r

mm

I!

Hi

6

LITTLE,.

Q atteatloa through the sense ofMielL

Introductory Tip.sines ths time a hustling

EVEIl quarrylnf Arm up thesold bill of Pyramids to

Ilameses II., which Is ths firststraight sale of Roods recorded In his-

tory, travelling men the world overhave twisted their patience all out ofshape trying to solve certain problemsarising In connection with the centle artf clinching orders.

In this course of study we teach thestudent the science of salesmanship fromrathskeller to roof. We show him howto approach the most fractious cus-

tomer, bridle his attention, har-

ness his Interest, and lasso his order;how to open and close a sample casescientifically and carry It with one hand:how to board and unboard trains; howto register at a hotel so as to draw aroom big enough to peel off a union suitwithout spraining the wall paper;how to make twenty-seve- n towns

day without hurrying; how toput an automobile In an expense ac-

count without even the gasolene smell-ing; how to radiate fourply love In thecase of a Cold Turndown, and makeDear Firm laugh merrily when youhaven't sold a bill of goods In sixmonths.

There Is, perhaps, no one In this coun-try better qualified by experience andIntelligence to conduct such a course Insalesmanship than our gifted and cos-

mopolitan Instructor In chief, viz.. 1, e.,

and to wit, Prof. O. U. Bojaek (Dus.Doc.).

One of our graduates Is now at thehead of one of the largest Joe wagons Inthe country. He's delivering the goodsright along. Another has opened thebiggest dry goods house In New Vork.He's been opening It every morning forsixteen years; also the windows.

The thing Is to become a millionaireand say what you please. That's theprovince of this course of study tomake millionaires nnd things out oftravelling men. As one of our gradu-ates tersely puts It: "I ain't seen nothinglike your course of lessons." Anotherwrites appreciatively: "I took your fullcourse and got a steady Job. Yours,No. 1420."

I. Warming Up.Many salesmen think that all you need

en the road Is nbllttv Wrong! You'vegot to have something to sell somedefinite tangible line of goods and ttmuat be a line suitable to the trade youIntend to call on. You couldn't expectto put In a faro layout at a Y W. C. A.nor sell fur lined pajamas on the banksof the Congo.

Before stnrttng out to Interview yourcustomer you should know somethingabout your line und not leave It to yourcustomer to explain It to you. If youare selling ploughs, for Instance, youshould know which end of n plough tohitch to, and be able to tell a ploughfrom a bathtub without first walkingall around It and viewing It from dif-

ferent angles before deciding.One of our students, before taking up

our Informing course, was selling a lineof safety razors for six months beforehe discovered Just what he was selling.He thought they were carpet sweepersfor Harlem apartments.

This salesman one day tried to sell awoman one of his safety razors, think-ing, of course, thut they were little car-pet sweepers, as before .whispered. SheWSJ) rather a masculine looking piece ofgoods anyway and so she didn't need tohave anybody call her attention to It.The salesman, holding up the safetyrazor, said. "Madam, this Is Just whatyou nsed."

That was all he said, but It wasenough to net him a six months courseIn the nearest hospital and a fairly ac-

curate knowledge of the difference be-

tween a carpet sweeper and a safety'razor.

The moral of this of course Is, Knowwhat you are selling and he able tosidestep trouble without breaking yourback.

The next thing to know Is how to ap-

proach your customer, or your "pros,pect" as he Is often culled, no matterhow slim a prospect he may be.

Always call nt your customer's officeor place of business when you wnnt tosell him, Don't rail nt his home, nortry to Interview him during church ser-Vic- e,

or while he Is back of the housechasing butterflies. Many salesmen dis-like to break Into their prospect's otllcowhile he Is burled, under his morning'savalanche of work, such as reading thenewspaper or amputating a hung nail,but this should nut deter you. If youwere to rome around again In the after-noon you would probnlily find him stillsnowed under. Hueh Is the dally drudgeof the tired business man.

Always enter your customer's storeor place of business through the door,not ths transom nor the chimney Thefront door Is generally ued for this pur-pose, and a little experience will showyou how to tell It from a passing milkwagon,

The way n door is opened and closedIndicates character Whenever you ena man sort of squeezi. through n door sothot It scrapes the buttons all on hiscoat you wnnt to sew up your watchpick, t und swallow tho caah register foreufo keeping.

NIFTY'1 to

an

"If the customer laughs too long tellyou didn't come there to see him makea fool of himself. It's one way to get anorder."

