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ARMSTRONG SAYS FIRMS THAT KEEP SALESMEN
AT WORK WILL REAP HARVEST OF CUSTOMERS ' ‘ --- By 121,1,IS C. HOI.I,I MS ----— — Manufacturers Who Keep Salesmen Here Will Get Business —C. H. ARMSTRONG C. H. Armstrong of the Gulf Refining company is one of the real salesmen in the Birmingham district and he has consid erably more than one idea as regards selling. Mr. Armstrong believes that the firms who are going to begin getting uiose of the business in this section after the first of the year, are the firms who now have their salesmen on the road, not for the pur pose of making sales, but to keep in touch with their customers and to make new friends. Right at this time, Mr. Armstrong says, many firms in the north and east have recalled all their salesmen in southern territory, believing that the lack of a ready market for the cotton crop has had a completely de moralizing effect on the south. Some of these firms appear to believe, he says, that every street i4 all south ern cities is piled high with cotton which cannot be sold and that farmers line the curb with extended hand, beg ging for bread. However, there are some firms who have taken the trouble to investigate the situation. These firms have every salesman on tile road in southern ter ritory. The orders from old customers are not quite so numerous as usual, but the amount of new business that is coming in shows plainly that they are making serious inroads into the'busi ness of their competitors who are timid. * * * "Jn my opinion,*' said Mr, Armstrong, ! "the people who are going to get the business after January 1 are the people Who were farsighted enough to keep their salesmen at work despite the re ported panics from all parts of the country. Manufacturers of various food commodities that are nationally adver tised have recalled some of their sales men in this territory, and salesmen of rival concerns are coming in and build ing up a demand for their article. The salesmen from the man who first gol a foothold in this section have not been to call upon their customers for more than a month. Their competitors have been very active and have met with a largo measure of success, 1 believe. "After the first of the year we are going to forget all the talk that has been made regarding business depres sion. Business never has been had. Many people have said it was and by repeatedly making such, an assertion have succeeded In making others think so. but the situation is such that pros perity is forring itself and it is bound t«» be with us after the first of the year. When that time comes, and every mer chant has overcome_his shyness of the past two months, the concerns that kept their salesmen busy in this territory are the people who will secure the bulk ( of the south's business. ♦ * • “The salesman who formerly sold his article without trouble will be met with the query: ‘Where have you been? I have not seen you for three months.* When he answers thus: ‘Well, you know business was so bad that my firm had to recall its salesmen in this territory and 1 couldn’t get around,’ the merchant will tell him that his competitor evi dently did not feel the panicky condl ditions and the order will go to the man who wasn’t afraid of business. “Of course, I admit that some con cerns lost a little money by keeping their salesmen busy, but they will re cover their money three-fold after the first of the year and they have gained customers who will trade with them regularly.” • * • H. Marunga, proprietor of the Ger man cafe in tlie Hotel Empire, who overheard the conversation between The Age-Herald reporter and Mr. Arm strong, added convincing proof of the truth of Mr. Armstrong’s words: “I know a salesman for one of the largo cereal manufacturing companies who was in Birmingham yesterday," said Mr. Marunga. “He is selling less than his average at this time of the year, but he tells me that he Is making friends and is placing his goods In stores that heretofore have not used them. He believes that his concern will recover many times over the money it is spending in keeping salesmen on the road in the south. And he is right.” C. U VanCleff of VanCleff Bros., Chi cago, passed through Birmingham last week. He visited several jobbing houses and became acquainted with local sales men and sales managers. Mr. VanCleff is making a tour of the south for the purpose of observing at lirst hand con ditions 'here. He says that Birmingham and Alabama are prospering more than any other section of the south. Mr. VanCleff left Texas early in last week. He said conditions in Texas were not quite up to normal. However, he baid, when he left the