Page 31 - Past Chair Book-Pre 2020

35
First Annual Cfftttvntion
had conversations with the various manufacturers that they rep­
resent as to the possibility of the representatives making, we will
saw twelve and a half or fifteen per cent, and if they have, what
the expressions of the manufacturers have been.
Now, I have spoken to no less than ten or fifteen that we
have done business with, and with whom we are now doing busi­
ness. and they make this statement: “If we had any assurance
that you would maintain prices, you can make fifteen per cent as
easily as twelve and a half, and we will protect you, but the way
the business has been carried on for several years, businesses often
dividing ten per cent, what is the reason for giving you opportu­
nity to make more profit?” It resolves itself back to this, that it
is up to the members of this Association whether they care for the
extra profit or not.
M r. C l a r k e : I have had conversations with several of the
manufacturers, and some of them have come to me voluntarily
in the past two years, before this movement was started. I have
had manufacturers come to me and say, “Mr. Clarke, I know you
can’t sell our goods on ten per cent; you cannot afford to rent
your stores and employ your travelling men and do us justice on
ten per cent. Now, we are going to give you fifteen per cent.”
They have also stated to us “The only provision is you will not
add anything to this re-sale price.” They do not say “Don’t cut
the re-sale price.” but “Please don't add anything to the re-sale
price.”
That shows the change that has come about among the ma­
chinery manufacturers in five years and some of it has been ten
years.
W hen I first commenced business as a travelling man, all I
had was the cost price, and I was instructed to get all I could over
the cost price, and today our men have nothing in their books
except the net selling price, and, as one gentleman said this morn­
ing. the salesmen arc told that they will be discharged if thev cut
that price.
There have been individual manufacturers who have seen
the justice of giving a merchant a reasonable discount. Let me
change my friend’s remark and say “Discount,” and not “Profit."
Ten per cent is a discount and not profit. I believe there have