IMAGE EVALUATION TEST TARGET (MT-3) i. :• J ■ 1 1.0 ^KAISi ^^ "* m ■2.2 Hf ua ^" i-25 |U ||.6 ■.'"{'" ' ^ 6" ► % Ftioiographic Sdmoes CorpcHHiian 4^ V 37 s> as ««BT MAM STR«T W(nSTII,N.V. I4SM (71«) t73<4M3 ;'! 1' r^. CIHM/ICMH Microfiche Series. CIHIVI/ICIVIH Collection de microfiches. Canadian Institute for Historlcdl IMicroroproductions / institut Canadian da microraproductions liittoriquas ^ I Tachnical and Bibliographic Notaa/Notaa tachniquaa at bibliographiquaa Tl to Tha Inatituta haa attamptad to obtain tha baat original copy avaiiabia for filming. Faaturaa of thia copy which may ba bibiiographically uniqua, which myy altar any of tha imagaa in the raproduction, or which may aignif icantly changa tha usual mathod of filming, ara chackad balow. D D D D D Colourad covara/ Couvartura da coulaur I I Covara damagad/ Couvartura andommagte □ Covara raatorad and/or laminatad/ Couvartura rastaur^a at/ou paiiiculAa □ Covar titia misaing/ La titra da couvartura manqua □ Colourad mapa/ Cartaa gAograph gAographiquan an coulaur •d ink (i.a. othar than biua Encra da coulaur (I.a. autra qua blaua ou noira) I I Colourad ink (i.a. othar than biua or black)/ r~| Colourad plataa and/or illuatrationa/ Planchas at/ou illuatrationa an coulaur Bound with othar matarial/ Ralii avac d'autraa documanta Tight binding may cauaa shadowa or diatortion along intarior margin/ La re llura aarria paut cauaar da I'ombra ou da la diatortion la long da la marga intiriaura Blank laavc^ addad during raatoration may appaar within tha taxt. Whanavar poaalbia, thaaa hava isaan omittad from filming/ 11 aa paut qua cartalnaa pagaa blanchaa ajoutAaa iora d'una raatauration apparaiaaant dana la taxta, maia, ioraqua cala 4talt poaaibia, caa pagaa n'ont paa M filmAaa. Additional commanta:/ Commantairaa suppMmantairaa: L'Inatitut a mkcrofilmA la malliaur axamplaira qu'ii iu! a *t4 poaaibia da aa procurer. Laa d4tallo da cat axamplaira qui sont paut-Atra uniquaa du point da vua bibliographlqua, qui pauvant modifier una imaga reproduita, ou qui pauvant exiger une modification dana la mithoda normala da filmaga aont indlqute ci*deaaoua. □ Coloured pagaa/ Pagaa da coulaur Pagaa damagad/ Pagaa andommagAea □ Pagaa raatorad and/or laminatad/ Pagaa reatauriaa at/ou paiiiculAaa r~|. Pagaa diacolourad, stainad or foxad/ D Pagaa dAcoiorAaa, tachatAea ou piqutea Pagaa datached/ Pagaa dAtach^aa Showthroughy Tranaparanca Quality of prir Qualiti inaga qui comporta una ampralnta d'impraaaion ou d'illuatration at mn tarminant par la darnlAra paga qui comporta una talla ampralnta. Un daa aymbolaa auivanta apparattra aur la darnlAra imaga da chaqua microficha, aalon la caa: la aymbola ~»* aignlfia "A SUIVRE", la aymbola ▼ aignlfia "FIN". IMapa, plataa, charta, ate, may ba fiimad at diffarant raduction ratioa. Thoaa too larga to ba antiraly included in ona axpoaura ara fllmad baginning In tha uppar laft hand cornar, laft to right and top to bottom, aa many framaa aa raquirad. Tha following diagrama illuatrata tha mathod: Laa cartaa, planchaa, tablaaux, ate, pauvant Atra filmia A daa taux da reduction diffiranta. Loraqua la document aat trap grand pour ttra raprodult an un aaul cliche, II aat fllmA A partir da I'angia aupiriaur gaucha, da gaucha k droit<». at da haut an baa, an pranant la nombra d'Imagaa nicaaaaira. Laa diagrammaa auivanta •lluatrant la mAthoda. 1 2 3 1 2 3 4 5 6 . * / __;! JJtL.:a ' .. .»_ _L -H.tJ.t » f. • •> 1 \ 1 \, i" n tk v.. .1,1' I TO THE YOUNG MEN OF THE WAREHOUSE. BY JOHN MACDONALD. ..^1'^^ ■ "There are who ask not if thine eye Be on them ; who, in love and truth Where no inisffiving is, reiy Upon the genial sense of youth. Glad hearts ! without reproach or blot, Who do thy work and know it not ; May Joy be theirs while life shall last, And thou, if they should totter, teach them to stand fast." Wordsworth. JORONTO : Httnter, Rose & Co., Printers, 25 Wellington St. 1876. ^ 'I ,^-*y ^IjJM'iWW WWIM ^ TO THE YOUNG MEN OF THE WAREHOUSE. i TO THOSE FIR8T, WHO, CONNECTED WITH IT IN ITS INFANCY, HAVE BEEN WITNESSES OF ITS GROWTH, A GROWTH TO WHICH THEIR OWN FIDELITY HAS MATERIALLY CONTRIBUTED ; TO THOSE WHOSE CONNECTION WITH IT, THOUGH NOT SO REMOTE, HAVE NEITHER BEEN LESS FAITHFUL OR LESS ANXIOUS FOR ITS PROSPERITY ; TO THE ,. \ JUNIORS WHO HAVE YET THEIR BUSINESS TO LEARN AND THEIR MARK TO MAKE ; THIS LITTLE BOOK IS RESPECTFULLY DEDICATED BY THEIR EMPLOYER AND FRIEND, i John Macdonald. Oaklands, February 4/A, 1876. iiph- f PREFACE. i . In every large concern, as well as in smaller ones, confidence between " master and men " is absolutely necessary ; without it the fabric is unsafe, and its weakness and insecurity may be rendered apparent at any moment. Not only is this essential between " master and men," but the entire staff must have confi- dence the one in the other. Upon the com- pleteness and efficiency of the parts depends the harmony and successful working of the whole. Negligence in any one department must to some extent result in injury to the others, as