Through the pressure of a group of overzealouslabor leaders， representing the employees， and thegreed for profits on the part of the operators， theanthracite business suddenly dwindled. The coaloperators and their employees drove sharp bargainswith one another， adding the cost of the “bargaining”
to the price of the coal， until， finally， they discoveredthey had BUILT UP A WONDERFUL BUSINESS FORTHE MANUFACTURERS OF OIL BURNING OUTFITS
AND THE PRODUCERS OF CRUDE OIL.
“The wages of sin is death！” Many have read thisin the Bible， but few have discovered its meaning.
Now， and for several years， the entire world has beenlistening BY FORCE， to a sermon which might wellbe called “WHATSOEVER A MAN SOWETH， THATSHALL HE ALSO REAP.”
Nothing as widespread and effective as the
depression could possibly be “just a coincidence.” Behind the depression was a CAUSE. Nothing everhappens without a CAUSE. In the main， the cause ofthe depression is traceable directly to the worldwidehabit of trying to REAP without SOWING.
This should not be mistaken to mean that the depression represents a crop which the world isbeing FORCED to reap without having SOWN. Thetrouble is that the world sowed the wrong sort ofseed. Any farmer knows he cannot sow the seed ofthistles， and reap a harvest of grain. Beginning at theoutbreak of the world war， the people of the worldbegan to sow the seed of service inadequate in bothquality and quantity. Nearly everyone was engagedin the pastime of trying to GET WITHOUT GIVING.
These illustrations are brought to the attentionof those who have personal services to market， toshow that we are where we are， and what we are，because of our own conduct！ If there is a principleof cause and effect， which controls business， finance，and transportation， this same principle controlsindividuals and determines their economic status.
WHAT IS YOUR “QQS” RATING？
The causes of success in marketing services EFFECTIVELY and permanently， have been clearlydescribed. Unless those causes are studied， analyzed，understood and APPLIED， no man can market hisservices effectively and permanently. Every personmust be his own salesman of personal services. TheQUALITY and the QUANTITY of service rendered，and the SPIRIT in which it is rendered， determineto a large extent， the price， and the duration ofemployment. To market Personal services effectively，（which means a permanent market， at a satisfactoryprice， under pleasant conditions）， one must adoptand follow the “QQS” formula which means thatQUALITY， plus QUANTITY， plus the proper SPIRIT ofcooperation， equals perfect salesmanship of service.
Remember the “QQS” formula， but do more-APPLYIT AS A HABIT！
Let us analyze the formula to make sure we
understand exactly what it means.
1. QUALITY of service shall be construed to meanthe performance of every detail， in connection withyour position， in the most efficient manner possible，with the object of greater efficiency always in mind.
2. QUANTITY of service shall be understood tomean the HABIT of rendering all the service of whichyou are capable， at all times， with the purpose ofincreasing the amount of service rendered as greaterskill is developed through practice and experience.
Emphasis is again placed on the word HABIT.
3. SPIRIT of service shall be construed to meanthe HABIT of agreeable， harmonious conduct whichwill induce cooperation from associates and fellowemployees.
Adequacy of QUALITY and QUANTITY of service is not sufficient to maintain a permanent market foryour services. The conduct， or the SPIRIT in whichyou deliver service， is a strong determining factor inconnection with both the price you receive， and theduration of employment.
Andrew Carnegie stressed this point more thanothers in connection with his deion of thefactors which lead to success in the marketing ofpersonal services. He emphasized again， and again，the necessity for HARMONIOUS CONDUCT. Hestressed the fact that he would not retain any man，no matter how great a QUANTITY， or how efficientthe QUALITY of his work， unless he worked in aspirit of HARMONY. Mr. Carnegie insisted upon menbeing AGREEABLE.
To prove that he placed a high value upon thisquality， he permitted many men who conformed tohis standards to become very wealthy. Those whodid not conform， had to make room for others.
The importance of a pleasing personality has been stressed， because it is a factor which enablesone to render service in the proper SPIRIT. If onehas a personality which PLEASES， and rendersservice in a spirit of HARMONY， these assets oftenmake up for deficiencies in both the QUALITY， andthe QUANTITY of service one renders. Nothing，however， can be SUCCESSFULLY SUBSTITUTED FORPLEASING CONDUCT.
THE CAPITAL VALUE OF YOUR SERVICES
The person whose income is derived entirely fromthe sale of personal services is no less a merchantthan the man who sells commodities， and it mightwell be added， such a person is subject to EXACTLYTHE SAME RULES of conduct as the merchant whosells merchandise.
This has been emphasized， because the majorityof people who live by the sale of personal servicesmake the mistake of considering themselves freefrom the rules of conduct， and the responsibilitiesattached to those who are engaged in marketingcommodities.
The new way of marketing services has practicallyforced both employer and. employee into partnershipalliances， through which both take into considerationthe rights of the third party， THE PUBLIC THEY SERVE.
The day of the “go-getter” has passed. He has beensupplanted by the “go-giver.” High-pressure methodsin business finally blew the lid off. There will neverbe the need to put the lid back on， because， in thefuture， business will be conducted by methods thatwill require no pressure.