M THE LIBRARY OF THE UNIVERSITY OF CALIFORNIA LOS ANGELES A MAN WITH A PURPOSE A MAN WITH A PURPOSE BY JOHN T. M. JOHNSTON, D. D. AUTHOR OF "THE QUESTION OF THE HOUR" ILLUSTRATED BY HARRY LEWIS BAILEY CHICAGO R. R. DONNELLEY & SONS COMPANY 7l)r tiihrtitir {Jrrse I906 Copyright, 1906 BY JOHN T. M. JOHNSTON. 21 s B799J6 DEDICATED TO MRS. BROWN WHOSE LOYAL DEVOTION AND POISE OF COUNSEL HAVE EVER BEEN A STAY AND COMFORT TO "THE MAN WITH A PURPOSE" "i LMAI mi.,, i . LOUIS, U. I, A. MAR! ii 17, 1906. 550089 CONTENTS Chapter Page I Captains of Industry 9 II Early Tasks on the Farm - 12 III Earns His First Five Dollars - 17 IV Choosing a Career ... 19 V Answer to Mother's First Letter 23 VI Baptized in Tom Bigbee River - 25 VII No Such Word as Fail - - 28 VIII A Panic in Money and Hearts - 33 IX Maxims and Mottoes - 39 X Eighty-one Five-Dollar Hats - 44 XI Selecting Lieutenants 50 XII Wanted, A Young Man - - 56 XIII Loyal to Employees - - 61 XIV A Horn of Plenty 66 XV The American Shoe - - 69 XVI A Glimpse at One of the Factories 74 XVII Concentration - 75 XVIII Attention to Detail - - - 79 XIX Boston Baked Beans 83 XX Tun Weekly Letter S9 XX I (.(.on Cheer - 93 xxil Frugal Thrift 96 xxiil Clean and Chaste - 99 xxiv Elements that M ike for Success 102 XXV Import Duty on Hides - 110 XX V I \ Snot ( lOLLEGE - - - -119 CONTENTS XXVII The Science of Publicity - - 129 XXVIII Side Lights on Mr. Brown's Life 134 XXIX Religion and Philanthropy - 154 XXX Ancestry ----- 156 XXXI The Purpose of Biography - 160 XXXII The Day of Opportunity - - 166 General Index - - - - 172 LIST OF ILLUSTRATIONS FAGE A. D. Brown - - - Frontispiece Scenes in and Near Granville - - 12 Scenes around the Old Home at Gran- ville - - - - - - - x 5 The Old Homestead, and Scenes on the Stony Farm - - - - - 17 Mother Lifted Me by the Ear - - 19 Catcher of the Slyboro Base Ball Nine, the Old School-house in the Rear - 21 A Letter to His Mother - - - 24 "Jim, I Want You to Take Me and My Trunk to the Station" - - - 27 Mr. Brown at the Age of 19 - - 29 "We will never Give Up" - - 35 Mr. Brown and His Cabinet in the Monthly Executive Session - - 50 A Sittching-room in the Sunlight Fac- tory 74 Reading of the Weekly Letter, in the Directors' Room, ox the Ninth Floor, Every Friday .... 89 Plant, 1906. First Store, 1872 - - 99 Semi-annual Tagging ok Samples - - 120 Semi-annual Mi-.etino- Lecture on the Science 01 Shoemaking - 122 Mk. Brown at THE Age OF 50 - - - 134 Present Home in St. Louis - - - 135 The Old Church at Truthville, on mm Banes of the Metowee Rivef - - 157 The Granville Home, with Portraits of David and Matilda Brown, Father and Mother 01 A.. i>. Brown - - 15 8 CHAPTER T. CAPTAINS OF INDUSTRY. In the activities of the world, where we see a mar- velous advance in any branch of industry, we find a Napoleon to be the guiding and directing spirit; some man combining in a marked degree the ele- ments that make for success is at the helm. Men of achievement in the commercial, financial, and industrial world win laurels that entitle them to a place in history. The life stories of captains of industry reveal the secret forces that have developed our cities from villages to commercial and industrial centers. Chi- cago is largely indebted to Phil. Armour for her great packing industry, and to Marshall Field for her lead a> a dry-goods market. Chicago has forged ahead of St. Louis in popula- tion and wealth, and maintains her lead in the pack- ing interest, in dry goods, and in some other branches of manufacture and trade, but not so in all. St. Louis, through the genius of E. C. Simmons, wears the crown in the distribution of hardware, and, through Samuel Cupples, that of woodenware. Other branches <»f industry could be named, in which St. Louis leads by reason of strong men who have thrown their lives into the work. 9 io A MAX WITH A PURPOSE There is an industry in which St. Louis leads, not only Chicago, but every other city, that is, in making and selling shoes; and for her supremacy in this great industry she is indebted to Alanson David Brown, the greatest shoe merchant in the world. The story of Mr. Brown's life is well worth a study. He has made a marvelous record and accumulated a large fortune; not by speculation, nor by investing in real estate around which grew a city, but by honest industry and thrift. In its accumulation he has been a benefactor to his city, for in organizing and building up the great enterprise of which he is the head, he has opened fields of employment for a multitude who might otherwise be idle, and given them, not only op- portunity to earn a living, but to lay by a competency. The man who puts a shovel into another's hand is a better friend than he who puts a dollar into his pocket. Mr. Brown has used his genius and wealth in a way that tends to advance the best interests of his city and state. Although he has given thousands to religion, philanthropy, and education, his greatest benefaction has been the giving of employment to his fellow- men. The enormous force of his example is such that it has ingrafted itself into the life of all his employees and attachees, from the humblest porter to the highest in the councils of his cabinet. His influence is not confined to the circle of his asso- ciates in business and employees, but his ideas and methods have forced themselves on all the shoe cen- ters of the United States, and largely revolutionized this industry throughout America. CAPTAINS OF INDUSTRY n The great enterprise, of which Mr. Brown is the founder and guiding spirit, is probably the most democratic in the United States. There is no such thing connected with it as a private office. Every- thing is done in an honest, open, above-board fash- ion. There are no secrets to be covered, no closed closets. The books are open, the capital stock all common. To give the story and lesson of the life of A. D. Brown is the purpose of this volume. CHAPTER II. EARLY TASKS ON THE FARM. I have known socially, and in a business way, A. D. Brown for thirty years. During the past summer we were companions on a trip to Europe. In close association, especially on the steamer, I had a nearer view of him, and was greatly impressed with the uniqueness of his personality and the strength of his character. Having made a specialty of biography, I was strongly impressed that the story and lesson of his life should be given to the world. Carlyle says, ' ' The story of any man's life would have interest and value if truly told." Alanson David Brown was born on a farm in Granville Township, Washington County, New York, March 21, 1847. He was highly favored in the place of his birth. Washington County is classic ground. Within the original colonies, its soil was the first on which a white man placed his foot. Within its present limits were fought many battles between the English and French, and between the pioneers and the Indians tribes that roamed her hills and valleys. Here scenes were enacted that de- cided, in a measure, the future of England, France and America. Her folk-lore is rich in pathetic and tragic pioneer and Indian story. 12 S< I MS IN AND NEAR GRAN\ II II EARLY TASKS ON THE FARM 13 There are few spots in America more picturesquely beautiful than Granville Township. No artist's brush or poet's pen can describe its panoramic beauty on an October day. The valley is threaded by the Mettowee River. The rippling music of her gentle rapids adds interest to the scene, which is made rav- ishingly beautiful by the rich autumn tints that only the hand of nature could paint on the foliage of her trees. In the background of the picture, on the east, are the far-famed Green Mountains of Ver- mont; on the west, the Adirondacks of historic inter- est. Nature has here done much to inspire a love for beauty, but Alanson's greatest blessing was in his parents, who endowed him with their splendid health of body and Spartan virtues of mind. They dearly loved their son, but lavished on him no soft sentimentality. They set for him tasks and re- quired their performance, thus laying firmly the foundation for habits of industry. They instilled into his young mind lessons of truth and virtue that opened into noble character. At the age of seven, his father gave him the task of bringing in daily, the firewood. His young mother did not question the wisdom of the father, but, fearing the burden was so heavy it might deform the limbs of her boy, assisted him in the task. When nine years old, milking the cows was added to his list of duties, and, every morning at five o'clock, his father would call from the foot of the stairs, "Alanson! Alanson! Al- anson!" The third call was so emphatic that it created a desire on the part of the lad to get out of i 4 A MAN WITH A PURPOSE bed and into his clothes. He now says the early call of his father, milking the cows, and carrying in the wood were the making of him. Who can estimate the influence of this early farm life on the future of the great shoe merchant ? When, in the battle of life, the city boy crosses swords with the country lad, the odds are against him. The early rising, the daily tasks, the economical habits of the country boy prepare him for the struggle that must precede ascendency. Boys from the fresh air and early tasks of the country come to the front, because they are able to do more and go through more to win success. Carnegie tritely says, "Those who have the mis- fortune to be rich men's sons are heavily weighted in the race. A basket full of bonds is the heaviest basket a young man ever had to carry. Look out for the poor boy, who has to plunge into work directly he leaves the common-school, and begins by sweep- ing out the office or store, — he is the probable dark horse who will take the money and win the applause." Said Cyrus Field, when dying, "My fortune is gone, my home dishonored. Oh, I was so unkind to Ed- ward when I thought I was being kind. If I had only had firmness enough to compel my boys to earn their living, they would have known the mean- ing of money." When in Princeton recently, a student kindly proffered to show me through the University. He was a highly favored, well-balanced young man. In conversation, I asked what it cost to attend college SCENES AROUND THE OLD HOME AT GRANVILLE. EARLY TASKS ON THE FARM 15 there. He replied, "A young man can get through on fifteen hundred dollars a year, if he is prudent, and economical. " Said I, "How much does it cost you?" "Five thousand dollars a year, but one is not obliged to spend that much." Later, I met another student, also a Junior. He was equally courteous, and had the bearing of a man of good breeding. I asked what it cost him to attend Princeton. He replied, "Two hundred and fifty dollars a year." Expressing surprise, I asked how he managed to get through on so little. Said he, "I cannot indulge in many luxuries, but they arc not necessary." If those two young men meet in a battle for commercial supremacy, there is no question as to who will win. One is the son of a New York mil- lionaire, the other the son of a Pennsylvania farmer. When Senator Piatt, of Connecticut, was asked what they produced on those rocky hills, he replied, "Manhood." The efforts required to live in those ungenerous surroundings, the necessity to make every blow tell, and to exercise every inventive fac- ulty, develop powers of mind and habit, which have established distinguished names among the New England hills. Those rocky hills on the old farm, that seemed so ungenerou> to Marshall Field and A. D. Brown, were among their best friends. They were great factors in ingrafting into those lads habits of indus- try and economy that enabled them to win, when working more generous fields. Rich, tropica] countries that are prodigal with ,c A MAX WITH A PURPOSE their treasures, yielding their wealth to man without requiring exertion on his part, arc not the coun tries that produce the greatest men. Wealthy, indulgent parents, who surround their sons with a tropical atmosphere, causing them to grow up as hot-house plants, may expect them to fail when they meet life's endurance tests with the boy who struggled in a rugged climate on a rocky farm. I HE OLD HOMESTEAD, AND SCENES ON THE STONY FARM. (To the right) KINCAID'S STORK NORTH GRANVILLE. CHAPTER III. EARNS HIS FIRST FIVE DOLLARS. When Alanson was in his tenth year he earned his first five dollars by picking up the small potatoes that had been left by the diggers. He loaned the money to his father and received this note: "S5.00 Granville, N. Y., October 19, 1856. "One day after date I promise to pay Alanson D. Brown or order the sum of Five dollars with use, David Brown." The instinct of trade was too strong in the lad for him to be content with the slow-increase of an inter- est-bearing note. He traded the note for a calf, which, when grown to a cow, he traded for a colt; which, when four years old, he sold for one hundred and twenty five dollars. This sum, with his other savings, amounting in all to three hundred dollars, he Invested in fine sheep. When taking them South, he rode through the streets of New York and Cin (innati on the express wagon with his sheep. All his wealth was invested in those sheep and he stayed close to them. Sheep were the angels of his dreams, and hi> waking vision of coming fortune wore a habit of fleecy wool, and was fragrant with the flavor of mutton. On the boat from Cincinnati to Paducah, he spent mosl of his time with his sheep. He w.i 18 A MAN WITH A PURPOSE greatly shocked by the indifference of the travelers, who danced all night, although a passenger died with the cholera. The stop for his burial had no effect on the young people, who continued their revelry, indifferent to the tragedy of a soul passing into eternity. Leaving the steamer at Paducah he crossed by rail to Union City, Tennessee, where he took the Mobile and Ohio for Columbus, Mississippi. Here the first disaster to his fortune occurred. He turned his fine sheep into the pasture of a relative of his uncle, they soon broke out and wandered off. The fortune he had been years in gathering disappeared in the canebrakes of Mississippi, and he had noth- ing left of it but the lessons of industry and thrift he had learned in its accumulation, and the need of concentration and watchfulness in every under- taking. Few young men realize the value of re- verses as muscle givers, and perseverance promoters, as forces that give birth to success germs in their lives. Alanson was destined to be a merchant, not a shepherd. MOTHER LIFTED ME BY THE EAR. CHAPTER IV. CHOOSING A CAREER. The parents of Alanson, not only schooled him in habits of industry and economy, but implanted in his young mind principles of truth and virtue, and a reverence for things religious. One Sunday morn- ing, when he was twelve, his mother called him to get ready for Sunday school. He rebelled, and pro- tested against going. In speaking of the incident he said, "Mother took me by the ear and lifted me in such a way that she drove the devil out, and I have been thankful to her every time I think of that morning." Professor L. R. Mason, his teacher in both the day and Sunday school, had great influence with the lad, and used it to noble purpose. He induced him to join the "Rand of Hope" at the age of thirteen, he took this vow: "I solemnly pledge myself to abstain from the use of intoxicating drinks as a bev- erage, and the use of tobacco and profanity." This pledge he has kept. Hi attended the nearby district school a few month c;ul) winter until seventeen. There he acquired a fair knowledge of the "Three R's." He took delight in manly sports, was captain of the Slyboro baseball team and catcher of the nine. lie tg 2o A MAN WITH A PURPOSE was always in demand when there was a match game between rival teams of the neighborhood. In early life he exercised his talent as a merchant by selling apples and other surplus products of the farm in the nearby villages. One morning a pros- pective buyer asked, "Are your apples sweet or sour?" "Just a pleasant tart, madam." He made the sale. When seventeen, having canvassed with his parents the question of preparing himself for a commercial life, the father advised him to stay on the farm, but left the decision to him. The mother felt that her son should follow the bent of his mind. She had visions for him greater than could be realized on the farm. She encouraged her boy to push out into the world. Yet the youth was to decide for himself. The parents of Alanson were wise in placing the responsibility of choosing his career on himself. Every boy is called to some work, and this work is indicated by the bent of his mind. He should obey the hand that beckons him on, the hand that only he can sec, the voice that is audible to him alone. "What can I do best?" " In what capacity can I best serve my fellow- man and develop my highest and best powers?" Individual happiness and suc- cess depends on the answer the young man makes to this question. In making a decision as to what his work in life shall be a man should heed the God- given message that speaks in his blood. The natural inclination developed by encouragement and education, and controlled by conscience and reason, CATCHER OF THE SLYBORO BASE BALL NINE. Till OLD SCIlool. HOUSE IN THE KHAR. CHOOSING A CAREER 21 is the surest guide to a wise choice. One should choose a career for which he has an aptitude, one in which all his powers find quick and responsive expression. Says Edward Bok, "Every man is given a certain thing to do in the world, and he alone, by a proper study of himself can arrive at the clear- est and surest knowledge of that particular object, and his truest course in life is not to follow the guidance of another, but his own instincts." A few days after Alanson's conversation with his parents, he was cutting corn in the field with the hired man, Jim Hines. About nine o'clock in the morning he said to the hired man, "Jim, I want you to take me and my trunk to the station." This was his abrupt decision to prepare himself for a commercial life. He had determined to attend the commercial school at Rutland, Vermont. Although the boys laughed at his brogan boots, he gradu- ated with the first honors of a class of one hundred and twenty- five; the prize was a copy of Camp- bell's poems. On leaving the commercial school he engaged as clerk for J. H. Kincaid, a dealer in drugs and gro- ceries at Middle Granville. I asked Mr. Kincaid why he engaged Alanson as clerk. Said he, "Be- cause he was the son of David Brown." "Was he a good clerk?" "There never was a better; he never left anything undone." A few hundred yards in front of the store the gnat financier, Jay Gould, had 1 Ktensive -late quarries. Young Brown was strongly impres ed by his dose attention to details, A MAN WITH A PURPOSE and his thoughtful demeanor as he walked daily by the store. Alanson eontinued in the employ of Mr. Kincaid at wages of seventeen dollars per month until his uncle, Charles Brown, a general merchant of Col- umbus, Mississippi, who, visiting his brother, the father of the young man, observed his nephew's diligent and methodical attention to business, and, feeling it would be to their mutual advantage, pre- vailed on Alanson to go with him to the Sunny South. At the age of nineteen young Brown left all with which he had been associated in childhood and youth, and launched out into the world, burning the bridges behind him, so far as business relations and dependence on others was concerned. Yet the ten- der ties of kindred blood and friendship were not severed, and they ever helped to sustain him in his high purpose to live a noble life, the principles of which, truth, industry and frugality were indelibly stamped on his mind. CHAPTER V. ANSWER TO MOTHER'S FIRST LETTER. How far young Brown had advanced in getting a correct view of life is shown in the following letter written to his mother soon after his arrival in Mis- sissippi. This letter, written by a young man of nineteen, is prophetic, a forecast of everything he became in after life. His every purpose is found in germ here. It strikes the key-note of his career. This letter reveals young Brown and the secret of his success. He says to his anxious mother who fears for his health and has written him to come home: "Do not be uneasy about me. Trust as sure as there is a God I will keep my road straight." Here is a motto worthy a Spartan. This motto, "I will keep my road straight," reveals his life purpose and plan. He virtually says to his mother, "I am deter- mined to make myself a man, succeeding in that, I shall succeed in all else." "Heard a good sermon yesterday, have deter- mined to read a chapter in my Bible each morning on rising from my bed, shall read good books, shall deny myself everything that will or might impair my health. When you shed tears over me they shall be tears of joy." The reading of this letter gave hi-- anxious mother a joy thai was a fore »3 2 4 A MAX WITH A PURPOSE taste of heaven. It was a picture of her boy's heart, a revelation of his devotion and lofty ideals. Do we wonder that she treasured it the remainder of her life, nearly forty years? In the language of Young, he practically said, "Mother, I will "Open my bosom and set my wishes wide, And let in manhood, let in happiness, Admit the boundless theater of thought From nothing up to God." He read in the Holy Book, "Blessed is the man whose delight is in the law of the Lord — whatsoever he doeth shall prosper." Said he, Mother, "I will seek first the kingdom of God and His righteous- ness, and rest on His promise that all other things will be added unto me." On his first Sabbath in the South he made his way alone across the town to church and entered the Sunday school, a stranger in a strange land. He gave his name to the superin- tendent, and said to him, "You can depend on me to be here every Sunday morning." He listened intently to the morning sermon, which led him to make the resolve "I will read the Book of Books daily." Is it any wonder that this young man should within three years have charge of the largest business in the town, and receive one-half of the profits with- out investing one dollar of cash in the enterprise? flcu MMM,/ Jr-twi, lltfp/h j&^&h. JldluL tfk£- sfJ-Ua* pijjjny* (Utn >l#4- j^-*&£~- arty /fan& /Hv9~ /^Je JLne^ ^~ /^ /from sWr- fijtuc/L V'Hs- " ^^tz. (fv>~ M^^ H^ JWHiK, fP/jla^ (pu^* dhM-c, llmsLc ^c^K J^f- /out to*-/ )r$> frao 7vt4^ <2Vl~ y oJLl ' St Oskffi fcrj' {fa-nub^t- «%> fc (Unit Wm~1_ Ghm.a />' > //' - ,i ■. ■■:■>■■ , f— //<-"" '/,/• -' Virion j/a^/fy s°Tf4. ('h /'.('• ;"ji/AV. V TtiAriC^e. *x> A^LjCrrvC' jMk- y™p( ( J'" V'O" /haft \.