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When you see our publications you know that you are not wasting circula

tion by reaching the same family twice. Our proved

210,000 Paid Circulation

goes to 210,000 different farm fainilies, 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

right kind of people. 52 Lafayette Place,

1443 Marquette Bldg. NEW YORK SPRINGFIELD, MASS.

CHICAGO. Joseph W. Kennedy, Rep.

Geo. B. Briggs, Western Mgr.

Business Types



The Discouraged Man.
HE discouraged man nervous about this thing and then go

stood in front of his tapering off into stogies. I have
place of business and been wanting to write a letter for
looked at the buildings three days to a brother of mine in
on the town's main Chicago. I want to ask him to lend

me some money and the profit on the It was 1 o'clock of hot sum ten cent cigar will just pay the postmer's day and the only living thing age. Say, you might as well tell me in sight was a measly little yellow any little bits of news you happen to dog that wagged its tail at the dis have concealed on your person. The couraged man's side. Suddenly from whole town'll be down to see you off around the corner there came a fat, tonight when the train goes and bustling little man making a great they'll find out about you, you can fuss as he walked, and carrying in bet on that. This town's got a lot his hand a heavy grip. His straw hat of enterprise that-a-way." was tilted well back on his head, and “Tell you! Why bless your old as he walked he smiled and talked heart, Adam, you bet I'll tell you. aloud to himself.

Didn't I

I was

an advertising The discouraged man put his man? I've been up to Brown's. thumb in his suspender strap and as Brown's the only wide-awake, up-tosumed a business-like attitude.

date man your old town's got. Say "Hello Adam," said the fat little Adam, the folks in this town don't man with the grip, "where's Eve ?” appreciate Brown. He's all right.

“She's dead," said the discouraged He makes the best all-round washing man, "everyone's dead, town's dead, machine in the world and he had encountry's dead, I'm dead. Wish I terprise enough to write and get me had the chunk of mud I was made to come up here. Say does that letfrom. I'd buy a big colored map of ter you are going to send to your this state and plaster that mud all brother cost eight cents postage? If over these three counties so there it does, just give it to me and let me wouldn't anyone remember such carry it in my grip and you just push place ever existed."

out little better cigar. Thanks! "Oh, you needn't worry," said the That's better. Now, see here. You fat man, “most of them have forgot go get a pitcher of ice-water and ten it, I guess, even the railroad com towel and wrap up your head while panies. But say, look here! I have I paint a little transformation scene been in this town now twenty-four hours and I am an advertising man

“See that long, hot street out and an advertising man don't stay there? Not a living thing moving on in any town twenty-four hours be it, is there? Well, she's going to be fore something happens. You just chuck full of teams just three weeks come with me inside your place of from now. Yes sir, teams pulling business. I seem to feel a sort of wagons loaded with Brown's Whirlhankering to start a little currency wind Washer. The train's going to moving about his place. I believe in stop at this station four times a day. my soul that I am about to spend The postmaster's going to get his ten cents for a cigar."

salary raised. The whole of this "Now, look here young fellow, great, big, blooming, sun-kissed don't you get me all excited and America's going to hear about Brown



for you.

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 good looking 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."


Special Representatives in Chicago

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.

[Continued From Page 28.] 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 supposediy being commensurate with the commodity. 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 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.

Mr. Patterson has been western manager for “Collier's Weekly" for

four years. “That is E. C.

all you

need to say Patterson.


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."

Mr. Reed has made his own way since he was eighteen years old, having paid his

way Horatio R. through college, atReed

tending 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.

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 continuel 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.


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

the Daily Drovers' Lee T.

Telegram," Kansas Waterman City; the “Daily Drov


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 managed 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.

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

Mr. Limeburner has been a wellknown special for a good many years.

He began his career in John P. Kansas on

daily, Limeburner which had a lingering

career, as dailies had in those days.

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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