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diff --git a/.gitattributes b/.gitattributes new file mode 100644 index 0000000..6833f05 --- /dev/null +++ b/.gitattributes @@ -0,0 +1,3 @@ +* text=auto +*.txt text +*.md text diff --git a/23547-h.zip b/23547-h.zip Binary files differnew file mode 100644 index 0000000..9a0ef8e --- /dev/null +++ b/23547-h.zip diff --git a/23547-h/23547-h.htm b/23547-h/23547-h.htm new file mode 100644 index 0000000..081444e --- /dev/null +++ b/23547-h/23547-h.htm @@ -0,0 +1,1174 @@ +<!DOCTYPE html PUBLIC "-//W3C//DTD XHTML 1.0 Strict//EN" + "http://www.w3.org/TR/xhtml1/DTD/xhtml1-strict.dtd"> +<html xmlns="http://www.w3.org/1999/xhtml"> +<head> +<meta http-equiv="Content-Type" content="text/html; charset=ISO-8859-1" /> +<title>The Project Gutenberg eBook of Sam Lambert and the New Way Store, by Unknown</title> + <style type="text/css"> + <!-- + body { + font-family: Georgia,serif; + margin-left: 25%; + margin-right: 25%; + } + + p { + text-align: justify; + margin: .6em; + text-indent:1em; + } + + h1,h2 { + text-align: center; + font-weight: normal; + margin-top:2em; + } + + h1.pg { + text-align: center; + font-weight: bold; + margin-top:0em; + } + + .pagenum { + position: absolute; + left: 1%; + right: 87%; + font-size: 10px; + text-align: left; + color: gray; + background-color: inherit; + font-weight: normal; + font-style: normal; + font-variant: normal; + letter-spacing: normal; + text-indent: 0em; + } + + a[title].pagenum:after { /* Uncomment next line to see page numbers */ + /*content: attr(title);*/ + } + + #front_matter p {text-align:center;margin:4em;} + .subhead {font-size:80%;display:block;margin:2em;} + .copyright {font-size:80%;} + + + h2+p { + margin-top:2em; + text-indent:0em; + } + + h2+p:first-letter { + font-size:2.5em; + float: left; + clear: left; + margin: -.2em 4px -.2em 0px; + line-height: 1.25em; + } + + h3 { text-align: center; } + + .first_word { text-transform:uppercase; } + + /* framing decoration */ + #the_beginning { border-top:thin gray solid; margin:2em 0em;} + #the_end { border-bottom:thin gray solid; margin:2em 0em;} + + /* no underlines in links */ + + a:link { text-decoration: none; } + a:visited { text-decoration: none; } + + a:hover { + color: red; + background: inherit; + } + hr.full { width: 100%; + margin-top: 3em; + margin-bottom: 0em; + margin-left: auto; + margin-right: auto; + height: 4px; + border-width: 4px 0 0 0; /* remove all borders except the top one */ + border-style: solid; + border-color: #000000; + clear: both; } + div.pg { margin-left: -25%; + margin-right: -25% } + pre {font-size: 85%;} + --> + + </style> +</head> +<body> +<div class="pg"> +<h1 class="pg">The Project Gutenberg eBook, Sam Lambert and the New Way Store, by Unknown</h1> +<pre> +This eBook is for the use of anyone anywhere at no cost and with +almost no restrictions whatsoever. You may copy it, give it away or +re-use it under the terms of the Project Gutenberg License included +with this eBook or online at <a href = "http://www.gutenberg.org">www.gutenberg.org</a></pre> +<p>Title: Sam Lambert and the New Way Store</p> +<p> A Book for Clothiers and Their Clerks</p> +<p>Author: Unknown</p> +<p>Release Date: November 19, 2007 [eBook #23547]</p> +<p>Language: English</p> +<p>Character set encoding: ISO-8859-1</p> +<p>***START OF THE PROJECT GUTENBERG EBOOK SAM LAMBERT AND THE NEW WAY STORE***</p> +<p> </p> +<h3>E-text prepared by Barbara and Bill Tozier</h3> +</div> +<p> </p> +<hr class="full" /> +<p> </p> + + <div id="front_matter"> + <h1>Sam Lambert and the New Way Store<br /> + <span class="subhead">A Book for Clothiers and Their Clerks</span></h1> + + <p class="publisher">Published by<br /> + Grand Rapids Show Case Co.<br /> + Grand Rapids: Michigan</p> + + <p class="copyright">COPYRIGHT, 1912,<br /> + GRAND RAPIDS SHOW CASE CO.<br /> + GRAND RAPIDS, MICH.</p> + </div> + + <h2 id="chapter_i"><a class="pagenum" id="page3" title="3"></a>CHAPTER I.</h2> + + <p><span class="first_word">Sam Lambert</span> had the best clothing store in Medeena County—a corner + store on the main street of Medeena opposite the Court House Square.</p> + + <p>Medeena had four clothing stores, not counting The Blue Front, down by + the Depot, with its collection of cheap watches in the window, a + yellow guitar, two large accordions and a fiddle with a broken E + string.</p> + + <p>Everybody in the County knew Sam Lambert.</p> + + <p>As a merchant and a citizen he was a whole bunch of live <a class="pagenum" id="page4" title="4"></a>wires. A + big-boned, free-hearted fellow—lucky enough to just escape being run + for sheriff, as some thought he was too good natured, the “gang” was + afraid he was not pliant enough, and Sam didn’t want to be away from + the store.</p> + + <p>Sam took great pride in his clothing business and kept pace with the + most advanced ideas in the trade.</p> + + <p>He was awake to the marvelous development of the ready-to-wear + business. He carried the best and took a positive delight in each + season’s new models.</p> + + <p>He recalled the old days of “hand-me-downs,” and he had lived to see + the two best tailors <a class="pagenum" id="page5" title="5"></a>in Medeena take to bushelling “ready” garments, + with less and less of that to be done—principally changing a button + or shortening a trouser’s length.</p> + + <p>Sam was broad-gauge in everything he did. He sold his goods at the + marked price, for cash only—got a decent profit and told you so.</p> + + <p>Why shouldn’t he? He had a sense of style. He was keenly alive to the + artistry of clothes and his enthusiasm was contagious.</p> + + <p>Sam was firmly convinced that a man has to spend money to make money + in the clothing business.</p> + + <p>He said that a part of the value you deliver to a customer <a class="pagenum" id="page6" title="6"></a>consists in giving him a better opinion of himself: making him + feel like a king for a day and that the best is none too good for him.</p> + + <p>“A store”, he would tell the boys, “cannot be run on the low gear. You + must keep her keyed up. Relax when the store is empty, but when you go + to meet a customer put on the tension—take a brace—get spring into + your step—learn to bunch your vitality and get it across. But keep + your energy inside.</p> + + <p>“Don’t bounce and don’t talk too much. Keep yourself in hand. Be quiet + but alert.</p> + + <p>“Concentrate! For the time being there is but one <a class="pagenum" id="page7" title="7"></a>person in + the world and that is the customer, and the most interesting thing in + life is the thing he came in to see.</p> + + <p>“You can size up your man while you are going forward to meet him. But + by all means take him easy. Undue interest might embarrass him. + Suppose he only wants a pair of 15c. socks; if he does, there is a + test of your ability that you may not realize.</p> + + <p>“Many a clerk who can close a Twenty dollar transaction with tact and + dispatch never seems able to handle a Ten cent sale so that the + customer goes out feeling pleased with himself.</p> + + <p>“Nine men out of ten who come into the store are self-conscious. <a class="pagenum" id="page8" title="8"></a>The thing to do is to make your man feel that his requirement is + important simply because it is his requirement.</p> + + <p>“A good salesman keeps his own personality in the background: he keeps + the store and the sale in the background. He puts all the emphasis on + service to the customer, and to do this he must mentally put himself + in the customer’s place.</p> + + <p>“Try to be as interested in the customer’s finding what he wants as if + the article was for yourself; but don’t insist on his taking only the + thing that appeals to you.</p> + + <p>“Quietly dominate the sale, but leave him plenty of room <a class="pagenum" id="page9" title="9"></a>for + the exercise of his own taste and ideas.</p> + + <p>“Most men, though they may not show it, are slightly on the defensive + when they come into a clothing store. That is why it is so very + important that there be no talking or laughing among the clerks.</p> + + <p>“You may find it hard to realize the effect of a whisper or a titter + on the part of the store’s help when a customer is present. In nearly + every case the man becomes sensitive or resentful and thinks he is + being ridiculed.