Newspaper Page Text
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TTEARST *S SUNDAY AMERICAN, ATLANTA, UA„ SUNDAY, DECEMBER 28, 1013.
A Merchants and Manufacturers' Bulletin A
Deplorable Condition Exists in Dry
Goods Trade Which Forces
Fight for Rights,
A deplorable condition exist* in the
dTy goods trade and perhaps in other
trades when merchants of established
reputation are forced to protect a
trade-mark from offenders who live
and thrive on imitation.
The viciousness of imitation will
certainly at some time react in a
radical way upon thousand* of traders
in this country who are exploiting iho
brains of other people for their own
profit and not for the ultimate benefit
of consumers or producers.
The pure food act was directed pri
marily at the wrongs that had crept
into distribution of the necessaries of
life And sooner or later legislation
Is certain to be demanded for the pro
tection of consumers against the
wrongs that are being inflicted In the
field of textile distribution, unless the
trade itself soon undertakes a sane
method of correction.
In the past twenty year® there has
developed all over the textile world
both her and abroad, a desire to buy
merchandise because of itk construc
tion. _
Flood of “Just-as-Good.”
A mill may bring out a cloth that is
new in all of its important features,
and to safeguard it against Imita
tion a trade-mark is placed upon it
Merchants at once begin to Imitate
the cloth, the trade-mark, and th<n
to debase the construction Salesmen
are instructed to go forth and sell
something “just as good" as the other
man's. And everything that is com
monly recognized as an established
trade description as It applies to ;he
trade-marked article is violated.
As a coni^'juencc of doing business
THE HIRSHBERG CO.
CJUALfTT
I
. cfbumAito
GLENDALE
Lir^r.
ALWAYS
&
fOUND
HERE
Stalionqy&nA DruiJjJlslsSunAriej
»-15-17 NELSON ST
ATLANTA
In this way the market* become filled
with "plunder that has been foist
on the Jobber, the retailer and the
consumer, all designed primarily to I
Imitate somethin* of character and
solely for the purpose of depriving
the original producer of a fair profit
Advertlelrig In steadily becoming a
handmaiden of tro','.., and In the pres
ent Inst ance can he used to correct
many of the evils now existing. At
the present time many producers are
depending upon secondary and retail
' distributors to aeaiuaint consumers
i with the facts they wish them to
know. In a great many Instances the
I far.s arc being distorted or sup-
I pressed.
New Advertising Foreseen.
I As yet tlie advertising men of the
country are not alive to the difficul
ties producers are under In meeting
the competition of frauds. Happily,
perhaps, they do not rare to know
much of the details of a trade nn.l
prefer to deal with the consumer as
having Intelligence only In the matter
of price, and price as It measures
,inatlty. Should a time come when
the legislators and the advertising
men of the country come together to
understand the technical frauds that
producers suffer from, there may
■ ome Into this country a form of ad
vertising that will make a new radi
calism with a real menace.
Dry goods men bear with many
things In their business that are trou-
bieaome because there Is a lack of
public spirit unless some matter out
side of the trade Is at stake. They
will rise up as one man at the call of
charity and the leaders among them
are constantly at the service of all
sorts of movements designed for the
hetterm-nt of the community and
mankind In general Hut when it
comes to the consideration of m» ,s -
ods to eliminate from the business
such a canker as the violation of
trade-marks has become they are
slow lo act.
Tradesmen Indifferent.
Those of them who are In touch
with the producing end of the busi
ness feel kepnly enough about any
thing that unsettles the financial
status of a produ er or a dlstlbutor.
And they lend all sorts of extraordi
nary aid to an honest man who Is
caught In troubles But the same
men when appealed to In any effort
to rid the trade of such a crying abuse
as the violation of trade-marks and
rights to fabrics has become are
weak In their consideration of the
whole matter. This is plain speak
ing. but the truth should not hurt.
mum lures
Credit Men Are All
Watching Accounts
With Great Care
Boot and Shoe
Workers’ Wages
Mounting Yearly
How They Regard Trade Recession
/and the Many Failures
Throughout Country.
Gain of 34.8 Per Cent Since
Shown by Department of
Labor.
1890
MS DRESS
Merchant Formerly Carrying Ac
count Elsewhere Seeks Gate
City—Market Ample.
