itie: The Tobacco world, v. 56

Place of Publication: Philadelphia, Pa.
Copyright Date: 1936

Master Negative Storage Number: MNS# PSt SNPaAg189.2

Volume 56

1936

JANUARY 1, 1936

The importance of attractive and dependable containers for
fine cigars is recognized by the progressive cigar manufacturer.

Generally the brands that are increasing their goodwill in this
present analytical market are packed in the new improved
A UTOKRAFT cigar boxes.

Cigar Manufacturers who have not investigated the value of
the merits and economies of the splendid and inviting package
may obtain complete details promptly by addressing the

AUTOKRAFT BOX CORPORATION.

Phila., Pa.
Hanover, Pa.
Cincinnati, Ohio

AUTOKRAFT BOX CORPORATION Jj^^^J

LIMA Ohio Detroit, Mich.

A NatioiaWide Service Wheeling, W. Va.

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PUBLISHED ON THE 1ST AND 15TH OF EACH MONTH AT 236 CHESTNUT ST. P>HILA.._Ei

f298976

Jj

s^-

/ ^\ ^^'ii VVJ-/IJ ^ C.MAi\-

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( afiiLls arc m.utf trotn tiiur.
MORE FXPENsIM TOBACCOH

— ^Turkish and Dt)mcstic —

fh.ui .in\ < ithcr pt>|Hil.ir braml

*•• •

THE TOBACCO WORLD

Vol. 56

JANUARY 1, 1936

No. 1

IGARS decreased and cigarettes increased in
the month of November. In cigars there was
an increase in Class A and decreases in all the
other classes. Total production of all classes
of cigars amounted to 457,299,010, as compared with
466,163,546 for November, 1934. This was a decline of
8,864,536, or 1.9 per cent. Cigarette production totaled
10,801,258,890, as compared with 9,727,429,600, an in-
crease of 1,073,829,290, or 11.03 per cent. Both cigars
and cigarettes showed gains during the first eleven
months of the calendar year. The total cigar with-
drawals for that period were 4,701,014,495, compared
with 4,522,645,346, an increase of 178,369,149, or 3.94
per cent. Cigarettes showed a total of 124,771,726,087,
compared with 116,407,619,760, an increase of 8,364,-
106,327, or 7.19 per cent. Snuff and manufactured to-
bacco registered losses for the eleven months.

HAT does 1936 look like to the eyes of discern-
ing executives in the cigar industry! Well,
listen to what A. Jos. Newman, vice-president
and general sales manager of Bayuk Cigars,
has to say: *'1936 looks good to me from many
mgies. There is no question as to whether general
-iisiness is going to show an improvement. The im-
)rovement has already set in, and, in my estimation,
vill gather momentum during 1936. There is a de-
ided trend towards greater co-operation of all factors
a the cigar industry to pull together for a greater
onsumption of cigars. 1936 has one more day in it
lan 1935. Let us take advantage of that one extra
day and all the days in the New Year."

nc.

NOTHER cigar enthusiast who sees better busi-
ness coming is Frank P. Will, vice-president
and general manager of the G. H. P. Cigar Co.
He said: "As we approach the New Year of
1936, it is essential that we look back over the year
just passing, and determine what we as individuals
have done, or left undone to improve business. Most
of us will find many things we could have done better,
and many things that we have left to the other fellow
to do, but as resolutions are the order of the day, let
us each try and do some one job, previously neglected,
just a little better than in '35. The cigar business
enters the new year with a much brighter outlook.
Reports on holiday business from all sections of the
country have been very encouraging, and it is with
confidence that we approach January. The general
improvement in the cigar business during the eleven
calendar months reported has not been due solely to a
general improvement in business. True, business has
improved, but tliere is in my mind a far greater reason
for the increase in cigar sales. We have heard the
urge for small cigars for the college men, for different
shapes and more attractive packings. It is my opinion
that what the country really needed was better cigars,
first in Class A and then in the higlier classes. Mr.
Cigar Smoker really enjoys his cigar, and as he felt
better satisfied with a five-cent cigar, he became inter-
ested in advancing to the higher brackets. As better
five-cent cigars are made and the consumer becomes
acquainted with them, an increase in the sale of better
cigars can be expected, ^nd when cigar manufacturers
as a body encourage the public to smoke cigars because
of the satisfaction and enjoyment, and cease their urge

(Continued on Page 4)

*•• • •

The TOBACCO WORLD (etUblUhed 1881) U published by Tobacco World Corporation; Hobart B, Hankins, President and Treasurer;
Gerald B. Hankins, Secretary. Office, 236 Chestnut Street, Philadelphia, Pa. Issued on the 1st and 15th of each month. Subscriptions, avail-
able only to those engaged in the tobacco industry, $2.00 a year 20 cents a copy; foreign, $3.50 a year. Entered as second-class mail matter,
December 22, 1909, at the Post Office, Philadelphia, Pa., under the Act of March 3, 1879.

PETER F. MURPHY 00. SIXTY YEARS OLD

HE wholesale tobacco firm of Peter F. Murphy
Co., one of the leading tobacco distributors in
this city, has just completed its sixtieth year
in business, having been established m 1875 at
2600 North Fifth Street, under the name of Peter F.

Murphy. « , « j

In 1895 the headquarters of the firm were moved
to 612 Market Street, and the name was changed to
Peter F. ^^lurphy Company. A little later headquarters
were moved to their present location, 131 North Sixth

Street.

During the past fifteen years, in line with the pro-
gressive policy of all successful firms, they have aug-
niented their line of tobacco products and accessories
by the addition of a full line of confectionery, patent
medicines and sundries, and their distribution now
covers the entire City of Philadelphia, catering to
every need of the retail cigar store.

They are now distributors in this city for such
well-known brands as Muriel Cigars, Cremo Cigars,
Briggs Pipe Mixture, Coca Cola and Daggett Choco-
lates.

EDITORIAL COMMENT

(Continued from Page 3)

to smokers to switch from brand to brand, a very defi-
nite element of weakness which prevailed for too long
a time, then we can look for greater increase in cigar
smoking. One of the best resolutions I can suggest
for the industry in 1936 is 'make better cigars, and tell
the smokers they are better than ever, and impress
upon them that they are missing a real treat when they
pass up cigars of today's quality and value, regardless
of price. ' ' '

PEAKING for both the wholesalers and re-
tailers, Joseph Kolodny, of the National Asso-
ciation of Tobacco Distributors, says: "No
unit is bigger and more powerful than all its
component parts. An industry is only as large and
prosperous as each branch is. Any inequality of re-
turns, in due time, reacts detrimentally to that branch
which either ruthlessly or arrogantly has maneuvered
itself into a position to fetch, even if it is only tem-
porarily, the major portion of returns. As of today,
the retailer is again subjected to the mercy of those
who can only sustain themselves by resorting to de-
structive practices. The retailer has been, and, from
all present indications, will be for many years to come,
the foundation, the pillar and the bulwark of our in-
dustry. He is the vehicle indispensable to the intro-
duction, promotion, popularization and maintenance
of permanency of sales of any product. The manu-
facturer and jobber can only be benefited if he is at
least given a chance for existence and economic suste-
nance. Whether it be legislation; whether it be through
industry co-operation or any other legitimate form
capable of preserving the independent retailer, I cer-
tainly believe and appeal to the industry' to unite
toward that goal."

WALL STREET AGAIN SMOKING HAVANA

OIGARS

HE Reciprocal Trade Treaty of 1934 has given
the United States first place in the countries
exporting goods to Cuba, according to an an-
nouncement made by Pablo Suarez, Cuban
Consul General to the United States at the Consulate in

New York City. -. o,. .

** Purchases of Cuba from the United States are
o-reater than the sum total of all Cuban imports from all
the other countries of the world," Senor Suarez said.

**The Treaty has been particularly effective m in-
creasing the use of Havana cigars in the United States.
Your imports of Havana cigars for the first ten months
of 1935 were more than double those of the correspond-
ing period of the previous year and the dollar volume
increased 82.6 per cent.

"Wall Street is again smoking Havana cigars, bo
is official Washington. Hotel sales are mounting rap-
idly. These are sure signs of returning prosperity, as
well as a vindication of the Reciprocal Treaty.

"First place among world importers of Cuban
cigars goes to England, as its 1934 importation of Ha-
vana cigars passed the 23 million mark, amounting to
approximately $2,400,000. Second place is held by
Spain, which *in the same period bought more than IG
million Havana cigars, totalling $1,100,000.

"I expect a very great increase in trade between
our countries during the coming year, as a result of the
undoubted advantage brought to both of us by this
t reatv

"Figures sent to me by the U. S. Department of
Commerce covering imports of cigars and cheroots into
the United States from Cuba are as follows :

January

February

March

April

May

June

July

August

September

October

Totals

CAN'T HOLD SWISHER EXECUTIVES DOWN

IGAR manufacturers who have found King
Edward and other products of John H. Swisher
& Son, Inc., of Jacksonville, Florida, to be
tough competition may find a clue to the organ-
ization's energy and hardihood in this fact:

On Thursday, December 5th, Carl S. Swisher, vice-
president and general manager of the Swisher Com-
pany, was hustled off to St. Vincent's Hospital for an
emergency appendix operation. Exactly nine days
later he went home under his own power and on Monday
morning, December 16th, the eleventh day after the
operation, he was back at his desk.

Similar devotion to the destinies of the Swisher
Company was exhibited by Miss Floy Ryland, the
company's oflSce manager. The day after Mr. Swisher
lost his appendix, Miss Ryland parted with her tonsils
in the same hospital and was back on the job almost be-
fore the ether fumes had cleared from her head.

Th€ Tobacco WorU

Tariff on Sumatra Wrapper Cut 40/ a Lb.

1934

1935

Number

Number

51,398

315,500

73,100

152,975

234,775

222,775

163,520

185,648

114,500

198,062

215,734

210,886

179,002

253,095

125,400

199,616

70,875

243,024

195,785

879,344

1,424,089

2,860,925

No Concessions by The Netherlands on American To-
bacco Products While Present Tariff on American
Leaf Tobacco Remains Bound

NDER the new trade agreement with The Neth-
erlands, released December 23d, the United
States tarilT rates on wrapper tobacco im-
ported from The Netherlands from February 1,

1936, until June 30, 1936, and thereafter during the life

of the treaty will be as follows:

New Rates
Present Tariff *To June After June
Rates 30, 1936 30, 1936

Wrapper tobacco, and
filler tobacco when
mixed or p a c k e d
with more than 35
per centum of wrap-
per tobacco :

If un stemmed (per

pound) $2,271/2 $1,871/2 $1.50

If stemmed (per

pound) 2.921/2 2.521/2 2.15

♦Entered for consumption or withdrawn from warehouse for
consumption not later than June 30, 1936.

The Reduction of Sumatra as Affecting Tariff on Cuban

Wrappers

In connection with the above reduction of the tariff
on wrapper tobacco from The Netherlands, attention is
respectfully directed to Article III of the Trade Agree-
ment with Cuba, reading as follows :

Article III Cuban Treaty

** Articles the growtli, produce or manufacture of
the Republic of Cuba enumerated and described in
Schedule II annexed hereto and made a part of this
Agreement, shall, on their importation into the United
States of America, be granted exclusive and preferen-
tial reductions in duties not less than the percentages
specified respectively in Column 1 of the said Schedule,
such percentages of reduction being applied to the low-
est rates of duty, respectively, now or hereafter pay-
able on like articles the growth, produce or manufac-
ture of any foreign country."

Column 1 of the schedule above referred to pro-
vides for a 20 per cent, minimum preferential reduction
to Cuba under paragra])h 601. Thus, it seems that
when, after June 30, 1936, the duty on wrapper tobacco
from The Netherlands is reduced to $1.50 per pound
(unstemmed), the present duty on Cuban wrappers of
$1.50 per pound (unstemmed) would become subject to
the discount of 20 per cent, specified in column 1.

J. H. EBERBACH LEAVES $300,000 ESTATE

Joseph H. Eberbach, 617 West Cliveden Avenue,
who died December 4th, left a $280,000 personal estate
and $18,500 in realty.

He was a partner in the firm of A. B. Cunningham
& Co., cigars, 37 North Second Street.

The decedent gave $50,000 outright, his automo-

Jamiafy i, igs6

American Duty on Tobacco Pipes of Clay Reduced

The new agreement also establishes a new rate of
2y2 cents each and 30 per cent, ad val. on tobacco pipes
having clay bowls (not including meerschaum) and
mouthpieces of material other than clay imported from
The Netherlands.

To quote from the State Department's release:
"Tobacco pipes having clay bowls (not including meer-
schaum) and mouthpieces of hard rubber or similar
materials are imported from The Netherlands in negli-
gible amounts. The rate of duty, equivalent under the
Act of 1930 to 80 per cent, ad valorem, is reduced by 50
per cent.

>>

American Tobacco Products in The Netherlands
There appears to be no provision in the treaty for
any concessions granted to the United States regarding
the tariff on American tobacco products imported into
the kingdom of The Netherlands.

In this connection it will be recalled that some time
ago it was reported that The Netherlands intended to
limit importations of American cigarettes, against
which we fih'd a protest with the State Department.
According to the press release issued by the State De-
partment, the new agreement makes provisions for im-
ports of American goods into The Netherlands in the
event any such quota system is established. To quote
from the release :

"Article VI deals with quotas. The article con-
tains general provisions whereby each country will allot
to the other a slutre of the total permitted importations
etiual to the proportion supplied in a previous period
prior to the inq)osition of quantitative restrictions "

Present Duties on American Leaf Tobacco Remain

Bound

The duties on American leaf tobacco imported into
The Netherlands and the Netherlands East Indies, ac-
cording to the treaty, remain bound at the present rates.

Effective Date
The treaty becomes effective on February 1, 1936,
and will remain in effect until January 1, 1939, and, if
not then terminated on six months' previous notice, it
will continue in force until six months after notice is
given.

biles, jewelrv and insurance policies to his wnfe, Mrs.
E. Gertrude'Eberbach. A $5000 bequest was made to
a sister, Margaret S. Eberbach, and bequests of $1000
each were made to six other relatives.

Mr. Eberbach named his wife residuary legatee,
in trust, with provision that at her death the principal
of the trust fund shall revert to his brothers, John S.
and Ne^n F. Eberbach, also partners in the firm.

HIbADElil>IiIA.

BAYUK BUSINESS BRIEFS

AYUK'S annual three-day convention ended on
Saturday night, December 28th, with a
banquet at the Hotel Adelphia, attended by
salesmen from all over the country. Addresses
appropriate to the occasion, celebrating the success of
the 1935 sales efforts and inspiring the members of
the organization by pictures of the good outlook for
the New Year were made by H. S, Rothschild, presi-
dent; A. Jos. Newman, vice-president in charge of
sales; H. P. Warman, vice-president, and Louis A.
Kramer, vice-president. . . . The annual holiday
jollification of the Sunshine Club, organization of em-
ployees, was held on the ^londay preceding Christmas.
. .* . Commenting on the company's satisfactory 1935
business, President Rothschild said: "Cigar smoking
is on the upgrade, and plenty evidence is at liand to
make the correctness of that statement plain to every-
body. Again our year has been satisfactory, and we
are moving forward into the new year with the same
ideal as before, that of good mercliandise to meet the
calls of the smoker."

With the Christmas season passed, Philadelphia is
beginning to settle down and dig in for the 1936 con-
quest for the consumer's dollar.

Manufacturers, wholesalers and retailers are unan-
imous in declaring that the 1935 season was the best
for many a year. The streets were thronged with shop-
pers in a holiday mood, and, best of all, with money
to spend, and the tobacco industry seems to have gotten
its fair share of the business.

Yahn & McDonnell, 617 Chestnut Street, report one
of the best holiday seasons in many years, with cigars
far outselling their record of the past several years.
Among the leading domestic brands enjoying this in-
crease are Medalist, As You Like It, Optimo, Black-
stone and Haddon Hall. In the Havana field are Co-
rona, Antonio y Cleopatra, Bering, Redencion and Gar-
cia y Vega. In the imported field Partagas, Belinda
and Romeo y Julieta. High-grade pipe mixtures also
had a much larger demand this season, particularly in
the one-pound packages, and cigarettes also enjoyed a
greatly increased call. The holiday packings were par-
ticularly enticing and enjoyed a splendid sale.

G. H. P. JOTTINGS

HE call for high-grade cigars w^as far greater
than expected all during the past year, and
particularly during the just closed holiday
season," said Sol Bornstein, assistant sales
manager of the G. H. P. Cigar Co., on his return from
a visit to some of the company's midwest branch
houses. *'The jobber and the dealer, encouraged by
general improvement in business, anticipated and
stocked and was prepared to meet the call. So far as
our products are concerned, El Producto and La Azora,
the results are gratifying and we look forward to con-
tinued improvement throughout the entire cigar indus-
try in 1936."

Abe Caro, Optimo representative, was in town last
week attending to last-minute details in connection with
his holiday orders.

The American Tobacco Company has announced
that the La Corona Coronitas, which is in the ** small
cigar ' ' class, will soon be placed on the market to retail
at ten for twenty-five cents. This brand has formerly
been retailing at forty-five cents for a package of ten.

I. B. White, manager of the cigar department of
tfohn Wagner & Sons, is receiving the congratulations
of his many friends over the arrival of a grand-
daughter. The happy parents are Mr. and Mrs. Carl
Schopbach. Mrs. Schopbach was the former Wilhel-
mina R. White, and the new arrival has been named
Billie Lois. Miss Billie Lois arrived on the anniversary
of the birth of one of her famous ancestors, Peregrina
White, who was born on November 20, 1620, in Massa-
chusetts.

John Wagner & Sons, Dock Street, distributors, re-
port that business for the past holiday season was the
best they have experienced for many years. Their
stock of imported cigars, including Romeo y Julieta,
Punch, Larranaga, El Blazon and H. Upmann brands,
was practically cleaned out, and they found it necessary
to telegraph for rush shipments from Havana to arrive
as soon after January 1st (when the 1936 quota will be
in effect) as possible. Among the domestic brands
which far outsold recent previous holiday seasons, were
Don Sebastian, Monticello and Wagner.

Tk€ Tobacco WorU

Cigars Decline in Nov. — Cigarettes Up

HE following comparative data of tax-paid
products, indicated by the monthly sales of
stamps, are issued by the Bureau of Internal
Revenue. (Figures for November, 1935, are
subject to revision until published in the annual re-
port) :

— November —

Products
Cigars (large) :

Class A No.

Class B No.

Class C No.

Class D No.

Class E No.

1935

1934

380,386,790 378,456,240
6,481,117 10,197,987

63,637,810

5,828,994

964,299

70,585,676
5,866,756

1,056,887

Total large cigars. 457,299,010 466,163,546

Cigars (small) No. 13,324,880 16,103,613

Cigarettes (large) ....No. 244,887 246,704

Cigarettes (small) ... .No. 10,801,258,890 9,727,429,600

Snuff, mfd lbs. 2,796,877 3,125,358

Tobacco, mfd lbs. 23,890,388 24,643,494

Tax-paid products from Puerto Rico (not included

in above statement) were as follows:

— November —
Products 1935 1934

Cigars (large) :

Class A No. 6,986,125 6,380,250

Class B No. 157,200 337,850

Class C No. 121,300 86,250

Class D No. 2,000

Total

7,266,625 6,804,350

Cigars (small) No 100,000

Cigarettes (large) ... .No 50,000

Cigarettes (small) ... .No. 500,000 400,400

Tax-paid products from the Philippines (not in-
cluded in above statement) were as follows:

— November —

Products 1935 193i
Cigars (large) :

Class A No. 18,870,015 22,585,560

Class B No. 40,557 119,520

Class C No. 43,294 70,332

Class D No. 2,781 2,000

Class E No. 900 1,585

Total

18,957,547 22,778,997

Cigarettes (small) . . . .No.
Tobacco, mfd lbs.

84,050

306,440

Internal Revenue Collections for November

Sources of Revenue 1935 1934

Cigars $1,221,112.59 $1,274,617.27

Cigarettes 32,406,121.40 29,184,985.60

Snuff 503,437.88 562,564.42

Tobacco, chewing and

smoking 4,300,357.91 4,435,895.27

Cigarettes papers and

tubes 159,435.59 53,982.24

Miscellaneous, relating to

tobacco 277.14

Total Withdrawals for

1920 668,060,015

1921 615,251,258

1922 679,300,302

1923 650,687,413

1924 601,412,539

1925 598,478,129

1926 654,975,106

Previous Novembers

1927 654,164,577

1928 630,530,692

1929 622,938,344

1930 528,127,899

1931 477,458,157

1932 419,173,428

1933 415,347,323

Collections From Agricultural Adjustment Taxes and

Tobacco Sale Tax

Total from
Month of July 1, 1935
Commodity Nov., 1935 (Fiscal year 1936)
Tobacco (tax effective
October 1 1933) :
Processing tax ...*.. $1,114,724.63 $11,328,620.41
Import compensat-
ing taxes 10,269.26 45,080.58

Floor taxes 1,145.77 12,348.43

Total, tobacco. . $1,126,139.66 $11,386,049.42
Tobacco sale tax

$117,634.14

$506,192.96

FLUE-CURED TOBACCO SALES TO DATE SHOW
FAVORABLE RETURNS TO GROWER

Flue-cured tobacco sales for the 1935 season to
date have been approximately 208,500,000 pounds
larger than sales for the entire 1934 season and have
brought growers about $6,350,000 more than the en-
tire 1934 crop, the Agricultural Adjustment Adminis-
tration announced today.

Growers had sold, up to December 14th, approxi-
mately 760,000,000 pounds of flue-cured tobacco from
the 1935 crop for $156,740,000. To the same date last
year, 540,300,000 pounds had been sold for $148,586,000.
The average price for sales to date from the 1935 crop
is 20.6 cents a pound as compared with 27.4 cents a
pound for sales to the same date last year. Producers'
sales from the entire 1934 crop of flue-cured tobacco
totaled 551,528,000 pounds for an average of 27.3 cents
a pound.

The average price for sales of Burley tobacco for
the first two weeks of the 1935 season was 19.5 cents
a pound, as compared witk 18,5 cents a pound for the
first two weeks in 1934.

Sales of fire-cured tobacco to December 14, 1935,
averaged 10.9 cents a pound, while the average to the
same date in 1934 was 12.1 cents a pound.

Sales of dark air-cured tobacco to date have aver-
aged 6.5 cents a pound, as compared with 8.5 cents a
pound for the same period in the 1934 season. Prices
for Virginia's sun-cured tobacco have been higher than
for last season. The prices for one-sucker and Green
River types are below those of last year.

J. B. Annis, of Gradiaz, Annis & Co., was a visitor
in town last week conferring with distributors and re-
tailers of his brands. Mr. Annis reported that his firm
had just completed one of the most successful years
of its existence.

HoUingsworth Sums Up Retail Conditions

ILLIAM A. HOLLIXGSWORTH, president of
Kc'lail Tobacco Dealers of America Associa-
tion, and Avlio has pnt forth sucli detei-mined
etTorts dnrintc the past few years to better tlie
conditions of tlie retail tobacco trade, has issued the
following statement regarding the activities and aims
of the association:

"Xearing the end of 1935, we find the competitive
situation in retailing just as distur])ing as it was when
President Koosevelt signed the National Industrial Re-
covery Act. At that time the l^resident stated: 'Its
goal is the assurance of a reasonal)le profit and a living
wage, with elimination of the piratical methods and
practices which have not only harassed honest busi-
ness, but also contributed to the ills of labor.'

"The impact of the Supreme Court's decision, in-
validating XKA, rocked the equilibrium of every in-
dustry, as well as tobacco. Confused ideas, as to the
next move, made impossible hurried reformation of
lines to salvage any of the substantial gains secured
through the medium of codes. This confusion existed
not only in industry, but in the national capital where
Congress was laboring to adjourn. Under these dis-
quieting circumstances no favoral)le consideration
could be exi)ected for the worthy fair trade provisions
in the retail tobacco code by official Washington, nor
could they hv considered by the state legislatures, since
most of them had already adjourned.

''With the passing of XRA, Retail Tobacco
Dealers of America put forth every effort to continue
the code's benefits through voluntary agreements.
Today, after several months of trial, many of these
agreements are in full force, and operating effectively
to the profit of the industry, but there are far too many
trading anas suffering from ruthless, predatory, price
cutting to justify the claim that the tobacco industry
is sufficiently organized to effectuate the perfect regu-
lation of its own competitive practices.

"Many l)enefits, derived from the XRA, evapo-
rated as (piickly as the law itself did, under the with-
ering force of the Supreme Court's decision, but one
monumental gain has remained steadfast — the two na-
tional organizations in the distributive field. During
the code days these newly created organizations
pioneered their fields, and, for the first time, brought
into being a voice qualified to speak for their respective
branches of the tobacco industry.

"These two organizations, though they now ap-
pear somewhat skeletonized, nevertheless have broad
national frames, which, when adequately nourished,
will develoj) the necessary sinews and muscles to make
them the invincible champions of their trades, and
formidable guardians against iniquitous and de-
structive commercial practices.

''Throughout the country eyes are trained upon
these two trade associations for it is generally ex-
pected that a program of aggressive movement w'ill
emanate from these associations in the near future
which will regain for the tobacco industry the bene-
ficial and equitable trade practices which were tor-
pedoed by the 'sick chicken' case. It is my belief
this universal expectancy is near realization. Today
the high standing of the retailers national a^ociation
goes unquestioned. It has won a place in national
quarters as well as in those which concern state affairs.
Over the course of the past two and a half years it has

proven its ability to everyone with whom it has had
contact, and it may be truly said that there is no fed-
eral or state official or administrator who had occa-
sion to deal with the problems of the retail tobacconists
who has not the greatest respect for Retail Tobacco
Dealers of America.

"Bit by bit this respect developed and as it became
enlarged it brought more and more regard for the re-
tailers' cause, and finally from the very top of our
government came word that the retail tobacco dealers
of this country deserve the relief they are seeking.

"The year of 1936 may not be a good one for
prophecies for many now unseen happenings will be
abroad and like the tides carry many a daring venture
on to success, or upset even the best calculated plans.
Of necessity the retailers must be optimists. Having
such poor estates and burdened with adversity, they
are compelled to reckon the future, their one great
asset, and pray that some good force will cast upon
their shores some sources of profit. This optimism
supported by an unfailing willingness to labor for what
is modestly fair, will, I believe, accomplish the goal.
And that goal should be both federal and state laws to
curb selling below invoice cost plus the overhead cost
of handling and the elimination of the 'loss-leader'
practice by alien purveyors.

"When N. R. A. went out the window Retail To-
bacco Dealers of America set its house in order and
started a systematic canvas of other retail trades to
learn how closely their needs were to those of the re-
tail tobacco trade. The result of the sui-vey proved
what we anticipated. They all are pretty much in the
kettle with us. Living profits with them as with us
depend upon regulation of cut-rating and the selling
below cost evil. Each of the trades approached evinced
a desire to co-operate in any legitimate undertaking
to remove these destructive elements from their mer-
chandising calculations. This encouragement gave
impetus and support to our designs to promote federal
and state legislation to curb the .evils and piratical
practices of the few which deprive the great majority
of earning living wages from their little businesses.

"These past few months R. T. D. A. has devoted
most of its activities to initiating such legislation and
working with representatives of various distributing
trades and constitutional authorities over drafts and
forms of desired bills, and organizing field units to
attract political attention to the need for such legisla-
tion.

"The first of these proposed bills is about ready for
circulation and will perhaps be in the hands of the
tobacco trade ere this article reaches print. This pro-
posed bill is designed to correct predatory competition
within state borders. It will be introduced in a num-
ber of the state legislatures during their next sessions.
The proposed federal act is of necessity awaiting the
determinations and report of the industrial confer-
ences being held in Washington December 9th, lOth
and 11th.

**Both the retail and wholesale tobacco associa-
tions are destined to play significant parts in these
Washington conferences. They will work unceasingly
to stress the difficulties facing the tobacco industry and
to keep the problems of the two distributing branches
prominently before the conference committees.

(Continued on Page 9)

Th* Tobacco WoHi

CHESTERFIELD ORCHESTRA'S TASTES IN
MUSIC MATCH CBS LISTENERS'

STRIKING similarity between the tastes of
the professional musician and the average
radio listener is revealed in a recent poll of
Andre Kostelanetz's Chesterfield Orchestra to
determine what kind of music a musician likes.

The men in the Kostelanetz organization, a forty-
five piece group of virtuosi drawn from symphony or-
chestras in America and Europe and famous dance
bands throughout the country, chose overwhelmingly
as their favorite great composers Brahms and Bee-
thoven, with the Brahms First Symphony and Bee-
thoven's Seventh their favorite compositions. In the
recent Philharmonic-Symphony audience poll CBS lis-
teners selected the same two composers.

The Chesterfield musicians' favorite overture was
a toss-up among Beethoven's "Leonore" Overture No.
3, Mendelssohn's "Midsummer Night's Dream" and
Thomas' "Mignon." Their favorite opera was Puc-
cini's "La Boheme," with an interesting tie for second
place between Wagner's "Die Meistersinger" and
Gershwin's folk-opera "Porgy and Bess."

In the popular music field it was everybody's race.
"Sophisticated Ladv," "Without a Song," "I'll See
You Again," "St. Louis Blues," "Farewell, My
Lovely," and Gershwin's "Rhapsody in Blue" were in
the vanguard. But thirty-four other selections received
votes, ranging from "O Promise Me" and "Kiss Me
Again" to" Double Trouble" and "April in Paris."

In the four musical fields covered the musicians
preferred, among the symphonies, the Brahms Third
and Fourth; Beethoven's Third and Ninth; Cesar
Franck's Symphony in D minor, and Dvorak's "New
World" Symphony.

Nine overtures received votes, in addition to the
three lead selections. These included overtures to
Wagner's "Rienzi" and "Tannhaeuser," Verdi's
"Vespri Siciliani," Goldmark's "Sakuntala," Tschai-
kowskv's "Romeo and Juliet," and "The Merry Wives
of Windsor."

Following the three favorite operas, the men voted
for Verdi's "Aida," Wagner's "Tristan und Isolde"
and Bizet 's ' ' Carmen. ' '

In the popular category forty kings of Tin Pan
Alley received votes from the forty-five musicians.

SALES OAIN BUT EARNINGS LOWER

Tobacco stocks have been among first rank in-
vestment common stocks that have been easing re-
cently. The reason for this is fairly obvious. While
sales have been gaining, earnings have not been mov-
ing up proportioinitely, says The Wall Street Journal.
Leaf tobacco prices have been moving up for three
years, and the prospects are for further increases next
year, which would put leaf costs to the highest level
since 1929.

Most of the tobacco companies have been selling
for around twenty times their 19.'U earnings, and on
the basis of this year's likely results the selling level
for the shares is even higher. In the meantime, it is
becoming a greater problem to bring about higher
gross sales.

TOBACCO HIGH BALL

Ryan-Hampton Tobacco Company has introduced
High Ball pipe tobacco, in a tall glass, which can be
Qs^ for highballs.

Jonmary i, 1936

AXTONS TO REMAIN IN REORGANZATION

RY KEHAYA, president of the Standard Com-
mercial Tobacco Company, which will take
over the Axton-Fisher Tobacco Company here,
gave out a statement at the offices of Louisville
attorneys for the company. Woodward, Dawson and
Hobson, in which he said that E. D. Axton and R. L.
Axton, who were connected with Wood F. Axton, late
president of the Axton-Fisher Company, will remain
in executive positions under the new ownership.

Standard Commercial, it was stated, will exercise
next month its option to take over the controlling in-
terest in the Axton-Fisher Company, and will con-
tinue the constructive policies inaugurated by Wood
F. Axton and continued since his death, "particularly
with respect to the fair and considerate treatment of
labor. ' *

U. S. TOBACCO CO. OFFICES MOVED

As announced on another page of this issue, the
general offices of the United States Tobacco Company,
formerly located at 1107 Broadway, will, after January
1, 1936, be located in Rockefeller Center, at 630 Fifth
Avenue, New York City.

The building at 630 Fifth Avenue is the most re-
cently completed building in Rockefeller Center, and
the company will occupy the twenty-ninth floor of the
International Building, where the increased office space
was made necessary by the steadily increasing demand
for their products, which include Dill's Best and Model
smoking tobaccos.

HOLLINGSWORTH SUMS UP CONDITIONS

(Continued from Page 8)
"It is the opinion of competent authorities that
Congress may enact laws to correct commercial abuses
without violating the fundamentals of the Constitu-
tion and may treat with these industrial disorders by
broadening the scope of the Federal Trade Commission
whose greater functions can then be complemented by
established State Trade Commissions such as proposed
in the legislation initiated by Retail Tobacco Dealers
of America.

"I hesitate to promise legal preventatives for all
the vicious and demoralizing practices now attacking
the retail tobacco trade, but I can say with every con-
fidence that the possibility of securing some efficacious
remedies was never more apparent than at this very
moment.

"It is generally agreed that business is on the up-
grade and that the depression has passed. This im-
provement in general business is certain to show its
reflection in retail tobacco circles — probably in the
shape of greater dollar volume. The immediate prob-
lem facing every retail tobacconist is how to hold a
modest fraction of these dollars to pay operating cost
and living expenses. The solution to this problem is
incorporated in the legislation being sponsored by Re-
tail Tobacco Dealers of America, and if every retailer
in the country works with his brothers and neighbors
to secure approval for this legislation during the com-
ing year, then 1936 will be looked upon as the sign
post which pointed the road to profits for small enter-
prise.

"I take this opportunity to thank the members of
the trade press for their generous support of the re-
tailer's association during this past year and to wish
them and all the tobacco trade a happy and prosperous
New Year."

News From Congress

_ -AND

Federal

Departments

From our M^ashinoton Bureau 62ZAlbce Building

EGULATIONS governing the keeping of rec-
ords for the computation of the tax on payrolls
provided by the Social Security Act for unem-
ployment insurance have just been issued by
the Bureau of Internal Revenue.

Under these regulations, every employer of eight
or more persons is required to keep, during each calen-
dar year, such permanent records as are necessary to
establish the total amount of remuneration payable to
his employees in cash or in a medium other than cash,
showing separately the total remuneration payable with
respect to services excepted by Section 907 (c) of the
act, the total remuneration payable with respect to
services performed outside of the United States, and
the total remuneration payable with respect to all other
services.

Under Section 907 (c), the term ** employment'*
is not to include agricultural labor ; domestic service in
a private home; ship crews; service performed by an
individual in the employ of a son, daughter or spouse ;
service performed by a minor under twenty-one in the
employ of his father or mother; Government em-
ployees; state employees, or employees of exclusively
religious, charitable, scientific, literary or educational
organizations.

Employers' account records also are to show the
amount of contributions with respect to employment
during the calendar year paid into any state unemploy-
ment fund, showing separately payments made and not
deducted (or deductible) from the remuneration of
employees; payments made and deducted (or deduct-
ible) from the remuneration of employees; and pay-
ments made with respect to services excepted by Sec-
tion 907 (c).

The records of employers also are to show such
other information as will enable the Commissioner of
Internal Revenue to determine whether such employers
are subject to the tax and, if so, the amount thereof.

**No particular method of accounting or form of
record is prescribed," it is stated in the regulations.
**Each person may adopt such records and such method
of accounting as may best meet the requirements of
his own business, provided that they clearly and accu-
rately show the information required above, and en-
able him to make a proper return on the prescribed
form.

'* Records are not required to show the number of
individuals employed on any day, but must show the
total amount of remuneration actually paid during each
calendar month and the number of individuals em-
ployed during each calendar month or during such les-
ser period as the employer may elect.

wo

t(

'Any person who employs individuals during the
calendar year but who considers that he is not an em-
ployer subject to the tax, should be prepared to estab-
lish by proper records (including, where necessary,
records of the number of persons employed each day)
that he is not an employer subject to the tax.

"All records required by these regulations shall
be kept safe and readily accessible at the principal place
of business of the person required to keep such records,
or at such other place or places as the commissioner,
upon written application by the person concerned, may
approve. Such records shall at all times be open for
inspection by internal revenue officers, and shall be
preserved for a period of at least four years from the
due date of the tax for the calendar year to which they
relate."

Regulations covering the tax for old-age insurance,
which becomes efifective in 1937, probably will not be
announced until near the end of this year.

CS3 Cj3 C$3

A new drive for the enactment of anti-chain store
legislation and an attempt to wrest from President
Roosevelt the control of the tariff vested in him by
the reciprocal-tariff law, by requiring Senate approval
of all trade agreements, are expected to feature the
session of the Congress now convening.

Of paramount interest to the industry will be the
expected Administration proposals for industrial con-
trol, designed to regain some of the ground lost through
the invalidation of the recovery codes. Prominent
among the measures which are expected to come up in
this connection are those providing for the adoption
of the thirty-hour week by all industry and for the im-
position of Federal licenses upon all corporations en-
gaged in interstate business.

While it is realized that these measures will not
apply to purely intrastate activities such as retailing,
Administration officials are understood to be planning
to force general acceptance by denying the use of the
mails to any concern which does not comply with their
requirements.

While the question of taxes may be discussed at
length it is not anticipated that any new revenue meas-
ure will be sought by the Administration. Political
reasons solely will dictate this course, if adopted, since
increased taxation would become a major and danger-
ous issue of the 1936 presidential compaign. President
Roosevelt already has expressed his desire that so con-
troversial a matter be postponed until the 1937 session.

Tk€ Tobacco World

A

fter the Rrsl of Jaimary
the general offices of the United States Toliacro Company will be
located at 650 Fifth Avenue, New York City, in Rockefeller Center,
where we shall be glad to welcomi' our friends at any time.

U. S. Cigars Up 171 Million in 11 Months

Cigars :
Class A —
United States
Puerto Rico . .
Philippine Is. .

First 11 Mos.
Cal. Yr. 1935

3,905,973.420 +

54,129,250 —

193,192,685 +

— Decrease
-\- Increase
Quantity

238,549,565

560,575

8,136,310

Total 4,153,295,355 + 246,125,300

Class B—

United States . .
Puerto Rico ....
Philippine Is. ...

61,254,690 -h

1,631,550 —

332,684 —

8,771,524

210,850
126,490

Total

63,218,924 +

Class C—
United States . .
Puerto Rico ....
Philippine Is. ...

Total. ......

Class D—
United States . .
Puerto Rico ....
Philippine Is. ...

Total .......

Class E—
United States . .
Puerto Rico ....
Philippine Is. ...

Total

Total All Classes :
United States . .
Puerto Rico ....
Philippine Is. ...

443,586,406
585,550
193,644

8,434,184

75,040,268

133,300

48,332

444,365,600 — 75,221,900

35,883,856 —

2,500 -f

34,808 +

1,664,925

1,000

31,058

35,921,164 — 1,632,867

4,211,762 -h
1,690 —

665,092

• • •

660

* • • • •

4,213,452 +

664,432

4,450,910,134 -f

56,348,850 —

193,755,511 -f

171,280,^8

903,725

7,991,886

Grand Total.. 4,701,014,495 + 178,369,149

Jmmarf '. J9$i

Little Cigars:

United States
Puerto Rico .
Philippine Is.

170,299,108 —
2,450,000 +

42,339,745

160,000

7,800

Total 172,749,108 — 42,187,545

Cigarettes :

United States
Puerto Rico . .
Philippine Is. .

.124,766,917,967 + 8,365,068,687
3,307,940 — 567,480

1,500,180 — 394,880

Total 124,771,726,087 + 8,364,106,327

Large Cigarettes:

United States . ,

Puerto Rico

Philippine Is. . .

Total

Snuff (lbs.) :

All U. S

Tobacco Mfd. (lbs.) :
United States .
Philippine Is. . .

2,308,155 —

. 300,000 —

6,300 +

85,645,084

176,000

6,100

2,614,455 — 85,814,984

33,171,654 — 1,316,597

284,058,036
6

Total 284,058,042

3,012,443
22

3,01%465

PHILIP MOEEIS SALES GAINING

Sales of Philip Morris, following the interruption
in their growth in August (when Connecticut and
Pennsylvania put a two-cent tax on cigarettes) have
shot forward again. They showed a gain of 60 per
cent, in November, as against that month a year ago,
and the December sales gain thus far is running ahead
of the November rate, both with respect to the Philip
Morris brand and the Marlborough and Paul Jones as

well

For eleven months of 1935, Philip Morris sales

were running 75 per cent, over the 1934 rate.

tt

Changes in Freight Classification of
Tobacco Submitted to Committee

HE Traffic Committee of the Tobacco Mer-
chants Association has for some time felt it
advisable to secure a simplification of the de-
scription of all tobacco and tobacco products
in the consolidated classification, and this has crystal-
lized in the submission to the consolidated classihca-
tion of proposed changes in the classification now in-
cluded in Docket Xo. 64 of the Consolidated Classifica-
tion Committee, on which hearings are scheduled to
be held in Atlanta, Georgia, during the week of Jan-
uary 8th, in New York City during the week of Jan-
uary 15th and in Chicago during the week of January

2l8t.

It is the expectation of your committee to have all
evidence in this case presented at the hearing in New
York City, which, as indicated above, will be held
during the week of January loth.

The proposed changes or amendments would con-
solidate under the heading of tobacco all kinds of
manufactured and unmanufactured tobacco, instead of
having them in different places in the classification.
They would simplify the descriptions very materially
by eliminating a great many of the penalty descrip-
tions for small packages, certain requirements on
various kinds of packages, and in addition provide for
some material reductions, such as the reduction from
first to second class on less-than-carload shipments of
cigars; from first to second class on less-than-carload
shipments of smoking tobacco; and the inclusion of
all manufactured scrap tobacco under the heading of
chewing, with a change in the rating to third class.
The proposals also provide for a simplification of the
descriptions of unmanufactured leaf, cuttings and
scrap tobacco and alteniative carload ratings of fourth
class with a 20,000-pound minimum and a lower rating
on such packages as can load to 30,000 pounds.

We trust it is unnecessarj- to emphasize that in
working out these proposed changes or amendments
the members of our Traffic Committee, whose names
are hereinbelow set forth, have exercised their best
judgment with a view to safeguarding the interest of
each and every division of the industry affected there-
by. However, the committee would indeed welcome
any criticism or suggestions in that regard which, need-
less to say, will be given most careful consideration
and attention. But it is respectfully urged that such
criticism or suggestions be conveyed to the T. M. A.
as soon as possible so that our committee might have
ample time to consider them before the hearings are
held.

The following statement shows the proposal as
submitted by the Traffic Committee.

Geo. C. Lucas,

Traffic Manager.

Proposed Consolidated Classification Ratings and
Descriptions of Tobacco and Tobacco Products

Ratings

Official

Illinois Southeni Western

Tobacco :

Manufactured :

Cigarettes, in boxes, see
Note 1:

C. L., min. wt. 36,000 lbs. 3 3 3

Cigars, in boxes, see Notes
1 and 2:

L. C. L 2 2 2

C. L., min. wt. 30,000 lbs. 3 3 3

Smoking, in boxes, see
Note 3:

C. L., min. wt. 36,000 lbs. 4 4 4

Chewing:
Plug, twist, fine cut or
scrap, in boxes:

L. C L o o o

C. L., min. wt. 36,000 lbs. 4 4 4

Snuff, in boxes:

C. L., min. wt. 36,000 lbs. 4 4 4

Snuff flour, in bags:

L, \j. Li ^ ^ ^

C. L., min. wt. 36,000 lbs. 4 4 4

Note 1 — Boxes must be so closed and secured as
to prevent pilferage of contents without mutilating
container.

Note 2— Ratings will also apply on shipments in
fiber boxes meeting requirements of Rule 41 for boxes
testing not less than 275 pounds except that w^eight
of box and contents must not exceed ninety-five pounds,
or in boxes made of corrugated fihireboard with fac-
ings not less than .030 of an inch thick, testing not
less than 500 pounds, not exceeding seventy-seven
united inches, gross weight not exceeding 165 pounds.
Flaps must be glued throughout entire area of con-
tact, and boxes must be bound with four metal straps,
two each way, crossing on top and bottom.

Note 3— Cigarette papers and/or pipes may be in-
cluded w^ith shipments consisting of, or including,
smoking tobacco, whetlier packed in the same or differ-
ent shipping containers, the weight of the cigarette
papers and/or pipes to be limited to not exceed 10 per
cent, of the total weight of the smoking tobacco in-
cluded in the entire shipment moving on one bill of
lading.

Ratings
Official

Illinois Southern Western
Unmanufactured :
Leaf, cuttings or scraps:
In machine pressed bales or
boxes, see Note 4:

a L., min. wt. 30,000 lbs. 5 6 5

{Poniinutd <m page 13)

7ibc T^oee^ WmU

4
2

TOBACCO RECLASSIFICATION

(Continued from page 12)

In hogsheads 4 4

In bags or bales, not ma-
chine pressed, L. C. L. 2 3

In hands in wood splint to-
bacco shipping baskets,
see Note 5, L. C. L. . . . 1 3 1

In bags, bales not machine
pressed, or in hands in
wood splint tobacco
shipping baskets, see
Note 5, C. L., min. wt.
20,000 lbs., Rule 34. . . 4 4 4

Note 4— Ratings also apply on shipments in boxes,
■with^eTnot e^eeding two inclies between board^
r end^s of boxes. Ratings will also aPP^y .«^ J^^fi
ments in fiber boxes meeting requirements of Rule 41
f^r boxes testing 275 pounds except that outside di-
mensions mrybe^increas^ to seventy-eight inches and
gross wei^^^^^^ be increased to 175 pounds. Boxes
to be strapped with at least two metal straps.

Note 5--Ratings apply only on unmanufactured
leaf tobacco in hands in wood splint tobacco shipping
Viflskpts Drepared for shipment as toUows:
^''^nLds must be placed in basket with leaves e^^
tending toward center of baskets, butts of stems
toward^outside, another basket placed inverted on top
of tobacco, pressed down tightly and with not more
than thirty inches of space between rims of baskets
the two baskets to be fastened by tightly drawn wares,
No 12 gauge or thicker, completely encircling package
on all Sid J, not less than six wires to be used ends
of wires to be so clinched or otherwise secured that
they will not come apart. Tobacco, m hands, loose,

not taken.

Ratings

Official

Illinois Southern Western

Stems:

Ground in bags:

TQL 4 * *

C! L.*, min." w't'. *40,o6o lbs. . . 6 D or 10 C

Not ground:

In bags, or in bales not

machine pressed, L. C. L. 4 * *

In machine pressed bales,
boxes or hogsheads, L.
n T 4 6 4

In packages named, C L.,

min. wt. 24,000 lbs.,

Rule 34 6 32^ B

In bulk, C. L., min. wt. ^ ^^,, ^

20,000 lbs., Rule 34 5-B 3214 B

Siftings, sweepings, dust,

refuse, sand or waste, see

Note 6:
In bags, bales, barrels,

boxes or hogsheads, L. ^ .

C. L. 4 5 *

In packages or in bulk,

C. L., min. wt. 30,000 lbs. 6-E 11 E

Note 6— Ratings apply only on tobacco siftmgs,
sweepings, dust, refuse, sand or waste which have no
value for the manufacture of tobacco products.

THREE POPULAR LEADERS

By P. Lorillard Co., Inc.

OLD GOLD

Americans Smoothest Cigarette

UNION LEADER

Smoking Tobacco

The Great American Smoke
BEECH-NUT

Chewing Tobacco

Quality Made It Famous

10< t \54

\0i TINS

(Contmued on Page 14)

TOBAOGO TRADE OBQAMIZATiaNS

TOBACCO MERCHANTS ASSOCIATION <^9fehs
OF PNITED STATES "^^^^JJ;^^

JESSE A. BLOCK. WbeeliBf. W. V*. ....• ".viee-IV«*id«at

JSSus ucHTENarrEiN New York. N. Y. -"a;;:— ;-ii,-;;;tTTTcSLitt.«

William best. New yo'^. N. Y. . . ••••••••• • ™™ Vie*.Pre«id«at

MAI GEORGE W, HILL, New York, W. Tt Vie«-Pr««id««t

Se8rGEH. HUMMELL. New York, N. Y ["."ivS-KS dSt

H H SHELTON. Wathmgtoo, DC Vin-Pr«tidt«l

RETAIL TOBACCO DEALERS O^ AMERICA^ INC

JiS^'^&Si?^K&°^:i» :■ •"— «-

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

JOHN H. DUYSfc*^*" ^V^ ^^' ;;;;.V.V.'.Vpint*viee-Pre«d«it

MILTON RANCK. Lancatter. P». • S«eond Vie«-Pre«idMit

D. EMiL MIN. New York aty ;;;;;;;;;;;.. ....r!sS^ry.Tr.a.««

LEE SAMUELS. New York Citr

NATIONAL BOARD OF TOBACCO SALESMEN'S

^gfT%"ih&?:J!wT..'ifSi-«rNV.'^^^^ Tr»..«,

RETAIL aOAR STORE ASSOCIATION OF PHILADELIPHIA^

JJS<^Kc™»rN:iii^'"aVTOi;iiip^^^^^ s«««a

THE NATIONAL ASSOCIATIONS OF TOBACCO
'" DISTRIBUTORS, INC.

imT SCRAMBUNG, OeT^Und. Ohio

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

fcHSliai"l£T/5»V»iF«B«^^^^^^^ s.^-**^

t3

Jcmvary 2, 1936

n

Etcablithed 1886

"BEST OF THE BEST

9f

"•••'•"■■"■' " A. SANTAELLA & CO.

Office, 1181 Broadway, New York City

FACTORIES: Tampa and Kep West, Florida

OUR HIGH-GRADE NON-EVAPORATING

CIGAR FLAVORS

Make tobacco in«UoMr and amooth In charactnr
and Impart a most palatable flavor

FUYORS FOR SMOKING and CHEWING TOBACCO

Write for List of Flavors for Special Brands
EHTUN. ABOMATIZEI, BOX FLAVOBS. rASTB SWEETENERS

FRIES a BRO., 92 Reade Street. Ne^ York

:\\*r,i^j«\9r:\^,x^j::Mi«\9i:\\»j:\\<tj^<s9/^is9MV9nL'^J%^^

Classified Column

The 'ate fot this column ii three cents (3c.) m word, with
• minimum cnarge of seventy-five cents (75c.) payable
strictly in advance.

/#-"^\ir«(trtM!y»r-.-

■.•4N , v«^■.y»^";.Y»^•;■/'a^ ,:rii\"rt\'''^

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large foUowing.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS* EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World.-

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any-
where. Highest references. Open for position. What have you?
A. O. Weiser, 214 N. Twelfth Street, Philadelphia, Pa.

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prica.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa,

HAVANA CIGARS

«EER WITHOUT CIGARS. IS LIKE KISSING WITHOUT
LOVE— Adopt as your slogan, "Kiss your beer, but love yoor d-
cars." Specially those Havana blended, "Good to the last Puff,"
iMaafactnred by A. Ramirez & Co., Post Office Boot U68, Tamp*,
9fm, Write than for particulars today.

Tobacco Merchants' Association

341 Madison Ave.

NEW YORK cmr

Registration Bureau,

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance of $2 will be made to membera of the Tobacco Mcr*
chanti' AsMciation on each registration.

Note B— If a report on a search of a title necesaiutea tht rcportiac of mora
than ten (10) titles, hot less than twenty-one (21), an additional chars* of Oa*
Dollar (11.00) will be made. If it necessitates the reportins of more than twaaty
(20) titles, bat less than thirty-one (31), an additional chart* of Two Dollan
(12.00) will be made and so an additional charge of On* Dollar (|1.0D) will b«
made for every ten (10) additional titles necessarily reported.

TRANSFERS

EL MACCO: — 36,566 (United Registration Bureau). For cigars,
cigarettes and tobacco. Registered April 10, 1911, by Geo. Schle-
gel, New York, N. Y. Transferred to McCarthy-Gebert Co., Jack-
sonville, 111., and re-transferred to Deisel-Wemmer-Gilbert Corp.,
Detroit, Mich., November 7, 1935.

MAC'S OWN:— 36,700 (United Registration Bureau). For cigars.
Registered June lb, 1911, by McCarthy-Gebert Co., Jacksonville,
III. Transferred to Deisel-Wemmer-Gilbert Corp., Detroit, Mich.,
November 7, 1935.

GEORGE MACCO:— 36,542 (United Registration Bureau). For ci-
gars, cigarettes and tobacco. Registered March 27, 1911, by Geo.
Schlegel, New York, N. Y. Transferred to McCarthy-Gebert Co.,
Jacksonville, 111., and re-transferred to Deisel-Wemmer-Gilbert
Corp., Detroit, Mich., November 7, 1935.

TOBACCO RECLASSIFICATION

(Continued from Page 13)

Batings
Official

Illinois Southern Western
Paper articles:

Cigarette papers, in books or
wrappers, in boxes:

L. C. L 2

C. L., min. wt. 30,U0() lbs... 3
Pipes, tobacco, in boxes:
Common clay or corn cob:

LC T

C. L., win. wt. 30,00(J lbs.. .
Pipes, tobacco, N. O. I. B. N.,
NO Note:

C. L., mill. wt. 24,UUU lbs..
Rule 34

2
4

2
3

2
4

2

a

2

4

• «•■•••

Note — Ratings also apply on shipments in metal
strapped fiber boxes meeting requirements of Rule 41
for boxes testing not less than 275 pounds, except that
boxes must not exceed ninety united inches and gross
weight of 100 pounds.

AXTON-FISHER DIVIDEND

Axton-Fisher Tobacco Company directors have
declared the regular quarterly dividends of $1.50 on
preferred stock, eighty cents on "A" common and
forty cents on **B'* common, all payable December Slst
to stockholders of record December 16th.

EXTRA FOR MacANDREWS ft FORBES

Directors of MacAndrews & Forbes, Inc., manufac-
turers of licorice flavorings, last week declared an extiu
dividend of 50 cents and a regular quarterly dividend
of 50 cents per share on the conunon stock of the com-
pany. Both are payable January 15th to stock of rec-
ord December 31 st.

r

JANUARY 15, 1936

The importance of attractive and dependable containers for
fine cigars is recognized by the progressive cigar manufacturer.

Generally the brands that are increasing their goodwill in this
present analytical market are packed in the new improved
A UTOKRAFT cigar boxes.

Cigar Manufacturers who have not investigated the value of
the merits and economies of the splendid and inviting package
may obtain complete details promptly by addressing the
AUTOKRAFT BOX CORPORATION.

Phi la., Pa.
Hanover, Pa.
Cincinnati, Ohio

AUTOKRAFT BOX CORPORATION J;;*;^;

LIMA OHIO Detroit, Mich.

A Nationwide Service Wheeling, W. Va.

id.

niiiiiiiniinmimiii

PUBLISHED ON THE 1ST and 15th OF EACH MONTH AT 236 CHESTNUT ST. pHILA.. PA

JJ

^i'

r ^\ \\i'i V7J-/IJ ^\ c:^\jVJJi

\\

THE TOBACCO WORLD

Vol. 56

JANUARY 15, 1936

No. 2

T THE annual dinner of the New York Leaf
Tobacco Board of Trade last month, John H.
Duys, president of the Associated Cigar Manu-
facturers and Leaf Tobacco Dealers, predicted
that the AAA processing taxes on leaf tobacco would
be declared unconstitutional by the Supreme Court and
that the cigar trade should devote a reasonable share
of the resultant saving to a fund for advertising and
promotion which will aid in creating greater cigar con-
sumption. He said that manufacturers should be willing
to divert a substantial part of what they thus save, if
and when they do, to the rehabilitation of the industry
generally. The Supreme Court has fulfilled its part by
declaring AAA unconstitutional. Will the manufac-
turers do their part by setting up a fund to help them-
selves to better business!

HEN the news of the fulfillment of his predic-
tion broke, Mr. Duys said: *T strongly believe
that with the saving from the processing tax
we once more should consider a national pro-
motion campaign for cigars. I feel that if we should
agree to use 20 per cent, of our savings to contribute
to a national fund, we could accumulate $600,000 or
more a year and accomplish a great deal toward in-
creasing the use of cigars. It is necessary for the wel-
fare of the industry that we do something. About four
cigarettes are being smoked every day in the United
States for every man, woman and child in the country.
That indicates that we are tobacco-minded. If the cigar
industry can get 5 per cent, of that business, it will be
exceedingly prosperous."

IGARETTES to the number of 141 billion will
be consumed during the year ending July 1st,
according to the latest estimates of the Depart-
ment of Agriculture. That many cigarettes
would measure 6,119,700 miles. The predicted 141 bil-
lion compares with 128 billion 488 million consumed
during the same period a year earlier. For the calen-
dar year of 1935 it is estimated that consumption
reached 134 billion, compared with 125 billion 620 mil-
lion in the calendar year 1934. At present this country
is consuming cigarettes at the rate of 665 miles per
hour.

0'^rPLETING in 1935 the greatest year in the
history of the industry, from the standpoint of
production, cigarette manufacturers face 1936
with prospect of further increasing their vol-
ume, reports the Wall Street Journal, which has con-
ducted a survey of the field, and estimates that other

brands than the leaders account for 16.9 per cent, of all
cigarettes currently being sold. This competitive situ-
ation would not appear to be one permitting the leading
makers to relax their promotional efforts.

Flue-cured tobacco, which on the average probably
amounts to 60 per cent, of the domestic tobacco used in
blended cigarettes, declined in price last year to an
average of 20.62 cents a pound compared to 27.5 cents
the previous year. Burley tobacco markets opened De-
cember 1st, and sales on the Lexington market have
averaged over 20 cents a pound against an average last
year of 17.5 cents a pound.

The past year's production of cigarettes was the
greatest in the history of the industry, and one month,
July, set a high record of 13 billion 287 million 463 cig-
arettes. This one month exceeded the output for any
fiscal year prior to 1913.

IGAR production in 1935 staged a good recov-
ery from the previous year, although still far
below the peak years before the depression.
There was no interruption in the trend toward
concentration of output in the lowest price class, al-
though Class B, which includes cigars selling for more
than five cents and up to eight cents, and those selling
for twenty-five cents each or more showed large gains

proportionately.

rette:

ONSUMPTION Df manufactured tobacco in
1935 was virtually on a par with that of 1934.
Included in this general term is smoking to-
bacco for pipes, tobacco for rolling into ciga-

by the individual, chewing tobacco, scrap and

plug. It was rather generally believed in the trade that
there was no sharp decline in "rolling your own" dur
ing the vear.

X THE hope that the smuggling of tobacco into
prisons will come to an end that permission to
smoke will be a new weapon in the hands of
prison governors, which will be extremely use-
ful for maintaining discipline, smoking will be allowed
in Austrian prisons for the next two months for all
prisoners, both political and criminal. It is believed
that prisoners will fear withdrawal of the smoking
privilege far more than being put in dark cells on bread
and water. Consumption of cigarettes will be limited
to ten daily, with the alternative of two small packets
of pipe tobacco weekly. Smoking will be permitted only
in the cells and not in the workshops or during exercise.
Cheers greeted the announcement of the privilege m the
prisons.

The TOBACCO WORLD (establUhed 1881) U published by Job-o WoHd Corpo^^^^

Id B. Hankins. Secretary. Office, 236 Chestnut Street, Philadelphia Pa. Issued on the ist a^^^ ^^^^^^ ^ second-class mail matter,

Gerald B. Hankins, Secretary, umce, ^.jo i^nesinui ^uc^t, * ""-X"'*'"r T 7" LT7'«i«, $3 50 a year
able only to those engaged in the tobacco industry, $2.00 a year 20 cents a copy , forc^. $3.5U year
December 22, 1909, at the Post Office, Philadelphia. Pa., under the Act of March 3. IB/V.

New Year Begins by Making New History

HE following- statement has been issued by
Charles Dushkind, (Counsel and Managing Di-
rector of the Tobacco ^Merchants Association
of the United Slates, in which Mr. Dushkind
points out that the New Year 1936 has been ushered
in with highly optimist ie hopes and every indication
of vastly improved business conditions.

A. A. A. Voided

Following almost three successive years of un-
parallelled and unpreccch'nted events, the new^ year
just ushered in has already begun making momentous
historv, opening the first chapter with the decision of
the U.* S. Supreme Court in the A. A. A. case, holding
by 6 to 3 that the processing tax is unconstitutional
and that the Act invades the reserved rights of the
States. *'It is a statutory plan," says the Court, "to
regulate and control agricultural production, a mat-
ter beyond the powers delegated to the Federal Gov-
ernment. ' '

It may be noted here that under the A. A. A. thus
declared unconstitutional, the tobacco industry has
paid over to the government the sum of $62,199,976.91
in processing taxes from the inception of the tax to
November 30, 1935.

With the A. A. A. thus invalidated, new plans
for dealing with the farm problem will probably be
proposed before long. In fact, a conference of farm
leaders was held in Washington on Friday and Satur-
day, January 10th and 11th.

New York Fair Trade Act Unconstitutional

As another noteworthy occurrence, reference may
be made to the decision handed down on January 8tli
on the Feld-Crawford Fair Trade Practice Act passed
by the New^ York Legislature last year, and which
provided for fixing and maintaining resale prices on
trade-marked articles. Several test suits were brought,
and with but one exception the statute was held uncon-
stitutional in the lower courts. The New York Court
of Appeals, which is the highest judicial tribunal in

ENRIQUE PENDAS PASSES

XRIQUE PENDAS, one of the best-known man-
ufacturers in the cigar industry, passed away

at his home in Tampa, Fla., suddenly on De-
cember 30, 1935.

Mr. Pendas was born in Spain in 1865, and at the
age of 16 years settled in Havana. Two years later
he came to New York City, where he joined his uncle
and became associated with the firm of Lozano, Pendas
& Company. Four years later that company opened a
factory in Tampa, Fla. ; Mr. Pendas was then stationed
there as factory manager. Some time later the firm was
reorganized as Y. Pendas and Alvarez, and Mr. Pendas
remained with the new company in the capacity of
manager. The firm at that time produced the Webster,
La Mia and Farragut cigar brands. In 1914 Mr. Pen-
das resigned from the company and was not engaged
actively in the cigar industry for two years.

At the end of the two-year period Mr, Pendas ac-
cepted the position of manager of the American Cigar
Company factories in Tampa, where he remained until
1923, when he again resigned and retired from active
participation in the manufacture of cigars. He re-

{Continued on page 12)

the State of New York, has now rendered its decision
upholding the lower courts and invalidating this stat-
ute.

Business Recovery

Reading the usual year-end statements recently
published by business leaders in all walks of activity
one cannot help but be impressed by the prevailing
note of real optimism.

There is indeed a marked determination all
around to go ahead — a return of courage if you will —
a factor which assumes increasing importance when
we recognize, as we must, the part played by psycho-
logical forces in business depressions.

There is unquestionably more justification for op-
timism today than there was at the beginning of 1935.
Statistically, signs of better times are apparent in
many fields, and furnish ample background for the gen-
eral realization that a recovery from the depression
is now in progress.

Turning to our own industry, we find ample evi-
dence of progress. True in the year ended November
30, 1935 (the December 1935 figures are unavailable as
yet) manufactured tobacco and snuff recorded a slight
decline, but on the other hand the total cigar with-
drawals registered an increase of approximately 5 per
cent, on top of an increase of over 5^/2 per cent, in the
preceding year, while cigarette withdrawals reached
an all-time peak for the period, exceeding the peak
established in 1934 by some 9 billions 774 millions, and
being over 30 billions greater than the law established
(since the beginning of the depression) in the year
ended November 30, 1932.

Notable too, especially from the standpoint of the
cigar industry, are the Reciprocal Trade Agreements
with Cuba and the Netherlands — the latter particu-
larly resulting in a substantial reduction in the import
duties on wrapper tobacco from the Netherlands.

In the face of past history there is surely every
reason to hope that our industry will make a highly
satisfactory record in the new year just begun.

CONSUMPTION OP TOBACCO IN CANADA,

OCTOBER, 1935

An unrevised statement of tobacco, cigarettes,
cigars and foreign raw leaf tobacco entered for con-
sumption in Canada, issued by the Canadian Depart-
ment of National Revenue, shows that during October,
1935, there were entered for consumption 1,586,753
pounds of cut tobacco, 356,978 pounds of plug tobacco,
73,172 pounds of snuff, 463,276,145 cigarettes, 13,276,725
cigars and 535,016 pounds of foreign raw leaf tobacco.
Total figures giving tobacco and tobacco products en-
tered for consumption during the first ten months of
1935, compared with the same period of 1934, as assem-
bled from monthly unrevised statements, are as follows:
Cut tobacco, 15,277,664 pounds; (15,144,190 in the first
ten months of 1934) ; plug tobacco, 3,287,624 pounds
(3,552,446) ; snuff, 585,582 pounds (657,970) ; cigarettes,
4,351,102,505 (4,014,548,275); cigars, 101,543,018 (94,-
183,065), and 6,218,872 pounds of foreign raw leaf to-
bacco (7,590,505). Stocks of foreign raw leaf tobacco
in warehouse at the end of October, 1935, amounted to
4,489,538 pounds. Excise taxes were paid on 10,884,491
cigars during October, 1935.— ( Com werctol Attache //.
M* Bankhead,)

Tkt Tobacco WorU

Jmw»y IS, 1936

MIA.

BAYUK BREVITIES

EORGE BRANZELL, Bayuk territorial man-
ager in Maryland and Virginia, has been con-
fined to his home with illness, and is now re-
cuperating ... In the Hillsboro, Ohio, ter-
ritory, where Phillies are distributed by B. R. Riber,
a campaign has been inaugurated to further popularize
the sale and distribution of the brand, through the
assistance of H. L. Lacev, Bayuk salesman . . . Over
in the Elizabeth sector in Northern New Jersey, M.
Beri^en and Sons are starting off with plenty of power
behind Bajoik Phillies, for which new outlets are being
opened in* the territory, with the assistance of C. H.
Wright, Bayuk salesman . . . Schulick-Taylor Co.,
of Wheeling* W. Va., are maintaining a steady demand
for Phillies, and plans are being made for effective
drives to enlarge distribution and sales ...CM.
Bristow, Bayuk salesman, is assisting McMahan &
Leib Co., of Anderson, Ind., in a promotion campaign
on the brand . . . **The Cigar Most Men Smoke*' is
the theme of the displays in the freshly decorated win-
dows in the seventh floor reception room.

Among the early visitors in town following the
advent of the New Year were Abe Caro, of the Optimo
factory, and Steve Hertz, representing D. Emil Klein
Co., manufacturer of the Haddon Hall and Nottingham
brands.

Harrj' Tint, who operated the retail stand at 1420
Chestnut Street, specializing in his own private brands
and other high-grade cigar and tobacco products, also
reports that 1935 proved the best year for his stand
since he has been operating his own business.

Philip Freidman, of the Medal of Honor Cigar Co.,
reported that it was necessary for his factory to work
a double shift in order to take care of the increased
volume of orders which that factory received for holi-
day shipment, and their factory has just closed one of
its most successful years.

Yahn & McDonnell Cigars, Chestnut Street, dis-
tributors of cigars, tobacco products and accessories,
report that business with their house since the first of
the year is showing remarkable activity, indicating
that retailers throughout the city enjoyed a splendid
holiday business.

G. H. P. JOTTINGS

NNUAL conference of the divisional managers,
factory heads and branch managers of the G.
H. P.* Cigar Co. was held at the Benjamin
Franklin Hotel, Friday and Saturday, January
3d and 4th. Optimism was the order of the day as the
men discussed the accomplishments of last year and
embarked upon a year-round intensive selling cam-
paign for 1936. A program of promotion on both El
Producto and La Azora was worked out in full details,
and all in attendance at the luncheon which wound up
the conference went away from there resolved to keep
busv in the exploitation of the company's brands every
dav of the New Year. And it is no long-shot bet that
not the least busv of all of them will be Executive Vice-
President Frank P. Will and Assistant Sales Manager
Sol. Bornstein.

Augustus Spear, manager of the cigar stand at the
Union League, reports that he has just closed one of
his most successful years with that stand. All high-
grade brands enjoyed a splendid call.

S. C. Butts, manager of the Hotel Bellevue-St rat-
ford cigar stand, reports that he has just closed a won-
derful year at that stand. Those brands enjoying the
greatest sale at his stand include the imported brands
Don Sebastian, Wagner and Monticello, which was
partly due to the splendid manner in which they w^ere
displayed.

Mr. Brown, manager of the Smokes & Sweets Shop
at the Hotel Ambassador, Atlantic City, has just re-
turned from a very pleasant vacation visit in Havana,
where he visited the various factories located there.
Mr. Brown reports a splendid year of business during
1935, with every indication that 1936 will prove even
better.

John Wagner & Sons, Dock Street, distributors of
high-grade tobacco products, report that 1935 proved
one of the best years for their house in a long time.
Imported cigars enjoyed a particularly heavy sale dur-
ing the holiday season just past, and their stocks were
heavily depleted. However, rush orders were wired to
Havana and their new stock will be one of the first
under the wire in this New Year,

Thf Tobacco World

ranger

its

by the WfeUman Process

J

IJ, i936

1

Supreme Court Decision in AAA Case

\1MM ^^^ reference to the momentous decision ren-
\fj^ dered January 6 by the United States Su-
preme Court in the processing tax case, we are
advised that the Bureau of Internal Revenue
immediately sent telegrams to all Collectors of Inter-
nal Revenue directing immediate suspension of the col-
lection of all processing taxes.

It is further reported that announcement was
made on behalf of Secretary of the Treasury Morgen-
thau that **no further steps would be taken for the
collection of processing taxes, new or old," and that
''for the present no checks will be issued for rental or
benefit payments or refunds or for administrative
expenses. ' '

No further information as to the future course of
the administration — ^whether as regards refunds, or
with respect to crop control, or other crop regula-
tions, etc. — is as yet available. It is hoped, however,
that the Government will decide upon and announce
its future policy in that regard shortly.

On the question of crop control, it will be partic-
ularly interesting to note the following excerpts from
the Supreme Court decision, to wit :

" . . . The act invades the reserved rights of the
states. It is a statutory plan to regulate and control
agricultural production, a matter beyond the powers
delegated to the federal government. The tax, the ap-
propriation of the funds raised, and the direction for
their disbursement, are but parts of the plan. They
are but means to an unconstitutional end.

**. . . To forestall any suggestion to the con-
trary, the Tenth Amendment was adopted. The same
proposition, otherwise stated, is that powers not
granted are prohibited. None to regulate agricultural
production is given, and therefore legislation by Con-
gress for that purpose is forbidden.

"It is said that Congress has the undoubted right
to appropriate money to executive oflScers for expend-
iture under contracts between the government and in-
dividuals; that much of the total expenditures is so
made. But appropriations and expenditures under
contracts for proper governmental purposes cannot
justify contracts which are not within federal power.
And contracts for the reduction of acreage and the
contral of production are outside the range of that
power. An appropriation to be expendeH by the United
States under contracts calling for violation of a state
law clearly would offend the Constitution. Is a statute
less objectionable which authorizes expenditure of fed-
eral moneys to induce action in a field in which the
United States has no power to intermeddle t The Con-
gress cannot invade state jurisdiction to compel in-
dividual action; no more can it purchase such action."
At the end of the decision the Court said :
*' Since, as we have pointed out, there was no
power in the Congress to impose the contested exac-
tion, it could not lawfully ratify or confirm what an
executive officer had done in that regard. Consequently
the Act of 1935 does not affect the rights of the par-
ties."

Cuban Tobacco

In connection with the crop control program as
affecting the duties on Cuban Tobacco under the re-

cent Trade Agreement with Cuba, reference is made
to the following provision which appears in Schedule
II as a note to the tobacco reduction provisions (re-
ferred to as Items 601-605 of the Tariff Act of 1930),
to wit:

' ' If and when the Secretary of Agriculture of the
United States gives public notice that the cigar to-
bacco adjustment program in the United States has
been abandoned or substantially abandoned, the du-
ties on tobacco and manufactures of tobacco imported
into the United States from Cuba shall be determined
as though such commodities were not enumerated and
described in this Schedule; provided, however, that
the rates of such duties shall not exceed those imposed
on the day of the signature of this Agreement."

It must be added, however, that in view of the
reduction of the duty on wrapper tobacco, recently
agreed to under the new Trade Agreement with the
Netherlands, which becomes effective on February 1st,
it seems that the duty on wrappers imported from
Cuba will be entitled to the same rate of duty imposed
on wrappers imported from the Netherlands less a
preferential of 20 per cent., as will be seen from Ar-
ticle III of the Trade Agreement with Cuba, which
reads as follows:

Article III, Cuban Treaty

"Articles the growth, produce or manufacture of
the Republic of Cuba enumerated and described in
Schedule II annexed hereto and made a part of this
Agreement, shall, on their importation into the United
States of America, be granted exclusive and prefer-
ential reductions in duties not less than the percent-
ages specified respectively in Column 1 of the said
Schedule, such percentages of reduction being applied
to the lowest rates of duty, respectively, now or here-
after payable on like articles the growth, produce or
manufacture of any other foreign country.
• •••..

"Every article the growth, produce or manufac-
ture of the Republic of Cuba which is not provided for
in Article I, and which is not enumerated and d^
scribed in Schedule II annexed to this Agreement,
shall, on importation into the United States of Amer-
ica, be granted an exclusive and preferential reduc-
tion in duty of not less than 20 per centum, such per-
centage of reduction being applied to the lowest rate
of duty now or hereafter payable on the like article
the growth, produce or manufacture of any other for-
eign country."

Column 1 of Schedule 11 above referred to provides
for a 20 per cent, minimum preferential reduction to
Cuba on "Wrapper tobacco and filler tobacco when
mixed or packed with more than 35 per centum of
wrapper tobacco, if unstemmed."

Toh(M:co Merchants Association of the U. 8.

DEISEL-WSBOOBR-GILBERT EARNINOS

Deisel-Wemmer-Gilbert Corporation, September
quarter, net profit, $118,626, or 50 cents per common
share; preceding quarter, net $102,724, or 42 cents per
share; September quarter, 1934, net $141,854, or 59
cents per share. Nine months to September 30th, net
profit, $280,873, or $1.12 per share.

Cigars are the
most pleasurable
and economical
form of smoking.

First Issued 1929

BAYUK BULLETIN

Devoted to the
best interests
ofthemenwho
sell cigars.

JANUARY 15, 1936

Preparej^ twice a month

PHULOFAX

{The Retailer's Friend)

SAYS

Did you, Mr. Retailer,
I S work some good stunts
to increase cigar sales
for Christmas ? Make
memorandum for refer-
ence so as to work again
next Christmas. Check
back too on some selling ideas you
may have used this past Christmas
that were not so hot . . . make memo-
randum not to work next year.

'How many times so far this year
have you written 1935 instead of
1936? .-o—

If there are no more cigrars smoked
each day during 1936 than there were
in 1936, there will be more cigars
smoked in the year 1936 than there
were in 1935. Phil going bugs? No,
figure it out yourself!

"I never realized how handy it was
to have a box of cigars aroimd the
house until I got a box as a Christmas
present," so said a customer the other
day. Retailers, capitalize now on this
fact and start to talk up cigars by
the box. 0

It is a false idea to believe that
there is no cigar buying by consum-
ers in January because of so many
smokers "getting cigars for Christ-
mas." The average man gets one box
of 25 for Christmas . . . now he has to
be a cigar smoker or else he wouldn't
have got cigars for Christmas . . .
therefore, as a cigar smoker he
smokes a minimum of, let's sav, four
a day. All right, then, his box of
cigars is consumed between Christmas
and New Year's and he is ready to buy
again the first day of January. Right 7

"If I were a Sales Manager, would
I employ me?" If so, why? If not,
why ? There's a self -analysis form for
any Salesman! q

Phil attended recently a sales meet-
ing of 22 salesmen . . . nine of the 22
made use of a lead pencil and memo-
randum pad . . . strange as it does
NOT seem, eight of the nine were the
top salesmen of the organization!

Phil sincerelv 8a3r8: "A million
thanks to all who so kindly sent him

freeting cards for Christmas and New
ear . . . folks, I sure got a lot of 'em
. . . thanks again."

"Thanks for your tip-off, Phil . . .
I followed up all my customers who
purchased cigara by the box for
Christmas and last week I sold 9
boxes."

Phil feels as good about your sac-
cess as you do, Arthur. Keep up the
fine work! q

Sure you broke sosM N«w Year's
Resolutions, but what of it . . . bif
point is— how many are yoo keeping?

WE ARE EXPECTING GREAT THINGS
OF THIS YOUNG MAN

Hello there, Mr. Retailer. Meet
our young friend 1936. We are ex-
pecting great things of him. And
he's going to be mighty good to you
too — if you really want him to be.

In fact, 1936 is going to be the
biggest, busiest, brightest year you
have had in a long, long time.

How do we know? Well, as we
look around we see any number of
straws that show the way the wind
is blowing — and it's blowing in the
right direction.

For instance. The brainy boys
who collect the statistics and make
the charts you see on the financial
pages of the newspapers, tell us
that business is just about back to
where it was in 1925-26. And those
years were not to be sneezed at by
any means.

The big fact-and-figure men
likewise say -that retail trade at
Christmas was the best since *29.
If you were in the stores just before
Santa Claus started his swing
around the circuit you don't need
anybody to tell you that there was
plenty doing.

Putting two and two together,
we say that more cigars will be sold
in 1936 than in quite a few years.
We'll bet our shirt on that one.
That brings us back to where we
started. You can make some real
money in 1936 — if you really
want to.

What do we mean iff Just this
— if you'll do what it takes to get
businen. Give the public what
they want — ^the kind of service they
want — ^and the kind of cigars they
want. Get behind the big popular
brands. Display them on your
counter — display them in your win-

dow— give them a chance to say,
"Here we are" to the men who are
looking for them.

And one thing more. For Pete's
fsake, why not get together with all
the other retailers in your neighbor-
hood and agree not to cut prices
this year? What in thundefation
is the use of everybody's cutting
his neighbor's throat and all riding
merrily off to the poorhouse in a
bandwagon?

All those in favor of going places
and doing things this year, say
"Aye." The Ayes have it. Let's
get going!

A BOSS BOOSTER

OF BOX SALES

A druggist out in Kansas decided
he would like to build up his box trade.
So he has worked out a convincing
little sales talk that goes something
like this:

DRUGGIST: (to customer who has
flopped at the cigar counter for one or two
cigars) Look here, Mr. Jones, let me
save you some money.

CUSTOMER: (laughs) O. K., Doc
That won't make me mad. What's the
idea?

DRUGGIST: Well, you smoke at
least five or six cigars a day, don't
you?

CUSTOMER: Sure. That many at
least.

DRUGGIST: Well, why don't you
buy 'em by the box ? Of course, I can
make more money selling 'em to you
a few at a time. But what the heck?
If you buy *em by the box you save —
let me see — you save just about ten
per cent. And ten per cent is worth
saving these days.

* * * •

The druggist reports this little brain
storm of his as a great business
getter, particularly in the case of cus-
tomers who have charge accounts, and
so don't have to plank the cash right
down on the counter. Once a customer
gets the box habit, it's easy. When
he comes in the store the druggist
merely has to remind him: "How
about another box of your favorite?"

r

BAYUK BRANDS BUILD BU8IMBS8

Bayuk Phillies

(BAYUK PHILADELPHIA PBBVBCTO)

Havana Riblnm
Mapacuba

Charles Thomson
Prince Hamiet

PATENTS UNAPPLIED FOR— No. 4

CIGAR SHAPE TRANSFORMER

Prof. H. E. ZANUTT, L K. L— Inventor

Object: To change any Perfecto
shape into a Londre.

This ingenious device which
makes it unnecessary for retailers
to carry any but Perfecto shapes,
will be welcomed by all who desire
to cut down their inventories. The
idea is a miniature guillotine, at-
tached to counter by set-screw
(A). When the customer asks
for a Londre, the dealer takes a
Perfecto and fits it into trough (B).
A quick pressure on lever (C)
causes knife (D) to descend and
neatly behead the cigar, the end
falling into cup (E). The customer
will fc« both astonished and pleased
to see a Perfecto so quickly and
effectively transformed into a Lon-
dre. Should a customer object to
the shortening of his cigar, it
should be tactfully explained that
a smoker invariably throws away
the last inch of his cigar, and
therefore the Shape Transformer
renders him an extra service by
removing this superfluous inch
beforehand.

BcroRE

TIm Smp« TnaaiocBMr wm pviactad at dw
nqueM o( Mr. Joha McIIm^ BrooUyn, N. Y.
In the mxt imam Am PnUmat wiU agplaiB •
dtvk* mmmmi hf Mr. Omh. R. Cos,
Boitoa, Mms.

N Em From Congress

_ -AND

FtDERAL

Departments

From our MfASHiNOTON Bureau €22Albk Bmiomg

NEW DRIVE to accomplish the Administra-
tion's aim to bring about the decentralization
of industry, but by state rather than Federal
enactment, is expected to be launched in the
near future.

One of the results of the drive would be to make
impossible the operation of retail chains by tobacco
corporations.

Devised by a national organization of distributors
in a field in which distribution is largely controlled by
the producers, the scheme calls for the enactment of
legislation by the individual states definitely closing
their doors to foreign corporations.

Based on the contention that the state is the sole
arbiter as to what corporations may do business within
its borders, legislation has been drafted for submission
to the state legislatures under which no foreign cor-
porations, except common carriers and insurance com-
panies, would be permitted to engage in intrastate
business in the enacting states.

It is also provided that no domestic corporation
shall be granted a charter if it is controlled directly
or indirectly by any other corporation, through stock
ownership or contractual arrangement, and no domes-
tic corporation would be permitted to engage in busi-
ness as both a manufacturer and distributor.

The legislation would require the revocatTon of
existing charters to foreign companies by the enact-
ing states, the constitutionality of wTiich is seen as a
major stumbling block to the plan.

Under the proposed law, no manufacturing or dis-
tributing corporation in one state would be permitted
to establish a branch in another state, nor could it
form a subsidiary corporation to operate within that
state.

CP Ct3 Cj3

EETIXG in highly secret session behind closed
doors, the "council for industrial progress"
fathered by George L. Berry, President Roose-
velt's Co-ordinator for Industrial Coopera-
tion, convened in Washington January 6 to serve as
the ** voice of industry" in the development of a suc-
cessor to the NBA.

Big business, including the tobacco manufactur-
ers, was conspicuous by its absence from the meeting,
as was the case with the original riotous conference
on December 16, but representatives of a number of
the distributing trades were present, including W. A.
HoUingsworth and S. Hartman of New York, the lat-

ter counsel, representing the Retail Tobacco Dealers
of America ; James Kolodny of Jersey City, executive
secretary of the National Association of Tobacco Dis-
tributors, and J. C. Lanier, Greenville, N. C, execu-
tive secretary of the National Association of Auction
and Loose Leaf Tobacco Wholesalers.

As President Roosevelt's co-ordinator discussed
with his handful of faithful supporters the task he has
set himself of making the nation conscious of its "in-
dustrial maladjustment", the United States Supreme
Court dealt another body blow at the New Deal, de-
claring the agricultural adjustment act invalid as an
invasion of states' rights.

AVith the AAA following the NRA into the limbo
of the illegitimate, labor delegates to the Berry meet-
ing foresaw the utter defeat of all plans to force gen-
eral adoption of the 30-hour week and began a dis-
cussion of a "compromise" at 38 or 40 hours. Other
subjects of consideration were the minimum wage and
the outlawing of child labor.

Nothing was accomplished at the conference ex-
cept to appoint committees to study various subjects,
which are to make their reports to another meeting to
be held at some undesignated date in the future.

In a formal statement issued following the meet-
ing. Berry admitted that "several industrial groups"
failed to participate, but declared "it is encouraging
to know that for the first time in the history of the
nation, representatives of management and labor have
met, discussed frankly, and sought to find a solution
of the economic maladjustments existing in our indus-
trial life.'*

Berry again denied that he was seeking to revive
the NRA, and explained that eventually a report from
his council would be sent to the President, who "per-
haps" would transmit it to Congress.

■^AdM ^^A^ ^^£y^

Cj3 Cj3 Ct3

OBACCO tax collections during the fiscal year
ended June 30, last, reached the highest figure
ever attained since initial adoption of such lev-
ies in 1862, totaling $459,178,625, an increase
of $34,009,728 over the preceding fiscal year, according
to the annual report of the Bureau of Internal Revenue.
The previous high record was made in 1930, when
$450,339,060 was recorded, collections the following
year declining for the first time in a decade.

The tax on small cigarettes amounted to $385,459,-
571, which represented an increase of $35,797,625, or
10.2 per cent., over the previous year and also repre-

{Continued on Page 14)

GENERAL CIGAR CO. REFLECTS BETTER

CONDITIONS

CCORDING to a news release by the Boston
News Bureau, the General Cigar Company's
balance sheet at the end of 1935 showed about
$3,300,000 in United States Government secu-
rities, and almost $2,000,000 in cash. It is the com-
pany's intention to maintain this cash as a reserve fund
to permit maintenance of the $4 annual dividend rate
pending earnings recovery, despite the fact that earn-
ings will fail to cover the rate this year, and that less
than the quarterly dividend probably will be earned in
the first quarter of 1 936-— seasonably the poorest
quarter.

Earnings for the first nine months of 1935 were
$1.90 a share, against $3.05 in the corresponding 1934
period. Earnings in the final quarter, however, will
be slightly better than the $1.14 a share earned in the
last quarter of 1934, and net for the year will therefore
run a few cents over $3 a share — perhaps $3.10.

For next year prospects are brighter. There is a
possibility that the processing tax will be outlawed;
this tax costs the company some $0.90 a share annually.
While a substitute tax may be enacted in that event,
there would be at least a temporary saving until the
new tax could be put into effect, and, in addition, the
company would doubtless receive a refund equivalent
to about $0.50 a share of taxes paid and held in escrow
since an injunction was granted. Taxes ecjual to over
$1 a share, paid under protest before the injunction was
secured, can probably not be recovered. Another prom-
ising factor for next year is the prospect of a reduction
in the tariff on Sumatra tobacco.

Translated to a per share basis, this tariff saving
to General Cigar will be at the rate of almost $0.70 a
share annually in the first half and at the rate of close
to $1.20 a share annually in the more important second
half — a net saving for the year of almost $1 a share,
which, however, will be reduced somewhat by the higher
prices for Sumatra leaf which competition of buyers,
after the tariff has been reduced, will probably force.

In any event, there are potential savings of up to
$1.70 a share which could ensue as a result of outlawing
of the processing tax and reduction in the Sumatra
tariff. Class C cigars made by the company (the eight-
to fifteen-cent classification, represented by Robert
Burns) have in recent months begun to make a moder-
ately better showing than the class as a whole.

Despite increased competition, General has main-
lined its position as the largest domestic manufacturer
of cigars, with sales for 1935 estimated at some 25 per
eent. larger than its next largest competitor.

R. H. BYTHINER DIES

ICHARD H. BYTHINER, well-known leaf to-
bacco salesman, and more recently associated
with the Mazer-Cressman Cigar Co. of Detroit,
passed away on December 27th at his home in
New York City following a lingering illness. Dick, as
he was known to his friends, underwent an operation
for mastoid infection about two years ago, and, despite
every care, his health declined steadily from that time
until his death.

Dick was the son of the late Louis H. Bythiner,
long engaged in the tobacco brokerage business In Phil-
adelphia. After Dick had gained sufficient knowledge
and experience in the leaf tobacco business through his
father, he became associated with H. Duys and Co. of
New York City, and a short time later became associ-
ated with E. Rosenwald & Bro., where he remained
until members of that firm acquired control of the
^fazer-Cressman Cigar Co. in Detroit. Shortly there-
after Dick became associated with that company and
was enthusiastically engaged in the promotion of their
Flor de Manuel, Lord Stirling and Counsellor cigar
brands.

Funeral services were held privately in the Uni-
versal Chapel, in New York City, with interment in the
family mausoleum at Union Fields.

He is survived by his widow, Mrs. May Blumenthal
Bythiner; a daughter, Mrs. Marjory B. Bleyer; three
brothers, Alfred, Eugene and Harry; and two sisters,
Mrs. Joseph Turner and Mrs. Lee Jacobs.

JACK MILLER BECOMES IRTA PRESIDENT

At the annual installation of officers and directors
of the Independent Retail Tobacconists Association,
held in New York City recently. Jack Miller, the newly
elected president, assumed that office. The installation
was preceded by a dinner, at which a good majority of
the members of the Association were present.

The other officers and directors of the Association
are: Harry Weissburst, first vice-president; Bernard
Schwarz, second vice-president; Ben Friedman, third
vice-president; Jesse Barnett, fourth vice-president;
Jack Levine, treasurer; Arthur Jones, financial secre-
tary; Bernard Vernstein, recording secretary, and
Harry Oberstein, sergeant-at-arms. The directors are:
Eric Calamia, former president; William A. HoUings-
worth; Irving Berkman, Irving dayman, Benno Wohl-
gemuth, Al Davis, and Harry Walker,

7»t T9k§ce0 WoHd

TOBACCO FACTORIES IN OPERATION CLASSIFIED ACCORDING TO EXTENT OF PRODUCTION

CALENDAR YEARS 1933-1934
Output of Tobacco
(Pontifis)

Under 5(»,()()()

50,fM30 to 100,000

100,(K)0 to 250,000

250,000 to 500,000..........

50(),()00 to 5,(KK),000

Over 5,000,000

Total 877 8» 342,113,000 345,566,000 100.00 100.00

(NoTK: The number of factories does not reflect the number of manufacturing concerns, each licensed
factory being counted as a separate unit. Note also t hat the number of factories is the total number which
operated during the year, the number in operation at the end of the year totaling, for example, only 738 in
JLI704. f

Jattmry 1$. 1936

Number of factories

Manufactured T(

thacco Produced

Per Cent.

of Total

193S 1934

1933

1934

1933

1934

mi 759
18 17
13 9
12 12

2,554,t)00
1,287,000
2,088,000
4,372,000

2,753,000
1,206,000
1,425,000
4,132,000

0.75
.37
.61

1.28

0.80
.35
.41

1.20

13 13
m 20

17,589,000
314,223,000

19,752,000
316,298,000

5.14
91.85

5.71
91.53

n

l4

MANUFACTURERS IN BUSINESS AT CLOSE OF
CALENDAR YEARS 1932-1934

Tobacco Manufactukers

Producing 1932 1933 1934
Plui^' tobacco exclusively. .. . 5 6 6
Twist tobacco exclusively. . . 21 17 15
Fine cut tobacco exclusively. 5 5 6
Scrap chewing' tobacco exclu-
sively 66 67 70

Smokiiis;- tobacco exclusively. 518 434 370

Snutif exclusivelv 21 18 21

Two or more kiiids 159 218 250

Total 795 765 738

Quasi manufacturers except

perique 195 190 194

P e r i q u e producers and

dealers 46 45 25

Total 1,036 1,000 957

('i(;ah Manufacti'RERS

Producing 1932 1933 1934

Small ciuars exclusively.... 10 0

Lariic ciua IS exclusively. .. . 5,771 5,449 5,169

Small cigarettes exclusively. 72 78 67

Large cigarettes exclusively. 10 0

Two or more kinds 55 57 52

Total

5,900 5,584 5,288

CIGAR FACTORIES IN OPERATION CLASSIFIED

ACCORDING TO EXTENT OF PRODUCTION

CALENDAR YEAR 1934

Output — Cigars Number of

(in Millions)

Under V2 •
yotol...

1 to 2...

2 to 3...

3 to 4...

4 to 5. . .

Factories

5,708
134
88
42
36
19

Total
Production

268,641,01)0
95,798,000
124,725,000
101,962,000
127,008,(HK)
84,813,000

Per Cent.

6.94
o 10

2.75
2.25
2.81
1.87

Average
Production
per Factory

47,000
714,000
1,417,000
2,427,000
3,528.000
4,463,000

Sub-Total

6,027

802,947,000

17.74

133,000

biolMi-

39

238,781,000

5.28

6,122,000

71/2 to 10.

18

153,498,(X)0

3.39

8,527,000

10 to 20..

34

488,191,000

10.79

14,358,000

20 to 40..

14

385,299,000

8.51

27,521,000

Over 40..

28

2,457,064,000

54.29

87,752,000

Total,

6,160 ^25,780,(K)0 100.00 734,000

(Note: The number of factorien shown does not re-
flect the number of manufacturing concerns. Each
licensed factory is counted as a separate factory. In
other w^ords, where a manufacturing concern operates
more than one factory, each factory, for the purpose of
this table, has been counted as a separate unit. Note
also that the number of factories shown is the total
number which operated during the year. The actual
number of factories in operation at the close of the year
given w^as considerably less than the number in opera-
tion during the year. For example, on December 31,
1934, total number in operation was only 5,190, while on
December 31, 1933, the total number in operation was
5,473.)

1936 CALIFORNIA EXPOSITION TO FEATURE
INTERESTING TOBACCO EXHIBITS

Tobacco exhibits, tracing the plant from seed to
smoker, are to be among the most interesting at the
1936 California Pacific International Exposition.
Modern machine methods of cigarette manufacture and
cigar production are to be included in various displays,
designed to impress upon the public sanitation and
selective steps taken in obtaining the highest quality
of plants grown. Cigar and cigarette companies pre-
dominate in the tobacco displays.

Superiority of the American product is to be
stressed by domestic manufacturers, although at an
exposition international in scope, foreign brands and
blends of tobacco are displayed and their methods of
manufacture explained.

Mexico leads in foreign tobaccos displayed but
except for a few brands of higher priced cigars the
southern republic has made little headway in tobacco
trade in Western xVmerica. Mexican cigarettes are
manufactured in a variety of types and a few braiid
are mild and pleasant to the taste, but none of them
have become a contender for a place on the American
market. Most of those sold along the border are
smoked bv adventurous Americans as a noveltv.

» »

No tobacco is grown in commercial quantities in
the southw^est nor in western Mexico. The latter
country depends upon the region along the gulf coast
for its domestic supply, wiiile southeastern states fur-
nish almost the entire supply for w^estern United States.

Tobacco methods of manufacture are expected to
be among the most interesting in the Varied Industries
Building or other sections of the industrial exhibits,
which will center around the huge Palace of Trans-
portation. In this building will be shown the March
of Transportation, in which Henry Ford is joining with
a great many relics from his Dearborn Museum. Other
manufacturers, railroads, steamship lines, aircraft com-
panies, travel firms and others are joining to make
this the most comprehensive display of its kind ever
assembled.

New amusements, new landscaping, exhibits of
every kind all have been created for the 1936 Exposi-
tion, which will be greatly enlarged from the fair last
year, which attracted 5,000,000 visitors from all parts
of tlie world. An attendance of more than 6,(X)0,000 is
anticipated this year before the closing date, Septem-
ber 9th.

a

ENRIQUE PENDAS
(CofUimted from Page 4)

mained in retirement until 1929, when the death of
Laureano Torres deprived the liegensburg factory of
its manager and Mr. Pendas again accepted the post
of manager with that company, where he remained until
the time of his death.

Mr. Pendas was always active in the civic, frater-
nal and business associations of his city and had a host
of friends who deeply mourn his passing.

Funeral services were held on December 31st at the
Sacred Heart Church, with intennent in Loma Vista
Mausoleum.

He is survived by his widow, Mrs. Rosalia Pendas;
two sons, Armanda and Daniel; two brothers, Jaime
and Alfredo ; and one sister, Mrs. Leonor Qarcia.

Tki Tobacco WorU

MARKETS REPORT GOOD PRICES FOR
SMOKING GRADES OF BURLEY

HE hurley tobacco markets, during their first
week of operation this season, showed a strong
upward trend from last year's prices on all
smoking grades. The markets were weak,
however, in the filler or chewing grades, according to
the tobacco market news service of the Bureau of
Agricultural Economics. Prices gathered at Lexing-
ton and Shelbyville, Ky., and Greenville, Tenn., showed
greatest strength in the granulators or flyings. The
1934 prices represent mainly sales at Knoxville, Tenn.
The averages of sales observed showed an increase
of $3.10 per hundred in the **F" or tan to light red
colors of heavy leaf grades, but a decrease of $1.10 per
hundred in the *'R" or red grades, including red tips.
Thin leaf (C) grades in the "F" colors showed an
average increase of $4.40 per hundred over last year,
and the X group, granulators or flyings, an increase
of $5.40 over 1934. Prices were obtained on the fol-
lowing grades:

Heavy Leaf 1934

BIF $26.90

B2F 23.60

B3F 18.30

B4F 14.40

1935

$30.20

28.20

21.80

15.50

Heavy Leaf (fillers and tips)

B2R

15.00

B3R

12.10

B4R

9.70

B3RT

10,00

B4RT

8.30

B5RT

6.70

Lugs or Cutters

CIF

28.50

C2F

27.90

C3F

24.90

Granulators or Flyings

X2L

27.70

X3L

23.70

XIF

28.50

X2F

25.90

X3F

21.10

X4F

17.70

15.50
11.70
8.20
9.80
5.90
4.20

33.20
31.80
29.10

32.30
29.00
32.40
31.60
28.30
23.60

TOBACCO REDUCED IN WARREN COUNTY, OHIO

OBACCO production in Warren County, Ohio,
in 1934, was 862,185 pounds less than in 1929,
according to a preliminary report for the 1935
Federal f^arm Census released today by Direc-
tor William L. Austin, Bureau of the Census, Depart-
ment of Commerce.

The harvested acreage of all crops in 1934 totaled
106,479 acres as compared with 109,939 acres in 1929.
Tobacco was reduced in this five-year period from 1796
to 634 acres. Corn harvested for grain increased in the
same time from 40,276 to 45,136 acres, with a slight
decrease in production from 1,194,794 to 1,190,781
bushels. Wheat production for 1934 was 455,343
bushels, an increase of 87,715 bushels over the 1929
crop. Oats threshed decreased 7334 acres, or 85 per
cent. Oats cut and fed unthreshed decreased from 3387
to only 659 acres. The combined acreage of hay and
sorghums for forage showed an increase of 16 per cent.,
with a decrease in production of about 26 per cent.

The greater interest in livestock is apparent in the
increase in pasture land from 83,423 to 99,025 acres
between 1929 and 1934

THREE POPULAR LEADERS

By P. Lorillard Co., Inc.

OLD GOLD

Americans Smoothest Cigarette

UNION LEADER

Smoking Tobacco

The Great American Smoke
BEECH-NUT

Chewing Tobacco

Quality Made It Famous

\04 A 15^

10< TINS

TOBACCO TRADE OBGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION
OF UNITED STATES

<^^>

/ESSE A. BLOCK. Wheelinf. W. V« President

JULIUS LICHTENSTEIN. New York. N. Y Vice-President

WILUAM BEST, New York. N. Y CUirman Executive Committee

MAI. GEORGE W. HILL. New York, N. Y Viws- President

GEORGE H. HUMMELL. New York, N. Y Vice President

H. H. SHELTON. W«»hington, D. C Vice-President

WILLIAM T. REED. Richmond, Va Vice-President

HARVEY L. HIRSrr, Philadelphia, Pa Vice-President

ASA LEMLEIN. New York, N. Y Treaaarw

CHARLES DUSHKIND, New York. N. Y Counsel and Managint Director

Headquarters, %(1 Madison Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC

WILUAM A. HOLUNGSWORTH, 233 Broadway New York. N. Y President

CLIFFORD N. DAWSON. Buffalo. N. Y Executive Vice-President

JAMES C. THOMPSON. Chicago. Ill Treasurw

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

10HN H. DUYS, New York City President
IILTON RANCK. Lancaster, Pa First Vice-President

D. EMIL KLEIN. New York City Second Vice President

LEE SAMUELS, New York City SccreUry -Treasurer

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN, 408 Market Street, Newark, N. J President

JOSEPH FREEMAN, 615 West 150th Street, New York City.. First Vice-President

FRANK SOBEL, 72 Williams Street, Newark, N. J Secretary

ALBERT FREEMAN. 25 West Broadway, New York City Treasurer

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE Presideal

SAMUEL MAGID, 1001 N. Menrine St.. Philadelphia. Pa Secretary

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS. INC.

E. ASBURY DAVIS. Baltimore. Md Presides

JOSEPH KOLODNY. 300 Fifth Ave.. New York. N. Y f...Sccr«tM7

GEO. B. SCRAMBLING. Cleveland. Ohio Treasaf«r

UNITED STATES TOB/iCCO DISTRIBUTORS ASSOCIATION

{OHN F. BROWN President
ISRMAM H. YAFFE. 301 Fc- Building. Philadelphia, Pa SecreUry

X3

\

■^

;-^

Esiabliihed 1886

"BEST OF THE BEST

99

"--"'■-' ^' A. SANTAELLA & CO.

Office, 1181 Broadway, New York City

FACTORIES: Tampa and Ktp West, Florida

OUB HIOH-GBADE NON-EVAPORATINO

CIGAR FLAVORS

Make tobacco meUow and smooth In charactaff
and Impart a most palatable flavor

FUYORS FOR SMOKING and CHEWING TOBACCO

Write for List of Flavors for Special Brands
BBTVN. ABOHATIZEI. BOX FLAVOKS. PASTE SWEETENEMS

FRIES & BRO., 02 Reade Street. New York

\9r\9J:'\9J"\9J^^\9J••\9J"i*J"K*J■\*J''\!^J:'\9J"^J:'^!^J:',^J:'^*J:l^^^

Classified Column

The •-aie fot this column is three cents (3c.) s word, with
a minimum cnarge of scvcnty-fivs cents (7Sc.) paysbls
strictly in advance.

^■MWftiwyg^

-•^"/4Y.^«^«Y•^"A^rr4^«Y4^1.Y*S^y*^■;,v•■,•

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any-
where. Highest references. Open for position. What have you?
A. O. Weiser, 2H N. Twelfth Street, Philadelphia, Pa.

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

«EER WITHOUT CIGARS, IS LIKE KISSING WITHOUT
LOVE— Adopt u your slogan, "Kiss your beer, but love yoor d-
Spectally those Havana blended, "Good to the last Puff,"
ittfactured by A. Ramirez & Co., Post Office Box U68. Tampft,
Write than for oarticulari today.

Tobacco Merchants' Association
Registration Bureau, ^V'^Yo^^a^'

Schedule of Rates for Trade-lfiark Services
Effective April 1, 1916.
Begistration, (see Note A), $5.00
Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Not* A— An allowance of 13 will b« msd* to SMsbsra of th« Tobseee Mar-
ehsnta' Association on each registration.

Note B— If a report on a search of a title necessiUtes the roporting of ■en
than ten (10) titles, but less than twenty-one (21), an additioaal chsrgs of Om
Dollar ($1.00) will be made. If it necessiUtes the reportias of more than twoaty
(30) titles, but less than thirty-one (Ji). an additioaal ehan* of Two Dollsn
($2.00) will be made and so aa additioaal chars* of Oa* Dollar (11.00) will Im
mad* for every ten (10) additioaal titles necessarily reported.

TRANSFERS

CHELTENHAM: — 38,670 (United Registration Bureau). For ci-
gars, cigarettes and tobacco. Registered April 14, 1914, by Hey-
wood, btrasser & V'oight, New \ork, N. Y. Transferred by Con-
solidated Litho. Corp., Brooklyn, N. Y., successors to the regis-
trants, to Philip Morris & Co., Ltd., New York, N. Y., December
30,1935.

GOLD BOND:-^,539 (Trade-Mark Record). For cigars. Regis-
tered November 1, 1887, by Geo. S. Harris & Sons, Philadelphia,
Pa. Transferred to A. L. & A. G. Kaufman, New York, N. Y.,
and re-transferred to E. M. Schwarz & Co., New York, N. Y., Oc-
tober 25, 1919, which concern was succeeded by Consolidated Cigar
Corp., New York, N. Y.

AMERICAN VICEROY:— 20,749 (U. S. Tobacco Journal). For
cigars. Registered January 3, 1899, by F. M. Howell & Co., Elmira,
N. Y. Transferred to Brown & Williamson Tobacco Corp., Louis-
ville, Ky., December 28, 1935.

FRANCHISE:— 46,509. For cigars. Registered December 5, 1935,
by Kl Moro Cigar Co., Greensboro, N. C. (This certificate is is-
sued upon presentation made to us that the trade-mark or trade
name herein specified, though apparently not heretofore registered
in any of our affiliated Bureaus, had been in use by H. L. Haines
& Co., Red Lion, Pa., for a great many years, and transferred to
the registrant on September 25, 1935.)

ROBERT FULTON HIGH WAY :— 44,257 (Tobacco Merchants
Association). For cigars. Registered June 11, 1925, by H. L.
Haines & Co., Red Lion, Pa. Transferred to El Moro Cigar Co.,
Greensboro, N. C, September 25, 1935.

LA FLOR DE ROBERT FULTON:— 3056 (United States Tobacco
Journal). For cigars. Registered January 9, 1885, by Witsch &
Schmitt, New York, N. Y. Transferred to H. L. Haines & Co.,
Red Lion, Pa., and re-transferred to El Moro Cigar Co., Greens-
boro, N. C., September 23, 1935.

SUN CURE:— 24,341 (Tobacco Leaf). For cigars. Registered No-
vember 26, 1902, by The Joseph C. Buchart Cigar Co., Evansville,
Ind. Transferred to Eli Witt, Tampa, Fla., and re-transferred to
Havatampa Cigar Co., Tampa, Fla., May 5, 1930.

LA TERESA:— 120,680 (United States Patent Office) For cigars.
Registered February 26, 1918, by Kraus & Co., Inc., Baltimore,
Md. Through mesne transfers acquired by H. Anton Bock & Co.,
New York, N. Y., and re-transferred to The S. Frieder & Sons Co.,
Cincinnati, Ohio, December 12, 1935.

HEWS FROM OONQRESS

(Continued from Page 10)

sented 84 per cent, of the total tobacco taxes collected,
it was reported.

Taxes of $976,068, an increase of $3,014 over the
fiscal year 1934, were collected on 11,693,440 packages
of domestic cigarette papers and 59„448,000 packages
of imported papers and 24,827,000 domestic tubes and
36,613,000 imported tubes, the report showed.

Tax-free cigarette papers and tubes, the former
exempt when packages do not contain more than 25
papers and the latter when used by cigarette manu-
facturers, included 2,684,926,917 domestic and 2,482,-
499 imported packages of papers and 26,170,100 ciga-
rette tubes, it was stated.

During the year 1,043 permits were issued for the
withdrawal of tobacco products tax-free for use of the
United States, covering 21,399,000 cigarettes and 266,-
576 pounds of manufactured tobacco.

FEBRUARY I, 1936

The importance of attractive and dependable containers for
fine cigars is recognized by the progressive cigar manufacturer.

Generally the brands that are increasing their goodwill in this
present analytical market are packed in the new improved
AUTOKRAFT cigar boxes.

Cigar Manufacturers who have not investigated the value of
the merits and economies of the splendid and inviting package
may obtain complete details promptly by addressing the
AUTOKRAFT BOX CORPORATION.

Phi la., Pa.
Hanover, Pa.
Cincinnati, Ohio

AUTOKRAFT BOX CORPORATION J^;;;/;;

LIMA OHIO Detroit, Mich.

A NatioixWidc Service Wheeh'ng, W. Va.

CAMEL'S "TRY 10" OFFER convinces

NEW THOUSANDS EVERYWHERE!

n. .?. R«fwsld»T..i . f

Knowing the finer, more ex-
pensive tobaccos used in Camels,
we make this of fer ... confident
that you'll find your ideal ciga-
rette in Camels For experi-
ence shows that people quickly
sense the difference in Camel's

COSTLIER TOBACCOS!

THE TOBACCO WORLD

Vol. 56

FEBRUARY 1, 1936

No. 3

ERALD B. HANKINS, who has been associated
with The Tobacco World for the past fifteen
years, resigned from active participation in
the publication on January 17th to enter the
retail business on his own. During the past ten years
he has carried tliis publication along under his own
steam, so to speak. He has been loyal and faithful
in the performance of his duties, and knew no limita-
tion of hours when there was work to be done.

While we deeply regret his decision to sever his
connection with The Tobacco World, we admire his
pluck in setting forth at this time to wrest a greater
immediate harvest for his efforts.

The best wishes of The Tobacco World, as well
as those of his many other admiring friends, go with
liim in his new adventure, and all feel sure that the
ship which he is launching will come safely to anchor
in the port of Success. ,

He will not be out of touch with the cigar indus-
try, for the business in which he has engaged includes
a full line of tobacco products. His place of business
is located at 138 Philadelphia Avenue, Egg Harbor
City, N. J. (Philadelphia Avenue is the mam inter-
section with the White Horse Pike, and his place of
imsiness is about half a block from the pike, requiring
a left-hand turn at the intersection if you are headed
toward Atlantic (Uty.)

We know that ho will be glad to see any of his
friends who happen to be rolling down the White Horse
Pike, and if by chance they should be out of cigars,
cigarettes or smoking tobacco in the vicinity of Egg
Harbor Citv, N. J., they now know a place that has
"Welcome'** on the door and where their supplies may
bo replenished.

HE sudden death of Enrique Pendas, general
manager of the E. Regensburg & Sons factory
in Tampa, Fla., this past December, reminded
us poignantlv that **Time Marches On." And
it brought with it a 'flood of memories. There was a
time when the tide of business activities brought us in
close contact with Mr. Pendas, and we have many
happy recollections of our visits with him. In that
period he was manager of the several factories of the
American Cigar Company in Tampa. And during
one of many interesting conversations with him, he,
in his peppery manner, blasted us with a statement
that we will never forget. It was something that may
well be set down as his tribute to the Tampa cigar
manufacturers and Tampa cigarmakers.

We were in conversation with him in his office in
the El Principe de Gales factory, as we remember,
when a phone call made it urgent for him to go to the
M. Valle y Ca. factory. He invited us to accompany
him, and we were happy to do so.

After he had disposed of the important business
on hand, he took us to the packing room. It was late
November and the fine sizes for the holiday trade were
being hurried to their destination. With the pride
which was a part of him, and rightfully so, he showed
us one special size after another made for exclusive
clubs, expensive hotels and the private humidors of
wealthy men of the land.

Among our errands in Tampa was the matter of
discussing with the cigar manufacturers the question of
the standardization of cigar sizes. (We had gone to
Tampa direct from Washington, and the Bureau of
Standards of the Department of Commerce had placed
this baby in our lap enroute.)

As one beautiful size after another was flashed
on our vision by Mr. Pendas, it occurred to us that
this was just the proper time to bring up the subject
of the standardization of cigar sizes.

(We are of the opinion now that no moment would
have ever been opportune to bring up the subject of
the standardization of cigar sizes with Mr. Pendas.
And, certainly, the moment that we chose proved us
to be the world's worst **guesser.")

Just at that moment Mr. Pendas was exhibiting a
))()x of clear Havanas of an unusual size which he said
was part of an order of twenty-five hundred cigars for
a wealthy Clevelander. They were in Class E with
plusses.

When we raised this question of standardization,
he turned on us with all of the fire of the Asturias
flaming from his face and eyes, and said with high
si)irit, **We cigar manufacturers and cigarmakers of
Tampa are artists, not mechanics. We are making at
this moment one hundred and eleven sizes and if we
get the orders and ideas for more unusual sizes we will
make two hundred and eleven sizes!" (It seemed a
coincidence that the headquarters of the American
Cigar Company were at 111 Fifth Avenue, New York
City.)

We were sincerely sorry to learn of the passing
uf Enrique Pendas. He was not only a pioneer cigar
manufacturer in Tampa, but one of the most outstand-
ing as well. He was indeed, an artist in the produc-
tion of fine cigars, and fine sizes, and of those pioneers
in the cigar industry in Tampa who have been gath-
ered to their fathers, we think of only one who seemed
to us to be his equal.

OSSIBLY as far back as 1917, The Tobacco
World launched a campaign to interest cigar
manufacturers in the use of machinery in the
production of cigars. This publication was
the first and for sometime thereafter, the only trade
journal in the tobacco industry to advocate mechanical
facilitating devices to reduce cigar production costs.

The TOBACCO WORLD (established 1881) Is published by Job-co World Corpo.at^^^^
Gerald B. Hankins. Secretary. Office. 236 Chestnut Street. Pi»»|^«lP^^' f *J"?o^^^^^ year. Entered as secondnrlass mad matter,

able only to those engaged in the tobacco industry. $2.00 a year 20 «o^ » "Py* 3 j 0% ' ^
DeceSTl^r 22 1909. at the Pott Office. PhiUdelphia. Pa., under the Act of March 3. 1879.

Late.- we made some pointed suggestions in the direc-
tion of Tampa.

Most of this sineere editorial matter relative to
meehanizin- the ei-ar industry had appeared before
onr feeble attenipt to get Mr. l>endas interested m
the standardization of cigar sizes.

\t that time the machine idea was distasteful to
Mr Pendas and he, as well as many other Tampa man-
ufacturers, took strong exceptions to the policy of The
ToB ceo Woi^LD on this subject. We have often though
since that interview, that his concluding words, not
mechanic ,•' was intended to put us in our place for
haW;;rotrended his high ideals in the matter of gen-
uinelv hand-made clear Havana cigars.

But be that as it may, he was one grand gentle-
man, and indeed a complete master of the career which
he had chosen for himselt.

irm activities in Tampa extended tar lieyond the
borders of cigar manufacturing Some way, ^"^^Jj^^*
he alwavs could find time to do something for some-
one else; as Tampa cigar manufacturers, ^^"f^"^^^
ers, and organizations of every interest which touched
him personally, will testify.

While the life of Enri-iue Pendas may not have
reached his own ideals, he leaves behind him a record
of achievement that competitive posterity will hnd hard
to equal.

brands of cigars that are made in a miniature size for
the delectation of the ladies. And moreover we learned
in the same breath that the sale is increasing.

We learned that clubs are selling them tor hus-
bands to take home to their wives; that bachelors are
uvi o theni for their sweethearts; and that certain ex-
clusive ladi<'s' clubs are ordering them in larger quan-
tities each month.

All of which goes to prove that no matter how thin
olass is, vou can always break it with an axe.

FTEH five vears of al)stinence we were lured
into a uam'e of bridge the other night. The
conversation tinally drifted around to the sub-
joct of the ciirar business. And the hostess
said it should he perking up because women wore smok-
•m<r eii^rars. She admitted that during the rhristmas
hobdavs she had smoked a number and trankly stated
that siie liked them. It seems a friend ot liers had a
special size of cigars for ladies, and passed them
around at bridge games. The brand name which she
told us indicated an imported clear Havana cigar.

We have been <piite skeptical for a long time about
the contemplated era when women would smoke cigars.
However, right at this moment we will have to draw
down, and wait and see what happens.

It occurs to us that some years ago Lillian Russell
had a special size cigar made for her in Havana by
Henrv Clav and Bock y Ca. The size was named
Lillian, Imt* as an imported cigar it was too expensive
for wide exploitation, although it did attain some dis-
tribution. The lady has been in Valhalla tor some
vears but the size goes on.

And then we thought back about a banquet at which
the ladies were ])resented with a box of cigars made
for their use bv the companv now nationally known as
DeisebWemmeV-CHlbert. This was six or seven years
a^ro and tin' reaction did not indicate that this particu-
lar group of ladies would ever be confirmed cigar
smokers.

But to get back, following our disastrous adven-
ture in bridge we found inquiries from iXMnts as far
distant as a thousand miles asking about cigars for
ladies. There were four inquiries, to be exact.

We, quite naturally, i)ursued the subject and were
rewarded with definite evidencx? that the ladies are
smoking cigars. As a nuitter of fact we found two

[IT seems that women are not only going in for
cigars but for pipes also, if we are to take
stock in a squawk emitted by a columnist in the
Daily Pennsylvanian, student publication ot
the Universitv of Pennsylvania. -We don't mind
Z.L smoking," he writes, ^biit we do object to their
usurping our one and only wall ot reserv-e The pip
I the embodiment of all that is manly. It is a have
when rest is re«piired. A thick cloud ot smoke is all
that is needed to repulse the slightest feminine ad-
vance."

The writer then si>oke of a pipe tobacco advertise-
ment in the Bnuif'tt Ni irs, the women's college publi-
cation, and commented: ''The Bennetts want to smoke
pipes, do thev? They wish to get one step further m
ruimlng this old world, eh? Well, who are they going
to blame now for smelling up their curtains! '

Ron?

HAT ever became of that brash young feller
who used to write those rollicking pieces about
. the jovs of l*rince All)ert tobacco and your
jimmv'i)ipe?" asks llu* Copy Cub in his smooth
ii^u"h'Pro()fs" column in Advcrtism<] Age. Not to
give Copv Cub a short answer, that -brash young
feller" was, at last reports, on the J»acilic Coast. H
"brash" is not taken in the senso of hasty-tempered,
impetuous, saucv, bold, or impudent, but rather in the
extended meaning of daringly original, and it -yomig
is intended to describe youthfuliiess of spirit, with no
reference to calendar vears, then the subject of the
inquirv is, more likelv than not, still justifying that
description with the new ideas he is injecting into ad-
vertising copy emanating from California.

Theodore B. Creamer, creator of the jimmy pipe
copy for Prince Albert and of the accompanying char-
acter portraits so well rendered by the late Fred Mor-
gan, may trulv be said to have blazed the trail for a new
advertismg technique. Others before him had used
slang, but -Dorv" Creamer was among the first, if not
the very first, to* introduce the vernacular into national
advertising. He had an ear attuneil to the catchiness
of colloquialisniH in conversation and an eye that
caught **naturals" in private letters. Everything was
grist that came to his mill. His jimmy pipe stuff was
good because it was the common language of the time.
He had previously been in at the horning of much
of the exploitation through which the automobile was
graduated from its horseless carriage diapers. He was
an active figure in sponsoring dirt track races, en-
durance runs and contests of all kinds, making news

TAf Tobacco WorU

nbout the young industry. He was a leading spirit in
t founding otMhe Quaker C^ity Motor Club, prompter
of automobile cmnpetitions of all kinds, notably the
f.unous Fairmouiit Park races, Philadelphia's counter-
mart of the Vanderbilt (Hip contests. lie was also ac-
tive in the early days of the Poor Richard Club, inter-
nationally known organization composed ot those who
nlake, buv and sell advertising.

If vou wondered what caused (V)py Cub to raise his
question alK)ut the "brash young feller," you would
lave had the answer on another page of the saiiie issue
of A^Jrrrtisim, Affr. It was a news story, relating hat
the K J Hevnolds Tobacco Company, pitting a try
t went v" campaign against an ingenious package devel-
coed i)v American Tobacco Company, is again promot-
ing Prince Albert with the slogan, famous a score ot
vears ago, ''The national joy smoke."

\fter tests in selected territory, Prince Albert
copv has been released to a large list of general in aga-
mies and farm papers by William Esty & Co. "Smoke
twe\ tv fragrant pipefuls of Prince Albert " urges the
coDv ' -If vou don't find it the mellowest, tastiest pipe
o bacco vou ever smoked, return the tin with the res
of the tobacco in it to us at any time withm a month
and we will refund full purchase price plus postage.

On the other hand, American Tobacco (Company
is putting its thunder to work for Half and Half, assert-
ng thcrt is no bite in either the tobacco or m the
-tdescope tin," which "gets smaller and smallei as
its contents are used. "No bitten fingers as you reach
for a load, even the last one," says copy prepared b>
N. W. Ayer & Son.

Thoughts on the longevity of a good advertising
phrase are inspired by this continued use of the na-
ional jov smoke," originated almost a quarter of a
centurv ago. And reflections on the state of flux which
characterizes the advertising industry itself are
pronn)ted bv the present use of the slogan ma pipe
tobacco battle wherein the opposing agency. Ayer, is
the one for which "Dory" (^reamer wrote his famous
''national joy smoke— jimmy pi|>e" copy.

F vou get around at all, you must have heard
th.» storv, told with a wealth of circumstantial
detail alMHit the slogan ';Be Hapi)y-Oo
Luckv," for which the Anieiican TobaccM> Co

is alleged to have paid ^KMMHI, or ^^•M^^^*;/^^.^^ !^^
(deiKMiding on who is telling the story) to the bri liant
gllnius wlm originated it. This is to tell you it you
don't know it already, that you can In^t Uie whole thing
is a fairv tab' and that the American Tc»bacco people
will never use it in their advertising. But you will be
»loing vour gocnl deed for the day it you lefiam
from asking American Tobacco about it, because
thev have been bothered so much answering ques-
tions about this foolish tale that they see red now
when aiivbodv brings it up. .lust the same >ou
will be interested in the following reiJort from tnrt>nir
Magazine about that and other wild stories going the
rounds from time to time about tin; alleged naivete
of the big cigarette companies in forking over tabuKms
sums for such slogans :

For nianv vears the R. .1. Hevnolds Tobacco Co. has
sixmt a goocrak! of its patience denying the tale about

Febrmary t, 1936

the advertising slogan that cost them $10,000. The
slogan was supposed to run: "In Ancient Times
Camels Carried Wise ^Men." And it was supposed to
be doubly effective because it would be no trouble at all
for the flattered i)ublic to understand immediately what
the converse of the saying was. Reynolds used to re-
ceive thousands of letters a year offering the slogan
for fairly huge sums. But it never liked the slogan and
never used it— although one elaboration on the legend
insisted that the only reason Reynolds didn't use it was
because it discovered that an important competitor was
uetting readv to combat the campaign with a slogan:
"In Modern Times, Wise Men Carry Luckies."

Anvwav, it is now Lucky Strike's turn to be
plagued bv'a slogan legend, which has lately been re-
tailed vigorouslv all over the country. It runs, with
any number of variations, like this. American Tobacco
gets a letter offering a four-word slogan for Lucky
Strikes for, of all sums, $10,0fK). American Tobacco
sensiblv ignores the letter but a couple of weeks later
it gets another saving that the price of the four words
is now $15,()(K). 'still, American Tobacco deigns to
make no replv and a couple of weeks later is informed
that the pricJ is now $25,000. By the time a few more
fortnights have elapsed and the price is up to $50,000,
American Tobacco can no longer restrain either its
curiosity or its purse strings. It plunks down $50,000
in the form of a postdated check and discovers that the
slogan is "Be Happy— Go Lucky." Immediately,
cve'i-yone from President George Washington Hill down
burs*ts out with loud Eurekas and expansive plans for
double-page ads in four colors in all magazines.

A very good wav to enrage American Tobacco or
Lord & Tliomas, its advertising agency, is to ask when
thev plan to use this fine, expensive phrase. After a
disi)lav of evident annoyance plus, they will say that
thev liave had the slogan in their files for years, used
it brieflv once but, so help them James B. Duke, never
will agmn. The letters suggesting the slogan— or
threatening suit if it is used without compensating the
undersigned who thought of it years ago— flow m at
least a dozen a week. As if this wasn't bad enough,
there has recentlv been a new influx of letters suggest-
in-^ another unwanted Lucky slogan. These latter let-
ters invariablv are accompanied by sketchy illustra-
tions showing' Sutter's Creek mid a bunch of bearded
miners all working happily in the shade of the slogan:
-Gold was the forty-niner's lucky strike. This is your
Luckv Strike." American Tobacco discarded that
idea Vears ago as too obvious, although it has a sneak-
ing suspicion that it was some idea of the kind that
inspired the original name. Lucky Strike No one
knows for certain today where the cigarette's name did
come from.

There is, while we're on the subject, another sort
of letter that annovs American Tobacco. It comes with
an em])tv package of Luckies attached and requests
that Luc-kv Strike send the deed to the house and lot
or the $25;<MK) or the new Duesenberg to the wTiter who
bought a package of Lucky Strikes (enclosed) with the
luckv number on it. How the old wives tale of thi.
luckV number starts, American Tobacco doesn t know.
But'everv so often it sweeps through a whole com-
niunitv oV state and American Tobacco figures it has
lost hundreds of customers by having to mtorni them
that it isn't a luckv number but simply a serial number
printed on the package so that it can be traced back
to its machine and wrapper.

Camels Boosted Reynolds Profits

HE R. J. Reynolds Tobacco Company, first of
the large companies in the industry to report
its earnin£?s for 193:3, shows in its annual state-
ment net ^earninirs totalling $23,896,398.72, or
$2.38 per share, compared with $21,536,894.08, or $2.15
per share, in 1934.

The good showing of the company, in spite ot
higher leaf costs and processing taxes, is attributed to a
greatly increased demand for Camel cigarettes.

The balance sheet as of December 31, 1935, shows
total assets of $153,904,654.61, with undivided profits of
$42,495,154.60. The company's cash and government
security holdings dropped during the year from $34,-
161,950 to $19,250,321. This is explained by the^ large
increase in inventories, which increased to $98,655,894.

Accompanying the financial report to stockholders
was a letter from James A. Gray, president of the
company, which reads in part :

**In 1935 cash dividends of $3.00 per share were
paid as during each of the five preceding years. The
directors have deemed it proper to continue dividends
at this same rate in view^ of the amount in the Undivided
Profits Account when considered in relation to the
Company's position in the matter of net current assets.

*'The continuing strong and liquid financial condi-
tion of the Company at Dec. 31, 1935, is set forth
in the accompanying Financial Statement. Current
assets at that date amounted to $126,921,914.05, includ-
ing cash and Government securities of $19,250,321.23,
compared with current liabilities totalling $9,070,025.51
consisting entirely of accounts, accruals for taxes, etc.,
not due, net current assets being $117,851,888.54. The
Company's investment in leaf tobacco is substantially
higher than at the close of the previous year and repre-
sents a well-balanced inventory of choice grades of
tobacco suitable for use in its various products.

"A reserve for contingent carrying charges, for-
merly classified with Reserve for Contingencies, has
during 1935 been applied against inventories. This
cliange in classification, which resulted in the reduction
in the item of Reserves on the Financial Statement,
had no effect upon the earnings of the Company.

"The number of stockholders of the Company has
again shown a substantial increase, the total at the end
of 1935 being in excess of 52,000 and including residents
of every one of the forty-eight States.

''Because of the character of the Company's
]>riiicipal assets, including its increased invento-
ries, and from the viewpoint of its capital set-up,
it is possible to be complacent in the face of the
currently discussed possibility of some type of general
inflation of prices or values. Should inflation occur to
the extent predicted by some, one of the first effects
of it n odoubt would be higher prices of unmanufac-
tured commodities and other materials. In such event,
the Company's large and currently increasing inven-
tory of leaf tobacco would presumably benefit commen-
surately in that it w^ould be owned at pre-inflation
prices, and, as the Company has no outstanding pre-
ferred stock or bonded debt, all results of enhancement
of values would, of course, be reflected directly on its
common stocks, which represent the entire ownership
of the (^ompany.

