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22
EVENING PUBLIC LEDGER PHILADELPHIA, THURSDAY, DECEMBER 19, 1918
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V'
a
TARZAN and the JEWELS OF OPAR
THE STORY TntS 1'AK
Untenant Albert Werper, nltian jf
er In the- Canto, goes mad and anoota Ms
amfrhtr. afflftri then, recovering ma
aanltj ha earapes and joina force jnm
Achmet Zek. an Arab marauder. The lat
ter eoggrsts that they ran get tn with
rarxan uonn l larion, i.ira tirersi-ri i"r
v
(
nrtrntlna thrlr tradlnc In.Wa trrtiiory or
inapplnr hla nll and holdlnl. htr for
dnapplnr hla vrlfe and holdtnc
nAin llvf amttmm. nA ivh
rantam. Wrrnrr arrrea, and Tiuir unqrr
fha nam af 'TrrcouH." he la followlnr
Tarxan en it TUIt la opar, ine rorconrn
riir. iv ari nme mnrr avia ,inimrt w..t-.
air Jane Clayton, kllllnc her defrndrra nnd
training the hnnialow. .Muaamhl Turjnn'a
head man, earapea. An earthaaake rhokra
Ihe aaae ef the trmaure rhomber nnd
atnna Tartan, who loara niemorr of ma
. . . -1IJ .1 .1 .
Li'J'iJfV. k'.'e Sri" J,? J0: tef'Jl.S 1,
n Man and rraran Wrprr from in. aarrl-
flelal knife of :
th htah iirltAtr,
reeomlir him and hall, him a hrr mate.
Werper start! to lead Tarran toward hla
home.
CHAPTER V
At the Uungaian-
two dajs Werper sought for
T7IOH
I x the
X' i
party that had accompanied
'l,lm?mm th camn to the barrier
i cllffsr but not until late in the after-
j noon of the second day did ho tlnd a
clue to Its whereabouts, and then In
' auch gruesome form that he was
totally unnerved by the sight.
In an open glade ho came upon the
, bodies of three of the UlacKS, lernuij
'mutilated: nor d d it lequire mucn ue-
ductlvo power to explain their murder,
Of tho little party only these tliree
had not been slaves. The others, evi-
dently tempted to hope for freedom
f i,.i. .r.,.1 Ami, master, had
1IVIII blldl . v.... --. -
slain the three representatives or tne
hated power which held them in slav
ery and vanished into the jungle.
Cold sweat exuded fiom Werpei's
forehead as he contemplated tho fate
wlilch chance bad permitted him to
escape, for had he been present when
the conspiracy bore fruit, he, too. must
have been of the garnered.
i Tarzan showed not the bllghtest
surprise or Interest in the discover.
Inherent In him was a calloused fa
miliarity with violent death. The re
nnementa of his recent civilization, ex
punged by the force of the sad ca
'lamity which had befallen him, left
only tho primitive sensibilities which
his childhood's training had Imprinted
indelibly upon tho fabric of his mind
The training of Kala, tho examples
and precepts of Kerchak. of Tublat
land of Terkoz, now formed the basis
'of his every thought and action. He
retained a mechanical knowledge of
French and English speech. Werper
had spoken to him In Fiench, and Tar-
zan had replied in the same tongu
without conscious realization that he
'had departed from the anthropoldal
'speech in which he had addressed La.
jHad Werper used English, the result
Iwould have been the bame.
J Again that night, as the two sat be
Jfore their camp-fire, Tarran played
,with his shining baubles. Werper ask-
Jed htm what they were and where
'he had found them. The ape-man re
,plled that they were gay-colored stones
itrlth which he purposed fashioning
,a necklace, and that ho had found
. them far beneath the sacrificial court
of tho temple of the Flaming God.
J Werper was relieved to find that Tar
'zn had no conception of the value of
the gems. This would make it easier
'for the Belgian to obtain possession
of them. Possibly the man would give
'them to him for the asking. Werper
reached out his hand toward tho lit
"" tlo pile thai Tarzan had arranged
upon a piece of flat wood before him.
"Let me see them," said the Bel
. glan.
Tarzan placed a large palm over bis
treasure. He bared his fighting fangs
'and growled. Werper withdrew his
hand 'more quickly than ho had ad
vanced It. Tarzan resumed his play
ing with the gems and his convcrsa
tlon with Werper as though nothing
unusual had occurred. Ho had but
'exhibited tho beast's Jealous protective
Instinct fori a possession. When he
killed, he sharpd tho meat with Wer--per;
but had Werper ever, by accl-
'Jnt. laid a hand upon Tarzan's share,
,ha would have aroused the same sav-
'aro warning.
,' From that occurence dated the be-
i ginning of a great fear in tho breast
4of the Belgian for his savago com -
pinion. He had never understood the
transformation tflathad been wrought
in Tarzan by the blow upon his head
uther than to attribute it to a form
ot amnesia. That Tarzan had once
Van tn truth 3 Rnvnfrft lirnf-l heat
"" "
Werper had not known; and so, ot
course, he could not guess that the
man had reverted to the state in
which bis childhood had been spent.
Now Werper saw in the Englishman
a dangerous maniac, whom the slight
eat untoward accident might turn
upon him with rending fangs.
