MAKE OR MAR YOURSELF Opportunities for Success Readers These Classified Advertisements Continued from Page 16 Rate 20 cents a word. Ad forms for August issue close June 20th. Help Wanted MAKE OR MAR YOUR/ELY You are without doubt just the person to act as our representative in your locality. Telling your friends and neighbors about the New Success is an easy method of earning $1.00 an hour during your spare time. A post card addressed to Dept. 9, The New Success, 1133 Broadway, New York, N. Y., will bring full particulars by return mail. Hundreds U. S. Government positions open to men-womengirls? $135 to $195 month. Short hours. Common education sufficient. Write immediately for free list positions open. Franklin Institute, Dept. K-79, Rochester, N. Y. Male Help Wanted Government Clerks needed badly (men-women), $1600$2300. Permanent. Few to travel. Write, Mr. Ozment, Former Government Examiner, 194, St. Louis, Mo. Splendid clerical work opportunity. Spare or whole time. Female Help Wanted $6-$18 a dozen decorating pillow tops at home, experience unnecessary; particulars for stamp. Tapestry Paint Co., 108 LaGrange, Ind. Ventriloquism VENTRILOQUISM taught almost anyone at home. Small cost. Send today 2-cent stamp for particulars and proof. George W. Smith, Rm. R-824, 125 N. Jeff Ave., Peoria, Ill. Motion Picture Business $35 PROFIT NIGHTLY. SMALL CAPITAL starts you. No experience needed. Our machines are used and endorsed by government institutions. Catalog free. Atlas Moving Picture Co., 478 Morton Bldg., Chicago. Photoplays Write Photoplays: $25-$300 paid any one for suitable ideas. Free to Writers a wonderful little book of money making Personal MAKE YOUR HUSBAND PROUD to introduce you to his Miscellaneous SUCCESS or FAILURE! Which is your destiny? Scientific information. "Success" pointers and Personality sketch for 10c and birthdate. Thomson-Heywood, Dept. D37, Chronicle Bldg.. San Francisco, Cal What has been the great unanswered "Why" of your life? "THE SIMPLE TRUTH" makes men free! A book for Harmonial Here's your opportunity to make good in big way! New. Attractive Gummed Labels !!! "Think" "Thoughts are the Masters and the Thinkers are the Doers"-Confucius. One of the most successful of teachers is a Montreal Nun-successful because she insistently teaches undergraduates to THINK. Force of thought is better than force of will. A trip-hammer is all force, but unless guided by a THINKER strikes a pile or a cream-puff with equal power. Then there is the Do you fail in clearness of thought and expression Do you as host, hostess or guest want a spur to cleverness of thought, wit and repartee? Do you teach, preach or lecture?-want a text for Do you dictate at home (?)-at office-or both? to your children, your friends, your employes and YOURSELF? If an employer, commend KEYSTONES OF THOUGHT to your employes-surely to the stenographers. If you have a delinquent debtor send him or her a marked copy.-Page 132. If easily discouraged, a victim of worry, fear, the blues, Keystones" is your prescription. "As long as the people of America are content to delegate their thinking to a select few, that select few will run matters to further personal ends. The average American does not function above the shoulders." William Mathew Lewis, United States Director of Savings, in address to City Club of Chicago. Do you want something to "crib” for public dinners and other occasions? The most delightful of all after-dinner speakers are a couple of New Yorkers, one English, the other Irish-a Fletcher-a Murphy. Never lengthy, always aphoristic, they say more in five minutes than all the "wax-works" on the dais drone, drawl or spout in hours. THEN READ MEMORIZE AND USE KEYSTONES OF THOUGHT By Austin O'Malley, M.D., Ph.D., LL.D. The only book of original and genuine aphorisms in English. Written by "the World's master of aphoristic thought and expression.' AN INSPIRING AND USEFUL GIFT FOR YOU AND YOURS "The successful aphorist is about ten thousand times scarcer than the successful THE DEVIN-ADAIR COMPANY Every thinker, from Cicero and Bacon to the highest paid and ablest copy writer of the present day (he always has a copy of "Keystones" and "My Unknown Chum" nearby) has tried to be aphoristic-to say much in a few words—a short paragraph. Send for "Keystones." Study it and be aphoristic yourself. Note: Whether young or old, Sage or Seer, Poet, Philosopher, or whatnot, if you think YOU can match KEYSTONES OF THOUGHT in aphoristic originality, in depth, deftness, wit, wisdom, humor, -in tonic-cheer for all of life's worries, troubles and adversities, you are welcome to try. If successful, The Devin-Adair Company will send you a check for an acceptable but well-earned sum-and your work will be promptly published. THE DEVIN-ADAIR COMPANY, Publishers 437 Fifth Avenue, New York City Send me copy of "Keystones of Thought," on 5 days' approval-enclosed find $2.00. If I decide not to keep the book, I will return same to you within 5 days and you are to return the $2.00 without question. Name | Address Note: If you desire special Suede binding, enclose Consider the Mystery! Electrons exist everywhere. We gather them in a power house. We apply certain mechanism and we get heat. Another mechanism keeps our refrigerators at freezing point. We apply a third mechanism and we get power. Still another mechanism applied and we have light. The same force carries our voice a thousand miles, or flashes a message across the continent. Always the same mysterious force. The only difference is in the mechanism to which the force is attached. Consider the Mystery! Mind is omnipresent. We gather this Mind into our power house. In one brain this mind is transformed into a beautiful picture. Always the same power, but producing different effects in accord- This Cosmic force, this Universal Mind, operates with scientific Law governs every form of light, heat, sound and energy. Law An understanding of this law will result in co-operation instead of competition and will remove every kind of discord, whether between individuals, classes or nations, because the unit of the Nation is the individual, and when the individual clearly understands that · he is the creative center of his own little world, all social relations will automatically adjust themselves. Mr. Bernard Guilbert Guerney, the celebrated author and literary 蒸蒸蒸蒸蒸蒸蒸蒸蒸蒸蒸蒸察 冷凍凍藥 66 'We O Try to Make Men- Says J. C. Penney, Head of the Great Merchandising In an Interview for THE NEW SUCCESS with JOHN WEBSTER NE day a man and his wife came to Kemerer and set up a general dry-goods store in this shack. They