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CHARLOTTE OBSERVER, SATURDAY, DECEMBER 25, 1920,
WHOLESALE MANUFACTURERS AMD JOBBING MERCHANTS
THE
geographical
financial:
distributing
CENTER
THE
COMMERCIAL
INDUSTRIAL
MANUFACTURING
CENTER -
who
Make Charlotte the Trad jig Center of the Carolina
T. C NEAL, Editor. Phone 78.
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if.
r.
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COLOMBIA OFFERS
BIG MARKET. FOR
Splendid Opportunity (or Busi
ness Suffering Home De:
pression, Says Native.
"Colombia is a land of compara
tively undeveloped and remarkable
possibilities (or American busi
ness," stated Antonio Freyle in, a
recent Interview. Mr. Freyle is an
enterprising young Colomb an. who
has spent several years in the
United States, and expects to re
turn shortly to South Amer ca.
"W.th an orea," he said, "approxi
mating half a million square miles
which is more than twice that of
the former German empire and a
population of over Ave million. Co
lombia s rapidly forging ahead as
a world market of consequence.
Her purchasing power la large and
is steadily increas ng with the de
velopment of native resources. Gold
platinum, emeralds, coal, petroleum.
Iron ore and other minerals con
stitute a substantial proportion of
her wealth, Colombia ranking first
in the world's production of emer
alds and second In plat num. Added
to this is a tremendous output of
rubber, hides, beef, fruits, coffee,
sugar cane, tobacco, cocoa, vege
table Ivory and other products of
soil, forest and plain.' Colomb an
coffee Is better known In European
capitals, where it Is highly prized,
than in the United States, where It
is known only among ,i few. al
though it ranks second In the
world's production.
"With such a foundation fur a
Merry
Christmas I
McAULEY, GARRISON & HOPKINS lj
SU-SI5 E. Trod. Pllone 148. 2
Merry Christmas
To our customers and
friends we wish happi
ness for the holiday
season
L. S. Sloop & Co.
4S South Cottage Street.
Ml c
ItTT T T U13
"OTAIfDARD" CONCRETE MIXERS.
Tucker-Kirby Hardware Co.
CHARI-OTTE. N. O.
Distributors
8jUcs Agents for
THE STANDARD SCALE and SUPPLY COMPANY
PITTSBURGH, HA.
Contractors' Equipment, Supplies and Scales
CEMENT ROOFING
Repair and Service on Gasoline Engines
V-JOUK 41SO.
Sana
CMSTaAN0OVIRAU.C0J
mm
Overalls and Work Shirts
A Garment of Quality
. Coast Brand Overall Company
y- Manufac-tu-er
" Coa Brand Overall.. "
permanent and ever-increasing
wealth, Colombia should attract
business from the four corners of
the earth, and Atlanta and the
southeast certainly is .entitled to
her share if her business men will
but ask for it.
"American business received a
considerable setback in Colombia
when the Panama revolut on, for
which we held your ojuntry re
sponsible, caused the severance of
this Important province from our
territory. However, the recent ac
tion of the United S.ates Congress
to appropriate funds reimbursing
us for this loss, has done much to
restore a friendly feeling between
our two countries, and with the
Increased respect and admiration
which your part clpatlon in the
world war engendered, we look to
ward the United States with true
brotherly regard and want your
trado just us you want and need
ours.
FAirop4 Cannot Supply Needs.
"It is a most opportune time to
open relations with our bireinesi"
men. Europeans, with whom w
formerly traded, and not yet pro
ducing sufficient to meet our need
and the time for southern manu
facturers to get Into this Held l
before the British!! French, Dutch
and Germans have aga n become
solidly entrenched. It seems to me
that the big market thus afforded
snouiu particularly iuaci yuui
manufacturers, as ousineBs nere in
Georgia seems to have slumped so
during the recent crisis.
Of course, there are some ob
stacles In the way, but that is true j
wherever there arc pioneers. Do
ing business in my country is not
exactly like doing It here In the
'States.' where you have a network
of ra Iways, efficient terminal hand
ling facilities, etc. Goods shipped
to Columbia have to be unloaded.
In many instances, onto barges in
the open seaway rafted up tortuous
rivers and transported over moun
tain passes on mule back. This ne
cessitates greater care in packing,
Phono 192-193
International I
DanPatch
i Special Horse Feed
In saw -tooth border baos.
