Business: Smart Selling

When the plaint of tobacco jobbers and retailers reached President George J. Whelan of the Union Tobacco Co.—that they were not making a living margin of profit on tobacco sales—President Whelan set up a smart system of selling them goodwill as well as tobacco. The system, as developed last week, is to give Union Tobacco stock shares to jobbers and retailers in proportion to their purchases. For every $1,000 of Union Tobacco goods a jobber buys he is to get one certificate of Union Tobacco stock worth nominally $30. That is a 3%...

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