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Asset in Business Old Jeremiah Harrington, of The Harrington Industrial Corporation, Says Some Pointed

Things on this Important Subject


THIS is the fourth article in the Jeremiah Harrington series on tusiness efficiency. It is well to keep in touch

with the entire series, for old Jeremiah Harrington is one of those plain, blunt, philosophical American business men, with a very keen sense of humor, who won his way to the top by his own efforts. He knows how to say pertinent things in terse, right-to-the-point sentences. He is a business philosopher and analystand if your business is in need of tuning up, don't miss these articles. The next article will appear in an early number.THE EDITORS.


LD Jeremiah Harrington sat in the luxuri- battered felt hat in his nervous hands. Harous, mahogany-finished office of the Har- rington said never a word but looked the young

rington Industrial Corporation, in New man up and down with a keenly analytical eye. York, and stared out across the great seething The verdict was evidently adverse to young city that lay far below the window of the gigantic Rufus, who seemed to sense the fact, which only skyscraper. His secretary entered and an- added to his discomfiture. nounced that Rufus Barton was outside.

"Sit down, son," said Harrington not unkindly, "Send him in,” snapped Harrington, and and the boy did so with something of a sense of smiled as he recalled the father of his visitor. relief. Rufus Barton, senior, had been a schoolmate of "Where on earth did you get those clothes?”' Harrington's, and when he had recently learned he asked in a tone of censure. of his old chum's death, he made some characteristic inquiries regarding the status of his family. Ils to come to New York," he confessed.

HE youth flushed. “I bought them specialIt was none too rosy; so Harrington, desiring to be helpful, dispatched a letter suggesting that young "Well, the tailor who made them, ought to be Rufus come to New York in order that Harring- drawn and quartered!" said Harrington. “And ton might start him out on the road to a lucra- you ought to be horsewhipped for wearing them. tive career.

They remind me of those advertisements that The basis of his action was loyalty to his life- offer a fine stylish suit with a pound of tea. It's long friend; but, kindly and charitable as he was, a good thing you came here at my invitation or Harrington's chief delight in life was to make you never would have passed the office boy. men-to mold, develop, and not only get the That boy can tell just what a man is, and whether most out of them, but show them the way to get or not I want to see him just by looking at his the most out of themselves.

clothes." Now, as a shy, timid young man stepped “Father always said that clothes don't make half fearfully into the room, Harrington's brow the man,” protested young Rufus. clouded. The frown seemed to terrify the vis- "He was right," said Harrington. "They itor who stood there, speechless, twirling a don't-but they do make a big impression and

Do not go through life doing little things painfully, when

you were made to do great things grandly, happily.



nine times out of ten, they reflect a man's char- put on earth for the sole purpose of delighting acter to a T. Clothes are the most expressive other folks eyes and making ourselves beautiful.” thing about a man-or a woman. You can tell “I'm no shirker when it comes to work, but I as much from a man's dress as you can from his don't think I'll ever be strong for dolling myself features-sometimes more. Son, before we go up like a dude,” protested Rufus. any further, let me tell you that no man can “Naturally not,” snapped Harrington rising. afford to neglect giving thought to his clothes. "Do I look like a dude?" He stood there, a

"The world is apt to take folks at their face magnificent figure of a middle-aged man, his value, and, by face value, I don't mean the lines strong, manly frame perfectly tailored in a of their faces. The world looks at your suit, freshly pressed suit that reflected adequately the your shoes, your hat, and your necktie, and de- good taste and the standing of its wearer. From cides what type of person you are.

It will set the tips of his polished shoes to his carefully tied you down for a clergyman or a plain-clothes man, cravat, Jeremiah Harrington looked what he a banker or a crook, just because of the cut of was—a successful captain of industry. your clothes. Don't forget it.

Don't forget it. Every young “Of course not, sir,” apologized Rufus, a little man should study himself, decide what sort of a timidly. rôle he is going to play in life and then dress the part.

