Billboard advertising (Jan-June 1899)

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Li a THE BILLBOARD w^' Distributors on Roller Skates. By |am W. Hoke. Some years ago, roller skating rinks were all the rage throughout the length and breadth of the lan4. at which, time, many of the export's in that line made enormous distances In competitive races. Recently, some English people have gone to manufacturing a roller slij:fe to compete with the bicycle, the snare being in fact two small bicycle wheal;; with pneumatic tires, mounte-1 fore and aft. The price, $35, -prevented any great number of sales, but a few moqths ago a Buffalo concern put on l a modification of this article at a low price, something like $10, and men on bicycle roller skates, or "Buffalo foot cycles." as they are called, can fre- quently be seen on the boulevard* of New York and Chicago, keeping pace with " speedy horses, and speedier wheelmen. A gentleman In a "Western city, in- terested in distributing and sign-ta<-k- ine. who was formerly a roller skat- ing crank, tells me that he intends to equip some of his men with Buffalo foot cycles, and give them a trial of a week at least. One of the claims of the skate bi- cycle is that when reaching a rough section, the skates can he : thrown over the shoulder and ordinary walk- ing indulged in. Tills is a subject that might interest distributors in level sections. A walk of ten or twelve miles a day. carrying a great bundle of circulars or samnles. or cards for tackinsr. is a hard day's work in itself, and if the same man mounted on wheels can cover double the territory in the sann- l«>nsrth of time, and thereby distribute double the quantity, there will soon begin to appear a reasonable amount of profit in this work. Aside from the utility of the idea, the novelty of it for tb» first few •weeks in any town would certs'In'v be worth considerable to the artie-.o being advertised. The Distri&utor and the Local Merchant. About all. the advice I have e*-°r read in various trade Journals to dis- tributors just beainning business is: "Start by soliciting your local mer- chants." The advice looks all ri"'>t on the face, bnt experience lias tansrlit me to think the reverse, "ftet your local trade first." Yon mis-lit just as well advise a person to build a hop?.* and then put the foundation under it. One looks just as sensible to me as the other. My experience has been, and I think all experienced distribu- tors will bear out nay statement, that the local merchant will be one of the last customers you 'will get. It is nil well and good to solicit their, trade. Soliciting and getting are two differ- ent things. The local merchant thinks he knows all about distributing. When he has anything in thsit line 1>«* usually goes out on the street and hires three or four small bovs. or a couple of hobo tramps or bar-room loafers to do the work. He thinks that ends it. Just so the matter is out of his place of ousiness. After he has tried this thing once or twice he concludes that distributing does not pay: simply because he got no results from his printed matter. Should he call upon the; local distributor for prices and be asked a reasonable fic- ure, you would imagine, judging from his general actions, that the distribu- tor had "pulled a gun on liiin." de- manding his money or his life. His usual answer is. "Why. I can get the work done for less than half the price you ask me. and get it done right at that." He does not know right from wrong. He knows no more about dis- tributing than a "cat does about Sun- day.'* Couldn't tell a good job if he This very same merchant saw it. ■will pay an enormous salary to an ad- vertising man; he will pay a bis round price for the writing of an advertise- ment, circular, newspaper or anv other kind, and he pays it freely. If he wants space in a newspaper he pays the price asked without a mur- mur, bnt when it comes to distribut- ing, he wants the work done for near- ly nothing. Why is this? Simply be- cause the merchant thinks any one can do distributing and do it right. I claim he is mistaken. I- also claim that it requires just the same amount of experience to manage "and handle men. and handle them properly, in the distributing business as in any other line. In other words, the manager of a distributing agency must thorough- ly understand his business. He must know where