* %/^Li^ U/aWM oJ-Juuxjl. Jiw %&&c{_ &L /a^-u*a A^uw- TunAi lylv^K /frv (X M^U^r Lb M<>~i UrUftiuUnil/ /^ta^_ om^uAj^L Aw** ytl-a*; ?Uw) Jfa- /llawvL> lAriik JCwy. }fty. (U^Z/fir ^ J^Tr-vC w," is one of the couplets that meets the eve when walking through the Store. Mr. Brown understands the value of enthusiasm which is essential, not only in the construction of chara< ter, but in building up any great enterprise. It is one of the main factors in all action stimulating others to do. It gives per sistency to the unstable, strength to the feeble, ability and >kill to the inefficient, and success to 42 A MAN WITH A PURPOSE endeavor. There is a might in enthusiasm that is magical to the vacillating and irresolute. This is an age when enthusiasm needs to be cultivated; not excitement, nor fanaticism, but earnestness, in which far-seeing wisdom combined with the vitalizing glow of ardent feeling, stimu- lates to right action. In Mr. Brown, enthusiasm is a regulated force of heart and head combined; eagerness and fore- sight prosecuting a purpose. His enthusiasm does not blind him to difficulties, but braves his heart to meet them. His prudence is not dethroned by his enthusiasm, but measures the dangers and recog- nizes the chance of failure, yet the balance-wheel of prudence is swayed by duty's call, and enthusiasm comes to the rescue with a fire and zeal that wins. Emerson says, " Every great and commanding movement in the annals of the world is the triumph of some enthusiasm." Lord Lytton says, " It is the genius of sincerity, and truth accomplishes no victory without it." Enthusiasm is the element of success in every- thing. It is the light that leads, and the strength that lifts man on and up in all the pursuits of life. It robs endurance of difficulty, and makes a pleasure of duty. It is the lever of the world that sets great things in motion, and keeps them moving till they reach the top of the hill. It is a fundamental quality of strong souls, the nobility of blood in which all greatness of thought or action has its rise. Thinkers and observers agree in placing en- MAXIMS AND MOTTOES 43 thusiasm among the factors essential to achieve- ment, for without enthusiasm man cannot multiply himself in others. Caesar, the great soldier and statesman, would not have his place on the pages of history but for his power to multiply himself. Washington, multiplied many thousand times, won for America independence. Under present condi- tions, without enthusiasm great captains of in- dustry would be impossible. No man can reach eminence in the enterprises of to-day without multi- plying himself many times in others, and this he cannot do without enthusiasm. The demand for this element in leaders is greater than ever before. The spirit of co-operation is now organizing armies to fight battles in every field of human activity. Mr. Brown's enthusiasm, guided by his practical good sense, sustained by his industry and perse- verance, has been a factor in making him the lead- ing shoe merchant of the world. When we come in contact with those under the impulse of a great idea, something of their force and power is conveyed to us. The men who keep the world from stagnation and achieve greal things, arc men wide awake, full of earnestness in which both hear! and intellect arc enlisted. CHAPTER X. EIGHTY-ONE FIVE-DOLLAR HATS. When I was a young man nineteen years old, I started in the mercantile business at Ashland, Mis- souri. I came to St. Louis with letters to Frank Ely and A. D. Brown. I first called on Ely, who agreed to sell me $1000 on sixty days, but Brown would sell me only S500, thirty days net. He waited on me himself, and when showing me the shoes, opened the cases and took out one after another and held them up saying, " See how they run, every pair just alike." He did not walk, but ran from box to box. His zeal, his intensity, in the language of another, " caught me in the col- lar," and I have been his for the rest of the way. When 1 returned home 1 told the boys at the store we were not in it, in snap and move, with the young shoe merchant. I continued to buy of him till I re- tired from the active management of the business. His individuality, his intensity, his zeal, and never ceasing industry, made a strong impression on my voung life. Each time I came in contact with him I felt a new force impelling me to renewed push and industry. In 1885, when en route to the Theological Scm- inarv at Louisville, Kentucky, I called at Tenth 44 EIGHTY-ONE FIVE DOLLAR-HATS 45 and Washington. After making purchases needed for the store, J told Mr. Brown of my purpose to study for the ministry. He gave me to understand as did my late partner, Lawrence Bass, that he thought I was spoiling a good merchant for the chance of making a poor preacher, that he fell it would be better if I would go on making money for the Lord, and let some one else do the preaching. When pastor of my first charge at Jefferson City, I came to St. Louis to secure assistance in building a church edifice. Mr. Brown gave me the first Sioc and Frank Ely the second. Some one has said, " Brown is a sponge, he absorbs ideas from all with whom he comes in con- tact." This is true, and he utilizes them, if he feels that they are good, with such natural frankness and intensity, that all who associate with him share the profit. Mr. Brown's grasp of both little and big things that come within the range of his view is remark- able, and in that grasp he takes in the substantial reason behind the fact that makes it true. In a business conversation he said to me, "I never go to the bank to borrow money in the afternoon, but in the morning when they arc fresh, before they arc tind out." On one occasion He was in Boston with one of the directors, and they decided to bor row $100,000 from the banks there. Said his as- late, "Are you ready to go?" No, I must get a (have first; don't you think they will accommodate more freely, if I am -haven and clean ?" 1 46 A MAX WITH A PURPOSE once rode with him on a sired car. He went for- ward to the second scat from the front. Said I, ''Why did you come here for a seat?" He an- swered, " The air is better, and here in front we are less crowded. I always take the second scat from the front when it is not occupied. " His faculty for looking at things from all sides and having good reasons for all he does, is well illustrated in the location of his home, the store and factories; they arc the best possible locations for their pur- pose within the city limits. The same may be said of the Third Baptist Church, the Missouri Baptist Sanitarium, and the Baptist Orphan's Home, all of which he was largely instrumental in locating. He acts quickly, so much so, it often seems with- out thought, but results have shown that the points were well weighed, and delays would have been at a sacrifice or loss of opportunity. Matters large and small, receive his careful attention, and when he acts it is the result of well grounded decision, however quickly he may have come to the conclusion. Mr. Brown is eminently successful as a busi- ness man, but his greatness is a sort we all may share; his virtues, of a kind we may possess. Every man who succeeds in a legitimate business, works with the same tools that he uses. We know the man, we know how he succeeds; for with him there arc no tricks of legerdemain, no deep hidden secrets. His purity of purpose is unimpeached. His untiring industry, steadfast earnestness, and ster- ling honesty are our possessions as examples. EIGHTY-ONE FIVE-DOLLAR HATS 47 Early in life he adopted the motto of Franklin, " Speak ill of no one, and attend to your own busi- ness," and to none of his mottoes is he more loyal. At times it appears to his associates necessary for him to resent the action of a competitor or the words of a critic, but in such cases he is persistently silent. He not only refuses to talk disparagingly of his competitors, but about their business, and encourages his associates to follow his example. In a recent semi-annual meeting where discussions relative to the interest of the business were general, and participated in by the salesmen from all parts of the country, after several of the speakers had referred to competing manufacturers, their shoes, and manner of doing business, Mr. Brown arose and said, " I always found it paid me best to attend to my own business, and if I do that properly I have no time to waste in talking about the other fellow or his busi- ness. If he is strong, I cannot afford to call attention to him, if weak, it is a great waste of time, besides it is not good taste and not the strongest evidence of a gentleman to talk of competitors and their wares. I make this proposition : To each of you who will sign a promise that you will attend strictly to your own business, and let the other fellows alone, not even talking about it or them, I will give a five-dollar hat." The proposition cost him eighty-one hats. By reason of his decided spirit and keen-cut method of doing tilings, Mr. Brown is a strong in- fluence on the circle and time in which he lives, an influence that will widen with increasing force. 48 A MAN WITH A PURPOSE The man who makes a mark on the progress and betterment of the world has left his impress on eternity. It is said there are three learned professions, theology, medicine, and law, and that ignorance and sin supply the excuse for their existence. The work of the teacher is as great as either of these. The purpose of teaching is to develop capacity, and among the greatest teachers of to-day are men who give employment, teach the lesson of industry, and open the way to apply the lesson. Sir Walter Scott said, " The literary genius, as a benefactor, is not to be mentioned in the same class with those who have to do with the practical affairs of life." Of the men who have had to do with the practical affairs of life, there is a remarkable simi- larity in the life story of Marshall Field, the great- est dry-goods merchant, and A. D. Brown, the great- est shoe merchant. They were reared on stony farms in old eastern states, born of sterling parents, made to work, and were sent to a country school in winter. When seventeen, each entered a store where he added to his capital of industry and unswerving in- tegrity, the experience of practical commercial life. Each then followed the advice of Greeley, " Go West, young man." Industrious, frugal, and hon- est, with only the capital of these sterling virtues, each was sought as a partner. Both built on the solid rock of a cash basis, and early in life occupied a front place in their respective fields. These country boys within a few years had placed the EIGHTY-ONE FIVE-DOLLAR HATS 49 stamp of their individuality on the commerce of the world. Jefferson said, " The hope of the nation lies in the tillers of the soil." At that time farming was the great business of the country, and considered the most dignified. Men of genius and ambition worked in other vocations for the purpose of gain- ing wealth to advance to that exalted pursuit. Conditions have changed. We now find ambitious farmer boys pushing to trade centers, not alone to increase their fortunes more rapidly than can be done on the farm, but for social and other ad- vantages of the city. But the truth spoken by Jefferson stands, and with wider significance. Not only are tillers of the soil still the bulwark of our laws, but their sons, thronging the cities, in- fuse into the arteries of commercial and industrial life their vigor, industry, and steadiness, which have given to our country its supremacy in the marts of the world. CHAPTER XI. SELECTING LIEUTENANTS. In 1884 the manufacture of shoes was carried on in the two upper stories of the store at Tenth and Washington Avenue. Needing an office boy for the factory, Mr. Brown made his wants known to the managers of the commercial school of Bryant & Stratton. A youth of eighteen, from the country, had just completed his course, and opportunity was given to him to answer the call. He was given a trial and secured a place on the pay-roll at five dol- lars per week. The young man whom he succeeded as office boy had gone into the factory, but being dis- satisfied, was returned to the office, and the commer- cial graduate went into the factory, but was soon called back to the office, and resumed its duties. Coming down from the factory floors one Saturday evening, with the books under his arm, Mr. Brown asked, "How many?" "I don't know." Said Mr. Brown, "In our department the book-keeper can tell everything." "I can tell," said the youth, rush- ing up the stairs. He quickly returned, and said, "Eighteen hundred and ninety-three pairs were made this week." The young book-keeper, after this experience, kept posted and rarely failed to answer a question promptly. In 1885 his salary was 50 V. O lo ■s. w CO w H D U H X W X H X o w X f- 1 X M H g < u CO X Q : SELECTING LIEUTENANTS 51 advanced to seven dollars and fifty cents, and the following year to nine dollars per week. In 1887 his pay was raised to fifteen dollars and the next year, in addition to keeping the books, he was nominally assistant superintendent of the factory, with a salary of eighteen dollars. The increased demand for their own make of shoes, necessitated the building of a factory with greatly enlarged capacity. The factory superintendent was mostly occupied in looking after the building, leav- ing his duties at the factory largely to the young book-keeper. The superintendent became jealous of the recognition accorded his assistant and was so disagreeable to him, that the young man resigned, and went to the store to draw his savings, which amounted to Si 700.00. Mr. Brown said to him, " What is the trouble ? " " The superintendent does not recognize the value of my services, and complains of my work. " "I have always thought you were trying to do your best, and think this is the place for you." " Rut, Mr. Brown, I have done the best I know how, and am not able to please the superin- tendent; I am not afraid to work, and believe I can find some one who will appreciate it. " " I appreciate it, and will give you a job here. We arc opening in Georgia, < Oregon, and Washington, take your choice." The young man chose Georgia. Twenty months later the superintendent of the factory resigned, and the young man was called in by Mr. Brown to take his place. He now has charge of two thousand employees, making fourteen thousand pairs of shoe-, 52 A MAN WITH A PURPOSE daily, with a pay-roll of over a $1,000,000 a year. Beginning in 1884 on a salary of five dollars a week, his duties including the counting of the shoes made, — eighteen hundred and ninety-three pairs being a banner week, — he now buys the materials, and super- intends the making of eighty-four thousand pairs per week, has an income of more than $2,000 a month, is a trusted lieutenant of the great shoe merchant, and a leading spirit in the councils of his cabinet. In the story of this young man, one who reads be- tween the lines can find one of the secrets of Mr. Brown's success. He recognizes capacity and am- bition, and rewards merit. He knew this young man, with his four years' experience and knowledge of the business, was of value to the enlarging plant. He was too wise to take up a quarrel engendered by petty jealousy, and retained the assistance of two valuable men by placing them in separate departments. This incident not only shows his broad spirit but his tact in overcoming obstacles, making them help instead of hinder progress. It also reveals his keen discrimination in recognizing merit, and his liberal spirit in rewarding it. In 1885 a young man came to St. Louis from the South, for the purpose of securing a place with the Hamilton, Brown Shoe Company. On his first call he was told there was no opening. Calling a second time, he was advised there would be a position open the first of the year, in the mean time, if he wished the place, and wanted to learn the stock, he had the privilege of doing so. After a year's work in the SELECTING LIEUTENANTS 53 office and as house-salesman, he went on the road, and succeeded in building up a large and growing trade. He married and established a comfortable home in one of the small cities in the midst of his territory. For an outing and to brighten up and see what was going on at headquarters, he came with his young wife to St. Louis, Christmas, 1898. While in the city he was chosen to take charge of a new factory to be built in answer to the growing demand for their own make shoes. He was not even given the opportunity to return to his home and pack his household goods, but placed in charge of a vacant lot and instructed to erect, equip, and start the factory. This action of Mr. Brown, taking a man who knew nothing about manufacturing and placing him in charge of this plant, created much comment by his eastern friends. One Boston man said, "People say A. D. Brown is conservative, but he is the great- est plunger on earth. To take a traveling man, without knowledge or experience in manufacturing shoes, and place him in charge of the largest factory in the west is the extreme of re< klcssness." Mr. Brown's knowledge of men and things was more far- reaching than that of his Boston friend. He chose for an important place a man of business capacity, rather than one of me< hanical knowledge. One who could run a business, rather than one who could run a machine. The wisdom of his choice was soon demonstrated. The building was completed and equipped, and within three months after starting, it placed money in the dividend fund. 54 A MAN WITH A PURPOSE This young man came to St. Louis twenty years ago, his only capital being manhood. He worked two months in the store, then a year in the office and as house salesman at seventy-five dollars per month. He was thirteen years on the road ; one of the very best schools for business training. Mr. Brown was on a tower with a search-light and a field glass looking for men. He realized that the stupendous business fabric he was building could not stand without lieutenants for its ever increasing battalions. Lieutenants, who were men of purpose, in whom were grafted his spirit and methods. Ne- cessity demanded an exceptional man for this place, and in the sweep of Mr. Brown's search his eye rested on this man. With his wonderful capacity for keeping his accumulated knowledge at hand and ready for use in deciding a question, he called to mind all he had learned of him in fourteen years' observation, placed it in the balance against others who were being considered, then said, "thou art the man." His experience with his other factories had taught him that it was better to use for important places men who were schooled in his methods, rather than those educated under another system. This man is now a man among men. An active director in the management of the great corporation with an annual income of $25,000. He is an im- portant factor in the life of the city, and gives of his income fifty dollars every week to the work of phi- lanthropy and religion. In 1881, "Hamilton, Brown & Company,'' adver- SELECTING LIEUTENANTS 55 tised in the St. Louis Republic, "Wanted, a book- keeper." Among the answers to the advertisement was a young man of twenty-nine. A man of strong mind, settled in his habits, decided in his convictions. A man of unquestioned integrity, but with views on religion antagonistic to those of Mr. Brown. Here two strong minds met, and each saw in the other pro- nounced opposition to cherished views. Mr. Brown's loyalty to the business, and his spirit of toleration for freedom of conscience, for which his ancestors so vehemently declared more than two and a half cen- turies before, asserted itself. For reason of his emi- nent qualifications he advanced the young man to one of the highest positions in his cabinet. Although this man did not highly regard Mr. Brown's views on religion, he recognized his genius and tremendous power as an organizer and leader, and gave him the loyal support of his counsel and efforts. As a result of that intelligent co-operation, he is the possessor of a fortune of a half million dollars. A- Washington gave the brilliant Hamilton a place in his cabinet for reason of his qualifications, re- gardless of their strained personal relations, so Mr. Brown, when he weighed the ability and experience of this man and put him through the crucible of his analysis, saw that he was the man for the place. Some have said, " Mr. Brown is fortunate in sel<< t ing his lieutenants." It is not good fortune, as a 1 Lose -Indent of his methods can discover, but knowl- edge, gained by experience and observation, put to use. CHAPTER XII. WANKED, A YOUNG MAX. In the fall of 1900, Mr. Brown advertised, "Want- ed, a young man, born on a farm, who does not smoke, or drink, and is not afraid of work." Some fifty or sixty came in answer to the advertisement. He looked them over, clothes, collars, neckties, and shoes; if they were clean he told them to step aside; if not, he told them to go. To those who remained he said, "All who do not smoke or drink, hold up your right hand." All went up. They were then called before him one at a time, some eight of them were told to stay, the others he wished well, and told to go. Taking the eight to an upper floor, he ques- tioned them, getting a complete detail of their his- tory. The questions and answers were taken down in shorthand, copied on the type-writer and signed. He then told them he would write in a few days. He gave the place to a young man who is still with the house, having been advanced to a position on the road. He wrote each of the others, wishing them well, and bidding them godspeed. The replies to the searching questions the young man was required to answer are really an autobiography: What is your name' Edmond R. Hale. Where were you bora? In Guaymus, Mexico. 56 WANTED — A YOUNG MAN 57 Are you a graduate? I have been in college here in Mis- souri. I went to Marmaduke Military Academy. How long? Four years. Did you get a diploma? I have a diploma from a busi- ness college in California. But you went to the Military school four years, long enough to get a diploma. Why did you not get one ? The school building burned two months before we were to graduate, and we did not get any diplomas. They gave no diplomas to any of that class. What is your father's occupation? My father was U. S. Consul in Guaymus. He was in business there, too. Is he living? He died three years ago. What was his estate worth? Probably $30,000. Did he make all of that? Yes, sir, every cent of it. Is your mother living ? Xo, sir. At what time did she die? At forty-nine years. At what time did your father die? At sixty-nine. How long ago did you finish school? I finished at Mar- maduke in July, 1896. After the college building burned I continued my studies under a private teacher, but the school did not issue diplomas to any of that class. After I had fin- ished with my private teacher, I went to California, and took a business course, studied stenography and book-keeping. Have you saved any money? I have an account in tin- bank of some S300. Whom have you been working for? I was with the Con solidated Brick Company of El Paso, Texas. How long have you been in Si. Louis? Since the first of November. What have you been doing since then? I have been look ing around for ;i position. Where have you been stopping? At 40O8 Wot Bell What church have you belonged to? Catholic Church, Do you smoke? Not very much Takt .1 beer? Not very often. PI. iv . arda a little ' So -ir. 58 A MAX WITH A PURPOSE Think you could give up these things? Very easily. Will you do it ? Yes, sir. Are you willing to work hard and make something of yourself? Yes, sir. Good health? Yes, sir. How much do you weigh ? 148 lbs. No, about 138 or 140, somewhere there. How did you happen to come here this morning? I saw the advertisement in the paper. Clean your own shoes ? Yes, sir, sometimes. You think you have got the sand and grit in you to do something? I think I have. I am confident of it. Any trouble with your eyes? No, sir. From head to heel, all in good health, no indigestion? No, sir. Where were you born? I was born in Mexico. My father was an American and my mother a Mexican. My father left about $30,000. There were five children. Did you get part of the estate ? Yes, sir. What have you done with it? I did not get any cash. Father was insured for $5,000 in gold, and $1,000 in Mexican money. I received my portion when I was twenty-one. I went to California, and started in business with a friend of mine, and we did not make a go of it. All the money you have now is $300 ? I have about $280 in the bank in St. Louis. And this property left you, what did you do with that? It is still mine. Does it pay? It pays about S300 in Mexican money, and my share of that is about S25 a month in gold. How many children were in the family ? Five, three boys and two girls. Are you the oldest? I am the youngest. What are the other boys doing? One of them is at present in Guaymus, in business. He was with a big firm there until they burned out. He has a small business of his own there, now. Do you like work? I do; yes, sir. WANTED — A YOUNG MAN 59 What is your other brother doing ? He is in the commission business. Is he successful? Quite successful; yes, sir. Do you think you would be willing to take off your coat and go to handling boxes, and learn shoes? Yes sir. I am not afraid of any kind of work if there is a future for me. (Signed) Edmond R. Hale. November 22, 1000. This is a sample taken at random from hundreds and given here verbatim. An intimate friend asked Mr. Brown for a posi- tion for his son of seventeen. "Send him down," said he, "I will see what kind of a boy he is; it is a great thing for a young man to get a place with the Hamilton, Brown Shoe Company." When the youth went to Mr. Brown he was as carefully ex- amined as if he had come in answer to an adver- tisement, put through the course of questions as to his habits, the extent of his education, his hopes in life, and what he expected to make of himself. Be- fore giving an answer Mr. Brown went to the school where the young man had been in attendance, and finding his record good gave him a position. He would not give the son of his friend a place in his store until he knew the boy possessed the right qual- ities. The young man's father and friends were no help to him in securing advancement. He began by handling boxes and worked his way to the office and -ales floor by close attention, study- ing the interests of the company, and working to advance them. Later he was given a place as travel ing sale-man, not !