One Thousand Ways to Make $1000

509 Pages·2015·9.1 MB·English

by  F.C. Minaker

TO MAKE $1000

TO MAKE $1000

Practical Suggestions, Based on Actual Experience, for Starting a Business
of Your Own and Making Money in Your Spare Time

Edited by
F. C. MINAKER

Published by The Greenleaf Groups, LLC, PO Box 92664 Austin, TX 78709

Copyright © 2016 Clinton T. Greenleaf III All rights reserved in new materials. Previously published
by Dartnell Press FIRST EDITION 1936 SECOND EDITION 1937 THIRD REVISED EDITION 1940

No part of the copyright-protected materials in this book may be reproduced, stored in a retrieval
system or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise,
without written permission from the publisher.

ISBN: 978-1942148-01-2
Printed in the United States of America

TreeNeutral®

T

those pioneers in American business who had the wisdom and tenacity to
stay on their course until they arrived, this book is dedicated

Publisher’s Note

O

ne thousand Ways to Make $1000 was first published in 1936 by The Dartnell
Corporation. For many years, the book has been out of print and difficult to
find. Yet Warren Buffett, and his biographers, credits it with shaping his
business acumen at an early age. So in 2008, we decided to make the book
available again. Working from the 1940 edition, we made every effort to
reproduce the content as it was originally presented.

Since 1940, the business world has changed dramatically, yet the core
concepts in this book still hold true today.

contents

page
chapter I—hoW to start your oWn BusIness 13

The story of money—the first step in making money—how to begin making
money—raising money to start a business—the story of the cash register—
how J. C. Penney made his first $l,000—the story of “Morning Glory”
tomato juice—how the great Wanamaker business started—Mrs. MacDougall
turned $38 into a million— how Otto Schnering made his first $1,000.

chapter II—sellIng as a BusIness 27

Qualifications of a good salesman—getting the name on the order blank—
deciding what to sell—every woman is a hosiery prospect—overcoming price
objections—how to sell “tailored-tomeasure” suits—the right and wrong way
to sell nursery stock— selling frocks brings back prosperity—a good way to
sell radios—a storeless shoe business—James Horner became a “premium
specialist”—$1,000 from selling fire extinguishers—a business selling
mending fluid—selling protection against death—unique cigarette dispensing
humidor—selling printing specialties to business men—bringing the store to
the customer—how Cord earned his first $1,000—using old customers to get
new ones—antiques are coming back—Sullivan’s collection system portfolio
—how the Waffles sell moth tabs—possibilities of industrial uniforms—five
dollars starts stamp exchange—a “killing” on carded merchandise—“taking a
chance” on soap wins for Fitze—every man wears shirts—gifts for young
men to give to girls—greeting cards made money for Ettinger.

chapter III—MakIng thIngs to sell 71

Free training in handicrafts—suiting your product to your markets—Billy B.
Van and his “Pine Tree” soap—Knapp specialized in pressed chicken—
handkerchiefs for the Chinese– start a pie bakery–$l00 per month with felt

work—starting a food specialty business—making money from worn-out
tires— community marketing of handicrafts—an architect for the birds—
building a business on homemade fudge—where to sell candied popcorn—
ivory carving proves remunerative— potato chips made Hibbard independent
—doll hospital pays for operation—brown bread and beans pay the taxes—he
made “snake snaks” popular—what you can make from clam shells—
Tosdale sisters saw Paris on fancy pillows—makes miniature

chapter III—MakIng thIngs to sell (Cont.)

reproductions of antiques—a rattling good income from rattlers— he
specialized in “hamburgers”—etched bottles and boxes sell easily—the
vogue for wrought iron house numbers—James Mack’s sandwich bar—
doughnuts bring profits—motor-driven chairs for invalids—100 other things
easy to make.

