The association also Issues to every member a daily report of the fil-
ing of suits, mortgages, deeds and other court records which may have a
bearing upon the credit standing of individuals or firms.
After the association has been in existence for a year or two, its files
will furnish information concerning the credit of nearly every individual
In the community and nearly every business concern throughout the whole-
sale trade territory tributary to the city. The association can with profit
to itself issue a rate book in which is shown the credit rating of the people
whose names are in the association files. Such a book is found invaluable
to the business men of the community because on the Individuals listed
it gives Information of similar character as Dunn or Bradstreet's reports
on business enterprises.
The maintenance of a crodlt association will not be found to be costly
in comparison to its value in the protection of the merchants and safe-
guarding them against the constant danger of contracting bad debts.
Extension of Wholesale Trade 73



III

How to Increase Market by Advertising in New Territory



Practically every wholesale house sells its wares through traveling
salesmen. Most of them depend entirely upon their work for orders.
Many more back up their representatives with various kinds of publicity
campaigns, the most familiar of which is the follow-up system of letters.
In using this method, the wholesale house writes to the dealer in ad-
vance of the traveling man's visit notifying them that their Mr.
