r
. f. nessmen
t..parl.«
PAGE TVIVELVE-
Busmess
or!
School in Chicago
By J. C. BOYLE
Special Correspondent
Of The Evening Sentinel
(Copytlgnt. 1925)
NEW YORK. April 14.—’Ibere
used to be a theory that salesmen
were born. not made. But modern
merchants, manufacturers and busi-
llove ceased waiting for
them to be born. They are making
salesmen by course of intensive in~
atruction which involve not only
“sales but production and every other
detail or their businesses. In some
instances this instruction is compul—
sory. in OL’IMJ‘S the employee of
the concern are merely given op-
portunity to take advantage of it if
they choose to do so. The name
has been accounted ty expeiienoee
of merchants in the ie-Eastei
trade. .
The furniture trade holds a ten-
day course at Grand Rapids twice a
years {or the tra‘tining of owners,
buyers, salesmen and advertising
men. Lectures are delivered on
every angle of the business from
the forest to the retail floor with
auxiliary instruction in advertising
and businese organization. The
proximity ot‘ the great furniture
factoxies in that city make exery
process available for demonstration.
0\ er two hunched in n trom all sec-
tions completed the course there this
spring.
In the retail
automobile trade,
particulm.~ stress is placedIoon sales
methods, sales talks. and means or
approach. Nearly every his agency
holds a. brief half hour class for its
salesmen both new 81.11 '01d every
morning all}: sales managers. and
factory representatixcs conducting
the instruction.
One great packing company runs
a. continuous school for its em—
ployee Which has an enrollment of
nearly the thousand. About two
thousand of L‘Lis Lumber are taught
at the yards in Chicago while the
remainder receive correspondence
courses. Every biailch manager
and as many tiatellng salesmen as
possible are C(ii113L-II‘3d to take this
course no matter how experienced
they mav Ls The?! are put right
on the floor and are not "graduat-
ed" until they not only know how
to cut up a. can: ass but hate done it
repeatedly". The: are 11; e: 1': taken in
hand by the herd oi etery depart-
ment or the grsut plant for final in-
dividual instruction 'in raoh tXZC‘
{utive'e specialty.
The least promising pupils. ac-
cording to norm. of IL“: department
’ ' store erecutires. sec-m to be retail
clerks selling dry goods, clothing.
and huberdasiierv. )luny attribute
this to the fact that many of them.
in the men's and women‘s clothing
departments especially. are paid on
--a‘ commission basis. Automobile
agency heads also complain of the
effects of the cam: s;-:t-;m in them
industry.
,"All the ordinary mlesmen can
see is that Live per ccnt.." said the
head of the men‘s clothing depart—
ment of one 01‘ the lei-gut: depart-
ment stores in New York to the
.SWriter today. “ll. is almost impossi-
“nuptial ‘,*l'
‘ble to make them tee that good will
" 'is an asset to them and that build-
.. i
ing up a client-.1 or customers
means money in their pockets.“ The
department 1111:1230: Lure-ll».— oft‘ to
. 5
31100 a clerk back to .1 customer he
had deserted before 21.:- letter:
new Easter overcoat had been
wrapped-and his chance returned”
"That fellow calls himself a fast
»
w
.
t
X
..
‘3
P
r»
je-
0.
a;
0.9
. ¥--worker." the manager continued.’
» "He goes on the theory .1110“. 13-:-
\never will see the man we sells.
told this last customer
the light overcoat he sold him
would last two yeais. He knows
better than that for It. is a soft tin-
-- ished fabric andthe llJD is bound
2 “do wear. ‘We do not want any clerk
1727.10 make such a. misstatement ‘10 a
"‘J'customer. As to the probabill'y or
'.t.he customer‘s coming back, I no-
' titted that the coat he took off had
.our label in it so he has come buck
1"; once at least. The], clerk has been
r .. hora-17 years but he‘ll nor-r he .1
real salesman it he stass 17 years
’ , longer.
."We do not expect. to hire sales-
men like the one A1 Jolson tells
about who. When a. newly made
' widow‘came in to buy a. suit in
‘which to bury her husband, sold
Z" " he“: an extra. pair of trousers. as
" well. But we do try to train into
those we get the idea. that courtesy
and good will are assets with a real
money value both to us and to them
Usually. we haxe to catch them
7-young and school then“: steadily to
cecomplish this}?
High pressure sales methods em-
l ployéd by real estate salesmen in
Florida. this winter were a. revela—
vtio'n to some of the visiting mer-
--chll.nts on whom they were tried.
h're latter now are preparing to
II-ulopt some of the Florida methods
to the requirements of retail busi-
Stresses.
