Evening star., 1923-12-08
BIC STORES FAVOR
CUT IN INVENTORIES
Low Stocks, Speedy Sales
and Quick requirements
Policy Now Adopted.
by j. c. ROYLE,
Special Dispatch to the Star.

Special Dispatch to the Star.
NEW YORK. December S.-While
the volume of Christmas buying con-
tinues to increase, the question now
uppermost in the thoughts of mer-
chants, distributors and advertisers
Is that of inventories. They are TAX
ing steps in many cases to reduce the
stocks which they will carry over
into 1924 to the lowest possible mar
sin.
In some instances this is due to a
desire to make a conservative show
ing for the banks 10 contemplate
when the new capital requirements
are under consideration. Many, how
ever. are not worried over new funds
but are following closely the policy
# speedy turn over, small stocks and
quick and frequent replacements, which
they have adopted.
January Sales Planned.
The majority of the larger stores,
however, have already made their
preparations for their January white
sales. This course Of action they have
regarded as essential to safety both
because OF the unsettled character
Of the raw cotton market and its ef-
rect on goods prices and because
many "a the linen producers are E.llti
u be so heavily booked as to threaten
delay of deliveries
In the interests of improved serv-
ice. stoppage of leaks and cheaper
distribution, merchants are, in cf-
rect, "ahoppinS" daily in their own
stores. For years large stores have
kmade practice of having corps
OF trained investigators shop" the
offerings of competitors. Now they
are turning these experts into their
own aisles.
Better Sales Methods Studied.
In this way merchants are discov-
eTinS cheaper and better sales meth
ods. clearing their sales forces of
dead wood" increasing civllity and
service and riacing the premium of
promotion on we'll directed effort
This Plan has proved a decided boon
70 the various advertising managers
" no are able to find their own ad-
NertlSementS "Shoppcd." Before in
lsertIon and to note accurately the re-
'TponSe to competitors offering de-
Nartment heads are using this service
10 keep their sections 10 the maxi
mum of efficiency with a minimum
personnel.
y woman of keen intelligence is
usually the head of these Investigate
ing staffs, and is assisted by vary
ifS number of professional shoppers
y hose usefulness frequently extends
Tor year,, although it is necessary
, mat their identity and connection re-
aaln secret. One expert in this city
- said to have been with the same
sore for thirteen years.
Quick Deliveries Assured.
The railroads are taking full cog
nLzance of the burdens which the
dependence on quick deliveries is
placing on them and are preparing
themselves and their equipment in
advance for the 1924 rush The re-
suits are already making themselves
apparent, as recent reports from the
carriers of the northwest show Net
operating income of these roads is
well over that for the corresponding
period of last year and in many in
stances has been larger this fall than
| Z amy time since the ruIinquiShment
,ot federal control
Equipment and motive power are
IN splendid condition and there has
.-c1 no congestion or car shortage.
j.at tiOs Of operating costs to freight
md passenger revenues have been
exceptionally favorable. open wea-
jner throughout November and the
irSt portion of December averted cx-
pHnSeS usual to those periods. There
! q similar condition existing in
any other sections.
There still is a tremendous volume
~ business to be moved before the
~ \st of the year, and it is practically
H,sured that the month will end
with many of the roads stronger than
at any time since 1915