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1 4 3 EAT RY 4 Aa EE a Lid _ " } = | Crack Salesman's Selling "Magic" 'Secret of Effective Words Re: vealed -- "Don't Sell the Steak, Sell the Sizzle" Elmer Wheeler, president 6f tho Tested Selling Institute, New York, fn a recent address at Toronto on Magic Words That Sell," fllustrats ed by stories and eaperiences in searching for selling. phrases how big business had been built up by the right approach and the careful application of five principles of real good salesmanship. S Starting his address with his well known slogan, "It's the sizzle that sells the steak, not the cow," Mr. Wheeler procecded to analyse the reasons why people buy things. He showed how careful research had resulted in the finding of the few magic words that wero really res- ponsible fér making a sale of a par- ticular article, "YOUABILITY" NEEDED The lecturer gave hig formula for successful sulesmanship, pointing out that the first essential was to say things that would sell the pro- duet to the salesman himself. Then he coined ho word "youability," that meant training oneself to think In the terms of the customer. To Ask Questions On Family Life Census Enumerators Will En. deavour to Find Out From Ca- nada's Married Women More About the Homes of Domin- ©. ion Three new questions, aimed at] obtatning additional information on - family life, will be directed to mar. ried women when the next Canad- fan census is taken, & . Census officials expect to ask each married woman to tell her age at tho time of her first marriage, "the number .of children she has * borne and the number of childrep living at the date of the census, This is one of several innova- tlons in new census schedules, It 13 expected to result in much useful data on relationhip of the size ot families to the age of marriage of the wife-and on the fertility of the { Canadian women generally .and at i different ages. -- : . At previous censuses the number ot children living in the home was noted, but that did not give a plct- are of the actual sizes of families > up and left home, Similar questions have been asked at recent censuses ~ fn Qreat Britain and the informa- tion obtained has been of value to statisticians and students.of popu-- lation trends. N The next census also will mark a new approach to the problem of compiling 'information on literacy and illiteracy, Canadians will not 'be asked whether they can read or write. They will bo asked to state the number of years' schooling they have had. 4 -- as frequently children had grown | William Webber, the Canadian Pacific Railway's veteran general agent, Atlantic poris, whose car. eer spans the entire history of the company's steamship activities on the Atlantic, has retired. He was a familiar figure in the ports of Montreal, Quebec, Saint John, 'N;B. and Halifax, N.S;, in his cap. acity as head of the "port staff" for the past 30 years, and before that was well known to the pub: lic for seven years as the com: pany's senior Atlantic purser, and for 18 years prior to that with the Cunard" Line, making a total of 65 years on ship and in port. Translation Of : 'Norse Suffixes pa = Lad A. J. M. Finne-Gronn, Norwegian "vice-counsul, at New York, ha¢ _ made up a list of the more wide ly used suffixes and their English equivalents of various places in his country. 