Not for a moment did Werper at
tempt to delude himself Into the be
lief that he could defend himself suc
cessfully against an attack by the
ape-man. His one hope lay in eluding
hint and making for the far-distant
I
camp of Achmet'Zek as rapidly as he
i could; but armed only with the sacri
ficial knife, "Werper shrank from at
tempting the journey through the
jungle. 'Tarzan constituted a protec
tion that was by no means despicable,
,even in the face of the larger carnl
yora, as Werper had reason to ac
knowledge from the evidence he had
' v , witnessed In the Oparlan temple.
',, Moreover, Werper had his covetous
i' Will BCt uyujl LlitT JMU.ll Ui 6VJ.O, miu
"ihe was torn between the various
r .motions of avarice and fear. But
. ff avarice it was that burned most
., S.-jrtrotujly In ila breast, to Jhe end that
tc ii dared the dangers and suffered the
i' terrors of constant association with
Ef him he thought a madman rather than
A . arivo ud the hope of obtaining posses-
V vkm of the fortune which the-jcontents
atf the. little pouch represented.
f .'Aehmet Zek ahould know nothing of
jjrwie-they ,would be for Werper
aioBe, and so soon as he could, enconv
pauw his design, he would' reach tne
MM it and take paesAge for America,
r)Mrre he could conceal himself be
lt the veil of a new identity and
i Umome measure, the' fruIU of
By EDGAR RICE BURROUGHS
did Lieutenant Albert Werper, living
in anticipation tho luxurious life of
the Idle rich. Ho oven found himself
.vft.wiuiio umi iuvitcu, wna nu uv
,.i.. , .. . , ...
vnrn 'J T, TT'l ? "
World was a city that might compare
iui ins oeioveu urusscls.
it was upon tho third day of their
pi ogress from Opar that the keen cars cnmo tho hour when Tarzan and the
of Tarzan caught tho sound or men ueleinn. following tho trail of the war
behind them. Werper heard nothing ,.lorSi topped tho last Use, and saw
bovo the humming of the Jungle In-
sects and tho chattering life of thr. les.
I -
ser monkeva .inl tim i.iiu
--- v
--.. ...M u..u.
esau silence Is en.ng Z senX !
Xn. . .?m,m. lli,te"1,nS h" "'
nostrils dilating as he assayed each I
t.-.. .1 . n ... ..
. . .
Mll,s ieze. men ue witnurew
"'"per Into tho concealment of thick
" 'teu
iiesentiy, along
""M" trail that crper nnd T.irzan
"a. wen rol owing, there came In sight
a "luek warr.or, alert and watch-
fu'-
'' "e'e file behind him there fol-
lowed' 01,e nftcr "nothor. nearly fifty
otiicrs. each burdened with two dull. I
-.. 'b- ....-....-., u,JUI. ..., uuck.
..cii'-i "mb'- iwc puny lnimeaia-
ately as that which had accompanied
jarzan on ins journey to Opar. He
glunced at tho ape-man; but In the ,
savage, watchful eye ho saw no lecog-1
nltlnn nf llixinll an.l tlm. ntl,r l,i '
-- - .w...
Wazlri. .
When all liuj passed Tarz.ni rose '
and emers J from concealment. He
Werper rearlicu out his linml toward
looked down the trail in the direction !
the party had gone. Then he turned
, to Werper. ;
"We will follow and slay them, he
said.
"Why?" asked the Belgian.
"They aie black," explained Tarzan.
' "it was a black who killed ICaU. They
are tho enemies of the manganls."
' Werper did not relish tho idea of en-
, gaging in a battlo with Uusull and his
! flerco fighting men. And, again, he
had weicomed tho sight of them re-
... . .. ...
i turning towaru me ureystoKe Dunga-
BBaV Ttfgr ' TT fc J T L ' J Jrl I fi " ' Pli!r'T 1 SBBBBBaWiaCHaBWaBv 4ar 'LaaBUVHafr BTaQaai JaHEeBBaBBBBHBaBBBYflaBBaEVaBBBH I
low, for he had begun to havo doubts j hastened on toward It, talking excited
as to his ability to retrace his steps to ' iV among themselves in animated
I the Wazlrl country. Tarzan, he knew,
had not the remotest Idea of whither
! they were going. By keeping at a safe
I distance behind the laden warriors
I they would have no difficulty in fol
' lowing them home. Once at the bunga
I low Werper knew the way to the camp
of Achmet Zek.
There was still another reason why
he did not wish to Interfere with the
Wazlri they were bearing tho great
burden of treasure In the direction he
wished it borne. The further they took
It the less the distance that he and
Achmet Zek would have to transport
It.
He argued with the ape-man, there-
SOMEBODY'S STENOGRAPHER Miss O'Flage
-I hear the vf?e Gome, cj iJ iiucr,,-- v. . - s f ( I Know nDEAr?ie, f1 Do UNOeRSfAMD V.'Vnr 'tki auss we I r Tl .
To TURM AU THE Bl?EWE(?lES WHE(?E 10, C AAA . BUT X GoT A SWELL THAT TUlS BREWCRr Will WEED L0T6 of' EXCUSE ME ' S
lnTo cold STofrAQs plamts L 1,.? Tlp on AM HOWEST J -lfolli "5 iiw6e ,Ti L HElJ? we w.ll. M X WtOULDAl'T h TJ'Cler
""? 1 - -n-ia-riiTiHT' i work!IJAINT -r-Q hEAV,EM j0B so r LlNe ANtuMYvMuT Keep ovun TtiM -mrl Wpi im nllC.H f VpFOLlaw
ri ! TfwlcT J LUKCH TIME YeXl TliGoloOK IT ll Pi A LAbV UMDER5TUDV? Tmoup CrtKTKeAfi 1) 'B X-' '
W .ewufropdoB5! Iwt, r- . OVZ.Q ' I i Liu. (fz, r 1 ll ,. to,, -. r' -9 ?
