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Fourth. To the semi-annual trade sales.

Fifth. To the unwholesome competition between rival jobbers, and,

not to reduce and make uniform the retail prices and discounts to the trade. Such a reduction would undoubtedly gratify the public and give an impulse to trade, and might, in the end, be more Sixth. To the education of the book consumer in the idea profitable than the present system. We may pro- that when he wishes to buy a book, or take a newspaper or perly give efficient and immediate co-operation in magazine, he is to receive something in the way of a bonus. the work of issuing the proposed Finding List, The latter publishers offer him a chromo with his subscripand I hope at no distant day may take steps to tion, and why should not the bookseller give him a discount on the issuing of a complete American bibliography. the retail price of the book? This new invention of pretendPerhaps it may be found advisable to have pre-ing to give your purchaser or subscriber more than his mopared and issued catalogues of books in special departments of literature. It may be well to recommend the forming of district associations and to prepare for having annual meetings of delegates. The trade sale ought to be emphatically condemned and opposed. It is most pernicious in its influence in the trade, and is an antiquated custom that would be far more honored in the breach than in the observance of it. The question will naturally arise whether booksellers will favor the free importation of cheap English books, or a protective tariff to raise the price of all.

Such are some of the aims we may have, but there are difficulties too. We will undoubtedly develop a great variety of views, and there will be danger of consuming valuable time and energy in idle talk. Let us not have too much discussion, but plenty of motions, and, voting on them, we can in that way most rapidly express our opinions. Let us not act rashly, nor expect to settle at one meeting questions that have troubled the trade for years,

My friends, we have an uncommon opportunity. Such a gathering as this, if not made use of, cannot be easily had again. The eyes of the book trade all over the country are upon us, and their interests are at stake. Let us, by wise, harmonious, and deliberate action, form an organization that will be permanent and useful, and initiate a series of regular meetings of the Booksellers' Union.

On motion, Mr. Isaac C. Aston, of Columbus, was made permanent Chairman of the convention, Mr. Howard L. Ross, of Hamilton, acting as Recording Secretary. Mr. Aston in taking the chair made a few happy remarks, addressing the convention as "Gentlemen and partners in distress." Prayer was then offered by Rev. Wm. J. Shuey, of Dayton, agent of the United Brethren Publishing House.

Mr. J. W. Gunn, the Corresponding Secretary, then took the floor and read a few of the many letters he had received in support of the movement, as follows:

NEW YORK, February 6, 1874. To Mr. J. W. Gunn, Cor. Sec'y, etc., Springfield, Ohio. DEAR SIR: Permit us to express a regret at our inability to attend the Convention which meets on the 12th inst. We have watched the preliminary movements with great interest, and shall hope that the final result will work out the reforms needed in the trade. We have a double interest in the subject, inasmuch as we are dealers in miscellaneous books as well as publishers.

The growing and pernicious practice of underselling is to be attributed in a large degree,

First. To a fictitious retail price, and the consequent excessive discounts to the trade.

Second. To the large number of unsuccessful or unsalable books forced on the market by means of such rates of discount, and which affect, more or less, the prices of all books.

Third. To the common practice of the publishers retailing their own publications at less than the retail price.

ney's worth also serves to teach him that ail kinds of publishing pays an enormous profit.

As much as this custom of underselling is to be deplored,

the significant fact must not be overlooked that the publishers

and the dealers are responsible for the evil. With a spirit of

liberality, which might be commended if its results were not so disastrous, we have gradually fallen into the custom of offering a good share of the profits of our business to our customers, who had not dreamed of asking for it but for our own action. One of the notable reforms in other trades during the last ten years is the fixed price for all articles sold in the bet

ter class of the retail establishments of the country. In the book business, however, we have gone in the opposite direction, and with what results we all know.

