The Richmond Virginian. (Richmond, Va.) 1910-1920, 1918-12-05
|1|F|Ds eROctRs OF
lDEHEERlAG CHARGE
URGES COOPERATION.
Of Loyalty and Service
u DeasCnstrated by World War. Says
b William Smcxilcy. In Address 10
Local Retail Merchants.

4 6lA heard an interesting discourse
Y IA modern business methods by VIII
Ham Emedley. of Pennsylvania. we'll
knoWu authority on business condi-
A1Uns and trade economies, in the
auditorium OF John MTshal high
school last night.
III The sneaker was introduced by
BENJAMIN /. Purcell, OF the state food
AdminastAtion. who took occasion to
/ HANK he grocers of Richmond in
Nnfti6ul2r and the retail trade In
hnS1EN1~ for what he termed their
3p1S016 Incorporation In all matters
sps<taAF conservation during the
d NJ. F. Patterson, local food admin
! 11txAtor. who succeeded 10 the post
4oir the resignation of T. A. Cary,
presided as chairman. On the stage
Noge seated a dozen or more directors
N nthe local food administration.
Mr. Ssnedley has been secretary OF
The pennsylvania Retail Merchants
auociatioA for several years. and his
TALK proved of absorbing interest TO
~ hearers
SOut OF the war" he said. there
1ns come three things" which he
pfoceeded to enumerate as loyalty,
1o-0fEration and service. More than
elise. he resumed lit Mas
r Isls loyalty Having been
n&v&f The meaning Of loyalty We
11R2Aa the meaning of service and
"a coSpperafiou The boys at the
1ronf have been loyal. They have
1een- fyill of service, but the war has
Deen won as the result Of co-opera-
ION, no; only OF The armies of the
1ied nations, sNt OF the countries
.tAemseives"
Continuing, he look up first the re-
I'll grocery husiress He believes
mat men engaHAN In any one branch
u trade should be loyal TO one an
0kher. This, he said, should mean
nervice and, behind that, co-opera-
tDon.
according to the speaker, there are
10000 retail groeers in the United
BATES These retailers Of foods tufts
1oll ave billion dollars worth OF goods
Annually TO twenty-five million fami-
Hes. Less than Ave per cent Of this,
he said, is sold by catalogue houses
DREchAtn E1ores.
Food Prime Essential.
The grocery business, he said. IL an
an3ortAnt one. Food. he declared.
comes first: then clothing, real estate
AnA--.AtEaHsportation in the order
named
v '.rFhe grocer" he said, lis man
who works hard and doesn't get very
much for what he does The diff
terence between grocer and A
TANKER. he said, is that the banker
works from TO 4 and the grocer
stpflS from 4 10 . ON the way home
the ugrpcer often meets himself going
20 work. l+c at last sees the neces-
Stfy for getting little better remu-
neration for the work he does.
The eyes of the world have heen
on the food business ever since the
war started" he continued. The
grocer has been the most maligned
class in tho world. He has been
charged with profiteering when, AS a
matter of fact he hasn't been getting
- much for his goods as he deserves.
Tho duty OF the grocers. AZ class
100 fcr the public know the truth
shout prices. There should be a con
~ stselissie .she treeer<T T$hex and.
onf talen, v1 II, tsn respeetad.'M =
He said that If the grocers of Rich
mont slWese free Of worries and tron-
bieH if.1hey had short hours, got
eoon .pI for their wares and every
bodW their bills. then conditions
her{ ArN'different from what they are
m Bis own state Pennsylvania. and
9th &r states which he has visited
sl4-business troubles grow" he
aai6 because they are not taken hold
03 when they are small. Most Of us
wait until they are mountain high
and then take toothpick to dislodge
then, when what We need is pick
&xet1
The speaker suggested organization
and a get-together- iNeness If the prob
Iomb that confront The average grocer.
0F Any retail merchant for that mat
torsj are ia ~ solved orga nixation
n Continued. is valuable for The in
terchange Of thought. If for nothing
isnotgh," he added What business
1od9y needs is q lot Of ideas The
pE1qciral inpediment 80 our advance
nne3t is selhshness. There is room
1oOtgh in business for all OF us to toe
1t3A4ds. To hive and let live Is ethical.
~ I've and help live is ideal" He
aAvtsed his hearers to get together
andt talk things over
The aim of every business man. he
I'D Is to make money, and the man
1h4 doesn't make money is a failure.
Help your competitor. and you
W1f3be helping yourself he said. ~
b0Dmees man succeeds best when his
GoMpetitor succeeds
Pftde In business is necessary. he
sn3G Brains, too. are vital THE
~ has arrived when we need all
fho brains we can get"
Ten years ago. he said, there was
10 HaSiness literature, Today every
oont1 book published in on business.
Il Association and organization. he
aid S->e~ehes man TO think and to
- Though" he went on, pre-
0odes action. Too many people think
4hey think He told his hearers 10
mink an paper, and then YOU won't
x43nk you think
ss There are FIVE phases OF business
Ne said-euying, selling storing. &C
wanting and collecting. First, there
NnuDt be concentration 4 quick turn
oN4r - necessary The art of selling
two sales where only
se0A existed before. He suggested the
I&Atd index system for customers.
A004yze your customers" he advised
~ yUu rhave six hundred customers
1eN them only Atty pounds of
9aAs rfoH example, a month, some
O. ,f{4e ~ selling them their coffee.
|NM4$H. what each OF your customers
WDuy1nG and endeavor to sell him not
1o thing but everything he buys.
Couple the art of selling with good
y1ce."s he recommended First.
|ADw must have the right store per
&nAJ, IL you would have cheerful.
52l1nE- service"
n cautioned his hearers against
mt their establishments become
Awku fAa