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sponsible for all their troubles. They lay their qualities necessary for any position calling for non-success to bad location, too many com- large executive ability-system, order, method, petitors, or some other thing, when competent efficiency in disposing of a large volume of busimen all about them know that it is due solely to ness quickly and effectively. their indifferent management and lack of system. Watch your desk! Its condition will help you Many a man is wondering right now why he does or will hinder you. It will not only influence not succeed, while the very desk at which he sits others in their judgment of you, but it will react tells the reason why. The unfiled documents, the strongly on yourself. Confused surroundings disorderly drawers, the layers of newspapers and make a confused, muddled mind, and a muddled pamphlets, unanswered letters, empty envel- mind cannot think clearly or work efficiently. opes, memorandum slips-all are telltales against Clear your desk of everything you don't need him.

for immediate use; make it ready for the day's

work just as the decks of a battleship are cleared E are all surrounded by telltales which,

and made ready for action in a coming battle, and whether we are conscious of it or not, you will be surprised to find how much more are constantly proclaiming the story of our lives. effectively you can work, how much more you telling all who have eyes to see, whether we are can accomplish. On the other hand, there is an efficient, systematic, orderly, painstaking, reliable insidious suggestion of confusion, of helplessness, or the reverse. If I were about to hire a clerk, I in a cluttered desk. It destroys the feeling of would ask no other recommendation than would joy and enthusiasm, the sense of satisfaction be afforded by the condition of his desk, or table, with which one sits down to work at a desk or room, or work-bench, or counter or books. cleared and ready for action. This would tell me more concerning his real Have you ever been in a large commercial character and his value as an employee than office and seen a great array of desks, all occupied anything else.

by busy men? And have you noticed the charA business man who had been watching a acteristic difference in the desks? There are young fellow for some time, and seriously con- desks and desks; some cleared, ready for the sidering employing him for an important posi- next task, and others ready to bury it. An tion, called on him one day at his place of busi- efficiency expert going through such a place ness, and was so shocked at the appearance of his could give a pretty accurate analysis of each desk that he decided not to engage him. The man's character by a glance at his desk, for like disorderly desk, piled up with papers, letters, man like desk; like desk like business. Without books, clippings, odds and ends of all sorts, looking at the men he could tell which ones were convinced him that the young man lacked the members of the “Where-Is-It Club," and which first essentials of a business manager-the were not.

SUCCESS

By J. A. Edgerton

WHO says, “I will,” has conquered

Destiny,
Has found Fame's golden key.

Who dares demand and will not be

denied
Has God upon his side.

Who says, "I die, or win upon this cast,” He conquers who has courage to com-
Will gain the goal at last.

mand
The forces at his hand.

Who says, “I can,” and learns to strive

and wait,
Is henceforth king of Fate.

He only gains the Temple of Success

Who'll bide in nothing less.

For all things gladly bend to his control

Who has the master-soul.

Did the other fellow scheme to get you outof yours? That is the unique problem presented in this unusually funny story

"I-1-Sir!”

By OLIN LYMAN Author of "Efficiency-Fuss,” “The Voice that Won," "How Do Y' Get That Way?" and other stories

ILLUSTRATED BY VICTOR PERARD

pact ball.

HAT!" pealed Theron Wade, while he In these days of soaring prices he remained

viewed with alarm the olive visage of overly humble, not daring to ask a reasonable VV Tony Camapella. “Two cents more? profit. So, while his patrons saved money, he Why, you raised the price three cents two

did not. months ago!"

He wrapped about the round box a fragment Many men would not have remembered just of expensive glazed paper and snapped over it a when the former catapulting occurred. However, couple of rubber bands. Thus, he further reTheron could have told you, to the day. It was duced his meagre profit on the sale. As for set down in the thin little expense book which Wade, he would use the paper for shaving and reposed in a vest pocket. The vest was not more the bands would come in handy. He always than three years old. There are vests no figured that way. Even the twine which came younger, as well as coats and, perhaps, trousers, around parcels was preserved, wound in a comthat are worn in these days of costs saving to beat the bigh tariff for living, which look almost Theron took out his expense book and jotted as good as new. But the owners paid more for down, with the date, the item, “One box Blackola, their suits than had Wade. Veritably, from hat 30 cents. (Two cents advance.)” Then he conto shoes he was shiny.

