EVENJNG LEDGER PHILADELPHIA, WEDNESDAY, SEPTEKBEIl 29, 1915.
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JOE WELSH, AT 13,
HAS SALESMANSHIP
DOWN TO FINE ART
Bojr Tells How Ho Earned His
First $1000 find a, Good Deal
More in Selling
Magazines
WORK, HIS TOUCHSTONE
Five Months of Enrncst Endeavor
Brings Abundant
Reward
By M'LISS
King of high finance tpase us with the
assertion that the first thousnnd dollars
Is the InltIM step to fume and fortunp.
ThU l encouraging If you hnppen to
hate the thousand. A little less encour
aging, however. Is their statement that
this first thousand Is the most dimcult
to acquire. (As If wc didn't already know
Itt)
Joseph Welsh, of Germantown, 13,
bright-eyed and pink-cheeked, confirms
the financiers' dictum. He knows all
about the thousand nnd the dimculty, be
cause In experlencln-j the latter ho has
acquired the former. Moreover, he has
1SK In addition to his first thousand,
the story of how he amassed this little
fortune reads like the biography of a
money wlrard.
Joseph Is a salesman, par excellence.
In Ave months he has sold more than
15,000 copies of the Saturday Evening
Post, the Ladles Homo Journal and the
Country Gentleman. In addition to draw
Ins down the commissions from the sales
of these magailncs. he beat 40,000 other
boys who were working all over the
United States to win the $1075 prlie that
was offered. He worked like a beaver to
do It, It Is true: but then the lives of
great people always sound like that.
TECHNIQUE OF JOE'S AIIT.
When Joseph talks of the art of making
the public buy his goods, he analyzes tho
subject with the expert nlr of one who
has Just completed a scientific course In
the technique of salesmanship, nnd It
seems Incredible that the pointers he has
picked up have been acquired on the
street, gleaned by lightning-like appraisal
of a prospective customer's attitude as
the boy approached him on tho street or
bearded him In his ofllce or home.
"If you'ro willing to work hard," he
said, crossing his legs like a little nun
as he prepared to tell mo all about It,
"It's awful easy to make a sale. All you
have to do Is size your man or woman
up real quick and then go to It The
main thing Is not to let anything tho
(Touches say to you make you feel bad
when you go up to the next customer.
Tou gotta look cheerful and act cheerful
and successful. It don't do to look like
jou never made a sale In our life and
never expect to."
I've never Interviewed "Diamond Jim"
Brady, the king of salesmen, but I feel
sure If he has any code for high-speed
salesmanship, It Is not unlike Joseph's.
This looking cheerful and acting cheerful
recipe somehow has a mighty healthy
ring to It
Every morning when Joseph sets out
from his home at 1S85 East Rlttenhouse
street to the Pastoflus Public School on
Chelten avenue, he carries. In addition to
his school books, his magazine kit. The
early bird has nothing on him. Long be
fore the other children In tho neighbor
hood are out of their beds, he Is at the
railroad station doing business with the
commuters, and his pert face and enter
prising manner have gained tor mm a
clientele whose custom enables htm to
make as much In this one hour as many
another boy In a whole day.
In tho afternoon Joseph canvasses
sometimes In tho city among the big of-
flee buildings nnd at other times In the
residential sections. And he finds It Just
as easy to get Into a Main Line mansion
: as Into a well-guarded ofllce building
i bearing the forbidden sign: "No book
agents permitted on these premises."
UNDAUNTED BY BUTLEIt.
"Of course a butler Is tough tackling,"
he said with a twinkle In his eye, "but
If I know the name of the lady of the
house I never mind going up against him.
And I always And out her name from the
maid next door, or the chauffeur. Then,
before I go up on the porch of the man
sion I hide my magazines down by the
steps. I always ask for the lady as
though I knew her real well, and when
the butler goes up and tells her there's
a little boy downstairs to see her she
usually comes down. After she comes
down I tell her that I'm selling maga
zines, but that I'e got them outside.
Cadillac "Eight"
In Thrilling
Motion Picture
Reproducing: the wonderful record run in
which an eight-cylinder Cadillac stock touring
car, containing four passengers,
Beats the "Lark"
The Fastest Express Train """
on the Southern Pacific.
From Los Angeles to San Francisco, a dis
tance of 493 miles, the Cadillac bested the
speediest train between the two cities by 1 hr.
35 min., although the route made it necessary
for the car to travel twelve miles more than
the train.
Cadillac's Time, 12 hrs. 10 min.
Fastest a human being ever traveled between
these" famous Pacific Coast centres.
The race through California, with its mag
nificent mountain scenery and sandy cactus
plains, is vividly portrayed.