-MS ''- " i . -' ' rj -V . c " D " 'a! !i ' JTi In,, "l t J '
I fore, against tho latter's deslro to ex-
' terminate tho blacks, und nt last lie
(prevailed upon Tarzan to follow them
in peace, suyuiK iiiui no was sui t: uic;
i . . i
ttouM ,end thrm Ut f lh frCSt '
a Hch coutry, teeming with game.
it was
many marches from Opar
t0 ., VazirI country; but nt
las-'
,., ' ,,,., .!, l.rnM.1 Wnli 1 nlaln. .
.,.. .,..., ... ...., ,i, .ii.mni.
the winding river, nd the distant
fnrivaf In thn tiorth nllrl west.
me VlllUtilK llVl, rnu mv. ..." -
1.1IO ? JllV4.lt, .... ,-.. ...v. ..
.
nrnftiq in inn or m nun vesi.
, A m;'e W t"10" ahCml ", "'T. l"
line of warriors was creeping llko a
Pinn, ratemlllar through tho tail
'
Brat,,cs of tho plain. Heond, grass.
lng herti3 of r.ebra, hartebecst and topi
dotted the level landscape, while closw:
to the river a bull buffalo, his head
und shoulders protruding from the , lhcm ,vUh a sestmc.
recd, watched tho advancing blacks ..T1,lg ls .no tme fol. llh(,,ess 0ises
for a moment, only to turn at lastof tho niouth," he said. "The Great
and disappear Into the t-afety or ins ' Bttuna has taught us that It is acts by
dank und gloomy retreat. I wlllch things arc dune, not words. Let
Tarzan looked out aciuss the Mmll-1
,ar Msia wan no wintest gieam otia
recognition in Ills eyes. He saw tno
gamo animals, nnd his mouth watered;
but he did not look in the direction of
his bungalow.
Werper. however, did. A puzzled ex- ,
,,..! o.,,i m, tinir-t,,., v
,. v ..w.t v........u ..... .rw.n.u.. ., v.w-
Ho shaded them with his palms and
eazed long and rarnostlj toward tho
spot where tho bungalow had btood.
the little pile that Tarzun hail arranged
liira
He could not credit the testimony ot
his eyes. There- was no bungalow I
no barns-rno outhouses. The corrals,
tno nay-staclts all were gone.
What could It mean?
And then slowly there filtered into,
vv crper s consciousness an c.piana- ,
iion ui mu iiu.vuu niut nau uecii
wrought in that peaceful valley since
last his eyes had rested upon It
Achmct Zck had been tllercl
Eusull and his warriors had noted
i tho devastation the moment they had
i . ,... .... . . .. . .
come in sigiu ot me iarm. .vow tuey
speculation upon the cause and mean
ing of the catastrophe.
When at last they crossed the tram
pled garden and stood before the
charred ruins of their master's bunga
low, their greatest fears became con
victions in tho light of tho evidence
about them.
Remnants of human dead, half de
voured by prowling hyenas and others
of the carnlvora which Infested the
region, lay rotting upon the ground,
and among tho corpses remained suffi
cient remnants of their clothing and
ornaments to make clear to Busull the
frightful story of the disaster that had
befallen his master's house.
t7
"Tho Arabs," ho said, as his men
clustered about hltn.
Thfl Wazlrl d about , mut0
- -..-.. i .-.. t,'.m.ii.1iaw
,aEy ror several minutes. rveryw..ere
'' encountered only further evidence
of ,., ,.... .. ,.. .
. .,, , nrwi
i, . , , ....I ,.i,. i,i I
"""""" uuaeiii;o iinu nun ia; ""
Property.
"What did the, with 'Lady'?" a,ked ,
"C tho blacks. '
Thov Imrl r.Hv ..hIIp.1 I.adv CSrey
- .- --
-- .... -
.,, .i,
i,iv tun.-!.
"Th8 "" "'"' WOl"d ,'aVet'!
w,Ul them," said llu.ull. "Our women i
,i i,i.
A giant black raised his spear above
his iiC:l(1 ani Bnvc volco to a savage
mv nf rni nml Imtf. The others fob
lowed hls exatnne. Uusull silenced i
us Eay.e 0U. b,.cath we shall need It i
to follow u) iM Arnb, aml saJ.