"The officers and employees of the Company feel
sure that the stockholders will share with them their
profound regret at the death of Mr. Bowman Gray,
Chairman of the Board of Directors of the Company
since May, 1931, and prior to that time President for
many years, whose death on July 7, 1935, terminated
nearly forty years of loyal and devoted service to the
Company.**

STANDARD BUYS AXTON-FISHER

HE Standard Commercial Tobacco Co., Inc.,
took up its option on 80,000 shares of the Axton-
Fisher Tobacco Company's common B stock
on January 9th and thereby obtained control
of the latter company. Ery Kehaya, president of the
Standard Commercial Tobacco Co., on January 10th
w^as elected chairman of the board of directors of
Axton-Fisher, and Maurice Amado and Edgar Grayson
Weymouth were elected vice-presidents and directors.
Mr. Weymouth was sales manager of the Liggett &
Myers Tobacco Co. for fourteen years and was vice-
president and director of the P. Lorillard Cornpany
for nine years. Mr. Amado has been an executive of
the Standard Commercial Tobacco Co. for fifteen years.
E. D. Axton remains as president of the Axton-
Fisher Tobacco organization and Edwin J. Helck con-
tinues as vice-president. All other key men of the com-
pany remain in their present posts. Other additions
to the management of the board of directors will be
announced later.

William Harold O'Brien has been elected a direc-
tor of the Standard Commercial Tobacco Co. and will
serve as an advisor on manufacturing problems for the
Axton-Fisher Tobacco Co. Mr. O'Brien %vas an asso-
ciate of James B. Duke in the old American Tobacco
Co. and was in charge of manufacturing for that com-
pany for many years, serving as a vice-president and
director of that company.

LEADING TOBACCO ADVERTISERS

Six manufacturers of cigarettes were among the
fifty-one leading advertisers checked in 123 general
magazines during 1935. Nine manufacturers were
listed among the 148 biggest buyers of time on the
air from the National and Columbia networks and the
Mutual System. And four cigarette manufacturers
were included in the fifty heaviest investors in five IM^
tional and thirtj'-one State and sectional farm papers.
The following tabulation, showing how the eleven man-
ufacturers in this industry allocated their advertis-
ing appropriations in these three classes of media, has
been compiled from tables prepared by the Publish-
ers' Information Bureau, Inc., New York.

Reynolds Tobat' ' •
American Tobatin t >>.

Liggett & Mver^

P. Lorillard C<.

Philip Morri<

Axton-Fisher Tobacco

Co ,

Brown & Willianision

Tob. Corp.

r. S. Tobacco Co

General Cigar Co

Consolidated Cigar Co.
I^rus & Bro

Tutab .......

Xfagazines

$2,357,196

1.610,19.1

797,519

500.778

479,010
451.453

Radio* Farm Aipers

772.236
640,148
729.447
178.509
508.894

27.1.273

232.645

76.710

40,237

$151,746

81.547
194.694

11.250

Total

3,^1,178

2,331,888

U21,ri60

679.287

508,894

479.010

462,703

273.273

232.645

76.710

40,237

$6.1or,.U9 $3,452,099 $4.39.237 $10,087,485

MIA.

£)nibAt)El2

BAYUK BUSINESS BRIEFS

D. COLEMAN, Bayuk territorial manager, on
his initial trip through Northern Wisconsin,
reports demand very encouraging on Bayuk
cigars. Plans are being made for effective
promotional assistance with jobbers. . . . Barrow,
Penn & Co., Roanoke, Va., are keeping up their steady
stride on Bayuk cigars and recently had assistance
from F. L. Brumsey, Bayuk salesman, in an effective
campaign to augment the nice business already devel-
oped. . . . G. L. McGreevy writes factory that Bayuk
Phillies are on the increase in Hinton, W. Va., terri-
tory, where distributed by the McCreery Wholesale To-
bacco Company. A campaign, now under way, is result-
ing in greater distribution and additional outlets on the
brand. . . . J. J. Uuger, Bayuk salesman, just finished
an intensive drive in the Utica, N. Y., market with sales-
men of the Scranton Tobacco Company, Inc., author-
ized distributor. The brand is reported enjoying a
strong consumer demand. . . . Despite zero weather
—plenty of snow and drifts— W. H. Schulte, Milwau-
kee territorial manager, and salesmen of D. Kurman
Company, Bayuk distributor at that point, are over-
coming all obstacles in their objective to service deal-
ers with Bavuk Phillies in the Milwaukee district.

PENT, V. P.; F0N8BCA, S. HL

Two important changes have been announced in
the organization of the Penlo Cigar Co., Inc. Howard
F. Pent has been elected vice-president and F. E. t on-
Mca, Jr., has been appointed sales manager.

The new vice-president has been in charge of the
manufacturing department He has a reputaUon as
an expert in the selection and processing of cigar leat

tobaccos, , .J A J

The new sales manager was formerly president and
-•< iieral sales manager of the Fonseca Co. He has had
a wide experience in the promotion of cigars. That he
is no V»ench manager was evidenced by his immediate
.lump to the firing line out in the territory as soon as
his appointment was announced.

♦The radio figures represent the cost of time only. They do im^
include production and talent cost.

Tkt Tobaeeo World

HabaneUo, Spencer Morris and Speneer Morns
Sports are seen more frequently as far South as the
Carolinas these days, as a result of a recent trip
tlirough that territory of Dave Abrams, of G. Zifter-
blatt & Co.

Fehmary t, jgj6

G. H. P. JOTTINGS

HAT gain of nearly 167 million cigars during
1935, bringing the total that much closer to
the five billion mark for U. S. cigars alone,
and actually passing that figure when the Porto
Rico and Philippine units are added, has been the
source of much rejoicing in the offices of G. H. P. Cigar
Co. As Sol Bernstein, assistant sales manager, put
it, the grand total of 5,031,335,754 cigars for the year,
when broken down, meant nearly 14 million cigars a
day. **And that means,'* he added, **that cigar smok-
ing is on the increase." . . . 1936 has made a good
start, to the tune of gratifying orders, indicating that
the dealers have been successful in selling their un-
usually big holiday commitments. ... A recent visi-
tor was Henry Gunst, of the Cliff Weil Cigar Co., Rich-
mond, Va. He was highly enthusiastic over the 1936
outlook. . . . Mr. Bornstein had the sad duty last
week of attending the funeral, in Pittsburgh, of Mrs.
Joseph F. Ward, wife of the company's factory rep-
resentative. She succumbed to injuries sustained when
she was struck by a truck.

B. C. Jessa headquartered at Yahn & McDonnell's
lor a few days while he looked over the situation in the
interest of Heine's smoking tobacco.

Herman Abrams felt the call of the Southland and
i^ot as far as Baltimore and Washington, at least, in
his indefatigable exploitation of the Medalist brand.

John McGuertv left on Wednesday for Cuba on
business for the Romeo & Juliet factory. The sub-zero
weather in the States had absolutely nothing to do
with the trip.

But it probablv was that same sub-zero weather
that chased Harrv'Tint to Miami, and thence to Ha-
vana. Do we need to add that business is good at
Harry's Burlington Arcade store!

We didn't have to take I. White's word for it that
business has been extra good for John Wagner and
Sons. Not many visitors around the place these days,
most of the regulars having trekked to Florida and
other warm spots during the cold snap. Wagner s
Dainties and Monticellos are going over very big, re-
ports Mr. White.

Cigars Decline in Dec; Cigarettes Up

HE followini»' comimrativo data of taxpaid prod-
ucts, indicated by the monthly sales of stamps,
are issued by the Bureau for the information
of representatives of the several industries,
trade journals, etc. (Figures for December are subject
to revision until published in the annual report or, on
liquors and oleomargarine, until published by the Alco-
hol Tax Unit and the Miscellaneous Tax Unit) :

— December —

Products
Cisrars (large)

^ Class A .

Class B .

Class C .

Class D .

Class E .

1935

Xo.
No.
No.
No.
No.

263,570,080

4,313,863

42,090,342

2,626,072

373,456

1934

261,698,390

5,543,950

46,742,866

3,096,660

481,576

Total 312,973,813 317,563,442

Cigars (small) No.

Cigarettes (large) ..No.
Cigarettes (small) . .No.
Snuif , manufactured . lbs.
Tobacco, manuf t 'd . . lbs.

8,933,920 8,772,533

280,268 217,300

9,840,823,290 9,209,839,473

2,904,780 2,675,919

20,191,573 20,032,813

Tax-paid products from Puerto Rico (not included
in above statement, were as follows :

Products
Cigars (large) :

v^iass A. ^\Oa

Class B No.

Class C No.

Class D No.

Total

— December
1935

3,555,650

104,400

49,750

3,709,8<X)

1934

3,503,225

7,150

71,200

1,000

3,582,575

Cigars (small) No. 100,000

Cigarettes (large) . . No. 20,000

Cigarettes (small) ..No. 160,650 300,000

Tax-paid products from the Philippines (not in-
cluded in above statement) were as follows:

— December —

Products

1935

1934

Cigars (large) :

Class A No.

13,590,610

24,206,220

Class B No.

6,330

53,460

Class C No.

40,706

1,140

Class D No.

Class E No.

Total

13,637,646

24,260,8^

Cigars (small) No.

9,000

Cigarettes (small) ..No.

155,150

133,1^

Witiidrawals for Past Decembers

1920 506,126,135

1927

. 393,006,532

1921 463,663,809

1928

. 411,910,434

1922 561,041,853

1929

. 410,862,907

1923 491,358,758

1930

. . 349,635,250

1924 511,276,573

1931

. 304,531,411

1925 473,336,217

1932

. . 254,135,965

1926 464,575,489

1933

. 276,690,240

Internal Revenue Collections for the Month of

December

Source of Revenue 1935 1934

Cigars $818,012.06 $868,364.45

Cigarettes 29,525,152.77 27,632,009.86

Snuff 522,860.44 481,665.48

Tobacco, chewing and

smoking 3,634,643.04 3,606,035.42

Cigarette papers and

tubes 101,263.16 76,337.68

Miscellaneous, relating

to tobacco 3270 48.37

Collections From Agricultural Adjustment Taxes and

Tobacco Sale Tax

Total from.
Month of July 1, 1935

Commodity Dec, 1935 (Fiscal year 1936)

Tobacco (tax effective
October 1, 1933) :

Processing tax $1,419,515.62 $12,748,136.03

Import compensat-
ing taxes 7,775.52 52,856.10

Floor taxes 886.97 13,235.40

8

Total, tobacco . . . $1,428,178.11 $12,814,227.53
Tobacco sale tax $ 257,586.54 $ 763,779.50

STANDING OF STATES

IIE leading States in the production of the va-
rious types of tobacco products during the
calendar year 1934, together with the respec-
tive percentages of the total production for
which they are accounted, are shown below:

Cigars: Pennsylvania, 3907 per cent.; Florida,
11.93 {)er cent.; New Jersey, 11.15 per cent.; Ohio, 5.60
per QGwX. ; New York, 5.54 per cent. ; Michigan, 5.07 per
cent.; Virginia, 4.13 per cent.; South Carolina, 2.92 per
cent. ; West Virginia, 1.88 per cent. ; Indiana, 1.67 per
cent. Aggregate, 88.96 per cent.

Small Cigars: Virginia, 88.63 per cent.; North
Carolina, 88.93 i^er cent. Aggregate, 97.56 per cent.

Cigarettes: North Carolina, 53.59 per cent.; Vir-
ginia, 29.45 per cent.; Kentucky, 9.47 per cent; New
Jersey, 3.89 per cent. ; California, 2.74 per cent. Aggre-
gate, 99.14 per cent.

Large Cigarettes : Kentucky, 96.60 per cent. ; New
York, 1.76 per cent.; North Carolina, 1.08 per cent.
Aggregate, 99.44 per cent.

Plug: North Carolina, 58.76 per cent.; Missouri,
32.28 per cent. Aggregate, 91.04 per cent.

Twist: Missouri, 38.68 per cent.; Tennessee, 31.85
per cent. ; Kentucky, 27.15 per cent. Aggregate, 97.68
per cent.

Fine Cut : Illinois, 49.89 per cent. ; Michigan, 23.85
per cent. ; Virginia, 13.53 per cent. ; Ohio, 7.94 per cent. ;
Pennsylvania, 3.51 per cent. Aggregate, 98.72 per cent.

Smoking and Snuff (Combined, including Scrap
Chewing) : North Carolina, 31.42 per <^nt. ; Ohio, 17.01
per cent. ; Kentucky, 12.02 per cent. ; Illinois, 9.30 per
cent.; Virginia, 7.60 per cent.; Tennessee, 6.09 per
cent.; Missouri, 4.25 per cent.; New Jersey, 2.89 per
cent. ; West Virginia, 2.84 per cent. ; Mchigan, 2.51 per
cent.; Pennsylvania, 2.02 per cent. Aggregate, 97.95
per cent. — Tobacco Merchants Assodaiion,

Tk* Tobacco World

Fchnt»y I, igjd

News From Congress

_ 'AND

F E D E R A L

Departments

EGrlSLATIOX designed to curb '*big business'*
took the forefront in Washington last month
with the introduction in Congress of several
bills to bring this about and announcement of
the formation of the Independent Business Institute to
work for state legislation. A measure taxing chain
stores in the District of Columbia, designed to serve as
a ''model" for adoption by the states, was introduced
in the House of Representatives by Congressman
Schulte of Indiana. Also introduced in the Senate was
a bill by Senator Borah of Idaho to outlaw price ^vars
and tighten the anti-trust statutes, and other bills, in
the Senate by Senator 'Wlieeler of Montana, and in
the House by Representative Rayburn of Texas, to
expand the Federal Trade Connnission's authorityl
over competitive practices and speed up its procedure.
The Independent Business Institute was formed
by a group of distributors in trades in which produc-
ers control distribution, to w^ork for the enactment of
state legislation prohibiting foreign corporations from
transacting intrastate business.

Cj3 Cj] Ct3

ROPOSALS of the Administration for the
adoption of new taxes, seen necessitated as a
result of the invalidation of the agricultural
adjustment act processing taxes and the en-
actment of the bill for immediate payment of the vet-
erans' bonus, will be bitterly opposed by members of
Congress who next fall will have to go before their
constituents for re-election.

Evidence of this opposition appeared last week
when it became knowTi that members of the House
Ways and Means Committee — Democrats as w^ell as
Republicans — had made agreements among themselves
to fight any new taxes. All revenue legislation must
have the approval of this committee.

Unless President Roosevelt makes new tax pro-
posals formally a part of his New Deal program, it is
not believed the committee will consent to sponsor any
new levies this vear.

Although President Roosevelt's budget message
indicated lie would seek no new taxes, tlic Supreme
Court decision on AAA, rendered as tin- message was
being read in Congress, and the passage of the"" bonus
measure threw the budget badly out of line. Appear-
ing before a Senate committee last month, Secretary
of the Treasury Morgenthau revealed that the Gov-
ernment would probably have to raise some $11,300,-
000,000 ill new revenue diirini,^ the coming year.
to

CURT test of the constitutionality of the recip-
rocal trade agreement act is planned by a
Raw Materials National Council now being
formed in Washington. Representatives of
each line of raw materials affected by the recently con-
summated foreign trade agreements will be invited to
serve on the national council, it is declared by J. Car-
son Adkerson, president of the American Manganese
Producers Association, who is heading the movement.
"Our economic system is organized to enable man-
ufacturers to sell in a protected market and buy their
raw^ materials in an open market," Mr. Adkerson said.
"We intend to challenge that system and demand tariff
equality between raw materials and manufactured
products.

"Through reciprocal trade agreements, tariffs on
American raw materials are being bartered away and
advantages given to manufactured products. Products
of the farms, mines and forests generally have been
adversely affected by this policy. Unless this practice
is checked all products of the ground, which are pro-
duced largely by unskilled labor, will come increas-
ingly from foreign countries."

CJ3 CJ3 Cj3

PPROVAL of unemployment compensation
laws enacted by Alabama, California, New
Hampshire, Oregon, Wisconsin and the Dis-
trict of Columbia was announced this month
by the Federal Social Security Board. The effect of
the board's action will be to give to members of the
tobacco trade and other employers in those states who
are subject to the Federal payroll tax under the un-
employment insurance provisions of the national social
security act the privilege of offsetting against the Fed-
eral tax, up to 90 per cent, thereof, the amount of
their contributions to the state unemployment com-
pensation funds.

Cj3 ttl tt3

M MEDIATE repeal of those provisions of the
social security act pro%'iding for the payment
of payroll taxes will be urged upon Congress
ill the near future by the National Federation
of Tax Service Associations, representing several thou-
sand corporation members throughout the United
States. Similar petitions will be filed with the legis-
latures of states which have adopted state unemploy-
ment insurance laws.

{Continued on Page 14)

Pick & Pat

in ''PIPE SMOKING TIME

with "DILI'S BESr ORCHESTRA and

THE FOUR "MODEL" SMOKERS

MMOINa SONOS MIN UKI

C. B. S. COAST-TO-COAST— MONDAY NIGHTS

For Hm« of Ihtt pepwior program »•• •y*.
ning radio progroNU in your local nawspopor

TUNI IN WITM TNI INCIiASmO SALB OF

AMERICA'S FASTEST GROWING BRANDS

DILL'S BEST and MODEL TOBACCOS

Total Cigars Pass 5 Billion Mark in 1935

( 'i^ars :

Class A —

United States
Puerto Rico .
Philippine Is.

Calendar
Tear 1935

4,169,543,500

57,684,900

206,783,295

+ Increase

— Decrease

Quantity

+ 240,421,255

— 508,150

— 2,479,300

Total 4,434,011,695 + 237,433,805

Class B—
United States
Puerto Rico .
Philippine Is.

Total

Class C—

United States
Puerto Rico .
Philippine Is.

Total

Class B—

United States
Puerto Rico .
l*hilippine Is.

Total , .

Class E—

United States
Puerto Rico
Philippine Is.

. Total ..

65,568,553
1,735,950
339,014

+ 7,541,437

— 113,600

— 173,620

67,643,517 -f 7,254,217

485,676,748
635,300
234,350

486,546,398

38,M9,928

2,500

34,808

— 79,692,792

— 154,750

— 8,766

— 79,856,308

— 2,135,513
+ 31,058

38,547,236 — 2,104,455

4,585,218

• ••*••

1,690

-f- 556,972

~ 660

• « • •

4,586,908 +

^6,312

rii

Tkt Tobacco World

Total All Classes:

United Btates
Puerto Rico .
Philippine Is.

Grand Total

February t, 1936

4,763,883,947

60,058,650

207,393,157

+

166,691,359

776,500

2,631,288

5,031,335,754 + 163,283,571

Little Cigars :

United States . . 179,233,028

Puerto Rico 2,450,000

Philippine Is. . .

Total 181,683,028

Cii^arettes:

United States . . 134,607,741,257
Puerto Rico .... 3,468,590

Philippine Is. . . 1,655,330

— 42,178,358
+ 60,000

— 16,800

— 42,135,158

-f 8,996,052,504

— 706,830

— 372,890

Total 134,612,865,177 + 8,994,972,784

Large Cigarettes:

United States .
Puerto Rico . .
Philippine Is. .

Total

2,588,423

320,000

6,300

2,914,723

— 85,582,116

— 156,000
+ 6,100

— 85,732,016

Snuff (Lbs.) :

All United States 36,076,434 — 1,087,736

Tobacco Mf rd. :

United States .. 304,249,609
Philippine Is. . . 6

— 2,853,683

— 22

Total 304,249,615 — 2,853,705

STATE CIGARETTE TAXES
(Per Package of 20.)

One cent — Washington.

Two cents — Arizona, Connecticut, Iowa, Kansas,
Ohio, Utah, Pennsylvania.

Three cents — ^North Dakota, Oklahoma, South Da-
k<»la, Texas.

Four cents — Louisiana, Tennessee.

Five cents — Arkansas.

One cent for each five cents retail price — Alabama,
Mississippi, South Carolina.

Ten per cent, of retail price — Georgia.

u

General Made Garrison Finish in 1935

ALES by Gciu'ral V'liXiw ( '(Uiipany, in the final
three months of 1935, ran ahead of the like
period of VXU, reversini-' the trend of the pre-
eeding nine months, when sales had heen less
than in the corresponding period of the previons yeai\
^y\n\Q Jannarv is normally a small month in point of
ei^-ar sales, ^vith Christmas eigais shewing down the
nsual demand, the indications derived from the early
davs this month are for continued good business dur-
in^**- the first quarter. In the first quarter of i;)35, Gen-
eral Cigar earned $323,995, or fifty cents a share on
472,982 common shares.

Earnings by Quarters
For all 1935, earnings will pro])ably be roughly
25 per cent, less than the $4.19 a common share earned
in 1934. For the iirst nine months of 1935, General
Cigar earned $l,159,2(i2, or $1.89 a common share,
against $1,706,825 or $3.05 a common share in the first
nine months of 1934. Fourth quarter earnings last
year should bring the common share earnings up to
roughly $3.10 a share.

"Oii February 1st, this year, a reduction in the im-
port duty on Sumatra to]>acco becomes eiTective, with a

further cut scheduled for later in the year. General
(M<'ar owns a considerable stock of Sumatra tobacco
hefd here under bond. Tiie saving in the duty on this
tol)acco alone will amount to $300,tK)0.

A i)Ossibilitv that last year's earnings may be
lifted above the'$3.10 figure exists in the company's
cliances for obtaining refund from the courts of the
money deimsited to cover the ])rocessing taxes, says
the Wall Street JonruaL Since early summer the com-
jianv deposited $255,(M)(l with the Court, under an in-
junction restraining its collection by the Court.

The processing tax payments, which the company
had been making, ran from* seventy-five to eighty cents
a thousand cigars, which, on tlie ])resent rate of pro-
duction, would be between $400,000 and $500,000 an-
nuallv. This saving would not be carried to net earn-
ings in the entirety, because it would be subject to fed-
erTil income taxes of 15 per cent., and with the company
earning over $.3 a share, would also be subject to the
]n-ofit sharing provision which is approved by stock-
holders annually. .

General Cigar closed 1935 in excellent financial
condition, with its cash and government bond holdings
amounting to $5,500,000.

Tampa Exposition Will Open February 4

KiAK Manufacturers' AsscKiation of Tanipa
has planned the fifth annual cigar exposition
to open February 4th. It is to operate eleven
davs concurrently with the Florida fair and
(Uisparilla "carnival. The Tampa show is outstanding,
and this one will be larucr than heretofore. Displays
have been moved from the cigar building, even WDAE
broadcasting station has been moved, to allow more
room. The building was erected only two years ago for
the cigar show.

Francis M. Sack, secretary of the C. "S\. A., said
the disi)lavs from ( 'iil)a would be most outstanding, and
that, for the first time, the Department of Agriculture
of Cuba had joined with the association of Cuban to-
bacco growers and brokers to make the display distinc-
tive. The whole Havana department will represent a
scene in Cuba, including a Cuban restaurant.

Growers and i)ackers of Connecticut leaf will have
a distinctive display featuring a diorama thirty feet
long, dejiicting Connecticut tobacco growing.

A cigar factory will be operated in the buildi'.ig,
where visitors may see Tampa cigars made by the old
Spanish hand method in a glass-enclosed factory. Ma-
chine manufacture will also be well represented, with
four or more machines in operation.

Railroads, operating through a large part of the
south, eastern and central territory, have allowed spec-
ial rail rates for the Florida fair. These may be
learned from railroad agents most anywhere. Scores
of cigar and tobacco men will be able to save something
])y taking advantage of the Florida fair rates, and, at
the same time, have opportunity to visit about in the
State, or in Cuba, and be back in plenty of time. Stop-
overs will be allowed going and coming.

Speculation Exhausted Cuban Quota

OMPI.ETIOX of the Cuban 1935 tobacco quota
in the United States, knowledge (»f which first
reached the local trade on December 6th
through the media of telegrams from con-
signees and agents in the north, was a decided sur-
prise to Ilabana firms.

The quota, determined by treaty in accord with the
cigar tobacco adjustment program of the Agricultural
Adjustment Administration, was expected to be filled
by no one. Space for numerous scheduled shipments
was hurriedly canceled on the advice or orders of
consignees, as tobacco is more cheaply stored locally
than in bonded warehouses in the United States.

It will be recalled that Cuban cigar shippers early
expressed fear of losing a part of the Christmas trade

12

if the (piota happened to be filled before the expiration
of the year. It is said, however, that it would appear
that the heavier shipments of llabana-madc cigars m
September (4n9,(;08 units), October (792,935 units), and
Xoveml)er (7(;7,2(i7 units), 1935, as compared with tlio
January-Sept emljer, 1935 average of 241,382 units
should suffice to take care (»f the seasonal demand.

It is claimed that speculative exports to the United
States in October and November by a largo number of
tobacco liouses, in anticipation of a possible price de-
cline and/or rise in American duties in case of failure
of the Agricultural Adjustment Administration pro-
gram as a result of court actions, accounts undoubtedly
to a considerable extent for the exhaustion of the 1935
quota.

Tki Tobacco iVorU

REVENUE AT ALL-TIME PEAK
NTERNATi revemu' collections from tobacco
reached an all-time? i>eak in the 1935 fiscal year,
amounting to $45!),178,025; ai)proximately 8
per cent, above the collections for the previous
vear, and $8,8-39,565 more than the previous high col-
ioctions in 1930. The figures are furnished by the lo-
Imeco Merchants Association. , ., . i cbQor;

Cigarettes (large and small) contributed $385,-
47(1888 22, or 83.95 per cent, of the total tobacco col-
lections; Tobacco, $54,372,414.27; Snuff, $6,511,662.53,
or combined, 13.26 per cent.; Cigars (large and small),
«tll 836,597.89, or 2.58 per cent.; while cigarette papers
niui miscellaneous items accounted for the remainder,
$981,062.55, or 0.21 per cent.

The increases or decreases in collections as com-
pared with the previous year were as follows:
' Increases— Ciirarettes, $35,797,625.21, or 10.24 per
r.nt ; Large Cigars, $59,562.88, or 0.51 per cent.; Mis-
.-ellaneous items, $4742.37, or 0.48 per cent.

Decreases— Manufactured Tobacco, $926,21 o.O^ or
1 (m iK'r cent.: Lari^e Cigarettes, $620,178.99, or 97.28
per cent.: Snuff, $276,528.60, or 4.07 per cent.; Small
Ciirars, $29,279.:>8, or 16.92 per cent.

CUBAN TOBACCO CROP FOR 1936

HK transplanting of tobacco seeds for the 1936
Cuban tobacco crop has been completed in the
San Luis and San Juan y Martinez Zones in
rinar del Rio, also on some farms in the Par-
tido Z<»ne. Heavv rainfall in the second half of Octo-
l,er, followed bv a prolonged dry spell during Novem-
ber impeded the preparation of tobacco crops m other
sections; therefore the 1936 crop will be late and some
lobaccx) experts believe it will be less than in 1935. Ln-
tavorable weather conditions at the beginning of the
.lop will curtail the output of low quality tobacco, also
tlu' medium (lualities of Vuelta Abajo and Remedios.
I oral tobacco buyers and manufacturers were more
...live during November r.KJ5, due undoubtedly to re-
ports concerning prospects for the next crop. Dur-
ing November, 15,!Kn bales of the following classes ot
tobacco were st)ld and deliveretl in this market: Reme-
dios 9851 bales, Vuelta Abajo ^)2 bales, and Partido
778 bales.

fLUCTUATIONS OF MANUFACTURERS

Tobacco Manufacturers

1931

Produemy

Plug tobacco cxclujiivt'Iy ^

Twi?*t tobacco exclusively 13

I iiu- cut tobacco exclusively ^1

Scrap chewing tobacco cxcIummIn //

Smoking tobacco exclusively -^7^3

Snuff exclusively ■ • '—

Two or nmrc kinch • ^(W

1932

19.U

1934

5

6

(i

21

17

15

5

5

0

66

67

70

518

434

370

21

18

21

159

218

250

800

207

48

Total ; •

IJxvdM manufacturers except periquc
Pcriquc proclucers and dealers

Total 1.055 1.036

Cigar and Cigarette Manufacturer*

* 1931 1932

Producmg

Smalt cigars excltwively ^ • • •

Large cigars exclusively 5.967

^ Small cigarettes exclusively 65

P Large cigarettes exclusively I

Two or more kinds 55

738

194

25

957

1934

0

5,169

67

0
52

Total

6.0M 5,900

—To^co Merchants

5,584 5.288
1 ;<ncialion

Quality 2 for 5^ Cigars

BY P. LORILLARD COMPANY, INC.

Meeting the public's demand

for quality cigars

moderately priced

Our other Popular 2 for 5i Cigars
JAMES G. BIAINE • lA FRAOSA • SARONA

Pehruary i, ^^

TOBACCO TRADE ORGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION #ftft^

OF UNITED STATES ^^^yrJjP^

lESSE A. BLOCK. Wheelint. W. Va ;>:-S!*'-1*°!

JLLILS LICHTENSTEIN. New York. N. Y ;.... • Vice-Pret.dent

WILLIAM BEST. New York. N. Y Ch«intt*ii Executive Committee

MAI. GEORGE W. HILL. New York. N. Y Vicr-Preiident

GEUKGE H. HUMMELL. New York. N. Y V.ce-Pre..dent

II. H. SHELTON. W..hington. D. C ^'" p'"-^"!

WILLIAM T. REED, Richmond. V. X?" C'*'?^"!

HARVEY L. HIRST. PhilidelphU. P» Vice-Pretident

ASA LEMLEIN. New York. N. Y •• •."VVV : -^^."T'

CHARLES DUSHKIND, New York. N. Y Coun.el wd M.Mfiof Director

Headquarter*. ^41 Madison Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC
WTLLIAM A. HOLLINGSWORTH. 233 Broadway New York, N. Y. ....Pr«aid«nl

?UFFORDN. DAWSON. Buffalo. NY Executire V.ee-Pre..dent

JAMES C. THOMPSON. Chicago, 111 Treaiurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

JOHN H. DUYS. Kew York City Fi^rvl^KMideS!

illLTON RANCK. Lancaster. Pa • ^»"t X "^"^"^

I IPMII KLEIN New York City Second Vice-Pre»ident

LEE SAMUELS New York City'^ S^reUry-Treaaurer

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA
&(3iUM. l£ciD?aWl N.MerVioe Sr^^

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS. Baltimore. Md. "•••.:■•.• •^•v S^reU^

lOSEPH KOLODNY, 300 Fifth A»e., New York, N. Y '|*fl^!l

Qm S. SCRAMBUNG, CleT«Und, Ohio ttmmim

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

nonwrit Preaident

{fsTlM AN H. Y aW" « FiV BuildinfV PhVudeiphla.' >• Seeretwr

t3

Ettablithed 1886

"BEST OF THE BEST

99

^^^L^ A. SANTAELLA & CO.

Office, 1181 Broadway, New York City

FACTORIES: Tampa and Kep West, Florida

OUR HIGH-GRADE NON-EVAPORATINO

CIGAR FLAVORS ^ . u .

Make tobacco mellow and amooth In character
and Impart a most palatable flavor

FUYORS FOR SMOKING ud CHEWING TOBACCO

Write for List of Flavors for Special l^'*"'** „_..
BKTUN. AIOHATIZEI. BOX FLAVOU. PASTE SWBBTENEKS

FRIES A BRO., 92 Reade Street, New York

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any-
where. Highest references. Open for position. What have you?
A. O. Weiser, 214 N. Twelfth Street, Philadelphia, Pa.

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

«EER WITHOUT CIGARS, IS LIKE KISSING WITHOUT

LOVE — Adopt as your sli^an, ''Kiss your beer, bitt tore yoitr ci-

furs." Specially those Havana blended, "Good to the last Pt^**

t^mafactared by A. Ramirez & Co., Post Office Box U6S, Tan^a,

Write than for oarticulars today.

Tobacco Merchants' Association
Registration Bureau, 'NtV''Yor(^

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Begistration,

Search,

Transfer,

Daplicate Certificate,

(see Note A),
(see Note B),

$5.00
1.00
2.00
2.00

Not* A— An »llow»nc« of $3 will be m»d« to mombcrs of tho TobMco Mer-
chant*' AsMXiation on each rcgiitration.

Note B— If a report on a search of a title neccMiUtcs the reportiag •»■•••
than ten (10) titles, but less than twenty-one (21), an additional charge of Omm
Dollar ($1.00) will be made. If it necessitates the reporting of more than twMty
(20) titles, but less than thirty-one (31), an additional chart* of Two Do'lve
(12.00) will be made and so an aaditional eharg* of One Dollar ($1.00) will M
made for every ten (10) additional titles necessarily reported.

REGISTRATION

TAMPA'S CHOICE :--46,511. For cigars. The Antonio Co., Tam-
pa, Fla., January 0, 1930.

TRANSFERS

MI ALVINA:— 24,103 (.Tobacco World). For cigars, cigarettes,
cheroots, stogies, chewing and smoking tobacco. Registered March
14, 1912, by Kaufman, Pasbach & Voice. New York, N. Y. Trans-
ferred by Consolidated Litho. Corp., Brooklyn, N. Y., successors to
the original registrants, to the Masterpiece Cigar Co., Grand Rap-
ids. Michigan, January b, 1936.

FLOR DE SILVELA:— 29,174 (Trade-Mark Record). For cigars.
Registered October 19, 1903, by Henry Druckcr, New York, N. Y.
Transferred by Nalco, Inc., New York, N. Y., successors to the
original registrant, to Julius Sokol, New York, N. Y., January 16,
1936.

TAMPA SUN: — 41,195 (Tobacco Merchants Association). For all
tobacco products. Registered May 15, 1919, by (Ireenwood & Co.,
Savannah, Ga. Transferred to Oliva Tobacco Co., Inc., Tampa,
Fla., January 17, 1936,

SOMETHING DIFFERENT:17,875 (Tobacco World). For cigars.
cigarettes and cheroots. Registered May 26, 1909, by J. W. Min-
nich & Son, Dallastown, I'a. Transferred t<i Maurice VVclcher, New
York, N. Y.. October 23, 1934.

NEWS FROM CONGRESS

(Continued from Page 10)

Hundreds of millions of dollar.s will be withdrawn
from circulation through contributions to the trust
fund which the law sets up and may result in the freest
ing of funds vitally needed for relief, it is explained by
James L. Baldwin, executive director of the federa-
tion. In New York alone, it is estimated, more than
$90,000,000 will be taken out of the state. A serious
unemployment problem may be created by the tying
up of funds needed by states and industries to pro-
vide relief and increase employment.

**The insurance program as it stands will ulti-
mately defeat its own purpose by forcing employers
to reduce wages, the number of employees and the age
limit of workers,*' it was asserted by Mr. Baldwin.

**It will naturally affect most seriously those in-
dustries in which labor items are largest and will mean
liquidation or bankruptcy for employers operating on
a basis of large volume and fractional prolits. In-
evitable developments such as these will actually ag-
gravate rather than alleviate the situation."

D. EMIL KLEIN PROFITS

The D. Emil Klein Co., Inc., New York, makers of
Haddon Hall and other popular cigar brands, reports
a net income for 1935 totalling $248,717, equal after
preferred dividends to $2.33 on 91,575 common shares.

This compares with a net of $233,318 in 1934, which
was equal to $2.16 a share on the common.

FEBRUARY 15, 1936

COMMON SENSE

The importance of attractive and dependable containers for
fine cigars is recognized by the progressive cigar manufacturer.

Generally the brands that are increasing their goodwill in this
present analytical market are packed in the new improved
AUTOKRAFT cigar boxes.

Ogar Manufacturers who have not investigated the value of
the merits and economies of the splendid and inviting package
may obtain complete details promptly by addressing the
AUTOKRAFT BOX CORPORATION.

Phila., Pa.
Hanover, Pa.
Cincinnati, Ohio

York Pa

AUTOKRAFT BOX CORPORATION ch,cago,m.

LIMA OHIO Detroit, Mich.

A NatioixWidc Service Wheeling, W. Va.

PUBLISHED ON THE 1ST AND 15TH OF EACH MONTH AT 236 CHESTNUT ST. PHILA.. PA.

CAMEL'S "TRY 10" OFFER convinces

EVERYWHERE!

NEW THOUSANDS

Rpad Our Invitation to You

smoke 10 fragrant C"";"; j^.,\„„ ,ver smoked, return
mildest, best-flavored ^■S";;\\,V,i,„,„e5 in it to us at

'^^' ''^t^:^:;::" : n^rhll tn^s date, and .e . .»
"7 'd"Ur u 1 P-*ase price, plus postage,
refund > our tu ' ^^,^^_^^, ^. ^. ,,,.sou>s tobacc

c l-*:!!!. R. J. Rffynotd* Ti»h. t'o.

Knowing the finer, more ex-
pensive tobaccos used in Camels,
we make this offer . . . confident
that you'll find your ideal ciga-
rette in Camels. . . . For experi-
ence shows that people quickly
sense the difference in Camel's

COSTLIER TOBACCOS!

IM SO GLAD
I TRIED
CAMELS

THE TOBACCO WORLD

Vol. 56

FEBRUARY 15, 1936

No. 4

TINFOIL as a covering for cigars seems to be
definitely on its way back. Of course it has been
somewhere meanwhile. And its re-entrance this
time is indeed regal. Attention is attracted to it not
that it garbs the products sold under Classes A and B,
which have the large percentage of sales, but rather for
the reason that some of the kingly sizes of Classes D
and E are now royally clothed in robes of silvery sheen.
It is an evidence of the worthy intentions of some of
the outstanding cigar manufacturers of the country to
restore the cigar to its place in the sun.

OUB comment in the previous issue about an in-
creasing amount of interest being shown by
the ladies in special cigar sizes being made for
them, brought forth a number of communications on
the subject. For instance, one gentleman who fre-
quently entertains at dinner told us that a young mar-
ried woman in her late twenties who is an occasional
guest, always smokes a Corona Corona when the coffee
is served.

A young woman copywriter recently startled a
group of advertising folks at a dinner by stopping
the waiter who was passing cigars to the men and took
one, and smoked it. She said afterwards that it was
not done as a gesture, but that she liked good cigars
and frequently smoked them.

About a week ago a married woman acquaintance
of ours called up to know where she could buy ladies 's
sized cigars. She was throwing a party and among
her guests were women who were cigar smokers.

And in the correspondence we found this letter
which we are printing in part :

*'In your good publication of February 1st a news
item appears which interested me. The item referred
to was about women smoking cigars and mentioned
Lillian Russell.

**The information about Lillian Russell smoking
small cigars is true. I was associated in business for
several years with her husband, the late Alexander P.
Moore, a newspaper publisher and Ambassador to
Spain, and on more than one occasion Mrs. Moore
(Lillian Russell) asked me to get the cigars for her,
and I had seen her smoke the little cigars quite often.
In fact I smoked a few of them, too.

** Lillian Russell had no misgivings about buying
her brand of little cigars. She would go to the cigar
store specifically to buy them.

** Through that association and considerable con-
versation about cigar smoking by women, an advertis-
ing idea was suggested. The idea was to place a little
display advertisement or a reading notice in the news-
paper on the page devoted to food and menus. The
notice to read, * After a Good Meal Give Hubby and
Friend a (brand name) Ciqab.'

"The point is that many old women years ago
smoked a pipe — women did smoke little cigars a few
years ago and maybe some do now, and besides, they
were interested enough in cigar smoking to suggest a
new idea for advertising cigars."

Our correspondent, whose memory of the smoking
habits of women in an older day was awakened by our
paragraphs in the last issue was W. E. Moffett, presi-
dent and treasurer of the American Fair Trade Asso-
ciation.

AND right along with Mr. Moffett *s letter we ran.
across a note that a lady ninety years old (aU
women cigar and pipe smokers seem to live to
be ninety) had just passed on. She was noted as a town
character and always wore a derby and smoked cigars.
She once told a newspaper reporter that she liked
cigars and could see no objection to women smoking
them.

A company is now under way making a small cigar
filled with cigarette tobacco. We understand that a
Chicago jobber has ordered two million as a start
and that a San Francisco distributor wants one million.

If the men can't bring the cigar business back fast
enough, possibly the women will.

WE note with interest that some of the cigar
manufacturers are setting forth the fact in
public prints that their cigars are packed in
cedarwood boxes. There is nothing particularly new
about the statement except the fact that they are will-
ing to admit it in advertising copy.

Just the other day we talked with a man who knows
as much as anyone about expensive domestic and im-
I)orted Havanas. He has had possibly forty years'
experience and of course he won't have a cigar in his
home or oflSce that isn't packed in cedar, nor will use
any that have anything in the way of a covering other
than the natural leaf wrapper. He doesn't even want
his cigar boxes lined, or an inside label. Says leaf to-
bacco is one of the most delicate things in the world
and will pick up the slightest odor. He would not even
think of putting a slice of apple or a blotter in his
humidor or cigar box.

In days gone by he has done some experimenting,
lie claims that the more cigars there are in a cedar
])(>x the finer the flavor of the cigar. He made several
tests among his friends with cigars packed in l/40th8,
l/20ths and l/lOths. He says the unanimous opinion
was that the cigars packed in 1/lOths were far superior
because the cigars had a better chance to "marry"
among themselves as well as with the delightful aroma
of the cedar package. He is definitely against any kind

The TOBACCO WORLD (established 1881) U published by Tobacco World Corporation; Hobart B. Hankms, President and Treasure;
Gerald B. Haokias, Secretary. Office, 236 Chestnut Street, Philadelphia, Pa. Issued on the 1st and 15th of each month. Subscriptions. avaU-
able only to thoM eneaged ia the tobacco industry, $2.00 a year 20 cents a copy; foreign, $3.50 a year. Entered as second-class mail matt«,.
December 22. 1909, at the Post Office, Philadelphia, Pa., under the Act of If arch 3. 1879.

of a covering for any cigar. Says it absolutely stops
the ''marrying" process and destroys the fine bouquet
which otherwise could be enjoyed in cigars made of fine
tobaccos.

MORE than thirty years ago when Cinco was
the largest selling five-cent cigar in the world,
we well remember that it was the first cigar we
smoked. In the 1, 10th container it was bundled and
packed in a full cedar box. In fact we think that in
those davs Otto Eisenlohr & Bros, used cedar exclu-
sively for their packaging

That luxury, due to economic conditions, has long
since been taken away from the five-cent cigar smoker.
The perilous voyage of the five-cent cigars, and the
entire cigar industry for that matter, in these later
years has caused cigar manufacturers generally to do
a lot of things they didn't want to do.

Aside from the greatly diminished pocketbook of
the cigar smoker, he doesn't know about the unhappy
situations that the cigar manufacturers have had to
meet, and their trials and tribulations during a period
of all kinds of "noble experiments".

CIGARETTES liave been tabooed by court decree
as physical or mental pabulum for a twelve-
year-old heiress. Surrogate James A. Foley,
New York Oitv, rendered that judicial decision, in
effect, when he disallowed a claim for $1880 of a $6000
bill submitted by Gloria Vanderbilt's mother in addi-
tion to $48,000 already allowed for the child's expenses
during 1935. "Certain items," said the Court, "have
been disallowed by the Surrogate as improper charges
against the estate of the infant." The difference be-
tween the $6000 bill submitted and the $4120 allowed,
covered cigarettes, mineral water and cosmetics. Per-
haps it was the amount of these items that drew the
Surrogate's attention to them. Spread over the year,
the $1880 involved would have amounted to $36.15 a
week. Not a lot of money, to be sure, but a leetle steep
to keep a twelve-year-old girl in cigarettes, mineral
water and cosmetics for a week.

H^T^OR Digestion's Sake — smoke Camels" is the
■ 1 theme of the new advertising campaign of
"■" the R. J. Reynolds Tobacco Co. The burden
of the text is that people today find life more complex,
harder on the nerves, and that Camels relieve the
tension and thereby aid digestion. Well-known res-
taurants dominate the pictorial treatment while sports
scenes in temperate and tropical settings add color to
the layouts.

Take an early ad in the series, depicting a scene
at Kugler's in Philadelphia. The familiar AVilliam is
shown bending over a diner at one of the tables and
also in an inset, accompanied by a paragraph begin-
ning, "Camels and good food go together." There
is also a view of a purchase of Camels at Kugler's
c%arette counter.

In addition, there is a shot of George Lott, tennis
champion, and also a front view of the LaVarres ford-

ing a river in British Guiana, with the water up to
their necks, causing one to wonder where the photogra-
pher was when he snapped them.

The now familiar "Costlier Tobaccos" slogan,
with its accompanying illustration of an opened pack
of Camels, and a paragraph on the Camel Caravan,
over a pretty girl with a cigarette (naturally a Camel)
round out an ad that is chockful of interesting spots.
We have not mentioned the illustration at the top,
showing a motorist illustrating today's tangled traffic,
which ])uts a load on nerves and digestion. We were
disapi)ointed when we didn't see a caption identifying
Bob Woolsey, of the well-known clown partnership,
Wheeler and Woolsev.

cigarette in her hand. And you see the boy's cigarette
in his mouth, reflected in the rear view mirror over the

Painted signs on either side of the road ahead bear
the Lucky arguments emphasized in the first ad. The
acid chart is repeated.

THOSE of us who count ourselves students of ad-
vertising knew as soon as we heard it that there
was nothing to that yarn about the American
Tobacco Company paying $25,000, or what have you,
for the pig-in-a-poke slogan, "Be Happy — Go Lucky."
Some of us were willing to bet, when we first saw it in
print in Variety, before it gained such wide circulation
throughout the country, that the tale was some wise-
cracker's jimmy-pipe dream. And our willingness to
gamble was based on the common-sense fact that the
slogan did not lend itself to the "reason why" charac-
ter of Lucky Strike advertising. We knew, or we were
sure we knew, that whatever new campaign was in the
process of incubation would have as its theme some new
and striking "reason why."

Our opinions were confirmed in the copy which
broke last week in the newspapers after an absence of
seven months. A light smoke, having less acid — that is
the "reason why" Luckies have something to offer to
each type of smoker, the opening advertisement of the
campaign states.

This campaign will attract attention through the
utilization of the pen and ink art of James Montgom-
ery Flagg. Three-fourths of this first ad, for instance,
was devoted to the Flagg illustration — three males and
three females of varied types waiting for the Inter-
urban at Pleasantville station, each smoking a cigar-
ette, while behind them a billboard describes Luckies as
"a light smoke of rich, ripe-bodied tobacco — *It*8
Toasted' — Luckies are less acid" and pictures the fa-
miliar package in dominating size.

The headline declares that "A light smoke offers
something to each smoker," and below the illustration
is a graph comparing acidity in cigarettes, based on
lecent chemical tests whose results, a footnote states,
were verified by independent chemical laboratories and
research groups. The single paragraph of text em-
l>hasizes the use of center leaves of the tobacco plant in
Luckies.

The American Tobacco Company is mentioned
only once in the advertisement — in the six-point copy-
right line.

"Going to Town," the second release of the new
Reries, indicates that the campaign will be marked l^
a variety of treatment of the same theme. The long
narrow layout, somewhat of a departure for Lucky
Strike, features a half-tone of a young couple in the
front seat of a motor car, with a country road curving
ahead. The cigarettes in the photograph dominating
the copy are cleverly handled. You look at the back of
both the boy and the girl. You see, however, the girl's

Tk€ T0kie€9 W9fU

FOR a long time there has been a discussion going
on in a general way about modern packaging,
and it is pertinent at this time to call attention
4« \^^c. ^W\\\ Packaging Exposition which will be held
1' tt Spentylva^na, New York City, from March
Sd to 6th There is much that could be done by the
manufacturers in the cigar industry in the way ot

^^"'ffif^t/S^>elieve it we refer them to
Printers' Ink Monthly for February, 19:«>, pages 71 to
H'> inclusive, which contain an article by Martin Ull-
nmu and Carroll B. Larrabee, titled "Package Ideas

^^"in thesehvelve pages are illustrated l()(i packages
and containers for various products nmnufactured in
Europe, the photographs of which Mr. Ullman brought
back with him from a trip abroad. i . ^

You will have to read the story and see the pictures
to be convinced that the United States is far behind
in modern packaging. And we suggest to a I manu-
facturers that they personally read this article.

We know that the cigar and tobacco manutacturers
have held for vears that to change a single line in a
label would destroy the prestige and good will ot any

brand. , , . i .. .

But to quote, "There is nothing so changeless as
change, '*' is to emphasize a fact that is being recog-
nized more and more today in all lines of merchan-

^ ^^'^After all, products s|>eak for themselves, and there
is a large doubt in our mind that changing a cigar
container or its label would have a detrimental effert
on sales. We rather think that it might Ik^ beneficiaL
The pride born of sentiment for a cigar label or band
which is ancient of days and years is indeed a fine
thing. It is as basic as our pride in ancestry.

But nations themselves are moving on to new
ideas, and we of the United States must be ])repared
to meet the comiietition of other TOuntries both at home

and abroad. „ . .i

As Carroll Larraln-e says, in reference to the
European containers and ]>ackages:

"Certainlv these packages show a freshness of
viewpoint, a striking inventiveness and an obvious de-
sire to make containers convenient, beautiful and,
finallv, merchandisingly effective."

AmL the most important iwint for the cigar and
tobacco products manufacturers to consider is mer-
chandising effect i%'eness.

In these past few vears some of the mmi important

products for the famifv table have changed their labels

and stvle of i^ckaging overnight, only to find to their

great delight that the change brought increased sales.

Prom time to time men buy and wear a new suit

of clothes, but the new suit does not change the man

inside of them. But the new suit may l>efit him so well

i fhaf it will add a considerable something to his ability

" to itaipress executives and purchasing agents and se-

cnre additional business.

AT LEAST two cigar manufacturers are moving
on with improved packaging for cigars in the
high brackets and are now offering these at-
tractive sizes ill containers decorated with metal
lithography instead of the prosaic paper labels. One
manufacturer who dared to make so radical a change
snapped up orders for more than two million cigars
within a few days after he launched the new package.

The other manufacturer is doing as well as can be
exjiected because the cigars in the new box are in Class
E, and the Class E cigars have their appeal limited by
the poeketbooks of such appreciative smokers.

Anyway it seems to be an idea that is attracting
attention to cigars — which is somethinii: greatly to be
desired. And we understand that one company is
working hard right now to get the cost of metal decora-
tions down to a point where it can be used on con-
tainers for cigars in the lower brackets.

WITH cigar withdrawals for the calendar year
of 19.3r) showing an increase of more than
three and one-half per cent., there is cause for
feeling confident that in the twelve months of 1936
the increase will be far greater. In December, 1935,
the Class A withdrawals were more than 263,000,000
and Class V something more than 42,000,000.

Looking backward to 1920, in the month of Decem-
l)er, we find that Class A had a record of more than
119,(HM),()()0, while Class C showed withdrawals of more
than 217,(H)0,000.

While December is not a month when withdrawals
are anywhere near peak figures, we have used that
month for comparative purposes.

We still believe that Class C will come back and
that with its jiiogress will come increasing confidence
in the future of the cigar business and all other lines
of business as well.

THE manufacturers of pipes and accessories in
the United States may find a challenge in the
following editorial taken from the January
issue of Tobacco, a monthly journal jmblished in Lon-
don, England:

"The conclusion of a reciprocity treaty between
Canada and the V. S. A. with consequent tariff changes,
gave rise to fears that pipes, cigarette cases, etc.,
would be adversely affected. Canadian merchants,
however, are not disturbed, and point out that English
pil>es, cases, smokers' sets, and the like, are far
superior in qualitv to American productions of similar
price. Thev sav that records show that English pipes
are being sold faster and in greater numbers than ever
before, and shop windows and interior displays are
featuring them frequently. Again, the duty on Amer-
ican goods is 32Mj per cent., whereas on English pro-
ductions it is only 221/2 per cent.

"The general opinion in the Dominion is that
English goods are perfectly safe, and that Canadians
win continue to purchase heavily from the Mother-
land."

On to N. A- T. D. Convention !

Country's Distributors Will Foregather in New York

MEX who distribute tobacco products, whether
you choose to call them distributors, whole-
salers or jobbers, will descend on New York
from all parts of the country to attend the convention
of the National Association of Tobacco Distributors,
bej?innin^r on Thursday, February 20th, and coming to
a close with the election of officers on Sunday, the 23d,
and including a brilliant banquet on the evening of
Washington's Birthday.

]^rost important of the topics to be considered at
the convention will be a plan to promote the spread
of cigar smoking.

Among the speakers will be Arthur Whiteside,
president of Dun & Bradstreet and former NRA direc-
tor; J. C. Albright, of the IT. S. Census Bureau; H. H.
Heitman, executive manager of the National Associa-
tion of Credit Men; H. H. Titsworth, Chief of the II. S.
Tobacco Studv Division; Judge George McCorkle,
Chief of the trade Practice Division of the Federal
Trade Commission, and others.

Members of the trade who will address the conven-
tion are Fred Winter, of the Winter Cigar Co., Denver,
Col.; David Vipond, of the Scranton Tobacco Co.,
Scranton, Pa. ; George Melhado, of George Melhado &
Co., Roxbury, Mass.; Arthur Haas, of the Donovan-
Haas Co., Buffalo ; Clarence Hunter, of the J. P. Man-
ning Co., Boston; C. Bruce McConnell, of Hamilton,
Harris & Co., and R. 0. Downie, of the Samelson Co.,
Memphis, Tenn.

Under the direction of Mrs. Samuel Wasserman
and Mrs. Jonas J. Ollendorff, a committee has made ar-
rangements for the entertainment of the visiting ladies,
which will include a luncheon, shopping tours, a bridge
party, a visit to Radio City, a sight-seeing tour, and
a matinee.

The detailed program given out to Joseph
Kolodny, secretary, follows:

Thursday, February 20 — 8 P. M. — ^Pre-convention
get-together in the North Ballroom, Hotel New Yorker,
open to members, manufacturers, salesmen, retailers,
wholesalers and all directlv connected with the tobacco
industry. Admission gratis, but by ticket only. En-
tertainment and refreshments.

Friday, February 21—8:30 P. M.— Directors Meet-
ing (Executive Session).

First Session

One P. M. Preciselv.

A. Address of welcome by Herman Oriel, presi-
dent of Greater New York Division, NATD.

B. President's address by E. Asbury Davis.

C. Vice-President's address by Joseph P. Man-
ning.

D. Secretary's report by Joseph Kolodny.
Resume of all activities of the Association for the

period since the Chicago Convention in February, 1935.
Among the features to be covered are the following:

1. Nullification of the NRA. 2. Industrial Self-
Govemment. 3. Federal Trade Commission Rulings.
4. Present status of industry — Legislative, Economic,

6

Financial. 5. Recommendations for the future— Board
of Directors recommends for 1936.

It is vital that every member of the NATD attend
this first session to obtain at first hand, a report of the
present status and future plans of the trade.

E. Address by Arthur Whiteside, president of Dun
& Bradstreet, andformer Administrator of the NRA. —
*'The Permanent Place of the Wholesaler in the Amer-
ican Scheme of Distribution. ' '

F. Action on proposals.

G. Address by Mr. Albright, of the U. S. Govern-
ment Bureau of the Census. — ''What Means the Cen-
sus of Distribution to You. " ,

Friday Evening, Manufacturers' Night — Manufac-
turers exhibiting at display booths will meet with job-
bers. We respectfully request all members to spend
this evening visiting the first Wholesale Tobacco Dis-
tributors' merchandise exhibit. There will be no other
session Friday evening. This is Manufacturers' Night.
Refreshments will be served at the exhibit, with movies
and entertainment.

Second Session

A. Legislation — National, State.

B. Plan for retailers' rehabilitation.

C. Address by Congressman Wright Patman, of
Texas, on "The Evils of Price Discrimination."

D. Appointment of Nomination Committee, Reso-
lution Committee, and the Good and Welfare Commit-
tee.

A. Addresses by industry members.

F. Address by H. H. Heimann, Executive Mana-
ger, National Association of Credit Men — **The Future
of Prosperity."

Third Session

A. NATD presents plan for the restoration of
prosperity to all branches of the cigar industry.

Cigar manufacturers invited to attend and par-
ticipate in the discussion.

B. Address by H. H. Titsworth, Chief of Tobacco
Study Division, U. S. Department of Commerce^
"High Spots in the Tobacco Industry."

Session adjourns at 6 P. M.

Saturday Evening — Fourth annual mammoth ban-
quet in the grand ballroom of the Hotel New Yorker.
Entertainment, dancing, dinner and innovations.

We shall be honored by the presence of the ladiea
at this enjoyable event. You may invite as your gnestSr
either members or non-members of the industry.

Fonrth S^sion

A. Address by Judge George McCorkle, Director
of Trade Practice Conferences, Federal Trade Commis-
sion— **The Commission and Your Rulings."

B. Report of Resolutions Committee.

C. Report of Nominations Committee.

D. Report of Good and Welfare Committee.

E. Period of Criticism and Suggestions.

F. Addresses by members of the trade.
Convention adjourns at 2 P. M. Sunday, to enable

members who so desire to leave for trains in time to
roach business Monday morning.

(Continued on page 12)

February 1$, t^j6

The Tobti^WmU

MIA

BAYUK BREVITIES

AUBURN TOBACVO CO., INC., distributor, Au-
burn X. Y., is stepping.- up sale and distribution
of Bavuk Phillies. A recent campaign, sup-
ported bv E.' T. ClitTord, further strengthened con-
sumer call for brand in that district . . . Plenty activ-
ity at the St. Louis Branch of Bayuk where salesmen
under direction of George P. Cummins, Jr. Branch
Manager, are keeping Bayuk Brands well displayed
and in good demand . . . George T. Hebb^^'^^j .^.^^^
salesman, assisting King Cigar Co., Flint, Mich., in
campaign on Bavuk Phillies reports brand moving very
favorably . . . San Jose Distributing Co., San Jose,
Calif., is spending up sale of Bayuk Phillies and reports
sale on upward trend.

Wagner's Dainties and :Monticellos continue to
make business hum for John Wagner & Sons.

Paul Brogan, president of Yahn & McDonnell, is m
Florida. It's a pleasure trip. He admits it. Although
he did call on the cigar manufacturers of Tampa on his
way down.

Herman Abrams, the Medalist man, is looking for
business— and finding it— in New York State.

Ben Lumlev has taken another one of his hikes to
Baltimore and WasMi^ton and garnered more orders
for Garcia y Vega.

H. H. Middleton, of John Middleton, Inc., reports
that he found business very satisfactory on Walnut
and Club Mixtures in Boston, where he called on the
distributing house, William Rodman and Son.

Spencer Morris Sports, the sensational small dgmr
manufactured by Geo. Zifferblatt & Co., now has dis-
tribution in forty-two States, after only six months in
the field.

E. A. Kline & Co., makers of Medalist Cigars, have
placed their advertising account with Morton Freund,
New York Agency. A magazine campaign is planned.

G. H. P. JOTTINGS

TO Frank P. Will, executive vice-president and
general manager of the G. H. P. Cigar Co. the
most impressive evidence of the comeback of
the cigar was had in the fact that the cigar increase
for thS last half of the year 1935 was two and one-ha^f
times as large as the increase in the first half ot the
vear All G. H. P. men are preaching the good tidings
of the return of the cigar as part of their efforts in
promoting El Producto and La Azore . . . bol Born-
stein, assistant sales manager, is away on a two weeks
trip calling on all the branches and distributors in Uie
central and northwest territories, his itinerary taking
him as far as St. Paul . . . The Tobacco World extends
its sincere svmpathies to AV. A. OlivT, G. H. P purchas-
ing director, on the passing of his daughter, Thelma.

On the return of Harry A. Tint from Tampa and
Havana, one of the Tint boys, Bernard, leaves to cover
the same ground as part of his annual vacation.

The trip of George Zifferblatt to Havana was pro-
ductive of good results in that he obtained an ample
supply of leaf tobacco to meet his needs for some
time.

Among the recent visitors to Philadelphia were
Sam Zinberg, of Comoy pipes; Irving Lewis, of A. Op-
l>enheimer & Co. ; and Gene Popper, of E. Popper & Co.

Edwin Cigar Co., New York, has appointed Friend-
Wiener Advertising Co., New York. Ernest H. Wiener
is account executive. Newspapers and magazines will
be used.

P. Lorillard Co. will sponsor University of Vir-
ginia boxing matches and Olympic boxing tryouts for
Old Gold cigarettes. Lennen & Mitchell, Inc., New
Y'ork, is the agency.

Among the most popular radio stars, according to
a poll of critics of daily newspapers conducted by the
New York World-Telegram, were the following asso-
ciated with tobacco broadcasts : Glen Gray and his Casa
Loma Band, sponsored by R. J. Reynolds Tobacco Co.
and Lily Pons, singing for Liggett & Myers Tobacco
Co.

Tk» Tebmc9 WorU

e IJJ6. LiccrrT ii Mvim T«*««» Co.

Fthrmry ts, rpS^

m

ih'irsii III,':

J]'M'!yiiBfl9iKl"'

N EW5 From Congress

_ -AND

FE D E R A L

Departments

'aiiMlJu

REIMPOSITION of the processing tax on tobacco,
but no new general taxes, is expected to be the
order of the revenue legislation planned to meet
the cost of the Administration's new farm program.
Any effort to increase present income rates or add new
levies will be strenuously fought by Administration
leaders in Congress. Plans of President Roosevelt for
taxes to raise the revenue to finance the new farm pro-
gram contemplate merely the reimposition of the
processing levies, possibly broadened to cover certain
related products not included in the original measure.
An effort also will be made to reimpose these taxes
retroactively to July 1st, last, which is as far back as
Congress can carry them, according to an opinion by
the Attorney General.

No effort is to be made this session to finance the
payment of the soldiers' bonus. The agricultural tax
bill will raise about $5(30,000,000, which is probably a
third more than will be required during the initial
stages of the new farm program, and the excess can be
used to meet the early demand for payment of the
bonus.

Cj3 Cj3 CjJ

ADMINISTRATION leaders in Conarress, anxious
to secure adjournment of the session as early
as possible and imijatient over the extensive
political debates which so far have monojiolized the
time, are threatening to impose gag rules in the House
of Representatives unless members get down to busi-
ness. Because of the campaign, President Roosevelt
is desirous of having Congress go home as soon as
possible, realizing that the longer the session the more
he is subject to attack from political opponents and the
greater the chance of the enactment of legislation re-
pugnant to the voters.

Ct3 Ct3 [tJ

CREATION of npw sources nf employment will be
the major ])rol)k*iii of the next few years and
new fields of work will have to be found for
about one-fourth of the country's wage earners if they
are not to be permanent recipients of relief, according
to officials of the American Federation of Labor. Fig-
ures compiled by the federation show that approxi-
mately 11,401,0(K) persons were out of work at the
close of last year out of a total of 51,884,000 workers.

10

From our Washington Bvreau SZZAiBit Builomg

FEDERAL licensing of all corporations engaged
in interstate commerce will be considered by the
Senate interstate commerce committee this
month and an effort to secure the enactment of the
legislation before the adjournment of Congress. Hear-
ings on the measure sponsored by Senator O'Mahoney,
of Wyoming, will be announced within the next few
days, it is expected.

The bill would set up a national corporation sys-
tem authorizing the formation under Federal charters
of corporations to engage in commerce among the
states. It provides for the issuance of licenses through
the Federal Trade Conmiission to corporations already
engaged in such commerce. Provision is made for the
protection of labor by writing into the charters and
licenses a guaranty to the right of collective bargain-
ing, a prohibition against child labor and safeguards
to prevent discrimination against female employees.

^b^X^ ^^^^^ «»^^^M

Ct] Cj] Cj3

ESTABLISHMENT of a new Federal court, to
which could be taken appeals from rulings or
regulations of Government agencies, is contem-
plated in legislation introduced in Congress by Sen-
ator Logan, of Kentucky, on which the Senate judiciary
committee will be asked to hold hearings in the near
future.

The proposed court would take over the functions
of the Court of Claims, the customs court, the Board
of Tax Appeals and other specialized administrative
agencies. The tribunal would have about forty mem-
bers, who would be split into divisions, each of which
would have jurisdiction over a different class of cases.
To this court would be transferred many of the suits
which now are filed in Federal courts throughout the
country, such as those for the recovery of taxes or
seeking to enjoin collection.

Cj3 Ctj Cj3

POSSIBILITIES of restoring employment by re-
stricting the use of labor-saving machinery are
being studied by members of the House labor
committee who shortly will hold hearings on a resolu-
tion offered by Representative Pabnisano of Maryland

(Continued on Page 14)

Tkt Tobacco WorU

WE'RE GIVING PIPE-SMOKING

A DOUBLE BOOST!

UNION

RALEIGH

TARGET

.•■ .. n ■ I

Wings

fHM%aid

r^IRST- Sir Walter Raleigh is a
milder blend that tastes better to the
smoker and smells sweeter to others.
Second— our advertising preaches
the joy of a well- cleaned pipe.

# Thousands of men have written for
•'How to take care of your pipe"— a
swell little booklet. Maybe a few copies
on your counter will help your pipe
tobacco sales. Write for them.

Sir Walter Raleigh and a well-cleaned
pipe are an unbeatable combination
for any smoker's pleasure — and
your profit

DIAL

m

foO.BURLtY

5t

OL.DEN

, , , I «. t; »■ ' '
t»lSH' DOMESTIC
tonU TOBACCO

ittmica}

BROWN & WILLIAMSON TOBACCO CORPORATION. LOUISVILLE, KENTUCKY

Brown fli WiUiamKm f^oductt are designed to bring
you the nKMt prdit bi aU Unet arni prices. Are you
getting your share of profit from these live selling
items: Kool, tte Urgctt-scUing IS-cent mentholated

cigarette; Raleigh, now selling at popular prices;
Wings, a high quality 10 cent cigarette; Sir Walter
Raleigh Smoking Tobacco, 15 cents and famous
for its mildness; Target, a genuine blended cigarette

tobacco for 10 cents; Dial Smoking Tobacco, a
smoother blend of Burleys; Bugler, a blended cig-
arette tobacco for a nickel; and Golden Grain, the
big 5-cent bag of roU-yourown?

It

On to N. A. T. D. Convention!

(Continued from Page 6)

Sunday At'teinooii— 3 P. M. — Meeting and induc-
tion of Botird of Directors and Election of Officers for
1936.

All sessions will start promptly. The Convention
lias a crowded schedule and we will appreciate your
co-operation by assembling sharply at the appointed
hours.

The Ladies' Auxiliary of the Greater New York
Division, of which ^Irs. Samuel Wasserman and Mrs.
Jonas J. OllendorlT are co-chairmen, has arranged a
very complete program for the entertainment of the
ladies who accomiiany their men folk to the Convention,
as follows : Friday, February 21, 11 :30 A. M., luncheon
and shopjiinu- tour; Fridav, Februarv 21, 4 P. ^f., visit
to Radio City; Friday, Fdnuary 21, 7:30 P. M., bridge
party, refreshments and entertainment ; Saturday, Feb-
ruary 22, 11 :30 A. ^r., luncheon and matinee ; Saturday,
February 22, banquet in the evening; Sunday, Febru-
arv 23, 10:30 A. ^f., sightseeing tour.

Addresses will be delivered by members of the
NATD on daily problems, as follows :

Fred Winter (Winter Cigar Co.) Denver, Colo.—
''Cash and Carry, An Asset or a Liability."

David Vijiond (Scranton Tobacco Co.), Scranton,
Pa. — "Executives in a .Jobbing House."

(Jeorge Melhado (George Melhado & Co.), Rox-
burv, Mass. — ''Association and Co-operation, Their
Results."

Arthur Haas (Donovan-Haas Co.), Buffalo, N. Y.
— "Maintenance of Daily Rt'cords of Profit or Loss."

Clarence Hunter (J. P. Manning Co.), Boston,
^lass. — "Distributors' Functions and Responsibili-
ties."

C. Bruce McConnell (Hamilton, Harris & Co.), In-
dianapolis, Ind. — "Training a Sales Organization."

R. O. Downie (Samelson Co., Lie), Memphis, Tenn.
— "Sub-Jobbing, Is It a Necessary Function?"

Refunds May Increase 1935 Earnings

REFUNDS to many t()l)acc() companies of sums
impounded l)y the courts, under temporary in-
junctions restraining processing taxes collec-
tions, ])rosent tlu' iK>ssil»ility of considerable additions
to 11^35 earnings. What disi)ositic)n will be made of
these funds, in many ca>('s, remains undetermined. The
three major cigarette inoducers, American Tobacco
Company, Liggett k Myers T()l)acc<» Company and R. J.
Reynolds Tobacco Company made no effort to restrain
the collection of the taxes, although their annual pay-
ments under this lew were greater than for anv other
tobacco numu fact u rers.

P. Lorillard Com])any, the fourth largest cigar-
ette manufacturer, obtained refunds this vear amount-
ing to nearly $()(X),()(X), and will probably recover not
less than i|^3,5(),000. Eighty-seven thousand dollars was
recovered from the court in Norfolk, Virginia, some-
thing over $5(X),0(M) was obtained from the court in
Cincinnati, Ohio, and the additional funds expected will
be returned bv the court in New Jersev.

In all, the taxes which will l)e returned to Loril-
lard will run to nearly $l,f)00,000, reports the Wall
Street Journal. With 1,871,738 common shares out-
standing, this would amount to fifty-three cents a com-
mon share if it was taken in as earnings for last year,
and would undoubtedly be sufficient to put total net for
the year well above the annual dividend of $1.20 a com-
mon share.

Philip Morris'& Companv has obtained a refund of
$239,700. On the 415,026 shares of stock outstanding,
this would be equal to nearly fifty-eight cents a share, if
it is taken into the earnings for the current fiscal year
to end March 31.

Many cigar companies enjoined the collection of
the processing taxes, and either have obtained or will
obtain refunds shortly. In Pennsylvania, some com-
panies posted bonds guaranteeing the tax, and, when
the A A A was declared unconstitutional, the bonds were

voided, the money being released of claim. In Detroit,
repayment of the taxes to the companies has been
ordered.

In a few cases, tobacco wholesalers have indicated
to the companies that they feel they are entitled to
the refund of the tax, but, in the main, the principle
that the manufacturers themselves absorbed the tax
is well recognized. On cigars the broad statement that
])rices were not advanced probably holds true one hun-
dred per cent. On Philip Morris cigarette, the price
before the imposition of the tax was $6.85 a thousand
cigarettes, and there was no change during the life of
the tax, nor has there been any since its elimination.

On leading brands of cigarettes prices were raised
from $5.50 a thousand to .$6.10 a thousand early in 1934.
The processing tax became effective October 1, 1933.
However, the level from which the price of cigarettes
was advanced was the lowest in well over a decade,
and was due to the tremendously increased competition
from lower-priced cigarettes. Ev^en the present price
is well below the average price which prevailed from
the earlv '20s until price-cutting developed early in
1 933.

Furthermore, if it could be maintained that the
])rice advance passed on the processing tax, it would
still be a fact that wholesalers and retailers partici-
pated in jmHsing the tax on to the consumer, for a
change in the price list of cigarettes is quickly met in
the price over-the-counter.

Auditors will probably have the final say as to how
the accounting of refunds should Ik? handled, but the
liossibility that retroactive taxes might be passed and
lield constitutional is causing some concern. It is
pointed out that, if the tax refunds are taken into earn-
ings, income taxes nmst be paid on them. Then, the
remote ])ossibility is envisioned of the need for return-
ing this money to the Oovernment after having paid
an income tax on it m profits.

The Tobaeto WorU

LEAF TOBACCO EXPORT TRADE

AC(y()RI)ING to preliminary statistics assembled
by the Tobacco Division, Department of Com-
merce, the leaf tobacco* export trade in the
Tiiited States in 1935 amounted to 396,330,308 pounds,
\aUicd at $134,042,938, compared with 1934 exports
amounting to 440,866,494 pounds, valued at $125,064,-
123. Exports of leaf in 1935, as compared with 1934,
show a decrease in total volume of 44,536,186 pounds,
or 10.10 per cent., and an increase in total value of
$8,978,815, or 7.18 per cent.

As regards types of leaf tobacco entering into the
ixport trade in 1935, decrease in volume were regis-
tered by bright flue-cured, hurley, dark-fired Kentucky-
Tennessee, dark Virginia, Maryland and Ohio export,
cigar leaf, and stems, trimmings and scraps. Increases
were registered by Green River, One Sucker, Black-
I'ats and Perique.

As regards average values, increases were regis-
tered by all types except Perique and stems, trimmings
and scraps. The general average of all types exported
in 1935 was $33.82 per 100 i)ounds, and in 1934 the
average was $28.37.

Exports of manufactured tobacco products in 1935
increased in total value $958,532, or 11.94 per cent.
Kxports in 1935 were valued at $8,982,761, as compared
with the 1934 value of $8,024,229. Exports of cigars
and cigarettes accounted for the increase and also de-
creases in the value of chewing and smoking tobacco.
Cigar exports were segregated in 1935, having lK?en
cared for under "other" prior to that time.

Quality 2 for ^4 Cigars

BY P. LORILLARD COMPANY. INC.

N>W CUNRBNCY

WEDDED TO HIS PIPES

R( )WLAN I) V. LEE, director of * * One Rainy After-
noon," Pickford-Lasky's initial production, and
his pii>e — or pipes would be more appropriate —
are inseparable. "There are pipe-smokers and smok-
ers of pipes," said Lee, drawing a fine technical dis-
tinction. "I'm a pipe-smoker. It takes years of ex- .
perience to become that."

For more than a quarter of a*century, Director Lee
lias smoked the same brand of tobacco. WTien fellow
pil)e-addicts — and Pickford-Lasky row at United Ad-
lists studios, from Jesse L. Lasky, president, down,
swarms with them — offer Rowland their pouch to sam-
ple, he refuses smilingly to be tempted.

"A tobacco that has never failed you," he says, "is
liki' a true and tried old friend whom you don't want to
exchange for a new one."

At his desk or on the set of "One Rainy After-
noon," Lee always has a pocket full of pipes. As he
smokes steadily, the assortment is necessary, for the
dyed-in-the-wool pipe-smoker never reloads a pipe until
it is thoroughly cooled. Fancy briars rei^uire tender
care to preserve their sweetness.

So thoroughly is Rowland Lee wedded to his pipes
—ft lawful form of polygamy, even in America — that
he does not care for tobacco in any other form. At
dinner parties, he will take a few cigarette puffs, but
invariably sli|>s outside for a drag or two on the favor-
it«» "fumidor" during the evening.

"Cigarette smokers never make pipe smokers,"
Director Ijee maintains. "They are mostly too ner-
vous. To get real cnjo%Tnent out of a pipe requires
deliberate and thoughtful smoking. It's an art which
never fails to give genuine satisfaction to Wm who
cultivates it."

Pebrmry t$, tgyS

Meeting the publie^s demand
for quality cigars
moderately priced

Our other Popular 2 for 5i Cigars
JAMES G. BIAINE • LA FRAOSA • SARONA

TOBACCO TBADE ORGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION l^trtjW

OF UNITED STATES ""^Mflft^"

iESSE A. BLOCH, Wheeling. W. Va Preiident
ULIUS LICHTENSTEIN. New York. N. Y VieePreiident
WILLIAM BEST, New York. N. Y Chairmaii Executive CommittM

MAI. GEORGE W. HILL. New York. N. Y Vic*j-Pre«ident

GEORGE H. HUMMELL. New York. N. Y Vice- President

H. H. SHELTON. \V*«hington. D. C Vice-President

WILLIAM T. REED. Richmond. Vs Vice-President

HARVEY L. HIRST. PhiUdelphi*. Pa Vice-President

ASA LEMLEIN. New York. N. Y Treasurer

CHARLES DUSHKIND, New York, N. Y Counsel and Managing Director

Headquarters, Ml Madison Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC.

WILLIAM A. HOLLINGSWORTH. 233 Broadway New York. N. Y President

CLIFFORD N. DAWSON, Buffalo, N. Y Executive Vice-President

JAMES C. THOMPSON, Chicago, III Treasurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

iOHN H. DUYS, New York City President
IILTON RANCK. Lancaster, Pa First Vice-President

D. EMIL KLEIN. New York City Second Vice-President

LEE SAMUELS, New York City Secretary -Treasurer

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN, 408 Market Street, Newark, N. J President

10SEPH FREEMAN. 615 West 150th Street. New York City. .First Vice-President
fRANK SOBEL. 72 Williams Street, Newark, N. J SecreUry

Al^ERT FREEMAN. 25 West Broadway, New York City Treasurer

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE •• President

SAMUEL MAGID, 2001 N. Mervine St., Philadelphia. Pa SecreUry

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS. Baltimore, Md Preildet

iOSEPH KOLODNY, 200 Fifth Ave., New York, N. Y Secretary
iEO. 1. SCRAMBUNG, Geveland, Ohio Trenstwer

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN •■ President
IKRMAN H, YAFFE, 301 Fc» Building, Philadelphia, Pa Secretary

IS

Ettablithed 1886

"BEST OF THE BEST

99

""■'-■-' "' A. SANTAELLA & CO.

Office, 1181 Broadway, New York City

FACTORIES: Tampa and Kgp Wtat, Florida

OUR HIGH-GRADE NON-EVAPORATING

CIGAR FLAVORS

Make tobacco meUow and amooth In charactair
and Impart a most palatable flavor

FUYORS FOR SMOKING uid CHEWING TOBACCO

Write for Ltat of Flavors for Special Brands
BKTUN. ABOMATIZEI. BOX PLAVOBS. PASTE SWBETENEBS

FRIES & BRO., 92 Reade Street, Ne%v York

■'^>:•^^J:,^^*JV^*K'.'^r:.^*JX'«J^','<9J:•.'9J::^\*J:^^*JV,'*M•,'*Jv.^^

Classified Column

The *-aie lot this column is three cents (3c.) s word, with
a minimum cnarge of seventy-five cents (7Sc.) payable
■trictly in advance.

Mr/»1r7W^«flt)«rtrr4wrn^r/«vlr/iYlr»l1rr*^1^«^

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any-
where. Highest references. Open for position. What have you?
A- O. Weiser, 214 N. Twelfth Street, Philadelphia, Pa.

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chmes, Amusement Pin Tables, Electric Cranes at low prices
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

^EER WITHOUT CIGARS. IS LIKE KISSING WITHOUT
LOVE-Adopt as your slogan, "KUs yotir beer, but love your ci-
fBTS. Specially those Havana blended. "Good to the last Puff"
Mufactured by A. Ramirez & Co., Post Office Box U68. TanaiiL
1^ Write them for particulars today. ' "'

Tobacco Merchants' Association
Registration Bureau, ^tw^'voS^"*^-

Schedule of Rates for Trade-Mark Serviees
Effective April 1, 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance of $2 will be made to OMmbcra of the TobMo* Her-
cluinta' Aatociation on each registration.

Note B— If a report on a aearch of a title ncceesitatea the reportiag of SMra
than ten (10) titles, bat leas than twenty -one (21), an additional eharg* af Oaa
Dollar ($1.00) will be made. If it necessitates the reporting of more thaa twaaty
(20) titles, but less than thirty-one (31), an additional ehatm of Twa Doltara
($2.00) will be made and so an aaditional charge of One Dollar iS^Mi will b*
made for every ten (10) additional titles necessarily reported.

REGISTRATION

BROWN BOMBER:— 46,520. For cigars, cigarettes and tobacco.

East Prospect Cigar Co., East Prospect Pa., February 5, 1936.

TRANSFERS

RED ARROW:— (U. S. Tobacco Journal). For cigars. Regbtered
June 15, 1885, by iStahl & Fletcher, New York, N. Y., 10^79
(Trade-Mark Record), for cigars, and 24,614 (Trade-Mark Record),
for cigarettes, little cigars and tobacco. Registered September 8,
1891, and May 10, 1901, respectively, by Jacob Stahl, Jr., & Co..
New York, N. Y. Transferred to H. L. Haines & Co., Red Lion,
Pa., and re-transferred to El Moro Cigar Co., Greensboro, N. C,
September 25, 1935.

HOP OVER:— 45,013 (Tobacco Merchants Association). For all
tobacco products. Registered June 27, 1927, by Petre Litho. Co.,
Philadelphia, Pa. Transferred to H. L. Haines & Co., Red Lion,
Pa., and re-transferred to El Moro Cigar Co., Greensboro. N. C.
September 25, 1935.

BIG HOP:— 45,012 (Tobacco Merchants Association). For all to-
bacco products. Registered June 14, 1927, by Petre Litho. Co.,
Philadelphia, Pa. Transferred to H. L. Haines & Co., Red Lion,
Pa., and re-transferred to El Moro Cigar Co., Greensboro, N. C,
September 25, 1935.

LA PHILADENCIA:— 13,900 (Tobacco World). For cigars, ciga-
rettes and cheroots. Registered December 15, 1902, by E, E. Koh-
ler, Reading, Pa. Through mesne transfers acquired by H. L.
Hames & Co., Red Lion, Pa., and re-transferred to EI Moro Cigar
Co., Greensboro, N. C, September 25, 1935.

ZENDA: — 17,780 (U. S. Xobacco Journal). For cigars, cigarettes
and tobacco. Registered October 3, 1895, by Witsch & Schmitt,
New York, N. Y. Through mesne transfers acquired by Chria
Langhtz, Marysville, Kansas, and re-transferred to the A. & R.
Cigar Box Co., St. Louis, Mo., January 27, 1936.

SOCRATES :-4451 (Trade-Mark Record). For cigars. Registered
October 3, 1887, by Geo. Schlegel, New York, N. Y. Through
mesne transfers acquired by the Winget Cigar Machine Co., York,
Pa., and re-transferred to Rod E. Druck & Co., Dallastown. Pa..
January 31, 1936.

KING PIN:— (Tradc-Mark Record). For cigars. Registered De-
cember 22, 1886, by S. G. Condit, New York, N. Y. Transferred
to Gradiaz Annis & Co., New York, N. Y., and re-transferred to
Lconidas Arango y Ca., Tampa, Fla., February 5, 1936.

MEWS FBOM OONOREtt

(Continued from Page 10)

Members of the committee believe that no per-
manent solution of the unemployment problem will be
possible until the Government (Either restricts the use
of labor-saving machinery or devises a program to
keep the population at work in spite of such devices.

Even were the country to return to the production
levels of the best pre-depression days, it is asserted,
It would be impossible to give employment to the num-
ber then at work because of the strides made in the
development of machinery in the past few years.
*u. Limitations upon the use of machinery and the
thirty-hour week must be adopted if the vast army of
unemployed is to be returned to useful activity ac-
cording to labor representatives.

LIBRARV

RECEIVED

MR 7 1^36
■^ u\ JeliarOTouO Agridltur^

19 3 6

n

J

In This Issue

TOBACCO DISTRIBUTORS BACK
PROMOTION CAMPAIGNl

By Joseph Kolodny

ESTABLISHED

188

NEW PACKAGING WILL BOOST
CIGAR SALES

By Hobart B. Hankins

CIGARETTES AND CIGARS START
1936 WITH GAINS

THE TALK OF THE TRADE

THE TOBACCO WORLD

Life is a strain on JJlCrt/ollCJAi

Smoking Camels Helps to Ward Off indigestion
Caused by the Breathless Pace of Modern Living

Faster faster — faster uocs tin.- nmclcTn rush. Nci wonder
indiucsiion \isits so many. Ftoplc can't sccrn to pause for
proper eating. Hut here's one simple step e\er) one can take!
Smoke Camels tor the sake of the positive beneficial efiect
Camels ha\ e upon digestion. Camels stimulate and promote -^
natural prt)cesses of digestii)n. They restore a feeling of 1^
well- being. W ith their matchless blend of ct>stlier tobaccos.
Camels bring a supreme enjoyment of mildness and flavor

STLIER
COS!

Cam*!* tkf ma«l« from
ftn«r. MORE EXPENSIVE
TOBACCOS -Turkish
and Domastic — than any
oCkar pop«4ar brafML

Modern life in one of its most attractive phases —
the Trianon Room {ahoti} at the Ambassador ia New
York. Louis, maitre d'holel. says: "Our guests come to
the Trianon Room from New York and from all over
the country. Those who enjoy dining here also appre-
ciate the delicate flavor of the finer tobaccos in Camels.
Camels are an o\er%v helming favorite here. '

7^ ^lae66o?t!i Sa^

TUNC IN ! CA.MEL CARAVAN u,th WALTER
O KEEFE • DEANE JANIS •TED HI SING •
GLEN GRAY and tht CASA LOMA ORCIIES-

TR A • Tuesday and Thursday 9 p.m. E. ST..
K p.ni ( . S T , 9*0 p.m. M. S. T , 8: *0 p.m.
l». S. T,-over \\',\ H< ■ (tilumbij Nit».»rk.

"f^ Garnet

Vol. 56

MARCH 1, 1936

No. 5

IT IS common knowledge that we have been inactive
in The Tobacco World affairs for some years, ex-
cept on two occasions, and one was a case of ilhiess.
The other was an obsession which remains with ns.
The case of ilhiess alludes to our former editor. While
we have been writing for The Tobacco World again for
less than a month, the February issues have brought
lis many letters, indicating that we are not forgotten
l.y those who knew us from 1913 on, and our activity
tor more than ten years thereafter.

And now The Tobacco World comes forth in a new
dress! We hope our readers will like it. We think it
is modern and indicates the progressive spirit of the
tobacco industry.

If our readers do like it, we would appreciate a
word from them. And if they do not like it, please be
frank with us and tell us why. Criticism is welcome at
all times. We do not expect that we will please all of
our old friends, but we are at least making the effort
to please the majority.

So help Mr. Farley's department in Washington
and write us a letter, telling us what you think of the
new cover and the spirit of the editorial contents of this
issue.

THE annual convention of the NATD which be-
gan on February 20th at the Hotel New Yorker
in New York, and officially ended on February
23d, was the most spontaneous outburst of enthusiasm
that we have seen in the tobacco industry in our twenty-
three years of experience.

To Joe Kolodny, and his committees, belong high
praise for having consummated a highly constructive
convention not onlv for the tobacco distributors, but
for the manufacturers and retailers of tobacco products
as well.

This billion dollar tobacco industry is not to be
treated lightly, and the fact that Joe Kolodny and his
cohorts brought more than one thousand persons to
the annual banquet of the association on the night of
Washington's Birthday, attests to his persuasive
powers, and the intensive interest of the industry as a
whole. The guests came from every part of the United
States.

We emphasize the loyal interest of the manufac-
turers, distributors and retailers and suppliers to the
trade, and the allied lines, in supporting the meetings
and particularly the banquet, because on Washington's
Birthday in 1935, we had nine invitations, formal and
informal, for an evening of celebration.

We chose, and we do not regret it, to attend the
meeting of our chapter of the Sons of the American
Revolution. Our distinguished friend and compatriot,
Dr. A. Guyot Cameron, now retired, journeyed all the
way from Princeton, N. J., to the Union League in
Philadelphia. Exactly eleven out of more than fifty
answered the roll-call !

We digress and become personal merely to point
out that probably every one present at the NATD ban-
quet had from half a dozen invitations on into double
figures to some Washington's Birthday gathering.

But they came to the NATD Dinner! And that's
the point!

MEMORY does not serve us as well as it did, and
without the records at hand we cannot place
the year or date, for we have been almost com-
pletely out of touch for more than a decade. But we
do remember a dinner of the National Cigar Leaf To-
bacco Association held at liiichow's. (It came back to
us as we lunched there this past week, for the first time
in many years.)

As we remember, John Duys and Harry Roths-
child were among the leading spirits. And that was a
grand affair too. There was a ** stooge" waiter who
managed to keep one table after another in a furore, by
serving the individual with something he didn't order —
and not what he did order! Our memory is greatly
refreshed in considering this point.

But this tremendous gathering of the tobacco in-
dustry at the New Yorker indicates that "Happy Days
are Here Again," and it will be good for the industry's
various associations to sponsor gatherings of this sort
from time to time. The more frequently men in a trade
or industry meet, that intimate relationship leads to a
spirit of co-operation that cannot be created in any
other way.

We extend our congratulations to the manufac-
turers for their splendid exhibits, and for their cordial
reception to the members of the trade.

We compliment those who attended the Conven-
tion on their foresight. They must understand now
that the cigar and tobacco industry is not only going
ahead — but profitably, and for all.

And again thanks to Joe Kolodny for having con-
snnnnated a tremendous undertaking with complete
success.

WHEN on a >ronday. May 27, 1935, the Supreme
Court of the United States folded the tents of
the code authorities operating under the NRA,
according to Donald Richberg more than 150,000 em-
ployes, skilled in various departments of business ad-
ministration, were literally thrown out in the street.
For there immediately followed orders from the NRA
that no funds could bo disbursed from code authority
funds after May 27, 1935, for any purpose whatever.

As secretary of a code authority, stringently re-
stricted from its inception as to the expenditure of
moneys, we were not very happy over the order. It left
many code authorities insolvent, due to the fact that the
mandatory clause in almost every code for the payment

The TOBACCO WORLD (aUbUthed 1881) U published by Tobacco World Corporation; Hobart B. Hankins. Pf«»»^ent and Treafttrtr^
Gerald B. Haokiiu, Secretary. OiSce. 236 Chestnut Street. Philadelphia. Pa. Issued on the 1st and ^ 5th of each month. Subscriptiont.a^^
able only to thoM eagaged ta the tobacco induitry. $2.00 a year 20 centa a copy; foreign, $3.50 a year. Entered as second-class mail matter,
December 22. 1909. at die Pott Office, Philadelphu. Pa., under the Act of March 3. 1879.

of code fees (collection of which was promised by NRA
if a code authority could not collect) was never more
than a casual gesture and produced no results.

Then followed instructions to code authorities to
return all confidential papers to the parties who had
submitted tliem, or to the NHA who promised to do the
job for tlie code authority. The i)articular code author-
ity in wliicli we were interested returned such originals
as we had, direct, but many originals, for the purpose
of prosecution, were in the hands of NliA all over the
country.

And it should be borne in mind that from six to
twelve copies of every letter of any importance what-
ever concerning code authority operations were filed
with XRA executives.

This simply leads u]) to a paragraph in our Wash-
ington letter in tliis issue which sets forth that the
Department of Justice and the Federal Trade (Commis-
sion (among other (lovernment bureas) may secure
access to XKA files.

And it mav concern the lol)acc() industrv — not to
mention other industries.

If this paragraph in the Washington letter becomes
fact, then a pledge has been violated, for it was dis-
tinctly understood that all confidential infornuition sub-
mitted to NRA would be inviolable.

And as a matter of fact when the first annual audit
was made (which covered the dollars and cents busi-
ness of each member of the industry, as well as his pro-
duction), these sheets wei-e ordered removed from the
auditor's report beloir it was submitted to even the
members of the code authoritv, to sav nothing of the
industry at large. Neither tlie counsel for the code
authority, nor the chairman of it, was permitted to see
that phase of the report.

Obviously, if this Washington report, that branches
of the Government other than NRA mav have access to
NRA code authority confidential records, is a fact, it's
time that industry and trade should take some action.

When the (Joveinnient violates its pledge to its
taxpayers who went along, willingly or reluctantly,
%vith NRA, the mildest thing we can construct in the
way of a phrase is that a vigorous protest should be
made bv the members of cvcni industrv.

THE editor of Advertising £ Selling is disgusted.
He turns the jiages of newspapers and maga-
zines in deep disgust "with the manner in
which advertisers persist in selling their goods for
what they aren't, citing some palpaV)ly flimsy finding
of 'science' as their sole justification." He wrote in
the February 13th issue that it is perhaps unfair to
blame any particular piece of copy, and then proceeded
to lambaste the current Camel Cigarette campaign in
the following paragraphs.

**Just to keep the record straight let's make clear
that we smoke cigarettes — plenty of them — and that in
common with millions of others we enjoy them — lots.
But we don't smoke cigarettes to reduce our weight nor
to pick up new pep. More specifically, we don't smoke
them to improve our digestion or our dandruff.

"Probably the tobacco companies favoring such
themes can cite scientific findings ad infinitum as evi-
dence that these special physical blessings are all
heaped upon us by virtue of our cigarette smoking.
We strongly incline to the belief that equally reputable
authority could be cited to the contrary. Indeed, we

have ;read some mighty persuasive physiological testi-
mony to the fact that cigarette smoking is not only of
no positive benefit, but even detrimental to health un-
der certain circumstances.

"However, we're willing to let that question of
scientific veracity pass, if the cigarette company is —
and we think they'd better, for it's going to embroil us
both in an argument that certainly won't do either of
us any good.

"Our point is this: if we want to reduce, if we.
want new pep, if we want to keep our wind from being
cut down, if we want to refurbish our digestion, we're
going to a good doctor and w^e're going to take his
advice — even if it means cutting out cigarettes. Or we
might take any one of a dozen well-known remedies
for such ailments. The products have an honest right
to advertise their health-giving virtues. Cigarettes
haven't — and you don't need an M. D. to know that.
Meanwhile, some of the cigarette companies disregard
their own advertising rights for a mess of pretty messy
pottage. ' '

AFTER reading that blast, we suspected that the
gentleman was not so much disgusted as mad —
mad in the sense of suffering from the sort of
irritability that comes from indigestion. And it's a
safe bet that the first thing he did after finishing that
firebrand editorial was to take a few quick drags from a
cigarette to allay his irritation, even though he seems to
belong to that vanishing race of men who smoke cig-
arettes— plenty of them — and enjoy them — lots — in
spite of their deep-seated belief that the practice is
harmful to their health.

It is a fact that cigarette smoking began to assume
huge proportions as one of the major habits of Ameri-
cans in spite of this same drawback. We don't have to
be octogenarians to remember the obstacles which the
cigarette manufacturers had to overcome. Every
manner of crime was attributed to the smoke of tobacco
wrapped in paper. There is scarcely an oldster today
who did not begin to smoke surreptitiously because it
was a thing forbidden. There wasn't a disease on the
calendar whose inception could not be traced to the
cigarette.

If there is any doubt in anyone's mind about this,
let him hark back to the cif^arette advertising of even
the recent past. It was defensive. It was negative, not
positive. "Do not janglo the nerves." "Do not irri-
tate the throat." "Not a cough in a carload." They
did not attempt to tell anyone why he should smoke a
cigarette. They simply gave him reasons why he should
not refrain from smoking.

It was not until the World War that people ^en-
erally began to realize that there was more to a ciga-
rette than they had previously given it credit for. We
believe that it is not stretching the truth to state that
the cigarette helped to win the war.

During the last year, nearly four million people
lighted cigarettes every minute of the sixteen waking
hours of each day. These were branded cigarettes
alone. Nobody knows how many more rolled their own
each of those minutes.

Now our magazine editor seems to know clearly
and definitely why he does not smoke cigarettes, but he
is eloquently silent on the reason why he does smoke
them, except for the generality that he' enjoys smoking.
He passes up the question of the character of that en-
joyment.

Tht Tobacco WorUi

We're going to take the liberty of telling him why
lie, along with uncounted millions of other Americans,
enjoys smoking cigarettes. He enjoys them because
of the unique properties of the tobacco in them.

HE SMOKES when he's feeling just right be-
cause it is a pleasural)le adjunct to the celebra-
tion of his happiness, and ho smokes when he
is blue because it is a comfort and a solace. He smokes
vvlien he has put over a deal because of the extra satis-
faction it adds to his feeling of success, and he smokes
when he has failed to accomplish a job satisfactorily
because it is an antidote for discouragement. He
smokes when he is working at fever heat because it
clears his brain, and he smokes when he is tired after a
linisliod task because it helps him to relax. He smokes
after an elaborate dinner because it helps the processes
of digestion, and he smokes when he has to postpone a
laeal because it allays the pangs of hunger. He smokes
when he is doing a difficult job because it helps to keep
his nerves steady, and he smokes when his nerves are
shattered, because it is an anodyne. He smokes when
ho is knocking out a sizzling editorial like the one we
have quoted, because it helps him to i)ut one burning
word after another, and he smokes while wise-cracking
with his fellows at the club because it seems to go with
the light-hearted moments as well as with the most seri-
ous working hours.

▼

PUT in fewer words, our editor friend, whether he
knows it or not, smokes when his system requires
a temporary increase of vital activity, because it
is a gentle stinmlant; and he smokes when he wants to
allay irritation or pain, because it is a mild sedative.

When we made reference, in the beginning of these
i( inarks, to the unicjue properties of tobacco, that is
what we had in mind. No other herb grown by Nature
is both a stimulant and a sedative. A stimulant is a
medical agent. A sedative is a medical agent. They
arc as unlike as two things can possibly be. One is
opposed to the other. They are contraries. Vet they
are alike in the respect that each has the effect of nuik-
ing you feel better than you felt before; each has the
object of bringing you to a sense of well-being.

One phase of the editor's attack which seems to us
to be less than scholarly, is his summary dismissal of
scientific findings as the basis of cigarette advertising.
He says, in effect, that no matter wliat science may dis-
cover as to the physiological effects of smoking, he
won 't believe it. There is no other way to construe that
ad infinitum.

He does not believe that Professors Haggard and
Oreenberg, of the Laboratory of Applied Physiology,
Vale University, discoveretl accidentally, while investi-
gating the question of the optimum mealtime interval,
that smoking produces a definite increase in the concen-
tration of blood sugar in the body, and that this is the
source of at least a considerable jiart of the gratifica-
tion from smoking.

SCIB^NCE is constantly finding new facts that add
to the present knowledge of the favorable physi-
ological effects of smoking, and it is our under-
standing that the current Camel campaign is based on
the latest findings of the effect of smoking on the human
digestion. Special recording apparatus was devised.
March /, jpjd

loods were taken and measured individually, and then
in combinations. The rate of flow and amount of secre-
tion of glands contributing to digestion were accuratelv
determined. In the course of the experiments it was
found that smoking cigarettes niarkedlv increased the
flow of digestive fluids. The importance of this extra
secretion in facilitating digestion is acknowledged,
hence there is objective evidence for stating that smok-
ing Camels is a definite aid to digestion.

We are reliably informed that, when the discov-
eries were brought to the attention of the R. J.
Reynolds Tobacco Co., further definitive experiments
were made to double-check upon the previous findings.
The first findings, it is reported, were fully confirmed,
enabling the manufacturers to state that smoking Cam-
els is of genuine benefit to natural digestive processes.

The announcement came as no surprise to those
who have long felt that a good cigar, a pipe or a ciga-
rette helped them to digest a big meal. It's the tobacco
that does the trick.

To us, however, the current Camel campaign is
noteworthy in that it marks another long step away
from the negative defensive advertising of the ciga-
rette. We don't expect to see any more of the kind of
advertising which urges us to smoke a cigarette be-
cause, forsooth, it won't do us any harm. We expect
all cigarette advertising to urge us to smoke a cigarette
because it will do us good — make us feel better.

NOT everyone in the industry agrees with this ex-
ploitation of what is reported to be the physio-
logical effect of smoking cigarettes. Liggett &
Myers Tobacco Co., for instance, has several times in
its advertising discounted these claims. Only the other
day thei'e was a humdinger of a piece of Chesterfield
copy which has created widespread attention and com-
ment. Under the heading "Fiddlesticks" the text ran
as follows: 'Vou're a funny talking man to be selling
cigarettes. You talk like they are cure-alls . . .I've
known this for a long time . . . cigarettes cause no
ills and cure no ailments . . . Vou mean all cigarettes
. . . Yes, at some time or otiiei-, I have just about tried
them all and what I say goes for all of them . . . Seri-
ously . . . there is probably only one man on earth who
would believe it if we told you that a cigarette would
cure what ails you . . .On the other hand . . . there
are millions of smokers who will testify, without pub-
licity, as to the pleasure and enjoyment which they get
from smoking a go<Kl cigarette."

It is a matter of record that Chesterfield advertis-
ing has stood out as positive, constructive promotion of
the cigarette. Their famous slogan, "They Satisfy,"
is an example of what we have consitlered perfect cig-
arette advertising. Their coj)y has for years stressed
the gratification, the pleasure, the enjoyment, which
comes from smoking a Chesterfield, as in the closing
sentence of the advertisement we have just quoted.
They are in agreement, then, on the mental and physi-
cal effects of smoking a cigarette, and differ only when
it comes to a breakdown of the elements making up
those effects. It seems to us that their concern arises
from the possibility of the cigarette being exploited as
a patent medicine, which it is not. At any rate, their
criticism of the type of selling which they oppose is
infinitely more judicious than the uncontrolled attack
of the editor of the advertising trade paper, which was
the reason for waiting these extended paragraphs.

New Packaging Will Boost Cigar Sales

By Hobart B. Hankins

FIRST of all we want to say that after visiting
people of varied interests in the cigar industry,
including cigar manufacturers themselves, we
find them gratified by the prospect of ''better busi-
ness". And this feeling of optimism may be entirely
justified for several reasons.

While there mav be a difference of opinion on the
subject, the fact remains that good cigars have a mar-
ket above Class A. But in these recent years of dis-
couragement, despite all that has been attempted to
tinge the clouds with a silver lining, there is a feeling
of reluctance in the cigar industry to attempt any-
thing new or encourage the smoking of higher brack-
eted cigars.

And to digress, we think this feeling of pessimism
is unwarranted. In 1935 the automobile industry did
more to restore prosperity to the United States than
any other branch of business endeavor. And whether
the cars were bought for cash, or on a partial payment
plan, the motor car industry had one grand year.

You of the cigar industry naturally want to know
why. There is at least one answer.

They put the automobile up in a new package, and
despite the fact that we Ix'came profane every time we
had to crawl into a taxicab or a private car, on our
hands and knees, we had to admit that the industry
was not only going places but was having one of the
best years in its history. Streamlined bodies, new
hoods, and a lot of new internal and infernal gadgets,
took the potential buyers— who had been holding back

— by storm.

Now we come back to the cigar industry. And what
we will say in some of the following paragraphs will
probably confirm us as a modern Savonarola with
the prospects of his Fate.

To get right down to brass tacks, what sells a prod-
uct, whether it is coffee, Hour, or niannaladf?

It is the product itself, first of all.

And what comes second!

The answer is, the packaging.

Since w^e were not pledged to confidence, I am tak-
ing the liberty of telling a story.

A confirmed cigar smoker left the dinner table to
seek a cigar. He found none! lie immediately took
his hat and coat and was about to set out for the near-
est cigar emporium, w^hen his wife inquired about his
sudden departure. He said he was going to get some

cigars.

**Well," said the wdfe, ''How about that box that
was on the coffee table about five months agot I still

have it."

The husband suddenly remembered the gift, and

inquired, "Where is it!"

"In the coat closet," replied the wife. "It wasn't
a nice looking box to have around the living room, so
I put it away."

And so the husband went to dig it out from under
the hats and scarves and what have you, and found the
cigars had suffered severely from their tenancy in the
hat and coat depository. So he went out and bought
some cigars anyway.

This happened last summer.

A few weeks ago he took home a novel package,
and as there was some entertaining, the cigars went
quickly. A few days later he found the empty pack-
age on the table, picked it up, and was about to sur-
render it for all time to the trash man. The wite
spoke up with distinct objection to the discarding of
such a splendid package which she considered an
adornment to the living room.

And so this man casually made a survey ot His
home And in looking about, he found numerous and
distinctive candy boxes containing everything from
buttons to darning cotton, and so on. The containers
were kept because they were distinctive ! _

It was for that reason the novel cigar container
was saved from the trash can. It was a package that
in the eves of the lady, who controlled the household,
was a luark of embellishment for the coffee table, or
whatever other table she may have desired to orna-
ment. . , , ,, ,.

The point we are trying to make is that the time
has come for new types of packaging. When the lady
about the house saves her candy boxes, and finally
finds a cigar box which makes an appeal to her ar-
tistic sense of the finer things, then this prosaic cigar
industrv lias apparently started for new places. And
the trials and tribulations of the cigar industry over
some years certainly warrant a new interest in the
progress of anything that will promote its prosperity.
With every fear that we will offend some of our
good friends in the industry we say, that aside from
the integrity of the product, the cigar manufacturer
must take into consideration most seriously, the pack-
aging of it.

In tilt' early ])art of the twentieth century — the
first vears to be exact — the cigarette industry was well
bfhind cigar withdrawals. We do not have the figures
at hand but we do know that the cigar production aver-
aged over a periotl of years is just about where it was
in the early 19(K)s. But the cigarette industry has in-
creased more than limes.

And more jKnver to the cigarette industry because
of the lait that it has something which the cigar indus-
try TOeins to lack — and that is the intestinal fortitude
to not only advertise their products but to in some
way interest the Retaileh in the proper method to
iiierehandise their product. And this is one of the
critical things about the progress of the cigar indus-
tiy — the retailer of cigars must look into the future
of his business and become a merchant, not an order
taker. Because a customer asks for a two-for-five
doesn't mean that with some discretionary persuasive-
ness the purchaser can't be brought around to a five-
cent cigar.

This brings us back again to a line already written.
First of all is the integrity of the product itself, and
second the container in which it is packed. And you
can't get away from the idea that the package does
count.

All these years the cigar industry has been run-
ning along with the same old label and the same old
package. Almost every other industry has gone places
by changing their package. But the cigar industry

{Continued on Page 17)

The Tobacco WorU

Distributors Back Promotion Campaign

Complete Plan Outlined at NATO Convention

By Joseph Kolodny

IT is a concrete and definite reality that cigar con-
sumption has been on the decline for a number of
years; that the cigar manufacturing industry and
all those depending, for their livelihood, on the sale of
ciuars, are not in a secure position economically; that,
coupled with a diminishing cigar market, we also find
that close to 90 per cent, of cigars produced are in the
lower brackets; that generally speaking there is no
evidence of a visible effort toward checking this condi-
lion; that, since we live in an enlightened and scientific
era, one can hardly visualize something miraculous to
iiappen that may correct this condition; that the situa-
tion challenges the intelligence, foresight, ability and
fui litude of the industry, and that no one but the indus-
try itself is capable of correcting it; that the plan we
propose is based and predicated upon an organized and
unified effort to restore cigar consumption.

Well may you ask — **Why should the NATD con-
cern itself vnih this problem!'* The NATD is con-
cerned with the cigar situation and is advancing a plan
for the increase of the consumption of cigars and the
rehabilitation of the cigar industry because of the seri-
ous consequences of a continued cigar decline to the
wholesale distributor.

It is my contention that even though the wholesale
tobacconist markets a number of tobacco products and
kindred lines, his prestige and good-will with both the
manufacturer and customer are directly linked with the
reputation and prestige of the brands of cigars which
he controls as an exclusive distributor.

WhyT Because irrespective of the large volume of
cigarettes he may sell, a differential of one-tenth of one
I)or cent, on a carton is suflficient bait to divert the major
volume of his business to other wholesale or retail
channels.

Next in line is the novelty business. Whatever
theoretical profit may be derived from the sale of sun-
dries, it requires incessant effort and continued driving
of salesmen. This, coupled with the slowness of the
turnover and the difficulty of collecting from retailers,
does not make for a particularly secure investment or
sound liusiness policy.

As for candy — ^unless the distributor is fortunate
in contracting an agency for exclusive distribution of a
recognized confectionery line, he finds that the popular
brands of five-cent candies are invariably subjected to
the same destructive price competition as cigarettes.

In cigars, however, he possesses a bulwark which
safeguards the permanency of his business structure.
Mien, as a result of distribution and promotion, the
brand meets with consumers* acceptance, the distribu-
ior is placed in a position of receiving a tangible return
for his efforts and — what is of equal importance — ^valu-
able recognition from his customers.

Having clarified the position of the NATD let ns
Jiow proceed with an analysis of the reasons presuma-
bly responsible for the decline of cigar consumption,
the remedies proposed thus far, and our plan of action.

March t, tpj$

For the past three years, it has fallen to my lot
to enjoy the position of spokesman for the wholesale
fraternity—and by virtue of the various meetings at-
tendant to code formation, proposals and hearings — to
come in contact with a large number of cigar manufac-
turers and leaf tobacco packers. As a representative
of the wholesale tobacconists, most of whom depend on
cigars for a portion of their volume and profit, and also
in my own capacity as a distributor, whose principal
volume of business consists of cigars, I was naturally
interested in various opinions relative to the status of
cigar consumption. I found— much to my amazement
and chagrin— that while practically every individual
had some notion of the reasons responsible for cigar
disintegration, and, while every manufacturer particu-
larly had a solution — the inability, however, of effectu-
ating that solution was always ascribed to the wicked-
ness and — as many stated — dishonesty of the other
manufacturers.

In making up a component picture of the various
reasons, I find the following most accentuated :

(a) Some say it is due to the influx of bad cigars.
This is diflScult to dispute.

(b) The decline is due to cut-prices. A very con-
troversial subject. Is a cut-price instrumental in in-
creasing or decreasing the popularity and potentiality
of a product! As of today, the subject is academic.
Perhaps, some day, economists and business men may
determine the consequences of, or benefits of cut-prices.

(c) Those who practice price-cutting maintain that
the established prices of cigars today are exorbitant.
The consumer does not receive suflScient value for his
money. Who is to decide that! Who is to be judge of
the intrinsic value of a product? Again, an academic
subject.

(d) The decline of cigar consumption is due to
economic conditions ; that when prosperity is restored,
cigar smoking will be forthwith revived. A reference
to the revenue figures for the past ten years, however,
will reveal to any skeptic that the decline of cigar
consumption began at the height of American pros-
perity.

(e) Another group maintains that the accelerated
pace of modern life has caused a decline in cigar con-
sumption. Perhaps, but if smoking cigars is to be
placed in the category of luxuries, then I want to re-
mind my good listeners that just as much money is
being spent for luxuries now as at any other time.

And while everyone seems to have his own opinion
of the whys and wherefores nothing characterizing a
concerted and unified effort has ever been crystallized.
I maintain that a state of inertia accomplishes nothing;
it solves no problems nor will a **do nothing" policy
accomplish anything. If a person is ill, he does not sit
down to philosophize as to the reasons for his sickness
— whether it is a result of lack of sleep, lack of proper
food, lack of exercise or recreation. He goes to a doc-
tor for a diagnosis and cure.

Now, lest there be any mi sunder standing regarding
my former remarks, I wish to emphasize that we find no
fault with anyone, nor do wc (luarrel with anybody's
contentions. We do maintain, however, that the cigar
industry needs concerted effort ; that the industry itself
must furnish it irrespective of classifications or alleged
demarcation of groups. There is no such thing as de-
marcation lines in an industry. The success of any one
group is dovetailed with the success of every other.

To the best of my knowledge — during the past
three or four years — some discussion and many con-
ferences have taken place, intent upon evolving a plan
designed to rehabilitate cigar consumption. Among
the remedies proposed were :

(a) Raising a huge fund to advertise. A splendid
idea, but where" will the money come from? An elab-
orate survey was made of the industry and even though
it has revealed some striking facts and offered pro-
posals, none were consummated and nothing was accom-
plished.

(b) Several months ago, a trade publication
started a campaign known as the '* Cigar Boosters' As-
sociation." It carried the names of people who joined
cigar boosters' clubs. Each member was required to
wear a lapel emblem symbolizing a cigar. A valiant
effort — an honest, commendable effort — but it failed.
Why? First, a trade pai>er, like any other publication,
needs news for its existence. The repetition of the
same item every week is not fresh news. It bores and
fatigues the reader. Second, any movement needs or-
ganization, impact, driving force. A trade publication
may support a project, but it cannot launch a campaign.

(c) Some of the manufacturers express the opinion
that now when the processing taxes have been nulli-
fied, the manufacturing industry might be prompted to
contribute money toward the raising of a huge fund
for the purpose of restoring cigar consimiption. It is
my belief that it will not materialize because, my good
friends, as of today, there is not sufficient confidence
among the members of the cigar manufacturing fre-
ternity to agree upon a plan. I make the statement
distressingly and not without concern.

(d) A number of manufacturers are including in
their regular advertising copy statements or sugges-
tions calculated to stimulate cigar consumption. Again,
a very fine spirit but the job at hand is too vast for any
individual manufacturer. Furthermore, the accentua-
tion of the name of the brand in bold copy and the
message to prospective smokers in light copy does not
serve the intended purpose.

Now, my friends, we have no panaceas; we have
no magic wand; we have no intention of advocating
a plan to raise a huge fund or spend vast amounts of
money. We disclaim any originality or creativeness.
We merely propose to awaken the industry. We merely
propose to instill a cigar-consciousness in every one
deriving all or part of his livelihood from the sale of
cigars. We merely intend to consolidate prevalent
opinions and give them momentum under the impetus
and impact of a national organization. We propose
to harmonize human effort and direct it toward a sin-
gle objective similar to the methods society and sci-
ence apply in harnessing waterways, electrical proc-
ess, machinery and other devices of ancient and mod-
ern society.

Now, let us enter into the ramifications of our idea.
There are, according to the Government and our sur-
veys, approximately 30,000 to 35,000 individuals (ex-
clusive of retailers) who directly or indirectly derive

all or part of their livelihood from the manufacture,
distribution and sale of cigars. We propose to steer,
direct and revitalize this powerful force. Further-
more, we have no intention or desire to invade, em-
barrass or encroach upon the allied fields such as ciga-
rettes, tobacco or pipes. We have no intention and
will not lend ourselves either by deed or word toward
the promulgation of any policies which may prove det-
rimental to the welfare of any branch of our business.
There are in the United States close to 130,000,000
persons — certainlv a sufficiently widespread field to
satisfy the ambitions— material and social— of every
branch of our industry.

As distributors, we have no quarrel with anyone.
If we sell cigarettes and tobacco, we aspire to derive
a reasonable return on them. If we market or purvey
pipes or kindred lines we require a fair return on these.
If we distribute cigars, we seek a return conamensu-
rate with the time and effort required.

But I also maintain that neither manufacturer,
jobber, retailer nor salesman has a right or license to
derive a livelihood or profit from an industry unless
he manifests an intention and determination to help
preserve and safeguard the industry.

The Plan. Now, let us go back. We propose to
enlist these 30,0000 individuals into an army of car-
riers of messages and other essential data, all of which
is embodied in a comprehensive three year program.
Due to the length of time necessary to elaborate in
detail on all the technical phases of this plan, I shall
ask your permission to forego any dissertation of the
minute details.

The crux of the program is the organization of
these 30,000 men along broadcasting group lines. Each
group will have sponsors, announcers, talent and audi-
ence. Each of these classifications will be assigned
a definite pursuit. This, however, again belongs in the
category of detailed organizations and really does not
warrant any analysis at this time.

One of the important features of the plan pro-
vides that each of these individuals contribute two min-
utes— every working day — toward the popularization
of cigar smoking among consumers. Just think of it!
Thirty thousand individuals at two minutes a day
means 60,000 minutes each day or a total of 1,000
hours. Figure a day's work at eight hours — one hun-
dred and twenty-five days, or practically four months'
effort of one human being can be gotten in one day.

We will supply this vast army with the necessary
literature and intelligible information to be conveyed
to the consumers.

I will make mention — briefly — of the character of
literature we expect to supply them. How to approach
a consumer! What to tell him? Supplanting the mo-
mentary personal contact with the consumer, the sales-
man will leave with him a small two or four page
leaflet containing some interesting story about cigar
making.

On the fifth, fifteenth and twenty-fifth of each
month, each of these men will be requested to aflix three
posters a day on the windows of retail stores. These
posters will carry illustrated, apt slogans.

These posters will be prepared and furnished by
the headquarters in New York.

Small four-page leaflets will be supplied to retail-
ers, narrating interesting incidents about cigars, for
distribution to consumers, written in fictional style.
These leaflets will — from time to time— contain short

Thf Ti^acco World

ifarch I, tgj6

biographies of great men in American history, indus-
try, and other walks of life who smoke cigars.

A monthly magazine — edited preferably by a
board consisting of editors of the current trade pub-
lications— written in fictional style, will be distributed
to the salesmen of manufacturers and distributors. It
will be the purpose of this pami)hlet to make the sales-
men cigar conscious. The salesmen will be encouraged
and requested to contribute articles to this little house-

organ.

A National Cigar Week will be fostered, prefer-
ably in September of each year, so as to prepare the
public mind for Christmas cigar purchases.

It is well known that a very conscientious and
commendable effort has been made by certain groups —
I believe the salesmen's association — to popularize
Father's Day in this industry. It is our intention to
revive this public holiday.

Then, we can have three concentrated periods
each year for peak cigar purchases by consumers —
Christmas, Father's Day and National Cigar Week in
September.

We shall form a permanent group of members of
the industry in the State of California for the purpose
of influencing well-known motion picture characters to
smoke cigars when appearing in films.

Committees will be designated to prevail upon
clothing manufacturers to have their models portrayed
smoking cigars — for smoking a cigar is indicative of
good taste, which indirectly infers that the garment
becomes a gentleman.

We are compiling a list of the sons of manufac-
turers and distributors who are students at various
colleges — and let me interpose at this moment — a col-
lege education, having become a necessity, the number
of cigar offsprings in these institutions is rather large.
If my memory serves me correctly, some manufac-
turers have — at one time or another — endeavored to
popularize cigar smoking among the young people. It
failed because — as I mentioned earlier in my remarks
— the task involved by far surpasses the organization
resources of anv individual, or anv firm.

Therefore, while we may designate groups to
fraternize with the college student, and attempt to
teach him how to smoke cigars, we believe we can
touch a more intimate note by directing our appeal
through those individuals whose economic security de-
pends on the sale and consumption of cigars.

Men congregate in many places — Kiwanis clubs,
chambers of commerce meetings, political clubs, social
clubs, athletic clubs, and a number of other places. A
large number of cigar manufacturers, sales managers,
salesmen, jobbers and others in the industry are mem-
bers— and many of them active — in these local, civic,
athletic and political activities. We will direct our
efforts toward showing these various members of the
industry logical and inoffensive ways of stimulating
cigar consumption among all these congregations.

The retailer is a most important and inseparable
partner in this far-reaching project. His attitude
toward his cigar department has been a rather frus-
trated one — and he is entirely innocent of any censure
for that. He can be enrolled. He wants to be enrolled
in this campaign. He is anxious to sell cigars. It
furnishes him a fairly satisfactory return. He knows
that an increased sale of cigars means an increased
traffic of potential buyers.

As of today, his cigar case is covered and over-
shadowed with numerous types of candies and

to

novelties; several broken boxes of cigars, and other
types of merchandise. The consumer, in many cases,
has to apologize because he dares to ask for his favorite
brand.

If every salesman selling cigars will, upon enter-
ing the retailer's store, enthusiastically inform him
that a national campaign to rehabilitate cigar consump-
tion is in progress, and will recite to him the story of
this campaign — which story will be furnished to the
salesmen, then I do not hesitate to aver that the re-
tailer will join this united campaign — especially when
he is provided with the definite material to do so.

The plan provides for the development of box
trade by persuading the retailer to display several
boxes of cigars on his case with appropriate cards
recommending cigars and suggesting the purchase of
a box.

Manufacturers will be asked to include statements
in their advertising copy which will harmonize with
the campaign.

Cigar sales managers. Frankly, my friends, they
need a little education. Many of them are required
to address meetings of either factory or jobbers' sales-
men. They will be given a definite task. When ad-
dressing sales meetings, a liberal portion of their time
should be devoted to a general discussion of the na-
tional effort of the industry to increase cigar consump-
tion which will result in a more secure future for the
man whom he addresses and also for himself. The
sales manager will be furnished with a plan of pro-
cedure.

To maintain constantly the salesman 's interest and
attention, we will ask all the distributors and manu-
facturers to provide space in the salesman's reports
for inclusion of a brief survey as to his performance
each day.

These are but a few of the highlights of our pro-
posed plan.

I might go on for hours, discussing and presenting
every technical and administrative phase of this plan.
I do not have any intention, however, of imposing any
further upon your valuable time. We have tried to
formulate a plan which will be operative within the
economic limitations of the industry. We want to make
a start. When we have taken the initial steps, we will
complete further methods or procedure. This can be
done !

And now we approach an important angle — how
will this be financed? While the outline presumably
embodies thoughts which — on the face of it — recjuire
huge sums for the proper carrying out of the entire
idea, you will find, however, upon a close analysis that
it is evolved and formulated so as to become operative
on a most inexpensive basis. It does entail, however,
dynamic effort. It requires organization. It needs
stimulation of enthusiasm; and maintenance of that
enthusiasm. It is a superb organization task.

Expenses to be incurred will be confined entirely
to literature, posters, folders, leaflets, postage and cir-
culars.

It is my honest belief — if I know uur industry —
that every conscientious manufacturer and every pro-
gressive distributor will gladly assume the infinitesimal
cost involved. As a matter of fact, about two months
ago, I was privileged to entertain as my guests at
luncheon, a number of cigar manufacturers. At the
time I briefly presented to them a summary outline of

(Continued on Page 14)

The Tobaeeo WorU

pHIbADEl2«>mA.

BAYUK BREVITIES

^4T'¥ TELCOME. We are glad to have you visit
^^ us. Please consult 'Information' who
^ " will help in every way possible to serve
ydu" — that is the greeting which meets you as you
ieave the elevator at the seventh floor in Bayuk's head-
quarters. Ninth Street and Columbia Avenue. . . .
I*.ayuk headquarters on February 15th was graced with
lilt' smiling countenance and presence of E. C. Mac-
Allister — better known as Mac — territorial manager
toi northern Jersey, who had been among the missing
tor the past fortnight. Mac likes winter vacations,
lia\ iiig evidently been born under the planet Aquarius,
indicative of a fondness for traveling and scenery.
Didn't say where he went, but believe he migrated to
the sunny south. But returned looking fine and fit to
keep Phillies 'round and 'round and rolling. . . .
The inany friends of Harry Catlin, of the Bayuk sales
organization, sympathize with him in the loss of Mrs.
("atlin, whose demise occurred February 14th. . . .
(Juorge L. Branzell, Maryland and Virginia territorial
manager for Bayuks, writes that he has again ven-
tured out and is recuperating rapidly from his recent
ilhitss. . . . Fred Brown, genial manager of the New
York branch of Bayuk's, strolled into headquarters
and arranged for additional shipments for the demand
on Bayuk cigars in the metropolitan area. . . .
Bayuks declared a dividend of seventy-five cents per
^liare on its common stock, payable March 15th, to
shareholders of record February 29th; and a quar-
terly dividend of $1.75 on the preferred, payable April
I'jth, to shareholders of record March Slst.

Bernard Tint, Harry's son, has returned from his
annual wmter vacation.

Ben (Garcia & Vega) Lumley is back from a trip
to Baltimore and Washington.

Dave Abrams is covering Eastern Pennsylvania in
. '.)"L^!;?^* ^^ Si)encer Morris Sports and other brands
ot U. Zifferblatt & Co.

B. Pefzka, of Otto Eisenlohr & Bros., Inc., has
wen transferred to Harrisburg, to succeed Morton
llorner, who died suddenly last week. He will make
nis headquarters at Lebanon.

March i, tgj6 •

G. H. P. JOTTINGS

FRANK P. WILL, executive vice-president of the
G. H. P. Cigar Co., and Sol Bonistein, assistant
sales manager, returned from the distributors'
convention, very enthusiastic over the plans for a pro-
motion campaign to stimulate cigar smoking. In their
reception of El Product o and La Azora distributors,
they were assisted by Jack Cohen and Bill King, of
New York, and Frank Lynch, newlv appointed branch
manager in Newark, N. J. . . . Mr. Will has been
wearing a big smile since seeing the report of January
production with substantial gains for cigars. . . *.
Sol Bornstein says that the G. H. P. spirit of optimism
has been neither frozen by the low temi)erature nor
dampened by the slush. He thinks the bad weather
will prove a blessing in disguise. There will be bumper
crops for the farmers, roofs will have to be repaired
and roads mended. Building trades are showing a new
lease of life. All of which, he says, means money for
good cigars. . . . Along with the industry generally,
January showed a nice gain for the company. Feb-
ruary was hampered by unfavorable weather in the
beginning, but the business began to boom as soon as
people were able to get out and move around. . . .
Among recent visitors were Daly Brothers, of Butler,
Pa., who stopped off on their way home from the dis-
tributors' gathering in New York.

Frank Fonseca has gone to the Midwest promoting
the products of the Penlo Cigar Co.

Morris K. Langsdorf, who operated the cigar man-
ufacturing company of Jacob Langsdorf Sons until he
retired twenty years ago, died last week at his home
in the Garden Court Plaza Apartments. He was eighty-
four years old.

Regimental Mixture, a new smoking tobacco bear-
ing the John Middleton brand, is featured in the win-
dow display of the McDonnell Store at Fifteenth and
Chestnut Streets.

Bering, product of Corral, Wodiska and Co., is
shown in four sizes at the Yahn & McDonnell store in
the Widener Building.

Manager W^hite reports gratifying volume in Mon-
ticello and the other special brands carried by John
WagnA and Sons.

ti

Cigars and Cigarettes Continue to Gain

THE following comparative data of tax-paid
products, indicated by the monthly sales of
stamps, are issued by the Bureau of Internal
Eevenue for the information of representatives of the
several industries, trade journals, etc. (The figures
are subject to revision until published in the annual
reports.)

Products
Cigars (large)

Class A No.

Class B No.

Class C No.

Class D No.

Class E No.

1936

annary —
1935

306,206,565

3,242,556

25,296,586

1,683,774

149,882

299,474,020

2,404,563

23,722,568

1,701,302

275,614

Total large cigars 336,579,363 327,578,067

Cigars (small) No. 15,375,306 18,065,800

Cigarettes (large) ..No. 260,175 206,900

Cigarettes (small) ..No. 12,724,857,580 11,336,532,357

Snuff Lbs. 3,274,089 3,514,239

Mfd. tobacco Lbs. 26,215,626 26,606,049

Tax-paid products from the Philippines (not in-
cluded above) were as follows:

January —

Products
Cigars (large)

Class A No.

Class B No.

Class C No.

Class D ....;... No.
Class E No.

1936

10,108,880

11,070

8,160

210

140

1935

18,429,160

68,183

11,834

127

150

Total large cigars 10,128,460 18,509,454

Cigars (small) No.

Cigarettes (large) ..No.
Cigarettes (small) ..No.

