either eee. PES 'Were tet j 2 ee : THE MIRROR Charles J. Webb Tella ee es e a ig -- he was born. He also} would offer opportunity." . 4 A ee a a: 2 tse : , Pm aaa Se nc ASE Pe eh ee te oo How He Gained th P <a = pimaage tag in a soap The chief drummer of a dry goods : & oes * Ch i j W bb T | current in the trade. Men who were spending $50,000 now) details of his appearance. And this S eak A Hittle lated te be ad a week. / house needed a boy to open his trunks "| = af eS . € ec 3 "When Charles M. Schwab was! find they have only $20,000 and they| self-training helped me in judging | in vacation time. pic aie fac ster eae care for his samples on the road. EE ae ' ae , making speeches for the Liberty sont know how to scale their cost of] the psychology of men. No body who has| at.-$2-a.day for 100. quarts, ea Ss = pacgmsane "monkey," with pay 74 'Continued from page 6) Saati: he Wont to the Union League in| living down," says Mr. Webb. "One of the things I remember lashes to success: Nevbeitis aad ahs maa in him need complain of! man's job he began daily by walking| 0, nse all found," young Webb =f = "a was a partner. When 23 I went into) Philadelphia: and to the men crowd- "ane of the reasons why men -SE6: clearly is a conversation with an old tion and habit. Given the pavesuuders AREY Si . hard luck. Time and| three milwes at 4:30 am. Me mpegs mane the change, tS business for myself. Since then I| ed around him sean a story of how reed is that they repae account of the mad who did net share rae ere a power, the boy who must make his avor him to win the Fete "As I grew: bigger, I went i ence in himself was un-. ge ; have worked through.many peaks} much easier it is to get a man to i Limes. In a period when business is| fear thet machine Brpagction, whic e his} of life. ' ent into the} bounded. He was certain that once =: and valleys in the buying and selling what you want when you hold his| bad rich men stop spending. Just} was just then coming in.on a large hand. He was holding Charlie| as they curtail their business expend- scale, would leave no work for thous- way through school and ¢ Ge | Snow-cleaning trade i " git. : e must supported a Fides oe Wes 'sad Koes: 'hat wealth; Webb relates Bete oie mes BC Mg oe sea HS icica 3 = cep once ; ? : f k : will do more in the Sith dike. ian Lecktitenr ee ors in life. The most! of tile. Wetisi' hodbadt dane areas te: ee with the business he would: j C "Starting for Philadelphia to take Went hand at wnat moment and he barb cx, they cut their personal luxur-} ands of people. ote gl ae will take the boy born to go to college. A rich aay sae ae is he who makes the| clean the' winter's' snow eggs Beuca ook salesman himself. But in ig my first job in the world outside of continugs to clasp it as he tattered, ies. aM takes atrengih and courage 10 up the surplus labor,' he ag Se Tf man's son starts life under a handi i cna happy and conténted." | 20 cents a pavement. If the ged eae a panied acquired brother- tT Burlington my mother said: 'Son, To start pay cenrerrens PH buy do this, bat thet is why they remap we look arognd, it is obvious that cap. I'm sure I would not have gone Set Rips a - Charles Js Webb, | was light I could brush it off with a| NA eas , oe ct ee ee sy Sea sak ce day on re wea Tod So far if I had not been driven belo nua the Woolen Corporation | broom and make money, but when the. Ss at $6.50 a week. - g a, man who knows more than you do.' rea have transferred so much|his capital and when the opportunity 1, once was a luxury. '0 ay the desire to provide for iy beaks SE ant nena of Chales J. Webb | flakes dipped noavity: CMe caine I tried to do as she suggested. I was cee to oe: ephtouns your; returns again does Pasit: aye the it is common. In_ the hones of "Necessity inspires ambition. Need | outstandi oe amd one of the! |help and was out of money. fe eerore triendly with oldgn ge by ya eee nbter. that Tit Ina Simongy Me Secoeyr Bis Ceanslsl Pew ete) Oh oe eoeay gene a begets the desire to do. And the boy! dustr dh eaders of the textile in-| a speculation. cause I felt I could learn something | million. This was one-tenth of his}; "When I was a boy the idea be- be a crinkly spread on poe bed. That's who is spurred by necessity and am- ee os "I wasn't getting anywher ri ; Bai cc og aaa 3. goon baa eee came fixed in my mind that observa-| @ sogekaehe tes: emg: = 8 ae bition works harder than the fellow| a BOS covers more than. half of! aq jobs, and bezinnin tec with; for one paying-onethird less. With. G "Young men trying to sueceed| 'This country has not yet sobered| tion was important. I cultivated that| UTY- The telephone is a luxury. You who has an easy road. Then habit The fe cat ais: early youth. las future, : what 6, erat pis about; the need for money so great in t ae, a = at fhould take the advice Lord Chester- up from its war-time jag. Men got; quality. I used to walk past store; May Say that it eis become a ice Keeps & man at work when Shore ice ronicle of his -early days, iy Slat se in the coun-| family and the desire driving me to -- il field passed to his son," said Webb,| rich through abnormal circumstances.) windows and then turn back to see} Sity. ener is what happens to aid conceivably have been taken} was thi 00 a week before I| help my mother, I am amazed that -- "that if you wolud live at ease you| Quick success went to their heads.