Evening star. [volume] (Washington, D.C.) 1854-1972, 1906-10-07

ana L might say tTal WHile L nave
avoided direct answer to this query. I
have intimated that we are "going to do
this again This journey is t. material
extent experimental. AS the days so by We
are discovering that there is much that
we have done that we should not have done,
and likewise many things that we have not
done that we should have done. In many
of the towns we have visited we have re-
ceived as guests the merchants and their
families. In some of the towns we have
been crowded with folks who had some sort
of an idea that we We're conduc ting a trav-
cling curiosity shop, and the crowds were
so dense that the boys could not do bust
ness. 1 firmly believe that subsequent
trip of this sort. we'll advertised IN advance,
and preceded by an agent who would her
aid our coming, would result in no end of
business, in that invitations could be lin
lifted to merchants, and only small por-
ton of the time set aside for a general re-
ception. This is not intended in any way to
reflect upon the success of the present eff
fort. Far from it. We have accomplished
wonders along practical lines as well as
along theoretical lines.
Aggregate Sales.
"As an evidence of this merely mention
the aggregate sales made so far on this
trip-something like 100000, exclusive Of
real estate transaction at Lynchburg in
which $4,000 was Involved Fully 80 per
cent of this is the muchly desired new
business" and at the present rate the boys
should clean up over 100000 In sales with
out approaching the old customers. This
trade must be worked" every two months
reason why every customer secured on this
swing round the circle cannot be made
permanent. If this Is done, it will mean
about 81 10000 in new business for the next
twelve months-a record of which any city
of whatsoever commercial prestige might
well be proud. But We have only partially
covered the territory. For every town that
we have visited there are ten that we have
necessarily avoided, and all of them are as
susceptible to Washington arguments as
sold goods within eighteen miles of Rich
mond-a city which we were told to fear
when we began this commercial campaign;
we have sold goods in Lynchburg. right
next door to jobbng houses, and we have
taken business away from Norfolk, in COM
petition with houses that should control
the territory. We have demonstrated that
we can beat Baltimore on prices, and In
time Of shipments, and in fact, the only
manner in which we have not received en-
couragement, is in so far as other cities
manufacture the goods they sell.
Where Washington produces, Washing
ton can control the trade in the south, re-
CARELESS of competition from other cities.
Where Washington distributes the products
of the north and northwest sections of this
country, Washington can likewise control
the trade in these commodities. Every mer-
chant has stated to me that the freight
rates from Boston, New York or Chicago
to points in Virginia or North Carolina
should not be greater through Washington
than through any other johbing center
Many merchants believed with me that we
should have advantages in rates and time
of shipments. They all agreed with me that
If Washington does complete her line of
jobbing houses, and does obtain the freight
rates and service to which she is entitled
she will truly be the gateway to the south.
and will need to fear commercial rivals.
'As I have mentioned in former reports.
the secret Of permanent success now lies
in properly following up the advantages
already gained. To let up on this cam
paign will not only mean failure in the eff
fort for a Greater Washington, but it will
mean ignominy and defeat for those Wash
ington merchants who in the past have fol-
lowed progressive policies and have placed
their goods throughout the south. We have
advertised our impending commercial ex-
pansion so greatly that we simply must
hit up a rapid gait, and stick to it.
Folks Greatly Interested.
''The folks down this way are greatly in
terested in plans for the jamestown
exposition. 1 have talked with many mer-
chants concerning exhibit and 1 will
guarantee that every merchant in every
town through which we have passed will
follow his nose straight to our section of
the jamestown show. as soon as he is
within the gates. Furthermore I have a
record of every visitor to the train, and
we might send advertising matter concern
ing our work at Jamestown to these people
when the time comes. ! have told them
that this train is only starter; that while
it has been emnently successful and evil
dences most commendable enterprise on
the part of Washington merchants and The
Star that it really is not representative of
what we are doing and can do along COM
mercial lines. l have told them that we
will have another train down this way, If
possible. but that if we cannot do this, we
will give them a show at jamestown next
year that will open their eyes and make of
them permanent customers of Washington
houses. They all willing to ''be shown"