2 Froni the suffixes, he explain- ed, a reader can envisage the topography of battle areas. fin-- "eluded in his list were: ~ Dal--valley; bekk-brook; elv river; fjell---mountain; foss-- "waterfall; havn--harbor; nord --- 'north; oceat--east; skoeg--for- 3 soey-island; stroem-gtréam; ~NAITOW } d--sand; syd rs a How Can I? BY ANNE ASHLEY: 0. How can 1 make a good clean: ing compound for washing painted walls? « ¥ y A. Dissolve one "ounce of soap flakes In 16 ounces (one pint) of water, and add about three ounces of turpentine, Stir the mixture ra- pidly, and apply with a brush or a pongo. Q. How can 1 prepare potatoes tor boiling so that the skins will come off easily? } A, When. preparing the potatoes for boiling, instead of peeling the whole potato, just peel a .narrow - strip entirely around the middle ot each potato, lengthwise. When fit is cooked, the skin will slip off eas- ily. Q. How can 1 bleach a faded wash dress entirely white? A. Dissolve a hall cup of cream of tartar in two gallons of water, and boil the dress, QfHow can I relieve tired feet? A. Add#h tablespoonful of baking soda to a pint of common bran and put into a basin, dampening with sufficient. warm water to form a thin paste: Put the feet into thls for ton or fifteen minutes, It affords great reliet and will not blister. Q. How can 1 remove a fresh grease spot from a rug? A. Cover tho spot with blotting papor and press with a hot fron, Then cover the spot with magnes- fa, let remain for twenty-four hours and, brvsh off. NAVAL BASES) : ALLIES YH WALES GERMANY x Wit i % \ oli ALEXANORIAg Er TRY ie 3 y Fa) : HL aT u TAB A Extension of the war to the Mediterranean last week, appeared more imminent as Allied and Italian points prepared for instant action. naval forces gathered at strategic The above map shows the danger points in Europe's undasy southeast corner. Turkish troops were report- ed to be massing on the Greek and forces were reported marching near shipping tanks into Slovakia, Italian and had their fleet stationed off th Bulgarian frontiers (1) while Nazi Yugoslavia and Hungary (2), and troops were also on the move (3) e Dodecanese Islands (4), Russian troops were reported near Hungary (5). Allied fleets had taken up stations in the Aegean (6). Hungary was busy rounding up spies (7). Le - HAVE - YOU HEARD? 4924000000000 S OPS HEALTH TOPICS + Thousands of Lives Saved by Education Canada gains thousands of new citizens each year through a public health campaign, Children live now who would have died In their first year of life had they .been born a tew years ago, vital statistics just published reveal." Aaa Some idea of the strength of the "lost generallons" of former years is gained from a study of pensions and national health department sta- tistics. In 1928, out of every 1,000 Canadian children, 101 died in their first year of life. The latest figures available show that in 1938 the rate had been cut to 63 deaths for every 1,000 births, HEALTH EDUCATION . ""Interpfeted in round figures," said Dr. Ernest Couture, the de- partment's director of maternal and child hygiene, "the foregoing rates signify that in 1938 we lost 20,916 bables, including those still- horn, As to the reduction from 101 "fo 63 in the mortality rate, It also shows that each year we have sav- ed 13,000 lives," meme Improved public health facllities and public education to the need of |_proper medical care and sound hy- giene are partly responsible for the -- vast improvement, the department believes. Prenatal care of the moth. er, proper attention at birth, and protection from disease after birth. have played important roles in sav- ing thousands of very young Can.' i \ Ware) \ adlans. Canadian National Railways Revenues The gross révenues of the all- inclusive Canadian National Rail- ways System for the 9-day period ending April 30, 1940, were ..$5,620,850 as compared with .... 