OCR Text |
Show "The Way Out" Some Interesting and Suggestive Escapes From Business Difficulties, Written From Real Life-All Merchants Mer-chants and Others Should Take Advantage of This Saleman. Ml.cn IVe Solicit Aiherllilnj; From .tnj McrcLmil or "'"'" J"1 W' " l.'xpcct to (llic Ynluo Hccelrcd and Then home-. Vilu-rtWiit y .Saleman, 11 how Salary, ilased On KcM.Ib In Dollars and tml. It Ithllculouslj Low. The Story Jone. This Is n romatlc tale of a man named Jones and a batcn sausage. Jones was u farmers boy. His father died, leaving him to sup. port his mother. Maybe the farm wai inortBiigtd, I don't know mui I do know that Jones had tho ubo of nclthei arias nor legs 'I hey were tied up In knots by rheumatism. To the young man and his mother the future had hope or little else than u hand-to-mouth struggle A neighbor dropped In to sympathize, and In blundering fashion expressed regret that he would no longer enjoy tho hatch ot sausage Mr. Jones hod given him each winter Tor so iiuiuy years. He was very sorry. Jones thought or that sausage after his neighbor had gone. Ills rather had made good sausuge. Lvtrjone admitted It. And as the young man sat looking out of tho kitchen window, fiom the Jumble of Impressions necessity, sausage, good sausage, demand the thought struck him: Why not make his father's sausage and sell it? Jones could not walk, ho could not use his hands, but he know . how to dhect tho making of good snuiage. Again the necessity of 11 tiding a market, of selling his product, bewildered tho bcd-rldden Jones. And again from tho Jumblo of Impressions the second solution crystallized Why not tell tho neighbors neigh-bors of his plan through tho county newspaper' A thirty-cent notice in tho county newspaper told SOU families that tho Jones sausago could bo bought and that the Jones sausage would bo as good and honest a sausuge as man or woman could make. Customers bought all tho sausage that winter that Jones and two hired girls manufactured Tho next year Jones sent' his lalcsmuii his llttlo newspaper notices Into surrounding counties and made more Bausage. Hu sold It nil. Then ho paid tho Milwaukee and Chicago papers to sell his sausage. And they did. That was several years ago. Today Jones' Hairy Farm Sausago is sold In every state in tho union, and in Canada and Mexico us well. Jones Is rated In seven flgurcB. As Jones sut propped up In his Invalid chair he used to look at each pound of sausago and say: "Mr. Sausage, jou aro honest. There is not a sluglu dishonest constituent about you. You aro worthy of tho conildcucu of tho people You stand for the best there Is in mo and in every man In tho shop." Another thing: Jones, though a farmer, had sense enough to uso u big tool, big men overywhoro use to sell tho goods. He apprecluttd tho economic position of tho modern newspaper. He was big enough intellectually to pluce hlmsolf with the successful merchandisers of his day. He did not make good sausage and expect his customers to sell his goods for him. He hired u salesman a thirty-cent ad. Still another thing: Joucb was proud or his product und he gave It a name Jones' Dairy Farm Sausage. He made it easy tor customers to cull ror hlH sausuge. Joucb DoIiy Furm was his irade-inaik. It Is Registered lit Washington D. C. 1 don't know how much those o words aro worth on the muiket; 1 doubt ir $500,000 would buy them. Somt; one wanted to buy tho word Supollo and tho owners nsked a hulf million n letter; 7 x $500,000 $3,500,000. Three million and a half ror u single word. Hut it's worth It. If tho Fairbanks Company i.hould go out or business tomorrow and not manufacture another cuke of Sapolio, people peo-ple would keep on calling for It nt their grocers ror twenty vears Advertising turns u trade-mark Into good will. Mu he this Is' why-expert why-expert nccountunts today are placing the money spout by a til in for advertising In the Investment column, no longer In the expense column There is u Jones in every community. Maybe he can't make sausago; maybe his long Bull Is raising chickens, growing apples, or making butter. Hut If he can raise better chickens, grow better apples, make better butter than his neighbors, the vvoild will heat a path to his dooi Provided He Is smart enough to lake advantage- or this g.oat s.-lllng foic advertising. Judicious advertising in his local papw will not only In-roin, In-roin, his neighbors of his wares, but will soil them for him, create a Bteady demand, and make his tra.h-maik worth leal money In 1750 Dr. Samuel Johnson wrote In his weekly Idler: "The trade of advenlslng Is now so near to perfection that It Is not easy to pi" poso nuy Improvement." ' Dr. Johnson's paper carried advertisements announcing a new shipment of tea trom Ceylon, and a now book In tho stalls In 1J14. hard-headed men, devoid or sentiment, spent one million' dollars in advertising l the United States. Corporations banks, churches, cities, universities, and govern llw ."? lW" U'"0m,CUl 8a,e8m""' """tort ' And while It B not ca8y l0 propose nu Improvement" it looks us All seems right When thu day Is bright. |