chapter IV—raIsIng thIngs to sell 107

He cultivates violas for the market—a map salesman learns how to raise and
sell broilers—Mrs. Fox’s mink ranch—goat dairying—a coming business—a
different kind of poultry farm— selling “fighting” fish by mail—breeding
dogs for fun and profit— bee keeping for profit—there’s a big demand for
ornamental birds—-a smart way to market broilers—raising rabbits for their
wool—“glad” garden brings joy and profit—making money from an herb
garden—raising goldfish for premiums—-cleaning up on turkeys—raising
Irish terriers—quick profits from mushrooms— advertising makes farm pay.

chapter V—thIngs to InVent and patent 137

What goes with a patent—the cost of taking out a patent— improvements are
the most salable patents—Bert Pond’s hobby ended up in a business—
electrical toy sells out State Street— funeral flags and insignia—toy
automobile puzzles onlookers—profits from whittling—a shoe pain-killer
builds a new business—Coleman made his $1,000 with polish—Mrs.
Royeton’s button-eyed lambs.

chapter VI—startIng a roadsIde BusIness 153

Good profits from a “sale barn”—a roadside tire repair business— a target
green for iron practice—selling bait at a roadside stand— making a “stop and
sock it” range pay—a roadside bookstore.

chapter VII—storekeepIng as a BusIness 161

Deciding what kind of store to open—choosing the best location—what
makes a store successful—keep merchandise moving—starting a stamp shop
—making a grocery store pay—-the “ins and outs” of running a gift shop—
how to become a corsetiere—start a second-hand magazine shop—quality
sells—-even hamburgers—butter-and-egg stores can be easily started—the
hosiery bar—the fat men’s shop—open a drug-less drug store— “dollar
pups” make pet store pay—cashing in on the tropical fish vogue.

chaper VIII—proMotIng a sMall BusIness 187

Showmanship in business—promoting a business with premiums—direct-
mail advertising—contest for increasing a store’s list—how to make
newspaper advertising pay—how Harding built a restaurant business—a
change in policy started a laundry—on the road to leadership—Milo Jones
started his sausage business with a $30 advertisement—restaurant which
caters to children— bridge prize puts over home library—returnable
containers pep up sales—an advertising adventure blazed the path of success
for Weber’s bakery—how $150 a month advertising built a $10,000,000
business—open-air market brings added profits—mixing a good time with
good food—using one product to sell another.

chapter IX—sellIng thIngs By Mall 203

Essentials of a mail-order business—importance of repeat orders—writing
“copy” to sell by mail—what can be profitably sold by mail—making your
letters pull—the mechanics of a good sales letter— too much “you” is worse
than too much “we”—testing chart for letters—let the other fellow shout your
praises—ask for the order—a spare-time business became the world’s largest
mail-order house—a one-man business with a million customers— reaching
the smoker by mail.

chapter X—sellIng your serVIces 223

Training gave Chapin a start—a flower-a-day service—rug washing is a
quick-profit business—starting a package delivery system—sewing for the
“hard-to-fit” woman—an airplane junk yard—a business in organizing
archery clubs—ghost writing is a business—snapshots pay vacation bills—
style scouting with a camera—walking the dog—what one man did with an
old truck— Trader’s Exchange does a national business—boys’ club proves
profitable—meals for dogs is a business now—how to start a postal card
advertising service—bringing the show to the audience— trucking fruit from
Florida—how money can be made in cemeteries—turning ashes into gold—a
club truck garden—planning “little dinners” for restaurants—a “fix-it” shop
on wheels—starting an art academy on a “shoestring”—catering to school
children—“nickelin-the-slot” pool tables—turning a natural flair to profit—
how to get the doctor—specializing in dog sketches—-a new slant on the
“grab bag” idea—service to mothers becomes a business—-put a billiard
table in a store—-a profitable auto travel business—a new slant made this
circulating library a suceess—a clipping service for artists—starts printing
business at sixty-five—be a “free lance”

chapter X—sellIng your serVIces (Cont.)

photographer—selling sales information—making money with a portable
duplicator—hunting rare coins—a handy shop in your home—a country store
on wheels—“penny-weight” scales lure pennies—a shrimp fisherwoman—
specializing in social printing— servicing beer coils a new industry—renting
tires solves sales problem—fifty-two money-making ideas for women.

