f. Horace Greeley probably never said a grander thing than this:
"The saddest hour in any man's career is that wherein he, for the
first time, fancies there is an easier was of gaining a dollar than
by squarely earning it." and Horace Greeley was himself an example of
success through industry.

[Image: COUNSEL AND ADVICE.]

It is not genius, but the great mass of average people, who _work_,
that make the successes in life. Some toil with the brain, and others
toil with the hand, but all must toil. Industry applies to hours in
business and out of business. It means not only to perform all
required work promptly, but to occupy spare moments usefully, not to
idle evenings, and to rise early in the morning.

An [Transcriber's Note: The original text reads 'employe'] employee
should not confine himself to his mere obligatory duties. He should
be ready to work sometimes over hours or in other departments if it is
desired of him. Willingness to _work_ is one of the finest qualities
in a character, and will compensate for many other deficiencies.

MEMORY.

This faculty, always so useful, is pre-eminently so to the business
man. It must be both retentive and quick. By proper training this
faculty may be so cultivated that names, dates and events to a
surprising number may be readily recalled. The ability to greet a
customer by calling him by name is considered very valuable in any
class of business. It makes a very agreeable impression when a man who
has not seen us but once or twice, and who is not expecting us, meets
us promptly as we enter his store, with, "Why, Mr. ----, how do you
do? Glad to see you. When did you leave Newark?" We feel as if we had
occupied that man's thoughts since we saw him before. He appreciates
us, and we feel like patronizing him. Whereas, on the other hand to
meet a customer with a blank, inquiring expression, and greet him with,
"Your face is familiar, but I can't recall your name." is unpleasant
and tends to drive away custom. Every hotel keeper knows the value
of this greeting of customers. Facts, figures and dates are very
necessary to remember in business, and these often form the basis of
a business transaction or venture by which large profits are made.
Superior ability in remembering prices and their fluctuations has been
the secret of more than one brilliant success.

Desultory reading injures the memory, while close application to a
subject, recalling the various points therein, t