One of our graduates wrote us onetime that In our Instructions on how toopen and close doors we said nothingabout "revolving" doors and he wantedhis tuition back. He said that the tlrstplace he went they had a revolving door.He didn't know how to work It and hacouldn't get In; so he lost the Bale andthen lost Ills Job for losing the sale.

Since then, however, Prof, Hojack hasmade a special trip clear outside ofYokel county to Investigate the subjectpersonally, and he finds that tho revolv-ing door has come Into use only withinthe past thirty or forty years. He givesthe following simple yet sclcutltlcformula for operating: "Push: thenfollow up."

While Prof.'e report Is perhaps a bitbrief, still It Is conclusive, and easilygrasped by the lay mind.

It must be remembered, too, that Itrequired a' great deal of preliminaryInvestigation and costly experimentbefore he learned the correct way towork these wolvlng doors. Prof losttwo fingers and "broke a leg the firsttime he got mixed up with on.

II. The Getaway.The next thing to do, If you are still

running at large, is to find out If yourman Is at home. There Is no use tryingto talk to him It he Is not there, andmental telepathy Is not to be relied uponexcept when the message Is verified inwriting.

If your customer is really away andwon't be back for a couple of months,tt wouldn't be advisable to sit aroundthe place waiting for him to return.You might go over to the hotel and playpinochle with the clerk until he comesback, or if you are foolish enough towaste your time attending to businessyou can go on to other towns nnd re-

turn again.We knew of a salesman one time who

sat around a store every day for eightsolid months waiting for Mr. 8ouse ofthe firm of Bouse & Co. to return. Allof a sudden It occurred to him that hecould perhaps fill li the balance of thoyear a little more profitably by findingout Just when Mr. Souse wan expectedhack.

"Let's see." he said to the clerk, "Ibelieve you are the gent who told mesome months ago that Mr. Souse wasnot In?"

"That's what I told you," answeredthe clerk.

"Well, then," sold our clever sales-man, "would you mind telling me whenyou expect Mr. Souse buck?"

"We don't expect Mr. Souse back atall," replied the clerk calmly. "He's

v

HOVAL ISV',0 N1 r M Z3jMAHIB THIJKKHK

Or AUHTU1A1I(1MUAHVITIT'lTHO

Quicn of Hungary utl Dolirmit. ArcKHurhrstol Autlril. Ernprtu si lha Holy RotniA Kmpiro.

PlronM ol ifhooU, univrrtilin, tho trli,tsnculture, etc, SurprMted tho inquisi-

tion al Miltn, enJ obolnlicil llie raft.

JOHN KI.VO VANof New Vork and I'hlla-dclph- la

hii.i Invented a new curdgams that wus played recently uhen800 guests usscmbleil at her home, 710Locust street, Philadelphia. The edu-cational feature of ih game is one thuttfhouiil bring Joy to the huffrnglsts, furIt Is designed to tench tho aionmp'.lsh-ment- s

of women throughout tho ages.There aro tlfty-tw- o curds In the pack.

All the curds depict some funmuswoman's work. Ilurtoii Dunne Hughes,the, artist who deslgnml the curds, spenta year visiting museums abroad In pre-paring plctorlul data for the llgures, andus a rcsu't of his researches tho cnriUaro decorated with robes or medliovuliueens, tho pictures of ancient prin-

cesses and tablets of a people who livedbeforo tho pyrumlda were built. Tho cx- -

ata0tsS4ll iii3"...i!fUa

THE SUN, APRIL 12,

LESSONS IN ART OFLesson How Harpoon

Order

"Many salesmen think that all theyneed is ability. Wrong! You've got tohave something to sell I"

dead been dead for twenty years thebusiness Is merely run under Ills name."

You see, therefore, It Is not onlynecessary to tlnd out If your customerIs away but also when ho Is expectedlack If nt nil. Hud the salesman Inquestion not been Binooth enough totlnnlly Hud nut when Mr, House wascoining back he might have been wait-ing there yet. As It as ho lost ofllyolgh months.

Finding your man nt home, however,changes the situation. The thing to dothen Is to discover tho U;t way tomake htm stand still long enough furyou to get up close to him. It wouldn'tbe advisable to shoot him.

Three ways are open. Yon can eitherdo a quick sprint to his deU or takeoff your shoes nnd sneak up quietly onyour hands und knees or blow up thestretch on n motorcycle. The motor Isdiscouraged on account of Its noisy be-

havior and the disadvantage of gallop-ing up like a horse Is that you run therisk of tramping on your customer'sface entailing possible loss of orderand probable punch In neck.

