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Free goods must be sold, and by your efforts usually. One extra
case with ten means that advertising must sell ten percent more to
bring you the same return. The dealer would probably buy just as
much if you let him buy as convenient.
Much money is often frittered away on other forms of dealer
help. Perhaps on window or store displays. A window display, acting as a reminder, may bring to one dealer a lions share of the trade. Yet it may not increase your total sales at all.
Those are facts to find out. Try one town in one way, one in
another. Compare total sales in those towns. In many lines such tests will show that costly displays are worthless. A growing number of experienced advertisers spend no money on displays.
This is all in line of general publicity, so popular long ago. Casting bread upon the waters and hoping for its return. Most advertising was of that sort twenty years ago.
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