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MIST'S SI’NT) AT AMERICAN, ATI. AN PA, (»A., SUNDAY, DECEMTiER 28, 1913,
Merchants and Manufacturers’ Bulletin
f CLOTH PIRACY
In this way the markets become filled
with “plunder” that has been foist
on the Jobber, the retailer and the
consumer, all designed primarily to
imitate something of character anl
solely for the purpose of depriving
the original producer of » fair profit
Advertising is steadily becoming a
handmaiden of truth, and in the pres
ent instance can be used to correct
many of the evils now existing. At
the present time many producers aie
depending upon secondary and retail
! distributors to acquaint consumers
with the farts they wish them to
know. In a great many instances the
fac*.s are being distorted or sup-
Deplorable Condition Exists in Dry pre “; d , w Adverti ," Fore « en .
Goods Trade Which Forces
Fight for Rights.
A deplorable condition exleta In the
ijoode trade and perhape In other
t: when merchants of established
-»f ( nation are forced to protect a
trade-mark from offenders who live
and thrive on imitation.
The vlclousnees of Imitation will
certainly at some time react in a
radical way upon thousands of traders
In this country who are exploiting the
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 "f
life. And sooner or later legislation
Is certain to be demanded for the pro
tectlon of consumers against ihe
■wrongs that are being Inflicted In the
field of textile distribution, unless the
trade Itself soon undertakes a saio
method of correction.
In the past twenty years there has
developed all over the textile world
both her and abroad, a desire to buy
merchandise because of Its construe
lion.
Flood of "Just-as-Good.”
A mill may bring out a cloth that U
new In all 6f its Important feature
and to safeguard it against Imita
tion a trade-mark is placed upon :t
Merchants at once begin io Imitate
the cloth, the trade-mark, and then
to debase the construction Salesmen
are Instructed to go forth and ' ll
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 the
trade-marked article is violated
As a conaeuuence of doing business
THE HIR5HBERG CO.
As yet the ;<■!
country are pot
tics producers c
the competition
perhaps, they d
,’ortitfing men of the
alive to the difficul-
re under in meeting
of frauds. Happily.
, not care to know
Merchant Formerly Carrying Ac
count Elsewhere Seeks Gate
City—Market Ample.
FOUND
HERE
StolionqyanA Dru^LstsSuiiAria
OS • I5H7 NfTLSON ST
ATLANTA
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.
much of the detail'* of a trade and
prefer to deni with the consumer as
having Intelligence only In the matter
of price,' and price ns II measures
quality. Should a time corn* when
the legislators end the advertising
men of the country comg together to
understand the technical frauds that
producers suffer from, thpre may
come Into-ehls country a form of ad
vertising that will make a new radi
calism with a real menace.
Dry goods men hear with many
things In Ihelr business that are trou
blesome 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 ami the leaders among them
are cons'antly at the service of all
sorts of movements designed for the
betterin' nt of the community and
mankind In general. Hut when it
comes to the consideration of m»"--
ods to eliminate from the business
such a canker as the violation of
trade-marks has betcome they are
glow to act.
Tradesmen Indifferent,
Those of them who are In touch
with the producing end of the busi
ness feel keenly enough about any
thing that unsettles the financial
status of a produ er or a dtstibutir.
And thev lend all sorts or extraordi
nary aid to an honest man who 's
caught In troubles But the same
men when appealed to In any effort
to rid the trade of such a crying ahuse
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. hut the truth should not hurt.
The Master Salesman
No man really exhausts the possl
billtles of hin subject, however clone
lv he may approach the limits of his
own capacity 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.
'Phis 1* the vital touch of the sue-'
ceasful sale the distinguishing Im
pulse that finally decides the sale,
md 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 Mo the
threshold. There is a mysterious in
terior beyond the reach of his influ
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,
may be precipitated by some sugges
tion from the salesman, worked into
special influence by the customer's
- ucoeeding train of thoughts. An In
terruption, then, an unwise word, mny
shift the train upon a line of greater
resistance. There Is a time, even in
ab smanshlp. when silence is golden.
The mnn who can so nearly follow
n his mind the workings of another
| mind that he can read the probable
verdict being reached, can remain sl-
tent while the trend of thought la In
he direction of a sale, can read the
danger signal as this counter mind ap
proaches some new doubt, and, bv a
i word, can start the thought-ball sptn-
j nitig along some smoother path, has
j mastered the art and science of true
j salesmanship.
