TRADE IN PURE-BRED POULTRY AND EGGS 581 



between such breeders, statements based on winnings and claims 

 of winnings are immaterial points and may be ignored. In trans- 

 actions of importance it is not usually advisable to order direct from 

 an advertisement. A fuller description of the stock should be se- 

 cured, either from the breeder's circular or from correspondence. 



Correspondence. In the initial stages of the ordinary business of 

 this character, printed circulars are of doubtful value as aids in selling 

 stock. A circular is effective for this purpose only when it has the 

 personality and force of a letter. A circular which lacks these may 

 make a favorable impression, but rarely brings matters to a conclu- 

 sion ; correspondence is still necessary. The novice will, as a rule, 

 find it to his advantage to answer by letter inquiries received from 

 advertising, at sufficient length and with such attention to details 

 as will give the inquirer all the information he needs in order to 

 decide whether to buy. Every inquiry should be answered promptly 

 and fully so far as it actually relates to business, but a poultry breeder 

 is under no obligation to answer general inquiries, such as many 

 correspondents make, not relating directly to the transaction, nor is 

 it good policy to reply to such inquiries with the idea that it helps 

 sales. Promptness and directness in replying to proper inquiries 

 are of the greatest importance. Most poultrymen are slack in both 

 respects. Much of the value of advertising may be lost by not 

 taking proper care of inquiries as received. An accurate memo- 

 randum of the reply to each letter received should be made on it. 

 Copies of letters of special importance, whether relating to pur- 

 chases or to sales of stock and eggs, should be preserved. 



Terms and obligations. Transactions in pure-bred poultry and 

 eggs are mostly on a cash basis, as a mail-order business must be. 

 Poultry is sometimes sold on approval, sometimes on specifications 

 as contained in correspondence. Transactions on approval afford 

 most protection to the buyer. If the specifications are clearly under- 

 stood by both sides, transactions on specifications are on a basis 

 more satisfactory to both. Misunderstandings on this point, and 

 inadequate statements by both parties, are responsible for most of 

 the differences arising out of transactions in poultry of this class. 

 When poultry is sold on approval the buyer pays transportation 

 charges one way, unless it is specified that he shall pay both ways. 

 The time given for inspection may be from one to three days, 