</p> + + <p>“Try it yourself sometime by going into a strange store in another + line of business in a distant city: when you hear <a class="pagenum" id="page10" title="10"></a>a laugh or a + remark passed among the clerks, see if you don’t wonder if there isn’t + something wrong with your clothes or feel sure that comment is being + made on your appearance or behavior.</p> + + <p>“There is another form of impatience or self-consciousness on the part + of a customer who is more or less acquainted with the store. He + hurries past everyone in front, headed for the part of the store where + he thinks the goods he wants are kept.</p> + + <p>“It is bad policy to step in front of him or otherwise impede his + progress. If there is no one to wait on him follow quietly and be on + hand when he lands at his destination.</p> + + <p><a class="pagenum" id="page11" title="11"></a>“A clerk often wonders why customers persist in doing this.</p> + + <p>“It is because they have an idea of the location of what they want and + blindly strike out for it with a certain nervous desire to cover the + intermediate ground as quickly as possible.</p> + + <p>“Remember that while you feel perfectly at home in the store, few + customers do. It is your business to put them at ease and certainly to + do nothing to make them uncomfortable.</p> + + <p>“When a man comes in for a suit of clothes he usually has some sort of + a mental picture of the thing he desires. An idea, clearly defined or + hazy, <a class="pagenum" id="page12" title="12"></a>is in his mind as to the general color and effect of the + suit he wants.</p> + + <p>“It is something he has noticed worn by someone else—looked at in a + show window, or seen in an illustration.</p> + + <p>“In most cases it will not be the thing he finally buys. It may be a + chalk-line stripe or a Shepherd’s Plaid worn by a drummer who boarded + the 6.30 Lightning Express. In the glow of the lamps and the bustle + and excitement of the Station platform the thing looked possible: but + confronted in the store with the very style and pattern he backs away + from it, though ‘it looked good on the other man.’</p> + + <p>“Find out what he has in <a class="pagenum" id="page13" title="13"></a>mind; meet it as nearly as you can and get it out of the way. + Otherwise he will not concentrate on other goods. He will hold to this + mental picture and measure everything you show him by it—much to your + disadvantage.</p> + + <p>“One of the worst possible things is to ask a man about what price + suit he wants.</p> + + <p>“Keep price in the background. Time enough to feel him out on that + subject. No man likes to have you take the measure of his pocket-book.</p> + + <p>“You must use your judgment in gauging him as to what to show him.</p> + + <p>“The important thing is to get at the picture he has in <a class="pagenum" id="page14" title="14"></a>mind, and the price too, if you can do so without asking him to name + the figure.</p> + + <p>“Never ask a customer how he liked the last suit you sold him. Let + by-gones be by-gones. This is a new deal. Whether he was entirely + satisfied is not the point now. Don’t raise dangerous questions.</p> + + <p>“There are a dozen reasons why his last purchase may not be remembered + with pleasure—reasons that have nothing to do with the value he + received or the actual merit of the clothes.</p> + + <p>“If he voluntarily mentions the last suit with praise take it as a + natural occurrence and pass <a class="pagenum" id="page15" title="15"></a>it over; you will try to do even better by him this time.</p> + + <p>“If he complains of his last purchase don’t argue. Leave the subject + as soon as possible and get down to the question in hand.</p> + + <p>“Have confidence in your goods, in your prices and in yourself as a + salesman.</p> + + <p>“There are more sales lost for lack of firmness and decision at the + right time than for any other cause.</p> + + <p>“Among the clerks in the best and biggest of stores there are ten good + openers of a sale to one good closer.</p> + + <p>“Be a closer.</p> + + <p>“It requires judgment and decision of character, but you can learn to + do it.</p> + + <p><a class="pagenum" id="page16" title="16"></a>“When a woman goes into a cloak and suit department, she is not + satisfied to buy until she has been made to feel that she has pretty + well canvassed the assortment, seen practically everything in the + stock at the range and along the line she is seeking.</p> + + <p>“She has merchandise imagination and thinks of the possible garments + back there in the stock that she might have liked better.</p> + + <p>“In this regard a man is somewhat easier to handle.</p> + + <p>“It is a fact often demonstrated that clerks can close a sale more + quickly where the stock is kept on hangers instead of piled on tables.</p> + + <p>“The preliminaries are <a class="pagenum" id="page17" title="17"></a>more quickly covered. Having walked down the line the customer is + better satisfied that the whole selection is placed at his disposal.</p> + + <p>“There is no secret about it. Nothing held back. No mysterious pile of + garments on a table that he cannot see.</p> + + <p>“Note the tendency of the customer to investigate a pile of + coats—lifting up the corners and looking at the patterns.</p> + + <p>“A coat in plain view, taken off the hanger, is more obviously a + thoughtful selection of a garment definitely suited for him and he is + the more ready to make it his own.</p> + + <p>“The important thing in closing a sale is to narrow down the choice as + soon as <a class="pagenum" id="page18" title="18"></a>you can to one or two strong possibilities, flanked by a bad one—that + is, a style or a pattern that you know the customer doesn’t want.</p> + + <p>“When this point is reached it is well to move the customer away from + the rest of the stock, say to some distant corner where he can stand + on a rug and look in the mirror—</p> + + <p>“Where his whole attention can be given to one suit, or at most a + choice between two.</p> + + <p>“A sale must be opened easily. The customer should never be made to + feel that he is being restricted in his selection. But the moment you + can form an idea of what he wants you can probably think of just the + thing for him.</p> + + <p><a class="pagenum" id="page19" title="19"></a>“If you handle him right he accepts your knowledge of the assortment, + instead of demanding a complete canvass of the stock.</p> + + <p>“It is then you may know that you have established his confidence.</p> + + <p>“In a comparatively short time you can narrow him down to a choice + where by a tactful show of firmness you can help him decide.</p> + + <p>“In the handling of almost every sale there is a point beyond which + the customer begins to flounder and show indecision.</p> + + <p>“The weak salesman leads him on and on with no stopping point—no + place to close—and the prospective sale fades <a class="pagenum" id="page20" title="20"></a>to a ‘just looking today’ excuse.</p> + + <p>“This is a universal fault among retail clerks.</p> + + <p>“The test of salesmanship is in closing a sale.</p> + + <p>“Be a closer!</p> + + <p>“Never guy a customer or ‘kid him along’ for the amusement of a + by-stander or a fellow clerk. This is a common practice in some + clothing stores. The offender is usually a self-satisfied clerk who + has had just enough success as a salesman to make him egotistical.</p> + + <p>“He thinks he is a regular dare-devil and that by making sport of his + customer he may win a reputation as the village cut-up. His favorite + victim is <a class="pagenum" id="page21" title="21"></a>some half-witted fellow—tho’ a customer who is partly deaf may do and + he is always ready for a yokel or a foreigner.</p> + + <p>“There is no doubt,” said Sam Lambert, “that the medal for the longest + ears and the loudest bray in the clothing business belongs to this + Smart Aleck type of clerk known as a ‘kidder’.</p> + + <p>“To say nothing of the respect he owes the customer, it is astonishing + how he can presume to work his cheap little side-play on any human + being, when even a dog is sensitive to ridicule and knows when he is + being laughed at.”