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War Savings Day

June 28th

That's the day we sign up.


That's the day we tell Uncle Sam just how hard we want to win this

That's the day our government has officially set for us to purchase War Savings Stamps.

On June 28th every man, woman and child in the United States will be called upon to pledge his or her full quota of War Savings Stamp purchases for 1918.

You will be expected to pledge the full amount that you can afford-no more-but by the same token, no less.

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10 begin with, folks, though I have

you know—the system by which a description of a written The Knack of Remembering

criminal can be telegraphed from one town to How to Photograph a Face on Your

another so clear that the crook can be recognized Names and Faces, yet I am neither

Mind so You Never Forget It at a glance-and made me promise to study the author, scientist, nor uplifter of hu

whole thing-which I did, although I had not inmanity. I am just a salesman! I'm just

How to Keep Names Straight in tended to when I płomised, but it was so interestone of the plain, hotel-and-sleeping-car Your Mind

ing and so right in my line that I couldn't stop.

Well, well! How things do happen! The ink variety.of American salesman who has the How to Connect Names and Faces was hardly dry on the news that Canada was raisknack of remembering a name and a face

How to be a Close Observer of People

ing a volunteer army for service in Flanders, when and all about it, like the elephant that was

Cunny was across the border and enlisted, and in said in my old reading book at school to How to See and “ Sense" a Whole

his last letter to me his parting instructions were : Cromwell, you're a fool if you don't

go ahead and have remembered the face of the little boy Situation

make some money off your Knack of Remembering who slipped it a piece of chewing tobacco

Names and Faces. Take all the stuff I gave youcamouflaged as a peanut. What I have

just as scientific proof of your scheme-then write 6 science of mne

youngster would stare him in the face without ever written is none of your

it up in your own way-just like you used to give recognizing him. Then in talking to a man he just it to me out on the road. You have got something monics," or new thought,” it is no secret couldn't help, calling a Mr. Showers half the time that every business man and every professional I had from the ancient Greeks or heathen

“Mr. Rain Mr. Snow," or sometimes he man-yes, by gosh! that every society man, too,

would call a man Mister-ah, Mister-ah," until the ought to know, and that every woman and girl Chinee. I am not going to cast a hypnotic customer would boil over with rage !

ought to know! You go to it, Cromwell, and t'il eye upon you and say, “You have a poor I began to wonder about it. Cunny," as I used bring you back a German helmet as a souvenir." memory—you can't remember a person's to call him, was as smart as I was, he was better Cunny will never bring back that helmet to name after meeting him; very well, then,

educated, he was just as interested in the business. me, poor chap, but I have done what he wanted

I began to study him to see how it was that I could me to do. commit these hundred words to memory remember people so much better than he could. And that, folks, is the simple story of how "The until you can say

them backwards, forwards, I spent all season at it, studying him and experi Knack of Remembering Names and Facescame up and down, sideways, both ways from

menting with him. I used to test him on little into print. the middle, knock-kneed and sway-backed;

things to see how his mind acted when he observed I am just a plain business man who happened to

something, and compare it with the way my own have the knack of remembering a name or a face then, sir, every time you meet a new ac mind acted on the same thing, until little by little and all that went with it, and as luck would have it, quaintance link his name and face up with I found just what the difference between us was! found the secret of the knack. I have written it out one of those hundred words—for instance,

I found he didn't know how TO SEE THINGS ! in my own everyday way, without frills or fur.

Well; then I began to coach him. Before we belows, if his name is Martin, say • Martin-Bologna would meet a new customer I would instruct him There are just five points to it and each point I Sausage, Bologna Sausage-Martin' to your as to the one point I found was the first thing I have put into one handy little book that takes self—then the next time you meet him all

always noticed. And afterwards I would make him about half an hour to read and absorb. I charge you have to do is remember that he is

tell me that point. Then I added another point to $5 for the five-a dollar for each point-a dollar

watch for; then a third, and so on, until I found for each half hour's talk, for these are nothing but linked up to a bologna sausage, and there Cunny was seeing as much as I saw, AND THEN talks, as near as I could write them, such as I used you have his name clear as a

to have with good old CunnyScotchman's whiskey !"

with just a little of the proof,"; Beyond the shadow of a doubt,

as Cunny called it, that I learned I have it from the books, that is

from his books and

papers. the truly scientific way to reTHE AUTHOR IS TOO MODEST!