tinued his walk to the office, while he mentally Frowsy Sicilian Tony elevated shoulders to- computed that he would more than get around ward, the lobes of ears which had once worn the advance by shining his shoes twice a week rings. “They-a raised da price on me," he instead of three times, which had been his cusgabbled. “Once—now again. I maka three tom. For the rest of the time, to rub them over cents, I show you da bill. Me, I can no do with the cloth every morning would do as well. beez-a-ness for nothin'! You buy it somewheres else, it costa you a nickel, a dime more.” HERE were ways to balk these accursed

Theron knew this was true. It would be a profiteers! Oh, yes, there were ways! Two waste of time to look further in the hope of saving shines weekly, rather than three, was a lucky the two cents. Since he had come to Hailes. hunch. After all, the new box of polish would borough, a year before, he had combed the town last him longer than the last one had done. for the cheapest shops in which to buy his neces- There was beauty on Commonwealth Street, sities. He knew that the odds and ends which down which he was walking; beauty in the elms comprised Tony's fruit-and-what-next stock among which soft breezes were whispering; could be always bought right. Camapella was beauty in sunlight which irradiated the dingy cringingly satisfied with a smaller profit than any shops; beauty in the faces of young women merchant Wade had ever seen. How could he walking briskly to work in stores or offices. support his wife and bambino!

However, Wade saw none of the beauty. His So Wade reluctantly dug for the required look was downcast, his thin lips compressed and thirty cents. “Five cents raise in two months,” his hawklike profile tensed as he hastened, abhe grumbled, “and a nickel six months before sorbed in mental computations. that. Used to cost twenty cents! Profiteering!” He was not alone in this exercise, of course.

Tony's unhappy gesture indicated that he did Plenty of men and women in the passing throng not know. He did not know much anyway. were similarly engaged. The times demanded

T

more.

even more.

it. It was fair to assume that most of them were there would have been that much more to cache concerned with the ascending cost of living, and with his savings in the Hailesborough Savings that they reckoned with responsibilities toward Bank. Better late than never, though. others.

A faint grin tugged at his thin mouth, filled Herein lay the difference between Theron with teeth that required some overdue attention, Wade and the great majority. He had no en- only, dentists were profiteers, also. About this cumbrances; he had only himself to look out for. laundry business, now, every man could be to a His computations concerned the cost of living, reasonable extent his own mangler. but only as it related to his bank balance. That His underwear and socks, by all means. He was growing by an average of twenty dollars a could slip into the bathroom at night, wash them, week, saved from his salary of forty; he was de- and hang them upon the hooks of his closet to termined that it should be no less as the weeks dry. Yes, and his handkerchiefs and the soft sped on. Those savings; he must guard them! collars. A soft collar looked mussed a little Not for the relief of some fellow being, though he while after you buttoned it, anyhow. What had relatives who needed some such practical at- was the matter with ironing them, while wet, tention. Just for their own sweet sake, he jealous- with his fingers? They would dry, all right. ly schemed for the weekly additions that were Men had to pay altogether too much for a few swelling the thousand or two which, at twenty- strokes of a flatiron in these days. And on soft seven, he had managed to amass. The amount collars the laundries saved the price of the must not be cut down by the rising scale of living. starch. Outrageous! But-no

But how hard the profiteering hounds were Ambition surged within him. Why, not do making it for a poor dog, to be sure! This was his pajamas, also? Nobody would know. That the reflection that lined his brow with pain as he would leave only his shirts to be sent out, as a turned into Exchange Street. ; The landlady had regular thing. Reluctantly, he admitted that he just advanced the weekly rent of his mean little had best not tackle them. He had to meet the room, in Exeter Place, by a half dollar. She had landlady's advance of fifty cents. Now he forevolubly explained, while tucking back a wisp saw a weekly saving of sixty, seventy cents, of drab hair which straggled discouraged upon

A little thought had solved the her forehead, that she just had to do it, costs problem. He was still safely inside the costs were coming up so. Theron listened gloomily. limit he had set for himself. Her troubles were nothing to him; there gleamed There are men who make "killings" in the in his mind only the round, cold, hard fact of the stock market. They feel no keener thrill than extra half dollar.

