The Syracuse Journal, Volume 5, Number 22, Syracuse, Kosciusko County, 26 September 1912 — Page 2

~n s if Advertising |n Talks flj ic OCXDOCXXXXDOOOO 51 r 1 I

SELLING INVOLVES FOUR BIG FACTORS Advertising Expert Expounds ’ Business Building and Art of Salesmanship. By W. T. GOFF. When we discuss the art of sellin’g •—the work of business building—and the principles of service, it is essential in so far asjnay be possible,-that our facts shall be organized and classified. I say, we must arrive at a “basis” ‘of classification of business facts and truths, ere we can proceed satisfactorily in the discussion of business science. Its higher name, of course, is efficiency. And this applies to the institution itself, as well as to each individual employe. It embraces exactly four factors —no more nor less. These are, first, one who sells or makes proposals of sale to another. Second, the proposition which is made, Including the thing for sale. Third, one to whom proposal is made or goods sold. And fourth, agreement or transaction consummated between the first and third factors, the seller and his customer. In short, the linking-up of the buyer with the seller in full agreement regarding the goods or proposal. These elements, the seller, the buyer, the goods or proposition, and the agreement or sale, constituting, as they do, the whole of any transaction, commercial or otherwise, and without all of which no trade ean exist, it becomes both interesting and instructive to examine into the facts and See how far knowledge of them has been organized and classified, if at all, and how much truth there is in the saying of Mr. Sheldon, i.' e., that “business is a science, and the practice of it is a profession.” A successful equipment, in addition tojfis, goods, comprises a rational knowledge of the factors which enter rhto a transaction or agreement of any kind. “Rational” knowledge is the result of systematic reading and study—and please believe me—l do not speak this as an attorney for a cause. It is systematic study plus personal experience; and it adds to our own personal experience, that of others born in the same way. Many men have deluded themselvesinto the belief that a knowledge of the goods is the only essential thing. They have not realized that a know}edge of the goods really represents but one-quarter of what one needs to know, and that all the factors entering into a sale must be comprehended, as well as the laws and principles that underlie each. 'And the laws underlying the art of selling are the same, no matter what the article may be. That is true, just as the science Os music ' is the same, quite regardless of the particular instrument which is being played. Everyone who is normal is a bundle of wonderful possibilities. Each has undeveloped powers. Professor James, formerly of Harvard university, who was one of the greatest _ psychologists this country or any other ever produced, discovered before he died and announced that the average man habitually uses but one-fourth of his physical powers and one-tenth of his mental powers. I said that there were four factors in every transaction or agreement. The individual himself is one of them —the first one. The second factor in a sale is the buyer or customer. Your success must depend in a very great measure upon your ability to get a hearing with the customer —and you can do this most successfully after you have learned how to approach and adapt your methods ,to the customer’s character and temperament—“to rub the fur the right way,” as the saying goes. Through habit the customer’s eyes and ears are closed to the ordinary appeal. That is, the seller, whether in person or by the written method, more than not, finds the prospective natron behind a wall of mental resistence, which only the ablest and best trained men and women can get over and gain a proper hearing. The study of human nature, when • properly viewed in the light of systematized and classified knowledge of man, is of the greatest possible importance to every one. The student of human nature learns how to quickly and accurately read and measure the customer’s mental activities, motives, ideas, and so forth, and how to judge different men and women from evidence furnished by their bearing, facial expression, eye and head movements, tones, emphasis, and so on; thus learning how to adapt himself more often to the various types. Different methods are necessary with different types, as for example: There are pugnacious people, who reason definitely. There are also evasive people, who are very difficult to bring to a decision, and so it goes with many styles and types of men and women. To be able to measure individuals ac curately, and to place each one in his or her right class, is to know how tc

i Owes Life to His Horse. ; Frank Tracy, of Wallingford, Conn., 'claims that his life was saved by his horse Starlight. He went to Oakdale tavern, three miles away, with load of baggage and was so badly chilled on the return that he fell in an unconscious condition into his ■wagon. His horse, turning corners ■with unerring ’ accuracy, brought Tracy to his place of business, where aid was promptly afforded. After working over him for two hours the doctors pronounced him out of dan-

