you with KENT CLARK i I M.I IWiOXVILI.E AVK. Hi I BE READY for THAT FIRST SPRING OUTING Insure yourself and family a plea ant trip from start to finish by having your dealer or garage man give your car a thorough overhauling. For the most dependable service specify Spencer Smith Pistons Quality, No Leak Rings Trindl Piston Pins Buckeye Bearings Thompson Silchrome Valves DISTBIBTJTED BY Herman Brownlow Co. WHOLESALE ONLY SMALL CAPITAL HOLDS DOWN THE RETAILER Only $86.25 a Month Can Be Earned By $1500 Stock. From the bulletin of the Skinner Manufacturing company, of Omaha, Neb, Issued to Its salesmen, we quote the following, which gives some peVtlnent Information as to why many retail grocers are unsuccessful: "The Committee on Business Research of the College of Business Administration of the University of Nebraska, Extension Division, Publication No.

24, January, entitled Aspects of Grocery Store Failures' ahould certainly Interest every one In the grocer business. "TUls publication ahows that 74 per cent of the stores falling In Lin coln, In 1923 had an Investment of less than 12,000 and that a man entering the retail grocer business witn it, tou capital If he aoea as well aa average grocers do In the way of profit and turnovercan't expect to make for himself a salary of more than $86.25 per month. 'iost people agree that one of the troubles of the retail' grocer business Is to many unsuccessful grocers, An unsuccessful merchant In any line of business Is a detriment, because asa rule he not only loses his own capital but also the capital of others that sell him mer chsndtse. "These unsuccessful merchants are the worst competition In any line of business, because, Instead of doing bualness at a profit at the successful merchant must do, they do busi ness at a loss. "Wholesale grocers could eliminate a greatl deal of this unfair competition and save some real money for themselves If they would point out to anyone entering the retail grocer business Just how much capital he would have to have to do If he waa able to do as well as an average auccessful retail grocer does that makes per month net prof It for himself.

"The booklet referred to points out that the larger number of failures each year In the retail grocer nusinees is made by those that start nut with the wrong Impression In regard to the wajes or profits that ran be made from a small store, am that If attention was broD'rlv dl rected to ths earnings that mlaht he mere would be fewer In riperlenred people start In the ero er business, and consequently few er retail itrocers doing business at a lose or without proper wage com peneatlon, whloh la the real romld eratlon of the successful irrorer who Is trying to make a reasonable wage i rauuiiDi, percentage an his RETURNING GOODS INCREASES SELLING COST The practice of retailers return ing poods Is a most annoying and obstructive one. A sslesmenaarr discusses this subject Willi his men follows: "Tho practice hss hcn nr B'me tlm to hll'iw cuMmnen. to turn merrhn'irtjlxe on any Kind ut xcuse. or no at ail. other Ihnn thai r.

haii' Juwt didn't Hve time or' didn't taUc time to th nirrcJ'andiH. hf had piir lias Vr vou. nu n. w. f.

cl that when inaki a sale, and later th mcrihant wants to return the im that you. and you alone, know the conditions under which thn k.iIcs was made, and If you f.illt.wlnir our oollcv. then it Is your duty te say to the merchant that the house has compiled with It's contract l.y filling the or der. nnd that you v.ll take the mat tor up with the hmise and find out whether It te satisfactory for the merchandise to be returned. "Now, men.

you know that where It Is nt all possible to do so, that we win grant such a request: In rnot, we feel Is our duty to assist our friends In any way possible; but in many, many Instances It works quite a hardship on us to take hack Into our stock merchandise thnt tins been In a retail store, nn we are golnic to ask you to think twice when a situation of this kind arises, snd handle In auch a manner that If we have to refuse there will be no hard feelings on the part of the merchant. "We know of recent Instsnrts where the merchant has made complstnt to our salesman that have not even been defended, and where the salesman has said, 'Send It back snd I will see that they take It. or sell It to someone Now, msn, don't misunderstand us. As stilted above, we want to co operate both with you and your merchant friends but the best way to get co onera tlon Is to have a proper understand ing with your "GET IN. GET THROUGH.

