Digitized by the Internet Archive

in 2010 with funding fromLyrasis Members and Sloan Foundation

http://www.archive.org/details/businesseducator28zane

vmmymwwww\mmw/Mmmwmnm'mmim)at

1,1 aM 11 I - tered at Post Otfice. Loiumbus. Ohio, as second class matt r Mil iiMllHiil^/^ fin

"THE BEST TEACHING MACHINE IN THE WORLD"This is what one prominent educator calls it and for the best of

reasons.

The Improved Self-StartingREMINGTON

has all of the basic features which have always made the Remingtonsupreme for wear and service.

It has every feature which has been approved by the combinedexperience of typewriter builders and typewriter users.

In addition it has many fundamental improvements, among themthat great feature known as "Natural Touch." These improvementshave established new standards for ease and speed of operation andthe quality of work done under any and all conditions.

Best for the teacher and best for the student sums up themerit of this latest Remington.

REMINGTON TYPEWRITER COMPANY374 Broadway

(Incorporated)

Branches Everywhere New York

LETTER WRITING FORTHE BUSINESS BUILDER

By W. D. McDANIELSFORMERLY PRINCIPAL OF THE OSHKOSM BUSINESS COLLEGE

AND

La Verne A. Wilson

A brief course in modern business letter writing.Everyone should see this book.

TEACHERS SEND 60c FOR A SAMPLE COPYALSO

PRACTICAL LAWESSENTIALS OF COMMERCIAL LAWVOCABULARY METHOD OF TRAINING TOUCH TYPISTSOFFICE DICTATIONEXPERT DICTATIONNEW ENGLISH SYSTEM FOR NEW AMERICAN CITIZENSEFFECTIVE ENGLISH AND LETTER WRITINGELLIS BUSINESS CORRESPONDENCENEW MODEL ARITHMETICELLIS RAPID CALCULATIONMARSHALL'S METHOD OF THRIFT TRAININGTHE ELLIS METHOD OF HOME ACCOUNTINGMODERN BANKINGELLIS INDUSTRIAL BOOKKEEPINGELLIS TABLET METHOD OF TEACHING BOOKKEEPINGELLIS RATIONAL SPELLEROFFICE EQUIPMENTDIPLOMASSPELLING BLANKSSTATIONERY AND SUPPLIES

ELLIS PUBLISHING COMPANYEducational Publishers

BATTLE CREEK, MICHIGAN

Bookkeeping and^=Accountancy^=Our course in bookkeeping is designed to pre-pare a i) an or woman for work as bookeeper,and also to lay the solid foundation for futureaccountancy work. We teach people fromthe very beginning and no knowledge ofbookkeeping is necessary, therefore if onewishes to learn bookkeeping, increase hisbookkeeping knowledge, to become an ac-countant, or auditor, or prepare for the C. P. A.examination, he should write for particulars.

Other Courses given:

Accountancy, Auditing, BusinessLaw, Cost Accounting, Post Grad-uate C. P. A. Course, and ourComplete C. P. A. Course.High School and College PreparatoryCourses are now ready and may be takenfor those who do not have the highschool educational requirements.

Our BOOKKEEPING COURSE is included in our C. P.A. Complete Course, without additional charge, for alimited time.

BENNETT ACCOUNTANCY INSTITUTEOspt. BE. 1504 Locust St Philadelphia, Pa.

YOU SHOULD KNOW THESE TEXTSBUSINESS LAW Baker

A concise, complete course. The text is legally accurate and not too technical. Unusually interesting.If you expect to start a law class soon, a complimentary copy will be sent for examination. List price, $1.10.

METROPOLITAN SYSTEM OF BOOKKEEPING SheafferA new edition of this splendid text has just been published.

IF you teach bookkeeping to pupils below the High School IF you want material that is true to accounting but not oversenior year

the heads of your pupils

IF you believe in class discussion of new subjects

IF you prefer short seta for beginnersIF you want your pupils to learn how to think

IF you wish a teachable Corporation-Manufacturing set

IF you have a brief or complete course

IF you want the best text for your pupiU

the METROPOLITAN text is especially suitable for you.

A text, adapted to your course of study will be mailed free if you are considering a text book change orif you will try it out with a pupil.

LIST PRICESIntroductory text and supplies $ 1 -60Elementary text and supplies 3.85Corporation-Mfg. -Voucher text and supplies 1.40

When comparing our Bookkeeping prices be sure to include the Supplies

If we can be of service to you, may we hear from you at once?

METROPOLITAN TEXT BOOK COMPANYTexts for Commercial Subjects

37 South Wabash Avenue, Chicago

&/k?dtiuJ copies of t li i - edition for use in training it- own employees.

What They Say:"The nearest approach to Salesman-

ship, Business Organization, and Effi-ciencj l anything thus far submittedto me. I shall use this book this year."

L. C. McCANN, President,McCanh School, Reading. Pa.

Hundreds of Hoover salesmen thru-out this country, Canada and GreatBritain have studied your old editionwhich was the best we were able to find.The revised edition is even better."

M. L. PIERCE,Promotion Manager,

Hoover Suction Sweeper Co.

"Your new edition is the best book Ihave ever seen on the subject and Iknow for I have taught salesmanship foryears."

R. E. RICHWINE,District Manager,

Elliot Fisher Company

How They BuyR. C. Barnum Co 7500F. B. Dickerson Co 4000Baldwin Publishing Co. . . . WOOBetter Farming Association . . 3500Fuller Brush Co 3360Imperial Co .'{000

The Midland Press 1411S. F. Baker Co 938Review & Herald Pub. Co. . . 872S. A. Mulligan Co 612J. C.Penny Co 350John A. Herlle Co 300

All the above books were bought bythe above concerns to be used solelj intraining their own employee-.

There's a reason and a big one. Getthe book and you will see the reason.

"After trying out two other texts we have concluded that your textis not only more teachable, but the students get interested in it immed-iately. Your text sells itself to the students. They study it becausethey like it. We arc glad to return to it as a text in our school."

E. A. GUISE. Manager,Tulsa Business College, Tulsa. Okla.

Write for free examination copy of this 107 page book. If not more thousatisfied, return at our expense.

RETAIL PRICE, $2.50. SCHOOL PRICE. $1.35.

The Knox Business Book CompanyCleveland, Ohio

4

^^^^BuJined^fa^/iu^^r* &

THE HALDEMAN-JULIUSUNIVERSAL

LITERATURE SERIES. for Students and Teachers ?"tfuZJU

*2.35

10 CENTPOCKETEDITION$

f\T> T>PT? T\V XFT T"Y/fPVFTJ Each book is preceded by a number and readersW.IA.J-/JU1Y Ul 1-N ^IViUI^LY*will piease or(jer by number instead of titles.

For example, if you desire to order "Poe's Poems'* simply set down No. 32. List the num-bers of books ordered and write your name and address plainly at bottom of sheet. Thebooks will be mailed immediately by parcel post. Postage prepaid on cash orders. Orderssent C. O. D. if requested, but carriage charges are collect on C.O.D. orders. No C. 0. D.orders to Canada or other foreign countries.

Standard supplementary classics for classroom use, together with a list for general readingto enrich the student's work in history, science, literature and art. Each volume is attrac-tively printed in clear type ofnewspaper size and is neatly bound in blue cover stock,3'/2x5 in*

SUPPLEMENTARY CLASSICS GENERAL LISTSerialNo.44 Aesop's Fables

158 Alice in Wonderland156 Anderson's Fairy Tales48 Bacon's Essays

142 Bismarck and the GermanEmpire

146 Bro-rnlnc's Pied Piper ofHamlin

128 Caesar: Who He Was75 Carlyle'a Choice of Books

170 Constantine and the Begin-nings of Christianity

147 Cromwell and His Times96 Dialogues of Plato41 Dickens' Christmas Carol69 Dumas: Life of Mary,

Queen of Scots 460 Emerson's Essays275 F^Dton's Building of the

Earth150 Finger's Lost Civilizations175 Frou.le's Science of History233 Goet:ie: Thoughts on Liter-

ature and Art212 Goet:ie: Life and Char-

acter9 Great English Poems

185 History of Printing126 History of Rome104 Hu^o: Battle of Waterloo

7 llu\lcy: A Liberal Educa-tion

22S IIuxlcv: Aphorisms57 Irving's Hip Van Winkle

227 Keats: The Man and HisWork

151 Kipling: The Man WhoWould Be King

222 Kipling: The Vampire andOther Poems

70 Lamb's Essays139 Life of Dante214 Lincoln's Speeches173 Lowell's Vision of Sir

Launfal5 Macauley'a Life of Samuel

Johnson65 Meditations of Marcus

Aurelius231 Mark Twain: Eight

Humorous Sketches60 Palne's Common Sense167 Plutarch's Rules of Health12 Pop's Tales of Mystery

SerialNo.200 Poe's The Gold Bug1S6 Poe's How I Wrote 'The

Raven"32 Poe's Poems1S1 Primitive Beliefs

1 Rublayat of OmarKhayyam

Shakespeare, William268 Merchant of Venice249 Julius Caesar247 Macbeth246 Hamlet250 Romeo and Juliet251 Midsummer Night's

Dream242 As You Like It253 King Henry VIII256 Venus and Adonis243 Twelfth Night252 Othello, the Moor of Venice245 Measure for Measure210 The Tempest211 Merry Wives of Windsor214 Much Ado About Nothing218 King Henry V254 Taming of the Shrew255 King Lear257 King Henry IV, Part I258 King Henry IV, Part II262 Comedy of Errors263 King John259 King Henry VI, Part I200 King Henry VI, Part II201 King Henry VI. Part III205 King Richard II264 King Richard III267 PericlesOS Sonnets266 Life of Shakespeare79 Tennyson's Enoch Arden10 Thompson: Shelly