f AD POINTERS 4. Most advertising pays some, £ J but good advertising always ♦ ? pays. T ? — * 4* Manufacturers and retailers 4* T are not ehemies. They are part- T ners and should work together 4. for their common welfare. t I £ Quit work and you will go on £ the down-and-out list. Nature 4. J has not any time for men who T 4* neither advertise nor work. •h Your advertisements are sales- ♦ J men just as much as a man you 4 •?> have In your store. One sells *54! through the eyes of your cus- 4. * tomer, the other throughthe * 4, ears. Be as careful in the prep- 4. J aratlon of your advertisements ❖ 4» as you are in the hiring of your cferks. . - 4 Real salesmanship supposes * 4" co-operation with your customer, »$> not conquest. We both realize J 5 this. Co-operate more with your «• customers —look at things from 4, 4* their viewpoint —and you will 44 decide that it is a paying plan. £ 4. ❖

work along lines of least resistance with the largest possible number. Next, we come to the factor in the sale known as the goods, or the thing being sold. This factor involves three lines of study, first, how to get at all the facts of it through analysis; second, how to build up, or construct facts in the mdst logical order; and third, how to express in the most effective language, all the facts relating to its selling points. Herein especially does the successful- advertising salesman excel. All this is necessary that the customer may be led to see and know, that the representations made are true. In this way the seller gains new ideas about the goods —gets new views and features —in the same way that one “discovers objects under a magnifying glass which otherwise remain hidden, There are many points that can be made about any article of commerce, and to know only a part of these points is to be only partially posted on what to say when interviewing the customer, and you see, then,that the customer’s conception of the goods or proposition, the advantaged to be derived by him, and so on, comes very largely through the seller’s presentation to him. If the seller has a, hazy, fuzzy, blurred and indistinct pic-i ture in his own mind, the. customeij will get the same kind of a pictureand very often will not buy. Much valuable business is lost by people who do not know- how to analyze things for selling points, how to con-; struct points, nor how to properly express the facts he has in words. Indeed, the true business builder ia fast becoming “professional,” and is coming to understand that as the pro; fessional class has in the past, and must in the future, lead in the active, ties of mankind he must see to it thaj leadership in society, while coni tinuing to be “professional,” shall b<j taken by the professional business man.

BAN ON FAKE ADVERTISING Columbia, Mo., Merchants Form Oq ganization to Do Away With Graft Schemes. The merchants of Columbia, Mo. have organized to put a ban on objecj tionable advertising and to end somi of the so-called graft schemes. Twenty-one business houses hav* signed a petition not to purchase tick; ets or give donations unless the writ ten indorsement of the committee o; the organization is given. No pro grams or any printed matter, excep; that ranked as second-class mail mat; ter by the postal regulations, will bi used by the merchant members of th( organizations. Even the newspaper of the towt will have to have the indorsement 0; this committee before it can be sidered as an advertising medium. Thi committee members will not be know/ to the public. Too Much Talking to Talk. In my opinion the most thing in working up an export through advertising, whether it is trade paper, daily paper or catalogue' advertising, is to know how to tel; your story—to bring out the points cj individuality, novelty, difference 0: improvement that distinguish you| goods. And it is precisely'in this direction that many a manufacturer and manj an advertising agency fails. I shouli be afraid to tell of the number c| ctalogues that I have seen, to sa? nothing of advertisements and of leu ters designed to provoke orders, thaj did not include the very points whic’j the salesman representing these goods relies on most when he is talking fact to. face with a prospective customer It seems to me that the strongest selling points ought to be in every bit of advertising copy as well as in other literature and in cor respondence.—B. Olney Hough, editoi American Exporter, to Detroit Adcraf Club. In the Right Order. Reverse the code of morals of * large percentage of those who are en gaged in commercial pursuits today and make it read: “Get honest, ge honor, get on,” instead of “Get on, ge honor, get honest.” —George H. Wil - Hams.

ger. Tracy says the horse will neve, have to haul another load. The hors< i had the home instinct so many ani mals have, and this led to the relie of-his master.—The Christian Herald Brook Trout for Minnesota. i. Minnesota is to add to its delectabh i resources the brook trout. Eggs fron : Pacific coast salmon are to be dis > tributed in the lakes about the Twix • cities. Thus will the east and the i west meet in the basket of the fish • erman.

