. Hardware merchandising August-October 1912. n now is to install a full battery often pumps, to handle the oils which arenow kept in metal tanks situated in thebasement. One of the lines handled to the bestpurpose in this store is stoves—and thereason is not hard to understand. Salesare sought in a scientific way. If saleswere not secured it would be strange. But here too, the firm is not satisfiedwith the present results. We havethought, says J. McClatchie, that wecould improve our stove business by put-ting a team on the road—by going outand canvassing for sales through thecountry. But we h
. Hardware merchandising August-October 1912. n now is to install a full battery often pumps, to handle the oils which arenow kept in metal tanks situated in thebasement. One of the lines handled to the bestpurpose in this store is stoves—and thereason is not hard to understand. Salesare sought in a scientific way. If saleswere not secured it would be strange. But here too, the firm is not satisfiedwith the present results. We havethought, says J. McClatchie, that wecould improve our stove business by put-ting a team on the road—by going outand canvassing for sales through thecountry. But we have not the time to dothis just now. We are too busy with ourtin shop and our plumbing canvassing is something for thefuture. Results Satisfactory. Notice the methods which are nowused, however; and notice especially theresults. The trade has increased withthe advances made, until to-day morethan 150 stoves are being sold in a sea-son, where a few years ago 30 or 50 sale3represented what was thought a goodseasons HARDWARE AND METAL STOVEDEPARTMENT There was a time when selling used tobe done from catalogue, and later fromone or two samples. But times havechanged. Now a wide variety of modelsis kept, and the prominent display ofthese attracts attention. From time totime through the season, stove windowsare arranged, and never do these fail toattract attention. But the interior dis-plays are kept up the season accompanying cut will show a partof the stove department. Notice theneat arrangement. McClatchie Bros,are firm believers in the value of keepinga store trim and clean. • The results theyhave secured from these methods confirmthem in their belief. No Hurrying Buyers. A prospective purchaser is shown themodels displayed on the floor of thestore. Generally a stove which exactlysuits is discovered here; but if not thereis no attempt made to force through thesale. It is held that no sale at all isbetter business than one which is likei
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