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Show HOW I MADE GOOD IN A SMALL TOWN Seven Tears bio I was shipping cler. in Now York, earning a salary 'twelve dollar, a week. Today I m doing a business of one hundred Susand dollars a year. Seren years . i was a poor, struggling, unedu- Sed !crk' wltU IUUe t0. ?Cr . foployer except a half trained set of muscles at a cut Tate price. I was "do among the hundreds of thou "J of inspiring clerks In the big I cities. Today I own my own busl- I i. I M B0,nS l eet married and I Tam doing the work of a real cl l- I en m a real town. I have made I money. I nn eolng to mako more. I S That is" the most visible I mark of my success. But I have much I more than that. I have won a place I the hearts of my community. 1 I count for something In the every day I Se of my town, and what I have I dono any young man can do. I seven years ago I was then eigh- I teen years old-I wa. working as a I .hlPPlng clerk at a salary of twelve I dollars a week, when opportunity. In I the shape of Louis Lehman's pudgy ... i,nnpkPd at my door, At this tlmo fist, knocked a my ui i - "" , I Louis Lehman traveling salesman for I 0y house, decided to go South to become a rotall merchant. For years Lehman has had charge of selling for the firm all through the South. He I knew tho country pretty well, and I lust as soon as he had saved up fit I teen hundred dollars, ho decided to try his luck on his own hook. Leh- man was a short, stout, darkish young man about twenty-eight years old. I "How'd you llko to come South and I clerk for me?" ho aBked,- slapping mo on the back In his old friendly way. I'll give you $75. a month and a rail- road ticket. What d'ye say?" I "ill come," I said. And I went. I Where I Located H , Winders Is a pleasant little South-I South-I ern town of about three thousand In-I In-I habitants . I found that I could live H thero considerably cheaper and bet- ter than I had been living In New H York. Instead of a, Bmall room In a I crowded flat, I now had airy Quarters H In a roomy cottage. Instead of long, H tedious rides In crowded cars, 1 H sow walk to and from the store to I my boarding houso. There was no I carfares to pay. My board and lodg- ing cost me J5.50, . including m) I lunch; my laundry only half of what JL it did In New York, and altogether I (& found myself from thirty to thirty- live dollars to tho good, at the end I ct the first month. At the end of eight months I had saved $230. I I felt aa rich as Rockefeller. I will I confess that already I had a sneak- lng ambition to save a thousand or H fifteen hundred dollars, so that 1 H could go Into business for myself. H , Lehman had done it and was mak- H log good why not I? I had been H working hard and had learned every H end of the business. Dut I knew H that It would take from two to four H years more of saving before I could H hope to start for myself. Fate, how H ever took a hand in the game, anu H before I could actually realize who'. H bad happened to me, I suddenly woko H yp one morning and found myself H behind ray own counter. But to go tack to the beginning. I 1 don't think that I've mentioned that lira. Lehman helped In the H 'store. She was a well meaning wo- nnan 'and thought that' she understood the business. But she never got tho right point of view. Sho was annoy- ing. bothersome and interfering. I resolved novor to have my wife in, ' business, If I should ever have tho tooa fortune to possess both a wife -and a buslncs. Ono day one of our customers came In and askod to have , a waist exchanged. She said hor hus- band did not like it and would not let her wear it. Poor husbands! 1 nave slnco learned of tho multitude of dislikes that, are laid at their floors, and how all unconscious and Innocent thoy aro of their many dls,'- likes and aversions, hut the tactful clerk and merchant must swallow all such excuses and accept them as the Sospci truth, it took only one look jo see that the waist had been worn, Jut I knew that I must not let her ,ow that I know it. She.was ono f our first customers and Induced aJ ot hor fr,endl Patronlte us. .JL ,.7 weH Mrs. .Clancy," I said. jfcYed Lo tho last concern to expect. lm l,0 wear ft waist your husband doesn't like." I always made it a J0"1' t0 'earn tho names of our cub- r""8 nid remember them. It Is m very mwl moro eonvlncing when the m customer i. addressed by namo. It B7,.au lntlmnt0 Interest on tho m 'i of tho clork and the house that 9 n,nnrePe8entS' Just the Mrs. Leh- .T"1 "fPPoa In tho store, inspected look i n"d Bavo mo a terrb, wi. l8Uored tho ,00k' folded the OUIn CarCfU"y aWI1 nn1 "erCd tiV.0 gustmer six others at tho samo M ,, 'yi--' -;"" prlco, 11.75 from which to solect. She found nothing she liked and askod ask-od for embroldory by the yard instead. in-stead. I placed a box of embroideries embroider-ies on the counter, Mia. Lehman gave mo anotlior savage look. I proceeded pro-ceeded to show the embroideries