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Show TO THE MANUFACTURER: THE quality of Utah's manufactured manufac-tured produce is undoubted. 3B The rig)ht of Utah's 'manufac- B turers to claim patronage in prefer- B ence to outside manufacturers is fair. B The inclination of Utah's people to B tpatronizo home industry is strong. B And yet tlio problem of securing con- B sistent recognition still confronts the B men of Utah who have put their B money into manufacturing B To us the solution of this problem H seems simple. And in giving the so- H lution onq miiBt be pardoned for B drawing attention to the faults as B well as offering suggestions for bet- PB terment. We do not wish to place IMP ourselves in the light of the critic B who finds fault, but does not offer B ways to improve. Because we would B not consider it worth while to use H space for fault finding, if wo did not B think we had something to offer as H a remedy not necessarily a cure-all. Bj Our manufacturers' association is fl doing a great work toward forward- B ing the interests of Utah's manufnc- Bj turers as a whole. And it is tiuc B that all movements promulgated by H this association meet with marked sue- B cess. But the best results will never B be obtained unless the manufacturers B individually go forth into the high- B ways and byways and back it up. B There does not seem to be sufficient H recognition of the fact that the manu- fl facturers' association is here to work B entirely on general lines it is not its B premise to take up the interest of any B single manufacturer this is up to the B manufacturer himself. B It is! plain to the reader that our B argument is bringing us to the ad- H monition: "Create the Demand!" Yes. H This is the gist of the matter, and it B will be so until the crack of doom. B To say that creating the demand is B not the life's work of the manufac B turer is to say that one knows noth- B ing about merchandising. No article 9 of .merit mechanical or food prod- H uol evor was made or ever will be Bj made that will sell itself. It has to H be talked about by the manufacturer H first before it will come to the no- B tice of the purchasing public. Then H comes the need of consistency in ad- B ' vertising and selling methods that H . never fail to stock up the dealer, and B best of all, secure the dealer's sup-B sup-B H ' Not long ago a gentleman from out- B side the state of Utah came to Salt VV Lake ana Interested various home' llB manufacturers of food products in a iB series of pure food shows, to be held H in the larger cities of the state. The B response to his proposal was great. H The shows materialized, and manu- H facturers generally were satisfied that H they had done a great deal to Intor- H est the people of those localities in Wm their product. They sold goods but B they sold thorn at great selling cost. H Each 'manufacturer went to the ex- q pense of sending representatives to B the different places to build and dec HB orate a booth paid railroad faies B and all expenses for demonstrations H us well, and in addition a privilege H to the promoter! Did the effort serve to cut down the stock of foreign manufactured man-ufactured goods? Did the effort strike the note of finality and assure the dealer that he would be Bafo in excluding everything except the goods of these homo manufacturers? Not a bit of it. The sum total of results was that each town enjoyed the sight, regaled themselves with eatables and drinkables at the demonstrating booths, and the dealer bought enough to fill the orders of the house to house solicitors working for the manufacturers manufac-turers during the show. It was a spasmodic effort a flash in the pan. Furthermore, the money spent could have been used in a systematic sys-tematic advertising campaign that would have covered a good portion of time, and have been far fairer treatment treat-ment of the dealer. It should be plainly seen that projects pro-jects of this kind are simply competing com-peting with the work of the manufacturers' manufac-turers' association a plain out and out duplication of appropriation, in fact, that could at least have been donated to the association for the furtherance of their work with better bet-ter effect. Our manufacturers certainly do not stand in need of outside brains to sell goods to their friends. All of Utah'3 population are friends of Utah's manufacturers, but they are like the young lady that plays she likes to be asked. Ask by advertising consistently, persistently. We're all your friends, Mr. Manufacturer, but We are bashful. JAMES K. HACKETT In ' The Grain of Dust" at the Salt Lake Theatre Next Week. i |