ind. You cannot start
without capital." Young man, let me illustrate for a moment. I must do
it. It is my duty to every young man and woman, because we are all going
into business very soon on the same plan. Young man, remember if you
know what people need you have gotten more knowledge of a fortune than
any amount of capital can give you.

There was a poor man out of work living in Hingham, Massachusetts. He
lounged around the house until one day his wife told him to get out and
work, and, as he lived in Massachusetts, he obeyed his wife. He went out
and sat down on the shore of the bay, and whittled a soaked shingle
into a wooden chain. His children that evening quarreled over it, and he
whittled a second one to keep peace. While he was whittling the second
one a neighbor came in and said: "Why don't you whittle toys and sell
them? You could make money at that." "Oh," he said, "I would not know
what to make." "Why don't you ask your own children right here in your
own house what to make?" "What is the use of trying that?" said the
carpenter. "My children are different from other people's children." (I
used to see people like that when I taught school.) But he acted upon
the hint, and the next morning when Mary came down the stairway, he
asked, "What do you want for a toy?" She began to tell him she would
like a doll's bed, a doll's washstand, a doll's carriage, a little
doll's umbrella, and went on with a list of things that would take him
a lifetime to supply. So, consulting his own children, in his own house,
he took the firewood, for he had no money to buy lumber, and whittled
those strong, unpainted Hingham toys that were for so many years known
all over the world. That man began to make those toys for his own
children, and then made copies and sold them through the boot-and-shoe
store next door. He began to make a little money, and then a little
more, and Mr. Lawson, in his _Frenzied Finance_ says that man is the
richest man in old Massachusetts, and I think it is the truth. And that
man is worth a hundred millions of dollars to-day, and has been only
thirty-four years making it on that one principle--that one must judge
that what his own children like at home other people's children would
like in their homes, too; to judge the human heart by oneself, by
one's wife or by one's children. It is the royal road to success in
manufacturing. "Oh," but you say, "didn't he have any capital?" Yes, a
penknife, but I don't