r'V m x ' '-
-
EVENING PUBLIC LEDGEU PHILADELPHIA, MONDAY, MARCH 10, 1919
TF
&-
11BOTCHKAREVA TELLS OF THE REVOLUTION
DEMORALIZING SOLDIERS AT THE FRONT
Wo took them to regimental hcadriunr
tern, accompanied on tho wny by nu
morous ovations nml congratulations.
front wns unprepared for tlio erup
tion Mint wns to nhnko the world soon.
Tho front mnlntnlned Its tlerco hatred
Tho commander Inquired an to tho do-, for tho Hermann and could conceive of
greater vigilance than ever, now that
we were free citizens, to defend our
newly won liberty from the nttneks of
tho Kaldcr and his ulnves. would we
In
till
XT
', Russian Woman Fighter
Was Prisoner of the Gcr-
mans for Eight Hours
and Wins Medal for the
Manner of Her Escape
1 (CopvrtoM, JPJJ, 1)1 Frederick A. Stokes Co.)
(TM lory, told by Maria Ilotchkareva
mlt nnd tmnalatra and transcribed by Inane Don
Levlne, Is published by the Frederick A.
Riokrs Company under tho tltlo of
' "TasHlca.")
THIS STARTS THE STORY
In tho summer of 1917 Mnrla
Botchkarova startled the world by
" forming tho Battalion of Death, a
woman's fighting unit In th Bus-dan
. army, and right then a Husslnn
peasant girl marched Into tho Inter
national Hall of Fame, In the ear
lier Installments of this story alio
told qf tho hardships of her child
hood, tho brutalities of her married
Hie, and the determination to be
come a soldier, which wns realized '
rjy the special permission of the
Czar, In many battles she wins tho
respect of her comrades: when she
Is wounded they are grieved: when
sho returns from the hospital they
are Jubilant.
AND HERE IT CONTINUES
The commander had. In his order of
tho day, stated the fuct of my return
and promotion. He furnished mo nn
orderly to show me the way to tho ,
trenches. Again I was hailed by every-'
body as I emerged from the dugout
of the commander of tho company,
wno naa piacea me in cnarge of a pla
toon of seventy men, In this capacity
I was to keep an Inventory of tho
supplies and equipment of my men, for
which purpose I had a soldier perform
tho duties of a clerk.
Our positions were on tho bank of
tho Styr, which Is ery nar-w and
shallow In that hectlon. On tho oppo
cite bank were tho Herman tienches.
Several hundred feet from us was a
bridge across tho stream thav had been
left Intact by both sides. At our end
of It wo maintained a post while tho
enemy kept a similar watch at tho
opposite end. Our line, because of the
Irregularity of the rlver'H course, was
extremely zigzagged. The Germans
Were very
l$BSi&$$.i F:iiLir s " ;
.. nnl(
bbIk;:, HIb1bbIHH bbbbbbIk
lP,-IHaaHKHLHi-iiiA
, j-Hr-lllllllB.HaHa(aaaL-
, PS '
I IHIiHi2. :f .Liiiiiilrf
1 iraflVVlllllllllr7
Sets Example to Rccalci-
tails of the capture and had them re- no tlghteoiit nenre otherwlso than .defend our freedom? A multitude of
corded verbatim, Ho congratulated ( through tho efllelent organization of n throatn shouted In a chorus, that
ine, pressing my hand, and so did nil gigantic offensive against tho enemy, passed over No Man's Lnnd nnd rever
tho other olllcers. telling me that my In tho way of such nn offenslvo was bcrntid In the German trenches, "Yes,
name would llvo forever In tho annals tho treasonable government. Against we will!"