the mistakes of one young man will compromise in some measure the reputation of the whole. The ambition of every young man should be not only to maintain the good reputation of his house, but to add to it, if possible. To impress you with the need of earnest and increased effort in the discharge of your duty ; to show you that the interests of the house are to be promoted only by the united and harmo- nious efforts of all its workers \ that the young man of principle must always feel that the ab- '"^•y- ■*%*>:.,», ^ > J sence of his employer is but a motive for greater diligence, I have placed these hurried thoughts together for perusal at your leisure — and, may I not hope ? — your profit. In short, that it may be more fully apparent that only by unity of effort in Office, Entering Room and each Department, can there be a safe, steady and continuous en- largement of the business. But I have another object. I am fully convinced that if these thoughts, simple as they be, form tjie ground- work of your action in the houscj they will (especially with the juniors) have the effect of forming their character, and laying the founda- tion for their success in after life. Under any circumstances, this little book can do no harm. I place it in your hands with the hope that it will, at least, accomplish some good ; and to all I would say — ^ '• Work on and win ; Life without work is unenjoyed— The happiest are the best employed ; Work moves and moulds the mightiest birth, And grasps the destinies of earth. Work on I" •* Work sows the seed — Even the rock may yield its flower ; No lot so hard but human power, ^ Exerted to one end and aim, May conquer fate and capture fame ! Press on ! " 'V * Pi I. I No dread of toil have we or ours ; We know our worth and weigh our pow ers ; The more we work, the more we win : Success to trade ! Success to spade ; And to the com that's coming in ; And joy to him who o'er his task Remembers toil is Natures's plan ; Who working thinks— and never sinks His independence as a man. , . Charles McKay. ^r In a few days I will be leaving (as you are aware) to attend my Parliamentary duties in Ottawa. I have thought this, therefore, a fitting time to put on paper a few thoughts which might, under any circumstances, be placed in your hands. A business to be successful must be founded upon principles which possess guarantees for development and permanence. These, I need hardly say, involve not only fairness to em- ployees, but interest in them, manifesting itself in desires to improve their position ; high-toned and honorable dealing with customers, taking no advantage where there happens to be an imper- fect knowledge of goods, or in any of the many features connected with business transactions ; consulting their interests as much when filling their orders as if they were personally present. A business so conducted ought not to suffer by the occasional absence of its head. Were such the case, it would be an evidence either that the watchful eye of their employer was needed to lead young men to do their duty, or an absolute lack of system — or, indeed, of the utter absence of business principle. I don't think I claim too much for our own business in stating that unhealthy inducements have never been employed as a means of its development, and that while all are impressed with the need of untiring earnestness, all are equally aware that the atmosphere of the house is such as secures for the customer the utmost fairness, and, consequently, for the house, a reliable business reputation. But some will say such a system can only be carried out by employees of high moral char- acter, whose work is performed from a sense of duty, and who recognise as much their obli- gations to do rightly by the customers of the house as by their employers. .1 « 7 .i o It is, I think, well known that the young men of this house are of this class ; and I am anxious that they should ever stand in the front rank of the young men of this Dominion, in all matters pertaining to efficiency and fidelity in the ware- house, and to all that pertains to high character out of it. Such being the case, there can be no reason why the business should not go on as smoothly and as efficiently in my absence as if I were present ; why it should not be marked by the same steady increase, why every customer should not receive the same attention, nor should any cause arise from which any one would have reason of complaint, and in consequence, the business of the house, or any department of it, suffer in any measure however slight. Indeed, I am persuaded that to a young man of high principle the presence or absence of his employer in no measure affects his fidelity ; and, did young men but realize this more fully, there would be fewer mistakes in the world, for this principle of fidelity in the discharge of duty lies at the very foundation of all success in life. The first point to which I desire to call your attention is that of courtesy to customers \ upon this