J R , 1940 11 Op n in F bruary, for salarie , and for tall d. ince the new city admini tration upke p of th cour . For in tance, the in 'an Antonio took office last May 1 a annual gra s se d bill i $1,000; the com- r urgeon ha been put to work on th m rcial f rtiliz r bill run to about 1,000 fine grove of the park. a year. orne amount of trouble has be n The Texa Open, which will be played encount red in upkeep of the greens be- Feb. 9-12, is expected to draw 150 profes- cau of the alkali content of the soil. ional again this year. Likewise, the This has added a 600 yearly bill for v nt touche off the cour e's three busie t chemicals. The cour e in talled it own water ys- tern at an initial cost of 1 ,000, taken from its surplus arnings. The course bord rs on two 24-in. main , both within a stone's throw of the water tower, and there is never any probl m of g tting all th water needed. There is no charge for water, sine the course is within the city limit , and this represent a saving of more than $3,000 a year. Th San Antonio CC course, only a short distance away, pays about $4,000 a year for wat r, according to Brooks. The course is not carried on the Murray Brook • balance sheet with any sort of valuation Brackenrid e' olf director figure, since it was a donation. Still, the months February, March and pril. La t clubhouse at Brackenridge, opened in 1923, year, the e penses of the meet, including represent an investm nt of $75,000, and the $5,000 pur e, totalled about $6,000. stands as a monument to the golf course. With a gallery of 10,000, a surplus profit o Watering in Winter of 2,000 was chalked up. The Texas Open, held first in 1920, wa Last year at the Texas Open there was e tablished with a $5,000purse at the out- some discussion r garding dry greens on set and at that time its purse was one the course, but it was not entirely due to of 'the very large t offered on any course the tended drought T xas had been ex- in the ntire world. There has been some p riencing, Brooks has installed tropical talk in r cent year of increasing the grass on the entire course. During the winter the grass lies dormant, and it will figure. deteriorate if wat red. w Orl an et for Tourn y- Third The full length of the course is 6,500 nnual ew Orleans 10,000 Open golf yards. It has eight natural water hazards, tournament will be held February 22-25, occasioned by the San Antonio river. A just in between the clo of ~he l\~ardi feature facilitated by the natural setting Gras and the opening of th sprmg FIesta at Brackenridge is a fine arrangement of celebrations. The w Orleans Open ha holes. Since Brooks cam to Brackenridge b come one of the country's major sport 16 y aI'S ago, 17 greens have b n com- events. The first and second tournament pletely rebuilt, the wat r system installed, were uccessful in every r spect and th the clubhou erect d and fairway length- 1940tournament is expect d to draw record ned and improved. galleries becau e of the lar~e nu~b I' of At present there is a $12,000 improve- vi itors and tourists who will be m New ment program under way, in which rock Orleans at this time. hous s will b built in s veral parts of the Robert S. Mae tri, mayor of the city course, and rock bridges and walks in- of New Orleans, is again donating the prize money of $10,000,a tourname~t sum • that is not topped by any purse in th Tampa (Fla.) Golf Assn. has collected 48 South. As u ual, no gallery fee will b sets of used clubs from cheerful ljIivers at charged the public. The event will take member clubs. The assembled sets were passed on to hiljlh school youngsters who repaired the place at the municipally-owned City Park clubs in their own hlljlh school manual traininljl Golf Course No.1, where the golf r will dept. Harry Root, Jr., president of the Tampa have the use of the new $ 5,000 City Park GA, or9anized the junior promotion work. clubhouse. 12 GOLFI>O~r ecen Golf Divots