NICARAGUA REBELS GOING INTO ACTION OUR photograph shows a detachment of revolutionists in Nicaragua going into action at Recrib with a machine gun that has just been landed.

WEDDED BY BEECHER

Wartime Romance Recalled by 50th Anniversary. - ’ 0 Hasty Marriage of Divinity Student Mawes Deep Impression on Famous Preacher — Makes It Subject of Article. Danbury, Conn. —A wartime marriage, performed by Henry .Ward Beechjer, then pastor of Plymouth Church, Brooklyn, while making a visit to Washington, Conn., was recalled by the celebration of the fiftieth anniversary of the wedding of the Rev. and Mrs. Horace Q. Judd, at their home in Bethel. Mr. Judd, a retired minister of the New York East Methodist Conference, was a young divinity student at the time of his marriage, and had just enlisted for the war. His bride was Miss Ellen E. Crofut, of New Preston. The wedding was decided upon the day before Mr. Judd’s regiment, the 17th Connecticut Volunteers, was to march away to the war, and the youthful soldier and his bride hastened to Washington, the nearest village to Miss Crofut’s home, to find a minister. Mr. Beecher learned of their errand and performed the ceremony. The incident so impressed the famous preacher that he made it the subject of an article that appeared in “%he New York Independent” soon afterward, in which he wrote: It was Sabbath evening, calm, soft, clear, sweet breathed, as if there had never been a sin or a sigh among these lovely hills. We wandered down io Mr. Gunn’s school to find a boy of 9ur liking, when lo! posthaste, came messengers, a wedding! A young sollied just going to the war meant to give his girl the right to come to him, should he be sick or wounded. Tomorrow he leaves. Tonight they must be married. To Mr. Frank Brinsmade’s we posted. How came it to be there? The Foung volunteer had got his “certificate” of the town clerk, and he had stepped across the street and told our friend that the brave soldier was bunting for a minister. Just then, in stout, coarse soldier’s blue, came the man, and his flower by his side. By one of those generous sympathies that seize good people, out ran i noble woman to invite them to stop and be married there, and as teveral connected families were gathered there for an evening’s singing,

MARRIED AT THE AGE OF 150

further Substantiation of Aztec Indian’s Remarkable Record —He Died at 185. Austin, Tex—Further substantiation »f the report from Tuxpan, Mexico, if the death some time ago/of Jose talvario at an age lacking only 15 lears of the two century mark, was lontained in a letter received here rom Frank.L, Watson, an American nining man at Coloma, Mexico. “I was at Tuxpan on the day Calrario died,” he writes. “I had seen he old man walking about the streets »f the town many times and he was iften p dated out to me as being neary 200 years old. So interested were tie state officials in the report of the treat age of the man that a special >ommission was appointed to investi;ate the claim. The records of the tarish church show that he was born n 1727. He left 7,000 descendants. “He often told his friends in a jokng manner that he had the largest lamily of any man In the world. No me knows how* many times he was narried, but it is commonly reported hat he married his last wife when he Fas past the age of 150 years and that hey had several children. “Calvario was an Aztec Indian. He ita whatever h» liked and, of course.

