ing less than ten per cent. of those who engage
in business on their own account succeed. How terrible the percentage
of those who fail! The race has become too swift for them. Driven
by the lash of competition, business must perforce move faster and
faster. Time is becoming ever more precious. Negotiations must be
rapidly conducted, decisions arrived at quickly, transactions closed
on the moment. What wonder that all this makes for a vastly increased
use of the quickest method of communication?

That is but one of the conditions which accounts for the growing use
of the telegraph. Another is to be found in the recognition of the
convenience of the night letter and day letter. This has brought
about a considerable increase in the volume of family and social
correspondence by telegraph, which will grow to very much greater
proportions as experience demonstrates its value. In business life the
night letter and day letter have likewise established a distinct place
for themselves. Here also the present development of this traffic can
be regarded as only rudimentary in comparison with the possibilities
of its future development, indications of which are already apparent.
It has been discovered that the telegram, on account of its peculiar
attention-compelling quality, is an effective medium not only for
the individual appeal, but for placing business propositions before
a number of people at once, the night letters and day letters being
particularly adapted to this purpose by reason of the greater scope of
expression which they offer.

Again, business men are developing the habit of using the telegram
in keeping in touch with their field forces and their salesmen and
encouraging their activities, in cultivating closer contact with their
customers, in placing their orders, in replenishing their stocks,
and in any number of other ways calculated to further the profitable
conduct of their enterprises.

All this means that the telegraph is increasingly being utilized as a
means of correspondence of every conceivable sort. It means also that
with the growing appreciation of its adaptability to the every-day
needs of social and business communication a very much larger public
demand upon it must be anticipated, and it is to meet this demand with
prompt and satisfactory service that the telegraph company has
been bending its efforts to the perfection of a highly developed
organization and of operating appliances of the most mode