Show J Part of an Article By LOUIS BRUCH Vice President and anti Advertising Manager Manager m American Radiator Company Dealers in our product are more of the engineering engineer engineer- ing than the merchant class The very nature of f. f the goods prohibits carrying a stock of them Each heating contract contract is a special and separate L. L problem The expenditure of a single sale is also e I quite large running into hundreds and sometimes thousands of dollars The average man buys but butone one radiator heating outfit for a lifetime Furthermore Furthermore Further Further- more we find that the average time for the transformation transformation trans trans- formation of an inquiry into an order is about two wo o years year MA MANUFACTURERS The fundamental thing however does apply to GET all products and this fundamental thing is to build buildup buildup c up confidence In the quality and efficiency of the GREA GREATEST TEST i products Product LOCAL Our newspaper advertising creates interest and C gives ves us some inquiries which are promptly referred re re- DEALER back to the dealer in that vicinity Our sales organization follows up these tips and cooperates co co- OPERA CO-OPERA OPERATION CO-OPERATION TIO N operates with the dealers to close the contract and make the sale If the inquiry comes from a WHEN builder of a new house then the architect is also worked with Thus besides the creation of a general gen gen- ADVERTISERS i eral attitude of confidence in iii our boilers and radiators r on the part o of the pu public lic the newspaper IN I N advertising localizes this benefit and throws the 1 busi business ess into the hands of the local dealers and NEWSPAPERS 1 architects I S Our salesmen are also quick to see the value of using this argument with the trade and architects I 4 and impressing upon them the fact that this this newspaper advertising is done doll for their direct benefit In our company files are thousands o t letters written at odd times Q by ly trade and architects expressing their appreciation of our newspaper advertising Buy advertising concentrated to those territories your business can serve well Build local state sec sectional sectional sec sec- national or international distribution and sale Buy productive circulation circulation no no waste in territories you cannot sell III I 11 1 1 III I II III I III III TO HELP ADVERTISERS ADVERTISERS- The Newspaper Representatives Association is an organization of oC advertis fH LET US COOPERATE and their a adver- adver cr log ng maintained to cooperate with n tIRIng nl agents In the development dc of neW M f r advertising The mem- mem B TO HELP YOU represents over lea leading ing newspapers of or the thc United States and amI Call Caa- r a ada k and has at Its command facilities for tor t furnishing Information and tra trade e aur- aur Address veya Veys from an any city a u 5 section national or International field It la It read ready to Director of Service place at your disposal all the resources of oC the these e newspaper organizations I through this central office in Chicago o and offers otters further sincere Counsel counselor ot of The Th Newspaper e and ana a advertising Iff J. J men who vho know advertising to help you In your rOUl sales problems fc The Association has nothing t to sell or direct ct Interest In a advertising for tor an any anyOne J R Representatives t a t- t IVeS One lone OJe publication or oL group of ot It Us its purpose and operation is to help helpa a advertiser In cooperative spirit to development of successful ul sales hales campaigns Sand a a advertising for newspapers everywhere Its services are supplied without H A. A Association c or obligation to a advertisers or prospective users of ot spaces space HB Its r reward for fOI f any rt helpful work accomplished will be mutual goo good will wm for newspaper adver- adver 1148 Peoples Gas ng your inquiries of this offer will lec m an and personal at- at Ch Chicago III te when next an Association representative c Is in your our city 1 gLI J t- t L j Efficiency L Lin in calculating work or is represented by just one word vord i. i The machine offers the most accurate and speedy dy method of adding subtracting Ju multiplying multiplying multi multi- plying and dividing f. f Since war var varvas was vas declared the has become a necessity due to its ability to perform the work vork required with a minimum of delay and friction and at the lowest vest cost No one realizes more lnore thoroughly the manpower manpower man man- power ver efficiency of the thay thal Mr 1 F. F J. J Sullivan Certified Public Accountant Account Account- ant vh who claims through the use of the Comp Comp- and r a 50 saving in accuracy speed in addition and all calculations when hen recently auditing the accounts of Salt Lake City The report of this audit appeared in the Telegram Telegram- Republican Herald-Republican last evening i Are you able to claim a 50 30 saving on OIl the additions and calculations in your accounting department Invite the man to drop in with his machine not to argue but to show v what it will vill do by doing it it Felt FeJt Tarrant Mfg COo Co i C. C W. W Sole Soliciting Agent 6 14 to 17 Central Centra Salt Lake City Utah t. It Wasatch I 1 I t t r S j L. L d A c.- c. Fy |