The morning news. [volume] (Savannah, Ga.) 1887-1900, 1899-04-02
THE DEMONSTRATION.

She Is n Skilled saleswOman Employ
ed to Create Demand for Novelties.
New York, March 31-An important
factor in the industrial world Is the de-
monstrator. A 'demonstrator is a skilled
salesman or woman employed by the in
ventor or manufacturer to create a de-
mand for their wares. II is a field almost
wholly usurped by women.
Most Indifferent visitors to large depart
ment stores can not fail to be impressed
by the growing number of small novelties
In practical operation. They generally oc-
cupy a conspicuous place in the store, and
their merits are set forth by a woman
whose gift of speech rarely fails to arrest
attention. Manufacturers learned long
since that to successfully place a novelty
upon the market, it must first be practical
ly demonstrated to the people, and thus
create its own demand
The best invention in the world will go
to the wall unless attractively and persist
entity pushed. In the present congested
condition of trade, it is disastrous to rely
upon merchant or clerk 70 call the atten-
ton of customers to untried commodities.
They are too busy with the sale of articles
for which there is a demand, to talk up
the myriad Oh uONSlllcS constantly UtiHS
offered by the inventor or manufacturer
The demonstrator is employed by the
inventor or manufacturer. The latter Sc
cures a place in the shops, generally de-
partment stores, for a stipulated time, al
lowing the merchant in payment for the
privilege a certain percentage of the sales
made. If the article demonstrated hits the
public want or fancy, the merchant puts
it in his stock, and its success as a seller
is practically assured.
The salary of demonstration ranges
from 80 to SIS week. An especially clever
demonstration is sometimes allowed a per-
centage on sales, and thus swells her
weekly earnings to $25 or $50 Not few
expert demonstrators are trusted by the
employer to make the preliminary ar
raIgements for a demonstration They in
terview the merchant, secure space IN his
store employ other demonstrators and
travel from city to city, until the novelty
IS introduced into every desired center OF
trade.
one of the most expert women in this
unioue calling is Mrs. Harding of Boston.
She is employed by the manufacturer of
a Kindergarten toy. The past winter she
had eighty demonstrators under her SUI
Dervision. A thoroughly trained sales
woman. she does not hesitate when she
perceives that a demonstration Is wanting
in go" to step behind the counter and
nut life into the exhibit. 1t is this abl-
jty and thorough knowledge of the re-
oufrements of a demonstration that make
her invaluable TO the manufacturer AS
most of the novelties pertain TO women's
apDarel-hair crmpers, skirt supporters,
| belt fasteners, stocking supporters-wo-
men are peculiarly adapted to the calling.
81 study the crowd that gathers said
Mrs. Harding. recounting her experiences,
l. int rar,f
| l talk directly to him or her. The crowd
| notes the preference. Its curiosity is
piaued. and its attention is at once riv-
| eted."
There is a quickening desire among am
| bilious dry goods clerks 10 become demon
strators. 1t has many advantages over
| that of the clerk, aside from salary and
possibility of percentage. The demonstra-
| tor is not under the supervision of the
proprietor Of the store. Her hours are
shorter. In the morning she rarely goes
20 the store before or 10 o'clock and
! generally leaves at night half hour or
so before the clerks. She is much more
independent. To have charge of dem
onstration, to feel the responsibility OF
making sales, and creating demand. i'm
| bues the demonstration with something OF
the dignity of authority, and authority
| often develops latent power. Inventors
| and manufacturers are rapidly learning
that 1t is poor economy TO employ demon
strators OF inferior skill. A striking in
| dication of the drift of the times is now
| being demonstrated in lower Broadway. A
woman who has invented and patented a
| skirt supporter designed 10 do away with
the often unsightly belt fastener, has open
| ed an office. where she is personally plac-
ing her invention on the market She
employs manufacturer TO make the
novelty. contracts for store space, and Is
employing and training her own demon
strators. But unless one has capital and
plenty OF IT, there is no more hazardous,
| however imperative. method OF advertls-
} ing. than by practical demonstration.
aida Rose McCabe.