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He cares little for money, and even less for fame. When I asked him to name the essentials of success, he replied, curtly: “I might write a volume trying to tell you how to succeed. One way is to not be above taking a hint from a master. I don’t care to tell why I succeeded, because I object to talking about myself. It isn’t modest.”

Mr. Wanamaker is epigrammatical at times. I asked him if a man with means but no experience would be safe in embarking in a mercantile business, and he replied, quickly:—

“A man can’t drive a horse who has never seen one. No; a man must have training, must know how to buy and sell; only experience teaches that.”

When I asked him whether the small tradesmen has any “show” to-day against the great department stores, he said:—

“All of the great stores were small at one time. Small stores will keep on developing into big ones. You wouldn’t expect a man to put an iron band around his business in order to prevent expansion, would you? There are, according to statistics, a greater number of prosperous small stores in the city than ever before. What better proof do you want?

“The department store is a natural product, evolved from conditions that exist as a result of fixed trade laws. Executive capacity, combined with command of capital, finds opportunity in these conditions, which are harmonious with the irresistible determination of the producer to meet the consumer directly, and of merchandise to find distribution along the lines of least resistance. Reduced prices stimulate consumption and increased employment, and it is sound opinion that the increased employment created by the department stores goes to women without curtailing that of men. In general it may be stated that large retail stores have shortened the hours of labor, and by systematic discipline have made it lighter. The small store is harder upon the sales-person and clerk. The effects upon the character and capacity of the employees are good. A well-ordered, modern retail store is a means of education in spelling, writing, English language, system and method. Thus it becomes to the ambitious and serious employees, in a small way, a university, in which character is broadened by intelligent instruction practically applied.”

A feature of his make-up that has contributed largely to the many-sidedness of his success is his ability to concentrate his thoughts. No matter how trivial the subject that is brought before him, he takes it up with the seeming of one who has nothing else on his mind. While under the cares of his stores—retail and wholesale—of the Sunday school, of the postmaster-generalship, of vast railroad interests, of extensive real estate transactions, and while he was weighing the demands of leading citizens that he accept a nomination for mayor of Philadelphia, I have seen him take up the case of a struggling church society, or the troubles of an individual, with the interest and patience that would be expected of a pastor or a professional adviser. He is phenomenal in this respect. Probably not one young man in a thousand could develop this trait so remarkably, but any young man can try for it, and he will be all the better and stronger for so trying.

In one physical particular Mr. Wanamaker is now very remarkable; he can work continually for a long time without sleep and without evidence of strain, and make up for it by good rest afterward. This, perhaps, is because of his lack of nervousness. He is always calm. Under the greatest stress he never loses his head. I fancy that this comes from training, as well as from inheritance. It adds amazingly to the power that any man can assert. It is certainly a tendency that can be cultivated.