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594 ILLUSTRATED WORLD
and stocked up with a lot of large alumi­ orders this bank clerk and his wife strugnum
kettles. Aluminum was mighty gled to raise the standard of their candy.
expensive then, but we figured that if the To do this they used only the very best
people liked our candy at that time they raw materials obtainable and personally
would like it just as well ten years later. prepared and cooked each batch of candy
So we prepared accordingly. We know made.
now that we made no mistake in fitting From ten pounds a week to twenty
up our work room in the best possible pounds, then to thirty pounds, then to
way we could.
fifty pounds, then to a hundred pounds
"This shop is in our home at Wilmette their business grew. They had but one
and one window looks out over a broad price, sixty cents a pound, and they made
lawn and another on to a flower bed. only the kind of candy they made best—
So we think we have it just as clean as chocolate creams. Today one is liable
it can be made.
to see, on the desk of almost any banker
"One of the first rules we made was in Chicago, a plain brown box lettered
that we would make candy at least twice "Monahan's" in gold. The officials of
a week and that we would sell nothing the bank in which Mr. Monahan works
more than a week old. But I think those buy candy from him regularly and during
rules were not necessary. We never had Christmas week alone he sold almost a
any candy left over from one week to thousand pounds of candy. This is, of
another and we made it almost every course, the season of his greatest harvest.
night.
During the remainder of the year he will
"My friends at the bank brought me a sell about five thousand pounds more.
lot of customers from the outside and He sells positively no candy that is not
pretty soon we were sending our candy made in his own home and his business,
all over the city. And out of the city, up to the present, at least, has been en­
too. Then we learned something that tirely a retail one.
pleased us very much. Some of the girls But this does not prevent his candy
at the bank were letting their friends being shipped to all parts of the country.
know that if they wanted to make them In fact there are a great many people
presents of candy "Monahan's" would be in Chicago who will buy no candy but
the most appreciated. And lots of the Monahan's and it is their habit to send
boys at the bank were taking our candy it to their distant friends and relatives,
home a couple of times a week to their with the result that the Monahans now
families. And so our little side line of do a large mail order business—this is
business grew."
the most profitable variety, for as post­
There could be no doubt as to the age is extra, all delivery overhead
growth of the business—it was both charges are eliminated.
steady and rapid. Not only do Mr. And yet this is only a side line for the
Monahan's associates in the bank swear bank clerk—pin money for his wife. It
by his product but practically every has not caused him to lose a single day's
stranger who has been induced by en­ time at the bank in five years and has
thusiastic friends to try his candy has never given cause for criticism from his
become a regular customer. And the superiors. In fact the employer of today
reason for this lies in the fact that the is doing all possible to awaken in his
Monahans early realized that if they workers the virtue of thrift arid the men
were to build up a candy trade among at the head of the institution in which he
their friends their product would have to works are broad enough to realize that
create a pleasant surprise at the first the clerk who is thrifty and clever enough
eating and then maintain its charm at to make a decidedly comfortable income
each successive trial. Because quality is on the side is the man to be trusted in a
the only thing that can bring repeat responsible position.