</p> + + <!-- <a class="pagenum" id="page22" title="22"></a> [Blank Page]--> + + <h2 id="chapter_ii"><a class="pagenum" id="page23" title="23"></a>CHAPTER II.</h2> + + <p><span class="first_word">No</span> one questioned Sam Lambert’s power as a business getter, nor the + alertness of his store-keeping methods.</p> + + <p>He was prodigal of his own energy—never spared himself. He looked + after the important things and left details to others.</p> + + <p>As with every man who is a constructive force in the world of affairs, + Sam’s friends and relatives shook their heads—said that he needed a + balance-wheel.</p> + + <p>This was dinned into his ears so often that he finally <a class="pagenum" id="page24" title="24"></a>came to believe it. So after many Sunday afternoon business + discussions, it was arranged that he was to take into the business his + wife’s cousin, one Lemuel Stucker, who had spent twenty years saving + $9000 as general manager for a flour and feed concern.</p> + + <p>Stucker had worked out elaborate sets of figures to prove the needed + economies of management.</p> + + <p>He was so tireless and sincere, so careful and exact, that it was with + a great sense of relief that Sam turned the store over to him.</p> + + <p>Here, at last, was a man who could lift from his shoulders the daily + burden of management.</p> + + <p><a class="pagenum" id="page25" title="25"></a>Sam’s real interest in the change, as those who knew him might have + guessed, was a desire for new enterprise. He had long had an eye on a + fine opening for a clothing store in the neighboring town of + Bridgeville, twenty miles away, and he lost no time in carrying out + this project.</p> + + <p>During the ensuing year he was so engrossed with the Bridgeville + branch that Medeena rarely saw him, and Lemuel Stucker’s rather + discouraging reports on the state of business were attributed to Lem’s + conservatism and natural depression of mind.</p> + + <p>Lem was Sam’s opposite in almost every particular. A small, sallow man + with a black <a class="pagenum" id="page26" title="26"></a>shoe-string necktie and a look of general regret.</p> + + <p>He spent most of his time untying knots in pieces of string, picking + up bits of wrapping paper and sharpening short lead-pencils, and he + was great on buying brooms.</p> + + <p>His effect on the store was one of immediate and prevalent blight.</p> + + <p>You may wonder why the boys did not complain of conditions to Sam, but + Lem was manager—and there is something so virtuous and convincing + about a first-class retrencher. His wise saws and thrifty sayings + are infectious and he makes everybody so low-spirited that they are + ready to catch anything.</p> + + <p><a class="pagenum" id="page27" title="27"></a>No more good window displays—tacks, colored cheesecloth and other + accessories cost money, and the sun was bad for the goods.</p> + + <p>No more trim on the counters and shelves.</p> + + <p>Stop the high-power electric light in front of the store and reduce + the lamps inside.</p> + + <p>These things did not all occur at once, but so gradually that it was + hard to realize just what had happened to the store.</p> + + <p>The windows got streaky and the inside of the store looked dingy and + cold.</p> + + <p>Then the conservative spirit got into the buying. Nothing but black + cheviots with a few drab and gray worsteds.</p> + + <p><a class="pagenum" id="page28" title="28"></a>Perhaps it was just as well, for when a customer came into the store + and saw Stucker he thought it was raining outside.</p> + + <p>Sam Lambert had always prided himself on keeping alive what he called + the “buying spirit” in the store.</p> + + <p>Nowadays a customer got a sense of caution. The feeling was one of + disapproval of all extravagance.</p> + + <p>Instead of purchasing a suit, the man wondered where his next month’s + rent was coming from, bought a pair of cottonade pants and hurried + home.</p> + + <p>Trade fell off steadily. Affairs went on this way for a twelvemonth + and then something happened.</p> + + <p><a class="pagenum" id="page29" title="29"></a>Two of Sam’s principal competitors were reported to be remodeling + their stores—and what was more, they were going to put in wardrobe + systems and carry all their garments on hangers.</p> + + <p>This aroused Sam and he made an immediate investigation.</p> + + <p>He found that one of the stores had contracted for the old type of + wooden wall cabinets where the clothes hung behind panelled doors.</p> + + <p>But the other was installing glass wardrobes, where the stock would be + on view.</p> + + <p>This discovery cut Sam like a knife.</p> + + <p>He investigated further, and was delighted to find that his <a class="pagenum" id="page30" title="30"></a>wardrobe competitor, with the temptation to save a few dollars, had + ordered a second-rate type of glass wardrobe, with pull-out rods that + swing inside the case, without a locking device to prevent them from + breaking the glass.</p> + + <p>Without saying anything to Stucker he telegraphed the best wardrobe + concern in the country to send their representative at once.</p> + + <h2 id="chapter_iii"><a class="pagenum" id="page31" title="31"></a>CHAPTER III.</h2> + + <p><span class="first_word">At</span> eleven o’clock the following day a quiet man wearing double-lens + spectacles and a pre-occupied air came into the store, asked for Mr. + Lambert and was directed to the rear where Stucker was showing Sam the + wisdom of leaving the night covers over the black goods during the day + to protect the stock from dust.</p> + + <p>Sam was so keyed up on the wardrobe question that he heard only about + half that Stucker was saying.</p> + + <p>When the man with the spectacles arrived Sam guessed <a class="pagenum" id="page32" title="32"></a>his mission without waiting for a word of greeting.</p> + + <p>“You,” said Sam, “are here to talk wardrobes; let’s see what you’ve + got.”</p> + + <p>“Before I talk wardrobes, or, if you please, the New Way system,” + began the salesman, “I would prefer to get a fair idea of the amount + and kind of stock you carry and how you care for it now.”</p> + + <p>“Just as I thought,” interrupted Stucker. “You’re afraid our stock is + too big for your wardrobe capacity.</p> + + <p>“Well, I don’t want to discourage you, but when you count the suits on + the table, don’t forget to add about 50 dozen pair of knee pants and + odd trousers stored in <a class="pagenum" id="page33" title="33"></a>case-goods boxes under the tables.</p> + + <p>“Remember too, that when you take the tables out, you must find + another place for our last years sweaters, mufflers, caps, gloves and + underwear, as well as all our advance stock of shirts, hosiery and + ties which we keep under the tables because we have no room for them + on our side shelving. You can see it is piled to the ceiling now; and + all that on top is active stock.”</p> + + <p>“That reminds me, Mr. Stucker, of a joke your friend Jones, over at + Dennisville, played on Sakes, his partner.</p> + + <p>“Before we remodelled their store, they had a lot of <a class="pagenum" id="page34" title="34"></a>money tied up in stock piled under the tables like you have. Most of + it was odds and ends—left overs of many seasons that Jones knew even + a clearance sale would not clean up.</p> + + <p>“He inventoried the lot and shipped 72 dozen pair of knee pants to New + York, and wrote the auctioneer to send a check for whatever amount + they brought.</p> + + <p>“The funny part of it, Sakes never discovered that the stock was gone + until about three weeks later, when he noticed a check in the mail and + asked Jones what it was for.</p> + + <p>“You can do the same thing, Mr. Stucker, with your stock under the + tables, and the check you will get will <a class="pagenum" id="page35" title="35"></a>help buy New Way sectional shelving that will give you about three + times the capacity your furnishing department has now; so it will not + be necessary to climb to the ceiling for your active stock or dig + under the tables for your out of season goods.</p> + + <p>“Before we discuss detail, Mr. Lambert,” continued the salesman, “I + have something to say about the practical arrangement of the inside of + the store.