,transcrib]'s ,notes3 ,text enclos$ by und]scores is 9 italics 7italics74 ,additional ,transcrib]'s ,notes are at ! end4 99 99 99 99 99 ,,price #e ,,c5ts4 ,,h[ ,,to ,,conduct ,a ,,small ,,mail ,,ord] ,,bus9ess4 ,,h9ts ,,& ,,helps ,,by ,w4 ,e4 ,,sk9n]4 ,,multum ,,9 ,,p>vo ,,libr>y4 ,ent]$ at ,bo/on ,po/ ,(fice z second class matt]4 ,publi%$ by ,a4 ,b4 ,c\rtney1 ,room #gd1 #de ,milk ,/reet1 ,bo/on4 ,vol4 #c4 ,,m>*1 #ahif4 ,publi%$ ,mon?ly4 ,no4 #bg ,subscription ,price1 #ej ,c5ts ,p] ,ye>4 ,,h9ts ,,on ,,conduct+ --,a ,,small-- ,,mail ,,ord] ,,bus9ess4 ,!re are1 9 ! ,unit$ ,/ates & ,canada1 hundr$s ( conc]ns :o obta9 _! rev5ue almo/ exclusively by means ( transact+ bus9ess ?r\gh ! mails4 ,9 addition to ^!1 _m regul> city retail]s h ( late op5$ dep>tm5ts = mail ord] trade4 ,! habit ( pur*as+ by mail is rapidly assum+ enorm\s proportions 9 ?is c\ntry1 & ! cu/om has be5 cat]$ to1 9 su* a mann]1 t ! ran*man on ! pla9s may we> a late/ /yle metropolitan cu/om-made suit1 :ile 8 daught]s may equip h]self a la ,fif? ,av5ue--all by inspection ( a catalogue1 a po/al money ord] & a lett]4 ,good ,po/al ,sy/em4 ,^! facilities h be5 br\ght ab\t by ! g5]al m>* ( improvem5t1 &1 p]haps1 m p>ticul>ly on acc\nt ( ! greatly improv$ po/al sy/em4 ,almo/ e intellig5t p]son has _h m or less exp]i5ce 9 buy+ ?r\gh ! mails1 b ! object ( ?is little book is to %[ h[ a small bus9ess c be pr(itably conduct$ = ?is purpose4 ,/>t ,"r4 ,"o ( ! mo/ ess5tial ?+s to />t ) is an attractive article or l9e ( goods4 ,%all x be 9 ! nature ( a /aple or a novelty8 ,! difficulty 9 h&l+ /aple goods 9 a small way is ! lack ( pr(it4 ,/aple ,goods4 ,/aple goods are h&l$ by retail]s ev]y:]e1 &1 p w n readily s5d away = t :i* !y c procure at home4 ,( c\rse1 !re is always m or less mail trade on specialties 9 ! l9e ( /aples1 su* z ,plym\? ,rock ,pants1 ,d\glas' ,%oes1 etc41 b ev5 !n1 manufactur]s tell me t !re is no pr(it 9 ! mail ord]s1 !y are h&l$ m]ely = ! sake ( augm5t+ regul> trade by mak+ ! goods popul>4 ,p]haps ,i might make an exception 9 ! /aple li/ ( wat*es1 silv]w>e & jewelry4 ,^! are good mail ord] sell]s4 ,num]\s ,novelties4 ,9 ! l9e ( novelties1 !re are hundr$s ( ?+s su* z books1 toys1 games1 photographs1 p]fum]y1 etc4 ,small toys1 n easily brok51 & ( light weight :5 pack$1 sell 9 imm5se quantities if adv]tis$ 9 ,novemb] & ,decemb]4 ,( c\rse1 ! adv]tisem5t mu/ be prop]ly arrang$1 good j\rnals us$1 & ! price ( ! toy %\ld be small4 8,froz5 ,p]fum]y40 ,millions ( p]fum$ cakes ( ,pla/]-,p>is1 put 9 small ornam5t$ t9 boxes1 h be5 sold dur+ ! pa/ t5 ye>s4 ,^! goods co/ ab\t #d c5ts ea*1 c be sold at t5 c5ts1 give satisfaction if well made & c be mail$ at a co/ ( a c5t ea* = po/age1 :i* w admit ( ! 