Most house publications are edited by the advertising or sales department, though in most cases, particularly in house publications going to employes, there is a special department of publication. 4. House Publications for Salesmen and Agents. The I.C.S. Messenger, Fig. 1, issued by the International Correspondence Schools, Scranton, Pennsylvania; The Pro tectograph Weekly Bulletin, Fig. 2, issued by the Todd Protectograph Company, Rochester, New York; The Agents' News, Fig. 3, issued by the Imperial Life Assurance Company, Toronto, Ontario, Canada, are good examples of house publications intended to assist salesmen and agents. These reproductions, as well as nearly all the others LARKIN IDEA in this Section, are FIG. 4 reduced from the original size. The Larkin Idea, Fig. 4, published by the Larkin Company, Buffalo, New York, is issued with the idea of making an agent of every customer that will consent to become one, so this publication goes to both agents and consumers. The house publication issued in behalf of salesmen and agents affords a most convenient method of sending out important and interesting information about goods, the methods of manufacturing, the policy of the firm, changes in prices and discounts, changes in the plan of selling goods, successful selling schemes, salesmanship talk, advertising news, etc. also affords opportunity to publish details of contests that most large selling organizations arrange among their salesmen and agents, the names and relative standing of the contestants at various stages of the contest, the working plans of the successful ones, etc. A publication of this kind should be an attractive bulletin of information from the manufacturer to those distributing his product. If conducted by practical writers and printed and illustrated well, it becomes an invaluable part of a sales organization. Though important information is usually given in personal communications, concerns that employ many salesmen or agents find in the house publication an economical means of imparting valuable information to those on the "firing line" of commercial battles. A house publication going to salesmen only need not be expensive, but may be produced on a duplicating machine. The Addressograph-er, published by a firm manufacturing an addressing machine, is another salesman's house publica tion; it devotes almost one page to the standing of salesmen. A part of the front cover is shown in Fig. 5, and it is marked "Regular Edition." A separate house publication for users is IMPORTANT LETTERS, RULINGS, AND NOTICES Read Them Carefully and Keep Them for Reference Circular Letter No. 4615. February 9, 1917. Subject: Registration Fee of $10 Required of Employes Enrolling for 1.C.S. Courses. When a new Course is added to the curriculum, a number of Home-Office and Field employes enroll for it by paying the registration fee of $2.50 A large percentage of such student employes send in no work and no actual benefit results from their enrolment, though the Company is put to an expeuse in excess of the registration fee and the employe receives nothing In return for his $2.50. The Management is willing to furnish free instruction to any employe in any Course without any registration fee provided the employe is willing to do his or her part by studying and securing the benefit from such instruction. However, to discourage em ployes from taking up a Course simply because it is new and to save the Company the expense of entering enrolments, issuing First Work, etc. to employes who will derive no benefit therefrom, the following rule will govern the enrolment of all emplayes Free instruction will be furnished to any employe in any Course upon payment by said employe of a registration fee of $10 on enrolling, which fee of $10 will be refunded to said emplove when he or she completes the Course. Reference Libraries will be furnished at the special employes' price of $2.50 per Volume and Outfits will be furnished at the list price. C. E. LAWRENCE, Vice-President Circular Letter No. 4616 February 10, 1917. Subject: Woman's Institute Club-of-Siz-Plan. A supply of Woman's Institute Club-of-Six Cards, Form 71WI, has been sent to each District Office. Three of these cards should be furnished to each Representative. Additional cards can be secured on requisition. Field Men are authorized to appoint Club-of-Six organizers among members of their own families or among the families of LCS students. As soon as a Field Man selects a club organizer, be will write the organizer's name in the space provided on the top of the Club-of-Six card, fill in the town and state, and write his own name. District, and Route number at the bottom of the card, leaving the card with the organizer. Prospects for club membership must be sent by the club organizer direct to the Woman's Institute of Domestic Arts and Sciences, Inc., 358 Fifth Avenue, New York, N. Y. When sending prospects to the Woman's Institute, club organizers will request that the prospects be credited to them as club organizers. Club-of-Six Due Bills Owing to the increased cost of leather, the price of Portfolios to Field Men has been advanced to $3.35 each. In Canada $3.35 plus duty. Order on 295-N. will then be issued to club organizers as soon as enrolments from these prospects are received. Commission checks will not be issued on the enrolment of Club-of-Six members. When a Club of Six is filled, the card may be sent to the Woman's Institute by the organizer or sent to the Representative, who will forward it to the Institute. While Field Men may assist in the organization of clubs, they cannot organize Club of Six in their own name. C. E. LAWRENCE, Vice-President TRAFFIC MANAGEMENT COURSE This Course was prepared to qualify men to know how to find and use the lowest legal freight rate through a thorough knowl edge of the use and application of classifications and tariffs. The traffic man of the future, in order to handle efficiently the traffic business of our large corporations must know (1) How to accurately compute legal rates on shipments between all points. (2) How to deliver goods to destination with greatest dispatch, via best gateways. (3) How to protect against loss and damage to shipments (4) How to organize and efficiently manage a traffic department; and (5) How to secure adjustment of unreasonable and discriminatory rates. It is said that 50,000 men are needed as industrial traffic managers; that 45,000 more are required as consulting trafhe managers and commissioners to serve the 450.000 smaller shippers in the country. This makes a total of 95,000 men who should meet the requirement It is also stated that 10.000 men are required as traffic secretaries, Interstate Commerce Commission examiners, state railway commissioners, and that 100,000 assistant traffic managers and chief clerks are necessary for minor positions. This makes a total of about 200,000 men needed to handle this traffic work. Truly a great field open to Field Men to secure prospects to prepare for this demand. MISUNDERSTANDING OF CIRCULAR LETTER NO. 4561 Circular Letter 4561, subject "Flat Price of $4 Per Volume for Reference Library Volumes," seems to have been construed by some Field Men to apply to holders of Scholarships earned under the Club-of-Six plan, which is not the case Scholarships earned under the Club-of-Six plan include the Reference Library. The flat price of $4 per volume applies to persons who have been awarded a Scholarship in exchange for Window Display privileges or to persons who have been awarded a Scholarship without Reference Library for any other reason. NOTICE The action of the railroads placing an embargo on freight Swing hard on every available prospect. Get your collections. Shove your business up 10 per cent. Don't be. found at the heel of the hunt in your district. FIG. 7 also called The Addressograph-er, but it is marked "User's Edition." The N. B. C., Fig. 6, goes only to salesmen, agencies, ILT 162-10 |