Page 52 - Past Chair Book-Pre 2020

56 The National Supply and Machinery D ealers’ Association

until this avenue of distribution has become a sizable one, and
we decline to close it.
The catalogue house will continue to exist regardless of this
agitation, and such goods as they require they will be able to
procure, notwithstanding all your efforts to prevent it.
Now I am not attempting to defend any individual catalogue
house, neither am I defending all of the methods employed by
catalogue houses as a class, but I am defending this method of
distribution. It is a legitimate one, and will continue in vogue
as long as the consumer sees fit to employ it.”
In our opinion the article in question should be carefully
read by the head of each department in your business, particularly
the Buying Department.
A jobbing member of our Joint Committee writes as follows:
‘T requested our house electrician to send an order to the
Goodell-Pratt Company for a brace to be forwarded to his home
address. In his letter (copy of which I have) our electrician
stated plainly the character of his work, he did not claim to be a
dealer. He sent in cash the list price of the brace he ordered.
He asked for a catalogue and quotations. The brace came
promptly by express, also an invoice at considerably less than
the list price, with rebate in stamps. He also received, under
separate cover, a catalogue, and a letter soliciting his future
business. Our electrician was not referred to any retailer in this
city, his future business was solicited direct. I have in my office
copy of our electrician’s letter to Goodell-Pratt Company, the
brace in the original package, the invoice, the catalogue and the
letter soliciting his future business.”
In the light of these facts I think it unnecessary to make any
further remarks in reply to Mr. Pratt’s paper on the catalogue
house subject.
Yours very truly,
T . J am es F e r n l e y.
General Secretary.

Mr. F e r n l e y : I would like to say a word on that. Unfor­
tunately the members of the National Hardware Association have
not a great deal of influence with Mr. Pratt, as you can see by the
position he takes, and the way he speaks of members of the