and what member can't use golf balls?will divert some more business towardyour shop.

Be sure to state in your letter that youcarry the desired. merchandise, quoteprices, description, substitutes, etc. Don'toverlook other days such as Father's andMother's days, and of course, Christmas.

All this entails a lot of work but earn-ing a living is work, especially. in a com-petitive economy. The stores 'are alwayscircularizing their patrons, bombardingthem' with various kinds of advertising.In some instances they even give ..freesamples. To offset this you've got to keepyour typewriter and mimeograph machinebusy.

Appeal. to man's esteem. Tactfully lethim know if he is playing with obsoleteclubs. You always must use discretion.When a member who needs' a new setafclubs, and who is a hard nut to crack,comes into your shop, or you see him "onthe course, let him. know that Bill Smithand Jim Jones have just bought new setsof clubs. Let him know how well they areplaying with them, too.

Don't tell him that he needs a new set,that his are many years old and shouldbe replaced with a new set. He knows allthis and will consciously or unconsciouslyresent your telling him so.,this, if possible, after he has told you '.

th t he has had a particularly bad round, He. already knows that ~IS clubs 8;reoralost two bucks to Joe. • old and your subtle darts will make him

. feel that Jim and Bill have nothing onWhen he is on the practice ,tee t911ng him. If they can afford a new set, he can,

out .your. brand .new clubs don t. hesl~ate too. The next time this guy comes intoto ?,Ive.him a,po.mte:r:or two on hIS swmg. your shop pull a. club from your displayThIS ~Ill help him hit the ball better and and say, \'This is the .set that Jimhe w~ll f~el that the clubs have a lot to bought," and hand him the club'. Oncedo With It. the merchandise is in his hands, he will

If he says he likes a particular set, go begin to talk freely. From there on it's upahead and work up to a sale. Tell him, to you. If he does' not buy right on thethen, and only then, what you actually spot remember his wife or his son, orthink of his clubs. Tell him that you will daughter may buy it as a gift.apply whatever you can get for his clubs I like to send members a mimeographedtoward the price of the new clubs, '''but letter at least once a month. In this let-they're' an off brand, and I may not be' ter I include past events and results;able to get very much for them:" He will future events and their attractions for thefeel that the store from which he bought participating members, and odd happen-the clubs, gave him a royal going over ings about the club for the .past month.when they sold him "those super duper Along with such news I never fail to in-golf clubs." elude at least one item about Bill Jones

These few pointers will help bring some buying anew set of clubs and breakingnew business into your golf shop but they 80-90- or 100 for the :first time, or Aliceare not enough. The pro at the course has .still other advantages over the downtown Hacket taking golf seriously as evidencedshop. For instance, -everybody has a' by the improvement of her game afterbirthday. The live-wire at the club keeps lessons.a memorandum book. In this book hekeep; all the pertinent facta-of his mem-bers and their family, which includes thebirth date. Every wife, husband, son,daughter, sweetheart, and some friendsbuy birthday presents. A note to the wifeof your member telling her that her hus-band needs a: new club, bag, or just balls,

them satisfaction, and more important, itmakes the buyer who has been patroniz-ing a downtown store feel that you havesomething on the ball. It makes himthink that you are the leader in thegolf business,

Watch your players' golf bags. Whenyou see new clubs in them that werepurchased elsewhere, you know you havemissed a bet. You have under-estimatedthis person's needs or taste.> You waitedtoo long 'before calling his attention tothe 1950 models that have just arrivedin your shop or which '¥OU expect to ar-rive in a week or two.

Don't Scold Them - Sell.ThemAbove all, do not ask the person where

he bought them, and then go on and tellhim that the clubs don't :fit him - even ifthey don't fit him --'-because he boughtthe clubs somewhere else due to someweak spot in your manner of selling yourservices. However, be sure and let himknow in a discreet and subtle manner thatyou have years' of experience in :fitting a.person with clubs to his requirements andat the right price. 'I'hen go on and tellhim that he can try several sets of yourbrand new clubs that are. now resting in,an eye-catching display in your 'shopwithout any obligation on his part. Do

Febrw;ry; 1950,- ' .l••~••.

