The Harvester World: Volume 8, number 4, April 1917

              this present season they are ordering Primroses by the carload lot.

There is the hint of what can be done and what must be done. Are we going to stand idly by and let less fortunate Cows gradually migrate to Fairbury and other sections where the separator has come into its own? There are many such sections and such dealers but they are far too few. Friesen & Co. are not philanthropists; they are working very selfishly indeed for the Cows and the farmers of Fairbury, and their bank account shows it. ,
Considerable Importance

A certain hardened statistician who looked upon the Cow as a mere chattel and upon her brother, the steer, as just so much meat, recently showed the farmers of the nation that each first-class   Cow pro¬ duces  as  much food /^^. value in a year as is to be obtained from the meat   in   five   1100- pound   steers.   Your Cow at the end of the
year is as good as ever.   This is the dairyman's version of "You can't eat your cake and have it too."
The Cow is, therefore, the high priestess of food value and farm fertility. So firmly entrenched is she in the hearts of her countrymen that it would be impossible to smirch even the edge of her spotless reputation. She deserves a place as a national bird alongside the eagle on some of our coins. When we mounted the buffalo on the nickel we may be said to have hit the target, but not the bullseye. It is probable that our aim will have improved by the next minting.
There is undeniably a sort of halo about the head of the 20th Century Cow. It is an honor to be concerned in her happiness, a privilege to be making and selling trappings and equipment for her, from cow barns to cowbells. But it is not cowbells the Cows are calling for.   They are demanding cream separators, and the
most experienced Cows specify the Lily and the Primrose. The responsibility lies with us 1 What will we builders, sales¬ men and dealers do about it?
The Human Head and What It is For

(Continued from Page 6)

them to pieces, had simply filled them with water from a nearby pump and left the rest of the task to Jack Frost.
All of which goes to show that hammering, pound¬ ing, swearing and roaring, all have their place in life, but the smooth, diplomatic fellow with a brain in his head that he is not afraid to use, will often accomplish more than the human pile driver.
Among the dealers tributary to one of our branch houses, is a live, progressive man who sells a large yearly volume of International Harvester machines. Up to last year he did not and would not handle our corn planters. The blockman plead with him for two years, using every argument in his repertory. The special salesman used every trick in his bag and never made a dent. Then the manager put on his fighting clothes, closed up his desk, and went down to see Mr. Dealer. He spent the better part of a day going round and round. He pounded the table and roared his mightiest, figuratively speaking, and came away with nothing but a good licking.
A Chicago man heard the story and laughed loud and long. He said, " I hate to do this but 1 must go out and show those fellows up." He went to the dealer cocked and primed for the fray. He never felt better in his life — when he started. He talked all day long. He will never forget it. He devoted it unsparingly and unstintingly to the business of selling corn planters. He didn't sell any. He came home and said it couldn't be done.
The ad man at this particular agency is not a physical marvel. He probably would tip tlie beam at 128 pounds, and when he talks the walls do not shake. But he believes in showing the dealer rather than telling him.
After obtaining the manager's permission, he tucked a sales promotion campaign under bis arm and jour¬
neyed thence to the now famous obstinate dealer. Upon arriving, he did not attempt any flights of oratory and no table in the place can show one mark of his mighty fist. Instead, he gained the dealer's undivided attention for fifteen minutes and unfolded the sales promotion campaign. Clearly and concisely, without exaggeration or invective, he defined the purpose and intent of the campaign. He showed plainly its relation and personal financial value to the dealer.
He sold him — and today there are few more en¬ thusiastic International corn planter dealers in the country than this same man who defied the efforts of the flower and genius of the entire sales force.
IT CAN BE DONE

Somebody said that it couldn't be done,
But he with a cliuckle replied, That " maybe it couldn't." but he would be one
Who wouldn't say so till he'd tried. So he buckled right in with the trace of a grin
On his face.   If he worried, he hid it. He started to sing as he tackled the thing
That couldn't be done, and he did it.
Somebody scoffed;   "Oh, you'll never do that,
At least no one ever has done it," But lie took off his coat and he took off his hat.
And the first thing he knew he'd begun it. With the lift of his chin and a bit of a grin.
If any doubt rose he forbid it; He started to sing as he tackled the thing
That couldn't be done, and he did it.
There are thousands to tell you it cannot be done.
There are thousands to prophesy failure: There are thousands to point out to you one by one.
The dangers that wait to assail you. But just buckle right in with a bit of a grin,
"Then take off your coat and go to it. Just start in to sing as you tackle the thing
That cannot be done and you'll do it I
— N. Y, Tribune