chapter XI—payIng for a college educatIon 287

Taking pictures in the street pays college expenses—Venetian blinds provide
school money—Martha Hopkins’ exchange helps pay tuition—five dollars a
day stenciling house numbers on curbstones—there’s a good market for
sports pictures—making college expenses with an ice cream machine—
students earn money as proxy parents—collar specialty pays profits—Mrs.
Fenton’s canned vegetable business—“pinch hitting” for housewives solves

college problem—a college education from walnuts—earns tuition by
polishing cars—wooden dogs pay student’s expenses—a hundred and one
ways to earn college expenses.

chapter XII—raIsIng Money for charIty 307

Baby shows go over big—white elephant sales are exciting— home
furnishing lecture series—sample night for local merchants—Christmas
pudding sales—chain luncheons and card parties—Florentine fair—a mile of
pennies—a year ’round thrift shop—put on a dog and pet show—country
fair’s are always good—a prune and apricot drive—-progressive luncheon
and style show—spring garden carnival—“days of forty-nine” celebration—
spring garden tours—“double-your-dollar” contest—“most treasured
possession” exhibit—Hostesses, Incorporated.

chapter XIII—Beyond the fIrst thousand 319

Good advice from a veteran financier—you can’t beat the “kitty”—a concrete
illustration—the best investment for a business man—an anchor to
windward.

appendIces 325 IndeX 401

OPPORTUNITY KNOCKS

By John caMeron aspley Publisher, aMerIcan BusIness
N

EVER in the history of the United States has the time been so favorable for a
man with small capital to start his own business as it is today.

For some time now the world has been slowly but steadily recovering from
the disruptions and economic shocks that came in the wake of the World
War. The ratio of debts to incomes is rapidly being equalized. Farsighted
monetary reforms, especially in the sterling group of countries, have been
made. While we are by no means back in the hectic prosperity days of 1929,

and there still exists considerable unemployment, even the most pessimistic
man must concede that the last two or three years have put us all on a firmer
footing. In fact, a great number of companies have managed to reach their
sales peak since the black days of 1935. Business does exist for the man who
will work and plan for it.

Here in the United States, legislation has been enacted that is particularly
favorable to the small business man. Obstacles, inadvertently put in his way
by early activities of the administration, have given way to a sincere desire to
help the small business man, who is the real backbone of American industry.
Agencies have been set up especially to protect and help him. He is the
“white haired” boy of the new order of things.

We have all heard a great deal about the opportunities of bygone years. We
envy the men who discovered and settled the West. We wish that all the
railroads were not built so that those opportunities would still be open. Why,
the opportunities of yesterday are as nothing compared with the opportunities
that await the courageous, resourceful man today! There are fortunes to be
made that will make those of Astor and Rockefeller seem picayune.

Ever since the beginning of time the world has made way for the determined
man with a real idea for serving his fellow men. In ancient Egypt, in classical
Greece, in legalistic Rome, as in every succeeding stage of civilization,
society has rewarded those who served it best. It will continue to do so for
many thousands of years to come.

So if you have the urge to go into business, or to lay the foundation for a
future business by capitalizing your spare time, delay no longer. If you wait
for conditions, conditions may leave you in the lurch. Determine upon some
plan of action that will enable you to render a needed service to your
community. Put your whole heart and soul into rendering that service. Face
the disappointments that go with starting in business resolutely and
courageously. Cultivate courtesy and consideration of others. Work as you
never worked before, and you will succeed. But you cannot possibly succeed
until you start. Nor can you succeed unless you serve.