Hone Star state and began the journey towards Birming ham by way of New Orleans he did not hear a word from any business man that indicated business had been in any sense depressed. Of course, he said, when ques tioned. business men would admit that there had been a temporary depression due to the lack of a cotton market, but everybody told him that that was all past and conditions were beginning to appear brighter. ”1 was surprised,” said Mr. VanCleff, “to find conditions here so good. I had i | been led to believe that every farmer j was destitute and that business generally was badly demoralized. I am glad to find that I was misled. In Birmingham, espe cially, are the conditions good- In Texas | conditions are not quite normal, but they j were very much better than 1 expected! to find them. I believe that after the first of the year business will be better than we ever saw it. The south will be as prosperous as the rest of the coun try.” TURNER COMPANY TO GIVE PRIZE TO , BEST SALESMAN Salesmen for the Turner Electric Sup ply company* are engaged in a selling contest whicli will last until January 31, 3916. A valuable prize is offered to the salesman who produces the largest num ber of new customers. In other words, the man who gets the most orders will not necessarily win the prize. The man who brings in the largest number of customers who have not before bought of the Turner company will be awarded the prize. There is much interest among the Tur ner salesmen, and the spirit of friendly rivalry is rife. TO ELECT OFFICERS Birmingham Local of Musicians* Union Will Hold Annual Meeting Today Birmingham Musicians’ union, local 256, A. F. of M., will hold its annual meeting today and transact considerable business. The various officers will make their re ports and officers will be elected for the'1 ensuing year. , The entertainment committee will make a partial report on the grand ball to be given on Wednesday, December 16. The entertairihients given by the musicians are always well attended, and the com mittee is looking toward a big attendance on the 16th, as tickets are selling fast. The admission is 50 cents. Tickets can be had from any member of the union. I I !■* [ MORE THAN 75,000 WIENIES HAVE BEEN SOLD IN 4 WEEKS Only Thing Lacking Is So cial Event Featuring the Wienier Sandwich—All Dealers Make Money That the humble wienie has become a popular food is evidenced by the fact that approximately between 75.000 and 85,000 have been sold in Birmingham since the coming here of the first Coney Island wit ner man some four weeks ago. The number of wienie stands has increased wonderfully and al! of them appear to be doing excellent business. It only remains now for a leader hi Birmingham society to Introduce the wiener. It has been suggested that a! Dutch supper featuring the wiener would be made into an evenj of the 'social sea son. To make It the more effective a genuine dispenser of the dainty could be imported from Twentieth street, a gas stove installed and the wieners served o the guests hot as tabasco. h\ S. Hardin, recently of New York, Is the man who bronght to Biimlngham tile Coney Island wiener. He brought with him records for a special brand of chili sauce and other concomitants of the wienie. When he opened his establish ment cn Twentieth street he met with Immediate success. So great was his success that others decided they, too, could make much money by going into the business of selling wienie sandwiches —if they would make the Coney* Island variety. So the Coney Island wiener became fa mous in Birmingham, and the constantly increasing sales testify »hat Its fame has not In the least diminished in four weeks. £peaking of wienies, in eastern cities there is a wienie stand on every corner, something on the order of the roasted chestnut vendors of Birmingham. A man decides he can make a living selling wienies and purchases a huge basket, with a partition in the middle. One side contains rolls #nd the other holds the wdenles. A small oil stove completes the equipment and a portable wienie stand 's ready io operate. And they make money, too. MR. ALLENSAYSTHE CITY COMMISSION FOUGHT SHY OF THE QUESTION OF TAXES (Continued from Piirc Five) possibly at prohibitory prices, and un willing to improve. Y’ou can look around Birmingham and without difficulty dis cover numerous examples of this. As to adjoining and contiguous property, there may be as mucli difference in compara tive values as there is between a three legged mule and a normal, healthy, strong animal. Favors Separate Assessment “I am in favor of separate assessments (on the same blank, of course) of real improvements, and personal property, and to