Lower cotton goods prices are do
11 ing a little toward brightening up the
11 possibilities of trade In export cot
tons Some positive offers have been
I received, but not accepted, because
[! they are on too low a range.
Fancy chocks In size* under thrae-
piarters of an inch square are being
K1 featured In new offerings of dress
■ j,,.’ h printed and vain
B j and in white. Many check box loom
Bg r* ; ■ s ar» 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 crow’ded 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 she has the best whole
sale market in the Southern States Is
very clearly evidenced by the inter
esting fact 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
“free-fare plan’’ of the Atlanta Mer
chants and Manufacturers’ 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 is 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 Having 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, antt are
trying to show their appreciation by
giving every customer the promptest
and most courteous attention.
Considering the excellent location
of Atlanta as 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
lanta to retailers 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.
Tobacco Monopoly
Is Very Profitable
Credit Men Are All
Watching Accounts
With Great Care
How They Regard Trade Recession
and the Many Failures
Throughout Country.
“The credit grantors of the United
State* are appreciating the necessity
of watching their accounts with more
thun 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 Is likely
Boot and Shoe
Workers' Wages
Mounting Yearly
Gain of 34.8 Per Cent Since
Shown by Department of
Labor.
1890
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 1895 and
24.8 per cent higher than in 1890.
While wages per hour increased, there
| was a reduction in the regular hours
I of work per week In the Industry, the
j regular hours per week In 1912 being
1.5 per cent lower than In 1911, 3.0
to be nearly $100,000,000 larger this per cent lower than In 1905, 6.4 per
year than In 1812, and only about j cent lower than In 1900, 6.1 per cent
125,000,000 less than in the disastrous tower than In 1895 and 6.4 per cent
y ? ar A?, 08 ' Na ' urall X l! >ere aecompa- These figures are the result of an
nles this record a recession of trade lnveaUfraUon by the United States
which, though not marked In Home Bureai f of Labor Statistics, Just pub-
llnes and some favored sections, Is u h d , , u bulletin entitled "Wages
being especially felt In the great steel d Hours of Labor In the Boot and
industries which are receiving orders ghoe and Hosiery and Knit Goods In-
not more than 60 per cent of normal, dugtrleg 1890 to 1912." The average
(hough actual Immediate output Is a fu u_tlme >-ours of labor In the boot
trifle better. | and ghoe industry In 1912 were a little
"Bank clearings do not, at least to over 55 hours per week,
any great extent, reflect depressed The flg-pres'of the report cover over
conditions, though somewhat smaller , 15 000 employees. The total number
at most points than last ye.ar. That nf ' employees In the industr* In 1910,
which Is most striking Is the failure i ag Bhown hy the census returns, was
record In manufacturing lines, there | over 185,000.
being a much sharper failure Increase In the’hoslery and knit goods indus-
in manufacturing than In trading. ] try j n the United States the rates of
Indeed, several manufacturing con- ; wa g es per hour In 1912 were 5.8 per
cerns of consldeiahle size have sue- ! cen t higher than In 1911, 19.8 per cent
cumbed during the past month, yield- | higher than In 1905, 60.6 per cent
lng to the pressure that has been higher than In 1900, 39.8 per cent
going on for some time to bring sell- ! higher than In 1895, 36,1 per cent
ing price and cost price closer to- I higher than in 1890. Accompanying
gether. This is a process requiring j the increase of wages per hour, there
more skill and technical knowledge In ! wa s a reduction In the regular full-
every department of business and : time working hours per week. The
more economy and efficiency of ad- ; hours of labor per w r eek In 1912 were
ministration than ever before, and ■ 1.7 per cent lower than In 1911, 4.7 per
such as many business men are In-j cent lower than In 1905, 5.9 per cent
<apable of or perhaps not Inclined to lower than In 1900, 7.3 per cent lower
apply. ] than In 1895 and 7.9 per cent lower
"Nobody doubts that the general > than in 1890. The average regular
situation Is sound; nobody feels that; full-time hours of '*bor In this lndus-
we are approaching anything like a \ trv In 1912 were about 67 per week
Domestic Lines Disturbed by Low
Prices of Foreign Mills, Whose
Output Is Inferior.
risis, for liquidation has bean the
rule too long to permit any consider-
The figures In the bulletin cover
over 14,000 employees in this Indus
able Inflation to exist. It Is time for try. The total number of employees
conservatism, of course, but there Is
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 a mini
mum guessing at credit risks.
“No concern, under the present
state of affairs, can carry an expense
account which has any deadhead ele
ment in it, or, in fact, any fixed
charges which are not vitally essen
tial to the business. Concerns that
are knrfan to offend in this particular
must be watched particularly closely.