The Master Salesman
A
FREE
TRIP
To Atlanta is avail
able to the merchant
who buys an ade
quate bill from the
members of the Mer
chants’ Association.
Write to
H. T. MOORE
SECRETARY
Rhodes Building,
Atlanta.
No man really exhausts the possl
bllltles of his subject, however close
ly he may approach the limits of hiB
own oaj>«olty or of his listener's pa
tience. No salesman ever reaches the
last possible argument In favor of his
goods until the personal equation of
the customer is eliminated. There Is
some special application of all things
to all people, something that applies
with equal force to no one else.
This is the Altai touch of the suc
cessful sale—the distinguishing im
pulse that finally decides the sale,
and it must come out of the custo
mer’s own head. The salesman may
introduce it, but he can not partici
pate in Its effect, for his own per
sonality only supports him to the
threshold. There is a mysterious in
terior beyond the reach of his influ-
j ence. into which the customer must
| go alone, and out of which his final
decision will presently Issue.
This final appeal, this struggle be-
| tween desire and dubious resistance,
j may be precipitated by some sugges-
i tion from the salesman, worked into
| special Influence by the customer’s
succeeding train of thoughts. An in
terruption, then, an unwise word, may
shift the train upon a line of greater
resistance. There is a time, even in
salesmanship, when silence is golden.
The man who can so nearly follow
In his mind the workings of another
mind that he can read the probable
verdict being reached, can remain si
lent while the trend of thought Is in
(lie direction Of a sale, ran read the
danger signal as this counter mind ap
proaches some new doubt, and, by a
word, can start the thought-ball spin
ning along some smoother path, has
mastered the art and science of true
salesmanship.
Lower cotton goods prices are do
ing a little toward brightening up the
possibilities of trade in export cot
tons Pome positive offers have been
received, but not accepted, because
they are on too low’ a range.
Fancy checks In sizes under three-
| quarter* of an inch square are being
: featured in new offerings of dress
‘ cottons, both printed and yam dyed,
j and in white. Many check box loom
crepes are being sold by some houses.
Atlanta is making wonderful strides
as a wholesale market. Since the
middle of August her wholesale
houses In all lines, without exception
have been crowded with busy and
eager buyers from all parts of the
South. These people are not here
merely to see, but are buying heavily,
and, at the same time, conservatively,
of staples and also holiday novelties
That Atlanta Is proving her just
claim that ahe haa the best whole
sale market In the Southern States is
very clearly evidenced by the inter
esting fad that dozens of those who
are here purchasing large bills are
buyers and merchants who have for
merly traveled hundreds of miles far
ther to New York and other Northern
markets, but who have recently been
lured to Atlanta by the flattering
“tree-fare plan” of the Atlanta Mer
chants and Manufacturer*’ Associa
tion.
Some of these buyers, after stop
ping in Atlanta and looking over her
stock of dry goods, shoes and other
staples, In order that they might
have an absolute means of compari
son, have gone on to New York and,
after thoroughly Inspecting the lines
shown there, have returned to At
lanta and have purchased the entire
season’s goods here.
Atlanta Has the Goods.
Why have they done this? The
answer 1h very clear and concise.
Atlanta has the goods. Situated, as
they are. at the intersection of the
principal trunk line railroads of the
South, and with their thousands of
traveling salesmen constantly trav
ersing every mile of Southern terri
tory, the Atlanta manufacturers,
wholesalers and Jobbers are more apt
to know exactly the needs of the
retail merchants in the. South than
any one else. They do know, and
having that knowledge, have selected
their lines accordingly, and have
bought in such quantities that they
are able to quote as good or better
prices than their competitors In oth
er markes.
Then, too, after booking their or
ders. they are able to ship goods by
fast freight to any point in the South,
thereby saving the retailer much
time in receiving .shipments after his
order is placed. The saving in freight
charges occasioned by this fact is
another argument greatly in favor of
the Atlanta market.
All Reports Good.
The leading manufacturers and
Jobbers of Atlanta have been inter
viewed since the market opened, and
in every case an excellent trade is
reported, much better in fact than
during any season for several years
past. All houses report that they have
opened many new accounts this win
ter, and this is further evidence that
many retailers are visiting the mar
ket who have not been here before.
