The Fairmont West Virginian. (Fairmont, W. Va.) 1904-1914, 1910-02-17
Hon. n, N. Jacobs Speak SO
Hardware Men at IVlleeling'
whether the travelling salesman pets
q check for his salary from, a manu-
tJrer fnbher .,r i = !. M -.

! =
whether the travelling salesman, oets
check for his salary from 4 ,,,,a,,ufae.;
turer, 1obher or large retail merchant,
ne; is doing the work that g n, sn,oat
cases belongs to the jotber. some
concerns that we know Of not only ldo
the work Of The r1asufa facturer, but fti1ef
iohher as we'll. Other tnanufaeture rs
SO step farther and not only perform,
the office that belongs 70 them, but dos
the work also Of a a.jobhers and retailer
as we'll and go direct 10. catalogue !
houses or consumer to narketS thetrs
wares. When travelling salesr, an! \
pays for a railroad ticket. meals S.ps :or i
LOGGING at hotel, or pays j siiverys
bill he Is never asked whether lie rep.
resnnts a manufacturer, obbers snr bI3s.
r:tailer; the price Is the same yto aiI
and this extra cost is 70 be paid sffnai.
y by the consumer Of the goods. ltSIss
surely one thing To- make good6, ar,:s
o:hcr Separate bus.1esa to collect and
distribute N wholesale quantities. ~
the retail trade. s III !
J had nat thought OF fsa1entIof,lna ti,eS
catalogue house evil as we Gee Ii, "a. I
day, In this discussion, but when n
have certain that ore 81 these cat.s
aloaue houses on certain 1: Mort
day IN December. 1909, received ON
that day $4,000 orders, and when i:
think Of its Influence, 40 Tar reaehh d;
Cannot refrain at this tlro from 4
bringing It into this discussion Why
does It exlst7 Why has IT grew, ta I
such wonderful proportlons7 Tbere Iss
emily one reason, they have beei, Ipef.
'ritsed to sell welt known factory
brands Of goods at less prices than
the retail hardware merchants j can ~ I
ford to sell them, and make s.s millions !.
OF profits from goods that the buyer
does not know whether they! are cheap
or who made them, and some sof us
are uncharitable enough 10 Believe
that good many never were made; Or
at least not very vel made. :Fors 9es.
ar1ple: A consumer scndo d 5000 ors;;
8
$500 cash order to catalogue i,ousc !
because he knows that :ernesorS two sar.ss
ttcfes included in the lint are +eiicap,
and he now anyone; else. except tI,c
mighty, knows whether the 3other einht
o. nine articles are cheap or nut. How
will this be stoppeI7 ltneyer ssiTlsbe
IN cur day. How can It be ret,edled7l
BY forty. or fifty Of tho largest ant,
best known manufacturerso Of tt,laY eoun-
try refusing to sell them a: dollars
worth Of special brand goods for them
and so putlfahlng the facts 80 the
werld Until they agree to get a 9fairSi
profit on we'll known and veil adyer.
tised goods. Ought the manufacturers
refuse to sell or make goods for the:
catalogue house7 Not until SIobhers
agree to push loyalty the well estab.s
itshed factory brands Of hardware and
not until the retail hardware men Sof !
this country agree to huy through The, \,
legitimate jobbers these factory
Strands Of hardware, and not until Ethe 4,
retail hardware men Of thls country
agree to buy through the Legitimate
:obhers these factory brands and 3taltsg
them loyalty to the consumer Why
again ask, do these catalogue t,oupaa;s
cut prices on we'll adve rtissd and welt
known factory brands7 Other easpna
are because they sell gooda I'M jterri-$
tory that does not belong TO them ANA
they have to do this to overcome tho 4
high freight rates and satisfy stheir
customers for waiting ten days Or two
weeks for goods they often me ed delly.Ss
cred muck quicker Many of tho reptI.
table Manufacturers are Beginning to &
realize that Some Of the lobbers Or this
country are using the same met thoda 10,
build up and hold up their imtnense
business that the catalogue t,olses; are
to-day; that is, cutting prleea on 81 fac.si
tory brands" and making The X big
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