8wond] /one0 be+ wrapp$ 9 a quantity ( adv]tis+ circul>s4 ,"o or two +5i\s adv]tis]s put up packages ( sa*et p[d] & sell !m z 8,love ,p[d]s40 ,!y are said to enable ! recipi5t to 8ga9 & ma9ta9 ! love ( ano!r40 ,sev]al ,saleable ,specialties4 ,*eap books usually sell well if !y are attractively writt5 up & adv]tis$ 9 ! "r k9d ( pap]s4 ,millions ( copies ( c]ta9 books h be5 sold at t5 c5ts ?r\gh ! mails4 ,( ! ,,multum ,,9 ,,p>vo ,,libr>y1 ( :i* ?is little treatise is "o1 sev]al millions h be5 sold at t5 c5ts p] set ( twelve titles4 ,p readily buy ,japanese napk9s1 sometimes adv]tis$ z h&k]*iefs1 7:i* !y really are71 b ! great sale may be due some:at to ! fact t our c\ntry c\s9s d n really "k :at a ,japanese crepe h&k]*ief is & fondly imag9e t !y are to get a fifte5 in* pure silk affair4 ,^! goods c be procur$ ( ,japanese import]s 9 ,new ,york1 ,*icago1 ,san ,francisco & o!r cities4 ,*eap jewelry1 su* z r+s1 *a9s & ! l1 g5]ally sell well4 ,! prices %\ld be l[ & ! description mu/ be /rong1 to attract trade1 h[ev]4 ,wat*es by ,mail4 ,! wat* mail ord] bus9ess is v l>ge4 ,z a rule1 ,swiss wat*es are ! sort dealt 94 ,! values ( ,am]ican wat*es are q well kn[n1 & !y are on sale ev]y:]e2 b ! ,swiss wat*es c be describ$ 9 ca% attract+ adjectives & :5 sold ! m>g9 ( pr(it is fairly good4 ,indec5t ,adv]tis+4 ,avoid ! temptation to sell obsc5e goods1 or to sell any sort ( /uff by s-call$ sugge/ive ann\ncem5ts4 ,?is k9d ( bus9ess is pr(itable :ile x la/s1 b x usually ends 9 br++ ! adv]tis] into disrepute & imprisonm5t4 ,don't ,lie4 ,9 writ+ a description ( y\r goods1 d n misrepres5t !m4 ,a da% ( adjectives n[ & !n is cu/om>y & acceptable1 = mild exagg]ation is expect$4 ,nev]!less y mu/ n say t a r+ has a diamond sett+ if x is only glass4 ,s5d ,circul>s4 ,h a catalogue or set ( circul>s adv]tis+ v>i\s specialties1 & s5d ?is pr9t$ matt] out ) e package4 ,if y\r fir/ fill+ ( an ord] gives satisfaction1 y are q sure to get a second ord]1 & possibly sev]al subsequ5t ord]s4 ,lett]s are ,valuable4 ,! lett]s t y receive f c\ntry cu/om]s are m or less valuable4 ,o!r deal]s w pur*ase !m ( y = purpose ( us+ ! addresses 9 s5d+ out _! own catalogues4 ,good ,sell]s4 ,*eap books ) attractive titles are usually fa/ sell+ prop]ty1 & if cont5ts are z adv]tis$1 always give satisfaction4 ,! ,key/one ,book & ,news ,co41 #aaaa ,ar* ,/41 ,philadelphia1 are among ! lead+ :olesal]s4 ,!y s5d trade circul>s only to p]sons :o prove !mselves to be regul>ly engag$ 9 ! mail ord] bus9ess4 ,m$ical ,bus9ess4 ,x is surpris+ to note :at a va/ am\nt ( m$ic9e is s5t ?r\gh ! mails4 ,!re are rem$ies = all diseases to :i* ! fle% is heir4 ,if y h a good tonic1 blood purifi]1 sk9 beautifi] or o!r prep>ation :i* y wi% to pu% ! sale (1 ! bett] way to get 8po9ts0 is to