Wo recommend sneaking up In yourhosiery and tossing a little salt In thevicinity of your customer's nattyRogers-Pe- et while he sits' at his deskoblivious of your game. A dash Or twoof good table salt will do.

When you huve llnlshcd these pre-liminaries staid erect and cough twicelike this,

so as to attract yourcustomer's attention, and then take offyour hat politely and hang It on li Is car.The ear nearest you Is preferable. Youcan use the other one to hang your coaton later when the argument warms upa pit. Next extend your card politelyand wait for on It. S. V. P.

III. First Lap (Attention).I'lght here Is where the salesman

must be hep on ho.v to got his man'sattention, if you haven't got his at-

tention you might ns well go out to thestable and talk to the currycomb.

The only salesman who can keep ontalking his line when his customerIsn't listening Is the genus Insurancesolicitor. He's got ' his tu'.lt down sofine that ho doesn't even listen to Ithimself.

The student should remem'. er thatattention Is secured through one ormore of the rive senses. Some sales-men show their s.implts when theircustomer is not looking. TMey expectlilm to hear the simples others talktheir lino when their man Is not listen-ing, expecting lr.m to smell the conver-sation. This last can't be done utiles!

IE

plolts of a flourished 2,000ago form one of the Incidents

on the cards. Others, rang-ing down to the day, depict theexploits of iMitiian rulers, drtnri, scion-- 1

lists, war leulors nnd martyrs,There four suits. llelH

tho wono'll of the I'lllted States, crownsrepresent n yul women nfserpents Indiwilii noteworthy women undm.i't "M orof es tint i,p, ires ted wnmcn ofdllioiunt ivuiitrlcn by Justlaws.

Tim bell suit oomprlseri .Mrs,l.ady Kitty Duer, a,

tho LuJyo

"When you get the order signed, beatit, beat it. Don't give him a chance tochange his mind."

you aro using pretty strong language.The ulfty salesman will soon discoverwhich of the ilve senses to appeal to Inorder to crib attention.

A certain for a largoperfumery house tells us he has beenpretty successful In getting attentionthrough the sense of smell. As soon ashe enters his customer's office he lays nnent piece of cheese of ancient nnd hon-orable birth upon the, desk, atthe same time, "FIcrre, Isn't It?"

The customer has a nose."Ah, ha'" adds the shrewd swlesmnn

quickly beforo the customer has hadtime to formulate a coherent reply, "I'llbet you can't say the same thing aboutour lino of tine perfumes." And hequickly pushen under the customer's ol-

factory knob an uncorked bottle of Slob-bln- 's

Violet Victory."There Is some difference," gusps the

customer, grubbing tho bottle eagerlynnd taking a few long three fingerwhiffs, meanwhile trying by various mo-

tions to persuade the fromage to setsail.

The salesman has got his customer'sattention. That's what he

Some salesmen find the sense of sighta short cut to attention. A certain spe-cialty salesman (one of our graduatesof course), handling a patent cleaningtluld, writes us that he has met withgreat success In getting the attention ofhis trude by first doing a few neatsleight of hand tricks with an ordinarytomato.

The customer, at first Indifferent, soonfinds himself fascinated and guessingfor ull he's worth where the Juicy undelusive tomato has vanished to.

"It's up your sleeve," he says ex-citedly.

"That's where you're wrong."the salennan; "you are sitting on It."

Naturally the customer Is not exactlytickled to death when he discovers halfthe tomato on the sent of his clulr andthe other half on the se.it of histrousers, but the Ingenious salrsmnnpromptly shows him how to remove thestaltiH with his patent cleaning fluid

If he doesn't remove the stains hent len.'t succeeds In removing enough ofthe original color of the fabric to gotthe attention of the man who owns thetrousers.

In n majority of rales the customer',attention Is recured through his senseof hearing. To make sure that It laIn good working order go up und hurlrome harsh nnd husky epithet In yourcustomer's ear. If tho tympanum !sstill titillating you will get a rep y ithis earliest convenience.

A good way Is to lead off by asking

New Card Game Teaches Accomplishments

MftH.

SUNDAY,

in

II AT-- M II KI- -mVTVIHOU II. o.

