New Britain herald., 1928-01-12

from and the stats ef his nind." Mr. Norvell said. Tn many eases the state of mind is one of fear. They are afraid they ars going to loss their money. To dtscover- that fact was worth money to us. Ws 1osnd that aslssmen call ea merchants sad call thsar compstitoss cut throats and thieves and all sorts of things. Then the other fslleW cones along and says the same thing. Then they try to sell him cheap goods and he buys on, psics basts.
 "Ws found that the hsst thing to do was to quiet the fears of the msr. chant. call on him. talk about his home town. his farm. the wsathsr. the cows. piss or any other common subject. Then ! say Well now that you've learned everybody is thief and . robber I suppose yeu feel the same about me- He usually admits he does. Then I tell him that any man who buys goods just because they are cheap Is fool No mer- chant ever got rich that way. All those salesmen who talk prices are . lot of dubs. give the man sales talk on the merits of the goods I ana selling and get right to the core of the deal.
 Retail buyers can buy cheap and make money if they buy right. In the first place the jobbers have special brands. You want to mark off 25 per cent for the jobbers' special lines. Then you come to the manufacturers special brands: mark oil 25 per cent for them also. Now you are stocking goo6 and nobody knows the price. For instance. take 8 razor strop. Everybody knows razor strops arc made from the belly of tho COW where leather iA cheap or from the back where 1t ts good. When the manufacturer gets through with 1t lot of you fellows don't know whether 1t is back or belly. You want to charge oil an- other 25 per cent for trust-you are buying on trust.
 Loophole for Chain Stores
 "There are some retailers who are sitting up nights trying to buy cheap and let . lot of business go by the door. Where I 1.-Two l use a lot of hardware. rubber hose and various other articles. but no hard ware dealer ever tries to sell me hardware. They will talk about everything else under the sun to me. but when want to buy hardware I have to break their stores and make them sell to me. Maybe they don't think my credit is good. Then they wonder why the chain store Is get ting in.
 MT. Norvell stated that 1t was his first visit to New Britain since 1913 but that he remembered many of the local manufacturers, mentioning George P. Hart, tho late Philip Cor bin. c. H. Parsons and hts son. c. B.. Parsons, and q number of others. He said MT. Corbin told him one time that the greatest event in his life was the time he first hired . man. Tt was then I became m execu- tive." he quoted MT. Corbtn as say. ing.
 The meeting was the third annual session of the Nutmeggers. who make New Britain their headquar- ters. In the absence of President Linford C. White, of the Standard Tool Co.,. of Waterbury. c. s. Phil. lips of tho L. g. Starrett Co.,. of Athol. Mass. presided. Leon Schwartz of tho Patterson-sargent Co.,. of Long Island City. first president and organizer of the club. was toastmas- ter.
 Tho following officers were elect ed: President. C. s. Phillips, starrett Co.,. Athol. Mass: first vice-president. J. T. McCulloch, Robeson- Rochester Corp, Rochester. N. Y.; second vice. president, M. A. Miller, Yale & Towne O.. Stanford: secretary. treasurer. E. C. Sullivan of New Britain. connected with tho Hotch- kiss Co. of Waterbury.
 The following directors have been elected, the last four being new elec- tons last night: Charles J. Heale. of the Hardware Age. New York: E. D. Jameson. the Eagle Pitcher Lead Co.,: M. l.. Langel. the Osborn Mfg. Co.,; H. l.. Morrison. Greenfield Tap and Die Corp: H. w. Eldridge. R. B. McKim Co.,: John L. People. American Steel and Wire Co.,: Ed ward Swift, manufacturers' agent, Newton Highlands. Mass: A. H. Doonan. Pittsburgh Steel Co.,, Pitts burgh. Pa: Howard Sullivan, A. c. Spaulding Bros. Chicopee. Mass; and Stanley Mott Devoe- Raynolds Co.,. New York.
 There were over 100 present. rep resenting hardware salesmen and merchants from practically all of tho eastern states. ..-