As to encouraging competition with departments
of rival establishments, the diversity
of business makes general statements un-
illuminating. Even where such a course is
possible, some managers reject the practice
as unwise. They believe that it is not best
to recognize other houses or to consider them
in this particular. A few firms report that
they are able to stimulate their men successfully
in this way, even though the conditions for
such a contest are difficult to handle. Of those
who utilize competition a few houses employ
no handicaps to put their men on the same
level and make success equally possible to all.

_The principle of handicaps is so manifestly
fair that organizers of contests can hardly afford
to neglect this essential to the widest interest and
participation in the competition_.

If the little man in a country territory
doesn't feel that he has a fighting chance to
equal or surpass the man in the big agency,
he makes no attempt to qualify. And the
purpose of every contest, of course, is to get
every man into the game.

Touching monetary rewards for the winners,