e profits are steadily increasing he may be
sure his salary will increase proportionately. If it does not he can
always get another position by laying the facts and figures before some
more enterprising house.

The producer is seldom out of a situation. If for any reason he is out
of employment temporarily he can go to a good house and work on
commission, or get a small drawing account, and at three or six months
talk salary on actual showing made.

The shrewd business man won't let profits slip away if he can help it,
so the real producer sits in a pretty good seat. He has only to show
what he can do and he will be paid accordingly.

The expense man's only stock in trade is faithfulness, neatness and
amount of detail he can handle. He has little lee-way in the matter of
salary, for thousands are faithful, thousands are neat and thousands
can perform great amounts of detail.

The young man just out of school should have for his ideal that he
shall be a producer first and a proprietor later on. To this end he
should equip himself by spending four or five years acquainting himself
thoroughly with all the phases and departments of the business and
learning the facts about the manufacture of the goods he expects to
sell eventually. All this understanding and preparation will be of
great service when he is a salesman, and greater service when he is a
proprietor.

The writer started wholly dependent upon his own exertions for a
livelihood at fourteen years of age. At fifteen he learned shorthand by
evening study. At sixteen he attended to the correspondence and mail
order department for his employer. At eighteen he was getting $8.00 a
week in cash for his services, and many times that amount in valued
experience.

"One day he got a blank application for a $75.00 clerkship in the Post
Office. At that time appointments were made by political pull and not
through the civil service. The writer took the blank to a relative, who
was the leading politician of the State. He asked for the endorsement
of this senator and received this advice: "Young man, my signature to
this sheet would get you the job, but if you were my son I would not
let you take the place. I will give you some advice, which is
this--never take a political, railroad or bank job. In all these
callings you are in competition with thousands of others. The
compensation is small, the chance to better your position is remote,
and you are a machine. If you want to