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“wy 
color passé. We naturally will not be tempted 
again. 
“Of course it means that we will have to learn 
a0w 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 
amount of business. Whether this will lead to lean 
deriods with no orders being received when manu- 
facturing costs will increase to a point wholly out of 
ine with the possibility of selling the product at a 
profit it is hard to determine. It is my opinion 
‘hat gradually disappointed retailers will have a little 
more confidence and buy certain products a little 
farther in advance, and manufacturers in turn will 
earn to make certain necessary stocks of staple arti- 
cles during the slow periods, keeping their plants 
free to make the more hazardous kinds as the de- 
mand 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 
if they had continued to buy merchandise far ahead 
as they did vears ago” 
Hanp-toMoutr Buying Canxor Be 
OvErRcoME AND Smourp Not Be 
ATTEMPTED 
Mr. Geo. F. Jomnson, the president of 
the Endicott Johnson Corporation, whose 
arge shoe manufacturing plants are located 
it Endicott, New York, believes that the 
present condition will be a permanent one, 
and 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 
1 few ‘staple shoes’ sold at low prices, which do not 
shange in style from season to season. Retailers can 
Suy such freely. Manufacturers who supply them 
should feel safe in carrving such in stock. 
“Style shoes demanded by the women folks, with 
frequent and expensive changes, limit production 
and 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 
uickest—produce and deliver what is wanted— 
will be most successful. 
“The men and boys who wear dress shoes are not 
‘ar behind the women in their demands for new, 
nappy, dressy footwear; and the demand they create 
nust be met in the same wav. 
“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 
hem to attend strictly to business. Surely this is 
1 good thing. 
“I should say (to answer the last paragraph of 
jour letter), ‘Hand-to-mouth’ buying cannot be 
yvercome, 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 
idjust themselves to this condition successfully— 
who are willing to work hard, because they love to 
work and like to overcome difficulties—will be the 
‘savored 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 
and ready response to changing demands and condi- 
ions. I am asking the machinery people to help us, 
with more efficient machinery, so that we can move 
jickly, and produce and deliver faster. We are 
-eorganizing our style factories on a quick turnover 
yasis. 
“I am urging new life—new energy—new ambi- 
-ion—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. StoweLt, the president of The 
Munsingwear Corporation, who are manu- 
facturers of underwear and hosiery, does not 
pelieve that the rank and file of producers 
-an stand the financial strain under the pres 
nt-day purchasing methods. He writes as 
‘oHows: