Sept. 19, 1941 Dear Miss Jackson, Your announcement has come to me as program chairman of the Lawrence Rotary Ulubs I wish to advise you that it is against the policies of the club to have paid speakers. Lawrence, as you doubtless know, is the seat of the state university and we have many excellent and well-informed speakers to call upon at all times. For that reason I feel that it will be to be scheduleg on our pagerans. Sincerely yours, FcA/pg Program Chairman Lawrence Rotary Club 25 WEST 45th STREET xenn» Kaufman. NEW YORK e BRYANT 9—2075 September 15,1941 lir. Karl Klooz,Secretary Rotary Club University of Kansas 4+awrence,Kansas Dear Mr. Klooz: If by any chance the date of Monday October 6th is open on your schedule, we can arrange to have Mr. Kaufman speak at your meeting at a very reasonable cost. It happens that he going to be coming through Lawrence on that date and for that reason would be available on a fill-in basis. As you will note from the attached sheet, he is widely used by service clubs. rely, urs sine ; ire yew! Rear Secretary to/venn Kaufman P. S- You can check up on mr, Saufman through rotary Club in Kansas City, Missouri J. Che Conricr-Zournal LOUISVILLE, WEDNESDAY MORNING, NOVEMBER 15, 1939. Master ‘Stagehand’ Zenn Kaufman Puts Serio-Comedy Action Into Sales Lecture Anti-Climaxes Illustrate Points By RALPH BRADY. Zenn Kaufman, master “stage- hand,” led an audience of “heroes and heroines” through 75 minutes of smooth-running serio-comedy containing thirty-one laughs and three exciting anti-climaxes Tues- day night in Columbia Audi- torium to illustrate his contention that “Showmanship In Business” is the difference between a cash register that rings sweetly and one that is just a nifty ornament. The occasion was the annual sales clinic sponsored by The Courier-Journal and The Louis- ville Times for the purpose of bringing to the sales organizations of Louisville firms the latest in- formation on how to sell the pub- lic and make the public like it. Mr. Kaufman, former New York advertising man, is author of the books, “Showmanship In Busi- ness”; “Profitable Showmanship”, and “How to Run Better Sales Contests.” Says Selling Is a Drama. “The one common denominator of successful showmanship, “I be- lieve,” declared Mr. Kaufman, “is the amplification of the crack of Vaudevillian Joe Cook, who said, ‘of all my wife’s relatives I like myself the best.’ “The American public spends about four million dollars a day to goto the movies. And what do we get? We get the right to sit down there or up there and put ourselves in the position of the players. “The star is the individual in the audience in any form of en- tertainment,” Mr. Kaufman as- serted. “When Robert Taylor takes the feminirie lead into his arms, it isn’t the movie star he’s embrac- ing, it’s your wife sitting right next. to. you and, that’s not all, it isn’t Taylor who’s doing the embracing, it’s you. “Indeed, selling is a drama, but the salesperson isn’t the hero— he or she is just the stagehand. The hero is the buyer, and you’ve A section of the crowd at Zenn Kaufman’s i sales clinic. —(C.