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“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”

“ 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. ”