GET OUT" GOOD ADVICE 'Home of the most sensible ndvlrc anout aaiea talk that has come un der our observation for a long time Is the following from the bulletin or an able sales manager: ir a aaieamnn haa a great deal to aay. It won't tnke hlm long to sav It. He brief. Roll It down. Ifon't be a bore.

se ahort sentenced Walk mora than you talk, riet In, get tnrougn. get put. cut out lengthy explanations. Prevliy la the aoul of salesmanship. Too much verbiage oerogs tne issue.

He long headed, but not Jnhg winded. Talk to your man In his own language. Make the Interview ahort, clear and anaDDv. Remember that talk Is cheap and lima la money. Don't talk your man into a aale, then nut of It.

Condena lng your ealea talk augments your Income. Ask clean cut questions that call for affirmative answer. He's Wiser Now. tBefore we were married, George used to kiss me when we went through tunnels." "And now?" "Now he takf 3 a drink." New Departura Nawsj News Notes A new filling station has been opened at Salem. Mo, known aa the If.

A Ball Oil company. William Bogar has just opened a new garage at Willow Springs known as the "Wheel Oarage." The Montgomery Morris Motor company, recently organlied at Greenfield Is the new Hudson Essex agency at that place. The Ottawa Sale ooompany waa represented here Thursday by the Messrs. Jones, father and son, who were buying dry goods for their three stores. The Ottawa Sales company operates etorea In Miami, richer and Afton, Okie.

T. St. Clair, for the past II years with the Springfield Paper oompany, haa recently gone on the road for the Qutnn Hsrry Tea and Coffee company. Mr. St.

Clair will make the Oklahoma territory for this house. (titiuKiii muuii auoui it ur an, Roy Penn, Penn Motor company, and accepted It aa we accept today Ford agents at Bolivar, waa In the our garages and service stations as city Wednesday on a buying trip. Institutions whose method of con Tin Penn Motor company has a i duct was and should be as stated large territory sorroundlng Bolt vnr, and Mr. Penn reports business as being very good. O.

Whits, ownsr of a general store at Mumford. was In town buying Wednesday. Mr. White enjoys a good business at Mumford. Mr.

Newman, Newman Motor company. Blue Eye, was In town recently buying parts and acces sories at the Hermann IBrownlow company. Mr. Newman haa an extensive garage business at Blue Eye. "Red" Wllkerson, representing the Raybeatos company, Bridge port.

manufacturers of nil good enoiiKh for thene whtpper veredge Raybestoa brake lining, snappers, let them go some place called on Hermann Brownlaw com jelae. I'm not making enough money pany Tuesday. The Hermann to be able to afford that kind of Urownlow com pan Is exclusive distributor In this territory for the Raybeatos line. COMBINATION SALES HELP MOVE GROCERIES holesale grocery' An enterprtalng blnatlon aalea In which It la tnatmct i lug Ita aaleamen In get retail gro Brown mM Kd Smith juat aft cera Interested. The purpose nB hBd com hl barber aid Independent retail grocers, "hop a day or two after the new their competition and at the anme nad bn 'netalled and he time bring a fair profit to the whole Probably aald, "Oee.

Kd. you ought ealera. We are giving the Hat oflto the new fangled chair that itam r.nr.ir.r,iinr thn romblnef Ion 1 barber haa got." t. eu 4 it.t wa.1 a. With thla bulletin we art mailing V'tn ln." 7r vnu Combineuoa 01 no.

s. inn will ba good for two weeks only, nd will poaltlvely expire In thla Combination Bale we are listing 10 boxes, 22 doien all for Thla ts a 10c retail combi nation and will bring to the retailer. The Intention 1a to help the Independent retailer to combat asm Inst the chain stores, we are anout it. stire That thla will bring a lot of When our fnr seliig brh'r liiKlnss you. ns well as the re equipment salesman mMkiI nw.ilti fn The retail merchant should 'his customer he fnurui Mm fir a muk" a I'lg dlsplav of this In almost rereptlv frAni Th.

trointnTit place In his store and put ust oniT luwl taken tb sul. io tn' up a blir slfctn jddvlre. It was cind. It 1 1 .1 1 t.f "Vnur f'holne for 10 Cents I responsible f.jr an Iivrns In I. il "Tn (irdi'rlng this you write the nr ss 11ml jis a result he pave him an order thus: order ffrr some shiivtug aoap, a nciv "I rase 2 doa.

ox. bottle catsup brush and omb, a rair strop, rtr "1 ran 3 dox. No. 2A red beana because this equipment salesman case 3 doz. No.