,1lon, If T ,,,,.. ,, ,. .,, nvo.
tho Brcatei- the need of haste, and war- '
rio..B canllo, ...avpl fat ,,on cmntv I
'uif"s "
' ,,"',,, , ., ,
! rom the shelter of the iceds alone ,
the blacks. They saw them -dig a trench
with their knives and fingers. They
upon a piece T Hat wood before
saw them lay their yellow burdens in
it and scoop t)l0 overturned earth back
over the topg of t0 ingota
Tarzan seemed littlo
. .
inrnroslarl
, after Werper had assured' him
that wIlIch thel. burie(1 wag not
t0 cat; but m.,.ner was ln(enseI
(. ted. n wnu i hro H,... n,.i. i..j
"- "lui-ii iiuu
he had his own followers with him
iimt ii mii-iii ini.-o o... .,.. '
as ,oon al the blacta ft. r Z kttM&Wgt " ? S$? blottefmeasuTlnl:
was sure that they would leavo , wXe 8 IS iSt f lSY.'SSrSSES
sceno of desolation and death as soon the country where she has been con- Was printed in bluo crayon:
as "osslble' ' ' 'ArneVf'Vnriength that OWX A BUCK QF MOTHER 1JABT1I
The treasure buried, the blacks ro.'the flying man made after he received ! Qu new BUbdivlslon at
moved themselves a short distance up , &'t ffitYh. gS'.fSiflnV.'. 1 fff. & bTuT.'of' th.
wind from tho fetid corpses, wliern months that followed he made many and . c0Qntrythe conveniences of the city,
thpv mada camn th-,t th ... . u u,erei each time he brought Paul something, come and see at our expense.,
thej made camp that they might rest i until the little chap had accumulated a ,,!;?. on the every Sun-'
UArA DAlltnn n..t I.. ,. - .. i "., .. An1lai.llnn Mf tftVH that. Mni-eil .Utet U3 Wll
uciwiu ovuiiib wuv m UUIBU1L Oi thA
. . OI lne
Arabs.
It waa already dusk. Werper and
Tarzan sat devouring some pieces of
meat they had brought from their last
camp. The Belgian vvns occupied with
his plans for tho Immediate future.
Ho wa3 positive that the Wazlrl would
pursue Achmet Zek, for ho knew
re nough of savage warfare, and of tho
characteristics of the Arabs and their
degraded followers, to guess that they
had carried the Wazlrl woman off Into
slavery.
TIiIb alone would assuro lmmediato
Knows How to Pick a Job
I pursuit by so warlike a people as tho
I Wazlrl.
I Worpor felt tlmt ho should nnd the
means and opportunity to push on
ahead that lio might warn Achmct
I Zek of tho coming of Busull, and also
of tho location of the burled treasurp.
I What tho Arab would now do with
1 Lady Greystoke, In view of tho mental
ullllcllon of her husband, Werper
I neither know nor cared. It was
- . i
nnouirh tlmt ,hn trnlilrn treasure burled
totngoUm
..,,' i'...!?... Tf .,..
.. . ......... i.
. .. , ,. ,
to the avaricious mind 01 tno Jvruu, , -
and If Werper could persuade tho K,and tho rclndcc'-crowded around tho
raider to share even a 'portion of It'uSSSffi'ltf
with him, ho wolild bo well sat IsHea.
But by far tho most Important con-
nt least, was tho
siucration, to werper ni icuhi, "" "
.... ... ... ... .
Incalculably valuable treasure In tho j
leathern pouch at Tar.an's side,
, , poss(,ssion of
... . ?UIU UU? ." "',.,. '
innn nit in i' va nun n rrpiNiiiu jii inu
tniu ' n niiiTT ha wniiiu:
(CONTINUED TOMOItnOW)
THE DAILY NOVELETTE
"PAUL"S ADVENTURE"
liy llnltie V. Mohr
T ,TTi,ij Paul 11BCd four, was
much '
lj disgusted with the rulta for the aft
r tw. wnr "Vnt tn dine co
out of tho yard, or get all mussed up." (
But lie did go out of the yard, and
lle al3 BOt terribly mussed, and gome
one was provoked about it at the time.
Kor tl,c IlrM flvr minutes, which is a
followed Instructions.
Then looking up to locate the source
of a loud humming noise, he spied an
airplane circling aboe the arsenal, two
blocks down tho boulevard. In less
lime than It takes to tell It Paul was
violating a vorv old lule, "Xever go
on the boulevard," a new one, "Don't
go out or the vard," and, If running
In the tar and gravel as fast, as his
short legs would carry him would muss
him up, ho was In a fair way to violate
a third
lie had coveicd one block when the
noise bicamo so loud tnat ho looked
up. The plane that before had beemed
so small ai it circled high In the air was
now headed directly at lihn and was a
roaring, snorting monster. ,
With good cense, far ill excess of his
ears, he dropped down and rolled over
the dirty tarred road to the grassy bide,
whilo the plane, passing over him,
landed, with many bumps, fifty feet be
j ond.
The aviator, who a moment before had
been fighting for his life in a crazy ma
chine that, without any warning, had
gone out of control, quickly unstrapped
himself and ran back, lie was white as
tho wings of hi3 gas biid as he picked
up a crying baby.
A terribly frightened voung woman,
w ho a little later forced her way through
the crowd, found a. greasy lieutenant of
nvlntlnn lilii-irtnn- n nillaav linv n-hlln I.'"""! -" "". vuin .w .ai..
a trembling volco lie repeated, "Thank I
goodness." Hardly able to bpeak with
excitement, he bald, addressing her, "I
am suie he lbn't butt; hut I don't want I
to ever go through the like again." I
"Let us hope not. she answeied as
she took tin chief ause or his nervous- '
ness In her arms.
The crowd had by this time grown bo
large, belrg augmented by a number of
soldiers from the arsenal, that she
I btarted to go
"Walt, please." he bpoke. "Can't '1
(have the little chap's address? I'd like
I to bend him something."
I "Oh," she answered. "e live in the
little red bungalow on the- left. Paul
i can toll you his own name."