204 Tichnor: Sun Worship andLater Beliefs

207 Tichnor: Olvmplan Gods174 Trial of William Pcnn94 Trial and Death of Socra-

tes125 War Speeches of Woodrow

Wilson286 When the Puritans Were In

Power287 Whistler: The Man and

His Work146 Whlttier: Snowbound73 Whitman*s Poems

SerialNo.15 Bak-ac'a Stories

220 Blatchford's Essays on theNew Testament

58 Boccaccio's Stories192 Book of Synonyms86 Brandes: On Reading51 Bruno: His Life and Mar-

tyrdom40 Bulwer-I.ytton: House and

the Brain235 Chesterton's Essays153 Chinese Philosophy of Life82 Common Faults in Writing

English183 Darrow: Realism in Art

and Literature314 Daudet's Short Stories

6 De Maupassant's ShortStories

197 DeSevigne: Witticisms andReflections

102 Doyle, Conan: SherlockHolmes Tales

216 Eliot. George: Wit of Heln-rich Heine

59 Eliot, George: Epigrams ofWit and Wisdom

176 Ellis, Havelock: Four Es-says

229 Ellis, Havelock: Diderot223 Kssav on Swinburne190 Fielding: Psycho-Analysis

the Key to Human Be-havior

132 Foundations of Religion42 From Monkey to Man230 Gautier: The Fleece of

Gold145 Great Ghost Stories49 Haechel: Three Lectures on

Evolution80 Ibsen's Pillars of Society151 Ibsen's Epigrams16 Ibsen's Ghosts53 Insects and Men: Instinct

and Reason47 London, Jack: He Re-

nounced the Faith148 London, Jack: Strength of

the Strong30 London, Jack: WTiat Life

Means to Me97 Love Lettersof Henry VIII89 Love Letters of Men and

Women of Genius221 Maeterlinck's Essavs

SerialNo.166 Twain, Mark: English as

She Is Spoke21 Merimee: Carmen101 Michael Angelo's Sonnets87 Montaigne: Essay on Love

210 Murray: Stole Philosophy1^5 Napoleon's Maxima1 13 Proverbs of England114 Proverbs of France115 Proverbs of Japan116 Proverbs of China117 Proverbs of Italy118 Proverbs of Russia119 Proverbs of Ireland120 Proverbs of Spain121 Proverbs of Arabia25 Rhyming Dictionary62 Schopenhauer's Essays138 Schopenhauer's Studies In

Pessimism215 Shaw, G. B.: The Miracu-

lous Revenge26 Shaw, G. B.: On Going to

ChurchISO Shaw, G. B.: Epigrams236 State and Heart Affairs of

Henry VIII279 Stevenson':: Will o' the

Mill: Markhelm311 Stevenson's A Lodging for

the Night38 Stevenson's Dr. Jekyll and

Mr. Hyde101 Thoughts of Pascal17 Thoreau: On Walking

1 SI Thoreau: Epigrams140 Tichnor: Biology and the

Spiritual Life67 Tichnor: Church History202 Tichnor: Survival of the

Fittest131 Tolstoi's Redemption45 Tolstoi's Stories161 Wells, H. G.: Country of

the Blind165 Wells, H. G.: Discovery o

the Future2 Wilde's The Ballad of

Reading Gaoi169 Voices from the Past3 Voltaire: Eighteen Essays2S Voltaire: Toleration200 Voltaire: Ignorant Phlloso-

pher

HALDEMAN-JULIUS CO., Dept. E5, Girard, Kansas

Every VolumeComplete

Send No MoneyTake advantage of this un-

usual offer, made possible onlyby the determined ambition ofthe Haldeman-Juliua publish-ing institution to give to thereading public a set of Shake-speare at a price within every-one's means. 30 volumes ofShakespeare at less than 8 centsa volumeabout the r.rice ofyour Sunday newspaper trulythis isa real achievement in thepublishing world! The com-panionable little v< lumes erebuilt t> a definite standard

a

plain, clear type; convenient insize, 3 1-2x5 inches, to slip easilyinto the coat pocket or thewoman's hand bagalwaysready to enrich the Bpare mo-ment. With each set comes agenuine leather portfolio cover,unlettered and rich in appear-ance, in which the volume inuse may be carried.Order this set today. The set will

be mailed at once by parcel post.When the set arrives, you pay thepostman $2.35 plus postage, if yoaare not satisfied after examiningthe books, return them within fivedays and your money will be re-funded. Carriage charges prepaidon cash orders. No C.O.D. orders toCanada orother foreign countries.

Genuine Leather PortfolioCover Given Free with

each Set.Macbeth PericlesRomeo and Juliet King Richard III

Measure forMeasure

JeHus CaesarMerchant of

Midsummer _f ...Night's Dream King Flrnry IV

King Henry V part JIVenus and Adonis Mui-h Ado AboutKing Henry VIII NothingMerry Wives of Othello,The MoorWindsor of Venice

Taming of the King Iknry VIShrew Part I

As You Like It King Henry VIThe Tempest Part 11Twelfth Night King Henry VIKing Lear Part 111King John SonnetsComedy of Errors The Life ofShake-King Richard II speare

TRIP TOEUROPETwelve readers of Shakespeare

will be given a trip to Shakespeare'abirthplace and other points of in-terest in England and France, allexpenses paid.Each set of Shakespeare contains

full information as to how(with-

out selling effort or solicitation,every purchaser of a set automat-ically becomes a contestant.

iffie&BuiJJNcMdSitoaafir ^

Commercial Teachersand SuperintendentsYour reference library of business publications is

not complete until you have added

THE WALHAMORE COMPLETEBUSINESS SERVICE

This Service consists of comprehensive, carefullyedited and exceptionally well printed BUSINESSBULLETINS which are issued EVERY FIVEDAYS and are accordingly aluays abreast of thetimes, bringing to you and your students expertopinions, studies, problems and digests covering

Business AdministrationAdvertisingAccounting and Office ManagementParcel Post MerchandisingSalesmanship and Sales ManagementFederal Taxation

All the above subjects ably treated in separate special bulle-tins and included with the Complete Service at a total cost of only, __ -___ uvaa* which pays for a Handsome Leather$25.00 PER YEAR Binder for filing all bulletins as re-'

ceived, 72 Business Bulletins issuedat the rate of one every five days for one year. 12 Query Blanksfor expert opinions on your own problems, and if your ordermentions this journal we will include a set of twelve back issuesof the bulletins without additional charge.

Send in your order or make your requisition for thiscomplete service now. It will pay you a hundred fold.

THE WALHAMORE COMPANYLaFayette Building Philadelphia, Pa.

Books for theCommercial Teacher

Ten Lessons in BookkeepingA brand new set for beginners, consisting of Bookk-ling and Business Practice. Just the thing for use in

Shorthand Department.

Bliss Bookkeeping and AccountingConsists of six sets, thoroughly covering Sole Proprietor-

Partnerships and Corporations. Complete new text.

Corporation AccountingAn advanced course requiring from six to eight weeks,

completely covering the organization, the Bookkeeping and theAccounting of Corporations. Fifty illustrations.

National DictationWith Pitman, Graham and Gregg notes.

Scientific Touch TypewritingEvery Typewriter teacher should examine this book.

Hundreds of enthusiastic users.

Simplis ShorthandSomething quite different in a light line system of Short-

hand.Complete catalog explaining these texts mailed upon re-

quest. Examination copies sent to reliable schools.

THE F. H. BLISS PUBLISHING COMPANYSAGINAW, MICHIGAN

.

'( REEAmhm HHIHB

ffSSg^^^m

TY]I'll]-- si

i asj paynpaying cas

Wri

1 1 you

PEWR1TIandard Underwood can beI'm plan or a saving can bh for it.

ALL MAKES IN STOCKte for our special list of Por

Machines

r machine ti current problems, such as

"THE ENFORCEMENT OF CRIMINAL LAW""THE ALLIED DEBT"THE MODERN DANCE""INTERNATIONALISM"

You Will FindTin Department ol Applied Psychology non-technii

. suggestions which you may find valuable in maintaining1 ami happiness and attaining your Mm

rhe Philosopher will make a valuable and interesting Friendl-i your long winter evenings that are ahead- you will alwayscherish his friendship.

SPECIAL OFFER TO EDUCATORS ONLYY,,u n the nim issues beginning with September

prici i a aollai bill, stamps..I monej order will do.

A.l.ll. ss

THE BUSINESS PHILOSOPHER140 Monroe Ave., Memphis, Tenn.

DeBear Schools Adopt Gregg Shorthand

THE GREGG PUBLISHING COMPANYNEW YORK CHICAGO BOSTON SAN FRANCISCO

>S/it>3tiujS;uJJC

Every official reporter in the United States Senate and House of Repre-sentatives writes Pitmanic shorthand. Over 92',' of the reporters of YVash-i'ngton, D. C, are Pitmanic writers.

91.4'; of the court reporters of the country write Pitmanic shorthand ; asshown in the P>1 Roster of the National Shorthand Reporters' Association.

Nathan Behrin, an Isaac Pitman writer, won the World's Championshipcontest three times in succession, and in 1913 made a record in these contestsof 98.3',', which has never been equaled. Mr. Behrin in 1920 made the twomost remarkable shorthand records ever made, lie wVote for five minutesart; 240 words a minute with only one error, and for rive minutes at 280 wordsa minute with only three errors. < Mi February 2, 1911, in the examination forOfficial Court Stenographer held in New York, Mr. Behrin wrote 200 wordsa minute on straight matter for live minutes with absolute accuracy. TheCivil Service Commissioner certified as Bo this in hi's report of the examination.At the contest given in December, 1919, by the New York State ShorthandReporters' Association, Nathan Behrin wrote for two minutes at 324 words aminute with only two minor errors. Both light-line and Pitmanic systemswere represented, but only Mr. Behrin qualified. This is the first time thatover 300 words a minute have been written and transcribed publicly. Theabove records have never been approached.

Fourteen out of sixteen International Speed contests have been won byPitman writers. \'.> Pitman writer was ever specially trained for thesecontests.

93', of the New York City day and evening high schools teach the IsaacPitman system of shorthand. This system is taught in some two hundred andfifty public, private and parochial schools in New York City.

Study the system that leads in every phase of industrial, commercial andprofessional activity. Ask for Isaac Pitman shorthand, the system by meansof which tens of thousands of young men and women have reached thehighest salaried positions.