400

1(X)
29,000

Tax-paid products from Puerto Rico (not included
in above statement) were as follows:

— January —
Products 1936 1935

Cigars (large)

Class A No. 3,757,750 3,549,875

Class B No. 90,050 105,100

Class C No. 57,150 38,050

Class D No. ... ...

Total large cigars 3,904,950 3,693,025

Cigars (small) No.

Cigarettes (small) ..No.

322,400
340,000

200,000
200,000

1921
1922
1923
1924
1925
1926
1927

12

Withdrawals for Previous Januariw

462,798,039 1928 413,531,675

443,260,802 1929 427,715,807

559,183,386 1930 418,900,080

504,023,809 1931 362,939,318

474,803,054 1932 342,923,509

433,672,942 1933 296,640,206

466,078,254 1934 337,?91,761

• • * • •

Compaxative Statement of Internal Revenue CoUec-

tions for January

Source of revenue 1936

Cigars $ 800,649.52

Cigarettes 38,176,548.42

Snuff 589,336.18

Tobacco, chew^ing and

smoking 4,718,978.34

Cigarette papers and

tubes 99,514.70

Miscellaneous, relating to

tobacco 302.41

1935
5 797,386.49
34,011,210.47

632,562.04

4,789,195.68

98,462.30

125.55

Collections From Agricultural Adjustment Taxes and

Tobacco Sale Tax

Total from
Month of from July 1,
January, 1935 {fiscal
Commodity 1936 year 1930)

Tobacco (tax effective Oc-
tober 1, 1933)
Processing taxes .... .$408,047.42 $13,156,183.45
I m p o rt compensating

taxes 2,445.37

Floor taxes 539.15

Total, tobacco 411,031.94

Tobacco sale tax 265,651.50

55,301.47

13,774.55

13,225,259.47

1,029,431.00

PATMAN BILL MEETING

WHOLESALERS in all lines of trade meeting
chain-store competition or in which manufac-
turers are engaged also in retail distribution
are to be invited to a ** national conference of independ-
ent business men" to be held in Washington March 4th
to consider the Patman bill outlawing chain stores.
The meeting will be sponsored by the United States
^Vllolesale Grocers Association, which has been actively
agitating for enactment of the measure "to protect the
independent business man distributor and manufac^
turer from monopoly and monopolistic practices.** r

^\Tiile the pending legislation is of most impor-
tance to the grocery trade, it is pointed out that other
lines, including tobacco, also are affected by chain-store
operations, and members of those trades therefore have
a direct interest in the measure.

Enactment of the Patman bill will be bitterly
fought on the floors in both Houses of Congress, where
it will be attacked as a measure which would increase
the cost of living.

If adopted, it is likely that the bill will be followed
by measures prohibiting manufacturers from function-
ing as wholesalers in selling direct to retailers and
providing more definite classification and interpreta-
tion of the functions of wholesalers and retailers.

The United States Tobacco Co., New York, maker
of Dill*8 Best and Model smoking tobaccos, as well as
snuff, has appointed Arthur Kudner, Inc., of that city,
as advertising counsel. Harry Dwight Smith, who was
for years an executive with McCann-Erickson, Inc., is
in charge of advertising for the tobacco firm,

, Th€ Tobacco World

Pick & Pat

ii ''PIPE SMOKING TIME"

with "DILI'S BEST" ORCHESTRA and

THE FOUR "MODEL" SMOKERS

UNOmO SONOS MIH UKI

C B. S. COAST-TO-COAST— MONDAY NIGHTS

For Hhm of this pepwlor program mo ovo-
ning rodio pregrams in your local nowipopor

TUM IN WITH TW INCIiASlNO SAUS OF

AMERICA'S FASTEST GROWING BRANDS

Cigars Up 114 Million in 7 Months

Cigars :

Class A —
United States . .
Puerto Eico . . .
Philippine Is. . .

1st 7 Mos.

Fiscal
Year 1936

2,532,112,875

37,582,945

116,548,105

4-
+

-^Increase

— Decrease

Quantity

133,382,840

1,388,440

881,635

Total 2,686,243,925 + 135,652,915

Class B—
United States . .

Puerto Rico

Philippine Is. . .

39,588,776

1,034,650

137,164

+

326,780
284,600
216,826

Total

40,760,590 — 174,646

Class C—
United States
Puerto Rico . .
Philippine Is.

316,760,726
462,450
166,824

— 21,409,036

— 9,550

— 7,164

Total 317,390,000 — 21,425,750

Class D—
United States . .
Puerto Rico ....
Philippine Is. . .

24,923,853 —

2,500 -h

33,991 -f

163,818

1,000

31,364

Total 24,960,344 — 131,454

8S E—

United States . .

Puerto Rico

Philippine Is. . .

Total

Total All Classes:
United States . .

Puerto Rico

Philippine Is. . .

Grand Total .

March t, 1936

3,264,380

• •• • ••• V •

1,340 —

+ 382,405

405

3,265,720 4-

382,000

2,916,650,610 +

39,082,545 +

116,887,424 +

112,519,171

1,095,290
688,^)4

3,072,620,579 + 114,303,065

Little Cigars :

United States
Puerto Rico .
Philippine Is.

102,323,120
1,172,400

15,109,133

267,600

16,800

Total

* • • • •

103,495,520 — 15,393,533

Cigarettes :

United States
Puerto Rico .
Philippine Is.

81,965,029,090 + 7,513,674,844

2,266,590 — 294,980

767,680 + 37,990

Total 81,968,063,360 + 7,513,417,854

Large Cigarettes:
United States . .
Puerto Rico ....
Philippine Is. . .

1,669,114 +

160,000 —

400 +

234,613

76,000

300

Total

1,829,514 +

158,913

Snuff (Lbs.):

All U. S

20,629,867

339,617

Tobacco Mfd. (Lbs.) :

United States . . 178,820,995 + 1,813,558

Philippine Is. . . 5 — 8

Total 178,821,000 -f 1,813,550

LA PALINA EXOELLBNTB AT 5^

THE Congress Cigar Company, of Newark, N. J.,
announces a new 5-cent La Palina Excellente,
with tobaccos guaranteed to be of a higher grade
than those used in their brand of the same name that
formerly sold for 10 cents. It is stated that more than
two million dollars have been spent to date in develop-
ing the new cigar. When distribution is completed, a
dominant and consistent advertising campaign will
break in leading newspapers and on billboards in La
Palina territories. Attractive displays will be fur-
nished to retailers.

(Continued from Page 10)

this proposal. Much to my elation and satisfaction,
every one of them has definitely gone on record in
support — morally and financially — of this constructive
effort.

Furthermore, we will prepare a ballot containing
a selected list of thirty representative and reputable
manufacturers. These ballots mil be disseminated
among all cigar manufacturers with a request to vote
for nine men. The nine receiving the largest number

of votes will be invited to act in an advisory capacity
to the administrative body.

The task is a huge one, but so is this industry.
Some of us find ourselves in such a hopeless mental
state that hardly any proposal will meet with acclaim.
Most of us, however, have hope, ambition, determina-
tion and definite objectives. Whatever category you
may be a member of — we want you to start anew, for-
get the past and let us revive life, hope, prosperity and
security — in that most important branch of our Indus-
try — cigars.

Bayuk Enters Lower Class Field

BAYUK'S increased earnings last year over 1934
were due largely to the steady growth in sales
of Bayuk Pliillies, the featured five cent brand of
the company and the largest-selling cigar on the mar-
ket. This increase in sales of Phillies in 1935 over 1934
was double the entire cigar industry's increase on five
cent cigars.

Beginning this year, Bayuk is aggressively enter-
ing the lower price field with a new cigar, the Charles
Thomson, selling at five for fifteen cents. This new
cigar, introduced in tlio Central West, has met with in-
stant success.

Regarding the outlook for this year, Harry S.
Rothschild, president, makes the following statement.

*' Consumers* acceptancy of our products, loyalty
and untiring efforts of employees and good-will of the
distributing channels of our products — all these vital
factors have never been on a higher plane.

"The cigar industry is undergoing changes from
the standpoint of the public 's preference for cigars. In
line with our action three years ago when we met the
smoker's needs by reducing the price of Bayuk Phillies
from ten to five cents, we can assure you that present
conditions have been met and we have anticipated the
public's demand for cigars by entering aggressively the
price classifications of product sought by the consumer.

*'We look forward to 1936 for a continuance of the
progress made in the last three years.'*

COMMON SENSE

The importance of attractive and dependable containers for
fine cigars is recognized by the progressive dgar manufacturer.

Generally the brands that are increasing their goodwill in this
present analytical market are packed in the new improvmd
A UTOKRAFT cigar boxes.

Cigar Manufacturers who have not investigated the value of
the merits and economies of the splendid and inviting package
may obtain complete details promptly by addressing the
AUTOKRAFT BOX CORPORATION.

niter: P. AUTOKRAFT BOX COF

LIMA Ohio

Cincinnati f Ohio

A NatioivWidc Service

m Fork, Pm.

Chicago, 111.

Detroit, Mich.

Wheeling, W. Va.

News From Congress

_ 'AND

F E D E R A L

Departments

'4

Thg Tobacco WorU

MJOMBEBS of the tobacco industry who made re-
|)orts to the NRA during the code period with
the understanding that the information fur-
nisliiHl would be held confidential may find that same
infoniiation used against them by other branches of
tlie (iovLinment, including the Federal Trade Conmiis-
^ioll and the Department of Justice.

With the dissolution of the NRA several depart-
ments are exerting strong pressure to have turned over
to tlnni the code histories which were written after
iIm' Scliechter poultry case decision had outlawed the
((k1. N together with all confidential papers in the files
oi tlic recovery organization.

The War Department is said to be seeking the in-
foi niution for use in connection with its plans for indus-
trial mobilization in the event of an emergency; the
l)ei»artnient of Labor wants it for use in connection
with its labor studies; the Federal Trade Commission
is int( nsted in any information it can secure regarding
trad.' practices, and the Department of Justice long
has been curious as to certain phases of the activities
of 8onie of the major industries. Other Federal agen-
cies also have studies and investigations in which they
believe this data would be valuable.

No decision has been made as to the disposition
of the code histories and documents of the NBA, but
it is hi'kl by Administration officials that the histories,
at least, should be turned over to some Federal agency
which could make some use of them.

Cj3 Cj3 CjJ

REFCSAL of Secretary of Commerce Roper to
make public a report declared to show that in-
dustry has quite generally abandoned labor
standards imposed by the codes has made him the
target of criticism from organized labor and may result
in a move in Congress to force release of the informa*
tion.

Tlip report was drafted by an impartifd commit-
tee named by President Roosevelt, who instructed that
the results of the survey were to be made public. Al-
thongh the Secretary has refused to divulge the com-
mit! re's findings, it is asserted by labor spokesmen
that the report shows conclusively a general abandon-
ment of the standards set up by the former codes.

A confidential survey by officials of other depart-
ments is said to have disclosed that nearly half of 3500
firms holding Government contracts have abandoned
the labor standards. It is charged by labor officials
that a general reduction of 10 to 25 per cent, has b^n
made in wages and the working week lengthened ma-
terially in many of the most important industries.

March t, 1936

From our IiVashington Bureau 622Alace ButLOiNG

OFFICERS of drug, tobacco and other chain-
store systems are considering the transforma-
tion of their organizations into voluntary chains
as a means of avoiding the handicaps and taxes im-
posed by chain-store legislation in various states and
the threat of Federal legislation.

Pointing the way to a possibly widespread reor-
ganization of the country's whole chain-store structure,
the James Butler Grocery Company, a New York cor-
porate chain, has sold its 500 stores to their managers
on pay-as-you-go terms and will hereafter confine its
ojierations to wholesaling. Another large grocery chain
has laid the groundwork for similar action by building
up a voluntary chain of some 3000 stores, to which the
stores it now operates can be added if state legislation
becomes general.

Under th<' plan most generally under considera-
tion, the chain-store organizations would sell their
stores, and the new owners would form a voluntary
chain, while the parent company would become a whole-
saler for the group.

Cj3 Cj3 Ct3

AMENDMENT of the Unemployment Compensa-
Act to confine the payroll tax to that part of
tiie payroll represented by all workers who earn
$3000 a year or less is being urged upon members
of Congress. Although the benefits of the act are
confined to persons making not more than $3000 a
year, it is pointed out, the tax applies to the entire
payroll, and it is contended that employers are re-
quired to pay taxes on the salaries of employees who
can secure no benefits from the legislation.

It is indicated that the tax provisions of the act
may be one of the points attacked in suits to deter-
mine the constitutionality of the legislation.

The movement for amendment is being sponsored
bv the Merchants Association of New York, which is
seeking also amendments in the State laws to ease the
burden upon industry.

«*It is highly questionable whether industry and
business can absorb the eventual load imposed by the
laws as thev are now written," it was declared by
William E. Yeomans, manager of the association's in-
dustrial bureau. ' * The growing tendency of employers
more generally to realize and accept their responsibil-
ity toward the problems of unemployment may easily
be destroyed by the imposition of excessively burden-
some and destructive legislation."

DISTRIBUTORS PAY HONOR
TO E. ASBURY DAVIS

IN appreciation of the services of E. Asbiirv Davis,
president of NATl) for the last three years, the
association voted at tlie convention in New York to
express its gratitude in tangible form. With this objec-
tive in mind, upon a motion by ^Ir.Kolodnv,a volunfeer
committee consisting of the following: Arthur M. Eisig,
Metropolitan Tobacco Company, New York Citv;
Henry Gunst, Cliff- Weil Cigar and Tobacco CompanV,
Richmond, Va. ; Alex Schwartz, Keilson Cigar (V)n*i-
pany, Cincinnati, Ohio; B. :Middleman, Midclleman &
Weise, Baltimore, Md., and Fred Winter, AVinter Cigar
Company, Denver, Colorado— has organized itself and
is at present evolving plans which when carried out will
fittingly and forcefully illustrate to :Mr. E. Asbury
Davis the industry's esteem of him and atTection for
him.

Following is the list of officers :

President, Allan C. Davis, F. A. Davis & Sons, Bal-
timore, Md.

Senior Vice-President, Edmund C. Dearstvne,
Dearstyne Bros., Albany, N. Y.

Second Vice-President, Alex. Schwartz, Keilson
Cigar Co., Cincinnati, Ohio.

Third Vice-President, Jonathan Vipond, Scranton
Tobacco Co., Scranton, Pa.

Fourth Vice-President, Alexis Ehrman, Ehrman
Bros. & Horn, San Francisco, Calif.

Fifth Vice-President, Sam Grossman, Chicago To-
bacco Co., Chicago, HI.

Treasurer, George B. Scrambling', 510 Blackstone
Building, Cleveland, Ohio.

Secretary, Joseph Kolodny, Jersey City Tobacco
Co., Jersey City, N. J.

^ Chairman of Board of Directors, Joseph P Man-
ning, Joseph P. Manning Co., Boston, Mass.

The directors follow:

Two years (expiring 1938) : Ik'iuv Pinnev, H. E.
Shaw <^^^^^orcester, Mass.; (ieorge Frings,* Frings
Bros., PlHladelphia Pa.; C. B. Leidersdorf Lewis-
Leidei^dort Co., Milwaukee, Wis.; Sam Grossman, Chi-
cago Tolmcco (^o., Chicago, HI.; Charles F. Becker,
Clias. F. Becker Cigar Co., Detroit, Mich. ; Nathan Eck-
stein, ^ehwabacaier Bros. Co., Seattle, Wash. ; Kobert
Burnett, R D. Burnett Cigar Co., Birmingham, Ala.;
Joh^n Loughran, D. Loughran Co., Inc., Washington!

cf^. J n^® ^T^""^ (expiring 1939) : Edmund C. Dear-
styne, Dearstyne Bros., Inc., Albany, N. Y.; Joseph P.
Manning J P Manmng Co., Boston, Mass.; Allkn C.
Davis, F. A. Davis & Sons, Baltimore, Md.; Joseph
Kolodny, Jersey City Tobacco Co., Jersey Citv N J •

nn.T^^- ^r^iS^l^"^' Cleveland, Ohio; Jonathan Vi!
pond Scranton Tobacco Co., Scranton, Pa.; P. Winter
W inter Cigar Co., Denver, Colo.

193
Ohio

^anards, i^. b. Edwards Tobacco Co., Kansas Citv

Yo"r''k'rtv'n ^■,^^^' ^''^'^-Polh.n Tobacco Co.. N^
York City; Claude Harrison, Ouachita (;iKar & Tobacco

FndiaSoli:: ind/ ^"^ "«"'^' ^^-^^^^-^^'^.
id

A

meriea^s

outstanding O'^ cigar value

DoiVt miss Muriel as the sure-fire
Five-cent Leader on your cigar counter

P. LORILLARU TOMPAIVV, l.'VC.

Established 1760
I IB WKKT tOtU KTRKKT. . . .>KW YOBK € IT¥

TOBACCO TRADE ORGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION wtf^HW

OF UNITED STATES '^^TMS^

/ESSE A. BLOCH. Wheelin.. W. V» ^^.TT.

JULIUS LICHTEN9TEIN. iTiw York' NY v:"?!!?}^*'*

WILUAM BEST. New York N Y nUKH'w y»e«-PM«W«it

MAJ. GEORGE W.hTlL New York NY Cl«.r»«» EKecotnr, C^ltt..

GEORGE H. HUMMELlT NeJ York N Y v**^Sl!^i*"*

H. H. SHELTON. W.^ngton. DC vl"£!!^^*"*

WILLIAM T. REED. Richmond V. v^'Sl!* i*"*

HARVEY L. HIRST PhiUdelphipi vfcE!^^*

ASA LEMLEIN. New York. NY •. Vie^-PrwIdMI

CHARLES DUSHKIND. New YorCN.: Y.:.V...VCoun.;i;-;d m;;^^^^

Headquarter*. Ml M.di.on A»e., New York City ««««^

RETAIL TOBACCO DEALERS OF AMERICA INC

WILLIAM A. HOLLINGSWORTH, 2M Broadwar Smm Y«* v v ^ u »

hl?."L StgfK^ i;rvS ^, ■:y-::::::::"::=:::::^^y^^
LEE SAMUELS. New York City . ::::::::' ■. ^^^Jl'^"Sri!2I

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN, 408 Market Street Now>rtr M i ^

ALBERT FREEMAN. 25 We.t B7^*dw'iV; Niw^Yoik 'atr' V:.V.-.V.;.\V^

Mof III' LE^V^^^H^'''^^^ ASSOCIATION OF PHILADELPHIA

SAMUEL MAGID. iOOl NiMeWin;' StV. H.iM-^l^^^^

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

FaA^^*^ DAVI% Baltimore. Md. . « .^_

JOSEPH KOLODNV. 300 Filth a" N;;;'Y«k" W v £^^

GEO. B. SCRAMBUNC. Qev^laBd QhlT ' ** '"""* •|«»«IMF

^r MOwV.^J°°.*^^° DISTRIBUTORS ASSOCIATION

Tht Tobacco WorU

Tobacco Merchants' Association
Registration Bureau, '^Ew'^Yok^^m

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Begistration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

^otc A— An allowanca of %i will b* mad* to mambara of tha Tobaeee Mar-
chants' Aatociation on each registration.

Note B— If a report on a search of a title necessitates the rtportiac of aora
than ten (10) titles, bat less than twenty-one (21), an additional eharfa of Ona
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but lass than thirty-one (31). an additional charge of Two Dollars
($200) will be nude and so an additional charge of One Dollar ($1.00) will ba
made for every ten (10) additional titles necessarily reported.

TRANSFERRED
HOLIDAY: — 45,816 (Tobacco Merchants Association). For cigars.
Registered November 1, 1930, by D. Eniil Klein Co., Inc., New
York, N. Y. Transferred to Scranton Tobacco Co., Scranton, Pa.,
March 23, 1935.

NEW PACKAGING A BOOSTER

(Continued from Page 6)
with its statistical records stands still, averaged over
a period of more than thirty years.

We feel that the matter of prime importance to
tlie cigar industry today is modern packaging — some-
thing new and something attractive.

To continue the story, a manufactured did some-
tliing radical, in the way of packaging. The designer
of the package did a lot of things as a check up.

First he took an independent store and found that
in one month he had sold sixty-eight boxes of the cigars
at something less than $5 a box, aside from individual
sales of one or two or three cigars.

It may not occur to the retail clerk or the pro-
prietor of any cigar store — chain or independent —
what the sale of even one box of cigars means.

To get back to this check up about the cigar busi-
ness, a request was made that their numerous salesmen
report not only on how many cigars were offered them
(luring a day, but how many offices displayed cigar
boxes on their desks.

This research lias continued over a period of time,
and sad to relate, the results have been most disap-
pointing.

The story eottld be ended here, but we wish to add
a few paragraphs.

Just recent Iv we sat in a man's office — a man in-
1 crested in the cigar business. Primarily we called on
Wm^ to know what could be done to help the cigar
business, in spite of the economic situation, since just
as many automobiles wore skidding around as ever,
and a high percentage of new cars at that.

His reply w^as to open his desk drawer and bring
out a box of cigars. "Have one,*' he said.

And we did and he said, **Tliere is the answer."

To tell his comment briefly, he saici you won't find
(iirars being passed around in private homes, nor will
ym be offered them out of a box in an office. The re-
'aihr is partly to blame, and so is the manufacturer
because he doesn't properly package his product to
induce the consumer to purchase by the box rather
than by twos and threes.

The idea that because grandfather had a certain
label — and that it could never be changed — has been
eontradicted in these recent years by scores of manu-
lacturers in varied industries. The brand name re-
mained the same, and the integrity of the product, but
the package changed, and sales increased.

EatablUhed 1886

''BEST OF THE BEST"

^^^i^±^ A. SANTAELLA & CO,

Office. 1181 Broadway. New York City

FACTORIES: Tampa and Kgg Wtat. Florida

OUR HIGH-GRADE NON-EVAPORATING

CIGAR FLAVORS

Make tobacco meUow and amooth In character
and Impart a moat palatable flavor

FUYORS FOR SMOKING md CHEWING TOBACCO

Write for List of Flavora for Special Branda
BKTIJN. AIOMATIZEI. BOX FLAVOBS. FASTB SWEETBNEBS

FRIES & BRO., 92 Reade Street, Ne^ York

.Mjy_\9i-'_\9j"\9r'\9j->,\9j:'\.*^:i\9j:'^9/:',\9j:',\.*r^\*K:^^Ki'^*y^'^*j.:^'J:^^^^^

Classified Column

The 'ate fot this column ia three cents (3c.) a word, with
a minimum cnarge of seventy-five centa (7Sc.) payable
strictly in advance.

POSITION WANTftD

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any-
where. Highest references. Open for position. What have you?
A. O. Weiaer, 214 N. Twelfth Street, Philadelphia, Pa.

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

BEER WITHOUT CIGARS, IS LIKE KISSING WITHOUT
LOVE — Adopt as your slogan, "Kiss your beer, but love your ci-
gars." Specially those Havana blended, "Good to the last Puff,"
manufactured by A. Ramirez & Co., Post Office Box 1168, Tampa,
Fla. Write them for particulars today.

4

-ur- .1 1 <•

t lie

BUYERS' GUIDE

CIGAR BOXES

TtL Alt«>qmlH 4-KS

B*tabUtii«4 UTS

M7-64I EAvrtmsr.

CONSOLIDATED

LITHOGRAPHING CORPORATION

0«n. CKAND STMET & MORGAN AVENi;!. BKOOKIVK R T.

< * voica. ' II r" I rn. j.

\muj.um:t-m,u\ v.-hm-uiM-UMJU

WINDOW TRANSPARENCIES i

automatic

machines offer

A NEW RETAIL OUTLET

for
TOBACCO PRODUCTS

Get all the facts now on

automatic merchandizing.

Write for a uunpie copy

THE AUTOMATIC AGE

2810 S. Michigan Avenue
Chicago Illinoia

It Pays to Advertise

IN THE
TOBACCO WORLD

GiTM eo«uita and ^icM •■
•T«r. t»000 diffcnml liaaa ef
baaisMa. No auttar vhal
foor baainaaa, ia iMa book
7oar proapaetiva a«ataiara
Hated.

Valoabla iaforaiatiaa la alaa
fives aa to how jroa
the maili to aaeitra
aad taqotriaa for ymu prad'
acto or aarrtc^

Wiita far Taw nuiB Ceff

S. L. POLK ft CO,

Detroit. MidL

LMtaat City Diraatary Fak-
iaa liat Ca«a<lar» Baal-
iMara la Iha WarM-Matt-

•( Diraat Man A«««rtlaliW.

1

The Standards of Am«ica

tatttMiHiUi
fitfl til's

SNUFF

EitlTM
EitlSSi

ALL OF THE mi> ORIGINAL

Maecoboya— Rappees— Hitfh Toaata
StroBll, Salt, Sweet and Plata ScotchM

GEORGE W. HELME C».

Ill PIM A»-^. N.W Y^

TIGHT BINDING

,„,,,|,. -t-rahlc

,1 j.,(,IM'MIH

al

lirrii

nl -MM. king.

BAYUK BULLETIN

l>evote<l to llie
liej^t iiiliTf-l-*
<*f the iiH-ii >\lio

ill

cigars.

.;Ji^

MAKCII I, IM.U)

I'rrparetl tuicp a month

HULOFAX

(The Retailer's Friend)

SAYS

. .Accordinj; to the Na-

I?'7"V^^ tional !ndu.«;trial Confer-

(C^Srf*^ t'lfi' Hoard, total retail

.^alc's for VJ'.ib reached

'.i2 billion dollars — 4^-^

billion more than lU'.ii.

You can easily fipure

It for yourself, Mr. Retailer, what

I cent <'f the total you got!! At

it, iiH-t any per cent of 32 billion

ullats' Imsiness is worth fighting for!

Phil knows, and admires very much,

iiihlict uhf)se cost of doing business
rarii'.- fmni arountl 3*?, in August to
^r<iun<l '.'■ , in January.

Will, what about it?" — you may
i.. .Nothing very much, only this
lubber KNOWS it!

Each week at our sales meeting,

le elect an Honor Man amongst our

^alisiiien. Votes are cast by our sales-

lun on basis of the most meritorious

uid practical suggestion for increased

|^iusine:-s advanced by any salesman

luring the Sales Met-ting . . . you

lijrht be surprised, Phil, to see the

Interest aroused in this little stunt"

-so writes a progressive jobbing

friend. No, A. L^ K., I am not sur-

[irisud but Very much pleased.

"Week of January 6th was a good
Bales week with me . . . cleaned up all
the odds and ends of novelties left
)v('r fmm the Holidays . . . now ha%'e
ie»', clean stock," so writes a dandy
litth' retailer who one of these days
M guing to be a dandy big retailer.

In employing a man, what Is the
paramount point you look for in that
man?

In seeking a position, what para-
ni-iutit point do you possess to put
ovtr tu your prospective employer?

Pr.

clmi n

I i ! !
.\,

<)ay ^

aricj

day.

t«y soft for those boys working

in Florida these cold days up

ii< »e ... do they really get paid

king down there? . . . Four

n resolutions still intact . . .

' they actually get that extra

y run into February this year

they had to tack on another

hy couldn't it have been an-

Sunday instead of an extra

lay? . . . Well, we'll see it

happen again for four years

w, that's us!

(P9e:^^^

D.B.L

' -rutt^ u^itk BAYIK CIGARS i:SC., Pfclfa-

FRED BROWN OFFERS

FORMULA FOR
SUCCESSFUL RET.\1LING

A lot of our render^: will know
Frc(l Brown. Ho nian:i<»;t's a lacttirv
branch lor a leading ci^ar nianu-
facturor. Like every ii;<hh| ^aU•^Illan
will) \\ii<> climbed tlie ladder. Fred
knows a thiii'j; or two about tlie re-
tailer's jiroblenis.

Here is a story Fred told us re-
cently. We are passing it al(»ng.
because it contains a moral that is
visible at lialf a nnle on a ioggy

day.

♦ * ♦

Some time ago (says Fred) n
chap I know was just starting in
tlie retail eigar business. He wa-
asking my advice about store fix-
ture-, and the f question of display
came uji.

''Say, Fred," lie asked me, "how
many brands do you think I ougiit
tt> display on the top of the case?"

"Not more than four or five," I

replit'<l.

"How do yoti figure that out?"

lie wanted to know.

"Well." I said, "there are only
four or five really fa:«t sellers in
this territory. For your own pro-
tection, you sluHihl nrit place any
box on top <»f the ease that you are
not sure of emptying in less than a
week. Dried out cigars hurt your
l)u>iiie-<. Hec:ui-e wlien he gets a
dry cigar, tlie customer blames yon,
not the manufacturer, or the brand.
So my advice is, display your
<|uiek-reiH'at» r- on top of the case
and keep the slower-moving goods
inside.

"If you find that a particular brand
sells say three boxes a week, by all
means make a pyramid of three boxes
of that brand. Vou will discover that
a pyramid will sell more cigars than
a single box possibly can. But be sure
to place all display cigars inside your
case or humidor overnight, so they
will be fresh next morning.

"Stick to that system of keeping
your best sellers on top of the case,
and you will not only get a reputation
f»)r having fresh goods, but you will
also sell a whole lot of cigars."

Three months Iat«'r this dealer
dropped into Fred's office to shake him
by the hand. "You certainly had the
right dope, Fred," said the dealer.
"That steer you gave me was all to
the good. It put my business on its
f«et right from the start."

BATUK BBANUS BUILD BUS1NKS8

Bayuk Phillie«

iUA) LK. I'lllLAUbLPHIA rKBF«:30>

HavBDa Ribboo
Mapacuba

ChBrlea Thomson
Prince Hamlet

DON'T LET THIS BUG BITE YOL !

J list a« regularly as some people
get hay fever, others arc taken
down with the Election Year Jit-
ters. It gets tliem every fourth
year, and no matter how many pre-
vious attacks they may have sur-
vived, they are sure that this one
is going tu be the blow that killed
father.

Alreatly we are beginning to run
across miserable victims of this
strange malady. You can spot them
by unmistakable symptoms — a
chattering of the teeth and a con-
tinual low muttering: "Election
Year! It's gonna be bad for busi-
ness!"

Phooey! We first heard that
chestnut the year we voted for Ti|>-
pecanoe and Tyler too. And even
then we didn't think it maiie sen-e.

Wc don't know much about any
bii-iness but cigars — only what we
read in the jiapers. But all the biu:
fact and figure men say 193() i-
going to be a great year in a lot of
lines. And we personally are will-
ing to bet both of our two shirts
that this will be a great cigar year.
Simply because more people have
more money to sj)end on cigars
than they've had in a c(M)n's age.

If you think 1936 is going to be a
bad year, it will be for yon. But it's
going to be a banner year for the
salesmen and the retailers who get
busy and make it a banner year.

Whether the Republicans or the
Democrats win in November, men are
not going to stop smoking cigars in
July — or in December, either, for that
matter. And gosh all hemlock! Think
of all the campaign cigars the poli-
ticians will be handing out!

PATENTS UNAPPLIED FOR— No. 7

SELF-HUMIDIFYING CIGAR

Prof. H. E. ZANUTT, I. K. I.— Inventor

DRIED-OUT CIGAR
To overcome the objec-
features of a dried-up

Object
tionable
cigar.

The "Self-humidifying Cigar"
will be hailed with enthusiasm by
all smokers who have had trouble
with dried-out cigars. This novel
cigar is constructed on the well-
known principle of the automatic
sprinkler. A tiny canal (A) runs
through the cigar. At intervals
along this canal are small sealetl
reservoirs (B) tilled with distilled
water. Both canal and reservoirs
are made of a gelatine-like sub-
stance. As the cigar burns, these
reservoirs melt, one by one, re-
leasing the water and irrigating
the tobacco — thus giving the etfect
of a fresh, well-conditioned cigar.

Ill-natured correspondents have
written to point out that if the

IRRIGATED CIGAR
smoker insists on getting fresh
cigars, he will have no iieed of the

"Self-humidifyer." The Professor's
answer to this unfair criticism is:
"Why bring that up?"

The "Self-humidifying Cigar" wan per-
fected at ihe request of Mr. Edward Cos-
tello. Providence. R. I. In the next iniue the
Profciitor will explain a device luggetted by
Mr. Chas. O. Smith, Cincinnati, Ohio,

WHAT DO YOU THINK?

Put yourself in a smoker's place! He likes cigars or he would not buy
them when other kinds of smoke satisfaction may be had everywhere on
easy terms and short notice.

WOULD YOU PERMIT A DEALER TO SELL YOU SOMETHING IN
THE SHAPE OF A CIGAR WITHOUT THE QUALITY OR THE
WORKMANSHIP YOU WERE ACCUSTOMED TO AND GET AWAY
WITH IT MORE THAN ONCE OR TWICE?

NOT WHILE YOU WERE CONSCIOUS!

It is highly probable that the Smoker feels that same way about it. So
why kid him along with cheap substitution and inferior merchandise!

THE CHEAPER THEY ARE THE FEWER

WE SELL!

If the trade tried quality at a better price, maybe the cigar smokers would
come back. Why not try it ?

WE RECOMMEND THE HAND-MADE LONG FILLED MANILA

CIGAR, THE GOOD OLD FASHIONED KIND. AS A TRADE

BUILDER AND A SURE SOURCE OF INCOME

MANILA AD AGENCY

(C. A. Bond, Mgr.)

15 William Street, New York, N. Y.

library;

RECEIVED

^AR 2 U 1936

MARCH 15

W» Si Department of Agricultunb ^ ^

ESTABLISHED
1681

In This Issue

CIGAR BUSINESS IS GOOD BUSINESS

By Harry S. Rothschild

"ADAM SAID: THE WOMAN . . ."

By Hobart B. Hankins

WHERE WAS POCAHONTAS?

THE TALK OF THE TRADE

IIoiLNRT B. Hankins — Editor

Associate Editor — ^John Cleary

Modem Life is a strain on

Smoking Camels Helps to Ward Off Indigestion
Caused by the Breathless Pace of Modern Living

Faster — faster — faster goes the modern rush. No wonder
indigestion visits so many. People cant seem t») pause for
proper eating. But here's one simple step every one can take!
Smoke Camels for the sake of the positi\e beneficial eftect
Camels have upon digestion. Camels stimulate and promote ^
nitural processes of digestion. 1 hey restore a feeling of ^ '
well-being. With their matchless blend of costlier tobaccos, ^
Camels bring a supreme enjoyment of mildness and Havor!

'«-* .

THERE'S NOTHING
MORE tiring than
shopping. Remember
that Camels before,
with, and after meals
help digestion. They
set you right.

V

'. »

:x.

Modern life in one of its most attractive phases -
the Trianon Room fuhoit} at the Ambassador in New
York. Louis, ma'itre d' hotel, says: "Our guests come to
the Trianon Room from New \ ork and from all over
the country. Those who enjoy dining here also appre-
ciate the delicate flavor of the finer tobaccos in Camels.
Camels are an overwhelming favorite here."

COSTLIER
TOBACCOS!

Cam*l» ar* mad* from
ffnar. MORE EXPCNSIVC
TOBACCOS-Turhish I
and Domestic - than any
other popular hrmn4.

^Z ^^oeatfM^ Sa4s

j."

' DELIGHTFULwith meals
and after, " says Betty Chase,
star figure skater. "Camels
make food taste better and
help digestion along."

N. Mccracken,

Arctic explorer, says:
"Stomach upsets are
a constant hazard. I
learned that smoking
Camels at every meal
helps digestion."

TUliE IMf CAMEI CAR.^VAN.** WALTim

0 KFEFE . DEANE JA.NIS .TED HI SI.NG •
(.1 IN t,RAY«»i»«//ArCASA LOMA ORCIIES-

1 RA • Tui»djy and Thursday 9 p.m EST
H Pm^V S. T.. 9*0 p.m. M. S. T . «Uo p^.
H >. T.-uvcr WABC; - Columbia Network.

sntOt

^^Came^

THE TOBACCO WORLD

V<.I. 56

MARCH 15, 1936

No. 6

ANNOUNCEBOSNT

WITH its next issue, the TOBACCO
WORLD will change from semi-
monthly to monthly publication. The
subscriptions of present subscribers will
be extended on a dollar-for-dollar basis.
The contracts of present advertisers will
also be equitably adjusted.

The TOBACCO WORLD will thus
celebrate the fifty-sixth year of its youth
by becoming the national tobacco busi-
ness monthly. It will be interesting to
its readers and profitable to its adver-
tisers.

WE are so overwhelmed with the friendly and
cordial congratulations that are coming in by
every mail concerning the March let issue, its
new cover and its editorial material, that it is impos-
sible for us to acknowledge each one individually. And
so to each and every one who has written The Tobacco
World we extend our sincere thanks.

And to those old friends of ours who have dis-
played so much interest in our return to an active
participation in the publication, we simply say that
these communications touched the ** Heart Depart-
ment" to its very depths.

We thank you, one and all.

DESPITE the fact that im were all dressed up,
we started with a button off. And of course
the missing button has already been discovered
by a great many readers, who are telling us about it.
T^at, in itself, is a source of gratification to us because
the item was buried near the bottom of a story. Only
a thorough reading of the issue would reveal the error.
In the article on page 6 of the March 1st issue,
captioned **New Packaging Will Boost Cigar Sales",
the percentage of increase in cigar sales appeared in
blank. In order to correct this inexcusable error we
append the following figures for those who enjoy statis-
tics; Cigar withdrawals were 5 billion, 565 million in
IWO, and 5 billion, 31 million in 1935. Cigarette with-
drawals were 3 billion, 254 million in 1900, and 134
billion, 612 million in 1935. The cigar figures were
roughly at the same level; the cigarette figures last
vcar were forty-one times those of 1900.

THE scene of this story is hundreds of miles be-
yond the mythical point ** Where the West Be-
gins ' *. Here is a distributor of tobacco products
in a city more than one hundred miles from his nearest
competitor. The owner of the business is sitting in his
office in conversation with a friend who had travelled
possibly two thousand miles from his home office to
discuss cigar conditions with him.

The talk was interrupted when a clerk brought in
a card. A salesman for a manufacturer of fine cigars
was requesting an interview. It was granted and the
friend remarked that he would sit in the outside office
until the interview was over. But the head of the busi-
ness pointed out that there was nothing of a competi-
tive nature in their lines of business, and to remain.
And that, by the way, is how we came to hear the story.

The salesman entered and was graciously received.
He proceeded at some length to tell the story of his
brand, of its splendid quality, how it was selling in
large business centers, and what the manufacturer was
willing to do to help the distribution. He detailed the
profits to be made on the various sizes. And consider-
able time was consumed while the distributor listened
patiently.

Then the salesman pulled out his order book and
said, "What sizes and quantities shall I put you down
for, for an initial order?"

"Not interested! Not interested!", was the dis-
tributor's reply. Naturally a look of amazement swept
the face of the salesman.

"But", said the salesman, "Mr. Blank, I can't
understand your attitude*. This is a nationally known
brand, profitable to you, and is bound to become a
leader in its class in your territory."

And again the distributor said, "Not interested!"

"But", argued the salesman, "Mr. Blank, I have
travelled 130 miles to call on you. I still don't under-
stand your attitude. Just as one business man to an-
other business man, I want to ask you just one question,
*What is your reason for not taking on this brand of
cigars'!"

"Well just as one business man to another busi-
ness man", said the distributor, "I'll tell you in a few
sentences."

"You have been in here half an hour and smoked
three cigarettes and are now working on the fourth.
You haven't even opened your sample case, shown
your cigars or even offered one to me. I handle cigar-
ettes, but I'll be damned if I'll buy cigars from any
manufacturer who permits his salesmen to go into
offices of prospective customers smoking cigarettes and
trying to sell cigars. And it's poor cigar promotion
not to show the brand and ask the prospect to smoke
one or at least offer one cigar to prove that what you
claim for it is true. Whether it is your fault or that
of the manufacturer, he had better take his salesmen off

The Tt>BACCO WORLD (eatabUthed IMl) is pabliihed by Tobacco World Corporation; Hobart B. Hankias, President and Treasurer; John Clearr, SecreUry.
Oftce. 236 Chestatit Stf«€t, Philadelphia, Pa. Issoed monthly. Subscriptions, avail able only to those engafed in the toba^o industry or trade, $1.® a year, 15 cents a
^y; forelfa, ^3% « jrcar. Entered as ac^ad-etaM auiil anttw, Dceeaibar Z^ 1909. at tiie I^st OSm. Philadelphia, Pa., under the Act of March 3. 1879.

the road if he refuses to learn the a, b, c's of selling
cigars."

And the crestfallen salesman hopped the next train
lor his 130-mile ride back to his temporary headquar-
lers*

So much for that.

HAVING in mind cigar promotion, here is another
example of the reaction of a man trying tomake
a living out of the cigar industry, and the man
who is trying to sell him something blo'wing cigarette
smoke in his face moaiiwhile. This happened to con-
cern two of our most intimate and personal friends
and they had been friends of each other over a Ion«^
period of years. The story was told me by one of the
principals when we met one day in Chicago. And it
ran something like this.

Jack Roe, a salesman, called on the president of a
company engaged in merchandising a product used ex-
clusively for the cigar industry, in his office in a citr
some considerable distance from Chicago. We repeat
they were close friends of long standing.

Jack had something to selli and what he had to sell
the president of the company needed badlv at that par-
ticular moment, and Jack was finallv honieward bound
with an order for $400() in his pocket.
Ti-i **?"i"v ^he president said to us later, **much as
1 like Jack, I would not have given him five cents' worth
ot business if it had not been for the fact that he was
the only man who could supply me at that time with
what I wanted."

^'Naturally", said the president, "knowing of
our long frieiidship, you wonder why I make that state-
ment. \Vell here is the answer.

"We chatted for an hour during the taking of the
order, and during that time Jack smoked half a pack
of cigarettes I had not only been working mv head off,
but contributing money as well, to help increase ciga^
sales And yet Jack had the unmitigated nerve to
solicit an order for a cigar product and talk cigar pro-
mot on, while he was constantlv blowing cigarette
smoke across the table. " ^ i^igareue

NOW here are two concrete examples of why cigar
smoking IS not making progress. And there are

flmo "^^">:?t^^;V''^"''^ '^'^ ^'^" °^^n*i^° ^rom time to

th«f i« fh f ^f''.if*^*-^°'^"* "^^^ ^^^""^ ^« be a fact, and
that IS that if the cigar manufacturer himself doesn't

me^stoKsT''^^^ '^ ^"^^^^^"^ ^^^* ^^ <>-- -"^^

Diame but himself. And the salesman who calls on a
agar manufacturer to sell him something connected
wit^h the cigar industry, and who smokes dgaret^^^^^^^
while trying to conclude a sale, is doing a grfat deal

tte a'Sd^tVf ) ^' '"^""^r''^ *" ^'^ ^^^^ personaTpres-
tige, and to the cause of cigar smoking in general.

oi,f ihnfi ?^ *^r**'^ ^'^^"^ ^^o ^hen we were wearing
for Th. Tnf ^'' w'' ^" Philadelphia gathering new!

time h«d T'^'^'' ^^T^' ^"^ ^^^'^ Philadelphia at that
time had many independent and nationally known

Suly^fc" Yor ''T^ "^^^^ ^ cigar U"re?.
was mto FJ«Pnl l^, T^ ^^'^f ^"^^«^*i tbe answer. It
was Utto Eisenlohr & Bros. The late Otto, and the late

Louis, and Charles J., never failed in that courtesy, and
It was a gesture of cigar promotion. And for some
years we bought our "Cincos" by the box every week
when pay day rolled around.

Today, you can almost determine the progressive-
ness, or lack of it, of any given cigar raanufacturinir
company by its attitude to a visitor as a potential
channel of promotion for the company's brand. We
have known of some cigar manufacturers who smoke
cigarettes during business and other interviews in their
offices, and actually offer them to visitors. On the other
hand, there are cigar manufacturing plants in which we
would not dare to smoke a cigarette, or even ask per-
mission to smoke one. much type of manufacturer
is doing the better job of promoting cigars in general
and their own brands in particular? Do you need more
than one guess to answer that question?

And one of the most important things right now
so far as the cigar industry is concerned, is to promote
box sales with cigars on the desk in a business office,
cigars m the humidor at home, and cigars passed along
at every opportunity. ^ f "s

Regardless of status, whether it be cigar manufac-

&n?'' ^^"^'J^'.'''' ^"T^^^ "^^"' '^ eomes under the
head of "advertising and selling".

IN the course of a talk on "Bad Manners in Adver-
ising before the monthly copywriters' clinic of
the Chicago Advertising Managers' Club, John P
Cunningham, copy chief of Newell-Emmett Company
Inc., New York, said that the consumer is becoS
more and more bewildered by the mass of claims mad!
for various products. He warned that criticism of
advertising from outside the profession had S be
met by fixing from within.

rette^h«vn'hi''^ ^^^ ^^^f.* PJ"^' ^^^^t' ^um, and a ciga-
rette have been advertised as aiding digestion For
love awakeners, there are pills, perfumes, brassieres
tea soaps and a cigarette. For slenderizing, there are
pills milk grape juice, bread, and a cigarette Fo?

cXl^L'tnT"''' f.''' ^^^ P^"«' rubber heeis, de-
calfeinized coffee, mattresses, whisky, and a cigarette.

believer in J?''^''- '^^'^ '' ^ ^^^^ ^^^^ « Rotfrian, a

"mav «tin\^ -^"r^""';- ^"^ ^^^^ ^P^^ch,- he sa <C
may still have indigestion and nerves, and be getting
fattcT every year, even after taking these prEs
and he's beginning to wonder if he isn't being kidd^-

THEN, in an address concluding this year's ad-

rette advlrTil^ af /^> ^^^ ,^ ^^^^^S

■'^*?"°'apt losniokeaciifarette."heRnii1 "inof
because its copy carries a picture of a nrM*; ■"? i
especially if three or four ofhfr brands of ciijreUci'
ni'f "'1 .Pfu"-'' •^'■■'^ '" ''•«ir advertising •' 8e went
pearin^g^'tday. '"^"^"^ ^""^ '^ *"« n,ost^ffen"^oT

Th* Tobacco fVortd

"The other day I read what I thought to be the
clowning achievement of imbecility in advertising," he
, uutinued. "If it is successful, then I shudder to think
()! llie mentality of the masses attracted by the argu-
111' -lit.

"This advertising announces that the particular
].r !iid of cigarettes which sponsored it contains 'less
a 'M in every puff', the inference being that other
braiuls contain more. How much less acid — whether
,11 not the quantity can be measured in appreciable
•uiiounts — we are not told. Wliether the human system
a)> orbs any of this acid or not is also the copywriter's
I ■! et. Whether, if we did absorb it, it would be harm-
l\\\, is another question mark.

"Inasmuch as in many conditions the physician
will prescribe hydrochloric acid as treatment, it might
well make us ponder whether acid derived from ciga-
li'tlo smoking would not be a pleasant and effective
way of curing some conditions.

"If, on the other hand, this advertisement is in-
! luled to convey the impression that gastric hyper-
aridity (a condition often associated with ulcers) might
li'^ult from smoking other brands of cigarettes, then
Miis advertisement is not only destructive of competi-
lion but will end in destroying its sponsor."

THE third attack on cigarette advertising covers
a specific piece of copy in the current Lucky
Strike campaign, and the criticism appears in
the columns devoted to the Little Schoolmaster's Class-
room in the March 5th issue of Printers' Ink. In our
al>ysmal ignorance of the nuances of advertising tech-
nique, we were pleased to describe this particular ad-
vertisement as effective promotion in a recent issue.
But, as Bob Burns, the leading citizen of Van Buren,
Arkansas, is fond of saying, it just goes to show how
little a fellow knows compared to a real expert.

"It is an unpleasant duty to point out errors in
advertising," writes the Little Schoolmaster, "but one
<»r our huge advertisers recently perpetrated an illus-
tration so full of error and curious fancy that it has
hi't'n clipi)ed and sent in by a member of the Class and
your Schoolmaster's duty is plain,

"The picture shows a couple in a car driving along
a narrow dirt roati whose sides are plastered with
signs tersely advertising the procluct. It would be
tloublful that anyone could read all the signs, which
are spaced at intervals of twelve feet or so on alter-
nate sides of the road. This, however, may be set
down to fancy — or perhaps to subconscious wish-ful-
filment.

"Where the picture is in outright error:

"(1) The gentleman driving is smoking a ciga-
rette, whose smoke trails slightly downward and to
the right. It is reflected in the driving mirror, how-
ever, trailing upward and to the right.

"(2) The automobile tracks in the road indicate
learly where the traffic passes, but the position of the
' ur is well oft on the shoulder.

"(3) Lighting effects seem to come from all over.
Shadows fall one way in the background and at right
angles in the foreground.

"The net result is, you can't tell whether to be-
lieve the photography or the retouching."

Mmrgh ts, 1936

THE verb "carp", according to Noan Webster,
means to talk complainingly, censoriously, or
cavilingly ; to find fault ; to cavil. And the word
"cavil", by the same authority, means to raise captions
and frivolous objections ; to find fault without good rea-
son. An old friend of ours, Ted Robinson, columnist
of the Cleveland Plain Dealer, used to take delight in
publishing examples of such captious criticism, for
which he coined the noun, "carp." We nominate the
foregoing criticism as a fine example of a "carp."

We are reminded of the first thing we ever learned
about architecture, as a small boy. We learned that
when you wanted to get the effect of an equal diam.-
eter for the full height of a tall round pillar or column,
you must actually bulge it out slightly in the center,
as it will seem to be caving in half-way up if the di-
ameter is exactly the same over the entire length.

It would be just as sensible, it seems to us, to go
over every inch of such a column with a pair of cali-
pers and raise an objection because it bellies out in
the middle, as to study with a miscroscope an adver-
tising illustration intended to give a quick general
imijression, and then carp about details, ignoring the
question of whether or not the desired general impres-
sion was created.

We refuse to get into any argument about the pos-
sibility of a motorist being able to read all those signs,
although we remember distinctly a series of similar
signs spotted over the country for a shaving cream
some years ago, and we also know that we could read
every one of the signs in the advertisement. We are
no authority on the trails of cigarette smoke. We
have, however, known of an automobile getting out of
the ruts in the road, and we have seen instances of re-
touched highlights that, to our eyes, looked more nat-
ural than the unretouched, even though the former
were sometimes contra naturam.

It may be well for cigarette advertisers to give
serious consideration to the thoughts behind the utter-
ances of CopjTiian Cunningham and Educator Eisner,
but we don't think they should lose any sleep over
carps like that of the Schoolmaster's class member.

WHILE we're on the subject of cigarettes, we
must record that we continue to hear conver-
sations about the money-back guarantees of
Old (lold and Camels. Possibly you've heard that one
about the chain letter attempt to embarrass Lorillard.
You take advantage of the Old Gold double-back offer
and i»ass the word along to six friends to do likewise.
But who's going to bother to mail an unused portion
of a package, not to mention writing and mailing six
other letters! Panhandling would be a much quicker
way to accumulate thirty cents. Then, of course, the
story was revived of the smart way to send a set of
books, to be returned or paid for in ten days. W^hen
you opened the crate, it disintegrated into small pieces
and all the king's horses and all the king's men couldn't
put it together again, not to speak of the average cunny-
thumbed, butter-fingered guy who reads books. The
best suggestion comes from Copy Cub, of Advertising
Age, who suggests a prize for the buyer who likes your
cigarettes after he tries them and tells you in his own
words why he likes them.

"And Adam Said: The Woman ... "

An Open Reply to Carl Avery Werner,
Editor, The Tobacco Leaf

By Hobart B. Hankins

DEAR CAKL: — A great many years, possibly
tweiily, have pass^ed since tlie late Marcellino
Terez and you and 1 used to dangle a foot on the
brass rail at Haan's while our elbows worked in unison
in preparing ourselves lor the luncheon which was to
t'oUow.

In the ensuing years we have seen many strange
things come to pass, and we have worn out many a
typewriter ribbon trying to tind alibis for the declin-
ing cigar sales. 1, myself, have thrown a couple into
this issue of The Tobacco World.

However, your editorial in the March 7th issue,
captioned "Women xVgainst Cigars," reaches about the
farthest point south thus far in a search for alibis
for the cigar industry, in the eyes of The Tobacco
World.

You state that you have been haunted by this idea
for some time, and now that your "alert young adver-
tising man" has encouraged you to exhibit the ghost in
public, I hope the opportunity will be afforded us both,
to bury it with proper ceremonies.

After listening to Joe Kolodny at the NATD con-
vention it is difficult to comprehend how you could
go back to the office and pull this editorial out of your
hat.

So far as the "alert young advertising man" is
concerned, he apparently doesn't know his women,
although he may have majored in psychology at an out-
standing university.

So far as women being against cigar smoking is
concerned, I am entirely open to conviction, but your
statement supported as it is by the "alert young adver-
tising man" is nothing more than a 8tatement^--or opin-
ion. Where's the proof!

But to get down to facts, I am going to indulge
m reciting some personal experiences.

The only time in my life that I ever received a
call down" from a woman for smoking a cigar was
on the promenade at Ilfracombe in England. I was
accompanying an elderly maiden lady on the prome-
nade and unconsciously took a cigar out of my pocket
and lighted it. Before I had taken more than one puff
she turned and said, "Gentlemen do not smoke cigars
when accompanying ladies in public I ' ' She was rather
mad about it, too. I tossed the "Partagas" into the
Irish Sea, and I was mad about it, too. Incidentally she
had been disappointed in love due to the fact that
on the morning of the day set for the wedding, the
groom who had stayed late at his "bachelor dinner"
the previous evening arrived for the ceremonies but in
no condition to go through with them. And all bets

ou^^ ?^^ JJ^® ^^>' ^^ ^^^ "thirty years too soon",
bhe should have lived through prohibition!

Until about fifteen years ago smoking was not
permitted m the home of my parents. I could smoke
on the front porch, but not in the house, despite the
tact that my father who issued the edict, worked as a
young man m a cigar factory in New Egypt, N. J.

4i

Then an older brother, who does things for the
Great Northern in the Cascade Mountains, came home
alter an absence of more than thirty yeai's.

W hen he arrived he walked into the house smoking
a cigar. And he announced that he would stay for a
month, but that he intended to smoke in the house,
and that if he couldn't, he would board the next train
lor Spokane. That broke down the house rule.

And on my return from my annual trips to Tampa
I always went immediately to see my late mother. 1
always had a pocketful of those line cigars created
by such masters as Salvador Kodriguez, Emique Pen-
das, Frank Diaz, Laureano Torres, lUanauu ^Vlvarez,
Tom Morgan, and some which Val M. Antuono made
personally for me on his own office desk— just to men-
tion a few.

Then when 1 would light a cigar mother would
say, "My, what a line cigar! The fragrance is cer
tainly wonderful!" To fall into the vernacular, she
always got a "kick" out of the bouquet of a line clear
Havana.

Now let us go a little further. If you commute,
Carl, you must have a heluva time iinding a seat in the
coach smoker unless you are at the terminal when the
train gate opens. And if you aie late you lind that a
goodly proportion of the seats are occupied by women
indulging in their favorite smoke.

When you travel you most certainly find that the
Club Lounge car is occupied almost fifty per cent, by
women, who display their legs all over the aisle, and
who— in many cases— don't know how to hold a ci^r-
ette, to say nothing of their inability to smoke it with
an air of experience.

There is certainly nothing in your editorial in the
way of tangible proof that women are opposed to cigar
smoking by men. At your convenience, we will be glad
to receive further instruction from you, as a dean of the
editors of tobacco trade publications. W^e have an
open mind but no experience, except the one noted in a
previous paragraph, to warrant support of any such
contention as you set forth.

After a woman has had a cocktail, or her whiskey
"neat", she can*t tell— and neither can a man— if he
has had a drink— or if either of them has had a drink.

And by the same token, after a woman has smoked
a cigarette, or her favorite cigar, she can't tell whether
the boy friend or husband has been smoking or not.

In contradiction of your editorial about women be-
ing opposed to men smoking cigars, I will gladly sup-
ply you with letters from women who have growing
Hons in high school and college, who have said time on
eiul to their sons when they see them light a cigar-
ette, **Son, why don»t you learn to smoke cigars!"
And this is not fiction.

As a matter of fact a woman with whom I boarded
back in 1907 started me smoking cigars. She liked
the fragrance of cigar leaf but she took strong excep-

(Continued on Page 10)

The Ti^aceo World

Cigar Business Is Good Business
And Now Is Good Time to Be in It

By Harry S. Rothschild

President, Bayuk Cigars, Inc,

IT WOULD scarcely come under the head of news to
say that I think the cigar business is a good busi-
ness. Tt may, however, surprise many who are
laiiiiliai- witli tlie Hiietuations of cigar production over
tlu' years, when 1 add that I think this is a very good
liiiic for anyone to be in the cigar business. Yet, behind
ili.it second statement there is just as positive a per-
nal eonvietion as heliind tlie first.

My faith in the industry does not spring solely
iiom the j^natifying progress of our own company, al-
thouuh I should be less than frank if I did not admit
iliat our recent aceomplishments loom large in my per-
s|M'(tive of the jnesent and immediate future. The
plain faet is that our progress to date has been nothing
jii<»re nor less than a fulfilment of our confidence in our-
selves, our products and the public.

One of the great satisfactions that come to any-
one making and selling a tobacco product is the feeling
that he is engaged in supplying something which gives
pleasure. As a cigar manufacturer, I like to feel that
1 provide many moments of enjoyment to many mil-
lions of people. Please understand that I do not
pretend to be inspired by a spirit of pure altruism.
Accompanying this pleasure-giving concept of the bus-
iness ufoes a knowledge of the well-established fact that
ihe American public is willing to pay for its enjoyment.
In the final analysis, that is the fundamental reason
why I think the cigar
business is a good busi-
ness.

And I think that this is
a voiy good time for any-
"Hp to be in the business
hecause cigar smoking is
today on a rising market.
_ More cigars were smoked
Ta^^t year than during the
\ ear before. But my confi-
dence in the future of the
industry is based less on
I hat increase in cigar
nioking during 1935 than
*n the much more exten-
ive increase registered in
'•>tal tobacco consumption
not only last year but over
a period of years.

ft seems to me that the
Uumendous growth in the
nse of tobacco by Ameri-
' ins should be a source of
irratitude and encourage-
ment to everyone in the

March IS, ipjtf

MORE dgan were smoked last year
than during the year before. But
my conjfldence in the future of the indus-
try is based less than on that increase in
cigar smoking during 1935 than on the
much more extensive increase registo^
in total tobacco consumption not only
last year but over a period of years. It
seems to me that the tremendous growth
in the use isi tobacco by Americans
should be a source of gratitude and en-
couragement to everyone in the business
of making and marketing cigars, even
though this steady yearly incr^uie has
been piled up by the consumption of to-
bacco in another form.

business of making and marketing cigars, even though
this steady yearly increase has been piled up by the
consumption of tobacco in another form.

It is tobacco; that is the important point. If total
tobacco consumption were decreasing, I should not
have such abiding confidence in the future of the cigar,
in spite of an actual increase in cigar smoking for a
given year. On the other hand, during the years when
the cigar was steadily declining in sales, I continued to
believe implicitly in its recrudescence, because the use
of tobacco itself was increasing, in other forms.

My belief was founded on two simple truths. First,
the pleasure, the satisfaction, the enjoyment, the grati-
fication— call it what you will — which a man derives
from smoking, arises from the beneficent properties of
the tobacco leaf. Second, those beneficent properties of
the tobacco leaf are preserved in a state most closely
approximating their native purity in a cigar. The cigar
is a natural smoke.

So, as the number of people who were introduced
to the enjoyment, the solace, the relaxation, which to-
bacco affords the mind and body, continued to mount
each year, until it seemed that tobacco had ceased to be
a luxury and had earned a right to be listed among the
necessities of life, some of us in the industrv foresaw
that this phenomenon could not but turn out to be a boon
to that form of tobacco product in which the natural

virtues of the leaf are
most thoroughly savored
— the cigar. We believed,
however, that the men in
the industry should not
be content to sit back
and twiddle their thumbs,
waiting for the inevitable
revival of cigar smoking
to come to pass through
the operation of the nat-
ural law. We believed
that they should do some-
thing positive and ag-
gressive to hasten that
revival.

If I may be permitted
now to refer specifically to
our own company, in
whose activities the indus-
try and trade appear to
evince a lively interest, let
me say that the thoughts I
have outlined inspired the
present administration
when it assumed the man-

agement of Bayuk Cigars, Inc., in May, 1932.

The remainder of that year was utilized entirely for
reorganization of the business, a very intensive study
ot the market, and the formulation of a complete pro-
gram. A\ hen I say ' ' complete, ' ' I mean precisely that.

The records show that, on January 2, 1933, the
price ot Bayuk Phillies was reduced from ten cents to
live cents. The reconls show further that its sales last
year were 3o0 per cent, greater than in 1932.

I should be less than human if I failed to acknowl-
edge a sense of elation over the position Bayuk Phillies
has attained as the largest-selling cigar in the world,
and the position the company has attained as the
aigest purchaser of leaf in the Havana, Pennsylvania,
( onnecticut, and Sumatra markets. There is additional
corroboration of the wisdom of our thinking in the
pleasing circumstance that the percentage of increase
in sales ot Pliillies in 1935 over 1934 /as douWeX
entire industry s percentage of increase in that class.

An Expanding Market

^ But, in view of what I have written in the fore-
going as our conception of the future of the ciffar busi-
ness I am sure that I sliall not be misunderstood when
1 state that the gain of the industry as a whole actuallv
holds more significance and encouragement for us in our

marko^^ Tf '" TT'' ^^V"' ^^ "^^«"« '^'^ expanding
market It we had gone ahead and the rest of the in

dustry had gone behind, it might have been flatterin-

beerblfr^*-' ^'''' '^''^ '"^"^*n" '^'' ^^"'^ ^"'^ would have
been bad, since such a performance would probably
have indicated a narrowing market. ^^<^uiy

nr.. 1 ^">;^"^ ^'"^*^* *'^"y discernment at all knows that we
could not have accomplished what we have merely by
a reduction m price. That was only a part of the com
plete program a fact which seems to be sLsed by the
growing numbers of interested persons who inquire
about the secret of the company's progress.

The oiily secret I know is that there is no secret
I suspect that some of the inquirers disbelieve the state
nient that whatever success we have had has resulted
from the application of commonsense pr^ncipfes of
business and hard work, intelligentlv directed

HJrl ^xv^'n ^ description, in simple terms, of what we
did. ^\e thoroughly revamped the factory set-un on^
quantity production basis to avail ourseltel of Uie

'T* HE gain of the industry as a whole
^ actuaUy holds more significance and
encouragement for us in our planning
than our own gain. It means an expand-
ing market. If we had gone ahead and
the rest of the industry had gone behind
It might have been flattering momen-
tarily, but the results in the long run
would have been bad. since such a per-
f ormance would probably have indicated
a narrowing market.

DURING the years when the cigar
was steadily declining in sales, I
continued to believe implicitly in its re-
crudescence, because the use of tobacco
itself was increasing, in other forms. My
belief was founded on two simple truths.
First, the pleasure, the satisfaction, the
enjoyment, the gratification -call it
what you will— which a man derives
from smoking, arises from the beneficent
properties of the tobacco leaf. Second,
those beneficent properties of the tobacco
leaf are preserved in a state most closely
approximating their native purity in a
cigar. The cigar is a natural smoke.

4

J

f ' Vii ■> "'f"'''''^'lui!nir eooiioinios possible. This nat-
urally had to bf consistent will, a quality product, since
our entire campaign was based on the prcsentat on at

fl e'hundre"d "f "•!'," "";""?" ^''^^ "■'^"^'' had solS ?n
w O .Ih .!.!: ""? ^"^ '''" "■"*^- Simultaneously
we bu.lt a s ions *^ales dei«,rlnicnt, which, in turn, Rath-
ere, around it a Kionp of sIioiik distributors. F ,fal y
«e told the public about the cigar in dominating advert

Aggressiveness With Patience

Aggressiveness has characterized the introduction

llr^oTr Tr''"" "'■ '''''"i-« »' <l'e ew pr co"
;„♦• "m"'' "^ " "'' "Kf-''f'<sivt'ness tempered with

patience. The rise of Phillies was not the "lash in the
pan- which was freely and widelv predi,.|ed for t in
he beginning, because we have kl.p at its promotio
hammer and tongs, and will conlinui to .lo so.

.. ,^^^ rT*: n*''^''*! <o state in (uie word the most im
ortant desideratum in tU. successful operath.n of a

on"""l ref T't"w."'r"il''",'"''''^ ''"■^^■" " ""'-dina
as "the everh ," '^'I'^-'K oppressively described
as ine ciorla.sliii teamwork of cverv bloomin' soul "
I IS unpurchasable. It is born of lovahy We have

o gani^a.ion "Ever '^""'••.'''l""-" the-keyltonc of our
organization. Every one is impresswl with the imnor

tanco and responsibilities of hi, contrihiilinn .T"^

called hi ^of'u;. ^I'^^'^^'^^Scmy operator who was
^ohZ^^-^n^O% Hueh a state in the course of

business toT^ It w«^ ^' ^^' i'nportant place in the
Dusiness, too. It was be who suggested that no on^

The Tobacco Worti

IF I were asked to state in one word the
most important desideratum in the
successful operation of a business, I
should unhesitatingly answer, "Co-
ordination. ' ' I refer to what Kipling ex-
pressively described as the "everlastin'
teamwork of every bloomin' soul." It
is unpurchasable. It is bom of loyalty.
We have aimed to make that co-ordina-
tion the keystone of our organization.
Every one is impressed with the im-
portance and responsibilities of his con-
tribution to the common end. He has
his job and is allowed to do it, with re-
sultant pride in his work.

not even an officer of the company, should be allowed
to ride in the elevator with the payroll custodians and
tlieir guards on their four weekly trips. It was a sensi-
ble idea, and put into effect. When he barred me from
the elevator the other day because it was a payroll trip,
I could only grin and bear it.

So it goes throughout the entire organization. That
important link in the chain — the salesman who walks
the streets and sells the cigars — and every employee in
the plant, does his part. There is real co-ordination
among the fifteen departments of the business : produc-
tion, sales, preparation of tobacco, purchasing, audit-
ing, credit, statistical, transportation, shipping, office,
plant management, mechanical engineering, laboratory,
advertising.

Junior Executive Meetings

Junior executives meet weekly and elect their own
chairman for the day. When I attend, in my ex officio
capacity, which I do as frequently as I can, I enjoy no
irreater privileges than any other member of the group.
A course in public speaking helps these young men to
think on their feet.

The Sunshine Club is a self-sustaining welfare or-
ganization, conducted entirely by employees. Thev
lielp each other wonderfully, and keep in touch witn
those who leave to get married. Their several affairs
(luring the year are real social functions.

The Christmas Club is another institution for the
employees. Last year a fund of more than $250,000
was distributed among the members.

This human touch in a large organization is pos-
sible because of the location of the business in one
building, which happens to be the largest cigar manu-
lacturing plant in the world. The production organ-
ization is not divided, some downtown, some in New
Vork, and so on. Getting from any one part of the
building to any other part is only a matter of minutes.

Incidentally, the concentration of manufacture of
l^hillies in one building makes for uniformity of blend
and taste, as every seasoned tobacco man knows. The
plant was built ten years ago to make 200 million cigars

a year, a maximum production figure which our present
set-up enables us to triple.

The trade generally is now acquainted with our
aggressive entry into a lower price field with a new
cigar, the Charles Thomson, selling at live for fifteen
cents. It is a pleasure to report that this new cigar,
first introduced in the Central West, has met with
instant success.

In a co-ordinated business such as this, I am reluc-
tant to grade the various elements in order of impor-
tance, since each has its own vital part to play. Yet I
am inclined to believe that one of our most important
units is not, strictly speaking, embraced within the cor-
porate organization. I refer to the group of distribu-
tors and retailers who directly serve the public, and
whose goodwill we cherish.

Tobacco Distributors Conunended

We commend the organized tobacco distributors of
the country for their present plan to promote cigar
smoking generally. It is in line with our own estab-
lished policy of helping to stimulate cigar sales, regard-
less of brand, by special promotion pieces for Christ-
mas, Father's Day, Fourth of July and Labor Day.
And every one in the trade is familiar with our con-
sistent trade paper advertising, which is a truly educa-
tional effort to stimulate the sale of all cigars at a
profit.

This promotion of cigar smoking generally has
been a part of the complete program which we formu-
lated nearly four years ago. It has been our pleasure
to be among the first to pledge our subscription to any
such campaign planned for the industry as a whole.
When the latest promotion program failed to material-
ize the company underwrote its own campaign in a
series of smashing newspaper advertisements calcu-
lated to stimulate cigar smoking generally, and leading
off with the now famous "How long has it been since
you smoked a cigar?"

I believe in the present and the future of the cigar
business. I am for anything that will boost the total
sales of cigars. It is common sense for a cigar manu-
facturer to feel that way. The more people there are
smoking cigars, the more people there will be to smoke
our brands.

To my mind, that is a simple matter of arithmetic.

WE commend the organized tobacco
distributors of the country for
their present plan to promote cigar
smokiiig generally. It is in line with
our own established policy of helping to
stimulate cigar sales, regardless of
brand, by special promotion pieces for
Christmas, Father's Day, Fourth of July
and Labor Day. And every one in the
trade is familiar with our consistent
trade paper advertising, which is a tmly
educational effort to stimulate the sale of
all cigars at a profit.

"And Adam Said: The Woman..."

(Continued
tioii to cleaning up the cigarette stubs wliich I probably
lett distributed all over her residence. When I started
smoking cigars she was happy.

Just the other evening we visited a neighbor. The
lady ot the household was smoking a small cigar I
offered one from my pocket to the husband. ''Sorry"
he said, -but I haven't smoked in three years because 1
can t afford them". Tlie husband has had no occu-
pation tor more than three years. The lady admitted
that her cigars were a Christmas gift.

Only a few days ago I visited the office of a friend
here in town I offered him a cigar. -Sorrv, Hobey,
but i can t afford to smoke cigars any more*"

As a matter of fact I hear that story every week
it not every day, even from people who visit my office
and ret use a cigar.

Basically, the cigar smoking problem is economic,
lou belong to clubs, as I do, and all you have to do is
to look over your list of delinquent members. And
then look over the list of clubs that have folded ud
or are about to do so. And clubs have always been
and are, a grand outlet for cigars. But women haven't
anything to do with those difficulties.

On the other hand, in Philadelphia, the biggest
outlet tor cigars sized for women, is in the most exclu-
sive women's club. And if you are in need of health
repairs, go down to Atlantic Citv and stop in at the
cigar stands m the more prominent hotels and get vour
eagle eye on some statistics about cigars being sold to
women. & ^ i^

We have been a discouraging element so far as
the transparent covering for cigars is concerned. We
have spent plenty of cash, personally, to prove our
contention that it is probably the worst thing that was
ever introduced in the cigar industrj'.

On the otiier hand, "to give the devil his dues",
this covenng has saved the consumer, to some deirree
a considerable amount of breakage. So far as we are
concerned that is all there is to the story.

^ At our fishing shack we have cigars *and cigarettes
— m fact every large selling brand of cigarettes— all
wrapped in transparent coverings. The cigarettes are
A A^u^ ^^^ '^'?^'*^ ^""^ powder except for the wrapper.
And they have been kept in a tightlv closed drawer

from Page 6)

A scientific institution in your own environs exper-
imented with hundreds of clear Havanas, and domestic
blends of cigars in the transparent covering, and also
without them.

I never published the results ])ecause I felt that
It would do more harm than good. I am firmly con-
vinced m my own mind, however, that while the con-
sumer thought he was getting a "break", ho was really
tooling himselt.

The cigar manufacturers, with few exceptions re-
semble a flock of sheep. The moment that a new size
appears and shows signs of success, it is immediatelv
imitated. And this is exactly what happened with the
transparent covering.

However some of the smart cigar manufacturers
are coming to the point of realizing that the biggest
years of cigar withdrawals were long before tiu' trans-
parent wrapper ever made its appearance. Th'ev are
discarding it, and going places as a result.

I have digressed a great deal in this letter, but I
cannot help it because I am interested in cigar promo-
tion. Our other tobacco products are going ahead
under their own steam.

• .?"! *^ ^'*^^^ ^^ ^ ^^^^^ advertising angle the opin-
ion that women are opposed to cigar smoking bv men
IS to invite the venom of the Anti-Tobacco League,'
he quiescent W C. T. U.-at the present time-and
those ladies of the household who are economicallv
minded, and in these days necessarilv so— with the
result that the men will be definitely instructed to
turn into the household treasury, the monev thev are
now spending for cigars. * *

If you really believe that feminine opposition was
responsib e for the decline of cigar smoking, then, after
looking at the 193.3 gains, you should have e<lito,ial
ized: Hooray, the women are frien<llv to ci-ars
again! ( igar smoking is coming back !" Let 's; alftrv
to be constructive and forget the negative stuff

Let you and your advertising frien<l talk it over,
and possibly we may find time in the near future to
discuss it personally.

Cordially yours,

HobahtB. Han kins.

The Merry-Go-Round

WHEN the President first sent to Congress his
plan for the taxation of surplus cori>oration
profits, -Muley" Bob Doughton, of North
Carolina, chairman of the House Ways and Means
Committee, was none too enthusiastic. He wasn^t out-
right hostile, but he had his doubts. Then Doughton »8
committee began considering possible alternative
taxes. It listened to Chester Davis, Triple-A Adminis-
trator, who supplied a long list of substitutes for
processing taxes.

P«n;f/f!r'QQ"iS?'"'*"^ *^®?® substitutes was an item
?obacfo ^'* ''^'^^' ^"^^^^^^ i'^ the excise tax on

Carolina. Also, Doughton not only happens to be a

candidate for re-election this year, but wants to run
against Senator Bob Reynolds in 1938. A tobacco tax
for him would be political suicide

«flffp^o!)^^-v ^""""^ "'R'' '^""^ ^t ^^^ t^bae^o »<^m and
stiffened. **\ou don't propose to increase the tax on
tobacco?" he asked Chester Davis.

«.« J''^^-'^?!J*,^ necessary if the President's prot^^ram
were rejected," was the answer.

dre^f^fnlfl^*'"^^!''" "'*^.® * nation-wide radio ad-
veU's cJr'piW^ unequivocal approval of Roose-

fh« "•^^'" particulariy impressed," he declaimed, *'by
he wisdom and timeliness of the President's sugges^-
nnr«f ^ ''T'*'*" ""^ ^""^ ^^^^^m of taxation of cor-
cS *'''/?'''*^*p' * «^«tem justly open to severe critl
cism. —Drew Pearson and Robert Allen.

Tht Tobacco Worn

Gianger lobacco is what it says it is

Read what is on the bade of the padcage

LiccrrT & Myeis!

P'TTne^iaii /wehiacco

10*

March is. 1936

tt

pHIbAt)EIi§)MIA.

BAYUK BREVITIES

LOUD cheers greeted U. L. Wurman, factory super-
intendent, when he announced at the Salvation
Army meeting the other day that Bayuk em-
ployees had subscribed $2000 to the drive, the larirest
similar subscription received up to that time . .
J3ayuk Philhes are well displayed and available in re-
tailers stores in the Burlington, Vermont, sector, where
the brand is distributed by O. C. Taylor & Co,
inc. . . . bales ot Philhes are moving ahead in and
shipments are leaving the factory regularly to Ports-
mouth, Ohio, where the Ohio Valley Wholesale Com-
pany is the distributor . . . C. M. Bristow, Bayuk sales-
man, reports good display and nice increase in distri-
bution ot Bayuk cigars in the Vincennes, Indiana, area
where a campaign was just finished for Crook- Wallace
Company, Bayuk distributor ... J. W. Higginboth^
salesman lor Bayuk co-operating with Eli Witt a^ar
Co and branches throughout Florida, reports Phillies
well displayed and placed to meet the popular demand

Rn.. I' V'Pl \ • • •^'^'^P^ ^^^^^^^ <^«> Lacrosse, Wis,
Bajnik distributor, just finished a sales drive on Bayuk

Phillies with C. D. Coleman, Bayuk territorial ma^a

ger. The result was the addition of many dealer outlets

C^il'Tw'^wf ""f ^^' ^"^^^ : . . Out in Stockton,
Calit., D. Dinubilo & Co. are going ahead in distribu-
tion and sale of Bayuk Phillies. They recentirclo^d
nrPRfrv'pi^^f^'P^'^/^^ ^^^^^ «^le and plkcement
BayKes^r "^^' ^'^ ''' '' ^^^^^^ ^- ^^^

^orS^^^q}^ .^eopatra, is

Growing popularity of Spencer Morris Sports took
Dave Abrams, of George Zifferblatt & Co., downto
fouS • ^^ "*''■ ''■««buting poiitsTthe

«f *J^® Yahn & McDonnell stores had a fine display
W^l''"°^°/ ^°^ ''Ji.^ «^?"* P^o^'ase of Granger smot^
t^fhfc T -"^ 1fi"S*^^ celebration of the week devoted
to this Liggett & Myers product.

♦.K.:^^'*' "f ""^^ ^'^ selections in the Hartford, Conn..
to?s iXrtI^n;^-'°fP .^'ffe'-Watt visited the distribu-
tors in Baltimore m the interests of Habanello Snencer
Moms Sports and other brands of his company.
u

G. H. P. JOTTINGS

EL PRODUCTO is shortly to get the benefit of the
best advertising in its history. The 1936 cam-
paign on this popular brand is unfolded in one
ot the most impressive portfolios we have ever seen,
with Its gold coyer and modernistic spiral binding .
AS * rank F. Will, executive vice-president of G H. P
pointed out, the portfolio allows the campaign to speak
or Itself The contents consist entirely of reproduc
tions of the separate pieces of copy— and mighty eflfec-
ive they are, too-plus reproductions of the front page
logotypes of the large number of newspapers on toe

itf^'l^A • M^ l"?"" T *^° remarkable circumstLces
connected with this advertising . . . This is the nine-
teenth consecutive spring campaign on El Producto
■ ■ /.. \" the nineteenth consecutive spring camoaiim

-nn^"*'^''",^ 't?"'^'?*' ^y '^' "^^ advertifinrm^!!
iJoo H. H. Kynett, president of the Aitken-Kynett
Company That ought to be a double record of ^n

sistency, both for the brand and for the advertising

«-f °? •, ;,•• ^'u"'""!' ^^""^ ^"1 ^"^d eloquent whe?
we asked h.m about his reaction to the January fibres

• .„; "^ ^?s enthusiastic over the gain of more than a

oOOOO more each day of the month than there were last
J ear . . bol Bomstein, assistant sales manager re-
cently returned from a trip through the SouthTro terri-
tory in the interest of El Producto and La A^

«f n^°"^ A^® y''^}^^ '^' ^««k '"'as J. Culver Wolfe
of Gradiaz, Anms & Co. He kept a-steppin'. " "°"®'

Mannie Perez was in town, making a lot of mo-
faons presumably m the interest of Hedencion c »" s

Jo1h^tX^„r ' "'^ '"•°'''"' -^"^ P--' -" -d to

The busiest cigar man in Philadelphia is Paul T,
Brogan, head of Yahn & McDonnell, as anyone who
tries to get him on the telephone can testify

theirteS^-^^^^^^^^

ttKrnrng* '•'"^' '^"^ '^« «-p* wLTJ'if;
optii':w'iroSsr'^"^'" ^""« ^p'--'^'-^

7%« Tebacfo WoHi

March is, 1936

ti

American Tobacco Company
Reports Increased Earnings

AMERICAN TOBACCO COMPANY'S earnings
in 1935 rose jf 108,^^63 above those for the pre-
ceding year, aiiiountino- to a total of $24,282,643,
or $4.07 per connnoii sliare, against $24,084,280, or
HAb per common sliare, in 1934. Thus higher taxes
and higher costs of raw materials were offset by a
moderate increase in operating profit and a substan-
tml increase in other income.

w um/'^ ^^I^'''* *^ ^^^^ stockholders. President George
\V. Hill calls attention to the fact that in this Annual
Keport there is reflected fur tlie first time the effect
ot the commutation of the Tobacco Products lease
which results m substantial annual savings to the
company as then outlined.

Assets :
Cash \

Accounts receivable, customers

Other accounts and notes receivable..
Leaf tobacco, manufactured stock, oper-
ating supplies, etc., at cost.

Accounts receivable from subsidiary
and affiliated companies *

$ 26,433,138.43
9,775,649.96
5,160,036.67

120,902,391.84
210,105.54

Total current assets..

$162,481,322.44

Investments :

Capital stocks of partly-
owned domestic and
wholly owned foreign
subsidiaries $24,.-in2,6."36.86*

Other investments in-
c 1 u ding $302,790.77
deposited with State
Industrial C o m mis-
sions, etc., at amounts
not in excess of cost. 2,337,008.04

Mortgages and loans receivable..

Eeal estate, machinery, fixtures, etc^,'at
cost (less allowance for deprecia-
tion, $9,697,610.60)

Prepaid insurance, etc

Brands trade-marks, pateiits "good
will, etc. . ^

• ■*•*•••,

26,839,664.90
1,192,995.78

18,682,446.63
9(X),891.96

54,099,4m^

The American Tobacco Companv^s
equity in the net assets of these sib-
sidiarie.s, as shown by their balance
sheets at December 31, 1935 (net as-
sets ot toreign subsidiaries converted
at constant rates of exchange not in
excess of prevailing rates), includ-
ing intangible assets of $3,982,463 03
aggregated $25,584,218.18. " '

$264,196,752.11

'4

He also mvites attention to the fact that the profit
realized by the sale, as of December 31, 1935. of the
asset^ of the Tin Decorating Companv of Baltimore, a
wholly owned subsidiary, is reflected in this statement
Conditions governmg the manufacture and supplv of
tin boxes and containers, in which the Tin Decoratin-
Company was engaged, have so developed that, in the
opmion of the directors, there was no longer the neces-
si^' tor the company's operation of its own tin sub-
sidiary to assure a continuity of and a proper price for
these supplies. ^ i i

The consolidated balance sheet of the companv as
of December 31, 1935 sets forth assets and liabilities
as follows:

Liabilities :

Note payable to bank, payable Pebru-

ary 1,1936 *. ^ 1,639,000.00

Accounts payable 1,569,760.05

Dividend on preferred stock for quar-
ter ended December 31, 1935, pay-
able January 2, 1936 ; .

Interest accrued

Provision for advertising, taxes, etc...

Accounts payable to subsidiary and
affiliated companies

790,495.50

400,160.78

5,781,924.40

41,421.37

Total current liabilities $ 10,222,762 10

Notes payable to bank, maturing 1937
to IQ^Q

qnrio? IK* 5,099,000.00

benal debentures:

3^4 per cent., maturing

February 1, 1940. . . .$ 1,792,000.00
3^/^ per cent., maturing

1941 to 1948 16,740,000.00

— 18,532,0(K).0()

131,650.00

Six per cent, bonds, maturing October

1,1944 : _

Four per cent, bonds, maturing August

Q .■^' ^^?^ • 831,250.00

bcrip and convertible dividend certifi-
cates not yet presented for redemp-
tion or conversion 7^704.00

Capital stock
Surplus

• • . . .

$171,295,8(MUKJ
65,557,384.66

$ 34,824,386.10

j^^ m 236,853,184.66

i^8s, Treasii^ stock at

cost :

11,200 shares of com-
^ mon stock and
113,254 shares of com-
mon stock B.. 7,4m),818.65

229,372,366.01

$264,196,752.11

Tht Tobacco World

Jigars arc the

io8t pleasurable

Ind et<>n«»iiiical

>rniol'<(i'okiiig.

BAYUK BULLETIN

Devoted to the
best interests
ofthemenwho
sell cigars.

\st ISSIK

1929

MARCH 15, 1936

Prepared twice a moruh

HULOFAX

(Thr Retailer^ s Friend)

SAYS

,-%

lh(/ a'-

alls a
\x\ an
AN!'

i-eath.
sail-

'act^.

It was a cold and dis-
mal day . . . the sun hid
itself behind the heavy
clouds like some sales-
men hid behind the store-
keepers' stoves ... it was
Buch a day that develops
•1 of Alibi-E-Tis in many a
dome BUT young Weber,
UiriK Salesman, made 58
old and delivered 51 orders
oductory brand of cigars!

n inc: the same week of zero

nd hlizzardy snow, another

WORKING for the same

iimI 2.) 1 orders ... If any-

the KERRectness of these

Boss of Kerr and Weber

them! ^

An < rheard conversation between

IW) -men —

1 , I l;i. f said my sales talk at the
^firu'ai monthly sales meeting was
i^ery ; litulous and I told him that I
mpaud it all by myself."

(Key to appreciation of this tale —
look ;:; meaning of word "pedicul-

)US.l'

■On

Birth. i
)ut St'

3f (1

3oy.
50L1

.incoln's Birthday, I sold four

cigars and on Washington's

, I sold three . . . not many,

n boxes more than none, and

t irave me a chance to re-

V talking points on box sales

so postels T. R. M. ThaU-

s by the box CAN BE

: 1 you don't have to wait for

uro's birthday to sell *em either!

thru III

-i-l.. •
Ml
ition.

Ihv ■
He '

iUloihi.

lof th.
Irc'coiu

3Ut th.

''Whu^^
lotobc

the snow shovelled away

or brought more customers

uoor and besides it was good

for me" — writes a dealer in

.land. He is a poet, a philos-

' what's more to the point —

. ANT, in Phil's humble esti-

• hhf^T said — ^"Funny thing, but
ilesmen of mine who had
ilk* accidents during the time
snowy, icy streets both have
of higher car repair bills thru-
vear." May Phil modestly ask,
funny about it?" The
very clear!

*n: "How's business?"
"Rott«n."

SaU man: "How's my brand sell-

[ing?"

I^>' •Rotten."

Sal. .,mn: "Whafi chances of get-

Dts

cr:

•Rotten."

i997.

TURNING FUSSY

CUSTOMERS

INTO ASSETS

Most retailers in any line look
upon finicky customers as liabilities
and time wasters. But there has
come to our notice one progressive
cigar merchant who knows how to
turn them into assets.

For example, he finds that a
number of his customers still har-
bor that time-worn superstition
that you can judge a cigar's qual-
ity by the color of its wrapper.
Does this smart merchant offend
these customers with a color com-
plex by pooh poohing their ideas?
He does not. He patiently opens up
half a dozen boxes if need be, until
the customer finds a color that suits
him and — purchases maybe two or
three cigars.

"Now, Mr. Smith," says the
dealer. "To save you trouble next
time you come in, I'm going to
write your name on this box, and
put it in my wall case. That's your
special box, and whenever you
come in, it'll be waiting there for
you."

Is Mr. Smith pleased? Does a
cat like cream and do customers
like a little extra special attention
at the stores where they trade!
Friend Smith walks out with the
idea firmly fixed in his mind that
this shop is the only place in town
where they really know cigars, and
where a fastidious smoker can get
what he wante. He wouldn't buy
anywhere else on a bet.

The fussy customer may cause
you a little more trouble than the
easy going one. But the fussy chap
is worth studying. Find out what's
bothering him, whether it's a color
complex or something else — and
cater to his whims. He will be
your customer long after Mr. Easy-
to-please has drifted off to your
competitor across the street.

•aTUE BBANDS BUILD •UtlllBtS

Baynk PhUlies

HAYUK nrnjaNOTHiA pnoTBcnn

Hanuia Ribbon

CbarleB ThomMtt
Prince Hamkt

SPRINGTIME IN THE CIGAR BUSINESS

It's Spring!

Whatever the weatherman may
say (the darned old gloom-mer-
chant ! ) wc know it's Spring. Only
thii! morning we heard a hurdy-
gurdy playing // Trovatore, the
Bock Beer signs are popping up all
over the place, and we've just dug
down for a new spring bonnet for
the Missus. Yes sir! It's Spring-
time in the Rockies — and every-
where else — including the c'gar
bu.'^iness.

And what has Spring to do with
the cigar business? Plenty! It's the
time when the progressive mer-
chant starts to smarten up his store
with a lick or two of paint. It's the

time wiien he thinks up a few new
window displays that are fresh and
easonal. For instance, what's the
matter with a good snappy display
of Five-Packs?

Spring is certainly the time to
start pushing the five-pack. Al-
though many dealers make the five-
pack a year-round seller, its popu-
larity grows by leaps and bounds
as warm weather approaches.

It's human nature to feel a bit
more clieerful and optimistic in the
early Spring. So there's no better
time than now for us to take our-
selves by the seat of our collective
pants, and lift ourselves out of any
ruts we may have fallen into.

PATENTS UNAPPLIED FOR— No. 8

CIGAR PROTECTORS

Proe H. E. ZANUTT, L K. I. -Inventor

Object: To prevent cigar breiJca^
in pockets.

This device consists of two plates
of thick sheet iron A & C. Plate
A, which is fitted with iron buffers
(B, B) is first inserted in the pocket
next the body. The cigars are now
carefully placed next this plate.
Then plate C is fitted apainst the
buffers. Thus, surrounded on four
sides by heavy metal, the cigara
are warranted to come unscathed
through almost any accident, short
of a bad motor crash or being
stepped on by an elephant. Cigar
Protectors are enameled to resist
nut from perspiration and are
supplied in all fashionable colors.

Certain unscrupulous persons
have alleged that the simple card-
board carton of the five-pack is

JUSTONtCBASDM

WHY YDU NEtO

CIOAC

PQancTocs

sufficient to prevent cigar breakage.
The Professor so far has not
deipned to answer this absurd
allegation.

C^r Pro<«cton wwc perfected at Um n-
quMi of Mr. Clui. O. Smith. Cincinnati,
Ohio. In lh« next i««iic th« Profe**ot will
explain a device •uggccted by Mr. W. C.
Evans, Washington, D. C.

TIGHT BINDING

Where Was Pocahontas?

Was her Kidnapping a Real Snatch or Just Another Hoax

POCAHONTAS, one of tlie two surviving wooden
Indians on public view in PhiladeJpliia, was kid-
na}>pod from lier stand in front of Charles
Seider's cigar store, at Fourth and Race Streets, and
lor lour days detectives and police of the city and
environs prosecuted a diligent search for tlie missin"-
lady and her snatchers. The newspapers were "full*
ot the .tory, as they say, meaning that there was a
dady follow-up, just as in the case of anv kidnapping
sensation She was finally found, but thj mvstenf en-
veloping the snatch re-
mains unsolved. No one
knows definitely who
took Pocahontas and
whv.

Delaware County
police found her in a
ditch in Yeadon, just
outside the city limits,
at one o'clock in the
morning. Her left arm
was broken. Generally,
she was somewhat the
worse for her experi-
ence, but only after
hours of police grilling,
reports the Evening
Ledger, did she break
down that wooden si-
lence of hers and con-
fess.

"Boys," she confided
to Patrolmen O'Brien
and Sharp, who found
her, "boys, I just
couldn't stand it anv
longer. Sometimes I
got so bored and tired
of it all I thought I'd
have to scream!

''And I figured if
anybody ever heard a
wooden Indian scream,
even though she is a
p r i n c e s^s— well, the
w^orld's scre\^Tr enouffh

IS.

VSo I left Mr.
beider's cigar store at
Four t h and Race
Streets in company
with two nice gentle-
men. I know^ the cigar

Princess Makes Alleged Confession

^noo l«7fi ^f ful^^ r ^*^^" Standing in front of it
and T?5 ' ^"^,t*^«t s l2ng enough, goodness knows,
and 1 m sure the men I went with were gentlemen
because tjiey spoke so nicely when they came for me

when wf/t^^H^^* • ^^'r '-^"^ ''^^''^^ busted aZ
wnen you ve been having fun."

The two patrolmen chanced upon Pocahonfaq in

ZLf^'^l^^u^Zf.' !^^ 'T' c^uisingTn a bandit
r^l/'f 4 1 -^ mu^^*^ ^"^ ^*^® P^l^^'e station and notified
Chief of Police Thomas Latch of their find. "'""^"^

She must have been brought out there in a truck
before midnight— fancy Pocahontas being bumped
around m a truck! Police cars had been passing the
spot regularly before then.

Patrolman O'Brien admitted later that he thought
the figure was that of a real woman. But neither he
nor Sharp would acknowledge that their first question
was "Are you hurt?" They do allege, however, that
the first words of Pocahontas were, "Where am I?"
Anyway, she was locked in a cell, and the police

took turns in giving her
the third degree.

Was the whole thing
a joke! Was the job
done in earnest in order
to obtain a handsome
ransom which these
relics of old-time cigar
stores are reputed to
bring now from curio
collectors? Who knows!
Cecil Pennyfeather,
columnist on the Phila-
delphia Record, pro-
fesses that he was the
recipient of confidential
information which may
clear uj) the mystery.
This explains the ab-
duction by the dis-
closure that a monetary
reward was sought by
the snatchers, it being
generally agreed that it
was not a one-man job.
He relates that a couple
of colli tch boys found
an old scroll in the attic
of a North Philadelphia
home. In this yellowed
paper was a tale of
treasure hidden in
Pocahontas.

It seems that the
original master of the
mute Princess one day
operated upon her torso
and concealed within
the region of her heart
$18,400 worth of wam-
pum. The story told
how the surgery was

p1ovo..k. n • • , performed, and how

ckne h the incision was closed. Only a most careful
examination would disclose the cutting.

So, the lioor Princess w^as kidnapped. After the
fw ^f " li ""1'^''. ,^ ^"'^'iwte examination of her body
they finally decided that the Princess was despoUed

werm^fk'"'?- ''*'*''' ^^""^ °" ^^""^ ^«'' i^na^-ds never
were worth n dime.

It BhoiiM b,. added that Chief Sun-in-the-Pace at
Fourth an,l Jefferson Streets, had an airtight a^ibi
according to Sam Oreenwald, special inveSor '

The Tobacco World

Ledger Photo

w

NEWARK SALESMEN TO
HEAR ABOUT WEATHER

KATHER and the Business Man" will be
the topic of Alfred M. Neilson, A.B., Sc.l).,
^I.D., of the School of Commerce, New
V rk University, when he addresses the Newark To-
1,; ( CO Salesmen's Association, on Friday, March 201 li.
Ai: open meeting will be held to which kW in the trade
.ii ' invited — manufacturers, distributors, jobbers, deal-
( i -, salesmen and employees.

Dr. Neilson, author of nine books on a variety of
; i;l)jects, gave sixty-six lectures from pul)lic platforms
ill 1935. In \\):V1 he spoke before the "Associated Ad-
vertising Clubs of t)ie World" in London.

Al)e Brown says Dr. Neilson is worth traveling
i(i loss the count rv to hear.

TOBACCO WORLD MONTHLY

SOMEONE said, ** There is nothing so changeless
as change", and we evince our faith in this ex-
pressed thought to the extent of notifying our
leaders that the April 1st issue of The Tobacco World
will be the only publication for April. On April 25th
Iho May number will appear and The Tobacco World
will then have left the semi-monthly field to become a
Monthly business paper of the tobacco industry.

"Action speaks louder than words", is amuch
quoted phrase, and so we say to our readers, ''Watch
TriE Tobacco W^orld.". W^e know that you will find
lliis publication more interesting with each succeed-
ing issue.

In addition we assure our readers and advertisers,
that we can be depended upon to support and aid any
substantial plan to encourage the distribution and use
of tobacco products.

PERHAPS IT'S NEWS

TOBACCO oddities: Somebody's stenog break-
fasts in the drug store in the Pennsylvania Sub-
urban Building every morning. When she con-
Miiiies her snack she takes out a packet of tobacco, a
lH»)k ot papers and rolls her own! . . . Senator Sam
Salus ami the inevitable unlighted cigarette dangling
lom his lip at a forty-five-degree angle. . . . The
liostess in Bookbinder *s Second and Walnut Streets,
'iiauguratmg a new fad— pipe smoking.— Cecil Penm-

JOS PALOOEL& PIPES

The Norwalk Pipe Co, Norwalk, Conn., sav that
rie new Joe Palooka pipes arc proving as popular with
mokers as the famous comic strip character m with
": wspaper readers. Each pipe bears the facsimile and
^iunature ot Joe Palooka. The Norwalk (\>mpanv has
been licensed by Hoerle-Marks, Inc., commercial renre
-utatives of Ham Fisher, the artist, to be the sole man-
uiacturer ot pipes under this trade-mark.

\\ebster-Eisenlohr, Inc.,
^^ Itch's Tale" radio series in
'» umber of stations.

A

merica s

outstanding O^ cigar value

Don't miss Muriel as the sure-fire
Five-cent Leader on your cigar counter

P. LORILLARD COMPANY, I!¥C.

Established 1 760

119 WB.%»T 4»lh STREET. . . .\EW YORK «'ITY

IS Sponsoring **The
series in spot broadcasts over a

TOBACCO TRADE ORQANIZATIONS

TOBA(XX> MERCHANTS ASSOCIATION i^^^OW.

OF UNITED STATES ^M^MS>

/ESSE A. BLOCK. W1ie«Uiit. W. V». PreiiilcBt

lULIUS LiaiTENSTEIN. New York. N. Y viM" Pre. dent

WILLIAM BEST. New York. N. Y dMiriMB E.ecuthre CommiuS

MAI. GEORGE W. HILL, New York. N. Y ™. ..^ .Vic*5^^°deM

GEORGE H. HUMMELL, New York. N. Y Vice Presideot

H. H. SHELTON. W.shinfton. D. C Vice Pre.ident

WILLIAM T. REED. Richmond. Va Vice- Pre. dent

HARVEY L. HIRST. PhiUdelphi.. P. Vice-Pre.ideat

ASA LEMLEIX. New York, N. Y Tr<*wrir

CHARLES DUSHKIND. New York. N. Y Counwl aod Mmnagiof Director

Headquarter., \41 MadiMo Ave.. New York City

RETAIL TOBACCO DEALERS OF AMERICA. INC.

WILLIAM A. HOLLINGSWORTH. 233 Broadwar New York. N. Y Prealdnt

CLIFFORD N. DAWSON. Buffalo. N. Y Executive Vic«PrMid«at

JAMES C. THOMPSON, Chicago, III Tr«Marw

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

iOHN H. DUYS, Kew York City Preaidcat
IILTON RANCK. Lanca.ter. Pa. Fir.t Vice-Preaidaat

D. EMIL KLEIN. New York City Second VicePre.idtat

LEE SAMUELS, New York City SccreUry-Trea.urw

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN. 408 Market Street. Newark, N. J President

JOSEPH FREEMAN'. 615 West ISOth Street, New York City. .Fir.t Vice- President

FRANK SOBEL. 72 Williami Street. Newark. N. J SecreUrr

ALBERT FREEMAN, 2S West Broadway, New York City Treasurer

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE Prcaideat

SAMUEL MAGID. aoOl N. Mervine St.. Philadelphia. Pa Sco-aUry

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS, Baltimore, Md PreaidaC

JOSEPH KOLODNY. 300 Fifth Ave.. New York, N. Y SMntarr

GEO. B. SCRAMBLING, Cleve'and, Ohio Tr«as«t«r

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN PrMidcat

HERMAN H. YAFFE. 301 Fes Buildiag, Philadelphia. Pa. Saovlwy

17

EttabliihcJ 1886

"BEST OF THE BEST"

Maaafacturvd by

A. SANTAELLA & CO.

Office, 1181 Broadway, New York City

FACTORIES: Tampa and Kep West. Florida

OUR HIGH-GRADE NON-EVAPORATINO

CIGAR FLAVORS

Make tobacco meUow and smooth In charactsix
and Impart a most palatable flavor

rUYORS FOR SMOKING and CHEWING TOBACCO

Write for List of Flavors for Special Brands
BKTUN. ABOMATIZEI. BOX FLAVOBS. PASTE SWEETENEBS

FRIES £i BRO., 92 Reade Street, New York

The Standards of America

LMillii^f

lUURMdHiUi

Gd]ftAz*f

SNUFF

Eft 1760
Eft 1825
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hlipi Toaata
Stronii, Salt, Sweet and Plain Scotchea

Haaaiaetarad b,

GEORGE W. HELME CO.

Ill Fifth Araaaa. Naw Y«rk

CIGAR BOXES

t«L Alc«a«ala 4-9S33 BsUblish«« vm

Hl^'^^co

Mf-S4i tMntrmmx,

TOBACCO WORLD

TTie National Tobacco Business Nonthly

A GOOD ADVERTISING MEDIUM

Tobacco Merchants' Association
Registration Bureau,

341 Madison Ave.
NEW YORK CITY

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowaBce of |3 will be made to membera of the Tobacco Mer-
chants' Astociation on each registration.

Note B— If a report on a search of a title necessitates the reporting of mem.
than ten (10) titles, but less than twenty-one (21), an additional charge of Ons
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (Jl), an additional charge of Two Dollars
($2.00) will b« made and so an additional charge of One Dollar ($1.00) will be
made for every ten (10) additional titles necessarily reported.

REGISTRATIONS

FANCY FREE:— 46,522. For all tobacco products. W. S. Mathews

& Sons. Paducah, Ky., January 27, 1936.
LA RUMBERA: — 46,523. For cigarettes and tobacco only. The

Antonio Co., Tampa, Fla., February 6, 1936. (By consent of

Cuesta, Rey & Co., Tampa, Fla.)

TRANSFERS

RINARNA: — 46,228 (Tobacco Merchants Association). For cigars,
cigarettes, pipes and smoking tobacco. Registered August 10, 1933,
by National Cigar Stands Co., New York, N. Y. Transferred to I.
Lewis Cigar Mfg. Co., Newark, N. J., February 25, 1936.

SPANISH GRANDEE.— For cigars. Registered by Barnes, Smith
& Co., Binghamton, N. Y. Acquired by Federal Cigar Co., Inc.,
Red Lion, Pa.

DON ROSA:— 23,339 (Trade-Mark Record). For cigars, cigarettes
and tobacco. Registered October 9, 1900, by American Litho. Co.,
New York. N. Y. Transferred by Consolidated Litho. Corp.,
Brooklyn, N. Y., who had taken over the cigar label department of
the original registrant, to the Federal Cigar Co., Inc., Red Lion,
Pa., March 2. 1936.

CORONIDAD:— 25,756 (Tobacco World). For cigars, cigarettes,
cheroots, stogies, chewing and smoking tobacco. Registered March
31, 1913, by National Litho. Co., New York, N. Y. Transferred to
Pasbach-Voice Litho. Co., Inc., New York, N. Y.. and re-trans-
ferred to Wertheimer Bros.. Inc., Baltimore, Md.. March 2, 1936.

SUPER-SMOKE :— 39,497 (United Registration Bureau). For ci-
gars, cigarettes, cheroots and tobacco. Registered January 4, 1916,
by the American Litho. Co.. New York, N. Y. Transferred to the
Val Roma Cigar Co., Inc., Evansville, Ind., March 20, 1929.

"IDEAL RADIO PROGRAM"

IN ITS characteristic forthright fashion, Variety
praises the handh'ng of the United States Tobacco
Company's radio program in the following para-
graph, headed "Pluperfect Sponsor Found!" in Nellie
Revell's weekly column, '^New York Radio Parade."
"Agency radio chiefs will please read and sigh,
for at last the ideal radio program sponsor has been
discovered. In January of 1934 Frank IMcMahon
started handling the radio program sponsored by Dills
and Model tobaccos, the Pick and Pat program. The
program is now in its third year. At no time has either
the sponsor or any member of his office watched a
rehearsal or broadcast, seen the script before airing,
or even seen the commercial plug copy. It wasn't until
a few weeks ago that the sponsor saw his talent at
the signing of a new contract. Sponsor takes the atti-
tude that his representative knows his business, and
as long as sponsor keeps hands off, the representative
IS fully responsible."

The manufacturers of Natural Bloom Cigars have
signed a thirty-uine-week contract with WMCA to
sponsor the baseball re-enactments, as in 1935. Broad-
casts begin March 29th. The contract was placed
through the Montrose Advertising Agency.

Tht Tobacco World

1/

I library;

A D P I I RECEIVED

19 3 6

|L S. Dapartmem of Agricuhu

In This Issue

FOURTEEN MILLION A DAY

By Frank P. Will

ESTABLISHED
IS8I

CUBAN LEAF RATES RAISED
WITHOUT NOTICE

By Hobart B. Hankins

CIGAREHES MOST WIDELV
ADVERTISED

THE TALK OF THE TRADE

Ho) ART B. Hankins — Editor

Associate Editor — ^John Cleary

High-Speed Living Taxes Digesfim

NEW YORK'S GLAMOROUS Holly-
wood Restaurant. "Camels have long
been a favorite with us here," says Joe
Moss, famous impresario.wht) presides
over the gay scene above."\X'e've found

COSTLIER
TOBACCOS!

CjMn*l« ar« mad* froNi
fln«r, MORE CXPCNSIVC
TOBACCOS-Turkifth
and Domestic - than any
oth«r popwiar br^wl. |

fopyriirhf, V'- , K. J. li. ynul.1^ 1 ' v

that success comes through giving peo-
ple the best. The fact that Camel uses
costlier tobaccos and people prefer
Camels shows that they appreciate
the same policy in other lines too."

TUNE IN!

Smoking Camels found to
have a positive beneficial
effect upon Digestion . . .

Our modern "cat-and-ruti" way of
living is hard on digestion. Hence
unusual interest attaches to the fol-
lowing fact: that smoking Camels
has been found to have a marked
beneficial eflfect on digestive action.
You'll find Camels milder too, more
delicate in flavor, packed with the
rich enjoyment of choice tobaccos.
You can smoke them freely. Camels
never get on your nerves or tire
your taste. Turn to Camels for di-
gestion s sake . . . for the pleasure
to be found in Camel s costlier
tobacct>s. Camels set you right!

HENRY T. SNOWDON, 3 i. in-
tercollegiate wrestling cham-
pion. Snowdon says: "It's
my experience that smok-
ing Camels aids digestion."

L> £^ «^J

OTIS BARTON, daring scien-
tist-invcntor of the "bathy-
sphere," says: "Camels make
my food taste better and
help me to digest it easier."

t

y, Wif, tonSftl««,|l. C.

7W ^iaest^CKii SaJ^

smc*

^^Came^

THE TOBACCO WORLD

Vol. 56

APRIL 1, 1936

No. 7

I

X THE near future Geneva is to be the scene of an
international smoking contest. Cigar smokers from
famous clubs all over the world have been invited
1.) attend. The competition is to determine who can
conHume the longest time in smoking a cigar without
reliuhting it. In previous years some very unusual rec-
ords have been established*. The competition will start
ill the evening at 9 P. M., and judging from past ex-
j.eriences it is entirely probable that dawn will be close
a' hand when the winner is announced.

Each contestant will be given one of the largest
and finest clear Havana cigars and if the cigar goes out
before it is entirely consumed the entrant is "out"
also. The winner w'ill be acclaimed as **King of Cigar
Smokers," and for his alertness and patience he wdll
receive a cabinet containing one thousand fine clear
Havana cigars.

TWYi other night we had occasion to drop in on a
neighbor, and somewhat to our embarrassment,
we walked in on what we of the suburbs term
'Ladies' Night." For diversion there were a couple
of tables of bridge in progress. We thought it was an
excellent opportunity to ask a question and when the
beverages w^ere being served we sprung the question.
''How many of you ladies object to a man smoking!"
we asked. The answer was unanimous and almost in
unison, 'T don't, if he smokes a cigar."

We then stated that a couple of erudite gentle-
men had advanced the theory that the decline in cigar
smoking was due to the fact that women did not like to
MO men smoke. There was no opportunity to say any-
thing more, for the women all started talking at once,
and they w^ere still elaborating on their views when we
bade them good-night. But they settled the question in
onr mind quite definitely.

SINCE the above was written we have had opportu-
nity to talk with another group of women about
their state of mind concerning the smoking of
cigars by men. Some of these women stated they did
object to men smoking cigars around the house, but not
because of the cigar smoking itself. The objection was
to the transparent covering. They complained of it as
an infernal nuisance.

It does not crumple easily, and the a%'e rage-sized
ash tray does not accommodate it, and if several are
smoking the wrapiK>rs are all over the table and fre-
(luently on the floor. It catches fire easily and fre-
quently falls out of the tray to burn a table top or cov-
ering, or th« rug. When the window^s are open, if the
len are smoking in the house it is not long before a
slight breeze wnll have blown it all over the room. And
if smoking on the porch, it isn't long before the lawn is
desorated wdth the unsightly tubes.

SIR HARRY LAUDER is an inveterate pipe
smoker, a fact that was borne in mind by the di-
rectors of the New Embassy Cinema at Shaw-
lands, Ghisgow, which Sir Harry officially opened.
When the ceremonies were over tlie management pre-
sented liim witli a beautiful case of pipes. Sir Harry
looked the pipes over and then remarked, *'The direc-
tors didna suggest any tabacca and matches!"

AS WE read along we find that there is an obses-
sion on the part of some who write for tobacco
trade publications to advance the idea that cigar
manufacturers should use a copy angle to encourage the
young man to smoke cigars. Now that is just exactly
what we thought too, for a number of years — until we
landed two sons in widely separated universities. Long
before they went to college, however, we advanced the
theory that advertising in the weekly college publica-
tions, plus plenty of sampling at fraternity houses,
and the ''dorms", etc., would put new life in the cigar
industry.

A few manufacturers did experiment with the prop-
Gsition. And they were far from satisfied with the
results. And the experiments apparently died a nat-
ural death, with the cigar manufacturers using red ink
in the profit and loss column as regards this particular
expedition of exploitation among college boys. Since
that suggestion was sent forth, we have crossed a
campus or two and delved into the matter to some ex-
tent. And as far as we can see the answer is an
economic one as well as a matter of convenience so far
as the student is concerned.

Last year a survey was made of the student body
of more than two hundred colleges and universities.
Among the facts revealed was that among the colleges
checked approximately eighty-five (85) per cent, of the
student body of all these institutions were provided
with scholarships, student's loans, or working part
time to finance themselves. (The ** Readers Digest"
printed a synopsis of the report.)

IT happened to be convenient a few years ago to
drop off on the campus of a university where one
of our sons was seeking the higher education. And
we usually carried along a box of cigars. And w^hen
we reached the house \vhere the son lived we passed
the box around, and the response was almost unani-
mous. But we never found them smoking anything
but cigarettes when we arrived. We inquired into the
matter. The first answer was that they could not afford
to smoke cigars despite the fact that most of them liked
them.

And the second answer was that even if they could
afford cigars they could not smoke them between

Tlie TOBACCX) WORLD (embliihed Ittl) U publUhed br T<*Meo World Corporation; Hobart B. Haokint. Pretident «nd Treasurer; Jobn Cleary. Secretary.
Office, S6 Chettaat Strtet. PbUadelpbia. Pa. laiaed raoothly. SnbMriptieiis. •callable only to thoie engafed in tbe tobacco indattry or trade, $1.00 a year. IS eenta •
copy; (oreicB. |l.7$ • year. Entered as second claat mail matter, D^emb«r 22, 19W, at the Post Office, PMto^lphta, Pia., nnder tbe Act of Marcli a, 1«9.

classes, but they could smoke a cigarette in moving on
from one class building to another without feeling any
appreciable financial loss when they threw the cigar-
ette butt away, but that they would feel an ache in the
pocketbook if they had to throw a cigar away, even if
it cost only two for five, or five cents.

So we have sort of abandoned this obsession about
selling cigars to college students. But we still think
that there are plenty of college boys who are not in col-
lege because of financial conditions — and plenty who
are college graduates vnth or without work — who are
still susceptible to the urge to smoke a cigar, if an ad-
vertising appeal is made in carefully analyzed copy,
to woo them to the "manlv smoke".

IT seems to us at least, that when something of an
unusual nature has been accomplished which gives

a definite impetus to the tobacco industry that there
should be some mention of it in the public prints o'f the
trade. And for that reason we wish to dedicate a para-
graph or two to the splendid "Dixie Number" issued
under date of March 26 by our contemporary. Tobacco.

This annual tribute to the wealth and greatness of
the leaf tobacco interests of Southern States brings
before us an interesting panorama both in story and in
advertising of the commercial activities of this vast
branch of the tobacco leaf industry. With its one hun-
dred and forty-four pages, approximately eightv of
which are devoted to advertising, it contributes another
impressive volume to the tobacco literature of the
nation.

We wish to take this opportunity to congratulate
the editor of Tobacco, C. L. Franklin, on the excellence
of the editorial content and the attractive manner in
which the publication is made up. Also we have a
bouquet for the business manager, R. T. Tanner, whose
energy and ability is so thoroughly exemplified by the
innumerable advertisements which span the issue from
cover to cover.

It not only marks a forward step for the southern
leaf tobacco industry, but is a high compliment as weU
to the respect in which the tobacco trade journals of
the nation are held by the great leaf tobacco interests
of that section of the country.

And it should be accepted by the tobacco industry
as a whole as an indication that this great revenue-
paying business is definitely on its wav to greater
accomplishments.

MANUFACTURERS of tobacco products should
be mspired by the activities of the various or-
ganizations of the tobacco trade. It is self-
evident that the intent and purpose of these association
gatherings comprehends far more than just a casual
once-m-a-while" meeting. It means that the dis-
tributors, jobbers, salesmen and retailers have come
to realize the value of co-operation and that they in-
tend to do their part in making the tobacco business
a good business to be engaged in.

OUR COMMENTS on modern packaging seemed
to have touched a responsive chord in the cigar
industry if we may judge by the mail. We are
mighty glad to have had the opportunity to suggest to
the cigar industry that it has only scratched the surface
of the possibilities of modern packaging. Just as we
are trying gradually to modernize The Tobacco World
we feel that the door is wide open for the cigar manu-
facturers of the country to do the same thing with their
cigar containers.

We are gratified, and we wish to thank those who
have written us such friendly letters commenting on
what we said about dressing up the "Old cigar box."

We not only urge the cigar manufacturers to give
thought to the matter of modernizing their cigar con-
tainers, but we submit to the cigar container manufac-
turers that they, too, can play an important part in
discussing with their customers an improvement in
their packaging. It ties in thoroughly with cigar pro-
motion, and this cigar industry is not standing still by
any means. It is going places right now and we should
crash the cymbals and beat the drum so that even tho^e
who are deaf will know that it is a fact.

CIGAR manufacturers throughout the nation have
viewed with trepidation the flood which swept
down the Connecticut Valley and brought the
water level in Hartford, Conn., to a height far beyond
any previously recorded.

1 -^o/'t^nately, however, for the users of New Eng-
land tobaccos, the packers in Hartford knew the temper
ot the Connecticut River when on a rampage, and took
time by the forelock

While the loss will run into seven figures, it is not
nearly as great as was anticipated by those who had
stocks on hand m the Hartford warehouses. The alert-
ness of the packers in moving their stocks to upper
stories or to higher ground is responsible for holding
tlie loss down to a comparatively small figure

WHILE listening in on the Chase and Sanborn
hour this past Sunday evening, which by the
way appealed to us as being one of the best in
t K?^^' we received a bit of a thrill from the dia-
logue between Major Bowes and one of his amateurs.
Just before the amateur was about to do his bit he said.
Have a cigar Major Bowes." And the Major wito
his usual chuckle said, *'Yes, but why!" And the
nervous amateur replied, -Well, my father told me if
I^gave you a good cigar it might help me a lot with

!♦ \JI^ haje made a paragraph of it because we think
Jt IS one of the first instances on the radio where the
cigar industry has been given a boost without a lot of
commercial being attached to it. Millions must have
heard it and we will bet it did tend to boost cigar safes

whn to '^ ^T^ *^^^^P ^ ^^* ^« the future if those
mnr. /r «° /"^f ««* ^n the cigar business would say
more frequently to a friend, ' * Have a cigar. » '

The Tobacco Worli

Cuban Leaf Rates Raised Without Notice

By Hobart B. Hankins

SOMEONE, sometime in days gone by, wise-
cracked, "Uneasy lies the head that wears a
crown." And Henry A. Wallace, Secretary of
Agriculture, must by this time have come to the realiz-
ation that this phrase was not written in jest. Unless
his veins run ice water he must know that the cigar
industry takes strong exception to his now famous edict
issued at 10 P. M. E. S. T. on March 16, 1936, under his
hand and seal, abrogating for all purposes the lower
rates under the treaty with Cuba on tobacco leaf, and
lestoring those in effect prior to the treaty.

Mr. Wallace is an erudite gentleman and is con-
nected with a group of agricultural publications known
throughout the United States. If he has acted in be-
half of the tobacco growers of this country, we admire
his patriotism, but we question his wisdom in abandon-
iiii,^ the Reciprocal Treaty with Cuba without due and
>utlicient notice to those most deeply interested in it.
lie has possibly been misled in his conception of the
mods of the cigar manufacturing industry of the
Luited States. We cannot think otherwise.

The Treasury Department of the United States,
under whose jurisdiction the Internal Revenue Bureau
operates, knows full well that one of the best "cash and
( arry" industries in this country is the tobacco indus-
try. It also knows that the cigar industry has clung
tenaciously to its determination to bring the cigar back
to its old-time prestige. And the figures of the Internal
I^jvenue Bureau show that progress is being made.

This progress is being made because the industry
is making better cigars, with less profit but with the
hope that volume sales will keep them out of the *'red."
And this means more revenue to the Treasury Depart-
ment, more employment in the tobacco fields, more in
luctories, and more in the selling and distribution of
what is essentially a man's smoke. And the records
indicate that the efforts of the cigar manufacturers to
create better cigars have met with an appreciable re-
sponse from the consumer over a period of more than
u year.

Numerous types of imported tobaccos are used in
the filler of many cigars manufactured in this country.
Almost every nationally advertised brand uses a
blended domestic and imported filler or clear Havana,
and Havana (Cuban) tobacco is a necessity with many
of the large selling brands. It goes without saying that
there is a very large and handsomely-paying revenue
irroup in this country which manufactures cigars exclu-
sively from Cuban tobaccos.

If Secretary Wallace could find the time to do so,
he would learn that with the introduction of the Recip-
rocal Treaty with Cuba, many manufacturers set about
introducing new sizes of their brands as well as reduc-

ing the selling price of sizes already established. In
other words. Clear Havana manufacturers got under
way to give greater values in view of the new low tariff
rates. Manufacturers who were blending Cuban to-
bacco with other tiller, immediately set about to give
the smoker greater values, and some who were not
using Havana were starting to do so. Some have al-
ready issued their price lists, and with Secretary Wal-
lace's edict — without notice — it is not to be wondered
at that he is now receiving a fairly heavy mail from the
tobacco industry.

It is indeed true that some large selling brands in
this country have been made, exclusive of wrapper,
from domestic tobaccos. This is all well and good. But
the fact remains that if only a few concerns out of
several thousand are going ahead, then it is obvious to
any economist that thousands of others are not making
the same progress unless there is a tremendous increase
in cigar withdrawals.

Secretary Wallace perhaps does not realize that
the small manufacturer is necessary to the large cigar
manufacturer. Every small manufacturer has his fol-
lowing, and if the consumer of his brand has reached
a point of appreciation of a good cigar, then every
cigar brand will benefit in proportion from his cigar
purchases — because he won't always be able to find his
favorite brand, but he. is going to buy a cigar anyway.
And every such smoker immediately punches down a
key in the United States Treasury Department cash
register.

This cigar manufacturing industry is on its way to
increase the cigar withdrawals in this calendar year.
Manufacturers have banked heavily on the use of Ha-
vana in a blended filler due to the new low rates under
the Reciprocal Treaty with Cuba.

** Better cigars for the same price" has been their
optimistic outlook on the cigar business for this year.
And without a word of warning Secretary Wallace
pulls the strings and it's ** curtains" for the high hopes
of those who expected to contribute their fair share to
aid cigar promotion, and incidentally increase the flow
of revenue into the Treasury Department of the United
States.

And in referring to the flnattdal-minded Treasury
Itepartment we are reminded of something that hap-
pened in the Quaker City quite a few years ago, which
we are tempted to relate, if you will pardon the di-
gression.

A cigar manufacturing concern Went into bank-
ruptcy, somewhat involuntarily if we remember, owing
some hundreds of thousands of dollars. As a creditor
we received a list of claims.

{Continued on Page 18)

H

AVE A CIGAR, LIGHT IT, and smoke it
while I give you some of my views on the business we
both depend on for a living- — tlie cigar business. The
enjoyment you are getting from your smoke will add
to the pleasure you may derive from whatever good
things I have to say. And it will serve to make less un-
pleasant the thought that may be created in your mind
before I am through, namely, that perhaps you and I
are not adequately helijing our own business by pro-
moting the cigar industry as a whole, or, to put* it the
other way around, that perhai)s we are not actively
helping to promote the cigar industry generally by
doing the best jjossible jol) for ourselves. That applies
to each of us, whether we are manufacturers, jobbers,
salesmen, or retailers.

Whichever we are, each of us should think of the
cigar \ye have just lighted as one of more than four-
teen million that men in America will smoke this very
day. No one would think of denying that fourteen
million units of any product consumed every single day
of the year represent a huge volume. It s'eems to me
that it would be impossible to think of fourteen mil-
lion a day in any line without thinking of that line as
very big and very important. What an effective, but
extremely simple, piece of promotion it would be if
every cigar man, whenever he lights a cigar himself

14 Million

Yes, Cigars! And here's
how we can all work to
boost those daily figures

or is in the company of another man puttng a match
to a cigar, should make mention of the fact that that
particular cigar is one of more than fourteen million
which men will smoke that same day!

It would, I believe, help our business materially
if each one of us engaged in any phase of making or
selling cigars would avail ourselves of this simple ex-
pedient to advertise the bigness of our industry. We
can all very properly do so, because the number of
cigars smoked every day is increasing.

Cigar smoking is growing more popular. It con-
tinues to grow in i)opularity with each succeeding
inonth. That is not a thought' fathered by a wish. It
is a statement of a fact. It is a matter of* record. Let
us look at the record for its reflection of the current
changes in men's smoking habits.

The total withdrawals of all classes of cigars for
February this year were 27,216,275 more than those
for the same month last year. In other words, in the
face of the worst weather conditions the country has
faced for years, the cigar withdrawals for the month
showed an increase of close to 8 per cent.

If this had stood out as the first gain in a long
time, the performance would still have been encourag-
ing. It is infinitely more encouraging, however, to
know that the increase since February, 1933— three
years ago— was 08,479,850, or more than 22y2 per cent.
The progress has been steady and healthful

Comparing February, 1936, with the same month
jn 1933, we find that there was a daili/ gain of no less
than 2 million, 361 thousand, 374 cigars. And that
IS one whale of a lot of additional cigars for each sin-
gle day of a month.

Even if the growth had been confined to only one
class of cigars, I maintain that it should have been a
source of gratification to the industry, as indicating
that men are resuming the habit of cigar smoking. But
the cheering truth is that February this vear registered
gains in four out of the five classes.

In January there was a gain over last vear of ap-
proxmiately fifty thousand Class C cigars for each day
ot the month.

And the Class C increase in February over the
same month last year was more than seventy-two thou-
sand for each day in the month.

A study of the accumulated figures for the first two
months of this year will prove most illuminating to
I lose men m the cigar industry and trade who believe
that the only improvement to be noted is in Class A
It may surprise some of them to learn, for instance,
that while those two months combined show a net in-
crease of 4 per cent, for the total of all classes, and 3.9
per cent, for Class A, the net increase for Class C

The Tobacco Worii

A Day!

By Frank P. WiU

Executive Vice-President G. H. P. Cigar Co.
El Producto and La Azora Cigars

was 7.5 per cent, — and this takes into account the de-
cline in cigars from both Puerto Rico and the Philip-
pines.

The four important facts to bear in mind are :

First, that 1935 went ahead of 1934 to the tune
of more than 142 million, 750 thousand cigars;

Second, that cigar withdrawals passes the five bil-
lion mark last year for the first time in four years;

Third, that 1936 to date is registering substantial
increases over 1935; and

Fourth, that for many months now the industry
has registered an average production of more than
fourteen million cigars a day.

Over against those facts, however, it must be re-
corded that the industry, as an industry, can claim little
of the credit for this progress. It is true that a rela-
tively few manufacturers have done a notable job in
the promotion of cigar smoking while painstakingly
and intelligently exploiting their own brands. It is
true, too, that the distributors have built for them-
selves a strong organization and have recently launched
a promotion program which is calculated to boost cigar
sales considerably, but this has not yet reached the
consciousness of the consumer, so it cannot be credited
with having influenced the come-back of cigar smok-
ing. And it is finally true that there has been a re-
awakening of interest among the retailers, now organ-
ized for the first time in the history of the business,
but I think it is too early yet to give that reawakening
any great portion of the cr^t for the inarease in cigar
sales.

At the present writing, it is my opinion that the
lion's share of the credit for the return of the cigar
to popular favor must be accorded to the smokers
themselves. More and more, men in all walks of life
are realizing that no form of tobacco smoking requires
H<» little attention and gives so much real enjoyment
and satisfaction as a good cigar. Men of affairs, men
who are getting somewhere in their business or pro-
fession, are smoking cigars as one of the outward signs
of their success. Young men are being encouraged
to appreciate the atmosphere of success that surrounds
them when they are smoking a cigar.

That the cigar has progressed so far without the
stimulus it should have had from within the industry
is not, to my mind, a discouraging thought. On tht
contrary, it is very encouraging.

If such large numbers of men, without the con-
certed and co-ordinated urging which all of us in the
industry and trade could possibly have given them,
have themselves taken to the cigar as their preferred

and favorite form of smoking, how greatly can those
numbers of cigar smokers be increased — how gratify-
ingly can the total of cigar sales be multiplied — if each
one of us puts some intelligent effort behind the pro-
motion of our business.

Cigar smoking is coming back of its own accord.
Organized effort will speed up that come-back. And,
when I say organized effort, I refer to the same type
of program which engineers lay out in approaching the
construction of a skyscraper. In the building, or re-
building, of any huge structure, success is the result of
the accumulated efforts of many people, each doing
his part, and the putting together of many small units
into one complete whole.

In the cigar business, this effort must be put forth
by the manufacturer, the jobber, the salesman and the
retailer. Each has his important job to do, and it
seems like a sensible procedure at this time to analyze
the position of each one.

What is each one doing to improve conditions?
What is each one doing to hamper the progress of the

li

industry! What can be done by each one to bring vol-
ume back to the cigar industry more speedily, now
that the smokers themselves have given us a good
start f

I am assuming, of course, that each man in each
of these four branches of the industry will himself
smoke cigars and constitute himself a committee of
one. to spread the cigar smoking habit at every oppor-
tunity.

