Evening times-Republican. [volume] (Marshalltown, Iowa) 1890-1923, 1904-03-02
CATCHING FLIES WITH VINEGAR.


CATCHING FLIES WITH VINEGAR.
According to newspaper reports the
enerhcants OF Armour and adjacent
South Dakota are getting ready to start
an uuwise fight. They have formed a
thorough organization and propose to
collect all debts due them in cash or
notes. When this has been accomplish
Cd the merchants will refuse to buy the
proGlce OF a man who sends to eastern
catalog houses for goods when he has
the money and buys on time when he is
short. The grain dealer viii not pur-
stock. He will be informed he can sell
to the house where he sends for his
groceries.
There are few communities where the
man who buys on time of his home
merchant and patronizes the catalog
house when he is in funds does not
flourish. He Is the bane of the country
merchant and the anger of the South
Dakota tradesmen will be justified in
che opinion OF all others who have had
experience of this kind. But when the
anerchants band together in refusal to
purchase the produce OF the farmers
who patronize catalog houses there is
but one end to the fight. The merchant
will be loser.
The produce problem is already prac-
Alcally solved There is more demand
Tor country produce than supply. The
big packing houses are drawing the
eggs and butter and poultry of the
farmer away from the merchant to
their branch houses. For the country
towns to refuse to purchase and handle
produce is suicidal. The farmer can
ship his grain and hogs as readily as he
can sell them. The merchants of Ar
mour will force combination of farm
ers, lose their drawing power as depot
OF country produce and force trade to
the cataiog houses which they might
have kept at home. Their movement is
one OF antagonism to their own trade.
No man can force another to trade
with him. Il is question not of coer-
cion but persuasion. What these mer-
chants should do is.to begin campaign
OF educational advertising rather than
one of reprisal upon those who refuse
20 trade with them. The same method
used to get business for the catalog
house will bring trade to the country
merchant who has the advantage of
propinQuity and personal acquaintance.
A. Marshalltown retailer who scattered
nall catalog OF his stock over the
- Irtry found his old customers select
ing from It and that 1t drew fresh trade.
The country dealers must put brains
and Judgment into their advertising as
the department house does into their
cataiogs and circulars. II must be
catchy and attractive. They must offer
q market for everything the farmer has
TO SELL and accept reasonable profit on
everything ne wants to buy. And they
must attract his attention. The catalog
house keeps in busy communication
with its customer. 1t quotes him prices
1t least once a month and oftener ii 1t
has q bargain offer and this inslstence
In a large measure. is the secret OF
the array OF boxes to be seen at almost
any freight depot. 1t does not buy his
produce but this is an advantage in the
country merchants favor.
The really effective way to check the
tide Of trade pouring to the great de-
partment stores is to inform the people.
Those who are in a position to know
best are a unit in the declaration that
quality considered the home merchant
gives most for the same money. II is
up to the retailers whose field has been
Invaded by the catalog houses to ,edu-
cate the purchaser to his best Interests
not drive him. Few flies are caught
with vinegar.
MIN pAcIElc SilpRFMAcV