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Harry L. Fogleman The Billy Sunday of Business Figure Gatling Gun Fogleman A man who has trained more salesmen and delivered more ginger talks in more business institutions than probably any other man in America. Harry L. Fogleman, salesman and teacher of salesmen, who once put over a $92,500 order and has helped to close others involving as high as $625,000 (for locomotives,) besides inspiring deals that it is safe to say have run into millions, was formerly the Reverend H. L. Fogleman of Allentown, Pennsylvania, where he was pastor of Christ Reformed Church from 1901 to 1907. (Incidentally that church had a membership of 75 when he took charge and 800 when he resigned, from which it is evident that Fogleman was a successful salesman even then, and knew uncommonly well how to gain and hold profitable patrons for his house. ) For that matter, he has never left the pulpit, in a sense, and he is preaching today to an infinitely greater audience a message that is sorely needed and much more vital and effective because it is concentrated, and because its local applications go right to the spot —to every weak and painful spot of business ethics and community life. This highly paid and high-powered business revivalist is not particularly altitudinous as to stature, but some tall stories could be told about his endurance, as a recent Chautauqua feat may well suggest. (And, speaking of that same stunt of following the Redpath of glory around the circuit, it is a fact that Fogleman got more publicity than Creatore's Band—to say nothing of William Jennings Bryan, himself, both of them having appeared on the program with him.) Indeed, there has been hardly a working day in the last fifteen years during which he has not delivered at least one lecture or conducted from one to three classes in Salesmanship and the Science of Business. Fogleman Rebuilt Himself There was a time, too, when Fogleman was physically a down-and-outer, headed for the scrap-heap with the throttle wide open. But when I discovered the nine laws of health, he tells us, and began to do those nine things right, I practically rebuilt myself into a new man, so that I have been able to do more in the last ten or twelve years than I had accomplished during the preceding twenty years. A negative thought, he affirms, is a poison as deadly as arsenic and will bring about a corresponding physical condition. Every morning now when I wake up I think positive thoughts and talk aloud to myself, and say, 'Fogleman, that was a good night's rest, now get up, get out, and get to it;' and if Fogleman doesn't get up I get him by the nape of the neck and kick him out of bed. I'm all right, but Fogleman is wrong. Fogleman is the man who had me down and out twelve years ago. Some time ago Fogleman didn't want to sleep; two o'clock came, three o'clock came, and he was still tossing about, and at three o'clock in the morning I made him get up and dress and ran him around the block until he almost cried to go to sleep. Now when his head hits the pillow he goes into dreamland because he hates to get up at three o'clock in the morning and dress and run around the block. Interests Officials and Employes Alike It is this driving power of the man, this ability to speak with authority to others because he has first spoken with authority to himself — and has got results — that rounds out his intellectual mastery of his subject and holds the attention of the industrial tarpons as well as the minnows; consequently, when he conducts classes in a great organization — and he has taught the Science of Business in such concerns as the Standard Oil Company, the Ford Automobile Company, the Chicago & Alton Railroad Company, Thomas Cusack & Company, and others of like standing — the officials and heads of departments are as glad to listen to him as are their most eager employes.[sic employees] No topic ever looks quite the same after Fogleman has taken it down from the shelf, breathed on it and rubbed it up. In other words, Fogleman wouldn't be happy if he had to call a spade nothing more than a plain, poverty-stricken spade. He passes on and particularizes. He isn't content merely to say something and let it go at that. He knows our weaknesses, and how easily an idea is deflected when it impinges on the average skull; therefore, he takes pains to make each point in several of the well-known 57 varieties, and one of them at least is pretty sure to prove unforgettable. Fogleman is the genuine article and the last word in staccato deliveries. No legato for him — nothing of the flow-gently-sweet-Afton school of utterance. But what a wonderful verbal cutting and stamping machine he has perfected! From the President of the United States down to the most humble street sweeper in any city in the land, every man is engaged in selling something. Salesmanship is the bed-rock