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No Duplication, No Waste.

When you see our publications you know that you are not wasting circulation by reaching the same family twice. Our proved

210,000 Paid Circulation

goes to 210,000 different farm families, every one of whom is a possible customer. As results-bringers these papers have proved themselves equal to the best.

We establish our advertisers in the confidence of our readers by a guarantee that no dishonest advertiser can buy space in cur papers and a promise to make good to our readers any losses from doing business with anyone to whom we sell space.

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ORANGE JUDD COMPANY,

Advertisers use cne or all three. They are all profitable mediums because they reach the

52 Lafayette Place,

NEW YORK

Joseph W. Kennedy, Rep.

right kind of people.

SPRINGFIELD, MASS.

1443 Marquette Bldg. CHICAGO.

Geo. B. Briggs, Western Mgr.

BusinessTypes

SHERWOOD ANDERSON

HE

The Discouraged Man.

discouraged man nervous about this thing and then go stood in front of his place of business and looked at the buildings on the town's main street.

It was 1 o'clock of a hot summer's day and the only living thing in sight was a measly little yellow dog that wagged its tail at the discouraged man's side. Suddenly from around the corner there came a fat, bustling little man making a great fuss as he walked, and carrying in his hand a heavy grip. His straw hat was tilted well back on his head, and as he walked he smiled and talked aloud to himself.

The discouraged man put his thumb in his suspender strap and assumed a business-like attitude.

"Hello Adam," said the fat little man with the grip, "where's Eve?"

"She's dead," said the discouraged man, "everyone's dead, town's dead, country's dead, I'm dead. Wish I had the chunk of mud I was made from. I'd buy a big colored map of this state and plaster that mud all over these three counties SO there wouldn't anyone remember such a place ever existed."

"Oh, you needn't worry," said the fat man, "most of them have forgotten it, I guess, even the railroad companies. But say, look here! I have been in this town now twenty-four hours and I am an advertising man and an advertising man don't stay in any town twenty-four hours before something happens. You just come with me inside your place of business. I seem to feel a sort of hankering to start a little currency moving about his place. I believe in my soul that I am about to spend ten cents for a cigar."

"Now, look here young fellow, don't you get me all excited and

tapering off into stogies. I have been wanting to write a letter for three days to a brother of mine in Chicago. I want to ask him to lend me some money and the profit on the ten cent cigar will just pay the postage. Say, you might as well tell me any little bits of news you happen to have concealed on your person. The whole town'll be down to see you off tonight when the train goes and they'll find out about you, you can bet on that. This town's got a lot of enterprise that-a-way."

"Tell you! Why bless your old heart, Adam, you bet I'll tell you. Didn't I say I was an advertising man? I've been up to Brown's. Brown's the only wide-awake, up-todate man your old town's got. Say Adam, the folks in this town don't appreciate Brown. He's all right. He makes the best all-round washing machine in the world and he had enterprise enough to write and get me to come up here. Say does that letter you are going to send to your brother cost eight cents postage? If it does, just give it to me and let me carry it in my grip and you just push out a little better cigar. Thanks! That's better. Now, see here. You go get a pitcher of ice-water and towel and wrap up your head while I paint a little transformation scene for you.

"See that long, hot street out there? Not a living thing moving on it, is there? Well, she's going to be chuck full of teams just three weeks from now. Yes sir, teams pulling wagons loaded with Brown's Whirlwind Washer. The train's going to stop at this station four times a day. The postmaster's going to get his salary raised. The whole of this great, big, blooming, sun-kissed America's going to hear about Brown

and his washing machine that is made right here in this town. The busy messenger boys will stop in front of your store to while away their spare moments tying cans to your dog's tail. The jocund automobile will whiz right past this very door. There will be the grinding of the wheels of commerce and the chug! chug! chug! of the gasoline engine stirring up soda water down in your basement.

"You're a discouraged man, I can see that plain enough. You have seen this town grow old and die and here you have been sitting for years, watching for some poor unsuspecting stranger to happen along and buy one of your ten-cent cigars so you could retire from the nerve-racking business life of this town.

"Well, here I come along, all unsuspected and unheralded, and bring the whole world to shop at your door and you don't even loosen up for a glass of lemonade. Thanks! that's not bad.

"Now, honest, man, I want to see you get right in this thing.

Paint

the front of your shop. Hire a goodlooking lady cashier. Throw out those Louisiana Exposition cigars and get in line. You're living in Nearville, my man, Nearville the unknown and unheralded, the reticent, but, behold! a month passeth and the memory of man gladly forgets, and the Whirlwind Washer gets its picture in the newspapers from Maine to California.

"No, don't say anything; I see only too clearly what's going to happen. You're just going to sit here in the shop and see a great city growing up around you and you're not going to take notice until it is too late. You are a discouraged man. I know. I have seen them before. Poor chap! I am sorry. Just as likely as not you never will do any advertising yourself. Poor, poor old Adam! Well, remember me to Eve, when she wakes up in the cool of the afternoon. I will be gone then. Goodbye!