encourage the building and ownership of better improvements that the general public has a pride in as well as the actual owners. “1 think there should be different rates of taxation. I would favor the full 100 per cent tax valuation on all property and let the state rate, as now, be 6Vfc mills on real property and 3V6 mills on improvements, personal property, house hold goods. The data available Indicates that about 45 per cent of the state’s ad valorem taxable property is in real es tate and improvements, and about 55 per cent various characters of personal property. The average assessed value of our lands (60 per cent value) Is be tween $5 and $6 per acre, including im provements. This is, doubtless, greatly1 less than 60 per cent of the real value. The county rates are made by the board of county commissioners ot each county and in some counties the requirements might justify a less rate than the state rate. If the city of Birmingham rate be put at 10 mills on real property and 6Vi mills on improvements and personal property, it Is my judgment sufficient revenue would result to provide for all its requirements. “The average city assessment of all property is now about $150,000,000 which, at 60 per cent, gives a yearly return of $900,000.. If It can be legally done, a clause in the new revenue law, providing where lire insurance is carried on improvements and personal property, that recovery in case of destruction by fire shall in no case exceed the amount represented by the tax assessment on such property, it. | is most likely that all the money re quired for the state, county and city would be raised and a surplus, too, and within a year or so the tax rate be reduced to the more reasonable require ments of government. Franchise Tax Onerous “I believe our state and county fran chise tax on foreign and domestic cor porations is onerous and am quite sure the license taxes and privilege taxes exacted by the state and munici palities are in many cases bordering on oppression. Probably it would be too far-reaching to attempt a refor mation of this feature of our tax laws, until results can be seen from a change of the ad valorem tax, but I have no doubt that with the proper change in our ad valorem tax laws the state and the city will be able to afford relief in the direction indicated. It Is a consummation to be wished for. Our merchants are excessively taxed with all kinds of privilege licenses by the state, county and city, and really need relief, as also do the corporations, some of whom pay privilege, as well as corporation or franchise tax. “It has been my duty for the past three years to enforce the collection of state and county delinquent priv- * liege and franchise taxes. I have col lected probably $75,000 in that time, and have felt a reluctance to enforce the laws in many cases, because of a sense of Its injustice. “Returning to the ad valorem tax mat ter: The real and personal property of Jefferson county for 1914 is assessed at approximately $148,000,000, including the city of Birmingham, about $95,000,000. The revenue to the state and county will not be materially changed, while the city’s revenue will be increased by the adoption of the rates proposed. The following is my estimute of the city’s income under operation of the rates suggested: Real property, $50,000,000 at $1 —$ 500,0^ Improvements $80,000,000, personal $50,000,000, at 65 cents . 845,000 Total .$1,345,000 “While l(have no reliable statistics, I think thcseV figures are oonservatlve. STAMP TAX LAW IS OF MUCH INTEREST IN DRUG CIRCLES Druggists Unable to Secure Flavoring Extracts for Cooking Are Not Taxable The stamp tax law. which became oper ative December 1, Is of great Interest In drug circles now, and the Doster-North in.gton Drug company here have received many requests from their customers for a supply of the stamps. They have been unable to furnish them, hpwever, not'be ing able to secure them from the In ternal revenue office. Many retail drug gist^ and dealers have been very much "put out" because the stamps are not to be secured. The collector of internal revenue has as sured druggists that it will not be neces sary to hold up the sale of taxed articles because the stamps are not ready. It will be necessary, however, that a list of all taxable preparations sold be kept and cancelled stamps sent to the internal rev enue department when they can be bought.. There has been a question raised as to whether or not flavoring extracts for cook ing purposes are taxable under the head of essences. It is stated by Doster-Nor thington’s that cooking extracts are not taxable under the law, and that drug gists may continue to sell such articles