The Harrison times., 1915-01-09
Confessions ST a
Mail Order Man
By Mr.. M. o. x.
Revelations by One Whose Experience In
the Business Covers a Range From
Once Boy TO General Manager
SOME TRICKS OF THE GAME.

NOllStlh w oA'N NNDNS''NAS N'AJ NAAAAAD
unless there is payment for 1t.
In other words, nobody gives any
thing for nothing.
1t isn't possible to give more than
commercial value in merchandise
for the amount paid. 1t isn't possible
to do profitable business unless mer'
chandise is sold for a price that Is
greater than the cost and the expense
Of handling. A profit must be added
in all cases.
Some concerns can buy goods at
slight advantage over others. II de-
pends on the quantity ordered at one
time more than anything else. No
manufacturer will sell merchandise to
one concern cheaper than to another
unless there is some compensation.
These price concessions generally
consist Of a small cash discount or a
small discount for large quantities,
It was always my custom when con-
tracing for any article to make a
price contract for an enormous guam
tity, always paid cash, with your
money, therefore this was possible,
and | obtained also cash discount.
In this way the manufacturer, or the
jobber, had no selling expense, in
many instances the manufacturer dis
posing on this sort Of contract TO my
concern of his entire output. These
discounts and price concessions on
small articles frequently did not
amount to more than a fraction Of
cent Oh n single article But in buy
ing | was out to get the very best
prices and make the very best deals
! could.
But / worked out ways for making
even more money for my mail order
concern cut down the value Of the
article in the making, | arranged
with the manufactures to produce an
article, looking in every way to the
person who knew no better, like the
genuine article, but It wasn't,
produced what were practically
counterfeits, cheated the people
who bought those articles
Here's how | did it, Take, for ex.
ample, a tin cup, a tin pail or tin
plato-in fact any article made of tin,
would figure It out like this. In
the first place we would use tin Of n
certain less weight, thinner and not
so good Where the top curls over
the manufacturer formerly put a
wire around, hidden from view but It
was there, This wire made the ar
ticle stronger 1t would stand wear
better and longer,
would take the wlro out, would
make lighter handle or In some
way cut down both the quality and
the quantity Of material used in maxi
Ing the article,
So In this way | choaponed the
article, lossonod the cost Of maxi
ing, which made q better profit for me,
OF course, the article was not so good,
and would not wear 80 long as the
honest, old.lashloncd knd-Buch as
your local dealer buys for his stock
But in my catalogue the illustration
made It look lust as good" and that
was all that | cared for
Certainly tho sooner II wore out, or
got smashed or broken, the sooner you
would be compelled to send for an
other on, yes, | thought that all
out, tGo,
In wooden ware figured the same,
| would order a quantity making
them up from n cheaper grade Of
wood, II II had hoops ! would have
II made with q hoop less, Tho sides
and bottom would bo thinner, In
some way would cut down the Quan.
tlty and value Of the material used
Tor tho making 30 It would cost less,
SO this Ia how could cut prlcos
on such things / did cut prices
on some articles things Ike these
and because Of the manner in which
lhoy were made But the manufacture
or would not put his brand ON such
stun, Not hc lie would say "lll
put your brand on that article, Ia
be- ashamed TO have my brand on It,
I'd be ashamed to let anybody think
that I'd turn out that kind Of junk"
Then he would stamp my brand
on it.
what did care got your money
In advance aa payment for the ar'
tIco and what would you, way out
In the little country town, know
about how Il should be nader II
would last all the quicker" and then
YOU would order another Surely
that's how II was figured
Now, think II over, Look on some
Of the articles you have bought and
see II the namo OF the manufactures
In stamped on H.
nearly forgot ono thing | beat
that game, too, IN u certain clever
manner because there's more than
one way OF foolIng you
would create O fancy name for
fake manufacturer There would bo
no such concern. would stamp
"nlpnk Mfg, CO." or Moon Mfg CO.
or some such fancy name, b6eeube |