davidaulloa/AmericanStories huggingface dataset:
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23

sugar if you could turn II ortou
enough? Let's figure n minute. SIM
pose your average stock or .u,.-,r &.
lNo sacks. representing an inv.st
,,'. OF around $50. Suppose your
average net profit on sugar Is soo
per cwt.. which would be a gross,
proie or per cent on the invost
ment. That would look like n mighty
small profit IL II was on anvthinr
except sugar. but because IL IS on
sugar you say. "oh. well. wo cannot
expect to make anything on su.-,r
anyway" But suppose YOU turn v,,,r
i've nv, SACKS OF sugar twice n week
lou VIII make gross profit OF *
per week then, or $500 per year. Yo,[
gross profit on your $50 Investment
IN sugar ~ go per cent per year on
the money invested. What ia ~
answer? Turnover
Problem Is 10 Turn stock.
suppose you invcs, $50 In AN or
brand OF coffee. baking uo,ydcr ~,
ins or some other article boc,,,so 80
- supposed Juicy profit OF co or
20 per cent. You carry this I'm s,oc,,
a year and finally dispose OF IL. grant
ing that in the meantime ynr di,,
not cut tho price or decid. to dunn
mo last or 1t. and you realize your
90 per cent pront on the invcs,nler,
which has been the best invcst,ncnt
h"R"r ht per cent turned 100 time,
II year or slow seller at 10 nor
cent turned once? ''
ne problem OF the up to-datc NOR
.nan' then should be to turn his,
stock AZ often as possible. How .ban
nc 90 this? by stocking we'll tnnwn
anu Wei -advcrtsscd merchandise. Nv
"Ishiayins II attractivcly. so it VII,
SCR. ~ good ADVERTISING and good
re 10 attract customers BY
necpihs your stock well aysor,,I.
complete. yet well in hand
nc ra'" or turnover In your bust
ness ~ Sst az important for you Ia
as your gross profit. your,
'cn'' your expense acccua, or ,nv
olHcr problem In your business nu,
.he ,hct IL that probably too fcx
merchants consider turnover ycrv No
riously when buying an article OF
consider price or pront. bu, nrIcn No.,
nf""t can b" misleading. as we have
demonstrated In the case OF sugar
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
SARATOGA REPLACES
DESTROYED BREWSTER
Twin Screw Steamer Takes Place of
Vessel Sunk i'm Collision OF
Brandon Point.

The twin screw steamer Saratoga.
formerly of the Inland Steamship
Company. reached here yesterday
afternoon from Norfolk. according
to William G. Mayer. agent Of the
Buxton Line. whose steamer, the
Brewster. was sunk in collision with
the Lake Stirling Friday morning
Within twelve hours after the
Brewster had gone to tho bottom,
General Manager Buxton had taken
over the Saratoga. she was being
loaded and placed on the schedule
between this city and river points
to Norfolk. She came in yesterday
with large consignment of freight
and sailed last night for Norfolk"
The Saratoga is $50 feet long. has
horsepower OF $50. freight capacity
of $50 tons and will make the regu-
lar schedule from this city. sailing
three times each week. Mr.. Mayer
says the Saratoga will be back here
Tuesday adding that business pro-
ceeds without interruptions" The
Buxton line is using the old Clyde
Line wharf.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
WIEGAND'S DRUG STORE
IS IN A MARKET

