Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1919-01-01
ny NORMAN il. JOHNSON,
Secretary md Counsel Southern Whole
snle Dry Goods Asrociution.

snle Dry Goods AsroctutfOn.
Conditions IN the South are funda-
and the business man is optimistic.
Tho year 1919 should and will be the
very best year the South has ever
known with the exception of the years
1916, 1917 and 1918.
Up until November II the one
thought OF business was TO win the
war. This accomplished: there was
natural relapse from high tension. and
a temporary lull had TO come before
tho mind could center on another great
object
Business must realize thnt {, takes
greater effort TO Two for ones coun-
try than to die for it. AS VIC Tough,
to preser re ideals of government We
must live to reconstruct ihe owfui
waste.
Trade slowed down in the primary
and jobbi-.E circles with the signing
OF the armistice. This was natural.
breathing spell and a chance to
possible for the next race. 1t is nee
cssary TO win. There is no use keep
ing on pace when the race is fin
ishcd.
Now the great event is to readjdst
and reconstruct. Good training. clear
thinking. an even pace and steady plug
EinE will win.
Are you "A better business man than
prior to the war? II not you may be
outclassed. Have you learned the value
Of intensive training? Have you
how TO thinia constructively? Are you
prepared to defend yourself?
MUST KEEP OUT ALL
FORMER TRADE EVILS
II all the evils Of tho trade which
the war has eradicated creep back
again. the problem Of readjustmcnt VIII
be difficult
Let's get down to the big little
things. Don't let's talk about interna-
tional law and lots of other things
that the business man doesn't UNDER
stand.
How is this for an opener? In the
ten years prior to the war the aver
age toboer and retailer were merely
existing. hanging on by the skin OF
your cost records. IL you had cost
records. will verify. Who was rcspon-
sible? Answer: You.
A survey will point out that nearly
all known and easily distingulshable
staples were sold at cost or less
These constituted % per cent OF sales.
simple truth was that nobody had
leader" These leaders could lead no.
where except to Decentralization or fail
urc. Business exists for service Ser.
vice is impossible II Improbable. Some
very large concerns liquidated just
prior to the war. a valuable guide is
70 e, study failure no less than success.
have materially lessened In the last
two years. Could We draw the CON
eiusion that business was more eff
without qualm of fear. The same
Ola tactics have been practiced ali dur
ing the war. The conceit Of the man
who has made money only during the
war period will be taken out Of him
Just as surely as a hot sun melts a
n;..yy snow. Now to prove the incfI-
during the entire war that the con-
sumner has paid as high a price for
merchandise as he should. Little start
ling. but nevertheless true
UP WITH PRIMARY MARKET
It has been n custom OF mine to
Keep posted on the primary market
quotations. the johbing price and the
that the jobber has sold to the re-
taller ut as high a price as the re-
piacement cost. plus profit. II was
me consumer az much Tor. the article
purchased as il would cost from the
hands of the jobber on the date the
SAFE was made to consumer. In other
words. the consumer has been able at
all times during 1917 and 1915 to own
an article sold through jobbing and
either johber or retailer could replace
the Identical a5ticle; diree, from the
ing the war period. not on all their
stocks. but on the smal!es, percentage
has moved only one way-higher.
1t has been the rule that the jobber
ana the retailer have not had the back
Done TO move up with the primary
market and have only changed their
prices to higher levels after they had
sold the great bulk OF their purchases
and had actually received shipment OF
new and higher-priced articles This
or course, proves the economy and the
necessity Of the jcbber at all times
but II also illustrates that this econ
omy and saving is not scientifically APP
piled. We must not lose sight of the
fac. that in normal years over so per
II 3obbcrs and retailers sell overalls
for SO and guess they make a dime,
but really lose o cents. they not only
break themselves, but they add to the
hazard and Decentralization OF all others
1t is time to get second wind before
you enter the biggest race business
has ever entered: the war after the
war
The market is not going TO tumble.
1t is going off, but not in hurry.
On November 5, the concern of every
business man was to get merchandise.