TTTT1
"NOVO" ENGINES
Omor and Warehouse
Comer Weal 9th St. and bo. H R-
Mr. Merchant
Let Us Quote
You Prices on
with due regard to the slse 'of
packages in question, and other
factors that do not especially con
cern one .n making shipments from
Atlanta to Savannah, for Instance.
However, there are ways and means
of accompl.shlng an object where
there is a need, and th"re la cer
tainly a very definite need for many
products raised or manufactured
right here In Atlanta and the sur
rounding country.
"We need manufacture of cotton
and ready-made clothing, blankets,
paints and varnishes, cement, struc
tural steel and other building ma
terials and supplies, barbed wire
and other fencing, hardware, arms
and ammun tlon. fancy goods,
chemicals, crockery and chlnaware.
household utensils, canned foods,
safety matches, stationery and
other paper, drugs, pharmaceutical
products, musical instruments and
a great variety of mlseellitnenuj
manufactures. There Is especially
an urgent need for farm miiculnery.
Vast tracts of virjln timber land
await development and great arM
of plain that w.!l ye.d fortunes ft
the turn of a plow. W need mod
ern farm Implements and tractors.
We need road construct. on machin
ery and railway materials. And I
could go on to list many o her
things
Mr. Freyle came to the United
Suites reveral years aw for the
purpefc of studying EnglMi and
famVarislng himself with Ameri
can busl less methods. He li'xs ui!
vi3sl The Constitution .of his Infir
est in conferring with parties look
ing toward the South Amoii'-an
market, with regard to represent--lng
a few non-competing line on
his return to Colombia.
WHOLESALER CLOSE
TOJETIIL TRADE
Relations Between Retailer
and Wholesaler Never in
Greater Need of Co-Operation
Than Now.
(Editor's Note The recent deoi
slon of a large manufacturer to
eliminate the Jobber from his selling
plans is the background for this ar
ticle from C. B. Stuart, vice presi
dent of the N. K. Falrbank company,
telling of the advantages of the
wholesaler to the dealer. Mr. Stuart,
as an official of the company that
manufacturers. Fairy soap. Gold Dust
and other well-known household ne
cessities, Is in a position to speak
with authority. His comments are
of Interest.)
BY C. B. STUART.
Vice President N. K. FfcJrbank Oo.
Wholesale grocerg function with
retail grocers in much the same way
as banks In the Industrial world.
But, Instead of loaning money, they
loan merchandise. The capital of
the average retail grocer would not
be sufficient to enable him to pay
immediately for all goods purchased.
If he was forced to do business on
that basis, his stocks would be cut
down to a point that would prac
tically prohibit his continuing.
"Wholesale grocers sell to retail
ers In the smallest possible quanti
ties. The little corner grocery can
buy a case of this and a box of
that: in this way always keeping
stocks well assorted and complete
without a large Investment.
The Jobber who functions on the
right basis Is really the balance
wheel of the grocery trade. He Is
the reservoir into which are poured
gceat quantities of manufactured
products which are later doled out
to thousands of retailers in quanti
ties that can most readily be ab
sorbed. The retailer depends upon .he Job
ber to watch the business barometer
to keep him posted on price fluc
tuntlons, on new brands and lines
and on general conditions In this
trade.
And the wholesale grocer does this
and much more, receiving for the
service rendered a modest margin
of profit which would not enable
him to exist were It not for the
volume of business handled.
Were It not for the Jobber and
the help he gives them, many thous
ands of grocery stores all over the
country would be forced to close
up. Without the backing of the
hope to compete against the keen
competition of chain stores, mail-or-Kanlzatlons
which are practically un
limited capital at their command.
There are about 4,000 wholesale
risers of this country nnl they
rnvcl from 30.000 to 40.000 sales-in-n.
Those men pell th output of
hundreds of different manufacturer
Think what it would mean If this
:iat selling 'orce was eliminated!
How can It be possible for even one
r.wtnifarturer. no matte- how larne
or well equipped, to duplicate It; his
own organization a selling force as
stronur and efficient as 'hat of the
unblued wholesale gro?ers?