The Manufacturer

What will the manufacturer do beyond that, to
increase the volume of his own cigar sales f

1. He will, first of all, make good cigars.

2. He will constantly check and double-check the
value he is giving the smoker. A poor value will not
only cause the loss of further business on his own
part but will also harm the cigar business of others
by giving a black eye to cigars as cigars.

3. He will establish a definite policy and main-
tain it.

4. He will be sincere with his workers and encour-
age them to think well of him and his product.

5. He will enlist the co-operation of his dealers
by bemg fair in his relations with them at all times.

6. He will promote the sale of his merchandise bv
haying his present customers smoke more and encour-
aging smokers of other forms of tobacco to smoke
cigars.

7. He will avoid distasteful remarks about com-
petitive merchandise. Progress is not made by foment-
ing distrust and disrespect among manufacturers in
the same line.

8. He will give some thought each dav to the bet-
terment of his merchandise, his organization, his com-
pany, his jobbers and dealers.

The Jobber

• .u^^* V^^ ^^® co-operating jobber do as his part
m the boostmg of cigar sales?

», i- -^^ 7^^^ constantly inspect his facilities for the
handling of merchandise received.

da ^' ^^ ^^^^ ^^^ himself questions like these every

(a) Is the merchandise going to my dealers in as
good condition as I am receiving it from my suppliers!

oT. i\ f ^7 ^'^^^^ ^ept in humidors, properly
checked as to the proper amount of moisture--not too
little or not too much!

(c) At the close of the day, or at the end of the
week, is there stock left out in the open that could
properly be placed in the humidor!

(d) Is my stock regulated!

hAPt^AnH? ^'^^-'^^ ^V^ *^^* °^^ shipments are held
back until previous shipments have been moved out of

An'.i' • f; I?'' shipments will be regulated in accord-
ance with his sales,

4. He will help the manufaetnrer whom he repre-

IT.I^'I'^V^?^''^'''^}^^''^^ **^ ^«"d brand recognition
among his dealers and his employees and thereby build
a future for himself and his suppliers

5. He will ^iye his personal attention to his com-
pany's sales activities. He will help his salesmen from
tfli ,^'^^^^.V^^ constructive suggestions, and no^;
mere y take , for granted that salesmen are expected
to sell and let it go at that, on the principle that the

answer to their success lies in the orders they get and
the volume involved in those orders.

6. He will keep in touch with the jobbers conduct-
ing the same character of business at distant points.

7. He will resolve that nothing he is doing cannot
be done better, and he will have as the basis of his
work the truth that progress is the result of construc-
tive analysis, study and action.

The Salesman

What will the manufacturer's salesman or the job-
ber's salesman contribute to this personal promotion
campaign for the improvement of the cigar business?

1. He will sell himself thoroughly on his merchan-
dise, his company, and his own ability.

2. He will be happy to see his company make
money out of his efforts.

3. He will realize that the successful salesman
engages the attention of his employer more than a
poor salesman. Water finds its level, is a law of the
business world as well as a law of physics. The sales-
man who continues to do his job better will show re-
sults, and a place will be made for him.

The Retailer

Finally, what will the retailer do to help in the
erection of our new skyscraper of cigar sales?

1. He will smoke cigars himself. There is no
greater incentive for one man to smoke a cigar than
the unconcealed enjoyment that another man gets from
a cigar, especially when that other man is engaged in
the sale of all tobacco products and is presumed to
know about tobacco in all its forms.

2. He will know cigars. He will know something
about the tobacco leaf, about the various grades and
types of tobacco, about the manufacture of cigars
about the various sizes, about colors. '

3. He will talk cigars. There is a satisfaction to
a customer m dealing with a merchant who talks his
merchandise especially when that merchant evidently
knows what he is talking about. ^

4. He will know the brands for which there is al-
ready a demand in his section, and the brands for which
a demand can readily be built— the brands which spell
repeat sales— and he will stock those brands.

irnnrl n«o 7Ik "^ r^^l^ ^''' ""'^^^^ attractively and make
good use of the display material provided by the man-
ufacturers and jobbers to help him sell more merchan-
ciise.

, * ^: \{ '^e talks cigars <o a customer and the latter
retorts that he is "off" cigars because they are K
made too stronR these days, he will not let it ko at

to give him that impression. He will explain that the
and ,T.'"\' •^"'"'' 'F^^' •'''^" '» ilift his taste!

ot&l^.teoSg.-'' -'' ""' •^ -i,che/t:°S
for themselves.

tho ntw r^ '°r,7-''°J'' *^".'"«f *" ^^^ somewhere in
the new dawn which is breaking n the ciear bnsine««

Tht T0bace0 World

Cigarettes Leaci in A(dvertising

FOUR of the five most heavily advertised products
in newspapers last year were cigarettes. Leading
all in linage was Chesterfield, with 18,368,496 lines.
ScH<»iid was Camel, with 14,683,425 lines. Third was
Lu'kv Strike, witli 8,007,311 lines. Fourth was the new
1- M.r V-8 automobile, with 7,862,205. Fifth was Old
C,(>!(1, with 6,()81,563. The sixth in line was another
a li Immobile, the new Chevrolet, with 6,617,292 lines.
Linages of other cigarettes were as follows: Herbert
Tarcyton, 459,726; Philip Morris, 253,971, and Kool,
117,888.

Bayuk Phillies led the cigar field in the matter of
atl\ertising devoted to one brand with 1,128,921 lines.
White Owl was second, with 971,370 lines, and El Pro-
(ItK'to third, with 462,098 lines. Other cigars and their
liiiaii:e figures follow: Van Dyck, 313,001; La Palina,
27<),298; La Azora, 220,573; Admiration, 181,364; Rec-
ollection, 126,204; Harvester, 111,735; Lovera, 82,397;
1 Mitch Masters, 63,751; El Roi Tan, 31,569.

Among smoking tobaccos Prince Albert was first,
willi 738,791 lines; Union Leader second, with 54,372,
and Half & Half third, with 30,166. Bugler used 16,608
lines. Kite 7752, and Target 6789.

With a relatively small number of individual ac-
(M)unts, tobacco products stood surprisingly high
among the classifications of advertised wares. As
might have been expected from the- unusual circum-
stance of two automobile shows in one year, with their
attendant accompaniment of heavy advertising, the
automotive classification, numbering 113 listed ac-
. ..lints, led all the others, with a total of 58,202,000 lines.

1936 Cities

Liggett & Myers 18.3f>8.496 ....

Chesterfield 18.368,496 (93)

Granger

\elvet

K. J. Reynolds Tobacco Co 15.804.910 ....

Camel 14,683,425 (93)

Prince Albert 738.791 (51)

Reynolds Products 382,694 (80)

American Tobacco Co 8,528,772

Lucky Strike 8,007,31 1 (93)

Herbert Tareytwi ........ 459,726 (17)

Kl Roi Tan 31,569 (6)

Half & Half 30.166 (14)

P. Lwillard Co 6735.935 ....

Old Gold 6,681,563 (93)

Unicm Leader 54,372 (5)

Cieneral Cigar Co 1,284,371

White Owl 971.370 (43)

Van Dyck 313.001 (26)

1935 Cities

19.585,349

17,103,046

2,319.001

163,302

15.875.0f»3

15,397,399

88.060

389.604

(86)

(54)

(7)

(86)
(17)

15.475.371
15,475,371

(86)'

• • • a

4^56^45

4^5,455

30,790

(75)
(4)

1,452,084
859.275

196.249
396,560

• * • •

im

(23)
(21)

The groceries classification, including 600 individual
accounts, was second, with 55,(587,000 lines. Tobacco
products, with only 63 individual accounts, was third
with 54,962,000 liiies. The total number of accounts
listed in all classification was 2730 so that the manu-
facturers of tol)acco products, representing 2.3 per
cent, of the total listings, accounted for 15V2 per cent,
of the linage.

Linage of the tobacco industry was divided as
follows: Cigarettes, 48,737,709; cigars, 4,839,609;
smoking tobacco, 872,764; pipes and smokers' require-
ments, 512,159.

These data are revealed by The Tobacco World's
analysis of the annual figures just released by Media
Records, Inc., covering advertising in 3(39 daily and
Sunday newspapers in 195 cities. Due to the fact that
Bill Nugent 's agate line rule experts in the efficient
plant of Media Records in New York accredit all linage
of subsidiaries to the parent or holding companies, first
place in linage is elsewhere given to General Motors
Corporation. There are, however, no less than 29 list-
ings under the G. M. aegis in the report, and there are
certainly no less than 12 individual accounts, each
standing on its own bottom without regard to the others
in the G. M. family, and handled by separate advertis-
ing departments and separate advertising agencies just
as though no kinship existed between them.

The following, taken from the Media Records' re-
ports, gives a comparative record of the advertising of
tobacco products manufacturers for the years 1936 and
1935, as well as the number of cities in which the adver-
tising appeared each of those years.

1936 Cities

1935 Citie»

Bayuk Cigars, Inc. (Phillies).. 1,228,921

G. H. P. Cigar Co., Inc 683.671

El Product© 462.098

La Azora 220,573

Congress Cigar Co., Inc 402,502

La Palina t . . 276,298

Recollection 126,204

Consolidated Cigar Co 257,883

Harvester 11 1,735

Lovera 82,397

Dutch Ma<iters 63,751

Philip Morris 253,971

E. Regensburg & Scwis (Admi-
ration) 181,364

Brown & Williamson Tob. Corp. 176,553

Kool 117,888

B. & W. Products 27.696

Bugler 16,6(«

Kite 7,572

Target 6,789

(46)

(48)
(20)

(28)
(16)

(20)

(7)

(17)

(53)

(3)

(18)

(14)

(9)

(3)

(3)

1,260,259

840,667
664,478
176,189
423,116
302,782
120.334

475.916

233,024

66,686

176,206

66,960

(40)

(47)
(14)

(24)
(16)

(20)

(7)

(17)

(38)

(3)

182.370
131,376 ....
131,376 (17)

1^5 Linage (^nljr of Additional Trimcco AdTertisOTS

^^'ebster Eisenlohr. Inc. ....... 150,691

Girard 87,665

Twn Moore 63,(S6

Puerto-Riam American (Pw-

tina) 91,981

»>ie«l-Weramer-Gilbeft (Ejner-

son) 86,408

Urus & Bro. Co. 85.970

^miino Cigarettes ^,504

Edgeworth 18,466

1. Uwis Cigar Mfg. Co. 82,691

Fta- de Melba 43,967

Mn Ru'ikin 23,664

S. Sei<lenl>crg 1 5,060

DortCT Cigar 74,395

Axton-Fisher Co. (Spud) 70,129

S. M. Frank Co. (Medico Pipe) 44,221

(jarcia Grande Cigar* 43,278

H. Fendrich (U Fendrich) .... 37.119

Allcs & Fisher ...... 35,493

"63" Cigar 25.S59

"J. A." Cigar 9,934

Waitt & Bond (Blackstone). . . . 33,408

Quincy Cigar 29,603

R G. Sullivan (7-20-4) ...... 26^28

Art MeUl Works (Ronson

l^to) , 23,139

Tampa Cigar ^,338

Manila Stubs 17,764

Join H. Swisher (King Edward) 16,499

Milano Pipe 15,080

Yocum Bros. (Y, B.) 12,545

Kaufmann Bros. & Bondy 12.365

Kaywoodie Pipe 9,795

Pipe Sweetener 2,570

Snap Kleen Pipe 11,013

Edwin Cigar Co 9,776

Rizla Jiffy Kit 7,957

Guardsman Pipe S,!W

L. & H. Stem (Purex Pipe) .... 3,954

pyko z.'m

Frank Wally, Ud 2,000

Lord Edwin 1.905

Cigar Makers Federation . . 1,096

Cigars Increase in Four Classes

Gains Made in February
Encourage the Industry

FEBKIAKY withdrawals, as issued by the Bureau
of Internal Revenue, ^ive every man interested
in the cigar industry real reasons for encourage-
ment. The total withdrawal of all cigars for the month
amount to 37U,897,61(), or 27,216,275 more than the fig-
ures of the corresponding month last year.

The total withdrawals for the last several Feb-
ruarys were as follows: 1933—302,417,666; 1934^-322.-
206,830; 1935— 343,681,241.

Class A cigars increased from 311,931,100, last
February, to 337,973,270 in the same month this year—
a gain of 26,042,170, or 8.35 per cent.

Products
Cigars (large)

Class A No.

Class B Xo.

Class C Xo.

Class D Xo.

Class E Xo.

February
1936 1935

323,746,845

2,703,940

27,895,756

2,085,501

191,983

289,218,060

3,917,920

25,750,910

1,792,502

184,799

Total large cigars 356,624,025 320,864,191

Cigars (small) Xo. 15,001,080 14,906,800

Cigarettes (large) ..Xo. 141,700 164 942

Cigarettes (small) ..Xo. 10,766,369,680 9,306,198,840

?,? "ff • Lbs. 3,263,526 2,981,116

Chewing and smoking

tobacco Lbs. 24,655,463 23,121,561

Tax-paid products from the Philippines (not in-
cluded above) were as follows:

Cigars (large)

Class A Xo.

Class B Xo.

Class C Xo.

Class D Xo.

Class E Xo.

13,251,575

31,180

2,746

• • • • •

40

19,680,515

53,210

3,400

300

Total large cigars 13,285,541 19,737,425

Cigarettes ( small ).. No.
Mf d. tobacco Lbs.

94,100

187,500
2

Tax-paid products from Puerto Rico (not included
in above statement) were as follows:

Cigars (large)

Class A No. 974,850

Class B No. 10,450

Class C No. 2,650

3,032,525

7,750

39,350

Total large cigars

Cigars (small) No.

Cigarettes (large) ..No.
Cigarettes (small) ..No.

n

987,950 3,079,625

150,000

31,000

140,000

200,000
100,000

Class C increased from 2r),7f)3,6(JU to 27,901.152~a
gam of 2,107,492, or 8.17 i)er cent.

Class D showed an increase of 292,699 over last
February, or 16.33 per cent. This represents an in
crease of more than ten thousand Class D cigars for
every day of February this year.

Class E cigars showed an increase of 3.91 per cent
Only Class B registered a loss.

Figures for the eight months of the fiscal vear show
an increase for cigars of all classes amounting to 141 -
519,340 cigars, or 4.29 per cent. Following is the re-
port for February 1936 and 1935:

Internal Revenue Collections for February

1936

1935

Source of revenue

J,'j-a^s $858,139.03 $791 J67.47

Cigarettes 32,300,682.20 27,920,348.33

^^'"^ : • • •. 587,434.65 536,600.88

Tobacco, chewing and

smoking 4,438,078.74 4,162,010.99

C igarette papers and

89,279.09

^,. tubes 81,123.59

Miscellaneous, relating to

tobacco 201.25

126.92

CoUections Prom Agricultural Adjustment Taxes and

Tobacco Sales Tax

Total from July
_ . Month of i, 1935 (fiscal

Commodity March, 1936 year 1936)

Tobacco ( tax effect i ve Oc-

tober 1, 1933)

Processing taxes . . .
Import compensating

taxes

Floor taxes

$163.04 $13,156,346.49

245.53
34.85

55,547.00
13,809.40

Total, tobacco.. $443.42 $13,225,702.89

Tobacco sale i^x $167,193.28 $1,196,

624.28

Withdrawals for Previous Pebmaries

1921 ..

1922 ..

1923 ..

1924 . .

1925 ..

1926 ..

1927 ..

496,724,482 1928

447,225,986 1929

507,266,094 1930

498,796,313 1931

451,562,278 1932

451,204,147 1933

441,695,730 1934

453,605,097

437,476,207

426,521,773

362,838,747

347,728,648

287,430,105

299,214,080

Th€ Tobacco World

^prU I, igj6

n

Leaf Tobacco Stocks in U. S.

STOCKS of leaf tobacco in the United States and
1 uerto Rico owned by dealers and manufacturers
Toor ''"''''"'^'''^ ^^ 2,367,290,000 pounds on January l"
1936 compared with 2,223,884,000 pounds on January
1, 193o an increase of 143,406,000 pounds. From Octo-
ifi-nV nnn' ^"^ J-y^^^^^-y 1' 1936, total stocks increased
TMi'nn.'^'^^ pounds compared with an increase of 21 -
bl/,000 pounds during the last quarter of 1934.

Stocks of flue-cured tobacco on January 1 IQ^fi
were 964 090,000 pounds. This is a record hik for

foHled'fqs'^rr nnn^ ^''f''' ^',^^^^' flue-cured stocks
totaled / 98,366,000 pounds, and on January 1 1935

they amounted to 823,213,000 pounds. Tj-pe 11 'stocks'
were reported as 418,134,000 pounds on January i;
2?q m^'^P' ^r ^1.328,382,000 pounds; Type 13 as ISS,!
213,000 pounds ; Type 14 as 59,361,000 pounds.

noQ r^n^^^^ of fire-cured tobacco were reported as 184,-

??4 OQ? r?)n"" ' ? '^^'^"/'^ ^' ^^3^' compared with
1/4,^91,000 pounds on January 1, 1935. Total fire-
cured stocks were about 10 million pounds higher than

they were a year ago January 1, and about 27 million
pounds lower than on October 1, 1935. Virginia Fire
cured, Type 21, stocks reported as 27,150,000 pounds on
January 1, 1936, were about IV2 million pounds lower

! 17" on nnr^^""^ ^ ^^^^' ^^^^ ^2 stocks, reported as
117,/ 90,000 pounds were about 2\i> million pounds
higher than a year ago. Type 23 stocks on January 1

nnnnnP""^*^^,^^ 35,783,000 pounds and Type 24 as
3,300,000 pounds.

Burley stocks were 6,325,000 pounds higher on
January 1, 1936, than they w^ere on January 1, 1935

T .noV'}^""''^ ^' ^^3^' ^^P^'*^ s^^^ws 697,269,000 pounds"
In 1934 there was a decrease of about 10 million pounds"
m the Burley stocks during the last quarter. In 1935
Burley stocks increased nearly 36I/2 million pounds
during the last quarter. A supplementary report show-
ing Burley stocks by qualities for the first time is in-
cluded in this issue of the Quarterly Tobacco Stocks
Report. Maryland tobacco. Type 32, stocks were re-
ported as 37,644,000 pounds on January 1, 1936, about
3 million pounds higher than a year ago.

Stocks of Cigar Filler Types

STOCKS of American-grown cigar filler types
amounted to 169,555,000 pounds on January 1,
1936, an increase of nearly 9 million pounds oyer
the stocks of a year ago January 1. Stocks of these
types would show a decrease were it not for the fact
that stocks of Puerto Rican tobacco on the island were

Stf 'r l'' ^^f ^""^- ^>^P^ ^^' Pen'sylylnL
feeedleat stocks on January 1, 1936, were 79 885 000

pounds; Type 42 Oobhardf, 23,822,000 ,ToundsfTyS
43 Zimmer, 23,613,0()0 pounds ; Type 44, Dutch, 6, 125,-
l^-fmn'^'' ^P' 4o, Georgia and Florida Sun^g^wil,
1, /83,000 pounds ; and Type 46, Puerto Rican, 34,327,000

about 74 n '' ^''fi irr' ¥ ^^"""P^ ^^ ^'^'^^' «ho^
about /4 per cent, of the total filler type stocks in the

C group as strictly filler grades, 21 pe? cent, in the X

group, and the balance in the B, Y, S and N groups.

...a^V"^ '''^'''' ^^"''^'' ^>'P^ ^*^^^^^' «<>nie of which are
used for wrappers, were about 24 million pounds lower

/»^n i^" T *''P^ ^^'"''^^ ^''^'•^^ reported as 160,505!-

(KX) pounds on January 1, 1936. Type 51, Connecticut

Broadleaf stocks were reported as 32,059,000 pounds;
i^ype 52 Connecticut Hayana Seed, 28,449,000 pounds;
1 h/^n^; New lork and Pennsylyania Hayana Seed,
1,909W) pounds; Type 54, Southern Wisconsin, 64,-
?QQ ^ P^""^j' and Type 55, Northern AVisconsin, 33,-
433 000 pounds. The detailed report by groups of
grades shows that of the total binder type stocks re-
Sqii^ ^'^^^^^^ P?V"ds ar« of wrapper quality, 61,-
^Pil^n^''''^^ 5"*^ binders, 7,536,000 pounds are fillers,
86,470,000 pounds are X group or stemming grade to-
bacco, and the balance Y, S and N groups.

Shade-grown wrapper type stocks were about VA
million pounds lower on January 1, 1936, than on Jan-
nary 1, 1935. The January report of this year shows
a total of 12,901,000 pounds. Connecticut Valley Shade
stocks were reported as 9,400,000 pounds, and Georgia
and Florida Shade stocks as 3,501,000 pounds. Of the
total shade tobacco stocks reported, 10,779,000 pounds
are shown in the A group as being of actual wrapper
quality. *^*^

w,

FOR the second successive year, the Brown & Will-
iamson Tobacco Corporation of Louisville, Ky.,
will sponsor the broadcasting of the Kentucky
Pf^^J. on Saturday, May 2d, in the promotional inter-
Wou ^^1,^0.01' R^lejgh. and Wings cigarettes, and Sir
Walter Raleigh smoking tobacco. It will be the sixty-
second runmng of this most colorful of American turf
spectacles. Last year was the first time the derby
broadcast was commercially sponsored.

The colorful broadcast of America's racing classic,
direct from the famous track at Churchill Do^s, near
Louisville, will be carried by a nationwide CBS net-

ii

CRQ ""^Tf ? ^^'^ ^Vf^'^y Stations and also by KGMB,
From So ? P.T EDST.'*^ '"^'^"^ "^^^ ^^ ^^^^^
A certain sentimental interest attaches to the
broadcast for Brown & Williamson Tobacco Corpora-
tion inasmuch as it is a Louisville concern and the
president, George Cooper, is an old friend of Col. Matt
J. Wmn, president of the American Turf Associa-
ion, and impresario of the derby. PracticaUy the en-
1 re Brown & Williamson organization will be at the
track to see the ra<^.

Tkt Tobocto WoHi

[cigaraarc the
niMt pleasurable
gnd economical
formofanioking.

BAYUK BULLETIN

Devoted to the
best interesta
ofthemenwho
sell cigar a.

\iTst Issued 1929

APRIL 1, 1936

Prepared twice a month

HULOFAX

(The Retailer^s Friend)

^

SAYS

Total value of all live
stock «n farms, accord-
ing to Department of
Agriculture was $2,976,-
677,000 on January 1st,
1934; $3,250,085,000 on
January 1st, 1935; and

Dn January 1st, 1936, $4,885,302,000.
ee Whiz, a 50% increase in January

f936 over January 1935!

Let's all put our shoulders to the
rheel and make 1936 show a real in-
trease in CIGARS — what'du say?

Bt's go!

To himi^elf, three years ago a sales-

lan said— "What do 1 have to do to

;et mor*' money?" He made answer

himsilf . . . went and did it and two
ears a^o he got more money; one
■ear apo, he got more money and first
)f this yiar. he got a bigger job and
)igger money!

What was the answer he made to

lis question?

In making application for a position
ts salesman, his opening remark was,
'I gut'Ss you don't need any new sales-
nen, do you?" Well, for once, this
ellow guessed right!

J. C. B. wants Phil's answer to this
-"How long should it take to get a
iealer to buy?" No longer than it
akes a Salesman to show a dealer
low he (the dealer) can Sell!

Read somewhere that "water was
sed as currency during the recent
irought in the goldfields of Central
Australia"— which reminds Phil that
igars are used a*s the most pleasur-
ble and economical form of smoking.

T. 0. P.. writes Phil a very cordial
etter and inquires if he can secure a
opy of the "Memoirs of Alex Smart"
-jwokkt form. Sure you can, Tom,
>Ia boy, an«l copy going forward to
rou today . . . many thanks for your
undeserved compliments.

I thought the cigar game was
ough until I got selling a different
me of merchandise ... I found out
that you have to WORK no matter
What you're selling" — so chirps a
■young man who is to be congratulated
■hat at his early age he has discov-
ered one of the true reasons for suc-
cess m any endeavor.

C. P.. A. does NOT sUnd for Can-
?mL, Ambitious but, at that, a
^Ait MAN isn't ambitious if he
"oesn t ti^ to get a new cigar smoker
at every t>osgible opportunity. Is that
right, fellow C. B. A's?

D.&I.

*fru«-

•ATUKdCABfllNCJ

A TWO-MINUTE

COURSE IN
SALESMANSHIP

Bill Hardy (that's not his real
name) was just a good ordinary
salesman. Not a star and not a
dead liead. You could pick out a
dozen like him on any sales force.
There was only one tiling at all
unusual about Bill. He knew he
wasn't as good as he miglit be.

About a year ago he went to his
Sales Manager and let down his
hair. "Look here, T. J.," said Bill
to the Sales Manager. "I'm fed up
with just rocking along. What can
I do to be worth more to the house,
and incidentally to myself? Do you
think one of these correspondence
courses in salesmanship would be
any good?"

"Don't ask me," replied the Sales
Manager, "I never took one. But
if you want to know how to sell
more cigars, I can tell you in two
minutes. I've told all you boys
often enough before. But maybe
you weren't listening."

"Shoot," said Bill. "This time I'll
listen."

"O. K.," said the Sales Manager.
"Get it out of your head that you
are hired to sell cigars to the retail
dealer. Your job is to help him sell
cigars to his customers. If you sell
a retailer 1000 cigars and he has
500 left when you call again, your
second call is a goose egg. Isn't
that so?

"Now, to heck with getting a
dealer to Bl"i' 1000 cigars. Sell
him a way to sell 1000 cigars. For
instance, sell him on a box display
on top of his case and a poster in
his window. Then just leave him
1000 cigars to fill the demand that
you have created for him. Next
time you call, he'll give you an
order for 1 100 cigars, let's say. And
the time after that, he'll boost his
order still another hundred, maybe.
And so on. Get the idea?"

"I get you," said Bill. And that's
nil there i.s to the story, except that
Bill Hardy is now one of the firm's
star salesmen and is on his way to
be Assistant Sales Manager. Who
told us? Bill Hardy? No, the Sales
Manager.

I

,-.„„;V!i"V"i' "■■'"•■.'.'""/

OVER THE HILL TO THE POORHOUSE

Here's a jolly little game that's
as much fun as falling out of a
third story window on your head.
It is called "Over the Hill to the
Poorhousc," and may be played by
any number of cigar dealers.

The rules are extremely simple.
Yes, simple is right! Dealer \ cuts
the price on his cigars. Dealer B
follows suit. Dealers C, D and E
fall into line. Dealer A shaves ofT
another half cent. Merrily the
other boys join in. Then Dealer A
gives a really fancy exhibition of
price whacking, and the other
players show that he can't bluff
them. The dealer, who goes broke
first, wins. Wins what? Darned if
we know. We never could see much
sense in this price cutting game.

It is doubtful if retail price cut-
ting ever raised the total consump-
tion of cigars by one cigar. And if
everybody cuts, it means that
everybody loses profits without
gaining sales. Why don't all the
cigar dealers in each city get to-
gether and agree on no more price
cuts? Darned if we know ! Maybe,
if we had the answer to that one,
we'd know why all the nations
don't get together and say, "Nr
more wars!"

BAYUK BRANDS BUILD BUSINESS

Bayuk Phillies

(BAYUK PHILADELPHIA PKMFECTO)

Havana Ribbon
Mapacuba

Charles Thomson
Prince Hamlet

PATENTS UNAPPLIED FOR— No. 9

THE BED-TIME SMOKER'S FRIEND

Prof. H. E. ZANUTT, L K. I.— Inventor

Object: To prevent bed-time
smokers from burning holes in the
covers.

This ingenious device consists of
a flexible steel spring (A) fastened
to bed by clamp (B). The cigar is
held by clasp (C) attached to
spring by string (D). When the
smoker falls asleep, his jaw re-
laxes, releasing the tension on the
spring, which flies back and holds
the cigar suspended harmles.sly in
mid air. At the same time a metal
finger (E) attached to the spring,
pushes the light button and extin-

Sruishes the light. This additional
eature proves a real economy to
smokers who are in the habit of
falling asleep and leaving the light
burning all night.

Th« "B*d-Tim« Smoker's Fnend" was p»r-
{etttd at th« rrqucit of Mr. W. C. Evan*,
WathinKton, D. C. In the next ittue the
Profevfor will explain a device fuggeated by
Mr. Paul Owen, of Janesville, WU.

TIGHT BINDING

A FULL UNE OF UGHT-PROOF, MOISTURE-PROOF
REYNOLDS METAL PACKAGES FOR TOBACCO PROD-
UCTS: CUP CIGARETTE FOIL . SMOKING TOBACCO
POUCHES . CIGAR CANISTERS • CIGAR BOX LABELS •
CIGAR BOX LINERS . METAL CIGAR WRAPPERS .
SLIDE-AND-SHELL CARTONS • METAL BAGS •
COUNTER AND WINDOW DISPLAYS.

CO

automatic

machines offer

A NEW RETAIL OUTLET

for
TOBACCO PRODUCTS

Get all the facts now on
automatic merchandizing.

Write for a sample copy

THE AUTOMATIC AGE

2810 S. Michigan Avenue

Chicago

lUinoia

Givca counts and prices on
OT«r, t,000 different lines of
business. No matter what
your business, in this book
ronr prospective custeiers
listed.

Valuable information ia also
fiven as to how jroo eaa nsc
the mails to secure orders
and inquiries for jovu prod-
ucts or serricea.

Writ* far Tear nUIB C^f

R. L. POLK ft CO^

Detroit, Mich.

Lartest City DireetM^ P^.

iag Ust Coaniltfa-Bosi-

hahers in the Warld— Mail-

■ess SuUstica-P^«4«e«n

•( Ditact Mail Advartiaiac.

"What a welcome visitor
The Tobacco World
must be to wholesalers and
retailers !

**lf they are only half as
interested in reading it as
we ourselves are, we're glad
our ad is in it regularly" —

says an advertiser.

LONDON PAPERS, PLEASE COPY

THIS paragraph may be a little late, but it did
not appear in the Talk of the Town department
of The New Yorker until March 21st, a week
after the last semi-monthly issue of this paper was pub-
hshed, and it is too good to keep from readers who do
not see the sprightly weekly regularly. It is described

w-n- H^ ^*^°^ ^^^"^ phrase-coining, involving the
VVilliam Esty Advertising Agency, which handles the
advertising for Camel cigarettes. It is the dutv of one
ot its officials, Mr. John C. Esty, to see all the people
who come to the office with world-beating ideas for the
promotion of Camels. The number of such callers is
usually around five a day, but in the past three weeks it
has jumped to twenty-five or thirty. The firm policy
of the agency is to turn people away without listening
to their schemes, so as to avoid suits for plagiarism
and infringement. This isn't always easy, as you mav
imagine, and Mr. Esty could not help wondering what
had caused his arduous and tricky job to double and
redouble. Well, one of the callers blurted out his
scheme before xMr. Esty could stop him. It was a tieup
with the elevator strike. If you can't get a lift with an
elevator, try a Camel. And variants.

BOB BURNS SAYS

MORE power to the National Association of To-
bacco Distributors, even if their code does
seem to some people like a preview of Utopia.
• 1 *• ^^^f^^^ wholesalers are human, there will be
violations of the code. Some of the violators will get
away with it, and perhaps continue to get away with
it for some time, but eventually their unfairness will
out and they will be caught, a fate which must even-
tually overtake the letter carrier told about by Bob
Bums, of Van Buren, Arkansas. Bob relates that on
p recent visit to the home town, he wandered over to
the outskirts and there on a rail surrounding a field
he saw a sign, **Beware the Bull!'' He had no
sooner finished reading the sign when he saw the
town s letter carrier, who used the field as a short cut,
pedalling licketysplit towards the fence, chased by the
Dull. 1 he bull was getting closer every second. The
letter carrier headed for the fence, the bike crushed
into the rail knockmg the postman into the adjoining
field on his face. Bob went over, picked him up and
said : Pretty near got you that time ! " ' ' Pretty near
gits me every day" answered the letter carrier.

Pick & Pat

in "PIPE SMOKING TIME''

with "DILL'S BESr ORCHESTRA and

THE FOUR "MODEL" SMOKERS

SINOINO tOMOS MIN UKf

C. B. S. COAST-TO-COAST— MONDAY NIGHTS

For tim« of Ihit popular program %— •¥••
ning radio program* In your local n«w»pap«r

TW4E IN WITH THI INCIIASINO SALES OF

AMERICA'S FASTEST GROWING BRANDS

DILL'S BEST and MODEL TOBACCOS

NOTICE TO
CIGAR SMOKERS

Bay Ilk Cigars, Inc., is rephicing as rapidly as pos-
sil)l(' — and at no cost to dealers — all Bayuk Phillies
(iuars damaged by flood in this territory. This is
(Iniic to assure you of getting factory-fresh Phillies
wlurovcr you buy them.

Notice to Dealers: If, for any reason, you have
not received your fresh supply of Bayuk Phillies to
replace damaged stock — communicate at once with
your jobber.

Bayuk Cigars, Inc.

The foregoing is the text of an advertisement
which appeared, in dominating display space, in the
first issue of many of the newspapers in the cities in
the flood area.

ABE BROWN, president of the National Board of
Tobacco Salesmen's Associations, has issued a
proclamation, urging every salesman in the
fount ry selling cigars, cigarettes, tobacco, pipes,
smoker's articles and affiliated products to contribute
.!.'> cents to the Red Cross. The money is to be used to
alleviate the suffering in the stricken areas. Salesmen
who are members of Tobacco Salesmen's Associations
will send their (luartors, either in cash or stamps, to
their individual secretaries.

**SMOKERS' CODE"

FOLI/)WIN(J investigations into the effect of
smoking on the constitution, Dr. C. A. Wallgren,
a Swedish doctor, declares that it is impossible
to decide which is preferable — cigarette, cigar or pipe
smoking. He has drawn up a smokers' code for all
types, his suggestions including:

Smoke thin and small cigarettes or cigars, and
do not smoke moist tobacco.

Use pi|K?s with long mouthpieces and long cigarette
holders.

Do not smoke the last third of tobacco, as nicotine
collects at the bottom of a pipe and in the stubs of
cigarettes and cigars.

Do not relight a cigar which has become extin-
guished.

Keep pipes and holders well cleaned and dry.

Do not inhale tobacco smoke.

AprU I, ig^

CIGAR BOXES

T«L A]c*>amla 4-9533

BBtablli^ed lira

lUC^^Dsco

M7-64I CAVTITIiaT.

OUE HIGH-GBADE NON- EVAPORATING

CIGAR FLAVORS

Make tobacco in«Uow and amooth In charactaff
and Impart a most palatable flavor

FUVORS FOR SMOKING and CHEWING TOBACCO

Write for List of Flavors for Special Brands
BrrUN. AIOMATIZEB. BOX FLAVOKS. PASTE SWEETENEIS

FRIES 8k BRO., 02 Reade Street, Ne%v York J

;;v»j:'.\»/.:.v»yj','-*/:'.\«y".v»;;n»y;'.v»/;',vty:H»/'-,\».

Classified Column

Tht •vtc lot thit column Is thrts csntt (3c.) a word, wMi
■ minimum cnsrgt of seventy-fiv* cents (75c.) payabU
•trictly in advance.

POSITION WANTXD

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Addresi Box No. S80, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

CIGAR FOREMAN— PAST MASTER ON AUTOMATIC AND
all other cigar and bunch machines, also handwork. Go any*
where. Highest references. Open for position. What have you?
A. O. WeUer. 214 N. Twelfth Street, Philadelphia, Pa.

t3

A

meriea s

outstanding O^ cigar value

Don't miss Muriel as the sure-fire
Five'Cent Leader on your cigar counter

P. LORiLLARD compa:vy, i:vc.

Established 1760
II* WBST 40th STREET. . . >EW YORK flTV

BROADSIDES

BOOKLETS

LABELS

WIHDOW

DISPLAYS

DIRECT MAIL

SCHLEGEL

LITHOGRAPHING

CORPORATION

SCHLEGEL BLDG.

374-380 Second Ave.

HEW YORK

Algonquin 4-9226-7

COUHTSR

DISPLAYS

CARTONS

CAR

CARDS

POSTERS

AUTOKR AFT

CIGAR BOXES

Boite Nattire
Cedar Chests

Novelty
Wrapped

Are Outstanding In
Ouality-Design-Cost

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago, III.
Detroit, Mich.

Hellam. Pa.

Hanover, Pa.

Philadelphia, Pa.

W'heeling, W, V«.

TWO MONTHS' COMPAEISONS

TOTAL cigar withdrawals show a gain of 4 per
cent, for the first two months of this year in
comparison with last year. The total of all
classes for January and February combined this year
was 721,510,289. For the same two months of 1935
the total of all classes was 693,461,787. The increase
was 28,048,502. There were gains in Class A, Class C
and Class D. The cigarette gain in the same two
months was 2,848,554,063, or 13.8 per cent. The com-
parative figures follow:

Jan.-Feb. Comparison

1936 Comb. With 1935

Cigars :

Class A —

United States 629,953,410 -f 41,261,330 (7.0%)

Puerto Rico 4.732.600 — 1,849,800 (28.1%)

Philippine Islands 23,360,455 — 14,749,220 (41.3%)

Total 658,046,465 + 24,662,310 (3.9%)

Class B— ~

United States 5,946,496 — 375,987 (5.9%)

Puerto Rico 100,500 — 12,350 (10.9%)

Philippine Islands 42,250 — 79,143 (65.2%)

Total 6,089,246 — 467,480 (7.1%)

Class C —

United States 53,193,342 -|- 3719.864 (7.5%)

Puerto Rico 59,800 — 17,600 (22.7%)

Philippine Islands 10,906 — 4,328 (28.4%)

Total 53.264.048 + 3,697,936 (7.5%)

Class D —

United States 3.769,275 + 275,471 (7.9%)

Puerto Rico

Philippine Islands 210 — 217 (SO.8%)

Total 3.769.485 + 275.254 (7.9%)

Class E —

United States 341.865 — 118,548 (25.7%)

Puerto Rico

Philippine Islands 180 -f 30 (210.6%)

Total 342,045 — 118.518 (25.7%)

Total All Classes:

United States 693,203.388 + 44.761,130 (6.9%)

Puerto Rico 4,892,900 — 1,879.750 (27.8%)

Philippine Islands 23.414,001 — 14,832,878 (38.8%)

Grand Total 721,510.289 + 28.048,502 (4.0%)

Little Cigars:

United States 30,376,386 — 2,596.214 (7.9%)

Puerto Rico 472.400 -h 72.400 ( IB.1%)

Philippine Islands

Total 30,848.786 — 2,523.814 (7.6%)

Cigarettes :

United States 23,491,227.260 4-2,848,496,063 (13.8%)

Puerto Rico 480.000 + 180.000 (60.0%)

Philippine Islands 94,500 — 122,000 (56.3%)

Total 23,491.801.760 + 2348,554,063 (UJ^

Large Cigarettes:

United States 401.875 -f- 30,033 (B.1%)

Puerto Rico 31,000 + 31,000 ......

Philippine Islands — 100

Total 432,875 + 60,933 (16.4%)

Snuff (lbs.):

All U. S 6.537,615 -|- 42,260 (0.6%)

Tobaao Mfd. (lbs.) :

UiMted States 50,871,089 -|- 1,143,479 (2J%)

Philippine Islands 2

Total 50,871,091 + 1,143,479 (2J%)

Tht T0b9ce0 World

tt

SIDE-SHOW

II

(Note. So that the readers of The Tobacco World
ina^f be in touch with what is being said and written on
the current advertising battle between the leading cig-
arette manufacturers, we reprint the following, which
appeared in March Tide, the monthly magazine of ad-
vcrilsing and marketing, under the head, * 'Side-Show.
Notes on the continuing four-ring circus sponsored by
the Big Four,)

ALL last month big newspaper space was filled
with Lucky Strike's talk about acid in other peo-
ple's cigarettes. And as the month wore away
the "Luckies are less acid" slogan got a more promi-
nent position in each succeeding ad, copy grew franker
'* qualities of undesirable constituents" that other cig-
arette makers had not toasted out of their brands.

Meantime Camels pitched its tune on a more bla-
tant note, took an out-and-out patent medicine slant
witli ' * For the digestion — smoke Camels. ' *

The ladylike Chesterfield noted the raucous cries of
its boisterous brothers It was a din you could hardly
iicnore. And late last month the mild cigarette, with a
lady's light touch, let it be known that she heard. The
ad was captioned *' Fiddlesticks," over the picture of a
pretty, laughing lady. (Here is repeated the text of the
ad, as published in an editorial in the March 15th issue
of The Tobacco World.)

Nor was Old Gold deaf. With Luckies and Camels
doing the yelling, Chesterfield the pooh-poohing. Old
Gold reached for protective covering, doubled its cello-
I)hane jacket. Now instead of one cellophane to tear
off. Old Gold buyers have two and Old Gold advertises
a double protection as well as a double-your-money-
baek offer **if you don't say Old Golds are the finest
cigarettes you've ever tasted."

BAGATELLE

BAGATELLE, described by Tide as the mainstay
of 600,000 retail stores, including many cigar
stores, is working for survival, along with other
coin machine games, against unfavorable legislation
which marks the business as gambling and not, as oper-
ators would have it, a game of skill. New York City
operators of 25,000 bagatelle boards under the mast of
Amusement Services Corp. of America have launched
their first big consumer advertiser campaign to find
' * Why I Like to Play Pin Games. ' ' The immediate aim
of the contest is to get general reaction as to whether
people at large consider bagatelle a game of skill or
.I'ust a try at the merchandise prizes which the opera-
tors give away to high-scoring players. The operators*
Ijope is that the customers will say it's a game of skill,
and thus help the boys along in their fight to make the
prizes legal.

It is one of the children of the depression, blood
brother to Tom Thumb golf, an old idea, but never
before having the play it's been getting lately. Retail-
ers have not been blind to the game's power in luring
customers inside a store. There 's also the matter of a
50 per cent, cut on the game's take, which, in many
cases, means that pin ball pays the rent.

AprU J, X936

SPRUCE UP
Your Gi^ar Box

Brighten it

Lighten it

Feature it

with SPRUCE LUMBER

Newest and Best
IT'S MODERN PACKAGING

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J,

Cigar Box Lumber for 63 years

SPECIFY SPRUCE

EMabliihcd 1886

"BEST OF THE BEST"

""■'•"-' "' A. SANTAELLA & CO.

Office, 1181 BroMiwaj. New York Oty
FACTORIBS: Tampa and Kmg Watt. Florida

155 Johi Street. N. Y. City

hdastria 144, Haraia, GiAi

HAVANA
TOBACCO

ROTHSCHILD - SAM UELS - DUIGN AN, INC.

■ikw SaMcb. f ice-ProyMl
Cfai.ff.MBn,S«.aiTr

17

Tobacco Merchants' Association
Registration Bureau, new ^^"aTY

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance o{ $2 will be made to membcra of tbe Tobacco Mar-
chants' Aaiociation on each registration.

Note B— If a report on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (31). an additional chars* of Oaa
Dollar ($1.00) wilt be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31), an additional charge of Two Dollars
($2.00) will be made and so an additional charge of One Dollar (91.00) will h«
made for every ten (10) additional titles necessarily reported.

REGISTRATION

BUTZENTUX:— 46,531. For all tobacco products.
Syracuse, New York, May 9, 1935.

Harvey's, Inc.,

TRANSFERS

LA MESILLA:— 31,794 iV. S, Tobacco Journal), and 31,739 (To-
bacco Leaf). For cigars, cij^arcttcs, cheroots and tobacco. Regis-
tered May 31, 1906, by American Litho. Co., New York, N. Y'.
Through mesne transfer- act|nircd by Jacob Rich, New York,
N. Y., and re-transftrrcd to Philip Ippolito, New York, N. Y.,
March 14. lQ3c..

LA FLOR DE ALGER:— 4056 (Tobacco Leaf). For cigars. Regis-
tered September 11. 1889, by The Banner Cigar Mfg. Co. Trans-
ferred to The l'ett.r>on Cigar Co., Detroit, Mich., and re-transferred
to Tcgui-Jackinan Ciuar Co.. Inc., Detroit, Mich.

GENERAL ALGER:— 5400 (Tobacco Leaf). For cigars. Regis-
tered January 2u, 1891, by The Banner Cigar Mfg. Co. Transferred
to The I't'tcrson Cigar Co.. Detroit. Mich., and re-transferred to

Tegge-Jackman Cigar Co.. Inc.. Detioit, Mich.

LORD NELSON: — 40,612 (Tobacco Merchants Association), and
144.282 (U. S. Patent Oftkc). F<)r cigarettes. Registered April 15,
1918, and June 28. 1921. respectively, by F. & E. .Soter & Co., New
York, N. Y. Transferred to Philip F. Price. Cleveland, Ohio,
March 12. 1936.

The Standards of America

UriUaiCt r^mTT TW^l^ Eft 1760

tiUlMiHiUiV|\||||4M Est 1825

fiaUftAzf ki^i^ V/1 1 Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hl^ Toasts
Stron|{, Salt. Sweet and Plain Scotches

GEORGE W. HELME CX>.

Ill Piftk Atmm. N«w Y«rk

TOBACCO WORLD

The National Tobacco BusincM Monthly

A GOOD ADVERTISING MEDIUM

if

CUBAN LEAF RATES RAISED WITHOUT

NOTICE

(Continued from Page 5.)

Among the creditors, as we recollect, was the
local Internal Revenue Bureau with a claim of twelve
dollars ($12) for cigar stam|)s. We always wanted to
get at the bottom of this, not for publicity purposes,
but as a matter of personal satisfaction. Our curiosity,
as to how it was done, had us all steamed up about it,
but Old Man Procrastination came along and we never
did delve into the mysteries of liow a cigar manufac-
turing concern secured twelve dollars' worth of credit
for the purchase of cigar stamps. However, we think
the man who can tell the story as to how it happened is
still alive, and perhaps one of these days we will seek
an opportunity to find out.

It is obvious that the larger cigar manufacturers
are well established, but this does not apply to the
smalk'r cigar manufacturers.

These smaller manufacturers do contribute some-
thing to maintaining the prestige of the cigar. And
perhaps they do their fair sliare in creating new cigar
smokers. And Secretary WaHace slioukl give them
every consideration, to say nothing of every encourage-
ment. And in jnitting back the ohl (*ub*an tariff by
abandoning the Reciprocal Treaty, he lias given the
cigar manufacturing industry one of the most depress-
ing gestures of the present administration. It needs no
further comment to explain that this action will be re-
flected in the revenues from tlie to})acco industry t\u>
vear.

TOBACCO TRADE ORGANIZATIONS

TOBACXX> MERCHANTS ASSOCIATION .^.^SfQ^
OF UNITED STATES ^MflMP^?

/ESSE A. BLOCK, Wheeling. W. V» PrcaidMt

JULIUS LICHTENSTEIN. New York. N. Y Viee-Pre.Weot

SflVH^^^^A^T- ^'•'' Y"''- N Y Cl«irm.« Execotl^. Co«iin««

MAI. GEORGE W. HILL, New York, N. Y. Vic4-Pr«sidMt

GEORGE H. HUMMELL. New York. N. Y Viee-Pri«id««t

WILLIAM T. REED. Richmond. Va Vic«-PraaMM(

HARVEY L. HIRST. Philadelphia. Pa Vie*-PtMidMt

ASA LEMLEIN. New York. N. Y TrSlSSr

CHARLES DUSHKIND. New York. N. Y Oraaaal aad Maak^M Diraetor

Headquarters, Ml Madiion Art., New York City

RETAIL TOBACCO DEALERS OF AMERICA. INC.

^HUPV^^^J^^^fS^JS^^"^"' ^ ^ Ea««itiTa VieaPrMldant

JAMES C. THOMPSON, Chtcaco, III Tfaaaaiw

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

IOHN H. DUYS. New York City Pkwaldnt

n"»'2',? I^Sf,?- i*"*=V*'i' J£»* ^'^ Vlea-Praaldaat

PilH'A-fttf l^' J**" J"!:'' ,r«*y S.«»"d Viea-PTMldaat

LEE SAMUELS. New York City StcnUry-Tn^nm

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN. 401 Market Street. Newark, N. J President

lOSEPH FREEMAN, 615 West ISOth Street. New York City..rirat Vic«-Preaid«rt

I^ANK SOBEL. 72 Wniiami Street. Newark, N. J f. "....T^S^r^

ALBERT FREEMAN. 25 Weal Broadway, New York City Trcaaam

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

K. ASBURY DAVIS. Baltimore, Md

JOSEPH KOLODNY, 300 Fifth Ave., New York, N. Y ..','...

GEO. B. SCRAMBUNG. Oevcland. Ohio ..fi

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWir

HERMAN H. YAFFE. 301 F©« Building. PhiladeliAia. Pa.

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE .........,.P*a«M«l

SAMUEL MAGID, 3m N. Mertriaa St.. PliiUd«l»iiia/ Pa. ,„"„SmS

Th0 Ti^aeeo World

<

\ UBBABV

PECEIVED

MAY

19 3^ DasatBWt ««*»■''""'

In This Issue

NEW HABITS, NEW PLANS-
IN CIGAR PROMOTION

By Paul L. Brogan, Jr.

\

ESTABLISHED

1661

MODERN TOBACCO PRODUCTS
NEED MODERN PACKAGES

By Hobart B. Hanklns

TOBACCO IN ALL FORMS
GAINS IN POPULARITY

RETAILERS TO CONVENE
IN NEW YORK

THE TALK OF THE TRADE

lIuBAKT H. Hankins — Editor

Associate Editor — ^John Cleary

1935 WORLD
SERIES HERO,

Gi)»>scGoslin,savs;
"A hall pLiycr has
to Nvatth his di-
gestion. Sniokiiiy
Camels helps stim-
ulate dmestion

You need good digestion to face the
nervous strain of modern living !

Wlicn pcoj k arc tircJ, worried, or
nervous, dit^cstion isapt to beattcetcd.
The llow of digestive Huids slows
up. But when these important Huids
function normally, good digestion
hallows after.

Smoking Camels increases the llow
of these digestive tluids. The increase
has actually been measured bv scien-

ire st)unel reasons
to the eniovment

lists. Thus, there
why (Camels add
of your meals.

Camels are supremely mild — never
get on the nerves or tire \our taste.
Enjoy Camels for their guud cheer
and "lift". . . for their rare and deli-
cate flavor! Smoke Camels for diges-
tions sake. They set you right!

C 1931;. R. J. Srriwl4a TtA. Co.. Wtnat«i-gUM>, N. C.

THE TERRACED MARINE DINING ROOM uf the LdMt^sater

Ih.uIi liotLl.C li;i.ii:,i Tli'.M- uho dint (Hi tempting foud...
.iKi» .i|^pre(.iats. < s tor ifuir aid to diirestiufi.

' ' ' ta-,re l>ettcr — help smi tn eiipiv it iii.ire.

' "■'■'" • ■' Marine Dming Rciom, si^s Sn

JLiiiVcifuur ,< ....K.TheVjreimmenseh popular, ■

^^CAMELS

THE TOBACCO WORLD

Vol. 56

MAY 1936

No. 8

x

^L/"^

WHEN we boarded our lioineward-bound train
at the end of the week, we felt a little tug in the
neighborhood of the heart department as we
sinseyed a dozen or more passengers in the smoker
,ipj»(Ml witli surf rods and tackle boxes bound for
vs Jersey's numerous seashore resorts.

As fishing goes, al-
though we have in-
dulged in it from the
time we ran around
barefoot and fished the
fresh water pools of the
Rancoeas with a birch
sapling, to which was
attached a cotton line
about the length of the
pole, with a bottle cork
for a Moat and dough
mixetl with cotton as a
bait, we have never had
sufticient success through forty years and more, to brag
about. But we have had a lot of fun in these later years
since we have taken up salt water fishing in the bay,
and surf as well, we have been furnished with a grand
it'laxation, mentally. And after working at it inter-
mittently from before dawn out in the bav until after
(lark in the surf, we are alwavs assured of a dreandest
sleep at the day's end.

BUT we are only one of thousands who line the New
Jersey coast from Cape May to Sandy Hook dur-
ing the summer months, patiently standing with
mir thund) on the line waiting for the tug that indicates
a "strike." And thousands stand there day after day
through rain and sunshine waiting for the big weakfish
or striped bass to *'hit" the bait. Nor i.s the little king-
fish or the powerful croaker to be despised from th«
standpoint of sport. And if you know how to cook your
fwh, the kingfish tops them all for a seafood delicacy.

When the word goes out, **The 'blues' are in !** the
motors are roaring all through the night the whole
hiigth of the fifteen miles or more of Long Beach
Island.

By daylight the fishermen are
Htamling almost elbow to elbow from
Beach Haven to Barnegat Inlet. And
'I iring the darkness the beach is a
ulow of light from Iwachwood fires and
< olcrnan lamps.

BIT there is another glow as well.
And it comes from the thou-
sands of pipes, cigars and ciga-
rettes that are constantly l)eing lighted
like signal flares. The "patient fisher-
nian probably ac<juired the title as

inuch from trying to keep his i)ipe or cigar lighted while
fishing, as from waiting for a member of the finny tribe
to tare his lure.

And if a strict account were kept we believe that
tlie manufacturers of matches enjoy a very handsome
business. The surf fisherman who doesn't buy a dozen
boxes to lake to the
beacii with him for a
night 's fisliing is risking
his pleasure for lack of
a match. It is simply
astonishing how quickly
a box of nmtches is con-
sumed.

Memorial Day usu-
ally marks the advance
guards' e ii t r y to the
fishing beaches. A n d
from then until early
October when the last of
the big "weakies" are bound for their .southern ren-
dezvous the smoke from thousands upon thousands of
tobacco jiroducts drift skyward night and day from
the fishing iK^aches along the Middle Atlantic sea-
board.

Sl'NDAY, June 21st, marks another anniversary of
Father's Day, and it is none too soon for the trade
to prepare to widen the observance of the now
well-established custom of rememl>ering Father with a
!>ox of his favorite cigars on this day set aside to do
him liomage. As time has run along since Father's Day
was first dedicated,, the sons and daughters of the
nation have shown an increasing sentimental interest
in making this day a bright spot in the hum-drum ones
of the Meeting span of the years of the fathers who have
made it possible for their sons and daughters to
carrv on.

*

During the week preceding June 21st, the progres-
sive retailers throughout the country will make a spe-
cial effort to make this 1936 Father's Day the most
successful that they have ever promoted.

If you haven't started thinking about your promo-
tion plans and your window dressing
do it now if you expect the cash regis-
ter to keep cheering you all through
the week, knowing that it is cheering
someone's Father, too.

THE Retail Tobacco Dealers of
America, Inc., is looking for the
oldest tobacco retailer in the
United States, from point of service.
It wants to bring him to the fourth
annual convention of the association,
which will be held at the Hotel Penn-

The •TOBACCO WORLD (ettabli.hed !i81) it pabHihed by Tobacco World Corporation; Hobirl B. HanktBt. Pretident and Treasurer; John Cleary, SeereUry.
Office. 236 Cbeatnut Street. Philadelphia, Pa. Issued monthly. SubKriptioaa. available only to those engaged in the tobacco industry or trade, |1.00 a year, IS cmita a
copy; (oreiga, |1.7S a year. Entered as sMoad claaa aall SMttcr, Deceab«r 21. 199, at tba Post Ofl^, Philadelphia, ft., ander the Act of March 3, im.

svlvaiiia in New York
on June 11th, 12tli, I'Mh.
"The tobacco indus-
(histry has a long and
colorful history," said
William A. Hollinjj^s-
worth, president of the
R. T. D. A. ''We are
Iryinu: to find the Amer-
ican who has been lon<»:-
est in the retail tobacco
l)usiness in order that
we m a y through him
personify the interest-
ing history of the trade.
**In my travels around the country I have run into
a number of retailers who have been behind the counter
for half a century, but 1 rather suspect that a careful
search will eiuible us to locate one or more retailers who
has been in business for more than sixty years and per-
haps even for three-quarters of a century. The retailer
with the longest record of service will ho !>rought to the
convention at our expense and given as fine a time as
any man could be given.

"I appeal to the tobacco trade as a whole to help
us find that num. I shall be ])leased to receive nomina-
tions from tobacco retailers."

A MODEL cigar store will feature the Retailers'
convention, to give tobacco retailers throughout
the country ideas which will help them with their
own merchandising and clerical iiroblems. The store
will be designed and built by experts. The stock will be
carefully selected with a view to getting a proper stock
balance, and other features will include a model Iwok-
keeping system and special window displays.

During convention week goods will actuallv be .sold
in the store by expert salesmen so that retailers attend-
ing the convention can sec for themselves the selling
methods which increase sales.

The store will be located in the fover of the Hotel
Pennsylvania, directly off the giand ball room, where
the banquet and dance will be held on June 13th.

44 T F collections were a little better, I'd do better ip
I I had a little more territory to work and ip I
had a gratis deal on my products and if they
were packed a little ditTerently,*with a further increase
IF I had more newspaper advertising and if it were the
kind I know will pull and if the dealers displayed mv
products I know my sales would bounce up if the chain
stores would stop cutting and if I had a new ear to get
around faster and could do it if they'd fix up the road.**
so there would be no detours and if we had some nice
weather!"

That fellow luis got IFFKH-P^ns— the most das-
tardly derangement that can sink its sting into the sys-
tem of a salesman ! ! *

Iffer-e-tis is easy to catch and easy to cure but,
strange to say, no one can truly give vou Ifper-e-tis and
no one can really cure Ipfer-k-tis— vou catch it and
cure it all by your lonesome.

Iffer-e-tis was first made known to the medical
profession by the experience of the original manufac-

turer of doughnuts. It seems that the big boss of a
cake concern decided to doll up dough in the form of
what we now know as a "doughnut." He gave a sam-
ple to one of his salesmen— the salesnian tasted it, and
liked it. Asked what the cliances of selling it, tlie sales-
man said, "Well, if it didn't have a hole in it, I think ]
could i)ut it over."

And for this stirring editorial on Iffer-etis we are
indebted to Frank Trufax, distributor of Bayuk cigais,
corner Knowledge and Experience Streets,' AnytoMnj
U. S. A. It is i)art of a letter to the Trufax salesni<'ii|
reprinted by request. Vou may remember Vvauk fiom
his telephone nund)er: Evereadv — U()2H2.

JUST the other day a man from Chicago dropped
in the office and in the course of conversation re-
marked that he thought the tobacco business was
over the crest and on its way to some real prosperity
again. He went on to say that though the Class A ci-
gars had apparently reached flood level, it was his
opinion that the door was wide open for Class C cigars
to come back stronger than ever.

Well, we could not just see his angle at the par-
ticular moment but we admit there was merit in what
he had to say. And the more we think about it the less
we will be surprised if some of the Class A manufac-
turers come back in the near future with a Class C
cigar. And Class (' cigars in the first three months
of this calendar year lead the procession in percent-
age of increase.

LEGISLATION permitting the tobacco-growini:
States to enter into compacts for control of pro-
duction was finally agreed upon April 22d and
sent to the White House for approval of J'resident
Roosevelt. The bill gives Congressional consent fur
compacts among the flue-cured, burlev and dark fire
cured tobacco-growing States of Kentiickv, Tennesscr.
Virginia, Xorth and South Carolina and (j'eorgia, under
which the control of production could be sought co-
operatively. Incorporated in the measure are Senate
amendments prohibiting price-fixing and the establish-
ing of i)roduction monopolies bv the Stat<'s.

PRI('F]-P^IXIX(; under the former recovery codes
was a failure and offers little hope as a panacea
for the ills of industry, it is hehl in a report pre
pared by the review division of the SUA and just made
public through the De-
partment of Commerce.
As attmpted under the ^
codes, the report states t^'
that price-fixing met ^
with small success and
at least seven industries
ran into conflict with the
ant it rust laws in their
efforts at stabilization.
(Jeneraily, it was found,
minimum prices were ,
sought by members who
refusetl to co-operate.

Th* Tobacco WorU

New Customs, New Plans
in Cigar Promotion

By Paul L. Brogan

President, Yahn & McDonnell Cigars

I

r"r^<^ th(»se of us who have been in the cigar busi-
ness a long time, there is a natural disposition
to think in terms of the past, no matter how en-
uiv -i (1 we may be in the active present. In our minds
thert is no definite line of demarcation dividing things
n> ilicy were from things as they are, the details of past
ami present are all joined together in one mental pic-
luit . like the pieces in a jigsaw ]mzzle. I am inclined
to helieve that this panoramic conception of the busi-
iH >, spread out over a long period of years, influences
iiiiiiy of us, sulK'onsciously at least, when we think of
wi.ii should be done to restore the merchandising of
( i-ais to its former status as an interesting, honorable
and pi'ofitable business.

We do not think of ourselves as yearning for
1 iopia, but that is precisely what we are doing when
\Si- wish for a return to the good old days before the
Ciirar Store Indian became a museum piece.

You would get an illuminating perspective of the
« hange that has taken place in retailing, if you could
line up on one side of the street the cigar stores of
twenty years ago, and on the otlier side the outlets that
ili^pense cigars to the consumer today.

Your first thought would Im* that the oldtime retail
. iuar merchant has passed out of the picture. And
il vou have anv doubts (m that .score, trv to remember
ln»w long it has been since you heard anyone .say, '*I'm
uuiiig to open a cigar store,*' or "I'm thinking of buy-
ii Lt a cigar store." Nowadays a man buys a drug-
in »•, <»r a newspaper and magazine business, or a tap-
itMun — and sells cigars on the si<le.

The only s|>ecific retail cigar shops that seem to b<'
l«fl are the stands in hotels, clubs and some office build-
iiius, outside of a handful of high-grade cigar stores run
l>v men who carrv on the tradition of tlie (ddeii, gohlen

* ' * — — —

(lays of the cigar business. They know tobacco. They
taiuw cigars, their flavors, their color.s, their sizes, their
shapes, their care. They know and respect the pref-
erences of the lovers of good cigars who are their reg-
ular, steady, appreciative and profitable customers.

By and large, these last-named retailers are the
« xceptions. You were right in your first conclusion
I hat customs have changed in the cigar business, and
iliat the outlets who pass the great bulk of cigars over
lin'ir counters the.se days are far different from the old-
tiiiiers We remember.

What were the reasons for the change in the com-
l»Uxion of the retail business!

First with the advent of chain stores, at pronii-
nent locations, based on the count of men's feet passing
tt given corner, and very often at exorbitant rentals,
that eventually brought grief to these particular chains
and, at the same time, did irreparable damage to the
liusiness of the inde|K>ndent and neighborhotxl dealer,
who really built the retail business.

The next thing to follow was rampant price cut-
iing, that eventually — along with other conditions —

May i, t9i6

brought UH.re grief to both the chains and the indi-
vidual dealer. In the beginning, jjrice cutting was con-
fined to just a few stores but, in short order, it spread
like wild fire to all sections of the city and everyone,
in the business, was caught in the fire and sutfered the
natural consequences; all of which, in my opinion, has
materially hurt the fundamentals of good cigar mer-
chandising.

The business of the firm, which I head, is very
largely represented by wholesale business but in addi-
tion we maintain one fine retail cigar and smokers'
acces.sory store along with a few other retail cigar
shops and through this we are naturally in a position
to observe, and at first hand feel the elTects of what
was taking place near about us, and, all over the city.
\Vhen the chain stores first inaugurated cut prices,
together with their prominent locations, they took a
lot of cigar business away from the individual dealer;
but, later on, as the individual dealer, small and large,
met the chain store prices, and, in some cases, went
still lower, a lot of the business switched back to the
individual; and the natural consecjuence of all this
was that nohody made any profit and therefore lost
all interest in the merchandising of cigars. The fur-
ther natural conse<juence of this condition was to give
less consideration to the care and the keeping, as well
as the promotion of the sales of cigars.

Looking further into the i>icture, we see the cigar
stores — chains as well as the individual — adding new
lines of merchaiulise until event uallv thev were what
you migiit call "Variety Stores". In this shuffling
and switching, I am inclined to feel that again the mer-
chandisinir of cigars suffered, and, all these things
along with the general economic condition, almost laid
the cigar business *'flat on its back".

In the meanwhile, with the possible exception of
one manufacturer, no one actually did a single thing
to revive the interest that is vital to the care, display
and merchandising of cigars. I would therefore like
to surest that every manufacturer and distributor
devote more time and energy- towards actually helping
their retail customers to sell more and blotter cigars.
It seems to me that all of us, in the distributing field,
have one thing uppermost in our minds and that is to
sell the dealer all the cigars we possibly can, and hope
to the Lord that he will pay for them and sell them.
I am inclined to think that this is wiiere our efforts
start and finish— the facility for keeping and display-
ing cigar.s, and the sale by the retail dealer should
have more of our time and attention.

A few months back, the trade noticed a slight pick-
up in the total cigar volume, and, I am happy to say
that today this increase continues and is gaining
ground at a very encouraging rate. It is particularly
noticeable and gratifying that the sale of ('lass '*€"
is picking up very nicely for instance: during the
month of March Class *'C" cigars increased nearly

three and oiie-lialf millions, or an average increase of
over 100,000 cigars per day, in ten-cent sizes and up.
AH classes increased nearly twentv-four million this
March over last year— not a bad picture bv any means.
I suppose It would only be natural lor the indus-
try to take lull credit for this, but, frankly, I do not
think this IS a fact; on the other hand, I think it is due
almost entirely to an improvement in business ^'•ener-
ally, and, not to any great ctfective co-operative'effort
on the part of all l)raiiches of the industrv

I am sure that thousands and thousands of men
are not smoking cheap cigars or using tobacco prod-
ucts'm some other form, simplv because thev want to-
on the other hand, they have had no choice because of'
the flatness of their pocketbook, and, as the pocketbook
tattens up, I am also (piite sure that thev will buv
better cigars, just the same as thev will buy betteV
grade ot other things that they need and use; therc--
tore, iNow is the time for all branches, manufacturers,

{Continued on Parje 16) '

Modern Tobacco Products
Need Modern Packages

By Hobart B. Hankins

WE dropped in on a friend the other day and
found his desk and a windowsill decorated with
some of the most splendid packages that we
have seen in a long time. Everv one of them, without
exception, had individuality and certainly were real
works of art.

Our cimosity being aroused, we iiKpiired as to
tneir use. We were informed that thev were for do-
mestic and imported perfumes. Thev 'seemed rather
elaborate even for perfumes until we went into the mat-
er turther and found out that perfume was something
that ran into real money. Another thrill eame alon^^
when we were told that seme (,f the packages ranged
trom hlty dollars a dozen ui)— empty.
^ After contemplating them for a while we sort of
simmered down and concludeil that thev were (luite in
keeping with the spending sjiree which *tlie liresent ad-
ministration claims is the direct road to prosperity.

When we learned the range cf prices for the* per-
fumes which went into the containers, the packaging
didn t .seem so expensive after all. In turning the mat-
er over in our mind, however, we did conclude that the
adies could be kept just as sw.et aiul fragrant for a lot
Jess money.

There is a large question in our minds as to
whether or not unusual and freak containers contribute
more than a gesture to cigar sales, individually or bv
the container. But we do believe that improved pack-
aging will speed the cigar business on its wav.

We have some ideas along these lines, but they are
nothing more than ideas. And for that reason we^iold
them under suspicion until we get around to .some ex-

^nZ'^rT!f\^^^^ ?"'• *'*''* ^' "*^ ^'''''^ departure from
the run ol the log" cigar container, but it might come

under the heading of '^Modern Packaging."

The trend toward modern packaging is notljon-
fined alone to cigars but embraces the cigarette and
smoking tobacco field as well. And in thefe fields the
far r^hlf ''^^*'" '' '*^" convenience of the package so
the last word"'""''' '" concerned-for after all he is

We are well aware of the irritation that we will

graphicmdustry is confronted with a large problem in
undertaking to sell the cigar manufacturing iMn
c^ntafners/'"^''''''"^ '^' lithographic features of the^

Not so many years ago we ventured to comment on
some changes that might be made by a good artist on a
hallowed and nationally known label, and we bareh
escaped being thrown into a vat of tx)iling oil Now
that we are away from the danger of l>eing i)recipiiate.i
into the bubbling tank, we still think that a lot can be
done to package cigars more attractively.

Aside from the nationally advertised brands, and
those widely known in various secpiestered territories
It IS certainly not to be denied that thousands of brands
are sold on price alone, and with little to recommend
them except that fact.

It is an old adage that merchandise well displayed
i.> hall sold. And by that same token a vast numlxjr of
he cigar outlets of the country operate at a disadvan-
tage because they display for the potential buyer a
prosaic array of lifeless labels and an equally inditfer-
ent-looking package of cigars beneath them. '

\\hen the debutante.^ of the country have their
-coming out" parties, the financially-minded mothers
do not exhibit them to the eligible scions of the ances-
ral and newly-rich (pardon the newly-rich business)
lainilies in a gingham dress. Far from it! Even if
they have to hock the family jewels or put a third mort-
gage on the old estate, daughter is gowned in the finest
creation that the modistes of Paris can create. (Or at
least a copy, if the family treasury is at a low ebb.)
And the sale IS usually made shortly thereafter. (For
urther details see the .society pages of vour Sumhn
newspaper.)

. The trend towanl modern pafkagin^ is so evideni

... so many other fields of ...erehandis^n^r that we ha".

el tor a long time (hat the eigar industrv has nog

iected many opportunities 1., put their good cigars in

eustoTer '""'■''''-■ ^'"' ""•^*^"' •"""■■ '•"'«"""'

We believe that it would move cigars aloii" at ii
...ucl. taster rate not only from^a standpoint of^singl
-ales but by the box as well. *"

.•a.,her"«'' ii"i ^m'' l""' ""■ '" "' "'•' '"I' "f "'e "thog.
uphers, and all others who sell decorative <ig„r con-
tainer matenals to the cigar manufacturing industry

\\e don't think that it is going to be an easv^ib
but then alter all most worth while things are aUn.:

™id"'* R ,'.' m" '"' ?^ """J'Preeiated effort has S
txpcnded. But there isn't any reason why the ciirflr

irt^T.?*'""'''"'' •'^" '"°''""' •""' 'hose best ,,ual ficd
f«ntl1 "'?„?'•?''«««'"'' '^re those who are thoroughly
lamiliar with eigar container decoration.

Tkt Tahotto Wtrtd

Retailers Plan Big Convention

W/7/ Open On June 11th, in New York

THE fourth annual convention of the Retail To-
l)acco Dealers of America has been moved from
Cleveland to New York and will be held at the
[f'ttel Pennsylvania, June 11th, 12th and 18th, it was
iioiincod by Wm. A. Hollingsworth, president.
The change in cities was made necessary by the
r.M't that the Republican National Convention, which is
to be held in Cleveland beginning June 8th, might well
I'onfiict with the R. T. D. A. convention.

Mr. Hollingsworth pointed out that Cleveland
would be the first choice for the 1937 convention.

Details of the 1936 convention have not vet lK»en
worked out, Mr. Hollingsworth said, but present plans
insure the largest convention yet held by the retail
tobacco trade in the United States. There will be a
dinner and dance, a luncheon to which will be invited
representatives of every division of the retail trade, and
certain spectacular features which are now being de-
v('lo|>ed.

Following are the members of the New York Wel-
come Committee; Moiris Bloomgarden, Jamaica,
N. Y. ; L<mis Hrody, Flushing, N. Y.; Joseph Bushell,
Bronx, N. Y. ; Eric Calamia, New York, N. Y. ; Edward
Castro, New York, X. Y. ; Irving Clayman, New York,
X. Y. ; Moe (Jordon, New York, X. Y. ; L. (iieen, Rich-
mond Hill, X. Y. ; Beriuird Horowitz, Xew York, N. Y. ;
Sam Katz, Brooklyn, N. Y. ; Morris Kleinman, Brook-
lyn, N. Y. ; Max Kohn, New York, N. Y. ; A. Lapidus,
New York, N. Y.: I. Michael. So. Ozone Park, N. Y.;
Meyer Michaels, Brooklyn, N. Y. ; Jack Miller, New
York, N. Y. ; M. Nachlin, Jamaica, N. Y. ; Robert I*o-
uran, Brooklyn, N. Y.; H. Reing, Brooklyn, N. Y. ; Jos-
' ph Saremsky, New York, N. Y. ; Bernard Schwarz,
Xew York, N. Y.; Hyman ShalTer, Brooklyn, N. Y. ;
Moe Weinstein, Brooklyn, N. Y. ; Morris Weiga, New
York, N. y.

The National Convention (Vmimittee is composed
of: Louis Klein, chairman, Cleveland, Ohio; Oscar R.
Andren, Portland, Me.; ?^e<l H. Barrows, Providence,
R. I.; Raymond Carlson, Butte, Mont.; Bert Cunning-

ham, Cincinnati, Ohio; George R. Curtis, Baltimore,
Md.; Clitford M. Dawson, Buffalo, N. Y.; Harold C.
Dean, Wilmington, Del.; C. H. Demuth, Lancaster, Pa.;
Benjamin Deutsch, Hoboken, N. J.; James L. Doinin-
gues, New Orleans, La. ; L. Eastep, Albuquercjue, N. M. ;
James H. Emmert, Okla. Citv, Okla. ; N. D. Eubank,
Atlanta, (hi.; R. O. Fielding, Seattle, Wash.; M. J.
Friedman, Yonkers, N. Y. ; Bernard Garfinkel, Chicago,
III.; J. J. Gayden, Columbia, S. C. ; Larry Goodman,
Milwaukee, Wise; Edward W. Gore, St. Louis, Mo.;
Paul II. (iraiiam, Springfield, III.; Louis A. Gretz, Los
Angeles, Calif.; II. G. Hall, Erie, Pa.; James Head,
New York, X. Y. ; C. II. Ilerndon, Greensboro, N. C;
Harry Ih-ss, Kansas City, Mo.; Otto Heuck, Boise,
Idaho; Wm. A. Ilickey, Davenport, Iowa; Max Hop-
penrath, Minneapolis, Slinn.; Harry A. Johnson, Syra-
cuse, X'. \. ; Harry W. Johnson, St. Paul, Minn. ; George
Jones, Philadelphia, Pa.; Leonard Kaufman, Portland,
Ore.; A. C. Keniker, Memphis, Tenn.; S. E. Kraft, Kan-
sas City, Kan.; George Kuntz, F^ort Wayne, Ind.; Rob-
ert T. Lankering, Paterson, N. J.; B. G. Leischardt,
Bowlinir (Jreen, Ky. ; Herman Lieberman, Detroit,
Mich.; \Vm. D. Lilly, Baltimore, Md. ; C. W. Linthicum,
Jackson, Miss.; IIa>iner Lowonhaupt, St. Louis, Mo.;
E. Luethge, St. Paul, Minn.; Samuel Magid, Philadel-
phia, Pa.; John Maute, Chicago, III.; W. H. Mclnerney,
Cheyenne, Wyo. ; T. R. McMullen, Los Angeles, Calif.;
Arthur S. Mever, New York, N. Y. ; Herbert Middleton,
Philadelphia,' Pa.; Frank B. Miller, Norfolk, Va.; R.
Carl .Mitchell, Washington, D. C.; H. J. Moifett, New
York, X. Y.; Charles J. Moye, Pittsburgh, Pa.; W. G.
Patterson, Birmingham, Ala.; James Ross, Denver,
Colo.; Fred K. Rowley, Duluth, Minn.; H. E. Rowley,
Boston, Mass.; I'. W." Saville, Salt Lake City, Utah;
Doane R. Shaw, San Francisco, Cal. ; L. T. Shirk, Lin-
coln, Xebraska; John F. Snyder, ButTalo, N. Y. ; A. R.
Stoinmeyer, Hartford, Conn.; Harry A. Tint, Philadel-
pliia. Pa.; L. G. Verrette, Manchester, N. H. ; W^ E.
Wallace, Chieairo, Hi.; J. T. Warren, Charle.ston, W.
Va. ; J. B. Williams, Reno, Nevada; Jacob Wishman,
jhester, N. Y.

Salesmen to Meet at the Shore

TUK fifteenth annual convention of the National
Board of Tobacco Salesmen's Associations will
be held at the Hotel Morton, Atlantic City, on Fri-
day, Saturday and Sunday, May Hth, 9th and lOth.
T. S. A. branches are located in Newark and Trenton,
X, J., New York (Mty, Philadelphia, Baltimore and
^yashington. Al>e Brown, national president of the
X. B. T. S. A., makes it known that the convention cmw-
niitte© Is planning a series of important sessions for the
salesmen and a wide range of social activities for the
womenfolk.

'/•i.v /. 1936

Members of the several tobacco salesmen's associa-
tions are urged to attend all sessions, while non-
members are cordially invited. The convention com-

«

mittee has arranged for exceptionally low hotel rates
as well as for exceptionally low railroad transportation.
It is necessary that reservations be made through Na-
tional Secretary Frank Sobel, 72 William Street, New-
ark, N. J.

Speaking of the aims of the association. Secretary
Sobel said: "W^e exact the following promise from our

(Continued on page 15)

Gains Mark March Withdrawals I Tobacco Stages Steady Comeback

Only large cigarettes fail to share in
climb of tobacco products; Class C
cigars record 10.55 per cent increase

CONTINUED growth of the popularity of tobacco
in all forms is reflected in the report of March
withdrawals for consumption, which shows gains
for all classes of tobacco products with the single ex-
ception of large cigarettes. The spread of the increases
extends from 31.93 per cent, for little cigars (4,330,813)
to 4.29 per cent, for snuff (136,506 pounds),
.u "^ilf^^^^.^f^ ^^^^^ ^^^ ^" classes of cigars was more
^^J'J^^ °'\"'''" ^^^ thousand— a gain of 23 million
84b thousand, or 6.38 per cent.

The^CIass A total was 354 million 541 thousand— a
gam of 20 mdlion 956 thousand, or 6.28 i>er cent. The
gain in Lnited States Class A cigars was more than
12. million 438 thousand, or 7.19 per cent.

Cigars :
Class A—

March, 1936

United States 334.364,0/0 4-

Puerto Rico 3.165.140 -

r'nilippme Islands 17,011,220

Increase or Decrease
Quantity Per Cent.

22,438,345 -|- 7.19
830.105 — 20.78
652.125 — 3.69

'T^*^' 354,541.030 + 20.956.115 + (,.28

Class B—

United State> . . . .

Puerto Rico

Philippine I.-.laiuls

4,752,257 —
8,400 —
4.703 —

37.150

105,550

21.880

— 0.78

Total
Class C —

4,765,360

164.580 - 3.34

United State^ 35,127.818 4-

pl!-r*''-^'S", ^^^^ -

r'nilippme Islands 17 026

Total 35,177,744 +

3,378.820 + 10.64
8. KM) —
14.500 — .. ■

3,356.220 + 10.55

Class D —

United States . . . ,

Puerto Rico

Philippine Islands

Total

Class E —

United States . . .

Puerto Rico

I'hilippine Islands

Total

Total All Classes:

United States

Puerto Rico

Philippine Islands

2.684.556 —
5,620 +

283.224 — 9.54

Xi2(i + v.'.'.

2,690.17f, _ 278,104 _ 9.37

237,751 —
266 +

23.841 —
206 -f

9.11

237,951

23.641 - 9.04

iw*^?l + 25,472.950 -f 7.24

3,20r..440 — 943.755 — 22.74

17.038.769 _ 683,185 - 3J0

Grand Total 397,412,261 +

Little Cigars:

United States . , .

Puerto Rico

Philippine Islands

23.846.010 + 6.38

17,795,720 -f
100.000 —

4.380,813
50,000

+ 32.66
— 33.33

Total 17.895,720

+ 4.330.813 + 31.93

Snuff (lbs.):

All United States

Tobacco, Manufactured dbs.)
United States ..........

Philippine Islands . .

Total

3,319,160 + 136,506 + 4.29

26,996.069 -f
26,996,069 4-

2,2(».240 +
1 —

8.91

2,«M,239 + 8.91

Tlie Class C total was more than 35 million 177
thousand— a gain of more than 3 million 356 thousand,
or 10.55 per cent. The increase in United States Class
C cigars alone was more than 3 million 378 thousand, or
10.64 per cent.

Gains for U. S. Class A and Class C combined to-
taled 25,817,165 cigars.

Cigarettes increased more than 993 million 435
thousand, or 9.74 per cent. Manufactured tobacco
gained more than 2 million 208 thousand pounds, or
8.91 per cent.

Large cigarettes, the only classification out of step
with the forward procession for the month, declined
10,380, or 4.43 per cent. The figures :

Cigarettes

March. 1936

Increase or Decrease

Quantity Per Cent.

United States 1 1.193,046,810 + 993.435.010 -f 9 74

Puerto Rico 400.200 4- 100.200 + ..'..

Philippine Islands 63,930 — 84 520 —

Total

I-arge Cigarettes:

United States . . .

Puerto Rico

Philippine Islands

.11.193.510.940 + 99.^.450.690 + 9.74

179.120 -I-
45.(K)0 —

Total

224.120 —

14.620
25.(MK)

10.380

4- 8.89

4.43

Agricultural Adjustment and Tobacco Sales Taxes

^ „ . Total col-

CoUected lected from

Month Total from dates taxes

r« j.^ of March July 1. 1935 were levied to

Commodity 1936 (final) (Fis. Yr. 1936) March 31, 1936
Tobacco (tax effective Oc-
tober 1, 1933)

Processing taxes $413.00 $13,156,759.49 $61,192.688 51

import compensating

r,**''*^* 5.36 55,552.36 447.240.95

I- loor taxes .59 13.810.09 2.400,1 19.97

Total, Tobacco

$ 419.05 $13,226,121.94 $64,040,049.43

Tobacco sale tax

(applied to 1934 and 1935
frops) $18,137.01

$1,214,761.29 $4,446,136.06

Internal Revenue Collections for March

Source of revenue 1935

J^!^*''^. $ 937,855.76

f'sarettes 33.580,630..34

*wuft 5^7 ^^ 72

Tobacco, chewing and smoking 4 859*325 13

Cigarette papers and tubes ' 70446 34

Miscellaneous, relating to tobacco 627 10

1935

$ 9,17,722.29

30,600.592.94

572.877.78

4,461.992.23

79,909.94

188.86

U. S. Withdrawal! for March

921..... 561,343,699

\922..... 529.162.381

^^^^ 547.514.691

1924 515.895.112

1925 504,30.^.979

!?26 564,224.856

1927 528,697.564

1928.
1929.
1930.
1931.
1932.
1933.
1934.

497,904.282
491.304,7«l
454,765,717
440.472.410
355,382.130
290,111.072
354,160.947

Analysis of monthly figures reveals
gains for all tobacco products in
1st quarter; watch Class C climbing

EVERY single class of tobacco products registered
a gain during the first quarter of 1936 compared
to the corresponding period last year, it is re-
M'uled by The Tobacco World's analysis of the figures
n'ltased for each of the three months by the Tobacco
Merchants' Association. The increases ranged from
l'J.5 per cent, for cigarettes (that gain being more than
:; l)illion 842 million) down to 1.8 per cent, for snuff
(.1 gain of more than 178 thousand pounds).

Cigar withdrawals were boosted during the three
months to a total of nearly one billion 119 million. This
was nearly 52 million more than last year, a gain of
-J. !» per cent.

To Class A, as usual, went the lion's share of the
iiHrease, its total of more than a billion 12Mj million,
representing a gain of more than 45 million 618 thou-
sand, or 4.7 per cent United States Class A cigars,
liowever, alone showed a gain of nearly 63 million 700

Cigars : 1st Quarter

Class A— 1936

United States 964.318.080

Puerto Rico 7,897,740

I'hilippine Islands 40,371,675

Total 1.012.587.495

(iass B—

lnited States 10.698,753

I'uerto Rico 108.900

I'hilippine Islands 49,953

Total 10.854.606

Class C—

I'nited States 88.321. UiO

I'uerto Rico 92,700

Philippine Islands 27,932

Total 88,441,792

CiMi D—

United States 6,453.831

I 'uerto Rico

Philippine Islands 5,830

Total 6,459,661

Class E—

I'nited States 579,626

Puerto Rico

Philippine Islands MO

Total 580,006

ttl .Ml CIas»e«;

United States 1.070.370.440

Puerto Rico 8.099.340

Philippine Islands . . 40,452,770

Grand Total 1.U8.922.550

I-ittle Cigars:

United State* 4B,\72,\06

Puerto Rico 572,400

Philippine Islands ...... .. ..

Total , 48.744.506

Increase or Decrease
Quantity Per Cent.

+

63.699,673

2.659,905

15.401,345

7.1
25.1
27.6

+

45,618,323

—

413,137

117,900

<W,023

632,060

+

7,098,684
15,700
18.828

+

7,054,156

+

7,753
4.903

—

23M

+

142,379
230

— •

142,149

4-

70.234,080

2.823.505

15,516.063

4.7

3.7
51.1
66.2

5.5

8.7
13.3
40.3

8.7

+ 51,894.512

+ 1,784.599
+ 22,400

**••••«

1.806,999

19.7

153.3

lf.7

7.0
25.9
27.7

4.9

3.8
4.1

3.8

thousand, or 7.1 per cent., the losses in Puerto Rico
and Philippine products bringing the average down for
the class.

It was in Class C that the largest gain, relatively,
was registered. United States Class C cigars reached
a total of more than 88 million 321 thousand, a gain
of nearly 7 million 100 thousand, or 8.7 per cent. Here
also, losses in products from the possessions reduced
the average. The three other classes registered de-
clines. But large cigars gained a million 807 thousand,
or 3.8 per cent.

Both U. 8. and Puerto Rico line up in the plus
column for cigarettes, the preponderant gain being
of course in IJ. S. brands, although the 280,000 in-
crease from P. R. represents no less than 46.7 per cent.
Large cigarettes also showed gains from both U. S. and
P. R., and in the total, amounting to 8.3 per cent.

Manufactured tobacco's gain was more than 3,351,-
000 pounds, or 4.5 i)er cent. The figures :

Increase or Decrease
Quantity Per Cent

1st Quarter
Cigarettes: 1936

Cigarettes:

United States 34,^>84,274,070

Puerto Rico 880,200

Philippine Islands 158,430

Total 34.685,312,700

Large Cigarettes:

United States 580,995

I'uerto Rico 76,000

Philippine Islan<ls

Total 656,995

Snuff (lbs.):

-Ml United States.....*.. 9,856,775

Tobacco, Manufactured (lbs):

United States 77.8h7.158

Philippine Islands 2

Total 77,867,1«)

Saanpling* via Newspapers

SAMPLING of a uni<|ue character is being done
successfully in the promotion of Garcia Grande
cigars through New York newspapers. There is
a coupon in the new\spaper advertisements, for w^hich
the reader can get a Garcia Grande from a dealer with-
out charge. The dealer, in turn, collects five cents for
each cigar he passes out for a coupon, from the manu-
facturer, Garcia Grande Cigars, Inc. The dealer thus
makes his regular profit from every cigar he exchanges
for a coupon. It is reported that the campaign, han-
dled by the Peck Advertising Agency, will be tested for
.several weeks in New York before expanding to a na-
tional basis.

-1-3,841,931,073
-1- 280,200
— 206,520

12.5
46.7
56.6

-f 3,842,004,753

12.5

-1- 44,653
-1- 6,000
— 100

8.2

8.0

• ■ • •

-f 50,553

8.3

-f- 178,766

1.8

-1- 3,351,719
— 1

4.5

+ 3,351,718

4.5

** Today's Winners,*' track result announcements,
which has been a feature of WMCA, New York, is now^
under the sponsorship of Webster-Eisenlohr, Inc.

The Tobacco WorU

"Call for Philip Morris"

Excerpts from a highly interesting
feature article in Fortune Magazine
and reprinted here by permission

REUBEN ELLIS used to say that ho hoped the
Philij) Morris company would never become so
large a manufacturer that it would lose its \K'V-
sonal touch with the tobacco dealers. (There are some
6U0,0Ul) of them in the V. 8.) It was his boast tliat lie
could cash a check in any tobacco store in any city of
more than ,")0,U(M) jxijiulation. lie i)laced a high value
on the friendly relations with the trade which he and
L. B. McKitterick had built up throui!:li thirtv vears of
handshaking and which remain today one of Philip
Morris's most distinguishing characteristics. They
learned the fi-iendly technique when they sold for the
Trust, they turned it to account when they built up
Melachrino, they peifected it at Tobacco Products, and
they put it to its most brilliant use when they launched
Philip Morris. Mr. Ellis droppetl dead in 1933, but his
theory of friendly salesmanshij) lives on, not only in
Mr. McKitterick, who succeeded him in the presidency,
but also in most of his eight vice presidents.

Of these eight, seven are former salesmen, six are
currently sales numagers, and five came to Philip
Morris by way of Tobacco Products (or Tobacco Prod-
ucts Export Cori).).

First Vice President Otway II. Chalkley, who was
born in Richmond, Virginia, is the only officer with a
leaf-buying and manufacturing background, a distinc-
tion that creates for him a special welcome among the
factory heads at Kichmond when the vice presidents
come down to look over the plant.

Vice President Martin .1. Sheridan, in charge of
advertising, came to Philij) Morris by way of Conti-
nental, but it was his numy years on the road (he owned
and sold Barking Dog i)ipe tobacco — "Never Bites")
rather than his knowledge of leaf and blends that
reeoniniended him to Mr. Schulte when Continental was
formed.

Mr. Alfred E. Lyon, who serves as head sales mana-
ger from New York, perhaps exemplifies the qualities
of all the remaining vice presidents. Extraordinarily
affable, he is valued for his ability to win over jobbers,
dealers, and night-clul) cigarette girls with equal suc-
cess.

PHILIP MORHIS was offere<l to the trade at $6.85
a thousand (less 10 and 2 per cent.) and has yet to
be offered at any otlier list price. At fifteen cents
retail, that gives the jobber an<l the retailer a combined
margin of $.0292 a i>ackage. (In practice the average
jobber takes only .$.004 of this margin, tlie retailer the
rest.) It was Mr. McKitterick 's firm intent to maintain
this margin by refusing to sell to price-catting outlets.
To affirm this jwlicy and attempt to gain nationwide
distribution at the same time obviously demanded a
large measure of selling finesse, and it was in steering
this course that Mr. ]McKitterick found reason to be
glad Mr. Ellis had surrounded himself with tobacco
salesmen of the old school. Philip Morris has 5000 job-
ber customers; Mr. Ellis was good old Rube to prac-
tically every one of them, and Mr. McKitterick w^as
(and is) good old Mac. The English Blend was placed

10

tenderly in the hands of the jobbers with the highly
l)ersonal understanding that it was Rube's and Mac's
baby and that if they loved Rube and Mac they woukl
not allow it to be sold for less than fifteen cents.

THE purpose of a hygroscopic agent is to attract
and retain moisture in the tobacco. In most
cigarettes the hygroscoj>ic agent is glycerin. But
Mr. AicKitterick had heard tell of a certain complex
organic chemical — like glycerin, one of the higher mem-
bers of the family of alcohols — called diethylene glycol.
And he had also heard that it had more hygroscopic
])ower than the glycerin of which it is a distant relative.
So far as he could learn, it had never been used in the
nmnufacture of cigarettes. He presented the problem
to the new chemist of his Richmond i)lant. Dr. Richard
M. Cone, who told him that diethylene glycol was not
only more hygroscopic than glycerin, but was otherwise
superior to glycerin in that it was chemically incapable
of giving otf in combustion an irritant known as acro-
lein. Mr. McKitterick then asked Mr. Dinwiddie to
nuike up a batch of cigarettes cased with diethylene
glycol. The men at the factory i^ronounced them mild
and palatable, and Mr. McKitterick began to use
diethylene glycol instead of glycerin in the English
Blend. He subse<juently nuide'the switch in all his
other brauds.

THE bellhop and the slogan 'H'all for Philip Mor-
ris" date back to a 1919 poster but disappeared
in the twenties with the decline of the Oxford
Blue and Cambridge brands. When the precipitate suc-
cess of the new blend dictated the shift of Marlboro's
radio time to Philip Morris in March, 1933, Milton
Blow conceived the notion that a human voice, crying
"Call for Philip Morris" through a microphone, would
give the old slogan an immediacy that it never had in
print. Kenneth Goode, who has* been Philip Morris's
advertising consultant since 1924, embodied the poster
idea further in a real page boy in the original English
uniform. In<piiring for the "best l>eUhop in New York
City," the two advertising men were directed to the
Hotel New Yorker. Here they found John Roventini,
a dwarf.

John Roventini is now twenty-five vears old,
weighs fifty-four pounds, and is forty-three inches tall.
He lives on Seventy-sixth Street in 'Brooklyn with his
father and mother and sister and two brothers all of
whom are of normal height and all of whom John sup-
ports. He is also paying off the mortgage on his
mother's house. When Messrs. Biow and Ooode found
liim, he was making around $25 a w^eek as a callbov
and was known as a very good callboy not only because
of his metallically sunny dis|)osition but also because
of the reniarkable carrying i>owor of his voice. When
Messrs. Biow and Ooode heard him give his interpre-
tation of their slogan, they hired him for the program
at once. His call, with no change whatever in timing,
tone or modulation, has been heard on every Philip
Morris broadcast since.

The Tobacco WorU

May t, /pM

rt

Cigar Progress Board Meets

Joseph Kolodny appointed administrator

are

the

THE first mooting' of the Cigar Progress Board,
consisliiig ol' rcijrt'sciilativi's of the cigar manu-
facturers, wJiok'sale distributors, and supply
houses, was held at the Aldine Club, New York City, on
April 16th. Inasmuch as this was the first oflficial
meeting, a great deal of time was naturally devoted to
the formation of projier organization and consideration
of i)lans of procedure. The group proceeded with the
election of officers and the following were unanimously
chosen :

Administrator of the Cigar Progress Board and
ex-officio meml>er of all connnittees — Joseph Kolodny;
treasurer, George B. Scrambling; Finance Committee!
Salter Poi)i)er, E. Popper & (^o., New York City; Mel-
vdle Rogenshurg, E. Kegvnsburg & Sons, New York
City, E. A. Kline, E. A. Kline Co., New York City.

Since the Cigar Advisory Connnittee will rotate its
terms, the first iiroup to serve for the quarter of April,
May and June consists of: Harrv Rothschild, Bayuk
Cigars, Inc., Philadelphia, Pa.; T. E. Brooks, T. E.
Brooks & Co., Red Lion, Pa. ; Melville Regensburg, E.
Regensburg i<: Sons, New York City.

The AVhoIesale Tobacconists' Advisory Committee
— which will also rotate its terms— will be represented
during the first (piarter }>y (ieorge B. Scrambling, Allan
Davis and Samuel Wasserman.

AuKMig a number of pertinent subjects, the finan-

cial fund was given prolonged deliberation. It was the
observation of all participants that leasonable con-
tributions will be forthcoming from the entire industry
including the supply houses.

Another subject of vital significance which received
a great deal of consideration is the literary phase of
the activities. A preliminary program has been ap-
inoved which will be released within a short period of
time.

At the close of the meeting, Jos. Kolodny said:
''The cigar promotion plan is a project affecting the
interests and prosperity of the entire industry. It is
the first unified effort of all branches of the cigar trade
set up for the purpose of aiding in the revival of the
industry. To aid the Cigar Progress Board in this
task, I am inviting all the elements in the industry-
manufacturers, distributors, retailers, salesmen, sup-
ply houses, consumers, trade publication editors, fac-
tory employees, and all others— to please do the fr)l-
lowing :

*'l— YoJu»t<^<?i' constructive criticism. We want
your opinions. We want your remarks and we want
your suggestions.

**2— In conveying your opinion, you may either
write us, phone us, wire us or else if you ])refer to ex-
press your thoughts in person, phone this office for
an appointment and it will be arranged for you."

IjfOOD salesmen in every line
are again looking upon the high-
grade eigar as an important
asset in their selling. Smoking
El Producto is an outward sign
of success that is recognized
wherever you go. Get the trav-
eler's business with a line-up of
El Producto.

G.H.P.
CiKwrGo.

Inc.
PhiU.»P«.

PROPUCTO (%mi

^ real enjoyment /

u

The Tobaeto World

|gars

Ml pleasurable

economical
Im of smoking.

BAYUK BULLETIN

Devoted to the

best interests

ofthemenwho

Hell cigars.

bsnedVnO

MAY 1, 1936

Prepared (wire a month

HULOFAX

[fhe Retailer^s Friend)

[\

SAYS

When, as a Salesman,

you start out in the

morning, do you scheme

and study, propose and

j)ian, determine to your-

.elf and demand of

yourself to corral so

Iny ordcr^^? As Abe Brown puts

-"I'll go home when I get 45 or-

s" or "I won't go home until I get

[orders."

lake a bet with yourself on your
ability and then WIN THE BET!
Kht, Abi ?

tien, there's Charley Cox, the
ang war horse, who says — "I won't

lunch until I get 23 orders." From
(t reports, Charley hasn't starved
\\ It Can Be Done!

R. C. from the Middle West
»rs this sound philosophy or
ipin — "There's a wide distinction

reen the orders we take and Uie
Urs wc SELL."

fes sir, A. R. C, you said sumpin
you're cither an O. T. or a S. S.

Phil'll place a little wager YOU

not an 0. T.!

\. M. C. writes in to inquire if any
I the i(kas from the brainless brain

Prof. H. E. 2^nutt are for sale.

in being interviewed, the Professor

i— "My Patents Unapplied For are

for sale. They are priceless and,

[a philanthropist, I give them to all

Tering mankind who can operate

*I ran across a dealer the other day
told me to favor him by putting
of my posters on his window.
bt was wrong with that Dealer,
so asks B. O. D., and Uie
rer is — "Nothing wrong with the
iler or I he poster."

een doors keep the flies out and

|ng the customers in . . . the one

had lii » year, okay for this year?

^ybe a It tie paint job will tone it

a bit.

)ecoration Day will soon be here
limber up those seUiiMt talks on
in by the Box."

I don't sell aiij of tiie popalar
inds of cigars . . . they cost too
^^ Phil wonders if that "mer-
uit dotsn't really mean that ha

»n't sell ANY ci^ral

[^Cigars ARE the most pleasurable
Gnomical foim of smoking" —
new ronverts to this platform

»t€rday! Howmanydidyougct ?

(TiU,^^

lk.B.1.

GOOD SALES
IDEAS ARE
NEVER OLD

There's probably not a brand
new selling idea under the sun. But
there are a whale of a lot of old
ones that have stood the test of
time. Take one of these old-
timers, give it a slightly new slant,
and you've often got something
better than you could think up in
a month of rainy Sundays on a
desert island.

A case in point. Joe Manley at-
tached himself to the sales force
of a certain cigar distributor just
about the first of this year. "I've
got an idea I'd like to try out,"
said Joe to Charlie Grant, the man
whose route he was taking over.
"Who's the first customer on the
list and how many of our cigars
does he sell?"

"Doc WiUets," said Charlie,
"and he does about 1500 a week."

"Could he sell 2000, do you sup-
pose?"

"He could if he didn't have lead
in his pants. He could sell 2000 or
maybe 2500 if he'd only push 'em."

"I see," said Joe. "Well, when
you introduce me don't tell him I'm
taking over your route. Just tell
him I'm doing a special job for
the firm."

Introductions over, neither
Charlie nor Joe said a word about
an oi^er. Joe went right into his
dance. Said Joe: "Mr. Willets, the
firm sent me here for just one pur-
p<Me — and that is to help you sell
more of our cigars. We figure we
can raise your weekly sales to 2000,
maybe 2500. I don't suppoie you
have any objections?"

Doc Willets laughed, "I dont
care if you sell a million. But how
are you going to do it?"

"Fine," said Joe briskly. "Let
me set up this little three box dis-
play here on your case. And let me
slap this p<»ter on your window.
If you don't sell at least 2000 of our
cigars this week. 111 eat *em."

Willets had ahready ^ven his
consent, albeit doubtfully. He
couldn't, with good grace, withdraw
his permission. Up went the dis-
play and the pofUr.

THIS IS NOT A FISH STORY

Two fishermen! They fish the
fame stream. One catches minnows
and the other snap whales. It
must be the bait!

Two eigar dealers in the same
street. Pretty much the same kind
of stores. For the past few months
A's cigar sales have shown a steady
increase. B's sales remain about
stationary. It must be the bait!

In the interests of science, the
Bulletin sent around a nosey news
sleuth, disguised as an ordinary
customer, to see what kind of bait
A was using.

"Gimme a Usmokem," grunts the
news sleuth slapping down a

quarter. The dealer passes out a
box of Usmokems. "How about a
five pack of Usmokems?" suggests
the dealer. "O. K." grunts the news
sleuth and walks out — plus a five
pack and minus his quarter.

He drops in on dealer B. "Gimme
a Usmokem," grunts the news
sleuth slapping down a quarter.
The dealer passes out a box of
Usmokems. News sleuth takes one
cigar and walks out — plus one
cigar and twenty cents change,

"It mist be the bait!" mutters
the news sleuth to himself. You
bet, it's the bait!

For the entire week Joe Manley
and Charlie Grant put on their act
with one after another of Charlie's
customers. The route broke out in
a perfect rash of posters and three
box displays. When Joe covered
the route the next week, he merely
said: "Charlie Grant has a new
route so I'm taking over this one.
But I still feel my real job is help-
ing you fellows sell more cigars."

The Sales Manager, who told us
this story, says Joe isn't yet high
man, but he's showing a bigger in-
crease each month than any other
salesman on the force. We don't
doubt it.

BATUK BHAFIDS BUILO •U81NKS8

Baynk PUUiet
(BATUK raiLAOBunoA nancTO)

Havana RIUmmi
Mapacuba

Charles Thomsoii
Prince Hamlet

FATHER'S DAY

IS ON THE WAY!

Before you know it, it will be
Father's Day. It's the third Sun-
day in June, to be exact. But long
before that, the haberdashers and
the department stores will be blos-
soming out with "Give him this or
that for Father's Day" signs. If
you aren't real careful these for-
ward-looking merchants will be
taking in the dollars that you
should be getting for Father's Day
boxes of cigars.

Why not get the jump on 'emf
Start thinking now about your
Father's Day displays. Start figur-
ing out a few bright little sales
talks to spring on your customera.
Lots of them have fathers, you
know.

And even before Father's Day,
there's Memorial Day^ — the first of
the long week-ends, when progres-
sive retailers make big killings in
box sales. What are you going to
do about Memorial Day?

TIGHT BINDING

LiGHT-rmoF, MommE-rmoF reynolds^::^

METAL WILL PROTECT, MODERNIZE, ANU^^^

BEAUTIFY YOUR PACMGE. WE HAVE ANS"^^

INTERESTING AND PROFITABLE STORY FOR^^^

WIDE-AWAKE MANUFACTURERS. WRITE. S^^ m o d e r n

Sac ^ Packaging
^o. •M and Display
•e — * Service

The Utmost in Quality and Service

Cisar Labels and Bands (New and Dis-
continued), Cans, Cedar Lininss and
Section Boards, Glass Jars, Tissue Wraps,
Gum Trasacanth, Bundle Straps, Boards,
Knives, Cutters, Blades, Molds.

Hundreds of designs of labels
ready for Immediate delivery

American Rox SgPPJY Cst:

3000 EAST JEFFERSON AVE., DETROIT, MICH.

*'What a welcome visitor
The Tobacco World
must be to wholesalers and
retailers !

**If they are only half as
interested in reading it as
we ourselves are, we're glad
our ad is in it regularly" —

says an advertiser.

-d'A

PICK & PAT

HOW'S BUSINESS?

BrsiXKSS is licttinu: better. Since the first of the
year, Printers' Ink lias heeii collecting the an-
nual reports of leading- advertisers. At the pres-
ent time it has accumulated 3(M) of them. Included in
this collection are representative manufacturers of all
types of iioods and ccunmodities. It is interesting, says
Pr'mtrr.s' luk in its April 2 issue, to look at the earn-
ings figures of these corporations, for beside them, all
the opinions, signs, hunches, speculations and hopes as
to the state of business, wliich have so clouded the air
these last few years, fjuh' into insignificance.

An analysis of the profit-and-loss statements dis-
closes that 2<>cS of these advertisers reported 1934 ii.-l
])rofits of $8(;2,H84,(;JK?, and deficits totaling $83,491,091,
leaving a black-ink net of $779,.39;MH)2.

For 1935 the same concerns reported net profits
of $1,17(5,420,874— an increase of $313,r33(J,181— and
deficits totaling $20,4 7 1,7. ■),*>— a decrease of $G3,019,336.

Thus the over-all picture is this: A net improve-
ment for the year of $37fi,5r)."3,r)17, or, translated into
|K?rcentages, a 48.3 per cent. gain. How's business?
The figures speak for themselves.

The foHowinu table lists the fourteen tobacco prod-
ucts companies included in the Printers' Ink tabula-
tion:

Company 1934 1935

Aim-rican tiKar Ca $ 2.018.022 $ 2.614 9(.4

.■%nierican Tobacco C. 24.0«4.2H<) 24,282.043

Axton-Fisher Tobacco ft. l,46990f> SH '>J

Bayuk Cjgars. Inc '9A\'.>9H 1.022!544

Benson & Hedges yy^ p 19 q jo

ConRress Cigar Co. 17.406 185!951

Consohdated Cigar Corp 778.217 553.142

General Cigar Cu. 2.333,545 2.076. 1 3 1

Liggett & Myers 1 uhacru ( o 20.(M^,.f,91 16.856,543

. ■«'«■•' lard Co 2.833.318 3.053.7.)9

\ -'; *^J?>7»oWs Tobacco to 21.536.894 23,896.3''8

w %♦ I n T f" 3.411.116 3.593.040

w 1! . 2^"*''. l"*" , '> '^''.734 22.8<il

Webster-Eisenlohr. Iiu |) i2o.l58 D 90,lul

$79,414,521 $7%^m

H

"YOUE HIT PAEAD2"

FRKDDIE RiCir and his orchestra have been
signed for the new series of '*Your Hit Parade"
programs, to be presented over iiinetv-one sta-
tions of the Columbia network each Saturday, begin-
ning May 2. As previously announced, this program
broadcasting the fifteen biggest song hits of each week
will Im? sponsored by the American Tobacco Company.

Tki Tobacco WorU

it

I

ik^.

W- \\

in ''PIPE SMOKING TIME

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with the
Increasing sales of • • •

DILLS BEST and MODEL TOBACCOS

STILL BLAMING IT ON EVE

WO.MKN are doing pretty well for the tobacco
business, w rites R. M. Blankenbaker, in an ar-
ticle in April Advertising & Selling, advocat-
ing, among other things, that whiskey advertising
should promote the thought that whiskey is a women's
drink. The chief reason is that the tobacco business
otYers them cigarettes, and the invitation is a welcome
one. They don't have to chew, smoke cigars, or suck
sun IT in order to enjoy the weed. Now the lady can
liavc a light, clean, quick shot of nicotine, or whatever
it is, that doesn't knock her head off or make her look
or act ridiculous or offensive.

Furthermore, the fact that they have to hand cigar-
«'ltcs to the girl friend keeps many men smoking cigar-
ettes who otherwse might turn to cigars. You can't
uive the ginmie gal a cigar. She wants a cigarette and
it seems silly to carry both. Result : smoking of cigar-
ettes by women also increases smoking of cigarettes by
ihc men.

(Continut'tl from page 7)

initiates — 'that I will not deceive, defraud or otherwise
harm this association, its mendwrs or my employer — I
will not use unfair methods in making sales — I will not
speak ill of a brother salesman or condemn the mer-
chandise he sells.'

"He is further told that the objects of this associ-
ation are to promote the fraternal, social and commer-
cial interests to the end that we may cultivate and pre-
serve within our organization that mutual respect and
brotherly feeling that will make for our greatest sue-

**The N. B. T. 8. A. sponsored the tobacco shows
in the early 192()'s and were the first to tie up Father's
Dav with the tobacco industrv. It aided the R. T. D. A.
and the N. A. T. I), in their early stages, morally and
financially. It was successful in getting the motion pic-
ture industry to take the cigar out of the mouth of the
gangster and to \m\ it in that of the gentleman.

"We are sponsoring lowest rate Idanket insurance
lur the entire industrv.

"Our employment facilities are such, that no T. S.
A. mendjer is ever unattached for any length of time.
To employers — manufacturers and jobl)ers — T. S. A.
guarantees the honesty, integrity ami sincerity of its
niembers as salesmen. ' '

OUK BIOH-GIADE NON-EVAPOKATINO

CIGAR FLAVORS

Make tobacco ai«ICo%v and amooth In charactair
aad Imparl a most palatable flavor

FUYORS FOR SMOKING ud CHEWING TOBACCO

Wrtte for Liat of Flavora for Special Branda
ftlTUN. AIOMATIZEI. BOX PLAVOBS. PASTE SWEETENBIS

FRIES 8k BRO., 02 Reade Street, Ne%v York

The Standards of America

UriUtrri r^ltTY TF^F^ Eft 1760

till Rm4 mill V |\l I I M H Eft 182S

Gill t k£% kJl 1 Vy 1 i Eft 18S1

ALL OF THE OLD ORIGINAL

Maccoboys— Rappees — Hi^ Toasts
Strong. Salt, Sweet aod Plain Scotches

MMalMtwW by

OEORGB W. HELME CO,

III PUlh Avaaaa. Naw York

Classified Column

The 'ate foi chu column is three cents (3c.) s word, with
■ mininium cnarge of seventy-five -rents (75c ) paysbls
strktljF in sdvsncs.

POSITION WANTBD

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

Quality 2 for 5<^ Cigars

BY P. LORILLARO COMPANY. INC.

■Mr cunncNCV

Meeting the public's demand

for quality cigars

moderately priced

Our other Popular 2 for 5^ Cigars
JAMES G. BLAINE • LA FRAOSA • SARONA

SCHLEGEl

LITHOGRAPHINC

3

\ BROADSIDES
\ BOOKLETS

CORPORATIOr

COUKTER /
DISPLAYS /

\ LABELS

/ WIHDOW
/ DISPLAYS
/ DIRECT MAIL

SCHLEGEL BLDa

374-380 Second Ave.

HEW TORE

Algonquin 4-9226-7

1

/

CARTOffS /

CAR \
CARDS \
POSTERS \

AUTOKRAFT

CIGAR BOXES

Boite Nature
Cedar Chestt

Novelty
Wrapped

Are Outstanding In
Ouality-Design-Cost

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago, III.
Detroit. Mich.

Ilellam, Pa.

Hanover, Pa.

Philadelphia, P«.

Wheel inc. W. V«.

NEW CirSTOMS, NEW PLANS

{Confivurd from Page 6)

(listrilmtors and retailors io put forth new efforts in
every direction to stimulate and to take full advantage
of the natural improvement that has taken place.

With a revived interest in merfhandisin«j: cigars,
from every individual in the business; new and practi-
cal fixtures for the proper care and (lisj)lay, and a real
sincere co-operative effort on the part of all interested,
this business can be made profitable for all of us.

As a member of the N. A. T. 1). and the t'igai-
l*rogress Board, 1 am very much eneouraged by the
formation and adoption of ways and means for pro-
moting cigar sales, under the leadershij) of Mr. Jos.
Kolodny, secretary of N. A. T. 1). This movement
now has the sincere backing of all manufacturers and
distributors and if all dealers, retailing cigars, com-
bined with the two other elements in the efforts of this
Cigar Progress Board Plan, I am sure that tliere is u
much brighter day ahead for the business.

All details of this promotion jilan i« now in the
proci'ss of being placetl before every one, earning anv
part of their livelihood from the sale of cigars. 1 say
again that it is my opinion that if the cigar promotion
plan receives the sui)port that it deserves, we will ex-
jjerience a very great improvement, financially as well
as mentally in this business.

The plan is no miracle and will not accomplish all
of the desired results over night, but, the i)lan is sound
and if religiously followed out, will, in due time, re-
store our business to the profitable and respectful
status tliat it deserves.

ftf

"THE CASE OF SPUDS"

TIIK Axton-Fisher Tobacco Company gave the
cigarette industry the surprise — and perhaps the
shock — of its life a few years ago by boldly and
aggressively moving into an overcrowded market \v'ith
Spuds, a mentholated cigarette. Relatively speaking,
there was no market for mentholated cigarettes; an<l
so Colonel Axton built one by means of a program of
advertising and merchandising that was the talk of the
country. So workmanlike and thorough was his l)uild-
ing that mentholated cigarettes and Spuds were univer-
sally regarded as synonymous terms; Spuds meant
mentholated cigarettes and vice versa: Spuds, to all
intents and purposes, came very dose to being a generic
trade name and thereby had almost a priceless advan
tage over competitors.

It was only to be expected, therefore, that Spuds,
the newcomer, would grow fast. It did grow fast — so
very fast that it eventually ranked fifth in output, sales
and profits. Meanwhile the advertising waxed stronger
and better; the company kept vigorously hammering
away further to extend its already great market — it.n
own individual market, if you please. Then Colonel
Axton became ill, and feeling that the hand of death
was upon him, seemingly faltered in his aggressive pol-
icy; the old enthusiasm for more and better advertising
grew steadily less.

Meanwhile Kool.s, another mentholated cigarette,
invaded the Spud market. Kools came along very fast.
Its manufacturers launched a brilliantly conceived and
courageously executed advertising program. The pro
gram was complete, thorough and well rounded out-
including, among other things, a premium plan.

— An Editori^ from Prmters* Ink,

0. 0. McINTYRE

(The following paragraphs, touching on snuff and
(ilhcr tobacco products, are reprinted here by permis-
s'lnii of the McN aught Sgndicatr.)

I SAW an unashamed snuff user in the foyer of the
Hilt more the other evening. He was of the old
school, a gold-headed cane dating him, and listen -
iim lo an orchestral concert with a chattery Katharine
Hepburn-looking companion. He carried his tortoise
>liell snufT box in a vest pocket and twice opened it
vlif)\vily for pinches which he carried with a seventeenth
((■lit my laced cuff flourish to his nostrils. A bellboy
nitl he was a regular visitor from New Orleans and
< \ . I > l)odv called him Colonel. A Charles Dana Gibson
4aMl>lo with goatee and thick stock of hair.

So far as known,
Lillian Russell was the
lirst American feminine
celebrity to smoke a
cigar at private dinners.
She never indulged in
public. Cigar smoking
today among women is
no longer catalogued as
curiosa. ( 'obina Wright,
of the Social Register,
often lights up a man-
sized panatella and han-
Zdles it with Joe Can-
iKMi deftness. One of the more serious women stars
( nlins herself before curtain rise by puffing a fragrant
Havana perfecto and there is a hoyden of the movies
who l»urns up rat-tailed stogies when with friends she
feels won't "peach." One of whom, ha, ha, told me.

• • •

T(m1 AVoodyard, young publisher, an authority on
-iiutT lore with a library shelf on the subject, tells me
-iiuff Using is far from a lost art in America. In 1934,
r«»i- instance, more than forty million pounds were used
and earnings totaled seven millions. The modern snuff
users — two of the big names among orchestra leaders
indulge — holds his pinch in his cheek. Only the old-
timers actually snuff. Included in the list of illustrious
sniitTors through the years are Ben Jonson, Frederick
tho Oreat, Napoleon, Voltaire, Talleyrand, Swedenborg,
Lafayette and Mary Lamb.

• • •

The thimble pipe for Milady — wasn't Irene Cas-
ti<' first with it? — ^made a fumbling bow several years
i'-n. but quickly withdrew. Theatrical press agents
Nyoiked overtime exploiting news pictures of chorines
liuliting up. Avenue tobacconists displayed various
iiiodels in their windows and a literary lady who had
jii«^t authored a risque book appeared here and there
^vith one. But the idea was a mild flurry that died
a-bornin*.

• • •
Many of the heaviest male cigar smokers are of the
I aire, gueh as John Drew. Of the moderns, Frisco,
\ntli his *'heaters,*' probably tops the list, lighting one
Jip^m awakening and puffing chain fa.shion until he
snaps off the bed lamp at night. Joe Laurie, Jr., is a
itinnorup, seldom without one in full glow\ Robert
^V()olsey is another, as is Bobby Clark. And, of course,
iliere are George Jessel and Francis Albertanti, who
ptiff the fastest, longest and fiercest made. One after
another. Awk I

SPRUCE UP
Your Ci^ar Box

Brighten it

Lighten it

Feature it

With SPRUCE LUMBER

Newest and Best
IT'S MODERN PACKAGING

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J.

Cigar Box Lumber for 63 yeai«

SPECIFY SPRUCE

EMablUKaJ 1886

"BEST OF THE BEST"

A. SANTAELLA & CO.

Offic*. 1181 Broadway. Maw York City

FACTORIES Tampa and Ktg Wt»t. Florida

155 Jtlu Str«l, N. Y. G^

Uutria 144, Hama, Gib

HAVANA
TOBACCO

ROTHSCHILD- SAMUELS -DUIGNAN, INC.

Lm SMMcb. rKt-ProMwl

nhM SaMHb. fKc-hoyal
Qm. W. Hm^m, Sec mk Jxm.

n

^

Tobacco Merchants' Association
Registration Bureau, Ntw^YokTaxY

Schedule of Rates for Trade-Mark Services
Effective April 1. 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowftncc of $2 will b« mad* to ■•aibcra of tka Tobaees Mm-
ehftota' Aatociatioo on each rcgittration.

Note B— If a report on a aearch of a title necessitates the raportiac of aaere
than ten (10) titles, but less than twenty-one (21), an additional charga af Cm
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31). an additional charge of Two Dollars
($2.00) will be made and so an additional charce of One Dollar ($1.00) will be
made for every ten (10) additional titles necessarily reported.

RENEWAL REGISTRATIONS

LORD MACAULEY:— 46,533. For cigar.s. Registered by Webster
Eisenlohr, Inc., Xew York. X. Y., .^pril 20. 1936. (Originally reg-
istered on January 31. 1889, by Weigner & Kander. New York,
X. Y., and transferred .\ugust 17, 1912, to E. Kleiner & Co., New
York, X. Y.. predecessors of Webster Eisenlohr, Inc.)

CORNFLOWERS:— 46.534. For cigars. Registered by Webster
Eisenlohr, Inc., Xew York, X. Y., April 20, 1936. (Originally reg-
istered March 1. 1883. by Sutro & Xewmark, New York, N. Y.,
predecessors of Webster Eisenlohr, Inc.)

EIGHTEEN CARAT:— 46,537. For cigars, cigarettes, smoking and
chewing tobacco. Registered by Webster Eisenlohr. Inc., New

?oo^^'\*^' ^ ■• '^P'"'' -^' ^^^^- (Originally registered February 10,
1880, March 1. 1883, and 1884. respectiyelv, by Sutro & Newmark,
New York, X. Y.. predecessors of Webster Eisenlohr, Inc.)

^^?^^*^^^*~^'^^- ^'^'" <^'Kars. Registered by Webster Eisen-
lohr, Inc., X'ew York. X. Y.. .April 20, 1936. (Originally registered
August 8, 1905. and September 12. 1905, respectively, by Y. Pendas
^^arez. New York, N. Y.. who had transferred this trade-mark
*?. the Webster Cigar Co., New Ywl^ N, Y.. subsidiary of Webster
Eisenlohr, Inc.)

LA MIA:— -46,539. For cigars, cigarettes, smoking and chewing to-
r'^'^f-.^^^^]^*^'"''!^/.'^^'^*'^*^'' K'senlohr, Inc.. New York, N. Y.,
^o ir^c 1936. (Origmally registered September 10, 1901, August
29 1905, and September 19. 1905, respectiyely, by Y. Pendas &
;h2'\v\ ^^V^ '''■'' V^- \r '''^" '^^^ transferred this trade-mark to
Ei^eil t 7 S'^^' • ^^'''^' ^- ^•' ^"^^•d'a'-y o« Webster

TRANSFERRED REGISTRATIONS

PERSONALITY. --16,376 (Tobacco World). For cigars, cigarettes
cheroots stogies, chewing and smoking tobacco. Registered Octo-
ber 6. 1908 by American Litho. Co., New York, N. Y. Transferred
by Consolidated Litho. Corp.. Brooklyn, N. Y.. who had taken oyer

nlf'^/V T ^^Pf/*"!^?* f^\^*^ original registrant, to Schwab,
Dayis & Co.. Inc.. Xew York, N. Y., April 20, 1936

^i^.^^^?^ LEE:-24.595 (Tobacco Leaf), and 27.770 (Trade-Mark
16 ?inV u I ^'^•'■'- ^'?"^"«^ ="<» tobacco. Registered January
16, 1903. by American Litho. Co., New York. N. Y. Transferred

?h';^i;'r'i'*Kf i-'**^"- Corp.. Brooklyn. N. Y., who had taken oyer

Dayhll ro tL l^'*"'v * .""^JHr ^''i^'"*' registrant, to Schwab.
Jiavis & Co., Inc.. New York, N. Y., April 20. 1936

°l!c^emIe''r^Ti''l916^'h ^'a''^^'"* ^'^."^c ^^^ ^•^-»- ^^^-^^red
Ttll,u ' ^^^' ^-^' ^- Garten & Sons, New York. N. Y.

Lo^wi?^"^*^"'^!.'■' ^^^>"'^rf ^y the Standard Paper Box Co..

Corn B?lti V v'^//"*''^"/^^.''^** *« ^^e Consolidated Litho
i-orp., Brooklyn, N. Y., March 6, 1936.

CIGAR BOXES

ToL AlfOM«ia MSB ■-'-Mltai |«|

HS:^^^

19

THREE POPULAR LEADERS

By P. Lorillard Co., Inc.

OLD GOLD

Americans Smoothest Cigarette

UNION LEADER

Smoking Tobacco

The Great American Smoke
BEECH-NUT

Chewing Tobacco

Quality Made It Famous

lOi! « IStf

10< TINS

TOBAOOO TEADE ORGANIZATIONS

TOflACXX) MERCHANTS ASSOCIATION
OF UNITED STATES

<^

/ESSE A. BLOCK, Wheelinf, W. V» Pr*«i<l.>t

JULIUS UCHTEN9TEIN. New York. N. Y .. viwlpS J«S

WlLUAlI BEST. New York. N Y. .. ../... .(^Iri^mEsi^tiwT^Si^

MAI GEORGE W. HILL. New York. N. Y ^^ ~ .. .^^.Vlw-SSSS

GEORGE H. HUMMELL. New York. N. Y V S-KSdH

H. H. SHELTON. W.ihingtoo. D. C. V SKSSS

WILLIAM T. REED. Riehmond. Va . ! .'v S-K £1

HARVEY L. HIRST. Philadelphia. P. vS^KS SI

ASA LEMLEIN-. New York. NY. TwlSJ

CHARLES DUSHKIND, New York. N. Y Cii^iiiaiid MaMgiM Dirae^

Headquarters. Ml Maditoa Ave.. New York City

RETAIL TOBACCO DEALERS OF AMERICA. INC
)!?.*^^JC.^; HOLLINGSWORTH. 233 Broadway New York. H. Y Pr«ai4MI

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

JOHN H. DUYS, Kew York City PrMidaat

kiLTON RANCK. Uscaster. Pa Fir^ ViMlPrMMat

D EMIL KLEIN. N«w York City ........ .SeS,d V S-K^C^

LEE SAMUELS. Naw York City -T^rrta^ TrSIS

NATIONAL BOARD OF TOBACCO SALESMEN'S

ASSOCIATIONS

ABE BROWK, 401 Market Street, Newark. N. J Prealdant

FRANK SOBEI^ 72 Williami Street. Newark. N. J Seervtarr

ALBERT FREEMAN. 25 Weit Broadway, New York City ..VlrSS^

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS. INC.

E. ASBURY DAVIS. Baltinore. Md 1>m.M^

JOSEPH KOLODNY. 200 Fifth Ave.. New York. N. Y. ...:...: ::;:.:&
GEO. B. SCRAMBUNG. ae»«Und. Ohio Xr

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN Pr..l4a«.

HERMAN H YAFFE. 301 Fe* Baildiag. Philadelphia. Pa

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE

.Pir«ai4«at

SAMUEL MAGID. 2001 N. Mervine St.. Philadelphia. Pfc! '^'^'^'.'.'.'^'.'^'.S^^W

Tkt Tobacco WorU

LIBRARY
RECEIVED

■^^^ 1 1936

JUNE

I'^J'ijrtmentof

^'m\iiitt

ry

In This Issue

CIGAR PROMOTION PLAN
NOW AT WORK

By Joseph Kolodny

ESTABLISHED

1881

RETAILERS' CONVENTION
ASSURED SUCCESS

INDUSTRY CONTINUED
BIG GAINS IN APRIL

THE TALK OF THE TRADE

lloiiAKT li. Han KINS — Editor

Associate Editor — ^John Cleary

IN THE BROWN DERBY, ! i l..lhu.,.ul.
(.iintls .irc M) outst.iiuiiiiL: iavwritt. As Mr,
RobLrr H. ( ohli.tht in.iii hchiiui Tin. Hrout:
Dvrh\ N sutecss aiul Imst to the L:litttrinr
stars tit HoIlyutHHl, rcniarks; ' C^anuls arc tin
tliniLC iif a unat inainntv ot nur patnins.

Smoking Camels Stimulates the flow of
digestive fluids... increases alkalinit\

Hurry and mental strain rcdiitc the llu\\
>if diijcstive thuds. Siiiokini: ( aniels in-
creases the flow of digestive llinds d

kahnc digestive liuids...sn \ital U> the
i'ijt')tihiit ot tood and to ^1,'iJ J:

I.njuy (aniels — for their thccraii;
lift . . .tor their aid to vliuestion. Camels
set \(iu riLiht' And never !.i!il:Ic vour
iRr\Ls nr tire \iu.r taste.