Watch Price RangePros lose sales to hardware, drug stores,

etc., because they are too proud to puta few items of inexpens'fve merchandiseinto their shop. Even some extremelywealthy people are tremendously price

(Continued on 'page 70)

31

Here's why new "MT" Tourneyirons mean mO.re power for your golf game• This new "MT" TOURNEY golf clubis the iron of the future ... here today!It's an iron which has been thoroughlytested by the great MacGregor Pro Ad-visory Technical Staff.*

Tournament pros and home pros haveI been unanimous in their approval of thisclub designed with the average golferin mind. They claim it's the greatest im-provement since the steel shaft! It's the

. big golf equipment news of '50 in pro,shops all over the ·country. Ask your proabout a set of these new TOURNEYclubs.

~tJ'ADJIJeTHE GREATEST%~;~; GOfF

4861 Spring Grove Ave. • Cincinnati 32, Ohio

* Tommy Armour • Herman Barron • Jack Burke • Jimmy Demaret • Dave Douglas • George FazioBob Hamilton • Chick Harbert • Clayton Heafner. Ben Hogan. Byron Nelson • Toney Penna • LouiseSuggs • Craig Wood • Lew Worsham,

. You' get a better "feel" of theclub when starting a stroke. Theblade "nestles" up to a ball in amanner to give you more control.Club head is more compact, yethitting surface is the same asconventional iron.

You can hit a ball off the heel ortoe of the "MT" TOURNEY ironyet hit it accurately. and for theproper distance! INew V-Typesocket reduces shanking area.This means more "on the pin"approaches, fewer missed shots.

You get more power at the pointof impact for two reasons:1. Power-set hosel (blade slightlyoff-set) enables club head to. bein the strongest possible positionwhen ball is hit. Because of this,the follow-through of a strokegives you added power for more -distance and accuracy.

2. New concept of blade designplaces all possible weight at theheart of the club-right where itbelongs. In the new "MT"TOURNEY iron, the weight ofthe blade is scientifically concen-tratedat the exact spot where itwill give you extra yardage, helplower your scores.

ATTENTION ALL PROS: This advertisement and manysimilar to it will be read by golfers th~oughout thecountry during the great 1950 gelf season. MacGregaradvertisements are designed to pave the way to moregolf club and ball sales for you.

$61,000 'Drainage Job PaysBeverly· Big Dividends

By HERB GRAFFIS

Beverly CC, one· of the three privatecourses within the city limits of Chicago.last year Invested $61,000 in installing adrainage system that possibly gives thisexcellent course the most complete andmodern drainage job constructed at any'

. golf plant. A mile of 18 in. tile, and 6 in.,

. 8 in. and 12 in. laterals was used in thejob. Seven months were required for thework, from the beginning of the construc-tion planning; until the turf grew over thedrainage system so well there was noevidence of excavating.

At any club $61,000 is a lot of money.Beverly's membership is typical of thefinancial status of flrat class metropolitan-district clubs. Many of the Beverly mem-bers are high ranking businessmen inChicago. They are proud of the course,which is one .of the tough tests of golfin the district and was site of the 1931National Amateur which was won byFrancis Ouimet. The medalists' score of148 on that course Was the highest in theAmateur since 1923.

But what made Beverly spend $61,000was that the old haphazard drainage sys-tem, like that at many another older finelayout, was seriously inadequate. Holes

were out of play for two or three weeksat a time. Water staying on the courseusually made spring fertilizing impossible.Seldom was it possible to .cut fairwaysbefore the first few days of July. Greensmaintenance was handicapped and madeexpensive by the overall inadequacy of thedrainagesystern.

With a superb layout architecturally, abudget that was hopefully approved forall efforts to overcome the basic difficultyof poor drainage without getting into theground and doing the job right, and anactive membership complaining when thecourse was out of play or in poor condi-tion, the situation reached the poihtwhere further delay on a major drainage'installation wasn't acceptable.

Dr. W. D. Mahoney, green chmn. whenthe decision for modernizing Heverly'sdrainage was made; his successor, H. V.Douglas who saw the job through, andRobt. M. Williams, course supt., weregiven complete responsibility for gettingthe work done right.

Expert Work Was EconomyThe first step was to engage Consoer,

Townsend and Associates, consulting en-gineers. The Beverly job wasn't only a

34 .

This is the way north section of Beverly's course looked in late winter prior to drainage installation.Water often stayed in spots un+il June ..

