Show I I 1 i 1 i I STEERING BUSINESS SHIPS S TO SUCCESS FRED P P. P MANN is Js a dry goods merchant in Devils Devil's Lake North Da Da- kota He sells a a halt half mm million on dot dol dollars dollar's o otar's tars lars worth of ot goods every every year in a aI ai I i I town of five thousand population He has built his business from nothing I His capital has been Intelligence nce H He No stands today an an inspiration for any small all town merchant who seeks to build a paying g easiness on n a sound foundation tl There are thousands of merchants who flop along without any definite aim except an Instinctive d desire lre to accomplish These are the merchandising merchandising dising The he ship that reaches port in time to win the c cargo is one one that is steered with a definite purpose purpose pur pur- pure I pose and along a course thoroughly charted Mr Mann frankly rankly says hib hb success is one of two things things sensible sensible buying buying buying buy buy- ing and vigorous newspaper adver adver- H He spends more more money In newspaper r advertising than any small merchant In the United States I The answer Is he does more business than any small merchant in the United States 1 I Half the local mer merchants hants In small towns see in advertising nothing but I typographical announcements The I 1 money they waste in direct by mall advertising advertising Is astounding There is not a skilled advertising man In the whole of the United States who uses a direct by mall advertising except as n a a supplement to the tle newspaper Without the newspaper the rest is Isi i useless If It we Tail fail all to learn by the experience of others who have succeeded succeeded succeeded suc suc- then we fall behind In the I march of progress John Wanamaker Marshal Field and Fred P P. P Mann are not fools Hitch your wagon to a star not to a doubting Thomas |