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THE RULE OE THREE 
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Advertising + Catalogue + Follow-Up = SALES 
A day or two ago a seedsman told one of oiir salesmen, ^^Yon folks 
beat all the others in catalogue-making.” We have heard it a good many 
times—hut the man who has never had a AIcFarland catalogue doesn’t 
know what it means. The AIcFarland service means INCREASED SALES. 
Here are three reasons why the products of the AIcFarland Organizations 
are business hringers for Nurserymen and Seedsmen who avail themselves 
of our service: 
1. COPY.—Our men have had actual experience in selling nursery 
stock and seeds. They can make catalogues and advertising copy 
that will sell the goods—a get-away from the old dead descriptive 
list. You furnish the list of varieties, and we will supply the 
selling story—putting into the copy THE ”PULL” THAT WILL 
SELL YOUR GOODS. 
2. ILLUSTRATIONS.—Our designers and artists have been trained to 
produce the most effective pictures of trees and plants. We have 
thousands of photographs and engravings for illustrating catalogues 
and advertisements. A foreign nurseryman says, ”YOUR COLOR- 
PLATES ARE THE BEST IN THE WORLD.” 
3. PRINTING.—There is a mark of excellence in McFarland catalogues 
not found in others. They are produced by careful workmen, 
under pleasant conditions, with an ambition to make something 
worth while; but THE MAIN POINT IS NEVER FORGOTTEN— 
the selling of the goods. 
One of oiir clients says, ”Our sales show thirty per cent increase over 
last year,” and the records of another show double the number of orders 
this season as compared with L9L2. The McF’arland Organizations can 
help you increase your husiness. We plan the campaign, write the copy, 
plate the advertisements, prepare the catalogues, booklets and follow-up 
with one object in view— SELLING THE GOODS. Let us tell you about our 
methods and policies, why our service is ’’different,” and how we help to 
hnild business for our clients. 
We should like to handle your complete campaign, but we are ready 
to make your catalogue only, and give to its construction THOUGHT, IDEAS 
and Care— we do not insist on the complete order. 
THE McFarland organizations 
J. Horace McFarland Company The McFarland Publicity Service 
Catalogues, Booklets, Folders Complete Service Campaigns 
HARRISBURG, PENNSYLVANIA 
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