WIEGAND'S DRUG STORE
IS IN A MARKET
| kARL WIEGAND. of Cleveland.
IL Ohio, has proved that Il drug store
III a market house can be made n
profitable business. Two years ago.
while other druggists insisted that
he would fail within two months. he
went ahead and opened up for bust
ness in the new Euclid Forty sixth
Market Arcade with a storeroom
space sixteen by thirty feet.
Sales grew and soon he had to have
balcony built in to be used for spe-
cial storage space. In spite OF the
general business depression. the vol
'imc of Wiegand's sales has continued
TO increase. Today he has a stand
Ing offer from two pharmacists to
buy him out at II good price. With
the aid of one assistant. he does II
volume of business that is usually
handled by drug store employing
four people. Wicgnnds store is open
from $50 a. NJ. 20 6 NJ. every week
day, except Saturday, when he locks
up about 10 O'Clock. on Sunday and
holidays his store is closed. The
as much or more merchandise than he
could possibly hope to sell were he
to keep open all the holiday.
How does he get the business?
People now have the habit Of
shopping here when they come To
market" explains WieEand They
bring in their prescriptions, buy pro-
prietary medicines. toilet articles.
rubber goods and the like. l do not
bother with 4 soda fountain or ice
cream. but l do sell 4 lot of choco-
lates and cigars and cigarettes.
Because the store is In the arcade
and not far from tho vegetable ard
meat stands, virtually all the thous-
ands and thousands of mark house
buyers pass the front. Electric signs
catch the eyes OF these shoppers both
as they enter and as they leave the
stalls. They can't very we'll escape
knowing that there Is drug store
right in the market house.
ITO get new business / join the
other dealers in the market and in
their cooperative newspaper and
dodger advertising. using my proper
tionate share OF space to call attcn-
ton 10 the weeks specials and to
the fact that l operate n drug store
In the market arcade. always con-
renient for every shopper. Each
week two specials and two window
displays call attention to these bar
gains One OF these specials is in
rar!ably seasonablc product, such
as cough syrup displayed during, a
week of chanGcablc winter weather.
always try 10 display in the cases
ana on the counters as large va
riety OF goods as the space Will
allow
Il also use all the special adver-
Using and dealers helps | can Sc
cure. They are distributed among
market house shoppers ana placed in
the automobiles in the market park
ing space"
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23

ruination 70 sales We give below
= list Of the latter:
Abstain from using the word guar
anteed" as much as possible. Sub
Sttuie. warranted by the maker"
30 not use the expression. THE
best you ever used" The expression
means nothing, and. besides, 1t awak-
ems a feeling Of doub, in the mind
OF the prospective customer.
10 not say This article will not
give you any trouble" The mere
mention Of the word trouble" causes
timid customer to think. BETTER
say This Will give you the best OF
service ana satisfaction"
II pcrchance tho goods on sale arc
seconds" frankly say so, instead OF
beating around the bush with EXPIRES
sions such as factory bIcm!shed.' -
sold without guarantee" or goods
! the maker ovcrstockcd"
Every "knock" Is n "Boo.t.-
Don't say This is a better article
than BLANK" for each time Won
/ do 50 you unw!ttingly advertise the
other make OF goods.
!! man says. Il have always used
; Bank saws" do not ridicule his
judgment by saying That's q bum
saw. no wonder sou had trouble. Z"
/ but sell your goods on their merits
and by the aid OF craftsmanship. Re-
member. every knock is a boost
DO not make price secondary to
quality. such as That's gooa saw
for the price"
Never refer to 4 Iow-priced article
as cheap. AN article may be listed
low, bu, tho word cheap" has no
place in your sales talk.
Sever refer to an article as q
peach or a dandy" or use any
other expressions that savor OF slang
They mean nothing and are not de.
scriptive
stick To Single Price.
BY all means do. no, make W.,
prices II you quote a price let II
be the only one you have. and do no,
say. This sells FOR 81 IN, III lei
you have il for 81" "a you biarn.
man for saying IN come ii
Don't question a customers knowl.
edge Of goods. bu, set him In a goot
"Hinof ~ agreeing with him
IT wlll not help to say. Il use tina
one myself The customer IS no
huy!ng 10 suit your taste or irclina
ton but his own
Don't get angry ~ a person fan!
10 buy' but be courteous at all times
Hrmrmhcr the Customers Name.
never address Il male customer a!
"'SA or mister ana never a4
nicss female customer az lady.
! say sir and madam" Better SIN
ma out their names. II possible. an,
use 'neir names In addressing them
. nc !dct mat you know a man
name VIII unconsciOusly nattcr mir,
| ana may smooth the way to a sale
boht argue, threaten. aatt,r q
bnily your customers. agree. sIniI.
: explain and demonstrate. and sale
n VIII come caster
Don't slam an article back on IN
rack II the customer does no, mn
perhaps he win next time II YOU q
= not insult him. V
Don't interrupt customer ,yb.
he tells you his troubl.a. I'm, I,s,o,
i! smile and sympathlze with him.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
A Clever Schcmc.

a clever advertising scheme was
recently put on electrically In Jack
sonHillc, Fla, when Paul Peck & Son.
ship chambers and one OF tho biggest
hrms IN that city, built a miniature
electric line between models OF Jack
Sorvl!lc and Pablo Beach, and gave
a banquet 10 the business men OF the
city 10 promote interest in the enter
prise. bigger port and Il street
car line 10 the beach were the chief
topics OF conversation at the banquet.
Hundreds Of people were on hand to
witness the ceremony OF uncovering
the window where tho model exhibit
ton was staged.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
Visits Furniture Exhibit,