of tho Polotsk lteglment, 1 was rec- I this government were directed tho In- Would we swear allegiance to the
ommended for n gold proas of the first j dlgnatlon nnd suppressed dlnsatlsfar- provisional government which wanted
a I 1 . C ui'Kivi- " kivcu iwn uiiyn icavu iot ton or tlio rami unci I p. Hill FO oro, , i,ret),,re tn .ii-i.. tin, (Jermnns
trant Soldiers by Seizing recuperation Iti the village. . stable, m, deep-rooted wns the In- t 'f el'c nU8sa before wo rctwri?d
...,, ,-, . '" "'? "" "'"ll "" "" nijf cum- stituiion or Tsansm innt, nn uinr home to dlvldn th lnntf
Her Rifle and Going P.''"' Jl '- ' tho reserve. Strang M.cret contempt for the court, with 'rY" h, ," . ,, ,
"' ' things were occurring In our midst I n t,0 hidden hatred for the olllclnls I . Ue swearl' thundered thousands
Oitsif . 1 tn n Tie I'11 subdued volceH tho men repeated i nf .,,, government the nrmlett nt tho I .r men raising their right hands, und
Ver UlC lop tO a MS-, (1lirk rumors n)loul nasputlir death J ?rnt Z n"r "iw let Tw u con- I thoroughly nlarmlnB the enemy.
i.,.:,.. Ti..-f . I ,!r , ,u"" ,.i "" -." rouM nnd deliberate rising. I men came uruer io. l, signed by
itfiui i wot mm ine riiui i una v.eriiiuiiy w eru cum-
munlcated from mouth to mouth. The
spirit of Insubordination wns growing
mander. Tho general shook my hand tn the soldiers' midst It was still sup
warmly, remarking that ho had heard pressed at that time. Tho men were
many praiseworthy things of me. weary, terribly weary of tho war.
Our positions wcro now on a hill, "How long shall we continue this fight-
In the vicinity of Zelenayn Kolonla, lug?" nnd "What are we lighting for?"
1 tiA 1tAt4i.rTtnt Ui.iiIaI nl lnt.k ..... -A
Tim HEt'Ol.UriOS AT THE FRONT Bnldior BoWIc nnd olflcers were now
rnillJ first Mvnlkiw to warn us of equal, It declared.
X the approaching storm was n sol- tho Vrcc Russia were equal hence
dler from our company who hnd re-1 forth. There would be no more disci
turned from a leave of nbence at I" ne. i no nuuii imicers were ene- ,nnks. They agreed that tho defense
1'etrograil. i '"" "'. "' '--"i" nuum no r the country was tho most lmpor-
"Oh. my! If you but knew. boys, longer ra uueycu nnu Kept at llielr i tant task confronting us. But didn't
up duty at tho listening post H re
fused. "I will take no orders from a baba,"
ho snorted, "I can do as I please, "W
have freedom now."
I was painfully stunned. Why, thin
very samo soldier would have gone
through flro for me a week before.
And now ho was sneering nt me. It
seemed so incredible. It was over
whelming, "Ha, ha," he railed, "Tou can g
yourself"
Flushed with chagrin, I seized a rifle
and answered;
"Cnn 17 I will show you how a free
citizen ought to guard his freedom!"
And I climbed over tho top, and
made my way to the listening-post,
where I remained on duty for the full
two hours,
T Inll.n.l .. .1 1JI . .1 A.
All the eltlenH nf ., ,""" "' "'" suiuiern, appealing jo
...... .-. - ... iiuiiui f.iii, u,p,u.i,K uiab
tho revolution imposed greater re
sponsibility upon the man In the
while the enemy was at our feet In were on the llpi of everybody. It was "on. '"; " V"'" "ul ""p,w' , """' ."s Tlic conmo.i soldier would nnwl h .owImVP" i"i nK.V"- il ,l
tho vallev Tho trenches wo occunleil tho fourth winter nnd still thcro was what I' Bo'"K ' the rear ltevo. posts, int common soimcr would now the i evolution bring them nlso free-
had been Mn German hadi some time no end 11 i b ght lcr "na ""i1 ,ncro mtloti! K erywhere thev talk of over- rule the army. Let the rank nnd file I dom, with the Injunction to create,
cforo. n , . IL,,i,,n, I throwing tho Tsar. The capital Is elect their ; best men and Institute com- their own control of tlionrmy and the
before. our boys wero genuinely anxious to
It was late In January when I mado solve thp grent puzzle thnt the wur
nn expedition Into No Man's land nt had become to them. Hadn't It been
the head of a patrol of fifteen men proven again nntl nguln that the of-
We crawled along n ditch that was fleers at headquarters wero selling
foimcrly n German communication them to the enemy? Hadn't n nuiltl
nfl.imc with rcwdutlon." tnlttecs; let there bo company, regl-1 abolition of discipline? The men were
Thee words spread like wildfire mental, corps and army committees. i In a high state of enthusiasm, but
among the men. They gathered In We were dazzled
-nni mid illsciicd the possibilities brilliant phrases.