FIRE has again caused heavy losses to ... Installation of Max B. Kae che of th clubhouses this fall and winter. Biggest Ridgewood (N. J.) CC as president of the loss was the fire of undetermined origin Metroplitan Golf Assn. was marked by that swept the clubhouse at the French the plea of his predece or, Henry S. Stur- Lick Springs (Ind.) CC on Dec. 9, destroy- gis, to combine four minor groups into one ing the building and most of its furnish- powerful and influential body for the sal- ings. The clubhouse was built at an ap- vation of the Metropolitan Op n cham- proximate cost of $150,000 in 1921. Just pionship. Sturgis pointed out that the the day previous, the Glengarry CC club- operation of associations in New Jersey, house at Toledo, Ohio, built at a cost of Long Island, Westchester and Fairfield $55,000, was destroyed by fire. A few brought about needles expense and con- days earlier, smoke and flames caused siderable duplication of efforts, much of $10,000 damage to the locker-room of the which could be eliminated. Hempstead GC, Hempstead, L. I. Only CC the use of a new communications system Columbia (Washington, D. C.) mem- in combating fire prevented greater dam- bers got quite a shock not long ago when age to the structure. Clubhouse at Hick- D'Arcy "Reds" Banagan was seen on the ory Hills CC, Springfield, Mo., was totally practice tee. Reds admitted it u'as the destroyed by fire in the late fall, and re- second time in his near 30 years as assist- cent word from Hickory Hills officials in- ant pro. . .. Annual Florida West Coast dicates work has already begun on Seniors tournament is again being held at building a new $10,000 clubhouse. the Pasadena GCse in St. P tersburq, Event is scheduled to be played March 's final round of 64, enabling 6-8. One hundred twenty-two senior golf- him to win the recent $10,000 , ers in that district took part last year. ranks among the best concluding round A series of exhibition golf matches by scores in a major tournament. . . . Mem- Henry Cotton, leading British pro golfer, bers of the Hampton (S. Car.) GC have has raised nearly 5,000 pounds for the leased a 32-(Lcre tract in Hampton, and British Red Cross Fund. Cotton, inciden- work has begun on laying out a new 9- tally, was married in mid-December to hole course. . . . Pro golfers within the Mrs. Maria Isabel Moss, wealthy 37 year Carolinas have been given assurance they old Argentine woman. Cotton is 32. . . . 'will be granted a special charter for a new The Western Amateur champion hip, one PGA district organization when they pro- of the oldest events in the game, returns 15 duce signatures of PGA members living to the central states again this year. The within the confines of the propoeed Caro- tourney will be held at the Minneapolis linas district. George Slingerland, Greens- GC the week of July 9. Harry Todd of boro (N. Car.) CC pro, reports they expect Dallas, Texas, is defending champion. to have the charter bll March. Efforts to secure a Carolinas district charter were E. G. (Eddie) Fitzgerald, widely knou n started by Slingerland last summer be- veteran manager of golf clubs and resorts, cause the current Southeastern section, of now is associated with Milton C. Smith which the Carolinas hue been a part, was in the oumership and management of the too large, and pros in this area were re- Kirkwood Hotel, Camden, S. C.... Wis- quired to travel too great a distance to conein. PGA's annual wild game dinner compete in tournaments. was well disguised by its 1n nu. Tit affair W(tS held at Westmoor CC, Milwau- Mrs. Dorothy Poynton Hill, champion kee, Nov. 6. The pros did away with fowl woman swimmer, proved herself a first- and meat shot by their nimrod comrades. class golfer, too, when she won the rec nt Gopher broth, mole ,giblets, roast young Class A women's event at the Riviera CC, June bugs, hearts of chickweed and dis- Pacific Pali ade , Calif .... Bill Brown, soloed. sulphatee were features of the cui- Los Angeles pro, who suffer d fractures of sine, so the m nit said .... Alice Marble, both legs in an auto crash a couple of women's tennis cha mpion, is taking up golf months ago, has left the hospital and is seriously. She hus been receiving instruc- now convalescing at home. It will be two tion from Charleu Laceu, pro of the Hill- years, though, b fore he can play golf. cre»t club in California. R , 1940 13 os v By Karl Sutphin Program is completed for staging of 14th annual

greens show at Hotel New YorkerI Feb. 6-9.

