| Show J C PENNEY TELLS HIS STORY OF HOW BIG CHAIN OF STORES GREW SO FAST I 1 J C penney telle tells in the february system A magazine magai ine of bulur his hi idea of conducting a business and to what he attributes the success of the penney chain of etore stores As the price tore store and d some of the bien men who have worked dhere pre figure prominently in the articles art article iclet a it email small part of it ia is lure re produced that readers may eee see the pen pon ney tide side nd ad draw their own slon year years ago out in kem kern mercy a little Ny wyoming oming town stood on the main street a roomy sturdily Tily built tore the proprietor was well ratel an ant I 1 carried stock which aich on an aver age he took aprile le in ili baying saying waa was worth he ile mid sold on ere erelio lit mostly long credit aill an 1 was mas known to do a business busine ea running to a year he ought entirely from salesmen ant an I 1 never lo therel to visit lait the big city market markets lie ile bought aleo also on credit mostly long cridis ills half dozen or more cerks ea ha hal I 1 been with him a ing tine they were experience and rind alcy tl ay iy intended to stay on as clerks hey they knew the tile stock and tin the aih ani low arices I 1 rices for each item they knew BI mottling thing of human nature enough an anyway aay to bargain it wa was the custom in those parte parts then to dicker over all prices that was as an esta established blishel one of the few landmarks of kemmerer anotoly who was anybody for railee miles owed the proprietor money anoual tho cogaer from the big store there stool atoo 1 a oil ol 01 1 one an annl I 1 one halt half story shack shock with a twenty five foot front and a depth u forty feet it strikingly resembled a none too cars carefully fully put up construction camp P into it one lay came a man mail all ani I 1 hie his wife an I 1 get set up a general dry goods etore store with a stock of of staple gonds bonds that were worth about the couple slept in the bare halt half etory story room over the main floor and their fur kiture wa was wholly male from pledl 11 4 boies boxes and crates they were itinerant n t R lit property but resl real lent lents in intention what bittic they hal hat they kept verv ver clean ani an I 1 not fulir was as their sales stock arsh tie new ai at I 1 gool goo but aleo also their price prices were far bel beaw w those of the big etore store tle tl ey lal ini I 1 ought it in lit the I 1 ig markets and for cash ito ever eier they eoll soll only at one price ani ant for cash they boull not shale a price for a large buyer or gli give e ere lit to the richest man mail in the tho countr country yi the leople dil not like that that way of doing business busine 4 their intelligence Intelli kence was insulter insul tel av I 1 y tie tl e notion that the eamer them to ply the first irlie askel ani their integrity va was ivy 1 lit hin refusal to open took looks but the were nero attractive nn 11 I 1 so wieber the they y had money to lip spare upare are they bought nt tit tl ti e new etore store they lei time baugit t at the tile old store the shack di dil I 1 a busl bust aca at of vat first ar lar the tile big store li stilt still there hut but it Is in no than when the little store started the little store Is iq now a 3 big store but it is 14 gul ruilt it I 1 by ex exactly ta tip e sime Irine illes les as was as the slack it is li known am a tile he mother store of a chain eh of stores that last beir it I 1 a bil kness of a olit I 1 I 1 M ii ife ito an all I 1 I 1 w m t re tl ti 4 1 coul la who shartel start 1 that little store lne e honey anol nunice oil theer cheerfully fully among packing cases I 1 was vas the manager and she slip ivas wai the clerk out ft of that store drw other store stores an I 1 out of them grew still other stores ani ant out of them grew 0 o stores 4 until we have the tile bainy store stores of toll toli nit B it I 1 dil ill I 1 not start all of the tile store stores all ani I 1 do to not ov own n them I 1 di dil I 1 not tl ti at fir first firt t store on my own donev I 1 hal hat only a thirl interest pt at the he beginning two other men held shares share o my aly third interest d hil lill h il been gaint aln I 1 I 1 iv v work ork an I 1 si aiming iming ing just as I 1 was lias a partner in that store so other tr r n leeane partners fth in me in lit later stores tint then they in n turn took partners all of them bat gainel n el their interests Interest aly ly work ork ant an I 1 nav stair iq i q no so man eer came in lecause ho he lal bal lioney money to invest inest the only money that thit ever eier councel with us ul mas that wheal represented the margin of earn ing ng over spending by men alo borkel so hurl har I 1 that their time for earning was great ani nn 1 their time for spen riling ling wa was small thin the eliam male I 1 its if own owl inks and they were human not money inki link tl s stor tore of how it all lial penel ani ant why it all happenie 1 is li a human stor it has hag nothing to lo 10 with fi fl the tito bait salt I 1 liko alp ilp I 1 foree nl lit lost moko mole up one of number iia 11 is killed h 1 it ilni As