subject matter for such a campaign. Who will begin it? Give us Parcels Post and you will see industries spring up in every country village, beside the country brook from which power may be drawn, or adjacent to woodland where fuel is cheaper. There will be no need of factories huddling close to the railways, for the Parcels Post will call at their doors, wherever they are, for the goods to be shipped. The country towns will blossom anew; the farmer boys and girls will find emloyment at home; the farmers will find markets (which means higher prices) nearer their doors. It will mean the greatest prosperity for the country communities, for the whole country,-ever known. The successful man sometimes takes the rightof-way whether he has it or not.—Copy. "There's always a voice saying the right thing to you somewhere if you'll only listen to it."-Thomas Hughes. "If there is a harvest ahead, even a distant one, it is poor thrift to be stingy of your seed-corn."-Carlyle. Trust a man, and lose his friendship. are. Keeping your mouth shut will win many a battle. The boy that didn't mean to, is like the man that didn't know it was loaded. If you begin to see things, stop drinking. If you would gain the friendship of the small boy, give him a match. To win and hold a friend we are compelled to keep ourselves at his ideal point, and in turn our love makes on him the same appeal. Each insists on his right in the other to an ideal. All around the circle of our best beloved it is this idealizing that gives to love its beauty and its pain and its mighty leverage on character.-W. C. Gannett. "The unexpected often happens. You were not expecting an opportunity of establishing yourself in a paying business without a large investment. Now that we have offered you the chance, what are you going to do about it? We can only see one answer: Act at once."—Anon. "Riches have wings." They fly to a man's door who is so slow to open that they fly away again-then he mourns over his "hard luck." As a matter of fact luck has nothing to do with it. Promptness, brains, courage, and ambition is what does the business. Life and Character. By Benjamin Decasseres. Character is attitude. How do you look at a thing? How does a thing affect you? What is the difference between your way of feeling and thinking about the things you come in contact with and anybody else's? That difference is your character. The difference between some few men that we know and ourselves we recognize as unbridgeable. Between a great genius and the ordinary plodder along the beaten track there is a distance greater than the difference in space between two fixed stars. The spaces in the heavens are not irreconcilable; there is only difference of degree. But that gigantic spurt of character which we call genius and the characterless man who lives like the ox are everlastingly irreconcilable; here there is a difference, not of degree, but of kind. All character is unique. There are no two men or faces alike in the world. All men are variations from a common root. Some never get very far from the root; others climb so far away from it that they flower near the heavens. Each man's character is designed for a certain kind of work. No one else can achieve that work; it must be done by that special character. There are no accidents in nature. A man is born to be what he desires to be. Until he can fit his character into his work, he will not be happy. Character is angular; it antagonizes; it bristles with opposition. The greater the man the greater the number of his enemies. We admire him, fear him, enter into combat with him—and still admire him, secretly, if he defeats us. Some men are mere pots of mush. They agree with everybody. They are influenced by the state of the weather. They hang like stray straws onto the coattails of things. They are as characterless as a piece of dough. They are never differentiated from their surroundings; they cling like lichens, and are parasites on the thoughts and acts of other men. They move with the precision of cash registers. They develop with the symmetrical regularity of a paper doll in the hands of a child. It is better to have a wrong opinion about everything than to have no opinions on anything. Opinions are of no value, in the long run; but that virility of thought and sinew that generates strong opinions is worth everything to the world and to the individual. If you are "different" from others, thank your stars. A people that travels in herds can never progress. Character is life, variety; absence of character is death, monotony. [Copyright, 1908, Why Paper Bills Eat up the Profit. Paper is the chief raw material of most forms of advertising. For that reason we believe many readers of the Advertisers' Almanack will be glad to learn something about its manufacture, the reasons for its increasing cost, and the efforts under way in different parts of the world to reduce the cost. It is estimated that in a very few years the wood pulp resources of Canada, the United States and Norway will be dangerously low, because the entire civilized world has practically depended upon one process for making print paper from non-resinous woods that are mostly grown in these three countries. As a result, the increasing demand and decreasing supply have doubled the price for suitable logs since 1870. The English manufacturers were the first to take up the search for new sources of supply. Due to their efforts an unlimited amount of grass known as "alfa" was found in Algeria. After much experimenting it has been found a satisfactory substitute and many of the largest English newspapers are already using the paper made from it. Spain is