>•■< ause he was the son of a friend, Oo A MAN WITH A PURPOSE but because of his qualifications to fill it. He soon built up a large and profitable business in his terri- tory, was encouraged to buy stock of the company, and Mr. Brown loaned him the money with which to make the purchase. The increase and demands of the growing busi- ness developed the necessity of a special department, and the alert eye of Mr. Brown fell on this young man for the important position of manager. Al- though this department, as an independent one, has only been in existence a few years, its strength- ening and upbuilding power is felt by every other of the great business, and the wisdom of the selection of its ambitious, able, and intensely active manager is fully demonstrated. This young man is not thirty-five, yet the busi- ness education he has acquired under the tutorage of Mr. Brown, has made him one of the broad, bright business men of St. Louis, and the possessor of a fortune. It has not been accident nor luck that has enabled Mr. Brown to procure the best help in every depart- ment of his great industry, and to organize an invinci- ble army that is winning victories in the field of com- merce, but knowledge applied. CHAPTER XIII. LOYAL TO EMPLOYEES. It is difficult to fathom the motive that impels the action of a man in certain conditions or discover his reason for a different course at other times under like circumstances. In 1872, a few months after engag- ing in the shoe business, Mr. Brown discharged his porter for his first offense of intoxication. Later, a man filling the same position, became a slave to liquor, and henot only retained him in the place, but did even-thing he could to free him from the chain ^ that bound him to strong drink. Had him to move away from his environs to a different part of the city ; took him twice to Eureka Springs, and not only stayed with him, but prayed with him in his endeavor to free him from the grip of the baneful habit. Mr. Brown is careful, painstaking, and thorough in his examination and investigation before giving a man employment, but when one is on the list of his employees he will make sacrifices to retain him. He will not discharge an employee if there is any way to avoid it. If there is n complaint by his associates, he answers, "We have worked with this man, and he has learned something; with a new man we will have to go over the same. Can't we help him in his weak points, and make a good man out of him?" ' 1 62 A MAN WITH A PURPOSE His business life is filled with incidents where men have gone wrong and been straightened out time and again, until finally they made splendid men. Several times he has been compelled to discharge men who later returned and asked to be tried again, promising to reform. As often as three times he has taken them back, before they mastered their weakness. There are now at least three among the successful salesmen, who won the final victory over a weakness by the aid of Mr. Brown's helping hand extended the third time. Few men who have such complete self control, ex- ercise so much charity for weakness in others as does Mr. Brown. He is fortified by long continued prac- tice of good habits. He counts a good habit an asset; .a bad habit a liability. Habit is something that has worn for itself a path- way in the body. It is conduct traveling on a trunk line of its own making. One does a thing so often that he does it without effort, and does it uncon- sciously. Soon he must struggle to keep from doing it. The first lie is hard to tell, conscience rebels; the second is told with less hindrance; the third is easy. Soon the lie has a highway of its own through the body. The drink habit makes a start, and directly has a trunk line, down grade, with no brakes. A man's body becomes a net-work of railroads, built by habits, every one of which is a friend or foe to character. It is impossible to take sin into the body and evade its penalty. The memory of sin may depart, but the damage remains. There is an idea LOYAL TO EMPLOYEES 63 with many that it is all right for a young man to sow ''wild oats." This is a sad mistake. The youth is thus wearing channels of vice in his being. He may reform but the scar remains. On the other hand, we may cultivate the spirit of rightness and fortify character with habits of virtue and probity. An old king wanted a charioteer. When appli- cants applied for the position, he asked, "How near can you drive to yonder precipice?" "Within a foot, and at a full gallop," answered the first. The second said, " I can drive within a hair's breadth." " I think, Sire," said the third, "I can lap half the outer tire over the rock, and the other half over the precipice." 'And you," said the king to one who had remained silent. " Your Majesty, if I were your charioteer, I should drive as far from the edge as the road would allow." "You are my charioteer," said the king. Mr. Brown's habit has been to drive as far from the precipice as possible. In his letters, when a young man, he writes, "I avoid bad company, I go to prayer meeting, Sunday school and church, be- cause they are safe places to go. I spend my leisure time reading good hooks." Lord Brougham said, "1 trust everything under God to habit, upon which, in all ages, the law giver, will a- the schoolmaster, has mainly placed his reliance; habits which make everything easy, and t all difficulties upon the deviation from awonted course. Make sobriety a habit and intemperance will be hateful; make prudence a habit, and proflJ 64 A MAX WITH A PURPOSK gacy will be as contrary to the child or adult, as the most atrocious crime to any of us." Habit, with many, becomes the test of truth. Crabbe says, "It must be right, I have done it since my youth.' 1 "All habits gather by unseen degrees, As brooks make rivers, rivers run to seas." The habit of virtue cannot be formed by a resolu- tion in a closet, but by acts of reason in a persevering struggle against temptation. The habit of directing the will rightly is the strongest support of character, and this habit becomes a benignant ruler, but if we direct the will wrongly, the habit becomes a cruel despot. We may become its willing subjects on the one side or its servile slaves on the other. It may help us on the road to good or hurry us on the road to ruin. Habits of vice never secured a footing in Mr. Brown. He early established himself in habits of right, and as a result, his body, unscarred by inroads of vice, responds to the demands of a soul that is free from the burdens of remorse and regret, but keen in sympathy, and earnest in effort to help those less fortunate. His habits of industry and economy are so firmly fixed that idleness and waste would be for him a Herculean task. His habits of temperance and right living are such that dissipation and vice would be torture. His habits of virtue and right consti- tute a greater asset in measuring his true success than all his material wealth. LOYAL TO EMPLOYEES 65 It is the good habits of Mr. Brown that enable him to go forward with the greatest capacity for work of any man connected with the company of which he is head, although all are younger, even' one of his early associates having passed away. CHAPTER XIV. A HORN OF PLENTY. One of the secrets of Mr. Brown's strength as an organizer is his painstaking care in selecting helpers, and especially those who have a voice in the manage- ment of the business. In selecting such, he does not choose mere machines to do his bidding, but men of brains, men of will, men of plan, and men of pur- pose, whose force finds exDression in the councils of his cabinet. To meet the demands of the rapidly growing business and open the door of opportunity to those who were helping to build up the enterprise, the cap- ital stock was increased in 1888 to $500,000; in 1890 to $750,000; in 1893 to $1,000,000; in 1900 to $1,500,000; and in 1905 to $2,500,000. The num- ber of stockholders was increased to one hundred and ninety, and includes all the salesmen, heads of departments, factory superintendents and foremen. Men who showed an interest in the business and capacity for its work were urged to buy stock in the company, and Mr. Brown lent them the money with which to make the purchases. He grew in breadth of grasp with the expanding enterprise. When the scope of his vision of trade had widened in extent till it reached from ocean to ocean, and from the 66 A HORN OF PLENTY 67 lakes to the gulf, he realized he must have the sup- port and co-operation of a well-organized army to meet the demands of the stupendous task, and to assure permanent and steadfast loyalty, a number of lieutenants must be anchored with the chain of their own vital and growing interest. Mr. Brown delights in the material prosperity of his associates in business, and sees that their rewards keep pace with their advance in capacity and zeal in promoting its interests. His rapidly increasing wealth has added power to his helping hand, the friendly grasp of which has helped so many to win success. The six large factories of the Hamilton, Brown Shoe Co., employ five thousand people, and have a capacity of thirty-eight thousand pairs of shoes daily. Over a shoe for every second. The capital -tock is in demand at S600 per share, the par value being Sioo. This great business i> a monument to the genius of A. D. Brown. In 1872, $23,000 were put into it, and since then, not one dollar, drawn from or made in any other field, has gone into the enterprise. This S23,ooo, under his guiding hand, has become a horn of plenty and ha-, perhaps, made more prosperous and happy home- than any other like sum of this generation. It has paid to employees and attaches '),ooo,ooo in wages and salaries. Tt has given to more than one hundred of those engaged in the work of it> progress, fortunes ranging from $5,000 to more than $5,000,000 n the shoe business as a whole, but, when considering any detail, his mind foci] ed on that point. Not only are his own thoughts and effort concentrated on the subject in hand, but he insists that all who arc in council with him on the matter shall give it their undivided at 78 A MAN WITH A PURPOSE tendon. In the weekly meetings, when a matter is under discussion, his eye is alert, and when he sees one not giving riveted attention, in a tactful way he asks their views on the subject, and all are made to clearly understand that each one is expected to help solve the problem in hand. CHAPTER XVIII. ATTENTION TO DETAIL. Mr. Brown takes intense pleasure in his business. A good order pleases him as much now as when the volume of sales was measured by thousands instead of millions. Nothing a salesmen can do is more sure of an expression of appreciation from him than sell- ing shoes that are on the list to "close out." He calls attention to this stock in the weekly letter, and the men who move it get kindly mention in what is called his "love letter." At one time some six hun- dred pairs of this class of shoes had not moved as quickly as he desired. A country merchant came in and Mr. Brown took him to an upper iloor and showed him the shoes. The shoes and price did not seem to enlist the interest of the merchant. Mr. Brown shouted, "Fire! Fire! Fire!" In a few mo- ments there was a rush of porters, packers, and ( lerks, with buckets of water, hose, and fire extin- guishers. Brown turned to his customer, and said, "You buy these shoes, and when you get them in your store, holler fire! and you will have all the peo- ple of that country crowding around your counters." He made the sale. Shakespeare is a wonderful interpreter of the heart and the influences that affect it. In his 79 80 A MAN WITH A PURPOSE master production he makes Polonius say to his son Laertes, who is starting for Paris: "Costly thy habit as thy purse can buy, But not exprcss'd in fancy; rich, not gaudy; For the apparel oft proclaims the man ; And this above all,— To thine own-self be true; And it must follow, as the night the day, Thou canst not then be false to any man." The bard of Avon is stronger in expression than Mr. Brown, but is not more thorough in his knowl- edge of the advantages of being well dressed. Mr. Brown knows that being well dressed not only helps to secure the attention and respect of others, but adds to self-respect. He believes in dress and is always so well appareled that his clothes are only noticeable to the extent that he is a well dressed man. At all times his linen is faultlessly clean. His faculty for detail has no stronger illustration than his insistence that the men who represent the company shall be at all times scrupulously clean in person and well dressed. He considers it a reflec- tion on the company for the salesman, wherever he mav be, not to reflect in his conduct and personal appearance the thoroughness of the house. In a small leather-bound booklet inscribed, "Rules for Salesmen," are the following words re- lative to dress and person: "Wash your hands and face often, shave every day; wear good clothes, a fine fitting pair of shoes, and keep them shined; wear the best hat made, and get a new one twice a year." Lord Barrington, says: "Dress has a moral effect ATTENTION TO DETAIL Si on the conduct of mankind. Let any gentleman find himself with dirty boots, soiled linen, and neck- cloth, and a general negligence of dress he will in all probability find a corresponding disposition of negligence of address and conduct." Mr. Brown is not a crank about dress but he knows, by experience and observation, that a man gets along better, other things being equal, if he is well dressed and tries, through the force of his ex- ample and precept, to bring those associated with him up to his ideals. One of the traveling men was not succeeding. Discussing the matter, he said, "What can be the trouble with that man? It must be his clothes, I have noticed he always looks shabbily dressed." " Wire him to come in, and have him go to my tailor, and order two good suits of clothes, and send the bill to me!" Mr. Brown's further attention to detail is shown in the booklet, inscribed, "Rules for Salesmen." " Make your letters brief and to the point." "Don't waste time talking to competitors." "Always leave a clean duplicate of the orders you take, with your customer." "DON'T MISREPRESENT ANYTHING." "NEVER CUT PRICES." "If you have time, help your customer. What ever helps him helps you." "Be friendly and courteous at all times." "Go to church at least once every Sunday ami Contribute half a dollar to the service." 82 A MAN WITH A PURPOSE "Where there is a will, there is a way." "There is failure only, in no longer trying." "The power that comes from trying, is worth more than the effort." "Work your territory like a garden, keeping all the weeds out, and sending us a big crop of sales. "Be thorough in everything you do. Thorough men are scarce and quickly find their way to the front." "Pay as you go and do not spend all you make; you will never amount to anything if you do." These clean cut sentences stand out boldly in the little book, each having plenty of room. In addi- tion there are many other things in the booklet that show a study of detail and the necessity of attention to little things which the average man thinks use- less." Attention to detail has been the ladder on which most men have climbed to success. It was a marked characteristic of Napoleon, Washington, Wellington, Von Moltke, and many other men who have reached eminence. Attention to detail, little things studied and practiced, have helped to make the salesmen representing the company of which Mr. Brown is the head, one of the most representative bodies of men in the United States. From these ranks he has drawn his lieutenants who have so ably aided him in building up the greatest and most thoroughly organized shoe business on earth. CHAPTER XIX. BOSTON BAKED BEANS. In 1900 one of the directors of the company retired, and Mr. Brown brought into use his field-glass in search of a man to fill the vacant place, the duties of which included the purchasing of shoes made in the East. In his survey his eye rested on one of the most successful salesmen on the road. One who had built up a large trade and established a good home in the midst of it. Fourteen years before, this man had resigned the management of the cloth- ing department of a large retail store in the South to take a place on the road for the company. Mr. Brown encouraged him to buy stock and furnished him the money with which to buy. The increase in value of this stock, with its dividends, and the proceeds of his well-directed efforts as salesman, have secured to him a fortune of more than $500,- 000. He was elected director, with the duties of buyer. In the summer of 1900 he received a telegram from Mr. Brown, then in Granville, N. Y., with request to get invoice of stock and meet him in Boston. He WAS modest in measuring his capacity as a buyer of shoe, and insisted that one of the men, who had been longer in the house, and had more experience, 83 84 A MAN WITH A PURPOSE should go with him. The other directors agreed that it would be to the interest of the business to comply with his request. The two men reached Boston in advance of Mr. Brown and went to the station to meet him. It was a hot day in August and they expected to take a car- riage to the hotel, but Mr. Brown said, "Let us walk." They insisted on carrying his two grips. They walked on the sunny side of the street and when they reached the hotel two of the three were strongly of the opinion that Boston was the hottest, Brown's grips the heaviest, and the distance to the hotel the longest. Going to their rooms, which were adjoining, Mr. Brown asked what they paid for them, saying, "I will try and get one just like them." He asked if they had a Bible in the room, finding none, he called for the clerk and requested him to bring a Bible and keep it in the room. He read a chapter, and kneeling, offered one of his characteristic prayers, praying specially for the two men. He obtained a promise, of the new buyer to read a chapter every day to his assistant. This prom- ise was kept during the month of their stay in Boston. On one occasion the reader, having forgotten, arose from his bed and performed the task. One evening the party of three was taking dinner at the Turaine Hotel. The assistant buyer, having heard of the famous Boston baked beans, concluded to try them. The beans did not take kindly to the new acquaint- ance and were so demonstrative of their dislike that he was quite ill all night. Mr. Brown called the BOSTON BAKED BEANS 85 next morning at seven-thirty, on his way to breakfast, but the man who was wrestling with the beans did not follow. Mr. Brown soon came back for him and was told of the trouble with the beans. He read a chapter, and followed with prayer, saying, "O Lord, Horace ate pork and beans last night and could not keep them down. I have been coming here a long time and eating them, they never made me sick. I never smoke." The wisdom of Mr. Brown's choice of buyer has been demonstrated by the rapidly developed capacity of his selection. Their own factories are crowding out Eastern made shoes, the percentage of purchase of them being reduced to less than fifteen percent, and it really requires greater skill in buying than when the volume of Eastern made goods sold was so large that a mistake in purchase would soon dis- appear in the enormous sales. The man whom the beans disliked is now one of the directors of the company and fills one of its most important executive positions. In 1872, when twelve years old, he worked in the office during school vaca- tion for the princely salary of three dollars per week; three years later he secured a permanent position at thirty a month. In another three years he became a house sale-man, and at the age of twenty went on the road. His success can be appreciated when one realizes that bis income is now $25,000 a year. In 1879 a young salesman, who had a fine connec don with one of the leading hoe manufacturing firms ( ,f the East, and wa doing a good business, began 86 A MAN WITH A PURPOSE to feel the effect of a new force of resistance in his battle for trade. This force was the rising young shoe house of St. Louis. They were not only making prices that gave him trouble, but sending out good shoes and shipping them promptly. He saw the hand- writing on the wall, and his interpretation of the words told him he must make the base of his supplies nearer to his customers if he would hold their trade. At the age of twenty-three he severed his connection with Boston, hitching his chariot to a St. Louis star. He had saved no money and had given little thought to doing so. A few weeks after engaging with Mr. Brown he received from him a stimulating letter in which were the words, " Make up your mind to make your mark in St. Louis!" This motto, ringing in his ears, gave to his mind a purpose. Mr. Brown be- came a strong influence in his life, incited him to work and to save, and when he began to show industry and thrift, extended to him his helping hand. He is now a director in the company, manager of one of its most important departments, the possessor of a princely for- tune, and enjoys the comforts of his own elegant home in one of the exclusive residence places of St. Louis. Mr. Brown has the faculty of drawing the best out of men, and wisely anchoring to his business men who succeed. He realizes that his future suc- cess depends very largely on the prosperity of his business associates. His prudence makes merit the only consideration in giving employment and ad- vancing men. His own son, when through school, went to work handling boxes and worked his way BOSTON BAKED BEANS 87 up, just as others did. He won his spurs on merit alone, and when the man in charge of Tennessee was called in to superintend a factory the son became his successor, because he was the best qualified available man for the place. An active young man who had been selling, with great success, a special line of shoes in a territory covering several Southern states, was requested to call on Mr. Brown, who offered him a place to travel for him in one of the Northern states. This offer he declined saying, "My trade is in the south." He finally made a contract to travel in a Southern state. The first year he increased the trade of the company in that state from $84,00 to $125,000 and the second year to $186,000. In January, 1904, he was chosen superintendent of one of the factories at a salary of S5,ooo a year. The first two years he turned $78,- 000 into the profit account. I asked Mr. Brown why he selected this young man for superintendent. Said he, "Because he was a good salesman and indus- trious." He had saved several thousand dollars, but in his new place he entered an atmosphere of thrift that stimulated him to greater endeavor, and under the magic wand of Mr. Brown, he has in- creased his fortune, in four short years, to many thousands. He soon realized that results were what Mr. Brown wanted, that he was expected to show dividends. After turning over the keys of the fac- tory to the new superintendent, Mr. Brown, in one of the weekly meetings, said, "If Harry will make good dividend, lie will have lot- of friends." 88 A MAN WITH A PURPOSE In 1886 a young man who had just completed his course in the high school came to St. Louis and se- cured a place with Mr. Brown as stock clerk at a salary of thirty-five dollars per month. He swept the floor, handled the shoe boxes, and kept the stock in order. After he had been in the store some six or eight months Mr. Brown, when making his mem- oranda for purchase, would ask him how certain lines were moving, how many in stock, how many he thought they would need, and what sizes, etc. With his usual tact he put this young man on his mettle, giving him to understand that he must work with his head as well as his hands, that he was a fac- tor in the business, and was expected to do his part in the work of its progress. The second year he was advanced to the mail order department. He had caught the spirit of his chief, whose keen and observ- ing mind was not slow to recognize the young man's worth. He was gradually advanced to the order department, of which he is manager and general salesman. His duties now require a number of as- sistants. He was encouraged and helped by Mr. Brown in purchasing stock. He now has a good fortune with a large income. Nothing gives Mr. Brown so much pleasure as helping forward young men who catch the spirit of thrift. Scores of them have fortunes of several hundred thousand dollars resultant from ingrafting into their lives his spirit and methods, and being stirred by the force of his life. X f-H y. z w H 2 O - 2 5 2 w H W ►J >! w w X 5 < w as O O CHAPTER XX. THE WEEKLY LETTER. On Friday of each week at 1:30 p. m. sharp, the directors, superintendents of the factories, heads of departments, and salesmen, if in the city, assemble in the directors room on the ninth floor of the store. Here every feature of the business is scanned. If a weak spot is found, the search-light of every mind is thrown upon it and every brain is taxed to strengthen the weak point. Here the heads of departments meet, and in exchange of ideas the viewpoint of each one is broadened, and his vision being extended be- yond the narrow limits of his own sphere, he grasps the broad sweep of the work in hand. Here the brightest and strongest minds connected with the corporation meet, and the discussions evoked by questions arising strike the lire in each one, and bring out the best that is in him. When men who are aflame with one intense pur|>ose meet, they strike fire from soul to soul and help one an- other in climbing to the mountain top of their en- deavor. Momentum comes with organized numbers and in these meetings are kindled fresh enthusiasm, higher purpc.se, greater power. This multiplied strength of numbers, here stimulated to unite on a purpose, gives the greal businessa momentum that 9 o A MAN WITH A PURPOSE overcomes every obstacle that crosses the path of its progress. It is in separation we lose power. Lifeless tapers, heaped close together, will kindle one another, and a ilamc will sparkle beneath the white ashes; fling them apart, they go out; rake them together they glow. The company of shoe men marshalled under the leadership of Mr. Brown are not little feeble tapers stuck in separate sockets, twinkling a struggling ray over a little individual space, but a great organized force that shines with enthusiasm, that glows with united purpose. At these meetings the genius of Mr. Brown is apparent. If he thinks some policy is wrong and needs correction, he adroitly draws out the views of the different men in the council, finds those who are for and against, and in a tactful way gets them to battling. He takes but little part. When the matter has been threshed out thoroughly he helps to bring about a decision. Although a man of pur- pose, his mind is receptive, ready, and alert to absorb the best that comes to it, even if in doing so he de- stroys a pet ideal. In laying his plans before the meeting he encourages criticism, he wants them sifted, every weak point eliminated, and if possible a better substituted. At these meetings the weekly letter is read and discussed, the letter which goes to all the salesmen throughout the United States. It contains all the secrets of the company. Also a review of the busi- THE WEEKLY LETTER 91 ness of the past week. It includes the complaints and the words of commendation and encourage- ment. It suggests changes and advances new ideas; it takes up questions that confront them, and sug- gests ways for meeting difficulties, present and future. This frank, open and above-board way of writing to the salesmen, secures their hearty co- operation and confidence, and is a source of power. All the strength of these meetings is not represented by those present, but the best ideas that can be gar- nered by the salesmen in all parts of the country come in letters before the meeting. The sugges- tions are sifted, the pearls appropriated, and become an asset of the company. The weekly letter of December 8, 1905, reads, "Nothing great was ever achieved without enthu- siasm." This is followed by a brief paragraph of congratulations on past business, coupled with a bright picture for the future. "The money for the tremendous crop will go to the country, and the people will wear better shoes and warmer clothing than ever before, and more of them. With $500,000 gain in advance orders over last year, is their any reason why, with the shoes we have, the organiza- tion to sell them, and the enthusiasm which prevails, we should not reach $12,000,000 the coming year ?" "TWELVE MILLION IS THE CRY FOR 1906." 