The number of persons, or classes, who now claim a discount on their book purchases is largely on the increase. Professional men in all departments, schools and teachers of every grade and kind, literary men and men of business, newspaper men and public officials-these and many more put in their claims, and yet, because we are booksellers, can we be warmed, or be clothed, or be fed at any less rate than other men? Do we not pay the same pew-rents, the same doctor's

fees? Will the butcher sell us his meat at even ten per cent. off the regular price? Will the tailor take our measure for a less sum than he charges others, or the miller, whose Sundayschool bought its library books at twenty-five per cent. discount, sell us our flour any cheaper, or the lawyer graciously

take our case at a smaller retainer, because we are booksellers? Is our business so much better, our profits so much larger than that of other men? Do we all go a-foot, while they ride in a coach? Let us be just, however, to them and to ourselves, for the evil of which we complain is of our own creation.

We think we are not in error in saying that the retailing o books should afford a gross profit of at least thirty per cent., and that if the business will not yield this it is scarcely worth the following. If to those not engaged in it this seems a large profit, they should bear in mind the precarious nature of the business itself, the large amount of stock necessary to do even a moderate business, the inability to extend it as rapidly and as successfully, even with the same amount of enterprise and industry, as other branches of trade, and the difficulty of closing it, in case of change or disaster, without very great loss.

These are common facts, known to all engaged in the book business, and yet there are few, if any, houses who can report any such average profit as we have named. Take, for instance, the sale of Sunday-school books in this country. Into this branch of the business the religious publishing societies have entered as sharp competitors, increasing their retail prices that they may increase their rates of discount to the schools, and at each step reducing the percentage of the dealer's profit. In this respect, however, they are no better and no worse than the private publishers, but the misfortune is that there is no increase in the amount of books sold, for all dealers immediately range themselves on the same plane, and generously give, to the willing public, five or ten per cent. more of their already small profits, and so it has come to pass that the sale of books to Sunday-schools-if the books of these societies are used to any considerable extent-yields but a trifle more than the actual cost of transacting the business.

What is true in this department of the trade will apply equally, we presume, to the publication and sale of books for and to the secular schools.

The Convention will doubtless consider these and many other points of the greatest importance. Will you permit

us to suggest something in the way of remedy for the evils which trouble us? Concerning the school-book business we offer nothing, as we are not dealers in that class of publications.

I. The discontinuance of all trade sales, and in their place a semi-annual book fair, to be held alternately at New York, Boston, Philadelphia, Chicago, and Cincinnati. At this fair all publishers to be represented, and to offer, as an inducement to purchasers, an additional discount of five to ten per cent., according to the quantity of each book, or the total amount purchased from the entire list.

II. A reduction in what may be termed fictitious retail prices, so that the discount to an ordinary dealer shall not exceed thirty or thirty-three and one-third per cent., with say ten per cent. additional to the jobber, who shall agree not to sell to dealers at any greater discount than that allowed by the publisher when selling directly to the dealer.

III. The discontinuance of all discounts to Sunday-schools. IV. That books designed expressly for professional men be also sold at net prices, and a discount of say twenty per cent. only be allowed to the trade, so that the retail price may be proportionately lessened.

V. An agreement on the part of the publishers to maintain the retail prices of their own publications on all sales except those made to the trade.

VI. The organization of a Board of Trade, with powers similar to those of the school-book publishers, but composed of dealers as well as publishers, with branches in all the principal cities.

Permit us further to suggest that in your deliberations the dealer should remember how he has suffered from the delusion and snare of books with a "bottom" discount. Too often he has turned aside from other and better books, simply because of an extra inducement.

The dead stock that now lies inert on the shelves, will be ound to consist largely of the trade sale or "popular discount" purchases. Do we err in saying that the books of certain publishers have persistently been ignored by some dealers, because the discount was not up to the forties and fifties? while we are confident that a careful examination of their present stock will show, as a rule, that the books which sell the best and leaves the smallest remainders, are those bought at a discount of say one-third.

The Convention should not overlook the fact that the interests of the publisher and the dealer are identical. Neither can live without the other, and whatever attempt is made to reconcile what may seem to be conflicting interests, must be done with a frank and cordial recognition of this fact. The relations which the religious publishing societies now hold to the trade should also be recognized and considered.

