The Richmond Virginian. (Richmond, Va.) 1910-1920, 1915-03-07
HOW TO GET RID
Of TRADE ABUSES
SOWING WHEREIN DEALERS MAY
ACCOMPLISH MUCH Nv
FIRM STAND
Il n | f O R NJ DE ALlN G
ITEMS SHOULD BE CAREFULLY
CONSIDERED AND THEN A
CLOSE RECORD KEPT oF
THE RESULTS.
Il n If O r NJ DE ALlN G.

TO show what may be done In
eliminating various trade abuses by
adopting an nncompromising stand
where business ethics are to be up
held. a manufacturer has submitted
TO the secretary of an association,
Of which he liz a member, q series OF
letters which were successful in put
ting the relations between this house
and It's customers on the right plane.
A number of cases, including reaSests
for free samples, unwarranted allow
ances and returns. free delivery and
policy allowances. were followed up
in g. firm but friendly spirit without
regard to whether the amount in
volved was large or small. In ex-
pianatory correspondence TO the ssso-
citation secretary. this house points out
that there 10 no stersotyped manner of
settling claims or putting the matter
before the claimants. Each case must
BE- dealt with individually. and time
and labor must not be spared II what
the writer ha. In mind is TO he
achieved. Furthermore, the tempta
ton to ignore the equities In very
trivial matters must not he yielded TO,
for, like great big oaks from little
acorns. the house that begins by pass
ing oNer the minor abuses will soon
have some full grown ones on it's
hands
The Motto.
Value, Service and the Square DEAR
is the motto Of this house. The strict
ir,s'stsnce that equity govern in bus
iness practice finds Its root In this
motto First Of all II is pointed out
tina, the concern which sees At to
panper to the wilkins Of It's customers
and foot bills they should, cannot he
tn re oHAr CAcf
values IS the house where suah' addi-
tionai expenses have beer eliminated.
The square deal argument, however. liz
the strongest 1t is brought to the
attention OF the buyer that, tt ex-
eeption il made in his case. he has
no way of determining in the future
whether or net an exception has not
also bAeu made where his competitoy
may be concerned.
The house In question received. with
an order. request for $50 sample
booklets 70 he furnished free TO thu
customers. These Booklets. IT was
submitting III. list OF Items making
up thi. amount, the manufactures
wrote. This little insight into the
cost that is involved in free sanp pies
IN one of tho clues as 70 why those
manufacturers, referred 70 as most
liberal in the way OF samples and
accornm odattons. are marketing their
merchandise at times as high 40 ten
per cent above our recognized values;
they unauestionably counting upon So
called accommodations to serve as
cover to the net merchandise values
that are furnished
The 0uteome.
The outcome of case. involving an
allowance 10 be made for a claim on
merchandise sold BY this manufacturer,
may be CLEANED from letter written
by the buyer for the store that for
warded its customers claim to the
m manufacturer.
IL had been behind YOU" sa4d the
buyer. and prompting you what. TO
say. I could not have improved upon
your letter. It was exactly what
wanted 10 say to the claimant only
put much better than I could gay II.
I did not want to allow the claim. and
your letter fxed 1t for me all right.
One claim leads TO many"
In explaining why the terms OF
sale r. @. Il. New York were adopted,
this house had occasion TO write 10 a
customer In the following manner:
"As you can readily understand. If
tho dating were to begin from, the de-
livery OF the merchandise. some of our
other good customers who are further
removed from US would be entitled TO