“Lining up prospects through a personal card system, covering the individual's life and his occupation, is about the most profitable and satisfactory manner of learning your territory that I know,” states P. J. Hunt, Ford dealer, Streator, Ill.

“I have practiced this system for the past year,” added Mr. Hunt, “and I find that it not only saves me a great deal of time, but greatly lessens the duties of my salesmen and office force. I find an increase of approximately 40 per cent. over last year just because of this plan.”

The plan is very simple, according to Mr. Hunt, and can be worked out at a very reasonable cost. Aside from the printing of the cards there is no other expense than the engaging of a school boy to canvass the town and visit every home.

On each visit the caller makes an effort to get in touch with the wife or husband. Either is usually able to furnish him with the statistics required and only a small portion of their time is taken up. First, after learning the name, he inquires if they own the property. How many are in the family—how many are employed and where.

Then he endeavors to find out if they ahve ever owned a car. If not he asks if they have ever been interested in one. If they do own a car, he finds out if they are well pleased with it. If not, he endeavors to learn the reason. He then makes an effort to learn what it costs to operate the car, what mileage they get on gasoline, how the tires wear, and so forth.

The prospects are then weeded out and the names turned over to the salesmen.

In this way, considerable time is saved and the trouble often encountered by a salesman in wasting energy on a worthless prospect avoided.