According to a great Wall Street Journal article, “Websites Vary Prices, Deals Based on Users' Information,” where you live makes a big difference in the price you are offered online.
Here is how the Journal puts it:
A Wall Street Journal investigation found that the Staples Inc. website displays different prices to people after estimating their locations. More than that, Staples appeared to consider the person's distance from a rival brick-and-mortar store, either OfficeMaxor Office Depot Inc. If rival stores were within 20 miles or so, Staples.com usually showed a discounted price.
And it’s not just Staples; Home Depot does the same thing as do other ecommerce providers.
The Journal found that in 90% of the cases it checked, the biggest single reason for a lower price was a shopper’s proximity to a retailer’s competitor. What was a littler disconcerting, however, is that there are unintended consequences. Here is how the According to the Journal:
But using geography as a pricing tool can also reinforce patterns that e-commerce had promised to erase: prices that are higher in areas with less competition, including rural or poor areas. It diminishes the Internet's role as an equalizer.
What is interesting is that it is not illegal and, when you think about it, bricks and mortar stores have been adjusting prices by location for years. I think the difference may be that ecommerce shoppers somehow fee l that the Internet’s transparency makes it a more egalitarian place. So it’s a little freaky to think that your neighbor down the road, because he or she lives in a different zip code, is getting a better price than you are.
So what do we learn from all of this? I think three things:
There was a very enjoyable article in the Christmas Day New York Times entitled: “Gifts That Keep Giving (if Not Exploding"). The piece, by Jennifer A. Kingson, certainly supports my belief that the toy store and aisle are the gateway to the professions. Here is how she opens her article: “Ask scientists of a certain age about their childhood memories, and odds are they’ll start yarning about the stink bombs and gunpowder they concocted with their chemistry sets.”
Today’s chemistry sets are tamer than those of earlier times. In fact, at one time they included radioactive ore. Maybe that’s why I glow in the dark.
Never-the-less, there was something exciting about blowing things up. In fact, it was a great way for older kids to tease younger ones. I can remember when I was six years old an older kid dropping something liquid from his chemistry set on my head and telling me it would make be bald. That big kid (and you know who you are David) was of course only teasing me. It did, however, just occur to me that I am bald; could it be...?
Do you have chemistry set stories? If so, let us know.
Mark Grondin has over 15 years of experience in eCommerce, web and mobile technology, having provided eCommerce consulting to firms like the German Stock Exchange, Swissair and Johnson Outdoors, and managing web agency relationships with Hewlett-Packard, Disney, and Apple. He is currently Senior Vice President of Marketing for Shopatron, responsible for business development, PR, demand generation and outbound sales for the #1 retail-integrated eCommerce solution in the world.
If you were locked in a roomful of retailers—both online and offline—chances are one of the first topics to come up would be in-store pickup, and with good reason.
Try running a Google search on the phrase and you will find some of the first hits are for retail trend-setters like Sears, Apple, Best Buy, and Toys“R”Us, just to name a few. Nearly every retailer—from online-centric behemoths like Amazon to more traditional brick-and-mortar operations like Walmart—is striving to find that perfect blend of the online and offline shopping experience. And when the New York Times takes notice of these trends, it shows that in-store pickup isn’t just some passing fad; it’s fast becoming the new standard.
Just look at the numbers: 80% of shoppers research their purchases online, but 75% of them still prefer to buy products in a store. By researching online and buying at the store, consumers get all of the convenience
In yesterday's post I talked about the usefulness of toys and games beyond traditional markets and play patterns. The examples highlighted how toys are being used to create portable energy sources and medical devices for developing countries, and to teach kids the basics of science, technology, and invention.
The two stories I’ll share with you today give examples of how play products are being used for physical therapy and even to save lives. But first,...I wanted to include an interesting story I spotted yesterday. An article and video by Huffington Post illustrates how Slinkys are being used in the study of physics. Through experimentation, scientists have found Slinkys useful for explaining unusual principles of physics. They’ve discovered that the bottom section of a Slinky remains completely suspended in midair until the top section collapses onto it. This is not visible to the naked eye, so you’ll want to take a look at this remarkable video to see how cool this really is! http://www.huffingtonpost.com/2012/12/19/slinky-science-video-physics-springs_n_2325474.html
The Study of Physics
And now, on to our regulary scheduled articles....