I If you love- beautiful scenery, if you have a
spark of sporting instinct, you will want to
5 the firtt ihawhg of thlq gripping plcluf at (A
PALACE THEATRE
1214 Market Street
TkufM., Frl., SM,t of ThU Wk
JOSEPH WELSH
Nearly all the tlmo she laughs, but sho
generally tells me to run out and get
them and then she always buys."
Joseph's snub-nosed face was a study
of youthful enthusiasm as he expatiated
on his methods, and his irresistible man
ner of talking to you In a sort of heart-to-heart,
man-to-man fashion makes you
realize Instantly why ho won out ahead
of thousands of expert competitors for
one of the biggest prizes offered by the
Curtis Publishing Company to Its army of
salesmen.
According to his mother Joseph has
always been a, money-maker, although ho
Btartcd his financial career without a cent
of capital. He simply found a paper at
Atlantic City. Now, to the average per
son a stray paper Is simply a stray paper.
and the street-cleaning department ought
to know better, but to Joseph that stray
paper wns the means of mnking his first
dollar. He sold It on the Boardwalk for
a nickel and Invested in more papers.
These he sold and then he reinvested.
After a day's htrd work he could Jingle
n dollar's worth of small change in his
pockets.
"But I had to work hard," he said,
remlnlsccntly, "Just as I had to work tho
tlmo me and another fellow got oft the
sandman act. It was this way: We dug
a deep hole In the beach right by the
boardwalk, and I got down In It nnd then
my pal, he piled the sand up around me
to my neck. Then I opened my mouth
real wide and we dared the people to
throw pennies in my mouth. No, wo
didn't offer them anything, but they took
n shot at me Just for the fun of the thing.
And we got all tho pennies. Qeel It was
fun."
If X weren't afraid of painting Joseph
Welsh as an angel I'd tell you about hli
crippled mother and about how he finds
time to do most of the housework for her
In addition to going to school and making
$5 and 16 a week selling magazines, to
say nothing of hauling .down big money
prizes. I also might mention that he
wants to spend his hard-earned thousand
in trying to get her cured. But, then, you
mightn't be Inclined to thtnk It a true
story, and, of course, It really Is.
THREE HURT IN AUTO WRECK
Driver Dying Two Women Seriously
Injured
LANCASTER. Pa., Sept. 29. A man Is
dying in the General Hospital and two
women are In their home hero seriously
hurt as me result 01 an auiomooue turn
ing three somersaults late yesterday
afternoon on tho Harrlsburg pike near
the Fair Grounds.
John P. Knapp, 45 years old, a ma
chinist, who was driving, was seriously
Injured. Miss Annlo Krlchgesncr and
Mrs. Mary Krlchgcsner, with whom ho
mado his homcwcre'hurled'n. great dis
tance from the car. Knapp swerved his
machine to avoid colliding with a wagon.
300 New nomes to Be Built
Three hundred new homes will be built
in the neighbors-..' of 21th, 25th, Mooro
and Mifflin streels by Burton C. Simon,
who has Just made settlement for plots
In that vicinity assessed at J19.000 with
the heirs of the CBtate of William King.
There are three tracts in all one bounded
by the streets named; one, triangular in
shape, at the southwest jorner of 21th
and Mifflin streets, and the third at tho
southeast corner of the same streets
Usable any place from
back of bed to stove in
kitchen. Directs light
where you want tf,
thus saving eye-
siiht and waite
IjjhL No springs, screws or "attachinc."
Sent 'Postpaid for $2.50. SmItiI
Phila.Htndy Light GL.Sg'friSff
SANK BATTLESHIP IN
HARBOR; LOSS IS 342
Premier Orders Investigation of
Explosion on Benedetto Brin.
Went Down in Seven
Minutes
ADMIRAL CERVIN KILLED
nOMD. Sept. 19.
fremlcr Snlandra today ordered a thor
ough Investigation of tho destruction of
the Itnllnn battleship Benedetto Brin,
which wns torn to nieces by an explosion
In Tlrlndlsl harbor yesterday afternoon.
Though dispatches from Brlndlst state
that the explosion wns entirely acciden
tal, offlclnls of the Ministry of Marine
suspect that In some manner a bomb wns
placed in or near tho battleship's mng
nzlne by nn enemy agent.
