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The British Columbia Retailer Mar 31, 1926

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 ANNUAL SPRING NUMBER
Ths
British Columbia
Vancouver. B.C.
VOL XVm. No 7
MARCH, 1926     ,0c »■ ""iJKff £*
CANADIAN FAIR TRADERS
ORGANIZED  MARCH.   1926
CANADIAN PACIFIC RAILWAY COMPANYS TELEGRAPH
TELEGRAM
CABLE CONNECTIONS TO ALL THE WORLD
Toronto.
Conference finished Second Day with Meeting with Wholesalers
representing Dominion, So far Price Maintenance has gone over 100
per cent, with Wholesalers and Retailers, including all large
group Chain Stores in Ontario, who were all represented at
conference. With very little change entire British Columbia
questionnaire adopted. *• '• IMG,
National Organization started officially known as Canadian Fair
Traders. Crowder appointed manager. Price Maintenance established for all of Canada from Coast to Coast» W. F. ING.
MESSAGES FROM DOMINION-WIDE PRICE MAINTENANCE CONVENTION,
TORONTO. MARCH 8-9-10. 1926
1926   THE PRICE MAINTENANCE YEAR r
*
PAPER BAGS
Standard-Light Kraft-Heavy Kraft
Psper Mills:
Lschute snd St. Jerome, Qne.
Manufscturers since 1870
These sre our lesdinf lints *»•»«! have bt-en tor )tnt*
tho best luijr value* before liie Mail ;ra«li« «»f Canada
The psper used ia tl»r"' wsnufsetiire is specially
made in our own p«i*«*r mills snd »» »«iuaii> lougher snd
stronger,
If a better l»«* won \»*%sib\r .1 C Wilson, Limited
would ioak«* it   "»4 yearn in lhe l»u-»»n«*%i
J. C. WILSON, LIMITED
Manufacturer! of
PAPER BA08.     WRAPPING, TISSUE AND TOILET PAPERS
for   Wholesalers snd Retailers.
1068 HOUSE 8TREET, VANCOUVER, B. 0
Phone: Seymour 781
I
1
v
-i
The same price
at every store in
our British
Columbia
Territory.
5
BIG BARS
FOR
25c
PROTECT YOUR PROFITS BY
SELLING A MAINTAINED PRICE
LAUNDRY SOAP
THE ROYAL CROWN SOAPS, LTD.
VANCOUVER, B. C. 1986
THK BRITISH COLUMBIA RETAILER
3
■**stt
•%•
GW
%tg$
E
QUALITY THE WEST
DEMANDS!
DWARDSBUBO CROWN BRAND and LILY WHITE TORN SYRUP are old
friend* in the West, Their quality won them Immediate favor—that same
quality to-day hss added ao many new friends, that these Products are sold
iverywhere in Canada.
*
EDWARDSBURG
CROWN BRAND
LILY WHITE
CORN SYRUPS
The Canada Starch Company, Limited
MONTREAL
J THK BRITISH COLUMBIA RBTAlLBB
Ma
i i
*^^k.    tte^      ...   ^e^Lmu A   .•_..   _•*   -a *kJ^*S^BSti
'*%* *jfr^iM*#*52
COFFEE
8aves you time when customers ask for "Preeh Roasted
Coffee." That's exactly what Nabob is. The vacuum tin
keeps the flavor in-you sell it "fresh from the roaster
Kelly Douglas & Co. Ltd.
VANCOUVER. B. C.
KaboB
VrrT
WILSON BROTHERS
Established 1190
Our Motto is "SERVICE"
We cannot offer to sell you goods cheaper than any other firm is tn s position to do. bnt wt CAN
give actual facts to prove that it is
ECONOMY
to deal with ns
SAK WILSON BROTHERS, VICTORIA, B. C.
Wholesale G
roetrt
"~ "*in	
SHAMROCK RRAND
HAM, BACON, BUTTER, LARD, SAUSAOE, etc.