Unforeseen Complication. jimpson, in London, had rung up a well known shop in Paris by telephone to communicate an order on behalf of Mrs. Jimpson. After waiting two hours for the connection to be made, he entered the booth and began.' Two minutes later he emerged. "Say, mister,” aaid he to the attendant, “can’t you put me on a wire that'll translate what I have to say into French? I can’t make that darned jackass on the other end of the line

there were a score of maidens to greet the bride, and many men to welcome the bridegroom. Not one had ever seen the parties or knew aught of them. It was enough that the man was going to fight for the old flag. We looked in their faces and were satisfied. The rooms were thronged. The service proceeded and closed. Then some one, unbidden, but moved to do it, began to sing, “Guide Me, O, Thou Great Jehovah;” all joined. Then “America” and the “Star Spangled Banner” were added. Flowers were brought in for the young wife —white day-lilies and geranium leaves. Little remembrances were sought out for the guests, and an enthusiasm of kindness filled the house. Thus two strangers, at twilight, came riding into town, seeking a solitary wedding, in order that on the morrow, he to the war, she might have a right to wear his name. They were stopped, caught out of their vehicle, borne into a refined home, surrounded with loving hearts, all delicatejy offering service and making them welcome, and giving them a wedding that, for glow and joy and gladness, few even of those most favored can give their children. As the young husband and wife were leaving, all gathered about the dooryard gate and sang a parting hymn.

IS RUDE TO GABRIEU

Purser Ejects Him From Appropriated Stateroom. Polished Nails and Manners of Stowaway de Luxe Fails to Win Ship’s Officer —Goes Into the Lazaret. New York. —You have to hand it to Gabriel Fanches for the polish on his finger nails, his manners and his nerve. The officers of La Lorraine of the French line have handed it to him already. Gabriel went aboard the vessel at Havre with sls in the coin of La Belle France reposing close to the exact crease running down the right lef of his trousers, and the money was still in his pocket when La Lorraine steamed into York harbor. When the French equivalent for “All ashore that’s going ashore” was sung out at Havre, Gabriel did not re-

his poverty prevented him from faring’very sumptuously. He was a moderate drinker of native liquors for 165 years, and his memory did not go back to the time when he began smoking Mexican hand-made cigarettes. “This Methuselah of modern times was born and lived within the shadow of Mount Colima, El Cano. He was a witness to the destruction of Tuxpan by an earthquake in 1806, -when over 1,000 people were killed.” MAY KISS ON THE STREET Philadelphia Magistrate Rebukes Policeman Who Arrested Lad for Kissing Sweatheart. Philadelphia.—lt'is no crime to kiss a girl on the streets of Philadelphia. Harold Luders was arraigned before Magistrate Scott for kissing Miss Hilda Young, his fiancee, whom he was leaving to board a car for his home. A policeman who stood on the corner had blushed, then arrested Luders for disorderly conduct. “If a girl is good enough to be kissed she ought to be kissed out in the open that everybody can see,” said tne magistrate in dicharging Luders.

understand a word I say.—Harper’s Weekly. * One of the Knox Knocks. Philander C. Knox, the secretary of state, received one day in his office a bunch of high-browed newspaper correspondents. In the number was William Hort-r, who stepped to the front with a copy of his paper in which was one of his dispatches under big, black headlines. The dispatch dealt with the affair of the department of state, and_ran along glibjy as if the writer I

BRAVE DOG GIVEN FUNERAL Tige Got Ten Cents for Every Rat H« Killed and Had Bank Account of His Own. Columbus, O. —Lying in a littl< white silver handled casKct in a local hotel and properly embalmed was the body of Tige, the dog who saved several lives in a hotel fire three years ago. Tige was carried to a cemetery in a real hearse. Since the fire which threatened the master’s hotel and the lives of many people Tige ran down the corridors and scratched on the doors until the guests were awakened in time to es cape. Chinese Cure Fails, Sculptor Dies. Seattle, Wash. —Louis Potter, the New York sculptor, died here while undergoing treatment by a Chinese physician for a minor skin disease of long standing. Mr. Potter came here ten days ago on a tour of the west The exact cause of his death has not been determined. The coroner la conducting an investigation. Use Shakespearean Names. London. —The Times announces that Winston Spencer Churchill, first lord of the admiralty, in a search for names for 20 new torpedo boat destroyers has gone to the works of Shakespeare and Scott.

