T

O begin with, folks, though I have written The Knack of Remembering Names and Faces, yet I am neither author, scientist, nor uplifter of humanity. I am just a salesman! I'm just one of the plain, hotel-and-sleeping-car variety of American salesman who has the knack of remembering a name and a face and all about it, like the elephant that was said in my old reading book at school to have remembered the face of the little boy who slipped it a piece of chewing tobacco camouflaged as a peanut. What I have written is none of "science of mneyour monics," or 66 new thought," it is no secret I had from the ancient Greeks or heathen Chinee. I am not going to cast a hypnotic eye upon you and say, "You have a poor memory-you can't remember a person's name after meeting him; very well, then, commit these hundred words to memory until you can say them backwards, forwards, up and down, sideways, both ways from the middle, knock-kneed and sway-backed; then, sir, every time you meet a new acquaintance link his name and face up with one of those hundred words-for instance, if his name is Martin, say 'Martin-Bologna Sausage, Bologna Sausage-Martin' to yourself-then the next time you meet him all you have to do is remember that he is linked up to a bologna sausage, and there you have his name clear as a Scotchman's whiskey!"

Beyond the shadow of a doubt, I have it from the books, that is the truly scientific way to remember a person's name and face, but I am just that stupid sort of plain business man who would probably make a mistake and think of pork chop instead of bologna sausage and hence get the man's name altogether wrong. So in The Knack of Remembering Names and Faces I steer away wide of all such science-I am just brutal enough to think that anybody who can remember

one hundred code-words for the names of people they meet, could equally as well remember the names direct.

Now another mean thing about me-you might as well know me at the start for just what I amas the "founder " of a memory course I ought to have been born with no memory at all, and only acquired the same by discovering

youngster would stare him in the face without ever recognizing him. Then in talking to a man he just couldn't help calling a Mr. Showers half the time "Mr. Rain or Mr. Snow," or sometimes he would call a man "Mister-ah, Mister-ah," until the customer would boil over with rage!

I began to wonder about it. Cunny," as I used to call him, was as smart as I was, he was better educated, he was just as interested in the business. I began to study him to see how it was that I could remember people so much better than he could.

I spent all season at it, studying him and experimenting with him. I used to test him on little things to see how his mind acted when he observed something, and compare it with the way my own mind acted on the same thing, until little by little I found just what the difference between us was! I found he didn't know how TO SEE THINGS! Well, then I began to coach him. Before we would meet a new customer I would instruct him as to the one point I found was the first thing I always noticed. And afterwards I would make him tell me that point. Then I added another point to watch for; then a third, and so on, until I found Cunny was seeing as much as I saw, AND THEN

THE AUTHOR IS TOO MODEST!

I am letting this copy " be printed just as Mr. Blower wrote it, but as his advertising adviser, I want to add this on my own responsibility: Mr. Blower says he is no scientist, which is probably true in one way of looking at it, but I believe there is more REAL science, more genuine, authoritative psychology in these talks of his than in any course" I have ever seen. Mr. Blower has learned the practical psychology of remembering names and faces from his own firsthand observations of human nature, but also, as a reading will show, in spite of his modest disclaimers, he has made a deep study into its theory under sound teachers. His knack of remembering names and faces is therefore wonderfully simple from the practical point of view, and it is also accurate and free from the custom

my system. But the truth is, I always did have an unusually good memory for names and faces! I never forget a man's face, his name, his store, his clerks' names, what he bought or why he didn't buy, the kick he had coming the last time I saw him, his quirks and kinks of character and his rating in Dun's. I have called on the trade from the Range towns of the Lake Superior copper country to El Paso and San Antone; from Old Orchard, Maine, to 'Frisco; and I can walk into any store in which I have called before and call the buyer by name and inquire about the corn he had on his big toe the last time I saw him.

And take this from me-there isn't any more science in it than there are manners in a hotel bellhop! It's just a little knack, and I have found what the knack is, and I am going to tell it to you.

