A SELLING POWER 
AT YOUR COMMAND 
The merchant of America, whether he sells trees, seeds or silks, has 
at his command a force that will open the way for his goods, help him to 
push beyond the outpost of low prices, over the barriers of unfair compe¬ 
tition, into direct contact with the buyers of his products. This force is 
PROPERLY PREPARED PRINTED MATTER 
This includes newspaper and magazine advertising, catalogues, book¬ 
lets, folders and other forms of publicity, all made with the one definite 
object of winning sales. Printed matter is the most powerful weapon 
that you can use to win trade, but it has a “back-action” that reduces its 
effectiveness unless the maker knows what to use for the load, how to 
aim, and when to fire. 
For years we have studied printed matter of all kinds. We have 
analyzed why one piece sold the goods and another fell down. We have 
prepared copy matter that has done both—but thank goodness the “fall- 
downs” have been few and the bumps not serious. We have learned some 
things about printed matter, and we believe we have found out what 
attracts the prospective buyer, how he can be reached in the most econom¬ 
ical way, and when he is most likely to be in the buying mood. 
This what , how and when knowledge will be put at work for you— 
if you say the word. It is our business to make business for you. We will 
help you to secure new purchasers, to hold the old customers, to push out 
into new fields. There ought to be a half-dozen nurserymen or seedsmen 
who are ready for our complete service , and there are many more who 
need our help in catalogue making. Ask our representatives at the Con¬ 
vention about our methods. Make an appointment for an interview at your 
office, if you cannot discuss the subject at Detroit. 
BADGE NO. 
7 
The McFarland 
Publicity Service 
j. h. McFarland 
E. F. ROWE 
J. Horace McFarland Company 
CATALOGUE CONSTRUCTORS 
The McFarland Publicity Service 
ADVERTISING AND SELLING HELPS 
HARRISBURG, PA. 
BADGE NO. 
8 
J. Horace 
McFarland Co. 
j. h. McFarland 
O. P. BECKLEY 
