m Mr. William A. Radford will answer questions and give advice FREE OK COST on all subjects pertaining to the subject of building, for the readers of this paper. On account of Ills wide experience as Editor, Author and Manufacturer, he Is. without doubt, the highest authority on all these subjects. Address all Inquiries to William A. Radford, No. ITS West Jackson boulevard. Chicago, 111., and only enclose two-cent stamp for reply. This !s a ten room house. Some times when there are a number of chil dren in a growing family a house of ten rooms becomes a necessity. Ideas in regard to the size of houses have changed very much in the last ten years. People are not now build ing larger than they need, not so much because the expense of building has somewhat increased, but the principal reason is that, help cannot be secured to do the necessary housework. A great many women have killed them selves trying to keep a large house looking nice enough to satisfy their women friends, but wqpien are learn ing wisdom and are becoming content with smaller houses, houses that pro vide Just room enough for their fam ilies and one or two occasional guests. Sometimes families need a house with four or five bedrooms, then a plan like this seems to fit In Just right. Looking at the perspective it will be noticed that this hotise topes up ■with the best of them. It is the kind of building that satisfies a person's pride and every one should have pride enough to appreciate a good home and feel satisfied with it. The mere fact of having a large house won't satisfy anybody. There must be more to a home than the building, but a family of from six to ten persons should be able to estab lish a very satisfactory home in a house like this. The building is thirty feet in width by thirty-seven feet six inches in length and the porch is extra, a size sufficient to lay out nicely into large pleasant rooms, with convenient hall- , ■way*, stairways, etc. It is impossible to get nine or ten good and suificient rooms In a house much smaller. If you try it you will surely sjx>il some thing. For a great many years architects have been trying to arrange a satis factory front stair that will look right e and that will not spoil the front of thee downstairs nor knock out the hall bed- 6 room upstairs. This bow window ex- a tension on the side solves the problem c by providing a landing for the turn 1 of the stair outside of the wall line. I Such a stairway leaves room for a sat- c Ufactory approach in the hall below, s OH . —nsi —i First Floor Plan. And it lands in good position on the upper floor, leaving a splendid front room ten by fifteen and a half feet, over the lower hall, that may be used as a sewing room or bedroom. A sewing room is one of the neces sities where there are children grow ing up. It is very unsatisfactory to have sewing going on in one of the liv ing rooms. It seems to interfere with Hie proper working of the whole house, / but having a room like this, large and airy, the work may be carried onto advantage by having the proper ma terials, tables, sewing machine and j other tools all together in the work shop. A woman cau sit in a bay win-1 dow like this and sew and drop the work at a moment's notice to be tak- J en up at some other time without the necessity of putting every little piece away. The door may be shut and lock ed if necessary, so she knows nothing will be disturbed. A house as large as this should have bcfji front and back stairs. The back stair arrangement In this house is especially good, as it leads directly from the cellar to the attic with an easy entrance from the kitchen and a grade entrance from the side of the house. It makes the third entrance^ 'PKj| - PJE f—f-ptl Second Floor Plan. but they are all needed In »uch a house, you may be sure each one will be used frequently. The side i>orch opening from the ' kitchen is another pleasant feature. A good deal of kitchen work may be done on a porch of this kind In the summer time, especially if It is shad ed with a good climbing vine such as the Virginia creeper, some of the night shades, or a Dutchman's pipe • • vine. The pantry Is big enough for a I store-room, another feature that will , be appreciated by a woman who Is ! obliged to keep house for a large fam ily. A feature of this house that looks ; well outside and is appreciated inside j Is the manner of building the exten- j sion window seats. They add to the < size of the room to the extent of ths < seat, but they add more to the appear ance of the room because these win dows may be dressed up very nicely. The seats are usually fitted with cush ions having