20 



THE SMALL NURSERY 



contains over 500 names these should go on individual 

 cards; if they number over 2000 you will most likely 

 want them on the cards or plates of an addressing machine. 

 In either case you will find that the following informa- 

 tion on the card will be useful. 



L Name of prospect or owner. 



2. Complete address. 



3. Name of buyer or gardener. 



4. Some system of letters or figures to indicate what 



value you place on the prospect. 



5. Blank spaces for recording sales and other data. 

 If you use an addressing machine, these facts can to a 



large extent be indicated by the color of the card or the 

 use of index tabs. 



The building up of a good mailing list is no easy mat- 

 ter, but when you are first starting one you will have to 

 use telephone books, city directories, blue books, and the 

 like. Don't purchase ready-made mailing lists unless 

 you are absolutely certain of their value. 



Revision of the mailing list can be accomplished in a 

 number of ways. Every time you see a house that needs 

 planting, find out the name of the owner and add it to 

 your list. Keep watch of the daily papers for notices of 

 new buildings being erected. Once a year send a copy 

 of your list to the postmasters of communities represented 

 on your list and they will check off any persons dead or 

 no longer in their vicinities. This will save you many pen- 

 nies and the postmaster only charges sixty cents per hour 

 for his work. 



If you are interested in learning more about mailing 

 lists, their preparation, and their many uses, send to the 

 Addressograph Co., 910 West Van Buren Street, Chicago, 

 111., for its booklet, ''Mailing Lists That Pay,'' which is 

 well worth reading. 



