The Wheeling daily intelligencer. [volume] (Wheeling, W. Va.) 1865-1903, 1876-02-18


or not we have hoisted on our backs the
"old man Of the sea" OCCASIONAL.
The Evils of Selling Goods by the
Drummer system.
From the Milwaukee Wisconsin
We are reminded Of the drummer ex-
pense by merchant who had felt the
slowly tightening coil Of this extravngant
and unsatisfactory mode Of doing bust
ness-that is, we have very recently had
our attention directed to this subject,
coupled with an inquiry il the press can!
not unite with the merchants in one grand
effort to rid the commercial transactions
Of the country Of this insatiatc consumer
Of profits, this worst and most extrava-
giant Of all middle men" All along, far
seeing merchants and manufacturers have
addressed US, and the press generally,
upon this important topic, and we have
from time to'time given our views upon
this great problem Of trade in the
columns OF the Wisconsin. 1T will be
protitless to discuss how the system of
sales by drummers slowly and gradually
advanced from an exception to the rules
Of trade, until all classes, even the news
papers, were resistingly swept into
II, in self.defense, But at this sea:
son Of balancing ledgers and count!
ing the profits Of. business, it be-
comes pertinent 10 inquire il this is
the most profitable and satisfactory way
Of trade. Our inquiry has been quite ex-
tensive with regard TO this subject, and
we find that unanimity among candid
merchants, that the longer the system has
been tried the less the profits, the less
satisfactory the results. "But," nearly
every man says, "what can l doY My
neighbors In this city, and those in my
line in other cities use this means Of
making sales, and l anl bound to do the
same? The result is that the Business Of
the countryside sales Of the country-are
being pushed beyond the wants Of thee
sumer and beyond the ability Of the retail
merchant to pay. ThuSprotits are all or
largely dissipated, and even capital itself
is slowly swallowed up by this deyouring
enemy to heathful merchandise and
manufacturing. We are not making this
assertion upon mere assumption, but
upon evidence OF the merchants and man
uiacturers with whom We have come in
contact. They inform us that very few
drummers paid expenses last year; and
il bad debts, gratuities, &C., are entered
up on the cost side Of the ledger, scarce a
man on the road can show balance on
the credit side.
Now, this drummer extravaganza, like
all other extravagances OF individuals,
communities, or Nations, did not appear
at the outset, but in due course OF time
it Is beginning to show itself in the most
alarming inroads upon capital, to say
nothing Of the Generalization it engend-
ers In the whole commercial community.
1t is patent to the most ordinary mer-
chant that this mode Of selling goods by
proxy-away from the parent house
from under the eye Of the proprietor---and
by drummer whose accountability is on
IL occasional and not constant--must OF
necessity be fraught with disadvantage
and danger. ltmay and probably does in
crease sales, but we all know that the dis
trcss of the country has been caused or
largely augmented by over-done trade
and over.prOduCtion. 1t is equally pat
ent that the best man or men, in house
Of merchandise; is the head or heads of
that house-the owner Of the capital in
vested. II its transactions are not under
the supervision, il the sales are not made
under the eye and with the advice and
concurrence Of the proprietor, and npon
such knowledge Of the buyer as personal
acquaintance alone affords, the sales
are not made with the best judgment Of
the house, and upon such experience
md skill AZ sound merchandising re-
quires. Some advocate may claim that
the drummer is often better merchant
than the proprietor. This may be true
in exceptional cases, but the exception
only strengthens the rule; the better the
drummer the more valuable would he be
in. the house at home, il the proprietor be
his inferior in trading capacity. II not,
then it might as well be claimed that the
merchants OF the country wOnld find it
profitable to abdicate in favor OF their
clerks. The proposition, of course, is
preposterous. Then ii it be true that the
merchants OF the country are not perSon' !
ally selling their goods and meeting the
buyer face to face, and that ii will be bet
ter for their interests when they can, the
final inquiry comes, as from the merchant
who called our attention TO the matter,
"What can We do TO rid ourselves Of the
extravaganza Of the drummer system ?"
We reply, the press can only assist in the
change; the great work must be done by
The merchants themselves. Concert OF
action and time alone can do away with
4 system that has become part and par
rel OF trade itself. 1t is fraught with sudh
pernicious effects that every merchant
and every mercantile association should
begin this glorious Centennial year with
me step, one action, one protest against it.