Send for a Trial Lesion and particulars of a Free Correspondence Course for Teachers

ISAAC PITMAN & SONS, 2 West Forty-fifth Street NEW YORK

VOLUME XXVIII COLUMBUS, OHIO, SEPTEMBER, 1922 NUMBER

HARLAN EUGENE READ IN-VADES THE AIR

The papers of Peoria, 111., told lastJune of two developments in Radio inthat city, in both of which HarlanEugene Read, President of Brown'sBusiness Colleges had a prominentpart.The first was the establishment of

Courses in Radio in the day school,evening school, and by correspondence.These classes are under the direction ofE. G. Shalkhauser, Professor of Phy-sics at Bradley College.The second was that Mr. Read

would give lessons in Bookkeeping,Business English, Rapid Calculationand Penmanship every afternoon thruthe radio broadcasting station WFAPinstalled in Brown's Business Collegeby the Peoria Transcript. The plan ofthese lessons is that dictation of thematter shall occupy five minutes. Thework will then be done at home andsent to the Business College for cor-

Irection.This latest development in education

will be watched with intense interest.There is no dispute about the greatinterest now felt in every phase ofRadio work. Who can prophecy whatthe results in our educational workwill be?

HOW ABOUT THIS?James E. Brown, 1028 Main Street,

Buffalo, New York, says in a recentletter: "I am certainly going to enteryour contest next year, and while Ishall probably lose, I'll make some ofthe oldtimers sit up late at nights prac-ticing if they win all the honors." Lookat the specimen written by Mr. Brownfor the last contest, which is repro-duced on another page, and you willsee that this is no idle boast.

'What a teacher does and how sheioes it means more to the child thanwhat she says about how it should beione."

Laura Jane Breckenridge.

PRIZE CONTESTSDetailed announcements of contests

are crowded out of this first number.In the October number we expect tomake definite announcements of con-tests in Business Writing, Art, Pen-manship, and Business English. Beginwork at once on the lessons presentedin this number, so as to be ready topresent your work for the contest.

John R. Bennett, formerly withHelena, Mont., Business College,opened on July 10, 1922, the CapitalModern Business School, Olympia,Washington.

Howard L. Stover, who attended ourZaner Method Summer School in 1921,was married January 10 of this year toMiss Eleanor Lucille Donnelly of Ship-pensburg, Pa. We all join in wishingMr. and Mrs. Stover a long and happymarried life.

All who know F. W. Temblyn of Kan-sas City, Mo., will regret to learn ofthe death of his son, William Barton.Young Mr. Tamblyn was a fine speci-men of young manhood and wasstricken down a few days before hewas to have been graduated from HighSchool. We extend our sincere sym-pathy to Mr. Tamblyn and his familyin their loss.

PENCILITISCan you multiply 49 by 27 without a

pencil, and get the correct product inhalf a minute? Try it. It should bedone in ten seconds. If you can't do itin 30, you are a mathematical firstgrader.

Pencils should be used only to assistthe brain in long, intricate processeswhere the strain on the memory issevere. It is a question whether wewould not learn more arithmetic if wesolved all problems, except addition,without pencil or paper. Our arith-metic classes are suffering from brainparalysis, caused by pencilitis.

This number of the BUSINESSEDUCATOR is just a foretaste ofwhat is to follow. If you are not asubscriber you should see your teacherat once in order that you may not missthe October number.

Florentino Cadiz, Box 35, Daet, Cama-rines Norte, Philippine Islands, writesus that he would be glad to exchangespecimens of penmanship with otherreaders of the BUSINESS EDUCA-TOR. The writing in the letter he sentus is quite good, and we have no doubtthat any of our readers who may sendhim specimens will be pleased with thewriting received in return.

Expert Penmanship and the Panic of1837 combined to lay the foundations ofone of the largest fortunes in Ohio,according to the story published in theScripps-McRae papers recently. Theman involved was Leonard Case who,at that time, was cashier of the Com-mercial Bank of Lake Erie, the firstbank in Cleveland, Ohio. He had se-cured the position because of his unusu-ally good penmanship. The depressionworked to his advantage because it en-abled him to buy real estate in andaround Cleveland at a very low price.The site of the present Post Office hebought at a Sheriff's sale for $263.50and later sold it for $30,000.00.

ENERGIZING EDITORIALSLight purse, heavy heart.

Steady study prepares for rapid raises.

Never put off till today what should havebeen done yesterday.

Your human race today is with yourself.Beat yesterday!

The race for the raise is to the steady, ratherthan to the swift

Make the most of your job, and your job willmake the most of you.

The product of a school may be schooled foolsor skilled scholars. Which it shall be, seemsto depend upon the scholars, rather than on theschool.

The BUSINESS EDUCATORArthur G. Skeeles - - ----- EditorHorace G. Healev - - Contributing Editor5. W. Bloser ----- Business ManaprerPublished monthly (except July and August)By THE 2ANER-BLOSER CO.,

612 N. Park St., Columbus, O.

Copyright 1922, by The Zanex-Bloser Co.

SUBSCRIPTION RATESStudents' Edition $1.00 a yearProfessional Edition. $1.50 a year(To Canada, 10c more ; foreign, 20c more,

to pay extra postage.)The Professional Edition contains 8 pages

more than the Students' Edition, these beingdevoted to articles of special interest to Com-mercial and Penmanship Teachers. All thespecimens of penmanship, and all the adver-tising are in both editions.

Change of address should be requestedpromptly in advance, if possible, giving theold as well as the new address.

Advertising rates furnished upon request.The Business Educator is the best medium

through which to reach business college pro-priet ors and managers, commercial teachersand students, and lovers of penmanship. Copymust reach our office by the 10th of themonth for the issue of the following month.

1(1 cffie&ouAJnete

'Wu *j6uJs/u^Cdum&r $> 11

Lesson 3. This we call the indirect exercise. The slant of it is the same as our first exercise.. However, the

reverse movement is required, and instad of starting at the top we start at the base, gliding upward in the direction ofthe arrow. Same count required as in Lesson 1.

Lesson 4. Lesson 3, only one space high, as in Lesson 2. Since the drill is smaller than the two space drills thespeed may be increased. Maintain a uniform speed.

Lesson 5. Push and pull or straight line exercise. This exercise is made by pushing the forearm out of the sleeveand then pulling it back to its original position. Count for the up and down strokes, 1-2-3-4-5-6-7-8-9-10 or push, pull,push, pull. Do not shade the down strokes. Shift the paper to your left. 200 down a minute.

Lesson 6. Push, pull one space, increase your speed.

Lesson 7. Drill on direct exercise about % of a space. Use a good live count. (8) Retrace direct exercise fivetimes, at the sixth count place the loop for the O; do not lift the pen. (9) O count 1-2-1-2-1-2 fifteen to a line. Noticeyour spacing and quality of line. Are you maintaining a correct position, is your pen clean, can you keep with thecount?

We have just drilled on the most important exercises. These exercises will, if properly practiced and used, leadto better penmanship very early, because they are to the one who desirse to master penmanhip the very foundation ofhis art because they make the difficult easy. But we must be careful, they can and often do receive too much con-sideration. Let us endeavor to practice them judiciously. In other words, employ them in taking up the letter forms atas early a stage as is possible. Note how easily the O was developed in Lesson 9.

'"'a

Lesson 10. Direct exercise Y\ of a space,the pen retrace the direct exercise four times.C, count 1-2-1-2 fifteen to a line.

Let the arm roll. (11) Make the C using _'Note the base of the Jetter is wider than th

counts, and without lifting base of the exercise. (12)

12>y/itr3tiuj//i&tt

>y/ur3$ttj//ijj(5Wfua/(r & IS

ADVANCED PRACTICEBy A. P. MEUB, Pasadena, California

Introducing a series of platesfor advanced students. Thefollowing numbers will containpractice on different capitals

'-^C^^X^-^^^-zt^^^-^^^X- y

14*3fi4?*%&UJ/*ite-&^/^r^^c

y/it'36u*u/u,j V///

16 y/u^uj S.

* ^u>36uj//i4^^C"du&i

18

M ffif36uA/ft&U'&&u&&r% &ililllllllllllMIIIIIIMIIIItMllllllllltlllllllllllllllllllllllllllllllllllllllllillillltllill

| Who's Who |K AMONG PUBLISHERS H \

llltillllltllllKIIMIHIIIIIIIIIIIilllllllllllllllllllllllllllllllllllllllllllllllll' 1I

No. 1THE H. M. ROWE CO.

DR. H. M. ROWEPresident

Author of Rowe's Bookkeeping andAccountancy, Commercial and Indus-trial Bookkeeping, Junior Arithmetic-Bookkeeping, and Editor-in-Chief ofthe Rowe Series of Commercial Texts.Dr. Rowe has had forty years of va' du< ational i icpei ii nee. A pasl president of tin American Automobile Association and of the National Associa-tion of Corporation Schools, and direc-tor in many other educational and business enterprises. Dr. Rowe brings tohis daily tasks a wealth of experience.With all his varied activities, "School-master" is the appellation that Dr.Rowe cherishes most highlyafter thatwe suspect that he would like to heknown as a real "dirt farmer"!

MR. H. M. ROWE. JR.Vice President

"Harry." as he is familiarlj and af-fectionately known to his assoi iati -and to his hundreds of friends amongcommercial teachers, acts in the capac-ity of General Manager and has chargeof the Production Department. Manyof the Rowe publications have bad thebenefit of his discriminating editorialattention.

MR. EARLE W. ROWESecretary

In charge of the Credit Departmentand of shipping and distribution."Captain Rowe" has no other businessin life so important as to see that youget what you want when you want it.

MR. LLOYD BERTSCHISales Manager

Who thoroughly believes that "Heprofits most who serves best." He isalso in charge of the Teachers' Bureauand of the teachers' correspondencecourses in bookkeeping and accounting.

MR. CHARLES G. REIGNERHead of the Shorthand Department

Author of Dictation Course in Busi-ness Literature, Advanced Dictationand Secretarial Training, Graded Dic-tation Tests, Classified Dictation Drills,etc. Mr. Reigner also prepared theNew and Revised Edition of RoweShorthand and the supplementarytexts and teaching material.

