Part 1

HOW TO MAKE MONEY

_By_

JOHN V. DUNLAP

SOCIAL CULTURE PUBLICATIONS 151 FIFTH AVENUE · NEW YORK

Copyright, 1922 SOCIAL CULTURE PUBLICATIONS MANUFACTURED IN U. S. A.

CONTENTS

PAGE

THE NEIGHBORHOOD PANTRY 5

HOW TO MAKE MONEY, MAKING CANDY 7

WOULD YOU LIKE TO OWN A SHIRT FACTORY? 8

CAN YOU MAKE NECKTIES? 9

HOW YOU CAN EDIT AN INTERESTING COLUMN IN YOUR LOCAL NEWSPAPER 9

TEA ROOM AND GIFT SHOP 11

ROOMS 11

HOW WOULD YOU LIKE TO SELL REAL ESTATE? 12

MONEY IN DYEING 12

KINDERGARTENS 13

FOR THE STUDENT 13

IF YOU LIVE IN A CITY 14

LAMP SHADES 15

DOUGHNUTS 15

TO WHICH OF THESE CLASSES DO YOU BELONG? 16

WHAT ARE YOU LOOKING FORWARD TO? 17

WHAT EVERY GIRL WOULD LIKE TO DO 24

HOW FORTUNES ARE MADE 27

HOW TO SECURE A FREE COURSE IN SALESMANSHIP 30

WHO ARE YOU? 32

WOULD YOU ENJOY TRAVELING ALL OVER AMERICA? 36

TRY THIS TEST ON YOURSELF 54

THE NEIGHBORHOOD PANTRY

This plan offers an opportunity to enter the grocery business on $25 capital. The first step is to install shelves in a closet or pantry, covering them with plain white paper. Next, go to a wholesale grocery store and purchase—

25 lbs. Tea 25 lbs. Soda 25 bars of Laundry Soap 25 bars of Toilet Soap 6¼ lbs. Pepper 25 small bags of Table Salt 25 lbs. lump Starch 25 bottles of Wash Blue

The next step is to have printed a few hundred bills as shown on following page.

Either mail these bills, or distribute them by hand to each home you wish for customers. Distribute the day before you open.

In addition to making 25 per cent profit on each sale, you can establish dozens of good customers your first day.

It is very essential that you use the brands of soaps, etc., which are the best sellers in your town, and that you state the trade name of each article on your bills. It goes without saying that in no case should you list the “regular price” higher than the stores are selling.

Tea happens to be one of the most profitable articles in a grocery store, and this fact enables you to make this liberal offer.

FREE! FREE! FREE!

THE JONES’S NEIGHBORHOOD PANTRY WILL OPEN FOR BUSINESS, SATURDAY, SEPTEMBER 1ST

As an introductory offer we will give the first 100 customers who either call in person, or telephone their order, ABSOLUTELY FREE:

One Bar of Velvet Soap regular price $0.10 One Bar of Satin Soap „ „ .15 One Pound of Soda „ „ .10 One-quarter Pound of Pepper „ „ .15 One Bag of Table Salt „ „ .10 One Pound of Lump Starch „ „ .05 One Bottle of Wash Blue „ „ .10

The total value of these articles is 75 cents, and they are all every-day necessities which you buy nearly every week. No. 400 Ceylon tea regularly sells for $1.20 per pound, but we have reduced the price for this sale to 90 cents, and to each person buying one pound of this extra high-quality tea at 90 cents a pound, we will give absolutely free the above listed necessities which will cost you 75 cents at any store in town.

Telephone ——, and we will deliver your order, or call in person at the

NEIGHBORHOOD PANTRY 123 Main Street

From this point, your next step is to explain to each buyer of this special offer that you are opening a small store, and will carry such staples as soap, sugar, rice, coffee, etc. Each Saturday make a special sale of something to keep people talking about you. Three or four dollars per week spent with a printer in printing handbills announcing your special sale, will keep customers coming to your store and keep people advertising you by talking. Do a strictly cash business, and you will find your original $25 investment will grow into many hundreds of dollars in the course of a year. You will be surprised to see how quickly you will find yourself the owner of a real store selling everything. But, remember, you must

Sell for Cash Give Prompt Service and Fair and Courteous Treatment.

_$10 Required_ HOW TO MAKE MONEY, MAKING CANDY

Get a candy recipe book and practice making bonbons, fondant, fudge, peanut brittle, etc., until you learn to make delicious candy. Make up about ten dollars’ worth and visit some store with samples. Ask them to put a box in their candy case and pay for it when they sell it. Have a neat card printed as follows:

MADE IN MRS. BROWN’S KITCHEN BY MRS. BROWN RIGHT HERE IN BELLVILLE IT IS FRESH AND DELICIOUS TRY IT.