I cannot lay too much stress. It is scarcely ■ As V too much to say that the young man who does not practise it while in the employment of another will probably be unable to do so should he be- come his own master, and those who lack it rarely succeed. In our house there must be no failure on this point ; no one, however small his purchase, must be treated with neglect. Fulsome politeness is as bad as indifference. Common courtesy is what every one has a right to expect ; what every well-bred person will always render, and what I trust will always be shown to every one who visits the establishment. In serving your customer, spare no pains in completing his list as fully as possible. In every instance showing that for which he asks, and then introducing such lines as you think he might purchase with advantage to himself and the house. Be at your post in good time, I have never known young men come to any- thing who meted time out carefully to their em- ployers ; the really faithful young man has his heart so in his business that he thinks of his business engagenients Jirst^ and his own after- wards. You are aware how much I dislike what is known as ^^ night work," and think that very 1 ? 1 11 >.■ ) much of it might be avoided by systematically arranging matters during the day. Our own house has done much to diminish the evils of this system, and I hope to see a yet greater im- provement. Avoid all extravagant expressions in selling. If the value is good your customer will not have difficulty in discovering it ; prudent men dislike boastful utterances, as well as the undue advocacy of one's wares. In no instance seek to force upon any customer more than he should prudently buy. If he finds the goods sell he will repeat ; if he finds he has purchased more than he should have done (even if the value is good), he will blame you, and ^ a remembrances will not be pleasant either of you or the house. Never be in a hurry with your customer, or evince impatience to finish with him, even if he is tedious ; all customers are not alike quick ; study the character of your customer ; men have a right to their peculiarities (if they are not offensive), peculiar men are not unfrequently the most sen- sitive, sometimes unreasonably so, yet they are not on that account to be treated other than courteously. Everything connected with the concern — its sales, its customers, its routine — young men are ^ v^mM -•— — Pi— »if^ expected to keep strictly to themselves, neither inviting on the one hand, information as to the affairs of other houses, or disclosing matters to others, connected with our own. Be very methodical ; when you sell a parcel see that you have everything that your customer has purchased carefully placed together, and no more ; see that the goods are not in any way soiled or injured by careless handling. Be very careful that neither the parcel nor any portion of it becomes mixed with the parcels of any other customer ; you will thus avoid the confusion which the neglect of this simple precaution always occasions. Take the name of your cus- tomer in full, his address, and method of con- veyance j use all diligence in having it sent to the entering room in good time, so that it may be delivered or forwarded when promised. Cultivate a cheerful disposition ; not only will you feel better yourself, but you will make every one about you all the happier. Be energetic ; time is of too much value to be wasted, the earnest diligent young man will al- ways find something to do ; if not engaged in selling, in arranging his stock and carrying out improvements in his department. I expect Heads of departments steadily to aim at making their departments models of their ■( - ■ 'imm im mm^mmiimm iVHii ^^ II kind, keeping them always well assorted, and free from bad stock ;— in short, I should like the departments of the house, for completeness and convenience, to be unsurpassed in the trade. This, I think, is expected of the house, and I should be disappointed if any department fell short of fully sustaining such a reputation. I expect heads of departments to be thought- ful and considerate to every one in their room, kindly encouraging the juniors and bringing out of them their best points. They will give customers to the young men they consider best fitted to serve them, always feeling that if they deem it best to change a young man from one customer to another, they have a right to do so, being persuaded, as I am, that this power wilk in no instance be used in an unkind or offensive way. When the Head of a department discovers in a young man anything which should be correct- ed, let him speak to the young man a/one and quietly, not before a customer. Heads of departments will speedily discover whether juniors possess a fitness for business, and it will be a kindness not only to such young men but to the house, to make this known as soon as they are convinced that such unfitness exists ; after that is ascertained, every hour k 12 which the young man gives to a business for which he has no taste is time losty and he should, not only for his own sake, but for that of the house, make a change as early as possible. Heads of departments, as well as those in their room, are expected to keep steadily in view the healthful development of their room, not forgetting that a steady increase in the growth of the business is expected every season. ./■■'-:■;-.