Perth Amboy evening news., 1922-04-07

MIR. Kit Daniman, proprietor OF a
women'S ready-to-wear store in ONO
sat in the Office of Ellen Young, doc
tor of sales, prepared to listen to
her suggestions about buying.
you say that you've wasted so
much time, to say nothing of money
on hotel bills. while you make some
preliminary Investigations of styles
and prices before you place your or
ders. Mr.. Daniman? / don't wonder
you've wasted time. with all this
study before buying"
Don't you believe in 1t, Miss
Young? Say, ! think you're wrong
there. I don't believe In hasty buying
without some investigation" Dani-
man. a hasty tempered individual,
grew angry.
Neither do I, Mr.. Daniman," said
Ellen Young quietly. But 1 don't
believe in wasting time when you're
in a big city on a buying trip, making
Investigations that could. with a lit
tie planning and study. have just as
easily been made while you were
back in Ohio"
But how a you find out what
they're doing and asking in New
York, when you're in Ohio?" Dani-
HAL SCI JAIN tACARAtVo --
VERY SIMPLE" Ellen Young laid
a typewritten List before the mer-
chant. "a shrewd buyer, Mr. Dani-
man informs himself in advance, OF
many things before he leaves his
store. / have had written out on
this sheet a number of sources for
such preliminary investigation. l
think il you follow these that your
hotel bills will be less. Your buying
trip will be concentrated on buying.
not on looking around for several
days before you begin to buy. Do
your previous investigations al
home"
HIN" Kit Daniman shrugged
s~keptically, "if that's possible"
well, first of all, do you read the
trade papers in the women's ready
to-wear field, Mr.. Daniman?" asked
Ellen Young. 4 mean both text ana
advertising pages?"
"Oh, sometimes, II I get a chance
I'm pretty busy waiting on trade
"well. wouldn't 1t pay better to get
a good saleswoman to walt on trade,
while you devoted at least a little
time to reading trade papers-espe-
cially the manufacturer advertise
ments in these papers-to get In
formation on new merchandise n
prices asked Ellen Young. Con
Germs feature here their best goods.
You get an idea of what they have
and what they charge before you
go to market. Why don't you tear
out those that interest you and make
a memorandum to see these lines
first? In that way part of your IN
vestigation will have been done IN
Ohio.
Next" continued Ellen Young,
"you should read the circulars, bull
Ietins, catalogues. house organs ana
announcements mailed out by man
ufacturers."
''Oh, I throw EN- in tho basket.
Don't get time" -
THAT'S why you waste time IN
New York. How a you keep
abreast of business conditions,
prices. merchandise, If you don't at
least give q general reading 10 the
Advertising matter sent out?"
'.Well, 1 read the ads in the news
papers and magazines that the man.
ufacturers address to the public. but
I don't always read dealer adj"
THAT'S all right. Read advertise
ments addressed to the public, hut
for heavens sakes, read those ao-
dressed to dealers. They're just az
Then. there are the trav-
cling men .
'Oh, yes" sarcastically. II just
got time to CAB with them. I buy y
New York"
That's why you waste time IN
New York. II you gave only a briet
to travelling statesmen OF
manufacturers. even If you don't buy
from all of them, you'd get many
side lights on merchandising condi-
tons. Remember, these statesmen
are constantly travelling around, Wis
iting stores in different cities. Why
not enlarge your viewpoint by listen
ing to their experiences and observa-
tons? Don't think that being q To-
cal merchant you know it all. Some
times travelling statesmen can give you
many a valuable pointer. Direct an
quiries to manufacturers by letter or
wire are often helpful before you
start buying. You'll find. Mr.. DAM
man, that being posted on prices.
merchandise and general market
before you start on q buy
Ing trip il advance research well re.
warded by quick. profitable buying"
Later, when Ellen Young and Kit
Daniman were talking about various
travelling statesmen. their faults and
the Ohio merchant said:
There's one travelling salesman
who sells novelty jewelry that l al
ways buy from. i like that fellow
and I'll tell you why"