letters should keep within reach scrapbooks, folders or envelopes
containing "inspirational" material to which they can readily refer.

The scrapbook, a card index or some such method for classifying and
filing material is indispensable. Two or three pages or cards may be
devoted to each general subject, such as raw material, processes of
manufacture, methods of shipping, uses, improvements, testimonials,
and so forth, and give specific information that is manna for the
correspondent. The data may consist of notes he has written, bits of
conversation he has heard, extracts from articles he has read,
advertisements of other concerns and circulars--material picked up
from a thousand sources.

One versatile writer uses heavy manila sheets about the size of a
letterhead and on these he pastes the catch-lines, the unique
phrases, the forceful arguments, the graphic descriptions and
statistical information that he may want to use. Several sheets are
filled with metaphors and figures of speech that he may want to use
some time in illuminating a point. These sheets are more bulky than
paper but are easier to handle than a scrapbook, and they can be set
up in front of the writer while he is working.

Another correspondent has an office that looks as if it had been
decorated with a crazy quilt. Whenever he finds a word, a sentence,
a paragraph or a page that he wants to keep he pins or pastes it on
the wall.

"I don't want any systematic classification of this stuff," he
explains, "for in looking for the particular word or point that I
want, I go over so many other words and points that I keep all the