Fm You wil then have a man there whom you will either have to smjert of to hre

Plhadosha. There are one or two pens on which I wish to make a few remarks It seems to me t! .. one of the best forms of booklets, one of real service to the questions wish a

The salesman is requer tly checked by the fear or their s

publication and begin early. For example, the new committee might begin and work on a campaign that will not be offered for sale until a year from this time; begin the work on it, mull it over. thresh it out with this one and that one, manifold the manuscript and send it here and there to get suggestions. When that mass of contributed information (we are all long on advice, as you see in my present talk), gets back to the Committee, it can be worked over and boiled down. Then bring it to the convention as a follow-up campaign ready for subscription and sale the following year.

The nearest we have ever come to this plan was in the Residence Service Campaign which was a magnificent production. It certainly got results, but even that was prepared in dummy form only and was put out under pressure almost at the last minute. We used a considerable number of copies in the Boston Edison Company and found it very satisfactory. One such follow-up campaign prepared by a publications committee composed of men who have such a volume of work as our men have to handle in their every day business, would be a sufficient contribution to the work of this Commercial Section. The average booklet should be a part of a follow-up system with letters before it and after it and a letter to go with it.

A booklet "One Thousand and One Uses of Electricity” has been suggested. I do not know who is interested in a miniature Encyclopaedia Britannica on the uses of electricity. It would be a booklet that we might all be glad to see but would none of us read. However, if you got such a booklet up in about four pages on each subject with ample illustrations, a dozen booklets or folders in the place of one, they might be handled by the dullest central station man. He could put them in with his bills once a month.

On the matter of an advertising expert to be employed in the headquarters of the Association, I do not believe there is any class of men who are more susceptible to changes of influence about them than advertising men. Take us by and large we are optimistic, we are inclined to think rapidly and we are certainly very susceptible to influence. Where is there an advertising man big enough, broad enough, to be taken out of the environment in which he has made his success and put into an office and kept alive? Pull him out of his own garden, transplant

You will then have a man there whom you will either have

that one of the best forms of booklets, one of real service to

value of a properly prepared booklet. By the use of "The Dustless Workman" and another booklet of the same kind we have had the practical result in a year of wiring over 100 old houses. This suggestion came to us practically without expense. Then I would like to disagree with Mr. Gibbs in his estimate of the value of a list of a thousand and one uses of electricity. I think its suggestive value would be worth considerable. I happen to be a combination man, and in our gas company we have a publication known as "A Thousand Uses for Gas." This may have. suggested the idea. The fact that there is such a list in existence enables us when we look about to see if we have any more worlds to conquer, to find a few that have previously escaped our attention.

MR. M. S. SEELMAN, JR., Brooklyn: I had not intended to discuss this report at all, but I do not feel like letting go unchallenged one or two statements made by our Boston friend. With much that he said I agree; with two statements especially I disagree. One is that trained electric light and power centralstation people cannot produce as efficient and as good businessproducing literature as printers or as outside advertising men. I think the facts would not bear out any such contention. I believe from my own experience and knowledge, which has been rather wide along this line, that the best literature that has as yet been presented-the best booklets-are the booklets put out in the last few years by the Commercial Section of the National Electric Light Association. I do not think that the literature sent out contemporaneously by outside organizations can compare with it, not for one moment. That is the first thing. The second statement I wish to take exception to I will put in this way. If I had the hiring of a live young man to put into the headquarters of the National Association to handle the work as suggested by this Committee, I would guarantee that I could find such a man and that the work would not kill him, but would help to make a man of him.

MR. R. S. HALE, Boston: I want to disagree a little with Mr. Seelman about the question of hiring other people to do our printing work. The essential feature of the electric light business is that we can produce electric light better and cheaper than anybody else. Now, even if we can do printing also better

t'an any! dy else we want to leave the printer something to d so that he can pay his electric h, ht bills Our job is to do the electric side of it, and if we stick to that absolutely and turn over all the other extraneous sides to other people, hiring them to do it, and do our own work best, we will make a great deal . re motiev If we try to spread ourselves cut on all sorts of things the printer for one may come forward and say "I am not going to get any business from the electric l, ht peoble so I wlnde my own light and my own electric power" We dup'd be working in exactly the opposite direct on

MFD PEMBETON, Newark, NJ: Mr. Gils' pit ant the literature being prepared quickly is well taken If the Committees could be appointed promptly and if these Com ritters starte ! their work won after aptoitment more time and theght could be given to the preparation of literature with the ren't that it would be much more effective It is hardly god Ige however to say that the un; recedented sale of the books mentioned by Mr Gibbs was due to the merit of the booklets prepared by the previous Con miettee It is only for to sav that the large si'e was d'e to the attractiveness of the books the energy and sales initiative of the men who handled the sale atol to increasing confidence in the value of good advertising IteraAs to the matter of having an adverti ing man wow⠀ grow stee on the tob we have only to look to the brick and cerent industries for proof of the bencht to be had from the enolovr ent of an oute le advertising man to act in the capacity of consultant

ture

Referring to Mr. Hae's point a'ut the printers being per eit of los ness, the recon mendat n of the Commottie is that tran lu'd not in any way perp the business i the He wo! ;'v prepare t'e copy to be sent to the printer and the printer's besmess would be merev 1 rather tan de tease 1 The resort of the Sub Contratter !. le 1 and One U'ses of 16 tricity was that the habit w.

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