Barkham Burroughs' Encyclopaedia of Astounding Facts and Useful Information, 1889. Barkham Burroughs

where there is close competition, the small merchant frequently outstrips his more powerful rival by one element of success, which may be added to any stock without cost, but cannot be withheld without loss. That element is civility. A kind and obliging manner carries with it an indescribable charm. It must not be a manner that indicates a mean, groveling, timeserving spirit, but a plain, open, and agreeable demeanor that seems to desire to oblige for the pleasure of doing so, and not for the sake of squeezing an extra penny out of a customer's purse.

INTEGRITY.

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      The sole reliance of a business man should be in the integrity of his transactions, and in the civility of his demeanor. He should make it the interest and the pleasure of a customer to come to his office or store. If he does this, he will form the very best "connections," and so long as he continues this system of business, they will never desert him.

      No real business man will take advantage of a customer's ignorance, nor equivocate nor misrepresent. If he sells goods, he will have but one price and a small profit. He will ere long find all the most profitable customers—the cash ones—or they will find him.

      If such a man is ever deceived in business transactions, he will never attempt to save himself by putting the deception upon others; but submit to the loss, and be more cautious in future. In his business relations, he will stick to those whom he finds strictly just in their transactions, and shun all others even at a temporary disadvantage.

      The word of a business man should be worth all that it expresses and promises, and all engagements should be met with punctilious concern. An indifferent or false policy in business is a serious mistake. It is fatal to grasp an advantage at ten times its cost; and there is nothing to compensate for the loss of a neighbor's confidence or good will.

      The long-established customs and forms of business, which in these times are assumed to be legitimate, already have within them enough of the elements of peculiarity, commonly termed "tricks of trade," or, in the sense of any particular business, "tricks of the trade." Therefore it does not behoove any active man to make gratuitous additions of a peculiar nature to the law of business. On the contrary, all should strive to render business transactions less peculiar than they are.

ECONOMY.

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      One may rest in the assurance that industry and economy will be sure to tell in the end. If in early life these habits become confirmed, no doubt can exist as to the ultimate triumph of the merchant in attaining a competency.

      There should be no antagonism between economy and a generous business policy. Narrow selfishness is to be avoided in the use of money or means. In buying goods, one should not take advantage of another's necessities to beat him down to a figure which leaves him little or no profit, perhaps a loss, because he must have money. This is against manhood and is a ruinous policy, because it tends to picayunishness and chicanery. A sacred regard for the principles of justice forms the basis of every transaction, and regulates the conduct of the upright man of business.

      If economy is wealth, it is not so because of a niggardly and parsimonious policy. Perhaps the simplest, fewest and best rules for economical business are these, by observance of which a noted merchant amassed a large fortune: 1. Obtain the earliest and fullest information possible in regard to the matter in hand. 2. Act rapidly and promptly upon it. 3. Keep your intentions and means secret. 4. Secure the best employees you can obtain, and reward them liberally.

      Proprietors of institutions will early discover that order, and neatness, are necessary as economical agents in prosecuting a successful business. And the youth who would grow up to become well-to-do, to gain complete success, to be a valuable member and assume a position in society, should take pains to acquire habits of cleanliness, of order, and of business.

      To this effect each one may early learn the simple rules of health and good order by paying reasonable attention to those so-called minor details, which pertain to the well-being of the person, and which must be faithfully observed in order to avoid failure and win success.

      A person, young or old, in or out of business, may keep a memorandum-book in his pocket, in which he notes every particular relative to appointments, addresses, and petty cash matters. An accurate account of personal expenses should be kept, which should be balanced each week. By this means each individual will be more careful and economical in his expenditures, and generally live within his income. He must be reasonable in spending, or his memorandum or record-book, if it be honestly kept, will stand to his discredit.

      A well-kept memorandum-book is often very useful, as it is very convenient, and sometimes serves to settle a troublesome query, arising in other minds, by which the possessor is absolved from the prejudice of doubt. Young people who expect to labor with their hands for what they have of this world's goods, or rise by their own efforts, should by all means acquire habits of economy, learn to save, form correct habits, and no time will be required overcoming these. So surely as they do this, so surely will they be in a situation to ask no special favors. Every man wants to learn to look out for himself and rely upon himself. Every man needs to feel that he is the peer of every other man, and he cannot do it if he is penniless. Money is power, and those who have it exert a wider influence than the destitute. Hence it should be the ambition of all young men to acquire it, as well as to store their minds with useful knowledge.

GETTING A SITUATION.

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      In seeking a situation, it is always best to appear in person if practicable. A business man who requires the services of a salesman or clerk, a bookkeeper, stenographer, or some one to remain in his employ a considerable time, usually prefers to see an applicant and have a few words with him about the work that is to be done.

      If an application has to be made by letter, it should be done in the handwriting of the applicant. It may be brief, and should include references.

      It is best for a young man to learn a trade. In this country the trades offer more stable means of subsistence than do other departments of active life. His knowledge of a trade will form no bar to any effort he may afterward make to rise to a higher or more congenial calling.

      When a position has been obtained by an applicant, he should at once proceed to render himself indispensable to his employer by following up the details of his work in a conscientious and agreeable manner. Thus he will gain confidence and grow in favor with men who are quick to recognize merit, and who respond to that which contributes to the success of a meritorious man.

      There is always room in every business for an honest, hard-worker. It will not do to presume otherwise; nor should one sit down to grumble or concoct mischief. The most perilous hour of one's life is when he is tempted to despond. He who loses, his courage loses all. There are men in the world who would rather work than be idle at the same price. Imitate them. Success is not far off. An honorable and happy life is before you. Lay hold of it.

DETECTING COUNTERFEIT MONEY