of the report. Would It mean pence? ns If Intoxicated.
by this shower of i L',?. n.. "s contrary to their ideas
The men went about " """" feeing inui i cuuiu not get
. Svr fn,.?.- tii !m '".".. "' Perform their duties, I
. . i i ..i .!, i ..,... .".: . ..... .""..' went to tne commander or tho com'
trench. It ran nlong a very exposed tudo or reports i cached them that the ' """'",;.,,' ,,, Vither Inure offen. I ni, m, L,,i.-. f t, , , i ' . Z . ""' ,,",1 ,,!,keJ ,0 ho released from
part of the field and tho utmost court wan pro-German' Hadn't thev ' l r "'' ' t ''' ' ' ""J "J?'' if-P o'-1 with tlve spirit of Jubilation - ore tlie the army and sent home,
caution was exercised by us. As wo heard of tho War Minister placed un- , "ls" 1,t'f",ro ll'c cnd nt ,,he1war.- V 1 1,0,B' Th t'prmans could not at first -i we no KOO(1 ,n stckn(T here an(i
camo nearer to the enemy's trench line der nrrest und charged with being n arguments, "f ro urse, took place In ( understand the cause of the celcbrn- (iu1iik nothing." r said. "If this ia
I thought I heard German conversa- traitor? Wasn't It clear, therefore, I whispers, behind tho backs or the om- , tinu. hen they learned it they ceased r. then I want to bo out of it. I
tlon. Leaving ten men behind, with thnt the government, the otllclal class, I ccrf- 1 he consensus or opinion seemed i firing. can't get my men to do anything."
Instructions to rush to our aid In case was with tho enemy? Then whv eon-! to bo. tlmt reolutlon meant prepnra- There were meetings, meetings and , "Hnvo you gone Insane. Yashka?"
of a fight, five of us crept forwaid tlnue Indellnltelv this carnage-' If the Wo" :or " Kp,lpr,u "tincic against tne meetings. Day nnd night tho regl- the commander nsked. "Why, if you,
nt a snail's pace nnd with perfect government was In nlllnnco with Ger- ' liermans to win n victory before the ment seemed to be In continuous ses who nre a peasant yourself, one of
noiselessness. The German voices many, what prevented It
The German voices man v. what prevented It from con
grew cleat er nnd clearer. eluding peaco? Wns it the deVIre to
Finally we beheld a German listen have millions more of them slnugh
Ing post. There were four of them, all tered?
heated with their backs toward us. We returned to our positions nnd
Their rifles wero scattered on the took up the heavy burden. It was not
ground while they warmed their hands long befoio an attack was organized
over a flro. Two of my men stretched against the German line. Our nrtll-
their hands out, reached tho rifles ,lery again uispiaeu nine eneouvenest
ugaln wo outlined out or the
conclusion of peace. slon, listening to speeches that dwelt ' them, beloved by all tho rank and file.
For several das tho nlr was charged almost exclusively on tho words of can't remain, then what 'should we
with electricity. Kvcrjbody felt that peaco and freedom. The men were olllcers do? It Is the obligation of the
earth-quaking events were taking hungry for beautiful phrases nnd service that we stny to tho last, till
place, and our hearts echoed the dls- , gloated over them. the men awake, I utn having my own
tant rumblings of tho raging tempest., All duty was abandoned In the first, ttoubles, Ynshka," he confided, In a
Theio was (.omethlng reticent about tew days. While the great upheaval , low voice. "1 can't have my way,
the looks nnd manners of the olllcers,' had affected mo profoundly, nnd the either. So you see, we nro nil In the
as If they kept Important news to ,,r-st la' or lwo shared completely I sump boat Wo have got to stick It
t ,.,!,. ,u : the ecstasy of the men. I awoke earlvlout."
llt.-mr-. it- j i - , - ... ... .. ,, .
