BROWNING ARMS ST. LOUIS, COMPANY MO. n, Mr. &. G. Bennett, First Security Ogden, Utah. Dear Mr. Corp., Bennett; Yours of that 1931. of March 20th regarding —— ‘phone conversation date, I evidently left the wrong impression with you concerning the number of men that we may need, if any, on the road, 8 chbeudes only to leave the impression that of the several applicants we had both interviewed and received letters from, two were rather outstanding, one of which was the Winchester man, I fully agree with you regarding the matter as explained in your letter and had no other id e @ in mind at any t ime. One man should do all that is required, a t least, one man is about all we can afford, if that. ~ tT have been wondering how it would be if we sent ne of our men around to the Service Stations, that is, the rincipal Service Stations in the bigger centers and thus cultivated he gunsmiths. Gunsmiths as a rule are not particularly strong characters and an outstanding personality is not required, in fact, more mediocre type might get along better with them than the 1igh=pressure salesman would. We could, for instance, send one of our boys out for a month or six weeks and he could visit most of the Service Stations in the larger centers, at least, in representative sections of the country. This would cost us less and may produce satisfactory results. fhe matter of contacting salesmen for ammunition companies offers a different Bisa and possibly one of our men could not handle both. It would seem that Western, Peters and others should be fairly close to their a representatives which only shee oben Se the necessity of a tactful approach to their men. At best it will be difficult to deal with the men in any way at all without the company knowing about it sooner or later, Possibly we might give further thought to working the matter out first with the companies and later with their men, Another problem has arisen which it may pay to think about. In four cases in different sections of the country we have sent the ventilated rib at the price of the hollow matted rib, In these cases orders have been rushed to us requesting immediate delivery and we have shipped the ventilated rib with the explanation that we are doing so wholly as an accomodation to the customer since we did not want him to be delayed in getting the gun until a new shipment of the hollow rib had been received and