stamped or written "File Page," which will be referred to and fully explained later. On the next line appear the shipping directions, which are written in pencil, so as to be easily erased in case of a change in routing. If there should be a change in routing the change is made immediately on the card, and should this necessi tate a change in the date of shipment, the entry and date is placed in the second column of the card (Figure I). Handling the Routing of Orders.-The routing order is posted in a file, such as many firms use for filing Export. Jones, Dand a Co. Sydney. n.3.W. Australia Can. Pae. via Vaucouver. invoices, and the page number is placed in the second column, on the first line, in front of “File Page.” The entire correspondence from a customer is filed on this page, whether relating to shipping, marking cases, cartons, labels or any other detail connected with packing or shipping. A note of the customer's request and the date is also placed on the card, and as the file is always in reach of anyone who uses the index, reference to the original letter is a matter of one moment. "Special" Cards.—Some of the firm's customers require special marks or cases, so after the word "Mark" the requirements are placed. Should a customer use a regular carton, under "Carton" on the card is stamped "White" or "Stock," and, as a rule, no entry is made after "Wooden Cases," but if a carton is used with a label, "Special" is stamped after "Carton" and "Stock" after "Wooden Cases," and a note is also made of where the label is obtained. When a carton of special size is used, the word "Special" follows both carton and wooden case. The dimensions of a carton are given, and, after the words, "Stamp Carton," the request of the customer as to stamping is carried out. All of the foreign buyers of this firm wish the number of the sample from which the shoes were ordered stamped on the carton as a means of ready reference in case of future orders. How Branch Stores are Distinguished.-Some of the customers have stores in two or more places, and a shipment to the wrong store is not pleasing to the buyer. For instance, a customer has one store in Bakersfield, California, and another in Fresno. At the top of a card, similar to Figure III, a note may be made, reading, "Also at Los Angeles," and on the other card a notation will be made at the top, reading, "Not Pasadena." #2 tio. of pairs of Was. Ex. and 9/9 Boot cartous, frack in 1 ease. 30 Woo.Ex. 18 Bt. 44 Bt. 36 Was.ex 12 Bt. 44 Bt. 37 Wos.ex 24 Bt. 55 Bt. 17 ய00.0. 18 Bt. Figure IV Be it said in explanation of this system that the firm has cartons of different sizes for each store, varying considerably in dimensions, as the cards will be made to show. These cartons are designed to fit the shelves, and if a mistake were made, the ensuing trouble is apparent. At the time of shipment, before it is too late to mend matters, the index does its work admirably and trouble is saved both maker and buyer. Should shipments be made at the same time to both stores, the value of the index is even more appreciated. "Capacity" Cards.-A feature which is of much service to this company, and one which has seldom if ever been used, is a card (Figure IV), showing the capacity of cases with cartons of a size different from the size it was designed to hold. Among the retailers orders have cases of a varying number of pairs, from one or two up, and it is quite necessary to see that every case is filled to its capacity. The notes on the card (Figure IV) are not complete, but are of great use to refer to, as accurate estimates can be made from them. On another card (Figure V) dimensions of cases for special size cartons are noted, and in an emergency Ro. of woo. ex. Cartons that will pack in "boot & nibus cases. 41 in 33 miens 54 in 48 mens the size of the special case demanded may be compared to the regular cases of about the same size, and a fairly good fit is secured in most cases. SOLICITING Following is given, by A. C. Hanbold, Special Agent, Equitable Life Assurance Co., a system using a twocard record. While here applied to insurance, it affords valuable pointers to a solicitor in any line of business. The insurance solicitor who makes a business of writing insurance instead of regarding it as a makeshift from which he expects to retire as soon as possible finds that in order to keep track of his customers and prospective customers he must start some system by which he can keep on record the names and circumstances of these men and some essential facts regarding them. List of Prospects.-The man who is active in the insurance business to-day will have probably two hundred men and women on his list with whom he wishes to keep in touch. It is impossible for him to keep all the facts regarding these people in his head or on odd slips of paper. The system here described is very simple, entails the minimum of work, and is inexpensive, but wholly satisfactory, for it does all that is required. A Mechanical Aid to Memory.—When a person whom the solicitor wishes to approach is first brought to his attention, his name is placed on a buff colored card, ruled as shown in Figure I, with such facts in the blanks as may be known concerning the individual in question. Blanks are left for records of interviews and appointments, as well as for facts which may be learned in the course of the labor with this man. INTERVIEW NAME BUSINESS ADÓRESS RESIDENCE BUSINESS INSURANCE IN FORCE AGE APPOINTMENTS FORM OF POLICY SUGGESTED REMARKS Figure I Filing. These cards are filed alphabetically in a case, so that they may be referred to at any time. To keep the dates of appointments in mind, they are entered on a calendar pad from these cards, inasmuch as the number of cards is usually too small to warrant their being classified according to dates of future interviews chronologically. Customer's Card.-When a policy is written for a person who has been solicited, this buff card is destroyed and a new "customer's card" is made out similar to that shown in Figure II. The essential information on the buff card is transferred to this white card, and |