Page:The Gillette Blade, 1918-02.pdf/14

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USSIA with a population of 175,000,000 offered unthought of opportunities to the American manufacturer who had foresight, courage and initiative.

The Gillette Safety Razor Company realized at the outbreak of the War their foreign business would be revolutionized—new channels of distribution must be created if they would expect to retain and extend their trade abroad. Therefore, with a definite plan for having the Gillette as well known in Russia as at home, Mr. Thomas W. Pelhan, sales manager, left Boston for Russia, April 27, 1915, taking with him $50,000 worth of Gillette razors and blades, traveling via Norway and Sweden to a point ten miles south of the Arctic Circle, then crossing to Russia by peasant carts, a distance of twenty-four miles, arriving in Petrograd about May 15th.

A sales agency was established with Mr. A. G. Micheles in Petrograd, a policy outlined and the entire quantity of razors and blades sold him for cash. Before Mr. Pelham returned home, July 20, 1915, repeat orders were received, and during 1916 additional shipments were made Mr. Micheles, each one more difficult to deliver. Goods were forwarded by Archangel and Kola, until these ports were closed by the Russian Government, then shipments were made by freight to Vancouver, crossing the Pacific to Vladivostok, unpacked at this port and sent parcel post through Siberia to Petrograd, a total distance of 15,000 miles. Later this route had to be abandoned.

The demand for Gillette goods in Russia continued to increase, Our agent cabled as follows: "Rush eighty thousand razors, six hundred thousand dozen blades. Russian permit obtained. Send by courier if necessary, but keep me supplied by all means."

Delivery was planned, but the unprecedented demand for Gillettes everywhere in 1916 had so depleted our stock, it was impossible to fill this complete Russian order immediately. However, we appreciated his urgent need of these goods, so it was decided to make weekly shipments of 5000 razors and 25,000 dozen blades by first-class registered mail, in all 30,000 razors and 200,000 dozen blades, to tide him over until we could manufacture sufficient stock for a big shipment. Preparations were made for Mr. Pelham to accompany the goods, passports were obtained to go via Norway and Sweden as formerly. Thirteen tons of Gillette razors and blades were packed in tin lined cases, space was engaged by the Traffic Department and all was ready for sailing on February 7, 1917, then on January 31st we received the following cable: "Permit cancelled."

Everyone was surprised and disappointed, but not discouraged, and no one would admit defeat. If the usual entrance to Russia was blocked