Are Old Jeremiah Harrington, of The Harrington THIS By FRANK WINSLOW HIS is the fourth article in the Jeremiah Harrington series on business 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 analyst-and 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. Ο LD Jeremiah Harrington sat in the luxurious, mahogany-finished office of the Harrington Industrial Corporation, in New York, and stared out across the great seething city that lay far below the window of the gigantic skyscraper. His secretary entered and announced that Rufus Barton was outside. "Send him in," snapped Harrington, and Ismiled as he recalled the father of his visitor. Rufus Barton, senior, had been a schoolmate of Harrington's, and when he had recently learned of his old chum's death, he made some character battered felt hat in his nervous hands. Harrington said never a word but looked the young man up and down with a keenly analytical eye. The verdict was evidently adverse to young Rufus, who seemed to sense the fact, which only added to his discomfiture. "Sit down, son," said Harrington not unkindly, and the boy did so with something of a sense of relief. "Where on earth did you get those clothes?" he asked in a tone of censure. youth flushed. "I bought them special istic inquiries regarding the status of his family. THE 'come to New York," he confessed. It was none too rosy; so Harrington, desiring to be helpful, dispatched a letter suggesting that young Rufus come to New York in order that Harrington might start him out on the road to a lucrative career. The basis of his action was loyalty to his lifelong friend; but, kindly and charitable as he was, Harrington's chief delight in life was to make men-to mold, develop, and not only get the most out of them, but show them the way to get the most out of themselves. Now, as a shy, timid young man stepped half fearfully into the room, Harrington's brow clouded. The frown seemed to terrify the visitor who stood there, speechless, twirling a "Well, the tailor who made them, ought to be drawn and quartered!" said Harrington. "And you ought to be horsewhipped for wearing them. They remind me of those advertisements that offer a fine stylish suit with a pound of tea. It's a good thing you came here at my invitation or you never would have passed the office boy. That boy can tell just what a man is, and whether or not I want to see him just by looking at his clothes." "Father always said that clothes don't make the man," protested young Rufus. "He was right," said Harrington. "They 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 character to a T. Clothes are the most expressive thing about a man-or a woman. You can tell as much from a man's dress as you can from his features sometimes more. Son, before we go any further, let me tell you that no man can afford to neglect giving thought to his clothes. "The world is apt to take folks at their face value, and, by face value, I don't mean the lines of their faces. The world looks at your suit, your shoes, your hat, and your necktie, and decides what type of person you are. It will set you down for a clergyman or a plain-clothes man, a banker or a crook, just because of the cut of your clothes. Don't forget it. Every young man should study himself, decide what sort of a rôle he is going to play in life and then dress the part. "Judging from the outfit you have on, I'm not sure just what part you've cut out for yourself, but that raiment would shame a three-turn-aday vaudeville comedian." "I rather liked it," confessed Rufus, in disappointment. "I'm sorry," Harrington said with an amused chuckle. "I thought better of you than that." "Clothes never interested me," the boy went on in stout protest. "I never cared to dress up; but I thought I'd have to if I came to New York, so I bought this outfit.” "Well," mused Harrington, "no one has assassinated you yet, and, evidently, the policemen were busy with the traffic, otherwise they'd probably have taken you in charge. But, seriously, it's mighty important for a young man to give thought to his dress. We're told not to paint the lily, but it's wise to consider it. The Bible says that 'Solomon, in all his glory, was not arrayed like one of these'-and," he added with a chuckle, "was he arrayed like you!" Y OUNG Rufus flushed and showed just a trace of anger at Harrington's quip, but he held his peace and his father's friend continued: "The lily's usefulness ceases after a due amount of consideration, however. As we are told, the lily 'toils not, neither does it spin,' and from those standpoints, it sets a bad example to young men. But the lily accomplishes its mission in the world without the need of doing these things. The lily's job is to inspire folks with its beauty, to suggest to us all that we can make our lives beautiful, that we can cheer the sick and make the world brighter and happier for those about us. But, to do so, we mortals must toil and spin. "So you see, son, while we can take a hint from the lily and make ourselves presentable and attractive, we must remember that we were not put on earth for the sole purpose of delighting other folks eyes and making ourselves beautiful.” "I'm no shirker when it comes to work, but I don't think I'll ever be strong for dolling myself up like a dude," protested Rufus. "Naturally not," snapped Harrington rising. "Do I look like a dude?" He stood there, a magnificent figure of a middle-aged man, his strong, manly frame perfectly tailored in a freshly pressed suit that reflected adequately the good taste and the standing of its wearer. From the tips of his polished shoes to his carefully tied cravat, Jeremiah Harrington looked what he was a successful captain