now warmed Theron Wade, approaching daily There was no use in thinking of moving. He toil with his hunch on home-done laundry, as a had selected his boarding place for the same dampener on the high cost of living! reason he had chosen the shop of Tony Camapella. Mrs. Dustin was “easy,” as was Cama- HE Marathon Sales System Company, of pella. If she were advancing him a half dollar, international success, was housed in its it was certain that every other lodging house- own red-brick building, in Exchange Street. keeper in the neighborhood—which was not an Four floors hardly met its growing needs; its expensive one-had jumped" their lodgers any- former structure in the West End, now yielded a where from a dollar to two a week some time before handsome rental investment in office. More timid Mrs. Dustin had dared to make the plunge. than ever, was the Marathon thriving since the

That room, once it had cost him three dollars, war. Following chaos, business throughout the and now it was five-fifty! A lunch that in bal- world was feeling the thrum of a faster tempo, cyon days had cost fifteen cents, now cost was developing in breadth and vision. thirty or thirty-five! And laundry

Theron Wade ascended in an elevator to the

fourth floor and entered the computations suite ITH that thought the Theron forehead where he had a desk. Here, as throughout the

cleared. Why hadn't he thought of this building, showed rich tiled floors spread with before? Those bills from Verbach's had caused rugs, burlapped walls, the dull glow of mahogany, him for many weeks acute anguish; yet a young The Marathon had never done things by halves. man in business must be clean. And there was This "waste” of good money had always given so much soft coal burned by the Hailesborough Wade twinges of disapproval. The interior of factories.

the offices could have been made as presentable He had now a scheme to beat the landlady's for half the money, he believed. Why expend fifty-cent raise. With the inspiration came a so much upon quarters in which folk spent not to twinge. If only he had thought of it before, exceed eight hours a day?

TH

W

He walked into the little room, past the office Since then, the cost had increased, further, to of Walter Pratt, who was chief of that particular everybody in the office except Theron. By subdivision of the department, which he shared mean little expedients he had contrived thus far with Lambert Brill. He drew out his cheap, but that there should be no cut in his savings. But reliable watch, noting with satisfaction that he roundabout the wave of inflated values was ris. was, as usual, five minutes ahead of time. He ing. Ere long, despite the discovery he had made hung his hat in the wardrobe, wherein dangled in laundry matters, it would encroach upon the the four-year-old overcoat he had not been wear- hardpan of his belo ved dollars. ing for some days, as the weather had turned With his brief elation over the laundry, now

[graphic]

more.

warm. As he closed the door,

passed, Wade stood scowling there came a disagreeable odor A blonde girl—they had never reflectively. To protect his

liked each other-handed him his of gasoline from the interior.

ratio of savings, and perhaps envelope. She leered at him unWade had cleaned the collar

kindly

to increase it, he had to have himself a few days before and

more money. had laid the stuff on too thick.

The office should pay him He turned to the window, looking over the val

But he knew there would be no use in ley studded with chimneys of varied quarters, asking for it unless the powers were considering those of factory sections and of handsome another general advance. And this, he conresidential districts. Grave, lofty, surrounding sidered doubtful, so soon. hills were beginning to show the deep emerald of He heard a stir in the outer office; evidently spring. Filmy patches of clouds, like the hand- old Pratt had arrived. A tapping of light footkerchiefs of a goddess, sailed in the blue sky. steps told, too, that Hannah Thomas, the Rare beauty-but Wade was not thinking of stenographer, had come in. Then, as the silvery that. As nearly always, his thought turned in- chime of the clock in Pratt's room began the ward. It reached out only for money.

toll of nine, a swinging tread approached his door. That forty a week which he drew; he reflected Lambert Brill, his desk mate, entered the room. rebelliously that it should be more. A month “Hello, Wadie,” he called,' as he tossed his hat longer than a year he had been with the Mara- on a hook in the wardrobe, and flung himself in thon; they had increased his weekly salary five dol- the chair opposite Theron's at the long, flat lars in the fall, a general advance through the office mahogany desk. “Everything seems more’n made in deference to the increasing cost of living. rosy to-day!” he remarked.

more.

even more.

it. It was fair to assume that most of them were there would have been that much more to cache concerned with the ascending cost of living, and with his savings in the Hailesborough Savings. that they reckoned with responsibilities toward Bank. Better late than never, though. others.

