Spirit of Jefferson. [volume] (Charles Town, Va. [W. Va.]) 1844-1948, 1925-07-29
Specifications

inspected and so marked. Each car
cass shall consist of two hindduar-
tiers and two forequarterS of relative
proportion by weight. No carcass to
weigh les sthan 500 pounds or more
than 500 pounds when trimmed. All
meat subject to inspection by insti-
tuition supplied, and subject to return
II not of the required quality.
Quantity: The necessary quantity
TO supply the institutions named for
period threemonths, beginning.
Time of shipments: As needed. ac-
cording TO the orders and directions
OF the superintendent of each insti-
tuition.
Take the matter Of hind and fore
quarters as given in this specifica-
ton.
The state found that it was buying
earcasses with forequarters out of
proportion, consequently getting too
much Of the inferior quality of the
meat. Hence the stipulation that
the two quarters shall be of relative
proportion by weight.
Talk with Bidders
Mr.. Bradley tells of an interesting
| incident, chat he had with two bid
ders for the states business. and it
shows how West Virginia is intruct-
ing thee firms in ways they can cut
their bids to the bone. helping the
sell put in a bid that will get the
business and making the price to the
state as low as possible.
These men had been bidding for
long period, but they had never been
given contract. They had been
forced by circumstances to believe
that there had been favoritism in the
awarding of contracts. They were
not complaining about it; they SEEM
ed to think that it was natural in
governmental business that pull"
reached the point where they were
about to quit bidding.
When Mr.. Bradley realized this he
brought out his sheets of figures of
bids for the last contract period. The
figures were there and irrefutable.
Both firms had been underbid con-
siderably.
"Well, don't see how they can do
it, was the only reply that the visi-
Ftors could make
"Ill show you, Mr.. Bradley came
back. 81 think / have told some of
these other people that have been
getting our business this same thing
and am willing to tell YOU"
Bad Debt Costs
He did The explanation was a
simple one, and these firms are now
supplying commodities to the state,
for they took the lesson.
Tn, he fsrrt nc
showed where their bids could be cut
at least 2 per cent. Every business
man has encountered bad accounts
and he usually adds 2 or 3 per cent
or even more to the cost of his goods
to cover such losses. But these men
were West Virginians, they did bust
ness in this state and under a West
Virginia charter. They were part of
the state. and therefore, Mr.. Bradley
pointed out, could afford to have
confidence in the state. This per
cent could be ignored in dealing with
the state.
Then there is the matter of turn
over, as Mr. Bradley pointed out.
Every business man who sells things
experiences the buyer who is as good
as gold but slow in his payments.
Accounts run for six months or more
before they are settled. This money
is tied up, purchases of new stock
cannot be made and the business cam
not be expanded as it should.
Pay Each Month
eve pay our bills every month.
You get your statements in to us and
our check goes out Immediately.
There are no collection costs and
your money is turned over quickly.
! That means | per cent at least to
you and probably more. Why not
knock it off your bid"
1t was sound logic and those bust
ness men listened to the state official.
"Now sales costs are practically
nothing for you with us" Mr.. Brad
ley told them. ut costs you just
one two-cent stamp to sell West Vir-
ginia large quantity of goods. We
send you our specifications and they
are laid right on your desk. You
send US your bids. You do not have
to employ salesman to come and
interview us; you do not have to
print catalogues, prospectuses and
what not. Sales costs are never
placed lower than . per cent. Trim
this off your bid"
Altogether 8 per cent had been
eliminated from the cost of food to
the state just by this little lesson.
Each Bidder Knows
Every bidder knows just what he
bids and what his competitor bids.
From Mr.. Bradley's Office statements
are sent out to every bidder just af-
ter the contracts are made, showing
all bids received There is no hokus-
pokus about it.
Another system used for purchas-
ing smaller orders that come inter-
mittently was worked out just re-
Gently and is now working splendid
ly. 1t is a zoning plan which divides
the state up into zones in relation to
freight rates.
Firms in Charleston, Bluefield,
Huntington and so forth can hardly