THE DEMONSTRATION WORK 



good repute with the people and whom the people will readily 

 accept. We prefer even that he shall be less broadly educated and 

 have the quality of acceptability than to be more highly educated 

 and less familiar with the people with whom he is to work." 



In view of the fact that the demonstration method was 

 able to penetrate more communities and reach more backward 

 people than any other method of approach thus far devised, 

 it is of extraordinary interest to note what Dr. Knapp did in 

 his dealings with negroes. It is evident that his experience 

 and observations among the brown people in Asia were not lost 

 when it came to making plans for the colored race in the 

 United States. In this connection he said : 



"It is on the thrift, prosperity and independence of the average 

 man that our citizenship is based. Now, where must we start? In 

 thinking out this problem the main point is to start at the bottom. 

 In attempting to raise the condition of the colored man we frequently 

 start too high up, and in talking of the higher progress talk right 

 over his head. When I talk to a negro citizen I never talk about the 

 better civilization, but about a better chicken, a better pig, a white- 

 washed house." 



The following extract is taken from a letter he wrote in 

 1909 to a negro district agent who was just beginning his 

 work: 



"In taking up the work among the colored people on the 1st of 

 October, which is the beginning with us of a new year, we would like 

 to have you not only carry out the different items in your own territory, 

 but be sure and visit each of the colored agents at least once per 

 month and spend a few days with them, going over their territory 

 and telling them what their duties are, not criticising any points 

 too severely, but simply suggesting in such a way that the work may 

 be of the greatest efficiency. The principal points that we wish them 

 to look to for the next year are as follows : 



A garden all the year to supply their home needs, enough 

 corn and hay for their own use, with some to sell, and a good barn 

 for storing it, a cow and pasture in which to keep her; an increase 



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