Document rexNZg9DdMoogaEM7MzKKG6Rv

These ibeeti are dewliru edtafitiaEIbe Madera Hfider Mo. 154m 133L. Keep them io numerical order for reedy reference. I (This balletic copyft|hted lOaiby The Shenria. WUliuuC.,acvdi&d, Ohio. All rifhti tcmr ed accept by specific ptrmhiura of Department of PnbHeity.) EXECUTIVE iUttUMI APB 4 1921 CHIEF CLERK. Th e 'Sh e r w in -Wil l ia ms Co mp a n y 01 CANAL ROAD, N. W,, CLEVKLAND, OHIO Co n f id e n t ia l Bu l l c d n Nim IndlAupoIU, Ind. gvra Dh i April 2, 1921 I I ' t m. Bniictia M*t t. Pull IkO Urt. au Rn. *P T " { DOING $60,000 A YEAR WITH THE S-W LINE AND AIMING AT $100,000 FOR 1921 By A. H. Blank, Mgr. Paint Dept. Vonnegnl Hardware Co., Indianapolis, Ini. After taking our inventory for 1920, I am pleased to advise that our total sale of Sherwin-Williams Products, not including in secticides, amounted to $60,000, an increase of $10,000 over the pre vious year, which was the first year for us to handle your line. When we stop to consider that our house had handled a competi tive line of paint for a period of twenty years, and our total sales never exceeded $5,000 for any one year, we do not hesitate to say that we are more than satisfied with the results we have been able t0 secure since taking on the S-W proposition. Our investment in this department at no time during the year exceeded $8,000, so you can see we have had seven and one-half N23374 BuiUiin No. T--Ptige -J turnovers with an average profit of 30%. Right here I wish to aay that thia department has shown more profits than any other in our store, considering the amount invested. Profits, turnovers and investment are the things Vonnegut Hard ware Co. are most interested in. YouttMi Narducre Bu&i/ixt, ladiam^oUt We would not hesitate recommending the S-W line to any dealer who can get it, as the writer personally knows of agencies in towns of less than 500 inhabitants who are doing over 1(15,000 yearly with the S-W line. Wre attribute the wonderful growth of this department to the following reasons: 1. The line is nationally known. 2. Service. The Indianapolis warehouse enables us to carry a minimum stock to get a maximum turnover. S. Co-operation. The representatives are trainer! men and are able to give us expert advice in their various lines. They not 0007-SWP-000128556 Bulletin- No /- Page V only advise, but go out with our representatives and actually sell goods to the consumer. Too much cannot be said of their resale work. We feel that we are just beginning to scratch the surface of paint sales, in spite of the fact that there is pretty keen competition here, as you know, with one mail order house and four or live paint makers operating their own stores. With your continued co-operation, tee hope to do $100,000 in this department in 1921. We have had notable success with the Floorlac proposition. We had not handled Floorlac until the Spring of 1011), when we decided to take on the free sample proposition and consequently bought a stock of Floorlac sumples and brushes. We made good use of the advertising that you furnished. The handbills were distributed over the counter and we also featured the coupon in our newspaper advertising and within two clays after putting on the campaign we handed out over 3,000 samples or Kloorlac, beside selling a god quantity in larger jMicknges. Within the next two months we sold more Floorlac tliun we had sold of our old brand of vnrnish slain in two years. Our offer of the sample I trough I over 3,000 people into our paint department and gave us an oppor tunity to talk to them about their paint uml varnish requirements and, of course, we took advantage of this opportunity. Any of your agents who fail to use this plan are overlooking a big opportunity to increase their sales and profits. SRB7 C3I 707 A Typical Vnuutul Palm ITtafov 0007-SWP-000128557 SRI I-*11 C.'l M* The** iheeta ere defin ed to fit *n Kibe Modern Binder Me. 154 nr 1UL. Keep than in anmerieel orderforready rcfercae*. S-W MERCHANDISING Ohio. All ri|bta referr ed eaccpt bp BpccUcpn* tnltdon of Department of Publicity.) To Be Helpful" Th e 'Sh e r w in - Wil l ia ms Co mp a n y 801 CA1AL ROAD, H. W., CLSVBLAND. OHIO Co n f id u n t u m. Bu l l e t in Nu miin SIS Buajicn Minneapolis, Minn. Dm MflfCb 21, 1921 1 TUa Bulletin sent to Full S & D List Ail Rrpi Eitra quantity for BPA <IM. Warner Hardware Co., Mtumoolki Paint Deportment WHY WE HANDLE THE S-W LINE By Leon C. Warner, Pres. Warner Hardware Co., Minneapolis Our Paint Department is, we believe, rather peculiar unto itself aB a Paint Department might generally be considered. To begin with, it represents less than 8% of our total business. It is satisfactory to such a degree that we wish the entire business could be done on the same basis, and which we admit at once is so good we cannot hope to attain that end. 0007-SWP-000128558 Bulletin No. 6--Page 2 Facts on our annua] report of 1920 just received run as follows: Gross Profit to Sales............................................ 31.66% Net Profit to Sales ................................... 8.95% Cash Sales of Total Departmental Sales..... . ..41.88% Charge Sales of Total Departmental Sales........ 58.12% Total Cash Customers....................................... 37,888 Average Purchase.-................... -........ --..............$ .92 Total Charge Customers................................. ..9,994 Average Purchase... . ... .$4.84 Total Customers.............................................. 47,879 Return of Goods and Allowances or 3.1% of Gross Charge Sales....................................31536.19 Rate of turnover on a basis of total purchases divided by average inventory................... 8.738 times This is by all means the best showing we have ever made. The last figure on same basis for previous years run as follows: 1917....... 1918....... 1919...... 4.93 4.49 5.85 In the past we have given you figures of sales divided by inven tory, which is generally not considered correct, to indicate our turn over which is as follows: 1916._............................................................. 1917....... ........................................................ 1918-............................................................ 1919....................................... . .................... 1920. 9.19 7.775 6.76 8.32 .9.704 Considering the above figures, bear in mind that our paint business is practically all counter business, and we have very little or no contractor painter's trade. Our turnover has been made possible by your co-operation, your Minneapolis warehouse, and our department. Your proposition appeals to us because of your 1 Local warehouse. 2 Co-operation of Minneapolis organization with us and our department. 3 Because one line makes one account. 4 Because one fine avoids duplications of similar stocks. 0007-SWP-000128559 hl'lhtl-l .\(> >< I'tfllt Store of Warner Hardware Co., Minneapolis. Insei skmrs Ij o h C. Warner, President 5 Because one line releases capital, making possible turnover. 6 Because in our judgment there is no bettor lime for the particular trade to which ^ e cater--counter trade. 7. Because we have worked on this basis for years, have proven it profitable and more profitable, investment con sidered, than any department in our store. 0007-SWP-00012856C Hulletm A'o . it--/'age / We believe the big city merchant, catering to the quantity of small counter sales and directed to household and consumers, can not serve himself better through any other line than through SherwinWilliams. We co-operate with your Advertising Department in its national campaign, and have done so profitably for some years past. Our favorite stunt is the selling of your small can of Floorlac, the brush thrown in, at a nominal price. Your Minneapolis office has letters of our viewpoint of this stunt. SRE-6 Clt M2 0007-SWP