1 What do we want ? We wish each salesman to write letters to the superintendent-- of the different factories, giving hi^ best ideas and suggestions on 92 A MAN WITH A PURPOSE the new fall line. We do not want a single exception. These letters will be read, and carefully read, and the best will be extracted from them and introduced into our new fall line. You gentlemen are in the field, coming into competition with the best lines in the United States, seeing what other people are doing every day, and how they are doing it. We want you to convey the best you see and hear to the company. We expect every man to write these letters. You are all stockholders, you are the company on the ground. Keep wide awake in looking after your own interest." With the best things these alert minds can origi- nate and glean from all parts of the country, it is not surprising that they meet the demands of an exact- ing public. CHAPTER XXI. GOOD CHEER. When taking lunch one day at the Mercantile Club with one of the directors, they discussed a certain shoe which had recently been put on the market by an Eastern firm. When through lunch Mr. Brown gave his son, Alanson Jr., a lad of twelve, some money, and told him to go to the Famous and get a pair of the shoes and bring them to the store. The boy had other plans, and started on the errand with a gloomy frown. His father called to him, "Alanson, if you see any smiles down there, you buy one." Ella Wheeler Wilcox says, "Laugh, and the world laughs with you, Weep, and you weep alone." Good cheer discerns the good and creates an atmosphere of good will. It sees glory in the grass, the sunshine, and the flowers; it encourages joyous thoughts, and lives in an atmosphere of hope; it blesses its pos- sessor and scatters sunshine in the hearts of others. Even sorrows to the man of good cheer are linked with joys and his very tears are sweet. Mr. Brown ha> not a morose spirit that requires the companionship of others, social excitement, or jest to produce :i -mile, but a spirit of chcerfulm is that is permanent. One that is joyous with gratitude and deep appreciation of Cod's blessings. 93 94 A MAN WITH A PURPOSE Cheerfulness is an excellent wearing quality. It has been called the bright weather of the heart. It gives harmony to the soul and is a perpetual song without words. One is scarcely sensible to fatigue when marching to the step of music. The very stars are said to make harmony as they revolve in their spheres. To be permanently useful a man must carry a spirit of sunshine, grateful with gladness, beautiful because bright. Good cheer is a promoter of health. Addison says, "Health and cheerfulness mutually beget each other, we seldom meet a great degree of health that is not attended with a certain cheerfulness." Cheerfulness conduces to happiness and secures universal favor and good will. A cheerful temper makes beauty attractive, knowledge delightful, and wit good natured. Smiles says, "Cheerfulness and diligence are nine-tenths of wisdom." Large comprehensive natures are generally cheer- ful, hopeful, trustful. The wise man of large vision discerns the sunshine gleaming through the darkest clouds. Without cheerfulness the sunshine of life is not felt, flowers bloom in vain, the marvels of heaven and earth are not seen or acknowledged, and all nature is but a dreary blank. While cheerfulness is a great source of profit in business, and enjoyment in life, it is also a safe- guard of character. A writer on "how to overcome temptation," says, "Cheerfulness is the first thing, cheerfulness is the second, and cheerfulness is the third." Cheerfulness furnishes the best soil for the GOOD CHEER 95 growth of virtue. It gives brightness of heart and elasticity of spirit. It was Jesus who said, "Be of good cheer." CHAPTER XXII. FRUGAL THRIFT. When Mr. Brown was a lad his habits of frugal thrift were pronounced. He was working in the field with a hired man, who frequently indulged in a spree, and had just sobered up from a debauch to realize that all his cash was gone. He said to young Brown, " You will never be a drunkard, you are too tight." The principles of religion and morals had been instilled into young Brown by his parents and these are mighty allies of economy. Vice costs more than virtue. Beyond what is necessary for bodily needs every dollar spent for the body is derogatory to manhood. When a young man's morals and frugal spirit close his purse strings to expenditures for whiskey and tobacco, he has a possession which enables him to laugh at the witty jests of the dis- solute hired man. Besides, the spirit that enforces economy as to self-indulgence by its restraint of destroying passions helps to success by helping to health. "Righteousness tendcth to life." The essence of thrift consists in getting things into higher values. It is forethought, a process of saving for future use; it involves judicious spending. Without thrift a man cannot be generous; he cannot take part in the charitable work of the world. If 96 FRUGAL THRIFT 97 he spends all he earns, he cannot help others. The spendthrift is sometimes called generous by the un- thinking. But the man who is not thrifty and keenly alive to his business interests, or who indulges in extravagance and profligacy, rarely has either means or disposition to be generous. It was frugal thrift that enabled Elihu Yale, John Harvard, Nicoholas Brown, Stephen Girard, Peter Cooper, George Pea- body, Ezra Cornell, and men of that class to do deeds that placed their names high in the list of the noble of earth. Frugal thrift fosters virtue and antagonizes vice. It makes soil and atmosphere for healthy growth, and waters the tree of manhood. The men who, by honest thrift, get away from poverty, increase their usefulness and are stronger, better men, other things being equal. Burns makes the prelate write to his young friend, "To catch Dame Fortune's golden smile Assidous wait upon her; And gather gear by ev'ry wile That's justified by honor; \'ot for to hide it in a hedge, Nor for a train attendant, But for the glorious privilege < )f being independent." It is impossible for us to be our full self without money in our purse. It not only gives independence that is necessary to success, but it commands the r< -]><•< t and sen i< es of others. It we have one dollar in our pocket, the world is cur -lave and will do our 98 A MAN WITH A PURPOSE bidding to the extent of that dollar. The man who by honest thrift accumulates money, is better able to improve and cultivate his mind, care for his body, and do good to his fellowman. In the twentieth century, other things being equal, the men of substance are the stronger forces in the progress of the world. The building of houses, of mills, bridges, railroads, steamships, telegraph, and telephone systems, and other great things that are conducive to civilization, have been done by the frugal and thrifty. The laws of nature have made it so. There is no chance in thrift, its central idea is order. Speculation makes the few rich and the many poor. Thrift divides the prizes of life among those who deserve them. Mr. Brown has not built up his fortune by speculation. His actions in get- ting have been on the noble lines of frugal thrift, free from parsimony. CO w as O H H /] o H Z 0L, CHAPTER XXIII. CLEAN AND CHASTE. The continued growth of the business led its saga- cious leader to forecast the future and prepare for expansion. In none of his important moves is there a finer illustration of his judgment than in the pur- chase of the southeast corner of Twelfth and Wash- ington avenue for a distributing center. He erected on this corner one of the most perfectly appointed store buildings in the United States, and to this place the company moved January i, 1899. The business had grown to such magnitude that, to the average man, it would have brought physical collapse; but Mr. Brown had developed with the enterprise and, while he has none of the egotism which makes small men ridiculous, he possesses that consciousness of power which, in men of high order, is prophetic of success. The business has expanded from two floors of a small store twenty five by forty feet, all the work being done by less than a dozen men, to this immense ■ re and six large factories which require the labor Of five thousand people, and machinery which does the work of more than a hundred thousand pairs of human hands. But Mr. Brown has laid the founda tion so solidly, and 30 thoroughly ingrafted his spirit 99 ioo A MAN WITH A PURPOSE and methods into his lieutenants and employees, that the great business moves forward with clock-work precision, and is apparently less burden to him than when in the little store at 106 Locust street. Sydney Smith said, ' ' Daniel Webster was a steam engine in breeches." This description fits Mr. Brown, yet he preserves his poise, holds his im- mense interests calmly in hand, and withal is so rigid and respectful in the treatment of his body that it readily responds to the activities of his mind. Mr. Brown in a tactful way urges his associates to take proper care of the body, and his life is in har- mony with what he advocates in others. That which he enjoins others to do, he does; what he advises others to become, he is. He is essentially practical. His life is a living demonstration of what he thinks is right and best. He gives himself to his ideal and makes his ideal his life purpose. He be- lieves that with proper care the body will be a perfect instrument and perfectly perform its every function. He scrupulously uses the means of maintaining a good physique. He often refers to and keeps the maxim of John Wesley, "Cleanliness is indeed next to Godliness. ' ' He puts his body in perfect trim be- fore leaving his room in the morning. What he eats is not governed by the variety of tempting viands placed before him, but by that which is most conducive to the physical man. As a result of self control, he goes to his business with the buoyancy of glowing health and a face beaming with cheer and content. Mr. Brown not only advocates keeping the body CLEAN AND CHASTE 101 clean with water, but chaste in purity. False modesty does not stop his straightforward practical tongue from earnestly urging personal purity in the lives of the men associated with him. Purity in thought and life is essential to greatness, and this virtue is so important to society and busi- ness, that the wise pagan, as well as the Christian, makes it an axiom in his teaching. A man should be as clean inwardly, as a perfect gentleman seeks to be outwardly. One's aim in life should not only be to correct commercial, educational, and social mis- takes, but to eradicate all unclean thoughts and actions. This Mr. Brown believes can be done by taking Jesus for a partner. He believes that per- sonal purity lies at the very foundation of success; that a gentleman will keep his heart pure; that purity is an unmistakable sign of character. Purity attracts, it wins, it ennobles. It is more important that a man be clean within than without. The influences that make for right living and noble manhood do not dwell with impure souls nor keep company with base thoughts or low motives. A man must cherish purity if he would be tilled with the forces that make for true success. No equipment will help more in achieving than clean- liness in thought and deed. Impurity robs us of strength and courage. Why should a man do that which robs him of Cod given strength? Why hould he indulge in impure desires and go through life shorn of physical strength and moral courage? The Bible injunction, " Keep thyself pure," is the besl plank in the business platform. CHAPTER XXIV. ELEMENTS THAT MAKE FOR TRUE SUCCESS. I addressed the following letter to a number of personal friends : Delmar Study, St. Louis, Jan. 24, '06. My Dear Sir: I am preparing for the press a volume, the purpose of which is to stimulate men, especially young men, to greater endeavor for achieving success in its broadest, and best sense. I should like an expression as to the elements that make for true success from a few leading men whose experience entitles them to speak, and whose success will give weight to what they say. Will you kindly write in answer to this request? Sincerely yours, John T. M. Johnston. The following replies were received in answer to the above letter: Hon. F. M. Cockrell, thirty years United States Senator : Heed conscience ever present to approve the right and condemn the wrong. Be honest, truthful, industrious, persevering, and laudably ambitious to excel in every work, however insignificant, or important. Maintain unswerving faith in the wisdom of the policy and practice of doing right. 102 ELEMENTS THAT MAKE SUCCESS 103 Dr. W. H. P. Faunce, President Brown University, Providence, R. I. : The secret of success lies not in extraordinary ability, which comparatively few can possess, but in the simple homely qualities which all may possess if they will. Courage, patience, accuracy, diligence, and worth. Better a pound of fidelity than a ton of genius. Better a little star that shines steadily than a shower of meteors that flash and disappear. Samuel Cupples, Merchant and Philanthropist, St. Louis: Care in selecting associates. Having determined upon a vocation in life, enter upon it with the determination to make it a success. Be honest and truthful in all dealings, and recognize one's obligation to God and fellow-man. Festus J. Wade, Pres. Mercantile Trust Company, St. Louis: First, Love of God; second, Self-respect; third, Love of family; fourth, Rugged honesty; fifth, Total abstinence; sixth, Tireless energy. John Wanamaker, Merchant, Philadelphia: The best furnishings for a successful life arc such as can be carried in the brain — with something in the eyes and fingers— rather than a large inheritance in money and lands. Hon. Champ Clark, Member of Congress: In my judgment the only success worth counting in this life comes from courage, industry, honesty of purpose, honesty of deed, and a determination not only to help one's self, but to help all God's children. Albert J. Beveridge, V. S. Senator. " Then- i DO magic but merit." io 4 A MAN WITH A PURPOSE Murray Carleton, Pros. Carleton, Drygoods Com- pany, St. Louis: Possessing intrinsic worth, neither fortune nor success in life is denied the young man of average ability who has capa- city for hard work; the courage to live within his means; and an honest desire to excel in the discharge of duty. L. C. Burncs, Pres. Burnes National Bank, St. Joseph: A resolute purpose, a definite plan of action , and working out the plan. These count for success in professional, and business affairs, as well as in social, and religious life. Hon. Albert Spicer, Member Parliament, London: Purpose, system, true to God, to self and to all men. Paul Brown, Vice President Mercantile Trust Com- pany, St. Louis: The first plank in the platform of true success, is "Honor." If a young man starts on the platform of honor, every deal he makes will advertise him. The second plank, "Industry." He must be industrious to make headway, and one of the best ways to advertise his industry is by cleanliness. The third, "Economy." He must be economical with- out being penurious. Take a young man of good health and let him stand on the platform of honor, industry, and economy. He will succeed. John E. Franklin,Capitalist and Banker, Frederick- town, Mo. : Honesty, industry, a definite purpose in life; an eye to see and a courage to seize opportunity. E. P. Melson, Pres. Missouri State Life Insurance Company, St. Louis: A love for God and man. Habits, conducive to health, ELEMENTS THAT MAKE SUCCESS 105 happiness and longevity coupled with constant well directed efforts concentrated on a given purpose, with a determina- tion to succeed, will enable the possessor to do anything in the bounds of reason. E. W. Stephens Publisher and Journalist, Columbia, Mo.: Hard work, decision, originality, punctuality, concen- tration, system, persistence, tact, integrity, judgment, self- control, purpose, faithful devotion to every duty, love of God and love of man — all these are essential to highest success. Tom Randolph, Pres. Commonwealth Trust Com- pany, St. Louis: Keep your shield of honor bright. Stick to it and do not be afraid of work. Use common "black land sense " and remember that, "To him who is determined it remains but to act." The young man who reaches his business first in the morn- ing and is the last to leave, and never leaves "his axe in the air" other things being equal is surest of promotion. If expressed in one word I should say, "stick-to-itiveness." L. S. Parker, Capitalist (retired shoe manufac- turer), Jefferson City: The Basal elements of true success are, a spirit of rev- erence for God, habits of temperance and industry, and a constant ambition to excel. If a manufacturer, first, let him thoroughly acquaint him- self with the business, not only in general outline, but in detail; second, determine to make good goods, the reputa- tion of which will be cumulative as the years go by; third, give his affairs his individual, personal attention; fourth, while at all times reasonably conservative, be on the alert to take advantage of opportunities for enlarging the business; fifth, look well to the character of the assistants with whom he surrounds himself; sixth, guard against m If the last quoted man had made a study of Mr. iot> A MAN WITH A PURPOSE Brown he could not have drawn a more perfect por- trait. He is the living embodiment of every sugges- tion made by Mr. Parker. Mr. Brown's life empha- sizes every essential mentioned by these men, whose characters and success entitle them to be heard. Their very names are synonyms for success, in its highest, and best sense. Industry though not mentioned by all, is implied in the words of each. Industry is so strongly empha- sized in the life of A. D. Brown, that it has been a matter of comment since he was a schoolboy. The following letter was received from his last school teacher: North Granville, N. Y., November 16, 1905. Dr. John T. M. Johnston, Dear Sir: — In answer to your request for my recollections of A. D. Brown, I well remember him in the early sixties as one of my pupils. He was fortunate in three generations of his ancestry on both sides. They were noted for being among the best fami- lies of the county, intellectually, morally, and religiously. While in my academy he behaved well. My standing rule of behavior was "Do unto others, as you would have others do unto you." He easily obeyed this rule. I remember him as very industrious, and fond of mental arithmetic. Was excellent in his recitations, exceptionally so for a boy of sixteen. I met Mr. Kincaid with whom Alanson engaged as clerk soon after leaving my school. Speaking of him he said, "He was remarkably industrious, faithful, and honest. I never saw a better boy." Yours truly, Charles L. Mason. ELEMENTS THAT MAKE SUCCESS 107 Professor Mason is a retired educator, now eighty years old, yet remarkably well preserved physically, with a mind as clear as at any period of his life. In the language of one of his business associates, 11 Mr. Brown is so industrious that a drone can't live with him. ' ' Work creates a contagion, and in such an atmosphere the weak develop strength and the strong are made stronger. In passing through one of Mr. Brown's factories, I said, " They are as busy as bees." He replied, " There is so much animal in us we have to keep busy to keep out of devilment. Idleness is apt to throw one into the company of those who spend their time in the pursuit of unwhole- some and demoralizing diversions. Work develops the good in man, idleness the evil; work sharpens the faculties in man, and makes him thrifty; idleness makes him lazy and a spendthrift. There is no truer saying than, " An idle brain is the devil's work shop." Goethe says, "Nature knows no pause and attaches a curse upon all inac- tion." Sir. Walter Scott, writing to his son at school said: " I cannot too much impress upon your mind that labor is a condition that God has imposed upon US in every relation of life; there is nothing worth hav- ing that can be had without it. As for knowledge, it can no more be planted in the human mind without labor, than a field of wheat can be produced without the plow. If we neglect our spring, our summer will be useless and contemptible, our harvest will be chaff, and the winter of our old age, unresj.e. ted and de olate." io8 A MAN WITH A PURPOSE Epcs Sargent says: "A rich man who did not think it respectable to bring up his children to work has just heard from his three sons. One is a driver on the towpath of a canal, another has been arrested as a vagrant, and the third has gone to a certain insti- tution to learn to hammer stone under a keeper." No greater misfortune can befall a young man in the prime and vigor of life, than to be exempt from life 's burdens and duties, and allowed to eat the bread earned by the sweat of another's brow. The man who does nothing to add to the treasures of the world, becomes a curse to himself, his family, and friends. One of England's old laws reads: " If a man be endicted for wandering, idleness, or loitering, and found guilty, he shall have judgment to suffer pains and execution of death as a felon and as an enemy of the commonwealth. ' ' Idleness was also a punish- able crime in Athens. Her citizens were not only compelled to industry, but to the utmost exertion of their talents. Lord Chesterfield wrote his son, "I look upon idle- ness as a sort of suicide, for by it the man is effectively destroyed, although the appetite of the brute may survive. ' ' It is better to carry a hod or wield a shovel in some honest endeavor to be of use in the world's work, than to be nursed in luxury. The man who inducts into his children habits of industry bestows upon them a far richer heritage than that of a fortune in money and lands. The myriad minded Shakespeare, who opened the ELEMENTS THAT MAKE SUCCESS 109 secrets of the heart and gave to the world its richest legacy of literature, makes industry the parent of honor: "Shortly his fortune shall be lifted higher; True industry doth kindle honour's fire." Versatile Ben Jonson writes: "Virtue though chained to earth, will still live free, All, hell itself must yield to industry." And our own sweet Alice Cary says, 'Work, and your house shall be duly fed; Work and rest shall be won; I hold, that man had better be dead Than alive when his work is done." Carlyle declares that, " Modern majesty consists in work. What a man can do is his greatest ornament, and he always consults his dignity by doing it. " The life of A. D. Brown does its greatest good for humanity through the force of his example of untir- ing industry and opening opportunities to others. In no observations of him was I so impressed with the magnitude of his uplift, as when I spent a day go- ing through his great factories, where I saw five thou sand pairs of busy hands all directed by a cheerful spirit that seemed to say: " Kmploymcnt, Employment, < )h, that is enjoyment; There's nothing like something to do, Good heart occupation h health ami salvation — \ >■( n-i that* known to bill few " CHAPTER XXV. IMPORT DUTY ON HIDES. In November, 1905, a committee of leading shoe men of the United States met in Washington to coun- sel with one another, and confer with the President, regarding the import