The value of catalogues in business should not be overlooked by the plumbing contractor, who will do well to provide himself with a cabinet or book case for the filing of his catalogues, and some letter files, duly indexed, in which he can keep the small pamphlets.

If the various catalogues sent out by the different plumbing-supply houses are carefully studied they will prove an education in themselves, which the plumbing contractor cannot well get along without. These books, if intelligently looked through, will keep the plumber posted on the various apparatus and devices in the market which are suitable for certain purposes.' They will furnish the address, so that any article listed can be readily ordered, and the very knowledge that certain goods are obtainable will, or ought to, suggest to the enterprising plumbing contractor means of making sales. For instance, if the water supply in his locality is muddy, a catalogue of filters ought to suggest to his mind the possibility of selling one to laundries, hotels and public institutions like hospitals, as well as to private individuals, and if he follows that suggestion by a vigorous canvass of all prospects he should land some valuable orders, besides introducing himself favorably to those who do not buy.

Look through the columns of the trade papers and send for a catalogue of every article mentioned on its pages; then, as new advertisements appear, or are seen in other mediums, systematically follow them up until your catalogue case is stocked with booklets about everything on the market pertaining to your business, and note in doing so how much you have learned that you did not know before. It would seem that the benefits arising from such a course are so self evident that every business man would do so, and the foregoing suggestion would be unnecessary; but the experience of receiving letters of inquiry from all parts of the country as to where certain goods could be purchased has taught the writer that the advertising columns of trade papers are not as closely scanned as they should be, and that catalogue cabinets are the exception instead of the rule.