Klnnlh tlio Joyous news arrived lo ,l sense ot respoiisiniiii. i gain-1 n was nuiiurrcni iu my iceungs, out
.iir.puliii, ths iWouk .noe ucatli pt. ripinucii tue iui!sui;i (ewnmn..,
the top and started for tho German
positions. The enemy com.mitider de
cided to retreat with his batch of pris
oners to the second lino rather than
defend the front trenches. It wns a
critical moment. As wo were lined up
tho "Hurrah" of our comrades reached
us. It stimulated us to u spontaneous
decision.
We threw ourselves. BOO strong, at
our captors, wrested many of their
rifles and bayonets and engaged in n
activo nt mliie-throwinir. i ferocious hund-to band combat. Just
However, tho mines traveled t-p slowly as our men rushed through tho torn
mat we couia tauo to cover before they wire entanglements into toe irencnes
ivu un uui hiuc, iy 1-umpa.ny occu-
attitude from above. In n sento, they
wero generated from below by a dumb
nnd yet potent undercurrent of rest
lessness. '
Wo wero rovlowed before returning
to the front lino by- General Vuluyev.
tho commander of the Fifth Corps. I
was presented to him by our com-
"'.': ''""L'. "."'. .. ".? """.'. ';.:.,.. .-i,n ti. .,mv .!,- ,if..;u : The commander gathered the entire Precl . Horn tne manifestoes, imd i remaineo. i.itlin oy lime tnings lm-
rtlly. Ah I was ctutloiisly goiiiR aftor wcro intact. U wan not tho Ih-at wave leiclment to ioiI to h the Kinriou-i ,
the thlnl rtlio two of tlic Germans. 'f iiuKhiaii oicuhtH inai nuu uoutcn t wn Ul l,K ll,il "'"llwl;'. lOKvinor
liavum apparently heard a noise, wcro, ItKClf in vain against tnat parapet or wun uif " wnur .mi. i
nml rnmnt'nil tltntii It ti i j n xoIku I nlwt 'lITultl W fl flllllllOd flllt
Intilnn nnnxntlnn .. t, utnm n u nt...ll.. i IrnilKllntl ft (Hi UVVPtlt !HrnUU Vll Mntl'fl '
un.nih tJj't luiiun, tin niun ir viut llll -"1114" ....,- ....... ., .. .(..
sneochos that what was demanded of pnned. Tlio aoldlerh committees be
us wur to hold tho lino with much Kan to function, but did not interfero
..-n.A . tl I. nf. .. ..., it.l . t.ltli Ilm mit-nlt nilllt iff t-tVinonn nf .
riil IIIU1V runi iiitiii ii'iutf. (lis 1 1 t uim "nn ii it- jiiihi; (iiiuHiij jmuocn ui uui
1 HO . --. l..m.. . - .... .. it.. Iln Tl,nn ,.f lln ..lllMnMn .!.. !..
.,, ,,i I, .,,,, ...HI TUn.Li Ul .u illicit; Pimniiuuiif hm nn in un m-. nw-v tu uu".t;ia ivnu jhmi
mlrclo had happei ed' rsarlsm, Which rft..nIll,mi? Ti. mv .iuntInno tl.n l.nnn disHk.Ml l.v thi mon nr whn hiul
Knldiert replied alllrmutlvcly. but had had records typical of Czarlstlc offl-
i.. iifiit nn ir" ittlll ti (nil tliniiiLfilcfiu fiffild Hlk.lttltntl Vti v itm trttTr1 1 1 Ihn
t, . .,, , , , . . ! tiu iiMt i VFi inn iu i in un il a vi V5 i inn ui"i'hhhu "ii hiv i.t wiuiviii
iTcedom, eiiu.illty and brotherhood' ,lWav from the magic circle of siH.ech-, Kven Coloiiel Stubendorf, the com
How sweet wero these words to our. ...m,,,. nml visions Ktlll AhijpA ll.ov mander of tlm reelment. wns ennn rm.
wasyv particularly leavening dose of ears' We wero transported. There appeared to me llko lunatics at large, tiring perhaps because of his German
bitterness that tills last futllo attack, were tears of jo, embraces, dancing. The front bec.imo a veritable insane j name. Our new commander wag
hnd left In the souls of the soldiers The commander read to us the maul-, asylum. I Kudrlavtzev, a popular ofllcer.
of our sector. festo, which concluded with a fervent Ono day, in the first week of the
Nevertheless, In rebruiiry. 1917, the .appeal to us tn hold tho lino witli I revolution, I ordered a soldier to take I iro.NTI.Vl'F.D TO.MOUrtOW)
about to turn.
