The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1904-11-13

began as a clerk. became mana strS of the
retail store and when no left it few
months ago he was one of the partners.
Now he has a big dry goods establish
rnent of his own, which ne started last
June, but which already. employs thous-
ands of,clerks and takes up the best part
OF Chicago block. This mans name is
Harry G. selfndge. He is one of the
youngest OF the successful business men
Of Chicago. and Is we'll fitted to talk
a bout the twentieth century erchant as
The thrives in the great West.
The Twentieth Century Mer-
chant.
Said Mr.. selfrdJe, in response TO my
questions,
"Mcrchandising is changing every
where. and nowhere SO much SO as IN
the West. 1t has ceased to be trade
and is becoming 4 science When a. 4.
Stewart had 800 clerks In his New York
store 1t was considered wonder. Now
we have one retail dry goods establish,
ment in Chicago which has 10000 clerks
and Its annual sales amount to tens OF
millions. The standing of the merchant
is rising. In our eastern states am
told certain classes sneer at the men en-
gagged In trade. tits not so here The
merchant IS as much respected as the law
yer or doctor. He looks upon his posi-
Ftion n s q profession and Is proud of IT,
What ha S caused the changer" I ask
ed.
#s'I suppose 1t Is somewhat due to the
growth Of the modern store. Such a busl-
ness to-day requires the Very best abl-.
lily to handle It, It needs large capi-
tai, wide knowledge, and more than ordi-
nary education and Intelligence The sue
cessf,l twentieth century merchant Is
Jiesr do or,Y,
everywhere and he must know the world
an1 It's ma rkets He must understand
financial conditions, and be able to profit
by them. He has an army OF, cgarks
and he must have organizing capacity
n knowledge OF men and tho ability to
make them take a personal Interest IN
tho business. lie has to understand me-
4chan!cs and labor saving lde eNviesss, TO be
something Of an electrician and an en-
gineer. lie must. in short, be a professor
OF details, Of values. OF finance. Of pro-
gressiveness, of public opinion. OF pub
l!city, OF systems. of fashions. and of
tho worlds markets. Indttd our bust
ness is now a science which Includes all
sciences.
Dry Goods vs.. Department
Stores.
" suppose yo, refer to the department
store propretor?"
"No. : ans speaking moro of the dry
goods merchant, although tho same might
be applied to the department store mer-
chant. There Is q difference between
tile dry goods store, such as that 81 Mar
shall Field. my store, and other stores
over the country and the department.
store. Our stores have many divisions,
but they are mercantile establishments,
pure and simple, and We do not pull your
teetl," take your photograph or 'cut
your corns while you walt" We do not
like to have the term department store
applied to lis. and We call the different
divisions of oun business sections"
rather than departments"
well, then, Mr.. selfrldGe, = said I.
"las the big store, which sells almost
everything Under tho sun, with many
sections, come to stay?''
is no doubt OF that" was tho
vepy. "such stores are demanded by
tile times. They are In the interest OF
the consulner and arc In accord with the
spirit OF modern progress They may be
and are Injurious to tho small dealer, hut
trade, as far as that Is concerned, recog-
nizes no law. except the survival of The
attest, and the small dealer Is: crowded
cut" r IN sd q S1r ~
"But will not this system keep grow
Ing. until there arc! no small stores z
'Tbere will always Ii small stores
tsaia Mr. selfl.dge But they MIL Rs
!. i ~