Good luck to you in the most fascinating game in all the world—the great
game of business.
chapter one
HOW TO START YOUR OWN BUSINESS
W

HEN Gustavus Swift, a youngster in knee breeches, dressed and sold his first
calf to the fisher folk of Cape Cod, he laid the foundation of the largest meat
packing business in the world. The desire to make money—to have a
business of his own—was a driving force in the make-up of young Swift. In
Barnstable he was known as a chap with a lot of “get up and go” to him. So it
was not surprising that when he felt the desire to make money, he didn’t
waste his time wishing, but took his courage in his two hands and started in
the dressed beef business in his dad’s back yard.

No doubt there were other young men in Barnstable who wanted to make
money too. But while they were wondering how they could make it, Gus
Swift cut the Gordian knot. It meant work for him. It was not a pleasant way
to make money. There was the possibility of his not being able to sell his calf
after he had dressed it. He had to walk miles in order to market his veal, for
Cape Cod in those days was a “spread out” sort of place. But Swift didn’t
care. He wanted the money. The work, the walking and the adventure were
fun. And because he regarded making money as fun instead of work, he later
was able to come to Chicago and start the great Swift packing business. How
different from the average young men of today! They are usually more
interested in having a good time than they are establishing themselves in a
business of their own. Being in business is so confining! So they concentrate
on enjoying themselves, serene in their philosophy that tomorrow is another
day. If these people, and they are not all young people either, worked half as
hard at making money as they do at having a good time, they would be rich.

Then there are people who are willing to work and do work hard at making
money, but they are not successful because they lack a target. They are like
the chap who hunts big game with a shotgun. They do a lot of shooting, but
they bag very little game. Next to being willing to pay the price of success in
hard work, the most important thing is to have a definite, clear-cut objective.

Since it is necessary to crawl before you walk, it is suggested that you make
that objective $1,000.

Now you may say, why stop at $1,000? Why not make it $100,000? While
there is merit in the idea of setting up your sights high, there is such a thing
as shooting at the moon. Set an objective that you know you can attain.
Having attained your first objective, you can then consider what your next
objective will be. Remember that after you start in business you are going to
run afoul of many discouragements. While it looks easy now, it may not two
months from now. If you have as an objective a mark that you can almost
reach out and touch, it will help you to carry through this period of
discouragement.

The Story of Money

Since this is a book about making money, and money will be mentioned
frequently, it might be in order to get it clearly fixed in our minds what
money is. Money itself is no good. You cannot eat it. You cannot wear it.
You cannot use it for much of anything except to exchange for things which
you need. That is why it is called a “medium of exchange.” Money can be
anything. In the early days of the West whiskey was used for money. A farm
was advertised as being worth so many barrels of whiskey. Beads were used
by the Indians as a medium of exchange. The island of Manhattan was
bought from the Indians for a few beads. The first use of coins as money
antedates Christ. To save people the trouble of having to weigh each coin to
determine its value, the government stamped them with its mark. They could
then be passed in exchange without using scales, although even today the
banks in Great Britain weigh all gold coins presented to them to determine
the wear.

One of the first countries to use credit money as a medium of exchange was
England. People took their silver to the Exchequer and received in exchange
a tally stick. Notches were cut in this stick according to the number of
“pounds” of silver loaned to the government. These tally sticks were about
three-quarters of an inch square and about ten inches long. After being
notched, the stick was split in half, and one-half was hung in the Exchequer,

and the other half given to the person loaning the silver. At first these tally
sticks were used as receipts only, but after a time people exchanged them for
things they needed. Then the Exchequer issued tally sticks notched for even
number of pounds of silver—one pound, five pounds, twenty pounds and so
forth. These were much more convenient than carrying around the actual
silver. Eventually the tally stick was superseded by paper receipts, the
forerunner of our present paper money. The big advantage of the tally stick
was that no two sticks were notched in the same way, so that when the owner
of a tally stick called at the Exchequer to collect, the notching on his tally
stick certified to his ownership of the silver. It remained for John Law, the
eminent Scotch banker, to carry money to its next stage of development—
pieces of paper secured by various kinds of assets, and too often by nothing at
all.