4,207,472 'for the corresponding : period of 1939, an in- eroase Of ...icosmenion $1,413,378 or 33.6% Copper exports from Canada during the first two months of 1940 amounted to 87,925,000 pounds compared with 74,057,800 pounds in the corresponding per- 'od of 1080, tess sessrsreesecor rete" Drive out ACHES 38 to 52 yera old. Women who are restless, moody, NERVQUS--who ashes, dizzy sf 10 take n's Com: 1s Hamgus for helping 1g theses "trying times" due $0 {uf 1 frregularis ties, Get a bottle y from druggist! WORTH TRYING! pound, Pink cgouth; vand--lake or water, i --tidently expected to hear once more It was with considerable concern that the fishing club noticed that Smith, their champlon teller of the best fishing stories, seemed to have forgoften his old habit after his marriage. At their annual dinner they con- the story of his three-foot trout, hut never a word came from Smith. The chairman decided to get to the bottom of the mystery. "Smith, old boy," he said, "tell us about the trout." . Smith shook his head, "I've given up*telling fishing stories," he sald. "Whatever for?" "It's like this," sald Smith, with- an air-of gloom, "Every time 1 start. _ ed to tell one at home my wife gave me some wool to hold." Fair. Young Miss -- "Officer, these men are trying to flirt with me. Make the little one stop. The honeymoon was on the wane, and he thought it was time to get down to earth. As they faced each other across the supper-table, he sald: - x "Darling, this steak tastes just like burnt leather." "Sweetheart," she murmured in a soft volce, "what strange things you've eaten in your life!" Friend: "How's business?" Scissors Grinder: "Fine! I've never seen things so dull!" Although ft was Wiggins' first reception-his-buttling- was perfect. "Stand erect and announce the name of every person who comes to tho door during the afternoon," Mrs, Van Ritzer had instructed him, Wiggins had been doing elegant. ly. All were present now but the guest of honor. Ho should arrive gl most any time, All eyes focused on Wiggins as he paused to announce tho guest of honor. A hush fell qver the big reception ropm, This was the great moment of Mrs. Can Rifzer's most _ formal affair, Wiggins cleared his throat and called in a firm voice: "Mister Yeagley, the [Fuller Brush Man." a Grandfather: "You don't know what it Is to be old and bent." : Grandson: "No, but | know what it is to be young and "broke." What Makes Up . The Human Body Here is .the chemical coniposi- tion of the human body by per- centages: Oxygen, 60%; Carbon 18%; Hydrogen 10%; Nitrogen 3¢%; Calcium 1.5%; Phosphorus %; Potassium 0.36%; Sulphur 0.25%; Sodium 0.156%; Chlorine 0.15% ; Magnesium 0.05% ;_ Iron 0.004%; Maganecse 0.0003% ; Io- dine 0.00004 9%. CREAM WANTED We are paying a real high - | price for cream F.0.B., Tor- onto. Write for .particulars and cans. _ The United Farmers or Co-operative Co. Ltd, Duke and George Streets TORONTO, Ontario. Just when you would iex- peet tire prices to go up, along comes Firestone and reduces prices on three popular lines of tires to the point where it i. would be absurd to look "any. further fol tire bar. 9 ~ Now everybody! afford Firestone quality. When you need tires come in to: us first "and see' tho gentine bar. gains we can offer you --- ji Whenever you need ne nearest Firestone Dealer. He has a tird in w. tires first go to your every price elass to sult every puns . . a tive that will serve you better and save you money, The Toronto Creamery |' . Electric _Chlck Hatchery Rass aad EPEC OITA e eS What Science! i Is Doing [ee ee EE SE ERA E Ee aad VITAMIN E AIDS DEAF It has recently been discovered that deafness and roaring nolses inthe earg may be corrected by eating large amounts of Vitamin E, the fertility vitamin. 