If your candy is good, people will buy it, and you will have no trouble in getting all the stores to buy all you can make. One woman started on this small scale and owns a large candy factory to-day.

WOULD YOU LIKE TO OWN A SHIRT FACTORY?

Every man has trouble buying a shirt that will fit him. One wise girl knew this and turned it into real profit.

She went to a local dry-goods store and secured samples of thirty or forty different kinds of shirt material. She made an arrangement with the store to allow her 15 per cent discount on everything she bought. Next she visited the various offices, stores, etc., and secured orders for “custom-made” shirts. She displayed her beautiful line of patterns, and also a shirt all made up, showing the quality of workmanship, etc. Next, she took the man’s measurements and he selected the pattern. She would solicit orders one day per week and make shirts five days per week. In a short time she was receiving mail orders and telephone orders. Every man in town wanted her to make his shirts. Within a few weeks she had employed six girls to help make shirts. Then she bought her material direct from the factory and received bottom prices. To-day she owns a custom-made shirt factory. To-day dozens of girls work for this little genius. Each girl has one special thing to do.

CAN YOU MAKE NECKTIES?

To convince yourself of the tremendous profit in making and selling neckties, just get the price of a yard of necktie silk, and see how many dollar neckties you can make out of it.

Did you ever examine a necktie? It is the simplest thing in the world to make.

Buy enough silk to make about twelve patterns. Use these for samples to show business men. They will sell like hot cakes. You can make 50 cents per tie profit. As your business grows, hire girls to make ties, and employ pretty, neat girls to take orders.

HOW YOU CAN EDIT AN INTERESTING COLUMN IN YOUR LOCAL NEWSPAPER

Go to the advertising manager of your local newspaper and buy one column of space to be used each day. Head the column:

“BARGAINS BETTY ROSS FOUND YESTERDAY”

“FOR WOMEN ONLY”

Next go out on a general shopping tour. When you run across something that appears to be an unusual bargain, or something very new and attractive, tell the storekeeper you will include it in your editorial to-morrow if he cares to pay you your regular rates of so much per inch. Your description of the article will depend upon how many inches of space he is willing to pay for. Your charge per inch should be about double the amount you pay the newspaper.

The value of this advertising is much greater than the average advertisement, since it appears to be a news item. Women will learn to watch for the bargains and new things you list, and it will be a genuine service to both women and storekeepers, as well as very profitable to you. Suppose you sell twenty-five inches of space each day at $1 per inch. The space would cost you 50 cents per inch, so you would make $12.50 per day.

“BARGAINS BETTY ROSS FOUND YESTERDAY”

“FOR WOMEN ONLY”

The Leader Store has received an assortment of white voile blouses in many pretty patterns which they are offering at $2.79. I find this price about $1 lower than the regular price for this quality of blouse.

The Star Furniture Company are offering small rugs 2½ ft. × 5 ft. for $4 each. The patterns are excellent copies of Oriental designs and are a great bargain at this price.

The Duplex Department Store has just received forty models of hand-beaded crêpe de chine frocks in all the latest colors, which will undoubtedly go very quickly to the wise early shoppers.

(Signed) BETTY ROSS.

P. S.—Telephone me at Main 246 if you desire information regarding where to buy. My services are free and I am always glad to become acquainted with my readers.

TEA ROOM AND GIFT SHOP

The tea room idea has become a permanent fixture in the average town. Women look for them and patronize them regularly. There seems to be a tendency toward tea rooms of the Colonial type. Read the monthly women’s magazines and you will find in most of them a column devoted to descriptions of tea rooms.

ROOMS

In a recent magazine there appeared an article written by a girl who had made a tremendous success operating rooming houses. Here was her plan:

She found ten girls who were rooming at private homes and taking their meals out the same as she. She told these girls if they were willing to pay her two weeks’ rent in advance, she would rent a home and furnish it. Each girl was to have a large bedroom completely furnished, and was to have access to a well-equipped kitchen and laundry. Cabinets were provided in the kitchen for each girl to keep her food and utensils in and a large refrigerator was also installed, which was always full of ice. Two large rooms downstairs were furnished as a parlor and reading room.

With her first two weeks’ rent, which she collected in advance, she paid one month’s rent for the house and made her first payment on the furniture which she bought on the installment plan. To-day she is operating six of these houses and is now serving meals to each roomer.

HOW WOULD YOU LIKE TO SELL REAL ESTATE?

Read this woman’s story:

“Two years ago one of our neighbors moved away unexpectedly, so did not have time to sell their house. They told me I could have all above $5,500 that I could sell it for. I put a For Sale sign on the house, but made no sale. Next I ran a small For Sale want ad, but still no results. Then I had a picture taken of the house and had 2,000 handbills printed fully describing it. I distributed them all over town and posted many on fences and telegraph poles. Within one week I had dozens of people come to look at the house and sold it for $6,500. My total expense was $4.90; my total profit was $1,000. My advice is to go into the real estate business. Go out and find houses for sale, then make the owner a proposition to sell them. My profits this year will run over $5,000 clear.”

