Evening star. [volume] (Washington, D.C.) 1854-1972, 1937-05-09

diction, every adjective properly ac-
cented, the rising infections carefully
timed and spotted, his rendition of
the "blurb" would positively interest
total stranger in Mr.. Blank, who
admits the article a trifle strong, but
prays lnwardly that the managing
editor will argue that point with
him, which he certainly does and wins
hands down.
you know, Mr. Blank" commences
this pitch" our paper is now in its
nftleth year. Our circulation is, Of
course, a private one, that is to say
1t Is not sold on the street corner nor
on the news stands Our subscription
list includes practically every banking
house and brokerage concern in the
country, and we reach only those
people interested in the contents of
our publication, dealing, as it does,
merely with the high spots of COM
merce, finance and the more impor-
tant industrial problems Of the day.
OF course, most every public library
has the - Review on file, but we
aim to keep our circulation strictly
on class basis. Consequently as you
will doubtless wish some copies of the
issue containing this splendid article
concerning yourself, I would suggest
you order them now and I will have
my circulation manager deliver them
to you as soon as they come OF tho
press. I imagine about 800 copies
Will be ample for your personal use,
don't you, Mr.. Blank?"
Mr.. Blank decides he can use about
300 for what purpose heaven only
knows, and asks what the cost will be.
A ND here is where the solicitor
salesman comes through with
super pitch" for therein lies success
or failure
Our price, Mr.. Blank, has been the
same for the past so years. he COOS,
"35 cents the copy. This may sound
prohibitive, but since we are not after
general circulation, the sales price is
set merely to cover the cost of printing.
Beautifully bound and printed on
heavy coated stock, with book finish,
1t is the type of periodical you will
place on your library table I am
sorry 1t was impossible to include your
photograph, but I will make sure to
get one in our next issue"
Naturally Mr.. Blank is taken
trlfie aback at the high-price and
hesitates, but only momentarily, and
as he recalls the beautiful encomiums
contained in This" story, he places the
order, and 'ol boy "bunko" chalks up
another victory.
In due time the copies Of this
periodical are delivered to Mr.. Blank,
c. o. D., all wrapped in bundles Of
100 each. When the messenger leaves,
Mr.. Blank quickly opens the packages.
What does he find? Just 300 copies
OF cheap job; q brown cover and
about so pages of literary rubbish. A,
IS cents copy, the racket paws wei,
inasmuch as the circulation is limited
to the subscribers and possibly another
200 are distributed to the local libraries
and to some business houses down
town to cover up some of the sales
mans canvass on the telephone.
Any one whose name appears favor
ably in the news is potential cand.-
date for the puff sheet although
certain bits of news get a bigger play
than others. Such as amateur thea
real performances, which provide a
great field for the puff peddler
Here the rewrite man gives his imag.-
nation free rein, and his review Of
the individuals performance on the
stage would make the Achievements
OF a Barrymore amateurish in COM
parison. And person who has Just
been appointed chairman of cam
paign or drive, particularly for charity.
is sure to be written up" Members
OF both sexes fall victims to this racke.
but the males lead 20 to /,