Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1917-08-16
ADDRESSES BY EXPERTS
INTEREST MERCHANTS
Display Interest by Taking Part in
Discussions at High
School.
MANY NEW ARRIVALS SEEN
Better Acquaintance Week" Will
Come to Close This Afternoon
With Sightseeing Automobile Trip
for Visitors.

with their number greatly enlarged
by new arrivals, Southern merchants
yesterday paid close attention to the
speeches of leading experts, delivered
in the auditorium Of the John Marshall
High School. on the second day of
BETTER Acquaintance Week" Denot-
ing by the numerous questions they
asked these experts, the merchants
demonstrated that they were here. not
only to listen, but also to enter into
active discussion in their attempts to
consider n solution for the many prob
lens that confront the retailer.
Thomas A. Knapp, OF the Sheldon
School of Salesmanship. Chicago. first
spoke on Selling Plans That Win Big
ger Profits" Mr.. Knapp said that the
great cause of the failure of many
storckccpers to develop into merchants
was because they were unwilling to
make the sacrifice that the retail bust
ness demands He said that the por-
tcrS and delivery boys were just as
important in their line as the president
and executive officers. and often more
Important He suggested that mer-
chants pay more time to the cduca-
ton and the training OF their sales
forces. and that they be made to feel
that they have vital part in the
progress of the store. He contendcd
that this is the reason for so much
inefficiency. and is the cause OF a great
many OF the clerks seeking different
positions. He concluded by saying that
he never had seen the spirit and cour-
tesy and service better excmplified
anywhere than in Richmond. In re-
altty, the South is far in advance OF
the North
MERCHANT MUST LEARN
TO ATTRACT BUSINESS
Norman II. Johnson came next. and
spoke on Making More Money in Bust
ness" He said that the first and pri-
mary reason for success Is hard work
above all things. Continuing, he said
that business has changed, and that
the merchant can no longer stay In his
store and wait for business; there is
so much competition that he must go
out and attract the business
Mr. Johnson gave way to Professor
a f. Sheldon. whom he classed as the
peer or any business expert in this
country" Briefly, Professor Sheldon
said: Modern business does not try to
teach what to do and how to do 1t,
but what to be and how to be it. There
is n wide distinction in these two prin-
ciplcs.
Life is governed by natural laws.
and not by lot. This Is true of re-
failing General principles in business.
as the laws OF gravity, are as true
IN Germany as in the United States
A principle Is Natures reason for the
existence Of the law.
=. ite rs tne cause or reward.
service is the cause and reward the
erect. Take care of the cause, and
the cnect will take care OF Itself If
you render service. you are entitled to
reward"
MISS TRYON WILL SPEAK
To MERCHANTS TODAY
rms afternoon the prizes in the
window-dressinG contest will be pre-
scented. The windows of MANY OF tho
stores are beautifully decorated. Civ
ing evidence Of a hard fight among all
Tor coveted honors.
me convention will end to-day. and
Great interest is being manifested in
Oracle Tryon, Of the National Cash
register Company. on Teaching the
Clerks Service" At O'Clock the mer-
chants will be given an automobile
UP through Richmond. being the last
year.