of industry. “Of course not, sir," apologized Rufus, a little timidly. "AND ND nobody needs to look like a dude," Harrington went on. "In the first place, clothes were invented to keep men comfortable. But gradually, as there came to be more and more people in the world, certain distinctions in dress were made-not because of individual fancybut in order that folk of a certain type might be identified by their dress. It's the same to-day. You can tell a soldier or a sailor by his uniform, and if you know enough about the markings on them you can tell what branch of the service each man is in, as well as his rank. It's the same in civil life and in business. If you are observing, you can tell by a business man's dress just what his standing is and what measure of man he may be." "I think I understand," Rufus replied. "I'll get some more suitable clothes at once." "Don't be in a hurry," Harrington advised. "Let's see what sort of a uniform you're going to need. A man doesn't wear a cutaway coat and a standing collar if he's going to shovel coal, and he doesn't wear overalls to church. The first thing to do is to decide what sort of a job you're going to fill. Then get yourself rigged out so that people will look at you with respect and decide at the first sight of you that you must be a pretty good man in your job." "I'd never thought of my togs in that light before," said Rufus. He "Well, begin thinking that way now," advised Harrington. "I once knew a young fellow who was a clerk in a downtown retail furnishing store. He got so sick of selling things to wear that he never thought of his own appearance at all. wore his suits until they were shiny and out of press, and his ties were as frayed and ragged as his cuffs. But he was a genuine mogul for work and faithful as a Saint Bernard. His employer thought well of him, but not well enough to give him a raise more frequently than was necessary in order to keep the fellow from starving to death. "Well, gradually, this young chap, whom I'll call Smith, although that is not his name, got so valuable that he practically ran his employer's business and soon the profits began to pile up. But no one ever took Smith seriously. He was just a poor down-at-the-heel clerk and always would be one, folks said as they observed him in the store. "But in time, the boss decided to move uptown and take a shop on the avenue. He was after a smarter class of trade, and, to lure them into his new shop, he had it fitted out more like the anteroom of a fashionable club than a furnishing store. To match the trimmings, the boss togged himself out in clothes as fine as those of his customers. Well, naturally, Smith didn't belong in that picture. The customers didn't seem to notice him and no one wanted him to wait on them. It seemed obvious that a man so negligent of his own appearance would be of little use in helping them select their wardrobes. "The boss got onto the fact and got mad. 'Smith,' he said one night, 'I think you've been here too long. You don't mix well with our new trade. You're fired.' "PE ERHAPS it was brutal and, perhaps, it was good business; but, in any event, Smith was fired, and as he was leaving the store he realized the reason why. Then came a complete change. Getting fired was the best thing that ever happened to Smith. He took a tumble to himself and, two days later, he gave his old suit to the janitor and threw his shirts and ties into the wastebasket. He had a hunch from the lily. With the money he had saved by skimping and scraping, he purchased a wardrobe a millionaire would have envied. He was barbered, manicured and turned out as well-groomed as a Chesterfield. Then he proceeded to look for a job. "Men who passed him on the street began to nod pleasantly. I guess Smith is doing pretty well these days,' they'd remark. He looks quite prosperous.' And, one day, not long after, he encountered his job. It came when he met Sam Dalton and learned that he was just opening a new furnishing shop not far from that of Smith's old boss. answered 'I've severed my connection with the old firm. I'm living a life of leisure now.' "It was true, but it suggested a situation different from the actual one, and Smith knew it. But, it may have been a justifiable deception. In any event, over the luncheon table at a nearby club, Smith entered the employ of Dalton at a salary he had dreamed of but never hoped to earn. ΤΗ HE moral of that story is clothes. Some people overdo clothes, and some underdo them-but clothes, rightly used, are as important to a man as brains. Only idiots dress a part they can't play, and the world soon learns that they haven't the brains and ability to back up their attire. The world seldom looks for a successful man in a shabby suit. Only geniuses and multimillionaires can afford to neglect their appearances, and it's mighty seldom that those who can afford to look shabby do so.” "I've been wondering what part I want to play in the business world," Rufus mused as Harrington ceased speaking. "I've been reading so much in the papers lately about the unsettled conditions and the misunderstandings between capital and labor that I haven't been able to come to any conclusion as to which field I want to enter." "Forget about capital and labor and give a thought to work!" Harrington exclaimed. “If all the howlers about unrest would work so hard that they'd need a rest, the world would be better off. There's altogether too much talking and too little doing. "A successful business man doesn't necessarily have to be a crook, and ninety-nine times out of a hundred he isn't one. The great trouble with this age is that everybody questions everything. We are all asking