It is important to know how our present system of money grew, so you will
understand its true place in our scheme of business. When you determine to
make $1,000 you are not thinking of ten one-hundred-dollar bills so much as
you are thinking in terms of what you can buy with those bills. And the same
is true of those from whom you get money. You both talk about money as
though money was all important, but actually you are exchanging services.
So your success in making your first $1,000 will depend upon your ability to
make or do something, of definite value to society, which people want more
than they want the money it will cost them.

In the years gone by, there was money in making and selling carriages. Based
on figures alone it might seem like a good thing to start in the carriage
business. But even the most casual investigation will show the folly of doing
so. The public today needs low-priced aeroplanes, automobiles operated with
fuel oil, and similar things. So other things being equal, if two men started in
business today, one making carriages and the other making Diesel
automobiles, it is probable that while the man making carriages might make a
bare living out of his business, he would never make any “big” money. He
might be every bit as smart, even a better business man, but society is not
willing to exchange money for better horse-drawn carriages. But it will for
automobiles which will run one hundred miles to the gallon of crude oil!

The First Step in Making Money

It is easier to make money in some localities than in others. There is, for
example, the Ogden hardware merchant who became rich selling shovels
during the California gold rush. He was quick to see that with people pouring
into the West digging everywhere for gold, they would need a lot of shovels.
So he wrote back east and bought all the shovels he could get. It was no trick
to sell them. All he had to do was to advertise that he had shovels to sell, and
the prospectors took them away from him at fancy prices. That kind of
merchandising does not require any skill. Neither does it require any
knowledge of business principles. But the gold rush is over. The West has
been settled. To be successful in business today you need more than a stock
of merchandise. You have to know how to sell goods at a profit. Nine out of
every ten men who start in business today fail because they cannot measure
up to those requirements—especially the last part of the formula.

So the first step in starting a business of your own is to know something
about it. You need not know all about it. But you must know something about
it. Fortunately much of the knowledge you need may be found in books and
trade periodicals. The manufacturers of the equipment which you will need to
get started are usually able to furnish you with essential information. The
federal and state governments have publications of value to you. This is all
experience which you can buy very inexpensively, yet it is experience that
has cost others much time and money. So read everything published about the
business you intend to start, to get the combined experience of others, and
begin your plans where they left off.

You will find many people who will laugh at the idea of learning how to
make money in books. They will tell you that business success depends upon
inherent trading ability and action. They will cite men who never read a book
in their lives and still made lots of money in business. Do not be influenced
by these views. No man ever started in business for himself, who did not
short-cut the time it took him to become established, by reading about what
others had done. When you read a book about business it is just as though
you were invited into the home of the author and sat down with him and
talked over your problems. Only those who think they know all there is to be

known—and more besides—consider such an exchange of ideas foolish.
Why spend hundreds of dollars to find out that a business idea or plan will
not work, when another who has tried the plan tells you in a book or a
magazine article exactly why it is not a good idea? At the end of this volume
you will find references to books, pamphlets and magazines which may be
consulted for further information on some business problem. Consult those
references. They may save you much grief and loss.

But understand this: Reading alone won’t enable you to succeed in business.
The best idea ever conceived for making money is utterly worthless until
somebody puts it to work. You, no doubt, know many brilliant men, fellows
with more ideas for making money than a dog has fleas, yet who never get
enough money together to buy a second-hand automobile. What is wrong
with them? They are probably like the inventor who never stops inventing
long enough to make and sell his invention. One good idea, at work making
money, is worth a thousand ideas just buzzing around in the head of the
smartest man in America.

How to Begin Making Money

The way to begin making money, is to begin. That may sound foolish. But
the hundreds of thousands of people in this country who would like to make a
lot of money are not making it because they are waiting for this, that, or the
other thing to happen. Some are waiting for business to get better. Others are
waiting for the right moment. For the most part, however, they are waiting
for no reason in the world except that it is easier to put off until tomorrow
those things which should be done today. Business is a game of “put and
take”—you can’t “take out” until you “put in.”