HELPS FOR THE INEXPER-IENCED PENMANSHIP

TEACHERBy Horace G. Heally

I propose in this column from monthin month to bring to your aid a number"i principles of method which will notonlj make your work easier and moreinteresting, but will insure the fullestpossible success in securing results.As a rule the teacher of an art is

ittli concerned with principles ofpedagogy or psychology, He relies en-tirely upon the amount of native talentbis pupils may possess. This workssatisfactorily in music, painting anddrawing; but it won't do for writing.Writing is a universal art, and anynormal person may learn to write rap-idlj

.easily and well.

The secret of good teaching is cor-i ri t method. The foundation stones ofcorrect method in teaching writing arethe law of habit formation. The ulti-mate aim in learning to write is toreach the point where one writes wellwithout conscious effort, where it isdone automatically as in walking, talk-ing "I sewing.

Laws of Habit FormationTin laws of habit formation are three

in number:(a) DesireArousing the strongest

possible purpose or aim. In this casein write easily, rapidly and legibly.Your students must have an interest inthe purpose of their work. They mustfeel the need and realize the value ofskill in writing.

I i Repetition, frequent and atten-tive Do not overlook that last word.Where your drills are so simple andmonotonous that the student is unin-ii M sted you may be sure he is derivingvery little benefit from them.

I

I

| No Exceptions always doingthe same thing the same way. Thismeans that your pupils must alwayswrite at the same rate of speed; mustalways make each letter the same sizeand shape.

Let these three laws be your guide,and you will have very little trouble inmaking the high hills low or thecrooked paths straight along the pen-manship highway.Wxt month: The Method of the

Recitation.

ARNOLD(Continued from page 19)

what I have in order that the Zaner &Bloser Penmanship Company may sellmore certificates and more writingscales. I have great respect for themen who are at the head of this com-pany, but it will not profit me directlyor indirectly, if their business increases.I am urging the use of the certificateand the scale wholly and solely for theIn in lit of the supervisor and theteacher of writing. I know how hardboys and girls will work for certifi-

I know bow greatly they valuethem Why, they often frame theircertificates and hang them on the wallsof their homes.

In my next article I shall tell ofother ways and methods of interestingboys and girls in writing.

,^Ae^uJ//ujJ&d[u*t&r% & 21

Advertising a Business CollegeBy HARRY M. BASFORD,

Business Manager of the National Advertising Service Company1424 Lawrence St.. Denver, Colorado

No. 7. Planning the CampaignBusiness college managers frequently

write me asking how they can get thenames of prospective students, and theletters received indicate that this isquite a serious problem with manyschools.The following extract indicates the

general tenor of this correspondence:"We should like to do some advertisingat this season but we are at a loss toknow just how to reach the youngpeople of this vicinity who ought to beinterested in our courses. We have alist of about a hundred and fifty names.but there must be several thousandyoung people who would read attrac-tive advertising matter if it were sentto them. Will you suggest or outlinea plan of campaign by which we couldsecure the names and reach these pros-pects several times betw-een now andthe opening of our next term? Youmight also state what would be theexpense of carrying out your sugges-tions so that we may be in a positionto decide the matter."A good mailing list of young people

of business college age is a valuableasset to any school. Indeed, it is al-most a necessity, if the school is to besuccessful. A mailing list of only afew hundred names is of little valuebecause the percentage of returns thatmight be very profitable on a large listwould not show a sufficient number ofenrollments on the small list to makethe advertising pay.There are just three ways to get the

names of prospective students in yoursection. One is to buy them outrightfrom sources of supply which make ita business to furnish the names of highschool and grammar school graduateseach year and of public school teacherswho may often be interested in a com-mercial course or a course to preparethemselves for commercial teachingpositions.The second is to get them from

present students, from friends or otherswho are in a position and willing tofurnish them without a cash considera-tion. Sometimes teachers will send innames and addresses of their studentsin consideration of a credit on scholar-ships to be used by themselves.The third way is to advertise in news-

papers or other publications, or to dis-trbiute in homes, offices, etc., advertis-ing matter designed to make the read-ers inquire about the school either inperson or by mail, when the name andaddress can be easily secured.You may adopt one or more of these

methods, or perhaps use a combinationof all three of them. By whatevermethod the names are secured, the im-portant thing is to work them with awell-planned advertising campaign andto keep the mailing list revised so thataddresses are correct until it has out-

The above illustration has been quite success-fully used in newspaper advertising and also, intwo colors, as the cover design for a folder.The suggested subject is always interesting toyoung people, and correct handling can make astrong point of the fact that young men andwomen can prepare for well paid office positionsin less time and at less expense than they canprepare for almost any other line of work.

lived its usefulness, which will ordi-narily be in about three years.

In planning a campaign which in-cludes the mailing of several pieces ofadvertising to a list of prospects, thereare several fundamental principleswhich must be kept in mind. The ad-vertising sent should be always attrac-tive and interesting, appealing to theprospect upon his own ground and inlanguage that will be easily understood.The advertising should be seasonable,that is. appropriate to the time ofmailing. The campaign should lie con-nected so that the effect of each mailingwill be supplemented and increased byeach following mailing. Perhaps themost important point is the handlingof inquiries received from the advertis-ing, because most of the enrollmentsmust be secured by personal contacteither at the schooi office or throughpersonal correspondence. Printed ad-vertising fulfills its purpose if it bringsin a sufficient number of inquiries forinformation about the school, itscourses, etc. The details of the workof selling the scholarships must usuallybe done in a personal way, and an im-

portant part of any campaign shouldbe the individual handling of these in-quiries.

It seems to me that school managersoften overlook the greatest argumentfor taking up commercial training

that young people can qualify so quick-ly and at so small an expense for awell-paid position. This fact should beconstantly emphasized in school adver-tising, and government facts in proofcan be cited.According to the Government Bureau

of Education, the boy who stays inschool until he is eighteen years oldhas earned by the time he is twenty-five year old, $2000 more than the boyof the same age who left school atfourteen; also he is getting $900 a yearmore pay. In other words, the addi-tional four years at school are equiva-lent to an investment of $18,000 at fiveper cent interest. Further, the earningsof the boy who stayed in school untilhe was eighteen will continue to in-crease rapidly for years, whereas thesalary of the boy who left school atfourteen will never be much larger.(See page 29, Bulletin, 1917, No. 22,Bureau of Education, "The MoneyValue of Education," GovernmentPrinting Office, Washington. Price15c.)Advertising a business college is a

continual process. A school can easilyspend several thousand dollars in asingle campaign, the total expense de-pending largely upon the size of themailing list and the kind of advertisingsent out. Wise managers also remem-ber that no matter how good a piece ofadvertising is, it is necessary to con-tinue to follow this up with otherstrong publicity in order to make a con-tinued success.Now to illustrate just what course

might be pursued in an advertisingcampaign covering a period of threemonths, let us take for example aschool offering the usual commercialcourses with one or two special coursessuch as instruction in radio, sendingand receiving, and hotel management.These last two subjects are quite newin vocational training, but within a fewyears they may become common sub-jects of instruction in commercialschools. Interest in radio is increasingtremendously and hotel work has re-cently come to be considered in itstrue importance.Such a school as suggested should

first of all have a comprehensivecatalogue fully describing all its coursesand featuring the two special coursesmentioned. The book should be at-tractive, interesting, well illustrated andpresent the facts forcefully. Let ussuppose this school has a mailing listof five thousand young people in itsimmediate territory. To begin with,this list might be circularized with afour-page letter-circular or letter-cata-logue, as it is sometimes called. This isa four page sheet with pages 8!^xll in.On the first page is a letter printed ormultigraphed in typewriter type andwith the letter head of the school at thetop. The three succeeding pages mightbe devoted to printed matter with someillustrations featuring the two special

22 3fe&uJ//uM&&u&fir &51 - but outlining all the otlu ?

anj, ,1 i j thi

I lii'- letter u ould invite inquii -;ue aii.l anj

infon ired\i about the same time this letter

was mailed, the newspapei advertisingcampaign might be started in six oi

newspapers in the territorj.mil these ads might be of i

six inch, single column size, mentioningthe special courses and inviting callsand inquiries for the cat;ads might be continued for siweeks or run on alternate eel s, thaiis, in three papers one week and inthree other papi rs the m \i week, etc.Following tin first mailing, a form

letter with folder featuring one of theal courses might be mailed, with

reference to the regular commercialcourses as well. Then about ten daysoi two n eeks later, a lettei u ithcm the other special course might be-tut out. A return postcard making it

i ply would increase the num-ber of inquiries with these letters.These three mailings might well coveta i>ei iod ol .i month oi a mi inth and ahalf. Then a large folder or broadsi lea^ it is called, well illustrated, might bemailed to the same list and after this, aform letter alone with a corner couponasking for the catalogue, might l>e sentout. It is usually impractical to mailan expensive catalogue to young peopliwho do not ask for it on the groundthat if the hook is made attractive.

who are really interested will askfor a cop

In connection with the campaign out-lined, the school will probably he add-in).; to its mailing list from varioussources, and these new names would hefollowed up with the same literal m-that is sent to the original list. Alloffice calls would he carefully attendedtci and followed up personally, and allinquiries should receive personal atten-tion in the form ol dictated replies inso far as time will permit.

THE WORLD CALLS

for MORE-STENOGRAPHERSBOOKKEEPERS-YOUNG PEOPLE TRAIN-ED FOR BUSINESS- -Here is an illustration designed for a scries

of single column newspaper ads. The idea is toattract the reader's attention by the rather un-usual picture and lettering which would be fol-lowed by type matter regarding the school orits courses.

This design has been used in two-colors onthe cover of a folder featuring the advantagesof business and the opportunities for advance-ment that are frequently open to office workers.This point is one of the strongest inducementsthat can be made for enrolling in the businessschool.

