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Hokitika Guardian, 21 April 1927, Page 2

(.Ink phase of the- going and coming of royally these days is tho interested part they take in industrial work and undertakings. 'I iie Prime ol Wales has been outstanding in this respect, and has delivered some weighty and stimulating addresses. A London commercial journal recently said that ihi*»« who were privileged to listen lu the speech of the Prince of Wales at the Mansion House banquet on the occasion of the opening of the British Industries Fair will heartily agree that his Koval Highness is I idly alive to the needs of British industry to-day. The impressions that he gave as ‘‘an intensely interested layman’’ should stimulate the efforts of all concerned in the recovery and expansion ol British trade and industry. That a change is taking place from the somewhat conservative industrial ideas and methods of the past, is all to the good, and much benefit should' also result from the greater tendency tor those engaged in industries to go abroad and see the methods and conditions which exist in large industrial concerns in other countries. In considering the great industrial problems of to-day one of the most valuable ideas is that, of concentration of units as a means of lowering the costs of production. To deal with the new conditions which have arisen it would seem that industries must federate more and by collect ivcsiction explore and expand their mutual interests, and it is in this connection particularly that it great opportunity presents itself to the younger men in industry to use their brains for the common interests. The policy of standardization As of equal importance. It is :i self-evident, fact that large earnings can only come from large production, which, in turn, will tend to raise the standard of living, and therefore a most useful means of retaining for our own manufacturers the supply of home requirements is a firm and unfettered grasp of the possibilities in this direction. Of no less value to industry as a whole is the quick and efficient sale of its products. As emphasised by the Prince of Wales, modern salesmanship is a science in itself, and if we are to keep abreast of these intensely competitive times a study of the theory and practice of selling from all its angles is absolutely essential. As a science salesmanship involves the study, among other factors, of the psychology and temperament of the buyer—to which too little heed was given in time past and when this aspect of the selling problem is brought to our attention so much in many of the foreign markets there is surely full justification for schools of salesmanship. The Prince rightly emphasised the great needs of trade and industry to-day as enterprise, enthusiasm and imagination, and his inspiring slogan “Adopt, Adapt. Improve” should he kept well in mind by the managerial departments of industry and commercial undertakings throughout the country.