ND nobody needs to look like a dude,' “Judging from the outfit you have on, I'm not Harrington went “In the first place, sure just what part you've cut out for yourself, clothes were invented to keep men comfortable. but that raiment would shame a three-turn-a- But gradually, as there came to be more and more day vaudeville comedian.”

people in the world, certain distinctions in dress “I rather liked it,” confessed Rufus, in disap- were made-not because of individual fancypointment.

but in order that folk of a certain type might be “I'm sorry,” Harrington said with an amused identified by their dress. It's the same to-day. chuckle. “I thought better of you than that.” You can tell a soldier or a sailor by his uniform,

“Clothes never interested me,” the boy went and if you know enough about the markings on on in stout protest. “I never cared to dress up; them you can tell what branch of the service but I thought I'd have to if I came to New York, each man is in, as well as his rank. It's the same so I bought this outfit.”

in civil life and in business. If you are observ“Well," mused Harrington, “no one has assas- ing, you can tell by a business man's dress just sinated you yet, and, evidently, the policemen what his standing is and what measure of man were busy with the traffic, otherwise they'd prob- he may be.” ably have taken you in charge. But, seriously, “I think I understand," Rufus replied. "I'll it's mighty important for a young man to give get some more suitable clothes at once.” thought to his dress. We're told not to paint "Don't be in a hurry," Harrington advised. the lily, but it's wise to consider it. The Bible "Let's see what sort of a uniform you're going to says that 'Solomon, in all his glory, was not ar- need. A man doesn't wear a cutaway coat and rayed like one of these'-and,” he added with a a standing collar if he's going to shovel coal, and chuckle, “was he arrayed like you!"

he doesn't wear overalls to church. The first

thing to do is to decide what sort of a job you're OUNG Rufus flushed and showed just a going to fill. Then get yourself rigged out so

trace of anger at Harrington's quip, but he that people will look at you with respect and deheld his peace and his father's friend continued: cide at the first sight of you that you must be a

“The lily's usefulness ceases after a due amount pretty good man in your job.” of consideration, however. As we are told, the “I'd never thought of my togs in that light lily 'toils not, neither does it spin,' and from those before,” said Rufus. standpoints, it sets a bad example to young men. “Well, begin thinking that way now," advised But the lily accomplishes its mission in the world Harrington. “I once knew a young fellow who without the need of doing these things. The was a clerk in a downtown retail furnishing store. lily's job is to inspire folks with its beauty, to He got so sick of selling things to wear that he suggest to us all that we can make our lives beau- never thought of his own appearance at all. He tiful, that we can cheer the sick and make the wore his suits until they were shiny and out of world brighter and happier for those about us. press, and his ties were as frayed and ragged as But, to do so, we mortals must toil and spin. his cuffs. But he was a genuine mogul for work

“So you see, son, while we can take a hint from and faithful as a Saint Bernard. His employer the lily and make ourselves presentable and at- thought well of him, but not well enough to give tractive, we must remember that we were not him a raise more frequently than was necessary



He was

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in order to keep the fellow from starving to death. answered “I've severed my connection with the

"Well, gradually, this young chap, whom I'll old firm. I'm living a life of leisure now.' call Smith, although that is not his name, got so "It was true, but it suggested a situation difvaluable that he practically ran his employer's ferent from the actual one, and Smith knew it. business and soon the profits began to pile up. But, it may have been a justifiable deception. In But no one ever took Smith seriously. He was any event, over the luncheon table at a nearby just a poor down-at-the-heel clerk and always club, Smith entered the employ of Dalton át a would be one, folks said as they observed him salary he had dreamed of but never hoped to in the store.

“But in time, the boss decided to move uptown and take a shop on the avenue.

HE moral of that story is-clothes. Some after a smarter class of trade, and, to lure them people overdo clothes, and some underdo into his new shop, he had it fitted out more like them—but clothes, rightly used, are as important the anteroom of a fashionable club than a fur- to a man as brains. Only idiots dress a part they nishing store. To match the trimmings, the can't play, and the world soon learns that they boss togged himself out in clothes as fine as those haven't the brains and ability to back up their of his customers. Well, naturally, Smith didn't attire. The world seldom looks for a successful belong in that picture. The customers didn't man in a shabby suit. Only geniuses and multiseem to notice him and no one wanted him to millionaires can afford to neglect their appearwait on them. It seemed obvious that a man ances, and it's mighty seldom that those who so negligent of his own appearance would be of can afford to look shabby do so.” little use in helping them select their wardrobes. “I've been wondering what part I want to

“The boss got onto the fact and got mad. play in the business world,” Rufus mused as ‘Smith,' he said one night, 'I think you've been Harrington ceased speaking. "I've been reading here too long. You don't mix well with our new so much in the papers lately about the unsettled trade. You're fired.'