SPRINT CHAMPION

r Ml tin l\S SX ,;:u H.,rRn,a:i

-*^ ' ^ -• '■■ ' : nokcCamcLs. Smok-

TURJilSH & DOSIF.STIC
BLKND

0

z

Camels are made from Hner, more expensive tobaccos
...Turkish arid Domestic. ..than any other popular brand.

u

COSm/£K TOBACCOS i

/

THE TOBACCO WORLD

Vol. 56

JUNE 1936

No. 9

TIIK dyiiaiiiie Joe Kolodiiy, Adininistrator of the
CiGAit 1*h()<;hp:ss Boahi), cainc into Philadelphia
on a recent Fridav nii!:ht, and told an en-
Ihii-iastie t-atherinji' of niend)ers of the eii-ar Indu.stry
ju-' what he thon.L»ht eonld ))e done to put tliat |)ro<l-
U( I whei'e it helongs, in hotii sale.s and i)resti,ue. The
( i \i; I*i!0(;iiKss l^oAitn i."< |)repai*ed to furnish the tools
\\,:li whit'li to earrv on the project. I^ut it needs in
;iiidition those verv necessarv workmen to use the tools
lo the utmost advanta*?e.

There dot-s not appear to be any <»ood reason why
eviiy ciuar salesman, retailer, distril)utor or manufac-
tuK r should not contribute his utmost to this Mahch of

PlUKiHKSS FOH ClGAlJS.

Co-ordinated effort, when fully carried out, is cer-
tain of satisfactory results. Hut co-operation is funda-
mt n!al, and it must not l)e momentary. This work must
be carried on forever and a dav.

There is a *'pot of ^old at the enil of tlie rainl)ow"
lui cverv member of tlie ciirar industry who will earn-
(-tly undertake to comi)lete the rather simple task
whii-li .Joe Kolodny has so ably outline<l in speech and
liy h'ttt'r in these many weeks past. The entire indus-
try, liie length and breadth of the Nation, have read or
lii'aid his inspirintr messai^es.

The smallest tril)ute that coukl be paid to Mr. Ko-
Indiiy for liis wholehearted and sincere interest in thi.^
-|il< iidid en(leav(»r lo promote the sale of cigars, should
lu' lo support the program of the Cioah Pho<jhehs Boaud
wilhoul (juestion or argument.

And if every member of tiie industry will join in
till- I tTort, theirs will be the untold satisfaction.

IT HAS been a pleasure to note that tlie progrc»si%'p
improvement of this pul)lication has not gone un-
noticed by its readers and advertisers and the
trmlo papers in tlie advertising field. \V<' have had to
l>lii-li at some of the nico things said about our etTorts.
tthiile the most gracious and most unexpected praise
uiven to us wa> contained in tlie following line>:

"Along tol)acco road.
And we refer to that group
Of old-time tobacco trade papers—
We note a remarkable change
Which has taken place, with one,
Tobacco World.
Forsaking all others.
Tobacco World has changed
Its paper stock, format
Ami general editorial appearance.
Advertisers shouhl like it."

Those lines appeared in the Nfay issue of the Poor
I'l'liard Almanac, official organ of the Poor Richard
< liib, Philadelphia, on the ''Stalking the Ads" page,
' "iducted by the able Frank P. Tighe. Thanks for tlie
I 'lug, Frank!

FOI^ more than twenty years we have had one
quotation posted on our various desks. In fact
Jit one time we had it ])asted on the office door,
as a tricndly guide for those who insisted upon being
lit teen to thirty minutes lale even thougii we changed
the daijy opening of the office from 8.30 A. M. to 9 A. M.
(And it was also posted as a reminder to those who
made definite appointments at the office and who came
an hour or two late, and sometimes did not show up
at all.) *

The quotation reads, "Punctuality is the polite-
ness of Kings."

What we can't understand is why when a meeting
i> .M'l for 'l.'M) W M. or 8..3() P. M., the interested par-
ties who have every good intention of attending the
gath<'rinu, Hnd it difficult to arrive on time.

For a numbei of years we faced this problem, as
doc- every association secretary. And we finally found
a way to meet the issue, and successfully.

We otH'ei-ed four prizes for punctuality at each
meeting. If it was for 10..30 A. M. each member enter-
ing the room prior to that time signed a card or slip.
Ai ln.;;n a. NI. (for example) all the signed cards or
>lip-- were <leposiled in a box, and some mend)er pres-
ent was appointed to draw four cards or slii)s from
the box. Tlie prizes ranged from cocktail shakers and
clocks on down the line. Tlie investment was probably
about ^^2.") for the lotal of the ])rizes but you can bet
your hat that after the first session, every man was
not only on time — but ahead of time!

Thi- may seem an exjiensive way to get prompt
atten<lance, but it paid ))ig dividends in the long run —
"believe it or not"! Our registration fee fully took
cai'e of the prizes, and it assured those faithful officers
who weie on time, of a complete gathering.

We usually ran al)out five .sessions in a three-dav
ctm vent ion and many of the members would skip about
two of the five, but believe ynu me, after the first trial
the attendance prizes proved to l»e the most etTective
method we have ever seen to ^et men to convention
meetings OX TIME!

For instance, in the 10.30 A. M, morning session,
uo >lips or cards were issued after that time.

The prizes drawn however, were awarded only if
the holder was in the room at the time the drawing took
place.

AND THK I)KAWIX(J DIDN'T TAKK PLACE
UNTIL THK SESSION WAS READY TO AD-
JOURN!

And after the .sound of the gavel at 10.30 A, M.,
or whatever the hour might have been, no more tickets
were issued.

The fact that you couldn't receive a ticket after the
announced houi' of the opening of the meeting, and the
furtlier restriction that you must be in the room when
vour number was drawn (which was not until the close
of the session), brought unbelievable results. Each
session's prizes were displayed on the speakers' table

The TOBACCO WORLD (establUhed Ittl) it published by Tobacco World Corporation; Hobart B. Hankint, President and Treasurer; John Cleary, Secretary.
Ori ce, 2J6 Chettout Street, Philadelphia, Pa. Issued monthly. Subscriptions, available only to those engaged in the tobacco industry or trade, fl.OO a year, IS cents ft
copy; foreign. $1.75 • year. Entered as second class mail matter, December 22, 1909, at the Post Oflice, Philadelphia, Pa., under the Act of March 3, 1W9.

at tho 1>o,<»-iimiii.ii of each uallici-iiiu aiul it liold the at-
tt'iulaiiee until tlic m'ssIoh \va> over.

From llu> stan(li)oiiit of lioldiiii'' attoiulaiico throu^li
loan' hut iioiio the less important sessions, we have
never seen anything' to e(jnal the attendance, the at-
tention uiven the s))eakers, and tlu' most important
faet that every meml)er stayed to the end to see who
won the drawinos.

And the result was that we eonld count on almost
a one hundred per cent, attendance at every session.

And there isn't much use in ,iioin,t»' to a thoroughly
set up convention unless you are uoinu to attend the
meet i 115^ s.

HOW a ciuai' smoker can uet \n> year's smokinu'
enjoyment f(tr nothing' — in fact, make ^l.T.') on
the deal— is t(dd as an examjde of "frenzied
linance" by the editor of the iiaifuk Hulhtiii, with the
Nuu'uestion that the retailer reader ])a>- it alonu' to his
thrifty cu>tonu'r.

The customer borrows $2.2.') from his wife and
Inixs a box of tifty ."j-ccnt ciuars. Kach time he takes
out a ciuar he diops .") i-i-nts in the box. By the time he
smokes the last ciuar lu' has placed $2..")0 in the box.

(hit of this $2..")n h^. takes $2.25 and buys anothei-
box of ei.uars. Now he is 25 cents ahead <»f the liamc.
has $2..')(l of his own money invested and still owes his
wife $2.25. Let us assume each box lasts two weeks.
At the end of Mfty-two weeks he has saved $(5.5(1 and
will have smoked 1"'(M) ciuars. Now, out of the $().5(»
he has saved, lie returns $2.25 to his wife, turns back liis
own investment of $2.5(» to himself, and still lias a clear
profit of $1.75. And the i:5()(» ciirars he lias smoked will
not have cost him <nie cent.

MOKAI.: SrII Cnfilfs hi/ fjn H"l.

ACH'AKAXTEK that tlie French tobacc(» monop-
oly diirinir the 1936 season will increase its ])ur-
cliases of American tobaccos by 1(1 per cent, over
it^ lf>n5 takiniis i^ a feature of the reciprocal trade
ascreement .siirned with that country ^fay (>, it was dis-
closed when details of the pact were macJe public bv the
State Deijartment ^fav 13.

I nder a protocol to the ajrreement, France aruar-
antees that purchases of American leaf in the United
States durinic the course of the season will not be less
than $3.2(K),()(M) in value and not le>> than 2(),5(M),(MMI
pounds in weight.

irowever, it was explained by the <lepartmenl,
''.since under French law the French government was
not able to give a guarantee for subsecpient years, the
agreement w^ill be subject to modification if a >imilai-
guarantee cannot be given.

"This guarantee," it was pointed out, "not only
represents a check in the declining trend of French
purchax's during recent years, but an actual inereaHo
of 10 per cent, over the 11)35 purchase.-."

In return for the jiromiHC of larger tobacco juir-
chase>, th<' T'nited Slate- uiant- Fiance conce8rtio!i>
on cigarette jiaper an<l briarwood pipe«^, reduciim the
duty (Ui the former from ()(» to 45 p<M' cent, ad valorem

and <m the latter, where valued at less than i^l.20 pcj-
dozen, a reduction of iluty from five cents each and
()() per cent, ad valorem to 2'-j cents each and 41) pci-
cent, is provided.

Imports of cigarette paper from France last yen-
amounted to $3,982,381, and, the de})artment Cx-
l)lained, ''although there is a considerable ju-oduction
of cigarette })aper in the United States, inijxnMs have
always furnished the major i)art of tlu* consumjjtion
of cigarette pa])er. This is ])ossibly due in ))art 1(»
financial connections between the large users in this
country and French mills. Even with the reduced dntv,
prices of the imi)orted paper are expected to be higher
than those of the domestic product."

RECOMMEXDATTOXS for the imposition of new
))r<)cessing taxes on tobacco are based upon the
failure of cigarette manufacturers to reduce
their j>rices when the f<nnier tax<'s weie declared in-
valid, it was revealed by Secretary of Agriculture
Henry A. Wallace May 12th in a letter to Chairnian
Harrison of the Senate Financ«' ( "ommittee.

An excise late etpial to approximately one-half of
the (dil processing tax rate is suggested f(»r cigarette^,
antl in his letter the Secietary charged that "neither
wholesale nor retail piices of the leading brands of ciu-
arettes have been reduced since processing taxe< were
eliminated, and even with a tax at this rate, the prctfits
of the leading manufacturers (»f cigarettes would avei--
age between in and 12 per cent, of the stated capital
and surplus. In the case of cigarettes, the tax at tiie
rate suggested would equal a})pi"oximately <nieper cent,
of the retail price.

"As a whole," the Secretary contended, "the proc-
essing taxes on agricultural commodities suggested
would constitute only a very slight burden on consum-
ers, >ince the total of these taxes if passeil on to con-
sumers would represent a very small percentage of the
letail juices at which the>e j)roducts sell. In addition,
since the jnoposed rates are far below the level of the
rates previously in etTect under the Agricultural Ad-
justment Act, it is not believed that collect i<ui of the-e
taxes would cause any appreciable hardship or
burden."

PAVMEXTS now are lieing completed to signei-
«»f 1934 cigar tobacco adjustment contracts, and
arrangements to make remaining ])ayment> to
signers <»f 1935 contracts have been virtually concluded,
it wa> announced by the Agricultural Adjustment Ad
ministration May 12th.

The payments, it wa^ explained, had been held up
by lack of funds iVdlowing the Supreme Court decision
of January (itli. Congress later made a .special appro
priation which included funds to meet commitmeni-
and obligations incurred prior to that date un<ler the
ti'rms of the cigar tobacc«) contracts.

The delayed payments fen* the two vears will total
al)out $2,(MM),(M)P, it was said, and will go chiefly to
farmers in Xew York, Pennsylvania, Ohio, Wisconsin
and Xew England.

The rt'lniiio tl I'l-ii

Cigar Promotion Plan
Now at Work

By Joseph Kolodny

Administrator, Cigar Progress Board

THE Cigar Progress l»oard
is now in the process of
administering the Cigar
Pnunoticm !*lan. The number
and calibre of manufacturers
who thus far ha\e volunteered
siih-(i'il)tions to this first united
indii>l rial project is of sufticient
weiulit and significanct' to as-
-iirc a successful regime for
tlii>aueucy. Definite assurances
(if support a II «1 co-operation
lia\e also Im-cii xolunteered by
drim an<l cigar store organiza-
tions throughout the countrv.

The first general meeting
eunsisting of manufacturers,
j(>lil)ers, retaih'i's and salesmen
took place in Xew Ymk on .Mav
5. l!i;;<;, at the Hotel IVnnsvi-

\ aiua.
Th

sec(>n<l meeting was
liel.l at the Adelphia Hotel,
Philadelphia, Friday, May 22d.

The third iiH'eting which will consist of all Xew
Midland manufacturers, jobbers, salesmen, retailers,
will take j)lace at the Hotel Statler, Boston, ^^ass., on
.luiic (Ith, at 3 o'clock.

The enthusiasm displayed at the first two meet-
ings certainly was a -(Uirce of great delight to all those
who are actively engaged in carrying out this nation-
wide project.

Let me address myself to the manufacturers, the
-■.\\<-- managers, ami cigar salesmen, in turn. First, the
manufacturers:

We have sent you a (piantity (»f the first window
iMi-ieis, cntith-d "The Friendly (Jesture — Havk .\ Ci-
'M .' Please instruct each an«l everv one of vour sales-
iiKii to ]uit Up not less than three of tliese posters an
prnniiiiently located retail store windows. We are
sup|ilying special "Smoke (-igars" stickers to alTix the
r»*»"'ters to the window-. \{ intervals of ten day^ you
Will receive a (piantity of new and ditTerent posters,
and with each new poster there will be sent a supply
•»i ioii>umer leaflets, <lesigned to create new cigar smok-
•r-. A supply of these should l>e left on the dealer's
''•nnter by the salesmen. (Xot more than ten leafk'ts
lit a stoic.)

In .-ending you this material (for which there is
iiu charge) We have estimated roughly that it will l»e
-nrticient for vour needs. If vou desire additional

» • *

"•!'"'>— plcnsc advise us!

We are placing a special stress and emphasis on

I at her '> Day. Although the Cigar Progress Board
l« en organized now only a few weeks, we have com-
•d careful preparations to give the utmost publicity
'at her 's Day, as A means of promoting the sale and

JfSt'ph KtiloJny

man to do his part,

II. i>

1»

consumption of cigars. If we
can be of any assistance in de-
vising s|)ecial Father's Day
wrappers or other advertising
material for your i)articular
brand or brands, ]»lease call
on Us.

The Father's Day jjoster will
feature the slogan :" "//c 7/ He-
member — You Remembered."
"Father's Day, dune 21st. (Jivk
Him ( 'loAiis. " We urge that, if
possible. Vol- TiK IX Tins Su)-
liAX WiTir Axv Ai)Vi;i!TisiX(;
\n[- May Do on Voii; OwN
Hmaxi) oi: BitAxns ix Coxxkc-
Tiox With Fathkii's Day.

Another sjH'cial request:
Vour salesmen, if your brands
are distributed l)v the iobbinji"
trade, are constantly in contact
with jol)l)er salesmen. We urge
you to instruct your own men
to enc<)urage the jobber's sales-
Phe factory salesman, while doing
hi> missionary work, <'an set a splendid example to the
jobber's sales force.

Important : Included in the mailing with the post-
er> are copies of the first issue of "The Cigar Sales-
Max," which will be issued nnuithly for the j»ur)»os«'
of keeping all salesmen posted and "jiepped up" on
the progress of our campaign. If you require any ad-
diticmal copies, kindly advise us and they will be sent
t«» you promptly.

And now, let me speak to the sales manager:
What can vou do?

A^ — As a manufacturer's salesmanager, vou wield
great influence with your distril)utors. Xaturally so!
Please — whenever the occasion presents itself — im-
press on your distributor and his salesmen the impor-
tance of rendering the Cigar Progress Board every
measure of co-operation. Frankly, what we ask of each
and evi'rv salesman is so little that we doubt if anv will
decline to support us.

B — I'ledge your salesmen to approach two pro-
spective cigar smokers each day and induce them to
smoke a goo<l cigar (two prospects — one minute each).
We ale now preparing a sales manual for distribution
among the salesmen. This will enable the man in the
tield to overcome many obstacles and difficulties.

C — ^Ask your salesmen to jwst not less than three
cigar posters each on prominent retailers' windows
e%'ery ten days; also let them prevail upon their job-
bers' salesmen — when they accompany them on their
routes— to do the same.

D — You and your salesmen will be furnished with
a numl)er (d' eonsunn-r's leaflets. Have your men dis-

tribute these (not more than ten to a retailer) among
those of the retailers who are snilfieiently interested to
hand these foldt'i's to {(rosjx'clive ci^ar smokers.

E — Imi)ress yom- men with the importance of us-
ing— judiciously and carefully — each j)iece of literature
because this entire jirogram nuist be conducted along-
modest lines and every dollar must be stretched to the
utmost.

F — Within about threi' weeks, we will engage in a
national j^rogram to clean up and modernize cigar
eases. Suitable and aitpro])riate literature for that
purpose will be released at that time.

Finally, I should like to talk to you cigar sales-
men of the country as one of your number:

1 contend that if you or 1 obtain our livelihood
from the sale of a certain jjrotluct, we are morally
obligated to do our best to jiromote and increase the
consumption of that ])roduct. If we sell candy, we must
contribute our best etTorts to enliance the i)rosperity of
the candy business; if we sell men's clothing, we should
be intensely interested in the success of the clothing
business. If we are fortunate enough to be identified
with anv branch of the cigar industrv, we should be
passionately devoted to it.

Now, fellow salesmen, let us face facts. ^lanv
years ago the cigar industry started into a tail-spin and
hasn't come out of it yet. The sale of cigars retailing
at more than tiv«' cents has declined alarmingly. The
sale of cheaper cigars, while greatly increased, has not
olTset the loss of the higher-priced brands. Now jilease,
let us not misc«»nstrue this statement. As salesmen of
cigars, we are interested in all cigars, irrespective of
class, price, size or l)lend. If we can build up a larger
consumption of cigars generally, there will be a pro-
portionate increase in the sale of cigars of all classes
and jjriees.

If manufactureis, jobbers, salesmen and letailers
sell fewer cigars, your and my earnings decline. As
our income declines, our standard of living declines.
As our standard of living declines, life becomes less
happy.

If an indiifsfry prospers, evervone directly and in-
directly connected with that industry prospers. If the

industry disintegrates, everyone identified with it
"takes a licking."

This is the first time in the history of the cigar
business that a concerted effort by wholesalers, niami-
facturers antl su})ply houses has been launched to re-
vive and increase cigar consumption. Of course, there
is more than one way to carry out such a i)rogram. If
you have lots of money, you uuxy engage a national
ladio hook-up, take full page ads in the national maga-
zines and in the newspaj)ers and try to sell the ])ublic
an idea. That would reipiire a stupendous amount of
money, and what is the use of talking about a Rolls-
Rovce or a Lincoln when vou have onlv enough monev
to buv a Ford or Chevrolet. Yet Fords and Chevni-

•

lets are stui'dv cars. Thev get vou where vou want
to go and will helj) you do your day's work better than
a Kolls-Hovce or Lincoln. Can vou imagine how vou
would aj)pear if you drove uj) to a little cigar store
in a 12-cylinder Lincoln? It just wouldn't work.

We have to carry out our cigar promotion plan in
accordance with the present condition of our pocket-
book.

Our j)lan provides, fellow salesmen, that you and
I, your emjdoyer and my employer, do something every
day which will tend to increase cigar consum})tion. If
all of us — and there are nearly ,Sr),()(M) of us — will do a
little each day c(dlectively and cunudatively, we will
accomplish a great deal. What we are called upon to
do is very, very little. What is it ? Spend a few min-
utes each day to 'Malk up" cigars to two potential con-
sumers. That certainly is not an imposition. Put up
three window posters a day on the fifth, fifteenth and
twentv-fifth of each month. Onlv nine posters a month!
Certainly not an imposition. Occasionally you will be
asked do a few other things, none of which will !•<'
bui'densome or unreasonable.

1 am extending to you a standing invitation to
wiite me anv suggestions or anv ideas that vou mav
have which wdl help increase cigar sales. If it is in-
convenient to write me directlv, tell it to vour sales-
manager or employer. I am sure either of them will
be glad to do it.

Retailers' Convention Assured Success

Philadelphia Pledges Co-operation

FOR the first time within the memory of those
engage<l in any |)hase of the l)usines> in Phila-
delphia, men frrun all branches of the tobacco
industry — manufacturing, wholesaling and retailing —
gathered at the Hotel Adeliihia, on Friday night, May
22, to greet Joseph Kolodny, administrator of the Ci-
gar Progress Boanl, to listen to his eximsition of the
present status of cigar merchandising and the detailed
plans of the jirogram which has l)een formulated to im-
prove those conditions, and, finally, to j)ledge their co-
operation in carrying out the program.

Paul Brogan, president of Vahn and McDonnell
Cigars and a Philadelphia <listributor representative
on the Cigar Progress Board, who acted as chairmati
of the meeting, said that many more men will undoubt-
edlv he smokimr ciirars in the verv near future as a re-

sult of the three-year drive to create new cigar smok
crs and to make America moic cigar-conscious.

"Since the first of the year there has been a con-
tinimus upwanl trend in the sale of cigars," he sai I.
**(rovernment figures show there has been an increa-c
of 7.04 per cent, over the early months of 19,35. It i>
apparent that many smokers who were pinched in the
pocket book during the depression are feeling mor"
prosperous again and are swinging back to tlieir f.i-
vorite brands of cigars. It is ^so noticeable that tin*
higher grades of cigars are coming into bigger de-
mand."

Nelson El>erl»ach, |)resident of the Philadelphia
branch of the National Association of Tobacco Dis-
tributors, contributed a scholarlv talk on merchandis-

• =

(Continued on Page 18)

"T

The Tobiuuo M

'J

UK fourth annual convention of the Retail
Tol)acco Dealers of America, which is to be
held at the Hotel Pennsvlvania, New York
( :! \ . .luiie 11,12, 1.*), is already an assured liiiancial sue-
(•(--," William A. Hollingsworth, president of the asso-
ciaiion, announced today.

"Manv of the largest manufacturers in the tobacco
iinlustry as well as a largi* number of smaller nuinufac-
nsMi's and jobbers alri'ady have subscribed for space
ill ImiIIi the Mo<lel Store and the Tobacco Retailers' Al-
111, mac. The store is being luiilt right on the convention
llii'ii- and should prove an inspiration to retailers, botli
I'loiii the viewpoint of store set-up and merchandising.
Il i> de])artmenlalized, so that it will ft'ature to best
advantage the varied lines of merchan<lise now carried
l)\ tobacco retailers evervwhere.

"Among the first from whom signed contracts
liavi' alreatly been received are: Liggett iJc Myers To-
bacco Co., Inc., R. J. Reynolds Tobacco Co., (len-
rial Cigar Co., Inc., P. Lorillard Co., Inc., Coea-
('<»la Co., Axton-Fisher Tobacco Co., P>ayuk Cigars,
Inc.. Larus ^: i^rother Co., Inc., C S. Tobacco Co.,
W ('l>-t<'i-Kisenl«)hr, Inc., The American Toba<-co Co.,
Lt'onidas Arango y Ca., Beech-Nut Packing Co., Harry
Hliuirs Natural Bloom, Inc., lirown & \ViHiams»»n To-
hacco Corp., M. Bustillo cV: Co., Henry Clay & Bock &
<'ti., Ltil., Corial, W'odiska y Ca., Cuesta Rey & Co., De
Xnbili Cigar < 'o., (Jarcia (Jrande Cigai>, (larcia tV:
\''ua. (Jardner wV Co., (iradiaz, Annis Co., Harlicli Mfg.
( '•.. A. ()ppenheim<r ^: ( 'n., ( 'ambridge Toluicco ( 'o.,
Havana Tobacco Mfg. ( 'o., lli'alth Cigar Co., Inc.,
K.iufniann Bro>. iV: Bondy, Inc., 1). Fmil Klein Co., Inc.,
K. .\. Kline (S: Co., M. F. .Minden ('•»., Iik., Philip Morris
wV Co., Ltd., Inc., National Window Trimminu Co., .Mar-
ti lino Perez & Co., K. Popper A: Co., Inc., Preferre<l
lla\ana T«d>acco C<»., Salvador Rodriguez, Inc., A. Sau-
taejla cV ( 'o.. Max Schwaiz, A. Siegel &: Sons., Inc.,
Siephano Brothers, T<d>acco .Merchants Association of
ilie r. S., Villazon 6c <<>., Willson Products, Inc., York
Comity Cigar .Manufacturers' Association, Retail To-
I'aceo Dealers of Kri«', Pa., .Metropcditan Tobacc<» (*o.

"Arrangements are being matle with adilitional
liriiis from whoiu tii^ued coutracts are beim; received
daily."

Hrovei" A. Whalen and Major (letirge L. i'lerry,
' " ordinator for iiulustrial co-operation, will be the
principal speakers at the distributive traides luncheon
^\lli('ll will be held dune iL'th, in conjunction with the
.1- -<M iatioii'v. ('on\ eiitidii.

Mr. Whah'U, long a champion of retail eii1«M'pri.se
iiid now president of the New York World's Fair, will
-I»"ak (»n the subject, '*Th« Small Retailers Must
I'lVe." .Major Berry has not announced his subject,
I'Ut it i^ probable that he will discuss the relation of
-mail eiiterpiise to industrial recovery.

"It i- to be hoped," said William A. Hollings
\vnitli, proMJcnt <d" R. T. D. A., "that this distributive
irades luncheon will uive impetus tn the movement al-
I'ady under way in the eity and State of New York to
< "iivolidate the comuKin intere»t.<i of retaile]'<, in all
<li\isions of the lra<h*, in order that we may be able to
piisj.iit fi tnilfod fnuit.

"Retailers are perha]}s the last group in this coun-
try to organize, lagging far behind manufacturers,
wholesalers, railroads, labor and agriculture, in this
regard. I am contident, however, that tiiey will make
up for lost time by (levelo})ing one of the most power-
lul, intelligent, and far-seeing groups yet organized in
the United States and that they will make many sound
contributions to the i)ublic welfare."

Mr. Hollingswoith reported that plans for the con-
vention were progres-iii!^ and that jjresent indications
j)ointed to the largest and most important gathering
the tobacco industry has yet seen. Final designs for
the Model Store have been approved and the fixtures
are now being constructed. The store probably will be
readv for occupancv bv June 8th. It will be located in
the Hotel Pennsylvania's lol)by, off the grand ballroom,
where most of the other functions of the convention
will be held.

Com|)lete (^o-operation with the association in mak-
ing its fourth annual convention the greatest event
the tobacco industry has known was promised by the
convention's New York Welcome Committee, and by
the heads of other tobacco organizations at a dinner
u^iven by l*resident Hollingsworth in the Hotel Penn-
svlvania, March 20th.

It was indicated that more than lUUO persons rep-
resenting all blanches of the trade, would attend the
annual banquet and dance, which will be held in con-
junction with the convention on June 13th.

"Retailers' Convention this year will no doubt be
the largest get-together party ever known to the to-
bacco industry," Mr. Hollingsworth said. Both the
social and educational features of the program will be
wjirthy of full time attendance. If a retailer misses any
part of the program he will sutler a loss, as nuiny ideas
will be ]iut forth for the betterment of his condition.

"The retailer, as you know, can stand more of in-
spiiation. He has been hard hit, but he is really begin-
ning to awaken to the possibilities of improving his
business through the development of fair trade prac-
tice- and through a better understanding of modern
nier<handisinir, and he is also beginning to understand
the value of a powerful trade association working in his
interi'st. I am glad to sav that we as an association
have made excellent progress during the last year. At
the same time, I keenly appreciate the necessity for
dynamic co.o|»eration on the pait of the other branches
of the indu'-liy. We look to the salesmen, to the job-
Ijers, and the manufacturers as big brothers. We know
that they can render us invaluable service, just as we
can help them."

Mr. Ibdlingsworth outlined a complete program of
the convention which includes cocktail party and buffet
su|)per, Thurs«lay evening, June 11th,; carnival night,
Friday evening, June TJth, and the banquet and dance
Sat unlay evening, June l.'»th. In addition, there will
be a distributive's traile luncheon under the sponsor-
ship of R. T. D. \. — first of its kind ever held in Amer-
\vi\ admittance t<» which is bv invitation onlv. About
1(M»(» nienJjers of the t<»bacco industry will attend this
luncheon in addition to 2(H) or *»()<) otitstanding repre-
sentatives of other branches of distributive trades.

April Boosts Withdrawals

Class C Shows Largest Relative Gain
Among Cigars with Percentage of 30.86 ;
Cigarettes Show Another Increase

APRIL iciiistfied a lu'w uain in llic willuliawals
of all t'oniis ot" tol)at'e() j>i"(>(lu('ls. witli the siiiitK'
t'XtH'i)ti(>H of la rue fiuari'ttcs. The s])rt'ad of
the pcrceiitaut's of iiu-rcax' laiiucd fitmi .'5().8() per cent,
for Class (' eiuars to (>.()!• per eent. for sniitT.

The April total for all classes of eiuars was more
than 429 million 7.'] thousand — a uain of more than 3G
million 440 thonsand, or !>.L'S per cent.

The Class A total was more than oT^ million (517
thousand, a uain of moi'e than 27 million 780 thousand,
or 7.9 per eent. Tlu- ujiin in I'nited States Class A
eiiiars alone was more than 29 milli(»n 11!) thousand, or
8.74 ])or eent.

Class B ciuar.- showed a loss, the only elassilieation
of eiuars in the minus column. The decline was more
than 1 million 7o7 ihousand, or 20.04 ])e4' cent.

Cigars:

Class A—

I'nitcd States . . ,
Puerto Rico . . . .
I'hilippiiu' I>lan(l>

Class B—

I'liitfd State- . . .
I'uerto Rico . . . .
I'hilippine Islainh

April. 1936

3<.2.32f..885 4-

2.133.355 —

15,156.970 -4-

Increase or Decrease
Quantity Per Cent.

29.119.845

2.11^.245

779,780

4,667,593

10<>.f.5n

8.400

Total

Class C —

I'nited States ...
Puerto Rico ....
Philippine I>land!'

Total

4.785.<»43 —

41.371.680
37.750
14.852

41,424.282

Cia>> D—

United State- . . .
Puerto Rico ....
Philippine Islands

Total

Class E —

United States . . .
Puerto Rico ....

Philippine I-land-

Total

Total All Classes:

United States . . .
Puerto Rico ....
Philippine I-Iand-

Grand Total . .

Little Cigars:

United States ...

Puerto Rico

Philippine I-laiui-

T..tal

3.(><) 1.048
0.50U

3,007,548

238,376

238,376

411.WJ5.582
2.280.755

1 5, 18f.. 722

429,073,059

15.323.520
100.000

15.423.520

+

27.780,380

1.555,417

145.150

37.070

— 1.737.637

4-
4-

9,746.278

17.7U<J

5.402

+

9,769,380

+
+

585,992

+

592.492

+

3n.l50

+ 36,150

+
+

37,932,848

2,246,695

754.612

+

36,440,765

4-

3.247,00(J
50,000

+

3,167,800

8.74

49.83

5.42

7.90

24.99
50.97

26.64

30.82

30M

24.20

24.53

17.88

17.88

10.15

49.62

5.23

9.28

26.90
33.33

26.16

The Class C total was moic than 41 million 424
thousjuul — a nain of nearl\- 10 million, or 'M).H() per ceiil.

The nains for Class I) and Class K respect ivclv
were 7)92,492 (24.r):J per cent.) and .'UUoO (17.88 per
cent.).

Little ci,i»a!s totaled more than lo million 42.*) thou-
sand— a iiain of nearly .'J million 2(H) thousand, or 20.10
per cent.

Ciiiarettes piled up a total of moie than 11 hillinn
809 inillion, which was a ,uain of more than 1 billion 171
million, or lO.!).') per cent.

The loss in larue cigarettes was less than l.'Jl) ihou-
sand, or 40 per cent.

SnutT uained 2,'>,.'>84 poumls. or 0.09 ])vv cent., and
manufactured tohacco uained more than a million and
a half pounds, or 0.7)4 per cent.

April. 1936

Increase or Decrease
Quantity Per Cent.

Cigarettes :

United State- . . ,
Puerto Rico . . .
Philippine I-land-

Total

I.ar>.;e Cifiarctte-:

United .States . . ,
Puerto Rico . . . .
Philijipine I>laiid-

. 11,808,891.200 4- 1,172,109,080

270.0(K) + 48.000

(,8.850 — 325,100

1(1, U(

11,869,230,050 + 1,171.831,980

10.95

1.^2,054 —

118,746

47.,^5

20,000 —

10,000

33..U

800

Total

152,054 —

129.546

Snuff (lbs.):

All United States

3.371.486 —

23,384

Tobacco Manufactured (lbs.):

United States 25,882.084 4. 1,587,600

Philippine I-Iands ...

46.1 XI

0,69

0.53

Tt.ta!

25.882.084 + 1.587,000

O.r.l

Internal Revenue Collections for April

Source of revenue 1936 1935

Cmar- $ 1.022,799.93 $ 909,844.3.1

Cigarette. 35,607,924.56

•"^""ff 606.867.54

Tobaccti, chcwiuj^ .iiid stnoking 4,o59,049,10

Cigarette papers and tubes 84.257.14

MistcUaneou".. relating t«> tobacco .... 78.35

32.093,335.42

61I,076.o;

4.373,248.71

50,651.51

182.1(1

U. S. Withdrawals for April

1921 . . .
1 922 . . .
1923. . .
1924...
1925. . .
VHh. ..
1927...

548.103.503
501,393,544
532,533.522
50I,422,lriO
493,77S,43Z
SW,1J2.58H
475.979,589

1928 459,021,505

1929 550.912,261

1930 469.968.59H

19J1 459.981,900

1932 349,953,161

I''*33 321.206,573

P'34 .145.0*y.,73I

YOU... and a LIGHT SMOKE

It is a Lightness in the smoke that makes
peoj)le choose Lurkies. A rich, clean
Lightness in the taste. A smooth Light-
ness of 'Teel" in the throat. Puff by puff,
a dehghtful sense of ease. From the
ciioosing of the finest center-leaf tobaccos

—to the 'Toasting" which removes cer-
tain harsh irritants naturally present in
all tobacco, every careful measure of
Lucky Strike's manufacture is designed
to please you more ... to offer A Light
Smoke of rich, ripe-bodied tobacco.

iie^ceS-

OF RICH. RIPE-BODIED TOBACCO — ITl T@^iTi©

CoDrHchi IfM n« kmHhxm

O^^^

The Tobacco H

aria

rijy'6

Four Months' Gains Impressive

730,000 more cigars were smoked
each day than during same period
last year; all gain except Class B

TOBACCO WORLD'S c'(»ini)ilatioii of tlic ii-ures
roleast'd oach montli l)y tlic Tohacco AKu'cliaiits
Assoi'iatioii ri'vcals gi-alil'viii^' iiuTcases in all
(.'la^^sili(•atiolls of toliacco prodiu-ts with the exception
of large ciijareltes. (luriiiii the first four months of 19o(l
{•oini)ared with the coirespontling period of V^'^7^, The
inereast's ranucd from VI pei* cent, for ciuarettes (that
gain lieing close to tiie live billion mark) down to \:1
l)er cent, foi- snutT (which i-egistered a gain of more
than 1."),') thousand pounds),

Cigai' witlulrawals were boosted dui'ing the four
moittlis to a total of nearly 1 billion .'»4s million. This
was more than SS million ad>ove last year, a gain of (!.l
pel- cent.

Cigars :

Cla- A—

I'liitftl States
I'lK-rti) Ri(.(i . . . .
I'Jiilippiiu* Ixland^

T«'tal

liiitt'd Slatf- ...

I'lifrtti Kivo

I'liiliijpine I-Iand'^

Total

ria.> C—

I'nited States ...

I'uerti) Rict

I'hilippine Islands

Total

Class l)_

rnitt.-<i Statt - . . .
I'uerto Kiiu ....
Philippine Islands

Total

Class E —

United States ...
Puerto Rico ....
I'hilippine Klantls

Tinal

Total -All Classes:

United States , . .

Puerto Rico

Philippine Islands

Grand Total . . .

Little Cigars:

United States . , . ,

Puerto Rico

Philippine Is;lands

Total

1st 4 Months
1936

l(».()31.(tg5
55, 528, fif>5

Increase or Decrease
Quantity Per Cent.

92,819.518

4,7^8,950

14,021.545

7.4
32.4
20.8

I, .192.204,705 + 73,398,70.1

5.6

1 5.3r»r»,34(»

218,55(1

58.353

1.968,554
2^>3.050
135.093

11.4
54.<»
()9.8

15.(.43,249

12"'.»><^2.84U +

130.450 —

42.784 —

129,8w..(>74

2,3(>6,697

16.844,9(.2

8,000

13.420

10,823,536

13.1

14.0

5.7

23.9

14.8

9.454.87^ +
12..i36 +

':>7%,2m 6.5

1 1,403 1230.1

9,467J09 +

589.642

6.5

S18.(W2 — 1«,229

380 -f 230

818.382

105.999

1.481.976.022 +
10,380,095 —
55,640,492 —

108.1(S6,928

5.070.200

14.760,451

11.5
153.3

11.5

7.9
32.8
21.0

l,547,995.f.09 -f 88,.13S,277

6.1

63,495,626 +
672,400 —

5,0.12,339

27.6{M)

8.0
3.9

64,168,026 + 4,904,099

8.3

to

While to Class A wont the usual lion's share of
the increase in volume (its total of more than 1 billion
'My,\ million rejjresenting a gain of more IhaJi TM million,
or .').() }ier cent.), by far the largest percentage of gain
was lecortled by Class C, with a total of more than 121)
million s()() tht>usand, sliowing a gain of more than 1(5
million S2.'> thousand, or 14.8 per cent, for the four
months.

rnited States cigars in both these classes made
impressive increases— Class A 's gain of l>2,Sl!>,r)l8 aiul
Class ("s gain of 1G,844,9(J2 amounting to more than
II H> million.

Little cig:ars are up for the year to date, although
la rue cigarette.^ are down.

Cigarettes reached a total of m<»re than 4(1 billion
.').'>4 million, thus uaining nearlv o billion.

1st 4 Months
1936

Increase or Decrease
Quantity Per Cent.

Cigarettes :

United States . . .

Puerto Rico . . . .
Philippine Isl.md-

Total

1 arm' Cigarettes:

United .states . . ,
Puerto Rico . . . .
Philippine Island-
Total

46.5.13,165,270 + 4,994.040.153

l.K5t),200 4- .128,200

227,280 — 531,620

12.0
39,9
70.0

40,534,542,750

4.993,836,733

12.0

71.1.049 —
9f,,(K)0 —

4-

74.093

4.0(KJ

900

10.6
4.0

gno,(i4<) —

"8.993

8.8

-SnutT (lbs.):

All Uinted States

13,228.261 +

155,382

1.2

Tohacct* Manufactured ( lbs. ) :

I nitcd States 103.749.242 + 4.93M,319

Philippine Islands ... 2 '" 1

5.0

Total

103,749.244 + 4,939.318

5.0

The Tobacco M'orUi

;ig.r8arethe
iiid econoinieal

BAYUK BULLETIN

Devoted to the
best interests
ofthemenwho
fiell cigars.

UUsHedV>29

JUNE 1, 1936

Prepared twice a month

HIJLOFAX

(The Retailer's Friend)

A,

SAYS

"The first of the year,
established the rule of
spending one day each
week with my salesmen
working with them on
their regular routes.
I've missed only one
neck. I pf ^ a great kick out of going
ftith my h'^vs. I know more about my
business arid my business is better.
I'ou can publish this in your Bulletin
If you want to"— so writes a reborn
lobber from the Middle West and Phil
is sure happy to be privileged to give
Ipace to a method of how to combine
Business and Pleasure to the enhance-
hient of buth.

If Father doesn't believe someone is
{oin>? t(i ^'ive him a box of cigars for
fathers Day, why not suggest to
='ather U> uive himself a box of cigars
an Father's Day?

INFAMOUS SAYINGS

"If I don't see him today, I'll try to
see him tomorrow."

"What's the use of calling on him —
tie won't buy anything anyhow."

"Let me send you a couple boxes . . .
[if they don't sell, I'll take care of

lyou!"

"Will you mind very much if I put
|a poster on your window?"

"I guess you got enough until I tee
I you on my next trip."

"Do you feel like paying me a little
[something on account?"

"I meant t<» drop you a line but I

[lost your address."

"What : Work when there's a double-
I header in town?"

"I did all I could but he kept on lay-

|ing, •No' I"

"Oh, 1 tried to sell him, sure — but
lit that I di<ln't mind losing the order.
He's not Huch hot pay anyhow."

"There's more competition in my
line than any other line on earth."

"I wa n't driving fast

his fault."

it was

"My expenses don't cover It all . . .
I spent a lot out of my own pocket."

THERE OUGHT TO BE A LAW !

The Bayuk Bulletin proposes a law making retail price cutting on
cigars compulaory. Then maybe all the cigar retailers will get
together and have the law amended to make price cutting illeg^
And we can think of a dozen worse laws than that.

WHAT I DIDN'T KNOW
ABOUT CIGARS

An Honest Confession — By a Cigar Salesman

O^Ul^l

D.II.I,

*f!ff'"**'«M BAYUK aCAKS INC, FMm'
mf $mm wtgmf ateM J«97.

Have you ever eavesdropped on
a salesman for a watch manufac-
turer when lie was explaining hi.-;
line to a jeweler? I did, not hm^
ago. And 1 came away with a new
respect for the men in that par-
ticular line of selling — and a little
sneaking feeling of inferiority for
myself.

That experience set me wonder-
ing if I knew as much about the
cigars I was selling as that chap did
about his watches. I still wonder,
but I know a lot more about my
cigars today than I did three
months ago, and I expect to know
still more about them before I'm
through.

I was in this jewelry stow to get
my watch repaired. A salesman
was there showing the propri('t(»r a
new watch he was introducing. The
jeweler had one of those funny little
spy glasses on his eye, and was
looking into the works of that
watch with all the interest of a big
butter and egg man in the front row
at the Follies.

I don't blame him. Because,
althotigh I don't know a main
spring from a monkey wrench. I be-
came so absorbed in the salesman's
talk that I forgot what I came in
for. That salesman simply knew

his watch inside out, and I defy
anybody to hear a man talk on a
subject he knuus and not be inter-
ested.

Walking down the street, I asked
myself: "Do you know as much
about the cigars you've been selling
the past five years as this chap
knows about watches?" And I an-
swered myself: "You know darned
well you don't. But you're go-
ing to.''

Now, I'll put that same question
up to niy fellow cigar salesmen.
Do y«iu know enough about your
riiiar to talk for ten or fifteen min-
utes and really be saying something
all the time? For instance, what
kind of tobacco is in the filler of
vour cigar — the binder — the wrap-
per'.' Do the people who make your
ei<jar have any special manufactur-
inu or curing pn»resscs? .Just why
is vour «'ii;ar difTerent or better
than other brands in ite price class?

If you do know as much about
your cigar as the men who make
it^ — my hat's off to you. If you
don't, woTildn't it pay you to find
out? If you are anywhere near the
faet«)ry, drop in and get them to
show you everything there is to be

A BEDTIME STORY
FOR CIGAR SALESMEN !

"Why howdoudo, Mr. Salesman
... I'm mighty glad to see you . . .
you're the first salesman I've liad
call on me this week . . . No, I've
never heard of your brand and I've
never had any calls for it, but just
the same I want you to please ac-
cept my order for 500 ... If you
have the stock in your car, bring
the 500 in right now and you can
stack them right up on top of my
show case . . . No, don't botlier mak-
ing me out a bill, and I appreciate
the fact that you'll give me credit,
but I prefer to pay cash . . . And
listen, you don't need to give me a
trade discount or a couple of five-
packs free . . . just tell me how
much 500 will cost and I'll give you
cash . . . No, no, no, I don't want
vou to treat me to a cigar . . . Here,
smoke a couple of your own brand
on me . . . put a few more in your
pocket, that's a good fellow . . .
And, say, haven't you got a nice
big poster that you can put on my
window ... Oh, that's a dandy one
. . . put four up, will you? . . . And
say, would you be so good as to let
me have two more ... I'll put them
right back here on my wall case . . .
Hey, listen, haven't yon got any
real big outdoor signs? . . . Gee,
they're great! . . . Wait. I'll help
you nail five of 'em up right now.
Thanks a lot for being so coopera-
tive with me . . . Come soon again.
I'll always have an order for you"
— And then the alarm went off!

Been. If you live at a distance, get
hold of the nearest factory repre-
sentative and put him through a
real old fashioned third degree.

You'll be surprised with what in-
creased confidence yon sell, when
your sales talk is based on a thor-
ough knowledge of your product.
You'll be surprised how you and
your cigar go up in the estimation
of your trade. You'll hv -urprised
how much of that sound informa-
tion the retailer will pass on to his
customers — and what it will do for
your brand. Yes sir! You'll be just
as surprised as I was.

BATVK BRANDS BUILD BUSINESS

Bayuk Phillies

(BAYUK PHILADELPHIA PSRFSCTO)

Havana Ribbon
Mapacuba

Charles Thomson
Prince Haoitot

TIGHT BINDING

Convicted by "Smoke Screen"

rsiPSiyi^^ss^iJSisi^^i^isoisyiyEsy^^

H()W (Javiii Sti'vtMis, county atlonioy, literally
"smoked out" a eoiilVssioii from a murderer
whom no one elso susju'cted and ai»ainst whom
not even circumstantial evidence existed, is told in the
story "Smoke", written by William Faulkner and pub-
lished by Harrison Smith and Kobert Haas in a collec-
tion ot that author's short stories under the title "Doc-
tor Martino and Other Stories." '

n'^^'''^^^''-^'''^""'^^'^^'"''^^^'^'^'^^''^'*^^^- "Kv<?r since
1 linally ivcovered tVom i)ein- sick at it at the age of

tourteen ihat's a lonu time, lonic enough to have
become hnicky about t«.bacco. Hut most smokers are
desiute the psychologists and the stanchirdized tobacco'
Or maybe it 's just ciuareites that are standardized. Or
maybe they are just stainhirdized \n lavnien, non-
smokers. Because I have noticed how non-Jmokers are
apt to go otl half-cocked about tobacco, the same as the
rest ol us go ot!' half-cocked about what we do not our-
selves use. are not familiar with, since man is led by his
pre- (or mis-) conceptions. Because vou take a man
who se Is tol)acco even th<»uuh he does' ,K»t use it him-
^I'li, wh(» watches customer after customer tear open
he j.ack and light the ciuaivtte, just across the counter
from him. \ on ask him if all tobacco smells alike.
It he cannot distin-uish one kind from another bv the
smell. Or mayl)e it 's the shap<' and color of the pack-
age it comes ,n : because even the i)sychologists have not
>et tokl us just where seeing stoj.s and smelling be-ins
or hearing stops an.l seeing begins. Anv lawver can
tell you that. ... * *

"I stoi)ped in W.-st 's drug store last week for some
tobacco, and he told me about a man who was particular
jdmut his smokin- also. While he was irettin- niv to-
bacco from t lie case, he reached out a box of ci-arettes
and handed it to me. It was dusty, faded, like he had
had It a long time, and he told me how a drummer had
ett two ot them with him years ago. 'Ever smoke
hc^nf hesa.d •No 'I. aid. 'Th.y must be citv cigar-
ettes. Then he told me hc»w he had sold the other
package just that <lay. He said he was behind the
counter, with the newspaiK.r sprea<l on it, sort of half
reading the paper an<l half keepinc. the store while the
clerk was gone to dinner. And he .aid he never heard
or saw he man at all until he looked up and the man
was just across the counter, so dose that it made him
.inmp. A smallish man in city clothes. West said, want-
ing a kind of cigarette that West had never heard of

hem. ^^hy don t you r-arry them 7' the man said. *I
have no sale tor them,' West said. . . . Then the man
lK>ught tlu. other package of cigarettes and went out.
And \\ est said that he was mad and he was sweating,
too like he wanted in vomit, he said. He said to me

It 1 ha<l some devilment T was scared to do mvself
you know wlmt I'd do! I'd give that fellow about ten
dolar^ and I'd tell him where the devilment was IZ
tell him not to never speak to me again. Allien he went
out, I felt just exactly like that. Like I was goin| tTbe

County Attorney used pseudo-science
to "smoke out'* perpetrator of murder
against whom no evidence existed

''You all know the peculiar attribute which this
room has. How no draft ever blows in it. How when
there has been smoking here on a Saturdav, say, the
smoke will be here on Mondav morning when* rncle Job
(.pens the door, lying against the basei)oard there lik<' i
dog asleep, kind of. You 've all seen that.

Stevens said to Job: *Tell about Ik.w the smoke
was there behind that table that afternoon Toll

what you told me." • • • . xui

''It was tlu'ie. And I thought that he was asleen
like always, and 1 went to wake him up "

"And this little box was sitting on the edge of the
tjd)le where he had l)een handling it while he talked to
Air. \irge, and when you reached vour hand to wake
him "

"Yes sir. It jumi)ed otT the table and I thouuht
he was asleep "

"The box jumped oif the table. And it made a
noi.se and you wondered why that «lidn't wake the
Judge, and you looked down at where the box was Ivin-
on the floor in the smoke, with tin' lid open, amfvou
hought that it was broken. And so mhi reached vour
hand down to see, iK'cause the Judgi' liked it because
-Miss hmma had brought it back to him fi(,m across the
wateis even if he didn't need it for a pixpvv weight in
his othce. So ycm closed the lid and set it on the tablr
again. And then you found that the Jud-e was moi..
than aslee]). "

Stevens seemed to watch his liand as it turned the
box s owly this way and that. *'Uncle Job calls thi<
a gold box," he said, -which is as good a name as anv.
Better than most. Because all metal is about the saim* •
it just happens that some folks want one kind more thaii
another. But it all has general attributes, likenenses
One ot them is, that whatever is shut up in a metal box
will stay in it unchanged for a lon-er time than in a
wooden (,r paper box. Y(»u can shut up smoke, for in
stance, m a metal box with a tight lid like this one, and
even a week later it will still be there. And not onlv
that a chemi.st or a smoker or tobacco seller like Doctr.V
\Nest can tell what made the .smoke, what kind of to-
bacco particularly if it happens to be a strange brand,
a kind not sold in .TetTerson, and of which he just hap-
pened to have two packs and remembered who he sohl
one ot them to."

• W<. did not move, relates the teller of the storv

bl iiir fef.t on the floor, then we saw him strike the box
on, St.vens hand. But we were not particularlv
watching Inm, even then. Like him, we watched thi.
box boimc.; into two pieces as the li,l snapped off, and
omit a fading vapor which dissolved sluggishly awav
As one we loaned across the table and looked down upJii
he sandy and hopeless mediocrity of Granbv Dodge '^
head as ho knelt on the floor and flapped at the f,X<^
smoke with his hands. laum^

A HALF MILLION OR MORE VOLUNTEERS TO ENLIST
FOR THE DURATION OF THE WAR TO REVIVE THE
CONSUMPTION OF CIGARS IN THE UNITED STATES

You, MR. DEALER, can have your gun and the
ammunition and fire a shot without going over the
top of your counter or spending a cent.

BE A SOLDIER!

Hoist the colors— welcome the salesmen who call to put the
posters in your window— distribute the little folders among your
customers— help sell smokers that beautiful thought we all know
so well **that a good cigar makes every meal a banquet."

GET IN THE ARMY NOW!

And you'll get Your Bonus sure in better and more profitable trade.

INCIDENTALLY!!

MANILA CIGARS ARE GOOD CIGARS-NONE BETTER AT THE
PRICE-STOCK 'EM! SELL 'EM! THEY WILL MAKE FRIENDS!

Directory and booklets on application to the

MANILA AD AGENCY (C. A. Bond, Mgr.)

15 William Street, New York, N. Y.

I^

(Continued on Page 17)

The Tobacco H'„rhi

I '/ <'»

tj

more and more tobacco manufacturers are using
our complete packaging service — a full line of light-
proof, moisture-proof Reynolds Metal packaging
materials, a Package Testing Laboratory, and skillful
package engineers and designers. Let us show you
what modernized Reynolds Metal Packaging can do.

HEYIVOLDS METALS CO., INC.

«is

2§

The Utmost in Quality and Service

Cisar Labels and Bands (New and Dis-
continuedX Cans, Cedar Linings and
Section Boards, Glass Jars, Tissue Wraps,
Gum Trasacanth, Bundle Straps, Boards,
Knives, Cutters, Blades, Molds.

Hundreds of designs of labels
ready for immediate delivery

Aflverican Hox SsPPIy Csl

3(KK) E.\ST JEFFERSON A\ E., DETROIT, >IICH.

**What a welcome visitor
The Tobacco World
must be to wholesalers and
retailers !

"If they are only half as
interested in reading it as
we ourselves are, we're glad
our ad is in it regularly" —

says an advertiser.

Irici.

H

SALESMEN'S CONVENTION

WIIOLKHHARTED support of tlio (M-ar Pn.u-
ross Board was plod.u:o(l hy the iiioimImms of
the Xational Board of Tol)aceo Salesmen's
Associations at tlicir iiftocnlh annual convention, held
at the Hotel Morton, Atlantic (Ity, from Mav S to in.
The resolution pledged that tol)acco salesmen* nienihcrs
will carry on with the work assigned to them, hy l)oost-
ing cigars, spreading propaganda, affixing '])os1er<
lM)osting cigars in various puhlic places, and perfoiin-
ing such other work as may Itc necessary for the pio-
moti(ui of cigar smoking.

This was only one of several resolutions adopted
hy the convention. Others were as follows:

To wage a militant camjiaign against husiness
houses adopting a "loss leader" i)olicy;

To enlist the aid of sister organizations in promot-
ing its Father's Day program;

To thank Ahe Brown, national presicU'iit ; .losepli
Ullrich, president of the Newark hranch, and Irwin M.
Mos.s, president of the Trenton hranch, for tlieir work
in helj)ing to defeat the proposed ''Luxury Tax" hill in
Xew Jersev:

ft r

To record a i>ermancnt vote of thanks to MM
Brown, national president, for his untiring services;

To congratulate the Xational Association of To-
bacco Distributors on its accomplishments.

At the bamiuet, Josejjh Kolodny, administrator of
the Cigar Progress Board, was theoidy speaker, lie
outlined the plan for |)romoting greater cigar consump-
tion, told the salesmen, assendded, what they could do
in the field and asked them for tlndr co-operation.

A letter from William A. Ilollingsworth, president
of the Retail Tobacc<» Dealers of America, Inc., said in
part :

"Whenever I hav«' an (»pport unity for reflection, T
lx»come alert to the fact that the salesmen have always
appeared in the forefront of all activities for the bet-
terment of the tobacco industry. Long before Retail
Tobacco Dealers of America was evbr dreamed about.
I recall the occasion when Max Berliner and a few of
your members vi>ited ww and aske«l that I take an in-
terest in the Tobacco Trade Conference then being pro-
mot<»d by the salesnifu. When I agreed to attend a
meeting (>f this conference, I took my first step towanl
association work, and 1 believe then and there wa-
planted the seed which was destinetl to develop into
Retail Tobacco Dealers of America and all its branches.
If it had not been for that initial m<»vemeiit, it is largely
a question whether the retailers wouhl have been suf-

Tht Tobacco li'urld

f^'

/-if ■>»..%

M\

«l*

W i^

Mt-

PICK & PAT

in ''PIPE SMOKING TIME''

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with tlie
increasing sales of • • •

DILL'S BEST and MODEL TOBACCOS

lir;, iilly orii:anize(l to ne«4:otiate with the irovernment
iV.i ,1 Code or to carry on the numy present day aetiv-
itif- (h-alin*^^ with Slate and Xational projects.

"Durinu: tlu' past three years the activities of the
]f> iailers Association have taken me far and wide
tiirouuhout the country, and on evei-y occasion and
uiulcr every circumstance, I have encountered the
wlhih'hearted support of hoth the Local and Xational
S;il» -men's Association. Therefore, I feel deeply that
til. salesmen are the true missionaries who «i:o forth
.i!i(l -pread the doctrines which less moliile i^roujis fre-
«|ii< iitly appropriate and capitalize.

•'Like true missionaries the salesmen liave always
hi t'li most i^^enerous. They never display cliai^rin wlien
llit-ir initial etTorts are turned to good account hy
oIIm r-. They have ever heen willing to blaze new trails
(II carry the message to (Jarcia. Perhaps these com-
ing iidahh' characteristics are due to the salesmen's in-
lit'iriit consciousness that his joh is selling and once
l»t iiiii (Minvinced regarding the soundness of either ar-
ticlf nr pro])osition, he feels the urge to sell.

"Certaiidy the salesmen merit recognition for the
"^IM iidid promotional work they have done, and I am
(uiilident the time is near when the salesmen will re-
«' ivi' all the tributes and credits thev justlv deserve."

The following officer.s were chosen for the ensu-
iim yeai": Abe Brown, Xewark, president; Hen Las-
chow, Xew York, first vice-president; Robert L. Mc-
cormick, Trenton, secon<l vice-president: William
Kocli, Baltimore, third vice-president; Frank Sobel,
X. wark, secretary; Albert Freeman, Xew York, treas-
ini r; Herman J. (ioldwati»r, Xew York, sergeant-at-
arms; Irving Payson Zinbarg, Xew York, counselor.

A|)pointed as vice-chairnjen of their respective re-
gion>* were L A. Bergman, Xewark; Leon HorowitE,
Philadelphia, and (lordon L. Harris, Washington.

The following connnittee> were appointed:

Bamiuet Conunittee — J. (loldwater, chairman; L.
I'. I'ergnuui.

Resolution Connnittee — I. A. Bergman, chairman;
•J Murphy, A. Freeman, L Moss, W. Jelling.

Finance Uonunittee — Klmer Brindley, cliairman;
^\ illiam H. Koch, Jack (rreenburg.

Insurance' ('oniniittee — Elmer Brindley, chairman;
^Villiam H. Kocli, Jack Oreenburg, Ben Ueiderg, Frank
S..hel.

OUR HIGH-GRADE NON-EVAPORATINO

CIGAR FLAVORS

Make tobacco meUow and amooth In charactasF
and Impart a moat palatable flavor

FUYORS FOR SMOKING and CHEWING TOBACCO

Write for Llat of Flavors for Special Brands
BKTUN. AKONATIZEI. BOX FLAVOMS. PASTE SWEETENEKS

FRIES Sk BRO., 92 Reade Street. New York

The Standards of America

Urillird'i

l«il %mA Hills

GtU ft Ax*i

SNUFF

Eft 1760
Eft 1825
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hlf{h Toasts
Strooii, Salt, Sweet and Plain Scotches

GEORGE W. HELME CO.

Ill Fifth Aveasa. Naw Y*rk

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Addresi Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582. "The Tobacco World."

J5

Quality 2 lor 5^ Cigars

BY P. LORILLARD COMPANY, INC.

Meeting the public's demand

for quality cigars

moderately priced

Onr other I\ipular 2 for 5c Cigars
JAMES G. BLAINE • LA FRAOSA • SARONA

SCHLEGEL

LITHOGRAPHING
CORPORATION

\ BROADSIDES

COUNTER /

\ BOOKLETS

DISPLAYS /

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AUTOKR AFT

CIGAR BOXES

Boite Nature
Cedar Chests

Novelty
Wrapped

Are Outstanding In
Quality-Design-Cost

AUTOKRAFT BOX CORP,

Lima, Ohio
Chicago, III.
Detroit, Mich.

IlelLnm, Pa.

Hanover, Pa.

Philadelphia, Pa.

Wheeling, W. Va.

RETAILERS' CONVENTION

((■o)ttinucd from Pat/c (i)

( '(Mistitution Coiiiniitleo — Hen Loschow, ('hainnaii;
1\. L. Mccormick, Frank Bi-citini.o-, J. Powell, A. (;.
.\ra('kiniH)ii.

J*iil)lleitv roiiimitioo — T. P. Zinbari*-, chainnan-
AIh' J '(►Hack.

L('i;islativo ('oiiiiniUoo — J. (Joldwator, clialrnian;
1. A. Boruinaii, Newark ; H. L. MeCoriiiick, Trenton;
\V. I). Koch, Baltimore; II. h*en(lelniaii, Pliiladelpliia;
(i. I J. Harris, AVasliiiis>t()ii.

Ilinnidor ('oinniittee — II. Heiulohiian, riiiladej-
l»hia, chairnian; Ahe Pollaek, New York; I. I*. Zinhaiu,
New York; .1. (loldwater, New York; J. (Jreeidnnu-,
J^altinioro.

CHESTERFIELD PROGRAM

AXDRK KOSTELAXETZ and his 4.Vi)ieee dance
oi'ehestra are now t'eatnred on a new series of
Chestei lield i)ro,i»ranis over the nationwide ( 'o-
lunihia network, heuinnin^- Fridav, Mav 1, t'roin lO to
M)-:M) \\ M., KDsf. SiH)ns{n-ed"l»y Li'-uett i^: My<'r>,
tlu' prourani has as support inu' artists Kay Tiionipxm
and lier (Jirls, Ray lleatherton, ))aritone, and \\\v
Rhythm Sin«j;eis. David R<»ss is the annoiinet'r. The
new programs replace the Satnrday nil" lit broadcasts
heard throniihoiit the winter season. The Wednesday
I'veiiini; Chesterlield pro,u-ram will continue t<> t'eatiiii'
Lily Pons, with the chorns and oi'ehestra coiulncted hy
Kostelanetz.

SMOKERS INCREASING

TIIK lJ).'i5 rise in cigarette prodnction amonnted
to approximately 7 per cent. Fnrtiow Mcufazhh ,
iu its Survey VI (April, 193()) states that tiie
increase in cigarette smokers reported since Survey J.
nine months ago, has lieen 7.7 per cent., indicating that
the numl)er of smoker.s, now 45 i»er cent, of the total
adult population, has swelled as well as the amount
smoked. Major and minor brands gained relative to
the ten-cent bramls, roU-your-own, and the miscella-
neouH category of "anv" — which prolmblv means any
cigarette that can be *' borrowed". The invasion cheap
smokes tlireatened two or three vears airo has deft-
nitely been turned back by tlie increase of purchasing
power.

BERNARD SCHWARTZ PROFITS

A substantial increase hi -ales in the tiist quarter
of tlii- year lifted tli«' net prolil of the !?<'rnai<l
Schwartz Ciuar Corporation tc> $r>*2,2sl, after depriM-i
ation an<l Federal ta\»'s, from a nt*t profit of ^Ki,.').')!) in
the same ]»eriod a Near ago, acconlin«r to S. T. (Jilbert,
chairman.

This was equal, after dividentl requirements on
.'n,4!n shares of prefc'iied st(»ck, to 5.3 cents a share on
HO,iM].'! shares of conimon stt>ck. Net profit a year au'»
on the same basis, was eqmd to less than one cent a
common share.

1 6

John J. !>oiilon. vice-president and <rn«'ctor oi
Fabi-r. < 'oe &: Onuu, Inc., and long active in that cmn-
panyV- >-ah's <h'partment, died on Friday, .May 15tli.
after a luief illness.

The Tobacco World

CARR BAYUK TREASURER

HARRY V. CAKR, who has been a director of
Bayuk Cigars., Inc., for seveial years, was
<'lected treasurer to succeed Harvey L. Hirst,
\vln> )( signed several weeks ago. Atr. Carr was for
iiinn> .\eais engaged in the petroleum industry, having
JKM'n coniK'cted with Sun Oil Company and with (Julf
Kclining Company.

I'ayuk Cigars, Inc., recently ran a safety slogan
(•(iiilest among its emi)loyees giving a jjiize of $25 to
the employee turning in the best slogan calculated to
fui llier minimize injuries and lost time in the plant.

1(),()54 entries were turned in bv the emi)lovees
anil the slogan unanimously selected by the judges was
as f tjlows: ''Never feci safe enough to bo careless."

TIh' pi'ize was won by ClifTord Mae Colt man, an
{»p( rative iu the Philadelpliia plant.

REYNOLDS METALS GAINS

For the first quarter of lf>3() the Keynohls .\K-tals
(/o. and wholly owned subsidiaries repoi't net earn-
\\VJL< after all deductions, including Federal income
la\< -. s;;i7,C)74, espial to 2(i cents each on 1M)(),.'J22 shares
nt cnnimon stock outstanding, after dividend requiie
mcnts OH the preferred. Net earnings in correspond-
in- |M'iiod last year were $2H7,IMi2, or 2.') cents a com-
mon share. Net earnings of a wholly owned siibsid-
iar> tlnring the current year but before the date of
acquisition amounting to !f4.'),(»57, have not been in-
cluded in this statement.

AMERICAN CIGAR EXTRA

The American Cigar Co. has (h-clared an its own
(onniion st<»ck a dividend of 1-4') share of American
T<»bacco Co. common B stock. A similar dividend was
(It'clared three months ago. The regular (puirterly
ilividend of $1.50 a share on the iireferreil was also
declared.

"SMOKE SCREEN"

Later, Virginius Holland said to (lavin Stevens:
"^"U talked a right smart in yonder al)out chemistry
iiiid such, al)out that smoke. I reckon I believed some
ef it and I reckon I didn't believe some of it. And I
reckon if I tohl you which I believed and didn't believe,
yfMi'd laugh at me.*' His face was quite sober. Ste-
ven-' face was (piite grave too. Y'et there was some-
thiiiir in Stevens' eyes, his glance; something (juick and
eai^er, not ritliculing, either. "That was a week ago.
If y«>u had opened that box to .see if that smoke was
still in there, it would have got out. And if there hadn 't
hoen any smoke in that box, Oranby wouldn't have
Riven himself awav. And that was a week ago. How
did ■ *

vo

I (OX

u know there was going to be any smoke in that

"I didn't," Stevens said. He said it quickly,
hriirhtly, cheerfully, almost happily, almost beaming.
"T didn't. T waited as long as I could before T put the
f<ninke in there. Just before yon all came into the room,
I filled that box full of pipe smoke and shut it up. But I
•lidn't know. 1 was a lot seareder than Granby Dodge.
But it was all riudit. That smoke stayed in that box
nhnoHt an h<Mir."

Have you joined
the Spruce parade?

Or are you still straggling?

To be sure you have the best
SPECIFY SPRUCE

FOR YOUR BOXES

Consult your Cigar Box Manufacturer

or

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J.

Cigar Box Lumber for 63 years

Ettablithtd 1886

"BEST OF THE BEST"

^^^^^iJi A. SANTAELLA & CO.

Office, 1181 Broadway. New York City

FACTORIES Tampa and Ktp Weal. Florida

155 Mo Street, N. Y. Gty

Industria 144, Havana, Cuba

HAVANA
TOBACCO

ROTIISCHILD-SAMl ELS-DUIGNAN, INC.

Harn S. RotbcUd, PrtsideM

Miltaa Saaids, Vice-Prc«dari
^«. W. MgiM, Sec. ud Troa.

,'0

tr

Tobacco Merchants' Association
Registration Bureau, NEw^YokTaTY

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance of $2 will be made to mcnibera of tha Tobacco ICor-
chants' Aasociation on each registration.

Note B— If a report on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charga of Oaa
I>ollar ($1.00) will be made. If it necessitates the reporting of more than twoaty
(20) titles, but less than thirty-one (31), an additional charge of Two DolUri
($2.00) will be made and so an additional charge of On* Dollar ($1.00) will b«
made for CTcry ten (10) additional titles necessarily reported.

NEW REGISTRATION

BADMINTON:— 46.545. I ur ci.uar-. li.uarctti-
Havana Leaf Cigar Mtg. C\>.. Dctrmt. .Mich..

. tit|)at'i(i and
.\!av 4. 1930.

<tl>glC'!

TRANSFERRED REGISTRATIONS

PERSONALITY:— 16,376 (IoIkuho World). For cigars, cigarettes,
cluriMit>, vtwun-. chewing and >n)oking tobacco. Registered Octo-
ber (.. IMOK. bx American Lith-.. Co., \e\v ^■ork■. Transferred to
Schwab, Davis \- Co.. Inc.. New York. X. \'., and re-tran.sferred to
Morris Hirschtield, Xew York. X, Y., .\pril 21, 1W(>.

VIRGINIA LEE:— 24.595 (Tobacco Leaf), and 27.770 (Trade-Mark
Record), lor cigars, cigarette-, and tobacco. Registered January
lb. 1903. by .American Litho. Co., Xew York, X. Y. Transferred
to .^chwab, Davi- \- C,k. Inc.. Xew Nork, X. Y , and re-transferred
t.. Morri> Hir-clitu Id, Xew York, X. Y., .\pril 21. 1936.

DELAWARE BRIDGE:— 44,789 .Tobacco Merchants .Association).
For cigars. Registered Xovember 3, 192«., bv (i. Bennett. Phila-
delphia. Pa. Iran-firred to lUniamin Righerg, Philadelphia. Pa.,
and re-transl'erre<l to IL.race Cake. Philadelphia. Pa., .\pril 28,'
193().

CUBAN CREST:— 31.434 .L > Tobacco Journal). For cigars,
cigarettes ami tobacco. Registered March 3, 19()(,. bv Louis K.
Xcwnian & Ct>., Xew WtrU. X. Y. Through mesne transfers ac-
quired by (.arcia Crrande Cigar-. Inc. Xtw \\<Tk. X, ^■.. and re-
tran-ttrrecl to Xational Cigar .'-^tand- Co., Xew York. X. Y.. Mav
5, l-'3'i. ' •< • .

EL ROVIRA:— 30.221 ( l' :- lobacco Journal). I or cigars, ciga-
rettes and cheroots. Registered May 4. 1W5. by Benito R.nira Co..
New Aork. X. V Transferred l>y La Confesion Cigar Co., Inc..
New "S ork, X. \'., ■.ucce-.-i.rv to the original r«gi>trant. to \ sicgel'
«r Sons, Inc., Xew York. X Y., Tune 29 1934

PRELUDE:— 6,027 ( Trade- Mark Record ) For cigar«i. Reentered
.September 11. 1889. bv (,,., .<< blegel, X< w York X Y Trans-
terred to the Penick Cigar ( ,.rp . Xew \\,t\<. X. Y May 19 19V,

KING ALFRED:— 22.4«1 tV. .s. Tobacco Journal), For cigars
cigarettes and cherc»ots. Registered .\t,ril 21, 19(M( bv I F, Xew-
inan «: C"- >'ew York, X Y Transferred to Rosenthal Bros..

^nrPa:'Ma;'^,:im"'^"'""""' '" '' ^^ ^^""'""^ ^ ^"- "^'-

PENK STATE:-16.747 , ToIkh . . \V.,rld, For cigar. Registered

December 9. 998 by ^ orkana Cigar Co.. Yorkana. Pa. Trans-

1936' *" ■ ''' -^ '"■''■'• '''""in. Lancaster County. Pa., May 20,

aCAR BOXES

r*L AJcra«mta 4-«B Bitabl^otf 101

pfi-^^^c^

*»r-o^ CMTjrBsr.

PHILADELPHIA CO-OPERATES

{C<ntfiKiH'f/ from Pafjc 6)

iiiii" profit. Ho said that, since the eiuar Imsiiiess is a
nierehandisin^- Inisiiicss, tlie ci.i'ar otTers a .urealer op.
portuiiity for profit than any other t'aetor in the to-
haceo line.

Harry Rendehnan, president of the Tohaceo Sales-
men's (Mul) of Philadelpliia, pledged the wliolehearled
co-operation of the members of his organization, and
the snpport of the Quaker ('ity Division of tlie XATD
was also assured by Philip Gorodetsky, active spirit in
that body.

Fred Winter, veteran distributor of Denver, who
started in the business as a cio-armaker in 1882 and
had crossed the ocean to his native home in Frankfort
(lermany, electrified his hearers with a descrii)tioii of
his most recent crossing — on the Zep llindenl)uru.

And Harry Rothschild, presitk'ut of Hayuk ('i«iar.s,
Inc., took a sniilinir bow when introduced as "always
the first man in the industry to ph'd,ii:e his own iJersonal
supi)ort and the supjmrt of his oruanization to any
project calculated to promote the ciirar business."

**The wholesale or retail tobacconist has no busi-
ness unless he has a ci,ij:ar l)usiness" was one of tJie
trenchant points made by Joseph Kolodny in his ad-
dre.s.s, the main features of which are tran.scri])ed in the
special article over his sis^nature in this issue of Tub
ToB.Arco World.

TOBACCO TRADE ORGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION
OF UNITED STATES

<^^

JH

/ESSE A. BLOCH. Wheeling. W. V» Prtsldeat

JUUUS LICHTENSfTEIN, New York. N. Y Viee-Pretident

William best. New York. N. Y ChmimuB ExeeutiT. Committee

MAT GEORGE W. HILL. New York. N. Y Vic^-Pr«.ide«

GEORGE H. HUMMELU New York. N. Y VicePretideat

H. H. SHELTON. Waihington. D. C .„ Viee-PrMideat

WILLIAM T. REED, Richmond. Va Vice-Prcaideat

HARVEY L. HIRST. Philadelphia. Pa Vte«-Pr«aidcat

ASA LEMLEIN. New York. N. Y Tr«amir«r

CHARLES DUSHKIND, New York, N. Y Counael and Manarinff Dircctar

Headquarter*, Ml Madiaon Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA. INC

WILUAM A. HOLLINGSWORTH. 2M Broadway New York. N. Y Pnaideat

CLIFFORD N. DAWSON. Buffalo. N. Y E>«^ti*« Vic«Pr«aidcBt

JAMES C. THOMPSON. Chicago. Ill TrMaum

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

10HN H. DUYS, New York City ^Mideat
IILTON RANCK. Lancaster, Pa Firtt VicaPrcaideat

^i^i^i^hJ^l^'J^'^J^L^S'*' Second Viea-Ptaaldeal

LEE SAMUELS. New York City SKrcUryTr«M«T«r

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN. 408 Market Street. Newark, N. J Preiideat

JOSEPH FREEMAN, 615 We.t iSOth Street. New York City..nrat ViM-Presideirt

FRANK SOBEL. 72 Williams Street. Newark. N. J Secretary

ALBERT FREEMAN, 2$ Weat Broadway. New York City Treasurer

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS. Baltimore, Md PraaideC

JOSEPH KOLODNY, 300 Fifth Ave.. New York. N. Y SmivImt

GEO. B. SCRAMBUNG, OevaUnd. Ohio Tfwaarer

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN PrMideai

HERMAN H. YAFFE. JO! Fc» Building, Philadalphia. P« ....SMtvtary

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE Pr«ai4cBt

SAMUEL MAGID, JOOl N. Mervine St., Philadelpliia, Pa '.'.'.'.'.ISMratary

7/li' liihiUt)! ll'ci'il

LIBRARY

HECfilVED

JUN 'd ^ 1936

i^y

JULY

*^«P«rtni8iit of %ttultura1 9 3 6

In This Issue

TEAMWORK HAS HELPED
TOBACCO RETAILERS

By Wm. A. Hollmgsworth

ESTABLISHED
1681

CIGAR PROGRESS BOARD
MAKES PROGRESS

By Joseph Kolodny

GAINS CONTINUED BY
CLASS C CIGARS

GIFT TO PRESIDENT OPENS
FATHER'S DAY

THE TALK OF THE TRADE

HoBART B. Han KINS — Editor

Associate Editor — ^John Cleary

*

I FIND THAT

•- in I) I. I n i; ( a m i- I >•
III lp> ili,u«.stiun. sa\s
( laifi Hiintinutnn. *>^
liuhlu stifiouraphtT.

HENRY PICARD /</./</ i^

ratvil tlu best gulti r at full
iron shotN. Iksav s:"Snu)kinji
(arnilv ald^ my iligcstion. '

J

I

During and after meals. Camels
bring a sense of well-being and
good feeling. That's why people say:

MRS. W. I. HOLLINGSWORTH.
JR., ^^Kiallv prominent < ilitur-
nian, ""a^ s: I snmkc ( anu )>. I lu \
plca*tt-' m^ ta^u aul diui >-tii»n.

Camels stimulate
digestion in a pleasant, natural way
...increase alkalinity

Digcstmn nsporulN unfavitrahlv t>i mr%»iu«.-
neii. It IN tritourajHil h\ smuking Cam«b.

StinuilK studies show how Clamt-ls aid di«
giMion. I sing sc-nsitivt apparatus, it i» pos-
sibk to nuasureihvincwasi- in digcstiNc riunio
— alkaline tli.u«.vfi% u HiuiIn— that t.ill.i%^s ilu
I rj|o\mcnt «»f < ami I s mstlu ' iiili.u

MakcC^ai; ' i;r i lyarciti inf Mi uis m-k k
intt. Tht y i. ■ - -^i «'ii \iiii- mrvis. Ifus .ir,
gi-ntle on ^ • -ir ilir.i.n

THE TOBACCO WORLD

Vol. 56

JULY 1936

No. 10

THE inamit'acturiiiK, jobbing and retailing
branches of the cigar and tobacco indu.stry have
been lately swept by a tidal wave toward a
substantial organization of the various branches of
these several departments of a billion dollar industry.
It is a good time, indeed, that such a forward step
sliould be taken. The various organizations of the in-
dustry are to be congratulated on their recognition
of the necessity of such a program.

It is futile to write long editorials, as trade pub-
lication editors do in the heat of a moment, about what
sliould be done to create a financially sound and profit-
able tobacco industry. The industry, with all its fa-
cilities is here — has been here for many years. What
it needs is to press forward to greater accomplish-
ments.

Through various trade associations this is being
(lone, and there is every reason to believe that cigar
sales in this coming year will prove definitely the value
of trade association work among cigar, cigarette and
tobacco organizations throughout the United States.

/^f I ^ HE Retail Tobacco Dealers of America came

into being three years ago and since its for-
mation it has actively sponsored fair trade
practices. From a modest beginning it has grown
steadily in numbers and prestige, and today can truth-
fully claim to be the accredited spokesman for the
t'litire retail tobacco trade embracing more than HIHMKK)
tobacco outlets; and it can proudly claim supporters
jind constituents in everv State in the Union."

''This Association has been dedicated to the prop-
n>ition that predatory and destructive competition are
evils which need correction and regulation; also, it
proposed to preserve tobacco stores as a channel of
distribution for tobacco products. This purpose it
indeed warranted, for as you all probably realize the
«'xclusive tobacconist is rapidly following into antiq-
uity the *w^ooden Indian' which once glorified the store
front of the dispenser of tobacco products.

"Becau.se destructive competition has created
.«ttch ghastly havoc and taken such alarming tolls in
the retail tobacco trade, it is quite natural that the
tobacconist's case should be dramatized by the expo-
nents of fair trade practices. Because their poor state
and burdens .so aptly personify the evils of price-cut-
ting, the retail tobacconists have become a most effec-
tive spearhead to advance fair trade legislation.

**In the advancement of this fair trade legislation,
tlie retail tobacco trade has had splendid assistance
from most of the distributive trades, both wholesale
and retail. Studies undertaken by the National Asso-
ciation of Retail Tobacco Dealers show that destruc-
tive competition is not prevalent only in the tobacco
industry. Most retail and wholesale trades are af-

fected by the same evil and nearly all are seeking some
elTective remedy to treat the pernicious disease of
price-cutting."

In those words William Ilollingsworth opened the
first annual distributive traders' luncheon at the Hotel
Pennsylvania, on June 121 h, in connection with the To-
bacco Retailers' Convention. The luncheon marked a
huge stride forward in the organization of distributors
and retailers towards fair practices.

AS GROVER WHALEN stated in his address, the
luncheon constituted the first real etTort to bring
together under one roof the representatives of
distribution — that great dynamic force which bridges
the tremendous gap between the farm, the factory and
the mine on the one hand, and the consumer on the
other. Distribution — wholesale and retail trade — is a
vital artery of the bloodstream which gives life to the
American economic and social svstem. All of us have
heard scholarly arguments in the past that this artery
should be destroyed because like an appendix, it is use-
less. But w'e hear less and less of those arguments to-
day because we have come to a better ai)preciation of
the functions of distribution, and of its complete indis-
pensability.

On the subject of taxes he said: "The tobacco
industrj' knows more than a little something about tax-
ation. The tobacco tax probably reaches more j^rsons
directlv than anv other Federal levv and has been
highly productive ever since its incorporation into the
Internal Revenue svstem. During the fi.scal vear ended
June 30, 1935, the Government collected $4:)(MMX),C)00 in
direct stamp taxes on tobacco; or, in other words, 14
per cent, of the entire Federal revenue in that year
came from this source. In the fiscal year which ends in
two weeks, it is estimated that tobacco tax receipts will
exceed $500,000,000. No other commodity, with the
single exception of liquor, will bring so high a yield.
But Federal taxes are by no means the only levy upon
tobacco products. No less than twenty States impose
additional taxes on the same tobacco products, ranging
from 5 cents per package of cigarettes in Arkansas (in
addition to the 6-cent Federal levy) to 10 per cent, of
the retail price in Kentucky and Georgia."

IP WHEN you are hungry and IF you had some
bacon, you'd have bacon and eggs IF you had
some eggs, do you wait for bacon and eggs or do
you eat what you c^n get! IF you had a million dol-
lars, would you take a trip to Europe! Lacking the
million, do you just hang around your own back yard
or go as far as vou can with the few dollars vou have
short of a million! That's it— "GO AS FAR AS YOU

\

The TOBACCO WORLD (e.tiblUlied liM) U pubHAed by Tobuco World Corporttlon : Hobart B. RaaklDi. Preitdent «nd Treaturer; John Clemrr. Sten^,
OOce, 236 Chestnut Street, PhilndeiphU, Pa. Usucd monthlr- Subicriplloaa, available onlr to tho»e engaced in the tobacco industry or trade. $1.00 a year, IS ccRta •*
copy; f^eifa, PJH m yMT. Entered as sMoad-claas aait awt^, DMMibw n, 1909, at the Post Olfoe. Philadelphia. Pa., under the Act of March 3, 1179.

CAN'' with what you've got and stop moaning for
the moon!

*'IF there hadn't been three fellows ahead of me,
I'd have done some business" — cripes, man, there are
three million behind you. *'IF my house were only a
little more liberal on credit, I'd . . . " Whoa, fellow!
If the credit terms of your house were as elastic as a
new rubber band, you'd dig up another IF. Do busi-
ness by selling the credit terms you've got and it can
be done when you believe it can !

If there is an "IF" to your proposition, it's up
to you to remove it or not to see it. Cash in on the
possibilities your product possesses today not on the
potentialities it might have if ... ! Every failure
would have been a success if it hadn't been for the pres-
ence of the **IFS" and every success would have been
a failure were it not for the absence of the **IFS."

Let's go ahead on WHAT WE'VE GOT— not
stand still waiting for WHAT WE WANT. Let IF-
FER-E-TIS lodge in the dictionary — we, Salesmen,
have no home for it!

Recognize that phraseology? Right! It is the
continuation from a recent issue of the famous letter
written bv Frank Truefax, Bayuk distributor, on the
evils of iFFER-E-TIS.

HOW advertising puts people to work is indicated
by the results of the sweepstakes contest being
conducted by The American Tobacco (^ompany,
in which people show tlieir skill in ranking the three
most popular songs in the tifteen-song hit parade of the
week. Bv the time the contest had reached its fourth
week, it was responsible tor the hiring of more than 450
men and women and gave added employment to hun-
dreds of others.

The mail received probably exceeds in amount the
flow of mail through many post offices in the country,
aggregating hundreds of thousands of pieces. Incom-
ing mail is handled much as it is in a post office, being
sorted into cases according to states and post offices
from which it originated. Then it is tiled for perma-
nent reference. Already The American Tobacco Com-
pany has employed thirty-one additional men and
women to handle this mail, which ham incceaaed rapidly
each week.

The contest has necessitated vast amounts of
printing, entrj- blanks, rules and similar material. In
the first three weeks more than 285,()(K) pounds, or 142
tons, of cardboard were retjuired. The printing com-
pany which does the bulk of the printing has employed
thirty-nine additional typesetters, pressmen, cutters,
binders and others. Additional etjuipment has been in-
stalled and large amounts of ink, corrugated packing
containers and other supplies have been purchased.

Replying to contestants — each receives a reply —
and mailing out entry cards furnish the greatest
amount of added employment. The mailing house
handling this work has employed 39() more men and
women, in addition to an average of from 75 to TOO pos-
tal workers on their days off to do special work for
which their training fits them. Kxtra floor space, total-
ling more than 30,()(X) square feet, has been rented.

Added revenue for the United States Government
is also yielded by the contest since Uncle Sam collects
postage on every piece of incoming and outgoing mail,
totalling millions of pieces and including thousands of

cartons of cigarettes to prize winners. Elect rotypers,
trucking and express companies, taxicab services and
many other lines of business have also benefited.

The Lucky Strike radio program has been ex-
panded since the contest started and is now the largest
on the air for a single product, employing the complete
systems of the National Broadcasting Company and the
Columbia Broadcasting System. Additional stations
mean added royalties for the song composers and pub-
lishers, who get, roughly, about five per cent, of the
amount paid by the advertiser for time after agency
commissions are deducted.

Thus, besides putting people to work directly, the
contest is the centre of an ever-widening circle of indi-
rect benefits to people in many lines of business.

THE Secretary of Agriculture has made an offer
to redeem tobacco tax-payment warrants issued
to eligible producers of Burley, flue-cured, fire-
cured, dark air-cured and cigar-leaf tobacco, the Agri-
cultural Adjustment Administration announced today.
This offer is made pursuant to Public Resolution No.
76, approved March 14, 1936. In order to Im? eligible
for the redemption of tax-payment warrants, a pro-
ducer must have signed a tobacco production adjust-
ment contract and have received such warrants follow-
ing the sale of his tobacco and after payment of the tax
imposed by the Kerr Tobacco Act.

Contracting producers holding warrants eligible
for redemption are advised to file applications immedi-
ately with the Tobacco Section of the Agricultural Ad-
justment Administration, Washington, D. C. The funds
appropriated for the redemption of these warrants are
available only until September 1, 1936, and no checks
can be issued after that date.

Forms to be used by contracting producers in filing
their applications for the redemption of tax-payment
warrants, together with the regulations governing such
redemptions, have been mailed to all county agents of
counties producing the Burley, flue-cured, fire-cured
an<J dark air-cured types of tobacco, and to the State
offices in districts producing cigar-leaf tobacco.

Only warrants issued to producers who signed to-
bacco production adjustment contracts are eligible to
be redeemed. Warrants issued to producers who did
not sign contracts cannot l)e redeemed, and no applica-
tions for the r^emption of such warrants (^n be ac-
cepted.

THE Axton-Fisher Tobacco Company, of Louis-
^lle, Kentucky, has recently brought out a
splendid piece of advertising on their **Spud"
cigarettes, bound in a cellophane cover. It is the first
of this type to come to our desk from the cigar and
cigarette industry. It is a most elaborate brochure,
if that noun will do it justice.

We are impressed by what Axton-Fisher is do-
ing to promote the sale of its product and we have
no doubt but that this booklet will prove an inspira-
tion to jobbers and retailers throughout the country.

The promotion idea is not, apparently, confined to
the cigar industry, since Axton-Fisher have reaUy
done a splendid job for their cigarette.

We are advised, further, that interested adver-
tising men may write to Axton-Fisher, and obtain a
copy of this pcoB^iki^ Mtorature for their own files.

The Tobacco World

Class C Continues Gain

Two Classes of Cigars Join with Cigar-
ettes in Registering Increases for the
Month; Other Tobacco Products Lose

WILL you look at the way those Class C cigars
keep a-climbin'. Their i>ercentage gain stands
out as the highlight of the current supple-
ment to the Tobacco Barometer of the Tobacco Mer-
iliants Association, reporting the withdrawals for May.
The Class C gain of 7.02 per cent, compares with a 2.68
per cent, gain for Class A, a 2.24 per cent, gain for
cigars of all classes, and a 2.7 per cent, gain for ciga-
rettes. These are the only plus signs on the report.
The total for Class C was 42,949,498, a gain of

The total for Class A was 387,056,625, a gain of
10,099,155.

The total for all classes of cigars was 436,824,596,
a gain of 9,573,853.

Total for cigarettes was 12,025,377,500, a gain of
316,088,190.

The totals for the other classifications were as fol-
lows:

May. 1936

Cigars:

United States 369.831,850

Puerto Rico 2,378,625

Philippine Islands ... 13,846,150

Total 387,056,625

Increase or Decrease
Quantity Per Cent

-k- 12,151,930

— 850,685

— 1,202,090

Class B—

United States

Puerto Rico

Philippine Islands

3,463,297

103,700

73,213

Total

3,640.210 —

Class C —

United States

Puerto Rico

Philippine Islands

42,904.174

36.050

9,274

Total

42,949,498

Class D—

United States

Puerto Rico

Philippine Islands

2.957,992
ISO

• ••»••

Totol

2.958,142

Class E—

United States

Puerto Rico

Philippine Islands

211.921

8,266

Tout

•»•«»••••

220,121 —

Total All Classes:

United States . . . .

Puerto Rtco

Philippine Islands

Grand Total . . .

Little C^ptn:

United States . . . .

Puerto Rico

Philippine Islands

419.369.234

3418.375

13,936.987

436.824,596

12^58.613
250.000

Total

Jtth t. t9S6

* • * • • 1

12.906.613

-1- 10.099.155

+

2,925,103
50,400
61.516

2.913,987

+

2,848.534

28,750

1.952

+

2.817.832

+

387.226

iso

—

387,076

+

SO,U\

—

42.071

+

11,637.874

929335

1,134,186

+

9,573,853

—

3,234.854
150,000

3,384,854

3.40

20.11

7.99

2.68

45.79
32.71

44.46

7.11

• • • • *

7.02

11.58

11.57

19.17

■ * • • *

16.05

2.85

20.90

JM

2J4

37.50

• « • • ■

20.77

Little cigars— 12,908,613, a decline of 3,384,854, or
20.77 per cent.

Large cigarettes — 288,342, a loss of 358, or 0.12 per
cent.

Snuff— 3,106,057, a decline of 78,912 pounds, or
2.48 per cent.

Manufactured tobacco— 24,994,224, a loss of 2,423,-
691 pounds, or 8.84 per cent.

Outside the two leading classifications of cigars,
the other classes lined up as follows for the month :

Class B— 3,640,210, a loss of 2,913,987, or 44.46
per cent.

Class D— 2,958,142, a loss of 387,076, or 11.57 per

cent.

cent.

Class E— 220,121, a loss of 42,071, or 16.05 per

Following is the complete report

Increase or Decrease

May, 1936 Quantity Per Cent.

Cigarettes :

United States 12,024,856.900 -f 316,100,440

Puerto Rico 520,000 + 80.000

Philippine Islands ... 600 — 92,250

2.70

• • • ■ •

Total 12.025,377.500 + 316,088,190

Large Cigarettes:

United States . . . .

Puerto Rico

Philippine fslands

Total

Snuff (lbs.):

All United States

268,342 +
20,000 —

288.342 —

3.106,057 —

Tobacco Mfd. (lbs):

United States 24.994.224 —

Philippine Islands ...

Total

24,994,224

316,088.190

2.70

19,642
20,000

7.90
50.00

358

0.12

78,912

2.48

2,423,691

8.84

2.423.091

8J4

latemal ReveniM CoUectums for 11^
Smvce oi Rev«iue 1936 193S

Cigars $ 1.036,265.07 $ 1,016,087.91

Cigarettes

Snuff

Tobacco, chewing and smoking. . .

Cigarette papers and tubes

Miscellaneous, relating to tobacco
Tobacco sale tax

36,076,857.93

S59,090J4

4.499.104.54

88,042.09

43.70

1921

1922

1923

1«4

1925...

1926

1%7 ...

U. S. Withdrawals for May

. ... 555,497.120 1928...

.... 509.208.725 1929...

. ... 575,915,851 1930...

.... 553,319,526 1931...

.... 514,509,040 1932...

.... 507.253.431 1933...

.... 540,873,508 1934...

35,134.S«5.64

573.294.53

4.935.690.51

65,401.73

493.65

20.656.93

541,500,6^
572.412,549
523.775.163
467.299.661
368.553,366
371,372,981
380,449.937

Cigars Near 2 Billion Mark

Gain for First Five Months Nearly
100 Million; Cigarettes' 58% Billion
Total an Increase of Over 5 Billion

THINK of 12,883 twentieths of cigars smoked in
a single day. Or 25,765 fortieths. Or 128,828
five-packs. Or 644,139 cigars. A lot of cigars,
youUl sav. It is, for a single day. But those figures
do not represent the total nuniher of cigars smoked
in a dav. On the contrary, they mean that there were
that manv more cigars smoked each day during the
first five nionths of 1936 than during the correspond-
ing period last year.

As you may well imagine, the actual number of
cigars smoked was much more impressive, broken down
into trade units: 261,160 twentieths; 522,321 fortieths;
2,611,606 five-packs; 13,058,028 cigars each day!

That is one of the encouraging facts revealed by
the Tobacco World's analysis of its figures compiled
from the releases of the Tobacco Merchants Associa-
tion.

The grand total of all classes of cigars was the im-
posing figure of 1,984,820,205, and the gain was the
equallv impressive one of 97,909,130, or 5.2 per cent.

1st 5 Months
1936

Increase or Decrease
Quantity Per Cent

Cigars :

Class A—

United States

Puerto Rico

Philippine Islands . . .

1,6%.476.815
13.409.720
69,374,815

1,779,261,330

18.829.643
322.250
131,566

4-11+ 11 1 +11+ + + + 1 + +11 +

104.971.448

5.649,635

15,823,635

83,497,858

4,893.567

313.450

73.587

6.7
29.6
18.6

Total

4.9

Class B—

United States

Puerto Rico

Philippine Islands . . .

20.6
49.2
35.9

Total

19,283.459

172.597.014

1W,.500

52,058

5,280,684

19,693.496
36.750
15,378

19,641.368

191.013

Vl',553

^2.5<>o

156.490
8.420

21.5

Class C—

United States

Puerto Rico

Philippine Islands . . .

12.9
18.1
22.8

Total

172,815.572

12.412,871
'l'2.486

12.8

Class D—

United States

Puerto Rico

Philippine Islands . . .

1.6

Total

12,425,351

1.029,923
8.580

1.7

Class E —

United States

Puerto Rico

Philippine Islands . . .

13.2

Total

1.038.503

148.070

119.804.802

0.091.035

15.894.637

97,909,130

12.5

Total All Classes:

United States

Puerto Rico

Philippine Islands . . .

1.901.345,256
13.898,470
69.577.479

1,984,820^5

6.7
30.5
18.6

Grand Total

5.2

The total for cigarettes was 58,559,920,250, which
was a gain of 5,309,824,923, or 9.9 per cent.

In fact, every classification of tobacco products
registered a gain' during the first five months of the
vear, with the single exception of large cigarettes.

Among the cigars. Class A led in volume of gain,
its total of 1,779,261,330 being 83,497,858, or 4.9 i)er
cent, above last year.

But Class C again led in percentage of gam, its
increase of 19,641,368 over the 172,815,572 total of the
period last vear representing 12.8 per cent.

Class D recorded a slight gain of 202,566, or 1.7
per cent.

Classes B and E declined.

Snuff just managed to stay on the plus side, with
a gain of 76,470 pounds, or one-half of one per cent.

The total of manufactured tobacco was 128,743,468
pounds, a gain of 2,515,627 pounds, or 2 per cent.

Following are the comparative accumulated fig-
ures for the five months' periods of the two years:

1st 5 Months
1936

Increase or Decrease
Quantity Per Cent

^'"un^ii?rStates 76.154.239 + 1.797 545

Puerto Rico 922.400 — 177.600

Philippine Islands ...

Total ~. 77.076.639 -f 1.619,945

Cigarettes :

United States 58.558.022.170 + 5,310.140,593

Puerto Rico 1.670.200 -<- 408,200

Philippine Islands . . . 227,880 — 623,870

Total 58.559.920.250 -|- 5,309,924,923

Large Cigarettes:

United States 981,391 - 54.451

Puerto Rico 116.000 — 24.000

Philippine Islands ...

Total ' 1.097,391 — 7%,4$l

^"" All *uiited States . . . 16,334,318 + 76.470

Tobacco Mfd. (lbs.):

United States 128.743,466+ ^15.628 2,0

Philippine Islands ... 2 — * ,.,,

Total ~ 128.743,468 + 2,515,627

2.4
16.1

2.1

1 0.0
32.3
73J

9.9

5.2
17.1

6.7

0.5

2.0

Teamwork Has Helped
Tobacco Retailers

By Wm. A. Hollingsworth

Thi Tobacco WorU

THE most outstanding accomplishment of the Re-
tail Tobacco Dealers of America is the devel-
opment of friendship between previously war-
ring factions. The negotiations leading to peace be-
tween these conflicting elements was greatly assisted
by the advent of NRA, and the Tobacco Retailers'
Code. Prior to the As.sociat ion's existence, the trade
was oppressed by liatreds, destructive intrigues and
an insane belief that competitors should be driven
out of business by cut-throat attacks. During the
past three years the Association has been instru-
mental in replacing hatreds with friendships, intrigues
with co-operation, and mistrust with confidence.
The.se past three years may be said to form the first
chapter of the reconstruction period in the retail to-
bacco industry. Because your Association has been
successful in promoting the gospel of fair play and the
advancement of legislation designed to spread harmony
and benefits throughout the tobacco trade, it has ac-
quired prestige in other retail lines as well as the re-
tail tobacco trade.

On May 27, 1935, the blow fatal to all codes was
struck. The Supreme Court of the United States de-
clared the National Recovery Act unconstitutional.
And so, the two years of building and advancement in
our industry received a severe set-back. Price-cutting
crawled from its hiding place on its belly, but it didn't
take long for it to again take over the driver's seat
which it now .«?hares with its despicable brother, **The
LoBs-Leader. "

Last year we assembled in Boston for our Third
Annual Convention and out of it came the resolve and
mandate to take the lead in correlating a legislative
program w^hich would establish real and permanent pro-
tection for the tobacco retailer.

While working out a campaign for protective leg-
islation, a real effort w^as made to stabilize the imme-
diate destructive situation by voluntary fair trade
agreements. These eflforts met with unusual success
insofar as cigarettes were concerned, but the already
unsteadv cigar situation broke completely with the
passing'of the code, and it now appears that only legal
authority can set it right. These voluntary agree-
ments didn't come into being out of thin air. They re-
quired a tremendous amount of effort, and they were
only possible because your National Association was
in a position to enlist the support of the Allied Retail
Trades so often tenned **alien purveyors" of tobacco
products.

It is a pleasure to report that many of these vol-
untary agreements are still in force and working sat-
isfactorilv, but it is all too obvious that voluntary'
agreements will never solve the difficulties of the retail
tobacconist. At Ijcst, they aw no more than opiates
which ser^atQ relieve temporarily the suflferings which

steadily grow worse. Even today too many trade areas
are paralyzed by unfair trade practices to justify the
claim that the tobacco industry is able to regulate it-
self.

Even if it were possible to effectuate perfect reg-
ulation and co-operation within the ranks of the tobac-
conists, one must never forget that tobacco products
are retailed by many .so-called alien purveyors over
whom the tobacconists have little or no control. That
voluntary agreements serve a useful purpose goes with-
out .saying, but they will not solve the tobacco retail-
er's present or future difficulties. Thus, while your
Association has encouraged and worked for voluntary
agreements, it has also given careful and continued
study to plans and methods which show promise of
effecting a permanent solution and cure. During these
past several months you might have felt impatience
concerning the time consumed in designing a proper
instrument to effectuate a .solution and cure for your
problems. Be assured your patience will be rewarded.

Months of labor has produced a plan which w^ill
definitely prohibit the evil of price-cutting, and further-
more, rapid and progressive strides have been made
towards its legal adoption in many trading areas. The
plan developed demands the enactment of both fed-
eral and state laws prohibiting selling below invoice
cost plus overhead and the outlawing of ''loss-leader"
sales. It provides for legislation on a three-fold front,
namely: Amendment to the Federal Trade Commis-
sion Act to give the Federal Trade Commission power
to regulate merchandising practices affecting inter-
state transactions; enactment of uniform state fair
trade law^s for the regulation of intrastate sales; pass-
age of a federal enabling act, permitting reciprocal
agreements between states having fair trade laws.

Retail business, in the main, is conducted within
the confines of state borders, and so the foremost con-
cern of the three types of law described is with that of
uniform state laws. It is the opinion of many able
authorities on constitutional law, that the certain road
to protection against unfair trade practices in the dis-
tributive field can be reached only through State Leg-
islation. True, the federal laws are also needed so
that merchandise shipped in interstate commerce will
not disrupt the protection afforded by the state laws,
and, once having attained uniform state fair trade acts.
Congress will be quick to realize the need for assisting
protection from the federal government.

In our effort to secure state laws, we, of necessity,
had to take on state functions. Our strategy is to pro-
mote Ae passage of a model fair trade act m the big
industrial states. Having succeeded in these states,
the others will quickly follow. With that m mind we
set about drafting a law for New York State.

FREQUENT mooting^ at the Association's offices
were held during the fall of last year, and
groundwork was laid for the proposed model
Fair Trade Bill. You nnist appreciate that a matter
as important in sco]>e as this undertaking requires a
uieat deal of thought and prt'iiaration and cannot be
accomplished in steam-roller fashion. You can well
understand that many things had to be mulled over and
over again so that all concerned could be assured that
their labor would produce a truly model bill. The work
was bv no means completed after the lay members of
the coinmittee concluded on the frame work of the bill.
The legislative group, composed of some of the leading
constitutional lawyers in New York State, the chair-
man of which is Siegfried F. Ilartnum, counsel of your
Association, were vested with the responsibdity of
drafting the bill. The attorneys worked long and hard,
and the proposed bill as iinally api>roved by them and
the lav members of the committee had the benefit of
the experience of a great nuuiy learned authorities, all
of whom are in accord as to its practicality and con-
stitutionality.

During all this time much j^rogress was made in
enlisting the support of the industrial and administra-
tion leaders of New York State. The ]iro]>osed bdl was
publiclv advocated bv a jn-ominent administration offi-
cial for the first time when Attorney General John J.
Bennett in an address delivered in Albany on October
1, 1935 at a conference convened by Governor Lehman
said, '^\fter careful studv, I now recommend the^cre-
ation of a new State agency to be called 'The New York
State Trade Commission.' Then it would be possible
for honest business men to compete on an equal basis
with all their competitors. With a State body available
to enforce fair trade and ethical business ijractices,
peace and orderliness should take the i)lace of chaos.

Aided bv the encouragement and support of Attor-
nev General" Bennett an<i many others the committee
was enabled to continue tlu' advance of your cause and
finally after months of preparation and jdanning the
"Distributive Trades Connnissicm Bill", on March 3d
of this year was introduced in the New York State
Legislature by Senator Livingston.

The bill jtroposes th<' creation of a distributive
trades commission to be appointed by the (rovernor,
with powers to |)rohibit an<l prevent unfair, fraudulent
and deceptive trade practices. '* Loss-leader" sale^
are specificallv forbidden. In substance the other busi-
ness practices prohibited include all acts in connection
with the sale or ofTer for sale or inducement to pur-
chase merchandise, which are characterized by fraud,
misrepresentation Or deception. The commission is
given broad powers of sul)i»aMia and investigation and
the right to issue temporary as well as permanent cease
and desist orders. By the' terms of tlie bill, the courts
are given power to enjoin acts prohibited by the orders
of the commission and enforce them l>y contempt pro-
ceedings. Additional teeth are supplied by making vio-
lations sul).iect to heavy monetary penalties. Briefly
summarized the bill ofTers the following three way pro-
tection:

1. It protects the consumer against fraudulent, de-
ceptive and misleading selling and advertising prac-
tices.

2. It protects retailers and wholesalers against
destructi%'e price-cut ing and against other unfair dis-
honest methods of competition; and, by so doing,

S

3. It protects the men and women employed in the
distributive trades against wage reductions and loss
of employment.

Having succeeded in introducing the bill, there lay
ahead the most difficult hurdle— that of corralling the
necessarv support to bring about its passage. Unfor-
tunately,* the time element placed it at a disadvantage.
The bill was introduced much too late in the session.
Its delaved introduction was not due to any neglect
l)ut rather to the time consumed in securing assent for
its every provision from all the retail trades affected,
and the circulating of the numerous corrections of the
draft. The draftsmen worked at top speed but were
unwilling, and rightly so, to sacrifice the contents of
the bill for time. This legislation is too important, too
vitf^l to permit the presentation of a bill which does not
measure up to the highest standards. In its final form
and as introduced it is believed the Livingston Bill em-
bodies as near as jwssible the ideal provisions which
have for their purport the elimination of the unscru-
pulous tradesman.

From the time the Livingston Bill w^as introduced
until the adjournment of the legislature, your Associa-
tion's activities never slackened. A great many meet-
ings were held, one of which was attended by repre-
sentatives of 150 trade and civic organizations in New
York Citv, for the purpose of acquainting the retail
trade with the bill and its objectives. Explanatory ma-
terial was sent to all of these organizations, as well
as others throughout the State. Resolutions passed
by several hundred trade associations in the State en-
dorsing the Livingston Bill were sent to the members
of the legislature. Your president made a number of
trips to Albany to confer with Assemblymen and Sen-
ators in order to acquaint them with the bill and to win
their support. While some of the members of the leg-
islature were hesitant to commit themselves with re-
spect to the technique employed to accomplish the pur-
poses of the bill, all of these approached expressed
accord with its objectives. There can be no doubt about
this bill becoming a law in New York State if the deal-
ers there properly co-operate with the other retail
trades for its passage. Bills of this kind do not slip
through with the regular run of legislation. They are
only won by perseverance and through education show-
ing their need.

A meeting of Allied Retailers' Association of New
York State, composed of some of the leading state and
local trade associations was held, and your president
was constituted chairman of its Fair Trade Committee
and of its organizing committee in order to plan a
state-wide campaign for the Livingston Bill, and or-
ganize the retail trade associations of New lork btate
on a permanent basis.

As vou know the New Yc»rk State legislature ad-
journed'without passing on the ''Distributive Trades
Commission*' Bill much to the disappointment of all
those who worked for its passage. But it would be un-
reasonable to feel discouraged in any wise. Many con-
siderations made it an almost impossible task to have
had the bill brought out of coinmittee and to a vote. In
the first place, the legislature had before it such an un-
])recedented amount of legislation ol extreme im-
portance involving major political issues that it was un-
able to give the proper consideration to the bill. Inis
doesn't mean that the bill wasn't important, but rather
that matters of a iwlitical nature took precedence. An-
other reason for its non-consideration was the fact that

Tht Tobacco WorU

t . i»

J^h t, 19^

the bill was iiitroduced so late in the session, the cause
for which delav has already been explained, t urther-
more, necessary funds to undertake a thorough and
forceful campaign were not forthcoming and to have
crossed swords with the powerful opponents ot this bill
with unequal weapons was about tlie surest way to se-
cure its defeat. All of these things contributed to pre-
vent legislative action on the bill.

But future consideration looking for its successtui
passage will not be hampered by these obstacles. The
element of time will be con»piered for the proposed bill
is a completed document; the political situation will be
met ; and all that remains is the establishment ot a sut-
ficient treasury to support a six months' campaign tor
its acceptance, spreading information about the bill to
the public, to the members of the legislature, to the re-
tail trade and to the retail employees, so that when the
legislature convenes in 1937 there will have developed
a united retail front of such strength and importance
that the legislators will find it impossible to ignore the
need for this well-balanced measure.

Do not infer from the emphasis placed on the pro-
posed "Distributive Trades Commission Bill" for
New York State that New York State is the only con-
cern of your Association. On the contrary, the legis-
lative program calls for action on all fronts, — the adop-
tion of the model bill by as many state legislatures as
possible, supplemented by federal laws to aid state en-
forcement. The reason for devoting so much time in
promoting the model bill in New York is one of strat-
esv The State of New York, because of its importance,

is the logical center for all progressive legislation
affecting industrial enterprise. Once you have spelled
success in New York, the other states are certain to fol-
low. . . - ^. ,.

Despite the little time remaining before adjourn-
ment, the model bill was introduced in the Rhode Island
Legislature. It was rei'erred to the Judiciary Commit-
tees and your president and your counsel made several
trips to Providence to appear before this committee.
Though we had but little time to marshal our forces,
the bin, as introduced, was passed by both houses of the
Khode Island Legislature on May 1, 1I>.%, the last day
of the legislative session. The bill was Uu-n sent to
(3 overnor Herbert O. Brigham for his signature, but to
our great surprise was vetoed by him on May (\. AVe
are unable to explain the reason for this veto, l)ut we
are confident that at the next session of tlie Khode
Island Legislature the model bill will become law.

THE next year should determine many things for
tobacco retailers as well as for small enterprises
generally. The foremost problem confronting us
is, shall small businesses such as you conduct have equal
opportunitv for a life of moderate prosperity or be
driven into'the swirling vortex of destruction? \Vhether
or not the tobacco retailers meet this clialleiigf to their
future existence and welfare, depends upon tht'ir ability
to correlate their forces and bring to bear, through
national, state and local organizations, the power of
united action for the common good of all.

Convention A Thorough Success

FOURTH Annual C(nivention of the Retail To-
bacco Dealers <»f Ainorica, Inc., which was held on
June 11, 12 and 13, at the Hotel Pennsylvania,
New York Citv, was a memorable one, not only from
the viewpoint of attendance, but also from that of ac-
complishment.

"One of our underlving thoughts in connection
with this Convention,'^ iaid Win. A. Hollingsworth,
president, "was to reduce to a minimum the number ot
speeches at the convention. All of us have attended
conventions in the past and we know from <»ur experi-
enm that except for a few headliners, very few ot the
^^peakers have an attendance suf!iciently large to justitv
the speaker's efforts. Our convention program called
for no such speeches whatsoever, other than the annual
report of the president, and the opening of the conven-
tion by Louis Klein of Cleveland, the Convention Chair-
man

J f

Jacob YoOTgman of Fremont, Ohio, won a free
trip to the convention as the ohhst retailer in the
United States from point of service.

The effort of Retail Tobacco Dealers of America
to find the oldest tobacco retailer seems to have been a
very suceessful one. More than fifty retailers through-
ont'the country entered the little contest and a good
many of them have been in business for a lialf centur>^
or more.

Mr. Youngman at the age of jieventythree, is in his
sixtieth vear as an active tobacco retailer. He is very
well known in his town. Mr. Youngman 's store still
supports a wooden Indian, of a really ancient vintage
for which he has iK^en offered $12()0. He has refused to

n

accept any offers because he likes his store to retain the
old cigar store flavor.

The Distributive Trades' Luncheon was held on
June 11. Some 250 trade associations in the retail and
wholesale field, the members of Congress, of the Assem-
bly, and of the State Senate of the New York district,
various consumer organizations, and a number of out-
standing civic personalities, were invited.

The speakers at the luncheon were G rover A.
Whalen, Sullivan \V. Jones, assistant coordinator for
industrv, and Mr. Hollingsworth. Mr. Whalen, who is
president of the New York World's Fair, has long in-
terested himself in retail problems, both as a merchant
and as a citizen, and he has long been a champion of
Fair Trade Tobacco Practices in the retail field. Sulli-
van Jones in his activities for lalxir and as an oflBcial of
the federal government has continuously sought im-
provement for small enterprises.

Officers were elected as follows: President, Wm. A.
Hollingsworth; Executive Vice-president, Louis Klein;
Treasurer, Arthur S. Meyer; Secretary, Eric Calamia.
Directors: Eric Calamia, New York, N. Y.; George
R. Curtis, Baltimore, Md.; Clifford ^L Dawson, Buffalo,
N. Y.; Harold C. Dean, Wilmington, Del; Benjamin
Deutseh, Hol)oken, N. J.; N. D. Eubank, Atlanta, Ga.;
Bernard (Jarfinkel, Chicago, III.; James Head, New
York, N. Y. ; Harry Hess, Kansas City, Mo. ; Wm. A.
Hickev, Davenport^ Iowa; Wm. A. Hollingsworth, New
York,'N. Y.; Harry W. Johnson, St. Paul, Minn.; Sam-
uel Katz, New York, N. Y.; Louis Klein, Cleveland,
Ohio ; Clarence H. Marshinan, Springfield, Mass.; John
Maute, Chicago, 111.; T. R. McMullen, Los Angeles,
Calif.; Arthur S. Meyer, New York, N. Y.; R. Carl

Urn Tobteco WorU

ars are the
pleasurable
nil economical
11/ oftmoking.

for

BAYUK BULLETIN

Devoted to the
beat interests
ofthemenwho
sell cigars.

\r,t Ismed 1929

JULY 1, 1936

Prepared twice a month

Sai.i
)ay

HULOFAX

(Tlie Retailer's Friend)

SAYS

Said the dealer BE-
FORE Father's Day—
"If I don't get some box
business on cigars by
reason of Father's Day,
it won't be because I
didn't go after it."
the dealer AFTER Father's
)av i sure did get some box busi-
ed nn cigars by reason of Father s
)ay 1 ccause I DID go after it."

A 1. 1 her aftermath of Father's Day
kU. dealer writes, "With every box
[f cii'ars sold for Father's Day, I
loht.lv told the purchasers that Jl
Lot t ntirely satisfactory, I would
tladly refund money or exchange for
tny other merchandise in my store
[ it was just a word or so of added
Issurance that I wanted to give ser-
lice and satisfaction to every CU8-
bmer . . I sold 41 boxes of cigars
Kid NONE CAME BACK!"

To all who went after box business
bn cigars on Father's Day — Pnil
needn't urge you to go after box busi-
ness EVERY DAY.

To all who didn't go after box busi-
ness on cigars on Father's Day— Phil
tlots urpe you to go after box business
THIS VERY DAY.

Here's one from the Sunny South--

I'ls the increased consumption of

cigars due to some people smoking

lore cigars or more people smoking

)ine cigars?" Phil'* answer w

•BOTH."

•Frenzied Fin*nce — or A Year's
Supply of Cigars (1300) Free and
fl.75 Profit Besidea" article whidi ap-

eared in m recent issue of Bayiik

iull.tin has evoked a world of »"-

I. ri t and discussion . . . Phil has had

^he article reprinted and glad to aend

few to all who make request.

"Should 1 collect old bill before
iking delivery of another order or
aeliver another order and then try to
colli ct the old biU?**

Phil will refer this intelligent ques-
tion to Alex Smart, if he can be to-
cattd Any one know wtera he iai

WANTED— A Good Mea

for a sales atttnt or window display
that will sell cigars by the box for the
■^oiifth of July holiday. No, don'i send
jrour brain storm to Bayuk Bulletin.
pf you are a retailer, use the idea
yourself. If you are a salesman, pass
it along to jrour cuatoroOTV. Big re-
gard (in ia»«M«d Mtos) for the riffht
idea.

THE POSSUM TROT STOREKEEPER KNOWS THE
PULLING POWER OF A POSTER WELL DISPLAYED

^(Bini©ir<gilL SJtoiP©

"Ef it w«Mi't to blame much trouble Id take that thar porter down.

Folk, come a.kin' fer them M^egars til a fellow cain't git no rest atall.

ANOTHER "TRUE CONFESSION"

By a Cigar Salesman

O^iU-

Two stories by cigar salesmen
which apiwared recently in the
Bulletin has tncouragcd ine tt»
write ray own '*truc confession."

I sell for a cigar manufacturer
you would all know if I gave the
name, and I have always flattered
myself that I am a fair to middling
good salesman. But a month or so
ago I had an exficriencc that cer-
tainly made my face red and inci-
dentally did me a lot of good.

It was late one Saturday. I had
Just finished what I thouglit was a
pretty good week's work. I had
made' my average number of calls,
I was up to my quota on sales, and
had put up a little better than my
average of pwtcrs and top-case
displays.

I was pacing the office of a large
jobber who handles my line, and
decided to drop in and see a friend
of mine Uones, we'll call him) who
sells for this firm.

"Well, Jonesey old boy," I
greeted him, "what kind of a week
did you have?"

"Not bad," replied Jonesey.
"Youll be glad to know I got some
good orders for your cigar." He
flipped open his order book. I ran
my eye down the items. I should
say he hadn't done badly! He had
sold just about as many of my
brand as I had. I saw too, from
his notations, that I had shaded

him only a trifle on posters and
idp-caj^e (li?|)Iayj«. But that wasn't
what burneti me up. Jones is a
good man and it's no disgrace to be
tied »r cVen beaten by him.

No, what made my face red was
scime other items 1 saw. So many
boxc?^ cif chewing gum. >o many
ddzcn cob pipe:^— candy, i»encils,
work glove:*, even a few barrels
of root beer. His order book looked
like an excerpt from a Sears-
HcK'buek catalog or the inventory
of a general store. Yes sir, while I
was pluming myself on doing a
prettv gcMxl jol) on a single brand
of ciiii!-, old Jonesey had equaled
my record, and in adtlition had sold
a list of items as long as your arm.
"Good work, old man!" 1
slapM him on the back, hut I m
afraid mv voice sounded a bit hol-
low. Truth to tell, I was down-
right jealous. SX the same time I
was doing some fast thinking: "If
you were to put the steam bemnd
your one brand that Jones puts be-
hind the list he hw to mU— maybe
you'd really sell some cigars."

Next Mondav morning 1 started
out re«olved to show myself what
1 could do. By Saturday night I

FROM A SALESMAN'S
NOTE BOOK

By GEORGE T. EAGER

Facts and figures on the actual
results of various sales methods are
always helpful. The following
article refers to the grocery trade.
But salesmanship is salesmanship
whether we are selling sugar, shoes
or cigars. Our thanks to The Bell
Syndicate, Inc. and The Evening
Bulletin (Philadelphia) for per*
minion to reprint this story.

How should a salesman selling
to grocery stores start his call to
get the best results? Should he tell
a good story or begin with some
general conversation? Should he
politely wait for a busy grocer to
speak first? Should he start
putting up displays and take a
grocer's order afterwards?

A food distributing company
whose salesmen rarry 22 items and
average 38 calls a day decided to
get the facts by finding out what
each method brought in actual
orders.

An analysis of 770 calls showed
that the salesmen who started with
general conversation secured aver-
age orders of 93 cents per call. The
men who started by showing their
merchandise average $1.78 per call.
The men who waited for the dealer
to speak to them average $2.04 per
call.

Those who started in by putting
up signs and displays averaged
$2.62. Those who looked at the
dealer's stock and guessed at his
retjuirements averaged $2.77. But
the men who went behind the
counter and made an accurate
count of the dealer's stock and
talked to the dealer on the basis
of facts brought in an average
order of $7.03 per call.

In other words the starting point
t)f successful selling is to know
more about some part of a cus-
tomer's business than he knows
himself. Telling a customer what
he needs and backing up state-
ments with facts which the cus-
tomer cannot deny, makes for that
feeling of confidence which is the
foundation of all good selling.—
*© 1936.1

had piled up one of the best week s
records T had ever made. And I ve
been doing pretty well ever since.
I'm just passing this story along
for whatever it may be worth to
any of my fellow salesmen.

L

BATL'K BBANDS aUlLD BUSINKS8

Bayuk Phillies
(lUYVK pHiLADEumiA pE«ntcro>

Havana Ribbon
Mapacuba

Charles Thomson
Prince Hamlet

TIGHT BINDING

Mitchell, Washiiii^-ton, D. C; H. J. Moffett, Now York,
N. Y. ; W. G. Patterson, Birmingham, Ala. ; Charles W.
Pian, St. Louis, Mo.; John F. Snyder, Buffalo, N. Y.;
Harry A. Tint, Philadelphia, Penna.; Moe Weinstein,
New York, X. Y.

Vice-presidents: Oscar K. Andren, Portland, Me.;
F. A. Balfour, Watertown, X. Y.; Fred II. Barrows,
Providence, K. 1.; Clyde P. Buritt, Rochester, X. Y.;
Kayniond Carlson, Butte, Mont.; Edward Castio, New-
York, N. Y.; Bert. Cunningham, Cincinnati, Ohio; C. H.
Demuth, Lancaster, Penna.; James L. Domingues, New
Orleans, La.; L. Eastep, Albuquerque, N. M.; James E.
Emmert, Oklahoma City, Okla.; K. O. Fielding, Seattle,
Wash.; M. J. Friedman, Yonkers, N. Y. ; J. J. Oayden,
Columbia, S. C. ; Paul H. Graham, Springfield, 111.;
Irving Green, Seattle, Wash.; II. G. Hall, Erie, Penna.;

C. PI.Herndon, Greensboro. N. C. ; Otto Heuck, Boise,
Idaho; Max Hop|>erath, Minneapolis, Minn.; Bernard
Horowitz, New York, N. Y. ; George Jones, Philadel-
phia, Penna. ; A. C. Kemker, Memphis, Tenn. ; George
Kuntz, Fort Wayne, Ind. ; Kobert T. Lankering, Pater-
son, N. J.; B. G.Leischardt, Bowling Green, Ky.; Wm.

D. Lilly, Baltimore, Md. ; C. W. Linthicum, Jackson,
Miss. ; Kobert Locke, Kansas City, Mo.; Jos. Loeser,
Chicago, 111.; Harvey Lott, Milwaukee, Wis.; Ilaymer
Lowenhaupt, St. Louis, Mo.; E. Luethge, St. Paul,
Minn.; W. H. Mclnerney, Cheyenne, Wyo. ; Herbert
Middleton, Philadelphia, Penna.; Charles J. Moye,
Pittsburgh, Penna.; David Ornstein, Philadelphia,
Penna. ; Joseph H. Peretti, Boston, Mass.; James Boss,
Denver, Colo.; Fred K. Rowley, Duluth, Minn.; P. W.
Saville, Salt Lake Citv, Utah; Jack Schwartz, Chicago,
111.; Doane R. Shaw, San Francisco, Calif.; L. T. Shirk,

Lincoln, Neb.; A. R. Steinmever, Hartford, Conn.; L.
G. Verrette, Manchester, N. H.; Ralph Watkins, De-
troit, Mich.; I. Weinberger, Los Angeles, Calif.; J. B.
AVilliams, Reno, Nev. ; Jacob Wisliman, Rochester,
N. Y.

Executive Committee: Wm. A. Hollingsworth, New
York, N. Y.; H. J. MolTett, New York, N. Y.; Eric Cala-
mia. New York, N. Y. ; Clifford M. Dawson, Buffalo,
N. Y. ; Louis Klein, Cleveland, Ohio; Arthur S. Meyer,
New York, N. Y. ; Clarence 11. Marshman, Springfield,
Mass.

^lembership Conmiittee: Eric Calamia, Chairman,
New York, N. Y.; T. R. McMullen, Los Angeles, C'alif. ;
Harry A. Tint, Philadeli)hia, Penna.; Moe Weinstein,
New York, N. Y. ; Benjamin Deutsch, Hoboken, N. J.

Finance Connnittee: C. M. Dawson, Cliairman,
Buffalo, N. Y. ; James Head, New York, N. Y. ; Arthur
S. Meyer, New York, N. Y. ; Harry W. Johnson, St.
Paul, Minn.; Clarence H. Marshman, Springfield,
Mass.

Grievance and Adjustment CN)mmittee: George R.
Curtis, Baltimore, Md.; Harry Hess, Kansas City, Mo.;
Wm. A. Hickey, Davenport, Iowa; Sanmel Katz, New
York, N. Y. ; Bernard Garfinkel, Chicago, 111.

Publicitv Committei*: H. J. MofTett, New York,
N. Y.; T. R*. McMullen, Los Angeles, Calif.; R. Carl
Mitchell, Washington, D. C. ; W. G. Patterson, Birming-
ham, Ala.; Harold C. Dean, Wilmington, Del.

Connnittee on Codes and Trade Agreements: Louis
Klein, Chairman, Cleveland, Ohio; ClifT M. Dawson,
Buffalo, N. Y. ; Arthur S. Meyer, New York, N. Y.;
(leorge R. Curtis, Baltimore, Md. ; John Maute, Chica-
go, 111.

Progress Board Holds Big Meetings

T OSEPII KOLODNY, secretary, and George B.
I Scrambling, treasurer, of the National Associa-
J tion of Tobacco Distributors, went to Boston on
Wednesday, June 10, 1936, to attend a dinner tendered
to Joseph P. Manning, head of the Joseph P. Manning
Company, Boston, Mass., by the City of Boston. Mr.
Manning is chairman of the Board of Directors of the
National Association of Tobacco Distributors.

He was honored by the city on the occasion of his
twenty-fifth anniversary as president of the City Hos-
pital of Boston. The principal guests included the prin-
cipal oflScials of the City and State government, as well
as many prominent civic leaders.

Mr. Kolodny stated: **The N. A. T. D. takes spe-
cial pride and feels signally honored that such a high
tribute has been paid to one of its officials by the peo-
ple of Boston. Mr. Manning is frequently referred to
as the kindly sage of the New England jobbing frater-
nity and 1 am sure that appellation fits him per-
fectly.'*

The third meeting of the Cigar Progress Board
took place at the Palmer House, Chicago, 111., June 15,
1936 at seven o'clock. Mr. Albert Pines, of J. Pines
& Sons, presided as chairman. A rather prolonged
discussion of the manifold phases of the Cigar Pro-
motion Plan ensued and several very constructive sng-
gestions were made from the floor. It was a most en-
thusiastic and inspiring gathering of manufacturers,
distributors, salesmen and various classes of retailers.

u

Among the out-of-town visitors were: Alex
Schwartz, vice-president of the NATD, of Keilson Ci-
gar Company, Cincinnati, Ohio; J. Renz Edwards, di-
rector of the NATD, of P. S. Edwards Tobacco Com-
pany, Kansas City, Kansas, and Carl Leidersdorf, di-
rector of the NATD, of Lewis-Leidersdorf Company,
Milwaukee, Wise.

A meeting of the salesmen, manufacturers, and
distributors of the State of Maryland, District of Co-
lumbia, and adjourning areas was held at the Asso-
ciation of Commerce Building, Assembly Hall, Bal-
timore, Md., June 19th, at seven o'clock.