MARSHALL(Continued from pagi LSI

so tight as to practically cut off allcirculation. She would have suckedthe wound, she told me, hut for thefeat that it was on the hack of herlore-arm near her elbow where shecould not reach it. Then, after somedifficulty, she caught her frightenedpony, and made her w.u over the threemiles of rough trail to our ranch.Now, I had never before Seen a I ;i-c

of snake-bite, and all I knew about itnas from a ho\ jCOUl book thej hadgiven me at the Red Cross 1" adquaiters. However, I put up a knowingfront and went to it. I knew atthat I had to do with a had bite, as thefang-marks were large and at leastthree-fourths of an inch apart. With asharp knife. I made two deep incisionsmi ii the wound, into which I forced ahalt teaspoonful ol the crystals peimanganate of potash. Then I gave thegirl ten drops of aromatii spil itammonia in a half tumbler of water, ..-both her pulse and temperature weresub-normal, and her heart action weakand irregulai Hi r lower arm was coldand livid and there was danger of mor-tification through the arrested circula-tion. Although I knew it was risl

of that poisoned blood hack intothe circulation. I decided It. risk it. SOslightly loosened the cincture. Uponthis she almost instantly fainted, and

for an awful minute or two, I thoughtshe was going to pass out. However, Isoon revived her with ammonia fumes,and then gave her an additional stimu-lant, a fifteenth of a grain of strych-nine. Alternately loosening and tight-ening the cincture and administeringfurther stimulants as required, our pa-tient happily pulled through, and isnow completely recovered. I may ex-plain that there are no doctors availableout here, so folks mostly have to die anatural death. But the next day. weheard ot a physician who was campingup the river and summoned him. Ofcourse he got the credit for saving hispatient. Just the same. 1 rather guessthat hut for my little Red Cross outfitit would have been the missionarypreached we should have sent for in-sead of the M. D.

1 have mentioned snakes other thanrattler. Some of these I encounter Innearly every hike I go on. One ofthem is a long active fellow called"king snake." His sinuous body is agay and pleasing alternation of cream-colored and chocolate rings, with agreenish yellow belly. He has a localreputation for killing rattlers bysqui ezing them to death, but 1 doubtit it is deserved. Curiously enough,the Indians fear the king snake greatly,and will tell you, "him heap wuss nrattlesnake." The youngsters foundone near the schoolhouse the other dayand were astounded when I picked himup and showed them that not only hewould not bite, but that he had no teethto bite with. The gopher snake is theonly one of the snake tribe that theIndians do not kill. He is a big "logy"spotted serpent and is very useful ow-ing to his penchant for young gophersand ground-squirrels, both of which arevery destructive to the field crops andgardens. There is also a brownish col-ored ime which the natives call "grasssnake." He is the swiftest snake Ihave ever seen. When surprised in hishaunts, he makes directly for his hole.passing right across his enemy's feet ifhe happens to be in his line of travel.For this reason he has the evil reputa-tion of "chasing" people, for if you hap-pen to run away in the direction he isgoing he keeps right on coming, andunless >nit are quick on your feet hewill overtake and pass you.There are several large lizards of

which the Indians. quite withoutreason, are mortally afraid. One ofthese is finely striped as to his upperbody, with a long tail that is brilliantsk\ blue. Another is a heavy movingcreature, brownish yellow in color, andlooking not unlike a Gila monster withthe spots left off. Still another, whichis very abundant, is stone grey aboveand bright blue beneath.

1 cannot learn that any naturalist hasever givi n special study to the reptilesof this region, or. indeed to many of

| Other outdoor things. Very pos-sibly, quite a number may be new toscience. As for me. I am mainly con-cerned with the flowers, and guess Ishall content myself with only a bowingacquaintance w ith the less approachablethings, particularly the rattlers.

&&38u4Sn#U>&&ua&r & 23

The Teaching of Office MethodsBy JOHN C. EVANS

Lecturer on Office Management, New York University

In the teaching of Office Methodsthe time-honored questions presentthemselves

What, Why, Who, When,Where, How.Upon the proper answers to these

questions depends orderly procedure inthe business office. The first and thelast questions the WHAT and theHOWare matters with which teach-ers are chiefly concerned.Knowing why we do anything adds

interest and zest. The who in the officeimplies definite duties and specific as-signments to individual employees.When signifies that these assignmentsare to be performed during given unitsof time, day by day, or during certainperiods of each day.Where suggests orderly arrangement

in the office lay-out, the keeping ofsupplies for current use and reservestocks of supplies.

Problem 1Standards, Tests and MeasurementsWhen a person offers his services to

a prospective employer, he will bejudged by three standards:

1. Personal, which includes health,appearance and the other elements in-cluded in the subtle meaning of person-ality. Unfailing courtesy and willing-ness are so important that they are in-cluded here in the first article. (An ob-serving teacher should cite examples ofthese qualities which keep the machin-ery oiled.)

2. Preparation. Three phases onone's preparation will usually be con-sidered : Foundational, grammar andhigh school; higher, college, and char-acter of the courses pursued; technical,the specific business subjects studiedand attainments therein.

3. Workamount, kinds, quality.No matter how striking a personality

one may possess, no matter how goodone's preparation appears to be, thefinal test is, can he or she do the jobthat is to be done in this office? Canhe or she do a day's work in a day?Is his or her work well done? Couldsomeone else do it more acceptably?

Business men are forced to makesome sort of an easy preliminary testfor an applicant. In the case of astenographer this usually consists of afew simple letters dictated to be tran-scribed.Our public high schools and private

business colleges have set a 100 wordrate to dictation, and a forty rate tocopy straight matter on the typewriter,and usually no rate of transcription.

In my opinion, these standards arefar too low. A graduate of a goodschool, public or private, should be ableto take dictation of new matter at arate of 120 to 125 words per minuteand be absolutely sure of herself. Sheshould be able to copy straight matteron the typewriter at from 60 to 80words a minute. A rate of transcript

should be fixed. Some schools claim astandard of 35 to 40 words per minute.But, the students will come nearer 15to 20. The alleged 35 to 40 is an ac-ceptable standard and should be ad-hered to.

Dr. Galloway, in his book OfficeManagement, gives the following"Points of a Letter to be Standard-ized :"

1. Date2. Subject3. Address4. Salutation5. Line spacing6. Paragraphs7. Sentences8. Margins9. Numbers

10. Quotations11. Signature and complimentary

close12. Second sheet headings13. Identifying initials14. Marking carbon copiesAny good text on office management

will give the different measurementsusually applied as a day's office work ofdifferent kinds. Typing and transcrip-tion are usually measured by the lineor square inch, filing by the piece, etc.It should be noted that office workconsists of so many kinds of tasks thatan altogether absolute measure cannotbe established. For example, the samegirl may write letters, take dictation,transcribe, file, make records, etc. Thevariety makes measurement quite outof the question.To provoke discussion I venture the

statement that the average girl shouldbe able to take the dictation for andtranscribe fifty to sixty letters a day.assuming he letters to be of averagelength, about 125 words each.

(Mr. Evans will undertake to answer ques-tions about any of his articles or statementstherein, provided RETURN POSTAGE AC-COMPANIES the inquiry.)

TEACHER CHANGESE. C. Shemwell from Pittsburg Business Col-lege, Pittsburg, Kansas, to Fairmount College,Wii hita, Kansas,Stella Ranum from Rural School, Bellevi'le,Wisconsin, t.' High School, Slinger. Wisconsin.Louis Lohr from Austin High School, Chicago,Illinois, to Mississippi A. & M. College, Afrricultural College, Mi*~.Mrs. Laura Thorp from Mankato CommercialCollege, Mankato. Minn., to Winona BusinessCollege, Winona, Minnesota.Flora E. Moeckel from Brown's Business Col-lege, Kankakee. Illinois, to Mankato BusinessCollege. Mankato, Minnesota.F. L. Phillips from Earlham College. Richmond,Indiana, to Berea College, Berea, Ky.Gladys L. George from High School, Syracuse.Nebraska, to High School, Aberdeen, SouthDakota.Marv Long from High School, Golden, Illinois,to High School, Roseville, Illinois.Chas. A. Bireline from High School, Coffey-villc. Kansas, to High School, Walla Walla,Washington.

R. S. Miller is the new teacher of pen-manhip at the Albany Business Col-lege. New York, succeeding T. W.Wauchope. Mr. Wauchope has pur-chased the Barrie. Ont, Business Col-lege and will conduct it next year.The work of Mr. Wauchope's pupils

has been sent to us for Certificates thelast year, and we know that he has beengetting splendid results. We have nodoubt Mr. Miller will continue thegood work.

Mr. John R. Gregg sends us a programof the Annual Conference of De BearSchools held at Liverpool, July 19 to22, 1922. This conference marks theintroduction of Gregg Shorthand inthis great chain of schools in England.Among the speakers on the programwere Charles I. Brown and Harold H.Smith, well known to many of ourreaders.

John W. Parker, a commercial teacherwill known to hundreds of our read-ers, now with Piedmont Business Col-lege, Lynchburg, Ya., was married onJune 10 to Marv Gordon Moon. Hismany friends will join the BUSINESSEDUCATOR in congratulating himand in wishing him and his wife thegreatest of happiness.

J. B. RICHEYSupt. Schools, McKeesport, Pa.

Dr. Richey is one of the best knownschool men in Pennsylvania, and isfamous for the thorough organizationof the schol system under his direction.

Since graduating from AlleghenyCollege in 1889, he has spent his entirelife as Superintendent of Schools, oneyear at Phillipsburg. Pennsylvania, 12years at New Brighton, "Pennsylvania,and 20 years at McKeesport, Pennsyl-vania, where he has been Superintend-ent since 1902.The Pennsylvania Educational Asso-

ciation honored him by making himPresident of the Department of Cityand Borough Superintendence in 1906and the following year President of thePennsylvania Educational Association.

Superintendent Richey's interest inpublic school writing is shown by thefact that last year he secured MissOlive Mellon as Supervisor of Pen-manship.

