profits, and always make a liberal allowance for cost over the figures
you have prepared, and deduct a liberal percentage from the receipts
you anticipate. Be very conservative in matters of figures, and then
some.

The building you propose to put up will cost far more than your
architect tells you. You know this in advance, and you make an
allowance for extras, but when the bills all come in you will find that
in addition to the estimated cost and the extras which you have figured
on, there will be something else to pay.

The sales of a business you propose to embark in will be less than you
or your manager figure they will be.

Always allow for enthusiasm and imagination in the matter of
prospective receipts.

When your plans are all in shape show the documents, contracts and
agreements to your lawyer, and get his legal, but not his personal,
advice.

You must be the doctor of your own business.

Remember, a lawyer knows law, and a business man knows business.

Be a Producer

Employes are divided into two classes--the kind that makes profits and
the kind that is on the expense side of the ledger.

The young man who has the foresight and ability to get on the selling
side, the side that brings profit to the house, has the decided
advantage over the young man who is on the expense side.

Book-keepers, stock-keepers, clerks and all other expense employes are
paid far lower salaries than the salesmen and buyers, those who produce
results.

In the newspaper business the editor with his college education has
practically attained his limit of progress when he is 40 years old. He
may get from $20.00 to $80.00 or even $100.00 a week as editor.

The young man in the advertising department may get from $50.00 to
$200.00 a week. He is a producer of tangible results; the editor
produces theoretical results.

In every business the man who sells things, who brings in the profits,
is the man who gets the best pay.

The boss will grudgingly give a dollar a week increase to the
book-keeper. He only thinks what it would cost him to replace the
book-keeper.

The producer gets his increases in $5.00 and $10.00 a week jumps.

The expense employe is in competition with the great army of the
unemployed, and there are multitudes who will work for less money than
the man who is holding his job on the expense side.

The producer, on the other hand, knows how much profit he is bringing
into his house, and if thos