But we have trespassed too long on your patience. As we have already said, we hope for good and great results from your deliberations. We have need of united action, and all reforms must come from within ourselves. The very nature

of our business should lift us out of the petty wranglings and disputes, and unworthy competitions and jealousies that have characterized us of late. Let us dignify our calling by pursuing it in a manner that shall reflect honor upon it and ourselves. We are yours very truly,

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or the town will take up the matter and open an opposition office; my friend, Chairman of Public Library, at 1-4 or 1-3, and when you take out this body of men and their friends, for whom they buy, there's only Patrick O'Doherty left to buy books, and all he wants in a twelve month is a medical almanac that he is solicited to take as a gift. It is a serious problem how to get out of this system. You speak of reduced disholds his books very close, and at short discounts, and yet any medical student can buy a single copy of any book at one-fifth; and how much less can we buy ? are stiff on discounts, but their 25 and 5 leaves no margin, when any lawyer can buy at one-fourth. Unless we make a large discount our school teachers will not come to us, as they can buy of publishers at all discounts. So whatever standard of discount you may, as a publisher, make, the mere bookseller is left to do business at no profit. Then the constant change made without notice in school book compels one to buy in small fots, or suddenly you find you pile of "Steele's Astronomy" and that ilk reduced to 4 c. a pound.

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DEAR SIR: I have read with much interest the discussion in the PUBLISHERS' WEEKLY on the subject of underselling, etc., and am glad that the subject is to be considered in a convention of the trade. I should like to be present at the meeting at Cincinnati if it were possible, but, as it is not, and as you have invited correspondence, I wish to say a few words.

The article in the WEEKLY of Jan. 31, headed "Evils and Remedies" is to the point in several particulars, but there are one or two others, not there spoken of, which ought to be considered and definitely provided for in a general arrangement of these matters.

Perhaps I can best present the points in mind by stating my

own case.

I am in a town of say 5,000 inhabitants, about twenty miles from Bston, with daily express facilities. We have here a theological seminary, two academies, a town library, and the

usual public schools. The book-buying people are mostly connected with these institutions, and if one could supply all the books used, it would afford a moderate business, at a fair average profit. But there are several drawbacks.

In the first place, the librarians buy their books in the city at wholesale prices; some of the teachers and professors and all the clergymen do the same.

Any clergyman can go or send to Boston and get his books at from 25 to 33 1-3 per cent. discount. Then there is in the theological seminary one of the students who acts as "agent," buys books for the others and keeps more or less stock. There is the same sort of arrangement in at least one of the academies. These "agents" buy books on as favorable terms as a bookseller, and often obtain favors over a regular bookseller because of being students, with the hope, no doubt, on the publisher's part, that he shall get a great deal of trade.

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Such an agent," having no expense save expressage, his room being absolutely free of rent, and his time of no commercial value, he can, of course, undersell the local booksellers,

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and perhaps make his board bills. This gradually spreads out among "friends," etc., into the community, and the book business is thoroughly demoralized.

Now here are the largest part of my customers who can go or send to Boston daily and buy their books at the same, or about the same, prices that I can buy them. How am I to live by keeping a bookstore?

Some of your astute publishers will perhaps tell me. "You are not enterprising; you don't stock up and keep all the new books," and perhaps add to that, "therefore we (having offered and sold our books to your customers as low as we do to you, and having thus killed off your trade) are forced to publish by subscription, because you retailers have no enterprise and don't keep a full stock of our books."

Just that stuff has been said in the WEEKLY lately.* This process is fast drying up the book business in the country towns. It has done so here. There was formerly a flourishing bookstore here-two for a while; now we have to resort to knick-knacks or to publishing to keep up the semblance of one. This last may be done in this place, but it cannot be done in all, nor in many small towns or cities either. The ruinous process of driving the trade out of the country goes on, and will continue to do so if some remedy be not found, till country book-stocks will consist of a shelf of Bibles and Testaments. It would to-day be safer in many good sized towns and cities, and more profitable, to buy a stock of Bibles of the Bible Society, which sells at one price to all comers, than to buy a general stock of theological

books.

Reducing the general rate of discount among the trade, and the price of books to the public, and dispensing with trade sales, are good as far as they go. They are important steps, but they are not all that are necessary to spread, or rather to restore, the bookselling business throughout the country.

