amounted to $2500, he was credited with a
bull's eye and his name blazoned in the center
space.

Another contest was represented as a balloon
race between the different districts.
Each district was given a balloon, and as sales
increased, the airship mounted higher. On
the balloon the name of the district leader in
sales was printed, while cartoons enlivened
the race by showing the expedients, in terms
of orders, by which the district managers and
their crews sought to drive their airships
higher. Each issue of the house organ showed
the current standing of the districts by the
heights of their balloons. This conception of
the selling contest was very successful.
``Going up--going up--how far are you up
now?'' was used as a call, and it seemed to
strike the men and inspire them. It became
the greeting of the salesmen when they met, and
irresistibly produced a feeling of competition and
a desire to have the district balloon go higher.

Other ingenious fancies by which the contests
were given the appeal and interest of
popular sports was their conception as a baseball
game, a football game, an automobile
race, a Marathon run, and so on.