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 emphasised. This was only part of the demonstration. Other models showed the medium figure and the stout figure with short body lines and long body lines, controlled and supported with brassier-girdles, girdles and brassieres, and corsets and brassieres.

Next it was shown how every Spirella Garment is designed along anatomical lines to the slender, medium and stout; how it takes care of flesh conditions, brings harmony of line, pleasing contour and healthful support with full physical freedom. The Spirella Method of Service was also explained, showing how it could be brought to the young girl, to the young woman, and the woman with the more mature figure. It was shown how proper care could perpetuate the youth­ful lines long past the period expected.

Women spend much time and money in beauty parlours—all for good appearance and to keep youthful. A sagging abdomen, heavy hips, bust crowded up or down, incorrect poise, and the carriage that goes along with all these imperfections indicate age, and all too often these marks come very early just from neglect. If women only realised how all these could be avoided by the right figure train­ing and supporting garment; they would be glad to co-operate with Spirella Service and to pay the price.

So, who are your clients?

Every woman regardless of age, size, physical condition or vocation in life. Spirella is needed for the workaday hour, for the hour of leisure, for social functions—at all times by all women.

Study your equipment and see how well you can meet these needs. More fashions are created for young girls and young woman than for any other type, and these are taken outright for the older woman. That explains why so many older women have tried to follow in the footsteps of youth by discarding their figure

training garments. But these same styles are causing women to ask, "Can I wear that gown, that walking costume, or" that dinner dress without the correct foundation garment?" And the answer is "No."

But there is no reason why a prospect should place an order with you unless you convince her that she will be serving her own best interests. That is why you should know your subject so thoroughly that you can explain clearly, concisely, logically and convincingly. Remember the eye is the window to the brain, the showing is as important as the telling. Know your goods. Have an up-to-date Demonstra­tion Line. Show and tell with the belief that every woman is to be a client, and your greatest expectations will be realised.