There is a right way and a wrong way to look at the sale of Eastman Portrait Albums. The right way is from the advertiser's point of view, looking beyond the immediate profit and seeing the results that are bound to follow, once the portrait album is again made popular.

Necessity creates demand, and there has been ample need of a means of preserving the great variety of photographs found in the average home. To merely suggest a portrait album means nothing, for long ago the portrait album was outgrown. It fell behind the rapid strides of photography and was soon old-fashioned.

A campaign of education is necessary to convince the public that, at one step, all the objections to the portrait album have been overcome - that a new album, dignified and refined in appearance - convenient, elastic and broad in its adaptability, has been invented to take care of the great variety of sizes and styles of pictures of to-day.

These are the things that must be given wide publicity to make the portrait album again popular in the home. Ask your customer what means she has of caring for portraits of family and friends. Then show the new album and explain its good points. You must have it in stock to sell it, so don't depend upon a sample to do the work. Stock it and sell it, and you are creating new business.

Artura Iris Print, From Eastman Portrait Film Negative.

Artura Iris Print, From Eastman Portrait Film Negative.

Middle Atlantic States Convention Demonstration By W. B. Poynter, Cincinnati, Ohio.

Many photographers are poor advertisers because they can see only immediate profit. Hold a dime close enough to your eye and it will hide a dollar a little further away. To say it takes too much time and effort in proportion to your profit - that it really isn't worth while to sell portrait albums, is to look at a good thing the wrong way.

We have in mind a photographer who is so far-seeing, he has planned on giving albums to a number of his best customers this year. He will probably sell many more, for he can see far beyond an immediate profit the cumulative effect upon the photograph business that is sure to follow a return to the use of portrait albums in the home.

It would not be reasonable for all photographers to give albums, even to their best customers, but every one can sell albums, and the more there are sold the greater will be the demand for pictures to fill them.

Every album you sell is a silent salesman for photographs. Every vacant page will call for pictures of friends or relatives until it is filled, and then a dozen more leaves can be added, bringing the capacity of the album close to one hundred photographs. And it will keep on demanding more portraits until it is completely filled.

If every photographer in every town would make a strong effort to sell as many albums as possible, it would not be long before the portrait business would be given such a healthy stimulus that every photographer would feel its effect in an increased business.

With portrait albums in a good percentage of American homes, and the demand that will be created for portraits of our soldier boys, the photograph business will not suffer any material slump in the next year or so at least.

If you have not seen the Eastman Portrait Album, have your dealer or his traveling man show it to you, and order at once. The album takes 87% of the sizes of portraits now made by photographers, overcoming the only real obstacle there has ever been to a revival of the usefulness and popularity of the home portrait album. The album is bound in black long-grained leather with the word "Portraits" stamped in gold leaf on the cover. Leaves are furnished for 2, 4, 6 and 8 prints from 8 x 10 down, and leaves may be changed about or new leaves added, making possible any arrangement or order of the portraits that may be desired. Your dealer will quote you the prices with full information.

Artura Iris Print, From Eastman Portrait Film Negative.

Artura Iris Print, From Eastman Portrait Film Negative.

Middle Atlantic States Convention Demonstration By W. B. Poynter, Cincinnati, Ohio.