|if I had memorized the contents} luxuries in the course of the years. 3 fee. n° fourtett:- 1 Whe ery 4 fd it My brother-imlaw's firm _ ig : must learn to please. When I got} They began to believe that their| properly. I took in a man ata glance| ---- _ pleephetaiiaseg lost their edge. from the pages-of Samuel Smiles. fe) e€ boys of the pioneer essi | | | the page of Sama Sa in to see a quiet, reserved man I} prains, not the war, made them rich.| and photographed on my mind the Read The ae Ads. days. At fourteen they were men. fatkerless from infancy They knew their way through the ea ae woods. They could handle a riffle and fight off an Indian. Self-preser- vation made the mmen. "There can be no lasting success "My experience and my ghankveiek! without he ard w have taught me that there are three ad cca eee emennene ssieiienitilriemiaeeeimbiiaie a Rab it a ida Te ait Shae ad = = _ se-se0 ns - a . : nt "Acceding this was the smarest Ing-1 ever did," said Mr. Webb. I was "Looking back I don't see how I had' the courage to give up the $10 job: ia li cect sc mtn aes os sats 'ning the pla 7 bOY,| absent. "gue Sverre Owner was} was a one-man-and-boy office, but I "4 sey to work at. tions ana ke e th sold, made collec-} was convinced that it would be a = walked deferentially into his pres-} 0 ie , Gree La SEN eMart ab eR Se. Sat Re ok So Pt the books. By the) great chance to learn all about raw | = ence, spoke modestly and waited for the age of eight, when he started to! time ] ixt ° 7 ra Sl a aoe 4 . F F : earn money for his mother and him-| . was sixteen I was earning $10/ wool. . This led me to make the sac- him to give me his attention. Pl a week. aa ah nie : = self, running errands, sodding lawns : T had -- reached my limit} rifice in wages. "There were other men. in the and picking arbutus in the woods to| re ee Burlington! My trade, however, rough and ready fel- mother we : : " Sell to the people of Burlington, N. | week: adi oy Prada Ga he ee lows who had graduated from the} or me which looms to be mill bosses, and when | "Soon I became man-of-all-work. bookkeeper and salesman. At 18. I eae aia ---- (Continued on page 7) . in came to see them I used to throw my 6, j t sample cases into their offices a min- he K A e ; z= ute or two before I appeared, shout- 7 em utoma im. ing as I crossed the doorway, 'Char- 'd a, KG [ "urn Cr =. 'Jey Web, of Philadelphia.' They 'ed were always delighted to see me and 1 got the business. They liked the "IN A CLASS BY ITSELF" sont aporonen { . ee I failed to get an order one Sat- srt aS tae se <A. treme ae = sare name acannon Sl | ss arday morning in New York State. i tt ae Before I left I learned that the old man was a deacon in the church. . Sprucing myself in my best, I at- tended service next morning and _ made certain the deacon saw me. I caked Monday morning and got an order. ; THERMOSTATIC . 4 "There was a_ solvenly fellow in the back woods whose credit rating CONTROL NO LEAKS | was high but who hated a man with i ees a a oe a8 ee a pressed suit and a pin in his tie. He aa Dean falt that the man must be making too 6 ; ® bd bd ELECTRIC | Mee = much commission. Before I called 2 eintzman ano 18 in a I NO CARBON an os on that customer I would change my GNITION ay = be ad ee Cae, clothes to match his Feeling that I * * # wi, eed: 7 1 ; . was not looking down on him _ he ' : ; oe ia me ; would usually buy wool from me. ass tse ENTIRELY NO ODORS | : an 3 "I once sold a man in bed, Com- e A ; sy ing to his store I was told. that he UTOMATIC ot Ie tae a ee was sick at home. I carried my bags ; 'i 4 ; eos es | + to "his porch and parked them near This fact is often demonstrated by great artists. Edwin Johnson, who is singing in St i ce : ie door. Going Sp ea, John's United Church tonight prefers a Heintzman. This is a fine compliment from s «# & q £ ~~ ee NO SOOT 2° oe inquired about his health and found that he was not very sick. Canada's greatest singer to Canada's greatest piano. The baby grand that is being used CONSTANT I-- "Wigs i? a "'Wouldn't it be a great joke if ease: Bos | you gave me an order, I said. "Then tonight we will have in our showrooms temorrow night and next week, Come in and NO OBJECTIONABLE NOISE a Sa when the other drummers come " b. : 2 = around, you can tell them they're not|} see it, Better still, either yourself or friend can try it if you wis salesmen, that young Charley Webb came to see you in bed and sold you Ww you need." : i <t a oaeen prought your| Call anytime and hear the new records. samples,' the sick man intervened. Ij 11 Ontarie Street : 2 ; Phone 228 : q ARE teh Lit they were on the porch. He| : Residence. 1008) | &oe Sere HEINTZMAN & CO., Limited Remember this is your store. You are as welcome here as in your own home. large order." Believing that to attract attention | ) B. H. BRITTON, Manager. Manufactured b : | | v The Stratf ord Engineering Can Limited Stratf ord, Ontario } 4 es he salesman's vate step towards , 2 getting an order, Webb thinks the 131 Ontario Street. : : Sila 769 secret of selling is doing the unusual thing. Stories of his great sales are