I won't say that you will work member a person's name and

miracles with these books-I face, but I am just that stupid

I am letting this

copy " be printed ary looseness and exaggeration from just as Mr. Blower wrote it, but as a scientific point of view.

won't say a thing but this:-Send sort of plain business man who his advertising adviser, I want to add He really shows you how to be a

the coupon and I will send the would probably make a mistake this on my own responsibility: Mr. keen observer of people and things

books. No money involved. Read and think of pork chop instead of Blower says he is no scientist, which how to take in at a glance all the essen

the books. Judge for yourself bologna sausage and hence get is probably true in one way of look tial details of a person or a happen

how much good you have got the man's name altogether wrong. ing at it, but I believe there is more ing--how to feel" the true meaning

from them. Then if they have REAL science, more genuine, authori. of a situation-how to So in The Knack of Remember

feel" charac. tative psychology in these talks of ter-how to sense the full significance ing Names and Faces I steer

given you the knack of rememhis than in any course" I have ever of things heard-how to get to the full

bering names and faces, why, away wide of all such science-I seen. Mr. Blower has learned the the humor or romance or thrill of

send me my $5. Otherwise wrap am just brutal enough to think practical psychology of remembering everyday occurrences and people.

the books up and send then back that anybody who can remember names and faces from his own first. And that, when all is said and done,

to me! one hundred code-words for the hand observations of human nature, is three-quarters of a good memory. Written in the inimitable style of a

And now I must close." Thankdames of people they meet, could

but also, as a reading will show, in
spite of his modest disclaimers, he keen-witted, close-observing, full-of-

ing you, one and all, for your equally as well remember the has made a deep study into its theory life American salesman who has seen

kind and condescending attenDames direct. under sound teachers. His knack of people and life, Mr. Blower's work is

tion," as the barkers in front of Now another mean thing about remembering names and faces is a joy and a pleasure to read, but,

the old-time circus used to say, me-you might as well know me therefore wonderfully simple from the more than that, every word just

I will put my ear to the ground at the start for just what I am

practical point of view, and it is also seems to drip with commonsense and listening for your response. I as the founder" of a memory accurate and free from the custom helpful inspiration.


honestly believe that any man course I ought to have been born

or woman, boy or girl, who will with no memory at all, and only

read The Knack of Rememacquired the same by discovering

bering Names and Faces caremy system. But the truth is, I always did have an HE REMEMBERED! Then we took names. Be fully, and then put it into practice, point by point, unusually good memory for names and faces! I fore we finished the season that young fellow could will be able to remember a face, remember a name, never forget a man's face, his name, his store, his recall every man we called on, every fellow we met and remember where and when you saw the one clerks' names, what he bought or why he didn't around the hotels, their names, and all about them. and heard the other, better than you ever did bebuy, the kick he had coming the last time I saw He confessed that for the first time in his life he fore, and it's my notion that the person who can him, his quirks and kinks of character and his rating was really FEELING the interest of things. He remember names and faces without hemming and in Dun's. I have called on the trade from the had thought he was getting as much out of life as hawing, or stuttering and stalling, has one of the Range towns of the Lake Superior copper country anyone else, but in reality he had been missing biggest assets there is for business, politics, society, to El Paso and San Antone; from Old Orchard, haif !

or just everyday life! Maine, to 'Frisco; and I can walk into any store in Well, I didn't think much more about it after we But that is only what I believe. I leave it to you. which I have called before and call the buyer by had finished the season and Cunny had been taken Send the coupon and see for yourself. name and inquire about the corn he had on his big into the office as his father's assistant, until a year toe the last time I saw him.