a result ano ho crup acre aart d gobernor Goer nor 1 amial 1 ll arding his aked fir for it I 1 lineral aiono lau lan to hinr otar up tit i in lit the cagial 70 V i t Lon fille it to tile inn pan 1 ania inia mr lr 11 II arding irdi tiff lins fills one oil I 1 tion in lit tape d ilis t if doolit ind uncertainty taint N no 0 matter whom in puta ui in his 1114 ii I binet bIllet it i boime to lie nit nt I 1 reports fr tit N N I 1 t 11 t lit tal t th t it 4 t ar 14 1 4 iruin nent A iti 4 ig m h me nie ill 1 I I 1 r I 1 mi tit rs ri not be ile a bid itlen ri ancial genius or financial giant giants anil andl never has ha dwelt in ma a ble ball halls it Is L essentially Maent lally a story of amadi 11 hard lara work lag ing western towne towns and hard working men pioneer pioneers in their way and ai a willing ae as the men who walked beside the praire schooners to tight fight on short rati rations ins one day in the hope that they might win nin better ration rations on the mot JOW we have now a great organization I 1 ut it lit great only because the numbe cumbe it f unite units is great the unite units themselves theme elve are all email small and we differ from the anan alt bifi s email small or moderate sized I 1 puniness only in hai having ing a large number ef these businesses there is nothing in any of our method methods that call calls for un usual human or financial resource it vi just that bolay tolay to lay we e are a bundle of fagot yesterday esterday we ue were only a min yie gle fagot the c corde that bind the bun file die together are work and the tile eions of worl in my own family work has ha been a tradition ant an 1 at times an obsession my ly fati rr pr use I 1 to tell me how his fa frt ther kept tie youthful mind from go IX fall w m an I 1 tho t ho youthful hands from going soft by exercise with a stone I 1 rile ile in wl at gilgi t ha have e been rile ulle pion monuments mon ments when no other task could be found my father corriel c stones from the yard out into the roni roal blad id when hen he lie hal hat them all out ani neatly pled there then straightway htay ie le about ani ant carried them back again that mooil of broken rock VMS tie family monument to work M fail faller er alho was a preacher grew up in an of work but w th tit something of a prejudice against as an enl in itself lie ile never put we me on a stone pile but whatever Ille ful work ans to be done had to be done and as quickly as possible at 19 10 1 I was clerk in the country store at ta a war year it was as an ordinary country store which mean means that it was wa a coat H Hati nation tion of club warehouse and ind loan association ni e bought from froin salesmen in large lots lot 1 t infrequent intervals Inte rials m wo a old sold for m blat I 1 at we could get and ai gnal in a fanning farming community lom cariel all tie on oil our looks they cleared up partially or twice wee a ear and we partially lly ll jeand up our bills once or twice nice a car ear in tho the see only bear ear the oana adian advanced ced me to to 90 ani ant for tie third year he lie aroni rom is 1 I 1 mo ile ill of t 1 t I 1 eolith but I 1 aw no chance abeal 1 an ani le homo home found a job with john son a ail I 1 I 1 cr liahlian in their store at bv lv austo il i avo those men were mer chonta they s 11 for cash at a fixed art i ant an kept their events even ci ts down donn adt nhat ie Is more they kiet thir bools 00 Is up and a air c ir vent ment all tin way to nov e v 1 ork to buy directly from front the ma manufacturers nn lin I 1 fr cash I 1 did not t tl I 1 e i couil rel en I 1 all th lt meant 1 I 1111 nn an I 1 I 1 ka ica that I 1 fri orl aps they N wint t tit for the tri aa att well as for the goola goo Is but I 1 dit notice that tilt thi irleen i rices in the tile store mese low ion and anti that the own eri erg at avs ha hal I 1 plenty of cash on an hand 1 I ha lial I 1 entee I 1 tl ti air sit ettre re merely as a elerk over roe me wis ais r cl cef clerk r mana kerp on oil the first lay I 1 went vent ait tilt to lunch with alth him NN e had an hour for hine but 0 wo o weri wert through will W our oar meal in leai le than half an hour I 1 went ii ent back to tic tie store sto rebut but tie clerk s sit tt down in tie tl intel lobby to smoke a cagar ani an I 1 rea real I 1 the I 1 laier at or tho tile see day tiny we me went out gain ant then lie that if I 1 kert kelt getting bad to quickly it might reflect upon him ilo lie was right it dil ill in less lesi than a month ho lie was fired and anti I 1 was put into his place then I 1 bawin bc in to comprehend why hy jellison join son atil calliban lall Lal ihan liban went ent to ne ew lorr orli I 1 learnel for thi first firt tune oine 0 tint al t was vlas something different from bitting in lit a store ant letting a sales man sell to vou the 1 arti ern I 1 abou arou ft 1 and ha having ing cash in their pock ets if ey bought at the tile lowest lowet 1 nee rices 1 I was wag at what gooda good coull be 1 ought for ty I 1 y thin this methol aethol for tie I 1 e prices i they tiey paid di tit I 1 not aver age one half ol 01 what we hal hat been charbel char in the oil store they taught me n that borrowing