ourselves whether this or that isn't wrong, instead of working to find out what is right. "TH HERE was a day when everyone was questioning religion and asking the world which was the best form to adhere to. With the day of criticism over, religion is stronger and freer from doubt. The world has found out that it isn't how religion is conducted that matters, so long as we have it and are earnest about it. And it's the same way with work. Never mind squabbling about how we shall work, how hard and how long. Let's work-then things will adjust themselves. "The business development of this country and the growth of our great industries has been so marvelous that there are bound to be adjustments as time goes on. But those adjust ments must work themselves out through practice, and doubting and criticizing isn't going to solve the problem. Naturally, some big corporations have been to blame for present conditions. No one is perfect. Some firms and some men have seemed to prosper out of proportion to their worth, while others have appeared to toil beyond the limit of their strength to earn less than a decent living. "But as a result of criticizing these conditions, public opinion has jumped at conclusions. People seem convinced that men engaged in great affairs are all selfish and greedy and conscienceless-that they are not to be trusted. Other folks think that the whole business system is not moral and cannot be condemned too strongly. "Then you'll find the group that deceives themselves by trying to believe that work is a curse to mankind, that working hours should be as short as possible, or, if possible, some scheme should be worked out by which labor could be abolished. These folks want to get rich at once -to get something for nothing-they believe that the world owes them a living. But they forget that the world is notoriously remiss in paying debts of that nature!" "What would you suggest my doing?" Rufus asked him. "Find yourself," said Harrington. “Go out to the Sellersville plant and tell the foreman I sent you. There's more work around there than an army will have time to do in twenty years. Pitch into it-make your own job-and work. Stick on the job and you'll find it'll grow. All good healthy jobs are hand raised. Don't spend your time in front of the looking-glass admiring the new suit you're going to buy, but don't forget to buy one and get a suit that will make folks think you're about the best, cleanest-cut individual who ever held the job you're on!" What Do You Think of THE NEW SUCCESS? We want You to Answer Fully and Freely the Questions We Ask, and Give Us any Other Criticism, Favorable or Otherwise, that Seems to You Just and Fair. T 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 fault finding. satisfaction 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. Self We ask you, therefore, kind friend, whether old or young, to give a small part of your valuable time to the task of writing us a letter, -a thoughtful, suggestive letter, which it will do us good to receive, and which will make you feel that you have performed a pleasant duty in helping us and your fellow readers of "The New Success" with your best judgment as to how our magazine can be improved. Write us fully, freely, and in absolute candor, knowing that we shall take no offense at anything which may be said. We will welcome all suggestions. Here are a few of the many questions which we would like to have answered: 1-Why do you read "The New Success?" 2-How did you become interested in "The New Success?" 3 What class of articles please you the most? What articles, for example, in recent numbers have you read with the greatest interest and profit to yourself? 3-What articles do not interest you-and why? What articles, in your mind could best be eliminated from the magazine. 4-Do you think that we print too many inspirational articles? 5-Do the life-stories of successful people interest you? Do you like our stories of efficiency and help? Are they inspiring and do you want such articles continued? 6-What articles or features do you positively dislike and think should not appear in "The New Success?" 32 7-What class of articles do you fail to find in "The New Success" which, you think, should be there? 8-What new departments would be of use to you? 9-Do you like fiction? Do you like the fiction stories we have published? Which stories have you liked; which have you disliked? 10-What criticism have you to make of "The New Success" cover designs? Specify the cover designs that have pleased you the most? Any criticism regarding the magazine not suggested by the foregoing questions, that you care to make, will be cheerfully accepted. We want your honest, straight-from-the-shoulder criticism. We are not thin-skinned. We will welcome the brickbats with the bouquets. Address: Suggestion Editor, "The New Success" 1133 Broadway, New York City, N. Y. . Mr. Frank 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 A By FRANK A. VANDERLIP LMOST as many rules are suggested for success in business as there are people willing to suggest them. However, it is readily apparent to any one who gives careful thought to the matter, that no formula, no combination of rules will in itself insure success. is impossible to place before any one, who wishes to succeed, a set of regulations and say: It If you follow these you will succeed in business. Rules are necessary and are a great aid in attaining success; but after all, the only value rules have is that they serve to direct and give expression to one's natural ability. There are unquestionably many habits that a man must cultivate in order to begin to achieve success. These habits not only help in achiev |