Show DOLLAR MAKERS Word to Wise Cultivate Your Acquaintances By GEORGE T. T EAGER WHEN HEN Presidents of the United States find it valuable valuable val val- to take the trouble to remember details about the thousands of people they meet it would seem well worth while for business men salesmen and retail salesclerks salesclerks sales salesclerks clerks to cultivate this simple simple simple sim sim- way of making friends John Hays Bays Hammond told me of a reception given in Wyoming to Theodore Roosevelt in 1912 A long line of people were waiting to shake hands and Roosevelt Roosevelt Roosevelt Roose Roose- velt had taken pains to learn some simple fact about each of his local admirers He was informed that one man had visited the White WhiteHouse louse House and had six children one recently recently re re- re born His greeting was How are those e oh five no I believe be be- lieve you have six children now t The man was politically po po- important Important important tant and from that day became b an ardent Roosvelt Roosevelt Roosevelt Roose Roose- velt booster I It Is said that President Garfield Garfield Gar Gar- field built a reputation reputation tation for a remarkable memory by bya a very simple device When shaking shak- shak ing ng hands with any man or woman over fifty he usually asked How Howa is a the old trouble When thi this was said aid in just the right confidential tone one the voter invariably gave d details de- de tails alls about some past illness and praised the Presidents President's memory and thoughtfulness forever after A former bellboy became manager manag manag- manager er of an important hotel chiefly b because because be be- cause he trained himself to rem remember em ber cr names and faces of thousands of guests Retail sales people cannot cannot can can- not be expected to remember all aU customers But In training themselves themselves them them- selves to remember even a reasonable rea rea- enable percentage of their customers custom ers era they will be using a powerful force orce for turning casual purchasers Into nto regular customers |