2A pork and nlso sold the replacement pnrta ana ibeans "1 case 2 dox. No. 2 augnr corn "1 case 2 dox. No. hominy 'l case 2 dox.

No. 2 kraut "1 case 2 dox. No. 2 pumpkin "1 case 2 dox. No.

2 tomatoes "1 caae 2 dox. No. 2 string beana "1 case 2 dox. No. 2 peas "Tou can not deviate frorti these Items.

Must bo as outlined." IIOWBM AltOlT ITT Now cornea E. W. Howe, the save of Totato Hill, with one of hla little essay a directed at the subtle art of boosting. Mr. Howe believes mac most smau ion nusiness men morl lt )f evftr was thor do too much boosting about some.

011Khi wrunfr and h. ne 1 thing the town doesn't deserve, to the detriment of their own businesses Ha says: 1 Nearly every bualness that blows up has been rounded by a booster, and conducted by booster methods. Everyone believes 1n success, progress, tha beat methods. but a good many are auspicious of boosters. Too many devot time to boosting that should be devoted to quietly straightening things out; to hard work by correct methods.

"In half th towns In this country tha real material interests are neglected In boosting for Something the town la not entitled to. A good buslneea Institution geta all the boosting It needs from the men who built It up, and from cltliens en vious of Its aiiocess Boosting la tne politics of Tiualneas; nearly always boosters do not know much about real business." Which la all very readable atuff, except, wa might point out that some reservation should be made aa to the type of booster. We believe a real booster la a man who boosts thlnga and then delivers the goods. And such being the caae, there's a crying need for a lot of boosters in every town business men who can talk things up and then follow through by showing mem up. un wen, maybe Mr.

how waa taking a crack at some of his neighbors who have Invested in Florida real estate, A area of Max. Teacher What were the different agea In history?" Willie 'Th' stone age, bronse age, iron age." Teacher "Wtiat age ara living In now?" Willie "Th hard boiled age." Packard Electric Co. "Doings." What you don't know won't hurt you, but it certainly doesn't help you to ajet out In tha evening. Mlohlgan Oarajoyla, EVEN THE BARBER MAKES SALES IF HE IS UP TO DATE Tou and I well remember the JildVleijtrrpment, charge flat rates for fashioned barber shop with Ita plnea oovsred wooden ohatr; a raok on the wall with a number of mugs on which were Inscribed the names of various oustomers, together with an emblem designating their trade or profession; a table In a corner with the dally newspapsr and usually obaosite literature; pictures of nude women adorning the walls; the usually alovenly barber In his shirt sleeve. Further description or detail la nnneoeessry.

We know the piece, it was the barber shop to which we all went. Mr. Barber greeted us with a cheery "Hello, Charley, what will It be today?" and you replied, "Oh, give me a shave." And he did. Oave you a shave, threw In a smutty story, took your' 15 cents and you went on about your business. The barber and publlo thought that that was th ultimata barber jenop; iney tnougnt that that was above.

But some far seeing manufacturer had a vision of more then that He visualised himself ss be in toma ay In an Industry mprslon tht ha la which he would not ashamed. I can vlauallto thti fftr nilna; In (ltrtdual enttrlnir a barber ahop nny one) and auRfreetlnr to Old Bill, the barber, that he buy one of those nlre, white enameled. leather, upholatered chairs, and I can also hear old ntH'a rnt whirh was probablv. "What the hell for? I shared these boys' fathers and my father shaved their grandfa 1 there and my grandfather shaved their srrea mnHfnf hare In K4e nl.t plush covered chair, and If It len't Muff. Sura It a nlre.

hut where will that chatr help meT Probably flret several calla were most Strouraa lna. hut he wan ft Boodaaleaman. not easily dleronr I I aged, sure he was right and finally he found one Itsrber Hill who was to high powered selllna 'nld hlm I'ather cov. it i tvt, winir run in in i rjMip nil 11! IS'ow 8mlt had ne ver aona toi Brown' barber before. Ivtit (Brown's wM rhr i mmm IP anr an k.sht not museum, he felt owuna 10 gvi mnm.

inm iunr. now mat rntir, a piece or nnop equipment, aoinaiiy increased xia bar HtH'a bualness becauae Smith liked the chair, too, nml he tnld Jones about It. and liked the chatr ao much he fold Ioe. ton. accessories of the.