answ] ! adv]tisem5ts ( o!r conc]ns adv]tis+ simil> specialties & le>n _! me?ods4 ,b d n copy o!r conc]ns' lit]ature2 simply pick out a few good ideas & comb9e !m ) y\r own orig9ality4 ,adv]tis+ ,ag5cies4 ,a l>ge proportion ( adv]tis+ is plac$ ?r\gh s-call$ ag5ts4 ,!y are a legion4 ,ab\t a doz5 make a specialty ( mail ord] adv]tis+4 ,y c get fur!r in=mation by read+ a copy ( ,our ,sil5t ,p>tn]1 :i* y c obta9 free by writ+ to ,fr$ ,t]ry1 ,wat]ville1 ,ma9e4 ,!re are a l>ge numb] ( publications t pay = mail ord] adv]tis+1 & a mu* l>g] numb] :i* d n pay ! adv]tis]4 ,n ,tol]at$4 ,! ,u4 ,s4 & ,canadian po/al (ficials d n enc\rage s-call$ 8"w at home0 s*emes :i* usually take money out ( poor p's pockets4 ,_m alleg$ (f5d]s h be5 prosecut$ = do+ ?is sort ( bus9ess4 ,wat* ,y\r ,mail+4 ,if y are do+ a l>ge mail+ don't neglect to make x a "p ( y\r duties to /ep 9 & wat* ! op]ations ( y\r mail+ cl]ks frequ5tly4 ,an employe sometimes =gets po/al rates & wa/es a great deal ( money4 ,we "k an adv]tis] ^: cl]k s5t out six ?\s& packages ) f\r c5ts po/age on ea* :5 ! packages1 consi/+ ( pr9t+ matt]1 c\ld h travel$ at two c5ts4 ,mo/ ( ! successful mail ord] adv]tis]s keep _! eyes on su* details & !y save money !reby4 ,n ,good ,crit]ion4 ,! s-call$ 8co/ & result0 s*$ules are usually only valuable to ! adv]tis] :o prep>es !m z a result ( 8 own exp]i5ce4 ,to all o!rs :o consid] !m1 !y are a delusion & a sn>e4 ,suppose an adv]tisem5t ( an in* is plac$ 9 a li/ ( publications by a wat* deal]1 a picture deal]1 a m$ical adv]tis]1 a novelty man & an ag5ts' supply h\se4 ,!re w be q a /rik+ diff]5ce 9 ! ratio ( results 9 ea* in/ance4 ,a pap] t pays "o may n pay ! o!r4 ,we h se5 ?is demon/rat$ s _m times t we "k :]e( we speak4 ,adv]tis+ ,axioms4 8,virtue increases "u a weight or burd50 & results increase ) a compreh5sive exp5diture ( money 9 good adv]tis+ m$iums4 8,bett] late ?an nev]40 ,! gold5 opportunity is /ill op5 to him :o w\ld enri* himself by judici\s adv]tis+4 ,none o!r way w pay4 8,m9d moves matt]40 ,!re=e ex]cise y\r m9d to adv]tise s z to /ir ! gray matt] ( ! bra9s ( ! p & affect _! pocket-books4 ,good goods w sell to good p con/antly4 ,poor goods only once4 ,don't let p say1 8aft] hav+ prais$ _! w9e !y sell u v9eg>40 8,!re is no lock b a gold5 key w op5 x10 except t ( ! p's pocket-book4 ,fir/ class ads w d ?is ) gold5 results4 ,:5 p ?9k !y want a ?+1 !y d want x & !y get x4 ,to be prom95t any:]e "o mu/ h m>k$ *>act]i/ics4 ,s x is ) an adv]tisem5t 9 ! cr[d$ columns ( newspap]s & magaz9es2 9 ord] to produce ! be/ results x mu/ be cle>1 def9ite1 conspicu\s & fre%4 ,is y\rs ( ?is "*8 ,free4 ,!re's ! cat* ^w ( all humanity4 ,fifty ye>s ago x 0 ! mo/ pot5t ^w 9 ! language1 & all ! adv]tis+ exp]ts :o h develop$ s9ce h n succe$$ 9 devis+ "o to succe$ x4 ,look ov] ! pap]s :i* are read by ! simple c\ntry folk1 & note h[ t ^w /&s out all ov] !m4 ,! article adv]tis$ goes 9 agate type bel[ x4 ,! p>ticul>s ab\t :at /amps or co9s mu/ be s5t to secure ! 