I am not sure that it will be possible to fix a retail price that libraries, teachers, agents, book clubs, ministers, etc., will pay. It is considered one of their rights, pretty generally, to get books at wholesale prices. It may be expedient to fix on a discount which shall be made to ministers, for example, say 10 per cent., which would enable a bookseller to keep the books which they, the ministers, buy, and to make a small profit on them, while the ministers would pay no more for books than they now do, on the supposition that prices are generally reduced. Such an arrangement, rigidly adhered to, would help the sale of theological books materially.

There is another point which I will just allude to; that is, that there is a class of booksellers called second-hand dealers, but who constantly sell new books at wholesale prices. With present express facilities, these dealers reach far out into the country. One can afford to send forty or fifty miles for only

two or three dollars' worth of books, if he can get his 25 or 33 per cent. discount. Some of these dealers make a standing offer of that sort.

I sometimes feel ashamed of my calling when I publish a theological book at a given price, knowing that I shall never sell one within 25 per cent. of that price, and that no one else ever will, chiefly because the bookseller who buys it at 1-3 off will-I might say must-sell it to ministers or libraries, the only customers for such books, at "ministers' prices." There is at present no inducement to a country bookseller to keep a good general stock of books.

Whatever will enable a publisher to put a thousand copies of a book into a hundred different bookstores, to be replaced as often as necessary, will, it is plain to see, be vastly better for him as a publisher, than to keep them all in his own store waiting for customers to come in from the country to buy. Hoping that you may be able to attain that result,

I am yours truly,

W. F. DRAPER.

Wilmington, Del., containing the following points as to what should be the principles of the trade: "1. That all publishers who retail should sell only at the publishers' retail prices.

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2. That all retailers shall sell books squarely at the published retail prices.

"3. That no clergyman, physician, lawyer, teacher, or other person shall receive a discount from retail prices.

"4. That discounts be reduced from the nominal 40 to 50 per cent. to a square 25 to 30 per cent., thus allowing a reduction of retail prices. "5. That all books sent by publisher or retailer by mail shall have postage added.

"6. That contributions to trade sales be discontinued.

"7. That measures be adopted which shall secure to the book trade a new life, and establish it on a safe and permanent basis.

"8. That any publisher or retailer who refuses to stand by the trade for the protection of such vital principles shall be made known to the whole trade, that our influence may be given to more honorable parties.

The basis of action prepared by the Executive Committee was then formally brought forward. On motion, it was resolved that the sense of the convention be taken separately on each of the points therein presented, and on such others as should be brought before the convention, and that after the discussion had closed, the results should be placed in the hands of a committee to digest the same into a unified and properly arranged declaration, which should then be submitted to the convention. Such a committee was appointed, called a Committee of Revision, with Geo. B. Brown, of Toledo, as Chairman, and other Committees to expedite the work of the convention. Resolutions of thanks, to the PUBLISHERS' WEEKLY, and afterwards to the Booksellers' Guide, for their assistance preliminary to the convention, were adopted, with recommendation that the trade support them by their subscriptions. Some discussion was had on the points submitted by the Executive Committee, but little was done in this before the adjournment about half-past five.

SECOND SESSION.

The convention reassembled in the evening shortly after seven o'clock. The Corresponding Secretary read a letter from Mr. B L. Curtis, of A. S. Barnes & Co., Chairman of the Committee on Underselling of the Publishers' Board of Trade, asking for the suggestions of the trade in the matter, or for the appointment of a committee to confer with publishers, and also one from Adams, Victor & Co., New York, endorsing the objects of the convention. Discussion was then resumed on the points of reform, and occupied the most of the evening. The points generally emphasized by the speakers were the necessity of a

Also a letter from Boughman, Thomas & Co., of reduction of prices so as to do away with fictitious

Reference is made, of course, to "Letters to the Editor." -ED. P. W.

margins, and that it was not for the convention in any way to dictate to publishers, but to make sug

by all book dealers, and no discounts from retail price be made to any persons outside the regular trade.

That the only exception, and that advisable as a matter of present expediency, should be in the first introduction and exchange of school books, which should be done through the resident trade or the

gestions. The practical result of the debate was embodied in a half dozen or more motions which were carried and referred to the Committee on Revisions to report early in the morning session. It is unnecessary to take up space by giving either the points of the Executive Committee or the motions carried by the convention on this sub-publisher's travelling agent; the time for introject,as all its decisions on this point were included in the platform reported by the Committee on Revision at the third session.