conditions and the misunderstandings between

capital and labor that I haven't been able to ERHAPS it was brutal and, perhaps, it come to any conclusion as to which field I want was good business; but, in

any event, to enter." Smith was fired, and as he was leaving the store “Forget about capital and labor and give a he realized the reason why. Then came a com- thought to work!" Harrington exclaimed. "If plete change. Getting fired was the best thing all the howlers about unrest would work so hard that ever happened to Smith. He took a tumble that they'd need a rest, the world would be to himself and, two days later, he gave his old better off. There's altogether too much talking suit to the janitor and threw his shirts and ties and too little doing. into the wastebasket. He had a hunch from the “A successful business man doesn't necessarily lily. With the money he had saved by skimping have to be a crook, and ninety-nine times out of and scraping, he purchased a wardrobe a million- a hundred he isn't one. The great trouble with aire would have envied. He was barbered, mani- this age is that everybody questions everything. cured and turned out as well-groomed as a Ches- We are all asking ourselves whether this or that terfield. Then he proceeded to look for a job. isn't wrong, instead of working to find out what “Men who passed him on the street began to

is right. nod pleasantly. "I guess Smith is doing pretty well these days,' they'd remark. 'He looks HERE was a day when everyone was quesquite prosperous. And, one day, not long after, tioning religion and asking the world which he encountered his job. It came when he met was the best form to adhere to. With the day of Sam Dalton and learned that he was just open- criticism over, religion is stronger and freer from ing a new furnishing shop not far from that of doubt. The world has found out that it isn't Smith's old boss.

how religion is conducted that matters, so long “ 'Wish I were as fortunate as your employer,' as we have it and are earnest about it. And it's said Dalton.

the same way with work. Never mind squab'Why?' asked Smith.

bling about how we shall work, how hard and " 'Because he has you and your long intimate how long. Let's work—then things will adjust knowledge of the business. Evidently, you themselves. have made money as the business grew,' Dalton “The business development of this country went on, appraising Smith's attire with critical and the growth of our great industries has been approval.

so marvelous that there are bound to be ad“Smith was a trifle embarrassed, but he merely justments as time goes on. But those adjust


ments must work themselves out through prac- should be worked out by which labor could be tice, and doubting and criticizing isn't going to abolished. These folks want to get rich at once solve the problem. Naturally, some big corpor- -to get something for nothing—they believe ations have been to blame for present conditions. that the world owes them a living. But they No one is perfect. Some firms and some men forget that the world is notoriously remiss. in! have seemed to prosper out of proportion to their paying debts of that nature!" worth, while others have appeared to toil beyond “What would you suggest my doing?” Rufus the limit of their strength to earn less than a asked him. decent living.

“Find yourself,” said Harrington. . “Go out to “But as a result of criticizing these conditions, the Sellersville plant and tell the foreman I sent public opinion has jumped at conclusions. you. There's more work around there than an People seem convinced that men engaged in great army will have time to do in twenty years. affairs are all selfish and greedy and conscience- Pitch into it-make your own job and work. less--that they are not to be trusted. Other Stick on the job and you'll find it'll grow. All folks think that the whole business system is not good healthy jobs are hand raised. Don't spend moral nd cannot be condemned too strongly. your time in front of the looking-glass admiring

"Then you'll find the group that deceives the new suit you're going to buy, but don't forget themselves by trying to believe that work is a to buy one and get a suit that will make folks eurse to mankind, that working hours should be think you're about the best, cleanest-cut individ as short as possible, or, if possible, some scheme ual who ever held the job you're on!"

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that Seems to You Just and Fair.


HE editors of "The New Success" desire to take its readers into consultation.

We want criticism on what we are doing, suggestions of ways by which improvements can be made, and new ideas of all kinds which will tend to make “The New Success" more nearly fulfill its mission. So far, our friends have been good enough to send us only words of praise and commendation. These have been pleasant to hear, and we appreciate the kindly spirit which has prompted them; but what we want more than anything else is honest criticism even to the verge of faultfinding. Selfsatisfaction is a dangerous vice, of which we have never been guilty. We want to grow,-and in the direction which will best satisfy our readers.

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Address: Suggestion Editor, “The New Success" 1133 Broadway, New York City, N. Y.


Underwood & Underwood, N. Y,
Mr. Fs unk A. Vanderlip, the eminent financier, and his family. Reading from the left: Miss Virginia

Vanderlip, Kelvin Vanderlip, Mr. Vanderlip, Mrs. Vanderlip, Miss Charlotte Vanderlip

The Best Rules for Success



LMOST as many rules are suggested for If you follow these you will succeed in busi

success in business as there are people ness. Rules are necessary and are a great aid

willing to suggest them. However, it is in attaining success; but after all, the only value readily apparent to any one who gives careful rules have is that they serve to direct and give thought to the matter, that no formula, no com- expression to one's natural ability. binaticn of rules will in itself insure success. It There are unquestionably many habits that a is impossible to place before any one, who man must cultivate in order to begin to achieve wishes to succeed, a set of regulations and say:

These habits not only help in achiev


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