Ligonier Banner., Volume 44, Number 13, Ligonier, Noble County, 17 June 1909 — Page 3

The Right Way to Write Letters [ e IBy Shersmm Cody = Author of the Cody System of How to Write Letters That Pull.

THE BRUTAL DUNNING LETTER. Neow and fhen g delitor & found who 16 wo "thiekssigned thst nothing seving 1o make any impreasion on him but a fiub Unlfortgnately, most cob destlons pgeneins ook op Al debiors turned over o them &8 twing sach und niske thelr eollectlons by means of u »‘i.t»;b The eloh often gots fhe e x%} I fz'f it f‘f‘i?iﬁ ih{\ custiamer at the sRILG xa THat I 8 why fmierchstily Are s slow abeul turning thelr eolles torn fver G agencles) they fedt sure they !?M:rz«x,‘. Bope to do sn3 more husl Loss ~ W ith the customiers when the Bt 3 Wits done with Nim Hul now ‘and then we &l run scroes Argdhioatx When wo fins! Ihy ot me o nnt want to do any mors business with "?':'?‘s3_‘ and do Dol care 'ive“-%?i‘ we Ert the soney so that wo really 00l bt 4t W : e _ The lusual siyle of hrtal dunning ivltor cf«.»n_u.’fgs:'g‘“i?gx' thraais of iawsulita with itg piled up costs, and the use of the words “dis Honesty ” deadbeat” ‘rogne; s s = 1t should be bﬁ:"né'fn ming that it is not lsgal to muke any: disagrevsblel thredt in repard (0 & deld tn writing! op # poetal feed. In faet anyibing it ndght iniure the slanding of a person fn the comimbnity. vven in the wlightest degren cannut be sent openly -un o postal cagk . : " Thréatk of byoolling or blackilisling Are also fHegal : s ~ Ofennive .rnzf'r_ ahuslye loiters gre pol permitied 1o ;;u_ through the mall even when »f*:&ii’w’i‘ - : 1t s not permissible Lo talk freely mhoit lawsers agopta and suils oxd ian, and to pletiirs the heavy exponse of such proceedings You can miake a Iman Teel the siing of the words desdben: 7 “dalunest el by sas ihe you would ot think of placing the person Yoy wiite to it the 1t of surh PErBCNE. or skying You kKtow he ik not that - The surgestion is onnugh and geunlly wdre effective than realiy call Anp {::‘i‘);;f“f&‘ S BArCHEm uEuGHY culs deepor than abase of all ceensions Obvionsiy the Bridal dunning letier cannot be wetien in & Bigh lomper, it it ta to be jogal Bad it cusht 80l W be uded al adl exeept in o coliecting money. from A& poteriong deadbeat whiowe fradde CEOHOL tamelily Lo worth Anything te Yo ot &ug‘»,lsnm i the &y ture 1t sonietimes happens that (heso thick a'w.f.:f‘;snﬁi I?*"’i?i-‘;gﬂ.WHy puss nver of fensive. words and go on frading with . you, but X sodme g lowering of eaif respeet to induige In kuch letters, and I bave fourid that the miidly irsiialing tetrors will s rese R efloctive i ‘re >pnedted aften enourh. . R - ‘-'.fmm,.;...m..ﬂ...\,-' ' A . SALESMANSHIP AND COLLEC o "~ TIONS. ‘ ~Usgually the man who looks after 'rr}évr?:;»é‘w-: ,{hé_.l}"‘ilﬁ._ he bas ifﬂ?s.ixxg tn do with salesmuashin. ke docsnt try to know anything about {1 aud nerely’ sets Wis henr! o & Jow tecord of joss of accounis piaced i his hands o . In the first plies. if the margin of profit fx jarge veey frew credit can be given. It 18 Better ta lose a few ar countg of tbés:"@ whe lall to pay i the amountsy are gmall rither than Jose a much larger yYoinine of business throuszh appisiag & strict eradit rule A few -f(‘-mg azo when the bicveia craze was al s Belght the largest B ¢ycle tire concern in New York had a credit. man whe would not give any denler credft unless he was rated by ~the marcantile agencles, or could offer unguaiified references. A change was made and the new credit nan gave _very free credit to all the swall re pair shops over the ceuntry, which had sprung up ih & night,. and ap Cpeared honest in intent, but kad no ‘rating, and thongh the percentage of lost credits rose congiderably the net profits are sald to have increased from $3.000 000 to $7.000000 a year A Hberal credit man had more . than doubled the profits. e It accounts are large and the mar gin of profit small one or two losses Cwill eat up the profits on many sales, and mare care must be exercised on the credit and collection end of the business. . = - ‘ . We will suppose, however, that a small storekeeper is aslow par. but never has a large account, and buys steadily. If he can be kept in good humor so that his indebfedness makes him feel he must buy evervthing from you, it is far better to take the risk of losing a small amount when at last he goes under, than to press him so hard that he begins to place his cash busi ness elsewhere, fn which case ‘you lose the small sum he owes you, and his business for a year or so as well Clever salesmanship would turn the in. debtedness into a means of clinching " & really large total volume of business, THE LOGICAL CONSTRUCTION OF A SALES LETTER. ) Salesmanship in letters is not a matter of heaven-born genius. Some will ‘be more successful than others, but