duty on hides. I quote from a report of the meeting: "A. D. Brown compliments the President, on his endeavor to give all a square deal." " At the conclusion of Mr. Ford's remarks, Gov- ernor Douglas presented Mr. A. D. Brown of St. Louis, who addressed the President as follows: " Mr. President, — If hides are allowed to come into the United States, free of duty, the poor soles that are now being put on shoes can be made better. The first part of a shoe, usually, to give out is the sole. "We have about five thousand people making shoes, turning out thirty thousand pairs a day; working on the co-operative plan, leaving their sav- ings with us, on which they receive 6 per cent, inter- est. They now have on deposit $1 50,000. " I have read your biography written by Arm- strong, introduction by Joseph Wheeler. It has put new life and fiber into my veins. I would that every man, woman, and child could read it. "Missouri once had little faith. She now has the no IMPORT DUTY ON HIDES in faith in the President that removes mountains. We have faith in you, that you will give us all a square deal. That your life may be spared to your family, to the American people, and the whole world, ought to be the prayer of every American citizen." Said the President, " Do I understand you to say your business is conducted on the co-operative plan ? " " To a certain extent," replied Mr. Brown. " We have one hundred and ninety of our employees inter- ested with us." " I will thank you," said the President, "if you will be so kind as to send me a paper giving me such details as you can on the subject." In compliance with this request Mr. Brown wrote: St. Louis, U. S. A., November 22, 1905. Hon. Theodore Roosevelt, President of the United States, Washington, D. C. Dear Sir: When I called on you November 15, as a member of the committee of shoe men, to confer with you relative to the import duty on hides, you requested me to write you of our co-operative plan of doing business. Thirty four years ago, with a capital of $23,000, two of us started in business. We were told, that being in a cotton district, we could not sell for cash; that in St. Louis all shoes were sold on four and six months' time. We, however, estab- lished on tin' cash basis, and as our business grew, began sharing the profits with our most efficient men, the number Wring gradually increased until now there are one hundred and ninety associated in our work. When one withdraws from the activities of the business, we endeavor to secure his stock for some one of merit who is actively engaged with us. No closely have we adhered to this ii2 A MAN WITH A PURPOSE plan, that none of our stock is held outside of the active workers except in the case of four widows, whom we allow to retain the stock of their deceased husbands, and two orphan boys whose fathers worked for us. We consider eternal vigilance the price of safety in business; and as the company grows, watchfulness, in a concentrative way, becomes more and more essential to profit making. We try to select employees with good habits, and the air about our place is so infected with thrift, that young men coming with us are soon imbued with it, if they do not already possess it. We know of no one who has left our company without more money than when he came. Every one connected with us is impressed with the import ance of meeting engagements on time, that it is better to be five minutes ahead of time than five seconds late. These are the chief features that have made us a company of $2,500,000 capital stock, running six factories, making the shoes we formerly bought in Massachusetts. We employ five thousand people with a pay-roll of $42,000 a week, sap- ping the trade of the country, extending a thousand miles in every direction from St. Louis. The recent government report shows that in 1005 St. Louis made a gain in the manufacture of shoes of one hundred and thirty-one per cent, over 1900. With assurance that I feel greatly honored, and highly appreciate the interest you manifest in our business, I remain very respectfully, A. D. Brown. In reply the President wrote: The White House, Washington. Personal. November 24, 1905. Dear Mr. Brown: I have your letter of the 22d. It is most interesting, and I am particularly obliged to you for writing me of the plan on which you conduct your business. How T wish enough of our IMPORT DUTY ON HIDES 113 successful business men would copy that type of work; no small part of our industrial troubles would disappear as a result . Sincerely yours, Mr. A. D. Brown, Hamilton-Brown Shoe Co., St. Louis, Missouri. St. Louis, November 28, 1905. My Dear Sir: Your esteemed letter of the 24th inst., received on yes- terday. I handed it to one of our directors, who read it to the board. They all unite with me in thanking you for your good words respecting our industry. Your painstaking thoughtfulness, in the interest of the American people, has made them a unit in love for you. For several months the idea has been running in my mind that you are working on the plan laid down by our Master in the 17th chapter of John, part of the 19th verse, viz: "For their sakes, I sanctify myself." Judging from the way you are serving the people, I believe these words are specially fitting to you. Gladstone, when near the end of his rich life, was asked for the secret of his success with men and measures. He re- plied, "lean answer in one word, 'Concentration.' " My prayer is that you, Mr. President, may be blest with this power of concentration, for the good of the people in this life and that which is to come. Sincerely yours, A. D. Brown. Hon. Theodore Roosevelt, President of the United States, The White House, Washington, D. C ( )n the diary of Garfield was found this entry madc- oii the day he heard Spurgeon preach in the Metro- ii4 A MAN WITH A PURPOSE politan Tabernacle, London, "God bless Spurgeon, he is helping to work out the problems of civil and re- ligious freedom for England in a way he knows not of." The industrial problem is the gravest one that con- fronts the American people to-day. After a study of conditions and a close observation of Mr. Brown's spirit and methods, I believe with the President, that if the successfull business men will copy his type of work the industrial troubles will largely disappear. Mr. Brown is helping to work out these problems in a way he knows not of. The correspondence with the President did not sidetrack the purpose of Mr. Brown in trying to se- cure the removal of the tariff on hides. In his weeklv letter of December 15, he writes: " We must have the duty off of hides. We are sending you letters and petitions which explain themselves, also sending one each to the trade through our general correspond- ence. There is no reason for the duty on hides. There are but two reasons for a tariff, one to raise revenue, the other to protect an infant in- dustry. The tariff on hides is not intended for rev- enue, and slight investigation will show that the infant it protects has grown to a lusty giant. "The hide business of the country is now in a few hands, not more than a half dozen concerns being considerably benefited by it. " We want you to interest every merchant in get- ting this duty off of hides. Have them write to their Congressmen and Senators, and also have the peti- tion signed at their stores by their customers. IMPORT DUTY ON HIDES 115 " The cattlemen receive scarcely a cent more for cattle by reason of the hide that is on them. Stir this matter up with every merchant and keep it red hot till we get the duty off of hides. ' ' The basis of our protective tariff is the upbuilding of the industries of this country. It has long been felt by a large portion of the general public that the policy was more in the interest of eastern manufac- turers, and those who are a part of that aggressive in- dustrial population than the people throughout the United States. Previous to 1842 hides were admitted free of duty; the following thirty years they were subject to a duty of 4 per cent, to 10 per cent. In 1872 they were placed on the free list. In 1890 the great champion of the protective tariff, William McKinley, whose mem- ory is dear to every American, had incorporated in his tariff measure a duty on hides. The plumed knight, James G. Blaine, raised his voice against the clause applying to hides so effectively that it was eliminated with the hearty approval of Mr. McKinley. In 1897 during the administration of President McKinley it was deemed wise for political reasons, to extend the idea of protection and include within its alluring grasp the farmer and cattle raiser of the west, so the famous Dingley tariff bill carried in its wide embrace a duly of [5 per cent on hides. Back of this movement were the packers, who under the guise of giving the western cattle men more money for the hides on the cattle they raise, really secured B JUDsidy from the government which has u6 A MAN WITH A PURPOSE not only proved of no value to the farmer and cattle raiser, but has been an absurd contribution by the general public to five or six packing corporations. The purpose of a protective tariff is to prevent for- eign countries from selling their manufactured pro- duct in our land. The hide is not a manufactured product; when the tanners were compelled to pay 15 per cent, advolorum duty on hides imported from foreign countries it increased the cost of leather to American manufacturers. The general public does not know that for the past fifteen years the United States has been tanning a large portion of the leather for the rest of the world, and at this time is buying hides from every nation on the globe. Since the tariff law imposing a duty on hides has been in force, the American cattle raiser has received no appreciable benefit. On the contrary, he received a lower price for his steers when the packer charged the tanner the highest price for the hides. October 1, 1904, the packers paid the cattle man six dollars and fifty-five cents per cwt. for his choice steers, and sold the tanner the hides at iof cents per pound. Oc- tober 1, 1905, the packers paid the cattle men six dollars and forty cents per cwt. for the same grade of cattle, and charged the tanners 15 cents per pound for the hides. In 1905 the packers paid the cattle men 15 cents per cwt. less for their steers than in 1904 and charged the tanner 45 per cent, more for the hides. Where is the benefit to the cattle raiser ? IMPORT DUTY ON HIDES 117 When the tanners of the United States, who import millions of hides, tried to sell their leather in foreign countries, they found that the tanners of those coun- tries could buy hides anywhere on earth 15 per cent, cheaper than they could. They appealed to the gov- ernment for relief. After some delay Congress grant- ed the tanners a 'draw-back ' on leather shipped abroad. The government now refunds to the tanner the 1 5 per cent, on the leather they ship to other coun- tries, and as a result the manufacturers of Europe are buying American leather 15 per cent, cheaper than the manufacturers of the United States. With our advantages in industrial facilities we are the tanners of the world. Under our present system the foreign shoe maker sends his hides to the United States, has them tanned, and sends the leather to his factory. He thus gets American leather for less than the manufacturers of the United States can buy it, and is enabled through this advantage to keep our shoes out of foreign markets. With the superior skill and efficiency of our work- man and our advanced industrial facilities, the peo- ple of the United States will become the shoe makers of the world, if relieved of the handicap on leather, and our exports will change from a few million dol- lars worth of leather to hundreds of millions of manufactured product. The people of the world are advancing along all line , especially in material wealth, and as they* ad vaniv they use more and better shoes. Give our Ameri( an shoe makers an equal show, and they will u8 A MAX WITH A PURPOSE sell shoes to the people of every nation on earth. It is no wonder that Mr. Brown is working to get the duty off of hides, and that he goes at it in his thorough way. Through the letter he stirs the sales- men; through the salesman the merchant; and through the merchant the user of the shoes. He sets in motion influences that secure the help of several hundred thousand people in removing the duty from hides. CHAPTER XXVI. A SHOE COLLEGE. Mr. Brown is the founder and head of one of the most thorough industrial schools in the world. The daily routine is a system of education. The "Weekly Letter" is a lecture on the science of shoe making and selling, with a resume of conditions. The semi-annual meetings which, twice a year, mark the graduation into new and broader fields, are cli- maxes of this shoe college. The two weeks lecture course is as thorough as that given on scientific sub- jects in our great universities, and the examinations are as rigid. Preparatory to these semi-annual meetings, the first of which is in March, the salesmen have written letters giving the best things they have discovered and originated in shoes. These points and suggestions, together with all that could be gleaned by observa- tion and experience in other fields, have been thresh- ed over in the weekly meetings and, at a special coun i il, tin- result has been garnered into the new fall line, the samples of which are in hand, and subjects for tudy. 'Ill,- forenoons of the firsl week are spent in n prac- tical -tudy of shoe making. The salesmen, divided into group-, go through the different fat tories under ii'j 120 A MAX WITH A PURPOSE the guidance of the factory superintendent who shows the different processes of manufacture and the grade and kind of materials used. In fact a thorough study is made of the details of shoe making. At i :t,o P. M., they meet on the ninth floor of the store with Mr. Brown in the chair. Here they tell what they have seen at the factories, criticise what they do not approve, and commend what they endorse. On Monday morning of the second week at 8 o 'clock sharp, the roll-call begins on the fourth floor of the store, and every salesman is expected to an- swer to his name. The only excuse accepted for not being present is serious illness; and no excuse will pass for being late. Here come together in council, Mr. Brown, the directors, factory superintendents, and the salesmen, who represent the company in most every state of the Union, and carry their flag into Cuba, Porto Rico, Jamaica, Venezuela, The Philippines, Panama, Great Britain, and Continental Europe. Following the roll-call, prayer is offered by Mr. Brown, who humbly thanks God for the prosperity of the business, for the prosperity of the country, for being allowed to come together again. He prays for those who are kept away by sickness, not forgetting those who have passed to the silent beyond. He prays that all may live honest and virtuous lives, that those who have wives may be true to their marriage vow. That all may be possessed of character, that all may do right, and be true to themselves and W ►J — ■/. D y. v. r. A SHOE COLLEGE 121 others. He prays that God will help each to take Jesus for a partner, that He will help every one to have stick-to-itiveness, and secure peace, power and plenty. He prays that God will teach all the habits of going to bed early, that they may get rest and vigor for next day's work. He thanks God for his good- ness to each, and prays that all may so live this life as to be prepared for the life to come. After the prayer a clerk calls the make of a shoe, style, sizes, and widths. These are written on tags by twenty-four salesmen, seated at a table. The tags are then passed to those standing around another table who quickly place one on each shoe. This process is kept up till forty thousand samples are marked. The system is so thorough, the labor so nicely adjusted and divided among the salesmen, that the task is completed within a few hours. The different lines of shoes are taken to the ninth floor, one of the lines is arranged on a long table in front of which are chairs for the salesmen. Here they assemble at 8 o'clock A. M., the roll is called, and every man must be in his place. At the rear of the table is a platform, extending the full length, on which Mr. Brown is seated. He rises when the roll , all Is completed. If any are absent he expresses re- gret, saying, "Those who are not here have lost time and opportunity that they can never find again. I know when I lose time it is gone, I can't make it up." The superintendent of the factory in which the line of shoes on the table is made, takes a shoe in hand [22 A MAN WITH A PURPOSE and delivers a Lecture on that particular shoe. He shows the materials of which it is made, tells the kind of leather, the process of tanning, and by whom tanned. He explains in detail how the shoe is made, gives the name, last, style, widths, and sizes. When the lecture is finished questions are asked. If there is a complaint, the weak point is discussed, and reme- dies suggested. Each shoe is thus analyzed. Every man is expected to know all about it before starting on the road. If it is a shoe that has been sold pre- vious seasons, he must know its complete history, how long it has been made, how it wears, how many have been sold, and how many in stock. Every weak spot in its history is ventillated, and its strong points are urged by its friends. In the discussions, the one hundred and twenty alert minds, all keenly alive to the interest of the business of which they are a part, bring out every point for and against the shoe in question. In these debates, when important changes are in question, there is a flow of eloquence and a power of reason that would do credit to our legislature. After the line has thus been thoroughly gone through, Mr. Brown, who has been a close listener and observer, takes a shoe in hand, and calling the name of a salesman, who rises to his feet, asks: "What shoe is this? Name, style, widths, sizes, price?" He takes up another shoe, calls another salesman, and asks similar questions. In these meetings Mr. Brown's marvelous grasp of detail is seen. Nothing connected with any shoe 'J z 5 < s w o en In O w u z w u en w H Z O w P4 L^ H U w I z H W _ -J D Z < w A SHOE COLLEGE 123 escapes his attention. In the examinations if a salesman answers incorrectly, he calls another. He goes through the entire line. This routine is carried out with every line produced by the six factories. The superintendents of the factories are strong men, and so familiar with every detail that they answer questions without a moment's hesitation, and are able to tell the cost of each shoe to the fraction of a cent. In these semi-annual meetings important ques- tions arise. A salesman wants a certain line of shoes for his trade, something the house does not make. He urges his claim ; the matter is sifted ; even-thing connected with the proposition is threshed over. With tact, Mr. Brown stimulates discussion, and if the question is an important one he insists that all, being stockholders, should have a voice in the decision. At a recent meeting, the manager of one of the departments submitted a letter in which he insisted that a line of shoes which they were making should be branded as one of their advertised lines in order to meet the demands of the retailers who wanted a larger profit than the advertised line alTorded. The proposition engendered a warm discussion. It was a battle between those who insisted on keeping the quality up, regardless of the demands of these re- tailers, and those who insisted thai the retailer should have a cheaper shoe if he wauled it. Mr. Brown, rising, said: "A house divided against itself cannot stand. We are here t<> gel unity. 1 ,. M A MAN WITH A PURPOSE have been in the shoe business for thirty-four years. We have had the lace and the button shoe. For a time the button was the favorite, but the run went back to the lace because it is more comfortable and better adapted to the foot. You are now running on the Blucher but we hear from the East that the bal is coming back." Texas,— "They won't sell." Arizona, — "Mr. Brown, if we give our customers this cheaper shoe in the advertised line we will be giving them as good shoes as other factories." Mr. Brown, — "You all have your views, and some of you insist that when we give our customers this cheaper shoe we are doing as well by them as other factories. We are not trying to do as well as others, or as well as we have done in the past; this does not satisfy us, we must do better." "I have been thinking of six words, 'For their sakes I sanctify myself.' I keep out of outside things. I am giving my life to this business. Now here is a line of bals of which we have many in stock. Sup- pose we let you sell them at the price you suggest instead of putting in the lower grade shoe; won't that answer?''" A number cried, "No, sir!" Mr. Brown, — "With the five bals can't you get along all right?" Virginia, — "I can't sell as many." Texas, — "It will not do to cut our quality by putting in the cheap shoe. It will injure my trade." Nebraska, — "Mr. Brown, we need a full line of A SHOE COLLEGE 125 styles in the advertised shoe to supply our custom- ers who want a larger profit than they can get on our present prices. If you will change the name of this cheaper shoe to that of the advertised line, they will be satisfied." Mr. Brown,— "Won't the shoe answer the pur- pose of your customer under its present name ? We cannot make it the other shoe by merely giving it the name." Louisiana,— "Give us the styles and prices in the better shoe, so we can hold our trade. We are not anxious to cut the quality. What we wish is the styles and prices in the line our customers want." Factory Superintendent,— "We cannot sell that shoe at the price you want, without a loss, and I will not run a factory and make shoes to sell at a loss." Mr. Brown, — "I have as much interest as any of you. We cannot afford to cut the quality of our shoes. Rather than do this, 1 will give you the good -hoes at the price, and pay the factory the differ- ence myself." Pennsylvania,—"! don't like thai plan. I do not question Mr. Brown's ability to pay, but I would rather take the line as it is than to have a conces- sion on these term^. Texas, — "I have been fifteen years on the road. Before coming with this company, I represented a firm whose goods did not come up to sample. I asked them what it would ( OSt to make the shoes like the sample? They said, 'Twenty five cents a pair additional.' 