Evening star., 1923-11-14
MERCHANTS SEEK
TO BOOST TRADE
Drop "Cut-Throat" Tactics
and Oppose Charge
Accounts.
by j. &. ROYLE.
20 u7,a Star

Special Dispatch to The star.
NEW YORK. November 14.-Mer-
chants are taking active steps to hoid
and increase the gains which they
have recorded in the last six weeks.
The general gain in sales of depart
ment stores everywhere in October
was 10 per cent. as compared with
October. 1922. Even more significant
of the trend of trade is the fact that
~ per cent of all stores reporting to
the National Retail Dry Goods AS
sociation reported improvements.
In only one district was there a
decrease in sales, and the unfavorable
weather conditions were controlling
factor.
Cut-throat Tactics Dropped.
Reports for the first two weeks of
this month from twenty large centers
indicate that the Improvement shown
in October has continued. In some
sections steps have been taken to
ohyiate so-called "cut throat" tactics,
which might endanger the prohtS
rolling in. In Denver firms handling
womenS ready-to-wear garments have
entered an agreement to hod no cut
price sales of winter wearing apparel
until after Christmas day. When sales
are held after that date the stores
have also agreed to do away with the
practice of giving customers with
charge accounts the opportunity of
making purchases at the sales price
i'll advance of the offering to the gen.
eral public.
Oppose Charge Accounts.
Many leaders in the department
store business throughout the country
are considering seriously the advisa-
bility of discouraGing charge accounts
This question has become more press
ing on firms OF limited capacity with
the new policy of buying frequently
in small amounts and taking full ad-
vantage of discounts for prompt pay
ment
Merchants in San Francisco have at
tanned decided Psychological advantage
through having a live Santa C!aus on
parade almost a month before the usual
time. As result the large department
stores i'll that city have done pre-
seasonal holiday business in the last ten
days which compares faVorably with
the second week before Christmas last
year. Si eS mana gers declare today the
sa OF Christmas toys had been eight
times greater than during the corre
spending period of last year while de-
mand for other gift goods is only
slightly under the middle of December
average. They attribute the increase
largely to the fact that Santa Claus had
been on hand to greet the youngsters
much ahead of schedule.
Mail Order Houses Busy.
Mail order houses have been the first
to feel the increased holiday demand.
According to dispatches from Chicago,
Seattle and middle west points sales of
holiday goods by these concerns have
leaped in the last ter days, on orders
from the rural districts
Ideal weather conditions have
brought long delayed Improvement to
the Kansas city district. the one dis
trict which had not shown gain in
sales in October, and shops are full to
Overlooking. Trys and clothing sales
are already attaining generous pro-
portions throughout the south.
Furniture sales Heavy.
The tremendous volume Of home
building begun last spring is playing
a tremendous part in department
stores sales this fall. These build
ings have been completed and are in
process Of furnishing. The demand
for floor coverings is especially
heavy. and ufft rings of these goods.
furniture and hoGSenOld utensils and
ornaments arc occupying prominent
positions in advertising. store dis
plays and in store receipts and prot
it's Kitchen utensils have been
among the leading new customer
gettcrS." and the volume of enameled
ware. aluminium wa.e and glass cook
ing utensils moved has been of eX-
traordinary proportions.
Floor covering manufacturers have
also been aided by the erection and
opening Of scores of new hotels,
which secure their carpets and hang
ings in large quantities direct from
the maker. The prospect that de-
mand will continue is supported by
the fact that construction started IN
nearly every section SO far this year
has eclipsed. ali previous records.