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to small grocers, but particularly to the big ones. They could apply this rule to most, but not to the little two by four grocer in the country. They could to all the big grocery and drug store chains. They'd give them a big discount. All the big chain stores would do that and any other store could. Any grocer who was so disposed had the offer made to him to give his order for soap a year in advance.

The Procter & Gamble Company, knowing the problem of storage of the grocers, agreed to deliver the goods on monthly or weekly bases, not to make the customer pay the cost of storing the soap. The Procter & Gamble stored the soap and delivered it to you as you needed it. An industry that manufactures pianos can't do that very well because the storage cost is prohibitive.

Gerard Swope was on the Committee on Unemployment and I remember his saying, “We can do this in the General Electric Company with some of our products.” Stimulated by this committee they started doing it in one department of the General Electric Company. He said, “We can do that with incandescent light bulbs because the market for those is absolutely steady. They're a necessity. We can make a discount for an annual order. It's possible for us to do that. What's more we can store them. But we can't do it in the