A number of representative retoildrs have been
designated to membership on the ('igar Progress
Board as follows: Clifford M. Dawson, 614 Ellicott Sq.,
Buffalo, N. Y.; Fred Griffith, Vanderbilt Hotel, New
York City; William Hickey, Hickey Brothers, Daven-
port, Iowa; Harry W. Johnson, First National Bank
Building, St. Paul, Minn.; Louis Klein, 1300 Euclid
Avenue, Cleveland, Ohio; Neal Hush, Liggett Drug
Co., 2 Park Avenue, New York City; John Maute, 173
W'est Madison Street, Chicago, III; T. R. McMullen,
1969 Los Angeles Avenue, Los Angeles, Cal. ; W*. G.
Patterson, 317 Massey Building, Birmingham, Ala.;
Eric Calamia, Reinhard Bros., 29 Maiden Lane, New
York City; William A. Hollingsworth, Retail Tobacco
Dealers of America, 233 Broadway, New York City;
Vincent Connors, United Cigar Stores, Inc., 330 West
Forty-second Street, New York City.

7^ Ti^occo W&M

Gift to President Opens

Father's Day

T

()

HANK YOU very nmch for the fine cabinet
and the excellent cigars contained therein,
presented as a Father's Day gift through
my son, James. I am indeed delighted to have them
aiid appreciate your thought of me on this occasion.*'
In those words. President Roosevelt expressed his
ilianks in a personal letter to Joseph Kolodny, Ad-
ministrator of the Cigar Progress Board, for the
Board's gift of a chest of 500 cigars.

The presentation to James Roosevelt was made
11 June 8 in the presence of photographers, newsreels
Mild reporters from leading national news services and
metropolitan dailies. The picture of the ceremony was
later exhibited as an exclusive Paramount newsreel
iVature throughout the United States.

Thus, while for many years industries have en-
deavored to promulgate Father's Day, the Cigar Prog-
ress Board— with one bold stroke through three of the
most modern medias of publicity— newspapers, maga-
zines and newsreels— brought to 7(),00(),()00 American
wceklv threatre-goers the vivid fact that Father's Day
is an important holiday and that cigars make an appro-
priate gift.

James Roosevelt, eldest son of the President, ac-
cepted the first gift commemorating Father's Day in
behalf of the First Father of the Land. The Cigar
Progress Board, donors of the gift, represent over
three million Americans engaged in the tobacco indus-
try.

The gift is symbolic of the finest traditions of the
American cigarmaker's art. It consists of a variety of
500 carefully selected cigars in an unusual humidor
especially constructed of solid mahogany, copper-lined
and equipped with scientific humidifying apparatus.

Mr. Roosevelt expressed his appreciation for the
sincerity and thoughtfulness shown his father by the
cigar industry. The presentation was made by Allan
C. Davis, President of the National Association of To-
bacco Distributors. The committee, representing all
branches of the cigar industry was headed by Joseph
Kolodnv, Administrator of the Cigar Progress Board;
and included William A. Hollingsworth, representing
the Retail Tobacco Dealers of America; E. A. Kline,
and Melville Regensburg, cigar manufacturers; and a
number of leaf tobacco growers which group included
farmers and packers.

The big spenders make the
best customers and they like
to. trade where their individual
tastes are considered important.
They want El Producto in their
size and shape. Go after this
business with an upto-the-min-
ute assortment of El Producto.

G.H.P.
Cigar Co.

Inc.
PhUa., Pa.

PRODUaO

yment

J^y t, i9$6

*$

MEN WHOljKNOW •

Prefer Reimnolds Metal-Wjrapped Ciga

A GOOD CIGARS BEST FRIEND - THE REYNOLDS METAL WRAPPER

■"V»y,",Vty,;,VtA",Vt;,"A»y,"A"A"A»/J

Classified Column

The '■te foi this coltunn is three cenU (3c.) « word, with
a minimum cnarge of »cventy-fitre cents (75c.) payable
strictly in advance.

U^•Vlf«<w^ti»w•^^y*r«

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE If ACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines. Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

BEER WITHOUT CIGARS. IS LIKE KISSING WITHOUT
LOVE — Adopt as your slogan, "Kiss your beer, but love your ci-
gmrs." Specially those Havana blended, "Good to the last Puff,"
manufactured by A. Ramirez & Co.. Post Office Box U^, Tampa,
Fla. Write them for particulars today.

TOBACCO WORLD

The Nalimuil Tobacco Business IVIonthly

A GOOD ADVERTISING MEDIUM

The chest is a solid mahogany cigar humidor hold-
ing five hundred cigars — fifty each of ten different sizes.
The humidor rests on a mahogany table which is
equipped with rollers so it may be conveniently and
tasily wheeled around a dinner or banquet table to
enable each guest to select his own favorite size.

The humidor and table are three feet high and two
feet wide. The humidor is copper lined with humidi-
fying pad.»! which are moistened with water to keep the
cigar.s in good condition.

The face of the copper lining contains the follow-
ing inscription : "Presented to Franklin D. Roosevelt,
President of the United States, on the occasion of
Father's Day, June 21, 1936."

The top of the humidor is of inlaid mahogany
liighly polished with a center piece of ebony in which
are imbedded— in solid silver — the initials *'F. D. R."

«

THE Interstate Commerce Commission recently
released its decision covering the application of
the rail carriers for j)ermanent continuation of
the Emergency Charges that were authorized in 1935,
became effective on April 18, 1935, and were to expire
on June 30, 1936. In this decision the Commission has
denied the carriers' application, but has agreed to an
other tenqiorary extension of six months, with certain
reducti<ms on some commodities. The effect of this de-
cision will be to continue the present emergency freight
charges on your traffic (except as noted below) until
December 31, 1936.

The emergency freight charges on unmannfactured
leaf tobacco has been entirely eliminated. In this con-
nection, it will be recalled that efforts to eliminate these
.surcharge rates on raw leaf tobacco from the original
order made by the I. C. C. in 1935 have proved unsuc-
cessful. But,* as already indicated, this item has now
been abrogated.

Another item of interest to manufacturers is the re-
duction to 10 cents per net ton of the emergency charge
oil coal. At the present time there is an emergency
c harge of 15 cents on all coal where the rail rate is over
$1.50 per not ton, and also on all tidewater coal to North
Atlantic ports and on lake-cargo coal. This is a rednc
tion of 5 cents per ton on all coal on which you have
been paying an emergency charge of 15 cents.

It seems very doubtful, comments the Traffic
Bureau, Tobacco Merchants Association of the U. S..
whether the carriers will be able to secure a further ex
tension of these emergency charges, but of course they
may make some attempts for individual rate increase>
to supplement their revenues.

Tk0 T^>QC€0 World

PICK & PAT

it

usar,-^

vfODl l| 0» |»

IML

.:s i! ^>

in ''PIPE SMOKING TIME

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST.TO.COAST MONDAY NIGHTS

Tune in with the
increasing sales of • • •

DILL'S BEST and MODEL TOBACCOS

TOBACCO AMONG LEADERS

T()I^.\(H'() manufacturers were third in the vol-
umt' of advertising exju-nditures in IJJ.T) in maga-
zines, newspapers and radio conil)ined, l)eing
top|)ed only by automotive and food manufacturers,
and second to automotive manufacturers in newspaper^
alone.

Fifteen companies in the tobacco group spent a
total of $.'U,912,()3(), of which the newspaper iiivestmcnt
was $24,245,(K)0. To magazines went $4,r)19,42H, and to
radio $:J,147,608.

?^ifty-five automotive companies hatl combined ex-
penditures of $56,811,873. Of this newspapers received
$;U,515,(K)0.

Fifty-eight food manufacturers spent $o7,IM)8,510.
The newspaper share was $16,()15,(XK).

The next two classifications were alcoholic bever-
ages and railroads.

These findings were revealed in an estimate re-
leased by the Bureau of Advertising of the American
Newspaper Publishers As.sociation. The study covered
387 national advertisers. Those advertisers were in-
cluded whose newspaper expenditures were $5(),(HKJ or
more, and whose magazine investments exceded $20,000.

TOBACCO INDUSTRY EMPLOYMENT

EMPLOYMFXT in the tobacco industry, as shown
by statistics of the Bureau of Lalwr, for the
month of March were as follows: Chewing and
smoking tobacco and snuflf factories during the month
of March, 193G, showed employment at 66 per cent.,
which was 1.6 per cent, gain over the preceding month,
but a decline of 2.6 per cent, when compared with
March, 1935. These factories had payrolls at 66.2 per
cent, during March, 1936, a gain of 1.7 per cent, over
the preceding month and a decrease of 2.2 per cent,
whon compared with March, 1935.

Cigar and cigarette factories during March, 1936,
showed employment at 54.6, a gain of 1.1 per cent, over
the preceding month, and a decline of 2.6 i>er cent, when
compared with March, 1935. These same firms had
payrolls at 42.2 per cent., an increase of 3.7 per cent,
ver the preceding month and 2.4 pt^ cent, increase
when compared with March, 1935.

«»

OUR HIOH-GBADE NON-EVAPOBATINO

CIGAR FLAVORS

Make tobacco in<eUo%v and amooth In charactar
and Impart a most palatable flavor

OAYORS FOR SMOKING tnd CHEWING TOBACCO

Write for Llat of Flavors for Special Brands
AKTLN. AIOHATIZEI. BOX PLAVOIS. PASTE SWEETENEIS

FRIES 8k BRO.. 92 Reade Street. New York

The Standards of America

Rtil Rm4 NiUi
lUUItAx*!

SNUFF

Eft 1760
Eitl825
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys— Rappees— Hi^ Toasts
Strong, Salt. Sweet and Plain Scotches

M«aal*ct«r*d by

GEORGE W. HELME CO.

Ill Plflb AvaM*. New Y«rk

aCAR BOXES

t^ AJc«a««la MSB

••f-a4i caarnrvvr.

**A business that isn't worth advertising
ought to be advertised for sale***

n

THREE POPULAR LEADERS

By P. Lorillard Co., Inc.

OLD GOLD

America's Smoothest Cigarette

UNION LEADER

Smoking Tobacco

The Great American Smoke
BEECH-NUT

Chewing Tobacco

Quality Made It Famous

SCHLEGEL

•

LITHOGRAPHING
CORPORATION

\ BROADSIDES

COUNTE* /

\ BOOKLETS

DISPLAYS /

\ LABELS

\

SCHLEGEL BLDG.

CARTOFS 1

1 wnrDOw

\

374-380 Second Ave.

/ "■ \

/ DISPLAYS

\

HEW TORE

/ CAMia \

1 aancTMATL

\

Algonquin 4-9226-7

1 POSTERS \

AUTOKR AFT

CIGAR BOXES

Boite Nature
Cedar ChMts

Novelty
Wrapped

Are Outstanding In
Ouality-Design-Cost

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago, III.
Detroit, Mich.

Hellam. Pa.

Hsnover, Pa.

iniiladelphia, Pa.

Wheeling, W. Va.

CIGAR PROORESS BOARD BIAKES PROGRESS

By Joseph Kolodny

IN recent years, industry has been drastically trans-
formed. Mechanical production has largely re-
placed hand labor. As a consequence of mass pro-
duction, the necessity lias arisen for mass distribution,
which in turn has made necessary national advertising
of trade-marked products. This has resulted in a high
dci^ree of standardization of these products. The same
article — when nationally advertised — is sold in rela-
tive quantities in every city and state of the UnioiL
As the advertising appropriation for the respective
article was increased and a larger consumer demand
created, the effect iveness and importance of the dis-
tributor's service and that of his salesmen has greatly
declined. As a matter of fact, you and I have heard
many i)eople say that the jobber is about to pass out
of oxistonco; that the salesman is merely an order-
taker. Such an attitude on the part of people is not
good for us because it seriously jeopardizes our capa-
bility of earning a livelihood. It gravely impairs our
economic security. It undermines our peace of mind!
Now, this cigar i)roject, for the first time in the
history of our industry, presents an opportunity to all
(»!' us salesmen or jobbers to demonstrate to everybody
that we are a potent force; that we are capable of per-
forming a real service; that we are an indispensable
and inseparable part of the system of modern distri-
bution of products ; that we are appreciative of the fact
that unless our industry is prosperous, our employer
cannot be prosperous; and that we, as salesmen, can-
not be prosperous unless our employers are prosper-
ous.

Thus, really, my fellow salesmen, in helping the
Cigar Progress Board, we are really doing something
for ourselves. We are merely protecting our own posi-
tion. What we are called upon to do is really very
little. All of you who have put up the first posters
realize that affixing three posters every ten days is
practically no work. You also realize that to spend a
minute or two daily with a prospective consumer try-
ing to convince him' that cigars offer enjoyment, solace,
repose, contentment, the appearance of refinement and
good taste — adds pleasure to your daily work.

So, tot us, my friends, refute the contention that
any project which depends upon the wholehearted co-
operation of many persons is destined to failure. I con-
sider it a poor commentary on human beings. I eter-
nally proclaim and maintain that any activity that de-
pends upon co-operation, effort, good-will, conscien-
tiousness of human beings will suceed and — so it will.

t$

SERVES THE INDUSTRY

OUT in Seattle, Wash., R. O. Fielding edits a
tobacco trade journal called ** Smoke.'* We think
it is a splendid contribution to the cigar and to-
Ijacco industr>% and we are always pleased to see it in
the mail of The Tobacco W^owud. It is always refresh-
ing and undoubtedly serves a most useful purpose in
the territory which it covers. And we mean that every
issue is doing something for the tobacco industry.

The Tobacco WoM

CZECHOSLOVAKIA REPORTS

THE most expensive cigarettes in Czechoslovakia
are made from Oriental, or aromatic, tobacco.
** Virginia" cigarettes are a ])lend of Virginia
and Turkish tobacco, and are said to approach Amer-
ican cigarettes in taste, but according to regular users
of American cigarettes, are of poorer quality. Low-
priced cigarettes are made, to a large extent, from
domestic tobacco. The most popular, lowest-priced
cigarettes are made from domestic light-colored to-
bacco, blended with tobacco from Yugoslavia. Domes-
tic tobacco is used in only four brands.

The Monopoly manufactures ten kinds of tobacco
for pipe smoking, among which are "Americky Lul-
kovy**, containing only foreign tobaccos — Burley, Ma-
nila and Java; **Maryland", which contains Maryland,
Manila and domestic growth; ^'Favorite" which con-
sists exclusively of Virginia tobacco, and ** Special
Mixture", containing 50 per cent, of Virginia and 50
per cent, of Burley, Kentucky, Java and Latakia. A
special type of pipe tobacco is made principally from
Russian, with domestic tobacco added. Ordinary pipe
tobacco consists of domestic growth, with a small addi-
tion of foreign tobacco. Furthermore, two kinds of
pipe tobacco are said to be made on British and Amer-
ican manufacturing processes.

Cigars are exclusively hand-made, the finest from
Havana, and others from blends. The especially aro-
matic cigar ** Virginia" (called '"Virzinka"), which
is provided with a straw stem, is made entirely of Vir-
ginia tobacco. A filler of Virginia tobacco is also used
for the '*Virginosa" cigar. In contrast to this, the
''Havana Virginia" and the ''Brazilian Virginia"
have the same shape and a straw mouthpiece as the
"Virzinka", but are not manufactured of Virginia to-
bacco, being made either of Havana or Brazilian to-
bacco, as their respective names indicate. The low-
priced cigars Kratke (meaning ** short"), and Cigar-
Ulos, have a filler containing a mixture of Java, Manila
and Brazil tobacco. At the present time, tw^enty-six
kinds of cigars are manufactured.

In manufacturing snuff, Virginia tobacco (pur-
chased specially for this purpose), foreign tobacco
powder, Turkish and South-Tyrolese (Austrian) leaf
tobacco and domestic tobacco are used. The manufac-
turing process is very complicated and takes about
twelve months. At present, four kinds of snuff are
produced: Rape (Rappee), Radica, Snupavy Jem-
nosrnny (fine snuff) and Snupavy Hrobozrnny
(coarse snuff).

HEW CAMEL PROGRAM

AN HOUR-LONG program starring Rupert
Hughes as master of ceremonies, Benny Good-
man's ** swing" band, and Nat Shilkret's or-
chestra, will be inaugurated on Tuesday, June 30th,
trom 9:30 to 10:30 P. M., E. D. S. T., when the Camel
Caravan moves to Hollywood for a summer series over
the nation-wide Columbia network. The program will
l>e heard each Tuesday thereafter at the same time.

The final broadcast of the present Camel series,
with Walter O'Keefe and Glen Gray's Casa Loma Or-
chestra, was on Thursday, June 25th. O'Keefe has
gone on the air for Camel cigarettes for two consecu-
tive years. The Camel Caravan is sponsored by the
R. J. Reynolds Tobacco Co. William Esty and Co. is
the agency.

J^y t, 1936

Have you joined
the Spruce parade?

Or are you still straggling?

To be sure you have the best
SPECIFY SPRUCE
FOR YOUR BOXES

Consult your Cigar Box Manufacturer

or

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J.

Cigar Box Lumber for 63 years

ErablUhKl 1886

''BEST OF THE BEST"

'^-*-'' "- A. SANTAELLA & CO.

Offi^ 1181 BrMdfray. N«w York C^

FACTOR/B& Tmmpa and Ktp WtM. /7orM«

155 Mb Street. N. Y. Gty

Iidistni 144, Hifuia, Cabi

HAVANA
TOBACCO

ROTHSCHILD-SAMUELS-DUIGNAN, INC.

Imy S. RaAicUi hmktk

Hw. W. Mom, Sic wA TnM,

Tobacco Merchants' Association
Registration Bureau, '.tV^Yo^V^lr.

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916.

Hegistratioii, (see Note A), $5.00

Search, ' (see Note B), 1.00

Transfer, 2.00

Duplicate Certiticate, 2.00

Note A— An allowance o{ $2 will be made to mcmbera of the Tobacco Mm-
chanta' Aaaociation on each registration.

Note B— If a report on a search of a title necetiitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charge of Oae
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31), an additional charge of Two DolUra
($2.00) will b« made and ao an additional charge of One Dollar ($1-00) will h*
made for every ten (10) additional titles necessarily reported.

TRANSFERRED REGISTRATIONS

SUNSET TRAIL:— 30,107 (Tobacco World). For cigars, cigarettes
and tobacco. Registered May 12, 1914, by tbc Moehlc Litho. Co.,
Brooklyn. X. V. Through nK>ne transfers acquired by W. A.
Huber, Barnesville, Ohio, and re-transferred to H, W. Crum,
Barncsville. Ohio, February 10. 1932.

SUNNY CLIME:--12,277 (Trade-Mark Record). For cigars. Reg-
istered December 14. 1892. by Trice & Spatz, Reading I'a. Trans-
ferred to the Petre Litho. Co.. New York, \. Y., and re-transferred
to A. Bazarte. Jr.. Philarlelphia. P.i.. June 8, \9Mk

CINTA AZUL: — 21,(»7 (Tobacc World). I'or cigars, cigarettes,
cheroots. stogie> and tobacco. Registered Xovcniber 7, 1910, by
Tampa Cuba Cigar Co.. Tampa, Fla. Through me>ne transfers
acquired by John B. Leto. fainpa. l-"la.. and re-tran>ferred to
Joseph M. Lobo, Tampa. l"la.. June 15. 1*M6.

TOBACCO TRADE ORGANIZATIONS

TOBACCX) MERCHANTS ASSOCIATION
OF UNITED STATES

-<|^

(ESSE A. BLOCH. Wheeling. W. Va President

JULIUS LKHITENSTEIN. New York, N. Y Vice-President

WILLIAM BEST. New York. N. Y Chairman Executive Committee

MAJ. GEORGE W. HILL, New York, N. Y Vic*-- President

GEORGE H. HUMMELL. New York, N. Y Vice-President

H. H. SHELTON. Washington. D. C Vice President

WILLIAM T. REED. Richmond. Va Vice President

HARVEY L. HIRST. Philadelphia, Pa Vice-President

ASA LEMLEIN. New York, N. Y Tr-asnrer

CHARLES DUSHKIND. New York, N. Y Counsel and Managing Director

Headquartcrk, MI Madison Ave.. New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC

WILLIAM A. HOLLINGSWORTH. 233 Broadway New York. N. Y President

CLIFFORD N. DAWSON, Buffalo, N. Y Execntiv* Vice-President

JAMES C. THOMPSON. Chicago. Ill Treasurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

10HN H. DUYS, Kew York City President
IILTON RANCK. Lancaster, Pa First Vice-President

D. EMIL KLEIN, New York City Second Vice-President

LEE SAMUELS, New York City S«creUryTrea«»w

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

President

Rrat Vie«-PrcaideM

Secretary

Trcaenrw

ABE BROWN, 408 Market Street, Newark, N. J

JOSEPH FREEMAN. 615 West ISOth Street. New Y'ork City.

raANK SOBEL, 72 Williams Street. Newark, N. j

ALBERT FREEMAN, 25 West Broadway. New York City ..

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS, Baltimore, Md Prcsidcg

JOSEPH KOLODNY, 200 Fifth Ave.. New York. N. Y Secretary

GEO. B, ^RAMBLING. Cleve'.and. Ohio Treasurer

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN PreaWen*

HERMAN H. YAFFE. »l Fc Building. Philadelphia, Pa .......... Secretly

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONK .PrcsidMt

SAMUEL MAGID. 2>JUl N. Merrine St., Philadel^ia. Pa S«wM«rjr

l8

SERVES LIGHTED CIGARETTES

CAPITALIZING on the need of driving safety and
the growing frequency of auto accidents due to
nionientarv inattention of drivers fumbling for
cigarettes and light, an ingenious dashboard accessory
serving lighted cigarettes is now being marketed. The
Serv-A-Lite, manufactured by Telemotor Corporation,
260 P^ifth Avenue, New York, and distributed through
recognized channels, is a single unit combining humidor
for holding standard pack cigarettes, an automatic dis-
penser and lighter, and a handy ash receiver. It is
attachable to any car.

The unbreakable case is attractively finished in
tasteful, harmonizing colors. The device is clamped to
any dashboard in the best mounting position for that
given car as indicated in instruction sheet, by means of
an ingenious clamp requiring no tools, holes or fuss, in
three minutes. There is no marring or scratching of
dashboard, no alterations. A clip snaps on one of the
ammeter binding ])osts under dash, establishing elec-
trical connections.

Pressing the magic button lights a cigarette evenly
all around, and delivers it ready for smoking. There
is no fumbling or dangerous distraction for the car
driver. An indicator tells when the cigarette container
is em])ty. The heating element is made of a newly de-
velo|>ed alloy.

HAVANA RIBBON, LONDRES, REDUCED

EFFECTIVF] June 15th, Bayuk Cigars Incorpo-
rated announced a reduction in the price of Ha-
vana Ribbon, Londres shape, from 5 cents to
;] for 10 cents. The retail price on Havana Ribbon,
Pcrfecto Extra, is not changed by the reduction on the
Londres shape. Introductory campaigns are now be-
ing carried on in a number of territories in the Middle
West and Pacific Coast, but due to limited production
the sale for the present will be confined to those terri-
tories where introductory campaigns are now in prog-
ress.

Reports from distributors and dealers indicate
that the public, who formerly knew Havana Ribbon,
Londres, as one of the largest selling cigars in the
country, are already responding to the reduction on
the Londres shape.

CHICAGO'S CIGAR GROUP

A NUMBER of Chicago business men have been
designated to membership to the Regional
Progress Post of Chicago — a division of the
Cigar Progress Board. This group, with headquarters
in Chicago, will admini.ster the Cigar Progress activi-
ties in Chicago.

Those elected are: Samuel Grossman, chairman,
rejiresenting distributors, Chicago Tobacco Company,
419 South Halsted Street; Louis Eidnes, representing
chain stores, Walgreen Drug Co., 744 Bowen Avenue;
Adam Elson, representing manufacturer.s, Nathan El-
son ft Company, 198 Wells Street; William O'Neil, rep-
resenting salesmen, J. F. Bambas & Co., 2714 West
Twentv-second Street; Joseph A. Loeser, representing
retailers, L. & I. Rubovits, 332 La Salle Street; John
Maute, representing retailers, W. F. Monroe Cigar
Company, 173 West Madison Street.

Th€ Tobacco World

i

LIBRARV
RECEIVED

AUG [^ 1936

AUGUST

I. S, Department of Agricuiturl 9 3 6

In This Issue

THREE MONTHS' PROMOTION
BOOSTS CIGARS

By Joseph Kolodny

ESTABLISHED

1881

"LUCKY SWEEPSTAKES"
BIG BUSINESS

CIGARETTE-^SMOKING HITS
ALL TIME HIGH

ALL TOBACCO PRODUCTS
GAIN IN JUNE

THE TALK OF THE TRADE

HoBART B. Hankins — EdUor

Associate Editor — ^John Cleary

«

AT BOSTON'S PARKER HOUSE.

Back in the ample kiiclun. the
i/u/ beams t»\ira Flanked Sirloin
Steak ./ /./ Parker, named, like the
famous rolls, after the hisn>ric

MRS. ETHEL ARNOLD

I smoke ( ainels. I

savs:

enjoy my ti>oii more an
digest it better."

Parker llt)use in hoston

Ik

enamels

arelirst tln)uea

at bamiuets.

t the Parker House

iniiers. and lunt

cons.

Mariiii

1 1.

i\ in,

:h-
ban-

quet manai;ero

t the I'arker House.

^1*

*#♦»>

Those who enjoy the goodness of

Camel's mild, ripe, costlier tobaccos

with meals and after say:

V.

TONY MANERO, Open %
Ciol» (hamp:'! had gout!

lipestion as my ally.

I

rn

a l,amei

smoker.

'" ^'^^i^s ^'

^o

•'/,

Cs

%^:

OSTLIER

OBACC

One ol lile's most enjoyable experiences —
the pleasure Camels add to eating!

'or Mirclv have nmitcd h{)w of digestive fkiitls. .. alkaline di-

inuth y<»u enjoy eating when gestivc- fluids... st> lucessary to

\t)U are free from care. Ft>r menial well-heing.

strain, vvom% and rush interfere linjoy Camel's mild and costly

with digestion, sli.wing ^K^wn tobaccos whenever you like. lix-

the natural flow t)t the digestive perience the cheery "lift"— the

(]yjj^^ aid to liigestion — the sense of

N<»tiee Imw mueh of the /est well-being that Camels bring,
for eating is restored when you Camels do n«)t get on your

smoke Camels at mealtime, lach nervesorraspyour throat. Camels

Camel helps to increase the flow set you right!

• Camels are made from liner, MOii expensive toiaccos
.Turkish and Domestic . . . than any other popular brand.

THE TOBACCO WORLD

VoL 56

AUGUST 1936

No. 11

•* Life's work well done,
Life's race well run.
Life's work well done,
Then comes rest."

John Mills.

PROBABLY one of the most difficult things in the
business of writing is to compose an editorial
on the passing of a friend whom we held in high
respect and sincere affection.

The passing of our good friend Richard (Dick)
T. Tanner, brings in addition to the grief of his passing
and the loss of a j)ersonal friend, an appraisal of his

work.

During our twenty years and more in the tobacco
trade journal field, no man has done more to create
advertising for all tobacco trade publications than did
Mr. Tanner. Naturally his own publication came first
luit he always had a good word for his competitors.
And he was always generous in his recommendations
of other tobacco publications as well.

In this way he did much to not only encourage
tobacco trade journal advertising, but he brought the
trutli home to many of his customers that "It Pays To
Advertise".

The extraordinary editions which he was respon-
sible for producing month after month attest to his
indefatigable courage and effort.

Over a period of years he did for his publication,
"Tobacco", something that no other tobacco trade
journal business manager has ever done in the history
of the industry.

Ami in his unceasing effort to create these s|>ecial
editions he was in fact advertising the entire tobacco
trade publication field, and from which the entire group
derived some benefit.

We of the tobacco trade publication grouj) have
!<»st a splendid friend, and our sincere sympathies go to
tlie bereaved family and the publishers of ** Tobacco"
for the great loss which they have suflfercnl in Mr.
Tanner's death.

WB have just received from the Tobacco Mer-
chants Association an analysis of the with-
drawals of cigars for consumption to the end
of the fiscal year June ^, 1936.

It is gratifying to note that while the class A cigars
increased more than 6 per cent., this entire increase
was in the United States inasnmch as the Puerto Rican
iigars in this class fell off more than 12>/2 per cent, and
the class A cigars from the Philippine Islands de-
creased approximately 5% per cent.

Class B cigars showed a loss in the United States
well as in Puerto Rico and the Philippine Islands.

MH

Class C cigars declined two-fifths of 1 per cent.

Class I) cigars show an increase of something more
than 1 per cent., while class E cigars increased 8 per
cent.

Taking into consideration all classes, the total in-
crease for the fiscal year in cigar production for the
United States, Puerto Rico, and the Philippine Islands
amounted to 5.18 per cent.

Little cigars declined almost 8 per cent., while
cigarettes increased almost IOV2 per cent.

Snuff showed a gain of almost IMi per cent., while
manufactured tobacco gained almost 2 per cent.

Taken as a whole this is a rather favorable show-
ing in view of business conditions during the past fiscal
year.

Cigar withdrawals for the month of June as fur-
nished by the Tobacco Merchants Association set forth
the following facts:

Class A cigars in the United States gained 14.01
per cent., whereas class A cigars in Puerto Rico de-
clined 56.09 per cent, and those from the Philippine
Islands 24.68 i)er cent.

Class B for the United States and j)ossessions
shows a decline of 17.15 per cent.

In class C the I'nited States showed a gain of 3.08
per cent, with slight increases in Puerto Rico and the
Philippine Islands bringing the total up to 3.10 per
cent.

Class D for the month of June gained 12.28 per
tent, in tho United States and with an additional in-
crease from the Philippine Islands this percentage is
luought up to 12.77 per cent.

Class E cigars declined 11.58 j)er cent, in the
Cnited States with a total decline in that class of 11.69
per cent.

However, the total increase for the month of June
including the United States and its possessions is 10.32
per cent.

Little cigars fell off more than 20 per cent., while
cigarettes gained more than 15.50 per cent.

Snuff increa.sed more than 21.50 per cent, and
manufactured tobacco increased more than 4 per cent.

IT MUST Ik* encouraging to the cigar manufacturing
industry to note the activities of Joseph Kolodny,
administrator of the Cigar Progress Board. Mr.
Kolodny is covering all parts of the country with un-
usual speed. His present tour of the industry takes
him as far west as Los Angeles, and knowing the un-
usual amount of energy that Joe is putting into cigar
promotion meetings it may be safely predicted that his
trip across the country will be highly productive in the
way of increased cigar sales.

' Probably one of the most interesting of the many
projects which he is undertaking on behalf of the Cigar

TIm tobacco world (etUblUhed IMi) U publithed by TobMn World CoriMiration; Hobart B. Hankins. President and Treasurer; John Cleary, SecreUry.
Mk*. tM Cawatant Str««t, Pliiladelpbia, Pa. laaacd raonthly. Subacriptioas. available only to those engaged in the tobacco industry or trade, $1.00 a year, IS eeata a
M»y: forcigm. ^.1% % y«ar. Eatered aa accoad class nail asatler. Pceeibar 22. 190^ at the Post OAce. Philadelphia. Pa., under the Act of March I, ll?9.

Pioores^ Board is the scttin«- up of a pro<?ram oiTorms:
ciohl free scholarships to stiuU'iits of colk'.u:o ai;o tor
the l)i'sl sUiii-ans, ossavs, poems, or i)osters whu-h will
eoiivev tlie pleasures io he derived from ei.uar smokiug.
This seholarshi]) ecnitest olTers a wide latitude to the
partieipauts so far as suhjeet matter is eoneeriied, and
it is anticipated that there will not .)idy he a lariie num-
her of entries hut that there will he some valuahle and
usahle ideas ileveloped hy these contestants

The American Students' Foundation will act as the
judges of the entries ;ind will award the i)rizes as well.
Attention is called to the fact that this contest closes on
Septemher IT), liKU>.

WK llAVK heen iishinti' for many years in fresh
waters, hays, in the surf, and even deep sea
tivhinir, ami we have used almost every kind of
hait and lure, includinu- some unusual ones. But our
contemporary, Thr Canadian Ciffar aud Tubano Jonr-
nal, passes out a new one.

It relates the storv of a xmthern Ontario tohacco-
nist who soaks a i>ound and a half of tohacco in a gallon
of soft water f.)r three days. Then after mixinu: it well
he jrets a can of worms ai.vl pours some of this mixture
oviM- the worms and lets it stand over ni,u:lit.

The next niiiht, hefore he ^^oes lishin^% he pours off
the liquid. When these tohacco-soaked worms hit the
water it is claimed that the fi^h simply can't resist the
lure, and that the perch and cattish almost jump in the
boat to iret at the worms.

It's a uiKul story, anyway. We have mvii tried
tobacco as a tishin- lure yet, l»ut we mi-lit M:ive it a try
before the season is over.

IX a search for tobaccos resistant to disease, seed
from the more than filM) samples colleettMl by the
Bureau of Plant Industry in ^!ex!co, Central
America and northern South America is in test plant-
ings at Arlington Farm near Washington and at co-
op'erating agricultural exiieriment stations in tobacco

states.

The region where the seed was collect e<l undouht-
edly is the native home of the tobacco plant, says Dr.
E E. Clavton, tobacco disease specialist in the Depart-
ment of Agriculture. But this is the tir>t systematic
effort to collect and test some of the innumerable type«
and varieties that have existed there for centuricH.
From these many varieties. Dr. Clayton Iwlieves, wt»
may find tobaccos which will resist wihltire, hlackfire,
mosaic, mildew (blue mold), wilt, stem rot, black shank,
root knot, and black root rot— diseaues which mmc
huge losses each year.

The collectors were Dr. W. A. Archer and Ray-
mond Stadleman of the Bureau. In their exjilorationw
of more than a year they went into all sorts of out of
the way places and used all means of travel from an
airplane to dugout canoes paddled by Indians. They
found tobacco plants w4th flowers frf)m purest white
to deepest red, some of the plants with fifty-five to sixty

leaves. Tobacco flowers in this country are pink and
the i)lants seldom have more than twenty-five leaves.

Among the 600 seed sami)les now growing in the
experimental plots are a numlyer of distinct and un-
usual tvpes, such as the 'Menguillo", getting its name
of 'MitUe tongue" from its narrow, i)ointed leaves;
the *'mije", a semi-wild plant that bears small, cir-
cular leaves; the '*copan" that has been in continu-
ous cultivation since the time of the Spanish coiuiuest,
and the "Chaquilmoi" tol>acco growing so high that
the Indian laborers object to harvesting it.

It is planned to maintain this collection in the De-
])artment so that different varieties will be available
as new ])roblems arise and new characters are recpiired
in breeding work. C(M)perating agricultural experi-
ment stations are the Coastal Plain Station at Tifton,
(Ja.; the Pee Dee Station at Fh)rence, S. C. ; the North
(Carolina station and the North Carolina Department
uf Agriculture at Raleigh and Oxford, and the stations
at (ireenville, Tenn., MarllK)ro, M<1., Madison, Wis.,
Amherst, Mass., Windsor, Conn., and Lancaster, Pa.

To ccdlect the bOO seed samples the explorers vis-
ited not only the large commercial plantings, hut out of
the way i)laces where Indians maintain original strains
of tolmcco under primitive methods of culture. They
obtained seed fnmi tobaccos once cultivated, that now
grow wild in the mild climate. They visited tiny plots
of no more than a doz^en jUants, the year's supply of
an Indian. They were in a village so remote that the
ourcHl tobacco can be shipiKnl out more cheaply by air-
I)lane than hy mule train. The plane trip takes two
hours; the mule trij) three weeks.

Tobacco varieties now cultivated in the United
States are nearly all descendtHl froni three or four seed
collections intro'duceil early in the seventeenth century.
Little effort has been made to look for other varieties,
since these original tobaccos have i)roved reasonably
satisfactorv. But recent losses from disease made it
apparent that if resistance could be obtained from
plants intrmluced from the original home of tol>aceo,
the effort would be worth while.

AS WK go to press word is received of the death
of Angel L. Cuesta, Hi'., at his home in Tampa,
Florida. He was a pioneer cigar manufacturer
in the rnited States and held large interests in Iwth
Tampa and Havana. Death was caused by bronchial
pneumonia. He was 87 years of age and originally
came from Asturias in Spain, where he was a shepherd

l)OV.

When he was about 10 yemn old he became an ap-
prentice cigarmaker in Havana and later went to Key
West, New York, and Tampa. As the head of Cuesta
Key y Ca in Tampa, he became pro-eminently success-
fui From time to time he revisited his home in Astu-
rias and was decorated on three occasions by Alfonso
XII L Fnim very small beginnings he built up a splen-
did reputation for his clear Havana and other brands
which are distributed today from coast to coast.

He was an excellent judge of tobaccos and for

many years did his own buying in Havana and the

provinces.

He is survived by Angel Cuesta, Jr., and several

either children.

71k# TolHKeo World

Cigars Show 10.32% Gain

And Cigarettes Establish a New
All-Time High for Withdrawals
in June; All Tobacco Products Up

WITH cigars showing a gain of 10.,T2 per cent., Philippines, although there was a loss from Puerto

cigarettes a gain of \').7)\) per cent., large cig- Rico,

arettes a gain of T)!).!)') per cent., snuff a gain <'lass D gained 3H!),lJm, or 12.77 i)er cent.

„f '2\M per cent., and manufactured tobacco a gain of Classes B and E registered losses.

. i«» 4 I Ki-n- ....... wi ..j;.iK- .,,1. «..„r,.ji frii. ( iLrarettes established a new all-time higli m June.

4.1 h>i'i" t'cnt., .June, lIMb, pn)ved soli(ll> substantial tor „, r. , . , ., iinnoniui'.n

,. ,' , '. ,, , .,. ,. .. , , ,„ ^„ I he withdrawals showed taxes paid on 14,00:),()1H,1,>()

dl hut one ot the classincations ot tohacco iiroducts. ■ ,, i -ii • i i'«.. , „«

.111 i»ui uii«. UL iuy ^Ki, . , ,. .. ' , .. cigarettes, compared with a previous record lor one

Little cigars alone registered a decline trom June ot ^^^^^^^^^^ of l.V> 18,000,000. The month's total compares

(■•ist year. with 12,1 20,004,407 for the same month last year, an

Among cigars Class A was the outstanding per- increase of 1, 889,01 3,()H3, or 15.59 per cent. Imports

lormer, ii is learned from the Tobacco Merchants Asso- from Puerto Hico numbered 200,000 in June, against

. iation's supplement to the T<tha((o Baiitwcter. The 28(M>00 in the same month of 1935. Imports from the

Class A total of 414,984,710 for the month compared Philippines amounted to 10.3,800, against 36,300.

with372,077,595, an increase of 42,907,115, or 11.53 i)er Large cigarettes in the United States showed

cent. The gain in United States cigars ah>ne was '2\H,22i) against 143,542 last June. Large cigarettes

42,907,115, or 14.01 per cent. This was reduced in the »';'»"> I*"'''^'* \^''''^ ''}'''' ^^^ against 20,000. And

;, . ,' 4- -run ♦ f i> 4 \> 1 there were no large Cigarettes trom the Philippines this

total bv losses ot ,)b.09 per cent, trom Puerto Hico and . . ., ^-n<w7i ♦ ,.«..^

,,,. ' , .. ,, ,„ .,• • vear, against the .)000 last vear.

24.b8percent. trom the Ihilippines. ' ^^^^^^^ production was 2,993,334, ompared with

Class C was next in volume ot gam, its total of 2,402,808, a gain of 530,r)2r, pounds, or 21.54 per cent.

42,025,738 comparing with 41,344,090— an increase of Chewing and smoking tobacco production totaled

1,281,048, or 3.10 per cent. The net '^ain here was 20,480,(;9() pouiuls, compared with 25,410,402, a gain of

helped hy a gain of more than KM) per cent, from the 1,004,288 imunds, or 4.19 per cent.

I inars: Increase or Decrease Increase or Decrease

Class A — June, 1936 Quantity Per Cent. Cigaretto ; June, 1936 Quantity Per Cent.

I'nited States 4UI,4(»9.715 -f 49.337.890 14.01 Lifted States 14.0<)«.7 14.350 + 1,889,026,183 15.59

Puerto Rico 2,107.<^5 — 2,092.4oS 56.09 Puerto Kico 200.000 — 80,000

Philippine islands .. . 11,407.310 — 3,738.310 24.68 Philippine Islands .. . 103,800 + 67.500

Total 414,984.710 + 42,907,115 11.53 Total 14,(M)9,018.150 + 1. 889.0 13.ej83 15.59

Class B — I arize Ciuarettes:

I'nited States 4.^5,057 — 913,976 16.62 ' I'nited States 218.220 + 74.578 51.92

Puerto Rico 102.100 — 53.550 34.40 Puerto Ricc» 50.000 -f 30.000

Philippine Islands ... 4,357 — 3.420 .... Philippine Islands ... — 5.000 ....

Total 4,691,514 — 970.946 17.15 T^tal S. 2(A,22Q + 99,578 59.05

"^'u^i^States ^-583,310+ 1,274.2^ 3.08 ^"" AH t'nited States .. . W93.334+ 530.526 21.54

Puerto Rico 25.(M)0 — 1.750 ^__«__

Philippine Islands ... 17,428 4- 9.178

Tobacco Mtd. (lbs.):

Total 42.625.738 + 1.281.648 3.10 \f^^^^\ ■ , 26.480.682 + 1.^.4,280 4.19

^___ . Phnippme Islands .. o + ^

"t'niu^~Su.es 3.422.287+ 374,2% 12J8 To.al 2,..mm + 1.064.288 "TJi

Puerto Rico ........ ....

Philippine Islands ... 15,000 + 14.900 .... . , ,

— . — Internal Revenue Collections for June

Total iM7M7 + 389.196 12.77 j^jg ^35

<-|ass K— Cigars $ 1.103.511.70 $ 1.007,425.10

I'nited States ....... 251.371 — 32.936 11.68 Cigarettes 42.028,{H./i.l4 36,3f)0.241.28

Puerto Rico .•• ... ^ „ 538.800.28 443.305.49

Phdippinc Islands ... ........ — iM .... . nu 1 ........ Aftu f.e.xti h.ii.aa^^^

Tobacco. chewiUR and smoking 4.7W>,653.67 4.576.445.5^2

Total 251,371 — 33,266 11.69 Cigarette papers aii.l tidus 80.787.31 83,044.64

Miscellaneous, relating to tohacin 155.97 551.60

I i.tal .Kll Classes: ^, , ,,„ ,,^ 2.131.52

United States 452.31 1.740 + 5a039.494 12.44 ^ "»' '^ ' " ^^'^ ^^^

Puerto Rico 2.2.U.785 — 2.747.765 55.15

Philippine Islands .. . 11.444,095 - 3.717,982 24.52 U. S. Withdrawals for June

1971 .... (,18.495.102 1928 575.995.733

C.rand Total 465,990.620 + 43,573.747 10.32 ^^^7 615?64 023 1929 556.746.375

"'5S'states ....... 14.555.720 - 3.372.8.K) 18.81 1923: ;;;::;;;:;::::: 59i;5i4:i24 1930 519,599.166

Puerto Rico ........ 100.000 — 400.(X)0 80.00 1924 562,731,556 1931 517.513.659

Philippine Island* ... ■•• ..•• 1925.... 569,743.013 1932 400,40().156

. „^^ ,._,«^ .^ „ iQ>6 ...... 576.561,866 1933.. 418,570.386

'»•»»»' - '<'^'S5,7ro - 3,772,^ mA7 J^^* / ; / ; 576.527:570 1934 404.455,7rK)

t

Nearly 2k Billion Cigars

Six Months' Gain More Than 140
Million, While Increase of Over
7 Billion is Made by Cigarettes

IF YOr want to get an idea of how many more cijrars
were .smoked eaeli day duiinp: the first six months
of this year, as compared with the correspondinj^:
period of last vear, just think of them in trade units.
Think of 15,4.').^ twentieths— or 30,906 fortieths— or
l.Ho.SO five-packs. All of whicli means that no less than
141,39*2,877 more cigars were smoked each day during
the'first half of 1936 than during the first half of 193').

The total numher of cigars smoked each day during
the first half of this year was 13,392,415. That number
represents 267,848 twentieths, or 535,696 fortieths, or
2,678,480 five-packs. Which is a whale of a lot of cigars
each dav.

Those figures stand out in The Tobacco World s
analysis of the accumulative compilation of releases
each month from the Tobacco Merchants Association.

The grand total for all classes of cigars was
2,450,811,825. This compared with 2,309,418,948 for the
first six months of last year, a gain of 141.392,877, or
6.1 per cent. The gain was all in United States cigars.
In fact, the United States gain was 169,844,296, or 7.3

1st 6 Months
1936

Increase or Decrease
Quantity Per Cent.

Cigars:

Class A—

United States

Puerto Rico

Philippine Islands . . .

2,097.946.530
15.517.405
80.782.125

-f
-1-

154,309,338

8.342,100

20,561,945

125.405,293

7.9

35.0
20.3

Total

2.194.246,060

6.1

Class B—

United States

I'uerto Rico

Philippine Islands . . .

Total

Class C—

23.414.700
424.350
135,923

—

5.807,633

3(i7,000

76,997

19.9

46.4
3b2

23.974,973

6,251,630

m7

United States

Puerto Rico

Philippine Islands . . .

Total

Class D—

215.180,324

191.500

69,486

+
+

20,9t.7,716

38.500

6,200

lOJ

12.4

8.3

215,441,310

20,923.016

10.7

ITnited States

15.835.158

•f

5f>5.309

3.7

Puerto Rico

Philippine Islands . . .

Total

Cl^&-

'27.4M

+

26,453

• ■ • •

• • • •

L

15,8^i2,638

591.762

3.9

■

United States •

1.281.294

—

189.426

12.9

g

Puerto Rico

Philippine Islands . . .

Total

Tc^f All Classes:

'8.580

+

*a;,696

. • • ■

^

1,^9.874

181.336

I2J

-=..

United States ..

Puerto Rico

Philippine Islands . .

Grand Total

2.353,656,996
16.133.255
81,021,574

4-

169.844.29f.

8.838.800

19,612,019

7.3
35.4
19.5

. 2,450.811.825

141,392.877

6.1

per cent., losses from I*uerto Rico and the Philippines
reducing the net.

The total for cigarettes was 72,568,938,4(K), com-
pared with 65,367,569,744, a gain of 7,198,938,606, or
11.0 per cent.

kvery classification of tobacco products continues
to show again, with the single exception of little cigars.

Snuff was up 606,996 pounds, or 3.2 per cent.

Manufactured tobacco increased 3,579,915 pounds,
or 2.4 per cent.

Among the cigars. Class A continued, of course,
to lead in volume of gain, its total of 2,194,246,060
comparing with 2,068,840,767 last year, registering a
gain of 125,405,293, or 6.1 per cent.

Class C, however, had a higher percentage of gain.
Its total for the six months was 215,441,310, compared
with 194,518,294, a gain of 20,923,016, or 10.7 per cent.

Class D gained 3.9 per cent. Its total was 15,-
862,638, comi)ared with 15,270,876, an increase of 591,-
762.

Class B and E declined.

Ist 6 Months
1936

Increase or Decrease
Quantity Per Cent

Little Cigars:

United States 90.709,954 — 1,575.260

Puerto Rico 1.022,400 — 577.600

Philippine Islands ...

Total ' 91.732,354 — 2.152,860

Cigarettes:

United States 72,566,736,520 -f 7,199,166,876

Puerto Rico 1,870.200 -|- 328,200

Philippine Islands ... 331,680 — 556.370

Total 72.568,938.400 -(- 7,198,938.606

Large Cigarettw:

United Sutes 1.199.611 f 20,m

Puerto Rico 166.000 + 6.000

Philippine Islands ... — 5,000

Total 1,365,611 -|- 21.127

Snuff (lbs.):

All United States ... 19.327,652 -|- 606^996

Tobacco Mfd. (lbs.):

United States 155.224,148 -|- 3.579,908

Philippine Islands ... 10 + 7

Total 155.224,158 + 3.579,915

1.7
36.1

• • • •

2.3

11.0
21.3
62.7

11.0

1.7

3.8

1.6

5.2

2.4

2.4

Cigarettes Hit New High

Expdfidiri^ Prndticiion is Chtef Factor in
Continuous Growth of Tobacco Industry

TlIK most ontstandiiiu' I'caturt' of llic lobiKM-o in-
dustry is the continual re«M)rdiim <»i" new p<'aks in
cigarette in-oductioii. Kver since tiic low point
reached in 1932, the output of cigarettes has advanced
at the rate of about 9 billion per annum. New high
records were established in 1!>34 and r.>35 and the pres-
ent year indicates another. The t<»tal for the calendar
year 1935 at 135 l)illions exceeded that for lIK'.ii, the last^
prosperity high point, by 11 billions. The trend of
cigarette output is almost exactly like that of electric
power, a nmch younger industry.

The ri.se in cigarette use has not been aecoinpanied
by corresponding trends in the consumptinn of other
tobaccos. The accompanying chart ch-arly indicates
the inroads the cigarette has made in the use of cigar.^
and other manufactured tobacco products (inchulini
snufT). On a i)er cap'ta basis, the production (and
presumably the consumption) of all other tobacco and
esi)ecially of cigars has shown a gradual decline since
1!)20. The present cyclical upswing enjoyed by the
cigar does not api)ear permanent when measured
against the growth of the population. Among other
factors, the current recovery of consumer income- ha-
worked toward slowing down the fall in the consump-
tion of other tobaccos.

The jwpularity of the cigarette ha- risen mainly
as a result of the war and the adoption of the smoking
habit l)y women. This is the primary i-ea^on Un- tlh'
virtual doubling of the demand since l!>2n.

Since tobacco is habit forming, (h'lnand !> re. a
lively stable, as the chart of per cai»ita produeliim n
veals. Business depression- an<l lowi-i iiviiig staiidanU
merely cau.se switching towartl the less expensiv*-
torms. The deprei»Hi<»n has i»een the real «aii-»- of lie
growth in the sales voluna* of th<' In cent iHatid «>l
cigarette from less than 4 billion to IJ billion in II'.'IJ
Likewise, the '* rolbyour-own" and smoking types of
tobacco and the nickel cigar were ninre favored.^ This
shift in demand has had slight elTect on the well divorsi
lied companies manufucluriug all kinds of lobace- .

The rapid expansion of the mannfacture of cigar
ettes has been accompanied l)y an alinu.st e^pially rapid
contraction in emphivment in the industry. While new
high records were being made in produi ii«»n, new low
records were Innng attained in employment. The ac-
companying graph of tile Federal Heserve Board's in
dox of tobac^ production a.H compai"e<l with factory
employment, as reportecl by the Bureau of Labor Bta-
listicsand adjusted for soa.sonal variation liy the board,
displays an ever increasing spread beiwten the two
carves. This evident anomaly may be atlriliuted to a
number of causes of which the chief are: < 1 ) The d«'
cline in output in those branches other than cigarettes;
(2) the fact that the cigarette contains a nmeli ma le
quantity of tobacco than the other superseded fnrms of

R^rinted by pCTwi»»i«in fr«n I'h
N'l w York Tiroes Cc^ipany.

August I, iv36

Imuilht. Ounriyht, lu.Vi, l»y the

.-nioking such as the cigar, so that (3) actual per cajiita
c<)nsnmi)lion of tobacco to<lay, estimated at six pounds
is less than in r.>21) or 1!»3U.

l>y fai' the most important faetoi" in the employ-
ment situation, howevei-, is the development of labor-
aving ilevices and machiiH'rv. Tin* invention of ma-
chinery used in the ])rocessing of so-called manufac-
tured tobacco first occnired in the Sixties and Seventies
of the last century and the first successful cigarette
machine was finally operated in the earlv Kiuhteen
Kighties. It was not until after the \V(.iid War, how-
ever that an automatic machine for making a complete
cigar was practicable. A nmltii)licitv of new automatic
<levices including wrap|)ing and banding mechanisms
have since been adopted by tobacco manufacturers,
(lisplacing many workers as well as lightening their
tasks. Truly it could l)e boasted that most tobacco
IHoclnets are "untouched by human hands."

At lirst, the intioduction of new machinery hy en-
abling the expansion of outimt and lowei- co>is ami sell-
ing prices acted as a powerful stimulus to consumption
of t<ibacc(», so that the number of wage-earnei's in the
industry advanced steadily through 1914, which repre-
sents the year of |)eak employment. Accordinu to cen-
sus reports, the numbei' of workers in the industry has
de<*lined evi'r since without one interruption froni 178,-
.s72 t(. S7,;'.2<; in 1!»3:}.

Some i<lea of the extent of labor displacem«'nt in
the tobacco industry may i>e obtained by tlie Bureau
of Labni- Statistics' studv of technolou;ical change in
the cigar liusiness. The bureau estimati'd that ma-
chinery displaced 21,3r>(> laborers in l!>.n or mote than
.*!() per cent, of th© number of persons actually working
in that vt-ar.*

»

One of the inevitable etfects of improvinii t<'chnol-
o"4y i^ thi' increase in labor efficiency, which may he
-e.!i from Table I. The output per wage-earner in-
creased steadily from 1!»23 through 1933, when the
|jer«?nlage increase over 1!»27 was 41.5. Labor pro-
Table I. Employment and Labor Productivity in the Tobacco
Inditttry by Census Years (1927 = 100)

1923

1925

1927

1929

1931

1933

•WaKi* canur^:

;jt'-»'"^"'- ! 111.9

Ligar- ^

100.8 j

luo.o

ItMM)

97.8
89.0

9.^.2
72.1

104.3

57.7

••.\lt«l. tt.l»atci» 124.2

114.5

100.0

82.4

87.2

77.V

Kntirc industry . . 113.1

1U2.1

100.0

89.8

77.1

r.7.S

Total ph^ -iial iirodiHtion:

Cigart'ttt-. / m ^

CiKar>< S

88.8 I

1 00.0

HH>.(i

119.3
99.8

113.f.
8.V7

112.3

(.8.7

••Mid. tobaLCu .... 109.2

107.9

KNI.O

98.9

97.8

92.9

Entire industry .. 92.6

96.t»

I(M>.r)

107.0

101.1

9S.5

I'r-.din t i»iT wage tariUT:

Cigarettis t ^,,

t igars s

88.1 [

1(K».0
IWI.O

122.0
112.1

121.9

108. r.

107.7

110.1

♦•Mffl. t. !.i ... ... 87.9

94.2

100.0

120.0

11 2. J

W'iJ

I'titire iiHJn-try .. Hl.H

'M.5

100.0

110.2

i.n.i

141.5

♦Average per year.
•*C'hc\%'inR and smokiiiK tobacco and snuff.

The Tobaec0 World

ductivity in the cigarette branch fell sharply in 1!K?3
because of a rise in employment and a decline in output.

Aside from the displacement of labor and \\\v in-
crease in outjmt and consumjition and incidentally the
nation's wealth and liviui;' standards, tlu- madiine has
exercised an influence of overwhelmini; importance to
the tobacco industry — it has chaui^ed the industry iKmi
the handicraft to the machine staue, it has concentrated
l)roduction in fewer hiriie factories located in rural dis-
tricts (usually in the tobacco n',i!:i()ns) as against a
lariic number' of snudl i)lants located in cities, it has
enabled the advantaires of nuiss proihu-tinn and liui;e
lixed cajiital investments and has brouuht about, as a
consequence extensive advertisinii: to i>romote mass
consumption. The machine is the foundation of ilie
modern structure of the tobacco industry.

The manufacture of cigarettes is typical of njost
large-scale American industries serving the consumer.
"Stabilization" of juices exists witli extensive adver-
tising cami)aigns being relied uixui to foster consumii-
tion. The industry is highly concentrated with about
forty establishments sup])lying the entire (h)m.'stic
market. BetwiK'n so and IM) ])er cent, of the total vol-
ume of cigarette sah's is accounted for by the four
largest companies.

Advertising an Influence in Concentration

This tendency toward concentration is facilitated
by huge advertising expenditures and by the lieavv
investment required in plant and inventories, both of
which undoubtedly tend to discourage to some extent
com|)etition from snudler mamifacturers. So far as
the consumer is concerned, however, thei-e are otTsrt-
ting advantages. It is a connnon practice, for example,
for the larire companies to carry a three yt-ar >upply
of tobacco for aging jiurposes. This, togetlier with thf
usual economies inherent in large-scah' production, has
provided the jailibc with a ]»roduct (jf high quality at a
price which could hardly have !)een achieved othei--
W'ise.

On the basis of the |)ricc to the manufaeturrr oi
about 5 cents a i)ackage of twenty cigarettes, th«' profit
])er package in 1!KU, according to t^'stimony l)©f«»re a
House committee, was 1.3 cents, or 27 per cent, for the
leading companies. Inventory costs wwv slightly
higher than ])rofits, with advertising and .selling ex-
penses amounting to about one cent ^r packet.

With relative stability of wholesale prices, manu-
facturing and overhead costs and merchandiHing ex-
penses, and with a con.stantly growing demand, tin
chief variable in the cigarette field is the price of raw
tobacco. Thanks to the AAA, the price of tobacco ha.-*
more than doubled since 1932. The invalidation of tha*
experiment in agricultural planning has had but slight
effect on raw tobacco prices, bo that the only relief
afforded by the Supreme Court *h decinion has ^en thi
return of the processing tax (which is in >ome doubt at
present). Since the large cigarette companies carry a
three-year supply to maintain uniform «pialities, eur
rent inventories have been ac<|uired from the highc>r
priced crops of 1933, 1934 and VXQ. This, of cour.se,
has eaten into profit margins so that despite new sales
records, earnings of the four largest organi/^ations.
American Tobacco, R. J. Reynolds, Liggett & Myers,
and P. Lorillard have recovered oidy to their 1925
levels. In this regard one should note that the peak of
cigarette company revenues arrived in 1931.

Table II. Advertising Expenditures of the Leading Tobacco

Companies

1934

I.i^^ott .S: Ntvirs $12,().v\712

kiyuulds '^i"^?'£'"*

Anuricaii Tuhaico 8,.'^H.->,7(n

1', Lt.rillard i,.^17..U()

IMuIip .Morris .WMUo

lotal $.i.VMH7.J7.=^

1935

$11, 22 1.6(.0

9.2(K..178

<..(.31,HHK

.U01,.U7

058.990

$.^0,920.(15.3

Clean Up Your Cigar Cases!

Incliult> luaga/iiu-s. natioii.i! tanu puhlicatiiMis. ra<lii> aiul ncws-
napers.

The oulhiys of tiie iniiMnlant ciuarette eompnni*'-
lor a<lvertisin,i;' havt been h-irue and Inive lone nincli lo
increase the consnmption of their pro<Inet-. .\dvertis
ing has been of material aid in overeominu: the early
social disapproval of smokinir by wonian. Tal>li' II
sli<»\vs total adv<'rtisiim expen<litni-es of live ((mipanit"
for VX\4 and \XX). In both years Liuuett & .Myers has
led the list with Hi-ynolds an<l Amfricaii 'roliaceo n<*x1
in order. Total e.\|nnditnres were nioif 'han $.'il»,(MM),
(KK) in each year, and the inthistry a.> n wliole is the
third largest newspaper atlvertisfi- in tlic conntiy.

Sui-h hnire e.xpenditnics have a proiMnnKM-d elTect
npon the sliowinu of each eompany year l»y yeai*. Tahh'
III shows that a partienlar a<lverti>inu eampaiun whieh
had canirln the fancy (»f the pnhlie ha» ]»aid divid«'nd-
in increased sales. Tin' liiic ThrtM' liavf tak<'n turns
as the leadinu' cigarette proilueer at Un^\ >ine(' \\)'2U,
the first year of this compilation.

Tin' power of advert i>in^ is furthtr evi<leiiced by
the remarkahh* ri-e in the Hales of the ]>r(Mlncts of
Philip Morris, whose eainini;s as a result increased
almost sixfold Itetween VXV.l ami VX\'t. Another inter-
t'stinii: (h'velopuMMit is the Lcrowth of the sales of the
lO-cent brands which attained their popidarity throu,u:h
tin' depression with the aid of the laiiiest companie.'.
which raided their price> in 1!».'!1.

Table III. Estimated Sales of Leading Cigarette Brands

(Billions)

1929

1930

1931

1932

1933

1934

1935

( .»met

40.0

38,(1

.?,Vo

24 «,

2'...=;

.'^2.0

37.0

I.iiikv Strike

.^*i.4

42.0

44.U

37.0

37.5

33.5

32.0

. luster field

26.0

25.t»

24.0

21.0

29.0

33.5

30.0

I »1.| (...hi .....

8.0

H.O

/.'I

S.7

5.5

5^

5J

rinlip Morris

*

*

2.8

3.8

Mentholated Brands

•

•

*

3.3

4.1

I inihined 1(»«

•

12.0

H.5

13.0

13.1

Ml othefi

8.0

0.0

.1 /

4.tt

iJ

2.8

T^l

119.0

lll.H

125f.

134.6

♦Included in all otlicr"-.

Ce: Standard St:iti-fii - ( dinpain

By Joseph Kolodny

WH ALL concede that— ♦••enerally speaking — the
consumer obtains at present u'reater value in
eiuars than at any other time in ci^ar history.
lOvery manufacturer is piotluciui;- ciuars which for
merit, ([uality, appearance and taste can hardly be
,.|uale<l. We lirnily believe that the average consumer
who at'<piire> a taste for present-day eiuar^ will beeome
a devoted and c«»ntinual ( i.uar smoker. Our eanipaiun
i> >ound; we have a prtuluct of exceptional value to
offer the consumtM'.

Where do we fall short? In numy instances it is
in the improper display <»f ciuars in many ci'^ar cases.
.Vow, my friends, let us be eandid about it. Thi> is an
advanei'd, modern a.m-. I*r(»iiri'>s ha> been math- par-
iieularly in educatinu; the public t«) the necessity of
I leanliness, neatness and orderline>s.

Where We Fall Short

Vet, what is happenini^ in our own business! A
vast number of ciu:ar eases are covere«l with a lot ot
nierehandise— siune directly related; «»thers entirely
foreiuu to the eiuar business. In a '^vviit many itt-
.-^tanee-, llie appearaiiee of the ci»fars in the case i> very
I'li-ordeily and uninviting.

Now, my friends, a eiuar nuiy be put in the same
( la-> a> food. We take it in our mouth>; we taste it;
\v«' touch it with «mr lips, and we are not particularly
anxious to ask for a eiuar fiom a ca>e that i> either not
aHra<'tive or where llic ciuars are not properly ar-
raULCe^h or the top of which i> overcr<»wded and littered
with many items. 1 fully appreciate that to clean up
..II ca-e> i> a formidable "task. I feel, however, that if
ach of us would tlo a little each day, in su,«r>?estinir to
llic retailer that he remo\ e a number of ili'ins from tlu'
l«»p lo enable the i'onsuniei- to look into tlu eiuar case,
and tliat if oeea.>i<»nally soim- of us will -tep behind the
nianV CUM' and straighten out the ciuars in the ca>e, we
\ull perform a •rreat service to onrselve>, to tlu- indus-
try, and chiefly ti» the retailer himself.

( >f courM , > ou miuht aruue that you are >eHini^ one
brand, and why Khould you be concerne<l with all the
other brands in the ciuai ca>e / li may be logical, but
ii I- iM.t sound nor is it ii:inn\ bu>ine». Why? Because
h llif lelailer s,.|U more cigars; if he attracts more
t ousumers to his >loie to luiy cigars, he will sell more
• •f y<nir cigar« and everybody else's. No matter how
Itraclive your package umy be, if it is submerged
.iiuitlst a nuiulior of other unattractive package.n it loses

ii - eve

upiioal.

Respect Your Industry

Th* Tobacco Woria

IM u» further stretch this issue. How can we
expect the Con-«unier to respet t our industry if w*' «lo
nut respect it our-e|v<«sf We do not blame anyone nor
liud fault with anyone. To find fault is neither the
Mur|»ose nor the business «>f the Cigar Progress Hoard.
We are merely |Hjinting out an evil and seeking ways
and means for its correction. Won't you, therefore, in
the course <if your work, take a minute or two — here
and there —and, wheuc'vei \«tu come across a cigai" case
which lacks appeal, do on» of these things : Kit her sug-

gest to y(»ur customer to straighten it out; or else take
otT youi- coat, get behind the counter and put the case
in shape. It is enjoyable work. OlT the record, I am
iloing it very frequently in my own territory and my
custiuners thank me for it.

This is the beuiiming of the vacation season. Many
of you will be on vacation during July or August. I
certainlv hoi)e that those of vou who will go awav will
have a very enjoyable sojourn and that u{)on return to
woik vou will endiark upon vour dailv activities with
renewed vim and vigor, and that in due time tlie results
of this national movement to inijirove cigar business
will rebound beneficially to all of us.

The winners of the slogan contest conducted under
the auspices of the Cigar Progress Board and limited
to salesmen rejiresenting cigar manufacturers and dis-
tributors, were selected by the judges on July 21st.
-Manifesting tlie popularity of the contest, more than
aiMM) ditTerent slogans were received, contributed by
122.'> entrants. Some sent in as manv as thirtv differ-
ent slogans, while others confined themselves to one or i
two.

Lach of the five (5) winners receives a free week's
vacation or etjuivalent to a week's salary up to ^7)0.
The winners together with their prize slogans are as
follows:

'* Smoke Ciuars for C<Mnpanionship — Serve Ci«fars
for Friendship." Sidney Blum, Natural Bloom Cigar
Co., Xew York ;

*' Wluiiver V(Mi (lo, Wherever You Are, Find Real
Pleasure in a Good Cigar." .Morton (>. Macks, (icneral
Cigar Co., Oakland, Calif.;

"Knjoy a Cigar Wherever You are." K. J. Beau-
champ, F. A. Davis & Sons, Baltimore, Md. :

"The Perfect Host Will Always Toast: MJentle-
nieii— Cigai s.' " A (tardiner, Scranton Tobacco Co.,
Scranton, Pa., and

"There's Pleasure Ahead for the Man Behind a
CJood Cigar." Charles (i. Mnsely, Porto-Hican Ameri-
can Tobacco ( o.. Fort Worth, Tex.

The conmiitlee of judges which included a nund)er
of prominent advertising men was made up of the fol-
lowing: Joseph Kolodny, administrator. Cigar Prog-
ress Board; A. .M. Dingwall, advertising director, Ks-
quire (nuigazinc); Edwanl Bcckman, Vhivatjo Journal
ttf Cumtmicr; Lawrence Hughes, associate editor, So/cs
MauageiHt nt, ami C. B. Larrabee, editor, Pruifcr's Ink,

Kach slogan submitted was given a number and the
jmlges siwnt many hours voting for their preferred slo-
gans according to numlier. At the conclusion of the
\'oting a count was nuide of the slogans receiving the
highest number of votes, and in this manner the win-
ners were sele<*ted.

The Cigar Progress Board will nuike excellent use
nf tin' winning slo^ns in its campaign to stimulate
cigar consumption.

The first two mmiths fully demonstrated the feasi-
liility and practicability of the program. The response
of the Industry was not ordinary. It was overwhelm-

{('(iHtinm'd on Page 14)

Census of Cigarette Manufacturers

CUiAKF;JTH pnuhu'tioii in the I'liiU'd Stati's in
1H:)5 showi'd a 2:\ \n'v t'l-ut. iiicri'ast' over V.)X\, ac-
coi-diii.u 1<) lircrniiiiiary liuurcs of tho l>i('uuial
(Vhsus of Mamifai'turcrs, aiuiouiUHHl today }>y Din-ctor
William L. Austin of the P>uivan of tlie (Vnsiis, De-
pa itnit'nt of Coniinerce.

Prodiu'tioii in VX\') totaled i:?H,(;:»n,( MM »,(><><) ei.uar-
ettes eonipared with 1 VJ,742,(MHMHM> rept.rted for IIK?;},
the last preeedinu Census year. Total f. o. h. factory
value of eiuarettes made in liKi.') wa> $717,r)7(),l*Jtl,

representing a i;ain of 2i).7 per eent. over UK33 and of
7 per eent. Over VXU. AVaii:e-eiirner eni])loyment in-
creased 8 ])er eent. with 122,7)44 reported for V,)X] com-
pared with 24,:U(; tor VX]:). Wai^e li^nires rose from
si:is;r),2r)n for VXV,) to $1S,23H,(;jh> for hist year, a
,'51 .8 per cent, increase.

Statistics for iD.'ir), with comparative tii»ures for
]X\:\ and VXn, are ,uiven in the table on the followinjr
pa.u'c. All VX-t^) figures are preliminary and subject to

revision.

Summary for

Cigarette Ii

1935

1933

1931

Xuinb«.r i-f t-tabli>li-
mt'nt^

20

27

40

Wage cariur> ( average

fur the \ i.tr )'

Wacf- -'

24.34f)

$lS,23S/.90

22,544
$13,835,250

20.140
$14,003.<.75

C'dNt I.! luatcriaK. icn-

taiiRT-. I'lK'l, ami pur-

chased ckctric ener-

gy, and internal-rev-
enue tax "

Products, total value-

$o37.<.43.15(»
$8( 12.201. 22o

$503,559,633
$f»37.775.557

$555,u48.H4tj
$759,389,235

;s.(,,"f,,lO(i.K75

11 2,741, 8.U.75f.

Cigarettes*:

Number 1

120.8(^.524.781

Value, including

internal-revenue

tax

$717. ■ : .':■!

$553,238,107

$f,70,5(.4.(M.3

Other prnclucts,
value

$84.525. 10«.

$H4.537.450

$88,925,172

N'alue added In man-
ufacture *

$}r)4.558.U7u

$134,215,924

$204.34n.3»9

Cigarette Industry: 1935, 1933 and 1931

'Not including salaried officers and cmphnces. The data for
such ofticers and cniplt»yees v^ill be included in a later report. The
item for wa^e earners is an average t»f the numbers reported for the
several montlis of the year. In calculating it, e<|ual weight must be
!.;iven to full-time and part-time wayc earners (not reported sepa-
r.telv by the manufacturer-), and fi.r this reason it exceeds the tmm-
her that would have been re(|uired to perf<»rm the work done in the
industry it all wage earners had been continuously employed through-
out the year. The i|untient obtained by dividing the .amount of wages
hv the average number of wage earners cannot, therefore, be accepted
a- representing the average wage received by tull-time wage earners.
In making compari-..ii-~ between the figures for 1935 and those for
earlier years, the i)o.>>ibility that the propt^rtion t>f part-time employ-
njent varie«l from year to year should be taken into account.

Manufacturers* jirotits or h.-ses cannot be ca1culate<l from the
i ensus figures because no data are collected for certain expense items,
-uch as interest, rent, depreciation, taxes, insurance. an<l advertising.

*The ti.yiires here given d.» not include data for the production of
cigarettes bv establishments engaged primarily in the manufacture
of other tobacco products. This production as reported for 19,U
amounted to .U<..422.757 cigarettes, valued at $1.2(^.892. 'I'he rorre
sponding figure- f. .r 1935 are m»t \et available, but will l)e included in

a later report.

* Value of jiroducts lew CMt of matenaU, contamers, fuel, and

purchued electric energy.

Puerto Rico's Acreage Provisions

CODlFlCATlnX of the VXM\ Aurrieultural Con-
servation I'ro-ram for Ww Insular H.i,-inn to
allow Puerlo Ifieo tobaeeo farmers to r«'(<'ive a
imyment of $20 pt-r aere for diverting: up to .".(» poi r -nt.
of iheir base toba<-eo aen-au*' to pioteetive, non-<leplct-
illir eovir erops ha- bc'ii appr<»v.'d by \\ . H. Tiioicir,
Aetinu: Secretary of Agrieulture, the Airricultural Ad-
justment Adnrnust ration has annonneed.

The new provisions with resp<'et to tobacco aereuge
in Puerto Hico are substantially like the provision-
tbat applv to tolmcco farmers in the continental United
States under the VXMS Atrrieultural ronwrvation Pr.-

irram

A<r«au<' diverted from toba.'co in Puerto Rieo in

1930, in order to qualify for ]»ayment, must be plantcil
to jn-otective, non-«U'plelinii i-avov erop^, ami the pay-
ment is limited to .'>(> jKT cent, of the base acreage for
toimcco of the partieipatinu: farm. X(» othi-r payment
i«« providetl under the prograim for plantins.!: protective,
lion deph'tini; cover er<»ps on diverted tobacco acreaji:e.
It is also provided that the operator of more than one
t<»baeco farm cannot olitaln tlit payment if tin- aereaifc
of tobawo planted on any of hi> farui- • x< »'»h1s tlu' base
acreage for tobacco.

Approximately l.VKM» tobacco farmers in Puerto
irico will bo eliirlble to participate in tlu' |)ro»rram with
n'spcci to >oil conservation in connection with tolwrnw
priMluction.

Van Siyke & Horton, New Corporation

GW. VAN SLVKK .V llOHToN, of Albany
and Kiiiiiston, New York. manufacUinrs
of ciirars, witli In juhpuni«'rs in Albany for
over .-ixtA-eiicht v.-ars, have sold their cigar manu-
facturing'business together with their Kingston tac-
torv and operating equipun-nt t(» a new corporatum,
(i "\V Van Slvke & Horton, Inc. The officer- ot thi-
new corporation will be : President, Thonuis A. I lorton ;
vice-president and treasurer, .I<»hu iierliliy ; ^.m retary.
Frank A. McNamee, ,Ir., who will constitute' tho board

of directors.

it. W. Van Hlyke &: Horton, Inc., will continue to
manufacture all the brands heretofore manidacturtKl
by 0. W. Van Slyke & Horton and will carry on the
businc-- and poli«i<"^ of the ohl company.

Tho . \ocutives of O. W. Van Slyku & Horton, Inc.,
Iiav<« long been asscK«iated with the old company as
heads of the manufacturing and sales division.s.

The executive and ^ales offices will for the present
be maintained at the same location as heretofore.

Tkf Tobacco WorU

ars are the

,o»t pleasurable
ind ironomicjil
rornH'f"'"*"'''"**

B AYUK BULLETIN

Devoted to the
beat interests
of the men who
sell cigars.

AUGUST, 1936

Prepared twice a month

HULOFAX

(Tlu* Retailer's Friend)

11

SAYS

Instead of going into

■ -vr ^ tantrums because of the

'(^^^ terrible, tormenting, tor-

"" rid weather we've been

having, why not argue

why it is that in cold

weather our left hand

reezes quicker than our right hand?

Phil '^avs it is because our left hand

le^< ariive. Answer's wrong! Why

it'> If we are looking for some

hore matters to fume and fuss about

urinK' ^hese days of excessive heat,

k's ti^ht over some

isue.

twfc

JOVA-X

^tOy

cold weather

^^'

%.

^p^

^^0^

yy.

s^

-i^

/

^l'

:\

In pome town out in the wild and
rooly vVL'st where during the Winter
he th. rmometer hit the lowest m the
I S . i hit the highest the other day.
fortrit the name of the town but
hat''^ tuit so important . . . the big
boral is that the temperature does
-.ancf from bottom low to peak high
Ind ><■ tan the mental attitude of m
luyer towards your product . . .
Don't make one call and determine
bat "there's no chance to sell" . . .

a Ihiy«T is worth going after mt all,
|e's Worth keeping after!

Before one can feel qualified to go
fter a bigger job, one should de-
ermint if he has equipped himself
kith the actual necessary quahfica-
(ons to be entitled to the bigger job.

"Dear Phil: Thanks very much for
liat article The Big Little Things in
ellinK' that was in last issue of
^ayuk Bulletin ... it sure did throw
I jolt into me ... I can say 'ditto* to
i-ery word in that article . . . give
Is some more shots in the arm . . .
fe can take it" — so says A. R. C.

-^nii thanks to you, fellow. Shoot
in .*ome topics and well give 'em

rasslin' anyhow.

Think it was Badwolf Bumside that

la? one on to Phil— "What i«

b L. ,rar OUT?" Hold your aeaU

the answer— "The best cigar OUT

Is the une that isn't lit." Help! Help!

ielj)! __^^__

It was R iimall sign — ab<Krt tl x 14.

It wa » up right over the cash reg-

8ter- It read— "CIGARS BY THE

>X.'* .«inee it has been up, about

Ihrte v.(ks, dealer reports having

aid T ! "^ot very many ? Dealer

lys h. . . t sold that many before

three months!

Vmh Five Packs — BUT wait a

niinute* Are you getting tired of

mrink' alKJut pushing Five Packs?

»eU, Fhils only comeback is — "If

w ki. p pu.<5hing Five Packs, you

a't t'. ! tired SELLING Five Packs,

Hll you?" Push Fiva Paeksl

In you dldn*t rewl the above

paragraph, PUSH FIVE PACKS!

\

Slt=3J

W^

DON'T NEGLECT YOUR BEST CUSTOMER

Vacation Tim* is the time when cigut are easiest to sell by the box
—and five packs go like hoc cakes. What are you doing to speed up
y9iir box and five pack sales ?

THE PENALTY OF SUCCESS

By J. D. L.

to

a^f^

> BATUK aC AaS INC, i

9i fmm aiMT. •<-« imn.

Since it's getting to be the fashion
for salesmen to break down and
tell ail, I too have a guilty secret
that I would like to get off my
chest. I only hope none of the boys
I work witli guess my identity. If
they do, I'm in for an unmerciful
ribbing by real experts. But here
goes.

Some weeks ago I attended a
sales meeting at the home offi^.
The boss had some pretty strong
things to say about the sales force.
The things he said were stronger
than they were pretty, if you know
what I mean. His theme song was
"Success has made you soft." Dur-
ing the deepest part of the depres-
sion, according to the bosw, we had
been real zaletmen, fighting for
busings against heavy od<fe — and
getting the business. But now that
our cigar had become established
and businc« in general was better,
we were just coasting along.

To hear the bow tell it, we were
a lot of spineless jelly fish drifting
along with the current. We were so
soft that we were actually runny.
Sitting there listening, I felt sorry
for some of the other boys. I knew
that my sales had shown a steady
increase, and I wondered when the
boss was going to call on me to get
up and tell the assembled company
Just how a real salesman goes after
business. Somehow or other, the
boss didnt get around to it. "Well,
anyway," I said to myself, "I know
I've done a good job and the boss

knows it. And that's all that really
matters."

After the meeting the boss called
me into his sanctum. "What did
you think of my talk?" he asked.
"You were pretty rough on some
of the fellows", I said. "But I guess
maybe there are some of them who
are inclined to rest on their
laurels."

"And what about yourself?" he
asked.

"Well," I replied with becoming
modesty, "I guess my record speaks
for itself. There's not a single
month I haven't shown at least
some increase."

"Yes," said the boss, "yoiir
record does speak for itself, but it
doesn't speak so well for you. Back
in 1932 and 33 you were hitting on
all twelve cylinders and doing a
real banp-up selling job. You were
selling just about every last cigar
your territory could take — and you
were putting up posters and case
displavs like nobody's busine^.
But for the past two years you
have been simply skimming the
cream and letting the milk go.

"If I didn't know you could sell,
I wouldn't take the trouble to talk
\o you about it. But look here"—
the boss pulled out my sales
records for the past five years.
True, they showed a steady rise
from the low point of the depres-
sion—but looked at coldly, the rise
was nothing to take your breath
away. I'm not altogether a dummy.

''X. Y. Z." HAS A
TALE TO UNFOLD

Editor Bayuk Bulletin —

Dear Sir: I have been very much
interested in your series of letters
from salesmen. I had an experience
not long ago that proved rather em-
barrassing to me, but which I know
would be helpful to my fellow sales-
men— just as I have been helped by
these letters froiu other salesmen.

If you will assure me that my story
will be published anonymously, I shall
be glad to send it in.

Yours sincerely, ^^

X. Y. Z,^

* * * *

Dear X. Y. Z.: Shoot the story
along. Give us the plain unflattering
truth. If it's a good story we'll print
it in the next issue. We assure you
that nobody will know your name ex-
cept the editor, and he will forget it
promptly. You would be surprised
what an efficient forgettery we have.
Our creditors sometimes have to re-
mind us three or four times before we
remember to pay their bills.

The Editor.

* * • *

X. Y. Z.'s story has just come in.
It is a good story. Look for it in the
next issue of the Bulletin.

I could see that the boss was abso-
lutely right and I told him so. It
was perfectly evident that my in-
creases were due to improved busi-
ness conditions. If I had been
working as hard during 35 and 36
as I had in 32 and 33 and 34, the
picture would have been a lot
different.

"Take a few days off and go
fishing," the boss concluded. "And
I then when you get back on the job
let's see some real action."

"I'll show you the action first,"
I said. "And go fishing afterwards."
I'm writing this letter from the
shore. I've just had a grand day's
fishing. Well, I guess we all need a
good kick in the pants once in a
while. During the depression, Old
Man Hard Times was on the job
to give us plenty. But now that
he's gone into retirement, I'm
thankful for a boss who knows how
to deliver a good swift one where
it will do the most good, and yet is
human enough not to make it hurt
too much. From now on, however,
I'm resolved not to wait for the
boss to do it. Periodically I'm
going to take stock of myself. And
if and when I find myself coasting
I'm going to kick myself in the
pants — hard.

BATUK BBANDS BUILD BUSIMBSS

Bayuk Phillies

(KkYUK PBlLAOELfBlA mfBCTO}

HaTAoa Ribbon
Mapacuba

Charles ThomMiB
Prince Hamtot

TIGHT BINDING

Tobacco Merchants' Association
Registration Bureau, new york citt

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916

Reij;isiiatiou,

Search,

Transfer,

Duplicate I'ertilicate,

(see Note A),
(see Note B),

sf.").(K)
1.00
'2A K)
2.00

i^'ote A— An allowance .■; $J ^mU Ik- made lu members <<i the Tohac
chants* AssociatMii on cadi n.-Ki^tratimi. , ,■

Xote B— If a iciK.rt ..ii a >carch ..( a title necessitate- the rtportinK
than ten tlOi titles, but less than twetitynne (21 >. an ad.liti.mal charse
l>4,llar i$\.M) will be made. It it necessitates the reporting of more than
(2iit titles, but less than thirtv-onc (MK an additional charsjc "« 1^"
(%2M) will 1.0 made an.l so an additioti.il ehaiMe "f One l>..llar (Sl.LU'i
made for t\e!> ten (lOl additH'iia! title- nei t • -,i- i' > ;ei" iteil.

CO Mer-

of more
i.f One
twenty

D.dlars
will be

NEW REGISTRATIONS
TAYABAS: — 46,550. 1 .t ciKur-. iJavid JcllinK, Newark. X. J.,

JuiK- J3. 19Mk . ^ u 1 I ■

5 AND 10: — 46,556. Fur cigar-. J. C\ \\ mtir \; C o.. Inc., Kcd l.um,

i'a.. July (.. 1936.
LA REGIONAL: — 46,557. Tit all tubacc. products, eoi.pcrativa

Agricula lndu^trial Tabacakra dc i'ucrti) Rico. Cagua>. i'. K.,

March 23. 193o. , . , ■ ,

4-75: 46,561. For stnokiiiu tobacco, cigarette- ami ogars. I.incoln

& Ulmcr. Inc.. New York, N. V.. July 14. 193o.

RE-REGISTRATIONS

EAGLE BRAND:— 46,553. 1 or Itai and >niokinK tobaco. Kc-
rtgi>tcrcd bv \\ . >. Matiicw- iS; sonii. Inc.. I'aducah, Ky., June -/,
193(». (Originally rcgi-tvrcd ..n .September 25. 1902. by W. S.
Matbew- eS: Son-. L..ui-vilk-. Kx.i

HORSE SHOE: — 46,554. 1 ..r leaf ami >moking tobacco. Re-
registered bv W . S. Mathew- \ .s,.!i-, Inc . I'aducah, Ky.. June 2/,
193o. (Originallv regt-tereil ^n Seiiteniber 19. 1«J02. and in 1903.
re>pectiveh. bv \V. .*^. Mathew- ^1: Son?-. Loui-ville. Ky.)

INDIAN BRAND: — 46,555. l-.-r Uat and -making tobacco. Re-
registered bv \V. S. Mathews ^: >on-. Inc.. I'aducah, Ky.. June 27,
1930. (Originally rmi-tered September 1^, 1902. by W. S. Mathew*
& Sons. Loui:svilU. K>.)

TRANSFERRED REGISTRATIONS

BEL-BON: — 35,990 tl'nited Re.m-tration iUireani, and 20,873 (To-
bacco World). For cigar.*", cigarettes, chcriu.ts and tt.bacco. Reg-
istered September 21. 19|0. ami September 28. 1910. respecti%ely,
by the American Litho. L\. . \e,\ \ ..rk, N. V. Iransferreil to eoin-
pania lieneral de Tabaco- <h i ilipnia-. New ^ ork. N. N ., Ma> 2?,

1912.

PIZARO:— 26,714 (Totocco W.rld). lor cigars, cigarette* and
cheroots. Registered August 2b, 191(i. by HeywiKid, Strasser &
Voigt Litho. Co., New York. N. Y. Tlirongh mesne transfers ac-
quired by Casiniiro Parrino, Chicag... Ill, and re -transferred to J ^
Lorano and John Fleming. ..wmr- of tlu- I'lzaro Cigar Factory,
Chicago. 111.. June 27. 19.V,.

GOLD BOND: — 4539 iTra<!e-Mark Rtcrdi. l-..r cigars. Regis-
tered November 1. 1887. by Geo. S. Harris &. Sons. Philadelphia,
i'a. Through ine-ne transfers acquired by Consolidated Cigar
Corp.. New Y'ork. N. Y.. and re-transi erred t<. Walgreen Drug
Stores. Chicag<.. III.. July 9. 1936.

FORT DEARBORN: — 18,494 (Tobacc Ltaf). 1 ..r cigar-. Regis-
tered February 13. 19OT, by C<.1.' Liiii.. t ■ . Chicago, III. Thrmigh
mesne transfers acquired by I. W. Wechskr & Sons. Chicago. 111.,
and re-transferred ti» Harrv Landikld Ci.gar Mfg. Co., Chicag<», 111.,
July 2, 1936.

PRESS CLUB OF CHICAGO:— 18,718 (Tobacco World). lor
cigars and cigarettes. Registered October 4, 1W)9, by Randall-
Landfield Co.. Chicago, 111. Through nu-tu transfers acquired by
I. W. Wechsler & Sons. Chicago, 111., and re-transferred t.. Harry
handheld Cigar Mfg. Co.. Chicago, HI.. July 2. 1936.

COLONIAL BOUQUET:— 20,636 (U. S. Tobacco Journal). For
cigars. Registered November 29. 1898, by Schumacher & Kttingcr.
New York, N. Y. Transferred by Consolidated Litho. Corp.,
Brooklyn, X. Y.. siuctssors to the rcLi-trants, t<> P.erriman Bros.,
Inc.. Tampa. Fla.. Julv 7, 1936.

SANTA FUMAR:— 35,856 (United Registration Bureau). For ci-
gars, cigarettes, cheroots and tobacco. Registered June 22. 1910,
bv the .American Litho. Co., New York. N. Y. Through mesne
transfers acquired by the Esperdy Ixaf Tobacco Co.. Tampa, Fla.,
and re-transferred to Rodriguez-Sanche* ft Co.. Tampa, Fla.

BAYUK'S ALL TIME HIGH

IX comment in.tr on improved business conditions and
the .li-rowth of Bayuk I*hillies A. Joseph Xewman,
Vice-l*resident and (Jeneral Sales .Manauer of
Hayuk Ciirars, lncor]M)rated, announced t(Mhiv that
June siiij)nients were tlie larirest for that month in the
liistory of the company.

sides reports sliow that Bayuk IMiillie.s are not
only increasing: their volume in those icnitories where
lor years they were tlie leading- ten-cent lu'and, hut in
territories in which the cii»ar has only been sold durintr
I he past several years the sales are also increasing'.

CHOOSES PARIS & PEART

THE (Continental Hrier Pipe (^unpaiiy of SO York
Street, Brooklyn, X. V., announce the appoint-
ment of l*aris «5c IVart as theii advert isin.u
auencv, etTective immediately. Durini;- the sunnner di-
rect n'lail and merchandisini- plans will be developed,
and in the fall there will be a national campaii-n featur-
ing- Honev Dew, (Vrntinental's leadin.ii brand of ue«i""n»<"
brier pipes.

HUBERT A. KRAMER NAMED

On July 1st Hubert A. Kramer became a member
o\' the ori^aiiizations of the Park Tobac<-o Corporation,
the Porto Pican American Tobacco Co., ("omcn'ss Ci-
*r'dv Co., Inc., and Waitt & Bond, Inc. Mr. Kramer will
iiave under liis charire the purchase, examination and
receipt of all Connecticut tobaccos for the>e companies.

TOBAOCO TRADE ORGANIZATIONS

T()I«A(Cn .MER<-M.\MS .\ S.SO{ I .VF I < » N ¥^^tt^

OF I NITKl) .STATKS >lo^

IK.S.SK A HI.CHU. Wheeling. W. Va rresiden!

IlLIl S I.H IITKNSTKIN. New Vrk. N V Vice I'tesidciu

WILLIAM HKST. .New York. N. V » 1 . .i . i I v.... live lumnutti.

M.M i;K0K<;K W. IIII.L. New York N N \ ice I're«ideiit

i.KoRCE II. Ill .MMKLL. New Y..rk. .\. 'i . \ icr Pre.ident

II IL SHELTO.N. Washinicton, l» C \' < I're.i.leni

WILLIAM T. HKKI). HichmonH. Vi \ii. I'r. si.lmi

IIAKVKY L. HIRST. PhilaHelpJu.i I'.i \ i. . I'., m.I. i t

ASA LKMLKIX. .New York. .N. V Iica-n.

< MAKLES m SHKI.M). New York. S V ' -t »»«! Managins Dtr« '

Headquarters. .Ml MadiMin A,« , Nt ** N tirk < itv

RKT.ML TOB.\CC() DRALERS OF .\MKRK A. INC.

WILLIAM A. HOLLIN<',SW«»RTH. 2.^.' Hn.adw.Tv. S>w York. N S' Presiiknt

rilFKORI) N DAW.SON. Huffal.., N Y Kx.iiOi, \, . I'fe»idcm

JAMES (• TIlo.MI'SON'. ChicaK" HI Treasurer

ass()CIatf:i) ck.ar mfrs and lf:ai iowm i d dfai^ers

{OILS' H Ot'YS. New Y..rk < itv I'rrsidrnt

MILTON RANt K. I^nca^ter. I',. I ' t N > l're»idrt

l». EMIL KLEIN. New York ("it> -, , \ . l'r.-.,.i. ,

l,EE .SA.MI E1„S, New York City ^

NATIONAL BOARU OF TOI'.Ac ( O SAI.RSMI N S
ASSOCIATIONS

AHE BROWN. ** Market .Street. Newark, .N. J I'residri'

loSEPH FREEM.^.N, 615 We»l 150th .Street. New Y-ik < it-. In- \ . I'r«--«idet •
I RANK SOHEL. 72 William* Street, Newark, .N. J
ALBERT FREEMAN. 25 We«t Bmadway, New York C n

nil NATIONAL ASSOCIATIONS < il TOBACCO
DISTRIBCTORS. INi

K ASBIRY DAVIS, Baltimore. .Md I'"

lOSEI'II KOMH>NY. ») Fifth Ave.. New Y«irk, N Y
i.Eo H S<RAMBLIN«;. Cleveland. (»hio

CNITED STATES TOBACCO DISTRIBUTORS ASsot lATION

lOIIN F. BRf>WN Premidrn*

HERMAN H. YAFFE. *)1 Fan BnildinK I'bi! d. h In.i. 1'., ^p,,,t.t

RICT.^IL CIGAR STORF: AS.s< n 1 A lloN ol IMIII. Ahl.I.IMII \

MORRIS LEVITONE .... I.,^

SAMUEL Mi^IO. aOOl N. MerMm m . Philadelphia. I'a Secreia.

The Tobacco WorUi

'A

i

I't

^

WA

D!

A HALF MILLION OR MORE VOLUNTEERS TO ENLIST
FOR THE DURATION OF THE WAR TO REVIVE THE
CONSUMPTION OF CIGARS IN THE UNITED STATES

You, MR. DEIALER, can have your gun and the
ammunition and fire a shot without going over the
top of your counter or spending a cent.

BE A SOLDIER!

Hoist the colors— welcome the salesmen who call to put the
posters in your window— distribute the little folders among your
customers— help sell smokers that beautiful thought we all know
so well **that a good cigar makes every meal a banquet."

«

GET IN THE ARMY NOW!

And you'll get Your Bonus sure in better and more profitable trade.

INCIDENTALLY!!

MANILA CIGARS ARE GOOD CIGARS-NONE BETTER AT THE
PRICE-STOCK 'EM! SELL 'EM! THEY WILL MAKE FRIENDS!

Director^ and booklets on application to the

MANILA AD AGENCY (C. A. Bond, Mgr.)

15 William Street, New York, N. Y.

I ^Cu ^Cu^m^^M

' t. i9^

*i

SCIENTISTS HAVE DISCOVERED

" "«" QHinrl

i^li^"^ " Bunru

Reynolds

M e t .i 1 W r a p p e -■ s
s h u 1 out 1 I q L . ^ .- •.
t r 0 1 h 11 in 1 d 1 ! i] , a n d a
i a c t n r u t r p <; h n p s s a :i 1

A GOOD CIBAB'S BEST FBIEID • THE BEHOLDS MET41 IBIPPEB

d V 0 r

Classified Column

The rate for this column is three cents (3c.) a word, with
a minimum charge of seventy-five cents (75c.) payable
strictly in advance.

t?s\',tfl^"fii<\:ri,\-iirt\tr»y,'rti\T't

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chmes. Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, P».

HAVANA CIGARS

BEER WITHOUT CIGARS. IS LIKE KISSING WITHOUT
LOVE— Adopt as your slogan, "Kiss your beer, but love your ci-
gars." Specially those Havana blended, "Good to the last Puff,"
manufactured by A. Ramirez & Co., Post Office Box 1168, Tampa,
Fla. Write them for particulars today.

TOBACCO WORLD

Thm Nat tonal Totee»> BiuincM Monthly

A GOOD ADVERTISING MEDIUM

'4

CLEAN UP CIGAR CASES!

(Continui'd from Page 1(f)
ing and unlimited. Anionjr those due for special com-
mendation are: ,_ ., „

(a) The Cigar Manufacturers: While some ot
them are still out of the si)here of activity, on the wlioh-
tlie cigar manufacturing industry responded in a man
ner worthy of its prestige.

(b) Supply Houses: Leaf tobacco dealers, cigar
machinery firms, cigar box makers, celloijhane i)n.-

ducers, aiul many others.

(c) Wholesale Tobac<?onists: Their wholesome re-
sponse is a source of tremendous pride to the National
Association of Tobacco Distributors.

(d) Retail Tobacco Dealers, including Chain
Stores: Practically every retail organization and
most of the large and small tobacco, drug and grocery
chain stores have willingly and cheerfully enrolled m
this effort to increase cigar consumption.

(e) Salesmen: Words fail me in adequately «'\
pressing in sufficiently laudable terms the attitude .»f
the salesmen toward this movement. They have givin
everything within them to support and assure a suc-
cessful administration of this etT(»rt. They vcdunteen-a
suggestions whenever it was warranted ; they advanc^^d
constructive criticism ... all of which was welconnd

and appreciated.

The cigar and tobacco salesmen have certainly
demonstrated— l)eyond any shadow of doubt— that they
understand and thoroughly grasp the problems best i
ting the Industry and have completely committed them
selves to the measures calculated to restore the Indus
try to a prosperous status.

The Cigar Progress Board, on the whole, ami my
self as an individual, wish to express om innernin^:
gratitude to this splendid group of ca|)able men.

(f) The Trade Journals: They hav<* comment <i
generously on the Cigar Promotion Plan. They «|U« -
tioned some policies and fully endorsed others, but bo
their editorial opinions favorable or unfavorable, tlnv
have given freely of their news columns in reporting all
activities and in 8upi>orting the Cigar Promotion Plan.
This is, again, an illustration that the trade pen
odicals are ever alert to the necessity of uplifting ami
rebuilding every branch of the Industry.

The task is'a huge one . . . the problems manif<»l«
... the funds limited ... but to counter-balance all
these, one feels greatly inspired, stimulated and en-
thused by the knowledge that every branch of the
Industry is extending **a helping hand;'* that v^">.
one wishes and labors for a successful culmination of
these worthwhile and conscientious efforts.

11

PICK & PAT

/S

Jonf :«<

. \i««;

^'r.

OH^j

' "^^ \t

.<M

in ''PIPE SMOKING TIME

wHh

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with tlie
increasing sales of • • •

DILL'S BEST and MODEL TOBACCOS

JOE KOLODNY'S ITINERARY

ADMINISTRATOR Joseph Kolodny attended the
meeting of the York County Cigar Manufactur-
ers Association, held at Red Lion, Monday eve-
ning, July 13th. This meeting presented an oppor-
luiiitv to outline to the manufacturers of this
outstanding cigar jiroduction district the various rami-
fications of the cigar promotion plan. The association
approved the entire program and pledged its support.
In his dual capacity as executive secretary of the
National Association of Tobacco Distributors and Ad-
ministrator of the Cigar Progress Board, Mr. Kolodny
will attend an important meeting of the New England
Division of the N. A. T. D. at Old Orchard Beach, Me.
At this special convention, he will present to all those
assembled a survey of the Cigar Progress Board activ-
ities to date. A detailed analysis of the Robinson-
l*atman Anti-Price Discrimination Act will be pre-
sented at the convention.

He will later address special conventioiis of dis-
tributors, numufacturers, and salesmen in Seattle,
Washington; San Francisco and Los Angeles.

While in Los Angeles, he will endeavor to consum-

malo arrangements — now in the course of negotiation

with the Motion Picture Institute under which the

Institute will exert its influence uiwn motion picture

productions to present cigars in a better light.

He will then return from IjOS Angeles directly to
Xtw York by plane. After a brief respite in New
York, catching up with office routine, plus conferences
in connection with his duties in the N. A. T. 1). and
< . P. B., he will make a trip South, which will include
Nuith and South Carolina, Georgia, Floritla, Alabama
and Texas.

The activities of the Cigar Promotion Plan under
the administration of the Cigar Progress Boanl have
electrified and enthusetl every individual clirectly or
indirectly itlentified with the manufacturing, selling,
wholesaling, or retailing of cigars.

Kven though the movement was officially inaugu-
I nted a little more than two months ago, the widespread
imblicity attendant to its inauguration presages a suc-
cessful career for this national Agency.

The state of Ohio represents an important sector
in cigar consumption. To enable everyone in these
areas to acquire a first-hand, detailed picture of the en-
tiro program, a huge meeting was held at the Statler
Hotol, Cleveland, on July 23d.

out HIOH-OBADE NON-EVAPOBATINO

OGAR FLAVORS

Make tobacco in«Ko%v mud amootk In charactav
and Impart a moat palatabla flavor

fUTORS FOR SMOKING tid CHEWING TOBACCO

Write for Llat of Flavora for Special Branda
ftKTUN. AMOMATIZEM. BOX FLAVOIS. TASTE SWBBTENEIS

FRIES 6l BRO., 92 Reade Street, Ne%v York

The Standards of America

UrlUtrTi
tail Ittid mill

SNUFF

Eft 1760
Eitl82S
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys— Rappees— Hltfh Toaata

Strong. Salt. Sweet and Plain Scotches

MMal«c*OT*4 by

GEORGE W. HELME CO.

Ill Plltk Avaaaa. Naw York

CIGAR BOXES

jfl&'^^vco

*'A business that isn't worth advertising
ought to be advertised for sale".

1%

Quality 2 for 5<^ Cigars

BY P. LORILLARD COMPANY. INC.

NKW cuhhsncy

I

Meeting the public's demand

for quality cigars

moderately priced

Our other Popular 2 for 5i Cigars
JAMES O. ilAINE • lA FtAOSA • SARONA

BROADSIDES
BOOKLETS
LABELS

WI9DOW

DISPLAYS

DIRECT MAIL

SCHLEGEL

LITHOGRAPHING
CORPORATION

SCHLEGEL BLDG.

374-380 Second Ave.
HEW YORK

Algonquin 4-9226-7

COUNTER

DISPLAYS

CARTOHS

CAR

CARDS

POSTERS

AUTOKRAFT

CIGAR BOXE S

Boite Nature
Cedar Cheste

Novelty
Wrapped

Are Outstanding In
Ouality-Design-Cost

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago, III.
Detroit, Miefe.

Hclten, 9m.

Hanover, Pa.

Philadelphia, Pa.

Wheeling, W. Va.

1

SWEEPSTAKES CONTEST
BIG BUSINESS

More than 1,700,000 entries were received in the
sweepstakes contest be^anning July 13 and conducted
in connection with the hit parade of the fifteen most
popular songs of the nation. This is believed to set a
record for number of participants in any contest for a
corresponding period. So many entries are being cur-
rently received that one entire floor of the building
occupied by The American Tobacco ('ompany has been
given over to handling the incoming mail.

In this sweepstakes adults are given the opportu-
nitv to show their skill in selecting the three top-rank-
in«^* son'-'s of the count rv each week as determined by a
luition-wide weeklv survey of sales of sheet music and
phonograph records, of dance tune retiuests received
bv prominent orchestra leaders, and of the songs heard
nlost fretiuently over the major broadcasting networks
and leading independent stations.

(Contestants who name correctly the three most
i>opular songs are awarded cartons of cigarettes. No
limit is set on the number of prizes and tens ot thou-
sands of cartons have been awarded during the first
ei«'ht weeks of the contest, the record number for one
week so far l)eing more than 40,0(H) winners m the
contest beginning June 22. Each week there la a new

contest. . . , ,.

The song sweepstakes has given employment di-
rectly to more than 1300 people and indirectly to many

hundreds more. , i i •

Mure than 2(K) sources are tapped each week m
finding out which are the fifteen favorite tunes of the
natiom The huge countrywide survey covers sales of
sheet music and phonograph records, the tunes most
fre«|uentlv riMjuested of prominent orchestra leaders
at the i)laces where America dances, and the favorite
melodies broadcast bv nearly 200 radio stations.

Sales statistics for best-selling sheet music are
obtained fnmi nation-wide orchestra music suppliers,
from leading retail and chain stores and from trade
journals in the amusement field. By tabulating and
weighing this data, the fifteen top-ranking songs m th*
field of sheet music are determined.

Information in regard to the Ix-st-selling phono-
*''rai)h records is compiled from the sales of R. C. A.
Victor, Brunswick, Decca, Perfect, and Bluebird or
Vocalion records. Points are counted for each time a
song is mentioned bv a company among its most popu-
lar records. Then these points are added and the first
fifteen songs in number of points recorded are selected
in the order of their jjopularity.

Leaders of the outstanding dance orchestras of tlie
count rv tell which fifteen songs have been most often
raiues'ted during the week. Here again, points an
counted for the times a song is mentioned by an orches
tra leader, and the fifteen leading songs determined.

Lists of the fifteen leading songs in number ol
times broadcast are obtained from national and re
«aonal broadcasting chains, and from leading local sta-
Tions in New York, Chicago, Cincinnati, Los Angeles
and San Francisco. Each chain and each station sup-
plies its fifteen hits and by tabulating these, the fifteen
leaders over the air are determined.

Then, when the leaders in these four classes— sheet
music, phonograph records, dance tune reciuests and
broadcast melodies— are tabulated and weighed, Amer
ica's fifteen favorite songs of the week are ready for
the hit parade.

Th€ TobMC0 WofU

Package by Reynolds Metal

OITTCK to take advantage of the latest
developments in scientific cigar
packaging and determined to pre-
serve and protect the original smoking
.juality of Bering cigars. Corral Wodiska
and Company adopted a modernized Hey-
iiolds Metal cigar wrapper in 1935, for
ik'ring Sovereigns. As a result of the suc-
cess of the original i)ackage. Corral Wo-
diska and Company have now adopted the
-ainc type of package for four sizes of
Superfine Berings, retailing at 10^ apiece,
wo for a (juarter, and three for i'iOf'.

The new j)ackages are as ditTerent from
I lie conventional cigar box as the modern
-1 ream-line motor car is from a two-cylin-
<l<'r VMY,\ model. It is covered with metal
labels, printed in royal purple on shiny
silver Keynolds Metal.

The cigars are individually wrapped in
metal wrapi>ers to protect the tobacco from
loss of moisture and light, which science
has discovered is injurious to tobacco
'lualitv.

Why pay for

excess weight

in your box?

For minimuin freight or express

SPECIFY SPRUCE

FOR YOUR BOXES

UPTEGROVE LUMBER CO.

13 Washlngt«m St. Newark, N. J.

C^r Box Lumber for 63 years

EMablUhad 1886

"BEST OF THE BEST"

>"^-^<" A. SANTAELLA & CO.

OffU*. 1181 BroMlway, N«w York City
FACTORIES: Tampa and Ktp Wtat. Florida

155 Mil Sfred. N. Y. Gt;

Indostria 144, Harau, Ciba

HAVANA
TOBACCO

ROniSCHILD-SAMlELS-DUIGNAN, INC.

UMti S. Icdnchiii rrcatel

On. W. th^aa. Sec. ad Tros.

^ /. i9j6

17

l6

YOU...and a LIGHT SMOKE

It is a Lightness in the smoke that makes
people choose Luckies. 4 ri^h^ clean
Lightness in the taste. A smootli Light-
ness of "feel" in the throat. Puffby pufT,
a delightful sense of ease. From the
choosing of the finest center-leaf tobaccos

—to the Toasting" which removes cer-
tain harsh irritants naturally present in
all tobacco, every careful measure of
Lucky Strike's manufacture is designed
to please you more ... to offer A Light
Smoke of rich, ripe-bodied tobacco.

OF RICH. RIPE-BODIED TOBACCO — "ITII TOAfTIUT

lltM.

ESTABLISHED
1881

RBCEIVCO

SEP 3 -1936

SEPTEMBER.^^^^

In This Issue

LAW SCOTCHES
DISCRIMINATION

iy Joseph Kolodny

RETAIL STORES IN NEED
OF MODERNIZATION

CIGARS UP 188 MILLION
IN SEVEN MONTHS

/ ^

TOBACCO PRODUaS CONTINUE
GAINS IN JULY

THE TALK OF THE TRADE

Hob ART B. Han kins — Editor

Associate Editor — ^John Clear y

Ti

hat irnnit nalional cijraivlto ^ame. ^Ol R TA (IK^
STRIKE "SWEEPSTAkES/" is Imii^ing pleasure and
eiilertaiiiinent to millions of people, and is of dinHl
material henefit to thousands more.

Hen* are some of the interesting results of the
^SWEEPSTAKES":—

1 Vie have taken on over five hundred additional emphiyees.

2 ^^e hav«» rented 13.000 square feet of additional olTiee
spai'e— three entire floors.

•t Seven new addres>in«r a«reneies. employing over six thou-
>niu{ people, are earin^r for our mail.

A \\«» have pun ha>ed hundreds of tons of paper to print
"SW KKIVIAKKS" entrN hianks.

5 Our faetories in Durham. Ri<hmond. an<l Heid-xille have
all heeu plaeetl on a full fort\-ln»ur week >ehedule to
take «'are of the a<lditional deuiand forLr<.KIIlS noliee-
ahle in retail >lorer- all omt \meriea.

(lon-ideriiif!; the widespread interest in \OLR LLCKY
STRIKE "SWEEPSTAKES." and the happiness it
hrin<'^s to thousands upon thousands all over the coun-
try, hoth in the form of entertainment and in direct
material henefit. is it an> wonder that we call it —

^The Great National Cigarette Game"?

"Thank You/'

J^o^.

cte^<jccvcc

■ ••coi»»o»«»* o

THE TOBACCO WORLD

VoL 56

SEPTEMBER 1936

No. 12

THE FACT that the cigar business for the month
of July shows withdrawals in excess of 10 per
cent, over the previous July including the United
States and its possessions, must be gratifying news to
all members of the cigar industry. The United States
increased its withdrawals by almost 12 per cent, while
withdrawals from Puerto Rico and the Philippine
Islands showed losses, Puerto Rican cigars in particu-
lar losing ground to a considerable extent.

Puerto Rico cigar manufacturers might well con-
ider some sort of advertising campaign to bring their
brands back to their old-time prestige on the counters
of the thousands of retail stores in the United States.

In the United States the Class A cigar shows an
increase of almost 13 per cent. Class B seems to be in
the same situation as the '* Forgotten Man."

But Class C, with its higher price, continues to rise,
with an increase of almost 11 per cent.

Also Classes D and E, both very much in the higher
brackets from the standpoint of the consumer's pocket-
lK>ok, have done remarkably well.

Little cigars have increased their percentage over
July of 1935, cigarettes have increased more than 12
per cent., and even snuff is up well over 22 per cent.,
while smoking tobacco has a plus mark of G.32 per cent,
over July of 1935.

Altogether it looks as if the tobacco industry is
making appreciable progress, due undoubtedly to a
largo degree to the efforts of the Cigar Progress Board,
and its committees, and the splendul promotion pro-
irram which they have backed thoroughly and sincerely,
plus Joe Kolodny's dynamic interest in its success.

AND while we are commenting on the July, 1936,
withdrawals of tobacco products, it might be
wt»ll to suggest to our readers that they survey
the figures for the first seven months of this year. These
will Ik* found on page 6 of this issue. Class A cigars
u>v the first seven months, smoked in this country, in-
crijised to almost 171,U()0,000, while Class B cigars for
tln' same period showed a loss of almost 9,000,000.

On the other hand Class C cigars increased almost
11 per cent., an increase of more than 25,000,000 cigars.

The Class D cigar, which runs into money, showa
ail increase of almost 3.5 per cent.

< lass E which covers the highest priced cigars in

country, slipped back almost 6 per cent.

However there was a net gain for the seven months

all classes including the products of the Philippines
and Puerto Rico of almost 7 per cent.

Little cigars in this period seem to have stood still
^<> far as loss or gain is concerned.

Cigarettes, however, maintained their upward
t rend, gaining well above 11 per <»nt in ^ first Mven
aionths of this year.

ti

Ul

SnuflF was up more than 5Mj per cent, and manufac-
tured tobacco about 3 per cent.

The first seven months of 1936 indicate that to-
bacco products seem to be moving upward, which means
a more prosperous industry.

THE death of Leonard B. McKitterick, president
of Philip Morris & Co., removes from the field
of cigarette manufacturers one of its most out-
standing figures. Death came as the result of a heart
attack. At the age of sixty-five, death came to him
swiftly, and one might say just as he had lived, for his
spirit of ambition and his ability to accomplish success-
fully carried him to far places.

Mr. McKitterick had his leisure years, but when he
worked — he worked! Throughout the trade his word
was his bond, and his reputation for fair dealing with
his customers stretches from coast to coast.

The tobacco industrv mourns the loss of an out-
standing character who took some of the now famous
cigarette brcmda to great heights.

THE Scholarship Contest, promulgated under the
direction of the Cigar Progress Board, promises
to be a tremendous influence in enrolling young
men to smoke cigars. The literature is currently reach-
ing the various outlets throughout the United States —
among them wholesale tobacconists, manufacturers,
supply houses, etc. — and the Board has been deluged
with telegrams, letters, and numerous other forms of
inquiries to obtain more definite information regarding
the scholarship contest requirements.

Two million consumers' contest folders are being
distributed throughout the United States.

The co-operation of the American Students Foun-
dation is most encouraging and stimulating. The Cigar
Progress Board expresses it gratitude to all branches
of the industrv for their full-hearted co-operation.

PROBABLY few people, other than those directly
engaged in the cigar business, realize the mag-
nitude and importance of the cigar industry in
the American economic system. Nearly 3,000,000 per-
sons, including farmers, manufacturers, retailers,
wholesalers and salesmen derive their livelihood either
wholly or in part from cigars. For the fiscal year end-

C^9n0M IfM Tlip AfBErtelll t

:.»rir

Til. TOBACCO WORLD (e«Ublisii«d mi) it pvbUshcd hj Toi»*cee WorM CerporBtioa; HoUrt B. Haakln., Pretident «nd Treaiurer; Joha deary. SecreUry.
0««e. m Oiatfnt Sttwt. Pklladalpkla. f*. iMocd maatkly. S«l»Kriptioat, aTailable oaly to thoi* eacmged ia the tobacco tadu.try or trade, I1.00 a year, 15 centt •
^»n f«f«^ii |L» • f«w. £ataf«4 aa Mmitf*eUM Mil mMm, Dmibw S, ttSb M tb« FM (Mtoa, FbilMlelphla. Pa., uader the Act of March 3. 1179.

ing June 30th, the Bureau of Internal Revenue reported
a consumption of 4,933,728,000 cigars. This figure does
not include importations of Havana cigars or those
made in the Philippines or Puerto Rico.

Only a few states provide the proper soil and cli-
mate for the growth of cigar leaf tobacco. The most
important of these are Pennsylvania, Connecticut, Mas-
sachusetts, Ohio, Wisconsin and Florida. In the Con-
necticut Valley alone there were planted this year no
less than 18,900 acres of cigar tobacco, the crop of
which win yield the farmers nearly $10,000,000.

ARE wo making progress! Are cigar sales climb-
ing! Are the salesmen entitled to full credit for
their sincere and earnest efforts to create new
cigar smokers? Thev are — ^l)evond a shadow of a
doubt!

Get this: Domestic production of cigars has scored
an increase each month this year over the correspond-
ing months of 1935. Output for the first six months
was 2,353,656,998, a gain of more than 130 millions of
cigars over the same period last yrar. Inasmuch as the
second half of the year is the largest from the stand-
point of production, it is practically certain that the
total for 1936 will cross the 5 billion mark — for the first
time since 1931.

Take a look at the official figures for June-. 452,-
311,740 cigars produced against 402,272,246 in June,
1935 — a remarkable gain of 12.44 jier cent. Don't think
they were all low-priced cigars, either! Even brands
selling from 15 cents to 20 cents gained 12.77 per cent.

Of course, we don't claim that the efforts of you
salesmen and the other activities of the Cigar Progress
Board have been entirely responsible for this gain. But
we — and that includes you — are certainly helping.
Keep up the good work!

A PERSISTENT problem of the advertiser is to
find a way of tying in his copy with events of
dominant news value without, in the procedure,
antagonizins: large groups of readers who have strong
feelings on the subject. The coming political campaign
is a case in point. While reference to the campaign
is almost a certain method of winning attention, it is a
difficult task to plirase copy so that it doesn't bring
outraged letters from the adherents of either party.

The makers of Kool cigarettes have done this with
rare success, however. In amusing, well-wrought illus-
trations, the traditional donkey and elephant are glar-
ing at one another in unconcealed ferocity. Towering
above these combatants stands KooPs symbolic figure,
the penguin, puffmg calmly on a cigarette and offering
this sage advice: "In Either Case . . . Keep Kool!"
These illustrations are being used on giant billboards
now on view in several leading cities.

Thus have Brown and Williamson Tobacco Cor-
poration capitalized upon the one news story that is
foremost in the nation's mind, adroitly turning it to
their account in a light, humorous, inoffensive man-
ner. It is a good example of the timely copy that is
becoming more and more a trend in the advertising
field.

THE HOOKAH habit is immemorial in India, and
its increasing replacement by biris, cigarettes,
and cigars has created another of India's new
industries. Of these, cigarettes are most largely con-
sumed, totaling about 6,500,000,000, compared with
1,000,000,000 ten years ago. Imports of cigarettes have
greatly decreased during the last four years, in com-
parison with the early post-war period, while imports
of unmanufactured tobacco have progressively risen.
The shrinkage in imports of cigarettes is due more to
popular preference for cheap indigenous brands than
to trade depression. Local cigarette factories are cater-
ing to home consumption, especially in the cheaper
qualities manufactured from imported tobacco.

Although cigars made in India and Burma still
command a good market, they cannot compete with the
finer leaf of the imported article, the principal overseas
suppliers being the United Kingdom, China, and the
United States, of which the first is by far the biggest
contributor. As in the case of cigarettes, there is a
popular preference for Indian-made cigars, notably
those from the south, which has for many years been
engased in the industry.

Biri smoking, which ten years ago was a newly ac-
quired fashion among the intelligentsia, has lost its
popularity with the growing supply of indigenous cig-
arettes and is now confined to the labor and the lower
middle classes.

The weakness of the Indian industry lies in the
poor quality of the country-produced raw tobacco. Ef-
forts to improve the quality began in 1905, when types
of plants grown from selected seeds were separated
into pure cultures and classified. Pusa No. 28, the best
Indian cigarette tobacco, was evolved out of these ex-
periments, which have been continued and amplified
under the direction of th<j Imperial Council of Agricul-
tural Research.

Tobacco Products Continue Gains

MANDATORY tobacco inspection service at Ox-
ford, N. C, a referendum on which was held
Ausrust 3d to 8th, inclusive, was favored by 95
|)er cent, of the growers voting, it w'as announced to-
day by Dr. A. O. Black, chief of the Bureau of Agricul-
tural Economics, which administers tin* service. Of
2024 ballots cast, 1922, or about 95 |>er cent., favored
desijrnation of the market for mandatory inspection of
all tobacco offered for sale on that market under the
provisions of the Tobacco Inspection Act.

Tobacco inspection service on a voluntary basis,
involving the payment of fees by growers, has been in
o|>eration at Oxford each season since 1931. That the
growers have become thoroughly accustomed to its ad-
vantages is reflected by the overwhelmingly favorable
v(»te for mandatory inspection service.

The object of tobacco inspection and market news
service is to afford to the growers disinterested infor-
mation on the grade and approximate value of each lot
of tobacco they offer for sale as a check against prices
offered during the auction. The need for such assist-
ance arises from the fact that the value of tobacco de-
pends upon technical factors with which buyers arc
familiar whereas farmers, as a rule, are deficient in
their knowledge of grades and values. By supplying
this deficiency the Bureau seeks to strengthen the mar-
keting position of the tobacco growers.

Tkt Tobae€0 WorU

Cigar Registrations Exceed Half'
Billion Mark; Cigarettes Reach
Nearly Fifteen Billion in July

ALL classifications of tobacco products, with the
single exception of large cigarettes, registered
gains in the month of July. The percentages of
uains ranged from 3.51 per cent, for little cigars to
■J2.f) per cent, for snuff. The largest individual specific
jtereentage of increase was 34.23 per cent, for Class E.
cigars.

As usual. Class A was the star performer among
cii^ars, it is learned from the Tobacco Merchants Asso-
ciation's supplement to the Tobacco Barometer. The
Class A total of 447,518,005 for the month compared
with 403,073,130, an increase of 44,444,875, or 11.03 per
cent. The gain in U. S. Class A alone was 47,974,575,
or 12.63 per cent. This was reduced in the total by
losses of 38.1 per cent, from Puerto Rico and 4.25 per
cent, from the Philippines.

Again, as usual, Class C was next in volume of
gain, its total of 46,120,290 comparing with 41,589,734,
an increase of 4,530,556, or 10.89 per cent. Gains in this
class came from U. S., Puerto Rico and Philippines
cigars.

July, 1936

Increase or Decrease
Quantity Per Cent

Cigars:
Class A —

United States 427,846.415 -|- 47.974,575

Puerto Rico 4.651,325 — 2,862.950

Philippine Islands ... 15,020,265 — 666,750

Total 447,518,005 + 44.444,875

Class B—

United States 4,531.667 — 2,328.066

Puerto Rico 166.550 — 139.450

Philippine Islands ... 10,980 — 3,197

Total ' 4,709,197 — 2.470.713

Class C —

United .Sutes 46.058.536 -f 4,511,614

Puerto Rico 49.200 + 18,350

Philippine Islands . . . 12,554 + Sn

Total 46.12M90 -|- 4.530.556

United sutes 3,667,130 + 43,115

Puerto Rico

Philippine Islands ... 701 + 651

Total ' 3,667,831 -|- 43,766

Class E—

United State. ....... 344.026 + 87,783

Puerto Rico • •

Philippine Islands ... 5 — 45

Total ..' 344,031 + 87,738

Total All Classes :

United sutes 482.447.774 -H 50,289.021

Puerto Rico ........ 4.867.075 — 2.984.050

Philippine Islands . . . 15,044^505 — 668.749

Grand Total ...S, 502.359,354 -<- 46.636,222

little Cigars: . ^, _^.

United Slates 17.391.907+ «»M'^

Puerto Rico 180,000 — 670,000

Philippine Islands ... ...... . •

Total .,...' 17.S71.907 -|- 595,547

12.63

38.10

4.25

11.03

33.94
45.57

34.41

\0M

10J9

1.19

IJl

UM

34 J3

11.64

38.01

4M

1023

7.8S
78.82

3.S1

Class D gained 3,624,065, or 1.21 per cent. Class
E, with its total of 344,031, registered an increase ot*
87,738, or 34.23 per cent., over July, 1935. Class B
showed its customary heavy loss.

Following their establishment of a new all-time
high in June, cigarettes bettered that figure in July,
tlius setting a new mark to shoot at. The total of
14,801,887,797 compared with 13,138,566,563, an increase
of 1,663,321,234, or 12.66 per cent. Imports from Puerto
Hico numbered 750,000, or more than three times those
of the previous July, and those from the Philippines
amounted to 109,550, or nearly three times as many as
the previous July.

Snuff production continues to show a big gain, the
total of 3,196,557 comparing with 2,607,211, an increase
of 589,346 pounds, or 22.6 per cent.

Large cigarettes showed a gain of 5392, or 2.27 per
cent.

Chewing and smoking tobacco production totaled
28,129,989, an increase of 1,671,088 pounds, or 6.32 per
cent.

July, 1936
Cigarettes :

United States 14.801,028,247

Puerto Rico 750.(K)0

Philippine Islands ... 109,550

Total 14.801,887,797

Large Cigarettes:

United States 171,900

Puerto Rico 60,000

Philippine Isl^ds ...

Total 231.900

Snuff (lbs) :

AH United States . . . 3,196,557

Tobacco Mfd. (lbs.) :

United States 28.129,898

Ptul^ine Islands ...

Total 28,129,898

Increase or Decrease
Quantity Per Cent

+ 1,662.740.784 12.66

+ 510,000

• ■ • •

-r

/U.f JU

• • • •

+

1,663,321,234

45.392
40,000

12.66

+

20.89

• ■ • •
■ • • •

—

5,392

227

4-

589.346

•

1,671.088

22.60

+

• « • •

+

1.671.088

6.32

Internal Revenue CoUections for July

&Hirce of Revenue 1936

Cigars $ 1.185.917.33

Cigarettes 44.404,651.07

Snuff 575,380.25

Tobacco, chewing and smoking 5,063.381.71

Cigarette papers and tubes 67,070.39

Leal dealer penalties 51.77

U. S. Withdrawals for July

1935

$ 1.088.661.87

39.416,581.99

469,297.96

4,763,878.39

72,161.44

33.26

1921 564.604,797

1928 558,205,683

1922 585.874,114

1929.... 589.282,068

1923 589,176,020

1930...... 532.805,120

1924 595,063,302

1931 478,900,849

1925 575.822,936

1932 361.240,267

1926 568,553,475

1933 400,511,453

1927 561,199,298

1934 378.055,584

Sfptembw t, ipjd

Cigars Up 188 Million

Nearly Three Billion Cigars ^Were
Withdrawn During the First Seven
Months; Cigarettes Over 87 Billion

Law Scotches Discrimination

NKARIA' three billion cigars were withdrawn
(lurina: the first seven months of 193<). The ex-
act number, as revealed in the report of the To-
bacco Merchants Association, w^as 2,953,170,180. That
is a veritable mountain of smokes. It represents 590,-
034,036 five packs— 118,126,807 fortietlis-K)r 59,063,403
twentieths.

It also represents an increase over the same period
of 1935 of 188.119,099 ciirars— 37,623,820 five-packs— or
7,524,764 fortieths— or 3,762,382 twentieths. Is that
progress or is it progress?

Maybe you will get a better idea of the way the
cigar is coming back if you reduce the figures to a per-
dav basis. Think of 13,864,650 cigars for each calen-
dar dav! AVhy, man, that's 2,772,930 five-packs — or
554,586 fortieths— or 277,293 twentieths. Per day!

And the per-dav gain is equally impressive — 883,-
190 cigars— or 176,638 five-packs— or 35,328 fortieths
— or 17,664 twentieths. There's inspiration in the
thought that so many more cigars are being smoked
each day this year than each day last year.

Increase or D^reue

The gain was entirely in U. S. cigars, those from
Puerto Rico and the Philippines registering losses.^

Class A continued to lead in volume of gain, its
total of 2,641,764,045 comparing with 2,470,914,095, an
increase of 170,849,950, or 6.91 per cent.

But Class C had a higher percentage of gain. Its
total for the seven months 261,560,600, as against 236,-
108,028, an increase of 25,452,572, or 10.78 per cent, i

Class D gained 3.36 per cent. Its total of 19,530,-
469 compared with 18,894,941, an increase of 635,528.

Classes B and E declined.

Cigars, however, w^ere not unique in their gains.
All classes of tobacco products, with the single excep-
tion of little cigars, registered advances.

During the seven months cigarettes piled up the
staggering total of 87,390,826,197, as compared with
78,508,566,360, an increase of 8,882,259,837, or 11.31 per
cent.

Even large cigarettes showed a slight gain.

Snuff increased more than a million pounds, or
0.94 per cent., and manufactured tobacco gained 2.95
per cent.

Inci«ase or DecrcsM

Cigars :
Class A—

United States

Puerto Rico

Itt 7 U(M.
1936

2,525,792.945
^,168.730
95,802.370

-f-

+
+

+
+
+

+

Quantity )

202.283.915
11.205,250
20,228,715

170,849,950

8.135,699

506.450

83.194

Percent.

871
35.72
17.43

Total All Classes :

United States

Puerto Rico ....

Philippine Islands . . .

<kMd ToUl

Uttle Cigars:

United Stales

Puerto Rico

Philippine Islands . . .

Grand Total

Cigarettes :

United States

Puerto Rico

Philippine Islands . . .

Total ......."

Large Cigarettes:

United States .. .

Puerto Rico

niilippine Islands . . .

Totol

Snaff (lbs) :

All United States ...

Tobacco llfd. (lbs.):

United States

Philippine Islands . . ,

Tc^I

Ut 7 Mos.