to Mrs. Clancy. Sho lingered every piece no less than three times and finally hit upon a sticker, it was a pattern that didn't movo. I used to think that thero were too many holes in it. Our customers used to say that thero was not enough body to It. But Mrs. Clancy saw all ot Its hidden beauty, and took thirty yards of It. It was marked to sell at 12 l-2c n yaid, and amounted to $3.75. She paid the $2.00 dlfforonco and left tho store happy and satisfied. satis-fied. When Lehman came In from his lunch his wlfo complained to him vthat I had done. Ho said he thought that I had made a first class swap, in spite ot tho fact that the waist had been worn, and that he was heartily I glad to bo rid ot that pattern of cm- broidery. Ho had mado up his mind to close it out at five cents a yard.. To me, tho good will ot the customer custom-er wag by far a moro valuablo asset than tho loss or gain Involved in tho transaction. However, after that, Ufa with the Lehmans became unendurable. unendur-able. Mrs. Lehman found fault with and criticised everything I did. I'oor Leh man saw It had come to mean parting with one of us, and of course I had to go. So that ten months after I had come to Wludcr, I suddenly found myself stranded. It was Monday morning and I walked walk-ed through tho town. I sat down on a soap box in front of the post office of-fice and tried to think. Tho game had suddenly turned against me. What was I to do? There was no way of staying in Winder no other store no other opening of any sort. My 1250 would just about see me back to New York and keep mo until I got started again. I could say good byo to my dream of ever having a store of my own. I could see myself my-self in tho old shipping room again Instead of behind my own counter. Suppose, too, tho boss would not take me back. I could be tramping the streets for weeks looking for a lob, eating up my little savings. I must( have been Bitting thero for moro than an hour, despondently reviewing the situation, when someone called, "Hello, "Hel-lo, Myers."! answered tho greeting without looking up, and took to biting bit-ing tho end ot tin un.lt cigar that I held In my mouth. "Hello, there, Myers, mu are you doing here, during business hours?" camo again from the samo voice. This time I looked up and saw tho man that proved to bo one of the most potent factors In my future fu-ture succoss. It's strange how destiny des-tiny works! The man who spoko to me was" Hank Stone, the head of a large Jobbing house in Atlanta, Georgia. Geor-gia. Ho did tho selling and credit-Ing credit-Ing for H. Stone & Co. He had been to see "Lehman several times during tho ten months that I had been there and in this way ho got to know mo. I told him my story and what I intended in-tended to do.. Ho was very Bympar thetle and suggested that ho might find mo another Job. I still Insisted that I thought I'd go back to New York. "Don't glvo up tho ship, Myers." he persisted. "Tbo South is a big, growing country ot opportunity, Thero nro a thousand and ono open.-Ings open.-Ings for young men hero. Don't go back to Now York. You'll bo swallowed swal-lowed up and lost there, It you do. I'm stopping at tho Inn," ho continued. contin-ued. "I'll be there until tomorrow evening. If thoro Is anything I can do for you, I'll bo glad to seo you, So long." I felt tho clasp ot his warm hand long after he left, and I watched him until ho had disappeared around tho corner. HU words ot udvlce rang through my ear Ulltll fl desper- was noon and I deserted my soap box seat walked briskly toward my board-ato board-ato resolve bad taken hold ot me. It Ing houso. Hank Stone's words ot advice kept ringing through my ears as I hurried along tho streot. They I had determined my future. I ato my chops, potatoes and pie with relish,, and as soon as I 'had gnlpod down a cup ot strong toa, I hastened out ot tho houso, and bognn to walk at a brisk speed, repeating to myself again and again, "I'll do It." And before sunset I had done it. I turned my footsteps toward tho Inn. In my enthusiasm, I overlooked tho fact that It was supper time. 1 found Mr. Stone going Into tho dining din-ing room for his evening meal. He insisted that I havo supper with him. Ab soon ns we wero seated, I drew a chuck from my pocket and handed It to him. It was for $100. "It's all 1 hno In tlm world, besides what I hno loft ni) self for running expons I C8," 1 said. I've Just tnken a store and pnld $23 for a month's rent and $33 for some old fixtures. As soon as you send mo Bomo stock I'll open up fo. business " "You've got grit, young man," broke In Hank Stone. "You'll make good. I'll fix you up as far as tho stock goes a littlo of everything. You'll havo the stock by tho end ot the week." And ho kept his word. On Frldny tho stock arrived. It was mado up ot $25 worth of hats; $100 worth ot gent's furnishing goods $100 worth of muslin undorwearj$150 worth of clothing, mostly men's pants and $50 worth of ladles waists; $420 in all. I blessed my friend for his liberal credit and my fingers tingled with fovorish pleasure and excitement excite-ment as I marked and arranged my stock. It was lato at night when I finished putting my littlo store In order. or-der. I could not Bleep that night. Early tho next morning I opened up for business. My first day wns much better than I had expected. 