loses a good man and has one of the best forces of salesmen in
America. They have made his success and he knows it and appreciates
it.

Another head of a firm who handles his salesmen well is in the
wholesale shoe business. Twice each year he calls all of his salesmen
together when he is marking samples. He asks them their opinion about
this thing or that thing and _listens to what his men have to
say._ He has built up the largest shoe business in the United
States. After the marking of samples is all over, he gives a banquet
to his men and has each one of them make a little speech. He himself
addresses them, and when they leave the table there is a cordial
feeling between the head of the house and his traveling men.

He also puts wonderful enthusiasm into his men. Here are some of his
mottoes: "Enthusiasm is our great staple," "Get results," "No slow
steppers wanted around this house," "If this business is not your
business, send in your trunks," "All at it, always at it, brings
success." He has taught his salesmen a college yell which runs like
this: "Keep-the-qual-ity-up." Only a few years ago the watchword of
this house was: "Watch us--Five millions" (a year). Now it is: "A
million a month," and by their methods they will soon be there.

This same man has the keenest appreciation of the value of a road
experience. Some time ago he was in need of an advertising manager. If
he had followed the usual practice he would have gone outside the
house and hired a professional "ad manager." But he had a notion that
the man who knew enough about salesmanship and about his special goods
to sell them on the road could "make sentiment" for those same goods
by the use of printers' ink. Therefore he put one of his crack