If You Want Your Letters to "Get the Business"

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HERE'S only one way to make letters sell goods- collect money-speed up road men-to do those thousand and one things that only letters can do. Make your letters impress a man at a glance as worth reading. Then you've got a big lead over "the other fellow" who may think that most anything will do to write letters on--or who doesn't think at all. Make your business stationery tell a story of stability, integrity, pride in the house, assurance of good value. That's the way to make your letters get the business.

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times contradicted by the verdict of his new manager, showing that the trouble with the employee was not radical, but a matter of adjustment.

"It is impossible in a large company for the general manager to keep in personal touch with the individual work done by all his subordinates. When it comes to promotion, he either moves a man up by a sort of routine, or else he depends on a personal impression. You would be surprised to find how often our system, as we go along with it, logically indicates a different choice from either of these."

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How the Record System
Works.

NDER this plan, when a position is open, the manager consults the records to see which man is best fitted for the new place.

"The very first time this happened after we installed our system," says Mr. Henderschott, "the manager's personal choice was not the man indicated by the records. Under the old method, he would have appointed his man without question. Without the records of the different possible candidates before me, I would have had no reason to question his choice. With the records, I made a recommendation. Well, for a while it looked as if our system was going to be knocked in the head at the very start. The habit of years made it hard for the manager to decide against his personal preference. The appointment was held up for several weeks, but the manager was broad-minded enough and sincere enough to realize that it was a crucial matter, and he yielded. The appointment was made on the showing of the records, and the man 'made good.'

"That is not the only instance where a promotion has gone to a person who Iwould not have received it if it had not been for the record system. I know of another case where the manager's personal preference yielded to the evidence of the records. His choice was a man whom anybody would have chosen if the only evidence had been the surface showing. But these cumulative statements, in black and white, are hard to get around. In every case where they have shown that one man rather than another was the logical candidate for promotion, that man has 'made good."

credited to him. And the same knowledge is a check on the careless one. It is a good thing, too, because it prevents dissatisfaction. Promotion through favoritism is the great cause of discontent. When employees know that advancement will come solely on their own record, it is the best thing that can happen in an organization. If a man doesn't get ahead, he knows he has no one to blame but himself.

Mr. Henderschott says: "It is no exaggeration to say that the employees of the New York Edison Company, no matter what position they hold in the organization, promote or demote themselves by our record system. In no case has a promotion been given to a man whose record did not indicate him as a candidate. In just the same way, he demotes himself. altho not so clearly. Very few employees make a record which really lowers their position. But, as I have explained, some who would have been advanced remain stationary because they do not make good records. As for actual 'firing,' this company seldom really discharges a man. If he doesn't succeed in one place, he is shifted around in an attempt. to find a position where he will do better. In some cases he fails everywhere. When this is the case, it is usually a matter of attitude rather than of ability.

"If a man or a boy remains antagonistic or careless, if one manager after another reports against him, the conclusion is inevitable that he is hopeless, so far as this company is concerned. There is his record, and he cannot deny it. He has had every chance we can give him, and it is up to him to resign knowing that he has 'fired' himself. I think that our system shows up pretty well, when less than one per cent. of our employees leave in this way."

TH

HE three schools maintained by the New York Edison Company are a very important part of their work. While this educational plan entails quite an expense to the company, the interest taken in it by the company's employees and the splendid results which have been accomplished make it a profitable investment. Fifty-six other large public service corporations, manufacturers and mercantile concerns conduct similar educational work. All of these are members of The National Association of Corporation Schools, and take a very active part in the work. Arthur Williams, of the New York Edison Company, was one of the founders of the Association, and its success has in no small measure been due to his efforts. F. C. Henderschott is the executive secretary, and the headquarters are at Irving Place and Fifteenth (Continued on page 289)

A striking comparison between a homogeneous country and a heterogeneous group of countries is obtained by placing over the map of the United States the map of Europe. These represent the same areaabout 3,000,000 square miles-if a few of the remote provinces of Russia are omitted.

Europe has the advantage in population, with more than four times as many people as the United States; in the number of large cities, with two and a half times as many cities of over. 100,000 population.