or two later at the summer convention of salesmen And take this from me-there isn't any more he invited me out to his house. He had been prac CROMWELL BLOWER science in it than there are manners in a hotel bell ticing the knack I had shown him, and, more than

116 West 32d St., Room 701, New York City hop! It's just a little knack, and I have found what that, he had got out all his notes of the lectures he the knack is, and I am going to tell it to you. took on psychology at college, and the best text Send me the Five books on the Five points of The Krack A number of years ago the boss sent his young books, and, “ Cromwell," said he, “this dope you

of Remembering Names and Faces. I will study them care

fully and then in Five Days will either return the books, it son to travel with me for a season. He was a bright have been handing to me is all based on real psy they are not satisfactory, or send you $5 if they are. young chap just out of college, great company and chology." a regular fellow. But he could not remember the

Cunny, search me, ," I said, “and

Name...... names and faces of our customers to save his soul ! you won't find a bit of evidence on me !" Many a time he would make an appointment with I won't bother you with details, but Cunny gave a customer to meet us at the hotel in the evening ; me all the material he had gathered together,

Address.. he would walk in while I was writing, come up to

included a whole series of memoranda

on the the boss's son and offer to shake hands, and the French police system of “Word Photography ”

“ Search me,

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BY H. MERIAN ALLEN From an innocent roll of paper to the semblance of a small octopus marks the evolution of the stethoscope, and in 1918 the span of its existence measures exactly one hundred

years. Few of those in this day and generation requiring the services of a physician are unacquainted with the instrument or the decidedly uncomfortable apprehensions the mere sight of it inspires. For unswervingly it exposes the physical secrets of heart and lungs, abdomen and stomach.

The principle upon which this busy seeker after physical truth is founded can be traced back to between three and four hundred


before Christ. It is, in brief, determining the condition of certain internal organs by placing the ear to those portions of the body containing them—a process known in medicine by the rather formidable name of auscultation. Hippocrates, after studying in the temples of the gods the more or less humorous tablets upon which each person had inscribed his or her ailments and the remedies employed to cure them, gradually developed this important means of diagnosis.

However, not until the mid-eighteenth century had brought wide advance in the study of anatomy were any important manifestations in the theory of auscultation forthcoming. Then an Austrian doctor, Auenbrugger, introduced as an accessory the art of percussion.

This method, nevertheless, was not accorded much attention in the medical world until nearly fifty years later, when the noted Jean Nicolas Corvisart, created Baron Desmarets and chief physician to Napoleon, seeing its value, made it famous by employment in all pulmonary disorders. The impetus thus given to auscultation attended by percussion was added to subsequently through the pleximeter, a device invented by Piorry, another well-known diagnostician of the period. This consisted of a thin oval piece of ivory adjusted at the spot to be investigated. Upon this the soundings were made,

either by human touch or by a small hammer tipped with rubber.

Dr. René Laennec, the eminent Parisian and distinguished pioneer in the realms of anatomy, first arrived at the opinion that enlightenment as

to internal conditions could be better conveyed through the medium of some artificial contrivance interposed between the ear and the patient's body. Moreover, he was brought to the conclusion, to be so eminently justified in time to come, that by such an instrument particular areas could be surveyed with quicker and greater accuracy than the old way afforded. Therefore during 1816, in the course of a clinic at the celebrated old College of France, where he was professor, he tested his theory, taking a quire of ordinary paper, rolled cylinder shape, and applying one end to the chest of the subject on the table while the other was placed to the demonstrator's ear. Finding his judgment fully vindicated, he perfected two years later an apparatus of wood, about twelve inches long, with a narrow perforation through the center. Dr. Laennec christened the child of his brain from the Greek -stethos, the chest, and scopein, to look.

Dr. Camman, of New York, in more modern days, introduced the binaural or double stethoscope, with the two flexible rubber ear pieces connected by flanging tubes of the same material with the chest piece-pretty much as one now sees it.

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