From the Dixie Druggist, April 1913, online at UNC Health Sciences Library (http://archives.hsl.unc.edu/ncch/ncch-62/ncch-62-000.pdf)
How Can the Retail Druggist Protect Himself from the Itinerant Vendor of Patent Medicines, Flavoring Extracts, Etc., by S.E. Mason, Smithville, Tenn.
This is one of the most serious questions that confronts the druggist today. All are aware of the fact that this class of dealers are taking from the druggist every year hundreds of dollars that justly belong to him. But how can we prevent or overcome this, is the question. There are two classes of these dealers, the ones in every neighborhood selling with licenses, and the "wagon man," who generally has license to sell.
The first class mentioned could be gotten rid of, if the druggist would do so, but most of us hate to take the step necessary. If we would go before the Court and indict a few of the dealers for selling goods without a license, it would soon drive them out of business, as most of them would quit selling rather than pay license. The druggist is forced to pay his license, and it is but right that he should see that the man who goes out against him should pay his license or quit business.
But when we come to the "wagon man" we strike a difficult proposition, as he has paid his license to sell, and so cannot be attacked on that point.
The attempt has been made, with possibly success in some States, to drive the "wagon man" out of high license, but I fear that we can hardly hope to clear the field in this way; because the companies who have the agents in the field are watching our Legislatures as closely, or more so, than are the druggists; every agent is kept posted on every bill introduced and is admonished to see their Representatives in regard to the matter. These agents, with their customers, stand an equal, and in some instances, possibly a better showing, to control their Representatives, than does the druggist. In the country districts, the Representative is sometimes a customer and may be a close neighbor and friend of the "wagon man," and can hardly be against anything to to his interest. If we can get rid of the "wagon man" entirely, all right, but if we cannot, then how is the best way for us to meet him? I have about concluded that the best thing for the druggist to do is to put a wagon on the road himself, with some reputable line. I have lately noticed that this plan has been adopted in some places and it is claimed that it is proving a success; while the business of the wagon itself is profitable, it also advertises the goods extensively and increases the sales in the store. While I have not definitely decided on this plan, yet I am seriously considering it. It is useless for us to try to convince the people that the agent's goods are worthless, for many of the are using them and claim to get good results therefrom. As has already been stated, the agent is keeping many dollars away from the druggist; he goes into the house and leaves a line of his remedies, the next day a member of the family takes a severe pain in the side, they remember the plaster or bottle of liniment left the day before, they try it and get some relief; if the goods had not been there, they would have likely seen a physician who would have given them a prescription to be filled by the druggist, and thus he would have been permitted to receive the business that he is justly entitled to, having spent so much time and money in preparing for his profession. I believe that the "wagon man" is with us to stay; if we cannot legislate him out, then I am almost persuaded that we should go out and try to get the business ourselves.
[Read before the Tennessee Pharmaceutical Association]
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