The invention, the general organization, the proper direction of the business, are essential to success.  But without that organization which is only obtained by actual, thoughtful experience of the men who do things, all the knowledge and industry of the leaders are utterly useless.

This knowledge produces a new kind of confidence that has greater faith in the existing and running things than in the claims for something that has not had the development of practice.  It is the confidence that knows that the right fundamental ideas and the policy of “sticking to one thing” will accomplish the best results.

This is not a doctrine of optimism that holds there is no inferior machine.  The “best” implies the existence of the inferior.  In nearly all lines there are many grades from the best to the worst, but the loss of faith in the relative value of a machine is most commonly due to a lack of full knowledge of the other types, and it is this kind of loss of courage, confidence, or whatever it may be, that this chapter is intended to offset.

Have Faith in Your Products.

What has been said regarding the optimist, the pessimist, and the vacillating man, from the designing and manufacturing point of view of a machine business, applies with equal force to the business organization.

The business is pushed forward by men who have confidence in the project and in the product.  If these men lose their faith in their own business, they not only lose their usefulness as pushers and managers, but they become drags on the industry, and remain so until restored to normality.  The hazard of investment is greatly increased by such conditions.

Instances without number have been observed in which men who have been successful have become unsuccessful through loss of confidence due to acquiring the “dangerous half-knowledge.”

The man who has acquired the dangerous half-knowledge should take a post graduate course in some institution where men are treated by all the most powerful agencies known to science.  There may be no institutions of this kind in existence, but the great need will doubtless bring the establishment of many.

The men who have lost faith in their own machinery should be told that no company can survive the effects of weak-kneed advocates.  Any company is better for a certain amount of aggressive competition.  Any company can stand more or less opposition from its friends the enemy, but no company can continue to exist under the blighting effects of the men who have lost this confidence in them or their product.

The post graduate course for restoration of the near-wise man should include educational means of all kinds.  The means should be especially adapted to the need of each student or patient.

There might be a phonograph in each room, which should work all night and all day.  This machine should repeat over and over a few short sentences like the following: