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Chapter 6 If You Don’t Do This, You Are Headed for Trouble (2 / 3)
        Thepnworkedlikemagidegieneverfotit.

        Yearster,hemademillionsbyusingthesamepsychologyinbusiness.Forexample,hewaosellsteelrailstothePennsylvaniaRailroad.J.EdgarThomsonwasthepresidentofthePennsylvaniaRailroadthen.SoAndrewegiebuiltahugesteelmillinPittsburghandcalleditthe“EdgarThomsonSteelWorks.”

        ThetralTransportationpany,whidrewegietrolled,wasfightingwiththepanythatPullmanowned.Bothwerestrugglingtogetthesleeping-carbusinessoftheUnionPacificRailroad,bugeachother,sshingprices,arovingallceofprofit.BothegieandPullmanhadgooNewYorktoseetheboardofdirectorsoftheUnionPacific.Meetingoneeveningi.NichosHotel,egiesaid:“Goodevening,Mr.Pullmawemakingacoupleoffoolsofourselves?”

        “Whatdoyoumean?”Pullmandemanded.

        Thenegieexpressedwhathehadonhismind—amergeroftheirtwois.Hepicturedinglowihemutualadvantageswith,insteadofagainst,eachother.Pullmanlisteentively,buthewasnotwhollyvinced.Finallyheasked,“Whatwouldyoucallthenewpany?”andegierepliedpromptly:“Why,thePullmanPacepany,ofcourse.”

        Pullman’sfacebrightened.“eintomyroom,”hesaid.“Let’stalkitover.”Thattalkmadeindustrialhistory.

        ThispoliemberingandhthenamesofhisfriendsandbusinessassociateswasohesecretsofAndrewegie’sleadership.Heroudofthefactthathecouldcallmanyofhisfactoryworkersbytheirfirstnames,andheboastedthatwhileheersonallyincharge,nostrikeeverdisturbedhisfmingsteelmills.

        Peoplearesoproudoftheirhattheystrivetoperpetuatethematanycost.

        Formauries,noblesandmagnatessupportedartists,musisandauthorssothattheircreativeworkswouldbededicatedtothem.

        Librariesandmuseumsowetheirrichestcollestopeoplewhootbeartothinkthattheirnamesmightperishfromthememoryoftherace.TheNewYorkPublicLibraryhasitsAstorandLenoxcolles.TheMetropolitanMuseumperpetuatesthenamesofBenjaminAltmanandJ.P.Man.Andnearlyeverychurchisbeautifiedbystained-gsswindowsoratingtheheirdonors.Manyofthebuildingsonthecampusofmostuiesbearthenamesofdonorswhotributedrgesumsofmoneyforthishonor.

        Mostpeopledon’tremembernames,forthesimplereasonthattheydon’ttakethetimeandenergynecessarytotrateaandfixnamesindeliblyintheirminds.Theymakeexcusesforthemselves;theyaretoobusy.

        ButtheywereprobablynobusierthanFranklinD.Roosevelt,aooktimetorememberandrecalleventhenamesofmeicswithwhomhecameintotact.

        TheChrysleranizationbuiltaspecialr.Roosevelt,whocouldnotuseastandardcarbecausehislegswereparalyzed.W.F.ChamberinandameicdeliveredittotheWhiteHouse.IhaveinfrontofmealetterfromMr.ChamberiinghisexperieaughtPresidentRoosevelthowtohandleacarwithalotofunusualgadgets,buthetaughtmealotaboutthefiofhandlingpeople.

        “WhenIcalledattheWhiteHouse,”Mr.Chamberinwrites,“thePresidentwasextremelypleasantandcheerful.Hecalledmebyname,mademefeelveryfortable,andparticurlyimpressedmewiththefactthathewasvitallyiedinthingsIhadtoshowhimandtellhim.Thecarwassodesighatitcouldbeoperatedentirelybyhand.Acrowdgatheredaroundtolookatthecar;andheremarked:‘Ithinkitismarvelous.Allyouhavetodoistotouchabuttonanditmovesawayandyoudriveitwithouteffort.Ithinkitisgrand—Idon’tknowwhatmakesitgo.I’dlovetohavethetimetotearitdownandseehowitworks.’

        “WhenRoosevelt’sfriendsandassociatesadmiredthemae,hesaidintheirpresence:‘Mr.Chamberiainlyappreciateallthetimeandeffortyouhavespentindevelopingthiscar.Itisamightyfinejob.’Headmiredtheradiator,thespecialrear-visionmirrorandclock,thespecialspotlight,thekindofupholstery,thesittingpositionofthedriver’sseat,thespecialsuitcasesirunkwithhismonogramoneachsuitcase.Inotherwords,hetooknoticeofeverydetailtowhichheknewIhadgivensiderablethought.HemadeapointingthesevariouspiecesofequipmenttotheattentionofMrs.Roosevelt,MissPerkins,theSecretaryofLabor,andhissecretary.HeevenbroughttheoldWhiteHouseporterintothepicturebysaying,‘Gee,youwanttotakeparticurlygoodcareofthesuitcases.’

        “WhenthedrivinglessonwasfihePresidentturomeandsaid:‘Well,Mr.Chamberin,IhavebeenkeepingtheFederalReserveBoardwaitingthirtyminutes.IguessIhadbettergetbacktowork.’

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