$4.00 IN APPLIANCES FOR FACH PRODUCTIVE LEAD ** YOUR NEIGHBOR'S NAME" CAMPAIGN Of course, if you desire to explain to your neighbors the gd features of "Electric Service in the Home" we shall be glad to send you a generous package of well illustrated literature. As you probably know, the Edison House Wiring Plan provides a simple and practical means for Brooklynites living in unwire! houses to enjoy the many advantages of electric service with a mmin um of trouble and expense. One room may be wired, two rooms, or the entire house; cash may be paid on the completion of the work, or easy payments as low as two dollars monthly will be accepted. Nom The time will be stomped on each card when received so as to avoid pose?) le confusion aris?g through two customers sending in the same name EDISON ELECTRIC ILLUMINATING COMPANY OF BROOKLYN $134 Pitch Ave 14 Broadway FDISON HOUSE WIRING CAMPAIGN OFFER Date Below please find the names of Brooklynites who, I believe, would be interested in the New Edison House Wiring Plan. We are showing a prospect our new business card, enlisting the co-operation of all employees. Many house-wiring prospects have been secured through this medium. Points allowed for various classes of business are as follows: A prize of $10.00 to the employee securing the greatest number of points, $5.00 to the second greatest number and $3.00 to the third greatest number, is given each month. A copy of the letter sent out each month on this proposition is also shown herewith. During the entire month of November everyone in this Company will be talking about the wonderful sale we are hav ing on El Tostos, the regular price of which is $3.50 During this sale we will make a special price of $290 in three pay ments, $1) at the tire the sale is a 'e, $100 with the firs bill and 90 cen's with the second his sale has been given an unusual an. unt of publi tv If you pi k up a news; a you will find an advertisement on tasters All of our windows will have toaster displays. Circular letters with return postcards have been sent out to each and every customer on our lines. If you do not have a toaster in your own home get one now, at employees' rates, and after using it you will be better qualified to talk about its merits. A great number of sales are made through suggestion. If you will mention to a friend or neighbor that this toaster sale is without a precedent and affords an excellent opportunity to get a high-class appliance with the heating unit guaranteed for a period of five years, you probably will be repaid by a favorable response which gives you a prospect. We expect to sell 1000 or more El Tostos during November. Ass't to Vice President Public Service Company of Northern Illinois Chicago, Ill. Oct. 15, 1916 PUBLIC SERVICE COMPANY OF NORTHERN ILLINOIS Attention, STREATOR, ILLINOIS Contract Agent Dear Sir: This is to advise you that the electrical wiring and fixtures furnished in accordance with the terms of the contract I executed with you.... ..191... for the sum of $.... have been completed to my entire satisfaction. Yours very truly, (Copy of letter signed by customer on jobs sublet to Contractors.) ADVERTISING We are not attempting to outline what constitutes good advertising or what good advertising is, and simply state that in our business general advertising must educate the house owner to the point of familiarity. Campaign advertising should then lead to the desire for possession. Many talking points have been omitted in this paper on the subject of wiring a home. The best method of getting this into the minds of your prospects is the use of the many attractive booklets issued on this subject. It takes a master of language to write a good booklet No bung ler in long sentences is equipped to write a booklet that is calculated to market any commodity. There must be no straining after long words, no worrisome possession of adjectives A per son may be able to write a scholarly edition with the most polished and graceful diction and yet be totally incapable of writing a booklet A successful booklet writer must get the interest of the reader at once and carry it along 1gically and convrongly from port to point Most central stations will find it profitable to pur base bookle's written by masters in this line Many cooperative bkicts have been issued by the manufacturers that will be found useful in cam; ins The Publications Committee of the Assat bis issue! from time to time some very clever hoe witng bublets It is now putting out a bk'et entitled "An Free! Core spondence," which has been used with egress by the Inte! Light & Power Co of New York New business men will 64 this a partial firing me in! clever! use wiring bul |