The Washington times., 1913-08-13
And Baltimore Is Tremendously Worth Your While, NJ
Manufacturer, Distributor and Advertising Agent

C Several years ago the advertising department of
The News became greatly interested in widely known
Baltimore manufacturer of certain line of food products.
d This manufacturer did business of upward of
100000 year; he had beautiful highly modern, sani
distribution.
C Almost every dollars worth of his business was
done outside of Baltimore and done without dollars
worth of Advertising in spite OF which was enormously
increasing.
C The man at the head of this business peculiarly
enough took the attitude that Baltimore market
TOO unsatisfactory for local manufacturer in his business
he paid attention to Baltimore possibilities whatever
declined increase by single his appropriation
(of nothing) for Advertising.
q ''Why should r. he wanted to know. 'Iook at
the enormous growth am making every year as tits without
iti Why should r."
C The advertising department of The News told
him why as clearly and convincingly it could 1t told
him why in many different 1t called and called and
called again this great big, tantazing prospect
up plans and submitted fully worked out line of copy
O. Over period of months it wrote this man 10
letters urging explaining pointing out by the
same suggested method for other manufacturers in his ne
etc, etc.
q From every conceivable convincing point of view
we approached this proposition for solid months without
ray of hope rewarding efforts
q In fact, five letters still in our files written at
various times during the is months asked positively
stop writing him etters-as he emphacaly not inter
ested in our proposition.
C After each one of these however we invariably
answered that he would have TO be
in Advertising sooner or later, and asked his permission
q Finally, one day he sent for us, and The News
who handles his account today him.
q He had determined at last that he would trv Bal
timore.
q Now, here's where News Service got into action
and it is this service which is at disposal gratis
q Our Manufacturer had determined to enter the
Baltimore market with Sic a pound goods-about the
highest price which his line of merchandise for in
Baltimore at a-2o cents pound higher, as matter of
fact than the highest average price.
d This too, in spite of the fact that he was known
generally maker for the most part of popu-
lar priced goods.
C Our man, nevertheless, was Sangune as to Bal
timore possibilities closed him for of advertis-
The News exclusively, but asked
that the initial distribution of the goods BE-
q He knew that this manufacturer was a tTemen-
dousy busy man and would have time personally to
efforts of the salesmen whom asked he
put to develop the Baltimore market.
q 1t was so agreed and for more than seven weeks
these men into The News office every afternoon in
the report tother seltConsuted aes manager"
d They called on ther'trade with samples of their
goods Of course and also with proofs of o-coumn ad-
vertsements in The News with the and ad
q The selling talk ran something like this
d 1--WE want you to put in this line Of merchandise
to retail at 500 pound Here are the goods and
is advertising with which expect help YOU
sell it,
"But" came the answer in most cases 1--WE don't
need any lines of this merchande-we carry a dozen
already than can sell-nIany of them In fact
consignment and, furthermore yours is high