price and settle with the customer at another (secret) price in order to fool the competitor. You will surely lose in your customer's estimation-giving secret rebates simply to beat your competitor is decidedly bad practice.

27. Do not break sales that have already been fully closed by a competitor.

28. Do not disclose to a customer confidential credit information given you by one of your competitors in good faith and confidence. Give prompt and correct credit reports to competitors when asked to do so, thus treating him as you would have him treat you.

29. Do not split commissions with the customer that are allowed you by the machinery or other manufacturers.

30. Take no customer's word as to propositions made by competitors, for often there are details omitted (either intentionally or otherwise) which have an important bearing on the

matter.

31. Rather, maintain such a friendly attitude toward competitors as will enable you to meet them and discuss frankly the means whereby wily and unscrupulous buyers may be effectively discouraged.

HIS DUTY TO HIS EMPLOYEES

32. A cheerful "good morning" to the clerks makes for loyalty, interest and industry, and costs nothing. Clerks as well as proprietors are human. Let's consider them so. them to "swear by you."

Teach

33. Be quick to reward industry, loyalty and ability. and give employees no cause to complain of their treatment at your hands. Be sympathetic with them in troubles. Stretch forth a helping hand and give them substantial assistance, if

necessary.

34. Do not place temptation in their way, lest honesty depart and a promising career be ruined.

35. Provide fair working hours; compensation worthy of the individual, and working conditions that are pleasant.

36. Salesmen and others who come into your employ and are not familiar with your ways, should be carefully educated in the provisions of this Code.

37. Do not encourage employees by example or advice in what may be termed shady transactions or tricky salesmanship. The character of the active head of the house permeates the whole force. It is the real trade mark of the concern. Do not permit any employee to do what you yourself would not do.

38. Do not take all his sales unto yourself, but give worthy employees a chance.

39. Do not criticise an employee or try to belittle him before customers or anyone else.

HIS DUTY TO THE MANUFACTURER AND WHOLESALER

40. Pay bills when due or explain to your creditor your failure to do so.

41. Take cash discounts only in accordance with the terms specified by him.

42. Merchandise shipped on regular order should not be returned without permission from the seller. Such permission should not be requested after the lapse of an unreasonable period of time, and in no case should merchandise be returned, freight collect, without his consent.

43. Accept goods delivered to railroads in good condition and look to the carrier for adjustments for damages. Deductions should not be made from invoices to cover damage for which the shipper is not responsible.

44. Place orders only in good faith, and accept goods so purchased. Report shortages promptly.

45. Do not buy minimum amounts of merchandise in order to keep other dealers from getting the same line.

46. Follow out promises of co-operation through advertising and dealers' helps, with performances.

47. Treat their traveling salesmen with courtesy and consideration. They are entitled to a hearing; at the same time, they should be impressed with your firmness that they may not become insistent. Make your appointments as early as possible, and keep them. Remember, the salesman is traveling on schedule. Don't deceive him by telling him that another manufacturer quoted you a better price. Don't be so cheap. The best single asset of a buyer is a number af friendly salesmen who like him not only for himself but also for the business he gives them.

HIS DUTY TO ASSOCIATE MEMBERS

48. As our Associate Members assist in supporting this association, we should, all other things being equal, throw all of our business to them, instead of to outsiders. Show more loyalty to them.

TO OUR ASSOCIATE MEMBERS

There may be some question as to the propriety of our suggesting to our associate members a "Code of Ethics," and we

will not do so here, but there are a few matters which concern the leather and shoe finding jobber in his relations with the manufacturers or associate members, which we beg leave to call to their kind consideration.

A. They should brand or mark their goods exactly as

represented.

way.

B. They should not compete with the jobber in any

C. They should not offer prices or discounts on quantities to force a jobber to overbuy. Should he overbuy he will no doubt be compelled to cut prices to unload. Thus other jobbers will not support the line.