Yet the United States, a comparatively young country, has outstripped Europe in the diffusion of civilization, because of its wonderfully greater means of communication between all parts of its area. United States not only excels in transportation facilities, but it has nearly three times as many telephones as Europe, or about eleven times as many in relation to population.

The

By the completion of the Trans continental Line we now talk from one end of this country to the other, while in Europe the longest conversation is no farther than from New York to Atlanta, and even that depends on the imperfect co-operation of unrelated systems.

Europe, with twenty-five countries and many different languages, serves as an illuminating contrast to the United States, with one language and a homogeneous people, despite the fact that our population has been derived from all parts of the world.

During the last forty years the steadily extending lines of the Bell System have contributed in no small measure to this amalgamating of different races.

The latest achievement-the link ing of coast to coast-has given greater force to the national motto, E Pluribus Unum."

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street, New York City. The first convention was held at the National Cash Register Works at Dayton, Ohio, and the second with the Curtis Publishing Company, Philadelphia. The next convention will be held in Worcester, Mass., on June 8th to 11th.

One great secret of success in business

289

scale is to conceive of it as a matter of principle, not merely as a series of transactions. An eminently successful business man said the other day that the more he understood of life the more clearly he saw that it was all done on business principles. By which he meant that the universe is governed by unvarying laws; that promptness, exactness, thoroness and honesty are wrought into its very fiber. On these business principles all life is conducted-if not by men, at least by that power which is behind man. It ought to be the ambition of every man to treat business from this point of view.

"Each of the warring nations has been anticipating the conflict and preparing for it. Let us see how their industrial structures have withstood the shock-for it is with this feature of the situation that the American business man is concerned.

"Germany had made careful provision for the war by building a remarkable industrial and commercial structure that, so far, has stood up under the demands made upon it. When war was declared, Germany left at home enough workers to keep her factories going. With like care Germany had made provision for maintaining her banking facilities; her financial preparations for the war were magnificent. Her tied-up assets were made fluid. The government loaned business men money not only on stocks and bonds, but on accounts that were due from alien creditors. It loaned manufacturers money on stock that was ordered but which could not be delivered to foreign customers.

...

"The spirit of optimism that pervades all classes of business is impressive, and is a big factor in holding the German machinery of business together. In Berlin I visited Herman Tietz, the big retail merchant who owns many large stores throughout Germany. His business was going on about as usual in October, and he was doing ninety per cent. of his normal volume of business. "In France there chaos. was The French banks shut down tight on all payments; only in the course of time did they allow depositors to withdraw even

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HERE is no longer any occasion to go hunting for the Spring of Eternal Youth. What Ponce de Leon failed to discover in his worldfamous mission, ages ago, has been brought to light right here in staid, prosaic America, by Sanford Bennett, a San Francisco business man. He can prove it, too, right in his own per

As Mr. Bennett plains, his case was not one of preserving good health, but one of rejuvenating a weak middle-aged body into a robust old one, and he says what he has accomplished anyone can accomplish by the application of the same methods, and so it would seem. All of which puts the Dr. Osler theory to shame.

I haven't room in this article to go into a lengthy description of Mr. Bennett's methods for the restoration of youth and the prevention of old age. All of this he tells himself in a book which he has written, entitled "Old Age-Its Cause and Preven

tion." This book is a complete history of himself and his experiences, and contains complete instructions for those who wish to put his health and youth-building methods to their own use.. It is a wonderful book. It is a book that every man and woman who is desirous of remaining young after passing the fiftieth, sixtieth, seventieth, and, as Mr. Bennett firmly believes, the one hundredth milestone of life, should read:

For the purpose of spreading broadcast the methods of promoting health and longevity developed by Mr. Bennett, an interesting eight-page booklet, which is in effect a summary of his system, has been prepared by the publishers of Mr. Bennett's interesting book

the Physical Culture Publishing Company: 4804 Flatiron Building, New York City.

SANFORD BENNETT AT 74

the really great hardships of life that "its beauteous morn" should pass so swiftly and give place to old age.

For having solved the problem of prolonging youth during life, the world owes Sanford Bennett a vote of thanks. Of course there are those who will scoff at the idea, but the real wise men and women among those who hear of Sanford Bennett and his return to youth will most certainly investigate further, and at least acquire a knowledge of his methods.Advertisement.