“If there ever comes a tints In this
business when courage will not be nec
essary, when It will not be necessary
for us to fight against obstacles, I
shall know It is time to put up the
shutters, turn off the power, and draw
the fires for all time."
•‘It has always been stated in at caan
register salesmen were born, not made.
This Is a big bubble that most of the
pales agents have helped to blow, but
we have pricked it and it has collapsed.
I find that cash register salesmen are
made. I would rather take a new man
and train him into theNbuslness than to
take an experienced cash register man
and try to teach him new things. It
Is the men who are willing to accept
information and profit by it that will
get ahead in this world; therefore, I
think that better salesmen can be made
of new, green men, who are willing and
energetic, than can bo made of meq
who have had some experience in this
business.,,
“The business that is satisfied with
itself—with its product, with its sales,
which looks upon itself as having ac
complished its purpose—is not. The ac
tual burial may be postponed; but it
is dead because it is not going for
ward. To my mind, nothing can ever
be good enough; I am always dissatis
fied; I preach dissatisfaction. I can
always see where something might be
better; and therefore our business is
never at rest—and I never want it to
be. The throbbing heart of business
is the intense desire to do better. When
tha£ desire ceases, the heart stops beat
ing.
