TWENTY-FIRST ANNUAL YEAR BOOK— PART III 175 



ground who care little or nothing about the outcome or success of your 

 fair. Such men just want a job doing something to help make a few 

 dollars to have a good time, and are no good to you and will in no way 

 help build up your fair. The future of all your fairs depends largely on 

 the men in charge of it and if you select men who care nothing about the 

 future, you will soon find your fair on the decline. While your men on 

 your gates do not figure so much in the good management of your fair, 

 ybii will find that every good man you can use who is a good booster and 

 anxious to see you do well means much to the success and outcome of 

 your fair. 



We have men over the State that are so enthusiastic over the I. S.^F. 

 that they spend weeks of time boosting and talking for the fair and this 

 all has its effect when you have a number of such men over the state 

 doing the same thing. I could name a number of towns where a few 

 years ago no one ever thought of attending the I. S. F., but now through 

 the efforts of some good man who became enthusiastic through working 

 in the admissions department a few years and has talked and boosted 

 you will find several families coming from his home town and camping 

 in the grounds and making a week of it. 



One of the greatest faults you can find in a man is one who is too quick 

 to show his authority and argue with your patrons. He should always be 

 pleasant and willing to give your people any information possible and 

 have them go away feeling that you were glad to have them come and not 

 that all you wanted was the 50c they spent to get in. 



One of the best men that ever worked in the Department at Des Moines, 

 as far as being honest and willing to work any time, was just such a man 

 and caused us so much trouble that it was necessary for us to get rid of 

 him. He was always in an argument with someone and in many cases 

 left people sore, and many times they would make a report to the office 

 and cause some very embarrasing explaining to make them feel right 

 again. 



After your men have been selected, the next thing of importance is in 

 your co-operation. I feel that the success of this department at the I. S. 

 F. has been in the co-operation of the men and the system used for han- 

 dling them. It would be impossible for two or three men in the office to 

 look after some 125 men and have a very successful department. We 

 have, however, divided our work among a number of our best men and 

 thrown a great deal of the responsibility upon them. Each entrance into 

 the fair grounds — the amphitheater entrance and the amphitheater proper 

 — is turned over to a good reliable man, who is known as the captain 

 and he is responsible for the handling of the entrance during the fair. 

 Each captain is then assigned such men as are needed to properly handle 

 this gate. He is not only responsible for the gate, but must look after the 

 men in his charge, keep their time and hand in a report at the end of 

 the fair as to their conduct and ability. This record has proven of great 

 value in selecting the men for the coming fairs. Mr. Sheldon can take 

 his records and tell you just what kind of a man you have been sending 

 the department for the last fifteen years. The captains should be well 