Especial to The Times Dispatch.]
MARTINSNILLE. VA. April 22.-
{. G. Miller, president OF the Vir-
ginia Furniture Company. left ycstcr-
DAY FOR New York. where he will
spend next VI X attending the fur
n!ture exhibit Before returning to
Martinsvillc, Mr.. Miller will 20 to
Arlington. Mass. on business In con-
nection with tho Miller-Higgins
dofting machine. This machine was
invented and patented by W. Ward
Miller and Frank w. Higgins. of Mar
tinsville, and is now being perfected
by the Abingdon Textile Machinery
Company.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
STIMULATES RICHMOND BUSINESS
AN INVITATION TO THE BUSINESS MAN

rIbutors I'm
nrco to cnso
Of
man,.
vItcd.
business
trin
unS to insure publication
rho
leading trim
md b.,
will
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
SHOW YOUR CUSTOMER
HOW HE MAY PROFIT
Sa-fa" ion the Purchaser Is the Only Foundation on
Which Lasting and Successful Bust
ness l. Built.

l." sa!esfnanstS.p doef not consist
IN forcing goOd!- osH customer. but
~ showing the various ways in which
no viii benefit by making the pur-
chase writes b. J. Munchwciler in
lard ware Age Satisfaction TO the
purchaser is the only foundation on
which any lasting and successful
business can be built,
Thus successful salcsrnanghip fist,
last and a.! the time is built on
confidence.
TO every salesman In the land ,his
advice is given: II YOU want to build
UP paying line o.. customers you
should have as much interest in their
welfare as 80! have IN your own
TO old. experienced statesmen this ad-
wee IS but Il reminder, for they know
me value O: steady patron who
always has ta!;A In them and knows
they MI! not attempt to force 4
sale.
81 serve" should be written deep
IN the heart O: every salesman. for
those who serve ali with whom hey
come In ccntac, truly do naugn. but
serve themselves. VIVA, better re-
ward could man ask than rec
ord Of service VOL! partorrncd2
sntiafnction the MEASURE OF snIe.
NO sale IS good sale unless YOU
have rendered satisfactory service.
satisfied your customers and placed
GOODS In their possession that viii
tenett them as well as yourself
Emerson defines commerce as TAX
ing goods from where they are plen-
ti4! 10 where they arc needed" The
wise salesman acts AS the medium OF
adjustment between these giycu
points and his success uresupposes a
certain degree Of satisfaction TO all
parties IN The transaction.
Most men are not satisfied with
their positions, but look w!tn envy
on the job that Smith or Jones bnlds
and wish their lot was ca., g., ''o ,no
same channel This class should re-
member 81 mans destiny IS IN his
own hands. II IL true condition.
sometimes make "a man stand at!l!
but the way TO overcome that con.
dition is to find just what II Is tina,
initiates against you. Ana!yze ,he
faws in your wOrk, and then striy,
by weN-laid plans 10 undo IN,
shackies that bind you to iucornpe
tcnce.
Some statesmen. :, IS true. serve wei
for q week or Il month and cxucc
early reward 10 come from their of
forts. but 10 the man who serve
slow In coming.
Howard BASED on Merit.
TO the salesman who does his dut,
each day. and day after day, an,
month after month, the reward 70
services we'll rendered VIII come a
surely as the night follows the day
How often have you heard a sales
man remark: We'll, J stuck thu
person" Foolish man, he did uo
stick" any one but himself II
killed any future chance OF doin
business with the person in Tuestiu
he claims 10 have benefited u
sticking"
Don'ts for SeIcsm~n
In selling merchandise the sales
man plcks UP many strange and ut
usual phrases. Some are good 9th
ers paSs muster. while many spe
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
NATIONAL T. p. A. TO
DISCUSS CHANGES
Numerous Fcntures of Constitution
Up for Consideration
In June.