1. DEFIES GRAVITY LAW A large 'metab cylinder which spins with stellar velocity in a vacuum chamber without visible means of support Is being used at tho University of Virginia in the study of new chemicals and the pre paration of vaccines to fight dis- ease, \ GERMS VS. GERMS Germs which feed on other germs and destroy them are described by two sclentists of the New Jersey Agricultural Experiment Station. Bacteria which commonly are found in the soil are natural antag- onists of germs causing several hu- man diseases, they say, and exert a natural preventive effect agains the spread of epidemics, - ARTIFICIAL ECLIPSE Plans to erect the world's highest astronomical observatory to house a new instrument for creating ar- titicial solar eclipses and possibly forecasting electrical disturbances like the one which crippled the world's communication services on Easter Sunday were announced last week by Harvard University. v Called a "Coronagraph" it will al. low scientists at any time to study solar prominences and the halo-like "corona" which have been observ, able hitherto only during total ec Jipses of the sun. Retail sales of new motor ve- hicles in Canada during 1939 am- ounted to 114,474 units valued at $125,967,621, : The PERFECT Che wing lobacco 1} Water-power development in Canada has increased from 173,- 000 horse-power in 1900 to more than 8,100,000 horse-power in 1939; the latter figure represent- ing an estimated capital invest- opment, transmission "and distri- bution. . ment of $1,640,000,000 in devel. - ~ OPPORTUNITY $10. PARTICIPATES "In author ized synillcate for grub-staking prospector; exceptional ashow- Ing; being readlly subscribed: no salesmen; mo commissions; no liability, . For particulars writes Watkins, Newtonbrook; Ontario stock and crops with PE "Council Standard" Brand. PEDLARIB is stormproof dimensions of your oid Established 1861 Head Olfice « Oshawa, Onl, pT TUNCILSTNOARD renee A METAL Roof is FIREPROOF ¥ Metal has never yet started a fire! Protect yout valuable LARIB -- made ia the famous "Good fot a Lifetime -- Sold with a 25 Year Guarantee' { and fireproof, Send ir building for our Free estimate of complete roofing job, including trimmings. THE PEDLAR PEOPLE LIMITED Moatteal, Ottawa, Toronto, Winnipeg, Calgary, Vancouver J PEDLARIY [7 L + APEDLAR ROOFING AGENTS WANTED LIGHTNING ROD AGENT - WANT. ed to sell Phillips Lightning Pro- tective System. B. Phillips Comp- any Limited, 32 Osborne Avenue, Toronto. TOWN AND RURAL REPRESENT- atives wanted. Increase your earn- ings by handling ono of the fin- est lines of oils, greases, tires, batteries, spark- plugs, insectl- cides, electric fence controllers, house "paints and roof coating materials, Write Warco- Grease & 011 Limited; Toronto. CHEAP CHICKS CHEAP. CHICKS ARE NOT _Al- ways profitable, buy quality chicks at no higher price and be assured of profits from our blood- tested, government approved White Leghorns. Elmview Poultry Farm, Norham, Ontario. LARGE TYPE 8. C. WHITE LEG- horns, I.E.8. Barred Rocks Rock x Leghorn Hybrids. Heavy Breed cockerels, Barred Rocks $6.50 per 100, Rock x-Leghorn Hybrids $3.60 per 100. Send for catalogue and prices. Lakeview Poultry Wein Bros. Exeter, Ontario. AGENTS -- EXCLUSIVE TERRI- tory -- selling Hand Cleaiter, Floor Wax, -Automobile Palishes, Fly Spray -- Big Profits, Waverly Company, Toronto, - ARTIFICIAL LIMBS HANGER LIMB CO., 124 WELLING- ton Street West, Toronto, Improv. cd Limbs without shoulder straps. Free catalogue. : BAKERY EQUIPMENT BAKERS OVENS AND MACHIN- ery, also rebuilt equipment always __on hand. Terms arranged. Corres- "pondence invited. --Hubbard Port--- able Oven Co. 103 Bathurst St, Toronto. 