GREE I EEPll G" cene of bu in J. O. Pepper and Fr d V. Grau of Penn- operation will again win toward the ylvania tat College, Dr. O. B. Dodge of East hen th nation' greenk ep r gath- th ew ork Botanical Gardens and er n xt month for th annual ational K. Hallowell, Philadelphia ounty Turf "onferenc and Equipment how of th Gr nk eping Superintendent n. Friday p.m.-"Residual Poi on , ' by Dr. The fourteenth annual meeting of the or- \V. . Ei enmenger, Mas. tate College; ganization i to be h ld F bruary 6-9 at (Prof. Lawrenc . Dickin on, Mass. tate the Hot I orker in , ork ity ; College, will a si t in the discu ion on ju t one year ago the conv ntion wa put thi subject); "The Superintendent and on in Kan a' ity, ~Io., th first national Hi Futur," by Howard B. Sprague, w turf meeting to be held we t of the Il is- J ere y Agricultural Experiment tation. ippi. Twenty- ight manufactur rand d aler have already ign d for booth and Bu y W k Planned di play at th quipment how, according Th quipment show will get under way to word from Don Boyd, chairman of th Tuesday morning, Feb. 6, and the day will 'how committee. be d voted entirely to the exhibit. The Ed ale, ano Brook CC, ummit, . J., d legat s' meeting will be held Tuesday and John nderson, Essex ounty CC, vening, the educational conferences will West Orang, . J., ar co-chairman of b gin Wednesday, continuing through Fri- th N w York convention, and able assist-

HERE ar vi w of the pro merchandi - from the pro a ures the purcha er mo t ing ituation a een by a man ho atisfactory return for hi money. Any mak a big income a a marketing advi- bu iness olicitation by the pro based on or to big bu ine concern. He get the ympathy theme i out of date, and around to quite a few golf club in diff r- weakens the pro's po ition a a depart- nt part of the country a ague t, and ment head. belong to one in the ew York metropoli- The club member does not feel that he tan di trict. himself requires any ympathy, and he He and I went out to lunch one day. I doesn't feel any shame, when he buys started telling him about some of the busi- from a store instead of from the pro. It's ness problems of the pros. Then he told heer stupidity for a pro to corn or try to me for three hours. humiliate the member who has bought Exc ption may be taken, by pros, to the from a tore, observe the marketing validity of some of this marketing expert' coun elor. In the first place, the pro alien- statements. However, all of his opinions ates som one who is buying, regardless are worth the consideration of the thought- from whom. With the per capita buying ful pro. of golf playing equipment low enough, it *• * obviously is unwise for any pro to dis- Pros are in a fast changing business courage the trade of anyone who ha (the m rchandising authority began) and given evidence of the buying habit. are very much exposed to the risk of fail- ing in their jobs unles they keep con- Pro" M thod lay Back-fir stantly studying tr nds. Secondly, unless the pro handles such For instance: The trend up to about cases discre tly the member who ha eight years ago was uch that "patronize bought el ewhere not only will stay away the pro" was a good line to use. The pro from the pro, but will become active in was looked on som what in the light of a teering other business away from the family retainer. The club itself was con- pro. If th pro adopts a "get even" policy, sidered much as a family propo ition. so may th member. Therefore, the member felt that in limit- In uch ca es the pro i in a bett r po- ing his golf purchases to his pro he was, sition than the store merchant because the in a way, helping to support his own fam- pro can see who's buying what, and ily. It probably cost more, but it was a promptly revise hi tocks or business so- gent! man's traditional duty. licitation method accordingly. The mer- c ants could make uch discoveri only M mb r' ttitud Ha hanged by lucky accident. Since the depression began that attitude A discr t show of interest in the new has changed at many clubs. Members are purchases and an equally discreet presen- told "you should support the pro." They tation-not buying solicitation-of pro ask "why?" The m mber has b en hav- merchandise comparabl in quality with ing trouble supporting himself in the style the tore merchandise and b tter in fitting to which he has b n accustom d. He may or price, should be made. Above all, the have been able to retain his club member- pro must not act sore, or pout. ship only by exercise of thrift in some A fri nd of mine got a bargain set of other directions. He feels that he owes to clubs at a tor. His pro hated to lose th no one the obligation of spending money. sale, of course, but he wa mart enough On that account, the pro appeal should not to show it. The pro said to my friend, b switched from the plea "support your "that' a nice looking et of new clubs pro" to the helpful suggestion "your pro you have." My fri nd told about n ding serves you better." In each detail of the some n w clubs and being unabl to resi. t pro' printed or personal adverti ing, th the advertis d bargain. He told the price. idea hould be put across that buying "That' O. K.; I couldn't come within a PLAY and SELL