"What is 11, Paul?" asked the man.
"Paul," answered Paul, and then he
was hurried away to be scrubbed,
dressed again and scolded, for "If you
had stayed in vour own yard it wouldn't
havo happened."
Paul's defense was "I gucs3 lie tlidn t
I know how to run it very well, anyway."
.i7 ,... ....ii.l ,?,. t,p tlmt w-onlrt I
During the following ween i-aui con
i listened with tales of what he expected i
UUU.111.V " ;" ..": i . 'r3
to receive from the aviator. He was l
even hcaxd on ono occasion to confide ' , mid ro huva on merit rather than tlslnn ropy,
Vr.'onn Si br tJM
llia' . ,.n n nih oc thalMUtm'iTt?" - land tno prot
.. Ww- -. --,,- - .-r-
I so we can go wav up as nign . "
I
uut later a.iei -'"', --..'.
Government hospital telluiB I aui tnat
I rJ.rhivsL
"ViUVon 7i had another accident.
..r. .nn either liin .TtlBa or mamma
would have to bring him there because,
., nunn ran'i walk with a bioken leg.
The following Sunday a tall man, a
strikingly pretty woman and a talkative
bo" "vho tightly clutched a bouquet or
flowers so big that he had difficulty in
handling It. called on the In ured lieu
tenant. Of course, among other things,
the accident was discussed, at whicu
time raul assured them that ho wasn't
scared at all. "Well, I was scared," said
scared at all
.1... nHlnan r
, ih. nfflcer. and looKing ai mo muj , i
' - ., ...nn bmpa.1 " i
guess your mother was scared.
" J .... i ,1... ...A.n lit,, i
The
"l iiunu. Bi" "..- ""' :."- "5
i00i-ecl from the man to tne woman ana
chuckled at their embarrassment, "that
it is time that you folks were properly
VVUI1UC41W4 wutnw.. -.,- o
aU the way from a duck that quacked to
n. miniaiure airiiiiim:.
tile nnrents Dredlcted that the lieu
tenant would spoil him.. Later events
proved that they were mistaken. Bui
let Paul tell this part of the story in
his own words, as he told it to his
mother in the kitchen. "The lieutenant
Jls took a box out of his pocket, and
I thought It was sumpen for me, but
he Rived It to Aunt Mamie and silt
opened it. But I don't care, for it was
only a ring. But I guees she liked It,
for she said, 'How beautiful, dear,' and
then I corned out." After a pause he
continued. "But then he ought to give
her something 'cause she took htm lots ot
jam out of the cellar when his leg waa
broke."
Tomorrow'a
Crossed Wires.
Complete Novelette
that i man laughed and the woman blushed as .-i dont ltnow when I'vo met so in-
,, Paul blurted out. "I guess my mother l .eres,lnB a manl" he finally said,
good 1 .,. "., vet. ftecause she don't'know lereH',n?..r . . ' . . ..t.i. ,.
CX-. about "iC 'cause he's away her own self." ' ,. -W. , .m.n cntv of
(Santa Claus, bust ceding hungry
children of the war lands, forgets Ms
usual job, of taking around Christmas
toys. Peggy and Hilly Ilelgium help
his reindeer to find him and call him
home.)
CHAPTER IV
Santa Clans Comes Home
Ai BILLY BELGIUM'S shriek. Peecv
seemed to grow nnd grow, until they be-1
"m a great tunnel. And right up
f!roU8h.t,110 tunnel came Santa Claus fly.
in. ... -rr-;"
"Whlr-r-r-r 1" roared
---o v.. mn mriiiuiiv.
-irii.. ,,, . .. .
making such a tSSnCno' TZi
Jw. Billy and the 'reindeer Jumped
back In a hurry. A great cat nf wind
..... ........ . . . t . -
" irom me tunnel, ana out sped the
t inane, coming to a Halt right In from
of them.
Santa Claus, his smile Jollier than
over, stepped from tho machine.
"Hello I Hello, everybody I" he shouted
In a big Voice that filled the whole
palace. "tUWo, Prancer, Dancer, Dasher,
Vixen, Cupid, Comet, Thunder ana
Lightning I Hello, all you Toys."
"Hello," bellowed tho reindeer,
"Ho! Ho! Hello, Santa Claus I-
roared the Jacks-In-the-Boxes, popping
.,. uu ctij uiiuu. nunun i iiurrau
for Santa Claus '." cried lines of soldiers
mnrehlna- n,n n fi, ,,i,iv.. ...i. i
blowing and drums boating. "Dear, dear
""t."1"3' ?"r,'e,u,,.e uous
Santa Claus's twinkling eves sweet
around until they lested upon Peggy
and Billy Belgium. Instantly he strode
forward and grasped each by a hand.
"Why. tills Is a surprise," shouted
Saitta C'lauif "How do you do, Peggy!
Hello. Hilly Belgium, I'm glad to see
you I"
"Oh, vou know us!", cried Peggy In
delight.
"To be sure I know you," laughed
Business
A Story
Mr, WlUclicail Kill mistier tor business
Questions on buut"0. selling, advertising and
luiplo&nent. Ask yoitr tiucstiom clearly and
give alt the fa Is. Your correct name and
full addrcus must be given to all .inquiries
Those v hich arc anonymous must he ignored.