attractive covers of bright colors. A little Ingenuity will make such m seat very comfortable and the light U so good that they are preferred for reading and the children like such places for studying. It requires a lit tle care to arrange them to look well and at the same time have them serv iceable so that you do not feel nervous when the children appropriate them to their own purposes, especially the window seat In the dining room. It is not necessary that children should use the front room for their play. They can enjoy themselves better In some of the other rooms and annoy the mother much less. Effect of Phomotlon. Oen. Dabney H. Maury of the Con federate army used to tell a story about his faithful negro boy. Jim, the son of his old mammy, whom he took with him to the war. The general was not a large man, except in the traits' which make great men and great sol diers. After the Battle of Corinth, where he was promoted to the rank of ma jor general on the battlefield, he came Into his tent and called his servant. "Jim," he said, "when you make up my cot, tuck those blankets well in at the foot. My feet stick out all night." Looking up at him with an amused look, Jim said, "Marse Dabney, you ain't growed nont. Is you. tlnce you got promoted ylsterday?" —Llppin cott's Magazine. Effect of Silence. Mrs. Jones —My dear, dead husband never complained of my cooking. | Mr. Jones (her second venture)— j Perhaps that's why he's your dear I dead husband. -~ii ir~i Advertising n Talks n | |c DOOOOOOOOOOOC FOUR BIG FACTORS Advertising Expert Expounds Business Building and Art of Salesmanship. By W. T. GOFF. When we discuss the art of selling —the work of business building—and the principles of service, it is essential In so far as may be possible, that our facts shall be organized and classified. I Bay, we must arrive at a "basis" of classification of business facts and truths, ere we can proceed satisfacto rily in the discussion of business sci ence. Its higher name, of course, is efficiency. And this applies to the Institution itself, as well as to each individual employe. It embraces ex actly four factors—no more nor less. These are, first, one who sells or makes proposals of sale to another. Second, the proposition which is made, Including the thing for sale. Third, one to whom proposal is made or goods ■old. And fourth, agreement or tran saction consummated between the first and third factors, the seller and his customer. In short, the linking-up of the buyer with the seller in full agree ment regarding the goods or propos al. These elements, the seller, the buy er, the goods or proposition, and the agreement or sale, constituting, as they do, the whole of any transaction, commercial or otherwise, and without all of which no trade can exist, it becomes both interesting and instruc tive to examine into the facts and see bow far knowledge of them has been organized and classified, if at all, and how much truth there is in the saying of Mr. Sheldon, i.e., that "business is a science, and the practice of it Is a profession." A successful salesman's equipment, In addition to his goods, comprises a rational knowledge of the factors which enter into a transaction or agreement of any kind. "Rational" knowledge is the result of systematic reading and study—and please believe me—l do not speak this as an attor ney for a cause. It is systematic study plus personal experience; and it adds to our own personal expe rience, that of others born in the same way. Many men have deluded themselves into the belief that a knowledge of tlie goods is the only essential thing. They have not realized that a knowV edge of the goods really represents but one-quarter of what one needs to know, and that all the factors entering into a sale must be coriprehended, as well as th« laws and principles that under lie each. And the laws underlying the art of selling are the same, no matter what the article may be. That Is true, just as the science of music is the same, quite regardless of the particular instrument which is being played. Kveryone who is normal is a bun dle of wonderful possibilities. Each has undeveloped powers. Professor James, formerly of Harvard univer sity, who was one of the greatest psychologists this country or any oth er ever produced, discovered before he died and announced that the average, man habitually uses but one-fourth of his physical powerb and one-tenth of his mental powers. I said that there were four factors in every transaction or agreement. The individual himself is one of them —the first one. The second factor in a sale is the buyer or customer. Your success