To keep right abreast of the times
the great order of the Travellers Pro-
tcctirc Association will. In national
convention at Atlantic City, June to
?. consider numerous amendments to
the constitution. These appeared in a
recent issue OF the I. +. A. Magazine.
There are thlrty-eight amendments
offered by several State divisions. the
larger portion from Texas Endorsed
by New York.
These may all be adopted or none
may pass muster as IT depends on
the body when assembled The II. T.
a. is great organization. and II is
no disparaGcment 10 say that its iield
OF usefulness has by no means been
covered or worked as effectively as 1t
should be and will be after the or
saniza;ion has been perfected and en-
larged
Every loyal r. p. a. Will do well to
consider before hand these amend
rnents to the constitution OF tho order.
! thrash them out. and at the national
convention. which occurs June SO, be
Ia position 10 support that which Is
for the good Of the fraternity. The
amendments suggested in the T. p
q. Magazine apply to the payments
OF indcmnitics. But are there not
other fields open to tho great order
The Indemnity as IT is may be i'm
proved In some details. but. as now.
| II is as solid as a rock and very lib
cral and TO he had at Il very low
! price. How about more aggressive
cHort In Congress and otherwise to
/ get for the great army of travelling
/ men some Of the things they should
have without any effort. but which
/ are denied by legislative bodies and
public utilities. Not one OF the or
ganizations among travelling men are
using the immense horse power" at
! command to secure the desired re-
suits. II tho mighty force OF tho T.
! i. y. Was brought To bear along this
line. the results would be far-reach-
| ing.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
Industry
vitality
Concerned

One OF the PRINCIPAL
elements entering into
the manufacture OF any
product in Richmond Is
LabOr-and
TO have satisfied EN-.
ployecs, housing and
transportation conditions
are foremost in impor.
lance.
For that rcas0n-cyery
manufactures in Rich
mOnd Is interested in the
transportation system
the street railway-which
serves his employees.
Every manufactures will
profit by his employees
having the best and most
reliable and responsible
service that can be had
and at the lowest price.
AS business men and
long residents OF Rich
m0nd, manufacturers have
observed that competition
in Public Utility service
does not make for the best
service.
They recall that prior
to the organization of the
V. r. & p. CO., in 1909, all
Of the companies were
bankrupt-brought onsby
competition.
That the competition Of
the old Richmond and
Henric0 railway gained
nothing good for Rich
mOnd-
That the six years Of
iitney competition has not
improved transportation
conditions in Richmond
one bit in the way Of pro-
yiding service in those
sections not served by tho
car lines.
They have observed
that this competition de-
pletcs the prosperity of
the permanent street rail-
way systemic the dis
advantage Of Richmond.
The Richmond railways
always have had cOmpe-
titiOn to hold them down.
This condition is not in
the interest Of our manu-
featuring industry-thus
not In the interest Of
Richmond. Tt is holding
her down, too!
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
HAS LARGER QUARTERS
Virginia Stationery Company Add.
COO square Feet TO Its
SalcSroa2i.

The Virginia Stationery Company
has Just added about 500 additional
square teet OF floor space 20 its store
:, s'S Eas; Main Street, and, also in
kscr!a1 "ith the prorressivenesS Of
this house IS now engaged in in
stall ne new fixtures throughout its
emerged and remodeled salssrcorn.
Sa- lsenlan northumberland OF
the con DaHy. stated tina; business has
so improved tina; II has become ncces-
sarr - carry larger stocks especial
- N ct'ics supplies, and 70. this rea-
son . vas IMPERATIVE 10 provide ad-
cftioral space. The Virginia Station
"-s vi! also add Seve:a! lines IT has
NJ previously carried
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
Price Dcclinc limits.

The period OF price declines that
began more than year ago is prac-
tically ended. in the Judgment OF gov
ernment officials who study economic
causes and influences. Rising whole
sale prices lead them to predict that
food. clothing and other necessities
viii cost more during May and June
Rents. in their opinion. are going
down in the face of movement that
has the earmarks of nation wide
building boom.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
SALELESS EXHIBIT
BRINGS DIG SALES

\Y/iEN the management OF the
w Bradford Furniture Company. Of
New Orleans. was mapping out its
preliminary plans for February sales
the officials became 80 impressed with
tho splendid stock OF furniture 1t
had on hand that II was agreed to
hold n three day exhibition prior to
the opening OF the sale.
In it's newspaper advertisements
the store announced that all cash
registers would be securely locked for
three days and that statesmen would
devote their time to explaining tho
merits of tho merchandise on display.
The exhibition consisted of five COM
Dletcly Furnished bungalows with the
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
Farmer L. nencflttInK.