1936

2,836,104,770
21,000.330
96.065,079

-1-
+

+

+
+

4-

Quantity 1

220.133,317
11,731.850
20,282,368

188,119,099

309,708
1,247.600

Percent

8.41
35.84
17.43

Philippine Islands . . .

2,953,170,179

108.101,866
1.202.400

6.80

Total

2,641,764,045

27,946.367
590,900
143,903

^,681,170

261,237,860

240.700

82,040

6.91

United States

22.55
46.15

• • • •

029
50.92

• • • •

Puerto Rico

Philippine Islands . . .

2,953,170.179

87,387,764.767

2.620.200

441,230

1,557,3(»

8,881.907.557
838.200
485.920

1.40

ToUl

8,725,343

25.478.330

20.150

5.608

23J3

Class C —
United States

lOJl

■ • ■ •

• • c *

11.31

• • * •

• • • •

Puerto Rico

Philippine Islands . . .

87,390,826,197

8.882.259,837

lUl

1.371.511
226,000

25,265

^.000

5,900

14.83S

T^l

261,560,600

25.452.572

635,Sa

101,653
8.045

10.78

Class D—

19,502,288
'2^.181

• * ■ •

IJl

25.56

• • • ■

United States

Puerto Rico

1,597,511

K,524.209

183.354,046
10

0.94

Philippine Islands . . .

1,196,342

S.2S0.9W
7

Total

19,530.469

1,625,310

'^585

1,633,895

3M

5 61

• * • •

Class E—

United States .......

Puerto Rico

Philippine Islands . . .

2.9S

* • « »

. 183,354,056

5,251,003

2.95

Total . .

93,608

S.^

Robinson-Patman Act Prevents

oyi^anufacturer from "Taking Care'*

of Distributor with Big Volume

By Joseph KolocJny

n$ T^mi§ WmM

T()BA(H'0 distributors sell a variety of articles:
among them are cigarettes, tobaccos, cigars, con-
fectionery, pipes, i)laying cards, l)lades, and a
number of sundry items. Traditionally, or shall I say,
iial)i1iially, we have viewed our ei,u:arette Vuisiness (a)
;!> a necessary evil; (b) as a means of visiting and fre-
.liicntly contacting our customers; (c) as a cherished
hope that some day conditions will improve and the
(iuarette department will at least become self-sustain-
ing, or else, if our volume is sufheiently enlarged, the
iiiiinufacturer may directly or inilirectly, secretly or
upi'uly, replenish tlie loss.

This admixture of hope and reality has influenced
nur policies of business conduct. To an appreciable
extent, the same philosoiihy pervaded and inHuenced
our entire business procedure. In the candy line, we
liave been .seeking an additional i\\i' or ten per cent, to
take care of our cost of operation. The same was more
or less api)licable to cigars and other items.

Paratloxical aiul contradictory as it may seeui,
while we persistently and insistently sought additional
remuneration f(»r our underpaid services, we resented,
protested an«l liitterly denounced an identical practice
liy tlu' chain stores. Of course, we justified our atti-
tude bv the contention that we are performing a dis-
tributiim servict', and that, furthermore, the competi-
lion of the ciiain store seriously jeopardizes, impairs,
;md destroys the indepenth'nt retailers.

This general discontent among wholesalers was
accent uated by the recent enactment of the Hobin.son-
I 'at man Act. ' I am not discussing the wisdom of the
provisions of this measure. That is not within our
province. Congress pasned it; the President signed it
and. as an American citizen, I am safe in concluding
that the Legislative Department of the (lovernment was
iully aware of the implications and ramiticatious of
I Ills Act.

This Act is designed to equalize opportunity by
iliminatiiig and banishing discrimination— whether ap
plicable to chain stores, indei>endent merchants, retail-
is, manufacturers, or any business pursuits. It is
also usele-s to argue the constitutionality of the law.
Until such time as its constitutionality is challenged,
we. a- law abiding citiz^s, are requin'd to adhere to it.
The law, therefore, eliminates any .sort of discrim-
inatory price practices. While it pennit.s the payment
for ftervices rendered, llio.se payments must be avail-
able to every customer who renders such services. In
its technicaf interpretation the law does not apply to
exclu.«4ive arrangements lietween manufacturer and
jobber, but in the field of cigarettes, confectionery, and
ti number of other items very few of m ©^oy exclusive
arrangements.

We we, therefore, sulgwted to the stark realism
'1 present-day tendencies. Whatever opinion we have

Srflember i, /g^

relative to special compensation which we might ex-
pect to receive because of our ability to dispose of a
tremendous volume of cigarettes is now entirely dis-
pelled. If a manufacturer decides to pay anything to
you, he must make it available to other customers.

Also, remember that while you or I as distributors
may be operating within the boundaries of a given state,
and as such our business is entirely of an intrastate
character, the business of a manufacturer, howev<^r, is
invariably of an interstate character. Tims, wliile you
may be exempt from this law in dealing with your cus-
tomers, you are not exempt from this law in dealing
with the manufacturers. Also remember that you are
equally guilty in being the reci|)ient of a sj)ecial re-
bate or discount as the manufacturer who may \rdY
you the special rebate or discount.

Of course, we may readjust our business and spe-
cialize in exclusive products. But we all know tliat it
is a superhuman task! Try and sell a jjrivate brand
of cigarettes or pipes or l)lades or candy! Unless you
have the financial reservoir of the United States Mint,
you know it cannot be successfully accomplished.

Then, what .shall we dof Here is what ouglit to
be done. Let us admit — fuice and for all — that our ap-
proach to our business, until now has been incorrect;
that in the legitimate conduct of a business each and
tvery itftn that is sftld must produrr at least the meagre
co^t of operation; that no item should be featured, sold,
or distrihuted unless we obtain in exchange, for serv-
ices rendered, at least the reas(tnaV)le cost of carrying
that item. That is business! That is honest, modern,
good, substantial, and sound business conduct! Let us
forget the *'loss leaders." We have denounced them
when they have been engaged in by chain stores m- cut-
raters, yet, as jobbers we have participated in similar
practices. We have sold tens of millions of dollars
of merchandise at a loss in tlie hope of recovering a
portion of the loss from the smaller, yet profital)le por-
tion of <)ur Imsiness.

We must realize the fallacy of our blind accept-
anw of such conditions; we should get together with
our competitors and in a spirit of harmony, good will,
fairness, and mutual trust evolve ways and means
under which all of us can secure a legitimate livelihood
and an adetpiate return on our capital. There is noth-
ing wrong with your competitor. He wants to enjoy
his business career — so do you.

The Robinson-Patman Act has brought the issue
to a head. Let us face it courageously and honoral>ly.
Let us abandon the practice of praying and preaching
to false gods. They usually betray us! In our busi-
ness conduct, we must endeavor to obtain a reasonable
return for our services and capital. This, we have a
right to seek! The manufacturer is doing the same
thing! The retailer must do the same thing! Please,

therefore, let iis abandon this arehaic philosophy of **if
my volume ])eeomes very bii?, the manufacturer will
take care of me." He cannot do it any more!

Of course, we want a big- yolume. Of course we
want to expand and enhirge our business. But that
large yolume and rapid expansion must be acquired
protitablv and soundly.

Merchandise ( cigarettes and tobacco) is billed to
us at manufacturers list price subject to a trade dis-
count of ten per eent. (H)%) and a cash discount of
two per cent. {2^c).

I don't know of a law anywhere on either the Fed-
eral or State statutes which requires or compels us
to part with the major portion or entire trade dis-
count, (as many of us are doing now).

I have written the Division Presidents to call meet-
ings of the members of the wholesale tobacco trade in
their respective areas for the purpose of reorganizing,
electing new officers, and to resume association activ-
ities. Present and pending legislation requires the
organized activity of efficient association units in each
territory.

N A T D Message on R-P Act

WIIKllKVfUi of the many conflicting views
may ultimately prevail in the myriad inter-
pretations of the Robinson-Patman Act,
everyone is aware of the purposes of this legislation.
It is designed, among otlier tilings, to correct the abuse
of discrimination in the distribution of merchandise,
both at wholesale and retail.

It is problematical whether this law will appreci-
ably change the estalilished relationships between man-
ufacturer and distributor, but it is certain that it has
focused the spotlight u])on those relationships. It is,
therefore, logical to consider seriously the causes of the
gradual disintegration of the distributive branches of
our industry with a view to the forming of constructive
policies calculated to improve tliese conditions.

It is unnecessary to dilate upon the chaotic state
of the distributive divisions of the industry. Tradi-
tionally, the jobber's and retailer's function has con-
sisted in rendering a distribution, promotion, and sales
service to the manufacturer. The wholesaler's ware-
house and delivery facilities have enabled all manufac-
turers to i>ut their ])roducts within easy buying reach
of the consumer at a ni«>de>t distribution cost. Con-
stant demoralization of the wholesale firms which pro-
vide these facilities necessarily must result in greatly
increasing the cost of distribution.

The Kobinson-T*atman Act seeks to ec|ualize and
prevent discrimination in the compensation for services
rendered. Unfortunately, unless a sensible, not a pan-
icky, view be taken of its meaning, it will cause discrim-
ination in favor of those who render no constructive
distributing service.

In the i)ast deeade, new types of cigarette and
tobacco distributors have sprung up. In addition to
the service distributor, there are the following: sub-
jobbers, cash-and-carry houses, vending machine op-

erators, and one or two others. In the retail branch,
we have the independents, the chain stores, and a
miscellaneous variety of other outlets. Kach of these
should and must justify its existence. If, on a basis
of remuneration for seiviees performed, all of them
can be sustained, then there is evidently an economic
necessity for them. If, on the other hand, under an
improved system of distribution, some of these ele-
ments of distribution, whether new or old, cannot
justify their economic existence, then they mUBt give
way to those whose efficiency is superior.

We fully a])preciate the confusion occasioned by
the Robinson-Patman Act, but somehow or other, it
would seeni that we are greatly exaggerating and mag-
nifying the implications of this act. May we, there-
fore, propose the following:

The manufacturer who produces the ])roduct needs
distribution service. The distributor is there for the
purpose of rendering that service. The Robinson-Pat-
man Act permits a fair remuneration for that service.
Why not, therefore, evolve a formula under which
each type of distribution will be remunerated ade-
(iuately for the type and character of service ren-
dered !

The facilities of this association are placed at
your disposal to aid in the development of a formula.
Our directors will be glad to participate in a thorough
discussion and consideration of all the factors in-
volved. We believe that the time is ripe to a<h)pt lliis
pnu'edure. This act, unquestit)nably, presents a pro-
pitious opportunity for the elimination of many
abuses, and the introduction of fair, decent and Innnane
business practices.

A committee of directors of this association will
be glad to di.scuss the matter further with you at your
convenience.

A statement of your position on this serious pro
posal will be appreciated.

To Reorganize United Cigar Stores

AUOMMITTEE for the United Cigar Stores
Company of America has been formed to pre-
pare and submit a plan of reorganization. The
concern, which also owns and controls the Whelan
Drug Stores, is one of the largest cigar and cigarette
chains in the world. The company has l)een adminis-
tered for since 1932 under Section 77-B of the Federal
bankruptcy act.

The reorganization committee is composed of
Peter Grinnn, chairman, who is also chairman of the

United Cigar Stores landlords* protective conmiittee;
Colonel Grayson M. Murphy, chairman of the com-
pany *s preferred stockholders* protective committee,
and Robert J. Marony, vice-president of Chicago, Mil
waukee, St. Paul & Pacific Railroad Company, and
who has been designated as its representative by the
debenture holders' protective committee.

Boykin Wright has been appointed counsel for the
reorganization committee.

r*# Tobacco World

CoMrrlsht. l»a*. M- i- tkmjwaUa Tab. Co.

Oth«rs hav« found that #'

good digostioa

and a sonso of woll-boing

aro oncouragod

by Caniols...»o

../>^

Good digostion and a tansa

ol wall-baing axo helphU

alUaa for aTarf onal

PEOPLE in every walk of life
. . . men and women . . . »gt*e
that Camels ease strain and
encourage digestive well-being.
Millions ^ unokcrs find that
"Camels set you right!" Make
Omel your cigarette! Cameb
increase the flow of digestive
fluids... alkaline digestive fluids
...so necettary to good nutri-
tion. Camels never tire your taste
or get on your nerves.

USTDI IN'PVU. HOUR SNOWI

CaoicI CicMCtta brioa foa a FULL
HOUR'S ENTERTAINMENT! Benny
GoodiBaa...N«t Shilkret . Ruperc
Huchet. Master of Cereoionie* . . .
HoUrwood Goew Stan. Tae»dar-«:50
pm E.S.T. (9:30 pm E.D.S.T.), 7:50
pm C.S.T., 6:30pm M.S.T.. 9:30 pm
P.S.T. WABC- Columbia Netwott

>er I, 1936

American Cigar-Filler Stocks

AMEKU'AX-(iH()WN eio-ar filler type stocks
ainountetl to 2o:i7S{),(KM) pounds on July 1, 1936,
an increase ot" a little more than 23 million
pounds over the stocks of July 1 a year as2:o. This in-
crease is due to the inclusion of the stocks of Puerto
Hican tohacco on the Island. Type 41, Pennsylvania
Sccdlcaf stocks on July 1 were DS.olMMHiO pounds ; Tyi)e
4'^ (icl)hardt, 22,(M):),(HK) luninds; Type 43, Zinnner, 28,-
153,(M)() i)ounds: Type 44, Dutch, 7,298,(100 pounds;
Tvpc 4.'), (Jeoruia and Florida Sun-^u:ro\vn, 1,407,000
pounds; and Type 4(5, Puerto Kican, 4(),42r),(K)0 pounds.
The detailed report by ti'roups of grades shows 148,-
r>.jl,000 iKuinds, or alxmt 73 i)er cent, of the total filler
tyi)e stocks in the (' ,uroup as strictly filler .urades;
41,G92,(K)0 pounds or about 20 i)er cent, in the X group;
9,90(5,000 pounds or about ') per cent, in the Y group;
and the balance in the B, S, and X groups.

The cigar binder type stocks show a decrease trom
AiJril 1 to Julv 1 this vVar of about oVii million pounds.
Cigar bindertvpc stocks totaled 157,532,000 pounds
July 1, 193('), n'earlv 25 million pounds lower than a
veaV ago. Tvpe 51,'('onnecticut Broadleaf stocks were
reixirted as *33,438,01K) pounds on July 1, 193(j; Type
52, Connecticut Havana Seed, 2(;,148,000 pounds; Type
53', New York and Pennsylvania Havana Seed, 2,076,-

000 i)ounds; Ty])e 54, Southern AVisconsin, 62,402,000
]>ounds; Type 55, Xorthern Wisconsin, 33,4()8,000
])ounds. The (U'tailed rej)ort by groups of grades shows
that of the total binder type stocks, 3,849,000 i»ountls,
or 2.4 i)er cent, are of wrapi»er <pudity, ()3,223,()(M)
pounils, or 40 i)er cent, are liinders, 5,!>33,000 pounds,
or 3.8 per cent, are fillers, 84,073^000 pounds, or 53.3
per cent, are stennning grade or X group tobacco.

Shade-grown wiapper type stocks were nearly a
million and one-half pounds lower than they were a
year ago. The July 1, 193(;, report shows a total of
9,498,(K)0 pounds, t,l(i7,000 pounds of Connecticut
Shade and 2,331,000 pounds of (Jeorgia and Florida
Shade. Of the total shade stocks reported 7,7!>3,(MMi
l)Ounds are reported in the A groui) as being of actual
wnii)i)er quality.

Foreign-grown cigar-leaf toluicco stocks were re-
l)orted as 11,389,(>00 pounds on July 1, 193(;. Of tlii>
total 8,873,000 i)ounds were Culm (Havana) tobacco,
1,842,000 pounds were Sumatra and Java tobacco, 645,
(K)0 pounds were Philippine Islands (Manila) tobacco,
and 29,000 pounds were other foreign-grown cigar leaf.
Stocks of foreign-grown cigar leaf are sijown subdi
vided according to wrappers, fillers and scrap in the
detailed report by groui)s of grades.

U. S. Stocks of Leaf Tobacco

STOCKS of leaf tobacco in the United States and
Puerto Kico owned by dealers and numufactur-
ers on July 1, 1936, amounted to 2,170,925,(K)0
pounds, compared with 2,1(;2,737,(MK) pounds on July 1,

1935, an increase of 8,188,(HK) pounds. From April 1,

1936, to Julv 1, 1936. total stocks decreased 2.)0,23<,(HM)
pounds. During the same period of 1935 total stocks
decreased 185,496,(HK) pounds. , ^ , -. loor

Stocks of flue-cured tobacco on hand July 1, l.Mt),
were 747.(>95,00(> pounds comimred with ()41,840,(H^MJ
pounds on Julv 1. 1935, an increase of 105,255,0(K)
pounds over the holdings of a year ago. During the
period from April 1, 193(;, to July 1, 1936, flue-cured
stocks decreased 12(j.753,000 pounds, compared with a
decrease of about 90 million pounds during the same
period of 1935. The stcnks of Type 11 on July 1, 1936,
wew 342311,(XK) pounds; Type 12, 237,1 14,(KM> pounds;
Type 13, 119,946,(KK) pounds; Type 14, 47,224,000

pounds.

Stocks of fire-cured tobacco were reported as J17,-
443,0(K) pounds on Julv 1, 1936, compared with 231,251,-
(m pounds on July 1, 1935. Total fire-cured stocks
were about 14 million pounds lower than they were m
year ago about 23 million pounds lower than on A])ril
i, 1936. Virginia Fire-cured, Type 21, stocks were

reiK>rted as 29,872,0(K) pounds on July 1, 1936; Type 22
as 143,502,(M>0 pounds; TyiM- 23 as 40,075,(MM) pounds;
and Tyi)e 24 as 3,!)94,OOo' pounds. Stocks of all {\\w>
of fire-cured tobacco were somewhat lower tlian they
were a year ago July 1.

Burlev st(M-ks were 71,661,(MM) jiounds lower on July
1, 1936, than they were cm July 1, 1935. The July 1,
1936, report shows (M5,27f),0(M) ])ounds on hand. Tlie
decrease in Burley stocks during the second <piarter
of 19.36 was 76 million pounds compared with 64 mil-
lion pounds during the same period of 1935. Mary
land tol)acco. Type 32, stocks were reported as 28,-
8,32,0(M) i>ounds, «»nly slightly lower tiian on July 1 of
last year.

One Sucker stocks on July 1, WM, amounted to
30,465,(MM) pounds, about 5 million pounds lower than
a year ag(». (irecn Hiver stocks, reported as 32,196.
tKK) pounds, were only about a million jjounds lower
than the July 1, 19*35, struks. Virginia Sun-cured
slocks were about the same a> they were a year ago.
This Julv 1 report shows 2,593,0(M) pounds of this type,
liastern'oiiio stocks were (Mil.tKMi pounds, Poriqu< .
1()C>,0<H) pounds, other miscellaneous domestic, 225,(MH»
pounds and foreign-grown cigarette tobacco (Turkish
and other), 73,885,(KK) pounds on July 1, 1936.

L. B. McKitterick Dies

L

Morris & Company, Ltd., New York, di^ war

- that ciiv, last week, at the age of sixty-five. He
had been In the tobacco industry for over thirty years
^1929 he was called out of retirement to head
up a drive for Pliilip M<h ris cigarettes, that proved a
marked success in spite of the depression years. * rem

to

March, 1934, to March, 1935, the firm's net profit^
tripled.

In 1911, following the dissolution of the Tohacc
Trust, Mr. McKitterick, who had with the late Reuben
Ellis made a succchh of Melachrino cigarettes, wa
made vice-president of Tobacco I'roducts, which a*
<iuired that trade-mark.

T%t Toboeco World

ligars are the
Iniosl pleasurable
land economical
Iforni of smoking.

BAYUK BULLETIN

Devoted to the
best interesla
ofthemenwho
sell ciga'rs.

L-,,, /.-,../ i929

SEPTEMBER 1, 1936

Prepared twice a month

HULOFAX

(Tito Retailer^s Friend)

SAYS

The earth's ape is
estimated at 2,500,000,-
000 years . . . certainly
suHicient time is pro-
vided to Boost Cigars
— the Most Pleasurable
and Economical Form
of Smoking.

DR. "T. E. L." PRESCRIBES FOR SICK SALES

1) n't ero around as though you were

can- . the grief of the world on

^„ui .ulders— SMILE! When your

fja( hts up with a smile, your

,hi)U leing perks up with a punch!

"1 'now that customer who just
,iitit !t is going to have a wonderful
Haiai. n," said the dealer.

"II. AS come?" said Phil.

" '< auHO he took along with him two
3X1 > uf CIGARS," replied the dealer.

ve got a decrease in my terri-
)ry lit 1 couldn't help it . • . the
irtaks were against me" — said the
kaU'^'iMan.

'r%<' got a decrease in my tern-
ary I ut I'm going to make it up in-
kidf t(n' next three months" — said a
5ALK.SM.AN. _o_

You can't sell cigars by the box if

rou haven't got cigars by the box to

ell! _<y_-

L. ('. n. writes — "I gave a cigar to

fill ., passenger in the smoker who

111 iti«' he had not smoked cigars for

ircf yt-ars."

Chti- . andrice, that fellow sure has

li.sscl the rare enjoyment of a good

[i^rar I ut >ou, L. C. B., didn't miss the

[hanci' of doing your bit to BOOST

,1GAHS! _<>_

One if Phil's nooslooths sends this

f my customers is going

II Ikjx business with a ven-

. . he says your column en-

him to do so ... he says

Mme you are in to

fe him."

will and in the roean-

iftii .

loura
Irnp

ijim for his und«erv«i
to P. M. P.

"Roa.l stands" are tptmA fl^«a for

!• . 1 I VI- Packs. Folks drive up

!«• of |K>p and if properly

Ui.^play will grab a Five

hrow it in their car^ — eonse-

uy smoke more cigars than

i obliged to stop now and

u>n fur a single d^r.

|iir
:'ti,i
''ac.

luci

ti

Dear Phil M. Phulofax:

I have been getting a big
kick out of the letters from
salesmen you have been run-
ning in the Bulletin. I wonder
if your readers would care to
hear about my experiences.
Anyway, I am sending you a
story you can print if you want
to. Of course, I don't sell Bayuk
Cigars, but another good brand.
Does that make any difference?
Or do you accept contributions
from others besides Bayuk
salesmen?

Very truly yours,

m ,. T T. E. L.

Dear T. E. L.:

Some of our most valued con-
tributors are salesmen for
brands other than Bayuk. The
Bulletin isn't published pri-
marily to boost Bayuk Cigars.
It is simply our way of doing
what we can to help along the
cigar business in general. You
bet we'll print your piece. Send
us some more like it. Mean-
while, look for your story in
the next issue.

And thanks a lot.

Phil M. Phulofax.

Here'8 T. E, L,'a Story

For the last four years I have
been selling for one of the larg-

est distributors in the country.
Six months ago our Sales Man-
ager called me into his sanctum.

"T. E.," he said, "I've got a
tough assignment for you. Are
you game to try it?"

"I'll try anything once," I re-
plied in my best "Do or Die"
manner.

"Well, you know Blake's terri-
tory," the Sales Manager went
on, "there's something rotten
there. He's the third man who's
fallen down on it in the last
year. It ought to be one of our
best territories but it's the poor-
est. I'm going to give it to you.
See what you can do with it."

It didn't take me long to find
out what was wrong with that
territory. And that was every-
thing. I found nearly as many
unpaid accounts as we had cus-
tomers. It looked as though the
only dealers who bought our
cigars were those who didn't ex-
pect to pay for them. Distribu-
tion was spotty. And when I
came across a case display or a

S|h;1 nsf about what can be done,

10^ a SALESMAN by the

ini' ,.v% Kerr from Missouri who

rfd iiitial orders of a new prod-

rt in t ir weeks* coverage of his

5rrit., , • There's a mark to shoot

>t, \ < Cm id-breakers!

If 'I n r you can be call^ a
is arc great guys for
luiuier uplift of the Cigar In-
rtry. Therefore, B. C!

A TRIBUTE TO A GOOD INDIAN

(7>U.f^

*^yf**^ ••<* »AYtK OCAM WC ,

There was never anything much
dumber looktnfT than a cigar store
Indian. He was (and is— what few of
him are left) a wooden headed, poker
faced individual without sense enough
to come in out of the rain. But — he
had his points.

He was the original Cigar Booster.
When cigara were a novelty, he set
out to sell the most pleasurable and
economical form of smoking to a skep-
tical world. And he worked at his job
whole heartedly, twenty-four hours a
day, with no time off for meals or
shut-eye. Not even the pretty, pale-
face aquawa tripping by in their hoop

skirts ever took his mind off his work
for an instant.

If every man connected with the
cigar business worked one-tenth, or
one-twentieth, or one-hundredth as
hard boosting cigars, as did that old
Indian, what a whale of a business
the cigar business would be.

If only one hundred cigar boosters
pledged themselves to make one new
cigar smoker a week — and each new
cigar smoker smoked nine hundred
cigars a year — you would have a boost
of 4,680,000 in the annual consump-
tion of cigars.

window poster on my brands, I
rubbed my eyes to be sure I was
seeing straight. As for good-
will— there just wasn't any.

When I would unlimber my
.sales talk the prospect would
look at me sadly and shake his
head.

At the end of my first swing
around the circuit I made up my
mind that no routine sales job
was going to cure this sick terri-
tory. It was up to me to do some
straight thinking and real plan-
ning or else — I decided there
were four things that must be
done. Just so I wouldn't forget,
I put them down on paper.

1. I must build up respect for
my house, my brands and my-
self throughout the territory.

2. I must get the dealer to buy
rather than attempt to sell him
my cigars. That meant I must
convince him that his customers
were waiting to buy my cigars
as soon as he gave them an op-
portunity to buy.

3. To make good my promise
on "number 2," I must induce
the dealer to give proper dis-
play to the cigars.

4. I must get thorough cover-
age.

I don't need to tell any real
salesmen how I went about put-
ting my program into effect. He
knows as well as I do how these
things are done. The only point
is, I actually laid out a plan of
campaign and followed it con-
scientiously— not here and there
but with every dealer and every
prospect in my territory.

The results have been more
than satisfactory. My territory
is coming along in great shape
and I can see gratifying im-
provement from week to week.
I am convinced that many a
salesman could do wonders for
a sick territory, if instead of be-
moaning his hard luck, he would
diagnose the trouble and go after
it. There's no territory where
some brand isn't doing well. If
a rival cigar can make the grade
in that territory, why can't
yours?

BAYUK BRANDS BUILD BUSINESS

Bayuk Phillies

(BAYUK PHILADELPHIA PiaFECTO)

Havana Ribbon
Mapacuba

Charirs Thomson
Prince Hamlet

TIGHT BINDING

Stores Need Modernization

Cuban Exports Set 2- Year Low Mark

Cigar Stores Among 8,000 Estab-
lishments in 16 Classifications Sur-
veyed 6y U. S. Dept of Commerce

Ay. AXAT.YSIR of the physical coiulition and ap-
IK-arauce of appioxhnately oiii:ht liiousaiid small
and niodiuni-sizod stores and service establish-
ments in twentv-lhree selected cities of the United
States has reveiiled that over half are in need of mod-
ernization in varyinu: degrees, according to ''Store
Modernization Needs," a study made available by the
Bureau of Foreign and Domestic C'ommerce, Depart-
ment of Commerce.

While most of the stores included in the analysis
are located in the western part of the United States,
the cities in which the infornuition was collected were
selected on a sampling basis and are, therefore, be-
lieved to reflect the approximate general conditions
prevailing in other regions uf the country, it was
stated.

The analvsis revealed a generally unsatisfactory
appearance of store fronts. The most frequent recom-
mendations call for the i)ainting antl retinishing of
store exteriors and the installing of new or the re-
placing (d' existing outside signs.

Painting or repairing of walls and ceilings and
the improvement of store lighting are recorded as the
greatest interior needs.

**The object of the study is to present, on the basis
of a limited sample, an analysis of the actual i^hysical
condition and appearance of small and medium-sized
stores and service establishments with appropriate
recommendations for improvement," Alexander V.
I^e, Director, Bureau of Foreign and Domestic Com-
merce, said in commenting upou the analysis.

** Although retailers in greater numbers than ever
are recognizing that modernization of their establish-
ments is a good investment, the analysis of store needs
wnich has just been completed clearly reveals that ex-
isting opportunities for the modernization of retail
aiores in the United States are great," he said.

*' Modernization of the many retail establishments
now in need of reconditioning not only would act as a
stimulant to general industry and employment but
would result in increased sales and profits through the
attraction of additional customers to the establish-
ments so improved.

** Modernization is a business proposition which
e%'ery ictailer must consider carefully if he is to w-
tain a strong competitive position in his community,"

Apparel stores, the analysis reveals, are in the
best condition of all of the groups of retail establish-
ments included in the study both as to exterior and
interior appearances although it is recorded that ap-
proximately one-third of such stores oflfer an oppor-
tunity for improvement.

Among all of the establishments observed for the
purpose of the analysis, dry cleaning, pressing and
shoe repair shops are rated lowest on the impressions
given by both exteriors and interiors, nearly three-
fourths being rated as "fair" or **poor" in these
respects.

u

Observations included in the analysis indicate that
oi)l)ortunities for modernization of retail grocery es-
tablishments are great.

Details are shown for sixteen business classifica-
tions as recorded in the study and some of the tables
are arranged to show differences recorded for ditTer-
ent locations within a city, and in accordance with
traffic densitv. The kinds of business classifications
are grocery stores; other food stores; general mer-
chandise, farmer's sui)ply and country general stores;
apparel stores, automotive groups; furniture and
household stores; hnnl)er, buiUling and hardware
group; restaurants, eating and drinking places; cigar
stores; drug stores; jewelry stores; stationery, book
and office supplies stores; miscellaneous retail and sec-
ond-hand stores; barber and beauty shops; dry clean-
ing, pressing and shoe repair shops; and mechanical
repair and service shops.

In order to assist store operators to plan moderni-
zation projects in their own stores, a ten-i)age check
list is reproduced in the report. This check list enu-
merates j)ractically all of the features in a store which
might be subject to physical improvement, either as to
api^earance or efficiency. For each item listed in the
check list a nundnM of j)ossible faults are listed for
the guidance of the store owner.

Observations deal with the exterior general int-
pressions of the stores, outside signs, display windows,
entrances, and interior general imi)ression. The ex-
istence of S|>ecified facilities and features are also tabu-
lated, and include outside electric or neon signs, steps
at entrance, observations as to the possibility of build-
ing ramps to do away with steps, public telephones,
telephone booths, wash rooms, meclianical refrigera-
tion, machine ctpiipment, vending machines, cash regis-
ters, computing scales, coin operated games, lighted
cases, modern fixtures, and structural obstacles.

A di.scussion is included on the various phases of
modernization from a merchandising point of view, and
the technique of the study is discussed in such a man-
ner as to gnide others in conducting similar surveys.

It is shown that about three-fourths of the grocer)'
and drug stores in the sample are using mechanical
refrigeration, while 61 i>er cent, of the restaurants
have this equipment. It is pointed out in this connec-
tion that manufacturers of mechanical refrigeration
equipment will find some justification in this report
for directing their principal sales effort to the replace-
ment of existing equipment with new and more effi-
cient models, rather than in the promotion of sales to
establishments not now having the equipment.

Washrooms. Washrooms seem to be a minimum
requirement in an establishment whore people are em-
ployed, yet this facility was missing in a sizeable pro-
portion of most kinds of business observed. Eighteen
per cent, of all the stores in the sample have no wash-
room.

(Continued on Page 14)

Tht Tobacco WorU

Despite Poor Trade in June, HoW'
ever, Leaf Tobacco Shipments in
First Six Months Shows 21% Gain

THE VALUE of Cuba's tobacco export trade in
June, 1936, was 894,671 pesos, setting a new low
record for the last two years, as compared with
1,289,586 in May, and 1,220,993 in June, 1935. The
United States, the United Kingdom, Spain, France,
(icrmany and Argentina, the leading foreign outlets,
purchased smaller quantities than in May.

Cuban leaf tobacco shipments in June, 1936,
intaled 1,063,271 pounds, a 34 per cent, drop from
1,615,056 in the preceding month, and 47 per cent,
under 2,011,185 in June, 1935. Exports to the United
States declined 20 per cent, to 768,206 jwunds, valued
;it 478,419 pesos, from 1,093,145 pounds, valued at
iuAAll pesos, in May, 1936.

The average price of leaf tobacco was five cents
pel- pound higher than in May, fifty-five and fifty
t • iits, respectively. Improvement in prices of tobacco
for the United States market accounted for the rise.

The cigar trade experienced a sharp setback. June,
1936, exports of 3,359,500 pieces were 33 per cent, less
lluin 5,003,243 in the preceding month, and 6 per cent.
under 3,585,473 in June, 1935. The United Kingdom
(ut purchases from 2,122,640 (230,501 pesos) in May
iu 1,624,119 (170,172 pesos). Spain bought 1,767,050

cigars (126,588 pesos) in May and 1,049,000 (67,526
pesos) in June. Shipments to the United States,
Cuba's fourth best customer for cigars, advanced from
143,475 (16,306 pesos) in May to 237,175 (24,476
pesos).

The average price of 1000 cigars decreased from
94.42 pesos in May to 89.77 in June.

Shipments of cigarettes in June, 1936, totaled
3,033,760 pieces, a 53 per cent, gain over 1,978,104 in
the preceding month.

Smoking tobacco exports amounted to 9520
pounds, a 46 per cent, decrease in comparison w^th
17,504 in Mav, 1936, but a 23 per cent, increase over
7728 in June, 1935.

Leaf tobacco shipments in the first six months of
1936 totaled 11,900,722 pounds, an advance of 21 per
cent, as against 9,842,283 in the same period of 1935.

Exports of cigars in the first six-months' period
amounted to 22,317,153 pieces, a 19 per cent, gain over
18,804,998 in the 1935 months. Cigarette shipments
declined steadily during the period until Jime, the fig-
ure for the 1936 first six months of 12,906,978 pieces
being 17 per cent, less than 15,532,851 in the 1935
period.

Successful men smoke

cigars — quality cigars. These
men rate a store more on the
quality of cigars handled
than on any other piece of
merchandise. A line-up of
£1 Producto will win these
men — and their influence
goes far.

G.H.P.

CligarGoi.

Inc.
PhiU., Flk

PRODUaO^

r real enjoyment

Septe^er i, t9$6

n

mK^m^W^Sii>si

Z7rVJl'.iK.ll%.US7,

Classified Column

The rate for this column is three cents (3c.) a word, with
a minimum charge of seventy-five cents (75c.) payable
strictly in advance.

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE MACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low price*.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

HAVANA CIGARS

BEER W^ITHOUT CIGARS, IS LIKE KISSING WITHOUT
LOVE— Adopt as your slogan, "Kiss your beer, but love your ci-
gars.** Specially those Havana blended, "Good to the last Puff,"
manufactured by A. Ramirez & Co., Post Office Box 1168, Tampa,
Fla. W^rite them for particulars today.

TOBACCO WORLD

The National TobMieo Busb^aa Monthly

A GOOD ADVERTISING MEDIUM

STORES NEED MODERNIZATION

(Contluued flam Page 12)

Electric Signs. A larsi:o majority of tlu' stores ob-
served do not liavc tc^od exterior electric signs, 34 per
cent, of the stores lackinti: this featnre.

Interior Lighting. Store li.i»:htin,i»: was found in-
adequate in about 21) j)er cent, of the cases.

Apparel Stores. These stores make a l>etter show-
ing on exterior and interior appearance tiian any other
kind of business surveyed. Nearly one-third of them,
however, offer oi)portunity for imjirovement. They are
frequently rejwrted as needing outside signs replaced
or new ones installed. Less than 3 ])er cent, are re-
ported as having such facilities as telephone booths.
Twelve pov cent, have no washrcKinis. Over one-fourth
need the jiainting or rei)airinu: of walls and ceilings and
the rearrangement of fixtures. One-fifth of these stores
need better or additional interior lighting and better
floors.

Drug Stores. Drug stores rank first in the use of
electric or neon outside signs, pul)lic telephones, tele-
phone booths, washrooms, mechanical refrigeration,
cash registers, and modern fixtures. Nearly one-fifth
of them need the store fronts jiaintetl or refinished, and
over 13 iK*r cent. re<iuire the installation or replacing
of outside signs. Walls and ceilings need painting or
repairing in 30 per cent, of the drug stcnes. Nearly
one-fourth need new or additional ligliting fixtures.

Grocery Stores. Thirty-seven per cent, have
steps at the entrance but in nearly one-half of such
cases ramps could be built ; 25 per cent, of the store-
have no washrooms; 86 per cent, have machine etjuip
ment; 90 |»r wnt. have cash registers; 91 per cent.
have computing scales; 45 per cent, need the walls and
ceilings painted or repaired; over one third of the
stores need better interior lighting.

Restmirants. Fifty seven ^r cent, of the restau-
rants have neon or electric outside signs. They made
the best showing in this respect of any of the business
groups observed. Thirteen per cent, have no wash
rooms. It is surprising to find this condition in eatini:
and drinking places. Over 26 iwr cent, call for the
painting or refinishing of store fronts; nearly two
thirds need some kind of interior modernization. Clean,
well-painted walls afipear to be a minimum r^uirement
for restaurants, but this sur\ey indicates that nior*-
than four out of every ten are neglecting this essential
consideration. Over one-fourth of the restaurants neeil
new or additional interior lighting, and a similar per
centage refjuire attention to floors.

Tlu T^mcto World

PICK & PAT

ii

4^ ^

-f ^ % '?'j^.

vldDl

ti •«

in ''PIPE SMOKING TIME

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with the
increasing sales of • • •

DILL'S BEST and MODEL TOBACCOS

CIGAR SALESMEN,
GARRY ONI

By Abe Brown,

President, National Board of Tobacco Salesmen's

Associations

E\T^jRY cigar salesman in the country, is, or shonld
be, familiar with the creation of the Cigar Prog-
ress Board, the election of Joseph Kolodny as
.ulniinistrator of the Cigar Progress Board, the ap-
iMiiiitment to the Cigar Progress Board of Ben L.
Laschow of Brooklyn, Harry Rendelman of Philadel-
liliia and myself as representatives of the country's
valosmen and of the aims and purposes of the Cigar
I'rogress Board.

I will not, here, relate any of the results already
an'omplished nor any of the projects now being pro-
moted or about to be launched. Let me urge every
(iLrar salesman in the land to follow through on every
instruction and on every request that comes from the
( iuar Progress Board through Administrator Joseph
Kolodny.

Let us compare the Cigar Progress Board to Gen-
• ral Headquarters, Administrator Joseph Kolodny to
the major general, the many sales managers and branch
managers to colonels and captains and the salesmen to
privates.

General Headquarters and the major general are
wiirking heroically to get smokers to smoke more cigars
and create new cigar smokers out of non-smokers. Their
I>lans are well thought out, w^ell laid and well planned.
Till' colonels and captains, I know, do instruct the pri-
X a < s to follow through. And unless the privates fol-

through, the plan of battle must fail. The work of

»\v

Us jirivates, to a large degree, is even more important
tliaii that of General Headquarters.

If we all work together, the several plans must
Mji coed. Succeeding, it means that the cigar business
Im Miirnes better, the manufacturers, distributors, job-
In is and retailers make greater profits and, of course,
wi'. the salesmen, will draw larger salaries or earn
gi ater commissions.

So, out of pure selfish reasons, let us all, every cigar
";>1( sman in the land, follow through with every instruc-
ts »n that is issued by the Cigar Progress Board through
Adiiiinistrator Joseph Kolodny.

Stpiember t, fp$$

GUI HIOH.GIADE NON-EVAPOBATiNO

CIGAR FLAVORS

Make tobacco mcUow aad smooth In character
and Impart a moat palatable Havor

rUYORS FOR SNOKING and CHEWING TOBACCO

Write for List of Flavors for Special Brands
AITUN. AIOMATIZEB. BOX FLAVOKS. PASTE SWEETENEIS

FRIES £k BRO.. 92 Reade Street, Ne%v York

The Standards of America

'-iifiiK SNUFF

Ettl760
Eft 1825
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hltfh Toasts
Strong, Salt* Sweet and Plain Scotches

iai»flle*W by

GEORGE W. HELME CX).

Ill Fifth Aveaaa. New Y«rk

aCAR BOXES

TaL

jflC^^^to

BrtabUi*«« m%

mr-»m BJMTtrvsT.

"A business that isn't worth advertising
ought to be advertised for sale".

n

14

America's

outstanding 5* ^^S^^ value

For years, Muriel has been a •*be»l
■eller" everywhere at ten cent*. Now, in
iU new Senator siie, and at iu new
nickel price, Muriel stands out a» the
five-cent cigar combining Domestic and
Havana charm at a price any smoker
can afford.

Don't miss Muriel as the sure-fire
five-cent leader on your cigar counter.

P. LOBILLARD COMPA!«Y, INC.

Established 1760

11» WEST 4»tfc STBBBT • WBW YOBKiCITV

BROADSIDES

BOOKLETS

LABELS

wnrDOW

DISPLAYS
DIRECT MAIL

SCHLEGEL

LITHOGRAPHING
CORPORATION

SCHLEGEL BLDG.

374>380 Second Ave.

mnwromm

Alconqnin 4-92^^7

COUBTER

DISPLAYS

CARTOB8

CAR

AUTOKRAFT

CIGAR BOXES

Boite Nattm
Cedar Chests

Novell
Wrappsd

Arm Outstanding In
Ouality-De«ign-Co8t

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago, 111.
Detroit, ICieh.

Rdian, Wm.

Hanover, Pa.
Phitadalpkia, Pa-
WiMeUac. W. Va.

fd

"I FORGOT"
By Frank Truf ax
Distributor of Bayuk Cigars
/ / T FORGOT ! ' ' More trouble has arisen from that
I short but shattering admission than from any
-^ other two words in the English language ! Re-
member that bill we didn't collect because we Forgot
to take a statement with ust Remember the halt day
we lost because we Forgot to get that bum tire hxed ?
Remember that Big Buyer quitting us because we b or-
ooT to phone in his rush order!

Remember that— but what's the use. You Know
we salesmen do Forget, but what are we getting by tor-
getting and why do we forget!

Sure, we're always going to forget some things,
but it is a positively proven point that you cannot
Forget that which you want to remember if you really
Want to remember. So, if you Forget important
things, it's because you don't choose to Remember

important things. -4.1 u

And wiien we do not choose to remember, it s be-
cause we are Careless. Yes, sir. Carelessness breeds
Forgetfulness, and Carelessness means that we are
heedless, that we are negligent, that we are uncon-
cerned, that we are inattentive and that we just don t
care. That's what it means! ^ ,. ,

We forget because we're careless m wanting to
remember and we remember because we are careful not

To forget seems so excusable and so forgivable that
we do not sense the same damning indictment m ''I
Forgot" as we do to the admitted crime of '*I Was

Careless ' '

Even at the risk of repetition, let's look at Forget-
fulness this way. Say, for instance, you knew you
should have had that all-in tire repaired before you
started on the trip. It was in your mind what should
have been done but you didn't do it. What was In your
mind, you Let Go out of your mind and then you sav
you ' * forgot. ' ' Baloney I Why did you let it go out of
vour mind! Because you were Careless in not keeping
It in your mind! Careless— that's all and thatAs enuf I

Deliberately diagnosed, Forgetfulness is Not For-
getfulness . . . Forgetfulness is Carelessness, and to
cure Forgetfulness you've got to rid your system of

C&relessness.

There's no magic medicine that can be given you.
You've got to charge your mental machinery to Pay
Attention to what's what and our miraculous minds
won't forget unless we're Careless and want to forget.
That's the prescription and is to be taken whenever
you Think.

OONO&ISS CIOAR PROFITS

CONGRESS CIGAE COMPANY, INC., reports
for quarter ended June 30, 1936, net profit of
$38,281 after depreciation, Federal income taxes,
etc., equivalent to 12 cents a share on 302,900 no-par
shares of capital stock, which were outstanding Decem-
ber 3l8t last, excluding 47,100 shares in treasury.

This compares with net loss of $15,082 in preceding
quarter and net profit of $55,888 or 18 cents a share m
June quarter of previous year.

For six months ended June 30th last, net profit was
$23,199 after charges and taxes, equal to seven cents »
share, comparing with net profit of $23,064 or 7 emits
a share in first half of 1935. Company is controlled by
Porto Eiean American Tobw^».

Tkt T0^c0 Worli

YOUR LUCKY STRIKE
HIT PARADE

SORTING of the millions of entry cards received
in one week in Your Lucky Strike Sweepstakes
keeps five counting machines busy counting the
( ards. In the Sweepstakes, conducted in connection
with Your Hit Parade, men and women are given a
• liance to show how well they know their popular songs
l)y filling in the names of the three tunes they think
will be the nation's favorites that week. Winners re-
ceive a carton of Luckies.

Your Hit Parade is made up of the fifteen most
popular songs in the country each week, as determined
by a huge, nation-wide survey in which information
is received and tabulated from more than 200 sources
U) learn which songs are best sellers in sheet music and
plionograph records, which are most frequently re-
«l nested of prominent orchestra leaders, and which are
I)layed most often over the air.

The Sweepstakes feature was added to Your Hit
Parade several months ago. It met with a tremendous
response from the start and the number of entries has
mounted so rapidly that millions are now received each
week.

Meanwhile, sales of Luckies are reported to be in-
creasing and the three plants at which Lucky Strikes
are made have been placed on a full forty-hour week
schedule.

Though dealers do not play an important part in
this contest, except through distributing entry blanks,
thev realize that no one is more anxious for them to
self Lucky Strike cigarettes than is the American To-
bacco Company, and hence are intensely interested in
its success. The cigarettes given as prizes are few cora-
I)ared to total production. Sales of Lucky Strike cig-
arettes in the last seven years have varied from 32 to
44.G billions, according to Standard Statistics Company.

As an aid to contestants, the sponsors list the three
winning selections for the last twenty-eight weeks, and
also supply a list of the previous week's fifteen leading
oiit^s in order, and the position of these fifteen selec-
tions in the two preceding weeks.

The winning songs have repeated three times dur-
iiiir the past six months. The number one position for
t'nnr weeks a-running w^as held by **Is It True What
Tiiey Say About Dixie." This song then went to sec-
ond place, and returned to first place for the following
meek.

The Hit Parade profrwn is nearly two years old.
< >i iginating as a half -hour sustaining offering, with ten
>t»n£rs played, it was soon taken over by American To-
laiu Company through its agency, Lord & Thomas,
New York, and enlarged to a one-hour show, with fifteen

Each week leading hits M shown by the survey
were played, and the standing announced. George
Washington Hill, Sr., president of the company, noted
tbat ^e changes in the standing of different songs
luoved to be of interest among his friends, and that
til* y frequently made bets on the probable standing to
be announced in the next broadcast.

He sensed the Sweepstake idea from this obserra-
tiou and quickly changed the program into a contest for
rewarding winning guessers with gifts of Lucky Strike
(igarettes.

Sepumbef t, 19$$

Why pay for

excess weight

in your box?

For minimum freight or express

SPECIFY SPRUCE

FOR YOUR BOXES

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J.

Cigar Box Lumber for 63 years

bnMtokki IS86

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BEST OF THE BEST

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"••"-•^ "' A. SANTAELLA & CO.

Offic*, 1181 Bromdwy, N«w York City
FACnmreS: Tmimpa and K*p Wtat. Florida

1S5 Jib Street. N. Y. Gti

Uutria 144, HaTua. Caba

HAVANA
TOBACCO

ROTHSCHILD-SAMUELS-DUIGNAN, WC.

laiy S. ItniciM.
Ln

Om-V.

Tobacco Merchants' Association
Registration Bureau, ^NEw'^Yok^^m

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance of $J will be made to member* of the Tobacco Mer-
chants' Association on each registration.

Note B— If a report on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charge of One
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31), an additional charge of Two Dollars
($2.00) will be made and so an additional charge of One Dollar ($1.00) will be
made for every %mt (10) additional titles necessarily reported.

NEW REGISTRATIONS

PILSUDSKI:— 46,565. For all tobacco products. Walter Wojto-

wicz, Hartford, Conn., Julv 17, 1936.
BERNSTONES EXCEPTIONAL VALUE:— 46.566. For cigars,

tobacco and cigarettes. M. Bernstone, Inc., Buflfalo, N. Y., August

7, 1936.
DRUCK'S PERFECTO :— 46,567. For all tobacco products. Fred

E. Druck & Co., Dallastown, Pa., .August 12, 1936.
ROPP: — 46,568. For pipes and smoking accessories. House of

Comoy, New York, X. Y., August 14, 1936.

TRANSFERRED REGISTRATIONS

COLOMA: — 15,733 (I'. S. Tobacco Journal). For cigarettes, and
19,197 (Trade-Mark Record), for cigars, cigarettes and tobacco.
Registered September 8, 1894, and May 11, 1898, respectively, by
Witsch & Schmitt. N'ew York, N. Y. Transferred to A. Santaella
& Co., New York. X. Y.. and re-transferred to Consolidated Litho.
Corp., Brooklyn, X. Y.. December 12, 1934.

KALOMA: — 30.333 (Tobacco World). For cigars, cigarettes, che-
roots, stogies, chewing and smoking tobacco. Registered August
11, 1914, by Pasbach-Voice Litho. Co., New York, N. Y. Trans-
ferred to A. Santaella & Co., New York, N. Y., and re-transferred
to Consolidated Litho. Corp., Brooklyn, N. Y., December 12, 1934.

MADAME BUTTERFLY:— 32,667 (U. S. Tobacco Journal). For
cigars, cigarettes, chero«its and tobacco. Registered February 8,
1907, by Wm. Steiner Sons & Co., New York, N. Y. Through
mesne transfers acquired by F. X. Smith's Sons Co., McSherrys-
town. Pa., and re-transferred to Lancaster Cigars, Inc., Red Lion,
Pa., July 24, 1936.

CORRECTED PUBLICATION
TRANSFERRED REGISTRATION

PIZARO:— 26,714 (Tobacco World). For cigars, cigarettes and
cheroots. Registered .August 25, 1910, by Heywood, Strasser &
Voigt Litho. Co., New York, N. Y. Through mesne transfers ac-
quired by Casimiro Parrino, Chicago, 111., and re-transferred to Joe
Loraso and John Fleming, owners ai ^w Pizaro Cigar Factory,
Chicago, 111., June 27, 1936.

GHALKLEY PHILIP MORRIS HSAD

Otway H. Chalkley has been elected president and
Alfred E. Lyon first vice-president of Philip Morris
& Co., Ltd., Inc. Mr. Chalkley, for a number of years
first vice-president of the company, was chosen to suc-
ceed the late Leonard B. McKitterick. Mr. Lyon, who
was promoted to succeed Mr. Chalkley, was also made
a member of the board of directors. Messrs. Chalkley
and Lyon were associated for many years with Mr.
McKitterick in carrying out the company's policies.

DUBONNET'S REYNOLDS METAL WRAP

The Umted Cigar Stores recently adopted Rey-
nolds Metal individual cigar wrappers for their own
brand, Dubonnet cigars. The United Stores feature
San Felice cigars which are reported to have enjoy^
a phenomenal sales increase since the adoption of Rey-
nolds Metal individual wrap.

SIX MONTHS OF TOBACCO EXPORTING

THE VOLUME of the leaf tobacco export trade of
the United States with all foreign countries dur-
ing the first six months of 1936, although mate-
rially below all first six-months periods in a decade,
with two exceptions, showed quite a recovery when com-
pared with the first six months of 1935. The increase in
volume over the 1935 first six months amounted to 26.72
per cent., and over the like period of 1933 an increase
of 2.25 per cent, was registered.

The all-peak year in United States tobacco export-
ing was in 1918 — an abnormal year when world's stocks
of leaf tobacco were almost depleted. Of normal years,
exports of leaf tobacco attained the peak in 1928. Ex-
ports of leaf in 1919 amounted to 776,678,(X)0 pounds,
and the total value was $259,986,000. In 1928, the total
volume was 583,846,000 pounds and the total value
$154,465,000. In that year 42 per cent, of all shipments
were recorded in the first six months and 58 per cent, in
the last six months.

In the first six months of 1936, total exports of leaf
tobacco from the United States to all foreiorn countries
amounted to 172,197,463 pounds, valued at $43,668,178,
compared with 135,889,019 pounds, valued at $36,637,-
543, in same period of 1935, and 202,097,152 pounds,
valued at $41,187,405, in the 1934 months, thus record-
ing a decrease of 14.80 per cent, as compared with 1934,
hut an increase of 26.72 per cent, as compared with
1935.

Increases in the export volume over that of the
1935 period was registered in Bright Flue-Cured, Dark-
Fired Kentucky-Tennessee, Dark Virginia, Maryland
and Ohio Export, One Sucker, Black Fat, etc., cigar leaf
and Perique, while losses were made in Burley, Green
River, and Stems, Trimmings and Scraps.

TOBACCO TRADE ORGANIZATIONS

TOBACCO MEROIANTS ASSOCIATION
OF UNITED STATES

<<^

JESSE A. BLOCH. WTieelifig. W. Va Jretlileat

JULIUS LICHTENSTEIN. New York. N. Y Vice-Preiident

WILLIAM BEST. New York, N. Y Chaimiaii Exeeative Coramittee

MAJ. GEORGE W HILL, New York. N. Y Vice-Pretident

GEORGE I!. HIMMELL. New York. N. Y Vice-Pretldent

II. H. SHELTON. Waihington. D. C VicePrcnident

WILLIAM T. REED. Richmond. Va Vice-President

HARVEY L. HIRST. Philadelphia. Pa Vice-Preiident

A.SA LEMLEIN, New York, N, Y Treasurer

CHARLES DUSHKIND. New York. N. Y Counsel and Managinc Dir«tor

Headquartera, 341 Madisnn Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC.

WILUAM A. HOIXING.SWORTH. 2J3 Broadway, New York. N. Y Preai^at

CLIFFORD N. DAWSON, Buffalo. N. Y Exeeative Vice-President

JAMES C. THOMPSOK. Chicago. Ill .....Treasurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

JOHN H. DUYS. New York City President
IILTON RANCK, Lancaster, Pa First Vice Prcsideot

D. EMIL KLEIN, New York City Seeoad VicePreii«te«t

LEE SAMUELS, N«w York City Secretary Treasarer

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN, «i Market ^reet. Newark, N. J. President

JC^EPH FREEMAN. 61$ West 150th Street, New York City.. First Vice President

FRANK 90BEL, 72 Williams Street, Newark. N. J Secretary

AtAUrr FREEMAN, » West Broadway, New York City Tt^aaorer

THE NATIONAL ASSOCIATIONS OF TOBACCXJ
DISTRIBUTORS, INC.

E. ASBURY DAVIS. Baltiawre. Md Preai^at

JOSEPH KOLODNY. 300 Fifth Ave.. New York, K. Y ....S^r^ry

GEO. B. SC3AMBUNG. Oeveland, Ohio Ttmrntstr

UNITED STATES TOBACO) DISTRIBUTORS ASSOCIATION

{OHN F. BROWN Pf«aid«Bt
lERMANH. YAFFE. 3M Fo« BaiMlog. Pfailadcl^ia, ^ .Sma^^

RETAIL CIGAR STORE ASSOOATION OF PHILADELPHIA

MORRIS LEVrrONE • Pr«ld«Bt

SAMUEL MAGID. »M N. Il«vtoc St.. Philadelphia, Pa

.>:<^'»y

1936

In This Issue

SOCIAL EVENTS SHOULD
PROMOTE CIGARS

By Joseph Kolodny

.>

ESTABLISHED
1681

ADVERTISING BAHLE OF
LEADING CIGARETTES

CIGARS AND CIGAREHES
GAIN IN AUGUST

CIGARS GAIN 208 MILLION
IN EIGHT MONTHS

THE TALK OF THE TRADE

•tei

HoBART B. Han KINS — Editor

Associate Editor — ^John Cleary

Camels increase digestive activity—
encourage a sense of well-being!

Wn H hcahhy nerves am! good digestion on
your side, youru bound lo feci on top of the
world. Camels help in two special ways: Tensitjn
is lessened and Camels promote digestive well-
being. For invigorating "lift "—for matchless taste
— and "for digestion's sake " — the answer is the
same: Camels. Camels set you right! And the)
don't get on your nerves or tire your taste.

^Qm'^^

Camels ar« made from finer,

MORE EXPENSIVE TOBACCOS

...Turkish and Domestic...
than any other popular brand.

NOLLYWOOD RADIO TRCAT! < «ni«l
k.xfLMKnvs hrinu >«»u a Fl l.L HOI R S
EN IFR I AIN.MENT! Benny GiMitlmiin *
"Senilis" BanJ ,.C«eorK«f SmH* Cijntirt
C)r«.hi-4«rj , M.dlywoiMl Gucsl Sijrj . , .
and Rupwfi IIukHm pfMide*; Tu«.»d*> —
9;*0pinE.S.T.,8:30piilCS.T.,7:*»»P«ti
M. S. T . f. »0p m P. S.T.. overWABC-
( ulumbia Network

THE TOBACCO WORLD

Vol. 56

OCTOBER 1936

No. 13

AUGUST consumption of cigars and cigarettes
have made substantial gains over August of
1935 — which is something. There is the proba-
)>ility that September will show these products still
i;oing forward.

With more money in circulation and the promo-
tional activities of tobacco trade organizations there
is every indication that the tobacco industry will en-
joy one of the best years it has had in a long time.

While there are many contributory factors which
liave helped, the fact remains that the increasing
-Itirit of co-operation in the industry from the manu-
facturer to the retailer is after all the corner stone
oil which the growing prosperity of the tobacco indus-
iiy k being built.

PRESIDENT W^illiam A. Hollingsworth of the
Retail Tobacco Dealers of America, Inc., is tak-
ing a most commendable step in requesting the
Federal Trade Commisison to authorize a trade prac-
tice conference with the view of formulating rules for
tlio trade which will correct abuses and eliminate
methods of unfair competition.

If the conference can set up trade practice rules
asfreeable to the Commission, and secure their enforce-
ment, then something very much worth while will have
Itoen accomplished.

Wtih almost every issue of The Tobacco W^orld
it is followed by several visits from the postman and a
request for two cents for Mr. Farley's post office de-
partment. And for the two cents we get a card which
reads **Gone — ^Left No Address*', which means that
another retailer and subscriber has found the tobacco
business unprofitable.

Wliether the fault is that of the retailer or tliat
i»r his competition, the fact remains that this partic-
ular retailer is OUT OF BUSINESS.

And 80 long as thb condition continues, jobbers
and manufacturers will continue to suflfer losses.

Certainly it is to be hoped that something definite
will come out of President Hollingsworth 's eflforts and
that a general housecleaning which has been in the
eards for these many years iriU be undertaken and
accomplished.

OUR English contemporary, Tobacco, has pub-
lished in its September issue an interesting edi-
torial concerning the matter of cigarette smok-
iim )»y girls working in factories.

the conmient deals with a millinery factory in
Auckland, New Zealand, wiiere it was found that 80

per cent, of the 350 women employees produced ciga-
rettes and niatchos on the very first morning when a
rest period was established, during which those who
do not smoke are served with a cup of tea.

Thus far the experiment has resulted in increased
production, and a reduction in the number of cases of
headaches, nerve jangles, and other temporary ills
that result in lost time.

Asidi' from the matter of increased production to
the millinery manufacturer, it offers broad prospects
in the cigarette field. It might turn out that such an
experiment would lead to a greatly increased cigarette
consumption if this program were introduced to any
groat extent in factories where girls and women are
employed.

No comment is needed on the fact that girls and
women do constitute an appreciable proportion of
cigarette smokers throughout the world, and as re-
gards this story from New Zealand, we can only add
Ripley's "Believe it or not", to it.

CONSIDERABLE interest has been aroused by
the remarkable profit record of Philip Morris
& Co., as compared with earnings for the sim-
ilar period of six months (ending September 30th)
of 1935. It is reported that the profit for the current
period may double that of last year.

A 10 per cent, free deal as of September 1st, has
brought immediate results and it is anticipated that
an ail-time sales record will be established this month.
It may be noted over a long period of time that
in years of depression tobacco products are the last
to succumb, as compared with other industries, and
the first to revive with the improvement in business.

KINO EDWARD %^II has given an impetus to
the briar pipe industry in England and her pos-
sessions, and perhaps to many other countries.
He was recently photographed puffing on a graceful
straight-stemmed pipe with a small bowl, and we under-
stand that the reaction in England among the younger
generation has been immediate.

This style of pipe seems to have caught on with the
youth of the country, and as a result the pipe trade is
going right ahead and capitalizing it. So much for
royalty and its ability to make capital for the taxpayers
of the empire.

The TOBAOX) WORLD (ettablithed l«l) is publUhed by Toh*et» World
OAce, 196 Cbestaet Street. IiiiU4«l^U, P». Istaed mootblr. Subacriptioae, ■▼sil
»PT', foreica. |1J$ • ftu. Eot*^ M ■c^nd-elMS »*il B«tt«^. December 2^ 190^

Cerporation; Hobart B. Hanklm. Preildent «nd Trearorer; John Cleary, Sccretanr.
able ooly to thoae engaged in the tobacw indaitrjr or trade. $1.00 a year. 15 eenta ai
•I ttc Port Office. Philadelphia, Pm^ ander the Act of March 3. ll».

u

p

AGING Joe Kolodiiy"— Administrator of the
Cigar Progress Board. And we hoi^e we find
him, for what follows is right in liis own back
yard, and we know that Joe will i)h)w deep while he is
about it. Bv now he must have read tlie hMter of *'E1
Ropo de Chiea" in the 8ei)teudH'r 24th issue of Adrcr-
tising d SeUinq, for whieli that i)uhlic'ation has seen
fit to write a head, "The Snoozing (Mgar Industry."

And here is the letter:

**riow about an educational cigar cam])aign for a
change? Tell the fatheads behind the counter and the
fledglings before it how to smoke, what to smoke, and
why.

' *'Tell them what nuikes a good cigar — about the
filler and the wrapper. Run good drawings of the vari-
ons shapes, and the api)roiuiate occasion for eacli. Tell
the public what all those foreign words mean, if you
must use them. Print the name of the sIuijh* on the
inside lid of the box — in readable type— so that the
kidney-footed waiters can get it riirht tlie second time.
Tell them to insist on a fresh cigar, and how to recog-
nize one. Punch a hole in tlie smokinir <'tu1, so we can
light up without chewing. Get the dealer to stock all
the important shapes; try to iret them to keep their
stocks in the pro|>er atmosphere.

** Today's voung men are totallv ignorant of all
matters concerning cigars; they don't even know how
to light and .smoke a cigar correctly. Why not teach
them?

** Above all, give a man a cigar he can smoke!"

The cigar withdrawal figures for the first eight
months of 193f>, which appear in this issue of The
Tobacco "World, give a fair answer to "El Hopo de
Chica." Now, J(k% do your stutT!

A FEW years ago The Tobacco Woia.i) ran a
series of editorials directed against the use of
cellophane on cigars or similar transparent cov-
erings. We carried on for about a year and then threw
it into the discard.

We received several hundred letters on the suliject
from large and small cigar manufacturers. They were
almost unanimous in their desire to discontinue its use,
but invariablv thev finished their comments with a par-
agraph to the effect that so long as their competitors
used it they did not dare to abandon it.

And now Tobacco RccorrJ, in its issne of Septemljer
23d, comes out with a full page editorial blast against
it. We are glad to see that our ccmtemporarv i- iiow
reviving the campaign which The Tobacco World
started.

Just what aroused the Tobacco BecorA we do not
know, but this (juarrel with the use of celloiihane or any
other trpe of transparent covering supported by any
tobacco trade publication will have our sui»port, regard-
less of the fact that we are competing for advertising
and circulation in the same field. Our brains have not
yet shriveled to the extent that we hesitate to advertise
a competing publication when it is out to do a good job.

Tlie transparent wrapper has never helped the
cigar industry in any way, and has put an added ex-
pense ufwn it, thus reducing the annual earnings of the
dgar companv using it, and we Ijelieve that it has in
the past contributed to a decrease in cigar consumption.

y^Q do know of a fact that in some of the clubs of
the country a tremendous objection has been raised
against the use of this type of covering, and that in
higher grade merchandise, a certain percentage of all
shipments are packed without covering in a natural
wood box.

THE very interesting figures of the Tobacco Mer-
chants Association which cover the cigar with-
drawals for the first eight months of the calendar
year emphasize the progress that is being made in in-
creasing consumption of cigars. Thus far in 1936 it
looks as if the cigar smokers have been burning up more
than 14,()()(),(M)0 a day up to September 1st, an increase
of almost 95U,000 a day more than in the same period
in 1935.

This is getting fairly close to an increase of a mil-
lion cigars smoked each day this year as compared with
last year, and we wouldn't be at all surprised if the
cigar industry hit that mark by January 1, 1937.

It a]»i)ears as if history continues to repeat itself,
for after long periods of declining consumption, the
cigar industry invariably conies back marching swiftly
forward to new records.

DrRIX(i the first eight months of this year the
exportation of tobacco to the United States
from Cuba has declined more than 21 per cent,
and the vahie of the shipments have dropped mor«
than one million dollars. This represnts a decrease
of more than two million pounds of tobacco as com-
pared with the first eight months of 1935.

However with the continued improvement in th«'
cigar manufacturing industry in the United States
there is every reason to believe that esportations of
Cuban leaf to this country will begin to show an up-
ward trend in the very near future.

THE situation of the A, Schulte Co. chain of store ^
is attracting considerable attention, and in order
to hold off pressing creditors the employees have
ugreeil to accept a 4 per cent, wage reduction. It i^
said this will enable the company to keep all of it.s
stores open, temfKjrarily at least, and at the same time
keep their employes on the payroll.

It is another example of the eventual outcmne of
selling merchandise at cost or less. It is particularly
unfortunate that a chain organization of the size of the
A. Schulte Co. should find itself in such a predicament,
and it further emphasizes the fact which has been ob-
vious over a j>eriod of years that the retail pric«i of
cigarettes need stabilization.

There are trade organizations available which
should be able to put an end to price-cutting not only
on the part of the chains but the independents as well.
And for the good of the retail trade something should
be done about it.

Cigars and Cigarettes Gain in August

Only Class B Cigars Register a
Decline; Increase in Cigarettes for
Month Amounts to 12.15 Per Cent

WITH the exception of Class B, cigars with-
drawn for consumption for August as well as
for the first eight months of the calendar
ear, continue their upward trend indicating that
money is circulating more freely to the benefit of the
tobacconnists of the country.

While cigarettes did not reach the all-time high set
in July — and that was not expected— they did, however,
pile up the staggering total of more than 13 billion,
430 million for the month, that being an increase of
more than one billion 455 million. Unlike recent
jnonths, cigars and cigarettes were the only two elassi-
lications of tobacco to register gains, losses being sus-
tained in little cigars, large cigarettes, snuff and manu-
tactured tobacco.

Class A gained more than 5 per cent, over August
of 1935 and increased more than 8 per cent, for the
first eight months of this year as compared with the
lirst eight months of the previous year.

Class B which has long given evidence of not being
a popular priced cigar, declined 13.5 per cent, in Au-

August, 1936

Cigars:
Class A —

United States 397,757,305

Puerto Kico 5,000,700

Philippine Islands . . . 15,065,725

Total 7. 418,421,730

Increase or Decrease
Quantity Per Cent.

+

4-

19,651,335
1,042,070
4,353,000

Class B—

United Sutes

Puerto Rico

I'hilippine Islands .

Total

Class C^ —

United States

Puerto Rico

Philippine Islands

Total

Class D—
United States ....
Puerto Rico .....
I'hilippine Islands

Total

ClatsE—

United States

Puerto Rico

Philippine Islands

T^y

lutal All Glassy:

United States

Puerto Rico .....
Philippine Islands

Grand Total ...

Little Cigars:

United States

Puerto Rico ....
Philipptne Islands

Total

3,832,497

115.800

28,033

3,976,330

41,^.956

6,750

23,790

41,253.490

2,868,516
"7^

2.875,716

294,253

• •*•••

150

294,403

445,WS.$27

5.123,250

IS.722,8^

466,821,675

13,139,240
W0,000

«••••<

13,439,2^

+

16,340,345

+
+

598,313

112.300

19,556

—

466,457

+
+

4,140,940
39,500
19,714

+

4,121,154

+

451,260
' 6,660

+

457,860

+

48,620

"*i^

4-

48,740

+
+

23,^3.842
1.115,470
4,307,670

+

20,501,642

+

3,100,507
300,000

■ —

2,800,507

5.20
26.34
21.75

4.06

13.50

10.50

11.17

* • « •

11.10

18.67

IS.M

19.79

19.84

5.61
27 J3
21.51

4.59

19.09

• * * •

17 J4

gust and more than 21.5 per cent, for the first eight
mouths.

Class C is up more than 11 per cent, for August
and shows an almost 11 per cent, increa.se for the first
eight months.

Class D cigars jumped 18.67 per cent, in August
while the eight months increase is something less than
5 per cent.

Class E cigars showed an increase of almost 20
per cent, in August as against an eight months decline
of 2.()9 per cent.

The total increase for all classes in the United
Slates for August was 5.61 per cent, and for the eight-
month period 8.0,3 per cent.

August cigarette w^ithdrawals are up more than
12 iHM- cent, with almost a billion and a half gain.

Manufactured tobacco declined more than 12 per

cent., while little cigars fell otf more than 19 per cent.

Cigars from the Philippines for the first eight

months show^ a loss of more than 18 per cent, over the

same period in 1935.

August, 1936

Increase or Decrease
Quantity Per Cea^

Cigarettes:

United States . . .
Puerto Kico ....
I'hilippine Islands

13,430,194,483 + 1,455,363,316

200,000 — 185,540

40,600 — 116,280

Total 13,430,441,083 + 1,455,061,4%

Large Cigarettes:

L'nitt-d States . . . .
Puerto Rico .....
I'hilippine islands

139,500

55,850
50,000

12.15

12.15

28.58

Total

139,600

105,850 43.12

Snutt (lbs.):

AU United States

T..baccoMfd. (lbs.):
United Stales . . . .
I'hilippine Islands

Total

2,741,396 —

159,917

5.51

24,014,224 — 3,296.808

24,014,224 — 3,296,808

12^

nm

Internal Revenm CiMH^tsm for AugnM

Sowcc of Reinmne

1936

It^

Cigar*

$ 1.089.042.66 $ 1,036,162.W

Cigarettes

40,291,760.89

35,926,561.38

SnutT • •

493,451.33

522,24627

lohacco, chewing and smoking . . .

4,322,631.61

4,916,174.43

Cigarette papers and tubes

100,563.61

122,592.88

Leal dealer penalties

..... 10.00

74.72

U. S. Cigar Witfidrawals for August

1920 672,020,289

1928

.. 601.877,267

1921 622.039,033

1929........

.. 598,582,720

1922 641,164.181

1930

.. 517.199.767

1923 616,264,768

1931

.. 463,255,644

1Q74 573,626,977

1932

.. 401.143,060

1925 557.432.039

1933..

.. 434,820,517

1926.... 5H241,S47

1934......

.. 425,452.701

1927.. 604,869,901

•

()

ctobtr t, fp|tf

More Than 14,000,000 Cigars A Day

That is the Number Consumed Daily
for First Eight Months of Year;
Cigarettes Mount to 100 Billion

MORE than ,*> billicni 4<H) inillioii citrars wero witli-
drawii (liiiinu tho first oiu:lil iiKnitlw <»f VXMi.
The exact imniher. as revealed in tlie report of
the Tobacco Mercliants Association, was ;i419,!Mll,854.
Do vou realize how nianv sales are represented hv those
figures! It represents (k*>,!n)8,:371 five-packs— 136,799,-
674 fortieths— or 68,399,837 twentieths.

It represents an increase over the same ])eriod of
1935 of 208,620,741 cii^-ars— 41,724,148 five-packs—
8,344,830 fortieths— or 4,172,41.j twentieths. That's a
high batting average in any league.

How many cigars were smoked each day during the
first eight months of this vear ! Well, they run into big
figures— 14,074,040 cigars— 2,814,808 live-jiaeks— 562,-
962 fortieths — or 281,481 twentieths— every day!

Even the gain in cigars smoked each day is enough
to make a follow feel that he is in a fast-growing busi-
ness when he's selling cigars todav — 940,910 cigars —
188,182 five-packs— 37,636 fortieths— or 18,818 twen-
tieths.

As has been the case for some time now, the gain
was entirely in United States cigars, those from Puerto

Hico and the Philippines registering losses. The net
increase was 6.5 i)er cent., although the I'nited States
increase was 243,827,159 cigars, or more than 8 per cent.

Class A coniinued to lead in volume of gain, its
total of 3,060,185,775 representing a gain ot* more than
187 million. The United States gain alone was more
than 243 million, or more than 8.2li per cent.

Again Class C leads in percentage of gain. Its
total for the eight months was 302,814,096, wliich was
an increase of 10.82 per cent., or a slightly hiti:her rate
of j)ercentage than had been recorded for the lirst seven
months.

Class D gained 5.13 per cent., also a higher rate of
percentage than previously registered.

Classes B and E declined.

Cigarettes during tho eight months went over 100
billion and showed an increase of more than 10 billion,
337 million over last year, a gain of 11.42 per cent., a
bigger percentage of gain than heretofore.

SnulT increased more than a million, 36 thousand
pounds, or 4.28 per cent.; manufsictured tobacco gained
nearly two million pounds, or 0.95 per cent.

Little cigars and large cigarettes registered losses.

Cigars:
Class A—

United States

Puerto Rico , .

1st 8 Mos.

1936

2,923,550,250

25,169,430

111,466.095

3,060,185,775

31,778.864
706,700
171,936

+

Increase or
Quantity

221.935.250
10,162.580
24,582,375

Decrease
Percent.

%2l
28.76
18.07

Total All Classes:

United States

Puerto Rico

Philippine Islands

Grand Total . . .

Little Cigars:

United States

Puerto Rico

]^ilippine Island

Total

Cigarettes :

United States

Puerto Rico

Philippine Islands

Tout

Large Cigarettes:

United States

Puerto Rico

Philippine Islands

Total

Snuff (lbs.):

All United States

Tobacco Mfd. (lbs.):

United States

Philippine Islands

ToUl ..........

1st 8 Mot.
1936

... 3,282,080,297

26,123,580

.. 111,787.977

.. 3,419.991,854

4-
4-

Increase or
Quantity

243.827,159
10,616,380
24,590,038

2(«.620,741

Decrease
Per Cent.

8.03
^.90
18.03

Philippine Islands . . .

6.50

■ ""'"

+

187,1W,295

8,734,012

394,150

63,638

6.S2

Total

. . . 121,241,106

1,502,400

—

3,410,215
947,600

Class B—

United States

Puerto Rico

21.56

• • • ■

2.74

38.fj8

« • • •

Philippine Islands ...

. . . 122,743,506

..100,817,959,250

2,820,200
487,830

— 4,35731 S

-H 652.660

— 602,200

4- 10,337,321,333

— 81.115

— 4,000

— 5.900

3.43

Totol

32.657.500

+

9,191.800

29.619,270
59.650
14,106

21.96

Claas C—

Un^ States

Puerto Rico

Philippine Islands . . .

302,460.816
247,450
105,830

10.86

• ■ « •

• • • •

11.42

• • • •

• • • •

..100,821.267,280

1.511,111
226,000

11.42

T^I

M2.814,096

+

29,573,726

1,059,684
33,704

10.82

Class D—
United States

22,370,804

35,381

22,406,185

1.919,563
' 8,735

4.W

■ * • •
• • • *

5.09
1.74

• * • •

Puerto Rico

I^bU^Me Islands . . .

1,737.111

25.265.605

. . . 207,368,270
10

+

4-
4-

91,015
1,036,425
1,954,188

4.M

Total

+

1.093,388

5.13

Class E—

United States

Puerto Rico

I^ilippine Islands . . .

+

S3,W3
' 8,i65

2.m

« « • •

• • « •

4M
0.95

Total .............

1,^,^

-

44^8

2^

. . . 207,368.280

+

1,954,195
TkiToba

0.95

$

ceo WorU

Promote Cigars at Parties

Dances, Banquets and Other Gatherings

Provide Occasions to Spread Smoking of

Cigars; Board Program Shows Results

By Joseph Kolodny

Administrator Cigar Progress Board

o

LVjT me relate to you an interesting experience.
In this nation-wide, concerted effort to increase
cigar consumption, we naturally seek and make
pport unities to interest people in cigars. About three
we.ks ago, one of the largest New York universities
hold a reunion in one of the big New York hotels. The
total attendance of young men and women was 3500.
With the kind consent of the dean and faculty of the
university, we were authorized to display — at the en-
1 ranee to the ballroom — several boxes of cigars and
distribute a quantity of Cigar Progress Board scholar-
ship contest literature. As each guest entered the ball-
room, wo invited him and her to avail themselves of our
hosi)itality to take a cigar and also the literature.

Inasmuch as this is a co-operative effort partici-
pated in by many manufacturers, we naturally always
take i)recautionary measures to avoid favoring one
brand as against the other. To conform with this pol-
i. V, we removed the bands from all cigars. The cigar.s
(listributed consisted of Panatelas, Perfectos, and In-
vincibles. Of course, each recipient was advised that
the cigars were contributed bly the Cigar Progress
Board.

In the course of the evening, the dean halted the
proceedings and in a brief address expressed public
thanks to the Cigar Progress Board for its kindness.
Four or five days later, a student of the university
railed me requesting that I please advise him where
he might obtain the brand he was given the evening of
the ]>arty. He stated that he never before smoked
< igars. This first one gave him so mu^ pleaaure that
he want^ to continue smoking them.

Two or three <lays after that, another young man
came up to the office. He said that since the social
event, ho had been enjoying two or throe cigars a day.
He wanted me to recommend a brand to him for regular
consumption. I did so and only the other day, he
phoned me thanking me for the recommendation.

Now, my friends, what should be the moral of this
t xiMiriencef Well, the summer season is coming to an
• nd, the fall and winter seasons are about to commence.
Numerous affairs, parties, dances, banquets, and thou-
-nnds of other types of indoor recreation or diversion
ill 1)0 taking place in every large and small city, vil-
lage, hamlet, or community and all those events offer
and present a splendid opportunity to promote cigars.

We are — at present — ^preparing a special brochure
IM'rtaining to workable methotls to be applied in capi-

alizing thcso occasions. Meanwhile, if you know of
any of these affairs and you want us to work with you

«n* thorn, please write us. We will suggest to you how

October /, fp^

to obtain cigars, how to distribute them, and how to
secure the maximum of benetit and results.

Of course, in conformity with our liberal policy,
we want you to volunteer your own suggestions when-
ever such an occasion presents itself.

The scholarship contest is certainly productive of
definite residts. Thousands upon thousands of entries
reached our office. They have come from every part
(•f ^ho United States. Anionir those who have written
either i)oems, slogans, essays, limericks, or sent in post-
ers are })oys and adults, young girls, mothers and
trrandmothers.

The winners of the scholarship contest were se-
lected by the American Students Foundation. Eight
students' in different sections of the country will be en-
abled to continue their education as a result of winning
prizes for the best slogan, poem or essay on cigars.

The contest attained instant popularity following
its inauguration two months ago, which grew to a point
where the number of entries far exceeded the board's
fondest expectations.

The trade's co-operation in this campaign has fur-
ther demonstrated its determination to put the cigar
industrv on a still higher level.

Tills is, perhaps the first time in the history of
the cigar industry that a general community discus-
sion api>ertaining to cigars has been created.

What will we do next! Really, we are saturated
wit li ideas. AVe do not claim or profess that they are all
irood. An idea is only as good as it is productive of
rangible results. It may be bad theoretically, yet good
l.rsu-tically. On the other hand, it may be superb theo-
reticallv, vet disappointing in practice.

We catered to father on Father's Day. We en-
gaged the attention of the college students during the
scholarship contest. Our next huge undertaking is
arresling the attention of tho fair sex. Of course all of
you have ideas how it should bo done. Come forward.
Tell us about them.

We contemplate tho revival of the old customs
that of collecting cigar bands and making up beautiful
designs. Awards will be given— of course— for the best
designs. Do you think it is a good idea!
Now, what is your opinion!

The August ffgures have again demonstrated that
the cigar industry is going ahead; that all of us may
look forward with tho utmost of anticipation to a bet-
ter and happier future. Tho extent to which we will
enjov the fruits of the industry's surge forward de-
pends entirelv upon the extent to which we— each of
us_arc willing to extend support and aid to this first
national concerted, united effort to rehabilitate a most
wonderful industry.

Scholarship Winners Announced

THE Cigar Progress Board announeod on Septem-
ber 25th the names of the eight winners of the
National Free Seliolarsliip Contest, whieli it has
been conducting for tlio ])ast two months. The contest
was intended primarily to interest young people of col-
lege age in cigar smoking, and judging from the many
thousands of entries which weie received, it succeeded
in that purpose.

So great was the response that it required a full
w^eek for the officials of the American Students Foun-
dation, New York City — who acted as sole judges — to
assort the entries and make the awards.

In order to give the widest i)lay to the imagination
of the younger generation, the Cigar Progress Board
offered prizes totalling $1200, not only for the best
cigar slogans, but also for the best essays, poems, limer-
icks or art posters. Each entrant was required to state
the school or college he or she wished to attend. A
check-up of the winners show that they intend to use
their awards to continue their education.

The prize winners are: 1st — ^Irs. Molly Levine,
Lynn, ^lass. — essay; 2d — John AVilliam Evans, St.
Louis, Mo. — j)oem; .'hI — Axel Gudmand, Brooklyn, N.
Y. — poster; 4th — .Tane Kennerly Allen, Wilmington,
Del. — slogan; 5th — Thomas F. Barrett, Pawtucket, E.
L — essay; 6th — Harold Pound, Glendale, Calif. — slo-

gan; 7th — Helen Danelz, ^Minneapolis, Minn. — slogan;
8tli — Roger IVI. Shepardson, Memphis, Tenn. — poster.

A surprising fact about the contest was that nearly
40 |)er cent, of the entrants were young women. **I
think this is i)articularly signiticant," stated Joseph
Kolodny, Administrator of the Cigar Progress Board,
''because of the fact that we have been constantly en-
deavoring to gain wider acceptance for cigars by
women. We recognize the fact that there still exists
some objection upon the part of the fair sex to cigar
smoking. In some of the literature which we have is-
sued, we have stressed the slogan Mhe perfect hostess
serves cigars,' and I believe that we have made a great
stride forward by virtue of the fact that so many young
women entered our Scholarship Contest."

The contest was truly national, inasmuch as en-
tries were received from every state and in quantities
in proportion to population.

"We are very grateful to the thousands of cigar
distributors and retailers who co-operated with us in
this contest l)y displaying the Scholarship window
poster and distributing nearly 2,000,000 entry blanks.
The fact that we received a large response from every
state is proof that the distributors and retailers are
working with us hand in hand, and are anxious and
eager to do their share in our effort to increase cigar
consumption" said Mr. Kolodny.

Plan Ahead for 1937

AUGUST reports show increasing upward trends
in farm products. That includes, of course, to-
bacco. Even a casual glance at current leaf quo-
tations upon southern auction markets, with bright
cigarette tobacco selling above the predicted 23-cent
average, notwithstanding the bulk of low grades
offered, should convince a tobacconist that this com-
modity has turned the corner.

Cigar leaf i)rices, while not officially available as
authorized quotations, are higher upon every trading
center — Connecticut, for example, anticipating and re-
ceiving the highest wrapper and binder prices in years,
and Pennsylvania and Ohio joining with Florida and
Wisconsin in asking and getting satisfactory figures.

Cigar manufacture, too, like the extremely popular
cigarette production, is climbing to new high standards
for recent years. August figures, released this week,
show the trend. Notwithstanding the vacation seasonal
drop, they are remarkably high. And general tax re-

turns are increasing.

Collectors of internal revenue, covering early re-
turns in the third quarterly instalment of income taxes
due September 15, showed total collections through
that date of $201,262,146, compared with $221,018,484
for the same time last year, an increase of $40,243,662.

People do not pay more money to the government
for income taxation unless they are earning it.

This all means that the tobacco industry is surely
and steadily improving its sales, its gross and net earn-
ings. The ordinary dividends are being supplemented
l»y numerous extras. And the new corporation law
shall cause even wider and more generous declarations
of profits as the year wanes.

This is the time, therefore, for our manufacturers
and distributors to plan ahead for an extraordinary
1937.

Business cannot be restrained. — Reuben R, Thom-
son, in Tobacco.

Partagas Established in 1845

ONE of the most famous cigar brands manufac-
tured on the Island of Cuba, and sold through-
out the world is the Partagas. And it is now
ninety-one years old, having been established in 1S45.
The late Kolicrt E. Lane, Sr., whom w^e counted as
a personal friend through our years of awjuaintance-
ship, was the Partagas standard bearer in the United
States over a long period. During the time that he
represented what was then Cifuentes, Fernandez, y

Ca. nod Cifuentes, Pogo y Ca.) manufacturers of ih
Partagas brand, he did a splendid job in placing the
cigar in the best retail stores and clubs throughout the
United States.

We take this opportunity to offer our congratula-
tions to Cifuentes, Pego & Co. on this anniversary of
their famous cigar and we hofio that we will be here to
felicitate them when the life of Partagas has ronniM
the century mark.

Because your voice is pre-
cious, too, it pays to guard
your throat again.st irrita-
tion and cough. Reach for
a light emoke — a Lucky.

For a Clear Throat

... a light smoke

The charm of a clear, mellow voice is something
really precious. That is why to both men and women
a light smoke means so much. It is only a light
smoke that offers them the throat protection of the
famous ''Toasting" process. So for the sake of your
precious voice . . . Lucky for you— it's a light smoke.

or RICH, ltiri>tODIIDTOIACCO'''lTll TOASTIO'"

k

Vilober I, ip)6

iMitm

Export Trade Increases

Gains 28 AS Per Cent Over Last
Year, But is 20.66 Per Cent Belotv
Average Volvme of Last Ten Years

THK export trado of the I'nitiMl States in loaf to-
baceo lUiriiiii; the iirst seven montlis of 1J).*?(), al-
thonuii sliowinii' an inei-ease in volume over the
first seven months of UK],') amountinj:: to 28.15 per cent.,
was *JO.H(> })er eent. helow the average volume exported
ilurinu, the Iirst seven months of the past ten years.
The VXV6 volume amounted to l{»:],084,()()n i)ounds, com-
pared with a ten year averai^e of 243,.')34,()00.

Exports of Briiiht Flue-Cured tobacco in the first
seven months oH VXM\ amounted to 122,()()4,r)70 pounds
and constituted (".:>. 2 i>er cent, of total leaf exports.
The averai^e value per 1(K) ])ounds was $32.13, com-
])ared with $38.32 in the like seven months of 193,"), and
$24.48 in the like seven months of 15K>4, Exports of
Brijiht Flue-Cured leaf in the 1!>3:) |)eriod amounted to
82,3(;8J31 iMumds and in the 1934 period 14r),3r)8,215.

The upward trend in exportinu: of Hri«;ht Flue-
i'ured leaf was broken in 1932, and shiinnents in the
seven-months period (»f I'Kl') were tto least of any like
l»eriod in the past ten years.

Exports of Dark-Fired Kentucky-Tennessee to-
bacco in the Iirst -even months of 193(), amounting to
38,252,956 pounds, exceeded slitjhtly those of tlie like
period of 1935, but were somewhat under the volume
exported in the first se%'en month- of 1934. The aver-
age value i>er 1(H) pounds in tla- 1936 period was $10.84,
compared with $12.15 in the like period of 19.35, and
$10.49 in the 1934 first s<»ven months.

The export trend in Dark-Fired Kentucky-Tennes-
see tobacco in the past ten years has l)een downward,
with only one interru]>tion in the trend, which was in
the first seven months of 1935, when the volume was
.36,697,212 pounds. The jwak year of the ten was in
1927, when the volume exported amounted to 83,038,000

pounds.

A downward trend in Dark Virginia tobacco ex-
ports was broken when, at the end of the first seven
months of 1936, the volume of 5,698,732 pounds was
slightly in excess of that of the 1935 like period. The
peak year in the past ten years was 1927, when the vol-
nme amounted to 14,730,000 pounds.

Values in the 1936 period averaged $21.56 per 100
poundft, a decrease of 6.8 per cent, from $23.03 in the

like period of 1935, and an increase of 28.6 per cent,
over the average of $16.84 in the first seven months of
1934.

Exports of Maryland ami Ohio Plxport tobacco,
amountinj; to 4,249,693 pounds in the first seven months
of 19.36, showed a material increase of 45 ])er cent, over
tile 1935 first seven months, but a sli«>ht (lecrease from
the volume exported in the like ])eriod of 1934.

The 1934 volume amounted to 4.571,597 pounds and
the av(»raire value $20.08, and the 1935 volume 2,932,66:5
pounds, and the average value $22.65. The ]K»ak seven
months was in 1927, when the volume amounted to 10,-
262,(MM) pounds. Although there were slight increase-
in volume, com|)aring one year with another in the past
ten years, the general trend has been downward.

Exports of Hurley in the first seven months of 1930
totaled .5,9.55,256 pounds and the average value was
$18.79. The trend in values has been upward and the
trend in volume downward. In the first seven months
of 1935, the volume was l»,237,088 pounds and the aver-
age value $17.99. In the like ])eriod of 19.34, the volume
was J»,48(),995 pounds and the average value $12.18.

The average value of 7,833,867 pounds of stems,
trimmings and scraps, exported during the first seven
months of 1936, was $2.83 per 100 pounds. The volume
was approximately 10 per cent, less and the averag*
value 19 per cent, less, as compared with the like perioo
of 1935, and approximately 12 per cent, less in volume
and 40 |»er cent, less in average value, as compared with
the first seven months of 1934.

Advanced official data, subject to revision, show-
ing complete details of tobacco exporting from tin
United States, by country of destination, volume, ami
total value, are compiled each month by the Division of
Foreign Trade Statistics and issued by the Tobacco
Division.

The data for the monthly export statement are as-
sembled from sworn Export Declarations filed by ship
jMjrs, an<l, barring mechanical errors, are correct so far
as shippers* statements are concerned. The monthly
statement serves a useful purpose, in that it affords
a study of current business with foreign countries.

Spanish AflFairs Reduce Cuban Business

BUYERS of the new Cuban tobacco crop continued
active in July and the first part of August 1936,
Vuelta Abajo and Eemedios types being favored,
notwithstanding the effect of the drastic drop in ex-
ports to Spain and other conditions. The state of
affairs in Spain restricted operations of factories
specializing in tobacco for that market and the pur-
chase of leaf tobacco for the Spanish Tobacco Monop-
oly. Large quantities of tobacco from the last crop
arrive in Habana during July and August. July re-
ceipts totaled 27,979 bales, 20,195 originating in the
Vuelta Abajo Zone and 4535 in the Eemedios Zone.

i9

Manufacturers of superior-quality cigars have delayed
purchases, but it is exj^ected that they will enter the
market in the near future. A total of 9077 bales of to-
bacco was distributed in the Hatona market in July,
consisting of 3844 bales of Eem^os, 3682 Vuelta
Abajo, and 1551 Partido. Tobacco growers and manu
facturers have j^titioned the Government to assi?*
them in recovering from the crisis that now dominat*
the industry, suggesting that the Government purchase
a fixed quantity of tobawM) to be withheld from the
market until prices improve. {CommertHiU AHache W.
J. Donnelly, Habana,)

T*# Tobacco WorU

jars lire the
Uipl.asurable
:iotnical
ImoSnioking.

l/5si.../i929

BAYUK BULLETIN

Devoted to the
best interests
ofthemenwho
sell cigars.

OCTOBER 1, 1936

Prepared twice a month

HULOFAX

Iw Reiailer^a Friend)

SAYS

S Three cheers for this

1 \ retailer! "I get the

birth dates of a list of

my customers who can

afford to buy a box of

cipars and here's how

I work on it. Say the

customer's name is

<. The day before his birth-

(locsn't come in my store, I

!i the 'phone and say some-

this: 'This is Bill Smith,

: dealer. Tomorrow is your

and I Mwnt to be one of the

vish you health and happi-

nany years to come.' What

Last week three customers

ven called up, said — 'That's

.»u. Bill, to think of me . . .

a box of Cipars.'

isf I don't sell a sinple box

I , don't you think I build up

xi-will with my customers? '

uu do. Bill — more power to

KC^

], it (.

hill

Ir ci.

IhduN

of ■
of >
ni<'

It I •■

lun- \

now i

alMii)
It l.y

It hv

WDiil

:.ui

the f.

ir at..

lout' I
en th

I I-
ir •

not too early to start think-
t Christmas business , . .

your errors of last year . . .

your ripht actions of last

1 for every pood reason in
i, profit by the determination
kuis for Christmas in boxes

r.g in this pood old U. S. A.

:;r),()00,000,OUO epps yearly

JKO cpps per capita. Hoo-

that there are more egps

1 cipars smoked — the old

lip a better Job than we

si

THE CRAPE HANGERS CLUB MAY NOW DISBAND!

Nd I.u! of Day fs«t na s(Miie sales of
irs bv the box? It did if we went
ir th. ,, BUT, Labor Day is past
TK Lnvinpr Day is in the onlnp
mkJ eats and lota of preat
tiv chance to enhance all the

i V! of the day with a CIGAR.

nin ( leasun^o aad ecoi»>micai
01 ioking.

p)(ar ri.il: Would you be SO Rood
[to schi mc copy of that bowUet

*ot>i of Alex Smart if you have

on riaid?** requested Arthur

Jutn.:. N. Y.
lur* in the mail . . . Phil will

'iMM > honor requests until pt^
Isiiuu., upply is exhausted.

The Crape Hangers Club,
after a long and useless career,
may as well fold up their crying
towels and disband.

The Pessimists and Defeatists
and Gloom Peddlers have cer-
tainly had their innings these
past few years, predicting dire
ruin for business in general and
the cigar business in particular.
But we beg to inform all Weep-
ing Williams and Dismal Daniels
that the cigar business is doing
pretty well, thank you — and ex-
pects to do much better.

Read these figures. Cigar pro-
duction for the first 7 months of

1936 was more than 220,000,000
ahead of the same period last
year. That is an increase of over
8 per cent. And we'll venture the
prediction that the last half of
1936 is going to be better than
the first half.

Yes sir, the cigar business is
going places. How fast and how
far it will go depends. It de-
pends on YOU. What are you
doing to sell more of your par-
ticular brand? AMiat are you
doing to boost ci^rs in general?
What are you doing to make new
cigar smokers? Or don't you care
whether YOU and the cigar in-
dustry make more money?

IT PAYS TO BE "EXCLUSIVE"

and '

his •
a '

ly. t!

iis |,

so

Croat ambitions for a biir-
'!«r job but he didn't frit-
away by merclv wishing
r and better job ... be
it so badly, so d<^r-roiie
he woriwd so strenuously
job and prepared him-
sly for the tniTRer job,
ii<i net it, he was ably
nandlc the big^tr j(^

-sad dt n't forget 2 B A C B 1

\(7^^'

D.B.L

flf^^tNA BAVint OGAM WC i

ByJ.

"Take care of the pennies and \
the dollars will take care ofi
themselves." If I'm not mis-!
taken that was one of Ben
Franklin's wise cracks.

If F'ather Ben were alive
today — and in the jobbing busi-
ness— I think he might be will-
ing to revise his statement,
somewhat to the following
effect : "Take care of the dollars
and the pennies will come home
wagging their tails behind
them."

Anyw&y that has been mr ^-
perience.

I sell for one of the biggest
jobbing houses in America — and
one of the best in my opinion.
But I may be prejudiced. About
two weeks ago the Boss called us
In to go over plans for the fall.

He gave us a great talk about
our leading cigar brand — "Ex-
cellento," let's call it. "Boys,"
he said, "I don't have to tell you
that ExceUento is the most valu«

KB.

able asset we have in the house.
It's one of the biggest selling
cigars in the well known U. S. A.
It has a turnover that makes the
retailer a nice sweet profit. The
Excellento people give us all the
sales and advertising support we
could possibly ask for — ^and then
some. And what's more, we have
exclusive on Excellento in this
neck of the woods.

"Think what that means to all
you salesmen. You've got some-
thing every dealer wants. And
he can't get it from anybody but
you. You've got a monopoly ! It
gives you an in on every single
dealer in this territory. It's
like having a letter of introduc-
tion from J. Pierpont Rocker-
bilt. Each one of you sells thou-
sands of dollars worth of our
other items simply on the
strength of the good will you've
built with Excellento.

"This fall Excellento is put-
ting on a bilker and better sales

effort than ever. It's up to us to
take full advantage of this extra
support — and roll up some real
sales."

Just as an afterthought he
mentioned that he had bought
4000 boxes of a certain item —
it wasn't a tobacco product.
Let's call it Gadgeeta. "Boys,"
he said, "put some steam back
of those 4000 boxes of Gadgeeta,
too. We've got to move the lot
this week."

Next day I went out loaded
for bear — ready to sell the ears
off Excellento. I guess the other
boys were equally pepped up.
But in the back of my mind was
the Boss's parting injunction to
move Gadgeeta. Getting the
orders for Excellento was like
shooting birds on the ground.
But Gadgeeta was another story.
"The Bazoo Co. is asking two
cents a box less for Gadgeeta
than you are," said one dealer.

"I'm stocked up on Gadgeeta.
I just bought a lot from the
Acme people," said another.

It was that way all along the
line. Altogether I spent hours
talking Gadgeeta — using every
trick of salesmanship I knew —
and frankly I didn't have a
chance to make a good showing;
Next morning I nailed the
Boss early, and spilled my tale
of woe. "I could have sold hun-
dreds of boxes of Excellentos
while I've been wasting time on
this Gadgeeta," I told him.
"Every son of a gun and his
brother has Gadgeeta. And no-
body has Excellento but us.

Why "

He cut me off short. I thought
he was mad. But he wasn't. He
called in the other boys for an
impromptu meeting. "Fellows,"
he said, "our friend Joe here has
given me a new slant on some-
thing. I told you that E.xcellento
was the biggest asset we have
in the house. I mean that double
today. Sell Excellento first. Let
Gadgeeta and all the rest of the
non-exclusive items come second.
We've got a good thing that no-
body else has. If we don't make
the most of it — well, we're a
bigger lot of danm fools than I
think we are."

Good business man, that Boss
of mine !

BAYUK BRANDS fiUILO BUSINESS

Bayuk Phillies

(BAYUK PBILADEU*H1A PEKnCTO)

Havana Ribbon
Mapaculm

Qiarles Thomaon
Prince Ebunlet

TIGHT BINDING

L

WORD lias been received as we .i;o to
press that tlie predicted increase of one
cent a carton on cigarettes by jo])bers in
the New York City area lias been i)ostiK>ned
temporarily at Ivast. It is reported that the
Metropolitan T(>l»aci'o Company, liowever, is the
one exception that has definitely advanced jiriccs
one cent a carton.

It is said that the retailers are not yet i)rc-
pared for nniformity of action and that some
delav mav occur while this situation is being
adjusted.

HAND ROLLED ILLICIT IN CHINA

CIGARETTE imports into China during the first
seven months of 1936 amounted to 4;5,(HH),()00
pieces, (Jreat Britain supplying 23,000,IK)(), and
the United States l<;,()Ot>,000, as compared with 104,-
()(X),000 pieces in the same period of VJ'S^h of which 47,-
()CK),t)tK) came from (treat Britain, and 44,0(K),(M)U from
the United States. Exitorts o\' cigarettes in the first
seven months of 19'M] totalled 181,IRKM.H)0 pieces, in
comparison with 4r)!),(KKMM)0 in the same 1935 period,
with a heavy falling otT to Mauchuria, Hong Kong,
Japan, and Southern Asiatic countries. The author-
ized cigarette i)roduction of China in thi* nine months
ended June 3()th was approxinnitely 44,tK)0,0(X),tX)0
j)ieces, in which was consumed nearly 118,()0(),(XK)
l)Ounds of leaf, both domestic and imported, which was
but very slightly under the same months of the pre-
ceding year. Xon-exi)an<i()n of the legitimate cigar-
ette trade is believetl due, in part, to encroachments
of the hand-rolled illicit traffic, as well as to the con-
tinuance of rigidly restricted credits by factories, dis-
tributors to cigarette dealers. Recalculations of th«
possible size of the illegitimate and rolled cigarette
traflBc indicate that this trade, with possible tobacco
wastage, accounts on an average for th<' consumption
of around 2,250,000 ])ounds of leaf monthly. {Commer'
dcU Attache Julcan Anwld, Shanghai, by Cable.)

TOBAWH^ DISTRIBUTORS' CONVENTION

THE Fifth Anniversary Convention of the Na-
tional Association of Tobacco Distributors will
be held at the Hotel Commodore, New York, on
Thursday, Friday and Saturday, January 21, 22 and 23,
1937. It was at its last convention that the N. A. T. D.
proposed the plan designed to rehabilitate the cigar
industry. This plan was adopted by the industry and
ia — at present — ^being administered by the Cigar Prog-
ress Board.

The forthcoming convention of the association will
— again — deal with momentous issues and problems
confronting the wholesale tobacconists: (a) The pro-
visions of the Robinson-Patman Act appear to be radi-
cally changing the established relations between pro-
ducer and distributor. It is, therefore, incumbent
upon this association to evolve a program under which
the supplier and distributor will dorive fair benefits
from this newly enacted legislation, (b) The survival
of the independent retail tobacconist is of vital concern
to the wholesale distributor.

The aforementioned arc among the vast number of
pertinent subjects to be dealt with at the next conclave
of the wholesale tobacconists of the United States.

SON OF JACOB OBRECH/T KILLSD

JA(^OB F. Obrei'ht IV, twenty-two years old, of Bal-
timore, Maryland, was killed recently when he
stt'ppi'd on a live wire which had broken and fallen
to the ground. A ]neceding automobile struck the pole
to which the wire was attached. AMien the car ahead of
Mr. Obrecht struck the pole, ho stopped his car and
got out to help get the other car back on the road.

He then noticed a small grass fire and went to put
it out, and in so doing stci)pcd on the live wire.

lie is survived l>y liis father, Jacob F. Obrecht,
one of the ]»roi»rietors of th<» Baltimore tobacco jobbing
house of that name.

Mr. Obrecht had been a student at Johns Hopkins
rniversity before Ix-coming associated with his father
in business.

EXTRA DEISEL-WEMMER GILBERT DIVIDEND

TlIH iK'isel-Wenuner (filbert ( 'orp(»ration has ju4
(h'clared an extra dividend of fifty cents a share
on its connnoii stock in addition to its regular
qu<ut<Miy diviilend. Tne liernaid Schwarz ( igar Cor-
poration, a sub-idiary, has also iledared a common
^tock dividend of 7.) <M'nt> a slia«e.

Samuel T. (Jilbeit, jjiesidcnt of the corporation,
states that he anticipates that the next few years will
be the largest in the history of the company.

Mr. (Jilbert has a way of going pUices and doing
things, and with his factories running at capacity, he
knows whereof he speaks.

TAMPA TO HAVE NEW CUSTOMS HOUSE

A('(M)Hl)lX<i to iidormation received in Tampa,
\Vashingt(>n has ajiproved the site selected for a
new customs house* to cost al)out $200,000. The
ground contains r)2,<KM) square feet and has 260 feet
frontage on the Hillsboro Kiver, with ample water
depth for ships. It is located on the east side of the
i*latt Stn'ct bridge over the river. It will speed up
the handling of tobacc-o from the Island of Cuba and
elsewhere, and give a new impetus to water shipnients
for Tampa. It is conveniently located for railroad
transfer, and other types of transportation.

NINO MARTINI FOR GHESTERf lUD

NINO MARTI XT will again broadcast over the na-
tionwide Uolumbia network, beginning Septem-
ber 30th, when he returns to the Wednesday
evening Chesterfield program. Andre Kostelanetz and
bis 45-pioce orchestra, and a new mixed chorus, wiU
also be featured. The Chesterfield program, sponsored
bv Liggett & Mvens Tobacco Co., is heard Wednesdays
from 9 to 9:30'P. M., and Fridays from 10 to 10:M
P. M. Newell-Emmctt Co. is the agency.

OAMEL RETAINS LEAD

Figures quoted by the Wail Street Journal show
Camel cigarettes maintaining its lead in cigarette sales
with 32.5 per cent, of the total ; Lucky Strike second,
with 25.3 per cent.; Chesterfield third, with 23.1 per
cent., and Old Gold fourth, with 6.4 per cent. The 1 it-
est figure for Philip Morris gives that brand 3.2 ytat
Mnt. of the total.

.Tfirsi

.'>Ji','^J\\>9j:<l\9j:<\fji<\*j''\*i\>\*j,

Signs

imes

Internal Revenue Reports show that with the
return of better times higher priced cigars are
called for by American Smokers.

BE PREPARED!

Naturally the stock in show cases and on shelves should
reflect the Dealer's Disposition to keep in step with the
times. From a nickel up, there should be a better
selection of sizes to attract the eye and open the purse
of the smoker with dimes and quarters to spend.

A Chance for Profit

In the present situation why should not a dealer make a fair profit
on the business? The return on a sale that covers the overhead
alone is shockingly unfair. No dealer can live on it for long.

COME AND GET IT!

Manila cigars, Hand-made, long fillers, from five cents
up will pay you a decent profit and at the same time
atford you the opportunity to cultivate pleasant relations
with a host of smokers. Manilas are very mild — they
bum freely — they give more smoke satisfaction for the
price than anything on the market. Cfevelop your
Manila line! IT PAYSl

Smid for list of Factories
and Importers

MANILA AD AGENCY

C. A. Bond
15 WiUiam Street
New York. N. Y.

Ortofrrr /, fpjd

/*>

THE MAN BEHIND THE COUNTER KNOWS
THAT REYNOLDS M E T A L - W R A P P E D
CIGARS MAKE FRIENDS AND HOLD THEM

A GOOD CIGAH'S BEST FRIEND - THE REYNOLDS METAL WRAPPER

n^TT>nr^,

. >fj ;'.V»A'lwa'^»A''A»/

Classified Column

The rate for this column is Aree cents (3c.) a word, wiA
a minimum charge of seventy-five cents (75c.) payable
strictly in advance.

^55^^z^3fmMMi

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NL\ and Local Territory desires connection.- Large following.
Address Box No. 580. "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE ITACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street. Philadelphia, Pa.

TOBACCO WORLD

Th^ Nalioaal Tobacco KuinMa Monthly

A GOOD ADVERTISING MEDIUM

GEHEEAL CIGAB SELECT WH0LESALEB8

The General Cigar Co., Inc., announces that eflfec-
<ive September 28, 19Hf), the Metroi>olitan TobacMso
Company, New York City, will be exclusive territorial
wholesaler of their National Brands (Wliite Owl, Eob-
ert Burns, Wm. Penn, Van Dyck, Little Bobbie and
Laddie?) in the greater metropolitan area.

It also announces at the same time appointment of
the New Jersey Tobacco Company as the exclusive ter-
ritorial wholesaler for the entire State of New Jersey.

TODAY IS HERE!

BY FRANK TRUFAX
Distributor of Bayuk Cigars

He spoke to me at least a dozen times about his
goin^ to fix some kind of rigamajig in his car to keep
his advertising material cleaner and handier. I hap-
pened to be standing by when he finally did it. * * T. U. ",
we call him. Ilis full' name is T. U. Morrow.

* ' T. U. ", savs I. * * IIow long did it take you to do
that job?"

"Oh, about five minutes,** replied he.

I said, "I think you're wrong, T. U. . . . you must
have spent at various intervals at least thirty niinutes
talking about it and planning to do it and then with the
five minutes to actually do it, youVe devoted thirty-
five minutes to the task.*'

What's the matter with T. U. Morrow? He's a
doggone good salesman to start otY with but, cripes,
what a whiz-bang he'd be if he was not a Procrasti-
n-\tor! He's a creator of useless planning and a killer
of valuable time ... he never has time to do this or
that because ho has already spent the time "thinking"
about doing it !

He knows Yestew)ay has gone and believes To-
morrow may come but he doesn't realize that Today
is here. If in the twenty-four hours of Today he can't
take time to do a certain job, it can be done Tomorrow
because tomorrow is a twenty-five-hour day!

When faced with many things to do, our friend,
T. U., fusses and fumes as to which he will tackle first
and then grabs hold of none . . .it's not that he hasn't
the ability To Do but he lacks the decision to Oet
Going!

Time, of course, is the regulator of all perform-
ances but You must give decision as to What Is to be
done and make Time definitely allot Whin it will be
done . . . Time can't be compounded but Time can
be controlled.

Determine to do the most important tasks first . . .
if, of the more important things that must be done,
some are displeasing and some are pleasing, — do the
displeasing ones first. You see the reason, don't yon!

Ahd, — don't say you'll do the job "when you Fip
Time'* . . . there's none laying around loose for
you to discover . . . there are just so many hour.s in
the day . . . that's all there is, there in no more
. . . you <»n't Makb Time . . . you've gotta plan
your work to Take Time !

Tkg Tekmm Worii

toftOHni^^

i

^ 1

PICK & PAT

^^ dl '^ ^ ^f.^. ill

i h

in ''PIPE SMOKING TIME''

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

c

A^M.T ^'*JL •#il»'>^l

->-»*- 2-, i'j^-^- ^^J^, *■

^Jjl^, ft

^'' ,■■■ ^ •' fl

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with the
increasing sales of • • •

DILLS BEST and MODEL TOBACCOS

LIGGETT & MYERS ELECTION

AT a meeting*: of the Board of Directors of Liggett
& Myers Tobacco Company held September 1,
W. W. Flowers, senior vice-president of the
( (»ni])any, was elected chairman of the board, and J. W.
Andrews, vice-president, and for the past four years
11 sistant to the president, was elected president of the
I niiipany. Ben Carroll, director and treasurer of the
(Hinpany, was elected a vice-president. B. P. Few,
.i-sintant to W. D. Cannichael, vice-president in charge
t the company's advertising, was elected a director
;iii(l a vice-president.

All of the newly-elected oflScers have been in the
rvice of the company practically since its organiza-
tion. The fundamental plans and policies which have
uivon the company its success and standing under the
vu-o and able leadership of C. W. Toms, who died
Auu^ust 29, will be continued.

MOVIES PROMOTE CIGARETTES

TWO large South Africa tobacco companies em-
ploy American-made talkies to feature their
cigarette brands before hundreds of thousands
<»! British subjects from the four comers of the earth
attending the six-month British Empire Exposition,
iHiw on view at Johannesburg, South Africa. The films
wore prepared by Alexander Film Company of Colo-
rado Springs, Colorado, producer of brief theater com-
ijiercials. Through its South African representative,
Alexander arranged screening at the Exposition thea-
tors.

A British voice was employed in making the films.

Sample boxes of all brands were shipped to Colorado

Springs for nse in the short-length talkies. The talkies

sht>w men enjoying a good smoke, with their conver-

ition calling specific attention to the various brands.

LEWIS B. ft W.^EPRESIDENT

At a meeting of the board of directors of the
l»!f»svn and Williamson Tobacco Corporation, Louis-
ville, Ky., held September 1, Emery M. Lewis was
c'i. (ted to the oflSce of vice-president, according to an
aiuiouncement by T. V. Hartnett, executive vice-presi-
dent. At the same meeting, the board confirmed^ the
appointments of J. F. Ogsbury to succeed Mr. Lewis as
ti. asurer and of W. S. Cutchins as assistant sales man-
^I'-^or.

Octobtr /, tg^

OUR HIGH-GRADE NON-EVArORATlNG

CIGAR FLAVORS

Make tobacco meUow and smooth In charactair
and Impart a moat palatable flavor

fUYORS FOR SMOKING and CHEWING TOBACCO

Write for Llat of Flavors for Special Brands
BKTUN. ABOMATIZEI. BOX FLAVOBS. TASTE SWEETENEIS

FRIES 6l BRO., 92 Reade Street, New York

The Standards of America

UriUirTi OimTl Tl^F^ Eft 1760

RiU Rttd NiUt V |\| I I M |4 Eit 182S

GiU 8. Az*i kJi 1 W 1 A Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hliih Toasts
Stronf{, Salt, Sweet and Plain Scotches

OEORGB W. HELME CX).

Ill Pifth Avanna. Naw Yavk

CIGAR BOXES

tt/L Alcm««te MSa

B«tebltaiie« 101

jO&^^^CO

**A business that isn't worth advertising
ought to be advertised for sale".

'S

1

THREE POPULAR LEADERS

By P. Lorillard Co., inc. I

OLD GOLD

America's Douhle-Mellow' Cigarette
Protected by 2 Jackets of Cellophane

UNION LEADER

Smoking Tobacco

The Great American Smoke
BEECH-NUT

Chewing Tobacco

Quality Made It Famous

BROAIMIDBS

BOOKLETS

LABBLS

WIHDOW

PISPLATS

DZBBCT MAIL

SCHLEGEL

LITHOGRAPHING

CORPORATION

SCHLEGEL BLDG.

374-380 Second Ave.
VBW YORK

Algonquin 4-9226-7

COniTTSS

DISPLAYS

CARTOHS

CAft

CARDS

P08T1RS

AUTOKRAFT

CIGAR BOXES

Boite Nature
Cedar Chests

Novelty
Wrapped

Are Outstanding In
OuaUty-Design-Cost

AUTOKRAFT BOX CORP.

LtBUii Okio
Chicago, 111.
Detroit. Ui^

Hellam. P«.

Hanover, Pa.
Philadelphia, Pa.
Wheelim, W. Va.

CIGARETTE ADVERTISINd
BATTLE

AN ADVERTISING battle-royal is being waged
by the cigarette companies, the main theater of
action being the newspapers. Six brands are
now being promoted in the dailies, the first time for so
many campaigns to be operating simultaneously, and
another is being readied for similar exploitation. Tak-
ing them alphabetically, Camel, Chesterfield, Lucky
Strike, Old Gold, Philip Morris and Spud are engaged
in the hot contest for the attention and favor of ciga-
rette smokers. Pall Mall is preparing to enter the free-
for-all.

UNTQUE in the amount of prize money offered —
a total of $40,000, with $25,000 as first prize—
and in the amount of paid newspaper space used
in presenting it to the public, a novel contest was
launched by the P. Lorillard Company on September
14 to promote Double Mellow Old Gold cigarettes in
Philadelphia and in the surrounding territory within a
radius of fifty miles.

There will be 320 cash prizes available for those
winners who solve the sixty interesting puzzle cartoons
that constitute the contest. Substantial sums will be
the rewards for those who finish in the top brackets.
The contest will extend over a period of ten weeks.

Prizes that will be awarded, in addition to the
$25,000 lump sum for first, are $5000 for second prize,
.$2500 for third prize, $1000 each for both fourth and
fifth prize, five prizes of $500 each, ten prizes of $100
each, one hundred prizes of $10 and two hundred
prizes of $5 each.

During the opening week of the contest alone, a
total of four full pages and two half pages were used
in each of the five Philadelphia daily papers.

Though based on a simple idea, the contest offers
enough mental hazards to stimulate and appeal to any
person. It requires the usage of the visual perception.s
as well as the ability to form simple deductions. There
are no technical requirements but skill and common
sense.

Executives of the company, frankly calling the
contest campaign an experiment, would not state under
what conditions the effort would be extended later to
other cities. The Philadelphia advertising is several
times as large as the regular Old Gold schedule now
running in a long list of cities.

Old Gold was the first cigarette advertiser to ex-
tend the double-your-money-back trial offer. It wa.s
first tried in a test territory, but was quickly extended
over the entire country.

Dealers will distribute a sheet of six cartoons ea<m
week free to contestants, who will send their answers
direct to ''Old Gold Contest, New York,*' together with
three package wrappers or hand-dra\^Ti facsimiles.
Consequently, those who participate in the contest un-
til the finish must either buy thirty packages of Old
Golds or draw thirty facsimiles.

The announcement copy took advantage of the
large space to answer every question which interested
persons might think of, the explanation of rules being
particularlv detailed. While contestants are asked to
submit their answers to the current series each week,
they are privileged lo enter at any time by sendmg
in answers for preceding weeks.

Tki Tobacco World

The copy also describes how the entries will be
filed and judged, promising the strictest honesty and
accuracy and offering permission to every contestant
to check his file personally with that of any winner
if he is dissatisfied with the decisions.

The company has also obligated itself in the ad-
vertising to supply all contestants at the close of the
contest with the names and addresses of the winners
and a key to the solution of each cartoon puzzle, and
to publish full information on the results in newspaper
advertisements.

ANEW newspaper advertising campaign by Spud
cigarettes, the largest ever scheduled by the
Axton-Fisher Tobacco Company, of Louisville,
is running in ninety papers in eighty cities. The cam-
i)aign opened September 22d and will be continued
mitil December 8th. Dramatic sequence pictures in
l.lack and white space are used to tell consumers why
Spud mentholated cigarettes are ** better for you''
when you have a cold and the throat is irritated and
tlicrefore ''better for you" all the time.

This aggressive campaign for Spud in the season
when the prevalence of colds make the Spud copy ap-
peal to new customers especially potent is placed in
every city in the United States with a population of
100,000 or more. Heavy concentration of space is
used; individual insertions are in 480 and 750 line size.
This intensive new promotional drive for Spud follows
directly after a series of twelve rotagravure insertions
in forty newspapers in thirty-four cities. Reaching
iiearlv double the number of potential Spud smokers,
the new Axton-Fisher advertising appears in publica-
tions in thirty states and the District of Columbia which
have a total circulation of 15,350,000.

Substantial progress made by Spud during the
spring and summer has paved the way for this big in-
crease in advertising coverage which will be backed by
rqually aggressive point of sale promotion through
(Iraraatic counter and window displays.

CAMEL continues with the "For Digestion's
Sake" campaign; Chesterfield keeps at its char-
acteristic single-paragraph copy with attractive
illustrations in dominating layouts with white space
galore; and Luckv Strike hits an entirely new note with
its "Lucky for You— It's a Light Smoke." Philip
Morris copy is new to newspaper readers. Of course,
the "Paging Philip Morris" call is the keynote of the
campaign.

OEOROE J. TOCim BEAD

George J. Yocum, uncle of George L. and Howard
Vocum, proprietors of Yocum Brothers, cigar manufac-
turers of Reading, Pa., passed away in Los Angeles,
Calif., on September 10. He had been ill for some time.

The "Y-B" cigar which Yocum Brothers manufac-
ture has been one of the most popular brands on the
Pacific Coast over a long period of years.

t ctobcr t, §9$$

Why pay for

excess weight

in your box?

For minimum freight or express

SPECIFY SPRUCE

FOR YOUR BOXES

UPTEGROVE LUMBER CO.

15 Washington St.

Newark, N. J.

Cigar Box Lumber for 63 yean

EMablblMd 1886

'BEST OF THE BEST

99

"■"'"""■' '•' A. SANTAELLA & CO.

Offic*. 1181 Broadway, N«w York aiy
FACTORIES: Tampa and Ktp WaM, FlorUla

155 Mn Stral. N. Y. Gty

UMira 144, Hifoa, (jba

HAVANA
TOBACCO

ROTHSCHILD-SAMUELS-DUIGNAlf, INC

fan S. RtibcUi Pr«iiiit MhiS-Ml

lnS»ib.rwtr«tal ttii.W.fcipii.S«.»iT(

Tobacco Merchants' Association
Registration Bureau, 'new ^^"cm

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916

Registration, (see Note A),

Search, (see Note B),

Transfer,

Duplicate Certificate,

$5.00
1.00
2.00
2.00

Note A— An allowance of $2 will be made to members of the Tobacco Mer-
chants' Association on each registration.

Note B— If a report on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charge of One
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31), an additional charge of Two Dollars
($2.00) will be made and so an additional charge of One Dollar ($1.00) will be
made for mw^j ten (10) additional titles necessarily reported.

NEW REGISTRATIONS
MAR-V-LUXE: — 46,570. For cigars and tobacco. John W. Mer-

riani & Co.. Inc., Tampa, Ma., September 8, 1936.
NO REGRETS:— 46,572. For cigars. National Cigar Company,

ClarksvUk, Tenn., September 4, 1936.

TRANSFERRED REGISTRATIONS
PANDORA:— 157 (U. S. Tobacco Journal), and 4825 (Trade-Mark
Record). For cigars. Registered on October 22, 1885, by H. W.
Ehrichs. New York, N. Y., and on January 17, 1888, by George
Schlegcl. New York. N. Y. Through mesne transfers acquired by
Jacob Rich, New York. N. Y., and rc-transferrcd to Philip Ippo-
lito. New York, N. Y.. in the year 1927.
BURDICK'S COUNSELLOR: — 46,571. For cigars and all tobacco
products. Registered September 4, 1936, by Mazer-Cressman Cigar
Co., Inc., Detroit, Mich. (Certificate issued upon presentation made
to us that the trade-mark or trade name therein specified, though
apparently not heretofore registered in any of our Affiliated Bu-
reaus, has been in use by the predecessors of Frank R. Burdick &
Son, Detroit, Mich., since 1887. and transferred by the latter to the
registrants on September 1, 1936.)

TOBACCO TRADE ORGANIZATIONS

TOBACCO MERafANTS ASSOCIATION .^^^^^QlW^
OF UNITED STATES •^^PJ^^

J^SSE A. BLOCH. Wheelinir. W. V«. President

Jl'LIUS LICHTENSTEIN. New York, N. Y Vice-President

WILLIAM BEST. New York. N. Y Cbairtnan Executive Committee

MAJ. GEORGE W. HILL. New York, N. Y Vice-President

GEORGE H. HUM M ELL, New York. N. Y Vice-President

H. H. SHELTON. Washington. D. C Vice-President

WILLIAM T. REED. Richmond. Va Vice-President

Harvey L hirst. Philadelphia. Pa Vice-President

A.SA LEMLEIN. New York. K. Y. Treasurer

aiARLES DUSHKIND. New York. N. Y Gjonsel and Manmgtng Director

Headquarters, 341 Madison Ave., New York City

RETAIL TOBACCO DE.^LERS OF AMERICA, INC.

\riLLIAM A. HOLLTNGSWORTH. 233 Broadway, New York, N. Y Prciident

(XIFPORD N. DAW.SON. Buffalo, N. Y .....Executive Vice-President

JAMES C. THOMPSON, Chicago, HI Treasurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

TOHN H. DUYS. New York City President

MILTON RANCK. Lancaster, Pa First Vice-President

D. EMIL KLEIN. New York Oty Second Vice-President

L£E SAMUELS, New York City Secretary-Treasurer

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE brown. ¥9 Market Street. Newark, N. J Ih^sidcat

JOSEPH FREEMAN. 615 West 150th Street. New York Citv.. First Vice-President

FRANK SOBEL. 72 Williams Street. Newark. N. J Secretary

ALBERT FREEMAN, 2S We^ Ut^iwmr» ^w Y«rfc City Treasurer

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS. Baltimore, Md President

JOSEPH KOU)DNY. 200 Fifth Ave., New York. N. Y Secretary

G^. B. SCRAMBLING, Oeveland, Ohio Treasurer

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F. BROWN President

HERMAN H. YAPra, Wl Fox Building, Philadelphia, P%. Secretary

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE President

SAinjEL MAGID, 20M W. MerviM U., Philadelphia. Pa Secretary

BIOCHEMISTRY
OF TOBACCO

^irr\BE Biochemistry of Tobacco and Tobacco

I Processing" is the title of a scholarly book

■*" written by Dr. Hermann Bruckner, Director
of the Scientic Laboratory of the Neuerburh House,
and published in German by Paul Parey, Berlin. The
price is 19.80 Reichsmarks, roughly $8.00. It contains
thirty-three text illustrations and 458 pages.

This book is of particular importance for the rea-
son that it fills the urgent need for a work of refer-
ence on all biological and biochemical questions con-
cerning tobacco and in the wider sense also concerning
other useful plants.

Essentially it constitutes a cross-section of the bio-
chemistry of tobacco in its present status. Special
effort was made to cover the inner relationships of the
vital phenomena of the tobacco plant from the sprout-
ing slip to the ripe product ready for manufacture
and the biological processes in the drying plant (super-
vital and post-vital condition), a know^ledge of w^hich
is of the greatest importance in the technical process-
ing of all commercial plants. The subject of the chem-
ical quality determination of tobacco regarding which
there has been much controversy of late, has been
placed on a uniform scientific basis, and the essential
principles, which the author recognizes in the age of
the leaf and in the effect of the momentary size of the
molecule of the different vegetable components upon
the smoking tobacco, are traced back to natural laws.

The subject of the treatise is presented in such a
manner that both the scientist and the technician may
profit from the book, the scientist particularly from
the numerous biological problems which are drawn
from practice and discussed, the technician from the
thorough discussion of the biological principles which
arise in the working of the tobacco (drying, fermen-
tation, storage), as well as during manufacture, in the
test for quality and in the smoking test. For the in-
troduction to each of the different subjects dealt with,
each chapter is preceded by a general part which deals
with the current status of ^ chemical physiology of
the particular subject.

In order to make the book useful for an extensive
circle of readers, it is so laid out that the knowledg»e
gained in connection with tobacco can be put to use
in connection with the technical processing and the
study of any other food, medical and feed plants. With
this object in view, the methods of the chemical ex-
amination of tobacco, w^hich can readily be applied to
other commercial plants, are dealt wnth very care-
fully and in a manner meeting practical requirements.

Its study therefore is important for all technical
and scientific circles of plant production and utiliza-
tion. It is proving itself to be a helpful guide for to-
bacco-research institutes, for tobacco warehouses, for
tobacco dealers and for cigarette- cigar- and tobacco-
manufacturers, as well as for the manufacturers of
cigarette papers. It should appeal also to agricul-
tural schools, for training schools in tobacco-growing
districts, for food and health officials, similar institutes
and their libraries. Numerous important suggestions
are given also to botanists, biologists, biochemists,
chemists, druggists and physicians, as far as they may
concern themselves with the biological treatment or
with the influence of tobacco on the human system.