A number of years ago the boss sent his young son to travel with me for a season. He was a bright young chap just out of college, great company and a regular fellow. But he could not remember the names and faces of our customers to save his soul! Many a time he would make an appointment with a customer to meet us at the hotel in the evening; he would walk in while I was writing, come up to the boss's son and offer to shake hands, and the

you know-the system by which a description of a criminal can be telegraphed from one town to another so clear that the crook can be recognized at a glance and made me promise to study the whole thing-which I did, although I had not intended to when I promised, but it was so interesting and so right in my line that I couldn't stop.

Well, well! How things do happen! The ink was hardly dry on the news that Canada was raising a volunteer army for service in Flanders, when Cunny was across the border and enlisted, and in his last letter to me his parting instructions were: "Cromwell, you're a fool if you don't go ahead and make some money off your Knack of Remembering Names and Faces. Take all the stuff I gave youjust as scientific proof of your scheme-then write it up in your own way-just like you used to give it to me out on the road. You have got something that every business man and every professional man-yes, by gosh! that every society man, too, ought to know, and that every woman and girl ought to know! You go to it, Cromwell, and I'll bring you back a German helmet as a souvenir."

Cunny will never bring back that helmet to me, poor chap, but I have done what he wanted me to do.

And that, folks, is the simple story of how "The Knack of Remembering Names and Faces" came into print.

I am just a plain business man who happened to have the knack of remembering a name or a face and all that went with it, and as luck would have it, found the secret of the knack. I have written it out in my own everyday way, without frills or furbelows.

There are just five points to it and each point I have put into one handy little book that takes about half an hour to read and absorb. I charge $5 for the five-a dollar for each point-a dollar for each half hour's talk, for these are nothing but talks, as near as I could write them, such as I used to have with good old Cunnywith just a little of the "proof,' as Cunny called it, that I learned from his books and papers.

HE REMEMBERED! Then we took names. Before we finished the season that young fellow could recall every man we called on, every fellow we met around the hotels, their names, and all about them. He confessed that for the first time in his life he was really FEELING the interest of things. He had thought he was getting as much out of life as anyone else, but in reality he had been missing half!

Well, I didn't think much more about it after we had finished the season and Cunny had been taken into the office as his father's assistant, until

year

or two later at the summer convention of salesmen he invited me out to his house. He had been practicing the knack I had shown him, and, more than that, he had got out all his notes of the lectures he took on psychology at college, and the best text books, and, "Cromwell," said he, "this dope you have been handing to me is all based on real psychology.'

"Search me, Cunny, search me," I said, “and you won't find a bit of evidence on me!"

I won't bother you with details, but Cunny gave me all the material he had gathered together, which included a whole series of memoranda on the French police system of "Word Photography'

I won't say that you will work miracles with these books-I won't say a thing but this :-Send the coupon and I will send the books. No money involved. Read the books. Judge for yourself how much good you have got from them. Then if they have given you the knack of remembering names and faces, why, send me my $5. Otherwise wrap the books up and send then back to me!

And now I must close."Thanking you, one and all, for your kind and condescending attention," as the barkers in front of the old-time circus used to say, I will put my ear to the ground listening for your response. I honestly believe that any man or woman, boy or girl, who will read The Knack of Remembering Names and Faces carefully, and then put it into practice, point by point, will be able to remember a face, remember a name, and remember where and when you saw the one and heard the other, better than you ever did before, and it's my notion that the person who can remember names and faces without hemming and hawing, or stuttering and stalling, has one of the biggest assets there is for business, politics, society, or just everyday life!

But that is only what I believe. I leave it to you. Send the coupon and see for yourself.

CROMWELL BLOWER

116 West 32d St., Room 701, New York City Send me the Five books on the Five points of The Knack of Remembering Names and Faces. I will study them care fully and then in Five Days will either return the books, if they are not satisfactory, or send you $5 if they are.

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A TELLTALE'S HUNDREDTH

BIRTHDAY

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 years 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. Laenuec 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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