Getting behind the retail business. . de money for him, be-cause they kept his rental down and allowed him to dotwice as much business with practically the same overheadand operating cost. A shoe merchant decided he could sell hosiery to hisshoe customers. Finding the necessary amount of spacewasnt the easiest problem, but in the course of his investi-gation of other stores, he found a system which gave himcapacity for a two thousand dollar retail stock in eightlineal feet of wall space. The profits from his hosiery business today almost payhis rent, and now he is adding a small and inexpensiv
Getting behind the retail business. . de money for him, be-cause they kept his rental down and allowed him to dotwice as much business with practically the same overheadand operating cost. A shoe merchant decided he could sell hosiery to hisshoe customers. Finding the necessary amount of spacewasnt the easiest problem, but in the course of his investi-gation of other stores, he found a system which gave himcapacity for a two thousand dollar retail stock in eightlineal feet of wall space. The profits from his hosiery business today almost payhis rent, and now he is adding a small and inexpensive floordisplay case for his findings and accessories. They, too,will pay a good return. Now to further emphasize the value of getting themost out of each customers visit to the store, let us com-pare the retail store with the manufacturer. Funda-mentally, there is very little difference; the problem witheach is production. Into the plans of each come three fundamental prin-ciples—materials, machinery, and men. The manufacturer 23 j. The case in the foreground here has paid for itself manytimes over as a result of its silent salesmanship. It presentsthe merchandise in a very unique manner, and the merchan-dise, in turn, sells itself. The owner will tell you it was agood investment. has found that the production of his human element isregulated largely by the machinery with which it works. Most large retailers have found that same thing to betrue. If they place at the disposal of their salespeople,devices which automatically force the showing of a greateramount of merchandise, they are going to increase theindividual sales check very materially. Are the Tools Dull? It isnt fair to give one worker in the factory dull toolsand expect him to compete with another worker who isgiven sharp and efficient tools. He cant compete from thestandpoint of production or quality. That same thing is equally true of the worker in theretail store. If merchandise is hidden away in stock boxes,the
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Keywords: ., bookcentury1900, bookdecade1920, booksubjectdivisio, bookyear1922
