DEC-4 1913
Standard Policy
A Standard Quality must be inseparably linked to a Standard Policy.
Without a definite and Standard Mercantile Policy, it is impossible for a Manufacturer to long maintain a Standard Quality.
To market his goods through the jobber, a manufacturer must provide a profit for the jobber as well as for the retail dealer. To meet these conditions of Dual Profits, the manufacturer is obliged to set a proportionately high list price on his goods to the consumer.
To enable the glib salesman, when booking his orders, to figure out attractive profits to both the jobber and retailer, these high list prices are absolutely essential; but their real purpose will have been served when the manufacturer has secured his order from the jobber, and the jobber has secured his order from the retailer.
However, these deceptive high list prices are not fair to the consumer, who does not. and, in reality, is not ever expected to pay these fancy list prices. When the season opens for the sale of such goods, with their misleading but alluring high list prices, the retailer begins to realize his responsibilities, and grapples with the situation as best he can, by offering "special discounts," which vary with local trade conditions.
Under this system of merchandising, the profits to both the manufacturer and the jobber are assured; but as there is no stability maintained in the prices to the consumer, the keen competition amongst the local dealers invariably leads to a demoralized cutting of prices by which the profits of the retailer are practically eliminated.
This demoralization always reacts on the manufacturer. The jobber insists on lower, and still lower, prices. The manufacturer, in his turn, meets this demand for the lowering of prices by the only way open to him, viz.: the cheapening and degrading of the quality of his product.
The foregoing conditions became so intolerable that 14 years ago, in 1899, A. G. Spalding & Bros, determined to rectify this demoralization in the Athletic Goods Trade, and inaugurated what has since become known as "The Spalding Policy."
The "Spalding Policy" eliminates the Jobber entirely, so far as Spalding Goods are concerned, and the retail dealer secures the supply of Spalding Athletic Goods direct from the manufacturer by which the retail dealer is assured a fair, legitimate and certain profit on all Spalding Athletic Goods, and the consumer is assured a Standard Quality and is protected from imposition.
The "Spalding Policy" is decidedly for the interest and protection of the users of Athletic Goods, and acts in two ways :
First.— The user is assured of genuine Official Standard Athletic Goods and the same prices to everybody.
Second.— As manufacturers, we can proceed with confidence in purchasing at the proper time, the very best raw materials required in the manufacture of our various goods, well ahead of their respective seasons, and this enables us to provide the necessary quantity and absolutely maintain the Spalding Standard of Quality.
All retail dealers handling Spalding Athletic Goods are requested to supply consumers at our regular printed catalogue prices— neither more nor less-the same prices that similar goods are sold for in our New York, Chicago and other stores.
All Spalding dealers, as well as users of Spalding Athletic Goods, are treated exactly alike, and no special rebates or discriminations are allowed to anyone. This briefly, is the "Spalding Policy," which has already been in successful operation for the past 14 years, and will be indefinitely continued.
In other words, "The Spalding Policy" is a "square deal" for everybody.
A. G SPALDING & BROS.
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