Amarillo daily news. [volume] (Amarillo, Tex.) 19??-current, 1922-03-01
WISE MANUFACTURER PREPARED
FOR BUSINESS SLUMP AND WON


Statesmen Respond 10 Advertising.
As th" best means ~ getting In
touch with men who might hc able Ia
sell The line. We adopted the plan Of
placing standard advertisement Tor
statesmen in the daily papers Of ten or
q dozen cities al time. utilizing the
services % tn advertising agency Ia
lace the advertising and take care uf
tho details We had already offices es.
tahlshcd in e number at cities each in
charge of q district sales manager and
we depended ON these men to help In
interviewing and instructing the men
who might write Ms In answer % the
Hdycrtisiug Where not so represented.
we planned 90 send experienced organ.
fers ON extended trips through terri.
tories thHt W." wished ~ open and these
men were 90 spend tho necessary time
with each new man go instruct him In
the selling details. policies etc. Appli-
Dants were Instructed 10 send their an.
swors 20 our home office in Horucll
and suitable lctter was sent each
enc together Vith the necessary print.
cd matter 90 awaken an interest IN
tho proposition and un application
blank Boz ihe form ~ 9r introductory
statement Considerable care had
been taken IN getting up the mtruduc
tory statement and when one b. re-.
co.ted We hav" quite completes line
ON the characteristics, experience and
ether qualifications Of tho prospective
salesman.
II Hu applicant failed 90 fll ont tho
introductory statement and return II o.
us "a" p1ld mo- more attention GO him.
feeling that oven one fullov.up letter
would ho wasted Tho introductory
statements received Wen, handled Boo
ono u. three ways -s.ut to q district
silos manager forwarded tu terri.
turIal organizer. co. the applicant u not
worry Ear away was called in Goo the
factory fur an interview and instructed
fn hr prepared 20 remain for q period
. instruction DO Do, seemed tho man Tor
tho Job.
Intensive Drive Succeeded
This s.st.m worked $50 well that We
t,Ia aDlr to ada many new statesmen
r. trr si1ffs 1t the various branch OF.
U..s H- vrl 80 'u establish some now
UUrgh.. boz hitherto id., territories and
t start considerable number oi men
working direct from the factory where
. was considered Iuad'isihlr to osttb.
H.n branches 1a. result hl. h,,a that
tH. Increased factory production has
.,.n taken care 90 ly increased sales.
.rG 1921 N.l u, t- 4.Hd e year AS was
1920 t mo-. bette. one
Uf- lDtH. u fu, increased sell.
ut u0.u'y 90 ogr .rs1uzttiou. ! bee
l,.r i- the system OF sales contests
adopted this year in o. speciality bust
u,.. such I- uWs summer slump H.
gUIf. lIr usual 'H..E. even Boo normal
times This telI 49,. postponed ur an.
u.If .4I.s ,Iuf,rf.. NN.h ordinarily
81, should have n,I during tHv lrs'
week. u IaIt ANA u.f.I. announced
, sales contest fHr fH" months Of
luu, JHU llr August This contest
WIS give. th, uim, .l tH. summer
vacation r.z. money contest and the
.U.4 vas thtf sftsH,u wore Co work
during 90. thr,, month. and 4k, their
tH,lfIr. BftrrV1u white the prizes
u,f. tu Hs paid bob cash and took N.
frm gag instance. Dbl. TWO weeks Vaca
ror EXPENSE ff g.. u,. HrHh and 800
uIu.plI-,H. ur.t rul, Boo un, dt,.s
i,r of ti, contest Prizes v,r, offered
su fn. u,n .H. uU. fH, highest pen
cottages Of %, quotas assigned Oh them
lui th, tar.. months. far th, largest
amount ,f business accompanied b.,
cash with order Iur the largest amount
Il what v, 900 nta grade u.talmcnt