barber business After he had this order I an bar jhlm auggestlpg to Itnrber that the ought to buy a towel ktenmer and again the barber questioned the wisdom of this Investment, claiming that ha could see do possible advantage, but the salesman pointed out that the water from the hot water hydrant waa not always hot. He pointed, out to tha barber the mueslneaa of wetting the towel un der the hydrant and trying to wring It dry by hand. He showed him that this waa waste effort and ftirther the hot (7) towel on a man's face th water waa dripping on the man a shirt, down his neck, etc. He showed th barber that by tha use ot the towel steamer he could always hav really hot towels, moist but not wet, and that the public would Ilk It and come to him because of the better service. Th barber bought and tha pub lic did like it and the publlo talked and more people came to Darner Bill.

Then the third call of the equipment aatesman and a larger order for aoap and powder because the Oiore customers the barber had to placement parts he automatically" used. Again after he had his order ho suggested to the barber the elimina tion of the shaving cup rack and the installation of white fixtures. Htirber lill was skeptical of this. Those muKB were Christmas gifts and birthday gifts to hla patrons. They would never consent to their elimination; but Mr.

Salesman assured htm that the only reason for those mugs waa the public's dcalrr for sanllury methods. "If you use sanitary methods with a freshly sterllixlde brush for each customer, a clean mug for each customer, they will huve no need for their own mugs and brushes." The harbor tried It and again the public liked It and and again the public talked and again the barber's business waa Increased and nn the fourth call our progressive. Idealistic salesman had a still bigger order for accessories and replacement parts and that he suggested a massage machine. Thla was pretty nearly the straw that broke the camel's bark. The barber fairly roared: haven't had a man ask me for massage in 10 years." And he hadn't, and then our friend salesman explained to the barber why In wasn't being aaktd fur massages.

i THIRTY THE SPRINGFIELD LEADER, SUNDAY MORNING, APRITJ 11, 1926 rr. rrrrSrl WWU? n. ll.1.ii:...,,B Th Leader will gladlj publish in thii Department saw. itenu about every merchant in Springfield Trade Territory. Please mail them before Thursday.

I ee (:. Ha told, htm the pubHo didn't ask for such things. Just a peculiar bjt of publlo peyonology. "but" said no, "tney will buy them If you 'Ask em to He gave Mr. Barber a lesson which the barber never forgot.

He aatd 11 now hav I nrnnmr everything you do and don't forget to "Ask to buy." We who pstronlse the barber today know that the barbers do "Ask 'em to buy." The barber bought the massage machine. He hss bought everything else our sales man suggested. Including white clothing, and. In the face of probably the worst catastrophe that ever menaced an Industry, 'the Invention of the safety rasor, which threatened to annihilate the barber and make of him a hair cutter only, what has happened? Go Into the average barber shop today. Hoes the barber ask you what you want? No! Ha rubs your head In a mannar suggesting that your heir is hanging over the edge of your collar and'ln most Insinuating tones probably says, "You want this trimmed, don't you?" at the same time removing the gadget from the rear of the chair on which your head rests If you sre to be shaved and your answer Is, UQl CoursSr'! You would really hate to have the bsrher think that you had come Into that shop without first having made up your mind that your hair must be trimmed.

After the trimming he parts your hair with his flngere giving the amlnlng your scalp and the question. "Shall I wash thla The fact that a wanning was pur treated by his Investigation, of I course, suggeste to you that he mitpt aee. a murh hlackened scalp and you again authorize the pro cenure, not omb yur hut wrP towel 1t ftnd "Ur'" th "1 th "nd that I don't know of a man today who ehavea htmnelf on the morning that he In going to have hie hair rut lie knows that ehevlnff twice a day la bad for hie akin and he inpn't know Junt how to tell hie ha rber that he doesn't want a ahave. After the ihftv tn a mateac and durlnc the nhave It in a ahoe nln" anA probably a manlcur with inn reninr. met in" my era Re oftrofr berk today in fVorn II f.i in in Mead of the old to rheefc SELL FOR THE HOUSE OR BUY FOR ITS CUSTOMERS J.