24 3fe&u&'nGti>&dtuzi&r &

Beacon Lights of PenmanshipSome Notes on "A Century of Penmanship in America "

By HORACE G. HEALEY, A. M.120 Ea.t 184th St.. New York City

In undertaking a series of articles on\ i enturj of Penmanship in Amer-

ica," I am confronted at the outset bjseveral problems, I-"ir>t . for purpose ola background, should any attempt bemade to outline, even briefly, a historyof writing up to the close ol the Eigh-teenth century? There is. 1 must confi -., a strong temptation to do this, hutthose who arc interested will find theirneeds adequately nut by conulting theworks of Williams. Humphrey, oiThomas Astlc. These volumes are tobe found in any large library. Second,should the leading contributors beclassified according to the decade oftheir birth, or to the era in which theythrived?As association is memory's greatest

aid. I have thought it best to identify,in a general way. the various "eras" orepochs in the progress of the art, andspecify a few of the outstanding per-sonalities who made definite contribu-tions, either in the improvement of theart itself, or in the methods of teachingit. At the same time, it may he ofassistance to some if the decade of birthhe given. Therefore. I shall adopt atwo-fold plan.

It will he obvious to the reader thatthe limitation of magazine space im-poes certain restrictions in matters ofpersonal history: hence, only the out-lines of hiographical sketches will bet,'i\ en.

It is difficult to explain why penman-ship has been given such a conspicuousplace in education in this country. Sofar as known, we are the only nationthat has featured it .is .1 distinct profl --ion. To he sun thought is chang-ing at the present time, and it may hepossible that m a generation or two theornamental penman with his "side hill"or oblique pen holder will be numbi n dwith other extinct species of the animalkingdom. The most apparent reasonfor this unusual prominence is the factthat the subject was made .1 fundamen-tal part of the very limited courses ,.1instruction offered by the busim --schools which multiplied SO rapidly be-ginning about the middle of the cen-tury. Thes, ,,,urses. by means of in-tensified training in highly specializedsubjects, such as Penmanship, Arith-metic. Business English, Business Law.and Elementary Bookkeeping provided,for the adult, a short route to emplojmi nt in mercantile lines.

This explanation, however, fits onlythe cases of thosi who pursued the sub-ject of penmanshpi just as they didthat of arithmetic or bookkeeping. It

nnt for the large numbere. In, bee. in e so facinated with itsbeauty that they neglected other thingsfor it. To be sun-, there was a limitedmarket for those who. in addition totheir skill in ornamental writing andflourishing, possessed a certain talent

for imparting instruction; others couldeke out an existence as card writers on-ii.it corners, at hotels, or by followingthe county fans, .\ very plausible; 1 ,1-011. also, '- 'In fat t that a greatdeal 111 plia-iiie was to be found inpracticing, "playing with lines." as itlias been railed, thus satisfying the instinct of self activity, an essential partof the emotional life. This waswithout any thought of its resulting inany practical benefit. It is sad to relatethat some of the brightest stars in thepenmanship firmament closed theirearthly careers either iii direst poverty,01 dependent upon charity for tin iu-, essitii - of life. In this respect, thebeautiful art takes its place with musicpainting, and sculpture.

Penmanship ErasI. The Era of Development 1830

to 1850. Characterized by a completetransformation in style of writing;change from the old formal Englishround hand with all down strokesshaded, to a semi-angular hand, withlittle or no hading. Up until this time,all who could write well (very fewcould write at all) were supposed towrite exactly alike; freedom, ease, and

-sion of individuality were en-couragedThe child' contributors were Piatt R.

Spencer, horn in New York in 1800.and A. K. Dunton, born in Maine in1813

twenty years went torth America'sii nmanship li adei - His sons.

Robert ('.. Piatt R. .It . Henry ( '.. Har-\

. and Lyman P., continued suc-illj tin wonderful work which he

began. To him we owe the Inst suc-cessful attempt to classify, harmotii.",:inl systematize the fundamental prin-etphs of penmanship. Personally, hewas a trifle above medium height; neverfleshy, never lean; self-posessed, delib-erate and well-poised; a very largebrain; a true and warm friend. It wassaid of him that he might have bet D alawyer, a minister, a doctor, or anauthor, hut he was a poet, and aboveall. an artist.

Piatt K Spencer was America'seer penmanship reformer. He was

born in Fishkill-on-the-Hudson, NewYork, in 1800, and died a: Geneva,Ohio, in 18o4. His father dying when

ears of age. his mothertook the family to the Ohio wildcr-nes where, later. Spencer became ateacher of penmanship, establishing hisschool in a log cabin, calted Jericho.This school proved a veritable fountainof inspiration, and from it for nearly

George L. White, last year with theFredericton, New Brunswick. BusinessCollege, purchased the Bowman Com-mercial College at Petersburg. Virginia,taking possession August 1 Mr.White is a splendid business penmanand also writes a good ornamentalstyle. We welcome him to the CnitedStates and trust that he may be very-ii- ' essful in his new venture.

T. W- Wauchope. who recently pur-chased the Barrie Business College.Barrie, Ontario, from H. A. Henry, isthe subject of a column article in the\orthcrn Advance published at Barrie.From this article we learn that Mr.

Wauchope received several tokens ofesteme when he left Albany, includinga traveling bag and wallet, presented bythe faculty and students of the AlbanyBusiness College where he was Prin-cipal of the Commercial Departmentlast year, and a silk umbrella by themen in the dormitory of the centralV. M. C. A.Our best wishes are extended to Mr.

Wauchope and the Barrie BusinessCollege tinder his direction.

F. L. Dyke, Dyke School of Business.Cleveland, Ohio, reports that J. W.Alexander will take charge of theHigher Accounting work in that schoolSeptember 1st. Mr. Alexander is an

: I accountant of wide experience.holding the C. P. A. degree from two-tales His professional training wassecured in Georgia School of Technol-

W ashington School of Account-ancy and George Washington Univer-

He has also taken special workin Higher Accounting at La SalleExtension Univerity. Besides his ex-perience as an Expert Accountant, hehas for the last two years had super-\ ision of the returned soldiers receiv-ing training at the Western KentuckyState Normal School and BowlingGreen Business University, both atBowling Green, Ky.

Watch DetailsIt is the attention given to the details

of advertising that make a campaign-in ' essful. and the advertiser cannotafford to neglect any part of the worknor intrust it to incompetent persons.flu advertising of a school deservesthe best attention from those most cap-able and restt'ts will jurtify persistentwork along the line of any well-plannedcampaign.

HARRY M. BASFORD.

M*38u4/n*M&&uxi&r & 25

AMBITION TALKSBy Harlan Eugene Read

President Brown's Business Colleges of Illinois

THE VACUUMNature abhors a vacuum.A vacuum is an empty space. When

nature finds such a space she strugglesto fill it up.* The roar of thunder is thesound of air rushing in to fill thevacuum made by lightning. When anelectric bulb explodes the sound onehears is the rush of air to fill the emptyspace.

This is one of nature's lessons tothose who wish to improve theirbrains.**The brain is never idle. Scientists

tell us it works even in sleep. Nature,abhorring the vacuum, sees to it that,in waking hours at least, the brain hassomething in it, good or bad.When the thing in the brain is an

evil thing,a bad habit, a low taste,or a fear, the natural rule againstempty spaces suggests a means ofremedy.The remedy is: Crowd out a bad

habit with a good one. Substitute ahigh taste for a low one. Eliminatefear by a direct activity. Never simplyesolve to be rid of an evil. That isn'tenough. It leaves an empty space.

Displace a vice with a virtue, not avacuum.We see this rule in all our activities.*

It is not enough, in politics, for ex-state needs money and the statesmanwho wishes to rid his people of anunjust tax must substitute a just onefor it.* In religion it is not enough todestroy the faith of the world in an oldform of belief; a new form and a better

must take its place.* In business, whenample, to be rid of a bad tax. Thean old, expensive method of manufac-ture or salesmanship is abandoned, anew one must be substituted.

In conquering bad habits and fearthis great principle must be used: Fillup the vacuum.A woman who screams when she

sees a mouse, will face a bear to saveher child. In a burning house an in-valid who has been in bed for a yearwill walk down stairs carrying hismattress on his back. A coward oftenbecomes a hero in a battle.* TheThe greater emotion always drives outthe lesser.**Ambition is one of those greater

emotions, and is especially powerful inthe lives of the young. Love is another.A sense of honor is a third.* Fill yourlives with these things and you willcrowd out what is mean, and vile, andlow.

THE AMERICAN LEGION NA-TIONAL ESSAY CONTESTSubject: "How the American Legion

can best serve the nation."The American Legion National

Scholarship Prizes:First prize, $750.Second prize, $500. Third prize, $250.

First prize in each state will be asilver medal; second prize a bronzemedal. Other prizes will be awarded indifferent states, and announced later.The cash prizes will be used only

towards scholarships in colleges desig-nated by the winners.

RulesAll girls and boys between the ages

of 12 and 18 inclusive are eligible toenter this contest.Only one essay to a person.Essays will not be over 500 words in

length.Essays should be written in an af-

firmative and constructive way.Only one side of paper to be used.

A margin of one inch must be allowedon either side of the paper.

After essay is completed, papershould be neatly foldednot rolled.

Spelling, penmanship and neatnesswill be considered in judging the win-ner.

Age will also be given full considera-tion.

DateAll essays must be received at a place

designated by the County Superintend-ent of Schools not later than midnightof October 6, 1922.

PledgeAt the end of each essay, the follow-

ing pledge must be signed:"I hereby pledge my word of honor

that I have written this essay myself.I am years old."

(Signed) Name of Contestant

Street Address

Town

Date

"The penmanship students wish tothank the members of the staff of theBusiness Educator for their kind con-sideration and helpful suggestions."

(The Ink Pot, Englewood BusinessCollege, Chicago.)

Ninth Grade, Junior High School No.Teacher. Alice E. Benbow. Supervisor.

1, Trenton, N. J. These are the winners of the Zaner Method Certificates. Lillian W. Young,

26 >S/U' ^6u*u/itjj C*/itiu/

A Little of EverythingBy CHARLES T. CRAGIN

Holyoke. Mass.