without placing upon them a stamp. W. A. Davies of the Doster-Northlngton company says that quite a number of manufacturers have increased their wholesale price on taxable articles to meet the tax paid. Some of the manufac turers have suggested to wholesalers that they pass the cost on to the retailer, who, in turn, will pass it to the consumer. However, Mr. Davies says many of the more liberal manufacturers are paying the tax and bearing the burden without pussing it on to the wholesalers who sell their products. Mr. Sutherlin of the Wharton Drug com pany, Gadsden, was a visitor to the Dos ter-Northington store last week. Dr. George C. Merriam of Kellerman was in Birmingham last week and visited Doster-Northington’s. SPARKS FROM ROAD MEN OF THE TURNER ELECTRIC COMPANY Robert ,T. Badham, manager of the city tire department, is doing more business during "these dull times” than he has for many months. Mr. Badham Is a livewire salesman and has abso lute faith in the article he Is selling. His sales for the month of November exceeded those of October by $2000 and he intends to show up even better for December. • • • C. L. McBride, who travels Mississippi, reports by mail that his sales are in creasing. He says business men in his territory are getting over the timidity of a few months ago and are beginning to see daylight. * * • J. A. Shirley, who travels Georgia and Florida, refuses to commite himself as to the condition of business, but at the home office, wrhere his orders are received, It appears that business men in his territory never heard of a war in Europe—even In history. His sales are good. • • • J. W. Egee, who works the city trade, says his order slips show a constant In crease and his business in multiplying faster than Australian rabbits. BUSINESSMEN ARE MORE OPTIMISTIC “There seems to be a more optlmlstlo sentiment among business men than for sometime past,” said F. W. Blackford of the Donovan Provision company last week. “The feeling seems to be general that prosperity will be here after the first of the year. "Our business Is not at all bad, and I be lieve the orders will show up even better when cold weather begins. It appears now that we will have a little cold, at any rate, and I expect good business/! Gewinner in Letter to the Editor Says Salesmen Se cure Orders More Easily To the Editor of The Age-Herald: The page that you have recently added to your paper ^boosting Birmingham an a jobbing center should certainly be Ap preciated by the Birmingham jobbers. In many of the southern cities the papers are running a page similar to this, and the writer, who has recently come from one of these cities, fully appreciates the value of this page. We feel that every jobber in Birmingham should be more than glad to give this page their support. It helps the salesman also by bringing him closer to his customers, and in that way puts him in better posi tion to secure orders, a» he has already been introduced. We think that the job bers of the city of Birmingham should feel that they are deeply indebted to your paper for bringing out a page of this kind, and it will eventually help us. Other cities are waking up to this proposition, and we think all of our Jobbers should feel as we do, and be anxious to assist you and to furnish you with any Informa tion that would be of interest to the com mercial men generally. We hereby offer our assistance, and are anxious to co-operate with you and do everything in our power that would as sist in creating an Interest in Birmingham as a jobbing center. We think that each one should come in on this and get their salesmen to furnish reports. Very truly yours, TURNER ELECERIC SUPPLY CO., H. .T. Gewinner, Manager Auto Accessory Department. Birmingham. December 5, 1914. CARRIES OUT THREAT TO COMMIT SUICIDE (Continued from Pave Five) the room. Mr. Smith informs me that Little was pacing up and down his room, and the pistol was lying on a writing table. Little, in a rambling manner, stated that he was going to kill himself and finally Smith left his room in the be lief that Little was only slightly delirious and was not contemplating suicide. Smith had returned to the hotel lobby but a few minutes when the fatal shot was heard.” Funeral services over the remains of Little will be conducted this afternoon at 3 o'clock from the family residence, 2620 Thirtieth avenue, north. Interment 'fc’ill follow in Elmwood cemetery. The deceased is survived by his mother and sister, Mrs. E P„ Harris of North Bir mingham. FARMERS DISPOSED' TO RELEASE COTTON “Cap” TI. B. Kennedy of the Wimberly & Thomas Hardware company said last week that the farmers in his territory were showing a disposition to turn loose their cotton at market prices. In tact, said Mr. Kennedy, there was more cot ton sold one day this week than pre viously had been sold In an entire week at one of the towns on his route. -- ■— ■>» ■ ■ .. Dies From Mosquito Bite Oxford, Eng., November 20.