Comprador

“ I, sir, have none of that pride which sets men above being merchants and dealers; the calling of a merchant is, in my opinion, equally dignified, and no more than equally dignified with that of a farmer, or a manufacturer. ”

“ Those brutes of keepers who beat you told me that at the first touch of the lash you gave a terrible jump the length of your chain. But, you see, friend Bull, if I offer you to the purchasers with the dangerous account which you give, I shall find few customers. An honest merchant should not boast his merchandise too much, no more should he underestimate it. ”

“ A learned author says, 'If any one of the ingredients be wanting, there is no sale.' Atkinson on Sales, 5. Benjamin on Sales, p. 1, note, and p. 2, says, 'To constitute a valid sale, there must be (1) parties competent to contract; (2) mutual assent; (3) a thing, the absolute or general property in which is transferred from the seller to the buyer, (4) a price in money, paid or promised.'
How, then, can there be a sale of seven hundred and five packs of iron, unless there be a purchase of it? How can there be a seller, unless there be likewise a purchaser? ”

“ The general retail merchant is compelled to transact business with a great number of wholesale dealers, to whom he pays cash in hand, or agrees to pay it at some future period, say, in four, six, nine, or twelve months. ”

“ There can never, it is said, be a want of buyers for all commodities; because whoever offers a commodity for sale, desires to obtain a commodity in exchange for it, and is therefore a buyer by the mere fact of his being a seller. ”

“ The author, recently instructor in merchandizing in the University of Wisconsin, has also held positions with Marshall Field & Co., of Chicago, and James McCreery & Co., of New York. His book aims to give “a simple and readable explanation of what is best to-day in buying principles and practice.” (Editor’s introd.) Contents: The merchant as a buyer; Merchandise; Buying practice; Stock systems.
“A book list of descriptive material issued by manufacturers will be suggestive to librarians who wish to build up a working trade collection.” ”

“ Although every buyer and seller who bids or offers a price for a particular commodity tacitly assumes a given purchasing power of the money bid or offered, he is usually as unconscious of so doing as the spectator of a picture is unconscious of the fact that he is using the background of the picture against which to measure the figures in the foreground. ”

“ Hence there is opposition between the merchant and the manufacturer on the one hand, and between merchant and customer on the other. This is why the merchant is led to depreciate the article he buys, and to praise that which he is selling. ”

“ There is no fixed price for any article, and a dealer would be disappointed if you purchased at the first figure demanded, because it would prevent him from showing his ability at negotiation. Residents tell you that you must not pay more than half the price asked, and must dicker until the merchant comes down to your figure. ”

“ Our customer, however, is dually interested in what it costs to make and distribute what we sell her and in what our product means to her through its uses in her home. The merchant's, and hence the salesman's obligation, is to satisfy her that the price she pays is in strict conformity with the actual reasonable costs of making and delivering the goods. ”

“ I assure you that you are free from all responsibility, and as to the examination myself—I am a merchant, Herr Baron—" again the wary pause,—"the young man is the seller, and a seller always has to lay himself open, and to show what he is, more fully than the buyer, especially here, where the seller is offering himself for sale." ”

“ The wholesale trade is conducted by three classes of persons: dealers or merchants, commission men, and brokers. The dealer is one who buys the goods outright and takes his own risk on making a favorable sale to the retailer. The commission man is one who receives the goods, sells them at such price as he may be able to obtain and remits to the seller the amount obtained less expenses and his commission. The broker is a man who effects a sale without coming in contact in any way with the materials sold. ”

“ Now therefore let the learned Lawyer fall cheerfully to his books again, for the Merchant cannot put him down, if he have no more skill than is in his Exchange. Are these such admirable feats, when they may be so easily know and done in the course of trade? ”

“ No sooner had the buyer mounted and paid the price than he sank through the earth, horse and man, to the astonishment and terror of the seller, who, experienced, however, no inconvenience from dealing with so extraordinary a purchaser. ”

“ Said the merchant, “Pluck out thine eye, and I will pluck out mine: then we will weigh them, and if they are equal in weight, I will acknowledge thy truth, and pay thee the price of thine eye; but, if they differ, thou liest and I will sue thee for the price of mine eye.” Quoth the one-eyed man, “Grant me time;” but the merchant answered, saying, “I am a stranger and grant time to none, nor will I part from thee till thou pay.” So the sharper ransomed his eye by paying him an hundred ducats and went away. Last of all came the buyer of the chanders-wood and said, “Take the price of thy ware.” ”

“ When a merchant treated with a seller who had come into the town, any of his fellows who happened to come in at the moment when the earnest-money was paid and the striking of hands in ratification of the bargain took place, had the right to claim a share in the transaction and to obtain the goods in question at the same price. ”

“ The modern buyer, on the other hand, is for the most part the mere puppet of the dealer. He buys at the top price of the market because he believes the market will maintain its price, and with a prudence that the dealer is careful to foster he makes his choice from among those{132} older pictures whereof the market value has been appraised by time. ”

“ The credit usually given by one tradesman to another, as particularly by the merchant to the wholesale-man, and by the wholesale-man to the retailer, is such, that, without tying the buyer up to a particular day of payment, they go on buying and selling, and the buyer pays money upon account, as his convenience admits, and as the seller is content to take it. ”

“ If there is any doubt in the mind of the would be purchaser as to the character of the seller, that should be the first thing investigated.
What the buyer must satisfy himself of is:
1. Who is the seller? 2. What do the bonds represent? 3. Are they negotiable? and 4. Can they be sold again for about their face value?
Every one who has saved money, it is to be supposed, has a bank account and is acquainted with the president of his local bank. When in doubt, the advice of such a man may be of great help. ”