Resolutions calling upon the trade throughout the country to unite in pushing through the Finding List subscription to success, and making the PUBLISHERS' WEEKLY the official organ of the association, were adopted; we omit them at present to give their text under official signature in a future number. A vote of thanks for the

position as to trade reform taken editorially by the Booksellers' Guide was passed; also, one urging the issue of a regular bulletin of copyright entries at the Government office, and recommending the PUBLISHERS' WEEKLY as the proper medium of publication. A committee to nominate permanent officers was then appointed, on motion, after which the convention adjourned.

THIRD SESSION.

The third session was opened shortly after nine o'clock. A resolution of thanks to the Board of Trade for the use of their rooms was carried. The Committee on Revision then reported through Mr. Brown the following digest of principles:

The American Book Trade Union, in convention assembled, declares its belief that the

interests of the public, the publisher, the jobber,

and the retailer alike demand reform from the evils that now cripple the trade. Believing that the office of the bookseller is an important one in the true progress of the country, and that the interest of publishers also demands a thorough, capable and effective distributing system which shall include retailers at every place that can support a bookstore, it sees that this result can be had only by the abandonment of the present unprofitable and fictitious trade system, and a return to one based on sound business principles, giving the public their books cheaper and the dealer such fair advantages as he who devotes his capital, ability, and time to any business has a right to expect. It does not desire to stifle by combination the competition of enterprise and ability which is the life of trade, but seeks simply to unite the trade under a healthful and rational system of prices and discounts, which shall make it possible for able and useful men to remain in the trade, and supply to the younger generation some incentive to educate themselves rightly for a trade which should offer the double opportunity of a high order of usefulness to the community and fair pecuniary return. Looking, therefore, to the adoption of such a policy as shall secure the interests and prosperity of all, it respectfully offers to the publishers-who, being few in number, centralized in position, and in other respects the heads of the trade, are the proper parties to inaugurate the reform-the following suggestions:

Ist. That the present system of professional discounts should be discountenanced and abolished

duction prices being limited to thirty days.

That wholesaling live books to newspapers for premiums is especially detrimental to the trade.

2d. That the trade sales are a leading cause of the interests of the whole trade, an evil which the present demoralization and detrimental to should be remedied by publishers declining to contribute, and by dealers generally abstaining from buying.

3d. That the publishers' practice of sending books by mail upon receipt of published price is an injustice to local dealers which can be fairly remedied by an additional charge of 10 per cent. for postage.

4th. That to assure permanence in these reforms, the retail price of books should be re. duced so that the largest discount under any circumstances could not exceed one-third.

This was then discussed, and various modifications proposed, including the striking out of the third part of section first, but this was voted down almost unanimously, and the declaration adopted, as printed above. Mr. Challen then took the floor and addressed the convention on trade matters.

The following resolution, offered by Mr. Nicholson, was then adopted unanimously and heartily:

Whereas, We all recognize that underselling is the crying evil of the book trade, and that this evil is the result of the exorbitant retail prices of books, the large discounts made to the trade by publishers, and the book trade sales, and

Whereas, We have, by resolution, respectfully but earnestly requested publishers to lessen these prices and discounts and abolish trade sales. Therefore,

Resolved, That, as retailers, jobbers, and publishers, we pledge ourselves to use all reasonable endeavors to maintain and protect publishers' retail prices.

The Committee on Constitution presented the results of its work, which report was adopted with or two modifications, including the change of name from American Booksellers' Union to American Book Trade Union, as follows:

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CONSTITUTION.

The name of this organization shall be The American Book Trade Union.

Its object shall be the promotion of the interests of the book trade in the United States, and the improvement of its methods of business.

Its officers shall be, a President, a Vice-President, a Treasurer, a Recording Secretary, and a Corresponding Secretary.

Its permanent committees shall be,

An Executive Committee of Five.

A Committee on Complaints and Arbitration. A Committee on the Prices of Books and Underselling.