AnsKci.i to technical attest ion will bo sent
ru tnail. Other Questions will be answered
in this column. The most interesting jrob
Jans of inquiries will bt trovrn into the
story of Pcfr I'llnt,
CCLXX1V
Nc
man that called on me yesterday.
He was a howling swell and no mis
take; lie wore one of those black fuzzy
wuzzy hats, a fur-collared overcoat,
patent-leather shoes and wash-leather
gloves.
When lie camo Into the office he tossed
a leather case on the table and said In
a dignified way, "Mr. Flint, I. presume?"
After I had nodded be said, "In your
ll..'..l T.. TCI,.. t'.'A nrtn.n In f n 1 1.'
business with you.
Usually I tell oft balesmen pretty
quick, but this guy was so Impressive
that I was e. bit' awed,
e irippad oft hl, B,ove3 wlh one
,., .V,' T ., !, t,.., ,-, i
Pul1', 3U ''Uo ,J ,saw Jo,hn1 Drew d '."
a play last winter, and drew a chair
over to my aesi and sat clown.
Mr. Flint, I'm told that you have an
enviable record as a salesman. I envy
you, for I'vo never been able to -exercise
those One' points of selling,, which jou
masters of the art are so adept in. I
can merely tell a simple story and leave
my friends to decide for themselves
but then I never call on people until I
krow that they are of sufficiently high
mental caliber to decide for themselves
without the aid of a salesman's ca
joleries." "Dnn'l -nn tlitnlr. M,-. "
...... .. ... ,i-.i ,., u -
uoairey, e suppueu ;:is mime. ,
'
Don't you think, Mr. Godfrey, that i
-no inloiminnnliln means iust telllnir
- ---, --
,.,,, Ktrn- In such a way that the nros- ,
cct rcaizes the value to him of the of-
,.. ., i
'"" . ,
Godfrey thought for a, minute,
mapped n.s ieB ..u a.u. ., ..
lannA.i ht.q lee and SI
. .eiicve VOU're richt J'es, you are! I
! "!! ir you aon'1
l "")"'' '"' .i.'" ,. .;
mind tnai e renwruuum
jjp ))UUcd out a little notebook and
wrote on It for a minute, then lie aslted
in puzzled tones: "Where did OU, who
are to young, learn so much about scli
mg? And, If I may say so, of the
ph'losophy of life?"
Before I realized It I was telling him
some of my experiences, to which he
listened attentively for about ten
minutes now and then making notes
of things I eaid.
''..":.. ,.., i. i, m
people 10 your i i.-vf'c "
c(,me because they want to own a slice
f ,,!,,- Aarth."
. Jnv
, ",,
FH.NT REAl.Tr COM
fPANY i,..
"There, Mr. Flint! Just fill in the
namo of your land, tho train time and
you have the Idea complete. Just let
your clever young man, here" (Able
gr'nnVd at this) "deliver these at every
office In this vicinity. How superior
this Is to newspaper advertising," he
went on, "for newspaper advertising
brings you scattered customers, while
my plan bunches your customers In a
small area, thus malting It so much
easier to collect from them every;
month."
Of course, I had to dq some adver
tising, and his plan struck mo as good,
so I asked him the price.
Copyright. 19IS, by Public Ledger
DREAMLAND ADVENTURES
' By DADDY
When Santa Clans Was Lost
'fjAD IU3 GOOD
:IL0Rnt in ( . k CHIIDREN
?jy C'.yx K r
i yT- 'Jf , " -J'i
JHjvraz
1 vfsLslw.
1 1 mj i' Tn.11
TlF,
"Oh, you know its!" cried Peggy
in delight
Santa Claus. "Haven't I your record
right here?" Willi that he pulled out
one of the drawers In his filing cabinet.
With a little thrill of pleasure Peggy
noticed that It was from the section
marked GOOD (CHILDREN. "Hero you
are, Peggy, aged 10. Kind of heart,
fond of a Joke, a bit bossy, but a good
sport. Likes school sometimes but
likes play better. It makes her happy
to mako others happy."
"Oh, thank you." cried Peggy.
"Thank yourself," chuckled Santa
Claus. "It's your own record. Here's
Billy Belgium's card. As good as most
boys, which Isn't saying much. Noisy,
forgets sometimes to wlpo his feet before
coming Into the house, and likes to play
tricks on other folks. But he Is a good
worker, generous, never does mean
things, and Is always kindly to human?,
animals and birds. He ls a real boy."
"Thank your, sir," said Billy Belgium,
Career of Peter Flint
of Salesmanship by Harold Whitehead
(Copyright.)
blotters." Here he brought o"- a dozen
or moro plain blotters in various colors,
"of which these are,- I think, the best.
Which color do vou prefer?" .
tvmcu color uo . uu i
After looking them over, I decided on
a pale green. His wording -struck mo
as good, so I agreed to use his Idea. ,
"And the nuantity?"
And the nuantitj .
I told him 2000, which would cost
me J20. , ,
"Thank you very much, Mr. Flint, for
your courtesy to me and also, for these i
good selling ideas you gave me.
T told Francis about it last night, and
added. "He's a good salesman for a
novice." .... ,
".Vot 'for,' but 'to,'" paid l-rancls.
with a grin.
I wonder If
TODAY'S nUSl-KSS KP10HA3J ,
As ice think, so we are.
What does this mean to YOU?