Like to Get Into Picture

Similarity in Human Nature Noted by : Observant and Interested Photographer. ; “You note,” said the photographer, “that in pictures taken anywhere in any part of the globe, the humans face the camera as if they wanted to be taken. It may be vanity, but they all seem to like to get into the picture. : “Take a group picture made anywhere, say among your own tribe. Note the people in the rear with necks craned to get out\from behind blanketing people in front, so that their faces will show. Shyness or modesty may keep some who are in the background from doing this but unless the photographer has personally posed every member of the group so that he will show, you will always find in such pictures some figures of persons who would otherwise have been more or lessobscured, but who have so disposed themselves &s to make sure that their faces show. B ; 3 “So of any set group, and the samz

evervone who welles jeilers can and E.nbxi'zaxi iearn the points of salesman L ahin in letters, G DAI every ietter %.'l‘f’?ﬂkﬂ will %at@MQMﬁns quaiity imo litte if ol much, Hore is the ;'rxmx’?!‘ﬁmiiy tor the girl stenograpber b get o bwlled salar¥, of Ihe sub assist §Atm- LMﬁfk.hgﬂ&fé; mm from §io ta sis a wiek One prominent husitess l, man bas pabl “Al Wy clerks, stenog rapheras and caiepinen Wonld be warth 25 per cont mwars W me I they would lenrn to write » good lelter, and 1 would ratee thelr walaries according iy, I your employer won't raiee your salary when you learn 1o write real seiling letlors. theve Bmre pleniy of ‘others who will. .~ . The logicdi stess of creating a sale through N Jotter are as Gillows l - First, fan up the slight or souoitecing patural jonging I 8 Ahe cusiomers pind. Unleds there 0 & Wun! to e Ailed no-business can wuocoeest siut In Its natural state the want i 1o feabile too vagse. The sales letter mux fan it up and make it g keen and conscicas dasire. & vold in the mind tha! has got (o be filled The place 1o alart s with %“!.h'!' satural want of the customor Not t'éwﬂh. wha! you mwm wedl : ? Becond, show swmm ihe thing you have fity into the patural yacancy, fills iﬂ," spontanecys and aniversal want © Thlrd offer somb oatadde [roof (hae your cinitms are fustified You mas L ihink sour article 8 pood ihing Lol You are a prejudiesd party Has this article actumily werved soybody eise any rewl purchaser, and Jusy what has 4t done? Hring oul K lew facle such A would make an mpreesion on .a fury In & eourt of AR 00l expect | pecpie 10 take your merk wo:d Fro ?:}zerx‘: facts eovidehie B 8 & Unined ad 2 rocate “‘_x}fuit’! de . - : S . - Fourth, indicate with great olearnors and procision just what you want the | prospective customer 1o do i your lot ter pucoesds in (nleroeting bl 1t s & misake 1o arstine Be can puesa | what vou want . Tell Bl exactly e eisely. poin! for point A 0 Jdonl eel L Bim to do yery maehedeahans sien an arder Biank all ready wrevared. of mall ;“ postal card aﬁskiﬁg i a calsiogae Bl sa inforoind sea he 18 realiy open émr' bustticus, ' '[,‘:,’:’f o - THE SYMPATHETIC DUNNING t . LETTER. o ; Thera dre rerigin olisses of oustom. Lers sueh as wadßen clergvmen ans! g:e:'ﬂrhc*m, whose BIGABE a'w Yory nar Eﬁ‘*’:’f. and v«!‘;:;; azgﬁraiﬁ;ﬁ;?,y“ fall bobhind though they are pealls lones. or think Lthey nre houest. Threatoning letlers §ma?y anger them 'They Nave & cortaln srin!] inecse, and they e i 1 1o pay ;:!w atoounis they [eel most ke pay e o L Por such tha sxmuathetie Jdunning letter is the cue which succends best 188 rather a loße Beler; usuallv, 1 f{'.ﬁ?h'd with symiiadhs gad the spirl of kindnoss, nnd seks cerlain personal fa vors that can be granted and wiil be §g§'m:wz} i 1 ke dﬂ:&ﬁr 486 made 1o e} right e : 3 Bueh a letter pilght run like this: | "Your obligalion ef such and such u gv-dam s now considerably overdur ' Wae L Ivel qulle rare. however, that payment Ls boen detarvad becsuse of circun- ; Wtancdes bevoud ym;r '@“f.mﬂz"(\:f and we L have no desire th press you in any un Freasonable way, though we should like i very mich wo be {;%‘a%ti; o % “As a personal favor, we wish you would tell us just what resources you Lare depending on for the payment of gi’his account, and &8 nearly as possibie §nw time at which we mar expect re fmittance. Wikl You not Kindiy be guite (frank with us so that we know. iust é'w}m! your situation i 8 and what we | may expect.: Then we will not annoy ivon with useless duns dnd our very | pleasant relations will not be dis %_mrlwgl by auy misunderstandipg or I snspicton. We kindly ask the favor of ia frank letter from you by return - A sympathetic dunning letter follow. ing a silghtly freftating jetter has often brought an immediate remittance, and ithls confidential, kindly way of writ. i fng, when used as a contrast with the lus__'unl methods, very ‘often gels a‘ten tion which a barsh letter would not ‘get at -all. o At the same time there {s a class of peopie who would be only too réady to take advantage of an easy creditor Some credit men are 8o surprised at the results that come from using the sympathetic jetter after the brutal dun. ning letter has wholly failed, that they adopt the sympathetic letter entirely, as an !mportant new discovery, = But this is equally a mistake. Variety fs | what s wanted. = One kind of letter ‘will get some debtors, and another {kind will get a differgnt set, but it takes all kinds of letters to collect ! money from all sorts of people. and, {indeed, some debtors are susceptible only to a combination or alternation of | several diffegent kinds of letters,