X ‘ BusinessTopics
‘ again. He
~ 7min :0:- the year of 226.000.1103
wk. undoubtedly due to the increased
*actlvity of. motor manufacturers.
~ 7‘ SAN FRANCISCO. April 14.—
57 Building permits ireued here in the
last month was the
known in the city's history. involv-
his an expenditure of $5,130,955.
largest ever
BIG BUSINESS NOW TEACHING
SALESMANSHIP TO EMPLOYES
Furniture Trade, Automobile Dealers, Packers
All Have “Schools” to Prime Men for-Im-
proving Business Talks -— 5,000 in Meat
;
To Speak for U. S.
in Road Conclave
m
x I‘
J
Congressman William‘E. Hull
of Peoria, 111., will represent the
U. S. at the intemctionel'good
roads oonfercnot in Buenos
Aims in October. -
made the last 1:" days (.119 best re-
tail dry goods sales period since
1320. Dry goods advertisement in
newspapers are running 2') percent.
ahead of the corresponding period
0: last year.
AUTOMOBILES
DETROIT April 14.-——The increase
ed production of the Packard fac-
tories indicates that the output. or
Packard cars Will shortly reach 100
a. day. The April output is expect-
ed to be 2500 cars with the tents-
tive May schedule geared to 3.000.
Deliveries are far behind produo
lion and distribution 0! certain mo-
]
l
dels is not assured before July.
TEXTILES 9
TUSCALOOSA. Ala" April 14.—
An increase of 4 percent in cotton
acreage. 12 precent in grain sorg-
hum and a decrease of 6 percent in.
corn.'30 percent in wheat and 3"
percent 'in oats is forecast by the
state agricultural, commissioner or
Texas. Most of the new land brok-
en has been planted to cotton and
sorghum. _
CEMENT
ST. LOUIS. April 14.——The Miss-
ouri Portland Cement Company has
Just put into commission two new
steel barges built to transport the
company product on the Mississippi.
The boats Wort: l-uilt a3. Dubuque.I
Io
LUMBER
EEAT‘I‘LE April 14 —Orders at
Pacific northwest lumber, mills are
running ahead or production by
about 16 percent. Demand from
the Atlantic coast for April find May
delivery seems good. There has been
a spurt in Japanese buying.
STEEL.
CHICAGO. April H.-—-Flz iron
prices here are now fairly stable at
$23.50. although there are some re-
sales at 3 The 5' '4 price that pre
vullrd during the winter has disap-
peered.
FRUIT
LOS ANGELBS. April 14.-—'Iho
Navy is one of the big bidders for
the new crop or oranges now coming
in the market. The \avy Depart-
ment has just bought nine carloads
uhloh one not sufft iently ripe for
the local market. The Valencia.
crop is now bringing from- $3 to
.S ‘50 a crate ‘
May Re-open Case ..
Of Eclectic Doctor
BRIDGEPOR'I‘. .iprii lin—‘Vno-
ther the State Department of
Health ulll push prosecution of R0-
bert P. Hammie. notwithstanding
that a, charge of practicing medicine
illegally was nolled in City court
Saturday, will be decided following
a conference with State police and
Stanley H. Osborn. state commis-
sioner of health, Mr. Osborn stated
last night.
Hammie is a. registered chiro-
practor and deposed eclectic phy-
sician. He formerly resided in New
Haven and now has an omce at 523
Broad street. He was arrested
March 30. Iroilowing an investigation
or his conduct. asked by the State
Department or Health.
State Policeman Sanford W.
Bigelow. pretending to be ill. called
on Hammie. he claims. and obtained
a. medical *prebcription advising
treatment.
Attorney Gainer-amour E. Keely
was appealed to. by City court om-
clals here before Hemmie was or-
raigned. The attorney xenon! said
at his home in Windsor locks last
night that ho mode no written and-
inc on the cane, but aimed Prose-
cuter Shannon over the telephone
that. under the circumstances. Ham-
mio should be prosecuted. -
The Hammie case. should state
authorities' desire. my be re~opened
at any time .the noun not carrying
definite dismissal of the
Beta: subject to a. court review with
in six you: of the commission or
the alleged offenses. ‘ '
‘ message of Field Marshal! von Hin-
' ' 4 ’ , - ' w: now—302.9
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-.-—..
HINDENBURG’S MILITARY
ACTS NOW UNDER FIRE
Entrance of General Into Political Campaign
Brings Attacks From Critics in Germany
“Say He UndereStimated A. E. F. —
Charge He _Was Respectalale Cipher .