“The business men of the country
are looking forward hopefully to the
lellef 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 the
present system is and how the vast i
business of the country has out
grown Its banking and currency sys- ,
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
fact that the difference between 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.”
in the Industry In 1910, as shown by
the United States census, was nearly
130,000.
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 In cot
ton goods whlchtsome experienced
traders declare does not reallv 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 In 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 to 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 here w r hen 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 who 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
whether thev will do so. In any event,
developments 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 fqods 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
60 per cent of ground olive stones,
cocoanut shells and sawdust at 16
cents a pound. To those who love
the flavor of maple syrup the genuine
product at $1.26 a gallon is far more
satisfactory than an artificial product
at half the price, and the housewife
who pays 25 .cents for a bottle of va
nilla Instead of 10 cents for a worth
less imitation is actually saving
money and reducing ihe 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 gTeat 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 a vail
able supply, influenced by the expense
of preparation and transportation.”
Secretary Redfield
On Retail Prices
Secretary Redfleld, of the Depart
ment of Commerce, in Ills annual re
port, says that the Bureau of Cor
iporatlons proposes to study the eC o
nomlc laws governing the fixing
retail prices.
"It Is important," he savs "tv,.,
we should know the truth about the
fixing of retail prices and « s '.I
whether giving the privilege of so
fixing the prices to a manufacturer
tends toward monopoly or does not so
tend. Men who are sincere and w t
Informed do not think alike on this
problem, but whatever their views it
will be agreed that no thorough study
has ever been made of the subject in
this country', Nations 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
"It however, new legislation should
In the future be required, it U Im
portant that the truth be known leet
injustice be done, not so much >o
the manufacturer as to the consumer
Some men, well informed, argue that
the fixing of retail prices under con
ditions where competition In manu
facture exists tends to promote com
petition. Others say that the refusal
to permit the fixing of retail prices
tends to monopoly because In the cut
throat competition certain to follow
obviously the stronger competitor will
survive and may eventually have the
business In his own hands, tor 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 is 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
E9 North Pryor St. Atlanta, Georgia
tion
J" N a statement, in which it substitutes fiction for fact, the Chicago Tribune asserts that it has 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:
S
THE EDISON DICTATING MACHINE
SAVES HA1T THE TIME. EXLKNSK AND TROUBLE OF LETTER
WRITING
Made in Orange by Thomas A Edison. Sold, demonstrated and guar
anteed in Georgia by
BAYLIS OFFICE EQUIPMENT CO..
Office Furniture -Commercial Stationery.
No. 1 South Broad Street. Phone 241
CAPiTAL CITY TOBACCO CO.
176-178 Marietta St. Atlanta, Qa.
iMPOR rrn*, and jonntRS
The Only Exclusive Tobacco House in Georgia
When in town come to see us or write us for new prioe list.
It will be worth your while.
The French Government’s tobacco
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 in 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
monopoly brought a net income to j wearing them, as the fads and novel-
the State last year of $105,000,000,
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 In 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 foreign-
grown tobacco, moat of it being
American leaf.
McCLURE TEN CENT COMPANY £ L 0 A ™
Importers, Jobbers, Distributors
GOODS TO RETAIL AT 5c TO $1.00
Write us about opening a More or department of this kind for you
L. ADAMS CO.
WHOLESALE GROCERS
OUR MOTTO: hirst Quality Merchandise
and Prompt Service.
Lettering Device
For Show Card Use
One of the newest lettering devices
to l>o put on the market Is the “poll-
graf.” It Is made by a New York
firm, ami 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 bv patents In this country and
five foreign countries.
ties always are shown there first.
The mere mention that Mr. Smith
has gone to Atlanta to purchase goods
Is no little advertisement.
A visit to market will throw him
In 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 io
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 tnan to sam
ple, and in these cases the market
buyer will own them at a price.
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-
A
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.
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 newspaper*.
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.
T H C
EATING AND BUSINESS.
It Is an American habit to save as (
much time as possible and an attrac- j oUnC13.y.
tlve 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 time from their business and
have the benefit and pleasure inci
dent both 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 a good deal of valua
ble information meanwhile.
HE CHICAGO EXAMINER honestly believes that this investigation will prove that its
city circulation is far in excess of any other Chicago morning newspaper, both Daily and
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.
Chicago Examiner
This announcement was printed as a full page in The Chicago Examiner on Saturday, December 20, i£I£«