MONEY IN DYEING

Here is a profitable business you can get into without capital.

Go to your druggist and buy a few packages of dye. Experiment by coloring old clothes or rags. When you learn how to do the work perfectly, either advertise in the want ad column, or solicit work by personal calls. Every one has clothes, curtains, carpets or something which can be made to look good as new if they were only dyed. The cost of the dyes is negligible—it is practically all profit.

KINDERGARTENS

Why doesn’t some clever girl start a “Kindergarten of Culture.” In addition to the regular kindergarten course, devote one-half hour each day teaching the children the correct way to eat and act upon all occasions.

The idea will undoubtedly be successful.

FOR THE STUDENT

In almost every town and city there are homes where the children are just at the age to prevent the mother and father from going out to the theater, church, parties, etc., in the evening.

These people cannot afford to keep a maid, but could and would pay $2 an evening to a reliable girl or woman to come in and stay with the children once a week.

Why not spend two dollars in want ads telling these people about your plan. It would be easy to get six families who would pay you two dollars each per week; Monday at the Smith’s, Tuesday at the Brown’s, etc.

This is especially good for the girl who studies, since the children will go to bed by 8 o’clock and the remainder of the evening can be spent quietly studying or reading.

IF YOU LIVE IN A CITY

There is hardly a single firm of any size which does not have a quantity of statements at the first of each month or advertising matter to be mailed which overtaxes their regular office force. Many women and girls in the city have started mailing houses. They make arrangements with these firms to address their envelopes, sign and fold the letters, insert in envelope, seal, stamp and mail them. It requires absolutely no capital to start this business, provided you will turn one room of your house into an office.

With practice the average women can address 1,200 envelopes per day with pen and ink. The charge for this work ranges between $3 and $4 per thousand. The rate for folding a one page letter is 70 cents per thousand, 35 cents per thousand for inserting it in envelope, 35 cents per thousand for sealing envelope, 35 cents per thousand for stamping and 35 cents per thousand for mailing.

Most mailing houses charge 35 cents per motion for folding, inserting, sealing, stamping and mailing. So in arriving at a rate for a piece of work you just determine the number of motions required. Each fold and each insert is counted one motion.

As your business increases, employ girls to help you and you will soon be operating an extensive office.

LAMP SHADES

The actual material cost of making a silk lamp shade that retails for $15 is about $5. Any girl who can sew will find making lamp shades an exceedingly simple matter. All department stores sell the wire frame, and transparent silk in many colors and designs can be bought at any good dry-goods store. The sales plan is this:

Make arrangements with a department store or any other store who will display them to sell them on commission. For instance, you allow them $5 profit on a $15 shade. If you show good taste in selecting designs and colors you can build up a very profitable business in a short time.

There is also a constant demand for a shade made of cardboard, hand-tinted in water colors which makes an excellent imitation of genuine parchment.

DOUGHNUTS

In a Middle Western town a certain woman discovered the secret of making old-fashioned doughnuts that would simply melt in your mouth. Neighbors soon learned of these delicious doughnuts, and insisted that every time she made them she would make a few dozen extra which they bought.

She decided to go into the doughnut business. She rented a small place about the size of a small shoe-shine parlor right on the busiest corner, and equipped the window with a kettle of lard on a gas hot-plate. Everything was painted white, and she was dressed in white. She fried doughnuts to order. Customers stood in line waiting for their doughnuts to fry. It proved a tremendous success. To-day she owns a large, fully equipped bakery where she bakes everything usually made in a bakery.

TO WHICH OF THESE CLASSES DO YOU BELONG?

CLASS NO. 1

Are you a stenographer, typist, bookkeeper, or an office clerk of some kind who goes to work at a certain time every morning, rain or shine? Do you take a few sandwiches along and eat lunch at your desk or in a rest room, or do you go to a cheap restaurant? You have a certain time to stop working each day. Do you dread the long afternoon—how lonesome and monotonous!—checking figures, typing letters, filing papers, or doing some other routine work which you have done so often? How you long for five o’clock to come! Not because you are lazy, but because you are human. Because it is not human for anyone to go on and on doing the same monotonous work day after day without becoming weary and discouraged. And then Saturday comes. How much is in your pay envelope? After you pay your living expenses, how much is left for you to buy the things which make life so bright for a young girl? When you go out on Sunday and see so many girls wearing fine clothes and associating with cultured people, what do you think? Do you think of the past weeks of discouraging work? Do you think of your clothes, your kind of friends, your home life and your meager earnings? At times you must look ahead, away off into the gloomy future. Monday morning you awake feeling blue, tired and discouraged with the dreadful thought of the office, the irritable employer who scolds, the same faces looking at you, the same monotonous routine.

