FIFTEENTH ANNUAL YEAR BOOK— PART III 185 



to take care of these machines after they reached the fair ground, 

 as almost every one that comes wants to take his machine in on 

 the fair ground. 



At our place last year we purchased, I think, about 3,000 ban- 

 ners to be attached to the automobile, and gave them away. Every 

 man who drove an automobile secured one of these banners or 

 pennants free, and we gave them free not only to the owners of 

 automobiles, but to the people generally. As to the question of 

 the Ford machine, instead of advertising the giving away of a 

 Ford, we will possibly give away an automobile of some manu- 

 facture. In that way, gentlemen, you will advertise your fair over 

 a great space of territory by giving away these banners, going 

 around to these adjacent towns and distributing the pennants and 

 banners there, and as most of the automobile owners are willing 

 to put on one of these pennants and will drive around over the 

 country for two or three months before the fair. So, you can read- 

 ily see it is a big advertisement. 



As I said, I have no speech prepared, but I want to assure you 

 that I am glad to see so many here, and glad to see so many horse- 

 men in attendance. 



Now, I repeat again that the automobile is one of the greatest 

 things that can be utilized to make a fair a success and to make 

 it a paying proposition, secure the names of the automobile owners. 

 Get in touch with the office of the secretary of state and procure 

 the names and addresses of all the automobile owners in the ter- 

 ritory adjacent with your fair and in that manner having secured 

 the names and addresses, send a personal letter to every automobile 

 owner within a radius of thirty miles and get in touch with them, 

 and in this way you can get the proper literature to them and you 

 virtually make a personal appeal to them, I might say in that 

 connection, that it would probably cost twenty-five cents a hun- 

 dred to secure those lists and they can be used by two or three 

 fairs around in the countr}^ I believe it would be a good thing 

 for the different secretaries to secure the names «fof the automobile 

 owners within the radius heretofore stated. 



DISCUSSION, 



Delegate : What do you charge the automobile owner at the 

 gate? 



Mr. Mullen : We charge twenty-five cents at the gate. We had 

 the question under discussion last year as to whether they should 

 be admitted free of charge. 