the possible patrons of the article advertised can be reached. He must know the time to reach them. He must be able to judge men whom he employes. He must know how to inspect work. He must know when the work is done right. If he docs not, lie is nor a distributor in any sense of the word. The -writer has watched the Dis- trict Telegraph boys go out with a lot of advertising matter which they ■were to distribute. They started out like a lot of sheen without a leader. He has watched them at work. They have no svstem. They work "any old way." Why? Simply because they know nothing about the business. They have no inspector or foreman. If they have. I have never seen him. I have also watched what the mer- cnant calls "our own men." They do it even worse than the messenger boys. The messenger boys do ulace some of the matter so that it will do some good, but the "our men" fellows go along the street throwing the stuff in the yards part of the time and "art of' the time on the sidewalks. Thev hand (in nine cases out of ten) every man. woman and child thev hannen to meet a piece of the advertising matter. Yon can follow them for miles on the street by the litter in the gutters and on the sidewalks. They usually nut out from three to fiv" thousand a day in Cincinnati. Of course, this is very cheap, when it is figured per thousand, but out of the five thousand pieces. I venture to say. that not over one hundred of them are effective advertising. Then the merchant wonders why he does not get any results. Now.'if the regular distributor did this work for him. he would exneet about '.»> per cent of the circulars to bring him a customer. He becomes very unreasonable. TTo wants as much results from S100 Sfeut in house-to-ho"*" districting as he gets from a $">00 "add" in a Svnday paper.. I would advise all distributors not to bother with the local inerHmnt for the first two or three years of Ids business career. First show him that the nn- tionnl advertiser appreciates your service. After you have done this yon ran make a good, strong argument. For instance, if you could name th<» Pr. Miles Co.. the I>r. Chase Co.. C. I. Hood & Co.. or any others you mav have on your list of patrons, it -would be an easy matter to prove that it paid them to patronize you. If it did not, you could not hold their trade. You can also tell him that they are paying you good prices, and if your services were not satisfactory, they certainly would not do so. Mark my word.your local merchant will pay the price after awhile. Don't come down a cent to liim; if anything, charge him more than you do the national adver- tiser. He deserves it for not being willing to pay you an honest price. It was only yesterday that a local merchant called on me to get my price, lie thought it was rather high, but said he woud pay it. He stated that he had employed boys for a num- ber of years to do his distribulting, but found that the work did not pay him. the believes in house-to-house distributing), and further stated that }si:( it sir resort, he employed a man to .10 iji: j|ooi four boys whom he had 1—red to do a job of sampling. Ho had his own ideas about now sampling sh.oud be done. I will give you his plan: He instructed the boys to leave from ten to twenty-five samples on the counters of the stores, barber shops, saloons, etc. He also said that he worked the city thoroughly from house to house, and the entire distri- bution cost him S2.50 per thousand.. No results whatever.- Was this not a sad experience? I told him where lie made his mistake, and nroved to him that he knew nothing about house-to- house distributing. He admitted that I was right. Before leaving, lie said that he had watched my men and had come to the conclusion that we were the only agency in Cincinnati that did good work. He said that he had seen other men distributing, but the work was never done in the systematic manner that ours was. He asked me how I accounted for this. I told him that when we found a man who did not do the work as instructed, we simply discharged him. That wo were in the business to stav. and could not afford to have men working fo r its who did not obey orders. I believe that the experience of this one merchant is about the same as ti'" mniority. I will say in conclusion that I have rotten more local trade in 1S0S than I d'd in ni»" previous four years" ex- perience. I would also like to state that I have solicited less this yenr than ever before. I have made up r-'v mird to compel the local mer- chants to come to me. and -"-hen I s"eeed. ti>ev are usnallv williii" to pay a fair nrice. If not. T let them e-n. Ope or two experiences more w ! 