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No. 11 of a Series

No Change of Policy
No Change of Form
No Stunts

are responsible for
the steady growth of

Scribner's
Magazine

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House-Tops from
Earth's Depths

To help men get good roofs; to reduce repair and repaint bills—that's the purpose of the Vermont Slate Manufacturer's Publicity Bureau.

By actual plans and pictures, facts and figures, the Bureau is showing many men the whys and wherefores of Vermont Seagreen Slate for roofing.

This slate, dug from the depths of Vermont quarries, is just cleft and cut, then ready to roof. It's a Nature-made roofing with Nature's inherent beauty.

The task of presenting this free service to the Nation has been entrusted to Advertising Headquarters. It is a work in which we are much interested.

N.W. AYER & SON

Advertising Headquarters Philadelphia

U New York Boston Chicago

\\ \

Ask Washington About the Farmer PRINTERS' Ink

Last year the American Farmer got a two billion dollar raise of income.

A report issued by the Department of Agriculture on January 14 of this year shows that in spite of the crop shortage the farmers made more money last year than ever before in the history of the country.

The farm income of 1916 beat that of 1915 in every state. In some instances the 1915 income was nearly doubled.

* * *

Give these figures a second thought.

Somebody paid out two billion dollars more last year for farm products and got less for their money at that.

Who paid it? Why, the city man of course. When he sees these figures he will understand a lot of things that have been puzzling him about the high cost of living.

But the main thing after all is what you are going to do about it.

The Standard Farm Papers are the papers that are read by the men who got a large share of that two billion dollar raise.

Because the Standard Farm Papers are the ones that are bought by the men with whom farming is a business, not a pastime.

These papers deal with the problem of making farming a more profitable business.

And each paper is a specialist and an authority in its chosen line. You can't talk generalities to the farmer and get away with it for long. You've got to deliver the goods.

All Standard Farm Papers

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THE
STANDARD
FARM PAPERS

ARE

Progressive Farmer

EltabHtliea 1886

Birmingham, Raleigh Memphis, Dallas The Wisconsin Agriculturist

I.WhW 1877

The Indiana Farmer

E$tablUhea 1845

Pacific Rural Press

t -t-i'-l-ht-l 1870

The Farmer, St. Paul

Eitabltthed 188t

The Ohio Farmer

I.MMi.l.J 1848

The Michigan Farmer

Eitablithed 1849

Prairie Farmer, Chicago

I'wikm 1841

Pennsylvania Farmer

Eitablithed 1880

The Breeder's Gazette

EttablUhed 1881

Hoard's Dairyman

EttablUhcd 1870

Wallaces' Farmer

I ■ttt.l-l.--i 1895

WALLACE C. RICHARDSON, Inc.

Eastern Representatives

381 Fourth Ave., New York City

GEORGE W. HERBERT, Inc.
Western Representatives
Conway Building
Chicago

arc members of A. B. C.

A JOURNAL FOR ADVERTISERS Entered As Second-class Matter At The New York, N. Y., Post Office, June29,1893 Vol. XCVIII New York, February 22, 1917 No. 8

Getting the Employees of Large Corporations to Work in Harmony

An Asset That Even Some Successful Concerns Have Never Secured

By George F. Whitsett

Of the International Harvester Co. of America

HAVING observed that some large corporations are as smooth-running as a power-house and that others are arenas full of individuals battling with each other for records and honors, I set out to do a bit of probing into individualism vs. solidarity. I bethought me of a sales-manager in a corporation noted the world over for the latter quality—a man who has grown up in the business and represented it in many fields and capacities. It wasn't very hopefully that I approached him, for a successful business man isn't always up on the philosophy of corporations.

In response to a question as to whether he had ever noticed the wonderful spirit of co-operation and friendliness among the men of his organization, he replied, "Have I ever noticed it? Rather 1" Then I asked him how he accounted for it and he waded into the subject with fervor:

"Any company can have unity of spirit among its men if it has unity in what it stands for. A company can't stand for one thing to-day and another thing to-morrow and expect to have any kind of cohesion in its organization. Its men will be taking 'two steps forward and one step backward' like Andreyev's Sabines, and the result will be one grand zigzag and criss-cross. It will look like a practice scrimmage between a couple of pick-up elevens.

"The founders of this business more than half a century ago had certain well-established principles upon which their business had to be conducted or not at all. And the present heads of the corporation, luckily for us, still adhere to the same rules of the game. When we have all been trying to run in a given direction for so long, it isn't strange that by this time we all run pretty well together.

"Not long ago there was a meeting of our executives and sales heads. The treasurer of the company presented some charts he had prepared which showed that we were in a fairly serious position, due to the rapid and unexpected rise in materials' prices. He showed, to our alarm, that the prices of all our raw materials were sailing over the moon, and when he had finished things looked pretty blue. Everybody looked as if he were being present at the inquest of a friend.

INTANGIBLE, BUT IT COUNTS

"Then the president got up and said there was more to our company than selling goods for profit. He said there was a great deal in how the business was done and that on that score he was immensely pleased. 'There's something,' he said, 'besides money in this business.'

"You should have seen the faces brighten up. Speeches followed from the branch house managers

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