Heinz calls "a salesman multiplying himself while he is on the job." This is one method of co-operating in reaching the consumer when the merchant is agreeable and carries the goods, but if desired or necessary local distribution is not O ike forthcoming after the salesman has done his best to Consumers & et t- ne goods in by working on the grocer, the up-todate Heinz traveler now goes direct to the consumer personally. Perhaps a concrete example will best illustrate the method used in this work. Out in Wisconsin there was a thriving town of about 10,000, where the Heinz representative could get no vinegar customers among the grocers. All bought from farmers, from friends, or would not pay the higher price for the Heinz product, stating that their customers were satisfied with the vinegars sold at lower prices and would not pay more. Finding himself apparently up against a stone wall with the dealers, the salesman put in a solid week in this town, visiting the leading homes. He obtained names of next-door neighbors from door to door, and often made such a good impression as to get cards and letters of introduction to tell his story to friends of the ladies interested. He took no orders, but introduced himself as a special representative of H. J. Heinz Company, in connection with vinegar, and merely wished to explain to the lady of the house some things about vinegar which interested most housekeepers. He induced the women to get out samples of the vinegars they were using and without "knocking," easily demonstrated great superiority for his samples, working in an interesting story the vinegar manufacture practised by Heinz as compared with the crude and imperfect methods of farmers. When asked where Heinz vinegars were for sale in the town, he stated that he regretted to advise there was no merchant who carried it in stock here, and explained the reason as given him by the merchants that the people would not pay the price necessary to ask for really good vinegar; they were satisfied with the (poor) quality being furnished them....

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