The Birmingham age-herald., 1921-08-14
THOUGHTFUL REVIEW OF
 THE WHOLE STU ATION

For several weeks the most dctlNe items in our list of merchandise have been tomatoes. corn, salmon, sugar and compound lard. The reason for this is that the trade generally IS under the impression that these items are being sold for less than they are worth.
 Take the single item of No. to- matoes of which there are sold an nually in this town over 100000 cases. We draw these from Tennes- see and Virginia, mostly Tennessee. In 1913 and 1914 No. tomatoes sold at the cannery at 671zc; in 1915, soc; 1916, 65e;-1917, s13 1918, $i.40; 1913, $7.35.
 On January 1, 1921, every whole sale grocer in this district was load ed, not only on tomatoes, but every thing which he acquired at high price in competition with the govern ment. He was not allowed during the war to base his selling price on replacement value. As soon as read justment began and prices dropped, if became a serious question as to how this could be accomplished with out losing all one had. Naturally a man who had goods in his house for which he had paid s135, and on which the normal price had been from 65c to 75c, would be slow about making contracts for new goods.
 It is the custom for the wholesale grocer in March and April to make contracts. not only for tomatoes. but many other things which he must buy. These contracts are made by the wholesale grocer with the can nery, who in turn makes one with the farmer. When the wholesale grocer refused to make contracts at $1.35, the cannery refused to make con tracts with the farmer, and in conse- quence there was small acreage of tomatoes planted.
 Small Production
 One canner in Tennessee from whom we buy several thousand cases and who packed last year 10000 cases, tells us that this year he will pack less than 5000 cases So firmly convinced was he that prices must be igher he did not make any future contracts at any price. A tight market forced the small can ner to sell his surplus a low price and the effect of these sales so de- pressed their farmer friends that they made no provision for crop for 1921. This same condition prevails on corn and on many other items which are on the active list today.
 Our concern handles several hun dred items. and it is a somewhat dif- ficul matter for us to indicate what line gives us most satisfaction. The greatest good Is accomplished when there is healthy distribution of every thing that we sell.
 Must Deserve Trade
 According to our notion. there Is but one way to increase the jobbing business of Birmingham. The whole sale grocer must deserve it. It re- quires industry, imagination and in of high order to cater to the wants of half million people. Quality. prices and service must be offered in exchange for patronage. Our retailers still show some dispo- sition to patronize the foreign con cerns, because 1t is still thought that "far-off cattle have long horns" but the tendency grows less each year and as we deserve more and more the business of our friends here we are satisfied they will give it to us
 As to the outlook for the future: We do not anticipate that the ascent will be as rapid as was the descent. It requires hard work, patience and to overcome some of the which the war and It's con sequences have thrust upon us.
 Many Small Factories
 It Is fortunate. indeed. that we have in Birmingham so many small mafi- ufacturers. These concerns have kept business almost normal during the past few months of unprecedented depression.
 If 20 years ago the Tennessee, sioss and other large corporations had found 1t necessary, as now. to- close down their plants thousands Of peo- pie would have been patrons of soup houses. It behooves every man. no matter how small or large. to lend his purse toward acquiring for this reliable small manufacturers.
 It h . distreNslng feature Of our business that Alabama furnishes us with practically nothing that we selt
 UPWARD TENDENCY
 The most active buying during the paSt week has been of few staple comnOditics which have shown . strong upward tendency. AmcnE these items are cheap saInaon. cheap