BERLIN. April H.—~The Easter
denburg. candidate or the Nation-
aJ’Consen‘ntive Bourgeois bloc for
the presidencyor the German Re-
public. obviously suits the organs
of the United Right party. which as-
eeat that, i: ’was inspired by a spirit
or lofty nompertisan patriotism and
civic duty.
Notwnhstuding his failure to
refer to the republic. the field man
siial's initial utterance is commends
ed in the editorial on the ground
that he confesses really to the Rev
publican constitution it he is elect-
ed.
Now that \on Hindenburg has
entered the area of practical poll--
tics. he no longer is accorded the
same consideration by the pouucal
and military critics that he enjoyed
during his poetvwar retirement. and
the initial stages of his campaign
find his military record a target for
fierce attacks.
The field marshal! ,not only is
designated as a convenient screen
for General Ludendorfi throughout
the latter veers or the world War,
but entire credit for the battle of
Tannenburg (in which Von Hinder:-
burg decisively defeated the Bus-
sians). also is denied him in the
columns 0! the Democratic organs-
These newspapers claim that the
decisive battle on the eastern Ger-
man frontier in 101‘ would have
been carried out with equal success
by the men who drew up the
original plans oi: etiology before
Van Hindenburs; and Ludendorfl
“ere sent out to envemp the Bus-
sians.
That Von *Hindenburgh was incre—
iy a "respectable cipher" in his
capacity sis-chief's! the general
start is charged by the critics of his
residentoai ambitions. They freely
cite opinions, or Colonel Ban-er and
other collaborators with the field
marshal. to the eflect that he was
brushed aside by Ludendort’t when
critical decisions were in the bal-
ance. ,
There newspapers, also say that
You wndexuburg totally underesti-
mated the significance of the pro-
portions of the American expedi—
tionar) forces and or the efficiency
oi! the "tank" as a. new implement
in warfare. They also charge up
against him Colonel Bauer-‘5 obser-
vauonsithat "politics.“ a. book with
seven seal: to him" and say he is‘
totally. unequlpped for the Dual of
president in the point or political
twining
The election is only a. fortnight
away. but the tampaign to the pres-
ent time has been confined entirely
to editorial‘ skirmishes. Dr. Wilhelm
Marx. the Democratic Socialist-
Centrist candidate. will begin this
tour of Germany this week He will
address two monster_ meetings in
though his campaign managers are
Berlin Thursday and Friday. Al-
though his campaign managers are
determined to- name Von Hinden-
burg appear at least at one big
ralh. the field murshal is reported
to be opposed to amy- public appear-
nnee..I-Ie is said \even 10- desire to
have politics eliminated from his
houseth in Hanover. -
N. Y. PROFESSOR
DECLARES
“HE- MAN" IS DISAPPEARING
NEW YORK. April Ila—The “he.
man" is. slipping out o! the picture
and men are adopting. dominized
way: just as rapidly as women are
becoming more masculine in their
outlook on life. Dr. Chas-lea Gray
Show or New York University said
Sunday in a. discussion or the so.
all problems .ovolved because of
the emancipation at women” -
"It is the man in his new earnin-
ocy who is inclined to tie-domestic,"
Dr. Show said.,l"Modern men marry
for absolute; of. a homo with’ita do:
Will Use Blimn in -
Dash for North Pole
FABBOUTE?“ Wind. April 14.
w:- gimmon' and: the men
who Will seesaw! no ‘
mention-,- tr! » .: '
and radio set. “bile women , ap-
proach the wedded state with the
idea or getting a coImpaInion or no
lover.”
To a great extent. _m_a_n is to
blame to:- the new order. Dr- Shaw
believes, because he has cheated
his wardrobe. When-‘5 mon began-lb
weer settling“. with“: purl
colored spots. um; mamas and
embroidered Ibuthgobgs .the pro-
gress of retaliation zIaIii-iedia good
sthrt. he said. liven the safety
razor contributed. t, .
with him thirty than “a! winders.
containing. 50.0005 cub 0“
for inflatincf the mall.
m
Cgerk: "What-corron’wiah.» not
w. n , -.
_...»_.._..- «a.
WOMAN GETS
IHGH HONOR
FROM CHURCH
Mrs. ”Spaulding. First to
‘ ~Receive Military 01'-
der of Holy Sepul-
‘chre From Rome
CITY.