8free0 article1 g 9 m9ion4 ,! ad4 may occupy b an in*1 & half ( ! in* may consi/ ( ! "o ^w 8,free10 b ! adv]tis+ evid5tly pays if cont9uance signifies pr(it4 ,"o sometimes wond]s :]e ! crop ( gold brick victims con/antly comes f1 :]e ! gre5 goods m5 cont9ually f9d patrons1 & :y confid5ce m5 gr[ m num]\s z _! wiles become bett] adv]tis$4 ,!re is a great] crop ( 8,free0 victims gr[+ some:]e4 ,x is h>d to believe t anyone answ]s a 8,free0 ad4 twice1 b ?is class ( adv]tis+ gr[s & prosp]s4 ,?is is a l>ge c\ntry1 & ! boys :o are gr[+ up mu/ all le>n by exp]i5ce :at _! fa!rs le>n$ likewise4 ,no y\? seems cont5t to be taught 9 any o!r way4 ,x looks z if !re 0 no dang] ( any lack ( adv]tis+ to tea* !m4--,ex*ange4 ,! ,old ,/ory4 ,a man g5]ally kn[s 8 own bus9ess well en\gh to make money out ( x4 ,:5 he attempts ano!r bus9ess he f9ds t "s o!r fell[ has le>n$ t bus9ess bett] ?an he has1 evid5tly4 ,few m5 ev] le>n en\gh ab\t m ?an "o bus9ess to make bo? or all ( !m pay4 ,pr(itable ,catalogues4 ,mr4 ,john ,lynn1 ( #dh ,bond ,/41 ,new ,york is a successful deal] 9 novelties2 8 catalogue is v attractive4 ,ano!r successful deal] is ,*as4 ,e4 ,m>%all1 ,lockport1 ,n4 ,y4 ,8 catalogue is a w9n]4 ,montgom]y ,w>d ,co41 ,*icago1 d ! l>ge/ mail ord] bus9ess 9 ! _w4 ,_! catalogue is q a l>ge volume 9 itself4 ,gets ,"o on ,depew4 ,?is is "o ( ! /ories ab\t ,*auncey ,m4 ,depew & a railroad pass t is be+ told n[adays 9 local railroad circles4 ,! presid5t ( ! ,waupaca & ,ni%na ,railroad company w5t to see ! mild-mann]$ presid5t ( ! ,v&]bilt sy/em4 8,:at c ,i d = y80 ,mr4 ,depew ask$1 lett+ ! smile he uses on su* occasions h full sw+ at ! visitor4 8,i dropp$ 9 to see y1 ,mr4 ,depew1 to ask = an ex*ange ( c\rtesies4 ,i am ! presid5t ( ! ,waupaca & ,ni%na ,railroad company4 ,i w\ld l to h a pass ov] y\r road & w ext5d ! same c\rtesy to y\rself ov] my road40 ,depew look$ ?\ghtful = a m9ute4 ,!n he said3 8,:]e is y\r road80 8,:y1 x's out 9 ,wiscons940 8,is x rat$ 9 ,poor's manual80 8,oh1 yes1 inde$2 we paid a nice divid5d la/ ye>40 8,/range4 ,i nev] he>d ( y\r road4 ,h[ long is x80 8,we are op]at+ sixty-sev5 miles ?is ye>40 8,:at1 sixty-sev5 miles1 & y call t an ex*ange ( c\rtesy1 & ! ,v&]bilt sy/em has its ?\s&s ( miles80 ,depew assum$ 8 mo/ cavali] air z he laun*$ t "q at ! head ( ! presid5t ( ! ,waupaca & ,ni%na & !n he wait$ = a reply4 8,well1 ,mr4 ,depew10 said ! we/]n railroad presid5t z he arose to g1 8y\r road may be a little long] ?an m9e1 b x a9't any wid]40 ,8 ,joke ,work$ ,badly4 ,a "y man :o seem$ to be boil+ ov] to d some?