Business Questions Answered
As I have accepted R position In the ad -vartlslnc
and 'selling- field, 1 vould sppre-'
rtato vour valued advice on aeveral auea
tlons of General merest tn this line of work.
rirat. How -can one beat obtain an .in
terview when the prospect plcada. ,i' too,
PSerond."Yh;:r lnterVtev?Ml"rah'iel. how Is.
tho sales Dst cuncneui iu .. ;-
motive of the prospect or by an appeal to
his lnteiest in ms wont anu uivu.io v. --
Vit,, nv. h. .,lnl ahftilM the social
element' (1. e. dinners, coif, etc.) Ire Intro-
ducul into the canvass or In the association
oi customer ami niti, i-umin . irioe. "inn ere bllnUlllir iolnt'a rnw-'
uc'sT'll' lilt-VS'ta nu!fe'lonfeni;,n0Uc?'t0oV I "Look here, my ma", -"SafS f h " offlci.
product at a lime or to Blve eeneral public- after due examination, which proved th.
Ily to Iba complete line? Tho products refer- complaint to 1)0 justified. "Du you
., ... .... nu , ,hA Bfin.u-lnrM nnd WOUIu'UO
n-u iw ,c i .- .. -- - - .,.,, ,IP
.ni.i trt fh snmn croup fit purchasers. io ue
more definite, all of the manufactured prod-
ucts of the advertiser would, bo or m"si
I, .v. reH,isrs ot piioioerapnic nnsum"i
T.i.. t.-i,,,. r .n,nHi in ronv aro corn-
mon. In metaphorical headlines for nder-,
y, nesujc!. Hium uns i-.iu -fc , ji '
l.n.il.f ttn eirltro nhnW nr Indl-
'..-..... tkA tnvf thaf fnllnWS. I
c ,..... ........ --- - -.....- T
tinrt tho product inai is upiiik itiniuir...
realize this eiuestlon Is rather vagu-. so
;'--.... -., "h"n .hit T. realty,
even imer ina nr. .",'-. .V ', "1
covered bv the advert la ma iiiusi
... .. .i-i in...i.ntinna9 i
vnrpil nv lne Hneriiiiiiii iiiiniiunui...
Sixth. Have nn statistics lieen pompllert
allowing thx relative -pulling" rower or,
say. a full pace adertlsement as fotn
nared with n half paee In some mMlum?
Does the first produce, etncrally. morn or
leas than twice the results? What Is vour
opinion on this? M. C. " .
First. Trv something liko this: "I'm
glad you're busy, Mr. , for my propo
sition Is one for busy people. I'll be vciy
brief, for I value your time too much to
waste It. Having been good enough to
give me this minute, glvo me a few more
now while wo are together " (then go
right ahead with your story).
Second. The sale ls clinched when you
have convinced the prospect that what
'nu art nfferlnE will bo of benefit to him.
Apply the use of your article to his i
Third Not all (as a general rule) "X 'onder if he will tell us his ex
until business ls finished. . perlences? said another man. 4
Fourth. Both have their advocates. Per- ' JL1'0. "' Jejf, .m?r,t , "1C"
sonally. I believe in playing up ono ar- , tu!.7 wonder r t t,Jfimi,e'1 an'!ab, y:
tlclo strongiyianu letting tne otners trail
along with it, as it wore, by having
slight mention In the advertising.
vtrtt, TIia licnrlltriA nhnillil hn klietl na
will appeal to those people who would
n.iTiirnv lie uiLcresieu in ine uuveiLiseu
ErnnriR.
A falsely arousea interest wont
heln to sell eoods and so-called "catchy
headlines have a dubious value. For
instance, to say "An alligator snap
ped a man's head off" and then go on
to a talk of "snapping" your friends'
heads with a camera seemed to me an
incorrect method. The success of an
"ad" Is. not In the number of people who
read It, but the number of probable
users who read It. j
periodical, product and season. You
Sixth, no; it vanes accoiaing to me
should certainly get in touch with sonio
good advertising agency. Its help would
prove most valuable to you.
Fterhapn sou would be kind enoush to
answer the following:
I am more Interested than ever In your
"Peter Flint" storV and also your answera
to business questions. N
Doea the "guarantee" on the label nf a
manufactured article Insure anything- more
than the refund of the purchase prion ot
said article? Just what Is the raids ot such
a "guarantee" from the purchaser'a atand.
point?
Hupposa a person were selling a house
hold device for repairing anything much used
about tho house, as, for instance, yots and
By HAYWARD
Co.
who had inado rather a wry face at the
first part of tho card. i
"And now why did you call mo home"
when I was having so much fun feeding
thoHo hungry kiddles?" roared Santa
Claus.
' "Christmas Hvo Is tomorrow, sir. and
you hayen't prepared for It," crloa
x'rancer. "y5p
"Ho, hoi 'So It Is. I'vo been so busy t
looKing aiter soldier Doys and keeping
war land babies nnd youngsters from
stnrvlng I haven't had a mtnuto to think
of toys," laughed Santa Claus. "But ot
course tho children of America havo got
to have their gifts. They've dono their
shn.ro in winning th4 war nnd bringing
peace on earth by saving food, buying
War Savings Stamps and nil that They
1 deservo tho merriest kind of a Christ-"
' mas."