</p> + + <p>“The business of a store is to sell goods. A customer may come in for + one item. You want him to buy two or three or a half a dozen. The + easier you make it for him, the less he has to cross and <a class="pagenum" id="page36" title="36"></a>recross the store to complete his purchases—the more goods you will + sell him.</p> + + <p>“What you want—what every merchant wants—and what few have—is a + practical, natural selling arrangement of the goods.</p> + + <p>“The invention of a practical wardrobe merely made the right plan + possible.</p> + + <p>“Our business is to suggest the plan and fit the wardrobe arrangement + to the needs of a store.</p> + + <p>“Every clothing store has its own individuality. Each problem must be + worked out on the ground with a full knowledge of the stock and the + business, the history of the store, the nature of its trade <a class="pagenum" id="page37" title="37"></a>and the personality of its proprietor.”</p> + + <p>Sam’s interest was excited. This point of view was new to him, but he + could see the truth of it and he was impatient to get at the heart of + the matter as far as his own store was concerned.</p> + + <p>“You’re right,” he said, “about the personality and individuality of a + store; and for that reason don’t tell me to put the furnishing goods + shelving down the middle of the store. This is a clothing store and + not a haberdashery.”</p> + + <p>“Mr. Lambert,” said the salesman, “you have hit the nail squarely on + the head. This is a double room, a very different problem from that <a class="pagenum" id="page38" title="38"></a>of a single store. I looked over the place of one of your competitors + this morning. He also has a double store with much the same + arrangement as yours and I find that he is making a mistake—adopting + a plan that is about five years behind the times.</p> + + <p>“You see, in the earlier days of the wardrobe, there was no such thing + as a center wardrobe. Therefore the clothing had to be hung against + the wall in pull-out cabinets. When the clothing went to the side + walls the furnishings had to move to the center floor space.</p> + + <p>“Such an arrangement is not practical for a double store and the + effect is bad. It kills the first impression of a big <a class="pagenum" id="page39" title="39"></a>store. The shelving will look bare if it is not trimmed, and if it is + trimmed your big double room looks like two small stores divided by a + wall.</p> + + <p>“The center shelving will always have stock boxes piled on top and + that will throw one side of the store always in shadow. Besides, this + arrangement divides the trade and screens half of it from view.</p> + + <p>“The stock is cut in two and looks small.</p> + + <p>“One salesman can not wait on the furnishing goods trade without + neglecting half of it all the time. If you have two clerks, a customer + must be taken from one side to the other for his ties or underwear, + and there you are again, both <a class="pagenum" id="page40" title="40"></a>on one side at the same time.</p> + + <p>“If another customer came along they’d have to stop in the middle of a + sale and refer him to a clerk around in the other aisle.</p> + + <p>“A furnishing goods department should be continuous. The sale of a + shirt will lead to the purchase of a tie or a collar or hosiery. The + goods should be in sight so that they automatically suggest + themselves.</p> + + <p>“You enter this store and the first impression you get is a big + clothing store. That is what you want. Clothing dominates the store. + Furnishing goods and hats are important and necessary side lines. No + one would mistake it for a haberdasher’s. You <a class="pagenum" id="page41" title="41"></a>have been known from the beginning as the leading clothier. That’s the + reputation you want to keep.</p> + + <p>“Mr. Lambert, one of the important problems of this store is to house + your stock in new fixtures and at the same time widen your aisles.</p> + + <p>“You can not see how that is possible. It is really the only problem I + have to solve for you, and it is easy.”</p> + + <p>The little man with the big spectacles had things moving. He was not + much of a salesman but he knew all about merchandising in a retail + store.</p> + + <p>And he certainly was familiar with every store fixture and selling + device that had ever been invented, its good and <a class="pagenum" id="page42" title="42"></a>bad points, where it was practical and where it was not.</p> + + <p>“Before a merchant puts money into store equipment”, said the wardrobe + man, “he ought to be sure that he is getting the very latest and most + improved models. He owes this to himself as a protection for his + investment.</p> + + <p>“There is always a temptation to save a few dollars by adopting a poor + imitation or some out-of-date device.</p> + + <p>“The latest and best is the cheapest in the end, especially when you + consider convenience and durability.</p> + + <p>“A pretty safe guide is to see what the biggest and best stores + everywhere are installing today.</p> + + <p><a class="pagenum" id="page43" title="43"></a>“You will find such merchants as John Wanamaker in his Philadelphia + and New York stores equipping his clothing departments solely with New + Way Crystal Wardrobes;</p> + + <p>“Browning, King & Company in seventeen cities;</p> + + <p>“Schuman, Kennedy, Posner, Talbot Company, Jordan-Marsh & Company, + Leopold Morse Company, McCullough & Parker in Boston;</p> + + <p>“George Muse Company in Atlanta;</p> + + <p>“Mullen & Bluett of Los Angeles;</p> + + <p>“Becker of San Francisco;</p> + + <p>“Burkhardt of Cincinnati;</p> + + <p>“Lazarus, and Meyer Israel of New Orleans;</p> + + <p><a class="pagenum" id="page44" title="44"></a>“And more than a thousand others—all the representative stores of + their localities.</p> + + <p>“These men have selected the New Way Crystal Wardrobes after careful + comparison with every other device on the market.</p> + + <p>“They have found the New Way Crystal Wardrobe the most sightly and + compact—having the largest capacity with the greatest ease of + operation.</p> + + <p>“They find that they show the goods better; that the clerks can work + faster from them; that half a dozen clerks can sell from one wardrobe + at the same time; that one boy can keep the stock in good shape where + four were <a class="pagenum" id="page45" title="45"></a>inadequate under any other plan.</p> + + <p>“They find that the New Way people have basic patents on special + features, such as the New Way disappearing doors that divide in the + center, and slide into the ends of the wardrobe and do not project + into the aisle.</p> + + <p>“The New Way revolving rack with the patent locking device, which + works loaded or unloaded with equal ease—no friction, no leverage, no + noise.</p> + + <p>“They find the New Way low center wardrobes give an unobstructed view + all over the store and are the only wardrobes made that are entirely + practical for grouping in front <a class="pagenum" id="page46" title="46"></a>of a furnishing or hat department.</p> + + <p>“Likewise the high double deck wall wardrobes have more than double + the capacity of tables.”</p> + + <p>The wardrobe man illustrated his talk with photographs and backed his + arguments with figures.</p> + + <p>The upshot of it was that he made a complete ground plan of the + Lambert store with a modern selling arrangement and New Way fixtures + in their proper places.</p> + + <p>But before Stucker would admit the wisdom of the improvement, he + argued it from every point of view.</p> + + <p>“The farmer trade,” he said, “would imagine that they <a class="pagenum" id="page47" title="47"></a>would have to pay higher prices for clothing to make up the cost of + new fixtures.”</p> + + <p>This, mind you, today when the farmer is the most enlightened member + of the community—when he is using progressive methods in marketing + his own product, to reduce his costs and increase his profits!</p> + + <p>Lem acknowledged that the clothiers who are handling the finest + merchandise are fitting up their stores with New Way Crystal + Wardrobes, and he didn’t like to admit that the Lambert Store didn’t + sell high grade merchandise.