FOURTEENTH ANNUAL YEAR BOOK— PART VIII. 567 



not discriminate in prices, who are satisfied when they obtain a rea- 

 sonable profit on their investment, men who are not selling stock for 

 $100 per share when they know that it is worth only half of that 

 amount. The man who will attain real success today in any walk of 

 life is the one who is able to look his fellow man straight in his eye 

 and speak to him in tones that ring with the voice of truth. It is the 

 man of character who is in demand. 



It is told that the proprietor of a Boston dry goods store one day 

 came to a clerk and asked: "Why did you not sell something to the 

 lady who just left the store without purchasing?" "Because," said 

 the clerk, "she asked for Middlesex and we did not have it." "Why 

 did you not show her the next pile and tell her that was Middlesex?" 

 "Because it was not so, sir," said the clerk. "You are too mighty par- 

 ticular for me," exclaimed the proprietor. "Very well," said the boy, 

 "if I must tell a lie to keep my place, I will go." The clerk became 

 a wealthy respected merchant in the west. Such a character is the 

 strongest foundation upon which the cream employee may build a repu- 

 tation which leads to permanent success. 



The creamery employee should disregard personal advantages and 

 work solely for the interest of the creamery and its patrons. The 

 creamery buttermaker, manager and secretary are as a rule high class 

 men, men who would not wilfully wrong anyone but sometimes with- 

 out second thought they are apt to recommend a good friend or a rela- 

 tive for a more or less responsible position in the creamery. This is 

 perhaps done because the one recommended is considered to be an able 

 man, one who is able to earn every cent of the salary offered. It is true, 

 however, that an employee who is placed in his position by a friend 

 or relative is often likely to deliver less than is represented by his orig- 

 inal efficiency and it is therefore to be preferred that the employees are 

 not connected with their superiors by friendship or relation ties. 



Although there are many qualities which a creamery employee should 

 possess, that of integrity is the fundamental one. There is a relation 

 between character and personal appearance. A person of clean char- 

 acter has an open honest face with eyes that meet yours. Words 

 spoken from his mouth are clean and as a rule he wears clean cloth- 

 ing. Punctuality was one of the qualities the value of which was per- 

 haps understood by the creameryman even before he had fully learned 

 to appreciate the meaning or value of the word integrity. It was 

 learned that if the check was sent out promptly the matter of weight, 

 test and price was of secondary importance; what the farmer wants is 

 prompt pay. 



Punctuality is an asset which any creamery employee may possess, 

 for it is acquired by training. The effect from a manager's or a butter- 

 maker's training along such lines are readily evidenced throughout the 

 entire establishment. We should adhere strictly to the exact time of 

 an appointment. A manager of a big hotel found it difficult to make 

 his dairyman understand the importance of prompt delivery. He made 

 an early morning hour appointment with the representative from an- 

 Otfeef ereamery. The fact that the representative was five minutes 