A KENTUCKY MOUNTAINEERThe Story of a Supervisor

Part II

To Mr. II. C. Wilson, dealer instocks, bonds and securities, came Jed

I ,iu rence, supervisor.hi 1 ,i.i ing o mnsel forRose Ellison. Infor-mation regarding theforged checks w a swhat Jed wanted, forthese checks, eleven innumber, as well as several more precedingtheir dale, which hehad every reason to

believe were genuine checks were allmade payable to the order of Wilson,the broker. Passing through a smallpublic room with the blackboards,where customers s a t around andsmoked and chewed and watched theblackboard quotations, Jed found him-self in the room with Mr. Wilson him-self. A man of SO was Wilson, fairlywell dressed, a man with honest blueeyes, sandy hair rapidly departing fromI he top of his head. He nut Jed cour-

ly and answered readily tin- ques-tions put to him by the supervisor."Mr. Wilson, I wish you would tell

me what you know about Mr. Ellisonof Lakeville," began Jed.

"Well. now. I know a good dealabout Mr. Ellison, for I was broughtup as a boy in Lakeville where he wasoni ni 1 1 1 - solid men of the town. AfterI came to Claremont as a clerk in thebrokerage house of Henry Clews &Company, Mr. Ellison often asked me

SYNOPSISJed Lawrence, a young Kentucky mountaineer

with a talent i..r good writing, driven out ofbj the feud which cost several

lives, went to business college where his fineattl ted the attention of Mi

Zancr, who advised him to make himselH

>y/u >3tiu*u/ujj CV/// 27

LEARNING TO DICTATEA Series of Lessons in Dictating Business Letters, for Men andWomen who Expect to be Important Enough to Have a Stenographer

Instructions from a series of "Better Letter Bulletins"Published by Thos. A. Edison, Inc. Exercises by the Editor

FIRST SAY WHAT YOU ARETALKING ABOUT

By Edward Hall Gardner, Professor,Univerity of Wisconsin. Author

of "Effective Business Letters"(By permission of Thos. A. Edison, Inc.,

Orange, N. J.)

Suppose you come to the desk of abusy executive to ask a question.Do you begin, "Last spring Jones &

Co. sent us an order, and your rulingthen was thus and so, and our exper-ience since then has been of such andsuch a kind, and we have written themto this effect, and they now send us anorder for such an amount of goods, andI want to take up with you the matterof their credit?"You do not. The chief is not looking

for lectures on ancient history until heknows that they are needed. The signthat is hung on his face at this momentreads:"Kindly state your business."And you say, "Shall I pass this order

from Jones & Co.?"What is more, you know just what to

say next. The present state of Jones'saccount, his past record with you, areon the tip of your tongue, all arrangedin order of importance.The same rule holds in letters.Get your subject first. Then decide

(Hi what to say second and third.Think of this especially when your

letter asks for some definite action.Sometimes explanation must come be-fore the question, but in nearly everycase the subject can be plainly statedat the beginning.Here is a badly confused letter. With

the subject first, the whole matter iscovered in one clear, short paragraph.Under the revised letter are samples ofsimple first sentences, which get to theheart of the matter without delav:

(As Originally Written)One of our offices recently had occasion to

requisition from us six of your No. 100 switches,but found same not complete, inasmuch as someparts were lacking and could not be found inthe packages. We are in receipt of a memoran-dum from them wherein they inform us of thisand ask us to adjust the shortage.

Will you kindly mail to them the missingparts, consisting of nut covers and fibre washers. The address is 165 Broadway, New York

yet-, quicker action in reply to cor-respondence. Analyze the letter before-writing it. Determine what the subjectreally is. You know what the readerneeds to know about the case, and whatis superfluous. Put at the head of theletter what he wants to know first. Lethim know what you're talking about.(Copyright, 1 9 IS, by Thomas A. Edison, Inc.)

Letters to Write1

A. B. Jones writes you as follows:"Will your Acme Post Hole Augerwork satisfactorily in ground where thestones run as large as a man's fist?" Itwon't. Tell him so.

Write to Black & Reed, asking for acatalog of baker's machinery. Youdon't care to see a salesman just yet.

Tell J. H. Murphy that the wagonhe sold you two months ago has al-ready shown signs of breaking down,although he guaranteed it for one year.Suggest what you think he should doabout it.Improve this letter, putting first what

the reader is most interested in:"Dear Sir: We are in receipt of

your valued letter of the 15th, and inreply would say that the chair shippedyou on the 3d which you say arrivedin a badly damaged condition, wascarefully packed by an experiencedpacker, following methods that havebeen found successful in hundreds ofshipments. We think the shipmentmust have had very rough or carelesshandling, and that there is good groundfor a claim against the railroad com-pany."Under the circumtances, the best

we can do is to ask you to return thechair, and we will send you another.Please send us the paid freight bill, onwhich the agent has noted the damage,so that we may present claim.

HOW TO USE THE LESSONSRead Them. The suggestions as to

the spirit of business letters, and triteexpressions to avoid, will be helpful toany man who writes letters. They arei specially value to the man just startingto compose such letters; he shouldnever fall into the habit of using thejargon that sometimes poses as "Busi-ness English."

Dictate the Letters called for in eachof the suggestions. Study about whatto say and how to say it as long as youwish: think about it for a day, or for aweek, if necessary; but when you are-ready to dictate, dictate. Don't hesitateand hem and haw and stammer goright through with it. If the resultdoesn't sound convincing, dictate itagain. If you can get some friend totake it down in shorthand and make atranscription, so much the better.Sometimes what sounds all right as youspeak it doesn't look so well whenwritten out.

For Class Work. The class shouldstudy the lesson preceding the exercisesbefore the class period; then theyshould individually be given the oppor-tunity to dictate the letters called for.The class should not be so large butthat every member shall dictate at leastone letter every recitation.

It is important that some, at least,of these letters be transcribed. It willusually be possible to have a shorthandwriter at hand to take down the lettersas they are dictated, and hand in atranscription the next day.

If a dictating machine is available, itmay be used for the dictation practice.The student will become accustomed tomanipulating the machine, and willlearn to arrange his thoughts in orderbefore beginning. He can also listento his letter, and detect any incorrectexpressions without having it tran-scribed.

A copy of all letters written by everystudent should be preserved. Some ofthem will be referred to in later lessons.

(As Revised)Please mail direct to our New York Office.

165 Broadway, six nut covers and fibre washersfor your No. 100 switches. They requisitionedthese switches from us recently and found theparts short.Thank you for giving this your prompt at-

tenti'Hi-

OTHER FIRST SENTENCES:We are tracing your order for rope, men-

tioned in your card of April 2.We can furnish paint as specified in your

letter of Oct 10 at the following prices:Our catalog is being held up for the wood-

cuts promised by your representative.Promptly on receipt of your telegram we

wired our factory to ship at once your orderNo. 965 being held for May delivery.

Keep down the length of routinecorrespondence by getting your subjectfirst. This principle smooths out let-ters that were all tangled up, cuts outwordiness and rambling sentences, and

"Regretting very much the troublethis has caused you, and trusting thatthe second shipment may reach yousafely, we are,"

This series may be worth a fortuneto you, but it can't help you unlessyou use it. BEGIN NOW; read thesuggestions carefully and dictate theletters. Dictate them aloud, whetheror not they are written. Announce-ment of a contest in letter writingwill be made in the next number.

It must be admitted that much of theskill needed to dictate a good businessletter must come from experience in theparticular line of business for which theUtter is to be written. But so must muchof the skill which makes the book-keeper or mechanic or stenographervaluable to a business be learned in thatparticular business. Is it not illogicalto require a year's training in shorthandfor the stenographer, who is merely torecord the thoughts of the dictator, andhave the dictator himself, whose wordsare formulating the policy of the busi-ni ss. to learn the mechanics of dictat-ing by expensive experience?The lessons that will follow will offer

some suggestions for the compositionof business letters, with situations call-ing for letters to be dictated. The pur-pose is not merely to improve the"Business English" of the reader orstudent, but to give practice in fluentexpression.

%om f?/Y///////,CRAGIN

11 ontinucd Hum 2d pj

I" covi red his tracks pi ettj i ai efullj

.

and he evidently knew muchthan anybodi i Ise about the mcondition ,,i Mr. Ellison."

"Well," said lh< fii tman,"You've put an entirely differentno tliis matter "

"Yes," from the hank president. "Wewill call in two or three of the bestpen experts and if they confirm what

have saiil about these checks being11 5, the bank will have to

the loss, but we must find out who isthe guilty party

"

The Worn Letter HAnd then luck came their way. Wil-

son, the Broker, had been requested toattend the meeting and tell what heknew about Ellison's speculations. ButWilson, the Broker, did not come. In-stead, he sent a letter explaining thatlie was detained by illness in the citythat day, and in this typewritten letterhe briefly set forth the circumstancesin which he said Mr. Ellison hadbought stocks or ordered them to bebought. He also said that he wouldbe glad to personally explain the mat-ter if they would call at his office orsend a committee there. There hadIk en several communications fromWilson before, all on the ordinaryoffice stationery, and a curious thingcaught the eye of Jed Lawrence as heglanced over the Utter. He noticedthat the letter H of the typewriter wasslightly worn on the corner of theUpper part of the letter, leaving an im-perfect impression of the letter itselfon the paper, and glancing at the wordhundred, written with a capital H as itoften is, on one of the questionedcheeks, he saw that same defect in theletter H. There were several of theseletter H's on the typewritten amountsfilled in on the face of these forgedchecks, and every one of them had thatmissing corner.