</p> + + <p>He conceded that fine goods in every other line of <a class="pagenum" id="page48" title="48"></a>trade are treated with the care and respect they deserve, otherwise + they would suffer in the handling and cease to be fine merchandise.</p> + + <p>Finally, Lem admitted that the discerning public does judge a + merchant’s stock by the way he treats it, so that the store with New + Way Wardrobes as a feature is not only the most progressive store, but + in practically every instance the most prosperous in the clothing + trade of its locality.</p> + + <p>After Sam had given the order his one thought was impatience for the + completion of the job.</p> + + <p>“I must have that stuff all installed so that I can have <a class="pagenum" id="page49" title="49"></a>my opening a week ahead of the other people.</p> + + <p>“Here, Stucker,” called Sam to that gloomy soul, who had gone behind a + stock of work-shirts, while the order was being signed, “we’ll let you + dispose of the old fixtures. That’s a job that’s just about your size.</p> + + <p>“I tell you, Stucker, a natural-born retrencher has his virtues. But + if you give him rope enough he will retrench you out of business. He + never builds anything. If it wasn’t for the creative man there would + be nothing to retrench.</p> + + <p>“The retrencher is all right if you don’t pay him too much. He is + worth about <a class="pagenum" id="page50" title="50"></a>$10 a month, because you can find fifty of them in any old man’s home + that you can hire for less money than that.</p> + + <p>“No, Lem, I won’t be unfair. You’re not as bad as all that. It takes + all kinds of people to make a world and there is plenty of room for + both of us in this business—there always will be leaks to stop and + work to do for an earnest man who has the interest of the store at + heart.</p> + + <p>“The fault has been in the division of our labor. I’ll show you the + way we can get the best out of ourselves.”</p> + + <p>“Sam,” said Lem, “I reckon I’ve been looking at the world through a + crack in the fence and I’ll have to widen <a class="pagenum" id="page51" title="51"></a>out my view a little. You give me the books and the sales slips to + look after. In the meantime I’m going to make the most exact inventory + this store ever had and be ready to check in the fresh stock that is + to go in these New Way wardrobes.</p> + + <p>“My talents are all right if I don’t try to cover too much territory.”</p> + + <p>The two men shook hands.</p> + + <p>All was in readiness on the day set. Everybody in Medeena County came + to the Grand Opening, and Sam Lambert’s New Way Store is doing the + business of the town.</p> + +<p> </p> +<p> </p> +<hr class="full" /> + +<div class="pg"> +<p>***END OF THE PROJECT GUTENBERG EBOOK SAM LAMBERT AND THE NEW WAY STORE***</p> +<p>******* This file should be named 23547-h.txt or 23547-h.zip *******</p> +<p>This and all associated files of various formats will be found in:<br /> +<a href="http://www.gutenberg.org/dirs/2/3/5/4/23547">http://www.gutenberg.org/2/3/5/4/23547</a></p> +<p>Updated editions will replace the previous one--the old editions +will be renamed.</p> + +<p>Creating the works from public domain print editions means that no +one owns a United States copyright in these works, so the Foundation +(and you!) can copy and distribute it in the United States without +permission and without paying copyright royalties. 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You may copy it, give it away or +re-use it under the terms of the Project Gutenberg License included +with this eBook or online at www.gutenberg.org + + + + + +Title: Sam Lambert and the New Way Store + A Book for Clothiers and Their Clerks + + +Author: Unknown + + + +Release Date: November 19, 2007 [eBook #23547] + +Language: English + +Character set encoding: ISO-646-US (US-ASCII) + + +***START OF THE PROJECT GUTENBERG EBOOK SAM LAMBERT AND THE NEW WAY +STORE*** + + +E-text prepared by Barbara and Bill Tozier + + + +SAM LAMBERT AND THE NEW WAY STORE + +A Book for Clothiers and Their Clerks + + + + + + + +Published by +Grand Rapids Show Case Co. +Grand Rapids: Michigan + +Copyright, 1912, +Grand Rapids Show Case Co. +Grand Rapids, Mich. + + + + +CHAPTER I. + + +Sam Lambert had the best clothing store in Medeena County--a corner +store on the main street of Medeena opposite the Court House Square. + +Medeena had four clothing stores, not counting The Blue Front, down by +the Depot, with its collection of cheap watches in the window, a +yellow guitar, two large accordions and a fiddle with a broken E +string. + +Everybody in the County knew Sam Lambert. + +As a merchant and a citizen he was a whole bunch of live wires. A +big-boned, free-hearted fellow--lucky enough to just escape being run +for sheriff, as some thought he was too good natured, the "gang" was +afraid he was not pliant enough, and Sam didn't want to be away from +the store. + +Sam took great pride in his clothing business and kept pace with the +most advanced ideas in the trade. + +He was awake to the marvelous development of the ready-to-wear +business. He carried the best and took a positive delight in each +season's new models. + +He recalled the old days of "hand-me-downs," and he had lived to see +the two best tailors in Medeena take to bushelling "ready" garments, +with less and less of that to be done--principally changing a button +or shortening a trouser's length. + +Sam was broad-gauge in everything he did. He sold his goods at the +marked price, for cash only--got a decent profit and told you so. + +Why shouldn't he? He had a sense of style. He was keenly alive to the +artistry of clothes and his enthusiasm was contagious. + +Sam was firmly convinced that a man has to spend money to make money +in the clothing business. + +He said that a part of the value you deliver to a customer consists in +giving him a better opinion of himself: making him feel like a king +for a day and that the best is none too good for him. + +"A store," he would tell the boys, "cannot be run on the low gear. You +must keep her keyed up. Relax when the store is empty, but when you go +to meet a customer put on the tension--take a brace--get spring into +your step--learn to bunch your vitality and get it across. But keep +your energy inside. + +"Don't bounce and don't talk too much. Keep yourself in hand. Be quiet +but alert. + +"Concentrate! For the time being there is but one person in the world +and that is the customer, and the most interesting thing in life is +the thing he came in to see. + +"You can size up your man while you are going forward to meet him. But +by all means take him easy. Undue interest might embarrass him. +Suppose he only wants a pair of 15c. socks; if he does, there is a +test of your ability that you may not realize. + +"Many a clerk who can close a Twenty dollar transaction with tact and +dispatch never seems able to handle a Ten cent sale so that the +customer goes out feeling pleased with himself. + +"Nine men out of ten who come into the store are self-conscious. The +thing to do is to make your man feel that his requirement is important +simply because it is his requirement. + +"A good salesman keeps his own personality in the background: he keeps +the store and the sale in the background. He puts all the emphasis on +service to the customer, and to do this he must mentally put himself +in the customer's place. + +"Try to be as interested in the customer's finding what he wants as if +the article was for yourself; but don't insist on his taking only the +thing that appeals to you. + +"Quietly dominate the sale, but leave him plenty of room for the +exercise of his own taste and ideas. + +"Most men, though they may not show it, are slightly on the defensive +when they come into a clothing store. That is why it is so very +important that there be no talking or laughing among the clerks. + +"You may find it hard to realize the effect of a whisper or a titter +on the part of the store's help when a customer is present. In nearly +every case the man becomes sensitive or resentful and thinks he is +being ridiculed. + +"Try it yourself sometime by going into a strange store