The Waterbury Democrat., 1931-12-21
NEW ENGLAND
 BUSINESS FIRMS
Survey Now Being Made Shows Hopeful View
 for 1892
POLL OF MANY STATES

Boston, Dec 21.-More sales al lower cost per unit of sale Is em. phasized by New England manu' lecturers as their. major business objective in 1892. according to re- turns of the first 3S6 ballots re- ceived from New England manu. facturers by the New England council in the poll now being con ducted by that organization. Lower
 manufacturing cost per unit of
 product is the second general prin- ciple which the manufacturers in' dicate they will invoke.
 Announcement of the tabulation being conducted under direction of the councils industrial committee was made at the council offices here to-day.
 Responses from manufacturers show in general more dependence for profits in 1892 upon better sell ing measures than upon production efficiencies, the tabulation shows, thus refiecting acceptance of the principle of aggressive merchant dising which the industrial com mittee of the council has been viz orously sponsoring during the last year. James w. Hook of New Ha- ven, Conn, is chairman of the committee, other members Of which are William S. Nutter of Sanford, Me; Richard W. Sulloway of Franklin, N. H.: Olin D. Gay of Cayendish, Vt; Henry F. Ken dall of Boston, Mass: and Wilbur l.. Rice of Providence, R. l. Kay M. Hudson is secretary of the com mittee. .,!
 The expression ballot" which New England manufacturers are receiving from the council and CO., operating organizations, and are filling out in large numbers. was first used. at the industrial session of the recent Seventh New Eng land Conference, at which time 65 "ballots' were cast. It was decid- ed to circulate the ballot by mall and secure the opinions of other business men.
 The ballot" calls for expressions of opinion under three general headings, first, Measures on which our company will rely for improved profits in 19s2";; second, Planning for the Future";; and, third, Bus mess Progress" 4.
 Results to date in the first divi- sion. in order of emphasis, were made public to-day. the figures representing the number of manu- facturers citing each measure:
 Measures to be relief upon for improved profits are:
 In Selling: Reducing expenses other than salaries or wages, 2Sl; increasing volume of sales. 25O: new products, 198; concentration on most profitable lines of prod ucts, 163; application of sales analyses to domestic markets. l57; concentration on most profitabie customer accounts, 137; new uses for present products. 119; concen- tration on most profitable sales ter ritories, 112; increased help to dealers or retailers. ;108: reducing wages and salaries. 106; applica- ton of market research to domestic markets. 104; opening. of more wholesale outlets, 90. more retaii outlets, 90; increased advertising. 90; revision of selling organiza- ton. SS.
 Tn manufacturing, the relative order of importance of the meas ures cited in the 386 ballots is as follows:
 Decreased production costs, 240; reduction of operating costs. 2l2; more research for new products. etc. 142; new ma chinery of higher capacity, llS: new processes, 102: revision 0! manufacturing layout. S6; new methods of shop management, "; application of bonus or other wage incentive pinns, 77; improved stores control, 6S; increased safety work. 6f; better factory lighting. Sb; use of new equipment for moving ma teriais. 20.