Chapter I: Front Matter

ADDITION TO LIST OF FOUNDERS

ALEXANDER & CO.,

WHEELING, W. VA.

L. S. DONALDSON CO.,

MINNEAPOLIS, MINN.

R. H. FYFE & CO.,

DETROIT, MICH.

A. H. GEUTING CO.,

PHILADELPHIA, PA.

KRUPP & TUFFLY,

HOUSTON, TEXAS

POTTER SHOE CO.,

CINCINNATI, OHIO

SHERRON SHOE CO.,

MEMPHIS, TENN.

SLADE SHOE SHOPS,

DES MOINES, IOWA

VAILE SHOE CO.,

KOKOMO, IND.

VAN DEGRIFT SHOE CO.,

LOS ANGELES, CAL.

VOLK BROS. CO.,

DALLAS, TEXAS

K. W. WATTERS CO.,

BUFFALO, N. Y.

ADDITION TO LIST OF CONSULTANTS

SEATON W. ALEXANDER, _President_,

Alexander & Co.

A. O. DAY,

R. H. Fyfe & Co.

MRS. JENNIE L. EVANS, _Firm Member_,

Lewis & Reilly

R. H. FYFE, _President_,

R. H. Fyfe & Co.

WILLIAM R. LEWIS, _Firm Member_,

Lewis & Reilly

WILLIAM LIVINGSTON,

R. H. Fyfe & Co.

H. C. McLAUGHLIN, _Shoe Buyer_,

Potter Shoe Co.

HENRY MOOREHOUSE, _General Manager_,

Brockton Last Co.

JAMES P. ORR, _President_,

Potter Shoe Co.

G. S. ROTH, _Manager Shoe Dept._,

L. S. Donaldson Co.

T. M. SCOGGINS, _Vice-President_,

Krupp & Tuffly

THOMAS W. SHERRON, _President_,

Sherron Shoe Co.

MILO A. SLADE, _Firm Member_,

Slade Shoe Shops

J. F. TEEHAN, _Vice-President_,

Dunbar Pattern Co.

L. F. TUFFLY, _President_,

Krupp & Tuffly

VICTOR E. VAILE, _President_,

Vaile Shoe Co.

H. L. VAN DEGRIFT, _General Manager_,

Van Degrift Shoe Co.

L. W. VOLK, _Firm Member_,

Volk Bros. Co.

RETAIL SHOE SALESMEN’S INSTITUTE
_Conducting
The Educational Training Course
for
Retail Shoe Salesmen_
FOUNDERS

GEORGE W. BAKER SHOE CO.,

BROOKLYN, N. Y.

BLISS & PERRY CO.,

NEWBURYPORT, MASS.

BOOT & SHOE RECORDER,

BOSTON, MASS.

BRISTOL PATENT LEATHER CO.,

BOSTON, MASS.

BROCKTON RAND CO.,

BROCKTON, MASS.

BROWN SHOE CO.,

ST. LOUIS, MO.

ARTHUR L EVANS,

BOSTON, MASS.

L. B. EVANS’ SON CO.,

WAKEFIELD, MASS.

FARNSWORTH, HOYT CO.,

BOSTON, MASS.

HAZEN B. GOODRICH & CO.,

HAVERHILL, MASS.

HAZEN-BROWN CO.,

BOSTON, MASS.

HUNT-RANKIN LEATHER CO.,

BOSTON, MASS.

GEORGE E. KEITH CO.,

BROCKTON, MASS.

KEYSTONE LEATHER CO.,

PHILADELPHIA, PA.

MENIHAN CO.,

ROCHESTER, N. Y.

MORSE & BURT CO.,

BROOKLYN, N. Y.

A. E. NETTLETON CO.,

SYRACUSE, N. Y.

PETERS MFG. CO.,

BOSTON, MASS.

THOMAS G. PLANT CO.,

BOSTON, MASS.

RICE & HUTCHINS, INC.,

BOSTON, MASS.

SEAMANS & COBB CO.,

BOSTON, MASS.

SELBY SHOE CO.,

PORTSMOUTH, OHIO.

STETSON SHOPS INC.,

SOUTH WEYMOUTH, MASS.

THE SHOE RETAILER,

BOSTON, MASS.

UNITED SHOE MACHINERY CO.,

BOSTON, MASS.

UNITED STATES RUBBER CO.,

NEW YORK, N. Y.

WIZARD FOOT APPLIANCE CO.,

ST. LOUIS, MO.