—(Correspon dency of the Associated Press.)—The death of one member of the light in fantry recruited at Oxford is recorded from the rather unwarllke cause of “mosquito bite.’1 The victim Is Sergeant Geoffrey Cross. While still quartered at Oxford, he was -stung on the lip, succumb ing to the poisoning after a brief Illness. The coroner's inquest returned the char acteristic 'British verdict of “death by misadventure." XMAS SPECIAL “MIDGET” COLLAPSIBLE GARMENT HANGER 111 LEATHER case and HOLLY box for HOLIDAY use at 35c Each Postage Paid CLOSED—Size of penknife. OPEN—Will hold 30 pounds weight. ALL METAL. NICKEL-PLATED Satisfaction guaranteed or money refunded. RUSSELL BROS. M19-E, Spruce St., Philadelphia, Pa Business Good, Say Traveling Men Who “Make” Birmingham Increasing evidence that there has been nothing wrong with business continues to be found daily. That business conditions have been somewhat under normal is admitted by all, but the temporary depression was due, according to people who know, to the fact that there was a great lack of confidence on the part of the people. Business, according to traveling men who pass through Birmingham, is good. salesmen—not mere ordertakers, as one salesman characterized some so-called salesmen—say business is good. A salesman is a man who goes after new business and gets it. The man who secures an order from an other for a product which the latter has not before used has made a sale. After the sale is *made it is merely a question of getting orders. There are hundreds of order-takers who pass through Birmingham every week. When the merchants with whom they have been dealing refuse to give them an order they become pessimistic and say business is unsound. A real sales man does not do this. Tf his regular customers have enough of the article he is selling lie goes after new business. And he gets It. • • • In the salesmen class there are com paratively few who “make" Birmingham weekly. The average would be between 10 and 16 days. The number of order takers who visit Birmingham weekly aver ages between 100 and ISO. The merchants here are not, refusing to buy when their stocks are sufficiently depleted to war rant an order. The order-taker, as a rule, has fallen into the habit of taking orders and has lost In a measure the art of selling a man an article he does not want. Therefore. Mr. Order-Taker proceeds to join the ranks of the knock er, the vilest of the vile of God’s crea tures, and Birmingham is “soaked" with much emphasis at every opportunity. Even in the city the order-taker gets in his bad work and it is an actual fact that ho has persuaded many otherwise good citizens to believe that Birmingham has no amusements, that the residential sections of the city are not in a class witty those of other cities, and that hut for Its iron and steel industry the city would cease to exist. • * • Birmingham has the same amusements, as regards the theatre, that are afforded other cities, it being on the circuit of two of the lending theatridal promoting companies in the United Stales. Birming ham has five residential sections, any one of which would compare favorably 'with any city in these United States. High land avenue and Norwood sections ex ceed in beauty of arrangement and areh iture any city In this country. For pub lic spirit there is nothing that can ex ceed the genuine •Birmingham spirit" and when the citizens of this city get together to do a thing it is seldom that they fail in their efforts. If anyone has the slightest doubt, of the existence of the Birmingham spirit, he Is referred to J. E. Shelby, P. G. Shook, R. A. Brown. R. W. Ewing, John Spar row. A. A. Adams, Murray Brown, Oscar C. Turner, Harry Jones. H. B. Kennedy. Thornton Estes and hundreds of other business men who have helped and are helping to make Birmingham great. Any man who travels out of Birmingham is a living example of the Birmingham spirit. All the traveling men are boosters. Of course, iron and steel have helped make Birmingham, but not without the j aid of the unafraid business men could I Birmingham have become great. BURGLARY REPORTS MADE TO POLICE j Burglaries reported to police headquar ters yesterday were as follows: Residence of JIarry Rusford, 2227 Hum boldt avenue, entered and $3 in money taken. Yeilding Bros.’ stable at Eighth alley between Twenty-fourth and Twenty-fifth streets, broken into early yesterday morn