The Wolf Point herald. (Wolf Point, Mont.) 1913-1940, 1930-09-12
ADDRESS
NINE INSTITUTES
Continued frsm page one)

to their own town, according to
Harry L. Kyes of ST. Paul, secre-
tary of the National Merchants
association, who vas one Of the
principal speakers at the business
institute conducted here. In every
community, said Mr.. Kyes. there
is floating business that is pos
sibly so percent Of the total bust
ness in that community. Places
where business men cooperate in
stead of fighting one another, are
able to grow and prosper in spite
of disadvantages.
A Million Dollar Store
Among incidents cited to illus
trate this point, Mr. Kyes told
of the Outlaw Trading Post at
| Winner, S. D., that started with
a capital Of 1884 and in eight
years grew to do $1,000,000 worth
of business in a year. This cut
into business of neighboring towns.
AT Colombo, IA miles from Win
ner, the merchants felt the Win
ner store. They got together,
agreed to forget their competitive
differences and work for the up-
building of their own community.
Colombo now has five prosperous
stores in a trade territory where
a trade survey would indicate on
ly three stores are needed.
Mr.. Kyes urged need of train
ing clerks in salesmanship so that
they may assist in bringing to
their stores part of the volume
of floating trade that now goes
TO mail order houses or stores in
other towns. Business today is
run by the enthusiasm of youth
curbed by the wisdom Of age"
he said, and he would have youth
we'll trained in greeting customers
and serving them with intelli-
gence and the spirit of friendly
cooperation.
Too Little BaIlyhooing
J.. H. DeWild of Butler Bros,
Minneapolis, in talks at the three
sessions, stressed the value of adj
vertising. advertising is the gas
oline that puts your store over"
he said. He said that the north
west is at the tail end of the pro-
cession when it comes to bally-
hooing and promotion work, but
that stores must come to the point
of thinking in terms of publicity
all the year round. Advertising is
essential part of selling and a
number Of different media may
be used. Newspaper advertising,
mimeograph letters, stunt advertis-
ing, attractive display in windows
and of goods inside the store
suggested as some of the
media to be used.
Retail selling, he said, is one {
If our great professions today, !
Ind expert salesman is rendering =
/ superior service to the public. !,
Merchandising and manufacturing :,
processes are pretty much stand A
.rdized and the customer, whether I
le realizes it or not, usually gets -
ust the quality he pays for. He :
rged merchants to determine ;,
asic prices and to cut out in be- n
ween prices. Believe ia your mer- a
handise, make your store a p
store and then ballyhoo -
eek in and week out was the :.
dvice he gave merchants. :;
Know Cost Of Sales
Robert c. Line, dean of the -
,hool of business administration :,
the State university of Mon
ma and proprietor of a drug w
ore at Columbus, spoke at the
rec sessions. Among subjects
scussed by Mr.. Line were mark
IS and Mark Downs" and "Train-
g for Salesmanship". If a bust
,ss is going to show a profit, it
essential that the goods be
arked up sufficiently to cover
'erhead and a margin besides.
seasonal goods, where it is
cessary to take a mark down
part of the stock, the original
arkup should be sufficient to
ke care Of mark downs and still
a profit. Mark down sales
t down the markup average.
srchants should keep a record
all mark downs to know what
CHI sales are costing him. The
lsive profit sometimes slips
'ay because we do not figure
Irk downs.
Dean Line considers that there
more opportunity to develop
,cessful craftsmanship today than
sr before and that there is a
rat future for expert salesman
D as a profession. A thorough q
owledge of goods to be sold is II
A good salesman must
re ambition, good health, self
lfidence, interest in the work, A
atty, ability to do hard work, VI
and enthusiasm. Sales
motions are paying the biggest
urns in the world and there is =
big field open for those who
ut to enter the profession, he .
i. ="
Wolf Point business Is