152 



selling agency, as efficient and honest a one as he can possi- 

 bly procure, and is his business complete without a first class 

 selling system? If it is, it is the only one in the world; 

 every other manufacturing business must have its selling 

 force, must have it organized, efficient, economical and hon- 

 est, and so must you farmers if you are going to succeed. 



Do you want to know what else we are doing in New 

 "\ork? Remember we are doing all this with no other man 

 on the pay-roll outside of stenographers, except myself, and 

 we are doing it with very little money. We are doing it Avith 

 $15,000 and we are t<uite afraid to tell you that week before 

 last, on Saturday evening, when we balanced up, we still 

 had $11,000 of the $15,000 on hand; not such a bad showing 

 for a State Department, for they are alM^ays supposed to be 

 liberal and almost reckless with this State's money. 

 (Applause.) 



Now these people will tell you you cannot do anything 

 M'ithout money. We will see whether we can oi- not. We 

 liear some men who dream their dreams and they are good 

 men. I am not here to abuse them, who tell you that we 

 should have terminals costing .$10,000,000 here and there. 

 Why buy a ba])y carriage three months before you are mar- 

 lied? We have not any use for terminals, not by any means. 

 We have not any business to speak of; it is a little l)usiness 

 now, we are creeping, we hope to wal]\, we hope to run. and 

 when we run we will get the things we need, but why buy a 

 terminal when the railroad companies will give us one? 



Now the other day a company in New York City came 

 into our office with great plans for a $2,500,000. building 

 they were going to build up on the New York Central track. 

 They said that they heard we were about to open a cream- 

 cry for making unsalted butter to sell to the Hebrew people 

 which they prefer over and above all other kinds of butter 

 and that we were going to make salt butter, sell buttermilk 

 and sweet milk and cream and going to manufacture ice 

 cream and wanted the most sanitary establishment of that 

 kind possi])le in the world; one that the ladies could come 