ing and a large quantity of hay and feed taken. Detectives Brown and Crenshaw, who investigated, arrested Wesley Steb bins and John Boyd, negroes, and placed them In the city pail on charges of bur glary and grand larceny in connection with the ease. IT. L. Oden hall, who is registered at the Morris hotel, reported to the police yester day morning that someone either picked his pocket of $50 or he lost it. He was not sure which. Corinne Thomas, a negro dressmaker, who lives at 306 Fifteenth street, north, reported to the police yesterday after noon that her room had been burglarized and seven rings, four of w hich were stud ded with diamonds, stolen. Indian Oil company. Thirty-second street and Avenue C, reported a “break” in the stables and a load of hay and feed taken. Mrs. Lt. A. Hill, 510 North Twenty-first street, reported rooms visited by thieves and two gold Elgin watches stolen. P. Y. Whitman of the Hillman Taxicab company reported one auto tire stolen. Sulsberger & Sons, Twenty-third street and Morris^ avenue, reported a quantity of lard and hams stolen. CHARGE IS CHANGED A. R. Cannon, Negro, Ordered Held for Highway Robbery A. R. Cannon, a negro, was ordered held for highway robbery by Recorder Alvin Douglas yesterday morning after a hearing on a charge of disorderly con duct, which was nolle pressed. The negro was arrested Fridas night on the complaint of another negro who alleged that Cannon and a confederate had robbed him on South Twentieth street. The method of the robbery was that one negro held a knife at the vlrn tim's throat while the other went through his pockets. At the lime of the arrest the negro was placed In the city Jail on a charge of disorderly conduct, but in the trial yesterday morning Recorder Dougins In terpreted the actions of the negro differ ently and instructed Officers Hatfey and f.mnglpy to swear out a warrant ngainst him charging highway robbery. URGES WILSON TO STOP THE WAR Chicago, December 5.—Red Cross work needed in Europe should be done by the belligerents, declared Miss Jane Adda ms here today. She addressed a meeting of women at which resolutions were adopted urging President Wilson to try to ob tain an armistice between Germany and the allies. Frau Rosika Schwimmer of Hungary and Mrs. Pethick-Lawrence of England made peace addresses. Corn Comes Off As Easy As You Please “Gets-It” Being l sed By Millions! It is the first time that a real, sure-as-fate corn cure has ever been discovered. “GETS-IT” is tlie new Find the Lady Who Uses the World's Greatest • Corn-Cure. “GETS-IT." eorn-ender, based on an entirely new principle. It is a new. different for mula, never successfully imitated. It makes corns shrivel and then van ish. Two drops do the work. Y«m don't bundle up your toe any more with sticky tape and plasters that press down on the poor corn—no more flesh-fating salves that' don't "stay put." no more hacking at corns with knives or razors, no more bleed ing or danger of blood poison. No more limping around for days with sore corns, no more corn pains. “GET8-1T" is now the biggest selling corn cure in the world. Use it on any liard or soft corn, wart, callus or bunion. Tonight's the night. "GETS-IT" is sold by druggists every where. 2."> cents a bottle, or sent direct bv E. Lawrence & Co., Chicago. ‘‘GETS-IT” is sold in Birmingham by Eugene Jacobs’ Drug Store. Cale Drug Co. (2 stores) 307 First Avenue and Pratt Station. Pratt City, Ala I Here's the First Genuine Coney Island Wiener Stand Opened in B’ham I Operated by HARDIN M who learned the art of making Coney Island Wieners at II Coney Island—where the best sandwiches are made. I An Imitation Never Was as If Good as the Genuine Article II —and the imitators of HARDIN cannot put up a sandwich ■ as good as his genuine Coney Island Wieners. I • Chili Sauce such as Hardin makes, adds much to the flavor of the H wiener. Hardin’s imitators can’t make good chili. I The Hot Rolls fl jn which Hardin places his genuine Coney Island Wieners ■ are so good they melt in your mouth. None of Hardin’s im ■ itators can supply such good rolls. ■ All the Necessary “Putin's” Are S Here—Kraut, Onions, Mustard, Etc. I Come In And You'll Certainly i Try One For Like ’Em I 311 N. 20th St jj Clarke Bros. Grocery ■ SPECIAL ORDERS SOLICITED OPEN SUNDAYS The above Illustration is an actual photograph of Hardin’s place on 20th street. The place where genuine Coney Island Wieners are sold Is con stantly filled with eager purchasers. Many Imitators of Hsrdin are trying every day to learn the secret of his success. They haven't taken the ■( trouble to note the service which he gives and the faot that his hobby is to keep things spotlessly clean.