How Jones Baits his Hook

You know how it is when you rvent fishing;'the other fellow seemed to have the big ones coming his rvay.

Peri..aps it was your bait, and a little friendly talk got you some of the other feilow's-and then your string grerv.

Some lumber rnerchants are using bait that might help you and some of the big ones in your trade pond; they'll be r,l'illing to let you use some.

One man puts a bulletin board in his office u.inclow, tacks on, his current nelvspaper ad and together lvith such nervs items as he gets regarding building from newspapers, magazines, etc.

A second has a rack in his offrce in rvhich he puts pamphlets and documentq from the Governnrent, aud othcr sources, stamps his name on each n'ith a rubber stamp, and LENDS them to his visitors.

A third keeps what he calls a "hobby stable"-a list o{ his prospects and their individual hobbies. He sencls to each all the clippings, etc., he gets about the p.articular .thing of interest. He generally closes his letter of transmission with a word or tu'o about building.

The bookkeeper of a fourth is scoutmaster of the local Boy Scout troop. He has, already to hand, an energetic, aggressive bunch of hustlers-all eyes and sals-\ rhb want to see their ,town improved, and who are on the lookout for all places where repairs could be made. Incidental to the regular Scout activities-but not so widely divergent but that 'good results can be secured.

A fifth, in a small town, has a sont of informal night school during warm weather in his yard, taught by a genial carpenter. It's for boys-teaches them horv to use a saw and a plane and a hammer; teaches them how to rnend and repair and make; and incidentally gets them to THINKING ABOUT BLTILDING MATERIALS. Astonishing how many PARtrNTS started thinking too.

A sixth conducts a regttlarly monthly prize contest for the boys ancl girls o{ the graduating class in the high school. The prize is rgiven for the best letter of 500 words covering some buiidrng operation. The subjects arrc chosen by ,tl-te children themselves and cover such topics as "Why hens should have w.arm houses," "IJ,se of a pergola in the yald," "The advantage of a big porch," etc. The winning letter is published as an ad; and good advertising points are often secured from the other letters.

At the end of the school year, the best letter is given a s'pecial prize at the graduation exercises.

Another arranged to have a photo taken of each attractive residence he brrilt and reproduced on post cards. In small letters a,t the bottom was printed: "Residence of Mr. Blank, at Ourtown. Smith & Co., Building Material N{erchants." He of course, secured the permission of the owner, and presented a number to the owner, using the rest to circularize prospects.

Number eight specialized on farm ,trade, and r,vas active in the organization of community meetings where he took the pains to have a man of reputation present to talk on matters of interest. One time a county argent spoke; another time a local banker; a third speaker was ,the representative of a rnanufacturer of silos; a fourth came from the field force of a nationally famous maker of plows and reapers. And NIr. Lumberman was protninent in all meetings-and his trade waxed great.

Sometimes the other fellow's bait will help you to catch more fish.