EVEN S UCCESSFUL 
 
 SELLING PLANS 
 
 Published by 
 THE 'BOJSfDS PRESS 
 
 MiddtetoWn, JW. Y. = Ridgefietd Park, N. J. 
 
I 
 
 \ 
 
 Copyrighted, 1913 
 by Chas. A. McCoun 
 
Z RIWIHC 
 ^ HOOM 
 
 Seven Successful Selling Plans. 
 
 Plan No. 1 
 % ® 
 
 f i ^HIS is an excellent plan for beginners with small capital. 
 
 Make up a few Dust Cloths to be used as samples. Make 
 them just as good and put them up just as attractive as you possi- 
 bly can. Take several samples and visit the stores in your own and 
 nearby towns; ask for the buyer, show him a sample, tell him you 
 are the manufacturer of the Sanito Dust Cloth and can sell him 
 dust cloths direct, eliminating the jobbers profits and the cost of 
 freight or express thereby saving money for him. 
 
 Place your selling price at about 125% above cost to make, 
 give a 1 0 % discount for cash. Talk only of gross lots at first, but 
 ; take his order even if he says he will only try a dozen, a small order 
 i>;may lead to larger orders in the future. 
 
 o<j ^ After you have worked all the Dry Goods, Furniture, Station- 
 ery and other stores, you can total the number ordered, make up 
 and deliver and collect the cash. Make it a point to visit the stores 
 every month. 
 
 ^Ir you desire, you can arrange to leave a dozen or more Dust 
 Cloths on consignment with the buyer who will not buy outright, 
 to be paid for when sold; call every 30 days, collect for those sold. 
 
 y 
 
 NOTE! — While these plans have been prepared especially for promoting the 
 sale of Dust Cloths, they can be used for other similar articles, successfully. 
 
Plan No. 2 
 
 9 ® 
 
 TCIB^OUSE-TO-HOUSE canvasing is usually profitable provi- 
 ded you are not easily discouraged. Always ask for the lady 
 of the house, find out her name beforehand if possible. Address her 
 as "Mrs. Smith'* or whatever her name may be— is always more 
 effective than any other way. Tell her you have called to shov/ 
 her your new Antiseptic Sanito Dust Cloth; explain to her its 
 merits. It is a good plan to have a loose cloth in your pocket 
 with which you can demonstrate its good qualities. If she will 
 not let you in the house just wipe the dust off the door and show 
 her how it sticks to the cloth. Tell her, if after 30 days trial she 
 is dissatisfied with the duster, simply mail it to the address on the 
 envelope and the money will be ref Landed. This argument general- 
 ly makes a saJe, they seldom ask for money back as the duster 
 gives satisfaction and they will wan': more. 
 
 Another method cf canvasing is to leave a duster at each house 
 on a certain street and say you will call back after it next day. 
 They will read the printing on the package and probably open 
 the package and use it. A large number of sales can be made by 
 this "silent salesman'* method but your descriptive matter on the 
 package must be very complete or you must leave a circular with it. 
 
 If you should not care to do any personal canvasing, you can 
 arrange with ladies to do this for a per-cent of the profits, which 
 are usually ! Oc. or 1 2c. on a 25c. article. 
 
 If you do personal canvasing you will make about 500^ 
 profit on cost to manufac'ure. 
 
Plan No. 3 
 
 ra^HIS is a mail-order plan selling direct to ladies. The 
 following will be a help to you in making up your copy for 
 newspaper advertising: 
 
 LADIES GET A SAMPLE great 
 Sanito Dust Cloth, absorbs dust and 
 germs, Antiseptic, cleans and polishes 
 furniture, floors, cut glass, everything. 
 Large 25c. Sample for 1 Oc. to pay 
 postage. Write: Smith Co. New Berne, N.J. 
 
 The following are good papers in which to advertise: 
 
 Woman at Home'* 
 Farm Life** 
 'American Woman'* 
 'Ladies Review" 
 'Woman*s National Weekly** 
 'New Idea, Woman*sMagazine 
 
 Chi 
 
 icago, 
 
 111. 
 