Remote-Controlled Life Savers
Last year, Ernie Fessenden from Minnesota sent his enlisted brother a uniquely modified remote-controlled truck as a way to help keep him safe while serving in Iraq. He never imagined it would save the lives of six soldiers.
Ernie, along with the help of Kevin Guy, the owner of a hobby shop in Rochester, Minnesota, decided to transform an RC truck by mounting a wireless camera to it. The camera would then display images back to a small device giving soldiers an idea of the potential threats that lay ahead.
Upon receiving the truck, Chris loaned it to another patrol searching for roadside bombs. After sending the truck out on a routine search, it hit a trip wire that was rigged to 500 lbs. of explosives. Although the RC truck was completely destroyed in the explosion, the six soldiers in the Humvee were unharmed.
According to Chris, one of the great things about the RC truck is that it is able to keep up with the Humvees and can actually go ahead of the patrol and scout things out. So far, the truck has been successful in finding four improvised explosive devices (IED).
With the goal of getting these modified remote control trucks to as many soldiers as possible, an organization has been set up to help make this a reality. Trucks To Troops now sends modified remote-controlled trucks to soldiers in the field to help make their jobs easier and safer. (www.truckstotroops.com)
Virtual Reality Pain Therapy
Another soldier in Afghanistan, Lieutenant Sam Brown, was not as fortunate as the aforementioned soldiers. When Lt. Brown’s Humvee was attacked and he was struck by an improvised explosive device he sustained third degree burns over 30% of his body.
After being transported back to the US, Brown endured more than two dozen surgeries and underwent daily wound care and physical therapy which proved to be quite painful. Because the treatments were unbearable at times and Brown was concerned about the addictive nature of the painkillers, his doctor suggested an unconventional type of treatment – a video game. The virtual reality video game, SnowWorld, created at the University of Washington by two psychologists, Dr. David Patterson and Dr. Hunter Hoffman, was specifically designed for the experimental treatment of burn victims just like Lt Brown.
Dr. Patterson found that the treatment of pain worked by putting an individual into a virtual or alternate world and would continue to work as long as the patient’s focus remained in the virtual experience. Dr. Hoffman focused on using “virtual reality distraction” to help patients confront their fears; however, he took the opposite approach when it came to pain management. He hypothesized that the icy, calming environment of SnowWorld would help patients forget about their burn wounds.
In the game, players throw snowballs at penguins while listening to a Paul Simon song. By distracting the patient and keeping their thoughts off of their bodily condition the injured become so engaged with the game that it diverted the brain’s attention away from the pain signals. Patients were able to undergo physical therapy with 35-50% less pain and some did not even notice they had undergone therapy. A small study conducted by the military in 2011 concluded that, for soldiers in the worst pain, SnowWorld actually worked better than morphine.
The traditional benefits of play provided by toys and games are seen in physical activity, the promotion of mental health, social interaction and development, as well as increased learning. These traditional value boundaries are shifting, even enlarging. The toys and games of today and tomorrow are breaking through past limitations, broadening their purpose and surpassing many of our preconceived notions. Where will the toys of tomorrow take us? No one can know for certain, but one thing is for certain -you’ll need to be looking beyond the toy aisle.
Holiday wish lists line the pockets of shoppers and fill the email boxes of many at this time of year. The toy industry has created so many wonderful products that have benefited society in countless ways, yet I still feel blessed to have our work considered a ‘gift’.
Today, many of these gifts - or toys and games, are making a vital difference in the lives of children and adults beyond social interaction, education, and skills development. Today’s play products have the power to actually change lives. Extending far beyond the traditional toy aisles and stores, migrating into new categories and unexpected markets, these playthings are impacting science and engineering, the military, fashion, and furniture to name a few. Multiple industries are experiencing the economic, research, and category broadening benefits from toys. On a larger scale, toys are enhancing the lives of villagers in developing countries; teaching kids to innovate; providing therapeutic benefits, and yes, even saving lives.
Following, are just a few examples of some play products that are revolutionizing industries and providing vast benefits to society:
A Real Power Ball
Tossing or kicking a ball around is one of the most fundamental play activities a child can engage in, but how can a simple ball make a difference to humanity? Two women from Harvard, Jessica Matthews and Julia Silverman, answered that question after they were inspired to take an engineering course and ended up creating a soccer ball that would help change the lives of thousands around the world.