A Committee on Trade Publications. Their duties shall be the usual duties of such officers. The Treasurer shall give bond to the President, and shall pay out moneys only on the

order of the Chairman of the Executive Committee.

The duties of the Executive Committee shall be to attend to all business not specially given to other committees.

The duties of the Committee on Complaints shall be to receive all complaints from members against other members, whether jobbers or retailers, authenticate them, and use their judgment about publishing them, that the trade may recognize and avoid dishonorable dealers.

The duties of the Committee on Prices shall be to gather the opinions of dealers about prices, confer with publishers, and recommend and press such action in the matter as they may think best.

The duties of the Committee on Trade Publications shall be to devise publications that may be useful to the trade, recommend them at the regular meetings, and the method of issuing them, and to co-operate in any such attempts by others. The officers and committees shall hold office for one year, or until their successors are elected. Meetings shall not be less frequent than annually, and the place and time shall be determined by the Executive Committee.

Any publisher or bookseller may become a member by signing this Constitution and paying annually the sum of one dollar.

This constitution may be amended at any meeting by a two-thirds vote.

Whereas, the general tendency of the sale of books for introduction into schools at reduced rates is to unsettle prices and to lead to speculations in books among teachers.

Resolved, That the trade hails with pleasure the reforms already introduced by the Publishers' Board of Trade in the sale of school books for introduction, and hopes the day is not far distant, both for the advantage of the trade and for the maintenance of honesty in our school system, when books will be introduced only at retail prices, and upon the merits of the books themselves.

The following motions were then passed :. Resolved, That the Executive Committee of this body shall have the power to fill all vacancies that may ensue in committees, and that each committee shall have authority to delegate its powers to one

or more persons.

Resolved, That the Committee on Prices and Underselling be instructed to appoint immediately an authorized delegate to request the signature of publishers generally to the main propositions of this platform or their equivalent, seriatim, with discretion to obtain signatures to such modification as may be found more acceptable, and to report the replies of the publishers individually to this Association, the expenses of said delegate to be borne by the Union.

This latter committee immediately withdrew from the room for consultation, the interim beThe Committee on Nominations presented its ing usefully occupied in the signing of the constireport, nominating officers under the above constitution and by interviews with the Treasurer. The tution, who were unanimously elected as follows:

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T. C. O'Kane, Delaware, O.

J. C. Trader, Xenia, O.

Committee on Arbitrations and Complaints. George B. Brown, Toledo, O.

Thomas D. Hubbard, Columbus, O.
Charles Humphrey, Adrian, Mich.

Committee on Prices and Underselling.
Isaac C. Aston, Columbus, O.
Howard Challen, Philadelphia, Pa.
A. Setliff, Nashville, Tenn.
Aug. Maxwell, Bloomington, Ill.
W. F. Draper, Andover, Mass.

Committee on Trade Publications.
Howard L. Ross, Hamilton, O.
W. H. Watson, Aurora, Ill.

D. W. Chase, Cincinnati, O.

committee then reported that its chairman, Mr. Isaac C. Aston, had consented to serve as delegate to the publishers, with Mr. Howard Challen as his assistant.

Votes of thanks to the callers of the first meeting of October 15, 1873; to the Executive Committee for their admirable work in preparation; to the officers of the convention and others, and to the press and railroads for courtesies extended, were adopted during the last part of the session, together with several routine resolutions.

The convention then adjourned, the next meeting of the Union being left dependent upon the call of the Executive Committee. The whole temper of the meeting was excellent, and it is to be hoped that its results will be felt by the trade for good.

LETTERS TO THE EDITOR.

The interests of the trade cannot be better served than by a full discussion by its members of all questions which affect it. Our columns are always open to communications on any such subject, provided they be brief and suggestive, and we cordially invite the trade to express any suggestions or opinions of interest or value in" Letters to the Editor."

Underselling by Publishers.

NEW BRUNSWICK, Feb. 2, 1874

To the Editor of the Publishers' Weekly.

DEAR SIR: We like the idea of keeping the facts before the trade. We have read the article by

The following resolution, offered by Mr. Gunn, Peabody in which he charges the retailer with a is then adopted:

desire to exact exorbitant rates. We would like

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