Addition of New Specialties Makes Staple Products Move

Year-Old Specialty Business Puts Crew Levick Products in Hands of More Than a Thousand Jobbers

About the hardest nut in the world for a salesman to crack is the dealer who is handling the staple line of a competitor who is giving him good service and a product which, as far as the lay mind is concerned, is identical with that of the salesman. It is no easy task to persuade such a dealer to try out the new line or even establish any relations.

In the old days the salesman probably would have had some leeway to open bargaining negotiations, questions of price concessions, discounts or other inducements, but in the light of modern merchandising methods these tactics have come to be regarded as not wholly good for a business in the long run. There is too much back-fire about them.

It was a problem something like this that the Crew Levick Company, of Philadelphia, faced when it entered a campaign about a year ago to expand nationally an already large business in lubricating oils. The company was one of the few refining organizations which successfully withstood the shock of competition with the Standard Oil combination before the dissociation of the latter several years ago. Its business in automobile oils is conducted on the basis of jobber distribution, so rigidly adhered to that when orders are received and filled direct, as they are in many cases in the East for the saving of time, record of the transaction is sent to the jobber, who bills the dealer and takes his percentage as though the order had come through his own salesman. The products are trade-marked.

The company did not feel that a reorganization of its automobile oil business on a direct selling basis could be considered, (Continued on page 17)

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The Youth's Companion subscription price was advanced to $2.00, January, 1911.

Families Who Must Buy

buy in large quantities, and can buy
what they want, make up The Com-
panion's nation-wide constituency in
places of less than 10,000 population.
Just where bumper crops assure pros-
perity to the largest number.

The Youth's Companion

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PERRY MASON COMPANY, Publishers, Boston, Mass. New York Office: 910 Flatiron Building Chicago Office: 122 South Michigan Boulevard

SAVING CROPS BY MEANS OF BIRD SANCTUARIES

FO

YOUR years ago, when The Journal launched its national campaign for Little Gardens, the insect evil did not loom so large in our consciousness. Now, in the light of national food conservation, it takes on high importance.

As supplementing its Little Gardens crusade, and as a further part of its constructive Government work, THE PEOPLE'S HOME JOURNAL is now enlisting its over 900,000 subscribers in a systematic warfare against the tremendous annual waste brought about by garden and orchard insects. The JOURNAL is solving this problem, and saving this waste, through the most practical and efficient method-the establishment of Bird Sanctuaries. With birds more abundant, the garden enemies disappear and the growing crops become more abundant.

BIRD PROTECTION MEANS

CROP PROTECTION

Dr. William T. Hornaday, the eminent naturalist, director of the famous New York Zoological Park, and fearless leader in the fight for the conservation of American wild life, whole-heartedly and enthusiastically endorses THE PEOPLE'S HOME JOURNAL Bird Sanctuary plan. He says:

"In my opinion, your plan for the creation of a great number of small, private Bird Sanctuaries is a stroke of genius. It is by far the best and the most far-reaching plan yet evolved. You and I cannot calculate the amount of good it will accomplish. Go on and keep going!"

Stanley Arthur Clisby, ornithologist of the State of Louisiana, Department of Conservation, writes us:

"Will you permit me to offer you my con-
gratulations on the formation of your 'Green
Meadow Club Bird Sanctuaries' movement?
It is one of the best bird protection plans
that has come to my notice, and I trust that
it will be most successful. There is a great
need of more bird sanctuaries and small
ones, too. While our vast tracts do and will
do a great deal for the preservation of our

own wild birds, I recognize the crying need
for more private sanctuaries. The farm
wood lot turned over wholly to the birds, the
whole farm, an odd acre or two, in the end
will do as much good as the great wild life
refuges which the State of Louisiana has es-
tablished."

In every state of the union The JOURNAL subscribers are magnificently responding to the Bird Sanctuary call. From Dakota to Texas, from Maine to Oregon, pledges of land are still pouring in. At the present writing, August 25th, the Sanctuary Dial shows 55,137 acres an increase of over 23,000 acres since our last showing.

WATCH THE SANCTUARY DIAL

It is worthy of note that The JOURNAL'S campaign for nation-wide bird sanctuaries is attracting the attention of state officials in various sections of the country, with a view of formulating special legislation for the better protection of the song and insectdestroying birds.

THE PEOPLE'S HOME JOURNAL NEW YORK

"A Magazine for Every Member of the Family" Established 1885