 $ .50 a 
 .60 " 
 
 Augusta, Me. 2.00 " 
 Port Huron, Mich. 40 " 
 St. Louis, Mo. .25 " 
 * New York. 1.00 " 
 
 line 
 
 American Motherhood** CoGperstown,N.Y. 40 " 
 
 Write these papers for sample copy and rates for advertising. 
 In using this plan you should have other articles for sale; things 
 that women use, when sending the Dust Cloth enclose circulars 
 describing them and offer special prices for a combination of arti- 
 cles, such as giving six 10c. articles for 50c. or five 25 c. articles 
 for $1.00. 
 
 You frequently pick up a good house-to-house canvaser from 
 this plan. 
 
 Keep a record of all names and addresses you receive, they are 
 very useful when you get out any new articles. 
 
 When writing advertisements the usual allowance is six words 
 to a line, initials and numbers count as one word ^'each and you 
 must pay for name and address. Most publishers will accept a 
 25 word advertisement as four-line space. 
 
 4 
 
Plan No. 4 
 
 o • 
 
 ^T^HIS is a new plan for selling and should be very successful. 
 
 It is known as the "Coupon Plan*'. Have printed a large 
 number of coupons, size about 2x3 inches, (on a tinted paper) 
 something like this: 
 
 THIS COUPON IS WORTH 15c. 
 for a sample of 
 SANITO DUST CLOTH 
 
 for Dusting, Cleaning and Polishing Furniture, Floors, Cut Glass, 
 Walls etc. It absorbs all the dust and germs. Can be washed with 
 soap and water; SANITARY and ANTISEPTIC. To advertise 
 we will send a large size 25c. Sanito Dust Cloth for 1 Oc. to pay 
 cost of delivery. Sign your name and address on back of this coupon 
 and put it in an envelope with 1 Oc, mail to address below aiid we 
 will deliver to your door a Sanito Dust Cloth. 
 
 SMITH CO.. New Berne. N. J. 
 
 Arrange with Grocers, Butchers, Bakers and other stores patron- 
 ized by ladies, to wrap up one of these coupons in each pack- 
 age they send out. Sometimes it is necessary to pr'nt the 
 tradesman's name at the top of the coupon in which event you will 
 use this form: 
 
 COMPLIMENTS of 
 
 Thos. H. Brown- Baker 
 47 Main St. 
 
 THIS COUPON IS WORTH 15c. 
 
 etc., etc., etc. 
 This plan need not be confined to your own town, but may be 
 used wherever you can get tradesmen to use the coupon. 
 
 Delivery is made by mail, letter carrier takes it to their door. 
 
Plan No. 5 
 
 ELLIN G to agents is very profitable as you ship to them in 
 quantities and they do the retail and trade selling. If you 
 can get a number of agents working for you, although you make 
 but a dollar a week from each, fifty agents means $50.00 each 
 week for you. Good agents are hard to get but are worth trying 
 for, and once interested should receive every consideration, con- 
 sistant with good business methods. You can afford to sell to them 
 at a low price as they use quantities, which saves expense of han- 
 dling single articles. Agents should be able to buy a 25c. article 
 at 1 Oc. or 1 2c. for small lots and 8c. or 1 Oc. for quantities. Cir- 
 culars with agents name imprinted should be sold at absolute cost 
 as each circular distributed by the agents means a possible sale of 
 of your article. 
 
 In order to get agents, it will be necessary for you to do some 
 advertising; classified advertisements in the daily newspapers is the 
 most profitable. 
 
 The following will be of help to you when writing your ad. 
 
 "ABSORB THE DUST" is better than "Swat the Fly" 
 and sells better. Every housewife wants one or more. 
 Live agents coin money. Large 25c, snmple by mail 1 Oc. 
 Particulars free. Smith & Co., New Berne, N. J. 
 