'l fix them all ri"ht. "We invite inspection, and would be pleased to take any one who desires to see our men pt work, to the ppto-i). borhood where thev nr n distributing. I wonder if any of the merchants whose "own i«en" do the work cnu'd at any tin'", when c.il'ed "nnti. tell in what section of the eit*\ to say noth- ing of the ^tree*<-. fhejr me" pre work- in"- en. W" ""derstand «"r business, and T wn" 1 ' li'-e to see the man -who carries a distributor's ling "''in could fleceivo ll«!. Vo «ro "on to" all the t>-'cl.-« that n distributor con "hatch." We hnve handled men. and there has beep manv a one who hns found out to his sorrow that we understand our h"<sin.ps<-\ T would like to hear from other dl=- rWtinterc thre"gh 1'>e columns of "The Billboard" on this subject. -yo"t*c vorv tr"tv. "«'. TT. STlWVU'THi'XXKIT AT*"". Steinlirennor's Distributing Service. Honest Distributing I Successful Advertising! BY JOS. A WU.I.ACR. T am in reeoint every week of letters from distributor,! who bfvc hoard o' my circular, cntiU'-n "Honor! Dl"tributinir. Sn-oeBsfol Ad- TTtisinP-." asVinr pip to moil thorn nnn. T al«o rooei-e mpnv letters from aovortNorR who intend PlstrintitinK niv town. saving tinw many T need, apo Koine on to say t h a* "our orioe in a town the sf~e of vours is $1.50 ppr thousand." f think thai thp advice offered In this cirf"lflr i" eoi*allv good for adver- tiser pr wll flB distributor, p« it l"lla whv the pdvprtioor plmulil iw»v p-ond nr|pp« and w»>y the eiHtribntor F'»nuln cl" e-ood w/ »rk. T he«'o boon a rondor of "Tlio BIllbnBrd" pin^o i»n flrW. nnbllpnftnn, pnfl T have never noticed an complete a bit of advice an Is of- fered In my folder, and think If a ptrt or the whole of it Is published in "The billboard" for general Information It would be accepta- ble to many who are Interested in this de- partment of advertising. I, therefore en- close you a folder, which you can ■publish from if you wish, the section referred to This Is not intended as an advertisement for myself, but I want all our members to get tn line, and by good work increase our busi- ness and fame as honest distributors and suc- cessful advertisers. I bIbo wish to impress on the advertiser that it Is an Impossibility to pay our men *7 to 19 per week and do dis- tributing for $1.50 per 1.000, when 1.000 per day Is the limit of a thorough distributor's endurance. My folder starts as follows: It has been demonstrated to the satisfac- tion of all successful advertisers that the placing of a WELL, WRITTEN pamphlet or circular in the handB of those you desire to reach as probable patrons is a decidedly sat- isfactory method of advertising. The heavy expense entailed in advertising through the press precludes giving demiis. which must be supplied through other and more direct channels. Mailing circulars to addresses ob- tained for such purpose entails a cost of $10 to $20 per thousand. The ECONOMY AND ADVANTAGE OVER ALL OTHER METHODS Of advertising must be conceded to house- to-house distribution, and gives opportunity for extended argument and description by using circulars, pamphlets and booklets. Make them attractive. Let them be well written and printed artistically on good paper and they will go the rounds of the family be- fore being laid aside. HONEST DISTRIBUTION. Here is the problem that worries the ad- vertiser. The city or village distributor will send in to the advertiser a letter signed by the leading druggists or merchants of his town, recommending him as a capable, hon- est man. But how many druggists or mer- chants there are who sign such a letter or petition and do It more as a favor, not wish- ing to offend or refuse the applicant, and at the same time not stopping to think that thev are lending their names to advocate a man who they are really not sure of, and who will, perhaps, waste as much or more than he distributes properly. It is often the esse that the out-of-town advertiser has no other means sf appointing a distributor in a city or village than by such a recommendation, and the druggist or merchant who indorses an applicant who desires to be