This line of procedure may take a few days orweeks of extra time， but the difference in income，in advancement， and in gaining recognition willsave years of hard work at small pay. It has manyadvantages， the main one being that it will oftensave from one to five years of time in reaching achosen goal.
Every person who starts， or “gets in” half wayup the ladder， does so by deliberate and carefulplanning， （excepting， of course， the Boss’ son）.
THE NEW WAY OF MARKETING SERVICES
“JOBS” ARE NOW “PARTNERSHIPS”
Men and women who market their services
to best advantage in the future， must recognizethe stupendous change which has taken place inconnection with the relationship between employerand employee.
In the future， the “Golden Rule，” and not the“Rule of Gold” will be the dominating factor inthe marketing of merchandise as well as personalservices. The future relationship between employersand their employees will be more in the nature of apartnership consisting of：
a. The employer
b. The employee
c. The public they serve
This new way of marketing personal services is called new for many reasons， first， both theemployer and the employee of the future will beconsidered as fellow-employees whose businessit will be to SERVE THE PUBLIC EFFICIENTLY. Intimes past， employers， and employees have barteredamong themselves， driving the best bargains theycould with one another， not considering that in thefinal analysis they were， in reality， BARGAINING ATTHE EXPENSE OF THE THIRD PARTY， THE PUBLICTHEY SERVED.
The depression served as a mighty protest from aninjured public， whose rights had been trampled uponin every direction by those who were clamoring forindividual advantages and profits. When the debrisof the depression shall have been cleared away，and business shall have been once again restoredto balance， both employers and employees willrecognize that they are NO LONGER PRIVILEGEDTO DRIVE BARGAINS AT THE EXPENSE OF THOSE
WHOM THEY SERVE. The real employer of the futurewill be the public. This should be kept uppermostin mind by every person seeking to market personalservices effectively.
Nearly every railroad in America is in financialdifficulty. Who does not remember the day when，if a citizen enquired at the ticket office， the time ofdeparture of a train， he was abruptly referred to thebulletin board instead of being politely given theinformation？
The street car companies have experienced a“change of times” also. There was a time not so verylong ago when street car conductors took pride ingiving argument to passengers. Many of the streetcar tracks have been removed and passengers ride ona bus， whose driver is “the last word in politeness.”
All over the country street car tracks are rustingfrom abandonment， or have been taken up. Whereeverstreet cars are still in operation， passengers maynow ride without argument， and one may even hailthe car in the middle of the block， and the motormanwill OBLIGINGLY pick him up.
HOW TIMES HAVE CHANGED！ That is just the
point I am trying to emphasize. TIMES HAVE
CHANGED！ Moreover， the change is reflected notmerely in railroad offices and on street cars， but inother walks of life as well. The “public-be-damned”
policy is now passé. It has been supplanted by the“we-are-obligingly-at-your-service， sir，” policy.
The bankers have learned a thing or two duringthis rapid change which has taken place during thepast few years. Impoliteness on the part of a bankofficial， or bank employee today is as rare as itwas conspicuous a dozen years ago. In the yearspast， some bankers （not all of them， of course），carried an atmosphere of austerity which gave everywould-be borrower a chill when he even thought ofapproaching his banker for a loan.
The thousands of bank failures during the
depression had the effect of removing the mahoganydoors behind which bankers formerly barricadedthemselves. They now sit at desks in the open， wherethey may be seen and approached at will by anydepositor， or by anyone who wishes to see them， andthe whole atmosphere of the bank is one of courtesyand understanding.
It used to be customary for customers to have tostand and wait at the corner grocery until the clerkswere through passing the time of day with friends，and the proprietor had finished making up his bankdeposit， before being waited upon. Chain stores，managed by COURTEOUS MEN who do everything inthe way of service， short of shining the customer’sshoes， have PUSHED THE OLD-TIME MERCHANTSINTO THE BACKGROUND. TIME MARCHES ON！
“Courtesy” and “Service” are the watch-words ofmerchandising today， and apply to the person who ismarketing personal services even more directly thanto the employer whom he serves， because， in thefinal analysis， both the employer and his employeeare EMPLOYED BY THE PUBLIC THEY SERVE. Ifthey fail to serve well， they pay by the loss of theirprivilege of serving.
We can all remember the time when the gas-meterreader pounded on the door hard enough to breakthe panels. When the door was opened， he pushedhis way in， uninvited， with a scowl on his facewhich plainly said， “what-the-hell-did-you-keep-mewaiting-for？” All that has undergone a change. Themeter-man now conducts himself as a gentlemanwho is “delighted-to-be-at-your-service-sir.” Beforethe gas companies learned that their scowlingmeter-men were accumulating liabilities never tobe cleared away， the polite salesmen of oil burnerscame along and did a land office business.
During the depression， I spent several months inthe anthracite coal region of Pennsylvania， studyingconditions which all but destroyed the coal industry.
Among several very significant discoveries， wasthe fact that greed on the part of operators and theiremployees was the chief cause of the loss of businessfor the operators， and loss of jobs for the miners.