 In reply to the request for particulars and sample: Send several 
 copies of the circular describing the Sanito Dust Cloth, and a letter 
 giving terms etc. 
 
 Advertise in newspapers with large circulation, under heading 
 of "Agents Wanted'*, "key" your ad to see which paper brings 
 most replies. To "key" your ad, in one paper give name as "A. 
 Smith & Co.*' in another "B. Smith & Co." and so on, or yoU 
 may use "Dep't A" or "Desk A", and eventually drop those 
 papers which do not pay. 
 
Plan No. 6 
 
 9 m 
 
 NOWN as the "Popular Premium Plan'*. You can util- 
 ize this plan without any additional expense for advertis- 
 ing or printing. Let it be known among the boys and girls in your 
 neighborhood that you will give handsome presents for selling only 
 a few Sanito Dust Cloths. In a short time you will have a small 
 army of young folks all working to earn a watch, doll, air rifle, etc. 
 
 You can conduct the Popular Premium Plan from your own 
 home evenings. Give each of the young agents a few Dust Cloths 
 to sell, when they have sold I 2 at 25 c. each and returned the 
 money, give them the present they select. Almost every boy and 
 girl will be willing to work hard to get a premium and you will be 
 surprised at the amount of money this plan will earn for you. 
 
 When your town has been thoroughly canvassed you can go to 
 other towns of less than 25000 population. On entering the town 
 you will make arrangements with the proprietor of a candy store 
 or newsroom near a School House for permissson to use a show 
 window for one or two weeks. In the show window, place an as- 
 sortment of premiums that appeal to boys and girls, with a card 
 stating that any article will be given to boys and girls for a few 
 hours work. 
 
 The school children will flock to you in crowds to get your 
 proposition. You explain to each child that you will give them any 
 premium they select for selling only 1 2 Dust Cloths at 25 c. each. 
 Take the name and address of those who want to try for a prem- 
 ium and give them two or three Dust Cloths to start with. When 
 they return the money for them give them more to sell and when 
 they have sold a dozen give them the premium selected and induce 
 them to try for another premium. 
 
 The percent of loss is very small and it is seldom necessary to 
 call at the home of the child to make collections. 
 
 The profits on this plan are as follows: 
 
 12 Dust Cloths sold at 25c. each, - - - $3.00 
 
Cost of 1 2 Dust Cloths, about 5 Oc. 
 
 Cost of premium, " 50c. 
 
 Total cost $1.00 
 
 Total profit $2.00 
 
 You will see, if you give only five premiums in a day you will 
 earn $10.00 a day. 
 
 Good premiums for boys are Watches, Air Rifles, Kites, Mag- 
 ic Lanterns, Books, Base Ball goods, Roller Skates. Premiums for 
 girls: Dolls, Watches, Roller Skates, Bracelets, Neck Chains, Books 
 Toy Sweepers. 
 
 Premiums can be purchased at from $4. to $6. a dozen. Until 
 you get a start, you can buy a few dollars worth of premiums at 
 retail. When the money begins to come in, it will pay you to buy 
 them in dozen lots. Do not pay more than 50c. a piece for prem- 
 iums. The following firms sell premiums at wholesale, write them 
 for catalogues. 
 
 Singer Bros., 82 Bowery, New York 
 
 Tower Mfg. & Novelty Co. 
 American News Co. 
 
 A. L. Burt & Co. 52 Duane St. 
 
 Carson, Pirie, Scott & Co. Chicago 
 
 Chicago Sporting Goods Co. 
 
 Cadillac Novelty Co. Detroit 
 Here is a plan by which you can get premiums without paying 
 for them in advance. Go to a Toy, Stationery, Hardware or other 
 store selling that class of goods. Say to the owner, "I should like 
 to sell a lot of your 50c. and 75 c. goods for you and not charge 
 you one penny of commission, all I ask is the use of one of your 
 show windows for a few days and a selection from your stock to 
 exhibit. I will pay you cash, full retail price as fast as I sell them" 
 you will then explain your plan in detail and in most cases the store 
 owner w 11 be g!ad to co-operate with you, as it advertises his store, 
 brings crowds into it and he sells a large number of high priced 
 goods; frequently, parents of the children will buy from him the 
 premiums you exhibit. 
 