The ball or sOccket, doubles as an eco-friendly portable generator and when tossed, thrown, or kicked around, an internal mechanism rolls with it. The mechanism turns a motor which then powers a battery. By plugging an adaptor into the soccer ball you access the stored energy which can then be used to power an LED light, charge a cell phone, sterilize water, run a fan, and or heat a hot plate. A major benefit of the sOccket is that it provides an immediate, portable energy source for those living in developing countries.
The two women combined their observations of children at play, the universal appeal of soccer, and the need to provide developing countries with safe, sustainable energy sources into a play product that’s making a tangible difference. The energy stored from playing with a sOccket ball for 30 minutes is enough to power a light for three hours. This has helped to reduce dependency on kerosene which gives off harmful fumes. The safe energy source provided by a sOccket not only provides power but also protects the environment and people.
Soccket has already won numerous innovation awards and has been praised by the Clinton Global Initiative. There are future plans to offer a high-end version of the ball in the US and UK. (http://us.soccket.org/)
Do-It-Yourself Medical Kits
If creating a clean energy source is not impressive enough, toys, or rather toy 'parts' are also being used to create affordable medical devices in developing countries and the United States.
Jose Gomez-Marquez is Program Director for the Innovations for International Health Group at MIT and works with the Little Devices Lab where he conducts experimentation for creating affordable medical devices…using toy parts. Marquez has created Do-It-Yourself medical kits called Medikits which look very much like a briefcase full of gadgety Legos and are used by doctors and nurses in developing countries to help save lives.
These erector sets of inexpensive medical technologies consist of construction block-like pieces, each with a different feature. By connecting the pieces in different configurations one is able to create whatever medical device is needed. By hacking toys and using the various parts, Marquez has created alarms that alert nurses when an IV is empty, foot-powered nebulizers, blood and cholesterol testing devices and more.
Marquez enthusiastically frequents toy stores where he says he hunts for low-cost, well-engineered “mechanical bits and pieces.” If there is no immediate need for a toy part, he keeps it as inspiration for future projects. He also teaches nurses and doctors in the field how to harvest toy components so they can create their own life-saving devices. One team of nurses visited a toy store and ended up using the parts of a toy gun as a way to create a medicine dispensing device with an attached toy alarm.
He admits, “It’s a little renegade. But we’ve learned that if you don’t make someone uncomfortable in what you’re doing, it’s probably not that innovative to begin with.” (http://littledevices.org/)
Teaching Science & Technology
With a desire to bring the fundamentals of science and technology to everyone, Ayah Bdeir an engineer, embarked on a journey to create an electronic module construction toy building system. What Bdeir created was littleBits; an elegant, creative blending of art, science, and technology designed to provide individuals with the tools to experiment, create, and invent their own toys.
The innovative building pieces are preassembled electronic modules each designed with a specific pre-engineered function: light, sound, sensors, and motors. Each piece is color coded to represent the specific functions (green= output, blue= power, pink= input, orange= wire) and each has a magnetic connection on the right side of the piece. The idea is to connect the pieces in different combinations to produce different results. For example, connecting two components may produce a light-up effect. When another piece is added or tweaked, a blinking light is activated. Through further experimentation the light can blink faster or slower, sound can be added or even motion.
LittleBits was originally intended for adults, but after a few demonstrations Bdeir discovered that children were fascinated by bringing their imaginations to life through this creative building system. (http://littlebits.cc/)
In tomorrow's post, I'll share some examples of how toys and games are providing physical comfort and actually saving lives.
It’s been more than a month since “Black Friday” and exactly a month since “Cyber Monday” so I’m guessing many of you have most of your holiday shopping done – but did you forget something? Did you remember to include a new toy or game to a child in need on your shopping list?
We’re in the toy and game business and we’re not only here to make money but also to create happy memories. We all know that the financial situation of many families has changed over the past decade. Families who once awoke to piles of toys under the tree have been receiving less loot and for those families who Santa was already leaving only a small gift or two, he might not be visiting at all.
Like many of you I have happy memories of getting gifts from Santa and I can’t imagine a childhood where Santa forgot me, but for some children that is a reality. So I do my best to donate toys and games during the holiday season. I collect freebies I get throughout the year at industry events and add those to the ones I go out and buy to give to Toys for Tots or one of the other groups who collects toys for children who Santa might forget.
