Show ADVERTISING I Jim J Was Always Ready With a Scheme To ht a R in Salary C The first M college man I ever h hire hireM M M John J Durhams son ion Jim That I many year years ago so when the th 2 ss i waft w a much mach smaller affair Jims Jim father atar had bad Ji a lot of money till WI he started out lut te to o hock back the universe and corner wheat Lad And the tM hay boy took all aU 1 the fancy rai and aad trimmings t at college The old aid asa A was U a mighty proud of Jim Jun Wanted tee him to be a literary fellow But Bat old Durham Darham found out what every lemma Jean who gets his hia ambitions 4 up ap p with No 2 red that theres a aUD Map heap UD of e It lying around loose loop in the country The bears n did quick work and kept kt the aM cash cub wheat coming in ID so lively that one as settling t l day dy half If a down domeD of had to get pt et under the market to keep keepIT IT Iron from going to everlasting smash b That day made young you Jim a candi candidate date te for fer a Job It Jt nt dI take taU him long longto to te t decide that the Lord would attend to keeping has up the visible supply of poetry ry and ad that he be had bad hatter better turn bill bis billt hI attention t to te t the thO toeD tOCkS of mess m pork Next morning he be was w laying for me DIC witty letter Itter of Introduction when I sot gOt cotto gOtto to tb U oAce oIk me and aDd when he found that I It t t have a private secretary at say any price he lie applied for tor every other position on o the premises p right down downto downto to te Mke boy bo I told him I wee was sorry sori hut I J IDt eo do anything for him that th we were letting men co P but I IId Id keep him In ID mind and aDd so ao op on The tact wee was that I think a fellow with Jims JIme n training would be lie much good anyhow But Jim hung U on ond said ld hed d taken a fan fal to the house and ad wanted to work for tor It Used to call aU by about twice a week we to and out If anything had Jaad turned up ap Finally JI after alter about a month of this he wore were me down so 80 that I stopped him one day dU as aa he be woe was passing me IM on the street I thought Id And flad out if he really lly wee was so to work as he be pretended to be b besides I 1 felt that perhaps l I treated the boy just right bt as aa I had delivered vered quite a Jag Jac of that wheat to ta his kM father faUler myself Hello HeIn Jim JI I called do you OU still UlI want waat that thai Job r rHY HY Yes Tea sir air he answered w quick as a at aW lightning t W Will Well I toll tell you JOU how bow It to Ia Jim I Isaid Ild said ld looking up at he was one of oft those t husky h sky I 1 ont dont see any chance in the office oMee hut bat I J understand r II they can cae ca use Me another good strong man in one ae of the tile loading gangs agLI I thought t that t would oaId settle tie Jim and let WI me out oat t for its It no DO Joke Jee e beef best or se rolling barrels barrela and aDd tierces TOO 80 00 yards or r so oo to the cars But Bat Jim came camet right t back at it t me with Dons Done 1 t resort Ort noet to tor That sporty y way ay of ot answering as u If he wee waa closing eu a bet made me surer than thu seer ever that U t be he waa wea not t cut out for forr r teller But Rut I told him and off 0 he carted hotfoot to find And the ue foreman I Ia It It a t word wood at by another route to see that ft toot M plenty to do 4 forgot all aU about Jim until about three dine months tM later when his hia name me was aa aau handed Madd up u to me for a new place and anda a raise In pay It seemed he be had hadn wet sort of abolished his h Job After Alter he be had Mea been rolling rom barrels barre a while and od the sport had ground down do n one OM of his hla shoulders a couple of IntO Inches lower loer than the other he be got t to scheming around round for f a way to make mak the work tailOr easier and aM he be hit bit on an Idea for tor a sort rt of ofa overhead a 1 r 1 railroad system by which b the tM barrels could be swung PI out ot of or O the their storeroom ir roos and atad run ruD right along alo into Jo the tM oars ears and two to or three mea men do cIe tike work wk of a ng It was wu Just Jut aa i 4 thought t Jim was hay laay but he het had bU put pat t the house In the way aJ of saving earing villi so ta much tICIa money that I t lire him So Ia I raised his hia salary and aad made him an assistant timekeeper and checker Jim kept at this thle t for three or four months montha until antil his b hi feet Ht began to hurt him Mm I 1 and then theD he be was w out of ofa ofa ofa a Job jolt again In It seems he had bad heard something uw of a new w machine for regis recta registering tIng t the lM men II n that did away awa with moat m of ot the U timekeepers except the fellows who ho watched the machines machine and he kept after the superintendent until UI ho got lOt him to put them in tn Of ot course coarse ho be claimed a raise again D for effecting such a saving and aDd we e just jut had to allow it itI ItI itI I was waa beginning to take an aD interest in Jim Im so ta I brought him up into the tM Iea and aDd set t him to copying circular letters We used to send tId out a raft of ere them tIMID to the trade That was waa just Juat before W the general ral adoption of type typewriters typewriters writers when wh n they were ere still in la the th experimental stage singe But Hut Jim J boo been in the t th ones plugging away a wa at t the th letters letten for a month before he had d the writers wn cramp and began Mn nosing around again ft The first thing I t knew he be was waa sicking Id the agents for the tIM new Dew typewriting machine mabl on to me and aad ht he h kept t them pounding away way 1 until they made mad me m give tin them a trial Then T it watt all aU up p with Mister lIter Jims JI job jolt again n nJ I J raised his IaIa salary without pis ta asking tac a for it this time and put him oat out on the road to introduce a new ne product that we were making beef extract est Jim made e two trips without selling enough p to keep them working world overtime at a te factory and then he be came elDe into my office oce with a long 10 story tory about how we were w oln it all aU wrong Said we wet ought t to go 0 for tor the consumer by b ad advertising d dd and d make m the trade come eo to toof toa mv a instead of chasing l ac It up That Tbt was waa to po like Uke Jim that I just justat laughed at besides that tha t sort or advertising was w a pretty new thing thou then t and I was one on of the who 0 take toko any Alty stock toek in It But Butr r Jim JI just jt kept plugging pi away at me meI I between trips and anally I took him himoff himo off ce o the road and told him to go 10 bead ahead sad lid try it t In I a small siU U way wJ Jim pretty Dear nearly scared me to death that ant tret year y At last hut he had bad got Into tato that he be took an aD interest in ID spending aena money and he just juet fairly m In it Used to lay awake thinking up new lleW ways II of get Ift getting gettis ting rid riI r of the Ute old mans man profits And he hi found them t Seemed aa as if I J get Pt away aWa from Grahams Graham Extract and andI whenever r I saw It I gagged for I knew It was coating me mosey money that tt causing back but bat every eft time thuc I J started to te draw la In my J horns Jim JI taM talked to me and aM showed ed me where there t was waa a for fortune fortan tune tan waiting for tor me Just Jut around the th ahas tract started out oat by be being belag lag ing something that you JOu could make beef bitt t teat tea Out eat ut of that was all alt But Bat before Jim tad had been tooling fooling with it a month be he bad got kit bis girl to think up a laUD hun hundred dred ded different ways way In I which It could be used aM and had bad advertised them all It seemed ed there ure was w nothing yon yen J U could cook co that dt t need a dash duh of It He Heme me between a chill chili and a sweat at all the time tim Sometimes but bat not often I Jut just tad bad to grin D at his ku foolishness oH u I Ione Irsa remember Wr one picture he be got out show tag sixteen teen cows eow standing between betten something 1 1 that looked like a letter letterpress letterpress press sad lid telling t f how every ry pound or orso orno so no of Grahams Extract d the ed from a herd herti of st to rs rs It If an sa explorer started larte for the north pots PS Jim Yo v send him a case cue of Ex Ea Extract Extract tract and then advertise that it wat wai the peat great for tor cold climates sad and if t sou other fellow started across aero Africa he be nt him a ease ras ra too and ad adV V sd hat a I bully drink it WIM wi served ved up with wilb il MM H lit it H let iet He lie broke Out tut ut in a new place every dav and every eve time he broke out it ItC C t the house money Finally I made madeno no tAD my lilY mind to swallow 11 a A the loss and Muter 11 tr Jim wan wac all about tf tl t lose his bin hl job jobU 01 ii U h when ht n th r l bra rB for or Ex Exi i t gin to In took up tip f li It jM jt a at i t then t he began hega two to make ex fOX and he got SOL a pardon Itan and finally I a rush b came that left him high b and dry in a permanent place I Jim wu waa a all aU right in his bis wy 7 but it was Yo a new way and I 1 been I enough to see Me that it was wasa a better way I That bat was w where I caught the con connection between a college conele education and business Ive je v always y made it a rule I to buy brains brain and Ive learned now that the better trained they are the faster they find reasons for tor getting their salaries raised The fellow who hUrit bad had the training tr may y be Juat just as mart but hes e apt to paw the air when hes hi bt retching rea r From rom Letters Lettera from a Merchant to His HII by George Horace Lorimer By permission of ot Small l Maynard Ma ft I Co Co Cop p publishers Boston Bostan Boa Mass L |