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V O L . LVII. N o . 20. Published Every Saturday by Edward Lyman Bill at 373 Fourth Ave., New York, Nov. 15,1913
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The Day of Random Effort Is Passed.
I
T becomes more and more apparent that everything is tending towards specialism. We see it
in every department of life. Even the farmer has caught the trend and now specializes so
that his work returns him greater revenues than ever before.
Specialism means nothing more or less than concentration upon a particular line to the
exclusion and elimination of general plans or purposes.
Specialism has become necessary as competition has become keener, and one of the chief aims
in life is to add to our mental store in order to become more efficient.
To neglect this thought, particularly for men identified with the creating and selling of prod-
ucts, means that sooner or later failure is encountered, for the aggressive, systematic specialist
must and will triumph.
To succeed under modern conditions we must concentrate, and concentration means in its
largest sense well-directed effort.
It aims for direct results, and the day of random effort is passed.
Above all, concentration makes for the elimination of useless effort. It is the mark of efficiency.
If we investigate the history of successful business men we will find that invariably they suc-
ceed because they have specialized. In other words, trained their minds in the upbuilding of a
particular line of work rather,than scattered over general business propositions.
Everyone can try concentration and profit thereby; and it will be found that by specialism a
certain saving of mental energy will be accomplished.
In other words, there is the possibility of economy in concentration and economy is univer-
sal. Without it the energy of the universe could not be conserved; without it human progress
would be impossible.
Nature itself is prolific with the exercise of economy, and an ever-inspiring example of its
application to our own particular lives.
There can be no harmony of action, nor rhythm of motion, no progress, no conservation of
the forces of combination, without a due regard for economy. And every man who specializes
economizes.
Take the position of a salesman. If he figures rightly he will realize that he is a specialist
and should view his profession as a science. He should view it as something more than an ordi-
nary business in which he automatically presents certain facts for the consideration of possible
purchasers.
The talking machine could do that, and at much less cost to the proprietor of the business.
A man to be a good salesman must study all the principles underlying the art. He must study
human nature. He must study the mental effect of a statement upon the mentality of the individual.
He must by his manner inspire confidence. In other words, he must specialize.
That is absolutely necessary!
Too many are apt to view the profession of salesmanship in a most superficial manner.
(Continued on page 5-)