THE ALUMNI JOURNAL. 



^97 



cations made out by skilled chemists. 

 No manufacturer knows the whys and 

 wherefores of success and failure of the 

 processes as well as the chemist ; on him 

 falls largely in the struggle of competition 

 the responsibility of saring the industry. 

 And, if he combine both chemical and 

 mechanical abilities, he may develop and 

 superintend a great manufacture, improve 

 its processes, invent new methods and 

 new forms of apparatus, and successfully 

 conduct an immense industry. 



CHEMICAL EDUCATION A BUSINESS 

 QUALIFICATION. 



Thus it is not only in the laboratory 

 that the chemist finds occupation, but 

 also as manager or superintendent of the 

 works. And again, who is so competent 

 to enter the business department of man- 

 ufacture as the chemist, who is familiar 

 with every detail of the properties and 

 production of the article bought and sold? 

 Who can sell them as well as a chemist 

 who has the selling faculty, and who 

 knows much about them that no one but 

 a chemist can know? Hence many a 

 chemist finds his way into a responsible 

 business position. 



It goes without saying that in every 

 town of any size an analytical chemist 

 will be found. In large cities the profess- 

 ion of analytical chemistry covers a wide 

 field, and in many cases develops an elab- 

 orate organization, employing a number 

 of assistant chemists and skilled workmen 

 and doing a business well up in the thou- 

 sands. 



It is a fact, which is perhaps not fully 

 appreciated, that the most diflBcult part 

 of a business is not the manufacturing 

 but the selling of the goods. In organiz- 

 ing a manufacture, skilled and able engi- 

 neers, superintendents and chemists, 

 book-keepers and the best of labor are 

 engaged. Experienced and adroit men 

 are placed in management of the busi- 

 ness. But all of these are not more diffi- 

 cult to obtain than successful salesmen. 

 It is unnecessary to say that a manufac- 

 ture cannot be carried on unless the pro- 

 ducts can be sold. Men who are intelli- 

 gent, tactful and well-educated, and who 

 thoroughly understand the articles they 

 sell, are not easy to obtain. In this mat- 

 ter an important change is working itself 

 out in this country. The ignorant and 

 blatant salesman, ready to bribe the pro- 

 spective buyer or his employees if he 

 could, and to dispose of the poorest goods 

 at the highest price, was common in for- 

 mer years. While this state of affairs 

 still continues in some branches of trade, 



it has to a great extent been corrected as 

 regards the selling of articles that can be 

 tested chemically, and when it can be 

 shown by experiment which one of several 

 articles gives the best result for the money. 

 L,arge concerns have of late years taken 

 graduates from the leading scientific 

 schools, educated them in the business, 

 and, if they have developed mercantile 

 ability, have put them in the sales depart- 

 ment. The results, so far as I can find 

 out, have been surprisingly good. But 

 out of a considerable number of young 

 men only a few develop the gifts and 

 qualities of the successful salesman. 

 Others who have been trained in the man- 

 ufacture find places for their activities in 

 the manufacture or in the business. From 

 requests sent me by large concerns for 

 bright graduates to work into their sales 

 departments I judge that this movement 

 is on the increase, and it certainly will 

 afibrd the young chemist an additional 

 opportunity for activity. 



I should not omit in this category the 

 profession of teaching. In recent years 

 the development of scientific education, 

 both in colleges and schools, has been 

 very great. There are few colleges of 

 any standing that have not a course, or 

 elective in chemistry ; and school courses 

 in experimental chemistry and elementary 

 analysis are becoming more and more 

 common. Many young chemists find in 

 them most fruitful opportunities for activ- 

 ity and development. 



HELPFUL IN ALL PUR.SUITS. 



But it is my particular object in this pa- 

 per to speak of the study of chemistry as 

 a liberal education for those who do not 

 intend to become professional chemists, 

 but who may enter mercantile business. 

 or other vocations not chemical, in which 

 this education may not at first glance ap- 

 pear of any practical use. 



In some of the professions, indeed, it is 

 of the first importance. For the physi- 

 cian a thorough knowledge of chemistry 

 is absolutely necessary if he would know 

 the nature of the remedies he administers, 

 and understand the change and the pro- 

 ducts involved in the living organism. 

 He must be familiar with physiological 

 chemistry if he hopes to attain his due 

 measure of success. The lawyer finds 

 that in cases dealing with manufacturing 

 proces.ses, nuisances, patents, mines, com- 

 mercial products, in certain criminal cases 

 and numerous others, a knowledge of 

 chemistry is obligatory. This knowledge, 

 I may add, is most difficult, as a rule, to 

 attain late in life. And not only the 



