In one physical particular, Mr. Wanamaker is very remarkable. He can work continually for a long time without sleep and without evidence of strain, and make up for it by a good rest afterwards.
When upon one occasion he was asked to name the essentials of success, he replied, curtly:—“I might write a volume trying to tell you how to succeed. One way is to not be above taking a hint from a master. I don’t care to tell why I succeeded; because I object to talking about myself,—it isn’t modest.”
A feature of his make-up that has contributed largely to his success is his ability to concentrate his thoughts. No matter how trivial the subject brought before him, he takes it up with the appearance of one who has nothing else on his mind.
HIS VIEWS ON BUSINESS
When asked whether the small tradesmen has any “show” to-day against the great department stores, he said:—
“All of the great stores were small at one time. Small stores will keep on developing into big ones. You wouldn’t expect a man to put an iron band about his business in order to prevent expansion, would you? There are, according to statistics, a greater number of prosperous small stores in the city than ever before. What better proof do you want?
“The department store is a natural product, evolved from conditions that exist as a result of fixed trade laws. Executive capacity, combined with command of capital, finds opportunity in these conditions, which are harmonious with the irresistible determination of the producer to meet the consumer directly, and of merchandise to find distribution along the lines of least resistance. Reduced prices stimulate consumption, and increase employment; and it is sound opinion that the increased employment created by the department stores goes to women without curtailing that of men. In general it may be stated that large retail stores have shortened the hours of labor; and by systematic discipline have made it lighter. The small store is harder upon the sales-person and clerk. The effects upon the character and capacity of the employees are good. A well ordered, modern retail store is the means of education in spelling, writing, English language, system and method. Thus it becomes to the ambitious and serious employees, in a small way, a university, in which character is broadened by intelligent instruction practically applied.”
When asked if a man with means but no experience would be safe in embarking in a mercantile business, he replied quickly:—
“A man can’t drive a horse who has never seen one. No; a man must have training, must know how to buy and sell; only experience teaches that.”
I have heard people marvel at the unbroken upward course of Mr. Wanamaker’s career, and lament that they so often make mistakes. But hear him:—