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wrong end now and den, and dat's the reason
the bee is built the way he is."
We cannot all lead, but we can get behind and
push. A pusher engine, powerful and full of
reserve force, is not as handsome in appearance
as the passenger engine on the other end of the
train, but it is strictly business all the way
through when it comes to pushing the passenger
train over the grade that the handsome engine is
unable to make much headway against.
When there is a difficult task to perform, one
that requires tact and energy, be as wise as was
a bluff old boatman who was taking a party of
tourists across one of the lakes in Scotland. A
sudden squall came up and threatened to capsize
the boat. AVhen it seemed that the crisis had
really come, the largest and strongest man in the
party, in a state of intense fear, said, "Let us
pray." "No, no, my man," shouted the canny
Scotchman, "let the little man pray; you take an
oar." Let your strongest, best all-round man
take a laboring oar, and help you out. You
cannot do it all, and there will be enough for all
who are at present in the coal business to do,
until the latest heat-and-power-without-fuel crank
digs down deep into the earth and taps an inexhaustible
reservoir of natural steam, as someone
has aptly said.
One good way to push is to
ADVERTISE REGULARLY
in your home papers, in a judicious and appropriate
manner. Many times agents and traveling
salesmen purchase papers in cities and towns
to see what dealers advertise and keep their business
continually before the public. Another
method, in addition to newspaper advertising, is
special advertising along lines that have proved
in many instances successful—distribution among
customers and prospective customers of suitable
novelties for office, household or personal use.
Advertising pays. I came across a case in point
the other day.
A Denver paper tells of one Billy Jones, who
wrote on the blackboard at school: "Billy Jones
can hug the girls better than any boy in school."
The teacher, upon seeing it, called him up.
"William, did you write that?" "Yes, Ma'am," said
Billy. "Well, you can stay after school." The
children waited for Billy to come out and began
to guy him. "Got a lickin', didn't you?" "Nope."
"Got jawed?" "Nope." "What did she do?"
"Sha'nt tell," said the astute William, "but it
pays to advertise."
Someone with an inclination to drop into verse
has produced the following, with reference to advertising:
The man who whispers down a well
About the goods he has to sell,
THE COAL TRADE BULLETIN. 33
Will never make the shining dollars
Like he who climbs a tree and hollers.
Ingredient No. 3.—PAY. Pay How shall you
pay? P—PROMPTLY. When shall you pay?
A—ALWAYS. Who shall pay? Y—YOU, of
course!
On one occasion I heard a prominent clergyman
say that when he considered the manner in which
some church members treated their financial obligations
to the church it reminded him of a certain
text that he would like to use as a basis for
a sermon. It is part of a verse that occurs in
JAMES P. WALSH,
(ienoral Manager of Sales, Pittsburgh Coal and Monongahela
River Codsolidated Coal & Coke Co?., Chief Host
of the Retailers.
the parable of the unjust steward: "And he laid
hands on him, and
TOOK HIM BY THE THROAT,
saying, 'Pay me that thou owest.' "
I am not quite sure but that the sales agents,
as they look over their outstanding balances when
the completed statement for the preceding month
is placed on their desks by the head bookkeeper.
sometimes wish that they, too. might have the
ability and opportunity to preach a sermon from
such a text. Possibly it could be stated a little
more strongly and it be said that on some occasions
the sales agents would feel like suiting the
action to the words, provided they had the requi-