"Dang it! I wish I had landed Brown's contract. I hate to waste this whole day in this sleepy old town."

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Special Representatives in Chicago

[Continued From Page 28.]

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tion of media, class of constituency was about the only thing that we considered, unless, perchance, it were a matter of circulation, which was always secondary, the rates supposedly being commensurate with the modity. But there was not such a host of advertising men then as now, and many of those who were following it in those days have passed entirely out of the line, some to the Great Beyond.

When our encyclopedia business was sold out to what practically

amounted to a trust, I established a mail order and manufacturing concern on a small scale, which I conducted for two or three years and afterwards disposed of. During this time I came very closely in touch with the publications and their special representatives, so that when I entered the field myself I felt more or less acquainted and established in my honorable profession. This was considerably more of an advantage than the ordinary representative I would have, and the fact of my having been seated in the advertiser's chair so long enabled me to somewhat anticipate many of the problems which confronted the special.

This, also, doubtless, has made me more charitable in my allowances for the advertiser when he has not given up copy quite as freely as I, as a special, might have otherwise believed he should do."

Mr. Patterson covers the entire field himself, although his paper is represented in the east by Mr. E. H. Greener, of New York. Mr. Patterson covers the entire western field, and usually makes about three trips through his eastern territory in company with his New York representative.

E. C. Patterson.

Mr. Patterson has been western manager for "Collier's Weekly" for four years. "That is all you need to say about me," said Mr. Patterson, and in a way it is enough. Four years with "Collier's" means to be up and doing at all times to keep up with the several score of other pushing, enterprising fellows on that great weekly, Much of the success of "Collier's" has been in the west, and it has been largely accomplished within the past four years, and Mr. Patterson's friends and associates know the part

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he has taken. So no wonder he is content merely to say, "I have been with 'Collier's' four years."

Horatio R. Reed

Mr. Reed has made his own way since he was eighteen years old, having paid his way through college, attending the Columbia School of Mines. He was president of the class of 1894, was a member of Alpha Delta Phi, played on the 'Varsity football team, and was School of Mines editor of "Blue and White," the 'Varsity paper. He is now permanently located in Chicago, owning a beautiful home at Kenilworth.

In 1895 he was offered the same salary by "Youth's Companion," "Century," "Outlook" and "Review of Reviews," choosing the latter, with which he has remained up to this time. At one time he represented all the United States, except New York and Pennsylvania, but now has all the country from the Alleghenies. The western office averages about fifty pages an issue in the "Review" and more than half of all the general advertising (excluding books, schools, etc.) which the "Review" carries. His position in the estimation of his fellows is shown by his election as president of the Atlas Club.

Lee T. Waterman is the direct representative and Chicago manager for

Lee T. Waterman

the "Daily Drovers' Telegra m," Kansas City; the "Daily Drovers' Journal Stockman," South Omaha, and the "Daily Drovers' National Live Stock Reporter," East St. Louis, a trio of daily farm papers which appeal almost exclusively to farmers, stock-breeders and stock-feeders. They are aged from the Chicago office, 1604 Tribune Building, as one proposition, although each paper has its own individual management and is published in the territory in which it is located.

man

Mr. Waterman began his career in life as a teacher in the public schools and taught several terms. This profession becoming distasteful to him, he took up work in the circulation

department of the "Daily Herald,” Anderson, Ind., in 1881. The next year he was engaged by the Danville "Daily News" in the same capacity, but soon joined the "Evening Commercial" of that city and took charge of the advertising and circulation department, retaining this position until the spring of 1892, when he and Albert Harper bought an interest in the "Daily Bulletin," Anderson, Ind. Later he sold his interest and returned to the Danville "Commercial," and was made secretary-treasurer and business manager. In the latter part of 1897 he and Mr. Nye sought a larger field, and purchased an interest in the "Daily News," Des Moines, Ia., taking charge of the same January 1, 1898. He continued with that paper until December 6. 1902.

As to Mr. Waterman's success it is too well known to need any comment. The papers with which he has ever been connected have been successes, financially and otherwise.

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Then he became prominent in the Farmers' Alliance movement, and was connected with the "Farmers' Advocate," Topeka, Kan. Later he was interested in a book publishing company, and then had an official position under Governor Llewellyn, of Kansas.

From this he went to the "Silver Knight-Watchman," Senator Stewart's organ of free silver at Washington. When Mr. Bryan established "The Commoner," Mr. Limeburner was offered a position on the business department of that journal and placed in charge of the Chicago office.

Recently, in company with J. O. Williams, he has organized a special agency and is making up a strong list of papers covering a wide territory.

Mr. Limeburner can tell many good stories of the ways in which papers were managed in the good old days when it was a matter of doubt from one week to another whether

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