“ The first thing my prospective customer picked up after he came into my room was a sample of a 'Yucatan' hat. You know how it goes—when a merchant comes into your sample room for the first time he picks up the things he knows the price of. If the prices on these are high, he soon leaves you; if they seem right to him he has confidence in the rest of your line and usually buys if the styles suit him. ”

“ In early English law caveat emptor was the general rule, and it was one well suited to primitive times. Men either bought their goods in the open market-place, or from their neighbours, and buyer and seller contracted on a footing of equality. Now the complexity of modern commerce, the division of labour and the increase of technical skill, have altogether altered the state of affairs. The buyer is more and more driven to rely on the honesty, skill and judgment of the seller or manufacturer. ”

“ The last quality of a merchant I shall advert to is the taking care to be properly prepared, in cash or goods in the ordinary course of sale, for the bills which are drawn on them. Now I ask, whether they have ever calculated the clear produce of any given sales, to make them tally with the four million of bills which are come and coming upon them, so as at the proper periods to enable the one to liquidate the other. ”

“ The seller takes the buyer by the hand, under cover of a scarf or veil, where, by means of the fingers, counting from one to a hundred thousand privately, they offer and bargain far the price till they are agreed, all of which passes in profound silence. ”

“ Only they, all of them, officials as well as coolies—the meanest shroffs badgering English clerks for half-tael instalment payments on debts three years outlawed, the greasiest compradores whispering of poppy juice to furtive-eyed Lascar sailormen, the veriest “pidgin Christians” of the Old Town trundling their putty-faced womenfolk on creaking, rickety wheelbarrows—added a spice of twisted Mongol tolerance to the Europeans’ comments:
“The broken furnace may turn out good tiles.” ”

“ This is no more than an expansion of its simplest signification, that of an exchange of goods, the bringing of them from the seller to the buyer, however vast the range now comprehended by the term in the progress of society. ”

“ The opening of bids and awarding contracts on sample requires actual acquaintance with the market, and experience in judging of the quality of goods of every variety. He needs the experience and judgment of a first-class country merchant. ”

“ The seller, with silken manners and brazen countenance, will always name a price four times as large as it should be. Then the real business begins. The buyer offers one half or one fourth of what he finally expects to pay ”

“ If a buyer, whether he be retailer, jobber, converter, or what not, wishes to secure goods of a certain kind, he would have a very difficult task if he had to canvass the entire market, and ascertain what was being offered. ”

“ Some one ascertains the price the worker is paid; another inquires of the merchant the amount he will receive for it; and, in the hope of extracting a commission from the proprietor of the shop or his purchaser, all are eager to advise the customer upon the merits of the article he may have chosen or the sum he may have offered. ”

“ In such a market every purchase is made with the most thorough acquaintance with the conditions involved. Each dealer, each broker, each speculator, strives to obtain the best knowledge7 of the supply and demand, and the earliest news that may affect it, and each buyer or seller has an equal and a fair opportunity to profit by the resultant effect on the market of all these various agencies. The larger the body of brokers and traders, then, the more accurate the standards of value thus created. ”

“ The normal course of home trade piece-goods is from manufacturer to bleacher, dyer, printer or finisher, either on account of a merchant to whom the goods are sold or on the manufacturer’s own account. ”

“ This is the common way of dealing; and after all, it may be, they know the contrary of what they affirm; but the buyer, who may think he has no other way of being even with the seller, does as extravagantly commend his goods and justify the price he sets on them, and so there is a fault on both sides; whereas the bargain would be made every jot as well if both buyer and seller would be modest and speak as they think. ”

“ Retail dealers, selling the merchandise of others at prices prevailing at particular localities and times shall hand over to the wholesale dealers as much of the sale proceeds and profit as is realised by them. ”

“ He must deal in the market as others deal, buying only when he can buy and at the price at which the owner is willing to sell, and selling only when he can find a purchaser and at the price which the latter is willing to pay. ”

“ Let us make the opposite assumption, that the buyer has the privilege of purchasing commodities under their value. In this case it is no longer necessary to bear in mind that he in his turn will become a seller. ”

“ It was considered outrageous to sell a thing for more than the just price, no matter how anxious the purchaser might be to obtain it. Every manufacturer was required to keep a shop in which he offered at retail all that he made. ”

“ The circumstance I here have in my eye, is the difference I find in the effect of competition, when it takes place purely among merchants on both sides of the contract, and when it happens, that either the consumers mingle themselves with the merchant-buyers, or the manufacturers, that is, the furnishers, mingle themselves with the merchant-sellers. ”

“ And when, by the introduction of a medium of exchange and measure of value, a distinction has been made between buyers and sellers, the demand for any sort of commodities may be defined to be, the will of persons to purchase them, combined with their general means of purchasing ”

“ The purchaser, who is not asking for a soap he has used before, has some hazy suspicion that the shopkeeper will try to sell, not the article best worth the price, but the article which leaves the largest margin of profit; and the purchaser imagines that he in some measure secures himself against a bad bargain when he exercises his authority by asking for some specific brand or make of the commodity he seeks. ”

“ Characteristics of the Buyer.—To perform his functions properly, the buyer must be a man of broad experience, with a keen sense of values and the marketing possibilities of merchandise. On the buying side he must have complete information as to the available sources of the merchandise he desires to secure, both in staple and in novelty lines. On the selling side he must know the demands of his customers and the possibility of creating new demands. The best index of the buying power of his customers is the volume of sales made in previous years. ”