Haying this Santa Claus looked around
at his nearly empty shelves and wrinkled
up his nose In a perplexed frown. "I
haven't nearly enough toys to go,
around,"
"TItim t TT,it t" .tiUBA.I Qantn liw
stroking' his long whiskers. "Seems , to 'i-A
mo there ought to be moro toys than this
in the world."
With that ho turned to his All-Seeing
glasses and pressed the button. Instantly
there appeared tho vision of thousands,
yes, millions of toys passing In review
some In stores, some In closets', some m
attics.
"There they are," shouted Santa Claus
triumphantly. "I know there were plenty
of toys In America. The only thing we
have to do Is to get these toys to the
fight children on Christmas Day. Ho,
ho, what fun ! That's a Job I'll leave to
you, Peggy and Billy, for, see, my hun
gry kiddles aro already calling mo back."
In tho All-secjng glasses was a vision
of thin, childish hands held out appeal
ingly to Santa Caus.
(Tomorrow tclI lir told how Peggy
and Billy take up the big Job left to
them b:i Santo Clans.)
M d own anJ .
toreata of economy!
Thla Is only a hypothetical case, and I
?" C10' Be why It should not be etrlctly
I""'10 nPP'al to tho ouatomer-s patriotism.
but I am not altogether sure that it ls,
and therefore ask your opinion w. II. I...
It depends on the wording of the
guarantee. The word "guaranteed" by
, . lf , nothing. Unless it explicitly
states otherwise, most guarantees merelv
'Promise an exchange or refund in case
of dissatisfaction." The simplest kind
of .a guarantee Is "This article is guar-
,.....i4 iu (i juu ?iiiHiuiHiun. it noi,
your money will be cheerfully refunded."
?vow for your second question. T
seo nothing Illegal In your suggested
advertising, but I don't advise It. It
seems too extreme. Bo patriotic! lle
palr a tin pan ! This way of express
ing patriotism strikes me as silly.
I should advise something more con
servative. For instance:
These 'are days of economy, even In
little, things. The old kitchen utensils
that you threw away (n days gone by
Can bo mado to do economic service
When repaired with . ,
Do you bee the point?
A Story or Two
. , ,A,Supposition, aftu
Tho oiderly officer was on his UbUal
round. "Any complaints?" His volco
sounded above tho din 05 knives nnd
forks.
"Ves, sir!" answered a healthv look-
inK lepresentatlve of tho Tomniv Atkins
inu nun upiuin weuu trained on
law beef in order to swim the channel"
"Oh," said Tommy Atkins, "I thought
as ow we was goln' across In boats'"
Knew Them Dolji
'PT. . .. !... .
j uu juuiik uiairucior was lin rltntr n.
i dnsa on board of ono of hls'maJestv's
'ngnt but tmlnterested pupils were try.
Inrr In rinitin
ln.r tn
tachlc.
7. -
"Miat are tlio two principal units
a sentence?" ho asked an old salt i:.
pecting. of course, the answer, "Subject
and predicate."
After much meditation Jack flna'liy
plunged Into It,
.-lomary conunement and bread and
water.
"Ho Watched Out for a Drink"
The young Tommy' was leaning grace
fully across the counter In the bar of
the Cow and Caterpillar. '
Kvery now and then he -would give a
twitch to his left arm.
'ihell shock!" whispered a sympa-
menu uuaruci. - ruor lenow I
.- -- --,;, - ! ima
i"st watch go.
I
- The Flippant Answer
"They're always got a Illppant answer jjjH
jne speaker was ileprosentative King.
He was conducting a suffrageargument.
"Our opponents have always got a
flippant answer ready," he repeated.
"They're like tho waiter in the cafe
teria." i
" 'Walter,' said a patron, 'there's not
a single oyster in this oyster woup.'
" 'WHI.' said the waiter flippantly.
'what about it? You had cabinet, pud
i ding yesterday, but you didn't fljid'Dan-
lels or Mewty Baker In It, d(d you?'
Advising the Seat of War
Tlie maior was leaning over a desk Uj
his ofllce, when the odlce boy stepped up '
quietly and poked a note Into his hand.
The surprised oillcer opened in and read:
"Honored Sir: Your pants are ripped."
L'Envoi
When the time for parting comes, and a
the day Is on the wane, ' S J
And the silent evening darkens over hill (
and over plain, -T
And the earth holds no more sorrow, no
more grief, and no more palm '
Shall we weary for tho battle and the $
strife? . , T
When at last tho trail Is ending., and '"
the .stars are growing near, i
And wel breathe, the breath of conquest, i
and th voices that wo hear- j
Are the great companions' voices that t i$
liii.U imuuncu jo, uu jc4i, .
Shall we know an instant's grieving
as we pass?,
Shall we -pause- a fleeting moment ere
we grasp the eager hands.
Take one last long look of wonder at
tho dimming of tho lands,
Love the" earth one glowing moment ere
we pass from Its demands, i
Cull all beauty in its essence as n,
gaze? v
l....... V.n 1 1.....A.1 ..An.. .. . n m.
Or with not nna ItaclturnYri tlnnfrtn aliall T
we leap the last abyss. ' M
fearful on!y lest the bliss t
Of an earth-remembering Instant should - n
aeiay ine srenv suns kiss tM
Consuming us within the splendor ef'j ?5
.... . i -. ' .- ..
7,
M
-.uprotnaa twrenee-'ianti, m tin
tie 4 10 l fcU pitYOAM flK,
BTn'
-1 j-
rM-is
'ipl
- 1 .