It’s less than a week until Christmas and I know I can still find plenty of donation places in my area to drop “yet to be delivered” gift from Santa. Look around your house for unopened toy or game samples or run to your local toy store and buy one and donate it. Make sure that every child has those warm-hot-cocoa-and-cookies Christmas morning memories this year!
Young Sam Walton and the store that started it all
The New York Times, this morning, released the results of its investigation into Wal-Mart’s business practices in Mexico. Entitled, “The Bribery Aisle, How Wal-Mart Got Its Way in Mexico,” the article starts on page one and then runs for three full pages.
This is not a new story. Last Spring the paper reported that Wal-Mart senior management in Bentonville learned of the bribery from one of the perpetrators but closed down the company’s internal review in 2006.
What is new is the results of the newspaper's own extensive investigation. The paper “…picked up where Wal-Mart’s internal investigation was cut off, traveling to dozens of towns and cities in Mexico, gathering tens of thousands of documents related to Wal-Mart de Mexico permits, and interviewing scores of government officials and Wal-Mart employees, including 15 hours of interviews with the former lawyer, Sergio Cicero Zapata." (Mr. Zapata blew the whistle on the activities).
In my last two postings (“Toy Deserts” Part 1 and Part 2) I have explored a charge by New York Times columnist Ginia Bellafante that parts of America, mostly underprivileged,” consist of “toy deserts” where a variety of educational toys are largely unavailable. She believes that Mass Merchandisers, with their focus on lowest price, highly promoted toys from large manufacturers have failed to provide the variety of educational toys that are important in developing skills and knowledge.
In my mind, whether Ms. Bellafante is correct or not in her analysis, it is beside the point. We all know that too many Americans think the toy industry consists of the limited number of products they see in a Wal-Mart or Target. That is not good news for an industry that possesses over a million individual SKU’s.
Companies like Leapfrog do indeed provide great products with fun and high educational value. In fact, a product made by a smaller company is no indication that it is a quality product. What is the issue, I believe, is providing the American marketplace with a variety of choices that reflect the depth, the breadth and the magic of a great industry.
So, what can be done to correct the situation? What we cannot expect is for retailers to make decisions that do not make sense in a free market economy. Mass Merchandisers and Specialty Toy
A “toy desert” is a term coined by New York Times writer Ginia Bellafante to describe a situation in which parts of the country do not have access to creative, educational toys due to the lack of independent retail toy stores. This is the second in a three part series on the subject of “toy deserts.” I suggest that you read part 1: “Toy Deserts” before reading this posting).
Bellafante’s point about toy deserts is a powerful one if you believe, as I do, that toys have an enormous impact on learning cognitive and motor skills. In fact, I believe that the initial gateway to the professions is not college but the toy aisle. That construction aisle may well be the launch point for many a career in architecture or construction. That box of crayons got many an artist started on a fulfilling career path.
The questions that demand to be answered are:
1. Are there in fact toy deserts?
2. If there are toy deserts, how did this come to be?
3. What can be done to correct the problem?
Are there toy deserts?
Anyone in the toy industry has to be aware of the decline of the small toy retailer over the last quarter century. These independent toy retailers have found it progressively difficult to find their niche in a toy industry that has become progressively price driven.
Due to the loss of these retailers, consumers in areas without them find their toys at large, mass merchandisers who generally carry products from large manufacturers. As a result, wares from smaller manufacturers, many of them creative and educational, do not make it to the shelves. Therefore, consumers in areas without independent toy stores lack the benefits that are derived from playing with a broader assortment of toys.
If there are toy deserts, how did this come to be?
Mass Merchandisers are tasked with generating enough foot traffic to support massive stores and distribution centers. Accordingly, each item a buyer chooses is in a sense a bet. Safer bets (none are really safe) include items that are evergreens or are heavily promoted through advertising. In addition,
Do educational and creative toys give a child a step up in life? New York Times columnist, Ginia Bellafante, thinks so and has written an extremely important piece: “The Great Divide, Now in the Toy Aisle.” Bellafante points out that New York City’s affluent neighborhoods have access to independent toy stores and their rich, eclectic mix of toys. Therefore, children in neighborhoods serviced only by Mass Merchandisers do not have access to the educational toys these stores offer. Bellafante refers to these toy blighted areas as “toy deserts.” Here is how she puts it:
In the way that we have considered food deserts — those parts of the city in which stores seem to stock primarily the food groups Doritos and Pepsi — we might begin to think, in essence, about toy deserts and the implications of a commercial system in which the least-privileged children are choked off from the recreations most explicitly geared toward creativity and achievement.