Pl.troth of Esyvl. Ail

rlelj Kcr piltvft tai ol i!ilntlo, Potaltlx tKc origin si cn.

the

Queen whoyears

present

ate symbolize'

of.

representative

adding

wanted.

replies

wiiMu--

Cards Work SomeCards Years

illustrated

distinction,

unprotected

Washing-ton, I'oeuhniitus,

3X3

Mrs. Rogers, Jemima Mrs, Wol-col- t',

Mrs. Sucugn-wer- i. Hetsy(loss, Hariri ra Frletchle, Mrs. Htunton,Dr. lllaoliwell.

The onnvns Include If ofKgypt, I.'stlier of Modes nnd

Margaret of Scoilnnd. lillnliolhof Vork, Isabella of I'nst.lo, Elizabethlinglanil, Murle rose nfI.ulse of Tzu si of China, nil,iibeth of P.uniiinlu, liu nu of theNelhutloiuK lilona of Italy, rSadako of

Herpents (emblems ofspecify Ilvpntlu Jeanne Vltt irlaCollouu, Mis Uuftclioll, Aline, do Sluul,

1914.

"When you have written down all thatyour customer needs sru a lot tie winnever need ask him to sign on thedotted line, otherwise he might sign onthe ceiling."

your customer how nil the folks are, orpome such question relative to the sale.If he declines to answer use the fol-

low up system. If he says he hasn'tany folks he probably has neighbors.Ask him how they are.

A short, snappy observation on theweather Is often effective. If It Is urainy, sloppy day say to him: "Miser-able day having." He probablydidn't notice the fact when he came Inwithout an umbrella and drenched tohis union suit, nnd this bit of originalcomment will likely amine his- - atten-tion. If It doesn't, try somo other taeK

unythfng but a carpet.Should he be writing a private letter

when you come In you might show alittle friendly Interest by leaning overhis shoulder und rending what he haswritten, making such suggestions foralteration und Improvement as may oc-

cur to you.An occasional compliment tossed at

tho lady's photograph that ndorns yourcustomer's private desk will not goamiss. Kuppr.se you say In Im:sincere Enirllsh, "(See! what u goodlooker your wife Is!" or something likethat. It shows

If tho woman turns out to be yourcustomer's Instead of hiswife, what of It? He probably has atender spot In hh heart for the oti nog-raph-

that covers tho whole area s,

he may Introduce you to her.A ruthi r unique and fetching way

to secure attention Is to carry n smal'upright piano around with you, nnd be-

fore your obtrrvtti yourwheel It over near his desk and

begin tearing off u few yards of goojsnnppy ragtime.

Another way, not quite o expensivebut equally effective, Is to shoot off anoril:tinry cavalry revolver live or sixtimes over your customer's head orpush a bucket of hot mush on him.

Any of the foregoing methods win besafely nllrd upon to direct your man'sattention und n few Ink bottles yourway. And It's proper tune to spillyour rplcl ubcut your goods.

IV. Second Lap andDesire).

Illglit here Is tho place wlure youmust your customer')) interestwhich Is the next lap In tho marathonof the wale. Is stretched at-

tention, ut.d when you've got It, youwnnt to dig your mills Into It and hangonto It for nil you are w rth

Hxplaln something about the meritsof your goo Is, If tiny h.ivt n't any

Invent some. Never run down

.

ti';.LADV KITTY DUKH

i7nu-ima- u

DiufMcr ol Mor Gensrtl Lord Stirling.WiU ol Colonal William Dusr. Sh aiiccmedlha America SoMiart "in lha tranche! cold anddamp, lha alarvcj tod frona camp ol ValleyForgo, 1777 "

tn the Pack and Each ofof Data for

noons,Hrhuyler,

tho Per-sians,

ofThe utrla,

Prutslu,w.llu

Japan,

d'Arc,

we're

i

simple

customer pres-ence,

tho

arousu

Interest

merits.

.Mrs. Cleorgc Kllot, JeanInrelow, Itnsn Ilnnheur Miss Nightin-gale, Mrs. lit owning, Mme. Curio, IdaLewis.

Maltese crosses (emblems of sulTev.Inc). Mary Queen of Scuts l.ady JunoClroy. Mnrle Antoinette, the curriers ofnormally, tlslienvomcn of France, Heldhands of llislii, burden heurem of Itn'v,golden lilies (or crushed I'm tod) w nmnof China, tr.'illlo nf Japan, nviz.i'edwomen of linglmul, taxed women ofAmerica.

There should be four or more players.The first cutting a ipieen becomes dealeraud Uistilbutcu ,Uo curds uuo by one.

