ruth in that than there is
poetry. Honestly, we just don't give these officers that work for us
enough recognition. There is a whole page of them, as you know, about 11
committees, and all those folks have all done a fine job, at the expense
of their work at home. I am not talking about myself, because I don't do
any of it, I have it done, as I explained. But Carl Prell made a great
sacrifice when he handled the Northern Nut Growers business in a very,
very fine, thorough, business-like way.

I ought to give you a good example of what salesmanship really means and
how it operates. This morning Carl was going down to the museum in a
taxi. The taxi man professed an interest in nuts. Well, what did Carl
do? Did he say, "Well, that's all right, but I can't get into that?" No,
he said, "Man, you ought to belong to the Nut Growers Association. The
fact that you don't know anything about it, that's nothing. Come right
into the museum here, and I will show you the exhibits," and he took the
taxi man in, and I don't know whether he sold him a membership, but he
passed him on to the next man. He's got him going out to see
Irondequoit, and we, are going to get a sale there. That's the spirit
that it's going to take to get this job done.

I am reminded of a little story in Kipling. You know the story about the
sergeant in India. He was a sergeant in the cavalry. They had been out
in the hills, and the weather was hot, and they had an awful, awful
time. Well, when the men came in and lined up, this sergeant got off his
horse and he said, "Well, boys, I realize it's been hot, I know you
sweat. But," he said, "from here on in this campaign we are not going to
sweat, we are going to lather." That's what it's going to take to get
this 2,000 members that we have set for our goal. It's going to take a
lot of hard work, and our job is not to peer into the dim future, but to
attack those problems which are right with us every day and ask some of
our friends to join the Nut Growers Association. We are all widely
separated in different walks of life, and each in his own world is just
apt to see things a whole lot like the goldfish in a bowl. That is, he
will see it twisted and distorted. So when all is said and done, it's up
to us to support these committee heads and help get this job done.

A preacher had in his congregation an old lady who was ill. On one of
his visits to her she appeared to be growing weaker all the time, and
fearing the