Bellafante blames the big mass merchandisers for the problem. She notes that many smaller manufacturers and their wares do not show up on the shelves of the big box retailers. In other words, you can have a Wal-Mart or Target in your area and still live in a toy desert.
Bellafante ends her article by stating:
The obvious counterpoint to these arguments is that there is no clear proof that toys intended to bolster cognitive abilities actually do so. At the very least, though, they signal to a child a parental investment in ambition and accomplishment, in active absorption over passive observation. It would take a very expansive view of the iCarly Truth or Dare Bear to believe it might do the same thing.
The term “minority,” at least as used to describe racial and ethnic groups in the United States, may need to be retired or rethought soon: by the end of this decade, according to Census Bureau projections released Wednesday, no single racial or ethnic group will constitute a majority of children under 18. And in about three decades, no single group will constitute a majority of the country as a whole.
In my last posting, "Have Toys Gotten Boring," I wrote that the toy aisle, through lack of innovation, has gotten boring. By avoiding risk and recycling toys from the past, the toy industry is not producing the kinds of toys that are interesting to today’s children. The result is a continuing slide in the sale of traditional toys.
In general, the bigger the entity, the more risk-averse the company becomes. The toy industry is dominated by a few large, publicly held companies that sell to a few publicly held retailers. The risk-averse seek out the risk- averse and as a consequence toy departments are dominated by products that are unsurprising due to television advertising or an evergreen status; not a lot of excitement but a great deal of predictability.
Risk aversion may be a good plan for a short time strategy but over the long haul it may be playing a
I am very pleased to announce that Kathleen McHugh, President of ASTRA, has been voted the 2012 Global Toy News Person of the Year. The Global Toy News Person of the Year award is given each year to an individual who has helped make the greater toy industry a stronger, more enjoyable and far more prosperous place to work.
Kathleen McHugh was an easy choice for this year’s award. Kathleen makes the point, however, that in honoring her we are actually honoring ASTRA (American Specialty Toy Retailing Association) and its members. So, congratulations to Kathleen and ASTRA.
Kathleen has guided ASTRA since 1998. Characterized by her intense focus and warmth, she has helped create an environment in which toy retailers and those who serve them grow and prosper; workers find jobs and consumers have access to innovative toys that surprise and excite.
Kathleen accomplished all of this while guiding ASTRA through the Dot Com crash of 2001, the Global Recession of 2008 and the collapse of key specialty toy retailers Noodle Kidoodle and Zany Brainy as well as two bankruptcy filings by FAO Schwarz. Despite these obstacles, under McHugh, ASTRA has quadrupled its membership; grown its show attendance by 15 to 20% per year over the last five and has added events like the Neighborhood Toy Store Day that showcase local toy retailers.
What makes ASTRA unique is its focus on growing the specialty retail business by providing a highly collaborative environment that promotes growth and cooperation. Attend an “ASTRA Marketplace & Academy” and you may find yourself eating a complimentary lunch with a competitor or enjoying the annual Ice Cream Social with a new friend. Walk from booth to booth and you will feel a sense of warmth as exhibitors, attendees and sales representatives go out of their way to help each other.
This is a powerful statement as it speaks to the importance of making a wide variety of creative toys available to all children. So, congratulations to Kathleen and ASTRA for not just making the toy industry a better place but for helping children everywhere have access to the best toys available, no matter who makes them. May you grow and prosper.
“Top toymakers have banked on what's safe, clutching onto classics that were hits back when today's grown-ups were kids.”
Nin-Hai Tseng, CNN News
The toy industry is having a pretty rough year. One of the reasons may be that the toy department has become boring. I found two articles that, when put together, illuminate the problem and offer some solutions.
The Fortune article, “Why there are no new toys for Christmas,” notes that the toy industry is set to have its worst year in the last 30 and the author, Nin-Hai Tseng, blames it on a lack of creativity.