A faint grin tugged at his thin mouth, filled Herein lay the difference between Theron with teeth that required some overdue attention, Wade and the great majority.

He had no en- only, dentists were profiteers, also. About this cumbrances; he had only himself to look out for. laundry business, now, every man could be to a His computations concerned the cost of living, reasonable extent his own mangler. but only as it related to his bank balance. That His underwear and socks, by all means. He was growing by an average of twenty dollars a could slip into the bathroom at night, wash them, week, saved from his salary of forty; he was de- and hang them upon the hooks of his closet to termined that it should be no less as the weeks dry. Yes, and his handkerchiefs and the soft sped on. Those savings; he must guard them! collars. A soft collar looked mussed a little Not for the relief of some fellow being, though he while after you buttoned it, anyhow. What had relatives who needed some such practical at- was the matter with ironing them, while wet, tention. Just for their own sweet sake, he jealous- with his fingers? They would dry, all right. ly schemed for the weekly additions that were Men had to pay altogether too much for a few swelling the thousand or two which, at twenty- strokes of a flatiron in these days. And on soft seven, he had managed to amass. The amount collars the laundries saved the price of the must not be cut down by the rising scale of living. starch. Outrageous! But—no

But how hard the profiteering hounds were Ambition surged within him. Why not do making it for a poor dog, to be sure! This was his pajamas, also? Nobody would know. That the reflection that lined his brow with pain as he would leave only his shirts to be sent out, as a turned into Exchange Street. ; The landlady had regular thing. Reluctantly, he admitted that he just advanced the weekly rent of his mean little had best not tackle them. He had to meet the room, in Exeter Place, by a half dollar. She had landlady's advance of fifty cents. Now he forevolubly explained, while tucking back a wisp saw a weekly saving of sixty, seventy cents, of drab hair which straggled discouraged upon

A little thought had solved the her forehead, that she just had to do it, costs problem. He was still safely inside the costs were coming up so. Theron listened gloomily. limit he had set for himself. Her troubles were nothing to him; there gleamed There are men who make “killings” in the in his mind only the round, cold, hard fact of the stock market. They feel no keener thrill than extra half dollar.

now warmed Theron Wade, approaching daily There was no use in thinking of moving. He toil with his hunch on home-done laundry, as a had selected his boarding place for the same dampener on the high cost of living! reason he had chosen the shop of Tony Camapella. Mrs. Dustin was "easy," as was Cama- HE Marathon Sales System Company, of pella. If she were advancing him a half dollar, international success, was housed in its it was certain that every other lodging house- own red-brick building, in Exchange Street. keeper in the neighborhood—which was not an Four floors hardly met its growing needs; its expensive one-had "jumped” their lodgers any- former structure in the West End, now yielded a where from a dollar to two a week some time before handsome rental investment in office. More timid Mrs. Dustin had dared to make the plunge. than ever, was the Marathon thriving since the

That room, once it had cost him three dollars, war. Following chaos, business throughout the and now it was five-fifty! A lunch that in hal- world was feeling the thrum of a faster tempo, cyon days had cost fifteen cents, now cost was developing in breadth and vision. thirty or thirty-five! And laundry- ,

Theron Wade ascended in an elevator to the

fourth floor and entered the computations suite ITH that thought the Theron forehead where he had a desk. Here, as throughout the

building, showed rich tiled floors spread with before? Those bills from Verbach's had caused rugs, burlapped walls, the dull glow of mahogany. him for many weeks acute anguish; yet a young The Marathon had never done things by halves. man in business must be clean.

And there was This "waste" of good money had always given so much soft coal burned by the Hailesborough Wade twinges of disapproval. The interior of factories.

the offices could have been made as presentable He had now a scheme to beat the landlady's for half the money, he believed. Why expend fifty-cent raise. With the inspiration came a so much upon quarters in which folk spent not to twinge. If only he had thought of it before, exceed eight hours a day?

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