Io6 MANAGEMENT OF DAIRY PLANTS 



of the condition of his territory and Itnow where the most vigor- 

 ous field work should be conducted. 



2. Card Records. — Card records consisting of three different 

 files will be useful: File A, active patrons; File B, discontinued 

 patrons; and File C, prospective patrons. The cards of active 

 patrons may be filed alphabetically, divided under routes or 

 stations. These cards should be removed from one file to 

 another as they become patrons or discontinue. A card 4 inches 

 by 6 inches should be large enough. Form V will serve as an 

 illustration. 



FORM V 



Creamery Field Record 



Name Address . . . : 



Route No. of cows 



Disposition of product 



Reason for not selling to us 



Called on him, dates 



Result Remarks 



Wrote, dates 



Result 



Started to sell to us, date . 



Discontinued, date 



Cause 



By making a comparison between this card and the territory 

 map the manager is enabled to direct the field work from his 

 office desk. He can start a new man and furnish him with all 

 necessary information in reference to the parties whose patron- 

 age he is soliciting. If the solicitor receives a promise from one 

 of the prospective or discontinued patrons that he will be ready 

 to deliver his products at a certain time, then the party in charge 

 of the field work should keep a record of such a promise. 

 This can be done most readily by what is called a tickler, which 

 is merely a small card file that is intended to be kept on the 

 office desk. This file contains index cards for the twelve 