People often put off starting in business for themselves because they cannot
see clearly ahead. So they go to friends for advice. It is characteristic of
people, when advising friends, to be super-conservative. Benjamin Franklin,
you will remember, asked his friends what they thought of his chance to
succeed in publishing a newspaper in Philadelphia. Without exception they
advised against it on the grounds that there were already too many
newspapers. They did not take into consideration Franklin’s ability nor his

capacity to succeed. Had they stopped to analyze the situation they would
have advised him to go ahead by all means. The fact that there were so many
newspapers made the opportunity for a better newspaper that much greater!
As a rule most of the advice to those contemplating a business venture is
“don’t.” If you ask the advice of enough people you are almost sure to end up
by doing nothing.

The only person really qualified to advise you as to what you can do is
yourself. You know yourself better than any one else does. You, and you
alone, know how determined you are to make a success of the undertaking.
And in the last analysis, about 90 per cent of being successful in business is
that indefinable thing which for lack of a better name we call “guts.” If you
have the “guts” to work eighteen hours a day if need be; if you have the
“guts” to go without pocket money in order to carry your business over the
rough spots; if you have the “guts” to stick when others say you are just
wasting your time, it is a pretty good bet that you will succeed, because that
is the stuff from which success is made.

So do not be overconcerned with the real and imaginary difficulties that loom
up so large at the outset. It is not necessary that you see the harbor at the
other end of your course before setting sail. If you sail straight, and keep
moving, you will get to your destination. But you won’t get there, or
anywhere, unless you start. Once you have started, most of the difficulties
will give way before your enthusiasm and determination to succeed. You
may end up in an entirely different business from the one you started. You
may have to change your plans a number of times. But what does that matter?
The all-important thing is that you have started.

In the following pages you will read about hundreds of people who, like
yourself, had the urge to make a thousand dollars. Some earned it making
things, and others selling things. Some made it quickly and others slowly. But
you will find one thing true of every story in this book. Each person began
making money when he or she started. Had these people not come to a
decision, and started in a business of their own, they would never have made
any money. Their success began with their decision to start— and so will
yours.

Raising Money to Start a Business

Many a man with a good idea hesitates to start in business because he lacks
capital. Capital is important, and it cannot be denied that a lack of it is one of
the principal reasons for business failures. However, lack of capital need not
hold back a determined man. The old saying, “Where there’s a will, there’s a
way” still applies.

Sometimes a money-making idea is so good that men who have capital will
“grub stake” you in starting your business. Many famous businesses were
started in just this way. Hires root beer is a case in point. Charles E. Hires
discovered the formula for his root beer in a farmhouse back in 1877. One
morning George W. Childs, publisher of the Philadelphia Public Ledger, sat
down beside Mr. Hires in a street car. “Mr. Hires,” he said, “why don’t you
advertise that root beer of yours?”

“How can I advertise?” said Mr. Hires. “I haven’t any money.” “Advertise to
get money. Come around to the Ledger office and I’ll tell the bookkeeper not
to send you any bills for advertising until you ask for them.”
Mr. Hires was a man of action. He knew that without venture, nothing could
be gained. He accepted Mr. Child’s offer. An inch advertisement ran daily
from that time on in the Public Ledger. Slowly, but steadily, it began to pull.
When at last the profits from the advertising were sufficient to justify Mr.
Hires’ asking for his bill, it amounted to $700. But it was a good investment.
It provided the capital upon which the Hires’ business was founded. For ten
years Mr. Hires plowed all his profits back into advertising, keeping only
enough out for a bare living for himself. He became one of the largest
national advertisers in the country, with annual appropriations amounting to
more than $600,000.
When a product has good repeating qualities it is sometimes possible to
interest advertising agents in extending credit in order to get a business
started. If an idea offers mass advertising opportunities, some of the larger
agencies may accept stock in a company to offset the advertising bills.
Among the well-known products now on the market which have been started
in this way, or which are partly owned by advertising agencies are:
Pepsodent, Barbasol, Bon-Ami, Sapolio, Palmolive soap and Van Camp’s