month I send a fellow to the office to look over the adding-machine, to adjust it, and to give further instruction in its use to any one who the boss may designate—again all absolutely free.
Now probably the fellow I send around doesn't know any more about running the ole adding-machine than half the folks in the office, but that isn't the point. The point is that I thus establish in the bosses of that office a feeling of coöperation with me, a feeling of my eagerness to give good measure, pressed down and running over, as the Good Book says, and then when he wants anything further in the way of office supplies, he's the more likely to turn to me. That's Service!
Or take insurance.
In the old days, when a bird—when a solicitor had sold somebody a policy, that ended it, and the solicitor never bothered him again. But happily a more scientific era has dawned. To the really enlightened solicitor, the sale of the first policy is merely the beginning. With an air of impersonal friendliness, and with an especial care to not seem