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The Shaft of Steel with the Sweetest Feel Heddon ,D ON'S SO N S STEEL GOLF SHAFT DIVISION JAM ES HE D DOWAGIAC, MICHIGAN 18 GOLFDOM Many bulletins of help to pros and club effi- and why I should buy them proper sticks, cials who have problems of golf promotion are and I won't be able to do anything but available free from the American Golf Institute, kick in. So my kids are not playing golf, 19 Beekman St., N. Y. The American Golf ln- titute is Spalding's organization for golf devel- The pro isn't looking ahead. He ought opment and is headed by Bob Jones. to know that after kids get started it One of the most recent publications of the won't be long until they put pressure Institute is a booklet "Group Instruction in Golf" on their old man to buy them new clubs written by Jones and Harold E. Lowe, assistant for Christmas presents or birthdays." professor of physical education at Columbia Such cases are frequent around golf university. It is something that will be a valu- able aid to pros who are teaching groups at clubs. Almost every night the successful schools, offices and factories. pro can learn a lot by honestly review- ing his selling work of the day. Almost • every action and word of the pro at the half-dollar a club of that," the pro cheer- club has some relation to his selling, fully admitted. The half-dollar price rath- either of his services or his merchandise. er surprised my friend. A saving of $4.50 The pro must keep examining himself wasn't enough to interest him. He'd signed frankly for errors of omission and com- checks for drinks and lunches totalling mission. Neither he, nor anybody else, more than $4.50 before he'd started to play can escape the dangers of changing con- that afternoon. ditions. "I like these blades, too," the pro re- There is a reminder of the necessity marked. I began to wonder about the pro of changing methods with the times when myself. It listened like he was building one tries to think of business organiza- up a competitor's merchandise too strong. tions that were leaders 40 years ago, and The pro waggled the shafts of all the who retain their leadership today. There clubs except the putter. "Good clubs for are very few such in the entire country. the price, these are," he said. "Say if Golf is changing about as fast as any you want a little tip on how to use them, other business, and if the pro wants to you might try aiming your shots to the protect himself against being left out left. These shafts are about right for on a limb, he must study to anticipate powerful wrists like and developments. Nobody can do that job Johnny Revolta have, but they're too stiff for him. It is an individual task and for your swing. I'm afraid you'll slice." already is showing the survival of the My friend replied; "Afraid I'll slice? I fittest in pro golf. , sliced all over the lot this afternoon." "That's too bad. I see you knicked the sole of the mashie, so you can't take the Dating Clubs Boosts I clubs back and exchange them for some Shop Sale Totals that would fit you. Well, so long. Good luck," the pro concluded cheerfully. A EW England pro started e peri- This friend of mine never could use menting three years ago with tamp- those clubs after that. The psychology, ing year of purchase of club in mall as well as the shafts, were against him. figures on the sole plate. He had larned He learned that the pro's advice in buy- that one reason his member were k ping ing golf equipment was worth money. He clubs in play so long wa that they didn't sold himself on doing business with the realize how old their club were. pro. He says he's already begun to see good void High Pre sure Methods selling results from his idea. He points Another friend of mine is scared of out to players, in casual conversation, that high-pressure selling of the pro at his there are about 500 changes annually in club. "I have two boys, one 11 and the head, shaft and other parts of clubs de- other 14," this friend told me. I would signed and constructed by leading manu- like to have them playing golf but I don't facturers. This mechanical improvement want to start out buying them even $20 together with the change a few years' worth of clubs apiece and have them effects in the physical system of the club outgrowing the clubs in a few years. They user, make it logical for the player to buy ought to be able to start with old clubs new clubs every three or four years. Now, of mine, cut down. the average life of clubs used by private "But I know if I ask our pro to do this, club players is almost six years, according he will give me a fast solicitation on how to a survey made with the cooperation of such clubs won't be right for the kids approximately 150 pros. 19 ise Pros IREARI Salesmen