The Atlanta merchants appreciate
very greatly this promising increase
in trade from out of town, and are
trying to show their appreciation by
giving every customer the promptest
and most courteous attention.
Considering the excellent location
of Atlanta m a jobbing center, the
immense assortment of various lines
carried, the excellent reputation
achieved in the past by Atlanta
houses in their business dealings with
the retailer, and the extremely pros
perous condition of the Southern ter
ritory on account of the splendid crop
conditions, the end of this buying
season will see a larger volume of
goods In all lines shipped from At-
imii.i to retailer* in the South than
ever before.
And. on account of the many sleep
less nights and the thousands of dol
lars which the Atlanta merchants and
manufacturers are spending to in
duce the retailers In Georgia and oth
er Southern States to come here, the
spring buying season will bring to
this market many more merchants
and buyers than have been here this
fall.
“The credit grantors of the United
States are appreciating the necessity
of w'atching their accounts with more
than the usual care Just at this pe
riod. for the record of failures, both
as to number and amount of liabili
ties. looms large this year,” says the
monthly bulletin of the National As
sociation of Credit Men.
“The figure for the latter la likely
to be nearly $100,000,000 larger this
year than in 1912, and only about
$25,000,000 less than in the disastrous
year 1908. Naturally there accompa
nies this record a recession of trade
which, though not marked in some
lines and some favored sections, is
being especially felt in the grea.t steel
WASHINGTON, Dec. 27.—In the
boot and shoe industry In the United
States rates of wages per hour in
1912 were 0.8 per cent higher than in
1911, 10.8 per cent higher than in 1905,
27.6 per cent higher than in 1890 and
24.8 per cent higher than in 1890.
While wages per hour increased, there
was a reduction in the regular hours
of work per week in the industry, the
regular hours per week in 1912 being
1.6 per cent lower than in 1911, 3.0
per cent lower than in 1905, 5.4 per
cent lower than in 1900, 6.1 per cent
lower than in 1895 and 6.4 per cent
lower than In 1890.
These figures are the result of an
Investigation by the United States
Bureau of Labor Statistics, Just pub
lished in its bulletin entitled “Wages
and Hours of Labor in the Boot and
ro‘l U mo?e%C C S 0 B t L% r o\ C n! V n7n„°™ a r M Holle^d knU Goods In
rot more than 60 per cent of normal, dugtrlM ig 90 to 1912.” The average
though actual Immediate output la a | full . tlme of labor ln the boot
trifle better.
“Bank clearings do not, at least to
any great extent, reflect depressed
conditions, though somewhat smaller
at most points than last year. That
w'hich is most striking Is the failure
record ln manufacturing lines, there
being a much sharper failure increase
in manufacturing than in trading.
Indeed, several manufacturing con
cerns of considerable size have suc
cumbed during the past month, yield
ing to the pressure that has been
going on for some time to bring sell
ing price and cost price closer to
gether. This is a process requiring
more skill and technical knowledge in
every department of business and
more economy and efficiency of ari-
and shoe industry ln 1912 were a little
over 55 hours per week.
The figures of the report cover over
15.000 employees. The total number
of employees in the Industry in 1910,
as shown by the census returns, w’as
over 185,000.
In the hosiery’ and knit goods indus
try ln the United States the rates of
wages per hour in 1912 w’ere 5.8 per
cent higher than in 1911, 19.8 per cent
higher than in 1905, 50.6 per cent
higher than ln 1900, 39.8 per cent
higher than in 1895, 36.1 per cent
higher than in 1890. Accompanying
the increase of wages per hour, there
was a reduction in the regular full
time working hours per week. The
hours of labor per week ln 1912 were
ministration than ever before, and j 1.7 per cent lower than in 1911, 4.7 per
such as many business men are in- cent lower than In 1905, 5.9 per cent
(apable of or perhaps not Inclined to lower than In 1900. 7.3 per cent low’er
apply. than In 1895 and 7.9 per cent lower
“Nobody doubts that the general than in 4890. The average regular
situation is sound; nobody feels that j full-time hours of labor In this lndus-
we are approaching anything like a trv in 1912 were about 57 per week,
crisis, for liquidation has been the! The figures In the bulletin cover
rule too long to permit any consider- over 14,000 employees in this Indus
Domestic Lines Disturbed by Low
Prices of Foreign Mills. Whose
Output Is Inferior.
