62 SELLINGLUMBER 



Loyalty to your firm is like patriotism to your country. 

 Without it you are a traitor. It is that quality which arouses 

 you to arms in defense of your country, and likewise would cause 

 you to resent an insinuation against the character of your firm 

 as an insinuation against yourself. Loyalty is that characteristic 

 which makes you a part of your firm ; therefore, it is a splendid 

 essential in business efficiency. Are you loyal? If so, what per 

 cent? 



Mr. Woodhead: Well, I don't like to claim all the hundreds 

 in the calendar. 



A Voice: You are entitled to it. 



Mr. Woodhead I am going to say that I believe I am 100 

 per cent loyal. (Applause). 



Mr. Dionne (reading) : "16. Personal neatness." A man's 

 personal appearance in any line of business may often be the di- 

 rect cause of his success or failure at the critical moment. The 

 Thelm rt wor ^ judges very largely by appearances, and first appearances 

 ance of are most lasting. Therefore traveling salesmen should look well 



Nearness to their P ersonal appearance by being neat in body and in dress. 



A well kept, systematic, clean, orderly and attractive store 

 or establishment of any kind suggests thrift; and on the same line 

 of suggestion, a well groomed, well dressed man creates the idea 

 of thrift,, prosperity and success, and "nothing succeeds like suc- 

 cess." 



On the other hand a man who is slovenly in his general ap- 

 pearance, with unshaven face, unshined shoes, soiled collar and 

 cuffs, suggests laziness, and laziness creates contempt, or disre- 

 spect. 



Customers very frequently form their ideas of a wholesale 

 concern from the appearance, actions and characteristics of their 

 traveling representatives. Therefore, create a good impression. 

 Be a Credit to your firm, and let your personal appearance be such 

 as to suggest thrift, industry, prosperity and success, and it will 

 make you more successful, therefore, more efficient. 



What per cent are you entitled to in neatness? 



Mr. Woodhead: What time of day? In the morning I am 

 all right. 



The Chairman : What shall we give him ? 



Various Voices : Ninety-eight 100 75 100. i 



Mr. Woodhead: I didn't know this was coming or I would 

 have fixed up a little. 