-J. Photo. got to keep him in the spotlight,” said the speaker. Action Louder Than Words. Toying idly with a _ revolver, Mr. Kaufman told the story of the Marshall County, Ohio, Sher- iff, who won eighteen elections hand down, but never made a political speech. “Each election year, the day be- fore the balloting, he marched into the Court House Park with his wife, put a cigarette between her lips, backed off 50 feet and (Mr. Kaufman’s pistol belched flame at his startled audience) bang—he shot it out of her mouth. Yes, action speaks louder than words.” Throws “Hammer.” “You’ve got to sell in the terms of what the purchase means to the buyer,” declared the speaker, patting the head of a hammer into the palm of his left hand. Suddenly, he threw the ham- mer out into the fifteenth row and the man who lunged to catch it as it descended toward the head of a cringing woman became a “hero,” but—you guessed it—the hammer was made of balsa wood and weighed an ounce. “A balsa wood salesman used a variation of tmat little stunt to illustrate forcefully to harried purchasing agents the advantages of his product,” he said. The yardstick of showmanship, Mr. Kaufman said, holding up a colored paper strip, consists of these twelve inches: mystery, realism, simplicity, life, motion, timeliness, pictures, color, conflict, sound, beauty and sex. Showmanship Extoled. Newspapers are the greatest me- dium of showmanship in the world, he said, because every Page One carries the story of a fight, or conflict, and everyone loves a fight. Showmanship, the speaker de- clared, is a great universal force, las powerful as the law of gravity, if properly used, and while a per- son can’t click on every try, the law of averages enters the picture when attempts are numerous and varied. “High pressure methods of sales- manship have no place in my scheme of things. Use the Golden Rule of showmanship—give to every man the same break you’d like to have yourself. Waves “Yardstick.” “Remember (waving the ‘yard- stick’) the twelve elements in this stick make all the shows, whether burlesque, Barnum & Bailey, Be- lasco, bull-fighting, ballet, boxing, Benny—or business,’ Mr. Kauf- man cried. “Now, if any of you want a sup- ply of these ‘yardsticks,’ just de- tach the stub (the ‘stagehand’ prepared to wind up his talk) and send it in with a mark in the last square, because if you don’t, you'll be buying one of my books.” Partial List of Local Groups that Has Heard Zenn Kaufman Miami, Fla. Syracuse, N. Y. Rochester, N. Y. Hamilton, Ont. (2) Oklahoma City New Orleans Toronto, Can. (2) Advertising and Sales Executives Clubs New York City (7) Des Moines, Iowa Cincinnati, Ohio Springfield, Mass. Providence, R. I. New Brunswick, N. J. Montreal, Can. (2) Indianapolis, Ind. San Antonio, Tex. Minneapolis, Minn. H.-J. City 2 B.C. Newark, N. J. St. Louis, Mo. (2) Sacramento, Calif. Sait Lake City, Utah Chambers of Commerce & Retail Merchants Ass'ns. Boston, Mass. (2) Springfield, Mass. Rochester, N. Y. Harrisburg, Pa. York, Pa. Bristol, Conn. Toledo, Ohio Des Moines, Ia. Chicago, Ill. Norfolk, Conn. Wichita, Kans. Keokuk, Iowa Des Moines, Ia. Butte, Mont. Providence, R. I. Meadville, Pa. Grand Rapids, Mich. Jefferson City, Mo. Aurora, Ili. Hartford, Conn. Rotary, Lions, Kiwanis & Mason Springfield, Mass. (K) Clarksburg, W. Va. (K) Oklahoma City, Okla. (K) Toledo, Ohio (K) Kansas City, Mo. (R) Philadelphia, Pa. (R) Cleveland, Ohio (R) Harrisburg, Pa. (K) Milwaukee, Wisc. (K) Akron, Ohio (R) York, Pa. (R-2) Marion, Ohio (K & R) New York City (L.R.