Evening star. [volume] (Washington, D.C.) 1854-1972, 1931-02-06
RETAIL MERCHANTS
SHOW CONFIDENCE
Dry Goods Store Executives
Feel Certain of Bust
ness Pickup.
BY BRADLEY w. TRENT.


NEW YORK, February 6.-Confi-
dence and eagerness permeate private
and public utterances of the 5000 dele
gates attending the National Retail Dry
Goods Association Convention here this
week They come from many parts Of
the world. though in the main from
this country and Canada. These dele
gates, whose retail sales volume repre-
sents three quarters of the dry goods
business in America, base their aSser-
tons and predictions not on a selective
group Of statistics, but on their own
sales and profits.
Not yet infected with the Wall Street
blues, these men and women declared
that in most of their localities January
business was larger than for the same
month year ago.
Eager, however, to learn how profit
margins might be raised in a period Of
falling prices, they listened intently TO
every technical talk that indicated a
direct bearing on their pocketbooks.
Speeches with dry-as-dust titles, but
delivered by outstanding experts. drew
overfiowing audiences, while general
discussions were virtually empty.
Wrapping Supplies.
"Simplification of Wrapping and
Packing Supplies" as explained by Mer-
rill w. Osgood, operating manager of
Jordan Marsh Co. Boston, attracted
virtually every president, vice president
and general manager attending thu
convention. Mr.. Osgood is regarded as
an expert on the subject. He showed
how simplification of the common
would save retailers about $4,000, 900 a
year The group studying this prob
lem has reduced the kinds and sizes of
boxes and bags between rs and IS per
cent, he said
Charles B. Dulcsn, vice president Of
the Hecht Co., Washington, d. c.,
struck popular note with the dele
gates when he declared that depart
ment stores must lead the struggle to
keep up wages. He was ably seconded
by B. Earl Pickett, vice president of
Frederick Loeser g. Co., Brooklyn, who
asserted, 1--WE stand to gain more by
wage scale maintenance than does any
other industry and We should be the
last to restrict the power of consump-
ton through reduced earnings"
Census Of Distribution.
Arrangements Use of the Census Of
Distribution to Increase Profits" a
speech by John Guernsey, in charge of
census OF distribution, Department of
Commerce, drew a record audience to-
day. Mr.. Guernsey showed that retail
price during 1880 had dropped an aver
age of 1872 per cent and that a shrink
age in inventories of at least that
amount should be expected CHANGING
at sales volume. he pointed out that al
lowing for the drop In retail prices the
volume Of the average general mer-
chandiSe store throughout the country
last year was down only l to per
cent-a remarkable showing in view of
general business conditions The spe-
cialty store, however, sustained bigger
loss.
The convention generally favors a
mark down of all present merchandise
to prevailing retail price levels, no LETT
up IN constant and effective newspaper
advertising and increased service to
customers, judging by series of inter-
views with individual delegates from
many States
The sales tax just at present seems TO
De thorn In the side of these mer-
chants. This type of tax is being util-
lied in many localities and States be-
cause real estate taxes in many cases
cannot be increased at present Since
Georgia enacted the first sales tax act
in 1929, two other legislatures have
adopted it and six others, including New
York State, are considering it. Aimed
primarily at chain stores, this impost, it
is said, nevertheless will hurt both the
retailer and the consumer.
Many retailers are placing buying or
ders while they are here. They say they
have found that incomplete lines of
merchandise cause them to lose many
sales.
Railroads came in for considerable in
formal and official discussion This
writer was told repeatedly that never
before have the railroads of this coun-
try furnished such prompt and eficient
service. Traffic managers are giving the
entire transportation problem, as one
Chicago delegate put it, more thought
than ever With falling retail prices,
narrowing profit margins and reduced
volume increasing the percentage cost
OF transportation, we have a problem
IN mir hands