14v
Ind, 14
the
MICHIGA.\' April
_._Rr:uo';nition
Citiiollc Church of devotion to
charitable purposes- vcas granted
Mrs. Howard H. ISpuuldlng. 1‘9.
heiress to the :‘lllIIIOIlS of her father.
the late John H. Barker. of the
Haskell and Barker Car Company
today When she became the firs
woman in the l.’nite-l Sim-es to re-
ceive the Military Order o.’ the
Holy Sepulchre. one of the .igliest
honors of the Catholic Church.
The'announcemcnt of the award
said Mrs. Spaulding was chosen 'be-
cause of a. number of liberal gifts
to Catholic tchurcizes and hospitals
and her noted w :1»: in those insti-
tutions.
Mrs. Spaulrilng 'as 19 when. pro-
bably the wealthiest young woman
in the middle w esL she “:15 mar-
ried to Howard H Spaulding. Jr" of
Chicago ,tormer kale athlete. Julv
’31. 1911-.Resuicled to a personal
income of Sit-.0439 a. year in addi-
Lion to expenses of her home until
she was 21,-ihen 8150.000 3 year
until she was 26. Mrs. Spoulding
came into her full legacy three
years ago.
“’omen Discard Hate
in Church, Hit at Men
COTTAGE GROVE. Oregon. April
14.——“ omen of the Christian church
here attended Easter services ves-
terday hatiess. Thev left their new
Easter bonnets _at home to disprove
assertions of men in the church that
the principal reason they went. to
church was to display their new
huts.
-—-—-—-——-———-——_..._~_
. Verdict. For Toothpick.
NEW YORK; April 14. —- Mrs.
Ruth Dolg-an of Bo. 191 Division
street- Brooklyn. was awarded $1-
75 damages by the Bronx County
Supreme Court jury aesterday
in her suit against the Chiids Corn-
pany. Mrs. Dolgan claimed that a
toothpick fromga baked apple she
ate in a. Chiids‘s restaurant ‘at
Broadway and Eighth street on
April 8. 1922. stuck in her throat
and caused her weeks of pain and
anxiety.
All-Fat People
‘ Should Know This
Fat people owe a. debtW or grail-
£1,160 to the discoverer of the now
famous Marinate. Prescription. And
they ought to be still more grateful
because this eflectxve obesity rem-
My is now prepared in tablet form.
Mole. Pracripfion Tablets can
be obtained at all drug stores the
world oval-mt the reasonaleI
0! one dollar for a box. Or you eels
7: marathon: direct by sending the
price
to rain» Max-mole. 00..
’ Court
Roman
FILED BRIEFS
IN INCOME TAX
PRINTING CASES
Sen. Reed, as Counsel,
‘ Calls Revolution:
Failure If P r e s s’
Freedom Is Lost
“’ASHINGTON, April 14,—The
Kansas City Journai~Post and the
Baltimore Post filed in the Supreme
yesterday separate briers_in
the appeals brought by the govern-
ment to punish them for publishing
inconc- ta: lists made blic by di-
rection of Congress. a case: will
be reached for argument this week.
Senator Reed. of Missouri. as
counsel for the Kansas City news-
paper declared in his brief that “the
contention of the government is that
as to liberty or speech and or the
press we gained nothing by the Rev-
olutlop.
."It that contention be true." he
said. "then the Revolution-wast:
failure and the adoption or the con-
stitution was a solemn force. We
dissent en iiely from that View.”
Declaring that the right of free
speech and the freedom of the pres
is vigorously challenged by the gov-
ernment. Senator Reed urged the
court "to lay down in no uncertain
terms a clear. comprehensive and
unequivochl construction of those
rights as they are guaranteed by the
first amendment to the constitution."
Former Secretary of War Buker
filed a. brief as counsel for the Balti-
more Fost asserting that the oug-
gesth-n by the government “that
yhero is a distinction between tree-
dom of speech and freedom of the
press implies a lack of ireedom in
one or the other" which would be in—
consistent with the provisions or the
constitution. .
Tells Why He Killed
Dancing Instructress
LONDON. April Lin-A sorry
story of tragic jealousy was told in
police con rt \esterday when Ernest
Rhodes. 1:- war old valet. appeared
to answer a charge of murdering
Grace Blak'aller. 16 year old danc-
ing instructress. who died Friday
from the effects of a. slash .in the
throat the night previous ‘in the
West .Kinsington district.
A statement was read into, the
records avowed ‘to have been made
by 'Zhodes to the police. admitting
that he cut the girl's Ithroat with a
razor:
The killing .15 recorded in the
statement. “as committed imput-
sively in a u: of jealousy as he was
bidding the young dancer good night
outside her home on their return
from a. motion picture theatre and
she bantered with him about othe.
boys she might see during the Eas—
ier holidms.