1 took In $98. I lost no tlmo In sending it to Stone & Co., on account, together with a letter thanking them for their kind treatment. Thoy acknowledged tho receipt of my check by return mall and sent me an Invoice for $200 more ot merchandise. Thoy seemed to anticipate what I needed. So It went until at the end ot tho first month I found that I had done $1000 worth of business. I had a thousanf dollar stock on hand, $150 in tho bank and owed Stone & Co., $000. This left my net capital $450. 1 had saved $200 almost doubled my capital, capi-tal, In one month. This was the ' last and busiest month of tho year. However, ot the end of my first yenr In business, I had sold $9000 worth of merchandise. Then I took stock on January 2 that year. I found mysolf worth $1,318,42, my expenses had been $l,34l all told; $300 for rent; $C5 electric lights; $30 telephone; tele-phone; $420 clerk, nnd $520 for my own drawing account. My good for-tuno for-tuno merely acted as Impetus. 1 wanted to go ahead. I meant to doublo my business for tho second year, and I did. How did I do it? To begin with, I had enough foresight f see that thero was a storo needed Just whore I bad located. My experience In Lehman's Leh-man's storo had shown me that thoro was room for two stores In Winder and I settled upon a thickly populated populat-ed section of the town some distance, removed from Lehman's. Then I tried to keep riSy 6wn business) and personal expenses down as much as posslblo without sacrificing tho business busi-ness myself. J made it a point to meet my obligations punctually and to discount bills whenever it wns possible. In this way I found myselt building build-ing up a splendid credit, and merchandise mer-chandise wns always offered to mo at a very close flguro. Through my, courteous troatmont of customers,1 honest representation, nnd eagerncso to servo tho smallest customer, I found my business had grown enormously, enor-mously, and on January 2 of tho following fol-lowing year, when I had again took stock I found thnt I had done n business busi-ness of $15,000 on which I had saved $1,811.12 not. Tho only additional expense I had allowed myself during my second business year, Was another anoth-er clerk at $40 a month. I was now worth $3,15J.C4. Of eonrao, I was elated, and began to plan how I might doublo during tho third year tho amount ot business I had dono the second. I began to compile a long list of names of tho residents ot Winder, and aftor business hours I sat up and sent off personal letters to each ono ot them. I asked for the pleasure pleas-ure of a call .from any member or mombers ot tho family, If nothing clso than to becomo acquainted. Incidentally In-cidentally I pointed out that with my small exponso, I could afford to Boll for very small profits, and that, re gardless of profits at all, my first and foremost aim was and always would bo satisfaction to customers It is remarkable how many personal calls I got In answer to thoso.lettors. Each ono, of courso tuoiiBlit ho was theoniyJo'nelTelToTSrn It was a rare cuso when anyonu loft my storo without buying and prom i; Ing to come again. After tho first call, 1 always ad-drossed ad-drossed my cubtomors by their names and shotted an Intwrest In tholr affairs. af-fairs. I made It a point to telophouo and imiulro for customers that stayed stay-ed away longer than I thought thoy should, aud nt times I mado personal person-al calls I always lot them know that If thero moo tho slightest dls-satisfaction dls-satisfaction I wanted to eliminate It. It began to look as though I should havo to got larger quarters. I had had many calls for shoes, children's ciothjng, dry goods, corsets, ribbons and tuitions, bo that I put In each of thesu departments on a amall sca'o. When I took stock on Jnnunry 2 ot tho following year, I found my self ahead ot tho year before by $3,-515.03. $3,-515.03. My capital was now $9,071.-57. $9,071.