able Inflation to exist. It Is time for | try. The total number of employees
conservatism, of course, but there Is i In the industry In 1910, as shown by
THK I .DISOX DICTATING MACHINE
SAVES HALF THE TIME. EXPENSE AND TROUBLE OF LETTER
WRITING
Made in Orange by Thomas A. Edison. Sold, demonstrated and guar
anteed i n Georgia by
BAYLIS OFFICE EQUIPMENT <’0„
Office Furniture -Commercial Stationery.
No. 1 South Broad Street. Phone 241
CAPITAL CITY TOBACCO CO.
176-178 Marietta St.
IMPOHIIM AMO josnens
Atlanta, Ga.
The Only Exclusive Tobacco House in Georgia
When in town come to see us or write us for new price list.
It will be worth your while
Tobacco Monopoly
Is Very Profitable
no ground for timidity. It is for
credit men to search harder than
usually to discern the true conditions |
surrounding those to whom credit is!
extended, a time to reduce to*h. mini- j
mum guessing at credit risks.
“No concern, under the present
slate of affairs, can carry an expense I
account which haa any deadhead ele- 1
ment in it, or, in fact, any fixed
charges which are not vitally essen- i
tial to the business. Concerns that '
are known to offend in this particular
must be watched particularly closely, i
“The business men of the country
are looking forward hopefully to the
relief which will come into the bank
ing situation through the enactment ,
of sound banking and currency legis- !
lation. Business men are recognizing
as never before how inadequate tlie j
present system is and how the vast l
business of the country has out- |
grown its banking and currency sys- J
tem. There is a growing feeling of
hope also that the Interstate Com
merce Commission will see fit to per*
mit the railroads slightly increased
freight rates in recognition of the
fac t that the difference betw’een the
income and outgo of our railroad com
panies, on account of the increased
expense of doing business, is becom
ing a dangerously decreasing quan
tity. Everybody must recognize that
the soundness of the country’s credit
conditions is closely associated with
the soundness of the credit of its
great railroad systems. If they are
unduly hampered as to expansion, and
if they are crippled by rules and reg
ulations not of their own making, a
condition will be brought about such
as we are, to a large extent, witness
ing—the people losing confidence in
railroads as an investment, an atti
tude which but reflects, with great
seriousness, upon industry in general.
“Confidence, it is believed, will flow
strong and free again with these two
problems settled rightly and fairly.”
the United State** census, was nearly
130,900.
The cleaning up of odd lots by sec
ond-hand sales of drills, sheetings
and wide print cloths lends an ap
pearance of general weakness ln cot
ton goods which some experienced
traders declare does not re&llv exist.
The never ending discussion about
the cheapness of foreign goods com
pared with domestic has not only un
settled buyers who are getting ready
to make commitments, but it has dis
turbed domestic lines ln a marked
degree. There seems to be a better
sentiment in domestic dress goods cir
cles at present, due to the conviction
that exists in the minds of shrewd
observers that the foreign mills are
not going to take away as much busi
ness from domestic mills as was gen
erally expected a couple of months
ago.
Of course more foreign goods are
going to be sold and the Importations
are going tQ displace Just as many
yards of domestic fabrics, but it is
very doubtful whether foreign mill
owners will find it an easy matter to
get a firm foothold he>e when domes
tic mills with plenty of capital behind
them are determined to fight hard to
maintain their supremacy in the home
markets.
Whether it will be advisable to
name prices on corporation goods for
the fall 1914 season right After the
turn of the year or wait until after
the wholesale dry goods men’s con
vention seems to be puzzling the dress
goods folk. Those who favor an early
opening believe it would dispel the
price doubts that surround the fu
ture, while those w’ho favor the later
date contend that practically nothing
can be accomplished after the con
vention, which is scheduled for Janu
ary 20.
They are watching one another
closely, and it is reasonable to pre
sume that If an early move is made
by one of the important factors the
others will follow’ suit.
Some prominent distributers have
declared their Intention of buying
large quantities from the foreign mills
next season, but it remains to be seen
w hether thev will do so. In any event,
development* are not far distant.