spond. By that time he'had glanced over the second-class passenger list and had picked out for his own a large unoccupied stateroom. Gabriel was one of the first at tablt for the first meal of the voyage, and kept up the record tor several days He was a cheerful soul, and in his search for congenial spirits acquired considerable popularity in the second cabin. For the first few days of the trii the purser was visibly worried. Time and again he wandered about the ship, counting noses. One by one he called the second-class passengers into a private conference and quizzed them The last to be cross-examined was Gabriel. Every one else had been able to point out their particular name on the purser's list and show in other ways that their passage had been honorably contracted for. “You are rude, sir,” snapped Gabriel when the purser suggested that he might have neglected to purchase his passage. “You are ridiculous, too, and I must refuse to discuss this affair with you.” Without delay the purser proceeded to live up to the character given him by Gabriel. He moved the young gentleman from his comfortable state-, room to the lazaret, which is the ship’s prison. And then—but no! It is too horribly; it is monstrousu, the act of a fiend —this rude, ridiculous purser dug up from the hold another who had started without the equivalent of a stowaway de luxe. This person was Lucien Guiliermet, a Swiss, who had worked with his hands. He was dirty from his days of intimate contact with the cargo in the bowels of the ship, and not al all debonair. And into the lazaret they put Lucien Guilliermet! Gabriel sent an indignant message to the captain, saying that he was unused to occupying the same sleeping quarters with another, s particularly one such as his present roommate. But the pig of a purser intercepted the note. They turned both Gabriel and the Swiss, who confessed he wanted to work with his hands in the new world so badly that he had stolen a perfectly good passage from La Campagnie Trans-Atlantique over to the Ellis is* land authorities. And the mockery of it is that they will probably let the horny-handed, plodding Swiss have his way, while the most desirable Gabriel will return whence he came. . ;

had enjoyed the confidence of Mr. Knox regarding the whole matter. "What do you think of this article?” asked Hoster, exhibiting no modesty as he handed the paper to the secretary of state. "After looking this ovex,” said Mr. Knftx graciously, “1 must say, Mr. Hester, you are the nestor of Washington correspondents.” At this Hoster took on the aspect of a balloon and looked exceedingly pleased until Knox added softly: "Mare’s-nester.”—Popular Magazine.

A Motive for Christian Service By REV. IAMES M. GRAY. D. D.. Dean ol the Moody Bible loatitute, Chkeso

TEXT: “Wherefore also we make It our aim whether at home or absent, to be well-pleasing unto him.”—2 Cor. v. 9 (R. V.). The motive for the service of Christ held before us in the context of these words is ;

the hope of the | future life which ; the believer has through Christ. The nature oi this hope is set before us in verses 1 to 4. Paul in the previous chapter had been speaking of his sufferings and afflictions as a Christian, and comforting himself and other Christians in a like case by the thought of the

