El Paso herald. (El Paso, Tex.) 1901-1931, 1910-02-26

lTHE travelling statesmen of the
country are deeply interested in
l. the forthcoming census. Ten
years ago Uncle Sam counted $4,000
of them, but they declared that his
count was not in accordance with their
statistics. They think that if all of
them had been counted, those who So
| licit sales for the buyer as well as those
| who act for the seller. the count would
have shown more than quarter
million.
There are two organizations of drum
mers which are national in their scope
One is the Travellers Protective associa-
ton, known as the T. P. A. 1t has
membership of about $1,000. The other
is the Order of United Commercial
Travellers. Its membership list amounts
to about $4,000. Each of these or
CARNATIONS have liberal benevolent
| features.
Business Gettcrs.
| Modern methods OF business-getti
are planned as carefully as a military
campaign. Not long ago a typewriter
manufacturer received an inquiry from
a prospective buyer, 1000 miles away.
| Within "a hours, although there was
not a branch house within 100 miles,
| representative of that manufacturer
| had called on the prospective customer
| and sold him q machine.
| How all this could be done with such
| dispatch becomes clear when one looks
into that manufacturers system For
| each state he has large map mounted
| so that he can stick thumb tacks into
| IL. These tackS represent all the colorS
of the rainbow, and they are connected
with strings as vari-coIored. One kind
OF tack represents his statesmen in that
| territory. 4Another tack represents the
rival statesmen. Still another tells
what kind of machines predominant in
| a given town, and so on The strings
also tell their story by their colors-
how the salesman is reached, how soon
he can get to a given point, and dozen
other things
On the whole. that map and it's equip
| ment tell the home office everything
that is essential for it to know in d.
recting a selling cOmpaign. and its
representatives have a decided advan-
! tage over their competitors on account
| of it.
Travelling Expenses Increase.
All large houses now keep system
attic tab on their travelling men. They
are always IN telegraphic communica-
ton. and the fellow who goes off on
three days spree may be sure his sins
| will find him out
! The expenses OF a travelling man al
ways have been none too low. and yet
it is estimated that during the past 10
! years they have increased at least ~
percent. In fact every kind of selling
expense from the manufactures to the
consumer has increased, and when one
comes to read the literature of trade he
cannot but be impressed with the addt-
tons OF cost between the manufacturer
| and the consumer.
| Recently q man bought a certain ma
chine for $3.50. Not long thereafter he
saw an account of a suit brought
against the manufacturer Of the ma
! chine, and the testimony showed that
| the actual manufacturer cost was only
| s5S.46 He was surprised and shocked,
thinking he had paid Just about twice
as much as he ought. However. COM
merciaI writer, who is an authority on
! costs, says this represents about the
| true condition of everything except GER
tain staples.
| The price the consumer pays for most
| things is made up of one-third for
manufacturers cost. one-third for
profits and accounting. and the other
| third for selling expenses In making
up the charge of selling expenses
against the drummers. not only must
their expenses while selling to good
customers be added 20 the price. but the
cost OF calls that were failures also
must be added.
{ international Drummers.
| Germany is now leading the world in
the matter of international drummers.
1t educates them as we educate law
yers and doctors. II maintains schools
which have worked wonders in turning
out statesmen who have gone into every
CLINE and taken trade out of the very
! hands of other nations. To it's schools
/ for international statesmen. more than
70 any other one thing. Germany owes
the rapid rise, it has had in the COM
: mercial worldl Trade that it's merchants
might never have dreamed about a de-
cade ago is now theirs. and England is
alarmed because it has to stand back
and see Germany effect sales where
Britannia was formerly supreme.
| The United States has made great
strides in the export business, but the
! things 1t exports are not the ones
which represent the most clear profit.
America is tagging today because 1t
does not put as many international
drummers on the road as England and
! Germany. Furthermore, the United
States is still a dull pupil in learning
TO give the prospective foreign buyer
exactly what he wants. That's a lesson
| learned in the A B c classes Of the Ger
man drummer schools.
The international drummer is the
worlds greatest influence for interna-
tional peace. As he carries lines of
| commerce into the most distant coun-
%ries, anchoring one end there and the
other at home, he binds the thoughts
OF nations upon the irreparabIe loss
that would follow severed trade rela-
lions. The voice of commerce always
/ Is raised against war, except as the
! last possible resort TO redress griey-
anceS OF the most serious nature
Use Safety Rnzors.
The drummers of the country are de-