In an instunt tny men wero upon
them. The two were bayoneted before
1 had nn opportunity to realize what
was on. It was my intention to bring
In the four alive. The other two Ger
mans were safe In our hands.
Ono of the prisoners was a tall, red
headed fellow, the other was evidently
an educated person, with plncencz.
death, to be hurled back with grave
losses without even coming to grips
with the foe. Hut each of thoo waves
had left Its rmnutlty of bitterness lit
the hearts of the siirvhors. And it '
enslaved us and thrived on the blood
nnd marrow of tlio toller, had fallen.
pled a position closo to thu enemy's
nrst line.
I had not spent a month In tho
trenches when a local battle occuired
which resulted In my capturo by tho
Germans. They had conducted their
mine-throwing operations for a period
of about twelve days so regularly that
wo grew accustomed to them, expect
ing no attack. Besides, It was utter
tho fighting season, and the cold was
Intense.
One mornlg about 6 o'clock, when we
had turned in for our dally sleep, wo
wero suddenly awakened by a tremen
dous "Hurrah!" Wo nervously seized
our rifles and peeped through the loop
holes. Great heavens! There, within
100 feet of us. In front ana in tho
rear, the Germans wero wading tho
Styr! Before wo had time to organize
resistance they were upon us, cap
turing 500 ot our men. 1 was In the
batch taken.
Wo wero brought before the German
staff for examination. Every one of us
was grilled with questions, Intended to
The confusion was Indescribable: the
killing merciless. I grnspcC five hand '
grenades that lay .near me and threw t
them at a croup of nbout ten Ger
mans. They must have all been killed.
Our entire lino across the river was
advancing ut tho same time. The
first German lino was occupied by our
troops and both banks ot tho Styr
were then In our hands.
Thus ended my captivity. I was fn
German hands for a period of only
eight hours and nmply avenged even
this" bilef stay. There V.vas great ac
tivity among us for n couple of days.
We fortified the newly won positions
nnd prepared for another attack nt the.
foe. Two days later we lecetved tho
signal to advance. But again our
artillery had failed to cut the German
wire defenses. After pushing on
against the withering fire and In
curring heavy losses, we were com
pelled to retreat, leaving many of our
comrades wounded and dying on the
field of battle.
Our commander improvised a relief
... i... ....in.,, fnw ttrnntv volunteers.
draw out valuable military Informa- i'popapd among the first. Provided
1 Jh r.?, emCA?,SeuWi! I with twenty red. crosses, which wo
refused to dlscloso anything. Some
cowards among us, especially those of
non-ltusslan stock, gave away Impor
tant facts. As the test was proceeding
our artillery on the other side opened
up a violent bombardment ot the Ger
man defenses. It was evident that the
German comander did not have many
reserves, as he made frantic appeals by
wire for support. It required quite a
force to keep us under guard and even
a larger force to tako us to the rear.
As the enemy momentarily expected a
Russian attack, he decided not to send
us away before help arrived.
"So I am a German prisoner," I
thought. "How unexpected! There Is
still hope that tho boys on tho other
sldo will como to our rescue. Only,
every minute Is precious. They must
hurry or we are lost. Here, my turn
Is coming. What will I tell them? I
must deny being n soldier and Invent
ome kind of a story."
"I am a woman and not a soldier,"
I announced as soon as I was called.
ir- "Are you of noble blood?" I was
, ftsked.
t "Yes," I answered, simultaneously
deciding to claim that I was a Red
i Cross nurse, dressed In man's uniform,
J In order to pay a visit to my huband,
, an officer In tho front lino trenches.
