Mr. Payne was born in Iowa and entered the newspaper business by founding a daily at Washington, in that state, building it up until it had a large circulation, considering the size of the town. Then he came to Chicago and took charge of the State street business for the "Journal." Having been secretary of the Evening Press Association of Iowa, it occurred to him that he could handle a list of Iowa leading dailies, and, entering into a partnership with Mr. Young, they built up a strong list of such papers as the St. Paul "Pioneer Press," Indianapolis "Journal" and others.

Mr. Young was born and brought up in St. Louis. He went first with the ScrippsMcRae League and in 1900 came to Chicago and entered the advertising department of the "Journal." Later he went with C. J. Billson, at the suggestion of Mr. Booth, the proprietor of the "Journal," Mr. Billson having the paper on his list. A year later he joined in with Mr. Payne. Besides their dailies this firm handles the "Homestead," the "Homemaker," "Farmer and Stockman" and "Wisconsin Farmer."

George W.
Herbert

I have a friend down in central Ohio who runs a little weekly paper in a town that never had the nerve to claim more than 2,500 inhabitants. The little sheet is neat, clever and full of good stuff, although you would swear there would not be two news items in a year of the town's life.

"How do you make this thing go?" I asked my friend. "You give us items when there are none. You keep your sheet alive in the deadest town on the map. How do

you work it?" "I rake the field, my boy," replied my friend. "I rake the field with a fine tooth comb!"

The expression is pat. It describes, to a nicety, the work of Mr. Geo. W. Herbert, Chicago's special representative for the "Farm, Field and Fireside," "The Farmer" of St. Paul, the "Poultry Herald," "Dakota Farmer" and the Denver "Field and Farm."

Entering the advertising field through one of its side doors, as a theater program man, for the old Harris and Bijou theaters in Louisville in 1890, Mr. Herbert has forged to the front, through the medium of shaky weeklies, doubtful dailies, and finally good, strong publications. Of course, it was by proving his ability on the shaky ones that he got his chance on the good

ones.

Through the advice of Col. Dietzman, of the Louisville "Commercial," Mr. Herbert located in Chicago, and finally, in 1900, entered the agricultural field, as Chicago man for "Farm, Field and Fireside." Deciding at the beginning that there was plenty of work for the best sort of men in Chicago, and that to try and cover the local field and a few dozen outside states besides was a useless waste of energy, Mr. Herbert has made "concentration" his watch-word and "Rake the field" his pol

icy.

Mr. Herbert is vigorous in insisting upon the merits of his publications. With eyes both in the front and in the back of his head, he "rakes the field with a fine tooth comb."

Guy S.
Osborn

Among the Chicago specials Mr. Osborn stands high. Born in Burlington, Kan., he lived there until 18 years of age, when he started out to seek his fortune. With considerable sagacity he concluded to make Chicago his home, and arrived in this city with a surplus of hope but short on ready cash. He found a position in a book store and put in an application for a position on several newspapers. He followed up these applications so persistently that he was taken on by the "Tribune," with which paper he stayed two years. Then the "Chronicle" made him a good enough offer to get him away from the "Tribune," but after fourteen months he went back to the former and remained with it until two years ago, when he began business for himself, starting with a list of high-class papers which he has retained up to this time with one exception, and

Henry De Clerque

Lee. T. Waterman

R. T.
French

Mr. French has spent his whole time with the Scribners since first starting out in the advertising business, beginning with that house in 1896. His first year was passed in the advertising department of the book business of the house. From the latter part of 1897 to 1901 he was on the advertising department of "Scribner's Magazine," doing copy order and make-up work. In 1901 he succeeded Mr. Grannis, working principally east of Buffalo, in New York, New Jersey and New York City. In 1903 he came to Chicago as western representative of "Scribner's," succeeding Mr. Stanton, who went with the "Century" people, in which capacity he is now engaged.

Col. James M.
Emery

Before entering the army to take his part in fighting the battles of the Civil War, Col. Emery had finished his trade as a printer. He served through the war, spending a considerable time in the prison pen at Andersonville. At the close of the war he took up his trade again, and when Major Critchfield severed his connection with the "National Stockman and Farmer" to become a member of the Long-Critchfield Corporation, Col. Emery was appointed western representative of "the world's greatest farm paper." Later he arranged to represent the "Farmers' Review" also, and for a good many years he has taken care of the interests of both these papers. Col. Emery is not as young as some specials in Chicago, but he is known among the agricultural specials as "the youngest old man in the push."

Col. James M. Emery

After working in various departments of newspaper work, from printer's devil to the

R. C.
Howse

advertising department, in
Cleveland, Ohio, Mr. Howse

came

to Chicago six years ago and entered the office of Mr. C. S. Hull, who was then representing "McClure's," "The Half Hour" and "Teacher's World," the two latter having gone out of existence since that time.

Mr. Howse assisted Mr. Hull on all his papers, and after six months did some special work on "The American Queen."

About four years ago Mr. Hull took the Literary Digest," to which Mr. Howse devoted most of his time, and three years ago, when Mr. Hull gave up that paper, Mr. Howse was appointed western representative for Funk & Wagnalls, for their two publications, "The Literary Digest" and "The Homiletic Review," and has since represented them in the west.

For 18 years Mr. Goodwin has been connected with the business of newspaper

C. A.
Goodwin

advertising, thirteen of these years having been spent in special work. He began with five years with Lord & Thomas in their religious paper department, and followed this by going with R. S. Thain, who has a long list of papers as special representative. Eleven years ago he took service with "The Living Church," the New York "Observer" and "The Christian Endeavor World." Mr. Goodwin may be considered as a life member in the order of special representatives and to have reached the highest degree.

W. E.
Rhodes

W. E. Rhodes is another Iowa product. He entered the advertising field soon after finishing his school days by going with the Creston "Advertiser," in which little city he worried advertisers with much success until he changed to the Cedar Rapids "Republican." His success attracted the attention of Mr. Meredith of "Successful Farming," and that gentleman, together with Mr. Proper of the "People's Popular Monthly," engaged his services and he was sent on an extensive tour through the states, traveling far and wide, getting experience and many contracts at the same time.

Then he naturally came to Chicago as representative of the papers he was on. Last fall he dropped the agricultural end of his business and since that time has

given his whole time to the "People's Popular Monthly" and the "American Home Monthly." For the first two issues of the latter paper he secured an average of 4,800 lines, which comes very near being the record under such circumstances.

Mr. Emery says he is in what point in his career to

W. R.
Emery

doubt as from date his work as a special. He began advertising by doing local work on a country weekly, having secured the position after a strenuous period of "follow-up" work. His success in this direction made him a confirmed advocate of the "followup" system. Later he acquired a half interest in a country weekly, through the faith of the seller and the making of a blanket mortgage on the plant. Then he decided to enter the daily field and became advertising manager of a daily newspaper, to later give this up for service with an advertising agency. Here he continued for more than eight years, during that time becoming thoroughly convinced of the value of agencies to advertisers and publishers.

From choice and other good and sufficient reasons, Mr. Emery took up special work, beginning with "Everybody's Magazine," and others. His list has varied, but all the time "Everybody's" has been the one publication he has kept, and now, under the pushing new management, it takes his whole time with the services of two assistants.

George B.
Hische

If anyone ever said a hard word about George B. Hische he said it where no one else could hear him. Born in the quiet old town of Canal Winchester, Ohio, Mr. Hische early went to Columbus and entered the service of the "Times." His history from that time might be briefed about as follows: Thirteen months with the Columbus "Times," thirteen years with the "Ohio State Journal," ten months with the Kansas City "Times," thirteen weeks with the Hosterman Publishing Company, four years with the Joliet "News," thirteen months with "Conkey's Magazine," and since November, 1901, with the Lewis Publishing Company, St. Louis.

He now represents the "Woman's Magazine" and the "Woman's Farm Journal," published by the Lewis Publishing Company, and under his enterprising methods the work has become large enough for two.