E. T. WRIGHT & CO.,

ROCKLAND, MASS.

NATIONAL SHOE RETAILERS’ ASSOCIATION.

CHISHOLM SHOE CO.,

CLEVELAND, OHIO.

COHEN BROTHERS,

JACKSONVILLE, FLA.

WILLIAM FILENE’S SONS CO.,

BOSTON, MASS.

GILCHRIST CO.,

BOSTON, MASS.

W. C. GOODWIN,

FITCHBURG, MASS.

GUARANTEE SHOE CO.,

SAN ANTONIO, TEXAS.

F A. GUINIVAN,

PHILADELPHIA, PA.

HIRSCH-ULLMAN SHOE CO.,

EL PASO, TEXAS.

A. V. HOLBROOK BOOTERY CO.,

COLUMBUS, OHIO.

A. H. HOWE & SONS,

BOSTON, MASS.

JONES, PETERSON & NEWHALL CO.,

BOSTON, MASS.

JOHN A. MEADORS & SONS,

NASHVILLE, TENN.

THOMAS F. PEIRCE & SON,

PROVIDENCE, R. I.

W. G. SIMMONS CORP.,

HARTFORD, CONN.

STELLING-NICKERSON SHOE CO.,

AUGUSTA, GA.

W. W. WILLSON,

BOSTON, MASS.

EDITORIAL COUNCIL

ARTHUR L. EVANS, _Editor in Chief_

GEORGE F. HAMILTON, _Managing Editor_

CONSULTANTS

C. Q. ADAMS. _General Manager_,

Bristol Patent-Leather Co.

ARTHUR D. ANDERSON. _Editor_,

Boot and Shoe Recorder

C. L. ANDERSON, _President_,

Bristol Patent Leather Co.

T. F. ANDERSON, _Secretary_,

New England Shoe & Leather Ass’n.

GEORGE W. BAKER, _President_,

George W. Baker Shoe Co.

GEORGE W. BAKER, Jr., _Sec’y_ and _Treas._,

George W. Baker Shoe Co.

JOHN A. BARBOUR, _President_,

Brockton Rand Co.

PERLEY E. BARBOUR, _Vice President_,

Brockton Rand Co.

CHARLES A. BLISS, _Treasurer_,

Bliss & Perry Co.

ELMER J. BLISS, _President_,

Regal Shoe Co.

FRANK J. BRADLEY, _President_,

Hazen B. Goodrich & Co.

FRANK R. BRIGGS, _Treasurer_,

Thomas G. Plant Co.

E. P. BROWN, _President_,

United Shoe Machinery Co.

MAX BROWN, _President_,

Hazen-Brown Co.

JOHN A. BUSH, _President_,

Brown Shoe Co.

CHARLES T. CAHILL,

United Shoe Machinery Co.

C. K. CHISHOLM, _Firm Member_,

Chisholm Shoe Co.

F. S. COBB, _President_,

Seamans & Cobb Co.

HENRY W. COOK, _Vice President_,

A. E. Nettleton Co.

H. T. CONNER, _Vice President_,

George E. Keith Stores Co.

LOUIS A. COOLIDGE, _Treasurer_,

United Shoe Machinery Co.

E. D. COX,

United Shoe Machinery Co.

F. F. CUTLER, _President_,

The Cutler Publications.

A. W. DONOVAN, _President_,

E. T. Wright & Co.

W. F. ENRIGHT,

United States Rubber Co.

ARTHUR LUCIUS EVANS, _Treasurer_,

L. B. Evans’ Son Co.

PERCIVAL B. EVANS, _Vice President_,

L. B. Evans’ Son Co.

A. H. GEUTING, _Dealer and Ex-President_,

National Shoe Retailers’ Association

W. C. GOODWIN,

Dealer

JOHN S. GRIFFITHS, _President_,

L. B. Evans’ Son Co.

FRANK A. GUINIVAN,

Orthopedic and Merchandising Specialist

A. C. HEALD, _Treasurer_,

Stetson Shoe Co.

CHARLES A. HIRSCH,

Hirsch-Ullman Shoe Co.

A. V. HOLBROOK, _President_,

A. V. Holbrook Bootery Co.

IRVING B. HOWE, _Partner_,

A. H. Howe & Sons.

CHARLES C. HOYT, _President_,

Farnsworth, Hoyt Co.

HERBERT V. HUNT, _President_,

Hunt-Rankin Leather Co.