SALESMANSHIPBy Prof. O. U. Bojaek,

(Bus. Doc.)Chief Instructor Bojack's Correspondence School

Monographer

(Interest

"If vour customer Is away or won't beback it is foolish to waste your timesitting around waiting for him to return."

your goods. Your competitor will at-

tend to that.In this wuy you get the bug of de-

sire Into your customer's porphyry coco,und deslru Is the third sweet verse Inthe song of the sale.

You must mako your customer longfor your goods like the suffragette longsfor the ballot, nnd nny kind of exhor-tation, contortion. Salome dance, or men-tal or emotional sandbagging Is Jus-tifiable. If you tan make him sit upnnd beg for your goods like a stagspaniel, so much the better.

Till him what a darn fool he'll ha ifho doesn't buy. That's ulways aclincher. Call him nny nnmn he'll stnndfor, without beiom-.n- too profane, buthold Ills Interest at all costs even Ifyou have to lose the order.

Tell ti f in how yo.i sold a million dol-

lars worth of goods yesterday, n halfmillion the dnv before, ar.d expect todo three-quarte- of ,i million

but don't gel too excited lnt r onwhen you land him for a JS 33 orJer,or he might gather the suspicion thatyou nie something of a damt'ar.

Introduce the human Interest featureevery tune you net a chuiue. Let jourvoice down n few notches nnd toll yourcustomer some pathetic little story ofyour tarly struggles' on tho ro.id, oryour love for homo and evfnlng news-paper which ou fc.duin ste mean-while gently brushing the da.nliufftlukcH fiojn his (oat collar or fumblinga button on his vtsl.

In fumbling said button, keep rea-sonably fur away from his watch pocket.It avoldit suspicion ns well as tempta-tion.

Tender, qulverliur .little sto'let. about'life and love or thit wonderful blueej(d baby boy of yours that cries allover his little bib for y r return butmust cry on until papa s.Us (hi.-- par-ticular bill of goods are most effectivemenns of bringing the most stubborncustomer urnund. Surh a recitationproperly executed will draw tears froma frozen hydrant.

It isn't essential that you notunl'yhave n son or a home nr.d llresMe Inorder to g t the proper effect. Uemeni-be- r.

you are telling n bill of goods, notmuklng an appeal tor domestic oonces-Men- s

If at my time your cti'tomer shows,!!clit of v nrir.ess. such as yawn- -

Inir strotc bins or falling asleep, youshould arouse him with one of thosegood old O'Mal'eVs of yours that willdouble him up like a Jackknlfo If helauclis t i long that you suspect he'spurpose'y delaying the snlo tell h'tn youdidn't runic there to Sfo, 1i!:t. ni.ik,- nfool of hlmFelf nnd to sit up ami ben.ive.

Once ret your customer tnu.ns orders

Women Throighout Ages

J v

Fifty-tw- o Depicts Famous Woman-Design- er

Spent Abroad Getting Pictorial Figures

llvtitMoiucrbwyuk,

Immortality)

appreciation.

of

Sommervllle,

0

CO

"CSlCOUCJIS Kj.lOT." ENOIANn1HII1-1NN- O

Marian, Mra. John Croia, who won aucceeewhen bcr uorlta wrr publiahcd uoJcr s man'nama.

Then th,. d aler begins by asking fornny vnrd nut In her hand from theplayer on the right. If held it must bodelivered face upwind and rtio dealerusks for another cat,!, continuing to calluntil demanding one that Is not In thathand, when the lead passes to the playeron the left, who calls upon the dealeruntil nk'ng fur a card not In tint hand,when the loud passes again. This con-tinues until one player makes up com-plet- o

suits.To make tho game more dltllcult when

hete are but fi". playing an nddltlnuilhi'h Is enforied, wh on n (() piefiue eivhidemand for a card by the word "please,"and when roeo'WH It must bo ncknowl-- lidgod bv saving "thank you" linen1time then' words urn forgotten the loadp,ises und a card Id foifulted to the,player on tho left. '

3d"Buy a 25 cent straight Havana to!

charge up a dollar's worth on your

from you like that, and you'll have hlawhere you can take an order from him.

V. Third Lap (Resolve).Having finally thrown the halter ct

desire over the nice square head of yourcustomer you now loud him gently upto the trough of resolve.

Illglit lure Is whore many salesmengo to the mat. They arc able to centtheir victim right up close to the trapwhere ho can sniff the choce. but thrycan't get lilm to sink a tooth Into q.They luck Judgment, sl'pp'tig owr isyllable too much or a sy'l it e to 1I".

