first time he gambles. That boy said, ``I will
never gamble again in business,'' and he never
did. How came he to lose 87 <1/2> cents? You
probably all know the story how he lost it--because
he bought some needles, threads, and buttons to
sell which people did not want, and had them left
on his hands, a dead loss. Said the boy, ``I will
not lose any more money in that way.'' Then he
went around first to the doors and asked the people
what they did want. Then when he had found
out what they wanted he invested his 62 <1/2>
cents to supply a known demand. Study it wherever
you choose--in business, in your profession,
in your housekeeping, whatever your life, that
one thing is the secret of success. You must
first know the demand. You must first know
what people need, and then invest yourself where
you are most needed. A. T. Stewart went on
that principle until he was worth what amounted
afterward to forty millions of dollars, owning
the very store in which Mr. Wanamaker carries
on his great work in New York. His fortune was
made by his losing something, which taught him
the great lesson that he must only invest himself
or his money in something that people need.
When will you salesmen learn it? When will
you manufacturers learn that you must know the
changing needs of humanity if you would succeed
in life? Apply yourselves, all you Christian people,
as manufacturers or merchants or workmen