must depend in a very great measure upon your ability to get a hearing with the customer —and you can do this most successfully after you have learned how to approach and adapt your methods to the customer's character and temperament—"to rub the fur the right way," as the saying goes. Through habit the customer's eyes and ears are closed to the ordi nary appeal. That is, the seller, wheth er In person or by the written meth od, more often than not, finds the pros pective patron behind a wall of men tal resistence, which only the ablest and men and women can get over and gain a proper hearing. The study of human nature, when properly viewed in the light of sys tematized and classified knowledge of man, is of the greatest possible irnpor. tance to every one. The student of human nature learns how to quickly and accurately read and measure the customer's mental activities, motives, Ideas, and so forth, and how to judge different men and women from evi dence furnished by their bearing, fa cial expression, eye and head move ments, tones, emphasis, and so on; thus learning how to adapt himself mora often to the various types. Dif ferent methods are necessary with dif ferent types, as for example 1 : There j *re pugnacious people, who reason leflnitely. There are also evasive peo-1 pie, who are very difficult to firing to • a decision, and so it goes with many I ■ityles and types of men and women. To be able to measure Individual ac- ■ iurately, and to place each one in his t her right, class, is to know how to , | AD POINTERS £ X Most advertising pay* some, J but good advertising always + 112 Pays. + X It 4* Manufacturer* and retailers X J are not enemies. They are part- jr $ ners and should work together for their common welfare. T i + Ij, Quit work and you will goon J the down-and-out list. Nature j, has not any time for men who J * neither advertise nor work. + ♦ Your advertisements are sales- ♦ 5 men just as much as a man you J + have in your store. One sells 4> 4, through the eye* of your cua- X T tomer, the other through the jr Z ear*. Be as careful in the prep- X ij aration of your advertisements + X as you are in the hiring of your 4. T clerka. T X Real salesmanship aupposea J + co-operation with your customer, X X not conquest. We both realize T T this. Co-operate more with your X X customers —look at things from X T their viewpoint—and you will ? X decide that It la a paying plan. T work along lines of least resistance with the largest possible number. Next, we come to the factor in the sale known as the goods, or the thing being sold. This factor involves three lines of study, first, how to get at all the facts of it through analysis; sec- ! ond, how to build up, or construct facts in the most logical order; and third, how to express in the most ef- j fective languagerall the facts relating to its selling points. Herein especially : does the successful advertising sales man excel. All this is necessary that the customer may be led to see and know that the representations made are true. In this way the seller gains 1 new ideas about the goods—gets new views and features —in the same way that one discovers objects under a magnifying glass which otherwise re- ! main hidden. There are many points , that can be made about any article of commerce, and to know only a part of these points is to be only partially posted on what to say when Interview ing the customer, and you see, then, that the customer's conception of the goods or proposition, the advantages | to be derived by him, and so on, comes very largely through the seller's pre sentation to him. If the seller has a hazy, fuzzy, blurred and indistinct pic ture in his own mind, the customer will get the same kind of a picture, j and very often will not buy. Much valuable business is lost by people who do not know how to analyze thlnps for selling points, how to con struct points, nor how to properly ex- 1 press the facts he has in words. Indeed, the true business builder is fast becoming "professional," and is coming to understand that as the pro fessional class has in the past, and must in the future, lead in the activi ties of mankind he must see to it that leadership in society, while con- | tinuing to be "professional," shall be taken by the professional business man. BAN ON FAKE ADVERTISING Columbia, Mo., Merchants Form Or. ganizatlon to Do Away With Graft Schemes. The merchants of Columbia, Mo., j have organized to put a ban on objec- : tlonable advertising and to end some of the 80-called graft schemes. Twenty-one business houses have \ signed a petition not to purchase tick ets or give donations unless