in another +line of business in a distant city: when you hear a laugh or a remark +passed among the clerks, see if you don't wonder if there isn't +something wrong with your clothes or feel sure that comment is being +made on your appearance or behavior. + +"There is another form of impatience or self-consciousness on the part +of a customer who is more or less acquainted with the store. He +hurries past everyone in front, headed for the part of the store where +he thinks the goods he wants are kept. + +"It is bad policy to step in front of him or otherwise impede his +progress. If there is no one to wait on him follow quietly and be on +hand when he lands at his destination. + +"A clerk often wonders why customers persist in doing this. + +"It is because they have an idea of the location of what they want and +blindly strike out for it with a certain nervous desire to cover the +intermediate ground as quickly as possible. + +"Remember that while you feel perfectly at home in the store, few +customers do. It is your business to put them at ease and certainly to +do nothing to make them uncomfortable. + +"When a man comes in for a suit of clothes he usually has some sort of +a mental picture of the thing he desires. An idea, clearly defined or +hazy, is in his mind as to the general color and effect of the suit he +wants. + +"It is something he has noticed worn by someone else--looked at in a +show window, or seen in an illustration. + +"In most cases it will not be the thing he finally buys. It may be a +chalk-line stripe or a Shepherd's Plaid worn by a drummer who boarded +the 6.30 Lightning Express. In the glow of the lamps and the bustle +and excitement of the Station platform the thing looked possible: but +confronted in the store with the very style and pattern he backs away +from it, though 'it looked good on the other man.' + +"Find out what he has in mind; meet it as nearly as you can and get it +out of the way. Otherwise he will not concentrate on other goods. He +will hold to this mental picture and measure everything you show him +by it--much to your disadvantage. + +"One of the worst possible things is to ask a man about what price +suit he wants. + +"Keep price in the background. Time enough to feel him out on that +subject. No man likes to have you take the measure of his pocket-book. + +"You must use your judgment in gauging him as to what to show him. + +"The important thing is to get at the picture he has in mind, and the +price too, if you can do so without asking him to name the figure. + +"Never ask a customer how he liked the last suit you sold him. Let +by-gones be by-gones. This is a new deal. Whether he was entirely +satisfied is not the point now. Don't raise dangerous questions. + +"There are a dozen reasons why his last purchase may not be remembered +with pleasure--reasons that have nothing to do with the value he +received or the actual merit of the clothes. + +"If he voluntarily mentions the last suit with praise take it as a +natural occurrence and pass it over; you will try to do even better by +him this time. + +"If he complains of his last purchase don't argue. Leave the subject +as soon as possible and get down to the question in hand. + +"Have confidence in your goods, in your prices and in yourself as a +salesman. + +"There are more sales lost for lack of firmness and decision at the +right time than for any other cause. + +"Among the clerks in the best and biggest of stores there are ten good +openers of a sale to one good closer. + +"Be a closer. + +"It requires judgment and decision of character, but you can learn to +do it. + +"When a woman goes into a cloak and suit department, she is not +satisfied to buy until she has been made to feel that she has pretty +well canvassed the assortment, seen practically everything in the +stock at the range and along the line she is seeking. + +"She has merchandise imagination and thinks of the possible garments +back there in the stock that she might have liked better. + +"In this regard a man is somewhat easier to handle. + +"It is a fact often demonstrated that clerks can close a sale more +quickly where the stock is kept on hangers instead of piled on tables. + +"The preliminaries are more quickly covered. Having walked down the +line the customer is better satisfied that the whole selection is +placed at his disposal. + +"There is no secret about it. Nothing held back. No mysterious pile of +garments on a table that he cannot see. + +"Note the tendency of the customer to investigate a pile of +coats--lifting up the corners and looking at the patterns. + +"A coat in plain view, taken off the hanger, is more obviously a +thoughtful selection of a garment definitely suited for him and he is +the more ready to make it his own. + +"The important thing in closing a sale is to narrow down the choice as +soon as you can to one or two strong possibilities, flanked by a bad +one--that is, a style or a pattern that you know the customer doesn't +want. + +"When this point is reached it is well to move the customer away from +the rest of the stock, say to some distant corner where he can stand +on a rug and look in the mirror-- + +"Where his whole attention can be given to one suit, or at most a +choice between two. + +"A sale must be opened easily. The customer should never be made to +feel that he is being restricted in his selection. But the moment you +can form an idea of what he wants you can probably think of just the +thing for him. + +"If you handle him right he accepts your knowledge of the assortment, +instead of demanding a complete canvass of the stock. + +"It is then you may know that you have established his confidence. + +"In a comparatively short time you can narrow him down to a choice +where by a tactful show of firmness you can help him decide. + +"In the handling of almost every sale there is a point beyond which +the customer begins to flounder and show indecision. + +"The weak salesman leads him on and on with no stopping point--no +place to close--and the prospective sale fades to a 'just looking +today' excuse. + +"This is a universal fault among retail clerks. + +"The test of salesmanship is in closing a sale. + +"Be a closer! + +"Never guy a customer or 'kid him along' for the amusement of a +by-stander or a fellow clerk. This is a common practice in some +clothing stores. The offender is usually a self-satisfied clerk who +has had just enough success as a salesman to make him egotistical. + +"He thinks he is a regular dare-devil and that by making sport of his +customer he may win a reputation as the village cut-up. His favorite +victim is some half-witted fellow--tho' a customer who is partly deaf +may do and he is always ready for a yokel or a foreigner. + +"There is no doubt," said Sam Lambert, "that the medal for the longest +ears and the loudest bray in the clothing business belongs to this +Smart Aleck type of clerk known as a 'kidder'. + +"To say nothing of the respect he owes the customer, it is astonishing +how he can presume to work his cheap little side-play on any human +being, when even a dog is sensitive to ridicule and knows when he is +being laughed at." + + + + +CHAPTER II. + + +No one questioned Sam Lambert's power as a business getter, nor the +alertness of his store-keeping methods. + +He was prodigal of his own energy--never spared himself. He looked +after the important things and left details to others. + +As with every man who is a constructive force in the world of affairs, +Sam's friends and relatives shook their heads--said that he needed a +balance-wheel. + +This was dinned into his ears so often that he finally came to believe +it. So after many Sunday afternoon business discussions, it was +arranged that he was to take into the business his wife's cousin, one +Lemuel Stucker, who had spent twenty years saving $9000 as general +manager for a flour and feed concern. + +Stucker had worked out elaborate sets of figures to prove the needed +economies of management. + +He was so tireless and sincere, so careful and exact, that it was with +a great sense of relief that Sam turned the store over to him. + +Here, at last, was a man who could lift from his shoulders the daily +burden of management. + +Sam's real interest