Prof. Hoj.ick himself In h. car'y d.ijon tho rood once lost :i vv of t)ve

'rntrs of onions by o:eus n-- j h nue'f utthe psychological moment ' --; huntfor n clilggor that had bun niiu ln?tse'.f dlgglrg small h ilr- - ,,i t b It

nnd rilling up the holes u 'n ' -We heard of unothor saiesn; i o.i

time who lest a s.i.o by ask.itr vtomer at the critical moment to nl'loan him a quarter so he com' ,av

a game of pool with n fr i Ilshould never have asked for t i.i . ator Just tit the climax of 1 s. e '!ishould have kipt right on .n

meanwhile hunting quietly In !.- -

tomer'o poeki't for the in en. aryilmnpe without uncoupling hi- - a fllouglit.

Th keen salesman sIiom'.i! kr. w th"psychological moment .! crltint expect H to come out nnd . mil.sneeze, wave Its ,.i 'n. ir e cirnervous evidence of Its preyon.-- e

moments nr vi r .1 tl- -

To get the mhIt .dentil .i nrrdellcaio operation than r. n "j 1

enlirvtd i . from i .. - f inew lirun'h bouse :.ni :tng T e t

you (l.isli jicir unlr nr,t range something lomes betwci vnunnd oiir man.

For that nnson the order tio ' ' . A

bo Introdncfd w.thout any nclng brnss band. Don't whip 'your porin t us If jou vi, v,j x'inn. Its bid enough.

Call our itibtoiii-r'.- s at n tosomething on the . eling ' ito close h.s oyi s u rrii'iil-- M - '""'out of the window. While h iti'mfor It llnth the l ook and t t, n f. In?In nam". terms, Ac.

Heforc he has :liu- - ! .V "ask htm If sixty gni-t- , im. 1 'many, ami when lie avs miv-- - s

then put down the num- b- t' t hthinks will bo about right u : . l:as many na he w.li sum ' r .. :,ou'.noticing tho cnm committed

VI. The FinishWhen you have wrlttet. down 'very- -

thing that your customer need-l- ot i I n

that he I'.i.'sn't need and n-

need, t In n ,isi, him In a court!to pleiire li;n Ids name on 11

lino. (lUierwise he , might s iname on the colling. Wh. h thelp you any with the ho ise i.e. i

cut that part of the oe.llni-- - . Jpasted It on tho bottom of t' '

If your llrm uses one of :

little contract forms a ji .

done tn knotty legal t

executors and b .

perhaps have to put b rcustomer to make l i i.

Explain to Mm vr i in f i

contract ro.Vly ilneva': ni. . i

that It Is only made on' .

the tlrm can hang h'ui !.doesn't p.i fur me go '.i

Now then, uhon you tit i'

In getting tho ur.' r :!.'beat It, beat 111 I) n't u.vecut It down or change r t

ennic for that order. Von fTrui k'

Of course, this does nit meyour little dnl'ar and a 1 i t

run, or lv w.il suspect mhip rubbers or something

Merely '"ilu his liun l m.igo. Vou net J not wring hisoff Leave .t at least hang.'i '

shrejs and do not appear too '

he'll thlr.lt its the first !'Iioiisp ever 1 iiided and wl' '

have Islons of some dlnkwhere 'ho buss ini,

go, d" l.lins'lf by hand out In ''ri, m

When you're oueo out of s'c' 'lie nc.uest cigar store ur I ,isi

,11'Htely to have a big black ''wonty.Ilve .'iralglit.

Then clinrne up a oul:.ir'v. ar espetiKo book.

It's w. nli it(Copyright, mil, Kffl.l Pi

Co mpnni.)

A TRAVELLIKG HAT

tU.M I'nA'.dhd.. Apr! 1 M

'dead hiMil's nut" lui ii 'Ivi-- l

its way iiiiiiniil the wo'idTl.a Journey beimn wln-- t t

of the agent of the Adams !"lpany In Jersey Ctv wus 'i 1

pn-piil- tug. with tlis II ' Ife--

spure after "ronsigme fl '

"fend tr.e anywlioie, but 1

see San I'llit.oisrn lufoie I

Willi til's sl.,'-- the li '

Hustun, Mltui' ik ,1s l'idelplim. Ni w l.omluiiCstiuda, and I.lm 'Ir N '

riving nt the o"l.-- r,( tCom. in .o ' "tagH .uloriii" ' Us rl i

erowu advising to I i

cine." "keep cool a, I lu 'hat has h'iu ti .1 ,u, i rIho wish that It uuj riuiiu