The salesmen of the J bb-irs blan
ket the country from coat tj coast
They call at frequent , Intervals on
every retailer, no matter how small
he may be or where he may be !o
cuted. They are an economic neit-s.
slty to both the retail grocer and the
manufacturer. They are a vital link
in the logical scheme of distribution
that keeps the re'Jil grocery busi
ness of America In the hands of
many small, servlce-glvlg riar.-hants"
instead of It being dominated and
controlled by a comparatively few
Klant corporations with chains' and
branches extending everywhere.
The N. K. Falrbank co-rpany I e
lleves that the wholesale grocery
business as a business is fund.imen
ially right and economically sound.
Its tremendous growth provo this
beyond dispute. By loyal co-operation
and support It has aided our
company In the developmmt of
business and Is Justly ent'.Med to our
continued support. Wo have an
nounced to the , wholes tl j grocery
trade that we will in th't future, as
in the past, distribute our products
to the retal ers though the Jobber
COHEN-WEINSTEIX.
Lumberton. Dec. 14. Miss Hilda
Welnsteln. daughter of Mr. and
Mrs. A. Weinstein of Lumberton
and Bamuel Avery Cohen, of Chi
cago. III., were quietly married in
V lmlngton Tuesday, December II.
The ceremony was performed by
Rabbi Mendelsohn. Plan for an
elaborate wedding were abandoned.
owing to the recent death of the
groom's mother.
To The Wholesale, Jobbing
And Manufacturing Interests
Who make possible Charlotte's great marketing
facilities, it is-a pleasure to offer our best wishes
for a happy holiday season, and a prosperous
New Year.
The Charlotte Observer
TO SELL GOODS
TO SALESMEN
A firm conviction on the part of
the salesman that the good he
sells are honestly what he repre
sents them to be, goes a long way
In helping him to convince the man
he is trying to sell.
The sales manager of one con
cern uses a very definite plan to
bring his salesmen to this convic
tion. Let us say that he Is eager
to sell his men on the desirability
of discontinuing all lines of tires,
except one line which he consider
particularly.
First of all, he assembles hi
salesmen for a luncheon conference.
After the conference, a drive Is
taken through the city and parks to
the tire factory. Here the men are
shown all the processes of manu
facture of the tires. Strenuous tests
SCOTT FEED CO.
Heartiest Best Wishes for the Happiness
of the Season
219 West First Street.
We take tills opportunity to offer to oar patrons aa well as oar fellow
jobbers, a
MERRY CHRISTMAS
and
HAPPY NEW YEAR
Link-Mitchell Co.
Distributors
13 S. College Si. Phone 108.
To All Our Customers and Friends We Wish a Very
MERRY CHRISTMAS
and
A PROSPEROUS NEW YEAR
Chas. Moody & Co.
209 S. College St. Wholesale Grocers. Phones; 141-142.
IF loir de
MERRY CHRISTMAS
HAPPY NEW YEAR
National Cigar
S .V, 1 1
mnmitoL
5 8. Church St. Charlotte, N. O.
The
WATT
The manufacturers and distributors wish their friends
and customers a very joyous Christmas and
Prosperous New Year
Carter-Colton Cigar Company
Distributor for North and South Carolina
218 S. College St Charlotte, N. C Phone 3206
Systems
for Farms
and Small Towns
r
are made of the strength and dura
bility of the tires. Photographs are
taken of the tests with the sales
men In the background, and these
pictures are taken In such a way
as to show the preferred tire ex
celling in the tests. Such a picture
enables a salesman actually to show
the customer that he was an eye
witness to the test.
Then, after a visit through the
rest of the tire plant, the men are
given samples of the var'ou prod
uct and a good cigar to smoke,
while the president of the company
give a short Inspirational talk.
Since this plan's adoption, the
salesmen have been selling three
times as many tires as they sold In
any previous month.
HAVE YOU SEEN
"DINTY?"
Phone 1908-1909.
PJJeSba
& Tobacco Co.
.
Phone 40t.
Brand
M. D. Tindal
DISTRIBUTOR
North and Sooth Carolina
SSI 1-9 N. Tryon St. Phone 40SS
CHARLOTTE, N. C.
Some Good -Territory
Open
Phone, Write or Wire
RETAILERS NEEDS
"Foresight Vs. Hindsight" Title
of Speech Delivered to
Business Men.
In an article entitled "Foresight
vs Hindsight," sent to Mr. C. " A.