3 : == m= ---- BABY CHICKS "HERE'S WHY I..THINK YOU should buy Baden chicks this year, They are nll high quality Government Approved chicks from bloodtested breeders and the pric- es are reasonable. Standard 'Qual. _ity White Leghorns $8.95, Barred Rocks; New Hamps $9.45 White Rocks, White Wyandoptes, Hybrids Barred Rocks x New Hamps, New Hamps x Barred Rocks, White Ieghorns x Barred Rocks $10.45. Big Egg Quality elightly higher. Day old cockéerels, pullets, started chicks, capons, lower prices after May 22nd. Baden Electric Chick Hatchery Limited, Baden, Ontario. - AL EARLY JUNE BRAY CHICKS should be ordered now... Immed- ~"jate shipment New Hampshires, Ieghorns, Barred Rocks, 'N. H., Black Minorcas. Real bar- gains started cockerels. Capons: Turkeys. Dray's will Pay. Bray Hatchery, 130 John North, Hamil. ton, Ontario. F GOATS FOR SALE END MILK "BILLS -- BUY TWO Saanen goats. Milkers, fresh fif- teen up; yearlings fifteen, . kids five, arrange appointment, E. G. 5 McKean, Box 89, Thornhill, Ont. Hb BICYCLES, MOTORCYCLES FREE ILLUSTRATED CATALOGUE New rebuilt Bicycles $10 up. Used 'Motorcycles. Duke's, 625A Queen W.. Toronto. ELECTRIC MOTORS ELECTRIC MOTORS OF EVERY description, also V Belts and DPul. leys, Jones & Moore Electric, 296 Adelaide West, Toronto. __BXTERMINATOR ~ minates- bedbugs, moths, cock. roaches, crickets, fleas, lice, ticks. "DERAT" Rat and Mouse Killer 50c. harmless to humans, animals, fowl. At Eatons, Simpsons, Tamblyns, loc. al Heaters, or Derpo Products, Tor onto. . BARRED ROCK STARTED COCK- erels bargains whilo they last, two week old $7.95, three week old 9.95, three to four week old 10.95, four to five week old 11.95, five to six week old $12.95. Japons specials five week old * Barred Rocks 25¢, Leghorns 20c, Rhode Island Reds 26c, Five week old Néw Hamps mixed 25c. Baden - Limited, Baden, Ontario. . DON'T RISK QUALITY. TOP NOTCH offers you high quality chicks from carefully culled bloodtested rock bottom prices. Standard Quality White Leghorns $8.50, 90 per cent, Pullets $16.95, Barred Rocks $8.95, Pullets $14.75, New Hamps $8.95 Pullets $156.75. White Rocks Hybrids Rocka x New bl Ay $15.75. Large Egg Quality and hig. ger Profit Quality slightly hig er, Cockerele, atarted chicks look at these specials on Barred Roc cockerols while ey last, week old $8. three 11,90, 4 to 5 week old $12.90, 6 to week old $13.90. Top Notch Chlckerles," Guelph, Ontarlo. 1T 18 DANGEROUS TO BUY chicks on price alone, on. the oth. er hand It Is wasting your hard- earned. money {f you pay too much for high Quality chic efore you buy any chicks send for our ree catalogue and. price list "ompare our prices. Double AA uality:-I4ghorns and New Hamp. shires $9.70, Barred Rocks $10.20. 18 pure breds, 5 Hybrids to choose from. capons, started chicks and, turkey = poulls, , Flee catalogue, Twaddle Chlok Hatcheries Lime ited, Fergus, Ontario, : BABY CHICKS ARE CHEAPER 1F they do more for yi when mats | ured, EXTRA DOZENS of exga in A-large grade, puts: EXTRA: k rent come a YTrEft' Chicle Custos) Writa to Trent Electric Hatchery, FURNITURE FOR SALE FURNITURE BARGAINS. FREE catalogue of new and used furni. ture bargains sent on request. All goods sold on money-back guar. antee. Wholesale Furniture, Bathurat Street, Toronto. -------- HORSES FOR SALE 4 FOR SALE, REGISTERED CLYDES- dates, matched team black mares in foal,. match bay team fillies, rising three and four. Two roan stallions, rising two. Peter Hattle, Route 1. Mount Forest, Ontarlo. ~ MEN WANTED A GOOD RURINEES, PAYING 400 income and with future possibill Selling Familex Praduct EX ties, men and women all over Canad have found the secret of success. "Why don't you get in on It ton? NO