Evening journal., 1921-10-29
SHAPEPROGRAM
FOR MORE TRADE
contInued from FIrst rage.


Mr.. Parlin declared that the mar /
ket Of today was a reading mar
ket." buyers were critical and insis-
ed on knowing what they were buy
ing.
The speaker directed special at
tention to the remarkable growth OF
high schools throughout the country
as evidence OF the great demand for
knowledge.
Mr. Parlin declared that while
wholesalers and retailers OF the coun-
try were in strong financial position.
nevertheless there was pressing
necessity for reduction in costs.
especially on part OF the retailer.
To do this. he contended, meant that
what was lost in lower costs must
be made up by greater volume in
sales. and TO increase volume in
sales requires advertising and pub
licity. The problem today" he
said, 'is to sell the greatest volume
at the lowest possible price"
Mr.. Parlin dwelt strongly on the
value OF advertising not only 70 sell
goods. but to cultivate field for
the greater sales OF products. Ad-
vertising is going to be a bigger fac
tor in the merchandising world than
ever before, he declared, and that
the best way for wholesalers and
retailers to retrieve reverses was 10
make greatest use OF publicity. In
the end, the whim Of the consumer
dominated, and once the consumers
confidence was won, success was
assured.
Mr. Parker was warmly applaud
ed by his hearers. who numbered
nearly 200 men. :.
Chairman Mullen next reviewed
the fundamental principles OF the
Wholesale Section and its aims and
purposes. He predicted that there
would be something OF a great re-
vival in trade on the Delmarvia
Peninsula as direct result Of the
sections activities.
Speaking directly TO the travelling
men. Chairman Mullen urged them
to Join with the section in build
/ ing up business. He declared there
never vas a time when The travel
/ ing salesman was so valuable as
now.
After the applause which greeted
his address had died away. Chair
man Mullen introduced Mr.. Sears,
the grand Councillor for New Jer-
sey and Delaware OF the CONNER
ciai Travellers Association.
Mr. Sears told Of the founding %
years ago Of the organization and
how It had grown until today It has
10000 members. covering the en-
tire country.
The luncheon-meeting was held
today so that the greatest number
Of TRAVELLING men could attend. as
Saturday is one Of the few days "at
home" Among the members OF
Wilmington Council OF the United
Commercial Travellers Association
who attended were;
George T. Aikens. Aaron Allison
John W. BATHS. Hiram b. BATHS
Thomas II. Barnes, Walter Beastan
Frank G.. Bartram, Isaac W. Belts
Jasper A. Boyer. Carlton Bryan
Frank II. Bradbury, Frank c. Bic
singer.
John r. Combs, George Conley. L
=. Chamberlain. Howard +. Craw
b ford. Irving II. Craig. John b
Downes, j. Dickinson, c. II. Diggans
Louis Dreka Raymond Elliott
Harry l.. Evans. Charles F. Fox
- Louis Colin. George T. Halliday
! Harry NJ. Hargitt. Abram Hayden
Willard K. Handy, william S. Holt
b Frank l.. Harrar. Harry +. Hirsch
Joe W. Jackson, Jas. r. johnson
4 John X. Johnston. Earl W. John
2 ston. John S. Johnston. VIM. A
I Jackson. b. r. Kaier. Reuben Kel
e rick. Thos. T. Kinnamon. Georg
j Kleltz.
r Robert L. Lane. William c. Lem
mon. j. b. Lord, Harry b. Layton
Seth NJ Long. Charles c. Loeber
Joseph f. Lynch. Harry r. Lord
- NJ. NJ. Leib, Edward G. Mays
!. John Moffat William A. Mitchell
o William NJ. Moore. Frederick ]. Mes
r sick. Daniel I. McAllister, John '
r Mcleod.
e John c. Powell, George I. Purnei
10 Worden Rambo. Frank G. Rutty
r Francis r. Safranski. Robert
Stats. william II. Stiller. Calvin +
Stidham. Joseph e. Smith. Harry "
.. Starkey William r. Skellenger. Ray
mond ID. Stultz. Charles c. Shori
- Reynier Salisbury. Harry Topki,
- John A. Walls Jc-l r. Witwortf
Y Harley F. Whis.. I.'-.s Yucht, Ma
Z Zinman.
The foilow.r tntatives q
4 Wilmington fire. $50 attended tn
e luncheon:
Reeves Parvin & Col. r. Boyn
ton. j. r. Furman. j. II. Holder
James McGarry. Moro MCMILLAN
It Ellsworth Downs.
y Continental Life Insurance Co.
2. James A. Fulton. Daniel f. Jone
x James A, Stevenson. Bruce v
; Housel. Dabney NJ Wharton. Leste
A. Bosworth.
J. D. Sisler Company, II. r. Allei
J. F. Castelow. Frank Pinkertoi
Stanley Baker. Lewis Cohen. p. {
/, Sisler, w. A. Hannigan.
George W. Bush and Sons CO.
| II. d. Bush, C. NJ. ID. Cam. c. !
| Richter. II. NJ. Keasey.
| James Bradford Gov. y
Francis. Thomas e. Harper. Wi
| liam Berl. Jr.. J. Frank Dale.
| Speakman Company. c. Sir
clear. II. p. Croney. J. z. Stiegle
> r. c. Bamberger. W. II. Kratz.
Charles Warner Co.-Charles
Bye. f. b. Emory. Paul J. Rutai
George I. Purnell.
william ID. Mullen Company
William d. Mullen. Thomas Il. .Tef