Evening star., 1925-09-01
|SALESMEN REPORT
| BUSINESS RUSHING
Public Buying Power Found
Increasing-Chain Stores
Difficult Problem.
BY J. c. ROYI.E.

NEW YORK. september Tine
movement of goods through distribu-
tion into consumption is proceeding
at an extraordinary rate. Buying
power OF the public is on the increase
The general course Of business is up
ward. Those are the conclusions
voiced today by representatives of
900. 900 travelling statesmen gathered
here for the convention of the Ma
tional Council OF Travelling Salesmen's
Associations.
The judgment OF these men repre-
sents one OF the hest barometers Of re
tail and wholesale trade. since they
come into closest contact with mer-
chants in all sections and their living
depends on the amount OF goods they
can sell. They are confident that the
Fall will be an exceedingly prosperous
one. followed by a holiday season that
promises to establish records for vol
ume OF trade.
Steady Buying Noted.
The statesmen base their conclusions
less on the volume OF goods they have
sold for the coming season than on
the financial situation of the inhab-
itants OF the country into whose HANDS
the goods eventually will come. There
is a distinct disposition to buy, they
assert. especially on the part of the
agriculturists. but there Is no wild
buying and no boom" times are ex-
pected. Merchants are in satisfac7
tory position since their Summer trade
not only held up well, but prices were
such as to insure a fair margin or
pro6t. Further stabilization of prices
is predicted for Fall and Winter by
the sa alesmen
Fur Sales Very Heavy.
August department store sales in
many localities were slightly smaller
than those of July. but there was a
strong response to special bargain Of
ferines. The volume Of fur garments
sold at August sales this year in all
sections reached 2 point seldom sur
passed in the past. This Fan prom
ises to he one Of the most active pc
riods the shoe stores have experienced
in years.
II is an indisputable fact. according
70 the road men, that business in
wcolen and worsted goods is improv-
ing. Merchants are buying cotton
goods for nearby delivery more freely.
and the industry is definitely on the
upgrade. The difficulty in selling
rayon goods in not In finding custom
srs, but in filing their orders when
taken. While makers of raYon have
announced that there will he no in
crease in prices for the fourth quarter
OF the year, jobbers and makers of
rayon fabrics may demand premiums
because they have the goods to deliver
that the public wants. Consumption
Of genuine silk has been heavy and
the silk goods industry now is work
ing at an extraordinary high rate of
capacity 10 ill demand.
In spite Of the encouraging condi
tions. travelling statesmen say their lot
Ia far from a bed Of roses Their Gus
toners are deeply concerned over the
incursions Of the chain stores and
nail-ordsr houses into their business.
So are the salesmen. since the sales
man who caters 10 the retail trade is
out Of IT. with the chain houses. Serv-
ice is the weapon which most Of the
retail merchants are using to combat
their mail-order competitors.
In addition. merchants all over the
country have adopted the policy OF
buying frequently in small lots ano
Of declining to commit themselves
heavily for future commitments. This
the salesmen say. makes their work
very difficult. Either they have to
cover their territories more frequent
ly TO secure the same volume of or
ders, or they must so thoroughly sell
the customer and impress on him
their own personalities that he will
continue to recorder by mail even il
the salesman is not on the ground
when he needs more goods.
Road Selling Speeded.
Road selling his speeded up its pace
everywhere. the travellers maintain.
This has been made possible by
the use of automobiles by statesmen
and by the introduction of bus routes.
They are preps ring. as result Of
their present meeting, to make
vigorous fight for better rates. both
from railroads and hotels. in view of
the increased frequency with which
they are compelled 10 visit their Gus
toners.