of all business. Fogleman proves it. He is coming into this community to help business institutions — employer and employe [sic employee]alike — men, women and children . This Page Will Sell You Fogleman If we are to believe the wildly enthusiastic reports picked from city papers all over the United States, Harry L. Fogleman combines the high spots that have made famous Billy Sunday, George M. Cohan, Robert E. Sheldon, Orrison S. Marden, Herbert Kaufman, Elbert Hubbard and the book agent who sold the Methodist minister an unexpurgated edition of de Maupassant. Here are a few of these comments: Newberry, S. C., Observer —There was not an idle word among the many thousands he spoke; not a weak point in the whole talk; no repetition; not a dull minute. There is no telling what a stimulus this lecture has been to Newberry—to her business men and her workers in every department of industry. Tacoma, Wash., Daily Ledger —He proved a finished orator, delivering his message with such speed that a stenographer who attempted to record his remarks gave up with a gasp in the first chapter. His address was a remarkable portrayal of the ideals, ethics and qualities that go toward business success. Salisbury, N. C., Post —Fogleman exceeded the speed limit every minute of his allowed time and only once said, Please excuse my dust. Birmingham, Ala., Ledger — Gatling Gun Fogleman sold something to an enthralled and hypnotized audience. He sold them the brand new faculty of regarding business no more as an orderly arrangement of cash register figures but as a wonderful science and a beautiful art, and an eternal clash of warm human impulses. Cairo, Ill., Herald —Before an audience composed largely of the men guiding the business destinies of this city, Fogleman poured forth such a volume of business wisdom, such a plethora of business maxims, such a wealth of absolutely unanswerable argument as has never before been heard in this city. Easton, Pa., Free Press —Fogleman is a Sheldon, Hubbard and Marden rolled into one. His self-lubricating, ball-bearing, non-skid facts were put across in a masterly manner and the results of his labor will be felt in this community long after he is forgotten. It was one of the greatest efficiency talks ever heard here. Greenville, S. C., Daily News —Fogleman has a lot of the pepperino and ginger of the Sundayesque deliverances. Battle Creek, Mich., Enquirer —Fogleman had a shot for every one of the 2000 people crowded in the tent. Short, pertinent sentences. Every word practical. Birmingham, Ala., News —Fogleman is a typical American, with ideas and thoughts and plans and suggestions which flow as uninterruptedly as one of Billy Sunday's assaults on the devil. This vivid, red-blooded, intensely interesting speaker talks in epigrammatic quick style. He propounds a serious suggestion with the same agility with which he springs in lighter vein a funny story. Paducah, Ky., Evening Sun —If the backers of the Paducah Chautauqua never perform more of a public service than putting Fogleman before the people of the city, they will have rendered a service of inestimable value. There is common sense, honesty and Christian virtue in Fogleman's doctrine. Strength to his arm and thanks to the people who made his presence here possible. Paducah business will reflect his influence for a long time to come. Columbia, Tenn., Herald —Every business man, every clerk, every professional man, every housekeeper in the community should have heard Fogleman. St. Joseph, Mo., Press — Go on, go on, cried the members of the Commerce Club. So Fogleman took off his coat and pitched in again, talking like mad and snapping out his statements with emphasis. Rome, Ga., Tribune-Herald —A rapid, incisive talker who knows what he wants to say and says it impressively. Mayor W. O. McIntire, Danville, Ky. — Fogleman delivered the greatest lecture I ever heard. He was previously unknown here, but today his name is on every tongue. If he should remain tonight two tents would not accommodate the audience.
|Title||Harry L. Fogleman: "The Billy Sunday of Business"|
|Topical Subject (LCSH)||
|Personal Name Subject||Fogleman, Harry L.|
|Digital Collection||Traveling Culture: Circuit Chautauqua in the Twentieth Century|
|Contributing Institution||University of Iowa. Libraries. Special Collections Dept.|
|Archival Collection||Redpath Chautauqua Collection|
|Rights Management||Educational use only, no other permissions given. U.S. and international copyright laws may protect this digital image. Commercial use or distribution of the image is not permitted without prior permission of the copyright holder.|
|Contact Information||Contact the Special Collections Dept. at The University of Iowa Libraries: http://www.lib.uiowa.edu/spec-coll/contact/index/|
|Number of Pages||4|
|Digitization Specifications||Scanned at 600 dpi, 32-bit color. Master image available in tiff format.|