Farmers of the country. as result
OF the recent rise in the prices of
farm products, are in an cnviahle
position compared with other groups
Of producers Al present costs of
production. according TO the Bureau
o. La Dor Statistics. there is profit in
$3.50 wheat and in is-ccnt cotton ::
but this cannot be said of other basic
commodities. Ike steel. copper or
rubber.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
ART COMMISSION
ACCEPTS TABB PICTURE
Work of Lotis F. Gruner VIII HING
In State Library BufldIng--Un-
yelling on May 4,

yelling on May {.
with five members present. the
Art Commission of Virginia yester-
day held meeting in the office OF
Governor +. Lee Trinkle and ac-
copied an oil painting of Father
Tabb. the work of Louis r. GruneI,
of Richmond. The portrait will be
formally accepted by Governor Trim
kle on behalf OF the State on May 4.
Tho members OF the commission
present at the viewing OF the por-
trait were Governor Trinkle. Pro-
fessor Fiske Kimball. OF the Univer-
sity OF Virginia: Edward B. Valen-
tine and Wyndham r. Meredith. of
Richmond. and Wickham r. Taylor,
of Norfolk
The portrait Of Father Tabb will
no hung in the State Library Build
ing. At the exercises incident to
the formal acceptance. the picture
will he unveiled ty the daughter of
Mr.. and Mrs. r. &. Moncure and G.
Watson James, III
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23

latest showing in house furnishings.
The stunt evidently dinuscd an air
OF mystery and created no end OF
curiosity all over the city. On the
opening day Of the sale shoppers
turned out In such throngs that the
doors had to be closed early and
patrons were admitted only in small
groups. Other stores in the vicinity
co-operatcd with tho Bradford COM
pany by loaning them various tex
Tile articles to be used in exhibit.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
Sell Him nm rb,.

The general public will buy lib
orally II shown that the prices are
fair Most necessities and many lux
urics are approaching stabilizatton OF
price. and the consumer need only to
he sold on this realization TO wake
business better,
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
PERSONAL,
But Not Confidential

Alvin NJ. Smith, president OF the
Smith Courtney Company, was I'm
Charlottesville last week, where. on
Tuesday night. he spoke at n Joint
meeting OF the Rotary and Kiwanis
Clubs OF that city. Mr.. Smith pleaded
with the Charlottesville business men
to give their fullest cooperation to
one another. He emphasized the
necessity for the proper exercise OF
the ballot. urging his audience TO
take more Interest In politics. You
pay taxes into the State treasury.
and II Is your money which supplies
the sinews for The State government"
said Mr.. Smith. But, II you want
better government. you must 20 TO
the polls and votc--dor'. pay your
taxes and weep. but pay them and
take the active part you are entitled
TO. Let all OF us Nirginians pu, our
shoulder To wheel In politics; help
improve our government. and our
businesses Will Improve just that
much more"
Mr.. Smith expects to leave this
week for Birmingham, Ala. where he
will attend the Southern supply and
Machinery Dealers Associations an
nual convention.
w. a. Powell. secretary OF the Vlr-
Einia Wholesale Groccrs' Association.
Will leave tomorrow for Washington
TO attend a conference Of the To-
bacco Manufacturers Association a,
the New Willard Hotel.
Orders and inquiries are increasing
In volume in Central North Caro-
lima. according 10 S. *. Woodan. Raj.
eigh representative of the Smith
Courtney Company. who was In Rich
mond last week.
Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1922-04-23
CHATS WITH RETAIL MERCHANTS
Dy
MA NSFIl5LD HOUSE


In this
New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1922-01-13
unternyer Doubts If
Stokes r. Really II!

Suspicion that tie illness of ". t. u.
Stokes was more folgued than real was
expressed in the supreme Court yes
terday ny Samuel utermYcr. Several
cases in which Mir. Stokes figures have
been adjourned because his counsel
told the court that the railroad man
AID real estate operator was suffering
from pneumonia
One action is brought by Mrs. Helen
Elwood stokes. who obtained a separa-
ton from Mr.. Stokes She j. suing ia
set aside transfers of property made by
her husband, including The Hotel An
sonia, which transfers. Mrs. Stokes al
'eeos. were made to deprive her OF her
dover interest IN the property. The
case was called before Justice Cohalan
Yesterday. 4. H. Gleason. for Mr.
Stokes, announced that Mr.. Stokes vas
still 100 i'll to appear i'm court
We are suspicious Of Mr.. Stokcs's
doctor : certiiicato-, said Mr. Inter
myer. attorney for Mrs stokes "When-
ever a case against hm comes up in
court he produces doctors certificate.
1t MAS the same way in other cases re-
comfy.
Mr.. Gleason sid his client would
lat be- able 20 appear within week,
srd Justice Cohalan sct the case for
trial on neNt Thursday.