1 told them to make the shoes like the [36 A MAN WITH A PURPOSE sample and I would sell them for twenty-five cents a pair more. They would not do it. As a result, I was always looking for new customers, and the house went out of business. If we are to stay at the head of the shoe business we must keep the quality up." Washington, — "To make a correct solution of this question, let us wait till after lunch. In this crowd there is much ability. With an honest heart and a clear brain, I feel we can solve this problem right. Solomon says, "In a multitude of counsel there is safety." Mr. Brown, — "It is an hour yet before lunch." Director, — "You are all unnecessarily excited about this question. I think your customers are not worrying half so much over it. The line you propose changing has the name of the company on it, and that is what the people are looking for. Mr. Brown suggests that we give you a line of five styles of bals, and that is all you need. The bal is the best fitting and feeling shoe we make." Arkansas, — "I think this question of changing the line is too big to be solved at this late hour. Most of us will see our best trade before new samples can be made. I think the best thing to do is to take out the line as it is." Colorado, — "I move we take out the line as it is." Florida, — "I second the motion." A vote was taken, every man rising in answer to his name. The motion carried by a vote of three to one. On motion of Ohio it was made unanimous A SHOE COLLEGE 127 with enthusiasm. Mr. Brown proposed the shoe college yell, when every man arose and shouted, "Keep the Quality up! keep the Quality up! keep the Quality up! " Our colleges are not more thorough in teaching, nor more exacting and severe in examination than this one. No salesman is allowed to go on the road until he knows his lesson. Sometimes a salesman is required to stay several days after the others have gone, to master the details of the knowledge de- manded. It makes no difference how long or suc- cessfully they have represented other houses, they must know the lesson here taught before starting out. They must know the business methods of Mr. Brown, must be familiar with the general business of the house, and imbued with its enthusiasm, so they may not only be able to sell to the best mer- chants, but command their respect and attention. Mr. Brown believes, as did Cicero, "In all mat- ters, before beginning, a diligent preparation should be made." And in all his efforts and plans in life he makes the words of Edward Everett sparkle: "The path to excellence and success in every calling, is that of appropriate preliminary education, diligent application to learn the art, and assiduity in prac- ticing it." lie knows that knowledge, skillfully and industriously employed, i^ more precious than rubies. Getting knowledge is not merely the harvesting of f;u 1 , the gathering of unfamiliar items for future u-e. It i^ a development, a training of psychic i28 A MAN WITH A PURPOSE power. Longfellow, in speaking of Augustine's ladder, says : "Heights by great men reached and kept, Were not attained by sudden flight; But they, while their companions slept, Were toiling upwards in the night." Skill has nothing to exercise itself upon until knowledge is acquired. Without knowledge industry goes to waste. Skill is the edge of the tool, knowl- edge is the weight behind the edge. Without weight the axe would be useless. The man of character who possesses a thorough knowledge of his business and holds that knowledge within easy reach for use, has the greatest possible power for carrying out his purpose. CHAPTER XXVII. THE SCIENCE OF PUBLICITY. No feature of Mr. Brown's advancing development has been more marked than his ideas of publicity. His system has been a gradual growth. In 1892, when in London, he saw in the Metropolitan Tab- ernacle (Spurgeon's church) a blackboard on which ' were announced the collections of the previous Sun- day, and a statement of the increase over the Sunday before. The thought behind this announcement was, if it showed an increase it would stimulate to larger giving, if a decrease, it would stir the people to make up the deficiency. Mr. Brown determined to adopt this system in his business, and began to post on a board in the front window of the store, the amount of the sales for the month and that of the corresponding month of the previous year, giving the increase or decrease. Some of his business friends chided him for the practice. A prominent hardware man told him it was unwise, that if his business was large and increasing it would attract competition, if a decrease, it would drive trade away, as people did not like to trade with a man that was losing ground. Vet he persisted in the |)t;i< ti< e, not only posting the Statements in the store and factories, but published the same the firsl day of . Q i 3 o A MAX WITH A PURPOSE each month in the Globc-Dcmocrat, and Republic of St. Louis, and the Record- Herald of Chicago. In 1893 the panic was felt in trade circles, and one month showed a loss of $130,000. There were some wagers made that the statement would not be published that month, but it was made just as prominent as the gains had been. At the present time, each day's business is posted in the store, not only each day, but three times a day, the volume of business up to the hour of making the announcement is posted on a board. So it is known three times a day just what the shipments are as compared with the same day the previous year. Keeping step with the advancing spirit of the age, The Department of Publicity' was created and placed in charge of a manager with a number of assistants. In no department of the great business are the de- mands more exacting in skill and efficiency. Their own publications illustrating the products of the factories with written descriptions, are works of art and a factor of strength, not only acquainting those connected with the company with the shoes and stimulating higher ideals in production, but they are a means of education to their merchant custom- ers, helping them to more intelligently dispose of the shoes. In this department the means of publicity such as signs, booklets, correspondence, etc., that have long been used are continued and greatly improved with advanced methods, but the great stride in the advance of the 'Publicity Department' was the begin- ning to advertise in high class magazines and peri- THE SCIENCE OF PUBLICITY 131 odicals. Their contracts for 1906 cover the inser- tion of advertisements in seventy-nine million, nine hundred and forty-four thousand copies of popular magazines. These magazines are read by nearly twenty million people. Few realize the value of advertising to the progress of the world. This science has been one of the great factors in promoting the brotherhood of man, and securing co-operation in carrying out measures for man's material and intellectual progress. Under modern conditions a single copy of a great daily costs more than $10,000. By advertising, thus se- curing the co-operation of the reader and advertiser, we become one of a band of brotherhood that buys a copy for a penny. In times of war when the result of a battle affects the interests of the civilized world, our great dailies have their brainiest men on the ground, and frequently expend as much as $5,000 reporting a single battle by cable. The science of advertising is the underlying element that enables this outlay. It increases the readers of the paper and thus adds to the value of its space. A single copy of a popular magazine, which we buy for a few cents, costs the publisher thousands of dollars. It often contains a single article which costs the pub- lisher Si, 000, and the writer a life of study and • arch. There has been advance in all methods of exploit- ation, and the rewards haw kept pace with advanc- ing skill. The tnosl effective is personal work, adding to the persuasion of words the eloquence of i 3 2 A MAN WITH A PURPOSE speech to give them additional power. The trav- eling salesman is simply an advertiser; his success depends on his skill, industry, tact, and honesty. Mr. Brown recognizes the ability of a salesman who advertises his wares, and pays more proportionately for skill and efficiency in this department than any other, not excepting directors and factory superin- tendents. But personal work is the most expensive means of advertising, and can only be used in the larger transactions which lay the foundation for general distribution. The consumer or user must be reached through less expensive methods, the most effective of which, in proportion to cost, is skillfully used space in publications of character, and wide circulation. One dollar expended in a medium of this class will reach more people than a thousand expended in a personal canvass, but of course it is not so effective with each. Through the means of advertising, thus securing the co-operation of large numbers in their use, vir- tually everything that contributes to the comfort and progress of man has been greatly improved in qual- ity and the cost reduced to a minimum. Railroads and steamships could not carry man all over the world, giving him the luxuries and comforts of home when en route, without advertising, thus securing large numbers of passengers so as to reduce the cost of each to a minimum. The demand for clever advertisements has developed schools for the teach- ing and study of this science. The amount of money paid for skill in the art of publicity is more than in THE SCIENCE OF PUBLICITY 133 most any other field, and the brainiest men are being drawn into this work. These men, with their business acumen, secure the best talent of pen and brush to assist them in giving the highest possible value to the space they buy. As a result of this combined effort, a study of the advertisements in a high-class magazine is an education within itself. The creations used to attract attention are often works of art that would do credit to the brush of a Raphael, and the written words of many advertise- ments are classics. A good advertisement not only increases the de- mand for an article, but stimulates the advertiser to improve the quality, and thus make its distribution cumulative. An inferior article cannot be success- fully advertised, for, as Lincoln said, "You can fool some of the people some of the time, but you cannot fool all the people all the time." In order to stand the expense of advertising, an article must make a friend of the user so that he becomes an advertiser for it within the circle of his friends. Mr. Brown with his faculty for grasping things, and utilizing them in carrying out his purpose, uses the great advertising mediums to introduce his shoes into every home, and battles to keep the quality up, SO that every pair used will make a friend. CHAPTER XXVIII. SIDE LIGHTS ON MR. BROWN'S LIFE. Although Mr. Brown devotes his life to his busi- ness, his family, and his church, he is not indifferent to his duties as a citizen. In 1896 he was deeply interested in the money question. He is a democrat, but was strongly opposed to Bryan's free silver ideas. During the campaign he was stopping at the Gilsie House, New York. In the early morning he went down to the washroom. Approaching an Irishman who was cleaning the brass work of the fixtures, rais- ing his hands in his characteristic way, he asked, "How are the Irish in New York going to vote?" The Irishman continued his rubbing and made no reply. Mr. Brown said to him, "Bourke is going to vote for McKinley, he made a speech for him last night." "If oi had as mooch mooncy as Cochrane got for makin' that spaech oi'd quit woork." said the Irishman. Mr. Brown replied, "McKinley is a fine man." "Yes, thar's lots of foine min, but oi hear that man O'Brian is a hard woorkin' man like meself, and oi'll vote for him." Mr. Brown is natural and frank in all the rela- tions of life. In his home, the family altar has a place. He reads the Scripture each morning and 134 o •J < w h h < ^ SIDE LIGHTS ON MR. BROWN'S LIFE 135 asks God's guidance for the day. His prayers are direct talks to the Lord in a conversational tone, and his blessings before each meal are in the same straightforward, earnest way. In the summer of 1905, we were companions on a steamer to South Hampton. In the company were his wife and two daughters, his pastor and wife and my son. He had secured a large stateroom with the view of morn- ing prayers en route. The younger members of the circle did not get down to the morning worship. In his frank and candid way, he prayed, "O Lord, we are not raising our children right. Dr. Williamson is here, Dr. Johnston is here, Mrs. Williamson is here, Mrs. Brown is here. O Lord, if our parents had raised us as we are raising our children we would not be here. O Lord, forgive us and we promise to have our children here to-morrow morning." The following morning, by the exercise of great tact and patience, he kept his promise. Later, in speaking of Mr. Brown, my son said, "His prayers arc so earnest and frank that they startle me. He talks so personally and directly when he prays, I almost catch myself looking around to see if God is there." !|r)|(l|t:|t$$l|tl|C A guesl one Sunday was walking with Mr. Brown along the driveway. As they passed a flower bed a little homeless snake wiggled in among the flowers. After a futile effort to dislodge it, they walked back 10 the veranda and Mr. Brown look up the Bible. After looking through it pages .1 few moments, he Called for tin- coa< hman, a negro man whom he had 136 A MAN WITH A PURPOSE recently employed, who professed deep religious con- victions. When the coachman came in he told him of the snake, and asked him to get it out of the flower bed. The man made quite a number of excuses and finally admitted he was afraid. Mr. Brown said, "Well, James, read this chapter," handing him the Bible with the place marked. The negro, much flattered, took the book, and after reading several lines came to these words, " Behold, I give you power to tread on serpents, and nothing shall by any means hurt you." Great beads of perspiration began to stand out on the negro's face. "Look heah, Mistah Brown, dis specifical scripture was written in de pistle to de Hebrews and ain't got no reference to niggers whatsoever, sah." Mr. Brown is tender of heart, but by reason of his investigating mind is seldom imposed upon. He looks into things, and his strong aversion to waste makes him careful in giving. In order that his con- tribution be not wasted, he tries to ascertain if the object is worthy. He has little sympathy for men slightly ill and complaining, but when they get down sick he is never too busy to visit them and send them flowers. One of his most intimate friends said to me, "Mr. Brown has never made me a visit except when I was sick. At such times he came often, and I could see sympathy beaming in his kindly eye and feel it in his warm hand-clasp." He stays by his friends; is friendly will) all but intimate with none. Visiting with him at his childhood home, I was PRESENT HOME IN ST. I OUIS SIDE LIGHTS ON MR. BROWN'S LIFE 137 greatly impressed by his eager interest in the friends and associates of his early life. His joy in meeting them was apparent, and his delight was freely ex- pressed when hearing of their spiritual and material prosperity. Those less favored by fortune, he sought out, giving them the glad open hand, administering to their material wants, but expressing greater inter- est in their spiritual needs. He prayed earnestly with and for them. This practice, I learned, was not characteristic of this visit, but has been his custom for many years in his frequent visits to the town of his youth. We went to his mother's grave, he stood several moments in pensive thought. As we left he said, "John, mother was a noble woman; I owe so much to her. When I come to her grave I feel and think more about heaven than earth. "Through life with all its lights and shades, One vision never, never fades; That vision bright is mother's face, The best of all about the place. No man can wander far enough, Though tossed by winds and seas so rouidi; But mother's face will to him come, A then he thinks of 'home, sweet home." After his mother died he said to me, "John, since mother's death, I have determined that I will put God first, family second, and shoes third.'' * * # t- * * * + ( >n a trip ea-t we had i<> < hange trains at .j \. M. \ we had an hour to wait we fond of amusements and is just as intense when engaged in sport as in busings. On the steamer shuffleboard was a popular game, being exrr. ise for both mind and body. The acme of the garni is to get on '■ten." \!t. r playing the game a 140 A MAX WITH A PURPOSE number of times, the thought of getting on "ten" seemed to catch him as a motto. Since then a favor- ite admonition is "Try to gel on 'ten.'" His good cheer and social disposition soon broke down the barriers to acquaintance among the pas- sengers, many of them being attracted by his candor and friendly spirit. He would often speak to young men and urge them to cultivate good habits and concentration, and to always try to get on "ten." vL* Mg »1* *1- *i* *J* |M Mr. Brown is a great believer in the magic word "work." He believes that in those four letters, WORK, are wrapped up all possibilities. He admires the industry and thrift of the Jews, their practical business acumen and concentration of purpose. When walking on Olive street near one of his factories, he saw a young Jew plodding along, bent under his pack. He was followed by a number of boys who were jeering and crying, "Look at him! look at him!" Throwing up his arms in his dis- tinctive way, Mr. Brown said, "Look at him! yes, look at him! he will own a big store on Broadway some day." ^ -T^ -T- ^T* : T^ : * : 'i* *T* Mr. Brown is partial to Marden and other writers whose expressions tend to character-building. He also reads a few of the leading periodicals, but his favorite book is the Bible which contains the very essence of practical wisdom for every relation of life. The Scripture not only includes a code of morals and a guide to health, but business maxims from the SIDE LIGHTS OX MR. BROWN'S LIFE 141 most successful business people the world has ever known. With all our vaunted knowledge and power of expression, we are weak in practical advice as compared with the old Hebrews. The Jews are the most successful business people and possessed of the most acute minds of any race recorded in his- tory, and the Bible contains the cream of the con- centrated wisdom of these people, compressed and burnished till it glows. The Jews have given the Christian world its moral laws, its spiritual ideals, its sacred faith, and the rule of conduct between man and man. A close study of the Bible, and the incor- porating of its principles into his being, has helped A. D. Brown to win in his life purpose. His ex- ample, more than his advice, tells of the advantages of living a moral and religious life. * * * h-- * * * * On a trip through Holland we went to Saardam, famous as the abiding place of Peter the Great while learning the trade of ship-building. The house he lived in is now the- property of Russia. Mr. Brown has only one measuring stick for all men, alive or dead, great or small, talented or simple, powerful or weak, a Napoleon or a janitor, and this measure was apparent when he accosted the Russian lady who keeps the house: " Madam, can you tell me what kind of habits Peter had ?" Our guide, an old Jew, broke in on the conversation stating that (here was no good in Peter, or any other Russian; that his habits were as bad a- Nero's. # + + #**# + i 4 2 A MAN WITH A PURPOSE Returning lo London from Stoke Poges, I was telling Mr. Brown of the delightful experience of sit- ting under the ewe tree and listening to my son read 'Gray's elegy'. He requested me to read the poem to him. He was greatly interested, and afterwards took his daughter Ruth to the famous churchyard. He frequently referred to the great pleasure afforded him by seeing the place associated with the name of Gray, and made immortal by his pen. Jji 5jC 5JC *(J 5JC ?JC *(v 3p When showing about twenty of the salesmen through one of the factories, an old employee living near, was reported sick and unable to attend to his duties at the store. Mr. Brown took the salesmen with him to call on the sick man. In answer to his knock, the maid not knowing who he was, said, " You will find him in the saloon across the street." He, with the entire party, found the man in the wine- room with his face in his hands resting on a table, asleep. He gave him a shake. The startled man, when he saw them, thought he had snakes in his boots. Mr. Brown ordered a carriage and took him to the hospital where he looked after him till he recovered. $ * * * * * * * One of the leading salesmen secured a position in the house for his son. He received a letter from Mr. Brown saying, "Your son was at Sunday school yesterday, we were all glad to see him." A few weeks later, "Your son was not at Sunday school yesterday. I sent for him to come to my desk. He said he went SIDE LIGHTS ON MR. BROWN'S LIFE 143 out to the country. I told hira if he could find a better place to go on Sunday than the Sunday school to tell me, I wanted to go with him." ******** Mr. Brown is usually very rigid in asking ques- tions and getting all the history of a man before giving him a place, but in some cases a very few questions have satisfied him. Some years ago a man applied for a position; he was busy, but asked for whom he had worked. The applicant was told to call again to-morrow. Going to the former employer he asked, "What do you know about Mr. ?" "He does not drink, chew, or smoke, and gets there every time." The man got the position without further questions, and has made a fortune. In another case he was not so inquisitive as usual. A young man from Kentucky sought a position. Mr. Brown began with his questions and soon asked, "Have you made any money?" "Yes, sir." "Have you saved any?" "Yes, sir." "How much?" "Twenty five thousand dollars." This answer ex- cited interest and surprise. He said, "Did you make all that?" "Yes, sir." "Hang up your coat, you have a job." ****** * * A prominent man who has been in business twentv five years within a block of Mr. Brown said of him. " 1 have never known a man to work for him who was industrious and honest, who did not make a fortune. He does not work for himself alone, 144 A MAX WITH A PURPOSE but for his employees as well. He is absolutely honest in business methods and gives full value for all lie gets. He has done more to make St. Louis a great wholesale market than any other citizen. His high character has had a business, moral, and religious influence on the world. He is a good Christian, a good citizen, a good merchant, a prince of men. His Christian character is shown by his deeds. To my knowledge, he is constantly helping the needy, and is never too busy to listen to appeals for help." Speaking to a prominent business man, I asked him to tell me what he knew of Mr. Brown. He replied, "You don't have to ask anybody about Brown; see the man, he is an open book, he covers up nothing." When the old Roman statesman, "Drusus", was asked by his architect how he wanted his house built, he said, "Build it so that every citi- zen may behold every action I perform." The de- mand for legislation requiring corporations to let the public know what they are doing and how they are doing it, would not effect Mr. Brown or change his methods of business, as he gives every feature of his business more publicity than has ever been sug- gested by the most radical advocate of such meas- ures. * * * # * * * # A wholesale drygoods merchant who has known Mr. Brown over thirty years, speaking of him, said: "He is one of the greatest men in St. Louis to-day. He has been the most prominent factor in making SIDE LIGHTS OX MR. BROWN'S LIFE 145 this city the leading shoe market of the world, and has done as much to make it a large distributing center as any other man. His high character so clearly re- flected in his life as merchant, citizen, and Chris- tian, has been an uplift to the business, social, and religious life of St. Louis. He always does his part and more, when called upon for help in any move of philanthropy, charity, or the betterment of civic con- ditions. In the effort to advance the cause of civic righteousness as reflected in the official life of Joseph W. Folk, he was one of the largest contributors. In company with another of the committee in a cause we felt was for the best interest of the city, as we approached his place of business we discussed whether we should ask him for $100 or $200. He was on an upper floor of his store. He turned, saying, "What can I do for you, gentlemen?" We explained the purpose of our visit, when he asked, "What do you think I should give?" We replied, " Two hundred dollars." Said he, " Go down to the office and tell Spencer to give you a check for $250, and charge to my account." "A work which had been on my mind several days Le 1 me to phone Mr. Brown one morning, and 1: if I could call and discuss the matter with him. He answered, "Yes, come at once to my house." The measure required $5,000. He subscribed $500, ordered his carriage, and we secured, in a can Of a few hours, the amount Deeded." * * :i: * * :|: * * A minister once wenl to Mr. Brown seeking help 146 A MAN WITH A PURPOSE for a certain cause. He had hardly introduced the subject when Mr. Brown said, "I can't listen to you, your collar and cuffs are so dirty." * * * $ :|: $ $ $ A prominent citizen of Granville, Mr. Brown's early home, said to me, " I knew A. D. Brown when a boy, and while he was full of boyish pranks there was always 'grim determination' in everything he did. If he wanted a thing done he made an oppor- tunity to do it, and did it." The following letters were received from Mr. Brown's former Pastors and his present Pastor. Rev. J. H. Cason, of Royse City, Texas. Mr. Brown's first pastor, writes : My dear Dr. Johnston : In 1867 I met A. D. Brown in Columbus, Mississippi. He was a clerk in the general store of his uncle. He impressed me as an unusual boy, in that he was absorbed in the business of the store. I never saw him take a minute in pastime, looking or conversation on the street. He went and returned in a hurry- In the store he watched for cus- tomers, and his bright sunny face made him the favorite of the country people. He took an intelligent interest in the business. One morning about 3 o'clock I was passing the store; seeing a light I went in. A. D. had all the clerks and some hired boys assorting potatoes, throwing out the rotten ones and wiping dry those that were sound, and replacing them in barrels. He said I will sell to-morrow every sound potato for seed, and we have a carload of fresh ones on the road from St. Louis. I will sell the fresh potatoes to every mer- chant in town; we will make money out of the potatoes this spring. And they did. All the grocery merchants had iust SIDE LIGHTS OX MR. BROWN'S LIFE 147 received their spring supply of Irish potatoes from Mobile, by boat and they were in bad condition and rotting rapidly, and A. D. to save those of his uncle worked all night. This was strong conduct for a young clerk. Soon after coming to Columbus he became a member of the Sunday school, a regu- lar attendant and close student of the Scripture. I said to him, "A. D., I want you to take a class of seven girls about thir- teen or fourteen years old." With tears in his eyes he said, " Brother Cason, I am not a Christian. I cannot tell those girls how to be saved." I said to him there is no Christian in the church that takes as much interest in the Sunday school a- you do. You can be a Christian. He took the class. We used A. C Dayton's question books. A foot note directed the teacher to call the name of each member of the class and ask, "Do you trust in Christ as your personal Savior?" All said, no. One of the little girls said, " Mr. Brown, do you trust in Christ as your jnTsonal Savior?" A. I), came in tears to me and asked to be relieved of the class. I said to him, you can now put your trust in Christ and settle the question. He went home with me; we prayed and examined the promises. Soon he told the class that lie did trust in Christ, and it was not long before most of the class followed him in trusting, if not all of them. From this point the deepest impressions of his heart was the praise and honor of God Religion was first. I felt that an unusual youth was in my hand-,; and I made the problems through which he passed, in business matters, subjects of prayer before I gave him advice that < hanged his plans. I See the Divine hand in what then seemed to be darkness. 