Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-10-19

he spoke "Well, if you can with it! Don't stand.
1t makes to watch you shifting your weight
from leg to another like that. 1t reminds of
Amazon in a burlesque chorus. Sit down.
an the first place, said Harley, seating himself, you
are advertising electric washing machines in hundreds
of towns that have no electric power
AIcNIurdock was incredulous "Say that again, he
gasped.
Harley repeated his remark.
"The blazes you say! How do you know that?"
Harley reached for newspaper the table, turned
the pages, and pointed to advertisement of the
electric washer
"This paper is one of the Parker list he explained
"Pages two and three furnished already printed to
small town editors by syndicate that thousands
of rural publishers. The syndicate sells these half
plete sheets at nominal price, and derives its profit
from such advertisements yours. The local news as
you see, appears only pages one and four He
paused
go on said McNIurdock, jamrning his hands into
his pockets.
"You place blanket contract with the Parker people
covering the entire st and that is how it happens that
your advertisements appear many towns that have
no electric facilities"
"You advertising goods in communities
where people can't them even if they want em?'
Precisely smiled Harley. "As near as can figure
it. than sixtyve per cent of the Parker papers
belong to that class.
Anything ese?' queried McMurdock. @Tell me if
you know
Harley was now on his feet. Encouraged by his en-
ployers evident interest he leaned forward tapping
impressive finger the table. @Lots of things. For
instance you're advertising in great many towns with
electric current; but investigation has been made
the extent of household installation. There
electric light companies of recent origin sup
plying service to local factories and stores but just be-
ginning reach out into the homes. And you adj
vertsing in towns where the current is turned only
for lighting night where there is current in the
daytime, when people usually do washing. | found
dozen such instances my old territory. Naturally
when you paying for hundred per cent. of
newspapers circulation, and almost every copy goes
to a reader unable operate electric machine such
advertising can't possibly produce profitable results
You've asked me speak freely. will. Your adver-
Using department is incompetent. It's wasting your
money!
Carlton bent over and whispered to the president
"A good idea, 1nurnured McMurdock then turned
to Harley "Come to my office at ten to
ing I'll see how much you know. | want you present
at my interview with Venables. Now that letter
off,
THE mail was especially heavy with trouble the fol-
lowing morning, and Harley bit late in meet
ing his appointment The instant he entered he sensed
that matters had already reached crucial stage
@Come in and sit down." said McMurdock.
Venables was flushed and sullen. He 6dgeted with
his fountain pen, rolling it between his fingers. His
eyes were fixed upon the ceiling.
"Wel, how long are you going to keep waitng?'
snapped McMurdock. whats the answer"
al don't see how it could have happened faltered
Venables.
"You especially Endorsed the of this list of papers,
protested the president Il
can't be expected to investi-
~ gate such matters. That's why
WI you're here. A first class
would surely have gumption
~ enough to acquaint himself
with the local conditions before