in the change, as those who knew him might have +guessed, was a desire for new enterprise. He had long had an eye on a +fine opening for a clothing store in the neighboring town of +Bridgeville, twenty miles away, and he lost no time in carrying out +this project. + +During the ensuing year he was so engrossed with the Bridgeville +branch that Medeena rarely saw him, and Lemuel Stucker's rather +discouraging reports on the state of business were attributed to Lem's +conservatism and natural depression of mind. + +Lem was Sam's opposite in almost every particular. A small, sallow man +with a black shoe-string necktie and a look of general regret. + +He spent most of his time untying knots in pieces of string, picking +up bits of wrapping paper and sharpening short lead-pencils, and he +was great on buying brooms. + +His effect on the store was one of immediate and prevalent blight. + +You may wonder why the boys did not complain of conditions to Sam, but +Lem was manager--and there is something so virtuous and convincing +about a first-class retrencher. His wise saws and thrifty sayings are +infectious and he makes everybody so low-spirited that they are ready +to catch anything. + +No more good window displays--tacks, colored cheesecloth and other +accessories cost money, and the sun was bad for the goods. + +No more trim on the counters and shelves. + +Stop the high-power electric light in front of the store and reduce +the lamps inside. + +These things did not all occur at once, but so gradually that it was +hard to realize just what had happened to the store. + +The windows got streaky and the inside of the store looked dingy and +cold. + +Then the conservative spirit got into the buying. Nothing but black +cheviots with a few drab and gray worsteds. + +Perhaps it was just as well, for when a customer came into the store +and saw Stucker he thought it was raining outside. + +Sam Lambert had always prided himself on keeping alive what he called +the "buying spirit" in the store. + +Nowadays a customer got a sense of caution. The feeling was one of +disapproval of all extravagance. + +Instead of purchasing a suit, the man wondered where his next month's +rent was coming from, bought a pair of cottonade pants and hurried +home. + +Trade fell off steadily. Affairs went on this way for a twelvemonth +and then something happened. + +Two of Sam's principal competitors were reported to be remodeling +their stores--and what was more, they were going to put in wardrobe +systems and carry all their garments on hangers. + +This aroused Sam and he made an immediate investigation. + +He found that one of the stores had contracted for the old type of +wooden wall cabinets where the clothes hung behind panelled doors. + +But the other was installing glass wardrobes, where the stock would be +on view. + +This discovery cut Sam like a knife. + +He investigated further, and was delighted to find that his wardrobe +competitor, with the temptation to save a few dollars, had ordered a +second-rate type of glass wardrobe, with pull-out rods that swing +inside the case, without a locking device to prevent them from +breaking the glass. + +Without saying anything to Stucker he telegraphed the best wardrobe +concern in the country to send their representative at once. + + + + +CHAPTER III. + + +At eleven o'clock the following day a quiet man wearing double-lens +spectacles and a pre-occupied air came into the store, asked for Mr. +Lambert and was directed to the rear where Stucker was showing Sam the +wisdom of leaving the night covers over the black goods during the day +to protect the stock from dust. + +Sam was so keyed up on the wardrobe question that he heard only about +half that Stucker was saying. + +When the man with the spectacles arrived Sam guessed his mission +without waiting for a word of greeting. + +"You," said Sam, "are here to talk wardrobes; let's see what you've +got." + +"Before I talk wardrobes, or, if you please, the New Way system," +began the salesman, "I would prefer to get a fair idea of the amount +and kind of stock you carry and how you care for it now." + +"Just as I thought," interrupted Stucker. "You're afraid our stock is +too big for your wardrobe capacity. + +"Well, I don't want to discourage you, but when you count the suits on +the table, don't forget to add about 50 dozen pair of knee pants and +odd trousers stored in case-goods boxes under the tables. + +"Remember too, that when you take the tables out, you must find +another place for our last years sweaters, mufflers, caps, gloves and +underwear, as well as all our advance stock of shirts, hosiery and +ties which we keep under the tables because we have no room for them +on our side shelving. You can see it is piled to the ceiling now; and +all that on top is active stock." + +"That reminds me, Mr. Stucker, of a joke your friend Jones, over at +Dennisville, played on Sakes, his partner. + +"Before we remodelled their store, they had a lot of money tied up in +stock piled under the tables like you have. Most of it was odds and +ends--left overs of many seasons that Jones knew even a clearance sale +would not clean up. + +"He inventoried the lot and shipped 72 dozen pair of knee pants to New +York, and wrote the auctioneer to send a check for whatever amount +they brought. + +"The funny part of it, Sakes never discovered that the stock was gone +until about three weeks later, when he noticed a check in the mail and +asked Jones what it was for. + +"You can do the same thing, Mr. Stucker, with your stock under the +tables, and the check you will get will help buy New Way sectional +shelving that will give you about three times the capacity your +furnishing department has now; so it will not be necessary to climb to +the ceiling for your active stock or dig under the tables for your out +of season goods. + +"Before we discuss detail, Mr. Lambert," continued the salesman, "I +have something to say about the practical arrangement of the inside of +the store. + +"The business of a store is to sell goods. A customer may come in for +one item. You want him to buy two or three or a half a dozen. The +easier you make it for him, the less he has to cross and recross the +store to complete his purchases--the more goods you will sell him. + +"What you want--what every merchant wants--and what few have--is a +practical, natural selling arrangement of the goods. + +"The invention of a practical wardrobe merely made the right plan +possible. + +"Our business is to suggest the plan and fit the wardrobe arrangement +to the needs of a store. + +"Every clothing store has its own individuality. Each problem must be +worked out on the ground with a full knowledge of the stock and the +business, the history of the store, the nature of its trade and the +personality of its proprietor." + +Sam's interest was excited. This point of view was new to him, but he +could see the truth of it and he was impatient to get at the heart of +the matter as far as his own store was concerned. + +"You're right," he said, "about the personality and individuality of a +store; and for that reason don't tell me to put the furnishing goods +shelving down the middle of the store. This is a clothing store and +not a haberdashery." + +"Mr. Lambert," said the salesman, "you have hit the nail squarely on +the head. This is a double room, a very different problem from that of +a single store. I looked over the place of one of your competitors +this morning. He also has a double store with much the same +arrangement as yours and I find that he is making a mistake--adopting +a plan that is about five years behind the times. + +"You see, in the earlier days of the wardrobe, there was no such thing +as a center wardrobe. Therefore the clothing had to be hung against +the wall in pull-out cabinets. When the clothing went to the side +walls the furnishings had to move to the center floor space. + +"Such an arrangement is not practical for a double store and the +effect is bad. It kills the first impression of a big store. The +shelving will look bare if it is not trimmed, and if it is trimmed +your big double room looks like two small stores divided by a wall. + +"The center shelving will always have stock boxes piled on top