&M.) Salesmen's Meetings Gossard Corset Co., Chicago, I1l. Prentice Hall, New York City New England Coke Co., Boston, Mass. Bankers Comm'l. Securities, New York City Du Pont Cellophane (3) Modern Manner Clothes, New York vay Carstairs Bros. Distilling Co. Los Angeles Examiner Sears Roebuck Co., New York City Washer Bros., Fort Worth, Tex. Godchaux Bros., New Orleans, La. Bates Fabric Co., New York City Collier Service Corp., New York City Schulz Baking Co., Pottstown, Pa. Pennsylvania Gas Association Alling & Cory Paper Co., New York City Connecticut. Laundry Routemen Beatrice Creameries, Tulsa, Okla. Shelby Sales Book Co., Pittsburgh, Pa. Ketcham Lumber Co., Salt Lake City, Utah Associated Printing Salesmen, New York Schools N. Y. School of Window Display, N. Y. (2) Dale Carnegie Institute, New York City Fashion Group, New York City School for the Blind, New York City University Extension Course, Mass. (3) Drake University, Des Moines, Iowa Amer. Inst. of Business, Des Moines Portland, Jr. Business College Life Insurance & Real Estate Salesmen North Jersey Life Underwriters Iowa Real Estate Board Insurance Federation of Pa. Federal Hardware Ins. Co., Newark Guardian Life Insurance Co., N. Y. Newark Real Estate Board Hartford Life Underwriters Nat'l. Assn. of Real Estate Boards Cincinnati Real Estate Board Union Central Life Ins. Co., Minn. Miscellaneous Charity Newsies, Columbus, Ohio Hundred Million Club Esquire Fall Fashion Forum Also several hundred National, Regional & Local Trade Association Groups. Dre Allen <= John Andrews telephoned the following this morning: hee 3 Z Za: Po gece Oe aeee 29 - OPEN October 6 = Ann yee October 135 . inesrromlen A Hn Goteber 20 - Walt Varnum October 27 - Governor Scotty November 3 CENTRAL OFFICE, 35 EAST WACKER DRIVE, CHICAGO, U.S. A. 10 July, 1941 Mr. John T. Andrews Lawrence, Kansas Dear Roterian Andrews: Films In response to your request, we are scheduling the following for showing in your club on the date indicated: Film Date to be shown Denver Convention, 16 mm., 2-reel, silent ee September oN % Unless we hear immediately from you to the contrary, we sual © enny" Jones J. Frank "J. Frank" Agricultural Industry (3) Trees & Shrubs (b) Lawrence National Bank Bldg. (r) 645 Miss. St. Date of birth 3/3/80 Amy Peggy Margaret Gertie Wincel Sylvia Frances Sara Soi aaa saan ites ts. Keéler, Walter J. "Walter" Office & School Equipment (54) Books & Stationery Retail (b) 959 Mass. St. (r) 1619 Kentucky St. Date of birth 9/23/96 Klooz, Karl “aed” Educating (19) Administration (B) University of Kansas (r) 1119 W. Campus Rd. Date of birth - 5/17/91 Louk, Charles E. "@harles" Real Estate Agent : (b) 735 Mass. St. (r) 1635 Indiana St. Date of birth 4/27/95 Malott, Deane W. "Deane" Educating (19-b) Admin. State Schools (b) University of Kansas (r) 1635 Ind. St. Date of birth 9/13/ Meade, I. Jd. "Tke" Finance (23) Banking (b) Lawrence National Bank (r) 546 Louisiana St. Date of Birth 2/22/69 McClure, R. W. "Vac" Electrical Ind. (20) Elec. Light & Power (b) 700 Mass. St. | (r) 1685 Indians.Street Date of birth 29/136: Ober, FH. Bs. "Bert" Clothing Industry (12) Men's Clothing Retail (b) 821 Mass. St. (r) 700 Indiana Street Date of birth-2/25/73 Powell, Lyle S. "Ivle" Medicine (49) Ear, Eye, Nose & Throat (b) 736 Kentucky St. (r) 1108 West Hills Terrace Date of Birth - 11/5/93 Quakenbush, Will H. Educating (19-D)Business Oéllege (b) 641 La. St. (r) 725 Miss. St. Date of birth 2/4/ Rankin, R. C. Myra Freda Nina Eleanor Berniece Alma Geraldine Rankin, R.C. "Rob" Ice & Cold Storage (37) (b) 616 Vermont St. (r) 724 Indiana St. Date of birth-3/29/66 Rice, Raymond E. "Raymond" Law--Corp. (b) 700 Mass. (r) 2141 Vermont St. Date of birth 10/9/83 Russell, Charles B. “Charlie” Musical Inst. (53) Pipe Organs Mfg. (b) 612-618 N.H. St. (r) 2232 Vermont St. Date of birth-12/33/82 Schwahn, Stanley E. "Stan" Recreation (65) Theatres (b) 646 Mass. St. (r) 1124 West Hills Patioway Date of birth Simons, Dolph "Dolph" Printing & Pub. (61) Newspaper Pub. (b) 720-722 Mass. St. (r) 1509 Mass. St. Date of birth 11/24/04 S@mons, W.C. "Collie" Printing & Phb. (61) Newspaper Pub. (b) 720-722 Mass. St. (r) 2500 Vermont St. Date of birth 7/8/71 Skie, John . "John" Carbonated Bev.