-57. I had done a business ot $25,000. It la human nnturo always to want to do moro. Now I began to plan how to Increase the next ear's business busi-ness to $10,000. First of all I saw my landlord, had him break through into his houso next door and give me mora spuco. My 'store was now 30xC0, nnd my rent was doubled, nnd ns soon ns I found things, Improving, I hired n third clerk at $40. Tho first clerk I hnd takeu was now getting $75. Ho was a very useful and con scientious young man nnd I determined deter-mined to make It worth his white to stay with mo. I talked things over with him. Ho advised me to begin to advertise In tho local newspaper. I took his mlvlco nnd 1 am Bure thnt wo got a lot of extra business thru that medium. I still keit on sending personal letters broadcast. I alwnya got up an nssoitcd Block for special sales in tho dull season, so as to keep things going, and wrote to my cus tomers telling them ot the many advantages ad-vantages ot buying between season. In my letters I offered to refund money or exchange mcrchnndlso If there wus any desire ou tliulr part to want It. Tills was good bait and when I saw how woll it took. I mado It a standing rule ot tho houso to exchange ex-change goods aud refund money. Doth ot these privileges wero often abused, but I pretended to bo all-unconscious ot it, with tho result that I was always ahead of tho gamo. To illustrate this I will quote ono experience: Mrs. Dniley, ono ot our customers, custom-ers, camo In to havo a pair of shoos uxchangud. Her littlo boy had worn thorn at least thrco wcokB. Sho did not say so, but the shoes showed throe weeks wear. We always stamp tho date ot tho sale ot Bhoes on tlio Inner lining of tho right shoe, and tho Unto on this particular shoo lining lin-ing showed that Mrs. Unlley had, bought them ulmosl a month before. Sho said that littlo Johnnlo had hardly hard-ly worn them nt nil, and had novor had any comfort In them, hi short, alio wanted them, exchanged for a new pair. I smiled as courteously as posslblo, 'told her thnt dear little; Johnnlo would certainly linVo conl-foit conl-foit If I know anything about It and exchango tho old worn out shoes for a brand now pair. My clerks looked look-ed at mo aghast. Hut I did it. Tho noxt night Mr. Bailey camo In to thank mo for my courteous theatment ot his wlfo pud beforo ho loft my store lie Itnd bought himself a win-tor win-tor outfit, overcoat, suit ot clothos, shoes and underwear. Besides this ho bought two suits ot clothes for his. two boys, and by tho tlmo ho left he had spent J19.25. Noxt, week an other blanch of it.C Baileys, from Brunswick tho next village, came !M and spent $98.43 In my storo. Thoy had been visiting their cousins In Winder and had heard tho story c the shoes. So that Just by letting Mrs lUUloy Iniposo on nio and graft a pair of now shoos for dear littlo lolinnio I nimlo llfo long friends, and many additional customers, Improved Improv-ed tho roputatlon of my business. Tluough tho Balloys of Brunswick I began to seo tho possibility of Attracting At-tracting buyers from tho neigUL'tillllfl vlllago. I know frotn, experience that the best way to reach them was through my persoual letter medium.,, I lost n6 tlmo In compiling names' and addresses and.bogan to send tho lottors broadcast to tho residents ot three other villages. It worked llko a charm nnd at the ond of my fourth business yenr aftor I took tock on January 2, as usual, 1 found that I hnd dono n business ot $l,u0 nnd Hint oyer my oxpenso, tint had now Jumped to $2,326, I had v.irod up H,i NI9.01. My cuHltiil n now $i;i,-479.51. $i;i,-479.51. I was In high spirits. It was Just tour years aud ipu months sines I hnd como to Vlmliv to ctark for Lehman, without n dollar to my name. I had reason to rojoloi. Still I wanted want-ed to go ahead. My success fited my ambition, I was now beginning to ho tho talk of tho '.own. My banker, too, was very liberal na 1 held ii In high regard. Unlike tho hnnkor of Now York aud other l.irgo cltloi, 11 bnnkcr of a small town keeps In very e'oso touch with Ma patrons. Ho knows nil about them and Is always rendy and willing to extend u liberal credit to a young man of good hub-Us, hub-Us, thrifty, energetic and toSroiva- tlvo. Kor my flghth year I resolved to do n $70,000 business and r.Riiln I rlnn-i ned how to bring about Increase. 1 had been having calls for dlshpans, wash hollers, brooms, etc. To'n West, my head clerk, urged mo to put In a houso furnishings department. I took his advlco and In connection with his department an Idea struck mo that I carried out. I mado MonJay a special salo day ot houso furnish ings. I choso Monday because felt I that tho housowlfo must still havo tho I greater part of her allowanco toft I from Saturday night. I advertised j many ot tho most desirable wares In tills department below cost. This wns nppottzlng bait. Women swarmed to tho storo on Monday for those bargains nnd uoforo ihey loft bought In many other do-pnrtmcntB do-pnrtmcntB of tho storo. We did a business of from $250 to $350 every Monday. Ono third ot this amount was spent In tho houso furnishings department. So thnt In Bplto ot tho 25 per cent loss I Bustnlned on ihoso wares, I was still ahead about 11 por cent on tho nvcrago sales ot the day. 1'vo kept those salos up. Thoy aro ono ot tho principal attractions to my women customors. At tho end of that year, when I again tooK stock on January 2, I found that I had dono $72,150.10 worth of buslncsss nnd over- nn oxpenso of $3,002.08 had haved $10,321.43. My capital was I now $23,800.94. Cood Citizenship. |