"FOLLOWING UP"

Evening Post, Volume CIX, Issue 119, 23 May 1925, Page 16

"FOLLOWING UP"

AN ENTERPRISING SYSTEM;

Years ago, soon after my son first went to a private school, I received a letter from the head of a firm of naval outfitters, a letter which courteously suggested that if, as the writer believed, I. thought of the Navy as the boy's future profession, the firm in question would be pleased to give me all information as to the necessary steps to ba taken for entrance (writes B.C.T. in the "Daily Mail"). Now, seeing that such a suggestion had been discussed only between my wife and myself and the boy, I could not understand how any inkling of the idea had reached the firm in question. However, I answered the letter, thanking the writer and telling him that the boy himself was anxious to go eventually to Dartmouth. Years passed, and in goad time the firm wrote again, warning mo when to write to the Admiralty, and giving the dates of the interview and examination. Then at last I came into touch with my correspondent, and, of course, asked him how he could possibly have. known of our only half-formed intention to mako the boy a sailor.

"It is perfectly simple, 1' he answered.. "Boys cqme up from the various schopls for their examination and outfits, and ffom them we learn of junior boys who are keen ou entering the Service. 1 think 1 may say that I have, indexed, the names of every possible entrant to Dartmouth for,the next ten -years."

"Following up," us it is. culled, has in those days become, a science, and not only outfitters, but firms in ruany other branches of business retain'experts who do nothing else. Births, deaths, and marriages, as reported in the papers, are particularly .studied. , Insurance companies do an ever-increasing business in jiolicics taken out by young married men lor the benefit oE their wives or their children. House agents' lists are. studied by "followers up," and a nirin bos no sooner bought or rented.a new residence before builders and decorators besiege him. All society news is interesting to the catering firms, who by promptness may secure big orders for receptions or ball suppers ahead of their competitors.