supplying enormous quantities of straw paper. It is of little use for printing but will accomplish a great deal in the way of conserving wood pulp for better uses than wrapping paper. Book paper of fair quality is being made from the waste material of sugar cane and corn stalks. Some Canadians have recently improved an old method by which the resinous oils can be removed from certain woods that have never been used heretofore. By this plan it has been found possible to utilize the waste materials of large saw mills in Oregon and Western Canada. Sawdust is boiled in caustic soda, which causes the resin to pass off in the form of vapor. The material is then put through the usual process, of which the following is an outline: The trees are cut when from four to six inches in diameter. Each log is sawed into lengths about a yard long and then carried by a steel belt to a sort of lathe that removes the bark. Then it is fed piece by piece into a chipping machine and reduced to small chips. They pass through a flume and enter a large perpendicular tank ranging from 8 to 14 feet in diameter and 24 feet high. This tank is known as the "digester." Sulphurious acid is pumped into the digester and the contents is next cooked by steam for several hours. This reduces the chips to a coarse, fibrous mass which is then removed to the draining room, where the acid is separated as much as possible and fibre bleached. The pulp next passes through a machine which beats and cuts it. Then it runs through a refining engine consisting of a stationary hollow cylindrical comb with knives on the inside. Another cylindrical comb revolves on the inside with another set of knives. The pulp passes between the two combs and the knives are so set as to cut the pulp into minute pieces. At this stage a quantity of rags which have been "digested" by practically the same process are added to give the paper strength. Clay and sizing materials are also added. When they are ground fine enough to pass through the fine teeth of the combs they pass into large tubs of water and form a thick fluid like gruel and milk. The stock is then ready for the paper machine. At A large belt made of wire cloth and running on rollers passes into the tank. The sticky mass adheres to its surface. A woolen belt then takes the stock from the wire and passes over numerous rollers arranged in principle like the cylinders of a printing press. The rollers are kept hot to make the water evaporate and the pulp gradually acquires enough consistency to hold together. this stage it is separated from the woolen belt by switching the damp pulp upward on to another set of rollers, while the woolen belt passes downward to eventually return to the tank for more. pulp. The damp pulp continues to run through rollers until it is thoroughly dried, pressed, polished and turned into merchantable paper.Advertisers' Almanack. Knowledge of the Goods: Those who aim to be successful in selling goods above all should know what they are talking about. It is impossible to be convincing as to the advantages of buying certain wares if the seller is not well posted himself. The big financiers have been a lifetime at their profession. Advertising World. "Give me the man who can hold on when others let go; who pushes ahead when others turn back; who stiffens when others weaken; who advances when others retreat; who knows no such word as 'can't' or 'give up,' and I will show you a man who will win in the end, no matter what opposes him, no matter what obstacles confront him.”—Orison Swett Marden, Enthusiasm as a Business Asset. Do you realize the value of enthusiasm? Lack of it may be the one thing that holds you back from the fullest success in your life. In your business you may have a splendid system or organization, but without the energy born of enthusiasm, of what avail is it? Enthusiasm is the power that drives our mental machinery. It is the force that brings things to pass. The derivation of the word is interesting. The original idea is the presence of God in So when you are enthusiastic you may consider yourself inspired. man. Enthusiasm is something that can be developed. Fall in love with your work and you cannot help becoming enthusiastic. This mental condition springs from knowledge and confidence. The more knowledge you have, the greater becomes your confidence, and your enthusiasm increases in the same proportion. Be an optimist. Look on the bright side of things. Nothing so deadens enthusiasm as pessimism. The one is antagonistic to the other as fire and water. There is a strong element of hope in enthusiasm that inspires one to his strongest and noblest efforts. Enthusiasm quickens all the mental faculties. It stimulates the bodily activity. It is an important part of love, patriotism, industry, perseverance and a score of other fine human qualities. But there is an extremely practical side to this subject of enthusiasm, too, for enthusiasm is contagious, and therein lies its special value to the business world, says Spare Moments. A thoroughly enthusiastic man can communicate his earnestness to his fellow workers or the men under him. He gets results, and that is the supreme test of a man's efficiency nowadays. It is doubtful if, next to truthfulness, there is any quality so much needed for the successful salesman or advertiser as enthusiasm. Arguments fall flat; tact is thrown away, if you do not broach your business proposition with all the enthusiasm you can muster. Who has not A Scotch minister and his servant, who were coming home from a wedding, began to consider the state into which their potations at the wedding feast had left them. "Sandy," said the minister, "Just