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outcome of them all in the “far more exceeding and eternal weight of glory.” This glory is a certainty, for he goes on to add: “We know that if the earthly house of cur bodily frame be dissolved, we have a building from God, an house not made with hands, eternal, in the heavens.” There are so many things which a Christian may know if he will only take God’s word for them, and this thing, so full of comfort, is one of them. We who are in the present body groan in it for many reasons, but our desire is if we are Christians not merely to be rid of it but to be “clothed upon,” i. e., to receive our new resurrection and glorified body. In other words, the hope set before the regenerated man is not death but that which sooner or later follows death, the resurrection and all that it implies. It is then that what is mortal shall be swallowed up of life. Assurance of Resurrection. After speaking of the hqpe set before the Christian the inspired writer goes on to show how 7 assured it is in verges. 5 to 8. “He that wrought us for this very thing is-God,” he says. The very object God had in view in the salvation of any man and all his work of grace in him was to this very end. A great theologian has said, “The end of God’s way are corporiety,” a thought which Paul sets before us here as applied to the resurrection, from the dead. Moreover, God has not" only wrought us to this end, not only is this God’s purpose concerning us Christians, but he has given us a pledge of it in the dwelling of his holy spirit within us. The holy spirit in every believer is an “earnest” or foretaste of this thing, his indwelling certifies to our resur rection, so that “we are always confident" or of good courage concerning it. Wherefore, says the apostle, “we labor,” or rather we make it our aim or ambition, that “whether present or absent we may be accepted of him.” Paul was always looking for the return of the Lord Jesus Christ, and if he, Paul, were present in the flesh on the earth when he came, he wanted to be found accepted or well-pleasing in his sight. It was possible, however, that he might be absent from the earth and from the body when the Lord came, but in that case also he wanted to be accepted of him. Whether he were present in the body or absent from the body he expected to stand before him. “We must all appear before the judgment-seat of Christ,” he says, “that everyone may receive the things done in his body whether it be good or bad.” The reference here is to Christians. They will not have to stand before Christ’s judgment-seat in order to have it determined whether they are lost or saved, that is determined the moment the Christian takes Jefeus Christ by faith to be his savior, but they must tender an account to him of their stewardship as Christians in order to determine the matter of their rewards It was for this reason that Paul wished to be found well-pleasing to him, and this reason sets before us the power of the Christian’s hope to produce a holy; life. Reason for Evangelism. But there was one special matter in which Paul desired to be well-pleasing to his, lord, and that w’as in the saving of lost souls such as he had been, and such as all men are by nature. “Knowing therefore,” he says, “the fear of the Lord,”—i. e., having our eyes on the judgment-seat of Christ when we must give account of oar service with reference to our reward —“we persuade men.” This was the motive for such service with him. He was not thinking just now of the peril and retribution that would fall upon the lost, though, of course, at other times he emphasized that motive for saving such; but he was thinking of his own accountability when, raised from the dead at Christ’s second coming, he must face his record of service. Paul’s motive should be our motive, for we have the same accountability, and must face the same Lord. How are we fulfilling it? We have many ambitions; can we say that we have this ambition? Better Force Wins Victory. Virtue and vice are alike contagious, but not equally so. By the former we lift each other up, and by the latter we drag each other down. But what proves that the better force is also the stronger, is the fact that, through the influence of life upon life in all the relationships that bind us together, the world grows better instead oi worse. It only needs that the process which is everywhere and always going on shall be sufficiently prolonged, as it will be if immortality is true, in order to achieve that final harmony of all souls with God which our faith nredictsL —The Universalist Leader.

A HIDDEN DANGER H is > duty df rS. the kidneys to nA 6 Tells a the blood of uricj f 1 Story” acid, an irritating. \Apr-FJ poison that is con-' : stantly forming n r-V ’ ’ inside. ' /t-u When the kid- / neys fail, uric acid — causes rheumatic vsattacks, headache, dizziness, gravel, \ urinary troubles, k tgft® weak eyes, dropsy ii or heart disease. , 8A Doan’s Kidney Mw- ' n il Pills help the kid- j '/•I neys fight off uric acid — bringing \ new strength to weak kidneys and relief from backache and urinary ills. A Miosouri Case Mrs. H. J. Utnnebur. 908 Madison St.. St. Charles, Mo.. says: "I was miserable from backache, pains in my head, dizziness and a sensitiveness in the small of my back. My ordinary housework was a burden. Doan's Kidney Pills corrected these troubles and removed annoyance caused by the kidney secretions. I have much to thank Doan’s Kidney Pills for.” Get Doan’s at Any Drug Store, 50c a Box DOAN’S FOSTER-MILBURN CO., Buffalo, New York f WANTED everybody suffering from U< Piles, Fistula, Fissure*, Ulceration, Inflammation, ! : ' Constipation, Bleeding or .tching Piles, write for free ..■ irial of Positive Painiess / .ajSaA-ffixjESfes! Pile Cure. S. TAR NEY Biu burn, Indiana -v-® 1 —