1 love him as I have never loved any other man. All that he has ever done i.ir as 1 know, i> in line with duty to business and devotion to God. I wa in confidant and counselor in an affair whicb threat' ened to result in a duel with a hoi headed young southerner who v.a a clerk in a rival tore The moral courage he dis played in settling tin affair wa commended by all. He was 148 A MAN WITH A PURPOSE actuated solely from religious considerations and his duty to his mother and sisters. In the affair he showed more moral courage and wisdom than I possessed. Sincerely yours, J. II. Cason. Dr. J. P. Greene, President of William Jewell College, Liberty, Mo., Mr. Brown's pastor for many years : Dear Dr. Johnston: It would require a good many words for me to express to you my appreciation of Mr. A. D. Brown. We were asso- ciated together in the Third Baptist Church, and in many other benevolent enterprises for ten years. I have known him intimately since 1882. My analysis of his success is his devo- tion to one thing, and his intense energy in pushing that one thing. He has always taken good care of himself, and this added to a good constitution, has enabled him to do a tre- mendous amount of work. His thorough acquaintance with all the details of his business, and his determined purpose to have every man connected with him do his best, and his brilliant leadership in hard work, have brought things to pass. Mr. Brown is the kind of a man that never fails in tight places. He stands with his friends. Sometimes he is slow in making up his mind what course he will pursue. This can be said, I suppose, of all earnest men that mean to do things. But when he has once made up his mind you may count on him. He will do all you expect him to do and more, too. It would be out of taste for me to disclose to the public my inti- mate acquaintance with Mr. Brown. We have been con- fidential friends. I have always found him worthy my utmost confidence. My relationship with him through all these years has gradually deepened my love for him, and my admi- ration for his character. I have never seen anything unclean, nor unrighteous in the man. He would scorn to do a mean thing, and his heart is so tender that he would not cause any- SIDE LIGHTS ON MR. BROWN'S LIFE 149 body a tear of sorrow. He has been a great power in the Third Church, and in the Missouri Baptist Sanitarium, and in William Jewell College. He has done much good, and I am sure that he has a great desire to make his life count for good in as many directions as possible. When I think of him I always call to mind that beautiful proverb: "Seest thou a man diligent in business? He shall stand before kings." It seems to me that this proverb must have arisen in some good man's mind after reading the life of Joseph. So when I hear or think of it, I always think of Joseph, and then of Mr. Brown. lie is a living illustration of the truthfulness of this proverb. Yours very truly, J. P. Greene. Dr. W. R. L. Smith, Richmond, Ya., writes: My dear Dr. Johnston: I do like an appreciation so much better than an obituary; for, though the latter gives more freedom to eulogy it is not half so stimulating to the subject. If we all had more sense and religion we should have more words of praise for the living, and reserve fewer, perhaps, for the dull cold ear of death. And, by the way, that suggests to me one of the com- mendable traits of brother A. 1). Brown which must not be overlooked. It is my distinct impression, that J never heard him speak unkindly of anyone. He may have been too busy making shoes to notice the faults of others; at any rate I do not recall a bitter criticism thai ever fell from his lips. In the Bible it is one of die works of the perfect man, that he i-, cautiou aboul his >|>ee(h. He has said many things in praise of his brethren, and now like the bread casl upon the waters they threaten to come back to him. For more than live years I was brother Brown's pastor, and during the time I and my family W( re the re< [pientS of many "f his favor-, and substantial courtesies, the memory <>f which we gratefully 7 in our hearl - I frankly < 1 at hi co an1 devotion to all the inter- 150 A .MAN WITH A PURPOSE csts and services of his church, was to me a matter of some surprise. Intense absorption in a rapidly growing business, and the gratification consequent on multiplying wealth too often cool the Christian man's zeal ; not so with brother Brown, and I cordially commend his example to all the prosperous rich. I rank A. D. Brown as among the finest business men of the nation. He is one of the greatest of the captains of industry. Born a poor boy in New York, he has honor- ably and bravely won his way among our merchant princes. He brought no collegiate education to his life work. His invested capital at the outset was a lot of good common sense, clear cut purpose, an iron will, and resistless enthusiasm. His case and others like it make me sceptical sometimes, about the amount of time usually given to the schooling of our boys. He knows his business, as Napoleon knew the art of war. He knows all the leathers and when and where to buy; he understands all the styles of foot gear, and where to put the stitches and the tacks. Xor does it take him long to find out the right markets for his goods, and the men who can get the largest order. This great shoe-maker is to me an inspiring instance of the values of concentration, energy and eternal industry. That is genius, and that is the secret of success. It is cheer- ing to know that brother Brown regards himself the trustee of another's property. God has given him capacity and op- portunity for making money, and he has not forgotten the claims of Christian education, Christian missions, and Chris tian charity. I love to see a liberal man get rich. There was a Brown who founded Brown University, and his name will live forever. It may be there is another Brown, in Mis- souri, who will give his name to enduring fame by doing some- thing large and splendid for the world. For him I wish all good things, with a long and increasingly useful and happy life. Yours cordially, W. R. L. Smith. Dr. R. P. Johnston, Pastor Fifth Avenue Baptist SIDE LIGHTS ON MR. BROWN'S LIFE 151 Church, New York, who was Mr. Brown's pastor five years: Dear Johx: It affords mc pleasure to respond to your request for a word of appreciation of my honored friend, Mr. A. D. Brown. It has been my privilege in various pastorates to be associated with some very remarkable men, men of affairs, of commanding business and professional influence and standing. Among men of this class Mr. Brown is to be numbered. By patient industry and business genius he has built up a great enterprise, known all over the country. By methods which are acknowledged everywhere to be legiti- mate he has erected a handsome fortune, and no suspicion of dishonorable or underhand methods attach to his achieve- ment. In the fair field of open competition he has won the laurels of success; and what is more remarkable and praise- worthy, in the midst of the stress of business he has preserved the utmost simplicity and beautiful sincerity of his religious faith and life. Prosperity has not, as it so often does with less devoted men, obscured his spiritual vision or cooled the ardor of his love for God. He has shown faith by his works; and church, philanthropic and educational institutions have received the impulse of his sympathy and generosity. While all his friends rejoice in his prosperity and achieve- ment, they also believe that the past is but an earnest of what the future may bring, and are hoping and believing that the largest and noblest part of hi> life and work are still before him. Y< rv sincerely yours, R. I' Johnston. The following letter from Mr. Brown's present or: My Deas Do< ros Johnston: You a-k mi- to write you my estimate of Mr. A. D. Brown. This would 1«- a difficuh task within the brief compass of a letter 152 A MAN WITH A PURPOSE It was my privilege to witness a characteristic incident in his home when he was confined to his room as the result of an accident. His aged mother was present and when she arose to leave lie stood in deference to her, and with deep affection said, "Mother, I am trying to seek first the Kingdom of God, and that means to put God first, family second and shoes third." This has been the program of his life. He does not scatter his powers, but concentrates them in this three-fold channel. He lives in personal companionship with God, his home exalts the teachings of true religion, and the business speaks for itself. "Keep the Quality up," is one of his favor- ite mottoes, and he seeks this in personal character as well as in shoes. Mr. Brown commands men and circumstances because he has first mastered himself. The valuable maxims he has given to the business world are the product of his own expe- rience, and his most rigorous rules are for himself. He does not know how to do a task in a slip-shod manner, and in his presence a man wouid be ashamed not to do his best, whether it would be the making of a shoe or the preaching of a sermon. Hundreds of young men owe their business success to his silent but persistent influence. The life of Mr. Brown should be a source of strength to every minister of the gospel, encouraging him in the conviction that religion is fundamental in all true success. He alone is a sufficient refutation of the remark sometimes heard that the decalogue is out of place in business. He bears out Mr. Gladstone's observation that "Most men at the head of great movements are Christian men." He is one of the most faithful teachers in our Sunday school, and in more than thirty years he has rarely missed a prayer meeting at the Third Baptist church except when absent from the city, and on many occasions when absent has sent his word of greeting. There are many channels into which his thought and SIDE LIGHTS ON MR. BROWN'S LIFE 153 benevolence have gone of which it would be indelicate for me to speak, but I count it one of the great privileges of my life to be his friend and pastor. Very sincerely yours, \V. J. Williamson. CHAPTER XXIX. RELIGION AND PHILANTHROPY. There is no line that separates the religious and business life of Mr. Brown. In all he does he is zealous. His religion is a straightforward, practical kind free from cant, and is reflected through his transparent honesty in all the affairs of life. Since uniting with the church some forty years ago, he has been a liberal and steadily dependable contributor to the work. He has been a deacon, trus- tee and assistant superintendent of the Sunday school of the Third Baptist Church of St. Louis for more than twenty-five years. He is as regular and system- atic in the performance of his duties to his church as to his business. His favorite service is the mid- week prayer meeting. Not only does he attend all the church services himself, but in a tactful way urges his friends and business associates, including his employees, to do so. He contributes liberally to his church and to missions. He is one of the twelve who organized what is known as the " City Mission," the purpose of which is to help unfortunate men and women. He is one of the founders of the Missouri Baptist Sanitarium of St. Louis, and has given to its building and endowment large sums, and much time and thought. He was a liberal contributor to i54 RELIGION AND PHILANTHROPY 155 the fund for the purchase of the site for the Missouri Baptist Orphans' Home. His gifts to William Jewell College are helping to make that college one of the leading educational institutions of the Mississippi Valley. He is President of the Missouri Baptist Sani- tarium, a trustee of William Jewell College, also of Stephens College. He is a member of the Orphans' Home and City Mission Boards. CHAPTER XXX. ANCESTRY. Whether it be in the blood or a species of family honor, we do not undertake to say, but so far as we know where there is a high moral tone, it may be traced to an honorable line of ancestry. The Browns have furnished many distinguished names in the history of America. Forty-five of them have a place in our encyclopedia. Generations of the Browns of Providence, Rhode Island, with steady seriousness, consecrated their talents and gave much of their Wealth to promote the public good. They founded and sustained with increasing altruism, churches and colleges. One of them was the founder of Brown University, the first Baptist university established in the world. Great merchants, they were yet greater citizens. They stood for the highest type of Christian manhood. Their ancestor, Chad Brown, who came from England in 1638, was the friend and associate of Roger Williams, and with him, one of the founders of the first Baptist church in America, and suc- ceeded him as its pastor. Chad Brown was one of the agencies that planted first in American soil the tree of civil and religious freedom, the fruitage of which is the richest heritage of the human race. ,56 THE OLD CHURCH AT TRUTHVILLE, ON THE BANKS OF THE METOWEE RIVER. ANCESTRY 157 Alanson David Brown is a descendant of Chad Brown and inherited in a marked degree his ances- tor's Baptist faith, and talent as a merchant. His great grandfather, Jonathan Brown, went from Rhode Island in the seventies of the eighteenth cen- tury to Charlotte county, N. Y., and settled on the land, and established the homestead where Alanson was born. In 17S4 the name of the county was changed to Washington, the most honored appella- tion known to Americans, this being the first county or town to pay this tribute to the father of his country. Now this first Washington county has forty-one county namesakes, besides one state, and many cities, towns, and villages. In 1784 Jonathan Brown, with others, organized the Baptist church at Truthvillc. Their declarations of principles and faith evince the same spirit so manifest in the organization of the church at Providence, Rhode Island, nearly one and a half centuries before, declaring for religious liberty and separation of church and state. In this church Jonathan Brown was a deacon and trustee, and often in the absence of the pastor con- dueled the meetings which wen- fust held in the homes of the members, then in tin school house until the church edifice was built in [802. In the early history of this church Elder Brown is spoken of a a wi e counselor in all the affairs of the chunh and a helper to both pastor and members. On the occasion "I" his death in [826, we find this record: "The pastor ha i losl one of his mosl trusted 158 A MAN WITH A PURPOSE helpers, Jonathan Brown, a man of rare gifts and ability, and a man of intelligence and piety, true to the best interests of the cause of Christ." The stamp of this strong Christian character is evidenced in his descendants who, for more than a century, have occupied a pew in this same church and been active in its work. Eight of Jonathan Brown's direct descendants were in attendance on the one hundred and twentieth anniversary, August 19, 1904. David Brown, the grandfather of Alanson, was born in 1793. He was a lieutenant in the war of 181 2, a sterling character, inheriting the traits of his father Jonathan. He died in 1 828 at the age of thirty- five. His wife, Cornelia, daughter of Charles War- ren, a descendant of Joseph Warren, the first martyr to the cause of the Freedom of the Colonies, survived him nineteen years. The son of this worthy couple, David, the father of Alanson, was born February 4, 1820. Being left an orphan at the age of six, responsibilities were placed upon him in early youth. They developed a strong character. He wooed and won Matilda O. Roblee, and married at the age of twenty-six, his young wife being in her seventeenth year. To the old homestead, estab- lished by his grandfather Jonathan, more than sev- enty-five years before, he took his bride. Here the children were born ; three sons, and three daughters, all of whom are living, Alanson being the eldest. Both the parents were industrious, thrifty and deeply religious, and strongly impressed their char- acters on their children. o PQ < -J Q < O O o H W < 02 H 02 O Oh f-H X H O < w i w < o w PC H w X H < ANCESTRY i 59 The father was a prosperous farmer. He sold the old homestead in 1865 for $10,000 and purchased a farm in the suburbs of Granville, where he spent the remainder of his life a leading citizen, prominent in the affairs of his town and county. , The name of David Brown stood for three things, an honest man, a Baptist, and a democrat, and to these he was always loyal. His township was strongly republican, yet he was frequently elected to fill im- portant offices. He was a director of one of the banks of his town, one of the founders of the first Baptist church of Granville, a trustee,and among the largest contributors to the building of a church edi- fice and the support of its activities. In the language of an old citizen of Granville, " The Browns always stood for everything that is best, for the right, for the good." The same was told me of the Roblees from whom came the mother of Alanson. The Roblees are descendants of the French Hugue- nots who brought with them to this country their puritan virtues and Frenchman's love of beauty; and with their excellent habits and loyalty to truth contributed a vast share to the prosperity and culture of the United States. In 180C) the Roblees united with the Baptist church at Truth ville and since that time have been constant in it.-, work. CHAPTER XXXI. THE PURPOSE OF BIOGRAPHY. Says Phillips Brooks, "Biography is the literature of life. All literature is the expression of life of some kind; and since the noblest life is human life, the literature that deals with human life is the noblest literature. The individual life has a distinct interest that cannot belong to a group of lives; therefore biography has a charm that no other kind of history can rival. It is of value because it is exceptional, and also representative. Every life is alike and unlike every other. Every true story of a noble life sets before those who read it something that can be followed, but is incapable of imitation. It inspires in two ways: it gives help like the stars which guide the ship from without; and also like that of the fire that burns beneath the engine of the ship itself." Biography is a practical illustration of the possi- bilities of human life. It illustrates life in action. Carlyle says, " Biography is the most universally profitable, and the most universally pleasant of all studies. " In biography life is real, it inspires to strenuous endeavor by putting before us a demon- strated attainable ideal. It exhibits what we can do to adjust ourselves to environment, to take advan- tage of favorable, and overcome adverse con- 160 THE PURPOSE OF BIOGRAPHY 161 ditions. It was Emerson who said, " I cannot hear of personal vigor of any kind, or great power of per- formance without fresh resolutions. We cannot read Plutarch without kindling blood. v Plutarch's forty-six biographies of parallel Greek and Roman lives, though not possessing originality or great literary merit, have been of more value to the world, and exerted a greater influence, than all other Greek writings. Shakspeare found in them inspira- tion for three of his greatest tragedies. The biography of Benjamin Franklin, written by him- self, has done more for humanity than all his other writings, not excepting those on science and discovery. History is of little interest or value unless woven into the biography of the actors in the drama of its shifting scenes. How lifeless would be the history of the struggle of the colonies without the stories of Washington, Jefferson, Henry and other patriots. The war of the rebellion excites but little interest apart from the heroes of the struggle. How tame would be the stories of the battles of the army of Japan without the names of Oyama, Togo and other leaders. Writers of fiction must weave their flights of fancy into the biography of the child of their im agination, to secure the attention of the reader. George Elliot could never have reached the million, of readers with her splendid thoughts on the varied relations of life expressed in the story without weav ing them into the biographies of Adam Bede and Dinah Morri , 16a A MAN WITH A PURPOSE Through biography we may place ourselves in con- tact with the noblest of all ages. The man whose life inspires pure living, right thinking, and high en- deavor is worth knowing it matters not where or when he lived. The biographies of the Bible illustrate the truths it teaches. The stories of Abraham, of Joseph, of Ruth, of Samuel, of Daniel, of David, have been an inspiration to noble thought and endeavor through the ages. The golden thread running through all the pages of Prophecy is the story of the coming Christ. The secret of the matchless and perennial attraction of the four gospels is, that they do not merely pre- scribe what men ought to do and to be, but exhibit what man has been and done. Moral teachers before the coming of Christ, conceived and taught lofty ethical principles, but Christ not only transcended in his teachings the utmost reach of their loftiest thought, but by the moral radiance of his life gave to the world an object lesson of the perfect man. Energ- ized by his Spirit and stimulated by his example, men have followed him to new heights of moral excellence. The biography of Jesus has engaged the thought of man for nineteen centuries, and the power of his life has lifted the race from the period of its lowest condition of morals in the history of man- kind to its present high plane of love and light. God in his infinite wisdom saw that four bi- ographies of his Son were left to man, that the story of his life and the tragedy of the Cross might redeem the race and save the world CHAPTER XXXTI. THE DAY OF OPPORTUNITY. Opportunities for advancement are more abundant to-day than ever before in the history of the world. Paths to power are being cleared and made wider. The door to knowledge, to wealth, to happiness, now swings so easily that it opens to the touch of the man of purpose. In mine, field, forest, sea, and air, are vast reser- voirs of treasure ready to flow in answer to the call of " The man with a purpose. " The railroad, the steamship, the telegraph, the telephone are uniting men in interest and purpose, giving them a better understanding of each other, and enlarging opportunities for achievement. To-day the man of honor and determination has better assurance of success than ever before. As the world advances in education and wealth ii - wants multiply and new fields of opportunity are opened to supply them. Where there is a human need linn' i an opportunity for achievement. The need determines the intrinsic value of everything. That for which no civilized want calls is without value. Etisusele for the farmer, the mechanic, the I ientist, or the writer to spend time or talent in pro during that which mankind does not want. Ii i an ,6 3 i6 4 A MAN WITH A PURPOSE axiom, an unrepeatable law, that he who would secure the pay and love of his fellowmen must sup- ply them with that which their essential natures re- quire. The man who sees a need, and with large hearted devotion makes it a duty and pleasure to meet that need, is a benefactor to the race. Take care of mankind, and mankind's own interest will compel it to take care of you. Such a work not only brings prosperity to the man, but a deep peace of soul, worth far more than, treasures in money and land. The highest happiness is found in making others happy. Conscience and religion unite on this plan for a blissful life. Young men slick to the farm. The increasing needs of man, the improvement in agricultural machinery, and the experiments being made in agricultural chemistry and practical research, are opening new and broader fields for the alert farmer. There is no more inviting field for sure success than the farm, if knowledge is skillfully and in- dustriously used. The farmer who works and expands in mind and soul with his increasing acres and herds is on the road to true success. Large accumulations of wealth may not be so easily attained on the farm, but the food is fresh and more wholesome, the air more pure, the exercise more complete, the songs of the birds more sweet, and the environs more free from evil. He who would fill his life with happy days may find them in other pursuits, but the widest experience shows that THE DAY OF OPPORTUNITY 165 in America the farmer is most certain of reaching that goal. The mechanical field is bright with promise. Every new invention widens the field of mechanics and multiplies the opportunity of the workers to rise to the ranks