stop a minute till I go ahead. Maybe I don't walk so very steady and the good wife might remark something not just right." He walked ahead for some distance, and then asked: "How is it? Am I walking straight?" been chilled by the listless answers and hesitat- Many a man who is very successful behind vance. You cannot do that successfully unless you are full of your subject, have the utmost faith in your proposition, and, as a consequence, are running over with enthusiasm. In advertising and business letter writing enthusiasm means dollars in your till. It may mean the difference between success and failure. In the last few years a marked change has taken place in the matter of advertising. You have noticed it if you have been a reader of the magazines for the last ten years or more. Formerly, business announcements were more often than not, merely stiff and stilted cards, just general publicity without any life, red blood or enthusiasm in them. It is different now. A new spirit has been instilled, and modern advertising is the most important factor in a great many enterprises. The new spirit is just an expression of the mighty force that moves the entire business world to-day-enthusiasm. If you have not an abundance of it it will pay you richly to cultivate it.-Merchant and Manufacturer. BE KIND to the stupid people who fancy they are benefiting themselves by injuring you. BE KIND to your family, neighbors, strangers, animals, and the world will at once be bet ter. BE KIND to the poor, the crippled, the unfortunate, for life is hard enough for them without your scorn and neglect. BE KIND IN YOUR WORDS, for then they will do no harm, they may do good, and harsh ones are sure to do some evil and to hurt Environment. By Grace B Faxon. Many of us attribute our lack of world success to our environment. Have you not often heard the young man, occupying a position in a country town, say, “Oh, if I could only go to the city I know I could succeed, but there's no use trying here, where I am not appreciated!" Or the city young woman, with an ambition to be a writer, exclaim, "Oh, if I were only away from this maddening crowd I know I could write. To be face to face with nature must be an inspiration in itself!" And so, many people go through life, each bewailing his environment. Now there is probably not a person living who is perfectly satisfied with his environment. But there are some who have learned to harmonize themselves with their surroundings, and have thus created a new atmosphere for themselves which will in time lift them to better conditions. Adapt yourself to your surroundings! Do the work that lies nearest to you just as well as you can! Regard failures in the light of experiences! Look not behind, but forward! Many of us let cur environment so drag upon us that we make no effort to lift ourselves toward our ideals. The power to succeed lies right in yourself, not in the things about you. Have faith in yourself and go ahead! It is wonderful what we can accomplish and how quickly we can change an unpleasing environment when once we "put our hand to the plow." Persistency is a "winner out." Maria Mitchell worked for twenty years in the library at Nantucket at a salary of $100 a year, before she became one of the world's greatest astronomers. Could any surroundings be more disheartening to the ambitious girl than those of this bleak island? But she mastered her environment instead of letting it master her. She once wrote of her success: "I was born of only ordinary capacity, but of extraordinary persistency." Rosa Bonheur, when a child, was clothed in calico and ate from tin. Imagine the transition from such poverty to the altitude of fame! I know a country boy who worked at a carpenter's trade for two dollars a day. Every evening he studied an hour on a correspondence course in architecture. It took him almost three years to complete the course, but complete it he did, and now he is occupying a fine position in a city architect's office. Every one can improve his condition if he wills to do so. There never were such opportunities as at the present time. The home study courses, the free schools and lectures, our magnificent libraries-all put the means right into our hands. I met and talked with a young woman the other day who asked my advice concerning the changing of her work. She had been a teacher for ten years, but had not achieved success. She thought it was because she had not "kept up with the times." She had always taught in the country, at a small salary, and now found it impossible to get any recognition from a city school board. I asked her whether, when she chose teaching as a vocation, she had had any choice of work. She replied that she had always excelled in mathematics and had been fond of bookkeeping when in school. I then advised her to secure a position as bookkeeper; at first to take one that required the single entry bookkeeping-which she always knew-then while occupying that place to study the more difficult system in view of advancing to a position satisfactory to herself. Now, I should not have thus advised had I not seen that she had all the characteristics favorable to making a splendid bookkeeper. Her penmanship was perfect, her years in the schoolroom had taught her absolute control over herself, she was conscientious and reliable and, best of all, she was earnest and ambitious. Her age would be no obstacle in that vocation. I have no doubt that in a few years she will rise to the position of confidential secretary. In creating a new and more favorable environment for yourself do not rely entirely on mere physical activity. Your thoughts will do as much for