F. Pheatham. salesmanager of the VI field Company, Tyler, In hie customary clean cut atyla, aska hU men: "Ara you the repra sentatlve of this boiiae or the pur chasing agent fpr your cuatomera? Continuing on intm mibleot ha mmym r.mmhr hl nne thin: 1hV ara tha ma here or tneir own oee 1 irying wt 10 snnf, iuni policy, inn iny ran to wnm we art trying to do and heed not thi will be the loaers. There Is no concern on earth that can at and 'up under the ntrnln of an Increase Idallv in expense 'and allow the re t.i ft. name the prlres he fhall UV rive the rliM i.

li mrri hKTit we r.i 1 i hi r'iii nis own nni jn r.e a di' tn' 1, h' own terns ami prices and If ar r.ot hie; enmtah and "'mm; enuiiuii mornlly i do the sjinie IV a 1 1 me to tther re organir n'll''" nnl allow soma other take our place. "Kv. rv saleMiKii we have is a business man and a good 1'rac 1 I of you own stuck In It nitd ynu should bear In mind this la your own business, and the larger it gels the larger and more expansive our met. should got. Facta and Figures.

"liernlce went riding with Tones fellow Inst nlKht." "I heard someone say he that rounder "Yes, almost every n1aht" Okla. Whirlwind. I aa 1 ts It a NOT ALL SALES MADE BY THE MAN AT THE. COUNTER The percentage of ealea that era really mada befora tha cuatomef goea Into a dealer'a place of bitil neaa would ba hbjhly If we could ret be flgurea. Kor Illustration: So far, I have not actually purchaaed a radio that le.

there la none In my hntne yet uficonantoualy I have decided In my own mind what kind I Intend to piirchaae. No aaleaman baa talked to me, nor have I apent one hour durlnc 1 the paat year listening In over my neljrhbor'a machine, yet In my mind I bnve put chnacd a certain machine, and when 1 call at the dla trlbutnr'a Mora, the actual buylnpr la mer.1 detail compared with what haa already taken place. Who made the aale? The company a advert lain. And yet enrne afore enlenmnn will later aay, "Oee, that fellow wna a hard mit. to nM.

I an re did my uf or he would have bought nMher machine and I hope my boa apprerUtea my ability," etc yet the facta are that he will prohnbly tell me what I have already learned from the advert Iain end 1 am wondering If he will tell it half aa Intereatlng and rrr.vinc tntlv. In i onMcWintc tha percentage men tinned In the opening parm gra ph, remember thla: The advertUlinr found, ma. The ndvertieuiK gained, my attention. The advertising Interaated be la a particular machine. The advr i conTlnced me I wanted that rrtrhtn.

The Invited me to call where It 1s aoM It la her likely that tha Influence of rdrertlnlng In predetermining nli le often not realized by the aale to the pimtiUHv. and a salctnian can frfiuetifly thp attention of dealT end tr Mr en1eMpripIe aa ell to Important fa. nhlrh, by the wav, rontrlhiit vfrv much lu (ilpstnn'a volume of nrdera. STEPPING STONES TO MORE BUSINESS Ambition. Honesty.

Enthusiasm, Meiermmatlon. Personal appear ane. Thorough knowiedge of your business All of the above thlntr are pnastiile. and If you perfect yourself in these, yo are bound 'a be a aucceaa. It Is said that no person waa ever born lasy.

If yon doubt thla watch anv baby and sea If It ahows anything hut It fa, 0 you aee we learn th habit of bain lasy. To reach tha top of tha lad ner or tiere muni geT nui Or the laxy habit. Hitch the ladder of ambition youraelf If yOtf expect to ba a Winner. What others hava don you ea do, there la nothing Impossible under the Fun. You wero determined to make th girl of vnnr dreatna become your wife MY? HratifS you made up your mini to get that Is id 11 get your on 1 lup t.f The ladder and dotermlueil to 1 i t.

And )ni v. til It Is f.ftrn no ni.tUe the rn: but a trx more wcltrV i 1 Ic V. A this 1 trt: I vr 1 lie 11 rid. a r. liot juda l'e N.

per ori I a ppn ini a The In 1 Knok an. The nom II d'tes tr it 1 ha tin "1 fc paid noire ihan he lon'l ever sy oi rum sell thlsj or that to vo'i if try hard enough. if ou f. iM time tty again, if ytnj Tail second tnie. uv raln.

Ki tryniK and yon will rucced. Itvlng under the run cari'Sfoa you If you have jour mind made i.u to sue. eed Kverything crunea to the man wha goes after hlnps fti nt her fellow la waiting for. W. P.

