The Richmond Virginian. (Richmond, Va.) 1910-1920, 1910-02-26

The travelling statesmen of the coun-
try are deeply interested I'm the forth.
coming census. Ten years ago Unele
Sam counted $4,000 OF them. but they
declared that his count was not in
accordance with their statistics. They
think that IL all of them had been
counted. those VINO solicit sales FOL
the buyer as wen as those who act
:. for the seller, the count would have
shown more than quarter miliioa
There are two organizations of drum
rners which are national in their
scope One is the Travellers Protec-
tive Association. known as the T r,
A. 1t has a membership Of about
$4,000. The other is the Order 81
United Commercial Travellers. Its
membership list amounts to about -.
600. Each of these organizations
have liberal benevolent features.
Modern methods of business get
ting are planned as carefully as a
military campaign Not long ago a
typewriter manufacturer. received an
inquiry from prospective buyer q
thousand miles away Within TWEEN
ty-four hours, although there was not
branch house within a hundred
miles, a representative Of that manu-
facturer had called on the prospective
customer and sold him a machine.
How all this could be done with such
dispatch becomes clear when one
looks into that manufacturers sye-
tenn. For each State he has q large
map 1nannted 81 that b. Gan stick
thumb lacks into IL. These tacks
represent all the colors OF the raiE-
bow, and they are connected with
at mo 81 IL
tack represents his statesmen ia that
territory. Another tack represents
the rival statesmen. Still another tells
what Kind of machines pred0la rate
In a given town, and so on The
strings also tell their storJ. h.. their
colors---how the salesman = roach
ed. how soon lie can get IL a gipea
point. and a dozen other yaings ON
the whole. that map AMI its equip
ment tell the home office evsrytni Ing
that Is essential for It "a know in
directing selling campaign, nd us
representative have decided .Adv;4n-
taye over their competitors n ae-
count OF 1t.
All large houses now keep syste-
matte tab on their travelling uen
They are always In teiegraphic corr
mantcation, and the fellow who goes
of on a three days spree may he
sure his sins will find him out. Tho
expenses of a travelling man always
have been offe tt-o-ft,ts, f;sr-t yet st-et9
estimated that during the past ten
years they have increased at least 40
per cent. In fact, every kind Of Sell
Ing ezpaasa- fress4 r4ss4444t.ttstt44 isa4
10 the consumer has Increased. nnd
when enc comes TO read the litor2-
ture of trade he cannot but be fin-
pressed with the additions of cost
between the manufacturer ard the
consumer
Recently man bought certain
machine for $3.50. Not long there
after he saw an account OF q suit
brought against the manufacturer of
the machine. and the testimony
showed that the actual f9aasssastua-
cr,s cost was only s5S.46. lie Mas
surprised and shocked. thinking ne
had paid just about twice rs mucn
as he ought, However. 81 CONNER
Iiai writer, who Is an authority on
costs, says this represents about the
true condition of everything except
certain staples The price the con-
suraer pays for most things Is made
up of one-third for manuls cturSr's
cost, one-thIru for profits aud ac-
counting. and the other third tor
setting expenses, In making ttP fffF
charge of selling EXPENSES against thG
slrrmraers, not only must their eS-
nepses while selling to good custom
ars be added To the price. but ire
,ost OF calls that were failures also
must be added
Germany is now leading The "orla
In the matter Of inter EaatHa1 ofuiti-
mers, 1t effucates them as we ecu
cate LAWYERS and doctors. IL mann
tains schools which have wofkfu
wonders in turning out statesmen VINO
have gone into every cline anu TAKEN
trade out of the Very hands OK otntf
nations. To It's schools Tor lnterha-
ttonal statesmen, more 1hah ~ 80
ether one thing. Germany owes the
"a MID rise Il has had in the CONNER
cta, world. Trade that Its merchants
,x.I,,ht never have dreamed ABOUT
aacaae ago lis now theirs. ana Fms
sand In alarmed because IL mas to
t,ur-sflass GERMANY eitgcl
ssias where Britannia was torneFiy
.nnrer1e. The tinted states ASS
,,sasya great strides in the export GUS
,,ass. but the things II exports ~
non the ones which TepIssehs ~ /
most clear profit Ameriuh -,
..t,,r to-day because it does NOT put
.ns law International drummers on
sne road as England and GERMANY
E,,rthernnore. the United STATES -
s,,I nj = duu pupil in learning to give
the prospective foreign buyer e ,salpr
=, what he wants. That's lessen
-, ~ ruad In the A 3 G classes OF tne
drummer schools. e. .na
T,he International drummer - the
worlds greatest influence for interhas
tional peace. As he carries iI'aes VI
crm rnerce into the most distans couh-
tries anchoring one ena tneta , 49, Ne
49,. ~ home, he binds the Thoughts
- n.tsons upon the irreparable loss /
Z. ro,,id follow severed trade reia-
ttnn. The voice of commerce always |
= ra,zcd against war. except as the /