you as your legs and arms. True power lies beneath, not above, the surface of things. A recognition of this fact may turn your life into more prosperous channels. Suppose your environment holds you in bondage, but you do not know what to do. Do nothing. Simply make your mind placid, free it from worry and fret. This can be done by reading inspiring books and associating with bright, cheerful, successful persons. Soon your mind becomes receptive to new inspirations. You conceive new conditions to which you may attain. Ralph Waldo Trine says that we cannot desire anything that we cannot attain to. That to have the power to desire gives us the power to attain. Desire awakens the power to do and dare. Now that you have the desire, realize that it is your will that can bring you the attainment of your aspirations. Will to be patient, courageous and firm. Live in the present. Act as though your whole life depended upon your taking advantage of this present moment. A man's environment does not make him great. A great man is not restricted by his environment. He adapts himself to it and lifts himself out of it. He uses his environment as a means of growth.— Cheer Up Magazine. Arguments that Will Make Advertising Bring Results. Merchants and Business Men Will Find Many Strong Points in these Paragraphs. Workmanship of furniture is of two kindsgood and bad. Some people talk of a "medium" construction and quality, but "medium" furniture means bad furniture, so that leaves only the one other kind-the good kind-the kind we keep. Oh yes, we keep it a short time-and then we sell it. Linen suits just as cool as a ton of ice. Merchants who are most wide awake in telling the public about the merchandise they have which will keep people cool during hot weather, and enable them to present a good appearance, will get the bulk of the trade, for people usually bestow their patronage where most effort is made to attract it, all other things being equal. Advertising for hot weather goods should take in all departments which have stock that will come under this head. Don't try to tell the whole story at once, unless you take a full page, and even then you would probably find trouble in telling people all about your summer goods at one time. Where a small space is used, the ads from now until July 1 should tell a different story every day about the store and the goods. If you advertise in weekly papers, the ad should certainly be changed every week. Not only tell people about the goods, but name prices, and be sure that they are as low as will be quoted by any of your competitors. If any woman wants a hammock or shirt waist or pair of oxford ties, she is more apt to come to your store for the article if you have advertised it at a popular price than she would be if it had not been advertised. But if your competitor advertises and you do not, don't be surprised or offended if you see trade turning his way. It's one of the natural laws of trade that people go where they can buy cheapest, and if he has made them believe that his goods are cheaper than yours, you will have to suffer from this competition until you can convince them that you are selling just as cheap. Don't sit down and wait for hot weather trade. Go after it with a determination to get your share if aggressive, but honorable, methods will win it. Always have a hearty welcome for everyone, customer or not, and endeavor to make folks feel at home; at the same time be politic enough to keep your shop free from loungers. Do not encourage your men behind the counter in making a practice of entertaining their personal friends with an hour's "chin." There's no condition so distasteful to a customer as to find Have a several men standing around your shop with no The Cape of Good Hope. Not the geographi- Pick where you will through our stocks and you'll save on anything you buy. No risk in grocery buying here-unless it is the risk of buying too little, for you'll not match the following offerings at the following prices in a hurry. Grocery Bargains are not inferior goods at a small price, or the best goods at a small price, but the best goods at a reasonable price. It's economy to buy the best, and that is the reason why prudent buyers come to us. Our pa'trons know that groceries of poor quality have no place in our store. Ask the ladies from whence come the beautiful and shapely gloves they wear and invariably you hear our name. We have made a study of the glove business. We don't sell one kind today and another make on tomorrow. We sell always the best. "There is a tide in the clothing affairs of men which, if taken at the flood, leads on to the saving of many hard earned dollars." Such a tide flows now in the Big Store. Get in the swim before it ebbs. Come to this black dress goods department with any class of goods in mind, and we'll more than meet your expectations-meet them in the quality and style of fabrics-meet them in the way of values offered. If you want happiness, our easy credit is the staff of life. You can do without bread these dull times and eat something else, but you cannot find a substitute for our celebrated all over Western New York easy time payments. Odd Pieces. You pick up an odd chair, or a cabinet, or a table occasionally, and pretty soon the parlor is elegantly furnished. You've hardly missed the money-you do miss the air of luxury such things give, every day till you get them. The cathode light penetrates everything. It is an eye that can look through steel, gaze through a brick wall and see what is behind one of Secretary Carlisle's bond schemes, but Ley's prices can give it cards and spades and then beat it at pleasing the public. |