borring gools goo la wa wal more lore ex pensive then borrowing lor rowing money and that the tile way wily to buy was wai to go to the I 1 lace inel where here the article is ig for sale at first haul ann 1 ant an 1 there to offer cash atiat T think is tic tie fir first at I 1 rin principle ciple of inam an andl dising sing after three vears the partner partners be win to con tiler opening a store in 11 J tint time I 1 have hae saved 00 the store stow was ans flannel to start with ith n of st an I 1 they i if f fire I 1 iw nie a tl binl inter interest cit if it I 1 couil 1 raise rake the money I 1 tor rowel cl thoo 1100 tint took thir hoffr I 1 w ante I 1 a chance to t wirl mori on olt ny my binn account we mareet narce I 1 ilat tint I 1 was ag to lne a alary salary of ati 71 i a it nth while abile my lily wife nife wis ks to have haip ta for lier her work thought it wa a gool thing to chiv hiv h i vi a husban I 1 an I 1 wite work to betl ir bo so do 10 1 I it tent hem values an all I 1 curb 1641 tda VM it like to have the wipe of our nen rien mork with I 1 ith them wl whenever wic never enever the care of ch illren los mot runt prevent la in most of our store the tile aa 1 it th v lo 10 n t work regu Is lerl P t 1 1 in ns as atra hilt bell oil satur day r t op t 0 r bosine business ir Is not lone tone iu lit lim lilues within five year years I 1 had ft ff 1 TOY I 1 ali an I 1 I 1 night ni nut out in i NN I 1 in r it iii I 1 air j int I 1 i I 1 rl t i t tl ti i 1 t t I 1 1 I 1 t 4 1 1 lit h f ril J T I 1 rt f r f n IT f f lut in Ms n s 0 u J 0 PENNED TELLS continued from page two et cu it i I 1 asis ash an all I 1 I 1 bought an un I 1 sol I 1 only staple tople line lines of dr dry ant an I 1 notions tl TI ev so soil I 1 quickly I 1 ecaire ao 40 the price anns ns low the ni wag as higl big all ani I 1 it tie e guarantee of satisfaction was mas al solute I 1 foun fauni I 1 that I 1 ila lial I 1 to make more than two trips a sear to ani also I 1 foun t that luy iliff frequent i kirmit te tel I 1 me at always aa a to I 1 s ioe ose of mv my stock on the tile I 1 buying price my nales sales exi ense luver eycie lel 10 ler cent and was usually lower I 1 coull make a gool goo I 1 profit at prices the lie oti cr er stores coull not touch and so I 1 never neer hal to hold field a mark down domn or bargain bile wile that has bince since become a i lilicy seeding needing a clerk I 1 lire I 1 a young annn L C ami that was in 1907 1 1 hired him I 1 cause he lie said he be wanted to work a ani it I 1 I 1 kelt kei t him because he lie di dil I 1 work the panic of 1907 had not touched me it had only enabled me to buy at ver ser low prices for cash and ant hence gave me a till still greater a ivan tage over competitors who mantel to buy on credit when credit was hard to get I 1 wanted to stat another store mv money coull I 1 not all be emi 10 loed ed in KP 11 ihrer re I 1 opened a in cumberland wyo and put in sa baci AS 3 manager to try him out ite arnel more than afable both the stores were mere doing 9 so well that athard a third etore store 1 tea feas ibie ible then shartel the partnership idea on oil which our system of bolay tolay to lay is found el I 1 joffere 1 him a thiril third interest ln in the new etore store h we decide 1 to open in lit cureka atah he be ila hat I 1 the money an I 1 he took tie tl e interest thus assuming N with ith me tl ti c ume relation tig re I 1 ha I 1 hel hell I 1 with jo joinson inson nn an I 1 callahan Call alian tl TI at store too I 1 became a s and out of it he of one enet a I 1 ranch store at nt price utah la lit wt ich I 1 also had an int rest 4 1 in I 1 cureka ureka sams had hall a WO acol I 1 gales sales mail caneal ken Ien lall ju just jut t as I 1 ha I 1 sint sams sam to Cum berian I 1 to try him out so sams sent tent inlall hen 1311 to price li having aling prove I 1 him ho lie was of fere I 1 a part partner sl ip lp la in a new store that he was 4 a to start at Tri hilal ia 1 colo la in that afre I 1 hal a thirl sams a third and kindall kilan ki a tl ird interest from this tills store a branch was op one enc I 1 as a tryout tore store for men trained ly I 1 y kensall ken lall next ext came vatland Natla nl he was trained trainel at eureka andr sams sam when hen sams came on to the new york ho be took charge then I 1 ie e went to work ork for kendall at trin idad having male goo gool I 1 he went out to found a store at tort rort morgan colo as a partner in this store the barners were sams bentall ken lall and atland matland there I 1 droppel out I 1 am still in te crested rested in cureka and anil puce with sams annl in the stores that start out from these stores I 1 am inte restel in Trint lal ani ant the trott etore store but not in the stores I 1 put knut of ken lall a tto es thus with ill a ive men has the clain cl ala deNel oled tie operation seems complicate I 1 in tal idling long but it la is simple enough in practice there yet u have halo ue tie ilea flea b milici hind whet i now a seat great chain of ore ores aney aie ate int litt tores they are billy banel distributing stations formed on the rower of human tim bill an I 1 in the tile of these I 1 oa oal policies i |