W'illams of Williams & Bhelton Co..
recently, there Is a lot which would
be of Interest to local merchants.
The article consist of a speech de
livered to business men by Mr. O.
W. Haney. president of the Public
Bank Trust Co.. of Philadelphia.
The speech follows:
Gentlemen:
I am pleased to be with you once
more bv rsnusit and trv to alve vou
fmy humble viewpoint of things a
they -appear to me today, aa well as
the future and some of my thoughts
are things which are unconsciously
developing that the average mer
chant possibly does, not as yet see,
but which I, a a banker, see clearly.
Liquidation of high prices ha been
In process or some months and in
my opinion has about cleaned up
things to a position where prices
will be reasonable. A a man or'
merchant might overdo a thing,
there Is also an extreme way of un
doing It then, being In Just a bad a
position as if he overdid it. I refer
to merchant overbuying and then
going to the other extreme of not
buying anything. Both are gambler
and extremists.
I firmly believe it Is now time for
the retail merchant of this country
to purchase their future needs, at
once, in a conservative and reason
able amount; to select the very best
they can find at the price and get
the mann acturer started in the di
rection of beginning to employ peo
ple again. My view being that. If
they do not act upon a suggestion of
this kind, that the manufacturers
will do some of the following things,
which may be very painful to the
storekeeper:
First: The manu'acturer will
hut down Indefinitely and create
such non-employment that there
will be no customer for storekeep
er to sell.
Second: He will create in hi
particular line of business, chains
of store, going to the consumer
direct, under some assumed name
possibly, and he wlll undersell the
retailer, because he will be selling
direct from mill to consumer.
Third: He will make It hi pe
dis business to cater to such people
a mall order house and he might
even go so far as to develop his own
consumer mall order business.
Fourth: He will start selling his
very factory to the consumer In this
city by local advertising.
Fifth: He will develop and In
vite and help to create commlsary
tore In the large lactorles and the
wholesale houses of the country,
who will sell the employe In their
place.
Bach one of these five thing
will naturally take away the bread
and butter from the retail store
keeper, and the cUentel which he
ha worked for year to develop,
he will lose overnight practically,
and probably take him many year
to regain it again. If you read the
dally papers In some of the largest
cltle you will notice that many
manufacturer are running large ad.
vertlsementa on goods they cla'm
were returned, cancelled, or which
they produced, but could not dis
pose of to the dealers, and offering
the consumerr to come to their shop
and buy at manufacturing cost
prices.
I know, personally, of several big
concerns that did this, and it was
am axing to them how much goods
they were able to sell to consumers
In their own town, and the en
couragement and satisfaction they
received from these sale to the
consumer I making one of them
seriously consider to continue this
ndeflnltely as a future business
proposition. It la quite natural if
thl I the experience of one of the
two which I know, there must be
many other who have similar ex
perience and there will be plenty
of manufacturer to copy them.
It la quite natural that the con
suming publlo would prefer to buy
direct from a manufacturer, if they
can save the middleman' profit
and they will absolutely respond in
a large way If many manufacturers
go after them.
One of the customer of our
bank, a manufacturer, related to me
that a few of hi accounts had writ
ten hi firm stating under the pres
ent situation they thought It for the
best to buy from him when the sea
son waa on, etc. Now, gentlemen,
this manufacturer lo tell me that
it take from two to three months
for him to prepare and manufacture
hi order and that when such cus
tomer do come to him they will be
unable to select or pick up the
proper merchandise from him, or.
for that matter, from any other
manufacturer In hi line. He aays,
what will be left for these tardy
merchant to buy? Only the un
desirables, which no one else want
ed, or else they will get their goods
six to ten week after the season
ha opened, too late to cash In on
the early bus ness. It mean - sh"'n
the same thing a If a merchant
waited too long to pu.e u ..
for straw hats and then received
them the latter part of July. In
stead . of the first of May. You
know how much business he would
do on straw hats then!
What good 1 an order placed too
late to be in time for seasonable
delivery, at a low price, when the
goods are delivered at a time when
the consumer demand for them has
passed. It is better, far better, to
pay a little more and have the
necessary goods on hand in time to
sell them when the real demand Is
on. The merchant who has vision
and who keeps his stock fresh, at
tractive, and complete always gets
the business. The other man. who
I guided only by hi fear, gets a
harvest of disappointment, and re
minds me of the old saying of some
men: "When I make-up my mind,
I can't be budged I'm as hard as
steel." Such men don't realise that
the very best quality steel, that
which I the best tempered' Is that
which bends both ways.