■'-■,,■.■■ '^ ■'.•■p ^^'V-:. :...r--:.i ■- Heads of departments are expected to see that when a customer has finished in their room he is taken to the next department he wishes to visit. He is expected to hand his customer over to that department, and should all the young men there be engaged, to take him to another ; but, under any circumstances, to see that he is being attended to before he leaves him. Should he be unable, from any pressing cause, to leave his room himself, he must send one of the young men from the room to do so, or see that this is done. Juniors are expected to do whatever they are told, cheerfully and readily : no one can ever hope to rise in his business who is unwilling to begin at the foundation — who, in short, is above his business — who is not prepared for the fag, that advai cement may come in due time. ■'\ / " ■■■i I The mind must be applied to the acquire- ment of one's business, and there must be a positive liking for it, as well as a strong attach- ment to the house in which one is learning it. If the mind is diverted by thoughts of how the evening is to be spent, and if, on the following day, the mind is engaged with thoughts of how the evening was spent; and if this thing is repeated day after day and evening after even- ing (as I have myself seen in very many cases), such a young man must do one of two things — either make up his mind to devote himself to his business or give it up — the sooner he does either the one or the other, the better for himself and the house. I desire to see a continuance of that good feeling among all the young men which has so long prevailed in the house, the evidences of which, to me, have been so very pleasing. These are but a few of the points in the atten- tion and manner of young men so essential to the success of a concern, such as ours. Those who observe them will have no difficulty in dis- cerning the rest. Those who disregard them will not be likely to profit by anything else I might add. A large warehouse, a large stock, large capital^ and an established reputation, are all good in 14 their way, but they are not everything ; each is an element of power, and when combined with good management, are agencies by which wondrous results may be accomplished. Yet, great as these advantages are, they may be weakened, nay, frittered away, by what, to many, may appear little more than trifles. It will require nothing more than the neglect of the points which I have presented to you as so essential, to impair the facilities of a house, however strong to destroy the trade of a house, however well and long established. That being the case, no young man can neglect the interests of his employer without doing him a serious injury. He should realize that if he is not helping to develop his trade by his earnestness and fidelity, he is assuredly impairing it by his indifference and unfaithfulness. « I submit these thoughts to you, not that I have any fear that you will be lax in your duty, but with every confidence that the young men of the house will be as faithful and earnest in my absence as if I were present ; that no part of this large business will be neglected ; that every man will be at his post ; that every customer will be faithfully served, and every order carefully filled ; and that it will not require weekly sheets of the comparative sales of 1875 and '76 to assure me \ ■ \ i H that each department is making all the advance- ment that it would be prudent or desirable to secure. ,:-:-■■.,■/-.••. -i^. ^.; --'-•-,;■:'." ,:.,-., ^-.^ Without a consciousness of your fidelity, I should have hesitated ere I assumed the respon- sibility of representing in Parliament the commer- cial division of this great city, with the demands which such a position necessarily makes upon my time, thought and strength. Should 1 be spared to discharge the duties for the period for which I have been elected, I trust that tiie pleasant relations which now exist between us will have strengthened with time ; that additions will have been made to the staff of the house ; and that the results of your own devotion to its interests will be seen, not only in the maintenance of its reputation, but in the healthful enlargement of all its departments. ; Onward, onward may we press Through the path of dufy j Virtue is true happiness, Excellence, true beauty ; Minds are of celestial birth ; Make we then a heaven of earth. Cloier, closer let us knit Hearts and hands together ; Where our fireside-comforts sit In the wildest weather ; O, they wander wide who roam For the joys of life from home ? \ **u