CHAPTER X.

FIRST STEPS IN BUSINESS.

Three things are essential in order to establish any new business dependent on regular customers: First, to attract them; second, to impress them favorably in the beginning; and third, to attach them by personal liking, which is often more powerful than pecuniary interest.

For the structure that we raise

Time is with materials filled;

Our to-days and yesterdays

FREEDLEY.

Are the blocks with which we build.

The heights that great men gained and kept
Were not attained by sudden flight;
But they, while their companions slept,
Were toiling upward in the night.

LONGFELLOW.

HE object of this chapter is to present a few suggestions concerning the start in business, which is all important as deter

mining the beginner's principles and methods of business, and so his success or failure. "Well begun is half done," says a familiar maxim. Very wise are the remarks, to similar effect, of the Rev. Dr. James W. Alexander, of Princeton: "Honor and success are on the side of him who has not begun wrong. In morals, as in business, true

66

prosperity comes from a fair start. The first steps in trade, the first hours in a situation, throw forward their influence. The ship is built on the model which is first laid down. The plans with which you put on your office coat the day you enter your shop, store, counting-room, or bank, mark your direction. As the railway switch is turned, so your track will be. All which is so well known by employers that they commonly form their judgment of the entering lad before the first week is out, and find a verdict thus: 'John is dull'; or, 'He is heedless'; or, 'He is awkward all his fingers are thumbs'; 'You see he is an eye-servant'; or, 'He is incurably lazy '; or, 'He has all vices in one, for he lies now, and will swindle hereafter.' If it is the end that crowns the undertaking, it is the beginning that gives it form."

We know of no better feeling to start in with, as looking to an honorable and successful career, than that elaborated somewhat in our chapter on Business Qualities - Self-reliance. Says Mr. John Freedley:

"It is a mistaken notion that capital alone is necessary to success in business. If a man has head and hands suited to his business, it will soon procure him capital. My observations through life satisfy me that at least nine-tenths of those most successful in business start in life without any reliance except upon their own head and hands-hoe their own row from the jump. All professions and occupations alike give the field for

talent, perseverance, and industry; and these qualities, whether in the East, West, or South, sooner or later will crown the aspirant with success. But to enable

the new beginner to succeed, he must not be allured from his course by attractive appearances, nor be driven from it by trifling adverse gales. He must fit himself for the calling he adopts, and then pursue his course with a steady eye. The first and great object in business is to make yourself independent - to have the means of livelihood without being under obligations to any person; whatever more is acquired increases the power of doing good and extends influence."

It is a good thing for a man, however self-reliant he may be, to have the counsel and co-operation of a wise, good, prudent wife. Such a companion has made the fortune of many a man who would otherwise have gone to wreck. She need not have wealth; indeed, it is often better for both parties that she should not. The great Boston merchant, Amos Lawrence, recommended early marriages to business men, but deprecated marrying for money, or with money on the wife's side. A seemingly desirable match for a friend was once mentioned to him, when he said: "My only objection to her is, she has a few thousand dollars in cash. This, however, might be remedied; for, after purchasing a house, the balance might be given to near connections or to some public institution."

Setting up in business for one's self, the choice of location is often of prime importance. It is well understood that neighborhood to some place of general resort by the community, as a post-office, city or town hall, and the like, has some special advantages. But it is not so generally accepted that a good trader or mechanic, other things being equal, loses nothing by being in the immediate vicinity of another establishment of the same kind. A story is told of a man who was doing a small business in hats and caps at a distance from another of the same trade, who improved largely the business of both by moving into the same quarter, and agreeing that they should mutually abuse each other! Shops of precisely similar character often flourish side by side. Mr. Maher has some good remarks on this subject in his book, "On the Road to Riches."

"If I were starting in business, the first point to which I would naturally pay attention would be to obtain a proper room in the best location. It is essential to the success of a retail tradesman that he should establish himself in some leading thoroughfare. It is much easier for you to go to your customers than to draw customers to you. A wholesale dealer will or should naturally locate himself among the wholesale dealers; and if there is one particular street in the city where his branch of trade is generally located, there is the best place for him to commence business.

"In selecting a locality always bear in mind that ‘a

rolling stone gathers no moss.' Fix upon premises that you may stay upon as long as you live. 'Three removes are as bad as a fire,' is as true of business as of household affairs. Having found the store you want, do not put in an article until you have secured a lease of it. No one should be a tenant at will. If you are successful in building up a good business, you make the store a more valuable one. It is more valuable to you, because your customers know where to find you, and have become accustomed to stopping at your door. It would be very valuable to other dealers in your line of business, as they, by occupying the store, would catch a good deal of trade that was meant for you. Consequently have a written lease of the room or rooms, and take the lease for a number of years, or for a few years, with the privilege of continuing it a longer period."

The first impressions made by a man in business are apt to be enduring. Hence special devotion, fidelity, accuracy, fairness, and most other good qualities of a man of affairs, are called into requisition at the outset. Many successful and famous men, who went up from humble beginnings, have remembered with satisfaction and pride the reputation of their early work. When Andrew Johnson, who rose from the tailor's bench to become President of the United States, was taunted with the humbleness of his old trade, he replied without shame, "And I was a good one: I