thousands of dollars, and also the salaries of the additional foremen
and of the clerks, etc., in the planning room as well as tool room and
other expenses and that, in addition, the company is entitled to an
increased profit quite as much as the men are. All but a few of them
will come to understand in a general way that under the new order of
things they are cooperating with their employers to make as great a
saving as possible and that they will receive permanently their fair
share of this gain.

Then after the men acquiesce in the new order of things and are willing
to do their part toward cheapening production, it will take time for
them to change from their old easy-going ways to a higher rate of speed,
and to learn to stay steadily at their work, think ahead and make every
minute count. A certain percentage of them, with the best of intentions,
will fail in this and find that they have no place in the new
organization, while still others, and among them some of the best
workers who are, however, either stupid or stubborn, can never be made
to see that the new system is as good as the old; and these, too, must
drop out. Let no one imagine, however, that this great change in the
mental attitude of the men and the increase in their activity can be
brought about by merely talking to them. Talking will be most useful--in
fact indispensable--and no opportunity should be lost of explaining
matters to them patiently, one man at a time, and giving them every
chance to express their views.

Their real instruction, however, must come through a series of object
lessons. They must be convinced that a great increase in speed is
possible by seeing here and there a man among them increase his pace and
double or treble his output. They must see this pace maintained until
they are convinced that it is not a mere spurt; and, most important of