selling capacity and the organisation of sales, but to carry out a
preordained system of selling on an abstract theory is mere folly. To
cease selling just because the market is not rising at a given moment,
and to wait for a better day--which may not dawn--is to burden a firm
unduly with the carrying of stocks and commodities.

There is a saying in Canada, "Go, while the going is good." The
phrase--an invitation to sell--finds its origin in the state of the
roads. When the winter is making, the roads are hard and smooth for
sleighing, and are kept so by the continual fresh falls of snow, and you
can speed swiftly over the firm surface. But when the winter is
breaking, the falls of snow cease, and the sleigh leaps with a crash and
a bump over great gullies, tossing the traveller from side to side and
dashing his head against the dashboard. These depressions are called
"thank you marms," because that is the ejaculation with which the victim
informs his companions that he has recovered his equanimity. The man who
will never sell on a falling market is the man who will not face the
"thank you marms." He will "go while the going is good," but he will not
accept the corollary to the dictum, "But don't stop because going is
bad." He has not the nerve to face the bump and come up smiling. Don't
be afraid to sell on a falling market, or you will be afraid to sell at
all until you are forced to sell at far lower prices because of the
weight of stocks or commitments which must be liquidated at any cost. It
is precisely in time of depression that the men of business ought to
press their selling and organise their sales organisation to the utmost
limit. If finance, commerce, and industry could only be persuaded to
take this course in the slack times, then every action in this direction
would cure the evil by lessening the duration of the bad times. Not
till the surplus stocks have been unloaded will the winter pass and the
summer come again in the enterprise of the world. Selling is the final