Evening star., 1924-07-04
FURNITURE DEALERS
START SALES DRIVE
Urge Big 0Id-Time. Homes to
Create Demand-Bring Out
New Designs.
BY j. c. ROYLE.
ecial Disnatch TO The Star.

Special Dispatch TO The Star.
NEW YORK. July 4.-Aggressive-
ness is the dominant note in the war
cry of the furniture dealers of the
country now gathering for the an
nual sales at Grand Rapids and Chi
cago. sit down is one of the first
things they say and then they tell the
prospective or possible customer
where to sit down and on what to sit.
Dealers regard the Back to the
Home" movement as the most effec-
tive means of stimulating the demand
for furniture and housefurnishings
which just now is somewhat slow.
Therefore they want customers to
sit down at home, and are confident
they cannot only induce them to do
SO. but can slip an up-to-date chair
under them as they prepare to OBEY.
Anxious to Boom Sales.
The American home bureau, estab-
lshed by dealers to promote home
building, at present is the most ac-
tive agency to promote purchase of
new furniture. Its efforts are being
supplemented by individual advertis-
ing this year. Much of this display
is devoted to inducing Americans to
abandon the apartment as an abode
and get back to the old family home.
The new Chicago furniture mart,
he formally opened July Z. The
larger portion of the s50o,0o0.OO
worth of furniture sold in the United
States each year is bought either
there or in Grand Rapids. Dealers
gathered in those centers report that
so far this year there has been a
spirit of hesitancy exhibited by con-
sumer buyers. The weather and the
financial condition of the midwest
farmers is held responsible. The re-
tailerS, however, are confident buSl-
ness must pick up from now on as q
result of the tremendous amount OF
home construction in progress.
Many factories are now operating
on part time, but working forces are
being held intact.
Credit Plan Works Well.
Prices, however, which fell last sea-
SON. are now holding firm and no new
cuts are anticipated. In this connec-
tion it is pointed out that the system
of credit extension to customers mas
been stabiliZing influence. A large
portion of the half billion dollars
worth of furniture disposed Of each
year Is sold on the partial payment
plan While dilatory payments have
caused embarrassment to some retali
houses, the general run or customers 5 5
have paid regularly and this mas t,oeo
Changing furniture designs are
counted on to stimulate buying de-
mand Walnut at present is eSpe
cially popular, as IT does not cidsli
has been a leading furniture mate
rial Thus additional pieces OF the
newer designs may be added without
the necessity of retiring furniture IN
use.
Lumber Business Slow.
Lumber men, however. expect only
moderate industrial activity until tall'
according to Wilson Compton. mana
ger of the National Lumbermen AS
sociation. Lumber conditions are
spotted" he said. "and will, think. INK
remain so during the summer: & me me
west. and the north better than the
south. especially in the hardwood In :
dustrv. The north. however. IS no
better. if as good, than the Appa
The hardwood interests. he indi-
Gated. naturally feel a keen interest,"
in the furniture market, since soou
share of hardwood production goes
into furniture
Recovery Long Way Ahead.
The situation is manlfestiS iop-
sided" Mr.. Compton said. Reduc-
tinn of building costs, which affects
furniture demand to some extent is
not necessarily dependent on lower
wages, but it is largely dependenl on
lower labor costs. Such reduction can
be accomplished as well by greater
nroductivity and efficiency of labor as
~ lower wages The hardwood IN
dustry is not so directly concerned IN
construction as the softwood indus
try. 1t is not to be expected, now
ever, that there should be any MARI
cd difference between hardwoods ana
softwoods with respect to fundamen-
tai conditions.
These facts lead me to the con-
clusion that the lumber movement OF
arly fail will be moderate. and.
therefore. IA general and fundamental
recovery may be expected later with
conside rable confidence