New-York tribune., 1918-02-28
Consumption of
Luxuries Holds
Up Despite War
Public Not Economizing
Much in Purchases of Jew
elry, Pianos and Shotguns
By Archer Wall Douglas
Madison, Wis, Feb. 22.

tloHS, nave banquet ana an overdose
of speeches, and then go home and for
get all about it. Those who attended
the annual meeting Of the Commercial
and Industrial Congress of Wisconsin,
held in the beautiful university build
ings, were here, however, for the Sc
rious purpose of taking their yearly
lessons in "short business course
as it is termed, and of learning from
the experiences of each other. The con-
vention revolved around one central
point: "How shall business be con-
ductcd so that it can best take its part
in winning the war;"
The meeting was concerned chiefly
with the consumer and what he was do
ing, and what he was likely to do, for
only along those lines was there some
thing definite and practical to be
learned. Many of the dealers in lines
usually classed as luxuries and non
essentials were apprehensive of the
future, because of the constant itera-
ton that they and their products must
be eliminated if the war is to be won
Extravaganza Still Prevails
They got much comfort from ma
tion-wide story Of observation that the
consumer was not interested in a diff
ferentiation between the commodities
which are. essential and those which
are not, but was purchasing them all
alike, with signal and unanimous i'm
partiality.
A speaker from great departing nj
store, with branches in several cities
told Of business in Canada that halted
and waited during the first eight
months Of the war, and since then has
been in steadily increasing volume. 1t
was evident that jewels and fine raj
ment, automobiles and accessories, pi-
amos and musical records were being
bought as much as usual
The practice and advice Of the great
department stores were against cur
tailment in advertising. Retail mer-
chants both within and without the
state testified that the problem which
gave them the most concern at present
was difficulty in getting enough goods
to supply the demand, owing to con-
tinuing freight congestion. Consumers
had grown callous and resigned, and
paid without protest the constantly ad-
vancing prices. The scarcity of goods
IN every line was without precedent, be-
cause of the apparent breakdown i,
transportation efficiency, and no great
Improvement was looked for until
milder weather set in.
Jhere was nothing either regular OF
logical about the nature Of sales save
that hlgh-priced articles and the things
of mere whim and fashion were those
most affected. There was general rec
ognltlon Of the widespread purchasing
power Of the many as the sustaining
prop of the present business activity
and it Is most marked in agriculture
sections and industrial centres. There
was the universal belief that the wal
VIII continue for at least six months
and there was little discussion beyond
that period, since it was tacitly agreed
that sufficient unto the day were the
problems and perpleXities thereof.
A Complex Situation
The subject of greatest interest and
most constant discussion was the
proper conduct of merchandising under
present conditions. 1t was clearly dem
onstrated that no general formula
could possibly cover the situation, since
every separate line must be the subject
OF special study and analysis. Because
building mostly is not there is but lit
tie demand in general for building ma
terIals and furnishings. Yet the use
OF axes and 'cross-cut saws runs ahead d
of the supply, because coal is scarce
and high priced and wood is being used
more largely for fuel than before. Also
there Is a large call for certain edge
tools, some for shipbuilding, some 20
government work and some for use ON
the farm. 1t was succinctly demon
strated that so-called carpenter tools
are used much more by farmers than
by skilled mechanics.
There is but little hunting now, nor
che promise of much next season, vet
the demand for cheap single and double
parrelled guns far outruns the supply,
High-priced pearl handle pocket knives,
Tor instance, are very slow of sale, but
the cutlery cases Of the retailers are
almost bare of the cheaper grades,
-'NN >StAs' Ne'tAS c4ili btiS VI UG!UaNQ llOnl
one article to another because of
change in prices goes on constantly
and keeps the dealer alert in having
his merchandising correspond accord
ingly
Many instances were given Of high
prices putting line of goods entirely
out of business for the time being and
then of its coming back" Immediately
when prices declined.
Collections were generally described
as good, but credits are being more
closely scanned than in the past. Much
stress was laid upon the necessity of
retailers having generally better ac-
counting methods and thus knowing
more about their business This was
definitely brought out by the travelling
representative of the university, who
demonstrated how lack of such knowl-
edge accounted for most Of the failures
in the retail trade.
The net result of the meeting was
the general consciousness and purpose
that the course Of business in the near
future was largely that of ever shifting
opportunism. to be guided by an un-
ceasing, Intelligent study of each days
constantly changing conditions.