appointed a distributor should look carefully into the ap- plicant's ability and integrity before recom- mending him to the Innocent advertiser, who is far away and must use this means of send- ing out his distributing. The best way for the new advertiser to do is to write oth°r older advertisers and innuire who their dis- tributor is. for the old advertiser knows what his returns have been in the- different towns, and if the distributor can get the endorse- ment of the old advertiser for past services, as well as the leal merchant and drugeist. then the title of honest distributor Is worth something. The honest distributor must be a man o* unlimited patience. He must not get tired climbing stens and opening doors, and begin to stop at the bottom of stoop or piazza and throw at the doorstep, for that is not his agreement with the advertiser, and he is rot keeping un to his contract. "Inside the door" Is his Instruction, and do It quietly, so as not to make the advertising matter a nuisance before It Is picked un bv the occu- pant of the residence. Hoys should never he trusted as niEtrlhntors. for not one In a thou- sand has the netlence to take a smalt pack- pee of 500 clreplars and spend the nece«s»rv half day distributing them. A boy thinks that 500 should not last over an hour, ard a boy Is a roan bpfore he thinks otherwise. The honest distributor will not take out two to'-s at one time, no matter If they be in entlrrlv different lines, for one will surelv detraet from the other, and the advertiser loses one- hnlf or more of the Interest his advertising should create. Distributing should not be done on rainy or stormy days. The advertiser should not under any circumstances de»I with a cheap distributor. Good men should receive good pay for good work. Poor men can be hired cheap, and will surely do cheao work. Twenty-five cents extra per thousand Is nothing if you have some reason to be sure you are getting the service you want. To the distributor I would say. Re honest with the sdvertiser. for no matter if he Is miles away he may be keeping "tabs" on you. and once yon are found to be doing crooked work it will travel so fast that you will rooo bo try- ing to eet Into some other business. If vru as a distributor employ nelp. do not hire young men. hut If possible look un good, ateady. conscientious men of from 35 to 4^ y«ars of age. and give them to understand that your rules are. "Don't see how manv you can distribute, but how welt you can do IN- DIRECTIONS. 1. Leave ONLY ONE circular or book for each family In every house in town. 2. Put the elrouler or book Inalde the door, or Into 'he l"tter box, or secure It between door and casing. 3. r»o not ring door bells. 4. If anoclplly ordered, leave two In every place of bUFiopss. on the counter or desk. Note—Do this nuletlv. Leave at once If any ohlectlons. Close the door aB you go In and out. Giro one to each nerson If allowed. Never distribute stores without orders to do so. 5. Vvt. only one circular or book Into each fnrmer's wagon at the markets or on the street. <!. Do not hand any advertising to children. . 7. rtistrlhuto but one contract at a time. *. If vou hear of any one who has been using the nronarntlnn and Is pleased with I', pond to the house hl« or her full name and enBt-ofnVo address. This showa the adver- tiser that you are looking after his Interests. THE BiLLB6Aft5 Reports from all Southern cities go to show that distributing Is on the Increase In the "Sunny South." S. R. McMurray & Co. re- port a rush in business. A GUARANTEE That Does Guarantee! That is the Kind of a Guarantee that .the L A. D. Give. The International Association of Distribu- tors makes good Its guarantee again in two cases, as witness the following letter received hy Secretary Steinbrenner: Ekbart. Ind.. December 1G. 189S. Mr. \V. H. Steinbrenner, Cincinnati, O.: Dear Sir—We have yours of the Ktth, ir- ilosing checks for $20 25 and *4 7-'i to i. v losses sustained by us through the Quinn Hill Costing Co.. of Cripple Creek. Colorado, and Dubbins Hros.. or Richmond. Ind. We assuro you that we never lose an opportunity of re- porting to Mr. Cuse whenever we have pohi- live proof that the members of the I. A. I). are not doing good, honest work, and we as- sure you as well that it is a great satisfac- tion to us to have these matters attended to with the promptness which your