The Mitchell capital. (Mitchell, Dakota [S.D.]) 1879-1918, 1907-02-15
BETWEEN THEM
Fred j. vetsch GU the Relations Be-
tween the Wholesaler and the
Retailer.

tween the Wholesaler and the
Retailer.
AT your initial convention held in
this city a year ago | had the honor
to represent the S. d. I. NJ. A. You
were in infancy: we were but a year
your senior. but since that time both
OF US have done a fine line of grow
ing, which in itself is a sign of good
health. A a g we had 492
members. To-day / bring greet
ing from 1,O4S members.
When L appeared before you a
year ago, L called your attention to
one of the objects of our %associa-
ton, namely to place the travelling
mar where he rightfully belongs to-
day, as regards his commercial value
and his position in society.
To this we have aided in II
share. The closing years of the last
century and the first few years of
the present we have emphatically
emphasized the wonderful changes
in the calibre, mentally, morally and
physically, of the travellers who to-
day cover the world in the interest
of American manufacturers and
wholesalers,
The evolution has been along
lines most desired. The change has
been very %elevating. And l say to
you,-gentlemen,-it has played one
of the chief parts in the caste of the
American prosperity play. 1t re-
equires only hat one should know
the kind of men who to-day are ad-
Wancing the commercial prosperity
of America to realize the old-time
days are past, to return.
The travelling man to-day is that
medium which has brought the
wholesaler closer to the retailer and
the retailer closer to the wholesaler.
Please note, | mention two relations
as existing here. A word about the
relation on the part of wholesaler to
the retailer. The wholesaler has
had brought to his attention, by
such organizations as yours, the
evils attending the retail trade, but
it has devolved upon the travelling
man to back up your statements.
1t has become incumbent upon him
to explain in detail to his house and
to lay before them the evils that are
robbing the retailer of his legiti-
mate existence. In a degree we do
this from a point Of se~lf-preserva-
ton, because what hurts the retailer
hurts us-what helps him means
added sales and profits to our houses
and ourselves. And to you, mem
bers of the South Dakota Hard
ware Dealers Association, 1 voice
the statement of 1,048 travellers who
pleaded your case before their en-
ployers and l feel confident | could
find in this room ve%rification of my
statement.
Now in the relation of the retail
er to the wholesaler, l again voice
the statement of 1,O48 travellers who
have placed the case of our firms
before you for consideration; have
explained to you the ms and outs of
distributing merchandise in whole
sale and l am glad to pay you the
compliment that you have proven
yourselves equal to giving fair CON
s1deration in the same degree it has
been extended to you, so that to-
day mutual consideration for each
others welfare is the tie, next to
the travelling man, that binds the
wholesaler and retailer.
Let me give a vivid illustration of
this condition, namely, what is
known in business as "policy
claims" These used to be allowed
almost on demand, but you, the re-
taller, have ceased to demand any
claims that are unjust, but you have
turned to the proper channels to get
relief. | refer to such claims as
damage in transportation, breakage
and delay in shipments.
A word more about the travel
ing man. He must of needs be in
telligent, courteous, honest and wide
awake These qualifications are
part of his stock in trade, a pre-
MUM is paid him for this stock by
both the wholesaler and retailer.
1t is he who has put the order-taker
out OF business by going out with
this stock in trade and creating new
business. | say create business, be-
cause the salesman who cannot Gre
ate a demand and increase the bust
ness of his house, soon expunges
himself from that vast army of com
mercial men who, and 1 say it with
reliable authority at my command,
who have advanced the commercial
supremacy of America more in one