fej,;- l' iffiyrw Jr' u jyp y"3?! "?7ttfr"W ." "VBr.Tr y 8 EVENING TUBLIO LEDGER PHILADELPHIA, .MONDAY, MAY 0, 1921 wr .1 eezm 9 n v .r ,!i 7 hi A '$ v. L- ? I ft : ir -r fc - I pi 1W k Here is an object lesson from New, England for Philadelphia textile mills A New England textile mill with a long and honorable record decided to overhaul its selling methods. It was selling its product in bulk. A manufacturer made up the goods into finished product and distributed it, chiefly under the mill tickets. An investigation disclosed some as tonishing facts, such as these: There were retail stores all over the country which reported that they wanted the goods, but were "unable to get them." The highest price charged anywhere in the United States was found in a de partment store in the very city in which the mill was located. In its own city there was little demand for the product, t being outsold by inferior brands made in other centers. The mill decided to change this situa tion, and proceeded as follows: 1 . A new building was erected, ma chinery installed, and for the first time the mill began to turn out the finished product ready for the consumer. 2. A new selling organization was obtained. 3. The market of the entire country was analyzed and sales quotas for each salesman,, each territory, and each pros pective customer adopted. 4. A national advertising campaign in The Ladies' Home Journal was-started. Within a few weeks of the announce ment of these new policies the mill was oversold. And perhaps the nost striking result was in the home city, where the brand had formerly been outsold by cheaper but better-known products. For one mer chant in that city immediately placed, on behalf of his several stores in that territory, the largest single order for the product ever obtained from any one customer. Some New England and Philadelphia manufacturers are still clinging to out worn sales methods. Is Philadelphia willing to abandon the traditions of the past generation, and profit by the discoveries of the new? THE CURTIS PUBLISHING COMPANY INDEPENDENCE SQUARE, PHILADELPHIA a The JLadies' Home Journal The Saturday Evening Post The Country Gentleman T m It
Significant historical Pennsylvania newspapers