Plan No. 7 
 
 ^ B^HIS is known as the "Trust Plan" and is similar to plan No. 6 
 except that your field is not confined to the city or town in 
 which you may be but the whole world is your field, by means of 
 advertising you can reach every section of the globe. This is 
 called the Trust Plan because you send out a sttiall quantity of your 
 goods to boys and girls to be paid for when sold and give them a 
 premium for their efforts. 
 
 As your boy and girl agents cannot see the premiums you offer, 
 it will be necessary to have an illustrated catalogue or circular of 
 the premiums you offer for selling your goods and to advertise in 
 young people's papers for names and addresses. 
 
 A small advertisement, something like the following will bring 
 you all the boy and girl agents you want: 
 
 BOYS, GIRLS, EARN A WATCH! 
 Selling 15 Sanitos to Ladies' at 25c. each. 
 Send name and address and we will send 
 the Sanitos to sell. We trust you. When 
 sold return our $4.00 and we immediately 
 send wat-h. Smith, New Berne, N. J. 
 
 You may alter this to suit your ideas. When you receive the 
 names and addresses, you send 1 6 Sanito Dust Cloths and a 
 catalogue of premiums, to the boy or girl, together with a short 
 letter; something .like the following: 
 
 My dear friend: 
 
 I have today received your letter and 
 hasten to send you 16 Sanito Dust Cloths to sell for us at 
 25c. each. 
 
 You v/ill find the Dust Cloths very easy to 
 sell, as every lady needs one to keep her home clean. 
 
 I also send you 'our catalogue of the very 
 fine premiums we give absolutely free for selling the 16 
 Dust Cloths. The premiums are exactly as described and 
 are all well worth working for; some of them can be pur- 
 chased in retail stores from $1.50 to $2.50. 
 
Every boy and girl wants at least one of these very fine 
 premiums, they are easy to earn. 
 
 You can sell the Dust Cloths to your relations, 
 friends and neighbors without trouble. Start right away 
 before someone else gets ahead of you. When you have 
 sold the 16 Dust Cloths send us our $4.00 by money order 
 or registered letter, and the same day we receive it we will 
 immediately send you the premium you select. 
 
 Yours very truly, 
 
 Smith & Co. 
 
 The foil owing are good papers to use for getting names of boys 
 and girls. 
 
 "American Boy" 
 
 Detroit, Mich. 
 
 $ 1 .00 per line 
 
 "Boys' Magazine" 
 
 Smethport, Pa. 
 
 .50 " " 
 
 "Girls' Companion" 
 
 Elgin, 111. 
 
 1.25 " " 
 
 "Home Budget" 
 
 Troy, N. Y. 
 
 .20 " " 
 
 "Little Folks" 
 
 Salem, Mass. 
 
 .50 " " 
 
 "Young People" 
 
 Philadelphia, Pa. 
 
 .50 " " 
 
 "Wellspring" 
 
 Boston, Mass. 
 
 .45 " " 
 
 In "Plan No. 6" are a list of dealers in premiums; you can ar- 
 range with them for electrotypes of the premiums you select, for 
 use in your catalogues. I would suggest you use about five prem- 
 iums for boys and five for girls. Write a short description of each 
 to accompany the illustration. Use no prices. 
 
 A catalogue 4"x6" with eight pages and cover is about the right 
 size. On the inside of front cover, state that any one of the 
 
 premiums will be sent, all charges prepaid, absolutely free, to any 
 boy or girl selling 1 6 Dust Cloths at 25c. each, etc., etc. You 
 should be able to get 1000 of these catalogues printed for $12. 
 to $18. according to the size and amount of composition. 
 
 A good, quick and cheap place to have your printing done is 
 The Bonds Press, Middletown, N. Y. 
 
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