OBLIGATION, Ask for FREE catalogue describing 200 necesalty products and -plan. Products, 570 t. MONTREAT NURSPRY STOOK Farm, LS. x: "DERPO". BUG KILLER, 8c, exter- Clement 8t. ..CLASSIFIED ADVERTISEMENTS... PERSONAL 5 UIE SPUBAUCCU. SNUKFE. HASILY, Home Gunranteed tax Anexpensively. Testimanluls free Rartletr's I"HOTOGRAHY MAY SPECIAL! TRIAL ROLL OR cight reprints, 15¢, with advertise- ment. London Photo 'Service, Box 551, London, Ontarjo.' QUILT PATCHES QUILTING PATCHES 5 LBS. $110, postpaid. Washfast colton print and broadcloth, 8 x 6 up. Textile Jobbers, 20 Maud Street, Toronto. SEED OATS FOUR THOUSAND BUSHELS OF sarly Seed Oats, O.A.C. No. 3 Var- jety, 4th prize Winter Seed Show, Toronto First prize Provincial Seed Exhibition, Chatham. First prize Lambton County Seed Show, Alvinston. 75¢. Robert MacDonald, Brigden, Ontario. prize Provincial Seed Exhibi- tion; Chatham; 2nd prize, Lambton County Seed = Sho, Alvinston. Grade 1, All seed prepared with Government approved cleaner and Carter Disc Grader, 85c. Robert MacDonald, Brigden. Ontario. SPRINGER SPPANIELS SPRINGER SPANIEL DOGS AND Puppies; registered, 'guaranteed the finest breeding: {- can supply. the beat, W. I. Beaton, North Aug- usta, Ontario. L300, BUSHELS ERBAN VARIETY, n -- -- STAMMERING PERMANENTLY CORRECTED -- guaranteed if Instructions follow- --ed. New scientific method. Twenty, ears' experience. References, Wr Hogue, 220 McDermot, Winni- Winnipeg. - pes. TURKEY EGGS PUREBRED BRONZE TURKEY Fggs, free booklet raising: 11 -- $2.75. Wm,.-Campbell, Cornwall, Ontario, Route 1. LYONS' RECONDITIONED FURNITURE -. BARGAINS! $49. Beautiful living room 'outfit. Jarge 3 plece: Chesterfield Sulte, uphplstered in brown mohalr with figured reversible Marshall sping cushions, bridge lamp and sil shade, walnut end table, silk cush= fons table lamp and silk shade, and modern smoker, a real out- atanding value. $24. Solld oak Dining Room Suite, large buffet. extension table an 6 leather upholstered chairs, com- pletely refinished. $69. Modern eolid oak dining room sulte, large buffet, extension table china cabinet and 6 leather uphol. atered chairs, completely refin< ished. $89, Beautiful solid walnut dinin| room sulte, completely refinished, Iarge buffet, extension table, china + cabinet and. 6 feather _seat.chalrs, $28. Chenterriela Suite, holatered in repp material, rust shade, reversible Marshall spring STRAWBERRY PLANTS, PREMIER $5.00 thousand. _ Burrill, Glen Mary, Parson's Beauly $4.00 per thousand. Darwin Cripps. No. 2, Acton. ? BIGGEST $1.00 GARDEN! 20 DIF- ferent Perennial Plants (Delphine Aum, Lrethrum, ete.) Barberry, Ninebark., Shrubs: Evergreen: Weepin ow; 250 Seeds; Gayfeather Two orders $1.80. Dollar arden Fonthill Ontario. - Guaranteed CAR AND TRUCK PARTS New A Aute Box B33W, Trenton, Ontarid, » \ ISSUE NO. 20--'40 perfect condition. $49. Kroehler Chesterfield Bed Suite 3 pleces. upholstered In brown mohair figured reversible spring' cushions, thorofighly recondition. od. Complete with new mattress, $59. Modern Bed Room Sulte, floor sample, in the new bleached wal-, nut finlah with round Venetian mirrors, dresser or vanity, chitfon. fer, full size bed, gagless spring and new Joatifess HAZ A + $29. Smart Breakfast te In wal. "i aut finlsh, huffet wititabinet top, | extansion Jack-knife leaf table, = and 4 chatra, Tike new. $12.95 Hoosier Kitchen Cabinet, slid ing porcelain top. N Large assortment of dressers." bed stoves, odd chalra/chesterficlds al ridiculously low prices to clear, LYONS FURNITURE CO. 478 Yonge St. --<¥ Toronto Rétail sales of gasoline" in Can: ada during 1989 amounted te 807,666,000 gallons compared with 762,740,000 gallons in 1938.