Show i A hV 11 T I Q 0 the tue a. a I t L Jg a tr THE following article appeared in the e New York Commercial issue Y o of Monday J January 18 1915 an and is is r re reprinted r printed here with a view view to o giving the e public a tru-r tru r u r conception o of the e ex ii x Green Trading Stamp business t n e 6 m SERViCE TIlE K OTt ate OF TRADING STAMP SUCCESS r r y PRESIDENT CALDWELL OF SPERRY S HUTCHINSON 6 OUTLINES IDEA National Thrift Accelerated by 1 Incentive to Save Stamps Stamps- Numerous Redemption Parlors Prove Popular Popular l Manufacturers a ers and Retailers Benefit byrt by rt 1 Increased Cash Sales I There has never been a time In the history hs- hs r tOr tory of ot the time world when the tho incentive for tor thrift has bees been stronger than It is today according according- to the records of ot the largest larte t concern Issuing trading stamps This company com comes In dally daily contact with ith thousands of ot women omen and men In all cla classes ea of society and In tb the course courso of a I s year redeems millions of stamps In ex exchange exchange eX- eX change chango for fOI valuable premiums Tho Sperry Sper- Sper ry Co Cu creators and for tor 0 20 years sole proprietors of the S. S H H- green trading stamp tamp and tho the Hamilton coupon speaks with authority on the subject of the sharing profit-sharing premium business It Its p 3 tir organization has been be n perfected throughout through through- out tho the United States and has attained enormous proportions A spirit of strong optimism pervades the concern and this 1 t has I s been emphasized during the past week weck In the meetings at the national 55 t ten tors rl In tn this city where more than SO of tho the leading district managers have been bun bunIn In conference and conversation That business conditions in all parts of ot the country are sound and show many pia 4 E signs of at regaining old time prosperous proportions was attested by each ch of ot the four score ecore district managers As Ao these men come Into direct touch with the man man- manufacturers 4 Y r and retailers In thousands of titles cities and towns town representing hundreds of 1 lines of ot trade the of or their opinIons opinions oDin oDin- ions throws 8 a clear light on Industrial 1 conditions The members of ot tho the com corn company company pany pang were entertained at a banquet at nt tho the theS thet S Hotel McAlpIn and on Saturday dispersed dis dle- t pegged persed to carry curry on a vigorous vis-orous campaign for tor business development during the tho new UeTt year I What hat proved to be the th most telling I 5 event ent of or the weeks week's conference Was waa tho the n Cs address of ot President George Geora B. B Caldwell Ills His many years ears of ot experience as IU a banker r- r In Chicago bo qualifies him to speak peak of tho national life lito and resources and his views lj on the trading stamp situation have more than p personal persona interest to the members of r n his hla company Merchants everywhere can find profit In reading his review re of at a great reat modern Industry In an Interview with a ai i representative of ot tho the New York Commercial Commercial Commer Commer- y cial Mr Caldwell amplified his address as follows Individual advantage must be tho the basis of ot nn any permanently successful business busi bust w t ness OMS transaction Whore Where buyer and seller t 1 I g s can continue to do business over a long f J- J period of at years and tho volume of each nr S succeeding year Clar shows a n. healthy Increase ro It can be taken for tor granted that Indi Individual vidual advantage Is the keynote thAt thit bas has j i made this thle record possible 1 I 1 am speaking now continued Mr Ir j Caldwell as s otie cite who ha has hd Jud many years years' rs' rs experience In the banking world end and who approached th the th sharing profit trading stamp business from sum an n entirely tirel separate field When I b began ean to tl- tl y gate tho the economic principle embodied In Inthe In Inthe r S the Idea of permitting the customer to share In the profits of ot business a a enter enterprise enter enter- price prise I at once discovered that the rapid ji development of ot tho the trading stomp III p Idea s was as due duc to the thrifty attributes of ot i a 3 r II 1 considerable percentage of ot the women of or orthis rf this count country The They looked u upon on the pos pos- saving savins of a fraction traction of each ench dollar r rth th they y spent aa as a matter of ot vital domestic dome Ue concern and It was their Immediate and enthusiastic response response- that lifted the trading trad tract ing stamp fad fad of ot 20 years oars ago Into nto thes the s permanent merchandising policy It has hasI I 1 now attained attained l t America i 1 Is essentially the tho land of ot bIg biff is t business and ands of ot rapid Industrial d development develop develop- ment This Ms fa nowhere more strikingly 1 1 exemplified than In the record of the S. S r y H H. Co In less ICS than two decades the c method of ot retailing in scores of ot commer commer- n Ir 7 cial cI lines his hu be ben been n revolutionized re b by the Iris I Introduction of at the trading stamp fI system stem It has meant nt an assured profit to th the re retailers rt- rt c and manufacturers who vrho have han adopted the plan of using stamps and It has 1149 developed the trait of or systematic evIng ev- ev Ins big In n hundreds of ot thousands of or families al for tOr no now men as well as women are enthusiastic en en- 1 collectors ot of s. s H. H stamps stamp record continued Mr Caldwell has been made possible solely because the Sperry Hutchinson Co h has kept Its operas operations ions strictly within the scope of or ortho r the tho 1 issuing and redeeming of the stamps v It has had for tor sale al This has always t made rondo it po possible for tor S. S 8 II H. stamps to I offer otter the biggest value to the merchants who t u use e them and the tho greatest value alue to lM the consumers who collect them so as to tog g get t premiums premium through their exchange In our redemption parlors In attempting to sl sketch etch the scope of the trading stamp Industry It must be beset beset set down at the th beginning that experiments expert expert- ments menta had to be made adjustments be became became be- be came necessary as nil the Idea