of wisdom and independence. The spirit of brotherhood is expanding with the widen- ing influence of the Christian religion, and is slowly but surely battering down the wall of prejudice be- tween capital and labor, which has ever been a menace to our social fabric, and to progress in the business world. Capitalists are coming to recog- nize that the interests of the mechanic and laboring man and their own arc one. That the stability, safety, and increase of capital are dependent on the hearty and loyal co-operation of the rank and file of the industrial army. Employees are also realizing that they are equally concerned with the employer in the stability and growth of material wealth. The industrial field has grown to such proportions, and the demand for the laborer who will put thought into his work is increasing to such an ex- tent, that the rewards seem to have reached un- reasonable proportion in many of the activities. To think qui( kly, to reason accurately, to be honest and diligent, are requisites to advaiu ement in these days of rapid progress, and the man who possesses these qualities is in demand. Mai hinery will soon do all the unintelligent work, but the ni.iii of intelligence, and skill is always ill demand. The young man who works in the ranks 166 A MAX WITH A PURPOSE of the industrial army is happier and more favored than the son of wealthy parents who has been reared in luxury, and whose only thought is to play society, sport a yacht, or kill time in idle diversions. From the industrial army came Watt, Stephenson, Howe, McCormick, Carnegie, Edison, and thousands of others whose thought and labor have poured wealth into the pockets of mankind and made their names immortal. The door to trade is wider open, and more inviting than ever be j ore. In the field of commerce the oppor- tunities were never so many as now. Civilization and growing wealth have converted luxuries into necessi- ties, and the human family now include in its wants everything the earth produces. The inhabitants of the frozen North demand the fruits and flowers of the sunny South, while those of the tropics are calling for the products of the rigid climate. The humble home of the cotter is now luxuriantly furnished, and his family must have good clothing, dainty ornaments, musical instruments, books and pictures. The restless tides of trade constantly ebb and flow with new combinations, supplying opportunity for the effort of thousands where formerly a score met the demand. The great transportation interests on land and sea not only facilitate commerce and open fields in every country of earth, but the great army they employ creates a demand that is of itself a field of immense proportions, to say nothing of the enormous demands of these gigantic combinations in construction, equipment and operation. THE DAY OF OPPORTUNITY 167 To such tremendous proportions have the de- mands of the human family grown, that the most insignificant article requires the efforts of multi- tudes, in its production, transportation and dis- tribution. The many hundred varieties of luscious apples are all developed from the little bitter crab. These apples not only delight the taste and con- tribute to the health and sustenance of man, but in their production and distribution give employment to an army of fruit-growers, coopers, carry and merchants. The wild-rose which formerly wasted its sweetness on the desert air, has been developed into over three thousand varieties; their fragrance and beauty not only refine and elevate the heart where sunshine has sway, and carries peace and comfort to the sick and lonely, but have opened a field of commerce that engages the work of thou- sands of merchants. The wants of the world are countless and are daily increasing. The opportunities in the field of trade for supplying these wants are multiplying, and the rewards for skill and advanced methods in the art of distribution are growing greater as civili- zation moves onward. In the professions, advancing civilization has enor- mously increased the demand for competenl men. In the legal profession, (hanged conditions and multiplied values require a thorough knowledge and experience ill the draught of documents that will stand under the searchlight of the modern court. \- population increases values rise and in- i08 A MAN WITH A PURPOSE terests clash. Acts which arc allowable in a com munity of a few families, become crimes in crowded areas. The laws necessary in sanitation, the use of highways, and the public peace, establish new con- ditions and a new code of morals that must be observed. Our over industrious legislatures make laws by the hundreds and our federal and state con- stitutions are being constantly amended, our su- preme judges are daily making decisions placing a new construction on existing laws. The legal con- flicts over new regulations make bewildering con- fusion for the attorney to adjust. The demand for legal counsel and sane advice will grow as the years condense population and multiply great commercial and financial transactions. The rewards for pro- ficiency in this profession arc so great that we cannot retain men of large legal lore on the supreme bench unless they are influenced more by the spirit of the statesman and patriot than that of personal gain. The profession oj journalism is an alluring one for bright men who are ambitious to take a hand in the world's work. This field is a school of mental training full of potent promise. In this, as in all other fields the demand for able and competent men is in excess of the supply. The increase in periodi- cals and publications of all kinds is marvelous. It is estimated that there is an increase of three hundred thousand readers every month. New publications, and the improvement of existing ones, create a de- mand for trained and gifted writers. An omnivorous reading public is looking for something worth while, THE DAY OF OPPORTUNITY 169 and there is a supply of hidden literary material in the museums of earth, and in the social and business life, that can never be exhausted. Changes are con- stantly being made, hourly the curtain is rung up disclosing new scenes in the drama of life, and all nature shows a new face every year. The man with an alert eye who can see and analyze at a glance, and then describe and draw logical con- clusions, is greatly needed in this, "An age on ages telling, when to be living is sublime." In the exalted profession 0) medicine, the demand for men of highest skill exceeds the supply. A great desire of life is to be free from pain. As wealth in- creases, the indulgence in luxuries and unhealthy habits grows stronger among the well-to-do ; this tends to sickness, and they are willing to pay for relief. In the grind of the arbitrary forward march of the age, many must work in unhealthful and dangerous environs, and the restless ambition of Americans who eat, walk, and even sleep in a rush, intensities ills. This profession has to do with God's masterpiece, the human body. All creative processes looked to the building of man's body, and it should stir the blood of any man who engages in the sacred calling of keeping this vehicle of the soul perfect. To re- lieve [tain, to defeat disease, to enter the holiest relations of family life, is a high privilege that should be granted only to the best and truesl men. The need and reward for men in the an <>f healing i - 1 <>n stantly in< rea ing. One of tin noblest professions is that oj teaching. 170 A MAX WITH A PURPOSE The demand for well-equipped teachers increases with the supply. The desire to learn grows stronger as we advance in knowledge. The pay in material wealth is not so great in proportion to the knowledge required as in other professions, but rich daily exper- iences and the inspiration of training young minds develop poise and strength of character that is in- valuable in life. The teacher's greatest reward is in increased wisdom, and the consciousness of doing the good that the calling secures. The highest joy is found in making others happy, and the completest wisdom is secured by those who faithfully endeavor to give instruction to others. In this age of multiplied opportunity there is no more inviting field to the man of purpose, to the man who wishes to make his life count in the transforming forces of the world, than that of the ministry. Within the last decade, theological thought and interpretation have slightly changed. Most of the churches have shifted their views as to tenets and creeds, but the basal truths remain unchanged. Vital truths are eternal and do not change. The departure from the essential doctrines of the gospel is losing its force, and honest thinkers are returning in loyalty to the Bible. Churches have shifted from words to work, from theory to practice. The churches of Christ are gaining in strength and power, not as ecclesiastical bodies, but as working influences in the uplift and regeneration of the world. As Christians grow in grace there is less disposition to be exclusive, and this spirit is broadening the work THE DAY OF OPPORTUNITY 171 of the churches. The Young Men's Christian As- sociation, and other organizations of that class are kept up through the collective influence of the churches. The same may be said of hospitals and other works of philanthropy; they are built-up and supported by church influences working outside of denominational lines. The demand was never so great for capable ministers as to-day; men who are spiritual leaders, men who are soul-winners, men who will preach in deeds as well as words, men who glory in the gospel story, men whose words will have added weight with fathers and mothers because of having led their boys from sin and temptation to virtue and salvation. The ministry needs men of faith, strong and sympathetic, who will preach the gospel of Jesus and walk in his footsteps. There is no calling in which the rewards arc so great to the man of large faith, warm heart, clear head, and heroic spirit as that of the ministry. The demand for such men is more emphatic than ever before, and the rewards arc infinitely more valuable than treasures of houses, lands, and stock-. Such a preacher is never under- paid, however meager his pay in dollars and cents. The rewards of a minister arc beyond computing in terms of Imam e. To-day the word "opportunity" is written over the door of every field of human endeavor and says to the man with a purpose, " Come in." INDEX. Abraham, 162. Addington, J. A. ,29. Addison, Joseph 94. Advertising, 131. Armour, Philip D., 9 Armstrong, Leroy, no. Ashland, Mo., 44. Attention to Detail, 21. Augustine, 128. Backbone, 31. Band of Hope, 19. Baptist Church, Granville, X. Y., i 59 . Baptist Church, Jefferson City, 45. Baptist Church, Providence, R. I., 157. Baptist Church, Truthville, N. Y., 157, 159. Baptist Church, Third, Si. Louis, 38, 46, 75, 151, 154. Baptist, Orphans Home, St. Louis, 46, 155. BaptiM, Sanitarium, St. Louis, \S, 149, 154, 155. Barnum Hot<-l, St. Louis, 28, 29. 3°- , Lawn- iK e, 45. Hide, Adam, 161 . Beveridge, \llxTt J. 103. Bills, Charles ('., 36. I'.ili , Mi,, Ella, 35. Biography, 160. Blaine, J ame I '• ., 1 1 >. Bok, Edward, a 1. Bo ton, m.i >., «, 7s, 83, H|. Brady, Ilor.n <• 1 . X j , 85 . Bragg, 1 if nry M., 39. Britton, 1 rank, 32. Brittfin, James, 30. Brooks, Phillips, 160. Brown, Alanson, Jr., 36, 90, 93- Brown, Charles, 22, 25, 26. Brown, Mrs. A. D., 36, 135, I37» 158- Brown, Chad., 156, 157. Brown, David, 13, 17, 21, 158. Brown, Mrs. David, 13, 19, 23, 24, 26, 28, 141. Brown, Estelle, 36. Brown, Cornelia, 15S. Brown, George Warren, 25, 26. Brown, J. P., 23. Brown, Helene, 36. Brown, Jane, 36. Brown, Jonathan, 157, 158. Brown, Laura, 25, 28. Brown, Nicholas, 97, 156. Browns of America, 156. Browns of Rhode Island, 156. Brown, Paul, 104. Brown, Ruth, 36, 146. Brown, Vesta, 36. Brougham, H. P., 63. Bryant & St rat ton, 47, 50. Burnes, L. C, 104. Hums, Robert, 97. Buxton, Charles, 76. Byron, 35. ( !aesar, Julius, 43. ( landor, 05, [44, Cary, Alii e, 100. Carleton, Murray, 104. Card, from Elder Rothschild's Hank, 39. ( 'are, of Body, 104. Carl vie, Thomas, ioij, 100. Carnegie, Andrew, \.\. [66, '73 l 7A INDEX Carroll, W. H., 34. Cash System, 32, 33,34,5 • ■ > ' 5- Cason, J. H., 25, 27, 151. Cheerfulness, 93, 94, 144. Chesterfield, Fourth Earl of, 108. Church Friends, 30. Cicero, Marcus Tullius, 127. City Boy, 14- Clark, Champ., 103. Cleanliness, 100, 143, 150. Cochrane, Bourke, 134. Concentration, 18, 41, 7-,. 144 Commercial, Bank, 29. Cockrell, F. M., 102. Cooper, Peter, 97. Cornell, Ezra, 97 Cowper, William, 38. Courage, 107. Country Boy, 14, 51. Crabbe, George, 64. Cupples, Samuel, 9, 103. Daniel, 162. David, 162. Dayton, S. C, 151. Determination, 107, 150. Dibble, Mrs. Laura, 25, 28. Diligence, 98, 107. Dingley, Nelson, 115. Douglas, W. L. no. Dow, Neal, 41. Dress, 83. Duty, on hides, no. Early Tasks, The influence of, 14. Economy, 15, 19, 67, 104. Eliot, George, 161. El Paso, Texas, 60. Ely, Frank, 28, 29, 44, 45. Emerson, Ralph Waldo, 31, 42, 161. Employment, 109. Enthusiasm, 33, 41, 42, 45, 93» 95. J °7- Estes, J. H., 26. Everett, Edward, 127. Eureka Springs, Ark., 64. Farmer boy, Influence of, on city, 50. Faunce, W. H. P., 103. Fidelity, 107. Field, Cyrus, 14. Field, Edward, 14. Field, Marshall, 9, 15, 50. Finnett, John, 24. Folk, Joseph W., 145. Ford, S. H., 138. Franklin, Benjamin, 49, 161. Franklin, John, E., 104. Frugality, 22, 50, 100. Garfield, James A., 113. Generosity, 100. Gilsie House, New York, 134. Girard, Stephen, 97. Gladstone, W. E., 113. Globe-Democrat, St. Louis, 130. Goethe, Johann W., 107. Gould, Jay, 21. Gray, Joseph, 24. Gray, Thomas, 142. Granville, N. Y., 86. Greely, Horace, 41, 48. Greene, J. P., 149. Guaymus, Mexico, 57. Guernsey, David W., 28. Habit, 14, 15, 62,63, 100, 112, 144, 146. Hale, Edmond R., 56. Hamilton, Alexander, 55. Hamilton, James, 29, 32, 37. Harvard, John, 97. Hawley, W. F., 35. Health, 100, 107. Henry, Patrick, 161. Herald, New York, 139. Ilines, Jim, 21. Honesty, 42, 50, 104. Idleness, in. Impurity, 101. Industry, 15, 18, 19, 22, 33, 42, 45- 5°> °7» 9°. 10 4» 161. Influence, 39, 45, 50. Integrity, 50, 57, 107. Jefferson City. Mo., 45. Jefferson, Thomas, 49, 161. Jews, 140. Johnston, J. Lawrence B. 139, 146. Johnston, R. P. ,150. INDEX i/5 Jones, Silas P., 28, 142. Jonson, Ben, 100. Joseph, 162. Journalism, 16S. Kincaid, J. H., 21, 22, 106. King, A. W., 25. Ladd, Chauncey, 41, 89. Ladd, Charles P., 91. Lincoln, Abraham, 133. Little Things, 82, 85. Longfellow, W. H., 128. Louisville Theological Semi- nary, 44. Lytton, Bulwer, 42. Marden, O. S., 140. Mason, Charles L., 106. Mason, L. R., 19. Marmaduke Military Acad- emy, 57. Maxims, 145. Maxims of Elder Rothschild, 39» M5- Melson, E. P., 104. Merchants Rank, 28, 29. Metropolitan Tabernacle, London, 114, 129. Moltke, Von, 82. Momentum, with united num- bers, 89. Morgan, J. M., 26, 27. Morris, Dinah, 161. Mottoes, 23, 24, 27, 40, 41, 4.3. 49. 77. « s 4. 144- McCormick, Cyrus, [66. McLaren, Williams & Com pany, 28, 29. M< IJroy,W.F.,.|7, 52,97 M< Kinlcv, William, 115, [34. McCurdy, Rii bard, 139. Napoleon, (>, Si. ro, 1.41. lonan, 'I noma 1, 26. < Opportunity, Door open to, 36, <•■>. I63 ( Opportunity, for the fai mei , [64. Opportunity, foi the physi- 1 1 . 1 1 1 , 1 ( «) Opportunity, for the lawyer, .67. Opportunity, for the teacher, 170. Opportunity, for the merchant. 169. Opportunity, for the mechanic, 165. Opportunity, for the minister, 170. Opportunity, for the journal ist, 168. ' Oyama, 161. Panic, 1873, 32, 33. Panic, 1893, 130. Parker, L. S., 105. Patti, Adelina, 75. Peabody, George, 97. Peter the Great, 141, 142. Planters Hotel, St. Louis, 35. Piatt, O. H., 15. Pluck, 32, 107. Plutarch, 161. Poor Boy, 14, 15, 16. Princeton, Two Students of, 14. 15- Purity, 42, 48, ior, 105, 107. Purpose, 33, 48, 56, 79, 93, 94, 107. Randolph, Tom, 105. Record-Herald, Chicago, 130. Religion tends to economy, is- Republic, St. Louis, 55, 130. Reverses, Value of, 18. Rice, W. B., 33. Rice & Hutchins, 33. Ri« h Men's Sons, 14, 1 ;, i<> [68. Righteousness leads to health. 48. RoUee, Matilda. <>., ,-x. Roblees of Granville, \. \ 159- Koi ky Farm . 15. Roe, John J , 15, Roth 11 bild, 39. Roosevelt, Theodore, 1 1 1 . 1 1 | l.S. Ruth, toa Sargent, Ep< ■, 108. Scott, Walter, 48, m. 1 76 INDEX Sentcr. \Y. M., 28. Shcrrod, C. F., 25. Shakespeare, William, 70, 108, 161. Simmons, E. C, 9. Sloan, James M., 84. Sloan, W. M.. 53, 54- Small, Potatoes, 17. Smile, The value of a, 93. Smiles, Samuel, 94. Smith, Sydney, 100. Smith, W. R. L., 149. Southern Hotel, St. Louis, 33- Spencer, R. F. , 57, 145. Spicer, Albert, 104. Spurgeon, C. H., 113, 129. Stony Farm, The advantages of the, 15. Stephens College, 155. Stephens, E. W., 105. Stephenson, 166. Stoke Poges, 142. Stowe, Bills & Whitney, 35. Sumner, Charles, 30. Sunlight Factory, 77. Tariff, Protective, 115. Teachers, 50. Teasdale, Miss Kate, 27. Teasdale, W. C. Sen, 27, 62. 141. Teasdale, W. C. Jr., 29, 62. Thrift, 18, 33, 90, 96, 97, 98, 116, 161. Time, 42. Togo, 42, 161. Truth, 22, 46, 48, 102. Touraine Hotel, Boston, 84. Van Dyke, Henry, 76. Vice, 67, 97, 101. Virtue, 67, 97, 101. Wade, Festus J., 103. Wanamaker, John, 41, 103. Waltham, Mass., 35. Warren, Charles, 158. Warren, Joseph, 158. Washington, George, 43, 55, 82, 161. Watt, 166. Webster, Daniel, 37, 100. Wealthy Parents, 16. Wellington, Duke of, 82. Wesley, John, 100. What can I do best, 20. Wheeler, Joseph, no. Wilcox, Ella Wheeler, 93. Williams, Eugene F., 34. William Jewell College, 149, Williams, Roger, 156. Williamson, W. J., 135, 153. Williamson, Mrs. W. J., 135. Work, in, 140. Yale, Elihu, 97. Yeatman, James E., 28, 21). Young, Edward, 24. Zeal, 45, 70. Zimmerman, Harrv, 87. The Question of the Hour BY JOHN T. M. JOHNSTON, D. D. What Leading Men Say of It : CENTRAL REVIEW, ST. LOUIS. ' Dr. Johnston is a master of the art of saying great things." THE STANDARD, CHICAGO. " Dr. Johnston is a close thinker and student. In 'The Question of the Hour' he has given to the world a volume rich in great thoughts and fascinating in style. ' THE MIRROR, ST. LOUIS. " Eloquent, straightforward, convincing." THE CHRISTIAN EVANGELIST, ST. LOUIS. " "The Question of the Hour,' by Dr. John T. M. Johnston of Delmar church, reveals the spiritual breadth of the author, his in-ight. his catholicity, his ability to se-; the vital points of any subject and present them with clearness and tores." THE WORD AND WAY, KANSAS CITY. " It will gladden hearts and enrich lives. Dr. Johnston is a laborious student wi;h a keen interest in men and things". Has traveled much, seen much, learned much. Hasan active brain and a big warm heart, which he effectively uses in sharing his vision with others." HENRY C. MABIE, D. D., LL. D., BOSTON. " 'The Question of the Hour' is full of stirring thought and noble utterances, characteristic of its honored author." GEORGE W. TRUETT, D. D., LL. D., DALLAS, TEXAS. " 'The Question of the Hour' is all good from hrst to last." JOHN CLIFFORD, LL. B., D. D., LONDON, Prest. Baptist World Alliance. "The timely treatment of timely subjects in 'The Question <•>( the Hour' is able and gratifying, and will help on thi 3 ol the world." SAMUEL J. NICCOLLS, D. D., LL. D., ST. LOUIS. "Tin- autboi ony for truth is clear and po itlve, plain and pi ii !!■ al, and i i t Jrm. 'The i ol t iiu Honi !"■ Ini pirattoiuu, it baa i iihsm.hi." H. L. MOREHOUSE, D. D., LL. D . NEW YORK. '• l hnd it dil the perusal ol its con- tents. 'I be Quest! m of the tl ol the author winch Im.s given him such a large place in the life ol this H. E. TRUEX. D. D., MEXICO, MO. " ''I be '. ill iur' . I shines. It is full ol illustration, Information and Inspiratl a PROF. GEO. PLATT KNOX, ST. LOUIS. •• 'i ... Qui • a ol the I lour has w, ' B. H. CARROLL, D. D., LL D., WACO, TEXAS. "The messages in 'The Question of the Hour' are short, are spicy, are timely." R. J. WILLINGHAM, D. D., RICHMOND, VA. " The Question of the Hour' is great it has a mission, it will ac- complish good, in hearts, homes, churches and the worid." JUDGE A. G. MOSLEY, ATOKA, I. T. "The volume is rich in thought and eloquence." W. R. L. SMITH, D. D., RICHMOND, VA. "The swing and vigor of the author's work, the dash and brilliancy of his paragraphs will win the admiration of his readers." EDGAR E. FOLK, D. D., NASHVILLE, TENN. "The volume is fresh, stimulating, helpful." J. S. McCLELLAN, ST. LOUIS, " 'The Question of the Hour' could have been appropriately named 'Crystallized Thought of the Twentietli Century.' The author con- sidered the wants of the reading public who find surplus time a scarce article." J. S. KEMPER, D. D., CARTHAGE, MO. " 'The Question of the Hour' is the key note, the issue of the hour, the century, the age. The message is great, is timely." J. M. FROST, D. D., NASHVILLE, TENN. " Its contents are wonderfully typical of the author. To read it is a delight and inspiration." MANLY J. BREAKER, D. D.. ST. LOUIS. "Dr. Johnston has chosen themes that interest all, wrought them out with unstinted pains, and presented in a form at once strikingly characteristic and thoroughly interesting. W. H. P. FAUNCE, D. D., LL. D , Prest. Brown University. "The author of 'The Question of the Hour' has remarkable power for conveying himself through the printed page In reading the book I feel as if 1 were listening t.i his voice. The messages in this volume aie spoken in no uncertain tones and will be carried far and wide." WALTER WILLIAMS, COLUMBIA, MO. "The themes touch the deeps of life. 'The Question of the Hour is filled with helpful thoughts expressed in clear and sparkling phase. On every page are gems which merit quotation and re- membrance. The author says that which is worth while, and says it in fitting phraseology." AUSTEN K. DeBLOIS, D. D., CHICAGO. " I he volume is instinct with the virility of a strong man's convictions and the messages are the results of a careful and scholarly study of the chief issues of the time." HON. W. B. MUNSON, DENISON, TEXAS. "The author has the faculty of putting more good sense and warm hearted human nature in his messages than any other whose works 1 have read." J. C. ARMSTRONG, D. D., ST. LOUIS. " Few men surpass Dr. Johnston in ability to grasp the meaning of passing events and giving them prophetic interpretation He is a scientist and seer ; he understands facts and in th-Mii reads the future. He knows men and things, and knows how to describe them." A. U. BOONE, D. D., MEMPHIS, TENN. " "The Question of the Hour' is just to my liking. Its contents are instructive, uplifting, vigorous and insp.ing." W. C. BITTING, D. D., ST. LOUIS. " Dr. Johnston has a singular felicity in putting himself in his literary style. In 'The Question of the Hour he has been judicial in his estimates, discriminating in his material and saneir his words. The volume does credit to his head as well as his warm heart, and wide- ness of outlook." DAVID M. RAMSEY, D. D., CHARLESTON S. C. " Each chapter is a gem. The chapter on Great Britain is full of the kind of information the reader wants and is told in a natural way, with fine touches of the chatty method so necessary in good narrative." E. G. DAVIS, ST. LOUIS. " Dr. Johnston is never more himself than when lifting the horizon of some worthy man or worthy enterprise. In 'The Question of the Hour* the best expression of his manner before an audience is found in the chapter ' Visions and Plans.' A visionist himself of the most practical kind, he knows how to reach the heart's best impulses, he knows how to make men believe in themselves— that they can — if they will. The book throughout is frank and fearless, full of spark- ling wit, the lustrous generosity and the keen insight of one who knows men and their battles." J. C. MAPLE, D. D., ARMSTRONG, MO. "The addresses of Dr. Johnston, although in reading them you miss his charming eloquence, yet they are so profound and clearly ex- pressed, the burning words warm the type." REV. GOVE JOHNSON, BUFFALO, N. Y. " It was a great joy and treat to me to follow the author through the timely subjects treated, especially his observations in Great Britain." W. J. WILLIAMSON, D. D., ST. LOUIS. " 'The Question of the Hour' is a many sided book and speaks to every condition of life. Dr. Johnston has sanely interpreted Divine truth in terms of humanity, bringing to the heart the noblest incen- tives. Many a young reader will be inspired to dream and to plan, joining with noble lives in the upreach for a crown." THE CENTRAL BAPTIST, ST. LOUIS. " The Question of the Hour' met with such demand that the first edition h;is been exhausted, and a second with additional messages and index t < > proper names is mst from the press. The volume is the cream of the thinking and ol the experience of a wide awake set bat the rare faculty ol being able to look in all directions, and of thinking while he looks, li is an illustration how occasionally is found ri man who can put himself into the book he writes. Its bical sketches are models of their class and mines of useful Information." Price $1.25 Net, Postpaid. AMERICAN BAPTIST PUBLICATION SOCIETY PHILADELPHIA, CHICAGO. ST. LOUIS DALLAS, ATLANTA, BOSTON UNIVERSITY OF CALIFORNIA LIBRARY Los Angeles This book is DUE on the last date stamped below. Form L9 — 15m-10,'48(B10UO)444 THE LIBRARY •"T^OTT-V- / I ■/ CAT TI?m?"NrT k. _■ 275 j CT 275 (JC< '%&- >w 000 663 560 T " " I m