``3. We have not made a practice of bringing to the attention of our employees the lives of successful men or the work of successful houses. ``4. We keep standard models of the different kinds of work in plain view of the men. If there is any doubt in their minds, they can study these models. ``5. We have observed a pronounced in- <p 41> crease in the work of our shops, due to imitation, since in lining up our organization we put the most competent men we have at the head. Their influence over the men in their charge increases the work, as there is no question that a good leader is imitated by the men, and the company is benefited by this imitation.'' _Judged by the results of the investigation the most common use of imitation is in the training or ``breaking in'' of new employees. The accepted plan is to pick out the most expert and intelligent workman available and put the new man in his charge_. By observing the veteran and imitating his actions, working gradually from the simpler operations to the more complex, the beginner is able to master technic and methods in the shortest possible time. The psychological moment for such instruction, of course, is the first day or the first week. New men learn much more readily than those who have become habituated to certain methods or tasks; not having had time or opportunity to experi- <p 42> ment and learn wrong methods, they have nothing to unlearn in acquiring the right. They fall into line at once and adopt the stride and the manner of work approved by the house. This is the specific process by which the most advanced industrial organizations develop machine hands and initiate skilled mechanics into house methods and requirements. It has been largely used by public service corporations--street-car motormen and conductors, for instance, learning their duties almost entirely by observation of experienced men either in formal schools or on cars in actual operation. Many large commercial houses give new employees regular courses in company methods before intrusting work to them; the instructor is some highly efficient specialist, who shows the beginner _*how_ to get output and quality with the least expenditure of time and energy. The same method has been adapted by leading manufacturers of machines, who call their mechanics or assemblers together at intervals and have the most <p 43> expert among them show how they conduct operations in which they have attained special skill. _In the training of salesmen imitation has received its widest application in teaching new men the elements of salesmanship; in showing them how to make the individual sale; in giving old men the best and newest methods--all by imitation_.