association has shown with all matters of the kind dur- ing the past. Believing, as we always have. that you are. as an Association, in earnest in having none but members who will do good, honest work, and with best wishes for the future success of your association, we are, yours very truly. DR. MILES MEDICAL CO. E. C. B.. Mgr. Advertisers who employ I. A. of D. mem- bers are absolutely certain of good service, or tbey get their money back. I. A. of D. Convention. Gncianiti Chosen by the Executive' Com- mittee. Cincinnati will have the honor of entertain- ing the members of the Internatioral Asso- ciation of Distributors Tuesday. July 18 next. The selection of the city was left to the members of the Executive Committee, and the vote up to the time of going to press was: Falrchild. Cincinnati. Terrill. Cincinnati. Ramsey, Cincinnati. Douglas. Cincinnati. steinbrenner. Cincinnati. Groves. Detroit. Although the vote is not all in. the Queen City has a majoiity even if the balance vote against her. Wtlcome to the I. A. of D. A GREAT RECORD. The Year's Vork cf S etnbrenner's Dis- tributing Seni:e. By request W. H. Steinbrenner sends us the following record of business transacted by him In Cincinnati during the year ending December 31. 1S98. We wanted it in detail, because it is double that of 1S9T and thrie times as much a" »"- dM in 1896. Here it is: NATIONAL. Merrell-Soule Co 70.000 Dr. Chase Co. (five dl tributions).... 3'».H10 Dr. Miles Co. (three distributions)... 1910W Wells-Richardson (two distributions). 115 00 E. E. Sutherland Med. Co 70 0(0 Orator F. Woodward 60 0"0 Sterling Remedy Co 61.000 G. Mennen Chem. Co 51.000 E. Ferrctt '000) Chattanooga Med. Co 55 001 Dr. Archambault Co. (through Mol- ton's Agency. Cleveland, O.) 60/00 Allen S. Olmsted ?G.0» Toledo Centennial. 1903 10.000 Drs. Kenmdy & Kergan 20,000 Philadelphia Bird Food Co. (through Dew's Ph., Cincinnati) 2,(00 F. Hiscox * Co. (through Dow's Ph.. Cincinnati! 4 0:0 Dr. Davis (through Dow's Ph.. Cin- cinnati) 10.CW Peruna Drug Co. (through F. X. Schmudtcr. Cincinnati) 400 Windsor « Detroit Soo Line 5.000 Marshall Remedy Co. (never paid the bill) 70.001 I-arkin Soap Mfg. Co 12.010 Kondon Mfg. Co 50.001 S. R. Fell & Co 5.000 Dr. Chase Co. (at Louisville, Ky.).... 90.000 LOCAL. Atlantic and Pacific Tea Co. (three distributions) 23 000 ("has. A. Apmeyer 5 001 lleck'a Wonder World 6.000 Fountain Theater 10.000 Sullivan * Smyth (two distributions). 13.500 How's Pharmacy 47.ro/) l>r. Burkhart 70.000 New York Dental Parlors t.O/H) Metropolitan life Ins. Co C0000 I'lllboard Publishing Co 12.000 Placed for Dr. Burkhart In Ohio. Illi- nois and principal cities east of St. I.ouls. Mo 3,500.000 SIGNS TACKED. Aug. Reck & Co 6.000 Mack Tobacco Co 10.000 Allen's Foot Ease 4.000 Kroger (local grocers) 1.000 I'. .1. Sorg & Co 5.000 * It. Fell A Co. (frames) 501 Hungers 200 l raiisparenrlPB 170 Special deliveries 10.12 Total number of signs tacked 27.902 Total number pieces distributed... 1.648.400 "nrlng the month of December the Inter- nntinnal AsBolatlon of Distributors has made K"'-»l two claims for damages. The I. A. of " guarantees with a guarantee They have I'iihI every claim that has been made against Hi- in. Advertisers would do well to consider <|"h when making contracts for future dls- (nimtlons. If they have any doubts aB to tho • 'liability of the International Association tli )■ should wrlto the Dr. Mllea Co. Who 'Tis Items. R. S. Douglas, First Vice President of the I. A. of D., Memphis, Tenn., lays business in veiy gocd, and that his firm is working a crew of eight men. George W. VanFyckle, Manrgi r of the Van- syckle Agency, of Indianapolis and Munci, Ind , reports business good at both places. He aho states that he is closing contracts with all the loading idvrrtlscrs for work i.i the new (Munr-ie) territory. John H. Erickson, of Boston, the gentle- man who works all of New England, says h'' has constantly in his employ forty uniformed distributors. An Advertising Agent for one of the larg- est firms in the country says that there is an opening for a good distributor at Elwood, ind., and that there are a number of large advertisers ready to make contracts if they can find a reliable distributor in said city. Reports come from Omaha of several very poor distributions. As there is a good, re- liable, distributing service in that city there is no excuse