"Havo you many women fighting In
' the ranks?" was the next question,
i "I don't know. I told you that I
J was not a soldier."
2 "What wero you doing
j trenches, then?"
J "I camo to seo my husband, who
i Is an officer of tho regiment."
'Why did you shoot, then? The sol-
dlers tell that you shot at them."
"I did It to defend myself. I was
nfratd to be captured. I serve ns a
2 Red Cross nurso in tho, rear hospital,
and came over to tho fighting line for
J a visit."
i Tho Russian fire was growing hotter
J every minute. Somo of our shells
, wounded not only enemy soldiers but
several of tho captives. Noon had,
! arrived, but tho Germans were too
i nervous to eat their lunch, Tho ex-
pected reserves wcro not forthcoming,
J nnd there was every sign of a fierce
" counter-attack by our troops,
5 At 2 o'clock our soldiers went over
in the
prominently displayed, and leaving
our rifles In the trenches, we went
out in the open daylight to rescue the
M-minded. I was allowed to proceed
by tho Germans almost to their barbed
wire. Then, as I leaned over a
noniulf.,1 mnn whoso leg was split I
heard the click of n trigger and im
mediately flattened myself against the
ground. Klve bullets whistled over me,
ono nfter another, most of which
landed In the wounded soldier, killing
him outright. I continued to lie mo
tionless, nnd the German sniper was
evidently satisfied that he had killed
mo as well. I remained In tills posi
tion till night, when I crawled back to
our trenches.
Of the twenty Red Cross volunteers
only five returned nllve.
Tho following day an order of
thanks was issued by the commander
to all those soldiers who had been cap
tured threo days previous und took
tho initiative to save themselves by
fighting their captors. Mv namo ap
peared first on tho list. Those of us
who had refused to give any Informa
tlon to the ,eiiemy were praised In the
order. One soldier, who had revealed
to the Germans many vital things,
was executed. I was recommended
for a cross of the second degree, but,
being a woman, I received only a
medal of the third degree.
Wo met the year 1017 while resting
threo vorsts In tho rear. Thcro was
much fun-making and merriment in
the reserve billets. Although the dis
cipline was as strict as ever, tho rela
tions between the officers and men had
undergone, in the threo and n half
years of the war, a complete trans
formation. Tho older officers, trained In prewar
conditions, were now gone, having died
in battlo or bfen disabled, tiio new
junior. officers, all young men taken
from civil life, many of them former
students and school teachers, were lib
eral In their views and very human
In their treatment. They mixed freely
with tho men In tho ranks and allowed
us moro liberty than wo had over en
joyed. At tho Now Year festival wo
all danced together. Thcso new rela
tions wero not entirely due to tho new
Dorit tiy to hide your face when people look atyou
Resiaol
OVERCOMES SKIN TROUBLES
Although that unsightly skin trouble is conspicuous, it
may bo overcome with Resinol Ointment. Decide at once
to give the healing medication of thlji ointment a chanco
to correct your trouble. Best and speedier results nre
obtained by the joint usevo Resinol Soap and Resinol
Ointment. This soap contains in a modified form the
same soothing medication as is embodied in the ointment.
The combined use of tho ointment nnd soap seldom fails
For a r friol ot .cap ' iw uh. ....,. bimii
i4 ointment, urr disorders on the body and limbs.
The Department Store
of Business Ideas!
Have you heard of the place where business ideas may be
bought like collars, or shoes, or a pound of wire nails?
Ideas that have built businesses from shoe strings, Ideas
that stop tantalizing leaks of time, Ideas that have sold
goods at greater profit, collected debts quickly, started up
great floods of business good-wilj.
Ideas like these are the most valued possessions a man can
have. That's certain. And yet within your easy reach are
hundreds of them all ready for you to use now, here, today
in the pages of SYSTEM, the Magazine of Business.
At your office desk or beside your reading
lamp at home, SYSTEM brings you the ex
periences of keen-thinking minds, the ideas
of such men as Elbert H. Gary, Chairman,
U. S. Steel Corp.; Edward A. Filene, Pres. The
William Filene's Sons Co.; Edward N. Hurley,
Chairman U. S. Shipping Boards W. P. G.