D. Should not sell to other lines of business, merchandise properly belonging to the shoe finding business.

E.

Should not substitute on orders or ship in excess of orders. Should be careful to ship as directed.

F. Should not extend credit to jobbers or "near jobbers" of questionable character. If the merchant from whom we buy would have the moral courage to refuse credit to the troublesome buyer or the man of doubtful honor, they would not only earn the gratitude of the reputable jobbers, but would do more for the uplift of the craft than any other one thing. The honor of the craft should be dear to everyone concerned, and he should remember that his own character and conduct reflect honor or reproach on the industry as a whole.

LIGHTING FIXTURES

NATIONAL COUNCIL LIGHTING FIXTURE
MANUFACTURERS

Report of Committee of Design, adopted 1921:

RESOLUTIONS ON PIRACY OF DESIGN

1. The Executive Committee of the National Council of Lighting Fixture Manufacturers shall appoint a Board of Conciliation, which shall consist of the President of the National Council of Lighting Fixture Manufacturers, who shall act as Chairman ex officio, and two members, to serve for the period of

one year.

2. This Board of Conciliation is to be empowered by the National Council of Lighting Fixture Manufacturers to review and pass upon all questions of piracy, and to impose such penalties, hereinafter specified, as they deem justified. There shall be no appeal from their decisions within the National Council of Lighting Fixture Manufacturers.

3. Should any member of our organization believe that an act of piracy has been committed against him by any individual, firm or corporation, the method to be adopted by the complainant in entering his complaint shall be to file with the Chairman of the Board of Conciliation, a written statement duly sworn to, clearly specifying the cause of complaint.

Should the matter of contention involve two members of the same local council of the National Council, that the local council appoint an arbitration committee to consider the case, and that the local council arbitration committee have the same powers to fix and enforce penalties as the Conciliation Board, the local council concurring in this resolution. There shall be a right of appeal from the decision of the local council to the National Council Committee under this plan.

4. The Board of Conciliation shall thereupon review the charges that have been made, and if they are considered of sufficient gravity to warrant such action, the Chairman shall cause to be served upon the individual, firm or corporation accused, a certified copy of the charges, with a written notice that a period of twenty-one days will be allowed in which to file, with the Chairman of the Board of Conciliation, their answer to the charges in the complaint. An extension of this period may be granted at the discretion of the Board.

5. The complainant shall submit for the consideration. of the Board all evidence he may have in his possession, and if he is satisfied that his case has been proved he can leave it to the Board to decide without appearing personally.

6. The accused, upon receipt of his notice from the Board of Conciliation, shall prepare all the evidence at his disposal, and send it to the Board of Conciliation in the form of a sworn affidavit.

7. Both complainant and defendant shall have the privilege of calling witnesses and submitting any evidence they may have that has bearing on the case.

8. Should the accused fail to submit an answer to the complaint within the twenty-one days, or such extended time as may have been granted, it shall be considered that the charges of the complainant are justified, judgment will be rendered by default, and the board shall be empowered to inflict such of the penalties hereinafter mentioned as they may consider fair and just. 9. Should either defendant or complainant be unable to appear in person, he may be represented by such member of the Association as he may select.

10. In any case coming before it, the Board of Conciliation shall consider all evidence, hear all witnesses, then make such decision, as seems to them to be fair and just and, when the charges have been proved, shall impose such penalties as seem to fit the offense.

11. In all cases the cost of arbitration shall be borne by the party against whom the judges decide, and the amount of these costs shall be decided by the judges.

12. The penalties to be imposed shall be as follows: (a) Reprimand, and demand for apology.

(b) Suspension from the Association.

(c) Suspension of rights, such as exhibiting at The Annual Fixture Show, etc.

(d) Expulsion from the Association.

(e) Publishing the decisions of the Board in the "Lighting Rays" etc.

(f) Cash Fine.

(g) The disposition or destruction of the infringed. parts, fixtures, patterns or molds.