Part 53 (1/2)

The superintendent of a bigoils was constantly rising Salesic brands of the stuff; yet each new barrel of oil seemed to do less work than the last--and cost more in dollars

One day a new kind of visitor showed up and sent in the card of a large oil coator of oil probleh the plant He studied the work being done by screw-cuttingoil Where salese of either the work to be done or the coer wrote specifications that cut down the percentage of costly lard oil used on soether on others

Moreover, he pointed out sheer losses of oil by picking up a handful ofthe oil that accu that oil before the wasteis developing in so many lines that to enumerate them would be toand structural materials, equipment for the farm and the mine

People who purchase such products have been accusto two different representatives of , but deficient in technical knowledge

”This chap is here to see how et out of me,” said the prospective consuuard to see that the visitor got as little as possible, either in the way of orders or information

The other representative came from the , or perhaps to ”shoot trouble” He was long on technical knowledge, but probably dumb when it came to salesmanshi+p

”This fellow is here to help me out of my troubles,” said the custoet out of him”

Presently manufacturers of equipment woke up to the fact that their mechanical men--inspectors and trouble shooters--had a basis of confidence which the sales

Moreover, the technical e of the customer's require new equipment

The salesman discovered the technical man and went to him for tips on new equipment needed by customers whose plants he had visited The technical h that equipave the leastof minds; and to-day the salesman studies the technicalities, and the technicalbehind them both with a new policy This is the policy of performance, not promises--service before sales Under that policy the very ter to disappear, to be replaced by new nomenclature, which more accurately indicates what a ives hiood will

_(Munsey's Magazine)_

THE ACCIDENT THAT GAVE US WOOD-PULP PAPER

HOW A MIGHTY MODERN INDUSTRY OWED ITS BEGINNING TO GOTTFRIED KELLER AND A WASP

BY PARKE F HANLEY

On the day when President Wilson was inaugurated to his second term, this country had its fiftieth anniversary of the introduction of wood-pulp Were it not for a series of lucky chances that developed into opportunity, this wood-pulp anniversary ht have reiven thought to the accidentalisenerally co back over the developantic contributions to our civilization, one cannot fail to be struck by the coordination of events Apparently there always has been a conspiracy of natural forces to coht and resourcefulness to add another asset to progress

Your earliest school readers have been full of these--for instance, Watt and his steasters are reading that the Wrights derived a fundaht of crows With the awe coht How far back should we be were it not for these fortuitous circuiven to the world in the last three-quarters of a century, few measure beside the wood-pulp industry

With its related trades and sciences, it is coreat activities of mankind Inin size the Russian battle hordes Its figures of investreat war

Yet it re us out of the era of rag paper Together, they saved us froht Therefore, let us consider the agents

First, the wasp She was one of a family of several hundreds, born in the Hartz Mountains in the year 1839 When death claimed most of her relatives at the end of the season allotted as the life of a wasp, this survivor, a queen wasp, became the foundress of a family of her own

She built her nest of selected wood-fibers, softened them to a pulp with her saliva, and kneaded them into cells for her larvae Her fas bore the served its purpose, was abandoned to the sun and the rain