Goiidom

l+'s certainly true that"names ~make news" ...and when you carry a' line of clubs de-signed by a winner, you have a talkingpoint you can turn into sales.

Fred Haas, Jr. Goosenec woods andirons are designed especially for theplayer who wants the finest pro equip-ment available. If you· are not familiarwith them, y.'rite for full details ,be-

t cause Fred Haas, Jr. clubs are soldthrough golf professionals only.

Fred Haas, Jr. is a former NationalIntercollegiate Champion andWalker Cup team ·member. He.wes low qualifier for the 1949National Open Championship,winner of the recent Miami'Open and one of the I ten lead-ing money winners for 1949.

fred Haas, Jr. Is a member ofGolfcraft's Adv.is~ry Staff .

•~

~.~~----------------------~------------------1700 WEST HUBBARD STREET" CHICAGO 22, ILLINOIS

February, 1950 35

Main drain ,dow •.• 11th fairway. At close of 1949 season no signs of this major operation indigging were evident on the Beverly course.

job that involved drainage to get andkeep turf in golf playing condition butcalled for fitting the system into the Cityof Chicago drainage facilities. Even thoseonly generally acquainted with the drain-age problem of the low-lying areas aroundChicago know that expert engineering isrequired to get excess water out of theway.

Williams says the 6% fee of the consult-ing drainage engineers was the cheapestpart of the whole valuable job. The en-gineers planned the complete job, provideddetail and general inspection down tochecking every tile to grade and kept inconstant contact with' the contractor,James Doherty Co. Williams is a verypractical. turf manager and has the highrespect of his colleagues in greenkeeping.He expresses the opinion that' no green-keeper can undertake as a sideline to hismany other duties, the planning and.supervision of the sort of a big' drainagejob many older courses now need. ,

Job Detailed in 73 PagesWilliams can show to doubters the 73

typewritten pages of instructions and con-tract specifications and the bond which

Deepest excavation on Beverly job was 22 ft.

36

covers performance of the job, as indica-tions that the magnitude, and details ofthe drainage job are) too much to beregarded as a sideline by club officials orsuperintendents.

In the Beverly job concrete bell andspigot pipe is used. Main line joints areclosed. 'Lateral line joints are open ex-cept when close" to trees where asphaltis used to. keep out tree roots.

Plans set 75 manholes and catch basinsin the rough to get surface drainage.These were located to have minimum pos-sible interference with play and main-tenance. Depth of the system installedranged from 22 feet for the main drainagetile at its deepest to 3"to 5 ft. deep forlaterals. ,

All lateral ditches were filled with rockto within 12 inches 'of the surface. Speci-fications and inspection prevented anybackfill with frozen ground. Result ofthis care was that there was no sinkingof the backfill. Within a year there wasno sign of scars on the fairways althoughthe drainage excavations crossed the fair-ways 40 times.

Maps of the work are on file in the

Tiling at 9th hole after line was completed.

Golidom

The II th fairway, a year after drainage was installed. Turf is excellent and hole is playabletight after heavy spring rains.

club safe and in Williams' office, as wellas at the engineers and at the contractors.Usually the location of drainage tile onan older golf course is determined onlyby exploration when serious defects indrainage are ol;>vious.. '

Several greens were rebuilt as. part ofthe overall. plan of drainage improve-ment. As in many other older coursesBeverly. greens were built according tothe best construction practice at the timeof installation but years of heavy trafficand faulty drainage eventually put thegreens in condition that couldn't be cor-rected by surface work.

Results Are PleasingAlready the direct returns on the drain-

age system investment have made it asound deal financially for the club. The$2500 spent in pumping water from apond at the '12th hole which was an ex-pense every wet spring has been eliminat-ed. This pond would overflow and 'flood 5

.acres and a heavy night rain would evensubmerge the portable pump. In anotherarea 10,000 to 20,000 sq. ft. of turf waslost by flooding and poor drainage everyfew years. On the north part of the

Stone backfill was put in as drain line was laid.

February, 1950

course standing water kept' holes .out ofplay for weeks and maintenance workcouldn't be done until the summer wasfar advanced. Due to poor drainage. agood part of" maintenance 'work thatshould have had' value- for years actuallywas only a somewhat desperate temporarymeasure.

