The first question was how to get the names of prospective customers. A rate and telephone book were secured. The classes they thought would be most easily interested were written to. Their reason for using the phone book was that a person should be so connected in a business and social way with the city as to have a phone before they be given consideration. This list others trusted and such people they too could afford to trust. With this list there was practically no loss.
To such, a general letter was sent outlining their service—what they had to sell and what they would have for future delivery each month in the year. These letters in about 10 days were followed up with other letters giving a special group of products.
The different seasons of the year are considered. It may be canning time or near Thanksgiving or Xmas. If it is near Thanksgiving, then a list of dressed turkey, an assortment of fancy vegetables, hams, honey, nuts and pecans. And the prices are such as to interest the consumer. The farmer has not the overhead expense of the middle man—hence they can give a much better price.
A card file was kept which gave complete information as well as prospects and customers. Card gave names, address, business connection, salary and rating of each person. When a customer is made out of the prospect a red slip is attached to the top of the card, and a number is given, it corresponding to a page in order book where shipment record is kept.
This office is conducted by the Secretary Treasurer.
When orders come in for which they cannot themselves fill, they hustle out to other farmers and purchase the product and thus fill their customers orders. In connection with this article read over the parcel post service and apply same to your shipments.
PLAN No. 796. SHEEP PROFITABLE
A Kansas farmer made money in 1917 when the corn crop was unprofitable and here is how he succeeded.
Four years before he visited a fair where there were sheep and these were the first sheep he had ever seen so he bought three. A few days later he traded one shote for another sheep and in a few more days he gave up his Jersey cow for seven five-year old ewes and eight lambs. Soon he had gathered a flock of 59 sheep, including ewes and lambs of all ages, sizes and shapes. His interest grew until he had collected about 1000 head of sheep which averaged 30 lbs. to the head.
He allowed them to graze in a pasture of alfalfa and when this was gone he fed them at the rate of 2 lbs. of feed per head. In 100 days he nearly doubled his money. He took out the scrub ewes and wether lambs and fed them 55 days. Those he fed on corn weighed 72 lbs. per head and brought seven cents per lb.