DAIRY ASSOCIATION. 321 



genius was simply inspiration he replied: "No, Genius is perspira- 

 tion." The editor of a western newspaper sent to all the successful men 

 in his city this question : "Why is it that not more of our young men 

 succeed?" And one answer came in this laconic phrase: "Because too 

 many of them are looking for white-shirt jobs." Possibly this was a 

 homel}- way of saying it, but it is true in many cases, especially with many 

 of our college graduates. Some imagine that because they have a col- 

 lege education, they must necessarily get an easy high-salaried position. 

 It is well to have a technical education but it is also well to have a manual 

 training. Lord Bacon says : "Learning should be made subservient to 

 action." We need a knowledge more of how to do things than how to 

 explain things. The world today is looking for men who can turn out 

 the finished product. 



The time, we hope, is past when it is considered a disgrace for a 

 man to work with his hands. No man would be so irreverent as to say 

 that the man, Christ, was lacking in brain power or in manliness, yet 

 we find him a carpenter, toiling with his hands. 



Study the lives of all successful men and the story w^ill be found in 

 each case exactly the same. The methods vary as they must, but the 

 actual basis of every successful life is the persistent hard, hard work of 

 years and many a personal sacrifice. This is not always apparent simply 

 because we are all too apt to look at a man when he has achieved his suc- 

 cess. But there was a struggling period. 



Thoroughness in everything is the keynote of success. As Mr. 

 Bok. the distinguished editor of the Ladies' Home Journal, says : "A 

 thorough workman never says, 'There that will do' but 'there, that is it.' " 

 And this is what every young man in business should learn : that abso- 

 lutely nothing is good enough if it can be made better, and better is 

 never good enough if it can be made best. We frequently hear men 

 complain that there is no use in doing extra work, that their employer 

 does not appreciate it. They work merely like an automatic machine 

 with no interest or heart in their work. As a rule the fault is more often 

 with the employed than the employer. There are exceptions to this as 

 to any rule but as a general thing a man gets paid about what he is 

 worth. The man who most loudly complains of being underpaid is fre- 

 quently the man who is overpaid. 



I find it much more difificult to get men to fill the high positions 

 tlian it is to get men for ordinary positions. A. T. Stewart used to say 

 that he had always plenty of vacancies in his store which he could not 

 fill, although he wanted to, for $10,000 employes. The same condition 

 exists today in many other branches. Let an important position open 



A-21 