+ sm>t 0 a pass5g] on a ,mi*igan av5ue c> ! o!r day4 ,aft] rack+ 8 massive bra9 = a :ile he took out a silv] doll> & laid x on ! seat & took a seat opposite4 ,! c> soon /opp$ at a cross+ to let on an old woman ) a basket4 ,%e saw ! empty seat & ! doll>1 & x didn't take h] ov] ?irty seconds to drop h]self into ! place & ! doll> into h] pocket4 8,excuse me1 ma'am10 said ! jok]1 8b ,i've lo/ a doll>4 ,i ?9k ,i left x on t seat40 8,i don't10 %e bluntly repli$4 8,b ,i'm sure ( x4 ,did y pick up a doll>80 8,none ( y\r bus9ess1 sir40 8,b all ( u saw y pick x up1 ma'am1 & ,i c prove x 0 m9e40 8,look a' "h1 "y *ap10 %e said1 z %e put d[n h] basket1 8if x's a r[ y want y'll f9d me ready4 ,i all[ no "o to walk on me40 8,b1 ma'am1 ,i left----0 8,come on1 !n10 %e said1 z %e /ood up & d\bl$ up h] fi/s4 8,i am a peaceful woman1 & ,i want to get along ! easie/ way1 b if ,i mu/ ,i w40 ,ev]ybody began to clap & laugh1 & ! sm>t ,aleck took a drop (f ! plat=m )\t ask+ :at x 0 all ab\t4 ,mike's ,dilemma4 ,mike is an ,iri%man j fre% f ! ,em]ald isle1 :o rec5tly came to ,hack5sack1 ,n4 ,j41 & 0 employ$ by two g5tlem51 ea* keep+ a horse 9 ! same /able1 to look aft] _! equ9es4 ,"o day ,mr4 ,jones told ,mike to hit* up 8 horse & br+ x ar\nd to 8 resid5ce4 ,mike did z he 0 bidd51 b :5 ,mr4 ,jones saw ! turn\t he said3 8,:y1 ,mike1 t is n my horse1 t is ,mr4 ,smi?'s animal40 8,begorra10 promptly repli$ ,mike1 8s x is4 ,i kn[$ t wasn't y\r horse1 sir1 b ,i c\ldn't q make up my m9d :i* horse belong$ to ! o!r g9tleman40 ,a ,rank ,failure4 8,i don't believe :ipp+s d *ildr5 any good10 said ,mrs4 ,wigg9s4 8,:y1 ,i :ipp$ ,johnny at ! photograph]'s ?ree times because he w\ldn't look pleasant & he /ill look$ z cross & disagreeable z ev]40 ,at ,r$uc$ ,spe$4 ,uncle ,hays--',memb] ! ,hawk9s boys :o ran away to j9e a !atre company8 ,aunt ,m>?y--,:y1 yes6 ,:at ab\t 'em8 ,uncle ,hays 7quietly7--,!y've walk$ back4 ,two ,fem99e ,views ( ,adam4 ,fir/ ,n9ete5? ,c5tury ,girl--,i nev] did h any op9ion ( ,adam4 ,a man :o c\ld excuse himself by say+1 8,! woman tempt$ me10 _h none ( ! in/9cts ( a g5tleman4 ,second ,ditto--,b :at c\ld y expect ( ! fir/ man8 ,y "k x takes ?ree g5]ations to make a g5tleman4 ,po/$ on ! ,r+4 8,/range10 rem>k$ ,mrs4 ,br[n1 8,i h rung at ,mrs4 ,smi?'s door ?ree times ?is week1 & ,i didn't succe$ 9 ar\s+ anyone4 ,i suppose ! family is out ( t[n60 8,possibly10 repli$ ,mrs4 ,jones2 8b ,mrs4 ,smi? 0 tell+ me j n[ t %e c\ld tell y\r r+ among a ?\s&40 99 99 99 99 99 ,transcrib]'s ,notes3 ,punctuation has be5 made consi/5t4 ,! foll[+ *anges 7 made3 p4 #d3 illegible ^w assum$ to be are 7!y are attractively7 p4 #h3 illegible ^w assum$ to be on 7eyes on su*7