The times. [volume] (Washington [D.C.]) 1897-1901, 1900-10-07
THE METHODS OF TRUSTS
Whip Manufacturers Organize a
Combination.
stiGc Competition. Reduce the Profits
Travelling Statesmen. and Raise the
Prices to Consumers-Lctter From
the Association to a Drummer.

James W. Jump, Chairman of the Ma
tional Democratic Committee of CONNER
cial Travellers, VINO during this campaign
has performed valuable service in expos
ing the methods employed BY trusts, has
added to the literature of the subject by
a discussion of the Whip Trust He says
that the whip business is quite big
industry in this country. Heretofore IL
has been carried on by many independent
manufacturers, who sold their goods in
competition on the open market and en-
ployed in placing their product many tray-
cling statesmen az remuneratiye salaries.
~ hat has happened in the whip bust
ness? Is there a combination in whips?'
Mr.. Jump asks. Continuing he says: The
best way &C answer that query is to
quote the following letter sem to a sales
man on the road for one of the branches
of the United States Whip Company, which
is the title of the Whip Trust The let
ter read as follows:
. The whip manufacturers of the United
States have formed an association for the
purpose of improving the condition of the
whip business. Practically all have Joined,
ourselves amoag the number. IN order
that prices and terms may be kept on an
equal basis for all, the members have
agreed to conform to certain regulations
to govern the business. 1t is of extreme
Importance to us that these should be
lived up to and we kindly ask your CO.
operation with us in attaining this end.
In future we will not be able to give any
dating, but orders may be taken for
future shipment.
All terms will be three months, per
cent off ten days, no charge for cases or
carriage, but no allowance will be made
under any considerati-.7 for freight, ex-
cept for New York C.ly. Goods can be
sold, freight paid, to that point. There
will be a jobbers list compiled anad for
warded to you at the earliest moment.
Amy names appearing in this book will be
allowed Is per cent off regular prices,
with the exception of hickory stocks,
Weaver & Bardall goods and lashes.
Enclosed with this letter you will
find Instructions as to these lines.
Terms must be fully ana plainly stated
TO customers and appear on all orders
sent to US. We carnot offer any induce
ment for orders IN the way of presents,
cash, special terms, or any private UNDER
standing that viii interfere in any way
with the carrying out of our agreement to
the letter. We are also barred trem in
sorting any adver isements or cuts in Gus
toners catalogues or using advertising
schemes of any sort. Ali claims for
shortage or replacing Of broken whips
or any claim that may come from Gus
toners must in every case be settled from
the head office. In fact, anything in the
way Of presents from a whip snap UP, viii
be a direct yiolatior of the agreement
We have made and the breaking of our
association rules will cause us financial
loss. We believe the present arrange
ment will be a good thing for both sales
men and ourselves, and trust you viii do
all in your power to carry the thing
along successfully. All goods must be
sold as per price in list and under no
circumstances must there be any ceyia-
tion with the exception of hickory stocks,
Weaver & Bardall goods, and lashes, as
above stated. Anything that tends to
weaken or break our association Will hurt
US both and we sincerely trust you VIII
see the advantage OF Joining your ehorts
with ours in Strengthening our positions.
You will notice from this letter." says
Mr. Jump, that the whip manufacturers
of the United States have formed an asso-
citation for the purpose OF improving the
condition OF the whip business. The man
ner in which they proceed TO improve the
condition of the whip business is the same
old procedure that has been gone through
by every trust that has been formed under
the protection of a Republican Admins
tration. In the first place, they destroy
the possibility of all competition; no buyer
OF whips by any shrewd business move, or
by risking his money on the present mar
ket, can get any favor in the way of terms; |
their terms are ironclad. The jobber who |
has heretofore received a commission of I
% per cent for the sale Of these whips Is !
cut down to Is per cent. No inducement |
whatever is offered for orders. The Whip |
Trust has no competition and hence there /
is no necessity Of offering any of the ordi-
nary inducements TO get business to which
manufacturers and iobbers who sell mer-
chandise resort to when competition is
open.
The printer is thrown over the fence;
the retailer and the jobber must buy the
trust whips therefore what is the neces-
sity Of advertising; all this is cut out-not
one penny for printers ink. The good GUS
toner cannot even be complimented with
an extra whip, not even, as the letter said,
with & whip snap The trust is inexora-
bic.
IF the customer has a claim Of any
kind fer broken whips or other damage
which may occur when the goods are
PACKED or in transit, he must refer this. !
not to the branch house who sent hi.l
the goods. but TO the central office.
which passes upon these claims, not ac-
cording TO their justice but accord ng
adopted. All goods must be sold ac-
cording to the price made; under no cir
cumstances must there be a deyia ton |
from this. Now, after having laid these |
rules down for the guidance Of their
statesmen. this Whip Trust has the nerve
to say, We believe the present arrange
ment will be a good thing for both sales
men and ourselves Surely this is true
so far as ourselves is concerned, but
where does the salesman come in? Does
any rational man believe that there is
any chance for the exercise of salesman
ship under conditions OF this sort? |
Could not child capable of reading or
writing and big enough to pack around
q sample case and catalogue, sell these
whips as well as the best salesman that
ever carried grip?
Now, it would be supposed after
reducing expenses in this way. not only
the expense Of manufacturing. but OF
the product, that the trust
would be willing. as Republican orators
and politicians claim, to give the dear
people part OF the benefit of this saw
Ing, and that whips would be much
cheaper; but, alas. things never turn
out as We expect them when trusts have
anything TO do with it.
Here is an extract from another letter
sent by this came trust 10 the same sales
man. In which a sharp advance is indi-
Gated. / quote IT verbatim: The asso-
citation having gone into effect only a short
time ago, and the probability of an adj
vance having been talked strongly all
through the fall and winter, on account of
rattan having gone from s to . cents a
pound to 70 cents caused all shrewd Job
6ers to lay In an extra stock, and we do
not presume there would be any use of
calling on that class Of trade at present.
We viii add. however, that If any of the
real ers lnhhers for thai ra,aa.nr iruas |