The other article, an interview entitled “Chaos is Good for You," is written by Linda Geddes for Slate magazine. The interview subject is Nassim Nicholas Taleb, the author of The Black Swan and Antifragile: How To Live in a World We Don't Understand. Taleb writes about the importance of uncertainty in making people, businesses and systems stronger.
The article by Tseng, points the finger at playing it safe as the reason the toy industry has seen its revenue numbers decline. He writes: “top toymakers have banked on what's safe, clutching onto
“Only an Aunt can give hugs like a mother, can keep secrets like a sister, and share love like a friend.”
~ Spanish Proverb
For some reason, Aunts have, as a group, had the reputation of giving bad presents (think the pink bunny suit in “A Christmas Story”). This reputation, if at all deserved, is probably because Aunts, particularly those without children, never knew what to give.
Aunts are all around us. There are our own aunts (I had an Aunt Ida and an Aunt Anna) and there are famous aunts: Aunt Bea from the Andy Griffith Show; Aunty Em from the Wizard of Oz and Aunt Jemima of pancake syrup fame to name just a few.
That has changed thanks in large part to the on-going efforts of the Savvy Auntie, Melanie Notkin. I met Melanie last year and fell in love with her bigger than life personality and powerful advocacy of the Aunt as toy consumer. She wrote a piece for us in June, “Auntie Up! The Power of the Aunt as Primary Gift Giver,” and was recently featured in a great New York Times article: “Holiday Bonus: A Beloved Aunt With Cash.”
I continue to be mystified why Hasbro has not changed its marketing for the Easy Bake Oven. The commercials show girls, not boys, which is odd when you consider how many men cook and the amount of testosterone flowing on America’s cooking shows from Antony Bourdain to Iron Chef to Hell’s Kitchen.
I am not alone in questioning this marketing approach. Check out this video by a 13 year old girl by the name of Mckenna Pope.
Mckenna is seeking signatures for her petition asking Hasbro to make the ads for Easy Bake Oven gender neutral. It’s well done and Mckenna is a very articulate young woman.
It seems like a no-brainer to me. Watch the video and tell us what you think?
Bill Bacus, long time toy industry professional, has passed away. Bill’s toy career spanned over forty years in retail buying and management positions as well as several marketing positions with toy manufacturers. He worked with countless icons and mentored so many that are prominent within our industry to this day. Along the way, Bill worked at Marshall Fields, Child World, Kay Bee Toys, Fred Meyer and Amazon.
Bill Bacus was born on October 6, 1947 and died peacefully with his family at his side on November 16th, 2012 after several months of battling an aggressive form of cancer. He is survived by his wife Jo Ann and grown children Kirk, Kimberly and Keith as well as six grandchildren.
Bill loved the toy business so much that he spent the last several years working part time for Toys R Us in his hometown. His passion for the business, his eye for product and his true sense of fairness best defines him.
He was an avid reader with a vast book collection. He was a big sports fan and closely followed the
If there was ever a case to be made for marketing toys to adult end users, it’s the latest birthrate research from Pew Research Center's Social Trends division. Here is how the Los Angeles Times reporter, Jon Bardin, characterized it in its headline reading: “US birthrate falls to lowest level ever recorded.”
It seems that according to Bardin, “… the birthrate was 63.2 babies per 1,000 women of childbearing age in 2011. That number is about half what the birth rate was during the Baby Boom, when the rate was 122.7 per 1,000 women.”
Why is this happening? It appears that a tough economy is causing people (particularly immigrants) to hold off on having children. Here is how the numbers look for US and foreign born women living in the US:
Group Births per 1000 in 2007 Births per 1000 in 2010
U.S.-born women 62.4 58.9 -6%
Foreign born women 102 87.8 - 14%.
That’s not all, births are down as well. According to the Pew report, from 2007 to 2010, the overall number of births declined by 7%.
Although the numbers for immigrants have undergone a greater percentage decline, they still dominate new births. “Population projections from the Pew Research Center indicate that immigrants will
Alan Sailer is an artist who likes to blow up toys (food, candy, ornaments, fruit and more) and photograph them at the moment of detonation. He uses a firecracker that he fires off with an electric starter timed to a camera. The results are oddly beautiful and disturbing.
Here are some images I found in the Telegraph article, “The War on Christmas, Alan Sailer’s high speed photos of exploding toys.” What do you think about Mr. Sailer’s art; let us know?”