the writ ten indorsement of the committee of the organization Is given. No pro grams or any printed matter, except j that ranked as second-class mail mat ter by the postal regulations, will be used by the merchant members of the organizations. Even the newspaper of the town I will have to have the Indorsement of tills committee before It can be con sidered as an advertising medium. The committee members will not be known to the public. Too Much Talking to Talk. In my opinion the most important thing in working up an export trade through advertising, whether it is trade paper, dally paper or catalogue advertising, is to know how to tell your story—to bring out the points of I individuality, novelty, difference or i improvement that distinguish your goods. And it is precisely In this direction that many a manufacturer and many ! an advertising agency falls. 1 should be afraid to tell of the number of ctalogues that I have seen, to say nothing of advertisements and of let- j ters designed to provoke orders, that i did not include the very points which the salesman representing these goods relies on most when he Is talking face to face with a prospective customer. It seems to me that the strongest selling points ought to be incorporated In every nit of advertising copy as well as In other literature and in cor respondence.—B. Olney H6ugh, editor American Exporter, to Detroit Adcraft Club. In the Right Order. Reverse the code of morals of a ! large percentage 01' those who are en ; gaged in commercial pursuits today, and make it rend: "Oet honost. get honor, get on," instead of "Get on. honor, get honest."—George H. VVli , llama. INTOWriONAL SLINMRSOM LESSON (By E. O. SKI.IjERS, Director of Evening I Department, Tiie Moody Bible Institute Chicago.) LESSON FOR OCTOBER 6. JESUS WALKING ON THE BEA. I,ESSON TEXT— Mnrk 6.43-56. GOLDEN TEXT—"Hut straightway Jesus spake unto them, saying. Be of good cheer; It is I; be not afraid."—Mat thew 14.27. The miracle of the feeding of the five thousand marks a crisis in the life of Jesus. (John 6:15). The human ity of Jesus la shown in that as soon as he had performed that miracle he first sends away his disciples, then sends away the multitude, while he departs "into a mountain to pray." To pray the prayer of thanksgiving, to pray for strength to withstand this new temptation, (John 6:14, 15); to pray for those whom he had fed; and surely to pray for his chosen ones that they might understand him and his mission. Jesus had taken his disciples Into the mountain for their own good. (Mark 6:31) and now he sends them away lest they yield to the advice, the importunities, of the crowd and consort with them in their desire to make Jesus a temporal rather than a spiritual king. Such a course would : have precipitated matters. But In hln solitude as he prayed, Jesua wait watchful of his own. He had sent them into the storirt to avoid a greater danger, would ho not watch over them? So with many a testing In our lives. They seeir. severe, but how little we know of th<» greater danger we have missed. H? saw (v. 48) their distress long before they saw their relief (v.49). Jesu? J knew the need of prayer. Jesus knew the need of solitary prayer as he must ; pass this crisis, so it was that while he lingered in prayer they were dis tressed till "the fourth watch,"—neat j daybreak. 11l Considered Test. It is not strange that they did not recognize Jesus. He often comes to us in ways we do not at first recog nize, in ways that at first terrify us, but he does not leave us long In sus pense. We read, he "straightway" rescued them "It Is I; be not afraid." Notice he assures them first who it is ; that Is near, "It Is I." They recognize the tones of his familiar voUe and then they were ready for his words i of confidence, "be not afraid." So God speaks to us in the hour of out j darkest trial, saying "Lo, I am with you always;"—"be not afraid." From the parallel account by Mat* j thew (Matthew 14: 28-36) we read of I Peter's attempt to walk upon the wa- i ter. His rash and ill considered, I of the reality of Jesus' presence. Then j we see him as he too compares him- I self with the angry storm and taking j his eyes off of Jesus begins to sink, j Peter's sharp, piercing cry; his clear, j defini'e. appeal Is at once answered j and leads him safely back into the ftoat. How different is the picture once j Jesus was in the boat, and how soon they reached the goal toward which | they had been struggling, (John 6:19, 21). If any one is at sea. if any one is fruitlessly tolling against wind and wave, only let tlwm take Jesus on board and soon they will