As much of the profit lies in buying and keeping down overhead expenses as it does in the selling. Many large business houses have gone to the wall simply through poor management. In the identical place one man makes a failure, another makes a huge success. The first requisite is to have what the public wants and offer it for sale at an attractive figure—one that will permit of a fair profit yet meet competition. Make no misrepresentations; better lose a customer for the time being by telling him you haven’t in stock just what he wants than by selling him something inferior and claiming it is just as good. He might be fooled the first time but he will fool you ever afterward. Many people open stores in the heart of what is termed “the black belt,” offer inferior goods, poor service, and ask high prices, and expect because the skin of those around them happens to be the same as theirs, that they are in duty bound to “trade with one of their own color.” In other words, the customer is asked to measure his race pride in dollars and cents. If he can get a good can of tomatoes across the way for 15 cents, he is expected to pay the same price or more for an inferior quality from the brother in mourning. If he refuses to so squander his money he is accused of todying to the white man. We have learned the lesson well that as mechanics or any skilled workmen we must equal the best if we would even get scant recognition. The color line in the labor field is drawn taut, yet here and there the line is broken and employment given us. The new business man must realize he must be fitted for what he undertakes. He wouldn’t attempt to repair a watch without having gone through an apprenticeship in watch repairing. Why start a grocery, meat market, haberdashery, etc., before acquainting yourself with the particular line you wish to engage in? We differ from other races only in that we are overconfident in our ability. We believe in starting at the top and sliding to the bottom; it looks so much easier. Climbing is hard work, but it is worth while, and when the top is reached, even though you are weary, you hold something tightly in your grasp that the world cannot take from you—experience. And, after all, that is the one great thing in life that brings success. RIGHT IDEA. A Portland school teacher asked this question: “Now, Johnny, suppose you wanted to build a $1,000 house and had only $700; what would you do?” “I ’spose I’d have to marry a girl worth $300,” answered the young financier. EXPLAINED AT LAST. The physician was giving an informal talk on physiology. “Also,” he remarked, “it has recently been found that the human body contains sulphur.” “Sulphur!” exclaimed the girl in the blue-and-white blazer. “And how much sulphur is there then in a girl’s body?” “Oh, the amount varies,” said the doctor, smiling, “according to the girl.” “Ah!” returned the girl. “And is that why some of us make better matches than others?”