Pinions. Truth 1 stranger' th also more decent. Washington birge. iiiBMWssMisiiLiiiiiii'iri nr" Ask Your Grocer For Premium Catalog of the S3 79 Eliminate ihe Uncertainty YOU GET THE BEST WHEN YOU BUY Ask Your Grocer For Premium Catalog it Nods You can't lose 1 1 rr fumst jtljwor save A IHt LABELS STILL1 ON THE ROAD AT AGE OF 97 H. B.

of St. Louta will be 97 yaara old In May. but he still travels the state of Missouri selling sewlna; machines to jobbers for a manufacturer In Iielvldere. 111. "And I'll still be traveling at tOO, he declared yeeterday.

"These fellows who retire always break down mighty fast. It's a proper amount of activity that keeps a man going." Not only does he still taka his place In business, Mit occasionally he gives his grandson a boxing lesson, lis believes In systematic exercise, and Is a member of the A. A. Every July he takaa a fishing trip. At 71V ha waa an ex pert marksman.

He Is proud of his ability to swim under water. 111 leaat In lftfll. "Tou set so many men who' look too old," he remarked. "There's something wrong. They must he digging their graves with their teeth.

I haven't had a sick day since 1S62, when two surgeons In mv re it I merit told ma thev nnld prolong: my life 80 years If I would follow their set of rules. "Since then I've avoided beef and pork In summer. They're frill of poisons. I eat sparingly of meat at all tlmee. A little breakfaet bneon Is all right, sliced thin and fried crtep.

Teave worrying to the other fellow, for all those thlnics combine Kef you." Kaslngtnn was 611 before he learned to smoke. "They hand out so many cigars at theee reuntona tlint got to holding them In my moutb and, at length, lighting them, I uaed to amoke too much, but I've limited myaelf to three a day alnoe I nult for three months on a waiter with my grandson laat July. That wan when I erauajht that bla; baa." and he told of making that catch near Waterloo. where he iroee to flab every July. enllated In the Seventh Penn aylvanla Cavalry In 1181, foua ht In the flrat enjraKament in Kentucky of the war.

waa mounded and re turned home, helped ornnnlxe the 103rd Pennsylvania Volunteera mn raptaln. took command of th renl ment In capturlnr Kort Kin her, and fought In one engagement after Lr hnd aurrendered. MARKETS FOR ANY CHANGE CONSTANTLY! The Optimist, the bionthlv maga zine of the ampbel. Houp Co, Cut den, give some Interesting figures, ahowtng how the market for any product la constantly rhang lng. Tha figures ara well worth tha study of any salesmanager or salesman.

Indicating, as they do. that constant effort Is necessary to prevent one's market or one'a customers from slipping away. quote from tha Optimist aa follows "Every market la constantly dropping off from tha top, and Juet constantly building up from ths bottom. Kach year newly born Americans begin consuming, 400.000 somewhat older Americans are graduating from high schools. ,1110,000 brides begin housekeeping.

and 1.250,000 young husbands be gin spending their pay envelop! In different way. year l.Ono.nnrt fanv.tle innvv Into new homes or apartments And then, on the other hand. ever I.ImO.'H'O A me I cans die. and perhaps an almost equal nniulr lose their productive capacity. Thus.

years a mark et msn he entirely nen and It nie mo vnd tho IrifUictice of good lit pre vlmis I obtained "What are we doing about It? Howl does it affect our business? Here a great big prospect 1 rn over lis mint ba rarefulty watched, developed and educated. It waa Knocklng off time In an Irish shipyard, and one ff the iuen shouted: "Any iv you felUr sei tne Pat looked around: "Why. ahure. Murphy," he exclaimed, "ut's got on, ya have." "Begorro, Pat," said Murphy, sol cmnly, "an ao Ol have. An' tit's good Job you was noiicin' the fart, otherwise tti'd have gone home without ut 1 i ma and you may awarded one louowlng Brand Prizes on April 30th: 1.

Special Ford Coapo, valne $777 JW a Dayton Console Radio Bet, TBl" 27fl.00 8. Dajtnn Standard Radio Set, Talon 82OA.O0 4. Bulck Type) Toy Auto, val. S70.00 6. Bnlch Type Toy Auto, al.

S7S.OO fl. Rnlck Typo Toy Auto, al. G. D. MILLIGAN GROCER CO.

SPRINGFIELD 1 if.