The Birmingham age-herald., 1913-08-29
Urges Them to Cooperate
More Heartily With
One Another
ORGANIZATION is
BUT THE FIRST STEP
Dealers Should Not Rest on What Has
Been DOne-Mercantile Expert Is
Greatly Pleased at Conven-
tion-Goes to Knoxville

Before a good sized audience in the
Chamber of Commerce auditorium last
night, under the auspices of the Jefferson
County Merchants Protective association.
Norman Fl. Johnson, the mercantile ex-
pert, who has been here as the principal
speaker of the Alabama Merchants con-
vention delivered a ringing address on
organization and proper methods to fol-
low in the mercantile business. Many OF
the delegates to the state convention
heard Mr.. Johnson.
1T is often the case that some body
of men get together, form an organiza-
ton and pass lot of resolutions and
bylaws and constitutions and believe
that they have done big things. AS a
matter of fact they have just begun and
haven't done anything. That's important,
it has to be done; but the main work
comes afterwards. 1 understand that the
retail merchants of this city and county
and this state are just organizing. But
their danger now confronts them. They
must not go home and believe that every
thing is done and all will be well. They
must get to work, stop trying to reso-
lutte themselves into better trade condi-
tions and do something concrete and tan
gible.
Little Things That Count
"It is the little things that count now
adays, no matter what you attempt to
do. And more in the mercantile busi-
ness han in any other, is it the little
things that will make man successful
or a failure. Quit fighting with youi
him. Quit cussing at the dull business
and figure out way to make business
Probe around and find out what the peo-
pie of your community want, then get
it and sell it to them. Stop damnins
the mail order houses and go to fixing
up the roads in your neighborhood sc
that the farmers in your community car
get to town and get things as quicl,
from you as he would from Chicago
Keep your eyes open and place yourseli
on an equal basis with the mail order
houses and they will not hurt your bust
ness.
BE careful of your credit accounts
Remember that a dollar In value in youl
stock is just as good as a dollar in YOU
safe. As / said last night. you will
give a man $40 worth of goods on credit
whom you would not loan so cents. Bad
credit systems and poor management are
responsible for more failures than al
other things combined. And don't give
your accounts to a collection agency. It's
bad for your customer and bad for youl
business and you lose money by it every
time.
Advertise Honestly
"The one important thing in your actua
trade is to turn your stock over as quickly
as possible. Buy it and get rid of il
and be honest in your advertising. Ad
vertise by truthful statements In print
prompt and efficient service in your es
tablishment and cleanliness and attrac
tiveness. When trade is poor devise some
way of making an attractive window
display. There is never a moment fol
you to be idle; there's something to b,
ness. if you are wide enough awake t.
see it.
'And watch yourself that you do no
become narrow and live in narrow
sphere. Observe things in all walks o
life and try to connect everything will
your business Nine times out of tel
you can do it and your business will
profit Not long ago / passed a window
where merchant was displaying two
kinds of ladies' gloves, long and short
The long gloves were marked really high
er than they should be and the shor
gloves were cut for a sale. I went Il
him and told him he had the two JUS
turned around oh, no. he told me, those
short gloves have been in stock for &
long time and | haven't been able tt
move them.
II asked him IL he ever watched the
fashions. He was shocked. He didn'i
know that the fashion for this winter
was to be long seeved dress and thai
consequently women would be wearing
short gloves. He saw the point wher
explained 1t to him, kept his shor
gloves little while longer and soon me-
the demand that was bound to come and
sold them at high prices. Those are the
little things those are the things which
help your business and which unless you
watch for them you will never see. KeeI
your eyes wide open. work for your or
ganization, cooperate with one another
and your success in the future is as
sured"
Mr.. Johnson is highly pl-Ssed with the
newly formed state association and pre-
diets great things for it. He states il
is one of the largest he ever saw or
ganized He will leave this morning for
Knoxville.