By E. LeRoy Pelletier

o WHILE golf professionals are ordinarily turers. New 'products are constantly ap- I the easiest type of golf club buyers to pearing and the reactions of the public to contact and are usually willing to give a these offerings are things that may mean :few minu tes of their time to a salesman, profit or loss to you. Word of new and nevertheless there are many pros who novel tournaments that have worked suc- !can't see any percentage in giving the golf cessfully elsewhere-events that stimulate :peddler a hearing. "Why should I waste members' interest, causing more frequent ;my time talking to a lot of golf sales- l men?" Is that your attitude toward the

I boys who drop around to see you, who :represent the various club and ball manu- :facturers? Or do you feel, as do some of , the most successful pros of our acquaint- ance, that these salesmen perhaps are bringing something of value to you - something that will put more money into that cash register. Of course, your attitude may vary as the salesmen themselves vary. Some boys are simply order takers. It's difficult to glean information from them. But some of the others - well-educated, alert, open- minded fellows, on whom careful and cautious manufacturers spend good money You might expect it; if an automobile advertising for salary and traveling expenses-have stunt is being done Al Watrous will be right in real contributions to make to your busi- the middle. The widely known AI, one of the best liked pros in the game, is at Oaklan.d Hills (Detroit ness if you will let them. district) where fellows in the automotive business throng. A professional can take two viewpoints Buick's new advertising plug "Rain or shine, of his job. One-that he is holding down let's get a Buick" is being advertised on golf um- a position whose horizon is limited by the brellas, so Al gets in out of the rain. boundaries of his own golf course, and that what happens elsewhere is of no play-ways to bring new members into particular importance to him. The other your club-these are often things on which -and the one that gets him places-that the helpful golf salesman can give you he is a member of a fine, upstanding pro- first-hand information. fession whose scope is the whole United Salesmen Often Guide Pro to Post States and that any development touching his profession is a matter of primary Then, too, the wise professional always concern. keeps a weather eye to the future. When the board of directors determines that Among the most successful merchandis- ing professionals of the writer's acquain- perhaps the members would like to see a tance are Mortie Dutra and Al Watrous. new face in the pro-shop, the fellow who Mighty fine golfers they are, too, as well has developed real friendship with in- fluential golf salesmen has a number of as successful business men., And there friends at court. These fellows have aided are not two more approachable pro- hundreds of professionals to find new and fessionals in the entire Detroit district to a salesman who knows his job, his product often better berths. and the latest developments of importance. Count it as one of the "musts" of your job that you will give a cordial, courteous Must Keep Up With Changes reception to these men who jokingly refer This golf business is not a static one- to themselves as "golf peddlers" but who rather it is one of the most dynamic. Com- often can bring a lot more to you than petition is keen amongst the manufac- simply the wares they offer for sale. FOR A BIGGER AND BETT The clubs

There are good things ahead in the coming year for the men who sell Kroydons as well as for the men who play them. Each year adds to the prestige and popularity of America's No.1 Golf Clubs - and the 1940Kroydons are better than ever and will be backed by even more powerful and far-reaching Advertising!

First introduced last year, sales on Kroydon's No. 632 Woods (set of 4 $34.00) have been soaring ever since. The illustrations tell the story. With the ordinary wood (left) an imaginary line drawn through the "weight- center" is well above the center of the ball. Check this against illustration at right-Kroydon's No. 632 Wood. Here "weight-center" line passes through center of the ball - the tendency to "top" or "dig" is gone. Be sure you stock No. 632 Woods!