"There's a large gilt edged clue," saidJed to himself. "The same typewriterthat wrote that letter filled out thesechecks, and if we can get that type-writer we will prove that it wrote thesechecks, for I know you can take a type-bar of any typewriter and you will findthat it is not exactly like the type-barof any other machine even of the samemake."The meeting had adjourned to meet

again next Tuesday, and Jed went toone of his friends, a young and dashinglawyer

Jim Brennan. Jim had be, n

a good deal of a sport in his day andwasn't entirely over it yet. When Jed

nted to him the facts of the case,he said:"What do you think?""Well," said Jed, "I think this: I

think that Wilson did the trick. Ihaven't any doubt of it and I think hedid it on his own typewriter, if he's got

in his prn ate oflfii e 01 in his house,oni or the other, most likelj at hishouse. The chances are a bundle. 1 toon.- thai he's got a typewrite! there.He saw that old man Ellison filled oulhis cheeks on a typewriter, nam.amounts. He got the same kindribbon, an ordinary black, and he tilledout those checks as he wanted th< m.He didn't do it right along. You willnotice the first of those checks, datednearly three years back, is for a smallamount, so small that if it didn't ...through all right he could have fixedmatters without much difficulty. Itwent through without a question andit ran along several months before hetried the same thing again, perhapswhen he got hard up. The amount waslarger this time, but not very much.He had seen Ellison, of course, and hehad seen that he was pretty nearlj'non compos mentis,' and that he wasprobably not auditing his account, orcomparing his bank balances with hischeck book balances; then he became

W. LEE HALLJust because Kentucky horses arc

noted for speed, and Kentucky womenfor beauty, is no reason to concludethat Kentucky men are slow and home-ly. In truth, they are neither, but arealert, tine looking, hard working, pro-gressive fellow-..

For instance then is W. Lee Hall,pictured above. Mr. Hall is head ofthe Penmanship Department of Bowl-ing Green, Kentucky, Business Univer-sity, and as such conies in personalcontact with more penmanship teachersof tomorrow than perhaps any otherman in America.

Mr. Hall is a Kentuckian, born inGrayon Co.. and received his penman-ship training in the school where henow teaches under S. E. Leslie. Hemarried a Kentucky girl and is thefather of a fine Kentucky boy.

Referring to the statement withwhich we began, a glance at the picturewill prove one part of it, and to observeMr. Hall in his penmanship class for10 minutes will prove the other part.

i ks came ottencr, but ine he wrote up an account in

his books to ofTset those checks so thatlie had evidence to show in case troubledid com. That's the way I think hedid the trick."

"Well," saiil Jim Brennan, "there'sJUSt one thing to do. We have got toget that typewriter and we have got

get it so as to prove that it is his.Now, there is just one thing to do.-"car out a warrant for this fellowand arrest him lor forgery; it's a meanthing to do if he's innocent, but heisn't. With him under arrest, we canget his typewriter, if he's got one at thehouse, or the one at the office in hisprivate room, and the chances are ahundred to one that we will prove bythat typewriter that he wrote thosechecks, if he hasn't been bright enoughto destroy the typewriter, which hewould do if he was a hundred per centefficient, just as quick as he found therewas trouble with Ellison's accounts,but every criminal is more or less ablank fool, never a hundred per centefficient, and we can chance it, and seeif he did."They went to the chief of police and

the district attorney who lived in thatcity and before him they stated thecase and asked his consent' to swear outa warrant for the arrest of Wilson, thestock-broker."Are you positive the finding of such

a typewriter as you describe wouldprove the forgery of these checks andconvict this man?" said the district at-torney. "It is an absolutely sure thing,if he has that typewriter iii his posses-sion at his room, where only he hadaccess to it. There isn't a jury in thecountry that would fail to convict himif we can get the typewriter." saidBrennan. the sharp young attorney tothe attorney."Can you prove that one typewriter

is different from another? Aren't theyall alike? I don't see any difference,"said the chief of police."No you wouldn't," said Lawrence,

"but an expert from the typewritercompany would show you that no twoof even their own typewriters will giveyou exactly the same impression, andhe will show a jury beyond a shadowof a doubt, if we can get the typewriterthat wrote these checks, that no othermachine could have done the job.""But you say Wilson had a straight

book account for all these deals withEllison. The figures are all there, anda jury's apt to think figures won't lie."

"Yes, Mr. Attorney, he did havehook accounts to show the results, heclaimed, but it's not difficult at all ifhe faked these accounts to prove thefact. Once we get hold of his bookswe will show the jury that there isn'tanything that lies worse than figureswhen a scamp makes the figures."(Continued on 2nd succeeding page)

^/i^&uAt/ted^&duta&r' & 29THE ZANERIAN REUNION

July 5 to 7, 1922

Officers for 1923Pros., E. A. Lupfer, Zanerian College

of Penmanship, Columbus, Ohio.Vice Pres., Laura Jane Breckenridge,LaFayette, Indiana.

Secy, and Treas., C. G. Eckvall,Fargo, N. Dakota.

The high spot of the Zanerian Re-union was the banquet at the Chitten-den Hotel Thursday evening, July 6.78 persons sat down to supper, afterwhich the Editor of the Business Edu-cator, acting as Toastmaster, called oneach one to respond briefly telling who'he was, the thing for which his state orcity is noted, what fixed his intereston penmanship, and to relate a story.Everyone responded most creditably.Music was furnished by the students inthe Zanerian under the leadership ofMr. Minster with Miss Bryson at thepiano. Mrs. H. A. Roush, Wilming-ton, Delaware, gave two piano solos,and Miss Bryson sang.The reunion opened Wednesday-

evening, July 5, with an entertainmentby the students now in the Zanerian.Songs, readings, and instrumentalmusic provided delightful entertain-ment for the audience that filled thenew school room on the second floorof the Zaner & Bloser building. Thurs-day morning, July 6, Mr. E. G. Miller,Supervisor of Penmanship in theschools of Pittsburgh, Pennsylvania,spoke of the life and work of Mr.Zaner, paying eloquent tribute to himas a penman, engrosser, author, teacherand as a man.

Mr. W. H. Mikesell, speaking on thesubject of High School Penmanship,said he believed in teaching the lettersrather than spending too much time onmovement exercises. He thought weshould not attempt to teach too muchbut if we covered one-half the alphabet

of capitals in the semester and broughtabout improvement in writing them,we were doing enough.

Mr. H. A. Roush, Wilmington, Dela-ware, agreed with Mr. Mikesell as tothe importance of letter practice ratherthan movement drill. He said alsothat it was not best to insist that ever}pupil in the High School should writethe same style as the teacher. In an-swer to questions, both these teachersstated that they did not count for allof the writing lesson. They tried tocount enough to get pupils started towriting at the proper speed, and thencounting was omitted.

Miss Emeret E. Booth, Supervisor ofPenmanship, Warren Ohio, said thatthis year she was going to ask for aset of papers from each room eachmonth. These papers were to be regu-lar work turned in from the students inSpelling, Arithmetic, Language, orother subjects. The object is to securegood writing in all subjects in everyroom.

Miss Henrietta Evers, Xenia, Ohio,takes work from one room and postsit in a room in another building of thesame grade. She finds this helpful inarousing teachers to the importance ofgood writing.A discussion brought out the fact

that in several schools writing is nottaught at all above the 6th grade andin some other schools where it istaught, the time which is given is veryshort. It was agreed that this plandoes not secure good writing in theHigh School or qualify the HighSchool students to do satisfactory writ-ing after they leave school.Miss Hazel Depler, Supervisor of

Penmanship, Williamson, W. Va., men-tioned that in their High School theyhave three Literary Societies, and thatrecently the programs of these societieswhich are posted in the hall, have beenprepared with pen instead of on the

typewriter. The result is some rivalryamong the students as to which canprepare the most attractive lookingprogram.Thursday afternoon Miss Evers gave

a .splendid talk on "Self-Development,"She mentioned the various means ofself-development which are availablefor all of us, such as contact withpeople, correspondence courses, publicmetings of various kinds, University-extension courses, Summer Schools,etc. Miss Evers is a good example ofwhat can be done along this line, hav-ing broadened her own education notonly through normal school and collegework, but by reading and study sincegraduating from college.

Interesting discussions along thissame line were offered by Miss OliveMellon, Pearl Stewart, Laura JaneBreckenridge.

Mr. Minster described the system ofpenmanship supervision developed byMr. Peterson of Scottdale, Pennsyl-vania. Mr. Peterson has charge ofsupervision in a number of cities andschool districts in that part of Pennsyl-vania and works through a corps oftrained supervisors. This suggests thata similar work is needed in many otherschool districts throughout the countryif penmen can be found to do the work.

Friday, July 7, D. W. Weisel, As-sistant Superintendent in MahoningCounty, Ohio, in charge of penmanship-and drawing, described the method heuses to improve the writing in theschools throughout the county. J. A.Kirby, New York City, mentionedthese characteristics of good writing:Healthful posture, Efficient position,Efficient movement, Legible forms, andSpeed sufficient for the needs of thewriter. He said that four out of fiveof the pupils entering the High Schoolof Commerce, New York City, wroteso poorly that they were required to.take penmanship in the High School.

In front of the new building, Thursday, July 6, 1922

30

>^fc'3&U

32- //u^/tji/it^j &a'uM&r' &

% SALESMANSHIPHelps for Teachers and StudentsBy M. N. BUNKER

President. The People* College, Ft. Send. Kanaaa

*

There have been many diFerentdefinitions for Salcsmamnship. Minethan three hundred and fifty booksdevoted to selling alone have been pro-duced and sold during the last ten..us. This is an average of one ithirty days. Most of these books haved( fined salesmanship according to thedistinctive wording of the individualauthor. Regardless, though, of howthe definition has been shaped it hasusually meant something like this:"The development of the ability tomake other people do what you wantthem to do."

All very well. In the strictest sensethis definition covers completely a cer-tain type of salesmanship. The prin-ciple of this definition is that someinfluence is brought to bear that de-cides the customer to do somethingthat possibly is unwise for him to do.It is the salesmanship of the samequality as that practiced by the mostordinary charlatan. It savors of mes-merism and hypnotism. The pros "'is persuaded to the point of yieldingbut without any foundation of solid

for making his decision. He istemporarily controlled by the salesmanto the point of buying, and so puts hisname on the dotted line.

This is not salesmanship; it is notwhat the successful salesman who isearning $10,000 a year practices if hecontinues to earn such a salary. Thishigh priced man sells a customer sothat he stays "sold" and on such afoundation develops his clientele. Acustomer once "sold" successfully will

r prove a difficult prospect againunless he is "unsold" by some disas-trous condition that destroys his con-fidence. He will cither accede toreasonable sales arguments or willfrankly tell you that he is not ready tobuy. Even doing this he may help tosell another on the same propositionwhich he has turned down. He hasconfidence in the salesman.

In the broadest sense the successfulman is always a salesman. James J.Hill w