dev developed loped from a iii small email nucleus to a national enterprise enter enter- prise Many seemingly I conflicting business business busi busl ness policies hud had to be harmonized and out of or the constant attrition of ot Ideas 20 0 O I years eus has hns developed the smooth running highly organized business of or today today- I can th think of ot no more fitting analogy than to compare the S. S HH H. H organization to a 11 completely equipped army Fortunately I we are aTe a peaceful Industrial active e army We have our branch headquarters at atoil iI oil ell points of ot commercial Importance Then we have havo our general staff with th their I corps of ot trained field workers All 11 of It these men are educated to the fullest de degree degree derco de- de gree In th the tho trading stamp business They Ther know ita its history be because ause they have lived d dt U t and made It IL It The They know the problem of ot the retailers and the manufacturers and tho they know from direct ct contact what tho the consumer wants It has been upon uton their recommendation recommendation on that the S. S k H. H organization hns has developed eloped Into Ino its present position o C where the maximum of service can cau b be given t I l The organization goes coes Into every part of ot this country It Is able to gauge the e trend of ot business and to keep abr abreast t of ot the demands that arc are to be made grads upon It H. In this way we have built buill up lip a iii purchasing pur pur- pur- pur purchasing chasing department that is Ie as ly Iy operated as the best ordnance or com cant mUary department of or an ann army Our ex- ex expert expert ex ex- I pert buyers collect the choicest dies dise at the closest prices e. e and so arc are able to make mak the redeemable be value of S S. S H It stamps highly appreciated by mil M lions of collectors Having a perfected wor working organ organ- lb f i would not be bo enough In Itself to secure business s success The mechanism mC must be set In motion And that Is where 7 the Sperry Hutchinson Co begins Its trade development along rational lIn lines It does not storm the retailer or the manufacturer manu manu- but offers a a. thoroughly matured matured matured ma ma- and proven proposition that means larger sales aJ s for torI forthe the merchant Increased profit and more efficient store vice service for forthe forthe forthe the retailer The Ides Idea of ot operation no-operation is tl paramount and ind through nearly twenty years of ot steady progression every e policy has hu been retained or rejected as 1 It met metor metor metor or failed to meet the test of ot operative co-operative service This has hu meant munt that the comp company n ha has i been heen obliged to keep progressive not oni only on the tho surface but In Its operative organ orran- By that I mean that thai the forms of contracts with merchants merchant have been brought up to date year b by year that the 1 policy of ex extending redemption parlors ha has 1 been liberal and that time the premiums given ginn 1 Y In exchange for tor stamps stamp have represented tho greatest possible value In exactly the same tva n way that the typewriter t th the phonograph the tho player piano the automobile automobile auto auto- I mobile have passed d through successive singes of ot development co so hRS has the trading trading- stamp and coupon idea b been cn opo of evolution evo evo- evo- evo 1 lution Its wider r adoption and und almost arithmetically progressive annual sales sale L have permitted more moro and ord more mone money to be returned to the cor consumers In greater premium values and in increased facilities 9 for tor redemption rede of ot stamp book books IS Throughout Through Through- hout h- h R out the nears vears ear of ot elo development ment the S S. S t H. H f stamps have e held first place In the pub pub- lic He estimation Uon This Is b shown n In the re renewal renewal renewal re- re newal of contracts by br satisfied merchants who In turn base bane their faith In f P. P H H. e y stamps upon the response th they y get et from 4 the ultimate ultima te consumer r I 7 1 have hwe personally Investigated In the at attItude at- at attitude of ot the manufacturers manufacturer toward toi trod trad- Ins Ing stamps and have bave studied the situation situation situa situa- tion from their angle My 1 In investigations Investigation mow have taken me mo Into the retail stores where herl I have hj seen Men the proprietors and watched r the actual distribution of ot stamps And d to tC gain final knowl knowledge e dg-e on the subject I have Interviewed loW d the people who collect the stamps stamP The They have told me wh why 1 th they y feel an In interest tenet In buying dise that assures them of ot a stamp lIeg All AlJ the world la is close akin In the tb intimate matters of oC life Ute It Is Is- only a matter of ot df decree ee but not of ot kind that I separates the laborer from the millionaire the housewife from fromm the society matron rn of The wage wage- worker wage feels a distinct pleasure in iq the acquisition acq of A book of or stamps ju just justas t as as a a arich rich man enjoys po possessing a bond from which he can clip dip and redeem a a. cou cou- pon The woman oman of ot moderate moderato means moans feeL teeL- a a. thrill of ot gratification when she turns tum In InA i ia A 4 stamp book and nets gets te A valuable article which she can use lIse In h her r home tome or give ata ac at aca S 11 a a. token to some Bomo relative or trl friend n There Them ThemIs Is Js a basic human humon Impulse in saving It Itis Itla I la is hard to describe why any ny one should bA bo t prejudiced against collecting stamps an and F Four our records record show that thousands more mar each month become con converts rt to he ho profit profit- I sharing trading stamp and coupon Idea I t Iam tam am firmly of ot the tho opinion that eveT every line lino of business that comes come Into Immediate Immediato touch touch with mth tho the public can be benefited by adopt adopt- i In ing this modern moden trading stamp policy of ot ours ClUn whore service Is la tho the keynote of trading stamp and co coupon pon success i. i J w 1 tt M The Sperry CO t 1 11 V Originators 0 o of Trading Stamps Geo B. B Ca Caldwell eI Pres 1 s Home Office New York rc a I City Local Br Branch anch Floor Au s. s f. I s i I |