chapter I—hoW to start your oWn BusIness 13
The story of money—the first step in making money—how to begin making money—raising money to start a business—the story of the cash register—
how J. C. Penney made his first $l,000—the story of “Morning Glory”
tomato juice—how the great Wanamaker business started—Mrs. MacDougall turned $38 into a million— how Otto Schnering made his first $1,000.
chapter II—sellIng as a BusIness 27
Qualifications of a good salesman—getting the name on the order blank—
deciding what to sell—every woman is a hosiery prospect—overcoming price objections—how to sell “tailored-tomeasure” suits—the right and wrong way to sell nursery stock— selling frocks brings back prosperity—a good way to sell radios—a storeless shoe business—James Horner became a “premium specialist”—$1,000 from selling fire extinguishers—a business selling mending fluid—selling protection against death—unique cigarette dispensing humidor—selling printing specialties to business men—bringing the store to the customer—how Cord earned his first $1,000—using old customers to get new ones—antiques are coming back—Sullivan’s collection system portfolio
—how the Waffles sell moth tabs—possibilities of industrial uniforms—five dollars starts stamp exchange—a “killing” on carded merchandise—“taking a chance” on soap wins for Fitze—every man wears shirts—gifts for young men to give to girls—greeting cards made money for Ettinger.
chapter III—MakIng thIngs to sell 71
Free training in handicrafts—suiting your product to your markets—Billy B.
Van and his “Pine Tree” soap—Knapp specialized in pressed chicken—
handkerchiefs for the Chinese– start a pie bakery–$l00 per month with felt
work—starting a food specialty business—making money from worn-out tires— community marketing of handicrafts—an architect for the birds—
building a business on homemade fudge—where to sell candied popcorn—
ivory carving proves remunerative— potato chips made Hibbard independent
—doll hospital pays for operation—brown bread and beans pay the taxes—he made “snake snaks” popular—what you can make from clam shells—
Tosdale sisters saw Paris on fancy pillows—makes miniature chapter III—MakIng thIngs to sell ( Cont. ) reproductions of antiques—a rattling good income from rattlers— he specialized in “hamburgers”—etched bottles and boxes sell easily—the vogue for wrought iron house numbers—James Mack’s sandwich bar—
doughnuts bring profits—motor-driven chairs for invalids—100 other things easy to make.
chapter IV—raIsIng thIngs to sell 107
He cultivates violas for the market—a map salesman learns how to raise and sell broilers—Mrs. Fox’s mink ranch—goat dairying—a coming business—a different kind of poultry farm— selling “fighting” fish by mail—breeding dogs for fun and profit— bee keeping for profit—there’s a big demand for ornamental birds—-a smart way to market broilers—raising rabbits for their wool—“glad” garden brings joy and profit—making money from an herb garden—raising goldfish for premiums—-cleaning up on turkeys—raising Irish terriers—quick profits from mushrooms— advertising makes farm pay.
chapter V—thIngs to InVent and patent 137
What goes with a patent—the cost of taking out a patent— improvements are the most salable patents—Bert Pond’s hobby ended up in a business—
electrical toy sells out State Street— funeral flags and insignia—toy automobile puzzles onlookers—profits from whittling—a shoe pain-killer builds a new business—Coleman made his $1,000 with polish—Mrs.
Royeton’s button-eyed lambs.
chapter VI—startIng a roadsIde BusIness 153
Good profits from a “sale barn”—a roadside tire repair business— a target green for iron practice—selling bait at a roadside stand— making a “stop and sock it” range pay—a roadside bookstore.
