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PV"' ' EVENING PUBLIC LEDGER PHILADELPHIA, WEDNES
WEDNESDAY, JULY 24, 1918
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ECONOMY IN SELLING
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A New and Practical Plan to Give to Philadelphia Manufacturers a Broader Distribution
of Merchandise in Domestic and Foreign Markets at Greatly Reduced Selling Costs
DUE to the intelligence and industry that have distinguished its manufacturers during many generations, Philadelphia is today the
greatest manufacturing city in the United States. From her more than 10,000 industrial plants comes a yearly volume of
merchandise valued at more than one and one-half billions of dollars. Of the 264 kinds of industries in this country Philadelphia has 211.
gHer industrial supremacy rests firmly on the integrity of her man
uraCTurers and the worthiness of their products.
Worthy merchandise welcomes rather than avoids the test of com
parison. And all that the representative Philadelphia manufacturer asks
is that his goods be given an equal opportunity to compete in the world's
markets.
In order to buy intelligently the merchant must know what the
market offers him. Only two courses have been open to him. He must
either visit the factory or buy from the samples shown him by the man
ufacturer's salesman.
The former method is so costly to the merchant in both time and
money as to make it impossible except in a very limited way. The sec
ond method is enormously costly to the manufacturer, and permits of a
very unsatisfactory showing of his goods under unfavorable conditions
and without the opportunity for comparing values.
Now comes a new method which has been hailed by both manufac
turers and merchants as a practical solution of the problem, and one
which is certain to result in an enormous saving of time and money to
both manufacturer and merchant. And, what is perhaps even more
important, it gives the greatest help and protection to the manufacturer
who produces and the merchant who distributes honest merchandise.
The manufacturer or producer whose product is distributed through a few
large distributing units is not nearly so independent, is not nearly so sure of the
profits he is entitled to secure on his annual turn-over, is not nearly so sure of that
steady, even flow of business recognized as so necessary to the economical admin
istration of any manufacturing establishment, as that other manufacturer or pro
ducer who does the same volume of business but distributes his product or prod
ucts through hundreds or thousands of distributors.
The manufacturer or producer who places himself in the hands of a few
distributors places himself in uncertain hands. In almost every instance the big
distributor is building his own good will his own business on the product,
the skill, the experience and the investment of the manufacturer and at his
expense. The manufacturer stands in the shadows in the background an
unknown factor of vast importance, but nevertheless unknown.
The loss of a single one of these big distributing units knocks a big hole in
his output or, if he submits to pressure in the form of price concessions and thus
retains the withdrawing factor, his profits are reduced.
Under these conditions his business is constantly in jeopardy and none of
the supposed advantages of having but a few accounts on his books, small book
keeping and clerical organizations, and limited sales force sufficiently compen
sates for the utter lack of guaranteed permanence of his industry, security of his
investment, underwritten profits and steadily increasing volume of business.
The manufacturer or producer constantly increasing his avenues
of distribution is laying a foundation resting on commercial bedrock,
and he is laying it so broad and deep that it will carry any superstructure
he may erect upon it in the years to come.
A hundred distributors introduce his wares into a hundred new channels of
trade. A thousand distributors multiply these opportunities by ten. Under
these conditions he finds his market so widespread that an industrial cataclysm
in New England, a flood in the Ohio Valley, a wheat failure in the Dakotas 01 a
drought in the agricultural districts of the Central West, affects him only inci
dentally, because all these misfortunes never come collectively. With a hundred
or a thousand or two thousand distributors handling his products, he finds
himself sharing in their growing prosperity which is reflected from season to sea
son in steadily mounting volume and profits.
That manufacturer or producer who solves the great problem of dis
tribution finds the right of way established between himself, his factory
and the consumer and established on a permanent and satisfactory basis.
But ffl lve it he must eliminate waste of every kind in manufacturing
This is Bush Terminal Sales Building uroadway.eNewTork cuy.
where the Hush organization Is applying to the Bale nnrt.dlstrlbutlon of manufactured prod
ucts the same economic principles of co-operation which1 have "ade ""h nd wHhin
snicuously successful It represents an Initial Investment of two million dollars, onrt w UhJn
ts tlUrtystorles will be howled the products of hundred of manufacturers the "'X mer
Buyers' Club with its 50,000 membership, comprising buyers representing thejeading mer
charlts of the world, and selling facilities unequaled anywhere. Soon the demand for Its
facilities will exceed the space available. Manufacturers, producers, merchants and buyers
are Invited to inspect it when in the New York market.
processes of raw materials of skilled and unskilled labor of factory
handling of transportation of time of energy of ability of every
factor which sums itself up in the finished article.