would be true of any sort of picture in which many persons were taken, as at a banquet or a wedding. People like to get into the picture. “Just how true this is appears in many ways in all sorts of pictures; in pictures in which people are not the main but only incidental or subordinate features, as of accidents, or ruins, or scenes of a great variety of sorts. In such pictures where the presence of the camera was known you will always find some persons facing or turning toward the photographer, with an evident desire to get into the picture, and it is easy to imagine that the gratification of seeing themselves there may give them pleasure. “Look at. pictures taken of semisavage or semi-civilized people in remotest covntries, where perhaps they had never seen a mirror or heard of a camera, but you may be sure that human vanity exists as it does with us, and you may see somebody trying to get into the picture or smiling to look well in it. :

+A GOOD SYSTEM OF COLLECTION ; : LETTERS. . | The salesman is 23 frew in tulking Cabout terms as the policy of the boose Lwiti milow, or elxe be wayy as litie about paymients s be can. {n order fo Lidep attention oo the desirshility of ' wha! he has b sell o - But as soon &s the sale i compioted, ‘tße crder skould .be seknowledged fromn the office in 8 polite letisr, whieh afnsrds Rn esceliect nhpcriunity 1g [ make quite ciear how and when jar ment I 8 espected 10 the custianer Ckpows 81 the xtart whet I 8 expected of (bl T owiil be lar essier to gol meney trom hlm later than If sty doubt or L panfunion sxista to his mind, Whes parment ix duv the cumtomer ahnuid Be potified promptly. Most peo ple 4o not pay anttl waked In some canes 11 sy be wufficient 1o send o stonpin slatemment. Some Brms have can the sigtemeni s form of solifies tion that draft =il be thade . oay ment s not made on or befors & set date (hers send another stalement tn. slightiy diferept -form il check Iy nol recvived withio & few davs alter the date thal has been Bxed This may be on the Sk of the month i par et b expected on the 10Ul or 16K The hatet of sendisg friendly Jet ters. half soliciing and, DAI calisction, in grotber gl neibod: One of ﬂm:@ threo meibads should e ased 1o maks Csure thatl the matier g not overiookes At the time when 11 shonld be altended to. Jwtiieg thinew drift in the view of {?}-«,n eredit n ! ; o hen the proper (ine for A ment has gune by A briel pollie letter of k:r:;; nder and ;:;?;:;2:‘7 shonuid be sent The idea! jefter {p one full of gool 1 ture and fricadiy intemsm, and there iy ofien murh vaiue in making this letter &iso oné woliciting salem telling of BEne Hew poods 0t peosived Or Gew Cpriees that are miade and the jike P Uniting sadesmanehip WitY collvetion L demnnda undnubiediy I 8 the right way to' hald customers while getling tHe Surcens in gerting money from very siow pavers Hes In siight byt fre rpenl lrritationabort Jeliers refen ring to ceurtesy. honor honexty, good patiue fairfiess personal favor. Then, L when money ie securod, & WArm, per. Eronal etter of thanks and kppreciation [ should te sent 1o smonth down the in Pritated Tealings . taaie THE IMPORTANCE OF ENERQY IN : LETTER WRITING, | To the conl unprefidiced onlocker all adveitizing that I 8 really good may seom. horribly cxagyorated. You usk what is the suse in gotlng so excited sabont the matter . : . There is a great deal of use. The ordinary: man is too busy, too tired, or too ind{Tersnt to pay much stten thon to what you have (o offer. Jt may interest %ita, but he can't gat up enough interest to buy i He doesn't fewt guite ke it The good adver tising writer must work up his en thusingm and exeitement go that HE WILL FEEL LIKE GIVING HIS OR. DER . The inertia must be overcome, cthe matural inclination to be lazy and et a good thing slip must be counterneted, and the readar reust he excited fo the pitel where he Wil not only as sent to your arguments with his reason, . but actually do what you want e 3 : i - The one way of making a man fes) Hke ordering s to throw contagious energy it your style : . For exanple suppose you are trying to sell a fire extinguisher for home use-~a tube of dry powder to hang on the wall at various convenient places "You feel the energetic movement of cwards in the following: . i UApswer this guestion: In case of fire, would your insurance really make good your loss? - - i “You are alwavs the loser by fire, however weil you are Insured, for in Csurance does not cover injury to your [business, nor all the discomfort and iticonvenience that go even with the | smallest fire, o e i And then think of the horror of ihaving your wife or daughter. or | child, or even your servant burnt to death by resson of dresses catching Pfre! . ' “You can prevent these little accli dents VERY EASILY, and at .small | cost. v . | “Rlank's fire tube contains a perfect giy harmicss powder. It Is just large i enough to il the hand, and hangs op the wail {n kitchen, store, or factory The ring by which it hangs is at tuched to a friction cap. All you havy to do is to cateh hold of the fire tube and give it a jerk from the hook. “That this device is really practi cal you may judge from the fact thay tubies of this kind are required I» it»vnry theater, in every factory, iln every crowded department store. { That is the law. Read just a few of | the stories of how these fire tubes have saved thousands of dollars’ wortb of property and scores of lives.” (Copyright, 198, by Joseph B. Bowles)