Rhodes said lie was not aware
he had slashed the girl fatally as
she ran to her mother's home :1 ear—
azur the an ck and he did not
into“: site “as dead until two davs
13.:1‘ “hen he read the s: or? of the
killing in the newspapers He then
~~vrrcnd27ed to the police. Rhodes
“:4. remanded for a week.
English Duchess Is]
N 0W Portrait Painter-
LO.\ DON. Apr. lie—Anyone who
wants a. pencil portrait drawn by a
real Duchess. the London Chronicle
announces today may command the
senlces of the. Duchess of Rutland
who while in the Lnifed States last
year made portiaits of several noted
perso..s.
The Duchess. long known by her
society friends as a portrait artist.
now is going into busineu. explain-
ing to the nexxspaper: "I “ant the
money and I hope to get lots 01 or-
d ere."
Ex Bavarian Chief of
Police Killed in Au to
BERLIN. April lie—Dr. Ernest
Poehner. former Chief of Police of
Bavaria and one of the most actixe
Bavarian reactionary leaders. was
instantly killed today when the au-
tomoblle in which he was riding
swerxed off the hyghway near the
Bavarian- Austrian frontier and was
overturned. His wife and two sons.
who were with him, were indured.
in
r
Chile to Give Tam; to Peru.
WASHINGTON. April 14.—The
Chilean Embassy has informed
President Coolidge that Chile is_
ready to deliver the city and prov-
ince of Tarata to Peru as soon as
the arbitrator fixes the necessary
provisions {or the purpose.
Alex White-
PAINTING .md necomm‘ o
85 Lowe St. So. Rm:
Telephone 2858 ..
110 Main St. New 0m
Telephone 809
BUY
mums
PIES
REO
REPAIRINGANDOVEREAI . immII o
PARTS AND cations 50m _
Speed .
Wagons .
TUESDAY, APR,
. \“
"‘“F‘ GEHEBE S
'1?- lunnl tr 11's nocmaww' -.
TABLE enigma!
You was: 5:0 tn;
tumblers. and ant-HHS a
in the latest design:
modish glassware 1; 12,-!
Ins
new 53‘
nd r15”.
AL -b
tried“ 3!- -.
u“
Sums Norm
'—‘. ..,
Boys, A Bell Bat F
WITH CONVERSE “BRO‘xT, rig SH:
Oh, Boy! It's :3 home run suio u ~.
a pair of these shoes and (lelt'
necting with the hall 7 '
We have albeizes for ' s: - 5...:
MILTON EUR 00.
122 Washington° 4.-.
4“]
A Special Presentation of
WOMEN’S SPRING FOOTWL;
For Street and Sports
Russia Calf Colonial Pumrs '
colonials, patent and tan comb. Ira i‘
onials, smoked elk and 15111052“ “ : _
tan calf Southern ties.
A big variety of new subs in out: “
SILK HOSIERY TO MATCH
Conneally and Brack ., “’E
81 WASHINGTON 81.37 SO. EORWALK
- j g}
I!
C 08 T LOWE SLIPS
In various desirable materials ;1‘.': 1':
to blend with any costume. 5-3: - »
Wonderful assert-men
.t98 to $10.00
casion.
e2
...
The N. E. Ryan Co
‘86 Washington St.-——So. \'r: r“- :1}:
Frank Jacob}?
The House of Kuppenheimer
12-14 No. Main St. :50 )0 -
i"“'i I
F
_ . . ._.._-. v...
SPRING PRICE ON
C O A L
Reduced prices on Anthracite have been
nounoed by the hard coal Companies, all
all sizes except Stove. In conformil} therell‘
have reduced our price on all sit-“s (9
Stove) 50 cents per ion.
In the face of a possible 505} ......
of mining Sept. let. the date 654
piratiun of the operators-miners. “'8 g6
contract, t h e prudent house-keeper
will have coal in the cellar before then-
‘
-o
iJ ;
That’s a reason, here’s an inducement for
buying =—$lz'>.00 invested today in a ton of:
that will not be used for 6 months saves ('-
50 cents—4nd that is over °-’ interest on
/J
Imoney.
We furnish the kind of coal and 561’“
ice that pleases particular 136(le
Our phone number is 113.
-TheNorwaIk Coal an
Supply Co.
.Mm'izunding Materials and Coal
Norwalk Chronicler