Pure Food Law and
Effect on Prices
The Journal of the American
Medical Association" does not sup
port the somewhat prevalent notion
that the pure food law has operated
to increase the prices of foods and
other articles to which it applies. It
holds that the law has increased food
values, but not food prices. “It is
true,” says this authority, "that spices
which five years ago could be bought
for 15 cents a pound now sell for 25
cents a pound; maple syrup, which
formerly sold for 60 cents a gallon is
now worth $1.25 a gallon; 10-cent
flavoring extracts have been replaced
by 25-cent products. But this Increase
in price does not mean that the con
sumer is paying more for his food
stuffs than formerly. It is more
economical to buy pure spices at 25
cents a pound than spices containing
50 per 'cent of ground olive stones,
cocoanut shells and sawdust at 15
cents a pound. To those who love
the flavor of maple syrup the genuine
product at $1.25 a gallon is far more
satisfactory than an artificial product
at half the price
and the housewife
who pays 26'cents for a bottle of va
nilla instead of 10 cents for a worth
less imitation is actually , saving
money and reducing the cost of liv
ing instead of increasing it, for the
bottle of to-day will go five times as
far as that of former days and at the
same time be much more satisfactory.
The price of the great food staples—
flour, rice, corn, beef and sugar—is
absolutely uninfluenced by pure food
laws. They may be higher to-day
and lower to-morrow, but their cost
to the consumer depends on the avail
able supply, influenced by the expense
of preparation and transportation.”
Secretary Redfield
On Retail Prices
Secretary Redfield, of the Dep art .
ment of Commerce, in his annual re
port, says that the Bureau of Cor
4>orations proposes to study the , C o'-
nomic laws governing the fixinv , r
retail prices.
"It Is important," he sav,
we should know tho truth about the
fixing of retail prices and as to
whether giving the privilege of so
fixing the paces to a manufacturer
tends toward monopoly 0 r does not so
tend. Men who are sincere and w r
Informed do not think alike on this
problem, but whatever their views !'
will be agreed that no thorough stud'
has ever been made of the subject lit
this country. Nation* abroad are said
to favor by law that which we forbid
The law with us is for the time fixed
by the decision of the Supreme Court
that the fixing of retail prices on the
part of manufacturers is unlawful
"If, however, new legislation should
In the future be required, it la im
portant that the tnrth be known lest
injustice be done, not so much to
the manufacturer as to the consumer
Some men, well Informed, argue that
the fixing of retail prices under con
ditions where competition ln manu
facture exists tends to promote com
petition. Others say that the refusal
to permit tho fixing of retail prices
tends to monopoly because ln the cut
throat competition certain to follow
obviously the stronger competitor will
survive and may eventually have the
business in his own hands, for the law
forbids the making of agreements to
maintain prices, and under these cir
cumstances the weakest must go to
the wall. Such being the views ex
pressed by thoughtful men on a mat
ter in which every consumer I, in
terested because he must needs buy
such articles, it Is Important that the
subject Should receive thoughtful
study, and this the Bureau of Cor
porations purposes to give to it."
GEORGIA PRODUCTS DAY
EVERY DAY WHEN YOU WEAR
ARAGON
SHIRTS--PANTS—OVERALLS
MANUFACTURED BY
A. M. ROBINSON COMPANY
69 North Pryor St. Atlanta. Georgia
luff
ireu
[N a statement, in which it substitutes fiction for fact, the Chicago Tribune asserts that it has a
A larger net paid city circulation than any other Chicago morning newspaper.
Lest anybody whom it may concern should be deceived into mistaking bluff for genuine circu
lation. the Chicago Examiner makes the following proposal:
That all the Chicago morning newspaper* open up their circulation books and
records to the Association of American Advertisers and to such other represent
ative bodies as may be selected.
The Chicago Examiner herewith agrees to have this investigation made and it
herewith invites the Association of American Advertisers to take the first step
to bring this about.
Merchant and Market
The French Government's tobacco
monopoly brought a net income to
the State last year of $105,000,000. or
the largest return since the founda
tion of the monopoly 102 years ago.
This vast profit was made out of a
capital of about $30,000,000, or about
one-third the capitalization of the
lately dissolved American Tobacco
Company.
