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If you are not located in the United States, you'll have to check the laws of the country where you are located before using this ebook. Title: Retail Shoe Salesmanship Author: George F. Hamilton Frank Butterworth H. T. Conner A. H. Geuting [and Others] Release Date: June 22, 2017 [EBook #54962] Language: English *** START OF THIS PROJECT GUTENBERG EBOOK RETAIL SHOE SALESMANSHIP *** Produced by Richard Tonsing, MFR and the Online Distributed Proofreading Team at http://www.pgdp.net (This book was produced from images made available by the HathiTrust Digital Library.) Transcriber's Note: The cover image was created by the transcriber and is placed in the public domain. ADDITION TO LIST OF FOUNDERS ALEXANDER & CO., W HEELING , W. V A L. S. DONALDSON CO., M INNEAPOLIS , M INN R. H. FYFE & CO., D ETROIT , M ICH A. H. GEUTING CO., P HILADELPHIA , P A KRUPP & TUFFLY, H OUSTON , T EXAS POTTER SHOE CO., C INCINNATI , O HIO SHERRON SHOE CO., M EMPHIS , T ENN SLADE SHOE SHOPS, D ES M OINES , I OWA V AILE SHOE CO., K OKOMO , I ND V AN DEGRIFT SHOE CO., L OS A NGELES , C AL VOLK BROS. CO., D ALLAS , T EXAS K. W. WATTERS CO., B UFFALO , N. Y. ADDITION TO LIST OF CONSULTANTS SEATON W. ALEXANDER, President , Alexander & Co. A. O. DAY, R. H. Fyfe & Co. M RS . JENNIE L. EV ANS, Firm Member , Lewis & Reilly R. H. FYFE, President , R. H. Fyfe & Co. WILLIAM R. LEWIS, Firm Member , Lewis & Reilly WILLIAM LIVINGSTON, R. H. Fyfe & Co. H. C. McLAUGHLIN, Shoe Buyer , Potter Shoe Co. HENRY MOOREHOUSE, General Manager , Brockton Last Co. JAMES P. ORR, President , Potter Shoe Co. G. S. ROTH, Manager Shoe Dept. , L. S. Donaldson Co. T. M. SCOGGINS, Vice-President , Krupp & Tuffly THOMAS W. SHERRON, President , Sherron Shoe Co. MILO A. SLADE, Firm Member , Slade Shoe Shops J. F. TEEHAN, Vice-President , Dunbar Pattern Co. L. F. TUFFLY, President , Krupp & Tuffly VICTOR E. V AILE, President , Vaile Shoe Co. H. L. V AN DEGRIFT, General Manager , Van Degrift Shoe Co. L. W. VOLK, Firm Member , V olk Bros. Co. RETAIL SHOE SALESMEN’S INSTITUTE Conducting The Educational Training Course for Retail Shoe Salesmen FOUNDERS GEORGE W. BAKER SHOE CO., B ROOKLYN , N. Y. BLISS & PERRY CO., N EWBURYPORT , M ASS BOOT & SHOE RECORDER, B OSTON , M ASS BRISTOL PATENT LEATHER CO., B OSTON , M ASS BROCKTON RAND CO., B ROCKTON , M ASS BROWN SHOE CO., S T . L OUIS , M O ARTHUR L EV ANS, B OSTON , M ASS L. B. EV ANS’ SON CO., W AKEFIELD , M ASS FARNSWORTH, HOYT CO., B OSTON , M ASS HAZEN B. GOODRICH & CO., H A VERHILL , M ASS HAZEN-BROWN CO., B OSTON , M ASS HUNT-RANKIN LEATHER CO., B OSTON , M ASS GEORGE E. KEITH CO., B ROCKTON , M ASS KEYSTONE LEATHER CO., P HILADELPHIA , P A MENIHAN CO., R OCHESTER , N. Y. MORSE & BURT CO., B ROOKLYN , N. Y. A. E. NETTLETON CO., S YRACUSE , N. Y. PETERS MFG. CO., B OSTON , M ASS THOMAS G. PLANT CO., B OSTON , M ASS RICE & HUTCHINS, INC., B OSTON , M ASS SEAMANS & COBB CO., B OSTON , M ASS SELBY SHOE CO., P ORTSMOUTH , O HIO STETSON SHOPS INC., S OUTH W EYMOUTH , M ASS THE SHOE RETAILER, B OSTON , M ASS UNITED SHOE MACHINERY CO., B OSTON , M ASS UNITED STATES RUBBER CO., N EW Y ORK , N. Y. WIZARD FOOT APPLIANCE CO., S T . L OUIS , M O E. T. WRIGHT & CO., R OCKLAND , M ASS NATIONAL SHOE RETAILERS’ ASSOCIATION. CHISHOLM SHOE CO., C LEVELAND , O HIO COHEN BROTHERS, J ACKSONVILLE , F LA WILLIAM FILENE’S SONS CO., B OSTON , M ASS GILCHRIST CO., B OSTON , M ASS W. C. GOODWIN, F ITCHBURG , M ASS GUARANTEE SHOE CO., S AN A NTONIO , T EXAS F A. GUINIV AN, P HILADELPHIA , P A HIRSCH-ULLMAN SHOE CO., E L P ASO , T EXAS A. V . HOLBROOK BOOTERY CO., C OLUMBUS , O HIO A. H. HOWE & SONS, B OSTON , M ASS JONES, PETERSON & NEWHALL CO., B OSTON , M ASS JOHN A. MEADORS & SONS, N ASHVILLE , T ENN THOMAS F. PEIRCE & SON, P ROVIDENCE , R. I. W. G. SIMMONS CORP., H ARTFORD , C ONN STELLING-NICKERSON SHOE CO., A UGUSTA , G A W. W. WILLSON, B OSTON , M ASS EDITORIAL COUNCIL ARTHUR L. EV ANS, Editor in Chief GEORGE F. HAMILTON, Managing Editor CONSULTANTS C. Q. ADAMS. General Manager , Bristol Patent-Leather Co. ARTHUR D. ANDERSON. Editor , Boot and Shoe Recorder C. L. ANDERSON, President , Bristol Patent Leather Co. T. F. ANDERSON, Secretary , New England Shoe & Leather Ass’n. GEORGE W. BAKER, President , George W. Baker Shoe Co. GEORGE W. BAKER, Jr., Sec’y and Treas. , George W. Baker Shoe Co. JOHN A. BARBOUR, President , Brockton Rand Co. PERLEY E. BARBOUR, Vice President , Brockton Rand Co. CHARLES A. BLISS, Treasurer , Bliss & Perry Co. ELMER J. BLISS, President , Regal Shoe Co. FRANK J. BRADLEY, President , Hazen B. Goodrich & Co. FRANK R. BRIGGS, Treasurer , Thomas G. Plant Co. E. P. BROWN, President , United Shoe Machinery Co. MAX BROWN, President , Hazen-Brown Co. JOHN A. BUSH, President , Brown Shoe Co. CHARLES T. CAHILL, United Shoe Machinery Co. C. K. CHISHOLM, Firm Member , Chisholm Shoe Co. F. S. COBB, President , Seamans & Cobb Co. HENRY W. COOK, Vice President , A. E. Nettleton Co. H. T. CONNER, Vice President , George E. Keith Stores Co. LOUIS A. COOLIDGE, Treasurer , United Shoe Machinery Co. E. D. COX, United Shoe Machinery Co. F. F. CUTLER, President , The Cutler Publications. A. W. DONOV AN, President , E. T. Wright & Co. W. F. ENRIGHT, United States Rubber Co. ARTHUR LUCIUS EV ANS, Treasurer , L. B. Evans’ Son Co. PERCIV AL B. EV ANS, Vice President , L. B. Evans’ Son Co. A. H. GEUTING, Dealer and Ex-President , National Shoe Retailers’ Association W. C. GOODWIN, Dealer JOHN S. GRIFFITHS, President , L. B. Evans’ Son Co. FRANK A. GUINIV AN, Orthopedic and Merchandising Specialist A. C. HEALD, Treasurer , Stetson Shoe Co. CHARLES A. HIRSCH, Hirsch-Ullman Shoe Co. A. V . HOLBROOK, President , A. V . Holbrook Bootery Co. IRVING B. HOWE, Partner , A. H. Howe & Sons. CHARLES C. HOYT, President , Farnsworth, Hoyt Co. HERBERT V . HUNT, President , Hunt-Rankin Leather Co. GEORGE E. KEITH, President , George E. Keith Co. HAROLD C. KEITH, Treasurer , George E. Keith Co. J. F. KNOWLES, Treasurer , W. G. Simmons Corp. GEORGE H. LEACH, Secretary , George E. Keith Co. A. H. LOCKWOOD, Editor , Shoe & Leather Reporter FRANK R. MAXWELL, Vice President , Thomas G. Plant Co. GEORGE H. MAYO, Manager , Footwear Division , United States Rubber Co. ALLEN H. MEADORS, Partner , John A. Meadors & Sons. J. G. MENIHAN, President , Menihan Co. T. C. MIRKIL, Secretary-Commissioner , National Shoe Retailers’ Association RAYMOND P. MORSE, Treasurer , Morse & Burt Co. JAMES A. MUNROE, Vice President , E. T. Wright & Co. GEORGE A. NEWHALL, Vice President , Jones, Peterson & Newhall Co. GEORGE E. PEIRCE, Firm member , Thomas F. Peirce & Son WALTER I. PERRY, President , Bliss & Perry Co. PAUL A. PETERS, Vice President , Peters Mfg. Co. WILLIAM F. PETERS, President , Peters Mfg. Co. BURT W. RANKIN, Treasurer , Hunt-Rankin Leather Co. J. B. REINHART, Vice President , Wizard Foot Appliance Co. CHARLES A. REYNOLDS, President , Keystone Leather Co. FRED B. RICE, Vice President , Rice & Hutchins, Inc. HOLLIS B. SCATES, Shoe Division Manager , William Filene’s Sons Co. MARK W. SELBY, Vice President and Secretary , Selby Shoe Co. F. W. SMALL, Manager Shoe Dept. , Gilchrist Co. S. G. SPITZER, Manager Shoe Dept. , S. Kann Sons Co. FRED W. STANTON, Secretary , National Shoe Travelers’ Association FRANK H. STELLING, Stelling-Nickerson Shoe Co. E. H. STETSON, President , Stetson Shoe Co. JAMES H. STONE, Editor , The Shoe Retailer. E. B. TERHUNE, Treasurer and General Manager , Boot and Shoe Recorder. GEORGE A. VOLK, Firm member , V olk Bros. Co. J. M. WATSON, President , Guarantee Shoe Co. R. R. WILKINSON, Shoe Buyer , Cohen Brothers. W. W. WILLSON, Store Sales Manager , Rice & Hutchins, Inc. E. T. WRIGHT, Treasurer , E. T. Wright & Co. RETAIL SHOE SALESMANSHIP BY GEORGE F. HAMILTON MANAGING EDITOR, RETAIL SHOE SALESMEN’S INSTITUTE FORMERLY ASSOCIATE EDITOR, ALEXANDER HAMILTON INSTITUTE; FORMERLY LECTURER IN FINANCE, BROWN UNIVERSITY IN COLLABORATION WITH Frank Butterworth, Store Sales Manager, Regal Shoe Co. H. T. Conner, Vice-President, George E. Keith Stores Co. A. H. Geuting, Dealer, Ex-Pres., National Shoe Retailers’ Ass’n. A. V. Holbrook, President, A. V. Holbrook Bootery Co. Allen H. Meadors, Partner, John A. Meadors & Sons Hollis B. Scates, Shoe Division Manager, William Filene’s Sons Co. F. W. Small, Shoe Department Manager, Gilchrist Co. J. M. Watson, President, Guarantee Shoe Co. R. R. Wilkinson, Shoe Buyer, Cohen Bros. W. W. Willson, Manager Retail Stores, Rice & Hutchins, Inc. VOLUME 1 CONSTITUTING PART OF THE TRAINING COURSE FOR RETAIL SHOE SALESMEN RETAIL SHOE SALESMEN’S INSTITUTE BOSTON COPYRIGHT, 1920, BY RETAIL SHOE SALESMEN’S INSTITUTE All rights reserved Made in U.S.A.