MANUFACTURING AND SELLING. 129 
cent as compared with 3.72 per cent. This is probably due to the 
fact that the smaller concerns in New York City have fewer salesmen 
on the road, sell more to local buyers, and employ only city sales- 
men whose salaries and expenses are lower than those covering a 
more extensive territory. 
It will be further noted that the factories outside of New York 
City sell a considerably greater portion of their product direct to the 
retail trade than do the establishments located in the city, namely, 
80.22 per cent and 73.06 per cent, respectively. 
Very little exporting was done, the table showing that the estab- 
lishments in New York City sold 0.22 per cent to this trade, while 
factories outside of New York City exported only 0.07 per cent of 
their total sales. 
The table gives an arrangement of groups, showing a combination 
of Groups I and V, composed of establishments with net sales of 
less than $100,000; Groups II and VI, with net sales of $100,000 and 
less than $200,000; Groups III and VII, with net sales of $200,000 
and less than $4Q0,000; and Groups IV and VIII, with net sales of 
$400,000 and over. 
In comparing these combinations it is seen that Groups IV and 
VIII show the highest selling cost, 8.8 per cent; the greatest expense 
for salaries, commissions, and expense of salesmen, 4.92 per cent; 
and also the highest manufacturing Jas, 8.02 pe cent. 
Groups IIT and VII and Groups II and VI show the second and 
third largest manufacturing ro 6.74 per cent and 5.2 per cent, 
Separiivats. 
roups I and V show the lowest manufacturing profit, 4.96 per 
cent, and the second highest selling expenses, 7.08 per cent for total 
selling cost, including 3.24 per cent for salaries, commissions, and 
expense of salesmen. 
This comparison indicates that the large concerns—those possessed 
of sufficient capital to expend considerable money on a selling 
organization—are in position to make larger profits than the concerns 
which turn out a limited product. 
_ From information secured from 58 of the 65 establishments inves- 
tigated and shown in Table 40, it is seen that only one concern, 
establishment No. 13, reported selling exclusively to jobbers, while 
26 sold all of their product to retailers. Three others sold to retailers 
only in their domestic trade but also exported a portion of their 
product, It will be further noted that 28 manufacturers sold to 
oth jobbers and retailers, and of these 18 sold 50 per cent or more of 
their product to jobbers. 
The table further shows that a larger proportion of the plants out- 
side of New York City sell all or most of hn products to retailers 
than is the case with plants located in New York City. 
Only nine concerns did any exporting, and these in only small 
quantities. The establishment (No. 6) doing the largest percentage 
of business of this kind exported only 2 per cent of its ps sales. 
Of the 58 establishments that a on this subject, 40 reported 
that all or the greater pags of their sales were to retailers, 13 that 
all or the gone part of their sales were to jobbers, and 5 that half 
of their sales were to jobbers. In Table 41 a comparison is made of 
the profits of the establishments the larger part of whose sales were 
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