According to latest reports, the ex
plosion cost the lives of 312 officers and
men, Including near Admiral Rubin le
Ccrvln, commander of tho squndron of
which tho Benedetto Brin was the flag
ship. "The Benedetto Brin sank within seven
minutes after tho explosion," says a
illspntch from Brlndlsl. "There was no
time to lower boats nnd only those wcro
saved who were on deck nnd threw them
selves Into tho water. Though boats
were Immediately lowered by other war
ships In tho harbor, somo of the men In
the water, having been badly wounded
by tho explosion, rank before they could
bo helped." A
Premier Salandra, who has served also
as Minister of Marine since the resigna
tion of Vlro Admiral Vlale, asked the
Duke of the Abruzzl, commander In chief
of tho Italian fleet, to make a personal
Investigation and fix responsibility for the
disaster, Irrespective of tho persons In
vohed, "thus reassuring tho country and
tho navy, which must and desires to be
exposed to tho blows of tho enemy, but
not to tho Immense dnngers arising per
haps from negligence or lax discipline,
which, If they exist, must bo rigorously
denounced nnd punished."
The decks of five warships anchored In
the vicinity of the Benedetto Brin were
littered by debris from tho battleship
when it was blown up. Nine men on one
of them were wounded, but not seriously.
PRESIDENT HONORS G. A. R.
Orders Government Offices Closed for
Day ns Tribute to Veterans
WASHINGTON, Sept 29.-By order Of
President Wilson all departments of Gov
ernment were closed today In honor of
the Grand Army of tho Republic encamp
ment Virtually every business house was
closed also In order that employes mlnht
witness the parade In honor of the 60th
anniversary of tho grand review that
.narked tho close of the Civil War.
"I'm baking by gas today
it's too hot for coal. Did
you ever think how this oven
door thermometer saves
heat? As soon as the oven
is hot I turn one burner out,
and still run no risk of cool
injr the oven.
"Isn't that gas lamp a
freat idea? It throws tho
ijrht right where it is
wanted.
"For broiling I use this
Rnnnrnfo nvpn no fhflfr. T ran
have just the right heat inrl
each without their interfer
ing. "Now the biscuits are done.
Aren't they lovely? Here's
the butter. Jack swears he's
getting fat since he gave me
this 'Yearound' for a wed
ding present. Do you won
der?" YEAROUNDT
for Coal and Gas
Four coal - cooking; holes;
duplex grate; 18-ln. coal oven
with balanced door and ther
mometer. Novelty Draft Check.
Five main en burners.
Gas two-burner baking; oven
with thermometer and sep
arate broiling oven. Heat
goes into flue. Gas lamp at
top of range. Boiler and gas
water heater optional.
Junior Yearound Novelty
smaller, same general fea
tures, 700 Dealers
In Philadelphia alone, carry
the famous "Novelty" line of
ranges and steam, hot-water
and warm-air heaters. The
"Novelty Kitchener," "Park
Novelty." "Suburban Novelty,"
etc, are familiar to every
housewife. ,,.,....
Every sale Is backed by tho
Cox guarantee of service and
by the 68 years' reputation of
one of the largest cuaning ana
heating appliance man
ufacturers In the world.
Abram Cox Stove Co.
American &
Dauphin Sts.
Philadelphia
feSsgf rih-
iymrmi.
'jr T
KENSINGTON
3244 Kensington Ave.
I
CAMDEN, ij&J.
82S Broadway
TRENTON, N. J.
299 EMt State St.
few-' & , ,MK . M UMkMm mm
isH WW i 1 1 m "''' i i' n I'TffiV"" '"' ,
fli l!5SMSaBpBE I
H $'-lI lrrui8?;KPRV V "M fc
Reputa Hon
is the estimation in which a person or thing is held by
others, the dictionary tells us.
To be lasting, it. must be built upon character. There
must be something substantial behind it.
Ask your neighbor in what estimation he holds Lester
Pianos. If he has owned one for 25 years, so much the
better. Persons who have used them longest like them best.
THAT'S a reputation worth having.
JLj JLj l3 X JLj J
PLAYER
PIANOS
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arc made entirely by the very same men who have been building this enviable reputation for
more than a quarter of a century. v
The basis of every Lester Player is the famous Lester Piano, noted among musicians for
its marvclously mellow tone and wonderful durability.
The Lester Player is positively the easiest player to pedal. It is equipped with double
valves, which give twice as much vacuum as single valves and with one half the effort
This makes the player action very sensitive
and the repetition perfect. Conservatories of music
use the Lester Player in teaching their advanced
students the varying forms of expression.
They are made right here in Philadelphia in our own mammoth factories and
sold direct to you at manufacturer's prices on easy, confidential terms. No
middlemen's profit for you to pay. We will gladly demonstrate.
Your old piano taken in exchange at full value
F. A. NORTH CO.
1306 CHESTNUT STREET
:' Branch Stores Open Evenings
WEST
302 S.
WK-KES-BARRE, PA.
170 South Main St.
NORRISTOWN, PA.
22S W. MalH St.
FHILA.
82d St.
READING, PA.
18 North Ilk SU
SCRANTON, PA.
828 Sprue St.
V -F.A. j
NORTH "
COMPANY . ' 1
130S Chtitowt Sl
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