for advertisers placing matter with other parties. Judging from reports received from all parts of the country, the Dr. Jaynes Alma- nacs are meeting with the same sad fat*? thty did last year. Two or three thrown in the yards, on the porches, etc. They received a similar fate in Cincinnati. I herewith give you an abstract from a let- ter received by the Secretary of the I. A. of D.: "I wish it was possible for the I. A. of D. to get a good, honest member in Elgin, 111. There is a rattling good city of about 25.000 or 30.000 that you ought to have a represen- tative in. I know of three large advertisers who are anvines *o -itronize a reliable dis- tributor in that city." ■'Why don't some good, reliable distributor apply for the I. A. IJ. franchise there? The following letter was received by the Secretary of the I. A. I>., which explins itself: "Dear Sir—Replying to your letter of re- cent date, will say that some time ago a party called on me and represented himself as authority for your Association and gave me permission to use cut. etc., which I did for a while, but when I found things had been misrepresented, I discontinued using same. I am sorry this happened, and hope you will excuse me and let me off lightly. My contract and cuts were destroyed in the Francis Valentine fire last summer, and are no longer in existence. Yours truly, "DUNPHY BROS." Will A. Molton. No. 84 Public Square. Cleveland. O., is handling John Morrow & Co.'s advertising matter. Distributors should write Mr. Molton to secure contracts. EMMET LITTLETON. Rockville; Ind. There are several firms who neglet to pay their distributors promptly. Some bills have been standing as long as three months, and If same are not paid in the near future said firms' names will be given to "The Bill- board" for publication. F. Altman & Son. of Columbus. O.. say they have more disttibuting to do this season than ever before. Altman & Son are up-to- date distributors and members of the I. A. of D. A number of advertisers are trying to get a cheap service. It strikes me that if they want a dollar service it would not be a bad Idea for some of the distributors to run two agencies, one. of course, under an assumed name, and give the advertisers what the'y are asking for—a dollar service. R. Nolan, of Alpena. Mich., reports very bad work on Wells & -Richardson's-Celery Compound Hooks, Dr. Miles' Med. Co. and Dr. Ilurkhart's samples. The Council at Cedar Rapids. la., is trying to pass an ordinance prohibiting house-to- house distributing. The Dr. Miles Med. Co.. of Elkhart. Ind.. have gotten out a very neat trl-colored fold- er, advertising their celebrated "Pain Pills." Thos. Kaln has given up the publication ot "The Distributor." Some two years ago J. H. Crownover (so the Secretary informed me) joined the Asso- ciation, and after being a member a short time he became vt*ry much discouraged, and some of the officers had considerable diffi- culty in convincing him that he would suc- ceed. If any one doubts the benefits to be derived from a membership in the I. A. D., write Crownover. I think that every bona fide distributor who is situated in a city where the I. A. D. has no representativewould make application for the franchise, for judging from all I can learn thost* who are members have no cause or reason to complain. In ninety-nine cases out of a hundred the International representative does nine-tenths of the business in his city. When the distrib- utor joins the Association the officers call his attention to the fact that if he wishes to re- tain his membership he must give a thor- ough, honest service. This has a tendency to make those who arc careless attend more closely to business. I wilt continue* to furnish items for "The llillboard" if distributors (no matter wheHher members of the I. A. D. or. not) will send in all news of interest to my address. Mr. Steinbrenner. Secretary of the I. A. D.. has alre-ady given me his word to furnish all items possible. You can address items to "Who 'Tls," care of "Billboard," or care of W. H. Steinbrenner. Ciuclu.atl, O. TIPS. The following tips are taken from Report No. 3, of the ^resident of the Illinois btate bill 1-os.teis' Association: Report No. 3—The following firms are now doing butiiitss in this Statu (Illinois). Not repotted in Report No. 2: American Aqv. & 1j. P. Co., (third billing), Chicago, li. P. Union