If I were a merchant. I know that
I would make a thorough, inventory
of my stocks right now. I would
see that my stock In all line wat
complete. If I carried over goods
from last season, I would .be sare to.
nil In, so as my assortments are not
broken. Even though In some lines
I would find I have a pretty fair
amount, I would buy the necessary
sizes and colors I needed to make
that line complete. I would tone
It up with the latest idea. Ton
know we all 1 ke to see the new
thing In season. I know most
wives won't buy even a hat If her
milliner doesn't show her an assort
ment of new up-to-date styles. I
would be ready when the new sea
son opened to welcome the moat
critical prospect. I would bs pre
pared for him so that he wouldn't
walk out of my store saying: "Well.
I'll go down the street to Smith's.
They seem to have a fresher look- I
Inv n H mnr. . rrartlv. linn nf '
goods for sale."
I hope that my few words to you
will not be thrown aside and wasted,
but will really bear fruit. I feel
that retail buyers, by starting in to
purchase their future needs, will
eliminate the first five possbillties
of creating competlt'on against
themselves. Which Is bound to come,
and come quick, unless they do act.
I want to finish my final remarks
with these few words, stating. If I
were a storekeeper. I would pre
pare in advance my purchases, so
as to have the right goods at the
right time. I mean to be conserva
tive In the amount of gooda I would
.buy. but not that extremely con
servative, so a to retard my own
possibilities of be ng ready to do
business at the seasonablo times,
when business always can be done.
HAVE YOU SEEN
"DINTY?"
We Extend the Heartiest of Best Wishes to All Our
Friends and Customers for this Holiday Season
Hackney Bros. Company
Plumbing, Steam and Hot Water Heating
No. 6 and No. 8 West Fifth St. Phone 293-294
Merry Christmas
It I indeed a pleasure on tlie part of our organisation to t-xpraw our
apprcclaUon of the buslm-M given as in Use pM year, and to wish
oar friend and customer a happy holldaj seasoa and a prosprroos
New Tear.
Payne's Auto Works
26 E. 6th St.
HARDAWAY-HECHT COMPANY
THE SEASON'S GREETINGS AND BEST WISHES
MERRY CHRISTMAS
and
HAPPY NEW YEAR '
Carolina Motor Express Lines
CWlotte-Salisbury
Charlotte-Albemarle-Badin
Charlotte -
Phone
M r . Traveling
Man We Are
General Head
quarters for
Traveling
Bags, Brief -Cases, Etc.
Our stock Is of the finest quality In the South one you can select
your needs from knowing that you can get the best at the lowest
price for quality.
MELLON'S
Second
FUNDAMENTAL LESSONS
To train new employ In the
method of the business Is the pur
pose of the classes held once every
six month by the Massachusetts
Mutual Life Insurance company. All
employes who have been In the ser
vice of the company for six months
are required to take the course of
fered. Bach course Is divided Into eight
elementary lessons. For lnatanoe.
wnai is a policy r a policy is a '
piece oC paper." That may seem
absurdly fundamental. Hut many
people have a vague Idea of what
constitutes a policy. Bom think It
la an Intangible, legal right to re
ceive certain benefit. Finning the
mind to the conception that a policy
1 an actual piece of paper give
everybody something to start with.
These policies are outgoing docu
ments, like the product of the fac
tory. This incoming piece of pa
per is the application of an indi
vidual for a policy. Then the school
follows that application carefully
through the "factory." Office work
traced in this way is easily com
prehended by new employes. old '
employes, and execut ves.
And employe who has attended
one course but wishes to repeat It
as a mean of refreshing hi knowl
edge of the function of all depart
ments, is allowed to take the neces
sary time from their wrk.
The Wise Fool.
"Few men know themselves inti
mately," observed the Hag.
"No wonder," commented the
Fool. "Most people have little use
for disagreeable acquaintances."
Phone 3768.
offer
Charlotte-Greensboro
Charlotte-StatesYille
Monroe
4038.
Floor.
.vV:1l'.!.''.i'-v','..'i,V(,,''!,-v i