Harding, Gov. The Federal Reserve Board,
and others of their type.
Think then of your SYSTEM not as so
much paper and type, but as, indeed, a wise
and experienced partner in your business.
Weigh each idea. Take and apply and pro
fit by them. That is what hundreds of thou
sands of business men are doing today all
over America.
Is it any wonder? Note what the March
SYSTEM will bring you:
How to Get Started in
South America
THE time to strike is now. But how
to begin, where to drive the opening
wedge, how to dispel the old lack of confi
dence in American goods are the ques
tions we face.
What kind of a salesman shoulil'be'sent? What
should his preparation be? There Is an immense
market waiting for us in South America. But
unless It is approached in the right way It will
swing to foreign merchandise.
In tho March issue of SYSTEM Mr. Jorfre A.
Mitre, Editor of La Nation, of Buenos Aires,
speaks a warning about our Latin - American
commerce. Mr. Mitre is familiar wlth.both Ameri
can and South American
business methods and
points out just what must
be done to secure these
new fields of trade. Many
a detail of courtesy and
custom needs adjustment
to tho South American
viewpoint If we woud have
their patronage, A timely
message.
What Makes
Men Loyal?
SHIPS nnd men are alike in many ways
says Frank Waterhouse, President of
Frank Waterhouse & Co. , whose interests
form a list of many of the most important
undertakings in Seattle and the North
west. And Mr. Waterhouse knows.
He has handled both ships and men with tre
mendous success. He knowshisships at first hand.
He knows his men In the same vay. He selects
"young" ships because they will go further. Ha
hires young men for the same reasons.
Under the title "Why My Men Are Loyal"in
the March issue of SYSTEM he tells why he lets
his employees share in the earnings of the firm
and gives his rules and remedies in creating a
loyal organization. To read his frank story is as
good as a two hour conference on the most impor
tant problem in business today.
Startling Your Debtors
Into Action
WHAT shall wo do about slow pays?
Is there a way of handling these
delinquents who now fairly thrive on
threats and line their waste-baskets with your
bebt collection letters?
When the routlno statements nnd reminders fall
down, startle the easy going debtor and he'll reach
for tho check book and square things up "by return
mail."' So says C. E. Mann, Assistant Treasurer
of the Northwestern Knitting Co., who has worked
out a plan that gets amazing results. "Taking
Debtors by Surprise" by Mr. Mann In the March
SYSTEM tells how his method is applied.
How the Banker
"Sizes You Up"
IT'S good for the health of your business
to stand off and look at it now and
then, from your banker's point of view.
Take this mental attitude and give your affairs
the once-over. There's no better way In tho world
to keep your credit line open and retain your
peace of mind as to your finances.
In the March SYSTEM Mr. H. L. Benson,
Assistant Cashier cf tho Union Trust Co. of
Chicago presents a series of financial questions
and comments for self application. They comprise
a method of analyzatlon which ho has worked out
and uses himself to pass on
the standing of prospective
customers. His contribu
tion, "Do You Know How
the Banker Sizes You Up,"
is something you will want
to keep in a handy drawer
of yourdeskfor frequent ref
erence. It may guide you in
many a tight place this year.
How a One-Inch Ad
Turned the Scale
IT cost $84. Be
tween them the
two partners had
but $100 all told. But
they bought the four
teen lines of space and
(.ailed the $16 that was
left their "capital."
Two days nfter the
magazine came out not
u word had reached
them In reply to the ad.
But before a week had
parsed inquiries began
rolling in. And then
began a business which
today dominates its
How to Shift the
Detail Worries
HAVE you been "trying to do it
all" yourself? Get swamped
occasionally and wish someone
else could take care of thoso thousand
and one little things that your people
bring up to you ?
There's a way to make details self-shift,
ing, to make them sort themselves and
deposit their weight on the shoulders pro
vided for them. Stanley M. Ross, Vlce
Prcs. The Moores and Ross Milk Co.
worked himself sick trying to aitend to
details ho could have left to others. Lying
flat on his back in bed he had time to de
vise a plan making details self-shifting.
It saves his time lor
the big jobs.