WHAT ARE YOU LOOKING FORWARD TO?

Perhaps you are being led to believe that you are going to be promoted. Stop and think. Suppose you are promoted. What will it amount to? True, you might then be able to wear a little better clothes and not be quite so pinched for money; but after all, nothing else will change. Of all the girls you know, how many of them doing your kind of work ever advanced beyond a living wage? Surely your aspirations are for more than something to live upon! What are you going to do about it?

You have two avenues open to you. One is to continue your present daily grind and deprive yourself of the luxuries, the romance and the brilliant future of a happy home.

The other is to learn the things you should know in order to become successful, and get your full share of the sweet things in this world while you are still a young girl, and can enjoy them. This avenue will lead you to happiness, romance, and to all the niceties of life which are so dear to a young girl.

Can you afford to miss this alluring future? What are you going to do about it? Read every one of the plans which we outline on the following pages. You will find one that will make the world seem brighter to you.

CLASS NO. 2

Are you employed in a factory or at some other kind of work which you hesitate to acknowledge when you meet a new acquaintance, or are you employed in some one’s home doing domestic work. If we could only make you understand the great things in life which you are missing. If you would only go to your mirror and look yourself right in the face and say “I can’t do anything that will make matters worse. Here is a chance for me to better my position. Here is something I can do that will give me an experience which will pay up for my lack of education. It will teach me how to meet and associate with people of a higher rank. It will afford me an opportunity to enjoy all the luxuries of life which I have been deprived of. Instead of rough hands and soiled clothes, I will cultivate a clear, soft complexion. I will develop my natural beauty. I will wear the clothes becoming to a lady. I will do it! To-day, right _now_, I will take the first step necessary to prepare myself for this new life.” The first step is to read every single word in this book and then decide which plan you will select. Don’t just read. Think while you read! Forget every single thing in the world but your future.

CLASS NO. 3

Are you shut up behind a counter in some store, displaying a forced smile to shoppers who say and do things which belittle you beyond endurance? Sometimes you are so irritated you feel like insulting them.

How many days you have stood there when you were so tired you felt your legs would give way under you. How unpleasant to be greeted each morning with that close, depressing odor from the stock, a snappy command from your employer, and then finally to have an irritable woman customer who makes you show her everything in the store, after which she passes a few sarcastic remarks without buying, says “Thank you, dear,” and walks out.

Do you remember those hot, sultry days when you stood behind the counter and thought what a miserable life you were living? Do you remember when you would look at yourself in the mirror, your face all shiny, your clothes soiled and the perspiration fairly trickling down your back? How disappointed you were! You alone could see the hidden beauty behind that form in the mirror. You alone could realize that your unfortunate position was responsible for these defects.

How often a beautifully gowned woman with a charming daughter has visited your counter. How often you have envied them. You simply could not control that lump in your throat. How shy you felt in their presence. You would eye them from head to foot.

Are you going on and on endlessly in this dull, monotonous strain, or are you going to muster up your nerve and take the steps to-day that lead to prosperity and happiness? You can no longer offer the excuse “I can’t afford to prepare myself for a better position.” We will prepare you absolutely free.

CLASS NO. 4

Are you “too proud to work?”

Are you one of those girls who come from a family who have tried to maintain their local social identity by imitating the practices of people with means? Have you led yourself to believe that you will be classed as one of the common herd if you engage in a commercial endeavor? Are you blindly applying 18th-century customs to a period when commercial aggressiveness is a mark of distinction? Are you wasting your life away trying to make yourself and others believe that you possess an artistic temperament, when in reality you are nothing but an ordinary person with a twisted viewpoint, trying to be someone or something which you are not.

You, too, have two roads open to you.

The first one is to continue staying at home depriving yourself of the luxuries and happiness in life, and be regarded as an aristocrat by two or three dozen people who don’t know the difference between an aristocrat and a hippopotamus; and even if they did, it wouldn’t make any difference. Of course, if you continue on this road, you have this advantage: You can get all your relations together once or twice each year and go back over your family tree and praise each ancestor, relating in detail his super-qualities, etc., which should make all of those assembled very happy and proud. You will also have the advantage of being able to entertain new acquaintances (very much to their disgust) with the story of how your ancestors maneuvered from the time they were gallant knights of King Arthur’s Round Table to the day they stepped off the Mayflower at Plymouth. (If you happen to have any sense of humor, of course you will confine these stories solely to your relations when they congregate for the purpose of rehearsing these folklore epics.)

You will also have the advantage of retaining that state of mind which keeps you believing that your mentality is away above par and that people will somehow, sometime, understand and appreciate your worth to the world.

There are many other advantages (?) which the whole world is willing you claim if you follow your present road.