Just as he must be quick to see and take advantage of every facility
offered for improvement and economy in his manufacturing processes, so
must he be quick to see and take advantage of every sound facility
offered which will enable him to increase the volume of his business and
underwrite its stability by economically developing new and profitable
avenues of distribution.
The Bush Terminal Sales Service opens wide the door of opportunity to the
Philadelphia manufacturer and producer, helping him to multiply his avenues of
distribution to establish and maintain the individuality and integrity of his lines
to introduce his products to thousands of merchants with whom he otherwise
might never come in contact and to do all this so thoroughly, so satisfactorily
and so profitably that its cost is almost negligible.
The Bush Terminal Sales Building's thirty stories of classic architecture
its unexampled facilities designed especially for the effective display of manu
factured products its International Buyers Club, offering accredited Buyers
from every country in the world every advantage to be obtained in the most
exclusive clubs, and many special facilities designed with special reference to his
requirements as a buyer its service facilities to serve the mutual interests oP
manufacturer and merchant all these things are but incidental to the great
underlying fundamental purpose of the Bush organization to render on a co
operative basis such service as has never before been rendered the manufacturer
and the merchant.
And Bush Co-operative Service is not an experiment. For a quarter
of a century it has been solving the problems of economical manufac
turing and shipping at its great Bush Terminal Buildings in South Brook
lyn. The fame of its wonderful service has reached the uttermost cor
ners of the world where American merchandise is sold. Its facilities have
been expanded and perfected until now it stands as an unrivaled eco
nomical institution of great magnitude, serving thousands of manufac
turers and shippers with smoothness, economy and efficiency unequaled.
The same vision, the same great organization, the same large resources, the
same tireless energy which have enabled Bush Terminal to bring co-operation to
such a high state of efficiency in serving the needs of manufacturers and shippers,
arc now forging a new link in the chain which shall bring the manufacturer and
seller closer together.
We desire to explain to Philadelphia manufacturers this great for
ward step in co-operative selling just how we may serve him and meet
any of the selling problems peculiar to his line. It is an interesting story
one of practical value to every manufacturer and producer and our
Philadelphia representative is ready and anxious to tell it to you when it
will best suit your convenience to hear him.
Just now all the world is at war. The demand for merchandise exceeds the
supply in most lines, and the shortage of labor and raw materials, the difficulties
of transportation, all contribute to make selling the least of the manufacturer's
problems TODAY. But the prudent, far-seeing business man is taking advan
tage of these extraordinary conditions to underwrite the future of his business
when the reconstruction period comes. When abnormal conditions end and
the end may come quickly when the highways of the sea are open again to all
nations when industry now engaged in war activities returns to the business of
peace times when labor is free to resume its place in industry then the manu
facturer who has prepared against that day will be ready to reap the harvest the
less farsightcd business man will be unprepared to garner.
Won't you let us tell you how the Bush Service will help you to
serve as you have never been able to serve before, and to do it econom
ically and profitably?
BUSH TERMINAL COMPANY
42d St., East of Broadway
NEW YORK CITY
T-1- O LT...:-1 QAuf-k RfrtL-lirn N Y the vast enterprise which, through co-operation, has brought to manufac
T hlS IS DUSh 1 erminal, OOUtn DrOOKiyn, 1. I ., tur.ng and shipping interests representing practically every industry, facil-
. . ,, , . rrUar ;v,f .;. rnanv of them the longest in existence; 123 warehouses, 12 Monolith In-"
ities without parallel anywhere else m the wqrld The e ar , e,Bht Pe. ny o J 3Q ra track a flect
dustrial Buildings, the most modern cold storage installation in New YorK, a ihhuuh uu. b
of locomotives, automobile trucks, lighters, car floats, and tug boats. ,
NoTw hs anding the vastnes of these facilities, covering 200 acres of ground and representing 40 million dollars of investment, we are not
ableo sCly the Sfmand for its facilities and have a waiting list of hundreds. The United States Government now making large use of Bush
Terminal in solving its over-seas transportation problems.
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