The increased length of the playingseason produced by the drainage improve-ment was reflected in clubhouse volumeand pro department business. CharleyPenna, Beverly pro, and his staff are on12 month contracts. Most of the club'smembers live in the neighborhood. Pennagives lessons in a net in the clubhouse,during the winter except when he's on hisvacation. He and his staff also do anextraordinarily fine job of reconditioningmembers' playing equipment. during thewinter as pant of the pro shop service.

Penna says the drainage'improvementhas given members probably 25% greatervalue for their cost of membership. inproviding more playing days, better turffor playing and walking, and great en-couragement with some roll on the ballbefore midsummer instead of having shots

Lateral line after stone backfill; ready for topsoil.

37

why"Spaldings sell nest"

Whether you sell two Spaldings or two' dozen, yo,'know that none of these great golf halls will "letyou down."

Quality-controlled manufacturing methods insure I

that each Dot gives the same sweet response and-~·1distance as every other Dot ... each Top-Flitegives the same long service as every other Top- ,~~ ..Uniform performance and distance ... the greatest I

single selling points for Spalding golf halls!

38 Golfdom

Sets the Pacei~ Sports 8February, 1950

DOT

TOP-FLITE

PAR FLITE

TRU-FLITE

SOLD ONL'THIlU PIl(JS

Not illustrated ••• thePar-Flfte and Tru,Flite ,popular balls inthe medium and low-priced field.

Dot, Top-Flite, Par-Flite, Tru-

Flite - Reg. U. S. Pat. Off.

39

View on north section of Beverly course summer after drainage job was completed. Membersgot weeks more play from drained course, and bett r turf.

drop and bury on holes that are longenough to call for the full distance ofcarry and roll.

Williams and Penna constitute one ofthose greenkeeper-pro teams that glad-den the hearts of club officials and mem-bers. They are highly competent busi-nessmen in their respective departmentsand coordinate their work closely for thebenefit of the club. They look at theirwork as being primarily that of givingthe club member the greatest possibledefinite return on money invested in mem-bership and dues. The two of them col-laborated in organizing and conductingthe annual joint meeting and tournamentof the Chicago district's pros and green-keepers.

AI Watrous Wins PGASenior Title

Al Watrous, Birmingham Hills CC,demonstrated age cannot wither his in-:finite variety of shots when he took thePGA Seniors' championship at Dunedin(Fla.) PGA National GC with 70-72. AI,just 50 last year and eligible as a maidenin the tournament of the pro patriarchs,headed the 99 entrants who were dividedinto four age classes. Bill Jelliff of Den-ver, 74-71-145, was second in the juniorclass of the seniors.

As usual there was splendid golf andsome surprises at the ages of the con-testants who look and play a lot youngerthan vital statistics reveal.

Eddie Williams, Louisville, with 72-78150, won in the 60 to 65 year group bynosing out Mike Brady by a stroke.

40

In the 55 to 60 year class, Jack Wil-liams of New Haven I d with 76-75-151,beating Alex Watson, 76-76-152, by aphoto finish.

Jock Hutchison, now a youthful 66,got 75-72-147, to b h ad man in th65 and older classification. How some ofthese sprightly ancients still can whopthat ball! Bertie Way with mileag of 77years on him played 9 holes like a juv niland then withdrew to give the boy achanc .

A variety of team events enliv n d thprogram ov r the par 71 cours that Al xCunningham has in fine condition aft rlast autumn's storm damage. Wh n youcan have that layout in satisfactory shap ,with critical xperts being th custom rs,you've really done a job.

Bill Gordon, Tam O'Shanter, Chicago,was elected president of the PGA Senior ;Joe Donato of Norwich, Conn., first vp;Eddie Williams of Louisville, cond vp,and John Manion of St. Louis, sec.-tr a .Willie Ogg was chmn., Arrang mentscommittee of the Seniors' w ek and AlMacDonald, Publicity chmn. Mr. Erne tNewnham, Portland, Me., is pres.,Women's Auxilia:y of th PGA Senior;Mrs. Dave Oglvie, Clev land, vp; Mr.Frank Butler, Wolfeboro, N.H., tr as.;Mrs. Ernest Anderson, Dunedin, HonoraryPres.; Mrs. Wilson Crain, chmn., Worn n'scommittee.

There was jubilation and singing inheathery burrs at the annual banquet.Among the many delightful r unions ofthe boys were those with Gorge Low,now 75, and up and around again aft ra change to winter oil.

(;olfdom