and +that will throw one side of the store always in shadow. Besides, this +arrangement divides the trade and screens half of it from view. + +"The stock is cut in two and looks small. + +"One salesman can not wait on the furnishing goods trade without +neglecting half of it all the time. If you have two clerks, a customer +must be taken from one side to the other for his ties or underwear, +and there you are again, both on one side at the same time. + +"If another customer came along they'd have to stop in the middle of a +sale and refer him to a clerk around in the other aisle. + +"A furnishing goods department should be continuous. The sale of a +shirt will lead to the purchase of a tie or a collar or hosiery. The +goods should be in sight so that they automatically suggest +themselves. + +"You enter this store and the first impression you get is a big +clothing store. That is what you want. Clothing dominates the store. +Furnishing goods and hats are important and necessary side lines. No +one would mistake it for a haberdasher's. You have been known from the +beginning as the leading clothier. That's the reputation you want to +keep. + +"Mr. Lambert, one of the important problems of this store is to house +your stock in new fixtures and at the same time widen your aisles. + +"You can not see how that is possible. It is really the only problem I +have to solve for you, and it is easy." + +The little man with the big spectacles had things moving. He was not +much of a salesman but he knew all about merchandising in a retail +store. + +And he certainly was familiar with every store fixture and selling +device that had ever been invented, its good and bad points, where it +was practical and where it was not. + +"Before a merchant puts money into store equipment," said the wardrobe +man, "he ought to be sure that he is getting the very latest and most +improved models. He owes this to himself as a protection for his +investment. + +"There is always a temptation to save a few dollars by adopting a poor +imitation or some out-of-date device. + +"The latest and best is the cheapest in the end, especially when you +consider convenience and durability. + +"A pretty safe guide is to see what the biggest and best stores +everywhere are installing today. + +"You will find such merchants as John Wanamaker in his Philadelphia +and New York stores equipping his clothing departments solely with New +Way Crystal Wardrobes; + +"Browning, King & Company in seventeen cities; + +"Schuman, Kennedy, Posner, Talbot Company, Jordan-Marsh & Company, +Leopold Morse Company, McCullough & Parker in Boston; + +"George Muse Company in Atlanta; + +"Mullen & Bluett of Los Angeles; + +"Becker of San Francisco; + +"Burkhardt of Cincinnati; + +"Lazarus, and Meyer Israel of New Orleans; + +"And more than a thousand others--all the representative stores of +their localities. + +"These men have selected the New Way Crystal Wardrobes after careful +comparison with every other device on the market. + +"They have found the New Way Crystal Wardrobe the most sightly and +compact--having the largest capacity with the greatest ease of +operation. + +"They find that they show the goods better; that the clerks can work +faster from them; that half a dozen clerks can sell from one wardrobe +at the same time; that one boy can keep the stock in good shape where +four were inadequate under any other plan. + +"They find that the New Way people have basic patents on special +features, such as the New Way disappearing doors that divide in the +center, and slide into the ends of the wardrobe and do not project +into the aisle. + +"The New Way revolving rack with the patent locking device, which +works loaded or unloaded with equal ease--no friction, no leverage, no +noise. + +"They find the New Way low center wardrobes give an unobstructed view +all over the store and are the only wardrobes made that are entirely +practical for grouping in front of a furnishing or hat department. + +"Likewise the high double deck wall wardrobes have more than double +the capacity of tables." + +The wardrobe man illustrated his talk with photographs and backed his +arguments with figures. + +The upshot of it was that he made a complete ground plan of the +Lambert store with a modern selling arrangement and New Way fixtures +in their proper places. + +But before Stucker would admit the wisdom of the improvement, he +argued it from every point of view. + +"The farmer trade," he said, "would imagine that they would have to +pay higher prices for clothing to make up the cost of new fixtures." + +This, mind you, today when the farmer is the most enlightened member +of the community--when he is using progressive methods in marketing +his own product, to reduce his costs and increase his profits! + +Lem acknowledged that the clothiers who are handling the finest +merchandise are fitting up their stores with New Way Crystal +Wardrobes, and he didn't like to admit that the Lambert Store didn't +sell high grade merchandise. + +He conceded that fine goods in every other line of trade are treated +with the care and respect they deserve, otherwise they would suffer in +the handling and cease to be fine merchandise. + +Finally, Lem admitted that the discerning public does judge a +merchant's stock by the way he treats it, so that the store with New +Way Wardrobes as a feature is not only the most progressive store, but +in practically every instance the most prosperous in the clothing +trade of its locality. + +After Sam had given the order his one thought was impatience for the +completion of the job. + +"I must have that stuff all installed so that I can have my opening a +week ahead of the other people. + +"Here, Stucker," called Sam to that gloomy soul, who had gone behind a +stock of work-shirts, while the order was being signed, "we'll let you +dispose of the old fixtures. That's a job that's just about your size. + +"I tell you, Stucker, a natural-born retrencher has his virtues. But +if you give him rope enough he will retrench you out of business. He +never builds anything. If it wasn't for the creative man there would +be nothing to retrench. + +"The retrencher is all right if you don't pay him too much. He is +worth about $10 a month, because you can find fifty of them in any old +man's home that you can hire for less money than that. + +"No, Lem, I won't be unfair. You're not as bad as all that. It takes +all kinds of people to make a world and there is plenty of room for +both of us in this business--there always will be leaks to stop and +work to do for an earnest man who has the interest of the store at +heart. + +"The fault has been in the division of our labor. I'll show you the +way we can get the best out of ourselves." + +"Sam," said Lem, "I reckon I've been looking at the world through a +crack in the fence and I'll have to widen out my view a little. You +give me the books and the sales slips to look after. In the meantime +I'm going to make the most exact inventory this store ever had and be +ready to check in the fresh stock that is to go in these New Way +wardrobes. + +"My talents are all right if I don't try to cover too much territory." + +The two men shook hands. + +All was in readiness on the day set. Everybody in Medeena County came +to the Grand Opening, and Sam Lambert's New Way Store is doing the +business of the town. + + + +***END OF THE PROJECT GUTENBERG EBOOK SAM LAMBERT AND THE NEW WAY STORE*** + + +******* This file should be named 23547.txt or 23547.zip ******* + + +This and all associated files of various formats will be found in: +http://www.gutenberg.org/dirs/2/3/5/4/23547 + + + +Updated editions will replace the previous one--the old editions +will be renamed. + +Creating the works from public domain print editions means that no +one owns a United States copyright in these works, so the Foundation +(and you!) can copy and distribute it in the United States without +permission and without paying copyright royalties. Special rules, +set forth in the General Terms of Use part of this license, apply to +copying and distributing Project Gutenberg-tm electronic works to +protect the PROJECT GUTENBERG-tm concept and trademark. 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