It may go against the grain sometimes but you will find in the end that it is more profitable to please the customer at any cost than to give up and admit failure or allow your temper to cause you the loss of an order, even if it is in it a profitable one.

If little Willie tries to climb your camera stand, draws a holder slide and fogs a film, puts your skylight shades out of commission, upsets a bowl of gold fish and turns his head every time you try to make an exposure, you may feel like giving him a dose of poison, but you shouldn't. Willie isn't the one to blame.

Willie's mother in all probability was not cut out for a wild animal tamer and has made a dismal failure of her job so it's up to you to get her out of Willie's sight and do the training yourself.

We don't mean by this that you should take the young rascal over your knee and use a strap, but with an indulgent mother out of sight, a firm grip on your patience and all of your reasoning powers brought into play, you will manage to interest Willie in something besides what you are doing, and then you win.

You may think life is too short to waste your time on a half dozen order of your cheapest pictures when the subject is a young hyena, but if you do the work cheerfully and please that mother she may give you enough free advertising to make up for all of your trouble.

On the other hand, just think how much reverse English Mrs. Dodad can put on the advertising she gives you if she insists that pictures of herself are perfectly terrible and you refuse to admit it. You have made a dozen beautiful negatives and you know the trouble is due to the way her hair is dressed or the style of gown she wore, but that doesn't help matters.

If you hesitate and argue the matter you get no credit for generosity and you will have to give in finally anyway, if you save the order.

Tell her you wouldn't think of allowing her to order from proofs she disliked and with a smile on your face ask her to come for another sitting.

It may seem rather expensive at first but you may find Mrs. Dodad much easier to please a second time. And the most profitable business is that which comes again and again and brings other business with it.

ELON We make it - we know it's right A gift that strengthens friendships - a gift that only yon can give - your photograph

Please All Of Them At Any Cost StudioLightMagazine1923 208

PORTRAIT FILM NEGATIVE, ARTURA PRINT

By O. H.Boye

San Francisco. Cal

Make the appointment today.

Please All Of Them At Any Cost StudioLightMagazine1923 210

The photographer in your town

THE SMITH STUDIO

Line Cut No. 813. Price 30 Cents

Scientific methods of providing safe illumination have kept pace with the development of greater sensitiveness of materials. There are now the Wratten and Kodak Safelight Lamps giving indirect and the Eastman and Brownie lamps giving direct illumination, all using Safe-lights which are scientifically designed. These Safelights filter out the light which would fog a sensitive material but allow all of the safe light to pass through, giving you a flood of light to work by. Such light not only means safety but health, comfort and convenience as well.

Ask for the booklet "Modern Dark-Room Illumination" at your dealer's or by mail on request.

EASTMAN KODAK COMPANY ROCHESTER, \. Y.

All Dealers'

Please All Of Them At Any Cost StudioLightMagazine1923 211

PORTRAIT FILM NEGATIVE. VITAVA PRINT

From National Convention. Portrait Film Exhibit.

STUDIO LIGHT INCORPORATING THE ARISTO EAGLE ESTABLISHED 1901 THE ARTURA BULLETIN ESTABLISHED 1906 Vol.15 SEPTEMBER 1923 No. 7