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iishing of newspapers and of trade papers and in the 

 manufacture and sale of war munitions and automobiles 

 and every other conceivable business must be run on lines 

 of efficiency and economy or it cannot run. Noav you want 

 to know what economy did our people have that the old 

 line trade did not have? 



The first thing Ave did, we went to the New York Cen- 

 tral Railroad and asked them to turn over to us the Des- 

 broses Street Pier, 1000 feet long and 100 feet wide, a pier 

 that the same amount of floor space on the main floor in a 

 store on Washington Street one block from the pier Avould 

 rent for $300,000 a year. That pier was turned over to us 

 with a nicely fitted auction room on the second floor with- 

 out a dollar's expense. 



Surely that w^as some rent, but was it nothing new. It 

 was to you eastern producers, but not to the western men. 

 For twenty long years the western people have had a pier, 

 number three on the Erie, absolutely free of charge. 



The floats with the ears loaded with fruit came right 

 alongside of their pier and the railroad company at their 

 cwn expense discharged the cargo from the car and then 

 the auction company opened up the samples. No samples 

 are alloAved to be fixed up in the least; as goods open, so 

 they must remain ; there is no fixing of samples, for if you 

 fixed the samples you might fix the buyer and the fixing or 

 buyers doesn 't pay. 



I Avas up in Cortland County the other day and I heard 

 a little story about fixing a buyer, tliat made me smile. 

 TvOAV if it Avas good enough to make an old-timer like me 

 smile, perhaps it Avould not harm you any to listen to it and 

 if it doesn 't make you smile, you try it on a hired man. There 

 sxnH a gentleman up there Avho had a three-quarter coav and 

 •.vas anxious to get rid of her so he sold her to a neighbor and 

 hoasted at the corner grocery doAA-n there about having 

 slipped it over his neighbor Avith this three-quarter cow, and 

 he said, "ITe never noticed it," and the son of the man AA'ho 

 iiad bought the coav heard the story — this Avas right in David 



