—And you say that paper covers have never been tried?
—Never. None of our travellers would go out on the road with a sample in paper covers.
—A little while ago you said something about your salesmen helping you to an understanding of the public taste. I infer that you get considerable help from this source?
—Most valuable help indeed. We depend entirely on the reports the sales force turns in in these matters. The salesmen are in direct contact with the retailers and are naturally in a position to feel the public pulse, so to speak. Their help is invaluable. They can anticipate the demand very often.
I had reference more particularly to the way books are made.
—Oh, on that point too. We never make a final decision on a cover design, for instance, without showing it to the salesmen. They very often make valuable suggestions as to changes of colour, etc. They run largely to red.
—It would seem, then, that the designing of the books is very much in the hands of the salesmen?
—Quite in their hands.