-Bottling (b) 836 Vermont St. (r) 1201 West Campus Road Date of Firth 8/2/81 Skimmer, J. 7. "John" Elec. Industry (20) Light and Power (b) 700 Mass. St. (r) 1515 N. H. St. Date of birth 7/26/76 Stutz, John G. "John" Associations (4) State Municipal League (b) K.U. Fraser Hall ie) 2219 Nia. St. Date of birth 1/1/ Varnum, Walter H. "Walt" Chemical Industry (11) Drags Retail (b) 801 Mass. St. r) 1115 West ¢ Road ‘Bats of birth 8 1790 Grace Lolita Maisie Marie Gertrude Emily Gertrude Blanche fica cn ar elie da Nadia iin a i Be ae esa ace ct a Ward, Ralph "Ralph" Agricultural Industry (3) Florist (b) 910 Mass. St. (r) 78¥-Endsene--St~ 1530 Barker St. Date of Birth 9/12/82 — Wherry, Neal M. "Neal" Educating (19) Public Schools (b) Liberty “emorial High School (r) 1805 Miss. St. Date of birth 1/7/97 Williams, Roger M. "Dode" Agriculture-Stock Breeding (b) Post Office (r) R.F.D. Noe 6 Date of Birth- 9/19/82 Winter, M. S. "Ship" Automobile Industry (5) Trucks Retail (b) 738 N.H. St. (r) 1116 West Hills Parkway Date of Birth 11/1/99 Young, E. W. "Ernest" Laundering, Cleaning & Dyeing (43) Cleaning (b) 926 Mass. St. (4) 1215 West 4th St. Date of Birth 5/20/77 James 5. Dusenbury Nat. Defense Land (b) R.O.T.C. University of Kansas (r) 1133 Emery Road Date of birth---- Newell Lulu. Mary Ada Faye Mabel ROTARY INTERNATIONAL District 123 District Assembly ‘Olathe, Kansas July 9, 1941 READING LIST FOR VOCATIONAL SERVICE The Rotary Program, Pamphlet Mo. 3, March, 1941 Special attention to pages 3-4, 19-26, "So You're Buying a Used Cari", The ROTARIAN, July 1941, pages 20-22 Vocational Service "The Corner Stone of Rotary", Pamphlet No. 32, May 1940 Standards of Correct Business and Professional Practice, Pemphlet Hoe 33, March 1940. Manmal of Infecdatdon for Rotary Club Comittess, Pamphlet No. 20, March 1939 Special attention to Vocational Service Committee section | ‘he Geblinn of Casiitication ($1.00) Files 500 = Skah of Voesblonsk Barvles tatertel 503A ~ Any Rotary Club and the Second Object 505 ~ Rotary and the Development of Standards of Correct Busineas Practice . "Hebdomadal Questions" ~ Typical Vocational Service Programs and Activities op a= the Rohaviod tad bts Goat’ keositatien §11 ~ Actual Examples of Rotary Business Ethics at Work 516 ~- "What Vocational Service Means to Me" 516B - Vocational Service - What Does it Mean? 523 ~ What is the Buyer's Responsibility? §29 ~ Correct Standards of Business Practice in Purchasing 535 ~ Rotary Standing in the Commnity : i ihees sosedieal tae Sha Canibiiads Diniian Chitin yet Rte er are pon ye ete 8:00 @elie « « « 300 Gems ~« 4 9:10 @eMe « « 9:15 @sM. . . 9:25 a ome 6. 6 ° 9; 50 Gels -«¢ 10:15 a.m. 10:30 a.m. liohert 11:00 a.eMe .s 11:30 aeMe —- 11:50 a.m. 12:10 pee « ; : @) peM-. @ 5 p.m. ec8 2:35 poem. es PROGRAM DISTRICT ASSEMBLY 123rd DISTRICT, ROTARY INTERNATIONAL July 9, 1941 Olathe, Kansas Se ee ee ee ee ee ee ee er ee ee ee a ee ee ee ee ere ee ee ee ee ee ee ee re ee ee ee is 3 Se 6 Be ee ee eee ee eee 8 OO Cee David L. MacFarlane, Governor 123rd District ce kh ee ee ee ee he Oe Potion of the Club President” Cecil C. Howes, Past Governor 123rd District re i ee Marion C. Hume, Past Governor 123rd District + we 6 ee we eo oo Re Committos Geteup of & Rotary CI" David L. — Governor 123rd District ieee Se aS io i ° se eee 0 ee Berrian” Stone, Past district. deveruer, ola 1ith District, 1916-17