Twenty great factories work up the
whole of the tobacco manufactured
in France, and the right to retail is
Jealously guarded by the State. There
are 47,250 authorized tobacco plant
ers ln France who grow about 40.-
000.000 pounds of tobacco on 50,000
acres. The monopoly, besides buying
all the tobacco grown In France, pur
chases 55,000,000 pounds of forelgn-
, grown tobacco, moat of it being
American leaf.
McCLURE TEN CENT COMPANY
Importers, Jobbers, Distributors
GOODS TO RETAIL AT 5c TO $1.00
Writ* us about opening a store or department of this kind for you
i
E. L. ADAMS CO.
WHOLESALE GROCERS
OUR MOTTO: First Quality Merchandise
and Prompt Service.
Lettering Device
For Show Card Use
One of the newest lettering devices
to he put on, the market is the "poli-
graf.” It is made by a New York
Arm, and Is said to be especially use
ful in lettering signs and showcards
The device is made entirely of steel,
and is only about two Inches square
It is claimed that by using it any un
skilled letterer can make practically
perfect letters of the Gothic type. It
not only shapes all of the letters and
numerals and makes them of the
same size, but it prevents irregular
spacing.
The device was invented by a man
who for a long time was connected
with the Jewelry trade. It is pro
tected by patents in this country and
five foreign countries.
Every merchant should go to mar
ket as often as his business will al
low. By going to market a merchant,
in addition to supplying his usual
wants ln staple lines, is enabled to
inspect lines he does not carry.
The market buyer can be easily dis
tinguished because in his stock will
be found the latest novelties. While
In market his attention Is constantly
being called to them, not only In the
wholesale houses, but in the large re
tail store and in seeing the public
wearing them, as the fads and novel
ties always are shown there first.
The mere mention that Mr. .Smith
has gone to Atlanta to purchase goods
1$ no little advertisement.
A visit to market will throw him
iii company with other merchants,
which will afford an opportunity to
discuss matters pertaining to the
mercantile business in which he Is
vitally interested.
He has the opportunity of meet
ing his friend, the jobber, strength
ening their friendship and promot
ing good fellowship. He is able lo
inspect the Jobbers’ complete stocks
and need not be confined to just what
the road man can show him.
He can pick up odd lots that are
too small for the road man to sam
ple, and ln these cases the market
buyer will own them at a price.
The investigation, under these auspices, would be fair and square, comprehen
sive and comparative. It would remove all doubt in the minds of national ad
vertisers and Chicago merchants as to the circulation, particularly the city
circulation, of each of the four Chicago morning newspapers.
The period for this investigation shall be the six months beginning July 1,1913,
and ending December 31, 1913.
If any one of the other morning newspapers of Chicago refuses to open up its
books and records, then the Chicago Examiner agrees herewith to have a joint
investigation made with the remaining Chicago morning newspapers.
If all of the other morning newspapers refuse to open their books and
records, then the Chicago Examiner herewith agrees to submit to this
investigation alone because the Chicago Examiner insists on proving
its own circulation.
EATING AND BUSINESS.
It is an American habit to save as
much time as possible and an attrac
tive way is to do two things at once.
It is becoming customary to utilize
the lunch hour for some other pur
pose than mere eating. For example,
frequently a committee or club of
business men hold luncheon, during
the course of which someone makes
an address on an interesting and im
portant subject. Those in attendance
lose no tivm from their business and
have the benefit and pleasure inci
dent bo.h to eating and listening.
They will be talked to about the cur
rency bill, the tariff, the Mexican
situation and whatever questions and
problems are interesting the public.
It will not at all interfere with their
enjoyment of the luncheon and they
are sure to get ;t good deal of valua
ble information meanwhile.
^FHE CHICAGO EXAMINER honestly believes that this investigation will prove that its
A city circulation is far in excess of any other Chicago morning newspaper, both Daily and
Sundav. "
The Chicago Examiner honestly believes that this investigation will further show that the net
paid Sunday circulation of the Chicago Examiner is almost double that of its nearest competitor-
(Elhaino Txamtmx
F
p
This announcement was printed as a full paye in The Chicago Examiner on Saturday, December £0, J9JJ,
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