107
T h e A u t o m a t ic A g e
K n o w
Y o u r
T e r r ito r y
B y F. A , H O F F M A N N
In Jennings “ Tips and Topics"
Thanking about things which help to
make operators successful, it occurred to
me that one of the things I noted in con-
Section with most successful operators was
that they all seemed to have a wide and
thorough acquaintance in their territories.
when I got to talking with one of them
& e other diay I asked him about it. This
is what he said:
“I make it a point to know as far as
possible every merchant in the territory I
am covering. I get acquainted with any
flew merchant coming into the territory as
soon as I can, and I keep up my contact
with him. I even go out of the way to
make calls that I know will not bring me
any immediate results.
“It all helps in the end, however, for
when some change takes place or some
new machine is put on the market I know
exactl y where to find additional locations.
“ It also helps in another way. It helps
to keep out competition. If a fellow knows
you, he will hesitate a long time before put
ting in some other operator’s machine. It
is good judgment to keep constantly in con
tact with possible locations throughout my
territory. I always have fiugred that this
paid me as well as anything I ever did.”
V ita l
Q u e s tio n s
T o
B e
A n sw ered
Among the question apparently now para
mount in the world of business are the fol
lowing :
What proportion of the establishments are
units of chain organizations, and what pro
portion of the business is handled by the
chains?
.
How many concerns are there whose
turnover could not possibly give the pro
prietor a living income?
W hat proportion of the business is done
by large concerns ?
In other words, what part in merchan
dising is being played by the large con
cerns, what by the medium-sized concerns,
and what by the small concerns?
The Census of Distribution should give
answers to all these questions. The rate of
mortality in business concerns^is also a
matter of importance, and the questions on
the age of the business will shed light on
this problem.
Though the absolute benefits will depend
upon the use made of the data secured, the
Census of Distribution will furnish basic
information for efforts being made by mer
chants and other business men through their
trade associations toward increased effi
ciency in the field of wholesale and retail
trade, and reduction of the necessary spread
between cost and selling price.
Bus Driver: Madam, that child will have
to pay full fare. He is over five years of
age.
Madam: But he can’t be. I have only
been married four years.
Bus Driver: Never mind the true con
fessions; let’s have the money.
— Wabash Caveman.
“ How do you know it was a stork and not
an agel that brought your little brother?”
“ Well, I heard daddy complaining about
the size of the bill,, and angels don’t have
bills!”
D
{■D5BREATHLETS
aiR
1 f.
£ SELL TO STORES ^
PROFIT
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y j CWrlte to-day — Established 1924
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S a m p le C o m p le te w ith m e rc h a n d ise
In lots o f six , e a ch
In lots o f tw e lv e , e a ch
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25 per cent with order, balance C. O. D.
H . G. Payne Co.. 203 Church St.,___________
Nashville, Tenn.
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