possessed a stock of staple goods worth about $6,000. The man was an ambitious young merchant named J. C. Penney. The wife was his partner-in every sense of the word. They slept in a room in the half-story section of the building. Their bed and the rest of their scant furniture was made wholly from packing-boxes and crates. They were itinerents in property, but residents in intention. They made one rigid rule in regard to their stock. It must be fresh and new and good; and the prices were to be sufficiently low to pay them a fair profit. In fact, they were far below the prices of the big store. Mr. and Mrs. Penney bought directly in the markets-and for cash. Then they sold for one price and for cash. They would not shade a price for any buyer no matter what quantity he wanted to buy. And they would not give a cent's worth of credit to the richest man in the community. The people did not, however, like the Penney way of doing business. They felt that their intelligence was being insulted because the new merchant expected them to pay the first price asked, and their integrity was assailed when Penney refused to open books and advance them credit. But Penney made his prices so attractive that the people could not stay away. Whenever they had money to spend, they spent it at the new store. The first year of its existence, the weatherbeaten shack did a business amounting to $29,000. And the little weatherbeaten store, since then, has grown into a chain of 312 stores that are guided exactly by the same principles that made the shack a success. The little store is, to-day, known as the "mother" store. Last year the J. C. Penney Company did a business of over $40,000,000. Mrs. Penney was the clerk. Out of that store grew other stores and out of that other and still other stores until we have the chain of stores of to-day-and others are to be added as fast as conditions will permit. "But be certain to state one thing. I did not start all of the stores and do not own them. I did not start that first store on my own money. I had only a third interest at the beginning— two other men held shares. My third interest had been gained by hard work and saving. "Just as I was a partner in that store, so other men became partners with me in other stores and, later, they, too, took in partners. I soon discovered that instead of building up a business it would be necessary for me to build up men. In fact that has become a slogan of The J. C. Penney Company-making men, not money. Make the men for your business and the money part of it is assured. "All the men who work for me have gained their interests by work and saving. No man ever came to me because he had money to invest. The only money that ever counted with The Penney Company was that which represented the margin of earning over spending by men who worked so hard that their time for earning was great and their time for spending small. Thus the chain made its own menbuilt up its own best asset-and it was the human, not the money links-that counted most. "We have now a great organization. It is great, because the men in it are great. I mean by that, they are loyal fighters. HE units that make up our business are "Tall small and we differ from the man having a small or moderate-sized business only in having a large number of these businesses. There is nothing in any of our business methods that calls for unusual human or financial resources. Simply this: to-day we are a bundle of tightly bound fagots; yesterday we were a single fagot. The cords that bind the bundle are work and the best traditions of work. "So far as I am personally concerned, work has always been a tradition in my family. My grandfather used to keep his youthful mind from going to fallow and his muscles in good trim by exercising with a stone pile in his idle hours. So, I was brought up in an atmosphere of work and got to like it-and it has not worn off even to this day. I am happiest when I am busiest. "But when I began to work for my own living, I realized that work could not be measured by dollars. I mean by that, if my wage were not what I thought equal to the amount of work I put into my job, I would be a fool to let the task discourage me. Therefore, when my first employer promised me all of twenty-five dollars a month, I saw no chance ahead. Leaving home, I finally found a job with Johnson and Callahan, of Evansville, Wyoming. Their store was a popular one. The partners were what I called merchants, they sold for cash at a fixed price and kept their expenses down. What is more, they kept their goods up. Twice a year they went all the way to New York to buy directly from manufacturers. And they bought for cash. At that time, I could not comprehend all that such a trip meant. I imagined they went for the journey as well as for merchandise. But one thing that I did notice was this: the prices in the store were generally low, and the proprietors always had plenty of cash on hand. "TH HERE was a chief clerk in this store. He was my superior. One day I went out to luncheon with him. We had an hour for lunch, but finished in half an hour. I returned immediately to the store, but he sat on the hotel veranda to smoke a cigar. The second day we went to luncheon together. When the meal was finished, he suggested that if I returned to the store too quickly, it would reflect on him. It' did. He was fired and I was promoted to his place. you. "Then I began to comprehend why Johnson and Callahan went to New York. I learned for the first time that buying was different from sitting in a store and letting a salesman 'sell' My bosses had cash in their pockets and bought for the lowest price. The prices at which they bought goods astonished me. The prices they paid did not average one half of what we paid in the old store. These men taught me one valuable lesson: Borrowing goods is far more expensive than borrowing moneythat the way to buy is to pay cash. That to me is the first principle of merchandising. "After three years, the partners decided to open a store in Kemerer. I had saved five hundred dollars. It was planned to start the store with a capital of six thousand dollars. They offered me a third interest if I could raise the money. I took them up, and managed to borrow fifteen hundred dollars. I wanted a chance to work on my own account. We agreed that I was to have a salary of seventy-five dollars a month and Mrs. Penney twenty-five dollars a month. They thought it was a good thing to have husband and wife work together. I bave always agreed with them. It teaches values and curbs extravagance. To-day we like to have |