He describes his
method in the March
SYSTEM under the
title "Now I Have
Time to Plan." It's an
idea that will tighten
up the whole organization.
Is the Volume Test
a Fair One?
SHALL I try for a faster turnover
or for bigger volume. Here are
both sides of this highly important
question presented from opposite points
of view. Two men of many years success
ful experience Sol
Westerfield, former
president National
Retail Grocers' Asso
ciation and Simon
Klee of Kleo Brothers
& Co. discus.3 this
for your benefit.
field. Thelnqulriesfrcm
that nd cost Mr. H. G.
Grobso and his partner
12 cents each, and they
have never been able to
reach so low a cost with
any of their advertising
since. But the sales
from their first adver
tisement put the busi
ness woll under way
toward its remarkable
success.
Mr. Grosse tells in
tho March SYSTEM
tho ldea3 on which he
built tho business that
now leads Its line.
"Trifles" That Foster
Good Will
DOES it pay to bother with them
those little things that
"don't make a nickel's worth of
difference ?" It does, indeed.
Good will itself, that item men appraise
at millions of dollars has been shown to
depend upon "trifles" for its very exis
tence. And the "trifles" of letter writing
are perhaps the most important of oil.
"Everyday Letters That Build Good
Will" in the March SYSTEM contains
some ideas and experiences valuable to
any business man. It shows how ruinous
to good will is the stereotyped phrase and
the case-hardened correspondent. Which
of the "trifles" mentioned here "get past"
in your out-going mail ? A glance at March
SYSTEM will be well worth your while.
Wrong Methods
Made Right
METHODS that waste time,
cause complaints, pile up ex
pense transformed into smooth,
easy, efficient ways. Packed into this de
partment are 20 different plans some of
them sure to answer questions that puzzle
you. Every ono tested and proved in
advance sure-fire ideas.
And beyond that in March SYSTEM a
big section devoted to improvements in
business management contributed by men
who have worked them out and are using
them with profit. They are money-making
suggestions on all sort of subjects,
folders, envelopes, complaints, billboards,
floor.space, shipping by motor truck,
packing, letters nnd a dozen other things.
But get a copy cf March SYSTEM
and see for yourself.
Should First Sales
Pay a Profit?
ftttSiL j
(BBadV
IS any sale too
small? Not if it
sows good will.
You can make it at a
loss In money if you
make it at a gain in
friends. Of course, not
every satisfied customer
sends in new prospects
or comes back for more.
But some a profitable
proportion -come back
and bring new trade
until any loss on your
first sale is wiped out a
thousand times over.
Lloyd E. Work, who
opens more new ac
counts for his employ.
crs -Peabody, Hough
teling d Co., than ahy
other producer in the
organization has writ
ten his conclusions of
15 years in selling se
curities. Mr. Work for
two and one half years
had the record of not
passing a working day
without making at least
one sale.
His article, "Making
Sales That Help to
Mako More Sales" ap
plies as well to your
business as it does to
his. Read It in March
SYSTEM.
Tr! .-... . ..'. ?.
""' r'' . r ' -Hill
-r ?rvi. j.-'-hhi
iirexoyai
by Soni&';:$$
Why My Men
7Jy Frank 'WrteAotae
On Sale On Principal News-stands
If your dealer has already sold his supply, ask him to order a copy
for you or write direct to the publishers A. W. ShawCompany
at either Wabash Avenue and Madison Street, Chicago, or 299
Madison Avenue, New York, and ask to receive SYSTEM regu
larly. It will be billed you at 25c a copy or $3.00 for a full year.
I -pay
"-. ' iltlTkldncDelrtors
Ewry-Day letters thatBufld toWW
Is Volume the Only Mstf-ftmil
;.? S- v u.Ioi'U-intwt fhangbtg $ia e?rt4Mi-;;($J
"! . "'? ' ' ' '''4P??-:.:sB
8$tt9$(Yui
1
4
m
r I
'fl
I
SI
1
fl
,i
"1
m
t
v
-"
31
'Ji
All drusxl'ta ll thl soap and ointment.
fl.'jV
,
u -
.
tv
.""
'Z
.
iS,
V"
llftlnol, Baltimore, Ud.