GEORGE E. KEITH, _President_,

George E. Keith Co.

HAROLD C. KEITH, _Treasurer_,

George E. Keith Co.

J. F. KNOWLES, _Treasurer_,

W. G. Simmons Corp.

GEORGE H. LEACH, _Secretary_,

George E. Keith Co.

A. H. LOCKWOOD, _Editor_,

Shoe & Leather Reporter

FRANK R. MAXWELL, _Vice President_,

Thomas G. Plant Co.

GEORGE H. MAYO, _Manager_, _Footwear Division_,

United States Rubber Co.

ALLEN H. MEADORS, _Partner_,

John A. Meadors & Sons.

J. G. MENIHAN, _President_,

Menihan Co.

T. C. MIRKIL, _Secretary-Commissioner_,

National Shoe Retailers’ Association

RAYMOND P. MORSE, _Treasurer_,

Morse & Burt Co.

JAMES A. MUNROE, _Vice President_,

E. T. Wright & Co.

GEORGE A. NEWHALL, _Vice President_,

Jones, Peterson & Newhall Co.

GEORGE E. PEIRCE, _Firm member_,

Thomas F. Peirce & Son

WALTER I. PERRY, _President_,

Bliss & Perry Co.

PAUL A. PETERS, _Vice President_,

Peters Mfg. Co.

WILLIAM F. PETERS, _President_,

Peters Mfg. Co.

BURT W. RANKIN, _Treasurer_,

Hunt-Rankin Leather Co.

J. B. REINHART, _Vice President_,

Wizard Foot Appliance Co.

CHARLES A. REYNOLDS, _President_,

Keystone Leather Co.

FRED B. RICE, _Vice President_,

Rice & Hutchins, Inc.

HOLLIS B. SCATES, _Shoe Division Manager_,

William Filene’s Sons Co.

MARK W. SELBY, _Vice President and Secretary_,

Selby Shoe Co.

F. W. SMALL, _Manager Shoe Dept._,

Gilchrist Co.

S. G. SPITZER, _Manager Shoe Dept._,

S. Kann Sons Co.

FRED W. STANTON, _Secretary_,

National Shoe Travelers’ Association

FRANK H. STELLING,

Stelling-Nickerson Shoe Co.

E. H. STETSON, _President_,

Stetson Shoe Co.

JAMES H. STONE, _Editor_,

The Shoe Retailer.

E. B. TERHUNE, _Treasurer and General Manager_,

Boot and Shoe Recorder.

GEORGE A. VOLK, _Firm member_,

Volk Bros. Co.

J. M. WATSON, _President_,

Guarantee Shoe Co.

R. R. WILKINSON, _Shoe Buyer_,

Cohen Brothers.

W. W. WILLSON, _Store Sales Manager_,

Rice & Hutchins, Inc.

E. T. WRIGHT, _Treasurer_,

E. T. Wright & Co.

RETAIL SHOE SALESMANSHIP

BY

GEORGE F. HAMILTON

MANAGING EDITOR, RETAIL SHOE SALESMEN’S INSTITUTE FORMERLY ASSOCIATE
EDITOR, ALEXANDER HAMILTON INSTITUTE; FORMERLY LECTURER IN FINANCE,
BROWN UNIVERSITY

IN COLLABORATION WITH

_Frank Butterworth, Store Sales Manager, Regal Shoe Co._

_H. T. Conner, Vice-President, George E. Keith Stores Co._

_A. H. Geuting, Dealer, Ex-Pres., National Shoe Retailers’ Ass’n._

_A. V. Holbrook, President, A. V. Holbrook Bootery Co._

_Allen H. Meadors, Partner, John A. Meadors & Sons_

_Hollis B. Scates, Shoe Division Manager, William Filene’s Sons Co._

_F. W. Small, Shoe Department Manager, Gilchrist Co._

_J. M. Watson, President, Guarantee Shoe Co._

_R. R. Wilkinson, Shoe Buyer, Cohen Bros._

_W. W. Willson, Manager Retail Stores, Rice & Hutchins, Inc._

VOLUME 1

CONSTITUTING PART OF THE TRAINING COURSE FOR RETAIL SHOE SALESMEN

RETAIL SHOE SALESMEN’S INSTITUTE
BOSTON

COPYRIGHT, 1920, BY
RETAIL SHOE SALESMEN’S INSTITUTE

_All rights reserved_

Made in U.S.A.

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