ety and price, must be carefully made, keeping in view the character
of the trade appealed to and being governed in this by his experience
and knowledge of its requirements. His descriptions must be accurate
and short, but comprehensive, telling exactly what the goods are, giving
the facts in a clear, truthful and intelligent manner. He must
illustrate his goods where possible, the better to enable the customer
to form an opinion as to the shape, style, appearance, etc. Valuable
assistance is rendered heads of departments in this particular by the
catalogue manager, who, by reason of his work, has made careful
comparison of other catalogues, and has kept in constant touch with
everything new in the way of illustrating, and is, therefore, ready with
ideas and suggestions, which are utilized to the best advantage. Goods
to be illustrated are set aside, the artist is given full instructions
as to what is desired, style and size of cut required, grouping of
articles or figures, etc., and the work is put in hand. Drawings are
submitted to catalogue manager, who with head of department examines the
work, suggests the necessary changes, criticises carefully, points out
any defects, and, when satisfactory, passes them. Each drawing must be
examined minutely. The pose of this figure, the artistic arrangement of
this group of figures, whether the arm is too short or too long, or any
part out of proper proportion; the way this skirt hangs, and the effect
that fold produces, the completeness and accuracy with which the detail
of trimming is shown; whether this hat or bonnet should be shown with
front, side, or back view, the faces to be baby-like, youthful, or
otherwise, thus indicating who suitable and intended for; in fact, all
the detail of all drawings should be examined most carefully, to know
that they are exact representations of the goods, with a suggestion as
to their uses, and that the effect is pleasing and attractive.

The finished cuts soon follow, with proofs of the same. These proofs
should be clear and distinct. The illustrations assist in selling the
goods, are a necessary expense, and must do justice to the goods. Copy,
when handed in from department managers to catalogue department, should
be accompanied with all the cuts to be used. Each cut should be numbered
and its corresponding number should appear in the copy where the cut is
intended to go, and, where possible, all goods should be numbered, to
facilitate or