Th€ Tobacco World

NOVEMBiSgRARV

1936

p E C E I V E D

0CT31W36

y

In This Issue

\

WOMEN SMOKE 'EM
BECAUSE THEY LIKE EM

By Hobdrt B. Hankins

ESTABLISHED

1881

17 MILLION CIGARS A DAY
IN SEPTEMBER

CIGAREHES PASS
115 BILLION MARK

MANUFACTURERS PLAN
FIRST CONVENTION

THE TALK OF THE TRADE

\*'

}IoBART B Hankins — Editor

Associate Editor — John Cleary

till a luiiuini; trip. No luxuries
hcrc.as"llcrb"\\ clch — t.inious
Maine Guide — niakcN noon
tamp. I kart> t>utdt)i>r appL utcs
Welcome the <<en>e ot liiuestive
Nvell-hein.u that smokmc ('ameK
encourai;e>>. An "Herb >asN;
'WtiN tiling that goes into the
%M>OiU with me haN tu e.irn its
\v.i\. (ainels more than earn
theirs. lAe lixeil on tme meal a
dav—ju>t dried meat and water
and \\u dined ein the be^t
that the State ot Maine oticrs —
hut no matter what lin eating,
it tastes better anil digests
better when I smwke C ameU."

^'^^'^^

OU EAT

3MC;

YOl cat over a thousanil mtals
a vtar! FockI is varied. Place
and time often ditkr. Sometimes
you are free of care — at other times,
\vt)rried and tensL. ^'et, thanks to
Camels, vc»u can Ik Ip digestion meet
these changing tonditions easily.
Smoking Camels speeds up the flow
of fluids that Start digestion off well

and keep it running smoothly. Ten-
sion eases. Alkalinity incrca^i. You
eni<»v \nur food more — and have a
feeling of greater t ase arul content-
ment after eating. Mealtime or atiy
time — make it Camels— for diges-
tion's sake, for Camel's invigorating
"lift, ■ for mildness and 6ne flav«>r.
Camels do not get on your ncr%es.

II01ITES 100 TRAINS A DAY. H. M.

Wright, train thfector. says: "I smoke
Camelj) at nu-ahimes and after, and know
1 can count on good digestion."

aLIOER CHAMPION. Mrs. Dorothy
Holdcrman says; ' \ tew Camels, and I cat
with more relish and feel cheery and at
ease after^-ard. Camels set me right!"

THE TOBACCO WORLD

Vol. 56

NOVEMBER 1936

No. 14

THFi report of the Bureau of Internal Revenue,
relative to the tolmeco industry, for the month
of September, V.YMS, indicates impressive propj-
, .s for the ei.oar industry in all classes except Class B.
i uar withdrawals for all classes indicate a gain of
almost (;(),0()(M»M) cigars over September of 1935.

Class A accounted for the greatest increase— more
tlian 52,(K)(),()0() cigars. Class C forged ahead with a
n.iin of more than 8,()0(),(K)0. Classes D and E gained
;, () but there was a downward trend in Class B of
i, ,re than 2,000,000.

Cigarettes are more than 3,500,000,000 in the lead
i. .r September, 1935.

Slight gains were made by chewing and smoking
1( hacco and snuflf.

Many years ago a prominent cigar manufacturer
remarked to us, in reviewing some disappointing
statistics of the industry— and when all business was
in a temporary state of coma — that the last thing a
man gave up in ''hard times" was his use of tobacco,
regardless of the form in which he purchased it. And
\\v added that as soon as money became more plentiful
it was the first commodity after food to show an up-
ward trend in an aiJpreciable percentage.

So much for lliis man's viewpoint which appears to
Imrne out bv facts.

In any event, tobacco j)roducts, taken as a whole,
\\. re in a substantially .stronger position in September
<.f 11»:>() than in Septendx»r of 1935.

^HE Tobacco Merchants* Association, which
keeps admirable records of the trend of all to-
bacco products, has recently issued its bulletin
(Hvcring the first nine months of the calendar year.
It >hows that Clas>^ A cigars produced in the United
Stah> have increased 8.89 per cent, in this nine months'
period with a gain of almost 275,(KKMHK). Class B in
tlif same time dropped more than 23 per cent., obvi-
ously indicating that it is not a jjopularly priced
piuduct.

< >n the other hand. Class C, which is higher priced
iiHichandise, shows an increase of almost 12 |)er cent.,
while even Class D went ahead 6 per cent.

Class E in the ftrst nine months declined less than
-li per cent.

Cigarettes have bounded forward with an upward
^m j^u of 13.73 per cent. gain.

Manufactured tobacco increased more than 1 per
t'» I.;., while snuff gained almost 5Mj per cent.

The progress of the cigar industry Mn be no better
< xemplified than by the totals for all classes of cigars
protluced in the United States, Porto Rico and the

Phi]ii)pinc Islands and which were consumed in the
United States.

This figuie for the first nine months of 1936 is
o,!K>.'),H7H,149 as coinparcd with the same period in
1935 when tlie total was 3,6()8,f)ll,0S7. This is a gain
of niore than 2(i5,()0(),()00 cigars in the nine months*
period, or an increase of almost 7' i per cent. Which is
something to write home about.

TAMPA cigar manufacturers who produce some
of the finest cigars of domestic manufacture in
this country are on their way w^ith gratifying
orders for their finer sizes of clear Ilavanas for the
Christmas trade, according to the latest news from
that long-established branch of the industry. The
blended brands as well are receiving encouraging sup-
port from their distributors and jobbers throughout
the country.

From current reports of the Internal Revenue
Bureau concerning cigar withdrawals (which are most
gratifying) it would a|)pear, if statistics mean any-
thing, that not only tlie industry in Tampa, but the
cigar industry of tlie nation is making splendid prog-
ress, des|)it(' the many obstacles which from time to
time have aptpeared in its piathway of progress.

We are optimistic in the lu'liof that this coming
lioli»lay season will be one of the best in years for the
cigar business for the manufacturers, jobbers and re-
tailers.

FOR the Holiday Season pipes are again coming
into their own and splendid displays are to be
found in the retail shops in the business section.
There are times when a pipe seems to *'hit the spoC*
with even the most confirmed cigar or cigarette
smokers.

We note with interest an occasional new' pipe on
the office desk or in the home of friends we visit. This
year, as is usual, new pipe styles are being introduced
and are ai)parently being well received by pipe smokers.
It seems that with the progress of the years pipe styles
improve, and that may have considerable to do w^ith the
increasing production of that industry.

Pi|)e manufacturers seem to go definitely forward
with new and graceful designs of bowls and stems w^hich
are continually enticing pipe users to i>urchase **a new
one." A case holding a pair of pipes is something
which is doubly appreciated by the smokers who prefer
tobacco in that form.

The TOBACCO WORLD (etUblUhed IM) U published by Tobacco World Corporktioa ; Hobart B. Hankins. President and Treasurer: John Cleary, Secretanr.
OSce, 2M Clwstnat Street. Phttadelpbia, Pa. lasted monthly. Subseriptions, available only to those engaged in the tobacco industry or trade. |1.00 a year, IS cents •
*^n', forctga, |1JS a year. Entered as secood-elaM mail autter, OccMBbw 22, 1909, at the Post Office, Philadelphia, Pa., under the Act of March 3. 1^.

EVIDENCE of the continuing growth of the cigar
business, as woll as the gratifying participation
in that growth by aggressive manufacturers, is
reflected in the report of Bayuk Cigars, Inc., for the
quarter ended September 30 : Net profit after depreci-
ation, Federal income taxes and other charges, $322,-
231, equal, after 7 ]hm" cent, preferred dividends, to
seventy-twocontsoaeh on 393,060 no-par common shares
outstanding. Tliis compared with $230,394, or forty-
nine cents a share, on 393,000 common shares in pre-
cedins? (piarter and net profit in September quarter
of 1935, amounting to $296,098, or $2.59 a share on 98,-
262 common shares then outstanding, prior to four-to-
one split of common stock. No provision made for Fed-
eral surtax on undistriliuted earnings.

CIGAR manufaclurers are making a special effort
to attract attention to their cigars this year,
more than for a long time. Special packages of
new design are not new in the trade, but there seems
to be a new impetus this year to make cigar containers
in the higher grath- cigar line more unusual and at the
same time attractive and decorative.

With cigars going forward there is no reason why
the retail trade throughout the country should not cash
in on tiie manufacturers' etTorts to give the consumer
something more than he might ordinarily expect in the
way of a holiday package.

Many of these packages are already on their way
to the trade, and it is reasonable to expect that this is
going to be a splendid Christmas season for the dis-
tributors and retailers of cigars.

After all, the increasing development of the indus-
try is in the hands of the distributors, jobbers and re-
tailers. They have never failed yet to do a good job,
and we anticipate that they will do a better one than
ever before in this 1936 Holiday period.

On the streets, in the clubs, and in the home, men
are again smoking cigars to a greater extent than for
some years past. It is a real harbinger of better times
to come for the entire tobacco industry.

TO the news, published on another page, that Jack
(Baron Munchausen) Pearl is returning to the
air waves, must now be added the tidings that Ed
Wvnn, known variously as the ** Perfect Fool", the
**Fire Chief*', and ** Gulliver the Traveler*', is also
coming back on the ether with his "So-o-o-o-o".

Pearl, again stooged by Cliff (Was you deru
Sharlie) Hall, will he heard Monday nights, beginning
November 9, the broadcast originating from WJZ.

Wynn and Graham MacNamee will return the fol-
lowing Saturday, November 14th.

And the reason the two comedians get this mention
in m tobacco business paper is that their sponsors are
cigarette manufacturers. Pearl's is Brown & William
son, featuring Kools and Raleigh. Wynn's is Axton-
Fisher, manufacturers of Spuds.

THE York County Cigar Manufacturers Associa-
tion is making plans for its 16th Annual Ban-
quet in the month of December of this year or in
January of 1937. This Association has a splendid back-
ground and has been holding its annual banquets for
a longer uninterrupted period than any association that
we know of in the industry. Tables are usually at a
premium and it is always a grand affair with a truly
representative attendance of the industry.

The date and place have not been definitely selecte.j
but since it has usually been held in York, Pa., it is sale
to assume that it will be held there or in that vicinity.

IN AN endeavor to interest not only the college
student but the old '*grad", in cigar smoking, sev-
eral firms during this present season have been
offering prizes in cash and in cigars to those smokers
who guess the correct score in a certain number of foot-
ball games.

The Cigar Progress Board is also using this
method of stinmlating cigar sales, and it goes hand in
hand with the build-up for more cigar smokers both
young and old.

The cigar business has made splendid progress in
this calendar year, and there is every reason to believe
that it will carry on through the remaining months of
193() with a record-breaking year of cigar sales.

o-

WITHiE the crop is not of an appreciable siz
as compared with other foreign leaf tobacc
l»roducing countries abroad. New Zealand i^
making a forward step in the culture of tobacco. This
crop year is estimated to exceed 1,500,0(X) pounds. Al-
ready some of the previous year has been shipped to
England and according to trade reports was considered
to be of excellent color and quality.

It is sai<l to be smooth and cool with no unpleasant
tang. About (15,000 ])ounds of this tobacco came to
England from the 1935 crop, and a larger shipment i>
anticipatetl this year. New Zealand is also experiment-
ing with types of cigarette tobacco which if success-
fully ijroduced will be welcomed in England where
cigaroite leaf is always in demand.

CIGARS shaped like a pipe, with bowl, crook, item,
^11 everything nmde of tobacco, are \mng passe- 1
around by Edward A. Pilene, Boston department
store executive. **I originally saw this shape in Eu-
rope," he told friends, ♦^but domestic tobacco men told
me the shape wouldn't draw well. Do you know, I
almost had to get professors from the Massachusetts
Institute of Technology to explain the law of capillary
attraction to those fellows before they would even try
rolling one!"

The Toba€C0 WorU

Women Smoke 'Em Because

They Like 'Em

By Hobart B. Hankins

OXE Saturday afternoon, more years ago than we
care to tabulate, we sat in a restaurant in Phila-
delphia having lunch, and toward the end of the
11 al lighted a cigarette. The cigarette had hardly
sin I ted on its way when a waiter came over to the table
a I said, '*l'm sorry, sir, but cigarette smoking is not
|,. rmitted. Mav 1 take it away, sir?"
We inquired, "Why!"

And the waiter said, "It is objectionable to the
1; lies." So without auy argument we tossed the cigar-
, • away and lighted a CHnco cigar, which was our
laorite then, and the largest selling cigar brand in
th. Inited States at that time.

And now a woman writer for the Philadelphia In-
(jiiirer which carries considerable advertising of to-
l.aeco products, w^ades in up to her chin with a tirade
ahout smoking by women.

The late Lillian Russell smoked a petite cigr
iii.ule especially for her in a famous Havana factory.
Tilt' size is named for her and is still marketed by some
ui the high-grade distributors of the country. Among
!li< many places where it may be purchased is the
I fiion League in Philadelphia, unless there has been a
Hidden change of heart on the part of the buyer for the
( i'^ar department.

Now Lillian Russell was not the only woman in the
1 uited States who smoked cigars or cigarettes in her
(lay and generation. And so far as cigarette smoking
by women in the United States is concerned, we think
liiut is their own private affair.

We do not think the columnist wouhl have done
iiiiuh if she had crossed Lillian Russell's path after
h. r great triumph in "Wihlfire", and which the In-
qunrr writer probably doesn't know anything about,
hut which iier boss does. And if the late Harry Knapp
were able to speak a word he could say plenty.

So far as we know there is nothing new about
sijiuking bv women. We will go back when women
w le smoking Sweet (*a|>oral. Bicycle, and even the
t uheb, but not in the Waldorf or the Astor. They did
!M.i like it. And even ChurchilPs and Bustanoby's
li.wned on mm smoking cigarettes.

But all this has changetl and women are amoking
<iLrarettes more and more. There isn't any question
iilKiut ttwit. When the ** Bridge Club" meet« on **La.
r ' Night", they have their cigarettes in generous
t| niiities, and their midnight lunch may be accom-
|> nied by a bottle of beer or a highball. Having ob-
- t vecl this procedure for about twenty years, we have
> to record a divorce or an automobile accident
atuiing our friends.

The ladies who play aw by iw means ** blowzy**.
All of them have children who have graduatwi from
liluli school, and most of them are doing well in college.
And «o far as nicotine stains are concerned, we
II -1 laugh out loud. Motlern science has long since
< 1« ared up that condition. We know women who smoke

ember /, /pjd

a jiuck of cigarettes a day and their teeth are as white
as pearls.

'i'lieir linger tips are unstained and their teeth are
snowy white.

.\s lar back as 11)09, and probably before that,
women W(Me smoking cigarettes openly in the lobby and
'ounge ol the Kitz in London, as well as in other swank
iioicis and restaurants.

Women have walked or talked their way into many
oerupations that were exclusively in the masculine
tield, and there has been little objection to it. And for
the most |»art they have done well in their chosen voca-
tions. 'I lie fact that they are doing a good job is a
reeonimendalion in itself.

Although the State law may permit it, we do not
view with pleasure a woman standing at a bar, despite
all the prerogatives which have been granted te her,
and which permit her to do so.

She looks far more gracious and womanly sitting
at a table with a cigarette poised in her fingers, and the
lighted match on its way to bring her the satisfaction
which this tyi>e of tobacco product creates.

The tobacco industry has no partnership with the
liquor industry, but the fanatics of the country con-
tinue to insist that they go hand in hand.

We have known men, some of whom have been
gathered to their lathers, who smoked cigars inces-
santly, lighting a fresh one from the butt of another.
And they lived to their threescore and ten.

With the gradual emancipation of women, they
have more time on their hands, a larger opportunity
\^^ j.li erve liow llicir more fortunate sisters live, and
lo olKserve their habits. It is only natural, so far as
their purses permit, that they seek to imitate them.

< her a period «if years cigarette smoking by women
\n\> licen accepted as one of their prerogatives and
desnite the occasional hullaboo raised about it, they
keep on doing it.

They smoke 'em Iwcause they like *em, and that
seems to he about as good a reason as any why they
should be allowed to indulge themselves if it adds to
their pleasures of living.

Suppliers to the clubs around the country main-
tainetl exclusively by and for women, will admit that in
proportion to the clubs' membership lists, they order
a variety of ( igarette brands in increasing quantities.
This mav be because women are smoking more or be-
cause ofa gradual growth in their memberships.

Any day on Fihh Avenue you can see the expen-
sive and less expensive cars roiling with one or more
ladies on their way to shop, or a matinee, comfortably
smoking a cigarette.

At any theatre you will n(»te between the acts a
fair |)ercentage of the feminine audience going up the
aisle and at the same time extracting a package of
cigarettes from their handbags.

(Continued on page 15)

y

Review of 1936 Cigar
Promotion Plan

By Joseph Kolodny

Administrator Cigar Progress Board

T IS timely that we .«ronorally review the cigar

Il)r(.nioti()n phiii, also tom-hing upon its administra-
tion. This is an intra-industi y co-operative move-
ment, and is naturally subjected to praise and abuse,
constructive criticism* and rancorous sniping, enthusi-
astic supi)ort and lethargic indilTerence, a broad con-
cept on the part of some of us, and a very limited and
narrow view on the j^art of others.

A co-operative movement diifers greatly from a
conmiercial undertaking. In forming a business enter-
prise, the individual, partnershii), or corporation in-
vests capital. Emi)loyees are directly responsible.
They do their jobs well — or get fired.

A co-operative undertaking — on the other hand —
operates in a diametrically opposite way. It involves
the willingness of a number of individuals to "pull
together" toward the attainment of a common goal.
We are not dealing with inanimate objects or raw ma-
terials. We deal with human beings, each of whom has
his individual attitude and reactions.

We must, therefore, take into consideration the
competitive status of each firm, particularly in an in-
dustry that, until recently, was in a decadent state, thus
further contributing to a bitterness and vindictiveness
of its members toward one another.

The cigar promotion plan is predicated upon the
truism that no individual in an industry is bigger than
his industry; that the prosperity of any individual in a
declining industry is only temporary in character, and
that the |)reservation of the industry makes it neces-
sary to unify the efforts of all elements for the purpose
of turning the trend from downward to upward.

The authors of the plan were also fully aware of
the economic status of the industry. They knew that
any hope of acquiring a large amount of money for
co-operative newspaper, radio, billboard, and magazine
advertising was out of the question. Hence the formic
lion of the Cigar Progress Board. The very composi-
tion of this organization indicates the uniqueness and
originality of this national undertaking. The forma-
tion of this Board, we believe, charts a new course in
|)romulgating industrial understanding. Just consider
the make-ui) of the Board — cigar manufacturers, leaf
tobacco dealers, wholesale distributors, retail dealers,
chain store operators, salesmen, and supply houses.
Here is an undertaking embracing every branch of the
industry.

Wlienever meetings are held — at regular intervals
— ^representatives from each of these groups sit around
a table, and, in a spirit of fairness and unselfishnesi^
confer, plan, and evolve ways and means designed to
rehabilitate the industry, so that everyone may im-
prove his individual standing. Frankly, it is because
of their cheerful abandonment to this task that they
fliMi the work pleasant, otherwise it could not be placed

among the most pleasant of jobs. To administer a
nation-wide program with a very limited amount of
funds is a ditlicult prol)iem. Yet the work was started
and is l^eing carried on etTectively.

What we have tried to do! A number of things.
Let us sunmiarize them brietiy. If, in meeting your
customers, you tell them that your firm is making head-
way, is prosi>erous, and expanding its activities, then
you will be accorded a pleasant welcome from the cus-
tomer. If, on the other hand, you bemoan conditions
and indicate that your firm's business is declining, then
you may not even get an order.

One of our major tasks, therefore, consisted of
creating cigar discussion principally among consumers.
We have issued a number of excellent window posters,
and a large quantity of consumer folders. We have
conducted numy consumer contests. We are progress-
ing in our negotiations with the motion picture indus-
try, and — as everyone knows — we have just successfully
concluded a nation-wide scholarship contest. The pur-
l)Ose of this contest was to help enlist the younger gen-
eration in the ranks of cigar smokers. While no one
can accurately determine the i)roductivity of such a
contest, we are, however, safe in concluding that it was
instrumental in provoking cigar discussion among
many thousands of men and women in the United
States, as evidenced by the many thousands of replies.

The scholarship contest has necessitated a tempo
rary curtailment of our poster program. We are, as
previously slated, Gi)e rating within rigid budgetary
limitations. Good business judgment does not permit
the excess of expenditures above income. The scholar-
ship contest absorbed all the funds we had available
for the issuance of a series of three posters and con-
sumers' folders. Hence, the necessity of halting the
posters for awhile.

Of course, one may wonder why the scholarship
contest has caused an abridgment of poster work. Wo
issued thousands of window posters announcing the
contest. We distributed two million scholarship six-
page folders. An adequate supplv of this literature
was sent to 22UU V. C. C. Camps, llUO Y. M. C. A.'8, 550
T. M. H. A.'s, hundreds of colleges and universities.
Add to this the regular mailings to manufacturers and
their salesmen, wholesale distributors, and their sales-
men, and to chain stores and you can readily see that
the postage bill alone totaled a large sum. Also, please
do not overlook the fact that this is a nation-wide pro-
gram.

We have had owasion, during the past ftve m^ttifl,
to conduct contests among salesmen. The first was
a slogan contest; the sedond (now in force) provides
a prize to the salesman who has spent the gpreatest
number of years in the profession of selling cigars.

{ContHmed on Page 17)

Tkt Tobac€9 World

17 Million Cigars Daily in September

Increases Re^stered by All Tobacco
Classifications Except Class B Cigars
and Little Cigars; Cigarettes* Big Gain

ALL tobacco classifications, with the exception of
Class B cigars and little cigars, registered gains
in September withdrawals for consumption.
Total cigars increased 12.39 per cent., cigarettes 33.11
per cent., large cigarettes lt).53 per cent., snuiT 15.3
per cent., and manufactured tobacco 2.01 per cent^ The
( la<s B cigar decline was 31.55 i>er cent. (2,171,297
cigars) and the loss in little cigars was 0.66 per cent.
(94,294).

mgar withdrawals totaled 513,886,295, in contrast
lo 4r)7,239,974 last year, a gain of 56,646,321. And
that, friends, is more than seventeen million cigars a
day, 17,129,543, to be accurate.

Class A led in volume of gain, its total of 453,891,-
025 being 50,142,590 ahead of last year. That was a
gain of 12.42 per cent.

Hut ('lass C toi)ped that in percentage of gain.
The total was 51,222,436, which was 8,211,168, or 19.09
per cent, better than last year.

Even Class D exceeded Class A in percentage of

CiRars :
Class A —

United States . . .
Puerto Rico
Philippine Isiland^

September,
1936

429.5f>0,070 -f

5.071.100 —

19.259.855 —

Increase or Decrease
Quantity Per Cent.

51.924.485
929.350
852.545

13.75

15.49

4.24

Total 453.891.025 + 50.142,590

12.42

Class B—

I'nited States ....

Puerto Rico

Philippine Islands

Total

Class C —

I nited States . . . .

I^ierto Rico

Philippine Islands

Total

Class n—

t 'nited States . . . .

Puerto Rico

Philippine Islands

Total

Class E—

t 'nited States , . . ,

Puerto Rico

Philippine Islands

Total .

I utal All Classes:

Tnited States ...

Puerto Rico

Philippine Islands

4.548,763 — 2.254.807

119.050 + 62.550

42.110 + 20,960

4.709,923

2.171.297

51.162.610 +
40.000 —
19,826 —

8.241.642

21.550

8,924

5I,2S,4W +

8.2U.168

3,742.667 -|-
4U26 +

419.468

500

41,270

33.14

31.55

19.20

19.09

12.62

• # • *

3.783.987 -f

460.238

13JS

278.924 +

3.622

1.32

278,924 +

3,622

1.32

489.293.034 +

5.230.150 —

19.363,111 —

58.334.410
888.850
799,239

Grand Total S13,886.29S + 56,646,321

little Cigars:

Tnited States

I'uerto Rico

Philippine Islands

Total ,

S'ovemhet i, tpjS

14,193.506 —
30,000 +

124.294
30.000

■ *■»««

14,223.506

94.294

13.54

14.53

3.96

1239

0.87

• • * ■

0.66

gain, its 3,783,987 being 460,238, or 13.85 per cent, in
excess of last year.

And Class E's total of 278,924 was 1.32 per cent,
improvement.

All of which indicates continued recovery in the

cigar business.

(*igarettes had another big month. The total was
14,.342,421,823. While not up to the record-breaking
July of this year, the September consumption was ex-
traordinarv in point of its increase over the same
month of 19.35. The total then was 10,774,539,390, so
the gain was the remarkable one of 3,567,882,433, or
33.11 per cent. Hot diggety!

The total of 14,223,506 for little cigars compares
with 14,317,800, a loss of 94,294.

Large cigarettes totaled 241,900, compared with
218,850, a gain of 23,050.

Snuff totaled 3,233,843, compared with 2,804,755,
a gain of 429,088.

And manufactured tobacco totaled 26,862,561
pounds, a gain of 683,787.

All in all, a good month's work!

September,
1936

Increase or Decrease
Quantity Per Cent

Cigarettes :

United States . . . .

Puerto Rico

Philippine Islands

Total

Large Cigarette:

I'nited States , . . .

Puerto Rico

Philippine Islands

Total

.Snuflf (lbs.):

.Ml I'nited States

Tobacco Mfrd. (lbs.):

United States

Philippine Islands

14,341.883.483 + 3,567.800.093

440,000 + 3(X).000

98,340 — 217,660

14.342,421.823 -f 3,567.882,433

33.11

33.11

221.900 4-
20,000 4-

3.050
20.000

1.39

• ■ • •

241.900 +

23,050

3.233,843 +

429.088

26,862.561 +

683,787

Total

26,862,561 +

683.787

10.53

15.30

2.61

2.61

Internal Revenue Collections for September
Source of Revenue 1936 1935

Cigars $ 1,221.779.54 $ l.(»0,618.46

Cigarette- 43,033,816.21

Snuff .-...• 582.091.65

Tobacco, chewing and smoking 4,835,632.18

Cigarette papers and tubes 85,865.08

Leaf dealer penalties 2S.(W

32.325.400.63

504,855.81

4.712.857.02

152.953.82

94.68

1920.
1921.
1922.
1923.
1924.
1925.
1926.

U. S. Cigar Withdrawals lor September

678.640,116 1927..

614,427,829
625.771.965
598,817,907
605.608.215
575,763.645
600.016.402

1928.
1929.
1930.
1931.
1932.
1933.

639.359,094
586.266.514
591.738,380
523.973,070
449.329,986
405,418.907
423,599,786

a
m

ill

115,163,689,103 Cigarettes in 9 Months

Cigars Also Run into High Figures with
3,933,878,149 Withdrawn During Same
Period; Snuff and M/d. Tobacco Up

SKPTHMRK1?'S avcia-c of inoiv lliaii sevi'iitocn
million ciuars a day hroimht the aveia.iit' for tlu'
first niiK' months np licyond the I'onrtt'cn and
one-half million a day mark. Wiio says ciiiars arc not
cominii' back.' .More than .'>,*).'>.'),( KM ►,<)()(( ciuars were
withdi'awn for c(»nsumi»lion duiinu the liist nine
months of !!>.*](), accoidinu to the latest Snpplcment to
the Tol)acc(» Haionictcr, issued i)y the Tobacco Mer-
chants Associati(»n.

l>roken down into trade )»ackai:es, the nine montlis'
business re]»i-e-<ents 7s«),77r),().'l(i live -packs, or 1. ")7.. ').")'),-
12() fortieths, or 7s.()77, .')<>;> twentieths.

The iiain of l!< ;.").•_»< i7,(MiL> alone represents r):i,():):i412
five-i>acks, or 1<m;1(I,(;sl* fortieths, or ."),:!( )rj,:Ul
twentieths.

Each day duiinu ihe nine months there were
14,.jl(),l.jrj eiuars >moked. The>e ii'presenteil a daily
consumption of 2.!Mi;i.2:n live-packs, oi- r)S(i,(;4(i for-
tieths, or 2:M),;;l»:: twentieths.

And the tlaily uain alone amcuinted to !»7S.S4.')

Cigars :
Class A—

United States

Puert«> Rico

Philippine Islands , . .

lst9Mos.
Cal. Yr. 1936

3.353.110,320

30,24(».5.>n

130,725.950

+

Increase or
Quantity

273.859,735
11,091,930
25,434,920

Decrease
Per Cent.

8.89
26.84
16.29

Total

3.514.076.800

+

237,332.885

7.24

Class B—

I'nited State-

Puerto Ric«»

Philip|)ine Nlanrl-

3( ...127.027

."^-'s.rso

214.04',

—

10,988.819

331.600

42,678

23.22
28.65

• • * •

Total

37.367.423

—

11.363,097

23.32

Class C

United States

Puerto Rico

Philippine Island- . . .

353.623,420
287.450

125.056

+

37,860.912
81.200

5.182

11.99

Total

354.0.^if,,5.12

+

37,784.894

11.95

Class D—

United state-

Puerto h'ii o

Philippine I -lands . . .

26,11.1.471
7(.,701

+

1.479,152

500

74,974

6M

Total

26.190,172

-H

1.553.626

6.31

Class K—

United States

Puerto Rico

Philippine Islands . . .

2.198,487
8.735

+

49,411
8,165

2.20

Total .............

2Mi7M2

41,246

1.83

ciuars, or 1!)r),7(;!) five-i)acks, or '?9,ir)4 fortieths, or
l!>,r)77 twentieths.

And look how tliose ciuarette riuui'fs are mount-
inul More than 117) hillion ciuMiettes smoked in nine
months. The total of 1 ir),l().'{,()S!),l().'5 compared with
lMl.i!r)S,4s.').;;;!7 foi- the first nine months last year, a
uain of l."5,!M).'),2();i,7(I(), or 1M.7.*I per cent.

Class A ciuars continued to lead in volume of gain,
its total of .'>,r)14,n7<),S(»(i represeutinu a uain of 237,-
:!:!2,S8:) over last year's :>,27(i,74:J,!nr). Ulass B and
Class K, as usual, icu'istertMl losses.

Class C eonlinued to lend in peirenta.ue of gain,
its total of .■).')4.n.'IH,r).']2 represent inu an inci-ease of
:J7,7s4,S!»4 (»ver last yeai's :n<i,2r)l,(;:{S, the very sub-
>tantial uain of 11.1)7) per cent.

("lass J)'s percentaue of uain rose to (>..'»1 per cent.,
the total of 2(;,1!H),172 comparing with 24,(J:J(;,7j4(; last
yeai'.

Classes I) and K, as usual, registered losses.

Snuff and mannfactuied tobacco both had gains to
record, while little cigars and largt' cigarettes regis-
teii'd losses.

1st 9 Mos.

Increase or

Decrease

Cal. Yr. 1936

Quantity

Per Cent.

3,771.373.331

+

302,161,569

8.71

31.353.7.W

—

11.505,230

26.84

131.151,088

—

25,389.277

16.22

3.933.878,149

+

265,267,062

7.2$

3.15

13.73

Tfital AllClas>cs:

I'nited States . . .
Puerto Rico ....
Philippine Islands

Grand Total . .

Little Cigars ;

United States , 135.4,M.ol2 — 3,534,509 2.54

Puert.. Rio 1.5.?2.400 — 917^0 $7 AS

Philippine Islands ...

Total 136,9f,7,012 — 4,452,109

eiK;«rette>:

United States 1 1 5. 1 59.842.733 + 13,905,070.906

I'uert.. Rico 3,2(A)jm + 952,660

Philippine Island- .. 586.170 — 819,86(J

Total '~"

U.»rL;« C iK.irettes:

United States . . ,
Puerto kiro ...
PhilipiHUe Island-
Total

SnutT ( lbs. ) :

All United State-

Tohiii Co M tr<l. ( Ihs. ) :
United States
I'liilippuie Islands

Total

. 115.l6.Vi«9,I03

-f 13,905.203.766

13.73

1.733.011
246,(KK)

+

78,065

16.000

5,900

4.31
6.9o

1.979.011

—

67,965

3M

^.499.448

+

1.405.513

5.42

234.230,831
10

2.637.975
/

1.14

. 234,2.30.841

-1-

2,637M2

1.14

Th§ Tobacco Worla

Whether you sing in the
parlor — or just hum in
your morning tuh, be kind
to your throat. Choose
a light smoke— a Lucky.

A Light Smoke...
In Harmony with your Throat

light smoke, with all the throat protection that
'*Toa-ting*' offers i» not merely for the singing stars of
radio, talkies and the ^lage. Your throat is just as tender
. . . vour voice M precious, too. Well worth guanling against
irritation an«l cough. So for throat protection as well
as pleasure, reach for a light «>moke — reach for a Lucky.

M RICH, RIM-BODIIDTOtACCO- ITS TOASTiO

mber I, tgjO

Manufacturers Convention in January

irsar*'
jpleasui

he
ible

A NATIONAL Convention of cigar manufac-
turers, the first of its kind in the history of the
Ciuar Industry, will take place January 20th
and 21st, 1937, at the Commodore Hotel, New York
Citv. The conclave, sponsored by the Cigar Progress
Board, whose successful work in the effort to increase
cii^^ar consumption has gained nation-wide prominence,
will innnediately ])recede the 5th Annual Convention
of the National Association of Tobacco Distributors,
Inc., to be held on the 21st, 22d and 23d. The program
of this meeting will include all matters pertaining to
the welfare of the C'lgav Industry. The various prob-
lems confronting the manufacturers and cigar promo-
tional plans for the rehabilitation of the Cigar Trade
will be two of the major features of discussion.

Tying up with the Jobbers' Annual Convention,

this will be the first time the programs of one branch
of the industry will be co-ordinated with another to-
ward a common objective. Cigar salesmen will also
])lay an important part in the convention activities.
Special discussions will ensue on their co-operative
efforts in the nation-wide cigar drive, which to date
have been most gratifying.

The coming conventions will make a definite and
lasting contribution toward the further solidification
of all branches of the industry in their attempt to wipe
out the obstacles which hinder their progress.

The huge banquet Saturday evening, January 23d.
climaxing the four-day conventions, will not be given
in the same manner as in previous years, but will be
tendered as a testimonial to a number of people in th"
trade whose work and accomplishments on behalf of the
industry have been outstanding.

Indications of Tobacco Production

THE indicated production of all tobacco on Octo-
ber 1st is l,152,tl7r),(XK) pounds which is about
1 per cent, above September 1, but 11 per cent,
below the 1935 crop, and 19 per cent, below the five-year
(1928-1932) average i)roduction according to the Bu-
reau of Agriculture Kconomics, Department of Agri-
culture. The yield i)er acre is slightly above average
but materially below the record yield grown last year.

The indicated ])ro(luction of flue-cured tobacco is
686.430,000 pounds compared with 811,195,000 pounds
harvested last year and the five-year (1928-32) average
production 679,504,000 i)ounds. The yield per acre of
this class of tobacco is indicated to be 783 pounds com-
pared with the 1935 record yield of 928 pounds.

Prospects for fire-cured and dark air-cured to-
bacco improved slightly during September, but indica-

tions still point to the smallest crop of record for both
of these classes of tobacco. Condition at harvest and
rei)orted probable yield indicate a production of 99,-
235,000 pounds of fire-cured and 25,740,000 pounds of
dark air-cured.

The indicated production of Burley tobacco is 216,-
F59,0(M) pounds which is about 2 per cent, less than the
1935 crop and 36 per cent, less than the five-year (1928-
32) average production.

Maryland tobacco prospects continued to improve
during September and indications are now for a pro-
duction of 27,9(K),(KK) ])ounds, compared with 26,820,000
pounds harvested last year.

The indicated production of the cigar classes of
tol)acco is 95,912,000 pounds, compared with 87,943,(XX)
])ounds harvested last year, and the five-year (1928-32)
average jiroduction of 170,572,000 pounds.

Jack Pearl for Kool and Raleigh

THE Brown and Williamson Tobacco Corpora-
tion, of Louisville, Ky., will present Jack Pearl,
headline radio, stage and screen comedian, as
star of a new radio series over the coast-to-coast NBC-
WJZ (Blue) network, on behalf of Kool and Raleigh
cigarettes. The programs will be heard from 9:30 to
l(f P. M., every Monday, starting November 9th.

Pearl, who long held popular rating as the air*8
top-ranking comedian, is noted for the role of Baron
Munchausen, which he created, and for his catch
phrase which swept the country, *'Vas you dere,
Sharlief-' He has been on a vacation from the air
for the past year and a half, spending most of that
time in Europe and South America.

He has developed a brand new program idea for
the forthcoming show, in which he will again be aided
and abetted by Cliff Hall, for the past ten years his
straight man, and more familiarly known as **Sharlie,'*

and by a star supporting cast. Further details of the
series will be announced shortly.

A native New Yorker, Jack Pearl has been in show
business since he was in knee breeches, getting his early
seasoning in vaudeville and burlesque. Since then he
has starred in every branch of the anmsement world,
including the Broadway stage and the screen. First
coming to radio in the late Florenz Ziegf eld's ** Follies
of the Air,'* as one of the brightest stars of the master
showman's stage productions, he immediately became
one of the air's leading attractions. Since then he
starred in several outstanding radio productions, until
he left for an extended vacation some eighteen months
ago.

The Brown & Williamson Tobacco Corporation has
recently presented various spot broadcasts and has, for
the past two years, sponsored the exclusive nationwide
broadcasts of the running of the Kentucky Derby from
Churchill Downs, close to the company's headquarters
at Louisville.

Tkt Tobticco WorU

ical
lofsnit ing.

BAYUK BULLETIN

Devoted to the
best interettt
ofthemenwho
lell cigari.

iNO\h lit H I. IMH6

Prepared twire a month

(HILD YOU USE SOME
EXTRA CIGAR SALES?

'hen display some signs
like this!*

you are a dgar retailer, we take it you would like to sell
lore cigars. Well, here's the way to boom your sales this fail
id winter. It's so easy that not to do it, is throwing good
[ofley out of the window*

ivc some signs lettered or printed ^ying: "WE KEEP OUR
IGARS FRESH'\ Display the signs prominently in your
)rc an J on your windows. That will bring the customers in,
right. Can you doubt it?

—if you expect to keep those customers coming back for
Jtc, you've got to make good on this claim of fresh cigars.
t*s < asy, too. Specialize on brands with big demand, so
your stock turns over fost. And be sure that the air in
show cases and wall cases is properly moist. Do these
dill gs-i. and watch your sales go up. Not only your sales
<%ars, but mher items too. The customers who come to
fmh dgars will buy other things as well. P. S. TO SALES-
jf y<m think this is a good idea (and don't you?) pass
along to ycHir customers.

Are you interested in telling the world that you keep your
dgan fresh? Drop us a post card. We shall be glad to send
you, free of charge, posters like the one shown above^
Bayuk Cigars Inc., 9th St. &.ColuinbU Ave^ Philadelphia.

REE

HERE'S HOW TO KEEP
YOUR CIGARS FRESHI

IOne of the most effective types of humidifiers
■for show cases is a series of cylindrical moif-
teners suspended at the top of the case at intervals
of three feet. Each wall case should be equipped
with a flat type moistener. These and other
mechanical humidifiers may be obtained at vari-
ous prices.

2 A less expensive moistener is made of clay
■or a^stos in both the cylinder and the flat
"blotter" types,

3 If you can't afford to install a regular humidi-
■fier, much may be accomplished by keeping
moistened sponges in the case. Be sure to change
the sponges before they become smelly.

4 Still more economical humidifiers are ordinary
■bricks, which have been soaked in a pail of
water for 24 hours. You should have two sets of
bricks, and change them every day — letting one set
st^ in water, while the other set is on duty.

Keep only your fastest selling cigars on top of
the case. When you shut up shop for the ni^t,
put all the dgus back in the case.

Salesman: A Man Who Sells

By Frank Trufax

Distributor of Bayuk Cigars

SIXTKKX yt'ars auo today, I started out to sell for
a jol)l)er located rii;ht here in Anytowii. My Boss
was a I'eal IJoss — eripes, how I used to liate liiui
at times aiul what a fool 1 was. lii my tlumhiiess, 1
didn't know the meilieine he made me swallow was for
my ultimate yood as mueh as for his personal gain.

He took a man at tiie man's own valuation of him-
self and then expected that man to make good.

If a man said he was a blacksmith, he ex})('cted him
to slioc his horse Kioiix. If a man said he was a car-
penter, he expected him to i)ut up those oxtra shelves
in the office Hic;ht, If a man said he was a Salesman,
he ex|)ected liim to sell his i^rotlucts Rkjut,

And, so it was, when one day, after I had served
my so-calleil apju'cnticeship in getting up orders and
getting out shipments, 1 told him I wanted to Sell
because 1 was a Salesman, he saiil, "(Jo to it!"

Man, wa>n'l I 'jiroud — recognition at last! A

Salk

SMAX

. I f

Three buttons tlew olT niv vest when I

called my>elf wliat I thought I was, — A Salesman!!

Thirty-eight calls the lirst day. Brought in twelve
orders. Done fairly well, 1 thought. Can't always
knock 'em all over with the tirst ball down the alley.

Then the awakening .... Zowie!

"Well, mv bov, how'd vou make out?" asked mv
Boss.

"I got twelve orders. Boss — not so bad, do you
think for first day out," said I, a little coekily.

"Xo, that 's not bad, my boy, Imt what was the mat-
ter with the other twentv-six <lealersf" (jueried the
Chief.

I made the answer that I thought was the right
answer, it wa> wrong — dead wrong but gad, I'm g:lad
1 gave the answer, wron<r a> it was. If I hadn't, the
chances are I wouldn't have received the best and big-
gesi ]e>>on I ever had on Salesmanship.

Kemember, he had asked me what about the twenty-
six dealers from whom I hadn't secured orders and
here was my answer, —

"\Vell,*/^..s.s. they just wouldn't Buy."

X<»thing lacking in me, you know — I was A Sales-
man and a smart fellow. If they wouldn't Buy, they
were just passing u]) a good bet. I couldn't help that —
wasn't my fault. I was a Salesman but they just
w Hildn't buy.

These were the thoughts Hashing through my mind
a^ T waited for the come-back from the Boss*; he'd
agree with me, of course, 'cause he, too, was a Sales-
man— I was willing to admit that.

Yes, and when he got through with me I was will-
ing to adnn't a heap sight more and the "most" of the
"more" that I was glad to admit was that 1 found out
Wiiv hi* was a Sah'stnan.

"Worm, look here (that's just wlnit he called nie,
Worm). You said you were a Salesman. Maybe,
you were. Maybe, you will be but right now, with the
meaning you attach to the woi'd 'Salesman', you're not
even a <pialilied case o]»ener. If I ditln't think you
might be a Salesman, 1 wouldn't waste a thought on
you. (Jet this and gi't it so cemented in your brain that
even if you love your head, you'll still remember what
I say to you. Vou went into these dealers' stores to
Sell — not to find out that they wouldn't Brv and when
they wouldn't Biv, it wasn't because They wouldn't
Brv, il was because ifnu, you, I mean, couldn't Sell.
I)(»n't you ever say to me again that So and So wouldn't
BiY. Be a man — acknowledge the corn— say, 'I
couldn't Sell'. There's no <'rime in occasionally
falling- down but in the Law of Salesmanship it is pre-
scribed that 'passinu the buck' is punishable with the
extniclion of 75 per cent, of your tongue and that's
letting you off easy."

lie said more but he said plenty if he'd stopped
right there.

When we fail Ik cause of temporary personal ina-
bility but blame it on some factor ovei- which we have
no control, we maki' no effort to correct the fault that
ma<le the failui-e and when we don't, we keep on failing,
failing, failing until we join the Alibiers, that breed of
Kxcuse Manufacturers who couldn't give away, let
alone sell, a bucket of water in Hades.

In a ball game the same bat that fouls out knocks
a home run when in the hands of a real Batteh. You
can't blame it on the bat !

In the selling game, th«' same dealer tliat wouldn't
buy is Solo when handled ))y a Salesnum. You can't
blani(» the dealer !

When we sell, we are Salesmen. But aren't wo
Salesmen when we don't sell! Yes, you are jn-ovided
when you don't sell, vou sav to vourself something lik<'
this,—

'*! didn't sell him that time and it's my fault but
I Wn.L sell him. If I earn credit when I Do .sell him,
ril take the blame when I Don't sell hiuL" That '-
being a Mam on top of a Salesman. Right T

What became of my ohl Boss, the salesman whn
gave me the first rudiments of Selling. He Sold m<
his business I

Growers Benefit from Concessions

TIJADK concessions of direct benefit to American
tobacco growers have been obtained in seven of
the fouiteen reciprocal trade agreements so far
concluded under the Trade Agreements Act. In 192!>
over 4(1 per cent, of the domestic production of leaf
tobacco was sold in foreign markets. Tobacco and to-

1^

bacco manufacturers exported in that year amounteu
to ](](] million dollars, and declined in 19.32 to 73 mil
lion dollars. In VJX) the value of these exports had
increased to UM million dollars, and, with the present
lessening of trade barriers by way of reciprocal trade
agreements, the value of tobacco' exports should con
tinue to rise.

Th* Tobacco World

From Mouthpiece to Non-Mouthpiece

CHANGE in consumer preference from the old
\ typ^* mouthpiece to non-mouthpiece cigarettes
^ is causing tol)acco growers in Japan to shift
fill I the production of native types to Hue-cured leaf,
th. P)ureau of Agricultural Economics has been in-
fo i led by its office in Shanghai.

Mouth])iece cigarettes, in which very little if any
fhi< nred leaf is used, were formerly the favorite
sin ke of the Jajmnese. In recent years there has been
a • ])\d shift in consumer demand to the non-mouth-
j»i. .' variety in which fine-cured leaf constitutes about
().") ur cent, of the tobacco used. In addition, total
eig, lette consumption is increasing.

The Bui'cau estimates that total consumi)tion of to-
l)a< • in Japan (exclusive of Korea and Formosa) dur-

ing 19.1fi-.37 (October Ist-September 30th) will not ex-
ceed 14;^,()()(),(M){) jmnnds or about the same as during
19.')r)-.*^fi. An increase is expected, however, in the
consumption of non-mouthpiece cigarettes with a corre-
sponding decrease in the consumption of mouthpiece
cigarettes and cut tobacco in which no flue-cured is
used.

Indications aie that the 1936-37 utilization of to-
bacco for non-mouthpiece cigarettes will amount to
a'),(M )(),()()() pounds compared with 62,0(X},0()() pounds
last year. Ftilization in mouthpiece cigarettes is not
expected to exceed 18,(KM),(K)0 pounds compared with
19,()( 10,000 pounds in 193:)-3fi. The consumption of cut
tobacco and otlier pioducts using no flue-cured leaf is
expected to amount to fiO,000,000 pounds compared with
61,00tJ,000 pounds last year.

Smoking Outfit for the Motor Car

TIMED with the announcement of the new auto-
mobile models, the Telemotor Corp., of 2(30
Fifth Avenue, New York, announces its new
(le|ii\e model Serv-A-Lite which is a complete smoking
eiiilil for the auto, sure to delight the driver who
>iii<»kes and his passengers. This ingenious d("vice may
he nllached in a jifTv to the dashboard of anv car, new
or old, without t(M)ls, or wiring or mechanical skill.
Tilt compact unit consists (»!' an unbreakable case hold-
ing twenty cigarettes, a self-lighter and dispenser and

a handy ash tray — all in one. Pressing a button de-
livers a lighted cigarette, readv to smoke. It's fullv
automatic.

Ilei'e is something a])pealing and practical that
solves the man's gift problem for the woman who has
been annoyed and distressed l)y watching her com-
j)anion fumbling for cigarettes and lights while driv-
ing. The deluxe Serv-A-Lite is lK*autifully finished in
black and chromium, i)acked in gift box, and is sur-
prisingly low in i)i"ice.

A

>

Soi,:,^}'

cr t, 1936

*M

WHEN PROTECTED BY A
REYNOLDS METAL WRAPPER

O A GOOD CTGAHS BEST FHEEND • THE

,mmmm

mmma

Classified Column

The rate for this column is three cents (3c.) a word, with
a minimum charge of seventy-five cents (75c.) payable
strictly in advance.

%^^frs<tfs\Vf»<'itfs<m<trs<m<m<ffi<i

:^^^f^S^F'^P^^P^!^i!^:^)!^sms^^

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large following
Address Box No. 580. "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs beginners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE k'ACHINES $19.50 each. ROWE 6
Column Cigarette & Match X'endors $38.50 each. Peanut Ma-
chines, Amusement Pin Tables, Electric Cranes at low prices.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

TOBACCO WORLD

The National ToImcco Buali^aa Monthly

A GOOD ADVERTISING MEDIUM

J

i4

STUDENT DRIVE ON

WITH the football season under way, the Cigar
Progress Board has inaugurated a promotional
drive on cigars in the colleges in its effort to
gain wider acceptance of cigars by students. This
campaign is in the form of a football guessing contest,
winners of which will receive cigars for prizes. Entry
blanks are being placed before each game in cigar shops
located in vicinities of the colleges, and also dormi-
tories, halls, and other places frequented by students.
The requirements of this contest are for the students
to guess the score of the game by quarters.

In filling out the entries, the students are also
asked to name their choice of what type of cigar they
would prefer, such as Panatella, Perfecto, etc. After
filling in their name and address, they deposit them in
boxes located either in the cigar shop or in several spots
throughout the school.

The Cigar Progress Board is conducting these con-
tests with the approval of the college administrations.
The first in this series of contests began last week
for the Columbia-Army game played in New York, Sat-
urday, October 10th. Other games in conjunction with
which these contests will be conducted are the N. Y. T.-
North Carolina game ; Chicago-Purdue ; and Fordham-
Army.

PROGRESS BOARD EBfBLEM

AT its recent meeting, the Cigar Progress Board
has adopted an insignia for its members, as an
identification for cigar manufacturers who are
supporting the nation-wide cigar promotional drive.
These manufacturers will be privileged to use these in-
signias on their cigar boxes and all forms of station* ry,
as well as their advertisements. Insignias may be im-
printed upon the cigar boxes without entailing any 'X
tra expenditure, as they can be printed at the box fac-
tory simultaneously with the factory legends.

NEW AIE PROGRAM FOR LARUS

ANEW half-hour radio program, * * Moments ^'
Never Forget," sponsored by Larus & Brotlier
Company, Richmond, Virginia, makers of
Edgeworth Smoking Tobacco and Domino Cigarct es.
will bo released shortly over a selected list of stati<»iw
from coast to coast. The program is handled by Mar-
schalk & Pratt, Inc., New York. The publication ad-
vertising of Larus will be handled by B. B. D. & 0., n ^ it
has been for many years.

~4 "«'>?»'"% '^^^

PICK & PAT

in ''PIPE SMOKING TIME

/#

with

i^- *. ^

^^- ' i

.3r

-i«4U».

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with tlie
increasing sales of • • •

DILL'S BEST and MODEL TOBACCOS

WOMEN SMOKE 'EM BECAUSE
THEY LIKE 'EM

{Continued from Page 5)

Time was, many years ago, when cigarette smok-
iim by women was not in good repute, but that preju-
ilico has long since disappeared. Today the shop girl
juilTs (»n her cigarette on an equal footing with the
woman who comes to town in her Packard or Cadillac
>muking her favorite brand.

We have already noted that a millinery factory ia
Xcw Zealand employing a large number of women,
ui\ t's them a rest period so they may smoke a cigarette
..1 drink a cup of tea. The management says this
hnak in the working hours has definitely increased effi-
( icncy and production as well.

And HO it doesnH appear that a very strong case
has iH'cn built up against women who smoke cigarettes.
Its use is not confined to any particular stratum of
foinalo society. If there be any distinction it is that
some can afford to carry their cigarette in an expensive
case designed for that purpose which the rank and file
can: wt afford, or because the original package can be
discarded when empty, thus ridding the handbag of
. ,->. witli no worry about leaving or losing a valuable
eig; !i'{tt' case somewhere.

I s.eins It) us to be a rather late date to start drag*

■ffin«r this (lead cat about women smoking across the

I \ ijapur pages devoted to their particular field of

activities.

There is still left a fringe of a fwwt generation who
t r.»\vn and turn up their noses, so to 8])eak, when they

a woman light a cigarette. But that type is rapidly
disi |»pearing, and we think for all time.

hi ! a tow years ago we were driving through a
t.w 11 where we had spent some time at school, when we
hapfjened to tiiink of a maiden aunt who resided there
a III I who hail made life very pleasant for us. When we
dr«.|)i)C(l in to pay our respects she had just returned
from a meeting of some literarj' society. She greeted us
at the door with a black velvet ribbon around her neck
aTiii was liressed in the height of fashion, wearing black
n s!i|ip('rs with the highest heels we had ever seen.
V a- **somebodv** in the town and the deeds to
some of the properties she owned dated back to its set-
tlement.

November t, 1936

OUR HIGH-GRADE NON-EVAPORATINO

CIGAR FLAVORS

Make tobacco m«llow and amocHh la charaotar
and impart a most palatabia flavor

PUYORS FOR SMOKING ud CHEWING TOBACCO

Write for Llat of Flavors for Special Brands
AKTliN. AIOMATIZEI. BOX PLAVOMS. PASTE SWBETENBIS

FRIES a BRO., 02 Reade Street. New York |

The Standards of America

UrUUrTi

Rill ltM4 Nilli

Gall t Az*i

SNUFF

Eft. 1760
Eft 1825
Eft 1851

ALL OF THfc OLD ORIGINAL

Maccoboys — Rappees— II If^h Toasts
Stroatf, Salt, Sweet aad Plain Scotches

GEORGE W. IIELME CO.

Ill Piftli Aveaaa. New Yarli

CIGAR BOXES

T«l AlCM^mte 4459

BBtabllak«« VB%

fiC^gSCft

"A business that isn't worth advertising
ought to be advertised for sale".

n

Quality 2 for 5<^ Cigars

BY

P. LORILLARD COMPANY. INC.

NIW CURNBNCY

I

Meeting the public's demand

for quality cigars

moderately priced

Our other Popular 2 for 5^ Cigars

JAMES O. iLAINE • LA FRAOSA • SARONA

BROADSIDES

BOOKLETS

LABELS

wiiroow

DISPLAYS
DIBSCT MAIL

SCHLEGEL

LITHOGRAPHING
CORPORATION

SCHLEGEL BLDG.

374-380 Second Ave.
MEW YORK

Algonquin 4-9226-7

COUIITBR

DISPLAYS

CARTOHS

CAS

CARDS

POSTERS

AUTOKR AFT

CIGAR BOXES

Boite Nature
C«dBr Qietts

Novelty

Are Outstanding In
Ouality-Desigu-Cost

AUTOKRAFT BOX CORP.

Lima, Ohio
Chicago. III.
Detroit, Ificfa.

HellMi. Pa.

Hanover, Pa.

Philadelphia. Pa.

Wheelinf. W. Va.

tf

She invited us into tlie parlor in which it appeared
as if nothing had heen changed in the more than thirty
years that I had been an occasional visitor.

After insisting that we join her in a glass of
sherry, she went to the parlor table, opened a small
box, took out a pack of cigarettes and lighted one.

She saw the sort of dazed look on our face and
said "Don't look so scandalized; I have l)een smokmg
a few cigarettes otT and on for ten years or more, and
I am seventy years old."

"Since I've been alone except for the maid, i ve
been packing up when I felt like it and going over to
New York to visit old schoolmates of years ago. 1
found them smoking cigarettes, so I tried it and liked
it. So I made up my mind I was going to enjoy myselt,

too, and I do.

*'\Vhen we are together we go to the theatre occa-
^ionallv and go to some restaurant or night club after-
ward. " We found a large proportion of the women
smoking, and when we lighted our cigarettes rather
timorously, we found no one paid any more than casual

attention to it. , „ ., , i

'*I would i)robably be dropped from the church
and ])erhaps some of the Puritans around here would
want me run out of town, if they knew of some of my
'high jinks' in New York." .

In addition siie was a splendid dancer and enooyed
a whirl around the floor two or tliree times during an
evening, right u]) to the last weeks of her life.

She has only recently passed on after outliving
vounuer brothers and sisiers, and we believe she en-
joyed the last ten vears of her life more than she did
the first sixty. For years she luul been closely con-
fined to her home town l»y an invalid bachelor brother,
and after that she nursed a sister for several years
until her death, and finally fell heir to a bedfast sister-
in-law who lingered (»ii for a long time.

Then Aunt Susan, as we shall call her, with no ties
to hold licr back and with an income that she could not
liossil)lv si)end, stepped tmt. The first thing she did
was tobuv an automobile, and she drove it herself.
She thought no more of driving to New York or Phila
delphia than she did to drive down town to the market.

If she had been a little younger when her freedom
came and her means were ample, we believe she would
have bought a motorcycle. She was that type. Her
educational background included a private girl's school
and a well-known college for women.

And if she were alive today we would be willing
to wager that she would write a letter to the Philudd'
jthia Inquirer wMch would curl somebody's hair on

that staff. . J , 4-

Propaganda against women smoking, and much o!
the propaganda of a similar nature, frequently do
more harm than good, for the folks who don't know
anvthing about it immediately want to make a first
haiid investigation and see whether it's true or not.
And they usually wind up by liking it. While thos-
who arc already deriving pleasure from whatever it is
that is being raved against pay no attention anyway to
the blasts directed at them.

It may be remembered that King James of Eng
land went to some length to issue an edict against the
use of tobacco. By this a< t he became the industry's
first advertising agent. That he did a good job is evi
dent from the fact that from that time on its use ha^
increased until today the leaf tobaceo industry and its
manufactured products constitute a major item in
countries throughout the world.

Tkt Tobo€C0 WorU

REVIEW OF 1936 CIOAR
PROMOTION PLAN

{Continued from Page 6)

I believe it timely to reiterate that a gradual de-
riine of cigar consumption greatly endangers the se-
( iirity of everyone in the cigar business, and, in con-
nast, a progressive increase in cigar consumption will
luterially safeguard the economic welfare of all who
1 e engaged in this industry. In co-operating with this
urogram, we are not in the slightest inconveniencing
Ourselves for the sale of others. Far from it ! We are
merely assuring our own self-preservation.

Frankly, this work is mighty intriguing and stir-
I ing. Every season of the year presents an opportu-
iiity to further accelerate cigar consumption. The next
ational holiday is Election day, and cigars "are the
liost bet." Then follows one of the most sentimental
holidavs of the year, Thanksgiving Day, and what
. .pialsa cigar to "make every meal a banquet!" Four
weeks later is the greatest gift holiday— Christmas
Dav. This will be— We Will Make It— a cigar year
lor Christmas. And thus all along the line.

"VVe are — at present — preparing an ambitious
Cliristmas campaign. We should have liked to utilize
the occasions of Election and Thanksgiving Days for
>j)ecial cigar advertising campaigns, but, much to our
regret, our financial resources preclude such procedure.
We will, however, concentrate "all our guns" on
< hristmas.

We maintain that it is a worthy undertaking; that
is carried out in a spirit of fairness, and that, ulti-
mately, it will accrue tangible benefits to everybody
associated with this industry.

CONCESSIONS on leaf tobacco were gained in
agreements with six countries — Cuba, Belgium,
Netherlands, Colombia, Ciuatemala, and France,
according to a survey recently completed by the Na-
t ional Committee for Reciprocal Trade. Manufactured
tobacco gained concessions from four countries— Cuba,
Haiti, Belgium, and Colombia. The terms of these
trade concessions give tobacco producers reductions in
foreign import duties, assurances that the present level
of import duties will not be increased, and in the, case
of France, a guarantee to purchase a prescribed mini-
mum in value of certain types of American tobacco.

Effort is made in the negotiation of trade agree-
nu tits to get foreign taxation and other trade barriers
rcdueed to enlarire the marketing of tobacco abroad.

North Carolina leads in the production of tobacco,
followed by Tennessee, Virginia, South Carolina,
(rcorgia, Maryland, Ohio, Pennsylvania, Connecticut,
ntul Wisconsin.

JOSEPH EBERBAGH ESTATE

JriWFi VAN DUSEN in Orphans' Court has made
distribution of the estate of the late Joseph H.
Eberbach, a member of the tobacco jobbing firm of
A. B. Cunningham & Co., of 37 North Second Street,
Philadelphia.

The net balance in the estate is $333,917. Most of
this was left in trust for the widow, Mrs. E^ Gertrude
Kberbach, who receives the residence at 617 Cliveden
Ntreet, and a legacy of $50,(K)0. At her death the
brothers of Mr. Eberbach— John S. and Nelson Eber-
luich — share the estate outright

>smembtr t, 1936

THE WOODEN BOX
FOR CIGARS

LENDS PRESTIGE
AFFORDS BEST PROTECTION

SPRUCE BOXES

ARE LIGHTEST— BRIGHTEST
Save Excess Freight and Express

SPECIFY SPRUCE

FOR YOUR BOXES

UPTEGROVE LUMBER CO.

15 Washington St Newark, N. J.

CIGAR BOX LUMBER FOR 63 YEARS

EMahlUhKl 1886

"BEST OF THE BEST

$9

1

^^^^±21 A. SANTAELLA & CO.

Orfictt. 1 181 BroMlwajr, New York City

FACTOR IBS: Tampa and Ktg W«»t. Florida

155 J«b SiTMt N. Y. On

huhutria 144, HiTua. Cok

HAVANA
TOBACCO

ROTIISCHILD-SAMUELS-DUIGNAN, INC.

likM SmmIs. Vicf PmMMl
Cbi. 1. MpH. Sk. idl Tr«t.

'7

Tobacco Merchants' Association
Registration Bureau. '^'eV'^vork a^"

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916

Registration, (see Note A), $5.00

Search, (see Note B), 1.00

Transfer, 2.00

Duplicate Certificate, 2.00

Note A— An allowance of $2 will be made to members of the Tobacco Mer<
chants' Association on each registration.

Note B— 1£ a rei>ort on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charge of One
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31), an additional charge of Two Dollars
($2.00) will be made and so an additional charge of One Dollar ($1.00) will be
nade for every ten (10) additional titles necessarily reported.

NEW REGISTRATIONS

MANHOFF'S ORIGINAL TWISTS :^t6,573. For cigars. M.

Hoffman, Brooklyn, X. V., September 28, 1936.
LORD BURLEY:— 46.574. For cigars onlv. H. .Anton Bock & Co.,

Xew York. X. V., June 30. 1936.
BORUN BROTHERS COURT:— 46,576. For pipe tobacco. SutliflF

Tobacco Co., San Francisco, Cal., October 8, 1936.

TRANSFERRED REGISTRATIONS

KING CYRUS:— 24,516 iV. .S. Tobacco Journal). I'or cigars, ciga-
rettes and cheroots. Registered .August 3, 1901, by L. E. Newman
& Co., Xew York, X'. Y. ThrouRh mesne transfers acf|uired by A.
KaufTman & Bro.. York. I'a.. and re-transferred to M. B. Siegel,
Chicago. I]]., September 4. iy3(>.

DOUBLE CHECK: — 45,735 (Tobacco Merchants .Association). For
chewing and smoking tnhacco. Registered June 11, 1930, by S.
Greenwold. .Avondale. Cincinnati. Oliio. Transferred to Crimson
Coach, Inc., Toledo. Ohio, September 30, 1936.

TOBACCO TRADE ORGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION
OF LNITED STATES

JESSE A. BLOCH. Wheelinir. W. Va President

JULIL'S LICHTENSTEIN. New York. N. Y VJce- President

WILLIAM BEST. New York. N. Y Chairman Executive Committee

MAT. GEORGE W. HILL. New York, N. Y Vice-PreTident

GEORGE H. Hl-MMELL. New York. N. Y VicePret dent

H. H SHELTON Washinjfton. D. C Vice- Pres dent

WILLIAM T. REED, Richmond. Va Vice- Pres dent

HARVEY L. HIR.ST, Philadelnhia. Pa ' Vice- Pres dent

ASA LEMLEIN. New York. S. Y . T^i,™

CHARLES DUSHKIND. New York. N Y Counsel and Managing Di««tor

Headquarters. 341 Madison Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC.
WILLIAM A HOLLINGSWORTH, 233 Broadway. New York. N. V. .. .Pretident

CLIFFORD N. DAWSON. Buffalo. N. Y ExecutiVe Vice ™ldMt

JAMES C. THOMPSON, Chicago. Ill .^ . !.. I .Tr^.urer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

iOHN H. DUYS. New York Citv .
IILTON RANCK. Uncastcr. Pa.
D. EMIL KLEIN. New York Citv
LEE SAMUELS, New York City'

.........,,.,,. President

...First Vtce-Preaident
.Second Vice-President
— Secretary -Treasarcr

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN. 408 Market Street. Newark. N. J. President

4p^a^k^**^'1¥t**^,\'^1? '^^"i'^'' Street. New York City..Fir.t Vice: President

FRANK SOBEL. 72 Williams Street, Newark. N. J Secretary

ALBERT FREEMAN, 25 West Broadway. New York City ........ .......T^lVur^

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS, Baltimore. Md. PreaideBt

JOSEPH KOLODNY, 200 Fifth Ave., New York. N. V. .'. ■.■...SKretory

CEO. B. SCRAMBLING. Qeveland. Ohio ....T^soiSr

UNITED STATES TOBACCO DISTRIBUTORS ASSOCIATION

JOHN F BROWN President

HERMAN H. YAFFE. 301 Fox Btiilding. Philadelphia,' Pa. ::^::^'.:::^^^i^

RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE Pr*.M.n*

SAMUEL MAGID. 2001 N. Mer»ine St.. PhiladeWa. ^rV.i.ir./.iX/.-.&Ii;^*

l8

EXPORTS TO CHINA INCREASE.

PROSPECTS for much larger exports of Ameri
can flue-cured tobacco to China during the year
beginning October 1, 1936, than last year havo
been reported by the Bureau of Agricultural Econom-
ics. Chinese imports of American flue-cured leaf dur-
ing 1935-36 amounted to only 20,000,000 pounds. The
expected increase is the result of a general improve-
ment in Chinese purchasing power, an increasing do
mand for cigarettes in which flue-cured leaf is used,
and to low stocks of American leaf in China.

Further dei)lotion in Chinese stock seems unlikely
in view of the fact that they have already reached ab
normally low levels, according to a radiogram from the
Shanghai office of the Bureau. Moreover, the present
upward trend in prices for Chinese tobacco is narrow
ing the spread between the price of American and Chi-
nese flue-cured leaf. This is expected to continue a.<
the season progresses. Prices now being quoted for
new^ crop Chinese flue-cured are materially above prices
quoted a year ago, according to the radiogram.

Chinese economic conditions have improved during
the ]>ast year because of monetary stabilization, rela
tively quiet internal political conditions, improve:!
transportation and credit facilities for rural areas, and
increased exports of Chinese products. Further im-
provement is expected in 19.'^6-37 due to enlarged rural
purchasing ])Ower resulting from good crops and better
prices and to increasing industrial activity in the cities,
savs the Bureau.

A

TO BUY MORE ABIERICAN LEAF

PROSPECTS for increased purchases of Ameri-
can tobacco by China, Manchuria and Jai)an are
reported by tlu^ ]>uivan of Agricultural Econom-
ics. The expected increase is largely the result of a
reduction in stocks of American leaf, and improved
buying power. Oriental imports and consumption of
American flue-cured tobacco declined rapidly during
the past three years, but consumption declined less
rapidly than imports.

Much of the American leaf consumed in the Orient
during the past two years has been taken from stocks,
with the result that the total carry-over on October 1,
1936, was much less than normal.

A substantial increase is expected in the 1936
Oriental production of flue-cured, but the crop will
be below expected requirements. The deficit must be
made up chiefly by imports from the United States.

These imports are expected to exceed tho-c (»f tin-
last two seasons, Init to be less than in preceding years.
Not only has production in the Orient increased, but
increasingly the cheaper native leaf is being substi-
tuted for Ameri<mn in the manufacture of cigarettes.

AMERICAN CIGAR APPOINTS

ALBERT H. GREGG, president of the American
Cigarette & Cigar Company, has announced that
Robert E. Sargent, Jr., has been appointed sales
manager and Lewis H. Loo, advertising manager of
that company.

American Cigarette ^ Cigar Company mil shortly
market Pall Mall, the Modern Blend, cigarettes to sell
20 for 15^. The start will be made in the New York
Metropolitan area.

Tlu Tobacco IVorld

^ E t

NOV 3 0 1936

r^^.W

1936

In This Issue

. DEMAND FOR AMERICAN
LEAF INCREASES

ESTABLISHED

1881

A PACKAGE FOR
MEN ONLY

WITHDRAWALS INCREASE
IN OCTOBER

CIGARS NEAR FIFTEEN
MILLION DAILY

THE TALK OF THE TRADE

HoBART B. Hankins — Eduof

Associate Editor — ^John Cleary

And I wish you
of them . . .

many

^1934 LiccErr * MvtM Tobac«> Co

THE TOBACCO WORLD

Vol. 56

DECEMBER 1936

No. 15

THE upward trend of the cigar and tobacco busi-
ness is reflected in the figures recently released
by the Internal Revenue Bureau for the month
of October. As compared with the same month in 1935,
tlio gain for all classes is approximately 27,000,000 \^nth
Class A accounting for more than 24,000,000 of this
int tease, while Class C accounted for the balance.

Cigarettes went ahead by nearly half a billion, and
srmlT increased its poundage by an appreciable sum.

The importation of cigars from the Philippines
was more than five million behind the figures for the
sauie month in 1935. Cigars from Puerto Rico also
failed to match their 1935 shipments to this countiy.

The domestic cigar production looks better than it
has in years and there is every reason to believe that
tills upward trend will continue.

T

lined.

RADE organizations in and about New York
City seem to be on the spot at the present mo-
ment, and the spot seems to be fairly well out-

Trade organizations are a necessity of every busi-
ness and industry. The National Recovery Adminis-
tration dragged them into the light of day and bur-
doned the members of the outstanding organizations
with the problem of financing a code authority and
policing their various industries. In almost every in-
dustry the cost of maintaining a code authority ran
into fantastic sums compared to the business of that
particular line. Debts were incurred on the promise
of the legal department of the NRA to collect the as-
sessed code fees if the code authority itself was unable
to do so.

Some months before the Supreme Court declared
the National Recovery Act illegal the legal department
.was practically a dead iMVM io f ar as col^ting fees
^as concerned.

■ And the result was that it practically ruined trade
associations of long standing, not to mention the fact
that in many cases it broke them and left them in debt
as well.

AS we get about the Quaker City at the approach
of the holiday season we note that some of the
more prominent cigar stores are more gaily
decorated than in many years. The windows cheer you
along, and as you stop to admire them the thought
cornes to you that the merchandise displayed is also of
a finer appearance. The packaging seems to have new
life and a voice which says, **Give Cigars for Christ-
mas I"

JUST the other day death came to William T.
Sturges, vice-president of the Uptegrove Lumber
Co., of Newark, N. J., and widely known in the
cigar box industry. He had called upon the trade for
almost fifty years, from coast to coast. He had lived
a full life of seventy-seven years.

After being confined to his home in Brooklyn for
some weeks, death knocked on the door on the morning
of November 16th.

"Uncle Billy", as every intimate friend knew him,
was a cherished member of the industry. His long
association with the trade made him a sort of god-
father to those who needed suggestions and aid — and
his was ever a willing hand to give assistance w^here
needed.

We mourn the passing of this splendid gentleman
who contributed so much of his time and effort to make
the business in which he was engaged a pleasure rather
than a task.

AND then again death tapped at the door of an-
other friend who we held in high affection. Eu-
gene M. Henofer, engaged in the cigar box and
cigar box lumber industry for more than half a century,
was called from labor unto rest. On the evening of
November 20th, he passed on suddenly as the result of
a heart attack. And so within a week tw^o of the older
travellers in the cigar box lumber industry have been
gathered to their eternal reward.

IT is not in the province of a trade publication to say
which tobacco trade organizations should be con-
tinued. So long as they are self-supporting that
would seem to us sufficient reason to justify their exist-
ence.

But, on the other hand, if the members of such
organizations are not wnlling to pay enough dues to
carry on the purpose or purposes set forth in their
charter, they have no right to seek charity.

Times are better — very much better — and organi-
zations which are unable to pay their own way today
have no right to beg outside interests to toss in a check
to tide them over some financial crisis. Ably managed
associations seldom find themselves in any such an
embarrassing situation.

Since the days of the code authorities, every sen-
sible trade association secretary has learned one good
lesson— if he didn't know it before. **Pay as you go,
and be sure you get it before you spend it ! ' '

Tfc. TOBACO) WORLD (ert.bll.ke4 UW to W^UA^ br Tob««, W»rM Corporation: Hob.rt B. H.okm., President .nd Treasurer. John Cletry ^"«tfnr.
OBce. m Ck^^ Stf««*. PhlLdelphU. Wm. lM«ed monthly. Sub«:rirtlon.. .^.iUble only to thee enf.ged .n the tobacco .ndustry or trade $1.00 a year. 15 eenta •
^py tZS^m^* fc^Mi « mmmA.^, mM mMm. D«e«i^ S. Wib ^ tk. Po.t 0«ee. Philadelphia. Pa., under the Act of March 3. 1879.

Eugene Mahlon Henofer

Eugene M. Henofer

SUDDENLY, on Friday night, November 20, 1936,
Eugene M. Henofer, cigar box lumberman and
salesman, known from coast to coast, passed on
about 10 P. M. as a result of a heart attack in his home
at 216 Seaside Avenue, Atlantic City, N. J.

As Bob Ripley would say, ''Believe it or not,
"Gene" — as wo always knew him — on February 26,
1935, sent the editor of the Tobacco World the follow-

ing:

OBWUARY
Eugene Mahlcm Henofer, born December 4, 1863—

died . , ,. .

Born on Sixth Street abom Columbia Avenue,
Philadelphia, where one of the buildings occupied by
ttie Henry H. Sheip Mfg. Co. now stands.

Had grammar school education.

Worked one vear in cotton mill at Gemiantown
Road and Columbia Avenue as a weaver in order to
earn sufficient money to take a course at Pcirce Busi-
ness College. , , « « %T ^- 1

After college took job with the Seventli National
Bank at Fourth and Market Streets, at the munificent
salarv of Four Dollars a week.

Fall of 1883 took a job with the Henry H. Sheip
Mfg. Co. as assistant bookkeeper.

In 1887 took a job with the newly formed firm of

Sheip & Vandegrift. ^ , t t, r. ^

In 1898 the Stoney Creek Lumber Company or

Tacoma, Va., was formed by Jerome Sheij^ Asa Vande-

grift and myself for the purpose of manufacturing
cigar box lumber. I was secretary and manager.

In 1904 the Philadelphia Veneer & Lumber Co., of
Philadelphia, Pa., and Knoxville, Tenn., was formed
to manufacture cigar box lumber, heavy lumber and
quartered oak veneer.

Was manager of this concern at the start and later
vice-president as well as manager.

This business was liquidated in 1913 and I then
formed a connection with the Bay Poplar Lumber Co.,
of Cincinnati, O., and Mobile, Ala. This concern was

liquidated in 1925. , ,. ^, />,

During that period I was agent also for the Cen-
tral Veneer Co. of Huntington, W. Va., manufacturers
of poplar cross-banding, and had the Victor Talking
Machine Co., as a large customer. Also was represen-
tative of the Thomasville Veneer Co., of Thomasville,
N. C, for poplar cross-banding for pianos and did a
large business with most of the manufacturers in that
line in New York and New England. i

I also represented Penrod, Jurden & Co., of Mem-
phis, Tenn., selling cypress veneers for battery separa-
tors. The Electric Storage Battery Co. of Philadel-
phia was my best customer. ^

\Miile \^dth the Bay Poplar Lumber Co. I origi-
nated the ** treated top'* for the prevention of warping
cigar box lids. (This won for him the cognomen of
**Neverwarp'* which clung to him for years. — Ed.)

After Bay Poplar Lumber Co. 'wdthdrew from
business, I took the agency of the A. H. Balliet Corp.,
of Allentown, Pa., selling their Spanish cedar. Later
I added the account of the Paducah Lumber & Mfg. Co.,
of Paducah, Ky. Still later I added the account of the
Acme Veneer Co., of Patterson, La., to my line.

I originated the Wooden Cigar Box Boosters Club
of which I was treasurer during its existence, and later
became its president also. .

For my efforts in behalf of the wooden cigar box
I was made an honorary member of the National Cigar
Box Manufacturers* Association, and was presented
with a handsome grandfather's clock, by the members
of the cigar box industry, as a token of their sincere
appreciation.

Mv hobbv is shimming and I have been treasurer
of the Hvgeia Swimming Club of Atlantic City, N. .1..
ever since it was formed in 1920. I have taken an active
part in all swimming events in Atlantic City since that

time. . ,. *

I belong to the "Polar Bears", an organization ol
swimmers who continue their bathing far into the win-
ter months. They were a familiar sight to the Sunday
%'isitors who lined the boardwalk to watch us bathe,
and then swathed in heavy sweaters we tossed a medi-
cine ball for an hour or so on the beach.

I have also acted as an official at all the track and
field meets of South Jersey High Schools held at Atlan-
tic City, for a number of years. ^ « . X *

Was treasurer of the Anti-Prohibition Society ct
Atlantic City during the existence of that organization.

At the age of twenty-two I married Mattie B. Lake
and had one son, Eugene, who died in his eleventh year,
and who was followed by his mother eleven months

later.

Five years later I married Emilie M. WeirmiUcr.

There are no children.

7h» Tobacco WorH

Demand for American Leaf Increases

Bureau Forecasts Improvement in Outlook

PROSPECTS are for further improvement in the
general market outlook for tobacco, principally
because of reduction in stocks. Domestic con-
sumption of manufactured tobacco products is expected
in ontinue to increase but, with the possibility of some
(Ir 1 ease in exports of leaf tobacco, indications are that
tlie disappearance of American tobacco in the 1936-37
season will not vary greatly from that of 1935-36.

The 1936 crop, which was curtailed partially by
til " drought, will result in a further reduction in the
stocks of many types by the beginning of the 1937
marketing season. The types which will benefit most
fr< »m reduced stocks are hurley, cigar, and dark air-
cm ed types which are consumed largely in the domestic
market. Less improvement is expected for tlue-cured
and Maryland, which depend to a considerable extent
on foreign markets. For the fire-cured types little
imijrovement can be counted on because the export situ-
atm is unfavorable.

Cigarette consumption which has been increasing
since 1933 will prove to have been at record levels in
11»;;(). The first eight months of 1936 showed a gain of
11.4 per cent, in cigarette consumption as compared
with the similar period of 1935. Cigar consumption is
also increasing and slight increases are indicated for
snuff, smoking tobacco, and chewing tobacco. Con-
sumption of manufactured products, in view of the ex-
1 lotted increase in consumer incomes, will probably
sln»w further increases.

Flue-cured. Domestic consumption increasing,
but may be offset by lower exports. Estimated require-
ments for 1936-37 little if any greater than 1936 pro-
duction. No material increase in production appears
justified.

Burlcy. Three years of low production have re-
duced stocks. Increased supplies of smoking grades
needed. Increased plantings over the acreage har-
vt tod in 1936 appear desirable.

Maryland. Domestic consumption is increasing,
but exports are down to one-half of 1924-28 level.
Stocks burdensome.

Fire-cured. Little change in rate of domestic eon-
sumption, although snuff consumption has increased
mrulerately above the low level of 1935. Exports d^
dining. Drought-curtailed crop of 1936 will probably
reduce stocks by October 1, 1937. No increase in
acreage seems justified.

Dark air-cured. Recent years of low production
have greatly reduced stocks. Domestic consumption
fairly stable. Exports showing some increase, A luaa-
it 0(1 increase in production seems justified.

Cigar types. Low production for four years has
reduced stocks. Cigar consumption increasing steadily
and increased acreage of most types appears justified.

-1

imption of scrap chewing has increased slightly
during the past year.

The outlook for the foreign demand for light types
of tobaoeo, chiefly Hue-cured, in 1936-37 is fairly good,
while that for dark tobacco, chiefly fire-cured, remain*
unfavorable.

American tobacco continues to be subject to in-
wcased competition from foreign production, stimu-
lated l)y governmental action within many of the con-

Dtcembtr I, tpj6

Burning countries and in their colonies. The shift that
has been in evidence in recent years towards consump-
tion of milder tobacco products has tended to favor
flue-cured and Oriental types at the expense of dark
types. Production of tobacco similar to United States
fire-cured and dark air-cured leaf in reporting foreign
countries increased from an average of 343,000,000
pounds for the period 1926-27 to 1930-31 to an average
of 398,000,000 pounds for the period 1931-32 to 1935-36.
Flue-cured production in the six principal producing
foreign countries for which statistics are available in-
creased from 136,000,000 pounds in 1930-31 to 250,-
000,000 pounds in 1933-34 and to 267,000,000 pounds in
1935-36. Consumption of products containing flue-
cured tobacco also has been on the increase in these
countries.

During the year 1935-36, exports of unmanufac-
tured tobacco from the United States wore higher than
in any of the last five years, except 1933-34, being 16 per
cent, above those of the previous year. However, for
the five-year period ended June 30, 1936, exports aver-
aged 422,000,000 pounds, export weight, as compared
with an average of 553,000,000 pounds during the pre-
ceding five years. Exports of flue-cured tobacco during
this period decreased relatively much less than those
of the fire-cured and dark air-cured types. Ex-
ports of tobacco to the Far East, to Canada,
Australia and a number of countries in Europe
have shown material reductions. The decline in
exports to the Far East is due to the rapid
increase i n production of flue-cured tobacco in
(^hina and Japan. Various causes have brought about
reductions in exports to other countries, such as the
substitution of domestic or other foreign tobacco for
American, changing consumer preferences, and trade
restrictions. Exports to the United Kingdom, the
principal market for flue-cured tobacco, have held up
well, notwithstanding the preferential import duty in
favor of British Empire tobacco, and there is some
evidence of improved demand in the countries of north-
ern Europe. Continuance of severe trade restrictions
in Germany and unsettled conditions in Spain are likely
to atTect adversely the exports of American tobacco
to these countries.

No material change in the disappearance of fliie-
cured tobacco is anticipated between now and the begin-
m^ of the next marketing year. Some increase in
domestic consumption is probable, but it does not seem
likelv that exports this year will equal the high level
attained last year. Present estimates of the 1936 crop
are not greatly different from the total of anticipated
wnsumption and export requirements for the current
year, so that no material change in stocks by next July
is anticipated. Under these conditions, the principal
factor affecting the outlook for 1937 will be the 1937
production. Prices for the 1936 crop, which are above
those for 1935, will probably stimulate increased plant-
ings in 1037. If this should result in materially in-
creased production the price outlook would be nd-

%'crselv affected.

Notwithstanding the much smaller production of
flue-cured tobacco in 1936 than in 1935, the total supply

{Continued on Page 17)

Package! for Men Only

To the left is shown the attractive
holiday box of Bayuk Phillies. At
Ae bottom of the opposite page is
pictured the outdoor poster, and, be-
low, a replica of the 24-sheet for
retail cigar dealers to post on their
windows to invite Christmas shop-
pers into the store.

but dressed and advertised
to make women buy it - - -

GlVb; CIGARS FOR x v,

IN preparation for the biggest
Christmas cigar trade in
years, Baynk Cigars, Inc., has
launched the most ambitious pro-
gram ever attempted in the in-
dustry to stimulate holiday gift
selling, not only of cigars made
by Bayuk, but of all cigars car-
ried by the dealer. The company
has contracted to spend more
than $100,000 in the furtherance
of this single effort.

It has always been the belief
of Bayuk executives that anything they do to boost
cigar sales in general is good business for Bayuk. That
accounts for the strictly educational character of their
business paper advertising, which is aimed at the stimu-
lation of cigar sales generally, and that is why special
drives are made by Bayuk on Father's Day, Labor
Day, and especially Christmas, to increase the sale of
cigars as gifts.

The theme — "Give Cigars for Xmas" — is carried
through every step of the Bayuk Phillies advertising
from newspapers and billboards to the display of
cigars in the retail stores.

On Bayuk 's 24-sheet posters, the message **Give
Cigars for Xmas*', will appear in large display at the
top, with a reproduction of the Christmas-wrapped box
of Phillies underneath. This billboard advertising will
be concentrated in the big shopping areas — the places
where people go when most receptive to Christmas
gift suggestions.

Replicas of this 24-8heet poster — ^with its urge to
buy cigars for Christmas — are supplied retail cigar

PH'I'''^^

Most men prefer

PHILLIES

^' tiS ' i*5 »rH50

dealers for posting on their windows as a means for
leading Christmas shoppers into the store.

Printed cards, urging the gift of cigars for Christ-
mas, are also being furnished retailers for use with
their store displays — making a complete tie-up of tlio
consumer advertising on billboards and in newspapers
with the Christmas-wrapped boxes of cigars on tlie

counter.

Bayuk recognizes that in designing a Christmas
wrapper for cigars, the strictly masculine appeal of the
product must be tempered somewhat to attract and
please the woman buyer.

Statisticians haven't figured out as yet just what
percentage of cigars sold by the box during the Christ-
mas season is purchased by women, but most cigar
manufacturers know that it is entirely too high to be
disregarded.

For this reason, each Christmas finds Bayuk
abandoning its everyday garb for a colorful costume
appropriate to the season. This is accomplished by
enclosing the ordinary Phillies box in an all-over holi-

(lay wrapper. Should any of the boxes remain unsold
after Christmas, the dealer has merely to remove the
Nv rapper and return the box to his regular stock.

This year, the dosi.urn selected for Phillies is an
illustration, in nine colors, showing a father and two
children, laden with packages, setting out from their
Liamc on Christinas eve. This occupies the entire top
«f the wrapper except for a gold frame and a modest

panel can yin^ the brand name. The sides, ends and
bottom are green.

Hayuk is advising the trade to get ready for the
grcat«'s't rinistmas cit^ar sales in years. They believe
til is for two ri'asons. First— more men are now smok-
iiii,^ cigars because they have more money to spend,
{^^ij.oncl — more people have money this year for Christ-
mas gifts.

GIVE CIGARS FOR XMAS

Tppiiii ' 11 hK^' IBN'''-^ :3

DeaMtr^m6

Still Climbing in October

All Tobacco Products Showed Big
Gains Over September, With Exception
of Cigarettes; All Over Last October

EVERY class of tobacco products except ciga-
rettes showed a substantial gain in October over
September, but not over October of last year.
It was not to be expected that cigarettes would top
the more than fourteen million by which it registered
a one-third gain over September of the year before.
Only the three classifications, total cigars, cigarettes
and snuff gained for October compared with the same
month of 1935, the reason being that October last year
was an exceptionally fine month for the industry.

Cigar withdrawals totaled 569,770,072, compared
with 548,880,226, an increase of 20,889,846, or 3.81 per
cent., according to the Supplement to the Tobacco
Barometer, issued by the Tobacco Merchants Asso-
ciation.

Only two classes of cigars recorded gams.

Class A totaled 488,786,515, compared with 470,-
308,510, an increase of 18,478,(H)5, or 3.93 per cent.

October, 1936
Cigars :

United States 470.469,385

Puerto Rico 5.161.050

Philippine Islands ... 13,156,080

Total 488,786,515

Increase or Decrease
Quantity Per Cent.

24.133.340

649,615

5,005,720

5.41
11.18
27.56

Class B—

United States

Puerto Rico

Philippine Islands

6,416,203

122,600

94,673

Total

6,633,476 —

Class C —

United States ...

Puerto Rico

Philippine Islands

68,432,334
64,250
26,006

Total

68,522.590

Class D —

United States

Puerto Pico

Philippine Islands

5,178,747
30,566

Total

5,209,247

Class E —

United States

Puerto Rico

Philippine Islands

617,744

'**s66

Ti^l

618,244 —

ToUl All Classes:

United States 551,114,413

Puerto Rico 5.347.900

Philippine Islands ... 13.307,759

Grand Total 569,770.072

Little Cigars :

United States ....

Puerto Rico

Philippine Islands

17,140.080
200.000

Total

17,340.080 —

+

18,478,005

3.93

-1-

1,040,924

194,400

59,270

13.96
61.32

• • • •

1,176.054

15.06

+

4.246.252

31.350

3,870

6.62

• • • •

• • • •

+

4.211.032

6.55

•+■

241,796
"266

4.46

• * • •

• • • ■

—

M1.M6

4.43

+

381,821
* 280

38 JO

—

381.541

38.16

+

26,715.051

875.365

4,949,840

5.09
14.07
27.11

+

20.889,846

JJI

+

865,027
200,000

4m

m • • •

• • • •

—

665,027

3J69

Class C totaled 68,522,590, compared with 64,311,-
558, an increase of 4,211,032, or 6.55 per cent.

The election cigars must have been all Class C.

Classes B, D and E registered losses, ranging
from 4 per cent, to 38 per cent., as a glance at the fig-
ures below will reveal.

Little Cigars also declined, to the tune of 665,027,
or 3.69 per cent.

Cigarettes totaled 13,204,662,427, as compared
with 12,711,397,810, an increase of 493,264,617, or 3.88
per cent.

Large cigarettes totaled 237,900, compared with
322,592, a loss of 84,692, or 26.25 per cent.

Snuff totaled 3,620,453 pounds, compared with
3,340,842, an increase of 279,611, or 8.37 per cent.

Manufactured tobacco totaled 28,425,928, com-
pared with 28,574,795, a decline of 148,867, or 0.52 per
cent.

October, 1936

Cigarettes :

United States 13,203,851,027

Puerto Rico 740,000

Philippine Islands ... 71,400

Increase or Decrease
Quantity Per Cent.

4-

492,963,717

239,600

61,300

3.88

Total 13,204,662,427

Large Cigarettes:

United States

Puerto Rico

Philippine Islands

177.900
60,000

Total

237,900 —

SnuflFdbs.):

All United States

Tobacco Mfrd. (lbs.) :

United States

Philippine Islands

Total

3,620,453

28,425,928 —

^.425.9^ —

+

493,264,617

— 74,292

— 10,000

— 400

—

84,692

+

279,611

—

148.864
3

—

148,867

3.88

29.46
1429

26.25

8J7

0.52

0J2

Internal Revalue Coliecti<ms for Octobo'
Source of ReveniM 1936

193S

Cigars $ 1,405.487.65 % 1,357,207.04

Cigarettes 39,607,005.70

Snuff 651,681.60

Tobacco, chewing and .•tnioking 5,116,604.77

Cigarette papers and tul^s 121,653J6

Leal dealer penalties 34.73

38,138.471.56

601,363.35

5.143359J7

169,445.78

10.57

U.

1921 635.807,697

1922 693.940,778

1923 711,654.834

1924 635,230,565

1925 711.222,189

1926 664,496,623

1927 688,^1,203

S. Cigar Witfidrawals for October

1928 723,318,050

1929. 701,710,936

1930 623,860^1

1931 534,37(^1)6

1932 436332,436

1933 406,4St,i»l

1934 4H45«^9

Block that cough. . .that raw irriution! Reach for a light
smoke ... a Lucky . . . and get the welcome throat protection
that only l4ickies offer— the exclusive protection of the
process, "It's Toasted.'' Luckies not only taste good, but
keep tarting good all day long... for Luckies are a light
smdLe-and a lightsmokeleavesaclearthroat-a clean t^te.

OP mCN, RIM-IODIID TOiACCO -*niS TOASTID*'

Decembtr t, npjtf

Colorful New Christmas Packages

Pictured herewith are R. J. Reynolds
Tobacco Company products in gay holi-
day dress. These Christmas specials in-
clude the Camel carton— 10 packs of
"20's" (200 cigarettes); four boxes of
Camels in "flat fifties" ; and a full pound
each of Prince Albert and George
Washington Pipe Tobacco.

Special packaging is only one feature of the company**
effective seasonal selling campaign. Large newspaper
advertisements— supplementing the regular Camel and
Prince Albert advertising— will convey the season*!
greetings to the public while d^cribing Christmas spe-
cials. And on top of newspaper advertising, Camel ai^
Prince Albert Christmas business will get another bif
sendoff in the nation's comic sections in full-page, fuB-
color comics. The Camel Caravan, broadcast from Holly-
wood, will also be used on behalf of dealers tying-in m^
Camel and Prince Albert gift-trade by featuring theit
products.

Tk* T9kiee0 Wtrii

Igirsa^e the
Li pleasurable

[^ economical

rniof •making.

BAYUK BULLETIN

DeToted to the
beat intsreata
of the men who
aell eiga'ra.

ibsueill'>29

DECE.MBKR 1. 1936

Prepared twice a month

\

HULOFAX

[jhe Retailer^s Friend)

SAYS

If Mr. Smoker has no
one to whom to GIVE
CIGARS FOR CHRIST-
MAS, why not suggest
to him to give a box to
HIMSELF? Once he sees
the advantage and con-
venience of having a box

t)und t)i house, hell be apt to be a

Infirmed box buyer.

Christmas falls this year on Decem-
Ir 25 . that 25 is a reminder that
cifraiF will make an appropriate
kristmari Gift.

I Did Ho crive Her a box of candy on
(other's I>ay? Fine! Tell Her to
ive Him a box of cigars on Christmas

I The value of a Christmas Gift is
Remembrance of it, not the Cost

I it ... a box of cigars will cause

Giver to be remembered 25 to 50

. GIVE CIGARS FOR CHRIST-

In behalf of Bayuk BtnxETiN, Phil
mts tn thank all the retailers for
eir complimentary comments on
. "Our Cigars Are Fresh" win-
stickers that were cheerfully sent
all who made request . . . just a
more left.

[If your cigars were all dried out,

oold you tell your smokers so? No,

course not! Well, if your cigars

FRESH (and they should be and

I be made to be) why not tell your

omers so? Put a "Our Cigars Are

Poster on your window or

case ! You know the folks wholl

Uy s^'.n\ you one FREE — ^and no

Ion it iither!

[If for any reason, you are obliged
««iv»» your stock of Christmas-
»pped ciKars a litUe early, be care-
l when- you store them — keep where
will be no tendency for them to
; wt . . . you know — ^on't put 'em
t^ of your radiator, for inatai^e!

[More cigars are vM beHpeen Christ-
ud New Years than there are
feen New Years and Christmas
ch is said only to run in the equally
ntira fact that more eigmn are
md In 'tween Christinas and New
[^ thin during any oUier similar
^ of time. Cigars may be a solace
> ue Rad but ihey are also a hdper
'I* glad!

[give CIGARS FOR CHRISTMAS

Get Behind This Slogan — and Make It Sdck

Give Cigars for Xmas!'

MANUFAaURERS DISTRIBUTORS SALESMEN RETAILERS

CHEER LEADER PHIL M. PHULOFAX* "AD togelhernowr

surface and you

t*>

i»»

"Save the
save all!"

"Say it with flowers !

"Suppose nobody cared!

A good slogan, hammered
home, will work miracles.
Slogans have helped win wars,
upset thrones, or change the
buying habits of a nation.

The Bayuk Bulletin invites
every manufacturer, distributor,
salesman and retailer of cigars
to get behind this slogan :

D.B.L

aATOK OGAM IRC, <

tfA^

IWt*

Give CigarB for Christmtu!

]

Say it with signs. Say it with
displays, say it with window
posters, with printer's ink, in
spoken words, by precept and
example. GIVE CIGARS FOR
CHRISTMAS!

The oftener you say it, the
more you help your own Christ-
mas sal^, and the more you

help the cigar industry, your in-
dustry.

A box of cigars given as a
Christmas gift, may mean a lot
more than merely 25 or 50 cigars
added to the year's total. It
may mean the winning back of
some smoker who has strayed
awav from the most enjoyable
form of tobacco. It may mean
the conversion of some occa-
sional cigar smoker to the daily
use of cigars.

The more boxes of cigars you
sell this Christmas, the more
cigars you will sell during the
coming year.

All together, then! With a
will! "GIVE CIGARS FOR
CHRISTMAS!

SOME WAYS TO

SELL XMAS QGARS

Of course you want to get your
Christmas posters and window
and store displays up early. The
early bird catches the worm —
likewise the Christmas dollar.

But here are some other sales
stunts that work.

Write a letter to the business
houses of your community, sug-
gesting that cigars are the ideal
Christmas gift for their male
employees, and that you will be
glad to call and talk the matter
over with the boss.

Some smart merchants circu-
larize the women of their neigh-
borhoods by means of letters,
postcards or hand bills, listing
their popular brands and em-
phasizing the fact that no cigar
smoker can possibly get too
many boxes of cigars for Christ-
mas.

One of the most effective and
economical forms of advertising
is a little folder which you hand
out to every customer who comes
in — or wrap up in every pack-
age that goes out of your store.
This folder in addition to a sales
message, carries an order blank
and an offer to deliver the cigars
on Christmas Eve to the person
for whom the cigars are in-
tended.

i»»

BAYUK BBANDS BUILD BUSINESS

Bayuk Phillies

(BAYUK PHILADELPHIA raSnCTO)

Havana Ribbon
MapaculM

Charles Thomson
Prince Hamlet

J

Arrange a table display of your
various popular brands in their
colorful Christmas wrappings.
On the table place stacks of
these same Christmas-wrapped
boxes, neatly done up in wrap-
ping paper, ready for the cus-
tomer to take home. The hurried
customer can then help himself,
pay the clerk and be on his way.

The department store people
have forgotten more about lur-
ing dollars from the feminine
pocketbook than we in the cigar
I business will ever know. Make
a round of the department
stores. See what they are doing
in the way of displays and sales
stunts. You'll pick up some swell
ideas.

TIGHT BINDING

Cigars Near 15 Million Daily

Reports S'loiv More Than 4^/2 Million
Cigars Withdrawn During First Ten
Months; Cigarettes Pass 128 Billion

MORE than four and ono-half billion cigars were
withdrawn for eonsunii)tion during the first
ten months of 1936, according to the latest sup-
plement to the Tobacco Barometer, issued by the To-
bacco Merchants Association. And that means that
Americans are smoking more than fourteen and three-
quarter million cigars each day — which is a lot of
smokes.

The ten months' business, of 4,503,648,221 cigars,
broken down into trade packages, represents 900,729,-
644 five packs, or 180,145,930 fortieths, or 90,072,965
twentieths.

The gain over the corresponding period last year,
286,156,908, alone represents 57,231,382 five-packs, or
11,446,276 fortieths, or 5,723,138 twentieths.

The average daily consumption during the ten
months amounted to 14,766,059 cigars, or 2,953,212 five-
packs, or 590,642 fortieths, or 295,321 twentieths.

This represented a daily gain of 892,733 cigars,
or 178,547 five-packs, or 35,710 fortieths, or 17,855
twentieths.

Ist 10 Mot. Increase or DecresM

CaL Yr. 1936 Quantity Per Cent.

Cigars:
Class A —

United States 3,823,579.705 + 297,993,075 8.45

Puerto Rico 35,401,580 — 11,741,545 24.91

Philippine Islands ... 143,882,030 — 30,440,640 17.46

Total 4,002,863,315 -\- 255,810,890 6.83

Class B —

United States 42,743,830 — 12,029,743 21.96

Puerto Rico 948,350 — 526,000 35.68

Philippine Islands ... 308,719 -j- 16,592

Total 44,00J,899 — 12,539,151 22.18

Class C —

United States 422,055,760 + 42,107,164 11.08

Puerto Rico 351,700 — 112,550 ,,..

Philippine Islands ... 151,662 -^ 1,312 ....

Totol 422.559.122 + 41,995,926 IIM

Class D —

United States 31,292,218 + 1,237,356 4.12

Puerto Rico — 500 , . . ,

PhUippine Islands ... 107,201 -H 75,174

ToUl 31,399,419 + 1,312,030 4M

Class E—

United States
Puerto Rico .
Philippine IsUods . . .

• • • •

2,816,231 —
"9aS5 +

431,232
' 8.445

ToUl

• ••••••

2,825,466

422,787

1328

13.02

f#

Cigarettes reached the amazing total of 128,368,-
351,530 during the ten months. That total compares
with 113,969,883,147 during the same period last year.
The increase, therefore, was 14,398,468,383, or 12.63
per cent.

Figuring on sixteen waking hours in each day,
Americans are lighting close to half a million ciga-
rettes every minute.

Among the cigars. Class A continued to lead in
volume of gain, of course, but Class C continued to lead
in percentage of gain.

Class A totaled 4,002,863,315, compared with
3,747,052,425, an increase of 255,810,890, or 6.83 per
cent.

Class C totaled 452,559,122, compared with 380,-
563,196, an increase of 41,995,926, or 11.04 per cent.

Class D was the only other to show a gain, 4.36
per cent.

Snuff and manufactured tobacco were ahead. lit-
tle cigars and large cigarettes were behind.

1st 10 Mot. IncfMs* or DacTMie

CaL Yr. 1»36 Quantity Pm C«at

Total All Classes:

United States 4,322,487,744 + 328,876,620 824

Puerto Rico 36,701,630 — 12,380,595 2522

PhiUppine Islands .. . 144,458,847 — 30,339.117 17 J6

Grand ToUl 4,503,648,221 + 286,156,908 6.79

Little Cigars :

United States 152,574,692 — 4,399,536 2J0

Puerto Rico 1,732,400 — 717,600 ...,

Philippine Islands ... •.••

Total 154,307,092 — 5,117,136 XZl

Cigarettes :

United Sutes 128,363.693,760 -f 14,398,034.683 1243

Puerto Rico 4,000^00 -|- 1,192^60 ....

Philippine Islands ... 657,570 — 758.560 ....

Total 128,368,351,530 + 14,398,468,383 12.63

Large Cigarettes:

United States 1,910,911 — 152,357 748

Puerto Rico 306,000 + 6,000 2jB0

Philippine Islands ... •— 6,300 .«..

Total ^16,911 — 152,657 444

Snyff (lbs.) :

AU United States .... 32,119,901 + 1,745,124 1,^

Tobacco Mfrd. (lbs.) :

United States 262,656,759 + 2,489,111 9S6

Philippine Islands ... 10 4* 4 ••••

Total 262,656,769 + 2,489,115 |M

Tkf T9bme« Wmli

UNION KAO^

tVtWOHE*

DIAL

%K

Wings

1 ^it, '^

SHOKIhG TOBACCO J^ JX-Jk.

t,nki«»6T6wiiOl

lOOrbuKLLl

uPk'is'm. DOMESTIC
.iOftOETTE TOBACCO

BPOWN & WILLIAMSON TOBACCO CORPORATION, LOUISVILLE KENTUCKY

%txmn U WttUanMon products are designed to bring
you the mo^ profit m all lines and prkxs. Are you
teitir^ yow ihtf« t^ prt^t from these Uvc s^uig
Items: Kool, tht larfcM-idlfaig 15-<^t mentholated

^^•^^i^htni

cigarette: Raleigh, now selling at po|nilar prices;
Wings, a hi^ quality lO-cent cigarette; Sir Waltw
Rateigh &iu}king Tolwcco, 15 cents and famous
f<» its nuldness; Target, a genuim W«ded cigarette

ttrtNKCO for 10 cents; Dial Smoking Tobacco, a
smoother blend of Burlcys; Bugler, a blended cig-
arette tobacco for a nickel; and Gk^doi Grain, Oe
Ug 5-cent bag <rf roll-your-<wn?

LIGHT-PROOF, MOISTURE-PROOF REYNOLDS ^^^
METAL WILL PROTECT, MODERNIZE, AND g « J
BEAUTIFY YOUR PACKAGE. WE HAVE ANg^*.
INTERESTING AND PROFITABII STORY FOR g « o

WIDE-^WAKE MANUFACTURERS. WRITE. S^;^ M ode rn

^«» Packaging
' Q. M and Display
z Se rv i ce

^)h\

Classified Column

The rate for this column is three cents (3c.) a word, with
a minimum charge of seventy-five cents (75c.) payable
strictly in advance.

;iV»S'M/i|VnY«V"rt»V.i

POSITION WANTED

CIGAR SALESMAN COVERING EASTERN PENNSYLVA-
NIA and Local Territory desires connection. Large foUowmg.
Address Box No. 580, "The Tobacco World."

CIGAR FOREMAN HAVING 6 YEARS' EXPERIENCE ON
Automatic Machines, wants position. Also instructs begmners.
Address Box No. 582, "The Tobacco World."

VENDING MACHINES

ADVANCE CIGARETTE K ACHINES $19.50 each. ROWE 6
Column Cigarette & Match Vendors $38.50 each. Peanut Ma-
chines. Amusement Pin Tables. Electric Cranes at low pricM.
NATIONAL, 2401-15 Chestnut Street, Philadelphia, Pa.

TOBACCO WORLD

The National ToImicco Busineea Monthly

A GOOD ADVERTISING MEDIUM

AN APPEAL TO GOOD
BUSINESS JUDGlffENT

By Joseph Kolodny

CIGAR manufacturers report larger orders for
cigars in Christmas wrappers than at any time
since 1929. Yet, generally speaking, there seems
to exist a sort of hesitancy and lack of enthusiasm on
the part of the retail trade toward the opportunities
for increased business offered by the coming Christmas
season.

This feeling is the result of bitter experience; it is
based on the knowledge that during the period of tho
year when the consumer is in a most receptive mood,
prices of products— whether cigars, cigarettes, or
pound goods— are slashed to pieces; that in many
markets the consumer is offered merchandise at prices
which do not permit even a partial recovery of the cost
of operation, service or overhead.

Those of us who have witnessed the merchandising
historv of the past few years are fully aware of th<e
fallacy and unfairness of such a practice. We have
learne'd that during an economic crisis when products
are procurable at low prices, the consumer has not had
the monev to avail himself of "bargain prices;'. On
the other hand, when products are offered at legitimate
prices, the consumer, because of improved economic
conditions, is generally able to buy the product.

This is, therefore, an appeal to reason. I am ap-
pealing to everv branch of the industry to adopt a
sane policv ih\s' vear. Business is definitely improv-
ing Mercantile establishments report a larger demand
for higher grade merchandise. The financial indices
mdicat^ a better and sounder economic condition.

Under these circumstances, is there any justifica-
tion, is there anv reason, is there any fairness in offer-
ing our products— «t this period of the year— at prices
which are shamefully low, and which are certainly a
discredit to everyone of us who takes pride m being a
member of the industry!

This appeal is not predicated on legal thr^ts. ft
is an appeal to sanity, good business judgment, fair
plav and the recognition that no one in the industry^
should be handicappe<l by the disastrous practi^ of
a small minority.

We all acknowledge that the custom of using one
product as ''bait'' to sell other products is outwoni,
foolish and, in many cases, suicidal. It do^ not work.
Each and every article should produce a reasonable re-
turn to the seller.

Tk0 7^bmt0 WmU

PICK & PAT

in ''PIPE SMOKING TIME''

with

DILL'S BEST YELLOW JACKETS

under the leadership of Bennie Krueger and the

FOUR MODEL SMOKERS,

the Landt Trio and White

COLUMBIA BROADCASTING SYSTEM
COAST-TO-COAST MONDAY NIGHTS

Tune in with the
increasing sales of •

• •

DILL'S BEST and MODEL TOBACCOS

For example : Why should a box of fifty 5^^ cigars
1)0 offered for sale to the consumer at less than $2.25,
or why should a box of twenty-five 10^ cigars be mar-
keted at less than $2.25, or a box of fifty 10^ cigars at
less than $4.50, and, similarly, cigars in the higher
brackets t

Why should a carton of popular brands of cigar-
ettes be quoted to the consumer at less than $1.20!

WTiy sacrifice pound goods at most ridiculous
])rices T

Of course, the ordinary answer is that we do these
things because our competitor does them. We main-
tain, however, that he is as anxious as you are to dis-
continue these destructive, competitive practices. They
will continue, however, until one of you assumes the
initiative. Some one has to lead.

If the products we sell warrant consumers ' accept-
ance, then they should be offered at legitimate prices !
If they do not enjoy consumers* acceptance, then they
should not be offered for sale !

I again repeat. I appeal to the good business
judgment of every right-thinking member of this indus-
try. Let us not fumble this splendid opportunity to
strengthen the foundation of our business during the
coming holidays. Let us not contribute to a situation
which can only undermine our economic security. Let
us safeguard our future !

LET US ALL CONDUCT OUR BUSINESS ON
A SOUND AND SANE BASIS THIS CHRISTMAS
SEASON !

BATUK'S PATENTED PR00E88

IN A STATEMENT issued to the tobacco industry
on November Ist by Bayuk Cigars Inc., Harry S.
Rothschild, president, made the following an-
nouncement: ** Since Bayuk Cigars Inc. announced the
use of its exclusive process in removing the bitter oils
and other harsh elements from cigar tobaccos, we have
been approached as to the company's policy in leasing
r selling this process, either to cigar manufacturers
r processors of tobaccos,

**At this time the company wishes to announce
that it has not considered releasing this process to any
ther cigar manufacturer or to any processor of to-
baccos, and that it does not intend to relei^c this
pro<^88 l^ore NoTra^r Ist, 1940.'*

n

<)

<»

OUR HIGH-OBADE NON-EVAPOKATINO

CIGAR FLAVORS

Mak« tobacco ni«Uow aad smooth In charactm
•ad Impart a most palatable flavor

nAYOlS FOR SMOKING aid CHEWING TOBACCO

Wrlta for Llat of Flavors for Special Brands
BBTUN. ABOMATIZBB. BOX FLAVOBS. PASTE SWBETENEBS

FRIES a BRO., 02 Reade Street, New York

The Standards of America

LMiUtfTi

till Rm4 mut

Gail & Ax*i

SNUFF

Eitl760
Eitl82S
Eft 1851

ALL OF THE OLD ORIGINAL

Maccoboys — Rappees — Hitfh Toasts
Strong* Salt, Swef t aod Plain Scotches

I

GEORGE W. HELME CO.

Ill Plttb Aveaae. New York

QGAR BOXES

■■tabitob*« un

|llC^gg«BCft

•*A business that isn't worth advertising
ought to be advertised for sale".

Dtctmbtr t, ipjd

n

t4

p. LORILLARD COMPANY, Inc.

119 Weft 40fh Street • New York City

Is offering an unusually atfracfive line of Christmas Wrapped
Packages this year . . . pockages that will help you sell Merchondise

BROADSIDES

BOOKLETS

LABELS

WIHDOW

DISPLAYS

DIRECT KAIL

SCHLEGEL

LITHOGRAPHING

CORPORATION

COUHTBR /
DISPLAYS /

\

SCHLEGEL BLDG.

374-380 Second Ave.
HBW YORK

Algonquin 4-9226-7

CARTOBS /

CAR I

CARDS I
POSTERS \

AUTOKR AFT

CIGAR BOXES

Boite Nature
Cedar Chests

Novelty
Wrapped

Are Outstanding In
Ouedity-Design-Cost

AUTOKRAFT BOX CORP.

Lima. Ohio
Chicago, 111.
Detroit, Mich.

Keltaa, Pa.

Hanover, P».

Philadelphia. Pa.

Wheeling. W. Va.

RETAILERS FORTIFIED

By Wm. A. Hollingsworth

President, Retail Tobacco Dealers of America

SINCE the annual meeting and convention last
June, Retail Tobacco Dealers of America has
continued its zealous and sustained efforts in be-
half of the retail tobacconist and has succeeded in lay-
ing a solid foundation for their future progress. If
the many vexing problems in the retail tobacco trade
could be resolved by accord and agreement of tobacco
retailers alone, cures would long ago have been found
to treat the evils, for the tobacco merchants of the
countrv have always maintained harmonious and ami-
cable relations. However, such understanding is not
sufficient, the trade is dependent upon the conscientious
assistance of others outside of its fold.

Tobacco products and accessories are retailed by
so many alien purveyors that the exercise of restraint
and prohibition to eliminate unfair trade practices in
the retail tobacco industry must of necessity include
each and every one marketing tobacco products. It is
agreed that the natural consequence of this spells the
need of approval of our legislators to proposed laws
designed to definitely and completely eliminate preda-
tory trade practices.

That this cannot be accomplished by mere request
or demand is too obvious, for the enactment of legis-
lation such as proposed in a new and hitherto unex-
plored field, will be realized only after a vigorous and
resolute campaign. The trend of the times points to a
liberal approach in the solution of business problems,
and we can anticipate with renewed encouragement the
convening of the State and Federal legislatures early
next vear.

We hold important posts in Major Berry's Coun-
cil for Industrial Progress, the body constituted by
President Roosevelt to sound out business sentiment
and make constructive suggestions for improving busi-
ness and governmental relations. Major Berry has
just issued a call to representatives of industry and
labor to meet with the Council for Industrial Progress
in Washington, D. C, December lOth-llth. We shall
attend and actively participate in all the open and ex-
ecutive sessions of this meeting. In the interim a trade
practice conference for our industry will shortly be
scheduled by the Federal Trade Commission.

The threshold before us resembles that over which
we passed in 1933— only this time the retail tobaox)
dealers are fortified with a national organization, a
portfolio of factual information and a barrel or two of
experience.

m

MAR7LAHD OtTTLOOS ^OERTADI

The outlook for Maryland tobacco appears to be
nncertain, and to depend upon the extent to which
domestic consumption may increase to compensate for
losses in the foreign trade. These losses have been
significant. Exports, which averaged around 15,000,-
(KJNO pounds annuallv during the five-year period 1924-
1928, averaged onlv 10,000,000 pounds a year from
1929 to 1933 and dropped to 4,mM),0(K) jwunds in 193o.
W^hile an increase to around 7,000,000 pounds m 193()
seems probable, there are no present indications ^t
exports will recover to the level of the 1924-1928
period.

nt Tobace§ WorU

DEMAND FOR AMERIOAN
LEAF INCREASES

(Continued from Page 5)

iji the United States as a result of the carry-over from

he large crop of 1935 is only slightly smaller than it

as a year ago. However, at the present record level

of domestic consumption of flue-cured tobacco, these
locks do not appear to be excessive.

The increase in domestic consumption of flue-cured
tobacco has occurred largely in the use of cigarettes,
which provide an outlet for more than 75 per cent, of
the flue-cured tobacco used in this countrv. The re-
jiiaining flue-cured tobacco consumed domestically is
used in smoking tobacco and plug chewing, the con-
sumption of which has not changed significantly during
.he last four vears.

Exports of flue-cured tobacco for the 1935 market-
lug vear totalled 375,000,000 pounds, farm weight, as
runipared with 280,600,000 pounds for 1934, 389,500,000
l)0unds for 1933, and 426,200,000 pounds on the average
Tor the period 1928-32. The increased exports during
the 1935 marketing year, compared with 1934-35, were
mainly to the United Kingdom, the principal foreign
user of United States flue-cured tobacco. Exports to
the United Kingdom reached a record level during
1935-36 owing partly to requirements for building up
stocks. These stocks, which had been depleted by in-
r leased consumption and by small imports from the
sliort crop of 1934, now appear to have been largely
replenished, and it is anticipated that takings of this
year will be in line with the current rate of consump-
tion.

Total unmanufactured tobacco withdrawn from
Itond for manufacture in the United Kingdom during
the twelve months ended June 30, 1936, was approxi-
mately 5 per cent, more than the quantity withdrawn
< luring the preceding twelve months, and the largest on
rocord. Withdrawals of Empire tobacco increased
about 8 per cent, during this period compared with
n\\ increase of 4.6 per cent, in the withdrawals of United
Slates tobacco. However, the proportion of total con-
sumption that is obtained from Empire sources is still
Ijelow the high point reached in 1933.

The currently marketed crop of southern Rhodesia
is estimated to be about 10 per cent, less than last
year's crop. Although the 1936 flue-cured acreage of
( 'anada was greater than that of last year, the crop was
nduced by severe frost damage. These two countries
Mipply most of the Empire-grown flue-cured tobacco
used in the United Kingdom.

China, which is the second largest foreign user of
rnited States flue-cured tobacco, took much smaller
Muantities in 1934 and 1935 than in previous years.
Ilxports to China were onlv 27,600,000 pounds, farm
weight, in 1935-36 and 29,r>(K),(K)0 pounds in 1934r35,
« umpared with more than 1(X),000,000 pounds during
. ach of the years from 1928-29 to 1930-31. Present
< hinese stocks of United States flue-cured tobacco are
reported to be very low, and it is expected that exports
to China from the 1936 crop will exceed those during
each of the last two years. However, production of
Hue-cured tobacco in China has increased steadily sinc«
the World War and continues to expand. The 1936
crop is currently estimated at more than 175,000,000
J onnds, which is the largest on record. In recent years
J igh internal taxes on manufactured cigarettes contain-
iiig a large proportion of American tobacco have tended

THE WOODEN BOX
FOR CIGARS

LENDS PRESTIGE
AFFORDS BEST PROTECTION

SPRUCE BOXES

ARE LIGHTEST— BRIGHTEST
Save Excess Treight and Express

SPECIFY SPRUCE

FOR YOUR BOXES

UPTEGROVE LUMBER CO.

15 Washington St. Newark, N. J.

CIGAR BOX LUMBER FOR 63 YEARS

EMabltolMd 1886

"BEST OF THE BEST"

''-'--^-' A. SANTAELLA & CO.

Offic*. 1181 BroMiway, N«w York City

FACTORIES: Tampa and Kap Wast, Florida

IS5 Ml Street. N. Y. Qy

hiutrii 144, HafiM, Cuba

HAVANA
TOBACCO

ROTHSCHILD-SAMUELS-DUIGNAN, INC.

Tobacco Merchants' Association
Registration Bureau, neV^york cnr

Schedule of Rates for Trade-Mark Services
Effective April 1, 1916

Registration, (see Note A),

Search, (see Note B),

Transfer,
Duplicate Certificate,

$5.00
1.00
2.00
2.00

Note A— An allowance of $2 will be made to members of the Tobacco Mer-
chants' Association on each registration. ... .— «* «««

Note B-If a report on a search of a title necessitates the reporting of more
than ten (10) titles, but less than twenty-one (21), an additional charge of Une
Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty
(20) titles, but less than thirty-one (31) an additional charge »* Jwo ^ff^^J*
(12 00) will be made and so an additional charge of One Dollar ($1.00) will De
made for every ten (10) additional titles necessarily reported.

NEW REGISTRATION
GREAT PLAINS:— 46,578. For cigars. Barkalow Bros. Co.,
Omaha, Neb., October 28, 1936.

RENEWAL REGISTRATION
COSTA DE ORO:— 46,577. For cigars, cigarettes, cheroots and to-
bacco. Registered bv Consolidated Litho. Corp., Brooklyn, N. Y.,
October 22, 1936. (Originally registered April 18, 1904, by Ameri-
can Litho. Co., New York, N. Y., predecessors of the registrant.)

TRANSFERRED REGISTRATION
HAMPTON COURT:— 33,214 (Trade-Mark Record). For all
forms of manufactured tobacco. Registered January 10, 1908, by
S. Anarg>'ros, New York, N. Y. Through mesne transfers acquired
by D. Emil Klein Co., Inc., New York. N. Y., and re-transferred
for smoking tobacco only to the Sutliff Tobacco Co., San Francisco,
Cal., on November 9, 1936, the D. Emil Klein Co., Inc.. retaining
this trade-mark for all forms of manufactured tobacco, with the ex-
ception of smoking tobacco.

TOBACCO TRADE OBGANIZATIONS

TOBACCO MERCHANTS ASSOCIATION .^'^^^t^^^
OF UNITED STATES '^^MJJ^^

JESSE A. BLOCH. ^Tieelingr. W. Va President

JULIUS LICHTENSTEIN. New York. N. Y Vice-President

WILLIAM BEST, New York, N. Y Chairman Executive Committee

MAJ. GEORGE W. HILL, New York, N. Y Vice-President

GEORGE II. HUMMELL. New York, N. Y Vice-President

H. H. SHELTON. Washington. D. C Vice-President

WILLIAM T. REED, Richmond. Va Vice-President

HARVEY L. HIRST. Philadelphia, Pa Vice-President

ASA LEMLEIN, New York, N. Y Treasurer

CHARLES DUSHKIND, New York. N. Y Counsel and Managing DirMtor

Headquarters, 341 Madison Ave., New York City

RETAIL TOBACCO DEALERS OF AMERICA, INC.

WILLIAM A. HOLLINGSWORTH. 233 Broadway, New York. N. Y Presideat

CLIFFORD N. DAWSON, Buffalo. N. Y Executive Vice-President

JAMES C. THOMPSON, Chicago, 111 Treasurer

ASSOCIATED CIGAR MFRS. AND LEAF TOBACCO DEALERS

iOHN H. DUYS. New York City President
IILTON RANCK. Lancaster, Pa First Vice-President

D. EMIL KLEIN. New York City Second Vice-President

LEE SAMUELS. New YttA Oty Secretary -TreaiofW

NATIONAL BOARD OF TOBACCO SALESMEN'S
ASSOCIATIONS

ABE BROWN. *M Market Street. Newark, N. J Presideat

JOSEPH FREEMAN. 615 West 150th Street, New York City.. First Vice-President

FRANK SOBEL. 72 Williams Street. Newark, N. J Secretary

ALBERT FREEMAN. 25 West Broadway. New York City Treasure

THE NATIONAL ASSOCIATIONS OF TOBACCO
DISTRIBUTORS, INC.

E. ASBURY DAVIS, Baltimore, Md Preaideat

JOSEPH KOLODNY, 200 Fifth Ave.. New York. N. Y Secretary

GEO. B. SCRAMBLING. Oeveland, Ohio Treasure

milTED STATES TOBACCO DISTRIBUTORS ASSOCIATION

g)HN F. BROWN President
ERMAN H. YAFFE. m Fox Building, Philadelphia, Pa Secretary

' RETAIL CIGAR STORE ASSOCIATION OF PHILADELPHIA

MORRIS LEVITONE ..V7 Preaid^

SAMUEL MAGiD. 2001 N. MerviM ^, PhH^i^taV K ..::::::::::::::mj!^

t8

to shift consumption to cheaper cigarettes containing
a high proportion of Chinese tobacco, the taxes on
which are much lower.

In Japan the consumption of products containiniji:
flue-cured tobacco has increased from around 25 per
cent, of the total consumption in 1930-31 to approxi-
matelv 45 per cent, of the total at the present time.
Production of flue-cured tobacco in Japan, Chosen, and
Manchuria is being encouraged in response to this in-
creased consumption. Flue-cured acreage in Japan is
estimated at 37,(KK3 acres in 1936 compared with 33,000
in 1935 and 20,000 acres on the average during the five-
year period 1930-34. It appears that Japanese takings
of United States flue-cured tobacco will be maintained
at around the present level of 7,000,000 to 9,000,000
pounds.

Prospects appear reasonably favorable for flue-
cured exports to the Netherlands, where trade with the
United States has been favorably affected by reciprocal
trade agreements, and to the countries of northern Eu-
rope where business conditions are generally good and
there has been a shift toward the increased use of
cigarettes, especially those containing a large propor-
tion of flue-cured tobacco.

Takings of United States flue-cured tobacco by
Australia, which reached a low point of 10,000,000
pounds in 1932-33, have steadily risen since that time,
being 21,000,000 pounds in 1935-36.

STATEMENT OF THE OWNERSHIP, MANAGEMENT, CIR-
CULATION, ETC., REQUIRED BY THE ACT OF CON-
GRESS OF AUGUST 24, 1912,

Of THE TOBACCO WORLD, Published Monthly at Philadelphia, Penna.. for

October, 1936.

M.

State of PenntylTania,
County of Philadelphia, \

Before me, a Notary Public in and for the Sute and County aforesaid, per-
•onally appeared Gerald B. Hankint, who, having brcn duly •'»on'r.**i^'ri^^^
law, deposes and aays that he is the business manager of THE JUBAU^U
WORLD, and that the following is, to the best of his knowledge and belief, a
true statement of the ownership, management (and if a daily paper, the circula-
tion), etc., of the aforesaid publication for the date shown in the above caption,
required by the Act of August 24, 1912, embodied in Section 411. PosUl Laws and
Regulations, printed en the reverse of this form, to wit:

1. That the names and addresses ol publisher, editor, maoaging editor, and
business managers are:

Publisher— The Tobacco World Corporation, 236 Chestnut Street, PbilaM*

phi a. Pa.
Editor^Hobart B. Hankios, 236 Chestnut Street, Philadelphia. Pk.
Managing Editor— None.
Business Managers— John Cleary, 236 Chestnut ^reet, Philadelphia, P*.

2. That the owner is: (H owned by a corporation, its name and address must
b« stated and also immediately thereunder the names and addresses of ••«:»•
holders owning or holding one per cent or more of total amount of stock. H not
owned by a corporation, the names and addresses of the individual owners must
be given. If owned by a firm, company, or other unincorporated concern, its naaic
and l^d^ess. as well as those of each individual member, mtat be given.)

The Tobacco World Corporation, 236 Chestnut Street, Philadelphia, rm,
Hobart B. Hankins, 236 Qiestnut Street, Philadelphia. Pa.

3. That the known bondholders, mortgagees, and other security holders owning
or holding 1 per cent or nsore of total amount of bonda, mcHtgages or other securi-
ties are: (U there are none, so state.)

None.

4. That tNs two paivgraphs next above, giving the names of the owners, •toc«:
holders, and security holders, if any, contain not only the list of stockholders and
security holders as they appear upon the books of the company but also, in owe*
where the stockholder or security holder appears upon the books of the c<»ipany
aa trustee or in any other hdticiary relation, the name of the person or corporation
for whom such trustee is acting, is given; also that the said two paragra^s con-
tain statements embracing affiant's full knowledge and belief aa to the circum-
stances and conditions under which stockholders and security holders who do not
appear upon the tMSoks of the company as trustees, hold stock and securities In a
capacity other than that of a bona fide owner; and this affiant has no rcasmi to
believe that any other person, association, or corporation has any interest direct
w indirect in the said stock, bonds, or other securities than as so stated by him.

5. That the average number of copies of each is»ue of this publication sold or
distributed, through the mails or otherwise, to paid subscribers during tha fix

months preceding the date shown above
required from daily publicatiims only.)

IS.

(This infwmM^ is

nOBART B

HANKINS,

Editor.

Sworn to and subscribed before me this
»th day of September. 1936.
SAMUEL UPMAN.
(S^l) NoUry Public.

My commission expires May 2S, 1940.

{L*/iri— 0»#/W/ pouttil of
mil J. mellow Printt Alhtrt.
packed im the theerfnl
nd tim and ptattd ni .in
mUratthe gift patkagt.

Tkt Tt^aeco Wprtd

•

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