color passé. We naturally will not be tempted 
gain. 
“Of course it means that we will have to learn 
row to produce our merchandise more quickly, in 
other words, turn our product out in a less number 
of days, and when the rush comes pass a certain 
umount of business. Whether this will lead to lean 
seriods with no orders being received when manu- 
facturing costs will increase to a point wholly out of 
line with the possibility of selling the product at a 
profit it is hard to determine. It is my opinion 
that gradually disappointed retailers will have a little 
more confidence and buy certain products a little 
farther in advance, and manufacturers in turn will 
iearn to make certain necessary stocks of staple arti 
cles during the slow periods, keeping their plants 
‘ree to make the more hazardous kinds as the de- 
nand develops, and that this situation, like most 
others, will gradually correct itself. I hope during 
‘his period of correction, however, we will not have 
‘00 serious a situation. Certainly the retailers of 
‘he country would have headed up to bankruptcy 
f they had continued to buy merchandise far ahead 
1s they did years ago.” 
Hanp-toMoutr Buvine Cannor Be 
OvercoME AND SHOULD Not Br 
ATTEMPTED 
Mr. Geo. F. Jomnson, the president of 
he Fndicott Johnson Corporation, whose 
large shoe manufacturing plants are located 
it Endicott, New York, believes that the 
present condition will be a permanent one, 
nd with respect to same he writes as follows: 
“We accept the situation of ‘hand-to-mouth’ buy- 
ng (so-called), as a fact that must be reckoned with. 
Mass production can only be considered practical in 
y few ‘staple shoes’ sold at low prices, which do not 
-hange in style from season to season. Retailers can 
buy such freely. Manufacturers who supply them 
should feel safe in carrying such in stock. 
“Style shoes demanded by the women folks, with 
frequent and expensive changes, limit production 
ind increase cost, to both manufacturers and dis 
-ributors. 
“My opinion is—as bad as this situation is, it 
must be met and answered. I would not expect any 
change. Manufacturers will have to invent new 
methods that will permit them to move quickly in 
style changes. The manufacturer who «can move 
quickest—produce and deliver what is wanted— 
vill be most successful. 
“The men and boys who wear dress shoes are not 
far behind the women in their demands for new, 
snappy, dressy footwear; and the demand they create 
must be met in the same way. 
“In some respects close buying and smaller inven- 
ories are good things. Manufacturers must be very 
-autious. Distributors must be equally cautious. 
This condition puts them both to work, and compels 
them to attend strictly to business. Surely this is 
y good thing. 
“I should say (to answer the last paragraph of 
your letter), ‘Hand-to-mouth’ buying cannot be 
wercome, and it should not be attempted. The 
sractice should be accepted as permanent. Adjust: 
nents must be made by leather manufacturers, shoe 
nanufacturers and distributors. Those who can 
1djust themselves to this condition successfully— 
who are willing to work hard, because they love to 
work and like to overcome difficulties—will be the 
favored houses when orders are to be placed. 
“I am urging our people to meet the situation by 
“loser attention to business—by cultivating a quick 
ind ready response to changing demands and condi- 
sions. I am asking the machinery people to help us, 
with more efficient machinery, so that we can move 
quickly, and produce and deliver faster. We are 
-eorganizing our style factories on a quick turnover 
hasis. 
“I am urging new life—new energy-—new ambi- 
“on—new love for the business, and a desire to an- 
swer promptly the demands of the people for foot- 
wear, whatever these demands may be. I am not 
urging them to resist ‘hand-to-mouth’ buying, nor 
style changes. I am urging them to answer it in 
action.” 
HOW THE TEXTILE UNDERWEAR 
AND HOSIERY MANUFACTUR- 
ERS ARE MEETING THE 
PROBLEM 
AN UnequaL DIVISION OF THE 
COMMERCIAL LOAD 
Mr. F. M. StowEeLL, the president of The 
Munsingwear Corporation, who are manu- 
‘acturers of underwear and hosiery, does not 
velieve that the rank and file of producers 
-an stand the financial strain under the pres- 
nt-day purchasing methods. He writes as 
‘ollows: