Copy of an article written in Ohio by T. Russ HILL and published in The Phiz, a salesman book.

Keep Digging

For over sixty years, Philip FRANCIS of Knoxville, Tenn., has been digging under the ground.  As a mere lad, not even in his teens, he started by picking slate out of the coal in the coal mines of Pennsylvania.

He can tell you about days of hunger, almost starvation, when as a boy, he ate raw potatoes to keep alive, Sunday after Sunday.  A step father fitted him in fist fights against other boys.  The prize was a bucket of beer to the father of the winner.  Phil usually won.

Panics are not new to Philip FRANCIS.  He vividly remembers those of the last century.  During one of them he practically walked from Pennsylvania to the Rocky Mountains in search of work.  He found it and again he was digging under the ground; this time for lead and other ores.  He was one of the first developers of the coal fields of Kentucky and Tennessee.  He went there when the coal sections were ruled by the fist and the gun as mine superintendent he handled those rough, pioneer men in their own way.  He engaged in 21 bare knuckle fights during those days and the other fellow went to the hospital each time.

Today Philip FRANCIS is a successful coal operator.  He is still vigorous and can outlast most men who are supposedly in their primes.  These last few years haven't worried him.  He has seen too many rough spots.  His pet piece of advice is, "Keep serene and keep digging." Figuratively Philip FRANCIS has never dropped his pick and shovel.  Almost from infancy he has been in love with his work.  His faith in himself and his job has never waivered.  It has been mentally easy for him to pay the price of success.

We commend his philosophy to you today.  It will make this last week of the sales period a success for you and your men.