A womans headaches are natural; 1 man’s are usually acquired. CURES ITCHING SKIN DISEASES. Cole’s Carbolisalvo stops itching and makes the skin smooth. AU druggists. 2j and 50c. AdvWhere ignorance is bliss it is folly to cultivate the acquaintance of a chap that knows it <tll. Water in bluing is adulteration. Glass ami water makes liquid blue costly. Buy IWd Cross Ball Blue, makes clothes whiter thansnow. Adv. Cheerfulness is also an excellent wearing quality. It has been called the fair weather of the heart. — Smiles. Doctor Endorses Children’s RemedyDr. D. R. Rothrock, New Berlin, Pp., writes that he has used Kopp’s Baby'sFriend with excellent results. He considers it" the best remedy for children, invaluable in Teething Troubles, Wind, Colic and Diarrhoea. 3 sizes, 10c., 25c., 50c., at druggists or sent direct. Kopp’sBaby’s Friend Co., York, Pa. Go to your nearest druggist for free sample. Adv. Willie’s Strategy. “Uncle George, I wish you wouldn’t give Willie any more nickels.” “Why, that’s all right, Jane. The little fellow ran right up the front stairs to put tlie coin in his savings bank.” “And he ran right down the back stairs to the nearest candy shop.” A Rhine Museum. A Rhine museum is soon to b& founded at Koblenz, if present plans are carried out. It will include a large collection of charts, pictures, models and diagrams illustrating thq physical conditions, /past andvpresent, of the famous and plete exposition of its economic history. The city of Koblenz has already given a site for the building. Hairy Food. A traveling man stopped at a hotel recently, said the Cassody Times. He found a. hair in the honey. He went to the proprietor and kicked. “I can’t help it,” said the landlord. “I bought it for combed honey." The next day the traveling man found a hair in the ice cream, but the landlord said that was all right, as the ice had been shaved. Again he found a hair in the apple pie. This surprised the landlord greatly. “Why,” said he, “they told me those apples were Baldwins.”-— Kansas City Journal. Big Grbp Yarns Are Ripe. Secretary Wilson of the depart ment of agriculture was talking about the record crops of 1912. “These wonderful crops,” he said, “are almost enough to make you be lieve the cross-cut saw story. “A farmer, you know, sent his hiifed man to a neighbor’s with a note spying: “ ‘Friend Smith: Will you please lend me your cross-cut saw, as I wish to cut a watermelon up so as to get it into my dray?’ “The neighbor wrote back: ‘“Friend Jones: I would be glad tc lend you my saw, but same has jus) got stuck in a canteloupe.’ ” CAREFUL DOCTOR Prescribed Change of Food Instead ct Drugs. It takes considerable courage for a doctor to deliberately prescribe only food for a despairing patient, instead of resorting to* the usual, list of medicines. M There are some truly scientific phy» sicians among the present generation who recognize and treat conditions as they are and should be treated, re gardless of the value to their pockets, Here's an instance: “Four years ago I was taken with severe gastritis and nothing woul/ stay on my stomach, so that I was on the verge of starvation. “I heard of a doctor who had a summer cottage near me—a specialist from N. Y.—and as a last hope, sent for him. “After he examined me carefully he advised me to try a small quantity of Grape-Nuts at first, then as mj stomach became stronger to eat more “I kept at it and gradually got so I could eat and digest three teaspoonfuls. Then I began to have color in my face, memory became clear, wher< before everything seemed a blank. Mj limbs got stronger and I could walk So I steadily recovered. “Now after a year on Grape-Nuts I weigh 153 lbs. My people were sun prised at the way I grew fleshy and strong on this food.” Name given by Postum Co., Battle Creek, Mich. Read the little book, "The Rogd to Well Ville,” In pkgs. “There’s a reason.” Ever rend the above letterT A newone appears from time to tlitie. They are Kenulne, true, and full of human interest. Adv.