Show 7 OUT H b 0 sul t A H E R T I 1 a I 1 N U by CHARLES B ROTH GYPS STOOD tor for an hour watching a S pitch man coining money ile ho was se selling aling a csele useless ss gadget worth a dime at the ten cent store by clothing it with mystery and high power sales talk he sold this gadget like h hot 0 t cakes cak esat at a dollar and the crowd pressed around tor for more I 1 thought it must bi be wonderful to have N a business like that it if only it would last if only the cus bomers would come back tor for more but I 1 knew they two days day slater later I 1 h roth passed the doorway where the pitch man had been op crating but he had de camped where wis was he be in some other city ably miles away going through the sime some tricks these pitch men almost without exception dlo die broke inspired salesmen really with a talent for persuading people that amounts to genius they nevertheless fill 1111 pau per pert graves and spend their old ages in cheap ro rooming houses dhave the trouble le with them M it hard bard to find they do not cot give five value they depend upon talk to replace qu quality aliby tricks to do away with honesty they lose as every ebery dishonest man must you hove have never seen an advertisement ti of one of these gyps you never will there are two reasons why one Is that thai no reputable newspaper will accept their advertising because a newspaper takes its obligation to its readers so seriously that it investigates advertisers and rejects those that do not give honest value the second reason Is that advertising Is an investment and not a gamble and these pitch men are gamblers the man who A ho advertises says in effect to you 1 I am operating a business in your service I 1 will offer goods you want my bly prices will be reasonable I 1 have become a definite part of this community sly bly money Is invested here here I 1 intend to remain a part of your community life I 1 sell good goods and in my advertising I 1 tell the truth about them because you have been gypped gyp ped by buying wild cat brands and by patronizing itinerant peddlers and door to door solicitors without a responsible place in the community you now buy advertised goods from merchants who advert advertise lse this is the course which is 13 followed by the shrewdest buyers it Is the course they have discovered which pays them the best it will also pay you best 0 charlea Char lej R itoch |