Adv. Bureau, (second billing), St. Louis, U. P. Drummond Tobacco Co. (second billing). St. Louis, li. P. Gale-shurg Daily Mail, (local only). Gates- burg, B. P. Slump Family Medicine Co.. Racine. Wis., distributing. Frost Chemical Co.. St. Louis. Mo. Dist. Will A. Moulton. Cleveland. O. Dist. Wells. Richardson & Co., Burlington, Vt. I'i*t. „ „. , W. H. Steinbrenner. Cincinnati. O. Dist. Williams Bros., Indianapolis, Ind. Dist. Dr. Miles Medical Co., Elkhart. Ind. Dist. Meyer Bros. Drug Co.. St. Louis. Mo. Dist. St. Louis Chemical Co., (cod liver oil). St- Louis. Mo. Dist. Wtllman & Dwyer. (tobacco), Quincy, 111. Both bill posting and distributing. Hotes Adv. Sign Co., P. O. Box ml. N. Y. City. Both. - - _... „ N. W. Ayers. Newspaper Agency. Philadel- phia. Pa. B. P. • „ D. D. Dean Cigar Co.. Canton, 111. B. P. P. J. Sorg Co., Middletown. O. Dist. Bellevue Medical Co.. Chicago. 111. Dist. T. H. Snider Preserve Co., Cincinnati, o. B parker. Williamson Medical Co., St. Louis, Konler 0t ManufacturIng Co., Baltimore, Md. " American Eagle Cigar Co.. Canton 111. B P. Dr. Burkhart, (Steinbrenner. ol9 Msin St.). Cincinnati. O. Dist. Prickly Ash Bitters Co.. St. Louis. Mo. E Cooper Baking Powder Co.. 10S LaSalle St.. Chicago. Agents wanted. „_•„.,_ „,„, Radwav & Co.. 55 Elm St.. N.Y. City. D-st, Hostetter Co.. Pittsburg. Pa. Dist. rir D. Jayne & Son, Philadelphia.^ Dist. Chas. A. Voegler Co.. Baltimore. Md. Globe Tobacco Co.. (posting. Minnesota), Detroit. Mich. B. P. • Tarrant & Co.. 278 Green, Jj. Y. City, (post- '"ohio Gum Co. '(posting Minn.), Lisbon. O. B P balVrmand & Co., (posting Freeport). Chl- caeo 111 B P. The following firms have been reported as placing work in other States. If you know of others it is your duty to advise me promptly. In Riving names and address of firms, be sure to write addresses plainly, t Feister Printing Co.. Philadelphia. Avery Rand. Boston. Mass. _ Oregon Indian Medicine Co.. Corry, Pa. Dr. N. C. Davis. Frankfort, Ind. Hulman Coffee & Spice Co.. Terra Haute. Erie Medical Co.. Buffalo. N. Y. Lipton Tea Co.. SO Front .St.. N. ». The Dannemiller Co., Canton, O. S H. Sloman & Co., Cincinnati. O. Dr. M. Spiegel. Albany. N.Y. Dr Chase Medical Co.. Philadelphia. Smith Medical Co.. St. Louis. Mo. Baird Bros. & Co.. Cleveland. O. Spencer Medicine Co., Chattanooga. Tenu. James F. Ballard. 310 N Main st. St.LouU. Arthur Peter & Co., Louisville, Ky. Kondon Manufacturing Co.. Minneapolis. Minn. ■—., ,n Morley Drug Co.. Chicago. 111. Dr. Pierce. Buffalo. N. 1. „,„„ Prof J. H. Austin. Minneapolis. Minn. The Swift Specific Co.. Atlanta. Georgia. Scott & Bowne. X. Y. City. The V. S. Salyx Co., New Concord. U. Egvptian Remedy Co., Denver, Col. Dr.* Bosanki. Philadelphia. _.„ Dr. S. A. Tuttle, 27 Beverly St., Boston. * Jas' Heekin & Co.. Cincinnati. O. Dale & Sheridan, Sumner, III. Hope Chemical Co.. 479 LaSalle st Chicago. The Mack Tobacco Co.. Cincinnati. O. Fries Bros.. 92 Reade St.. N. Y. City. Cook Remedy Co., Chicago. III. Billings. Clapp & Co., Boston. Mass. Wilson Drug Co.. Lexington. Ky. • New Era Cooking School. Worcester, Mass. Anti Pill Co.. Lincoln. Neb. Bloom Balm Co.. Atlanta. Ga. Dr. J. Schenk. Philadelphia, Pa. D Ransom & Son. Buffalo, Is. Y. G. G. Green. Woodbury. N. J. Lyman Brown, 30 Reade St., N. Y. Oity. Little Yellow Thundermugs. Leavenworth. Kan.. December 9, 1898. Editor of Printers' Ink: A few days ago agents were making a free distribution of Cascarets in this city. Little packages labeled "candy cathartic" were left at every doorstep. Out in the Fifth Ward a band of children followed up the distributors and eagerly gathered up the little envelopes labeled "candy" and devoured every package. The children fairly reveled in Cascarets. That night the good people In the Fifth Ward were in great commotion. A light could be seen flickering in every household: hurry calls were sent to nearly every doctor in Leaven- worth. Fond mothers were agonized at the maladv which seemed to have seized their little ones. .Little yellow thundermugs were at a premium in every household. After the doctors had diagnosed the cases and the alarm somewhat abated, the children told the cause of their troubles, and the chances are that it any patent medicine man shows up in the Fifth Ward distributing "candy" samples promiscuously that he will be. mobbed by watchful mothers. Very respectfully, F. C. STIER,