“Sortms.#ty, this pleases me as no other one minor thing that I know of | does. It brings the whole world closer | together, for it shows that however far | apart in land and tongue and customs | the races of the world may be, yet in | some at least of man's underlying bu- | man traits we are all kin."—New York | Sun. , Almost a Tragedy. - . On the crowded corner of Main and | Third streets, Los Angeles, the other ! afternoon, a cigarette on the sidewalk | set fire to a handsome young woman's | dress. Unconscious of the fire, shcg continued walking, and did not dis | cover her danger until a dignified . man, who saw the flames creeping up, | began tugging at her skirts. Ther | scores of persons rushed to the res | cue, a fire alarm was sent in, and the | police called. Now almost hysterical | the woman struggled with those whe | sought to save her from terrible in | jury, and before the blaze was ex;f inguished nearly all her clothes wery | torn off. The excitement was so tens | that the officers could not get the woman's name. Friends took bs ! home in a closed carriage ' i

NOIES. ? ! i NaEADONDROOK | M RARM y Witlasrn Ul : bl B T "“,ﬁ_ _;3«*’ ;fr"” # NN T $ 2 . ~w : 4 £ = L‘} e . f“ v m &;"& et 3 W ¥ T — r X Alfnils s growing i favor 58 & rolation crog Poor food and bad teeth are frait ful sources of ohdlio in horses Gerse oo pastury vive thewn the rian of & grevn f4id and they will thrtve and make meney for you The sponge for washing huggy of wagon can be tade b st & long tirie by sewing It sp in & pisce of bag Eing . I the cows fnd a Mitle fowd in {he boxses in Iheir stalls when they come in oat sight they will not delay In cons gs, Try it Clean feeding oalls, clean guarters plenty of suniight fresh air and pas turages am soun. 8s 1M caives are oid enough wiil thaire gratitying suc CURE ) A £'F ey I BBYE the roliln There is aiways a bright side 1o even a coid, basckward s« and manvy & back wWard season bas 8 gol ending, re member that Wheat brag makes &8 good food for the chickéns It containe protein and Hise {or deg formatio Try Yeanling it ag a drv s Lyround oats make & a 0 addition W the iy, We all like frutt, but too little of it fa fouend on the farm, many times Put in more frul rees and bushes The health of the fan Hy will be bets ter {f there l 8 & geonorous frult diet Botter to gpray once than pot at all S But the oply right mmethod I to be gyEtemat and spray at the ypre peribed intervals o 8 well to fol low {he spray caleandars which are furnished by vi;:sr.::w:zz stations | Plant more trees. In a few more years they become a bigpaying in vestment. Utitize every u‘;‘:;il.‘shln gpuce on the !';;:Y:z for this ;r.a!';i-; i Plan to pever lot a year go by but that you have put in a few trees [t ig too late to set any outl now but make -;s'f vour mind that you will put eowie in in the fall and next spring . The d"r:\rf:x.rt;zv of agriculture is experimenting with a view ta secur ing a single germ beet seed Last vear's investigations were successful “;!: increasing the percentage of the single germ sead to 60 per cent., as compared to 26 per cent for the year previous Iy methods of selection fromi einglésved ;;1;i.:;z~' this percent gre may he atill further increased The ultimate establishment of u sin gle germ beet will revolutionize sugar heet growing., since the sgeveral gprouts sent up by the ordinary seed, ail hut one of which must be carefully removed by hand, constitutes the most i difficuit problem in heet ralsing A large pockel knife with a sharp dlade should be carried when going through the orchard With it one ean cul nut small branches and do -~ a vast amount of good pruning that will save much work later. © With the big biade of & larne, sharp pocket knife a branch nearly an ineh in diameter may be easily and qulckly cut off. To perform this operation’ i pull the branch to the tree with one hand and cut with the other The bending of the branch makes the cut ting eaxy. Let the cut be clean, leayi ing no stud, or only a very shart one. Branches of pear trees that have "deen killed with blight should be ecut out and burned When they are p‘rmnmly removed the remainder of the tree not infected will assume vig orous growth and produce a heavy . erop of good fruit. A pear tree with more than hall of the large branches killead by the blight may be saved in ; this manner and become & perfect, healthy tree. . It will be well for the fruit grower who does not believe in the efficacy of gpraving to study the following tables which set forth the results of experiments In two froit growing counties of i New York state—Orleans and Niag- " ara. made by the state experiment . station. The orchards in these two | ¢ounties have been placed in two groups.. The first group includes all | orchards, whether well cared for or ! not; the second group Includes only i the orchards which have received | good treatment. - Both the yields and . fncome per acre of the orchards in the i two groups is shown: G | All Orchards, Good, Indifferent, Poor. ! Niagara Orleans % ; Ci;um,v. County, i | . . In. Bu. In | Unsprayed ccccoenieesa 8l 36 245 392 i Spraved once ... 36 W 3T 18 ! Sprayed twice ......c..000n- 509 301 308 197 | Spraved three time5........577 171 32 1™ {s;)myed four time5.........300 183 69 211 ! Only Well Cared For Orchards. ] : Niagara Orleans { - County. County. { Bu. In. Bu. In F UDSDIAYed ..i..ic.easiasesaa2BB 595 329 SUB { Bprayed ONCE ..ccivavesers---303 146 345 139 i Sprayed twice .i.cicaaneenndd® HT U 4 10 s Sprayed three time5.........#0 201 411 184 i Sprayed four time5..........28 28 58 211 g In the first group it is noted that the unsprayed orchards In every case ; yleld very much less merchantable fruit than those sprayed even only ionce, and that as the number of | sprayings increases the yield of mer- } chantable fruit also increases. In the | case of the well cared for orchards i the difference is perhaps less striking, i yet not the less convincing . -

s e S S s [ Lacky 15 the farmer aow #%O nas wheat W seil - ol ; Owis afe vermln devirvvers Pa courage thelr presssce o 8 the Wmﬁ , An upprofitalie farsn basd Is the feliow whbo i brotal with the stock The people who aré lnaking for trouble are saldom disappointed ~ever potles that? e . AB occasions! Aar off does dad and the bars ote of good. even i it's ouly 3 Babing trip o the creek - - You would fnd a portable lorge on the farmn Wil save be ALY & .lﬂp Inte Wwsn for small repairs . Chareosl 18 pocd Tor the plgw and the chickens, e syre that there (s » gopply aiways accessible for them It is poor eremomy o pasture the Lgraee toe rlome et Irv o keep ssiire stack thars you van quoossalully pagture : T F AR Inrsey mas has dlweoretsd that by Rites ﬁ}‘fnf sver Mg rhidken rans ‘?,‘,‘lﬁ*f”"'ﬂ%‘fg' them frvah tia atiacks of ' hawks Worth tryicg ; [ look sfter the horses lesoth T y fuliy o 1 defects have developed U s Fegsier o By at tnse than 10 et them : <§€f‘!’.'.'}lx‘in }r;",u serious conditions : . What woold the merchan! he who L 358 nat pian ahesd and have the stock i Be i goine tis need ordered abesd. 8o Cwith the farmer i he is going to be surcexsful be must plan far o ad YRECE. el L The condittan of the horse's neck at Cihis wlage gt the farm work is pretty L poend evidence ma to whether the ealiar was made to 8t when the hard work | was begun in the spring, and whether 1§ has been kept adiuetinl 88 Lhe Cahoulders have setlled to the bard wiirk v / ¢ Handle the eolt just as you would the growing boy in your home, Who would think of leaving the oy nntil P ke was 21 hefore teaching him what it meant to obey and performa certain dutive? 8o with the csit i'i“'ﬁbf!a:'zif “not be allowed to get bis growih be fore Geing what is called broken. It s ,z:{t;rh eagier to begin from the frst (m aceyitom the colt to being bandled { and 1o load and drive Ty iU . Many a farm can be made to yteld a larger profit by laviog out the fields differently and planning # rotation of various crope, The government will “he plad to send pamphlets to farmers Esu;;-p;.w?mg how this mav be dJdone, i and will furnish épecial information tor individual cases where desired | Farmers ought 1o avail - themselves i more fully of the splendid services of the government = agricuitural experts than they do. : 3 | To throw & horse casily try thia ' method. . Take ' a threequarterinch i rh;u- about 40 feel long. ‘=2v\n,x!)!«" it at L the center and at this paint tie a loop about two feet long This forms & | mort of collar which is slipped over the i horee's head. The free euds of the rope are then brought down and be tween the front legs and each passed under the fetlock joint of a hind leg ipreferably from within outy, passed Conee around itsel? and the end thea run forward through the collar. As U slstants now pull backward on the L popes while the horse is backed, This i draws his Jegs well forward and up on his sides. "As scon as the horse is down the feet can be tied in this posi | tion with the rope. : . Is any buttér fat getting away from "yeu? The dsily loss may be small, ‘but in the aggregate it amounts to a Lgoodly sum. A test of 01 of one per cent. fat fn skim milk medns that every hundred pounds of skim milk eontaing 01 of a pound of fat. In 200 | pounds of skim milk this amounts to .02 pounds of fat, and if butter fat is worth 30 cents per pound, .02 mult- " plied by 36 cents gives & of a cent, | which is approximately the wyaiue of the fat lost from 200 pounds of skiwm | milk when the test of the skim milk 48 .01 per cent. In 2000 pounds it would amount to six centa, and in - 16000 pounds 30 cents. If the loss per day is & cent then the loss per year mway be found by multipiying & "cent by the number of days in the _year. As a rule, the test of the skim Cmilk is about the same, regardless of | the test of the whole milk skimmed: i The large cities are becoming more | and more strict as to the conditions { of the dairies from which their milk | supplies are obtained, and this fact is { an indication of the raising of standi ards of “production which dalrymen | must recognize if they are going to | continue’ in the business. Pittsburg }is one of the latest cities to adopt | stringent rules and she has her In- ! spectors out looking after the dalries | which ship milk into the city. The . conditions which the city imposes {mpnn dairies are as follows: Tight | stable floors must be provided, preferga{bxy of cement construction, provid{ed with a gutter immediately behind g'th'e cows; proper ventilation of | stables, provision of at least = 400 i cubic feet of air space for each cow, not less than one sguare foot of window area per cow. Windows may be | very cheaply constructed of muslin instead of glass: that walls, ceilings | and floors be kept clean and that the stable be whitewashed throughout at least twice a year; that stables be cleaned twice daily and that the

manure be removed at least 30 feet from the stable; that the cows be kept clean, no accumulations of manure upon their flanks, sides, udders or tails; that the milking be done with clean, dry hands; that the milk pails. be clean and sterilized by boiling water or other sterilization previous to milking. A narrow top milk pail is highly recommended; that the milk be removed at once from the stable and properly cooled; a temper ature of 50 degrees or below is preferred; that the milk be placed in clean vessels and kept cool until de livered; that no person having an in. fectious disease, be allowed to milk the cows or in any way handle the milk. .

A CHANCE TO MAKE MONEY. e oL —— % ‘ 5 : 1 read & rovent sriache stomt & wossan who avesed N & sspririeg 8 Me ean Homawiond gud & now goiting & oep wise, oo of cver 8128 2 gher frem the sale of lanssss from by vechard | s giad to sy that 1 Rteew thie an te deme. You cim gl s Hooedead oo Mex: we free, and do ned Bave W 8 Wve on L Al that » requadl b te bave ] 005 la Buna Seewe phanied withis Sive yeers, and the Imgeovement | Degattosent wil pre Prre the bind, supply and plast the triwe Al oare for thetn wnli et outme intd Benrng. for abest f Yo oan pay thow wn imstelloests o B 4 tonth and i theee yenss siter jogr tFoms Ay plant of, they il baing 30w 8 proll ol maae fhan B 0 el sear, d pow sgeriniend the wovk bt o sou whh IBE Ingerove maemt eperinent wul oare for the treww g@é wareet vour batasas amIIBEGe ), o wall ted bave to de s Moaee % el Theer got vpe Lhord of Tipe oreg o aiend gto oand wierketing the bagafias Tha ®ol o vomoa Peodit of mewe fham ¥l 00 8 vemr, fruah st wovwrinpest od abxnl WG 31 veg @0 Bs poRyY SEn Suratendest e van make e 5 Yeat pmory 1 ineow hia fycen Wy ven extenomewy. 1Y s oa Srighitiul eouniry, sevey ;‘f\.?.& sErer et Brel thee Bealth moeditnde gt tarhiet ¥Foer it adorwad w sidress T B Judtha Tas tatior 4 Ty H Pottalifiog Ps. ax 2l Q‘,&’ ‘,?"5.3“5—#.’3',,7""«',' TeTTR g e R frowe }&u s Flaomestende 2w :";‘ég‘a'it_zi.@m%mi fovonm Pilrslarg : ! - Bomewhst Burprized. | -1 bedr vour daughier is golng ey x duke” 2 o UYéw p love mateh Ik you mean to ol me ghe geta B (or nething?” ﬁ : lmpoﬂtm to Mothors. : Examine carefully. every bottle of CASTIHUIA & safe and soce tedndy for inlanis apd children, and sée that it Rears the o e - Sigeature 0!?- A 7 ﬂ ' | Io Use For Over 30 Years The Kind You Have Always Bought i Not Excivsive, ) S eWas Roan esctunive parte™ ; “Not at all Bums of ber relatives were there” ' : Red. Wenk, Vienry, Vafery Fren Beivved by Mauyise Fope Hegtawds R Pandvd e Baperienied IMuaaians. Mo e Towarndt Seeoms St b Rye Voin Mty Morine Fie Peredy U 8 T Biags tor Hiisarsied Epe Hodk. AL ERuggiets , ; Uncle Josh Ssvs: MMaint all vipareits sools n Tork b cirdles; b finks, §3 17 Sfwer oty sears of natde semfidence find | popuierity Thatl ¢ 158 wervird o Hamline Wimed (80 tho wowdd's stan ard remedy e sckhes an ' e i Bere's & rexson and only saec MERIL, The gollar that does the tust for us $5 (e Uoline with which we do good. 'f‘,v* L r‘T Somy. bw ‘* wilged Fhere o o sulstiiute’ 10l ihe deaist vy want Lewin’ Soogle Binder cogar, She 18 a Wise voung wife who tries ber frst cake ¢n & tramp. o Mra. Winslow's Soothing Qn:g Foe e Nliienn Teeiling, wfioms Ihe paise, reducos N Sassation, siiaye pads, Cares Win oot Bot Bomematrriages mean war and some mean an armed truce. & W’

2 s .»?—;‘ ‘ TR N ‘PILLS N o s 3 s ":«ll KmN QR RNE Y] "’ 1, i 'bcﬂv's alS%p‘ _. Wkn lABETES, Y ™ 375 "Guara""‘d'

' . There's Danger if you've been neglecting a cold. ‘Don'texpenmentwith your health, Get a remedy that you know will cure—that remedy is : DR.D.JAYNE'S 3.L l ' :XPECTORANT EXPECTORA! It's safe. In the severest cases of .coughs, coids, bronchilis, croup, inSammation of chest and iungs it is the | mos: efective remedy knowa. It does its work quickly, removes the couse of the discase ; Sold everyuwhere in theee size bottles, $l.OO, 50c, 25¢.

s | Positively cured by CARTERS these Little Pills. They aisn relleve Dis .’VER tigesiion and Too Hearty | Eating A periect reme gnw fur Zr.‘.). yens, Nade PILLs. sea, Drowsiness, Bad i s Taste in the Moutl, Coat- ! 3 Tougas, Pain in Ihe i Side, TOHPID LIVER, They regulate the Bowels. Purely Vegewmbie. SMALL PILL, SMALL DOSE. SMALL PRICE, ARO A TSI I, IR YR GO A I T S mS Genuine Must Bear j : Fac-Simile Signature ITTLE LYER M;( PILLS. REFUSE SUBSTITUTES. Allen’'s Ulcwerine Salve rurn(“hmnlcl Irem.l! ne glun,ﬂcmfulmn ('lcer‘l\’ arigose Ulcers. Inolent Ulcers, Mercurial Ulcers, White Swelling Milk Lea.(i‘onsr Rores, sil ol seres. Pesitieely no faiture. By mail Sbe. J.P.ALLEN, Dept. ALS: Paul Minn. R = AR R’'S v P s HAIR BALSAM : = Qlossese a 2 besctifies the hate e e i ‘viﬁéj Hair to ite ru:amr ?e;_or. *'\ «'f-" Iﬁgd 1.00 st Drogy . I KNOW OF A REMEDY for rhenmatism, prepared from private formula, c.which bas made most remarkable cures amm# my acquaintances. Thisls the irst opportunity «fered for everyone to learn of this rﬂned[. Any sufferer Or anyone rsonally interesied for friends may hear what lgmt by writing e atl GbDCe a 8 YoU way Dot see this offer again. H. E. Brown, Runnells, la. " ABABIAN HORSE TAMlNG—vever faily 5 the most vicious animal made doclle and tract- { able, wilMollow you ;mund.(price $1.06. J.Mclen- . nan, 4 Mack Bldg., Denver, Uol. t s s A e B i oA i BA.\"KJ.\'G BY MAIL pays but if. Telephone i Stocks pay 810 12 Safe as land or Government | Bouds. Write 10 G. G Anderson, Vineent, lowa. | W. N. U, CHICAGO, NO. 24-1909.

- ® ALLEN’SFOOT-EASE : c’i‘ﬂ ) Shake Into Your Shoes - ‘: i,‘v‘ ‘F ..Ailv-a; ¥ -»“t: syc?-d_rr f‘mrﬁw fewet. 1t rolioves Ta ! swmed. * = .:‘ ¢.:25 g I-:'i l“ﬁl“‘f"‘t“t‘%!}‘}l‘i{'f)f!;gefik6Xﬁ;i7ll"f“ ef (bf l{"t\ e ” i ‘ Ailone-Faadgb isp muskos oy £ 52 CBe ghoek Yowt pan i 1 s;* %£%Py&£.o- g o % ’ , . i ot ;‘,:‘V, £ s N : .‘;a : "i_‘ j' e _“ 7 A ; N A o , § ﬂ TRY I'T-TODAY F 5 i 3Do pot accepd i } sy Sebetitute, Sond by ol e : . % 3 5 . 5 i 1:""%:?; FREE TRIAL PACKAGE ses: by mail : css 3 | Fosdame” ALLEN S OIMSTED, LE ROY, N, ¥ ; Vs eAP et Pt iet ittt i ) Would 40,000 Endorsements Q 'ﬂ’(hqj‘ Have Welght With You? “. W iTI ee T, W . y g Grn il or sur sicesr- lot Tor Ramenst v] iy L N 3 Horw Lias "x ? wpkraie Toane oe 8 ‘s ¥ \ > ; M Gh‘ﬁ‘;& o v n.m-s % ?:1\ '«,‘j ineocy = fil Naticnal Cream Separator|*~ \AS ’ So sxv BT B e N e Sisiesing El | : E w‘% . ‘:‘: 3i 4 e : ‘«::.‘ﬂjx“.“:“, =.aie ::‘:‘ . " | dasgmat N siSt o triad iot s, O] o @ M’WN» ;:e\ n:nln nxv.\n\!: »‘»'«”;\.—' 1::? . B o s L Cocontie 7 % g i ; Facts About the Texas Gulf Coast From One Who Knows ' * 5 Loesyy. cofs Firiy ~\\ A_' 4 ; 1 ] & 5, ¥ ) X 4 ' r ¥in I, John Sebastian, Passenger Traffic Manager., Reck !ﬁan.?-f.;aun . & E. L Lines - 2027 LaSalle Station, Chicago, or 2027 Frisco Building, St. Lows il o e 13t SCENIC e . = ¥ I'_'»7"';&‘,‘(: ;;iunvkwr.?%r; 4 - Y S STAALE R 3 T ] e \éaﬁ“ w s. T 1 sl k!“ 1‘1‘&?}“‘}?#’:” "};A" .:"‘“ ;‘ ‘ ,}i : . if — it T .8 Rt | L iowe 1 L - E =] [MrEpy!;\_;- L 5 ‘,Jv‘" &L ;‘""s' { 'm- / =z b -~ o L‘«Q; / ULy A > = =l and Plan Your Summer Trip Thiew 41 atenss tha ride ‘9 } 1 i Montana and L EXPOSITION They are well ilustrated, contain colored mars of the route, the City of tis asd of Gie-Expostion Grou ut abwrnt the Fast Maal, andther gookd traip. - Cut out coupen and ﬁ, J. STOLZ C. W. PITTS E. B. CLARK Genornl Ageet Grn i Akt Pass, L E '.“"".A""'L o 8 WAL ATE WIS CHICAGO, 114, 1 ETHRAIT, MO by . [z ¢ u NUHTH&AY ‘ v : L.-N,_”E._..-___&._,_J i‘£ s S I _ ;‘g;?_{i‘-, i 1 a v s £y ee NS « 7 A% 2 YT e o S\ @ - £ 1 A *k"' .... ey ; -._ e - z &7 \\s g i iiiﬁw S O e | e 'ﬁ“’-— = ' A '? ‘.I b ‘.%\ -—‘——-"—dl.o' A b\ v B 1 [ X ¥ ‘ S i Y o\ GetaHome Y (s 3 . : ‘\\H"“‘ I'. e . ' s of Your Own () " o s ~ . Be it ever 80 humble there’s no place lik - : P e - ; home"” runs the song. It willnot be humble r:,;‘_ =i P --at least for very long--nor will there be .R‘ i . any other place like it if you_ £ : f'\'&' . & : - : & ) g - Locate in the Northwest : & By A ~ Along the : TR N Paci e 27 & orthern Pacific R’y Y - Minnesota. Hardwood timber, easily and profitably cleared. Rich ; fnxnghndl North Dakota. Fertile prairies, good water, cheap .M,Oi e e L T Stk M eot ._Thousands of acres of land being reclaimed by the Huntley and Lower Yellowstons l;ﬁtlﬁm?n-i:c‘t! mWßzlﬁm‘m to be opened about Augustist. Eastera Rie S e eetey ot e : ) * te—no scvere storms. Usnrivalled m,mmm;mmu, east of Spokare; in Vineland at Lewistono mmrm&m.h%&m.m.m.m : are ttractive, Westors Washingion. Rith altuvial bottom laos. -%‘“‘u:%‘:‘?: e and truck gardening. m-mmﬁmmm&mﬁu.mmmw ; Round Trip Homeseekers®' Tickets Summer Tourist Fares cllective May 200 o Beptember 30tk Tt coponth. | Por {llustrated descriptive literature. wrilg to Porrates of fare, time of tralns, etc., addrens C. W. MOTT, Mtdmg- AM. Pass's » Departmest DD, ST. FAUL, S Dot B FASE M aben