reach a safe landing place. The disciples were amazed and their hearts were hardened (vv. 51, i 52), and this even after the creative miracle of feeding the five thousand — why so? It is evident that even those nearest to him did not appre hend the true meaning of this miracle, on the contrary their hearts were har dened, e.g., blind. Spiritual Application. The real interpretation of Christ's miracles Is not that we are to be amazed at the material manifestation but that we are to see the spiritual lesson and application. It was a different reception Jesus received when they reached Genne saret (vv. 53-56). There he is recog nized at once. There they flock to him with their sick ones and Mark with a few deft strokes shows us the picture of a vast deal of healing. None Is disappointed, for we read that as many as touched him were made whole. His healing is not confined I today to a single person, nor limited to a peculiar place or shrine. In this lesson we see Jesus direct ing his disciples. We see the disciples obeying that direction even though It 1 led them Into contrary winds. We see him as he walks into them bring ing relief, superior to boisterous wind and wave. His presence brought peace as It always does to storm j tossed humanity. His assurance la that of his own presence (Matt. 28:20), "It is I; be not afraid." We see Jesus answering the fear of the disciples. This is a lesson of many applica tions. The story Is clear and simple. Its values are for onr comfort and help. The unseen Christ is by OUT side. Miracles? They are only won derful things, that is all. Something beyond our ordinary experience. Shall we discredit the sunlight becaua a pin point enters to blind the eye? Mira cles to the Christian are the mani festations of a loving God, they arc what one would expect of the Christ. If he be the Christ. Let us look them 9quarely in the face and pass on awaiting the light of a clearer and •nore beautiful day. IfIHIDDEN DANGER It is a duty oi "E»ery the kidneys to rid Piclura the blood of uric 112 \ S?oii'' acid, an irritating J poison that is con stantly forming / TV ii' l iv S \ When the kid neys fail, uric acid —-v/iffSiiw*\ causes rheumatic GSTA / attacks, headache, fpAkljrXh dizziness, gravel, \ r™" urinary troubles, l* rat;H) I weak eyes, dropsy ft or heart disease. . til Doan's Kidney j&jSmi \S_ I 1 Pills help the kid- / JOWI \ 1 neys fight off uric [MjjaL acid bringing nlKml Ja \ new strength to weak kidneys and ' relief from backache and urinary ills. A North Carolina Case Mrs. M. P. Lee, 80 Ashland Ave., Ashe villa, N. C., says:"l know that Doan's Kidney Pills are a fine remedy. 1 suf fered Intensely from pain In my back and sides, and the action of my kidneys was Irregular. I often became nervous and dlzsy. Doan's Kidney Pills fixed me up In a short time and I am now welt. I recommend this remedy highly." Gat Doan's at Any Drug Stora, 50c a Box DOAN'S K t!Vi.i Y FOSTER-MILBURN CO.. Buffalo. New York Resinol clears away pimples BATHE your face for several minutes with hot water and Resinol Soap and very gen tly apply a little Resinol Oint ment In a few moments wash off again with more Resinol Soap and hot water, finishing with a dash of cold water to close the pores. Do this once or twice a day, always using Resinol Soap for toilet and bath and see how quickly pimples and blackheads vanish, and your skin becomes clean, clear and velvety. Resinol is also most effective for itching skin troubles. - Your druggist «ells Resinol Soap (25c> and Ointment (50c), or mailed on receipt of price. Resinol Chemical Company, j i Trial Marriages Favored. Mrs. Hoyle—What is your husband'! ! platform? Mrs. Doyle—l think he favors th# recall of marriage certificates. Inspiring Experience. A lady who must certainly have i been related to the late Mrs. Parting i ton recently returned from a seveuty day tour of Europe. To her friendrf she said with enthus ! iasm that of all the wonderful things that she had seen and heard, she be i lieved the thing she enjoyed most of | all was hearing the French pheasants ' sing the mayonnaise.—Youth's Com ! panion. JOYS OF SUMMER, j ■" ■■ r Wifey—All flesh Is grass. Hubby—l suppose that's what the lawn mower thought when It cut my foot. CAREFUL DOCTOR Prescribed Change of Food Instead of Drugs. It takes considerable courage for a doctor to deliberately prescribe only food for a despairing patient. Instead of resorting to the usual list c» medi cines. There are some truly scientific phy sicians among the present generation who recognize and treat conditions as they are and should be treated re gardless of the value to their pock«*