Above: Cellophane-ivrapped pajamas are sold
with the aid of an ingenious size reference chart
atop the display case which aids self-selection.
Shown are Miss Ilga Martin, assistant to the pres
ident of Hearn’s and the developers of Hearn’s
packaging technique: Charles Pfeifer, right. New
OLIN PACKAGING
Hearn Department Store, Inc., and Olin Cello
phane announced jointly this month that Hearn’s
has started wrapping merchandise throughout its
entire store where practicable in cellophane pack
ages made and sealed on the premises.
Executives of Hearn’s, recognized as the na
tion’s most complete self-selection department
store, find after several months of tests that cello
phane packaging increases sales and sharply re
duces many merchandising costs, and solves many
problems inherent in self-selection selling.
Clement V. Conole, president of Hearn’s, and
Charles Pfeifer, New York-New England sales
manager for Olin Cellophane, said the Olin Cello
phane packaging program has proven so success-
York-New England Sales Mgr., for Olin Cello
phane, and, left, Robert Hillman, Olin Cellophane
salesman. Above right: Olin Cellophane store-
level pre-packaging has reduced soilage and mis-
mating markdowns in jumble display of slippers
by at least ^0% at Hearn’s Department Store.
TECHNIQUE. . .
ful that by the end of 1954 it will be in force
throughout all departments.
Hearn’s found during the peak of the Christmas
selling period that "it would have been almost
impossible to keep merchandise in order without
the cellophane packaging”, in the opinion of Mrs.
Ilaga Martin, assistant to the president of Hearn’s
and director of research.
"Additionally, we have reduced soilage by ap
proximately sixty-five per cent through cellophane
wrapping, as compared with our results in self
selection areas before cellophane,” she said.
The new system already is being employed in
the selling of infant’s wear, brassieres and garter
belts, curtains and draperies, women’s and men’s
6