•nd wuhm «,,„„! *$?,£& "*"• *r",<- ,l"'*" *****
VOU CAN  RBOOMmbhd BHAIHOO*  BUM).
vavooovu
P. Burns & Company, Limited
OALOARY
BDMONTOH 1926
THE BRITISH COLUMBIA RETAILER
5
OT«
ROGERS
f
GOLDEN SYRUP
"The Rnd of s Perfect Dsy"
IMade from finest flavoured cane sugar, a special grade of which is imported for the
purpose,
f Put up in all met of packages to suit your customers' requirements.
|In packages designed to beautify your store.
81b. lias, 84 to a ease.
14b. tins. 12 to a case.
104b. tins, 8 to a ease.
204b. tins, 8 to a cass.
Perfect Seal Jan, 12 to a oaas.
VANOOUVER, BO.
■id \mtrwmm THF. BRITISH COLUMBIA KKTAILKR
Mai
RICH IN FOOD VALUE
Packed a few hours after they arc taken from
thc cold waters, Brunswick Sardines present an
appcti/Jng meal, both convenient and inexpensive.
Sell them by the do/en.
'CBim^'®
BRUNSWICK
BRAND
SARDINES
COmtOBS BIOS LUUTBD. Bkck • mataaar. N. B
1
Three out of cx-eryfour tins of
sardines sold in Canada arc
packed by Connors Bros. Ltd.
Light Kraft
Light Manila
PAPER
BAGS
f **l*««w,w«l*''
\osgW
Now .h», .hv hi„h,», .rnil,, „f Plptr ,,„„, „r„ ,„,m mti|< jn B 0
M Wl-ddl ti. nlwuv, »,„.rt(y
'•WB8TEEH** .M„ni||u Quilhj
"PACmC"-!,!,,,, Kr.fl (Ju.Hu
COAST-lii^v Kr„f, („,„ljtv
"HITO«E--\v|1it,. s, *,,. v„„|„v
KanufBcturcd in BriUdi Cahtmbh by
BARTRAM PAPER PRODUCTS CO. LTD
VANCOUVER, B C '
to* Agent, for BritUh Ootombta:
The Norfolk Paner Co 11J
n.o..8eyIn.llr7eMalM|78JAKOOOV».»0.
,_, .
■
H»#»|r Kci't
X*
Whin  tulpMt 1926
THE BRITISH COLUMBIA RKTAILER
7
®!> ARJT,SH COLUMBIA „
Retailer **B>
•*>
With whlrh )■ Incorporated tha B  C. TRADE REVIEW.
Publiahed Monthly.
EIGHTEENTH YKAR
OBNMUL MBIICHANDI8B
OROCBRIR8. DRTQOOD8.
HARDWARE. FOOTWCAR.
OFFICIAL OROAN OP B.C. BOARD
RETAIL MERCHANTS'
ASSOCIATION OP CANADA.
A MONTHLY JOURNAL published in the interest of Retail Merehan-
dieiiig and the Development of Commerce in Western Canada.
SUBSCIUPT10N RATE. On* Dollar Per Year, payable Id advance.
Advertising Ratss on Application
Publishers: PROGRESS PUBLISHING CO. LTO.
Suit* 1012 Merehanta' Exchange Building
VANCOUVER, B. C.
T*l»phone Boy  3111 Cable Address-Shipping-All Cod«a
Editor. J S\ Morrlaon W. N. Code, Buaineaa Manager
Entered al Ottawa sa Second claai matter
Vol   XVIII. Nn  7
VANCOUVER, B. G, MARCH. 1926
Th* following r*pr*a*nt R. M. A. Branch**
in th* Proviwc* of Brltlah Columbia;—
Armstrong A. Smith, Sec.
Cranbrook C. J. Lewis, Sec.
Kamloops A. C. Taylor, Pres.
Kelowna  Andrew Fraser, Sec.
Lyitoa n. Rebagliatl, Sec.
Nanaimo N. Wright, Sec.
Nelson -.E. P. Olgot ,Sec.
New Westminster	
and Fraser V alley... D. Stuart, Sec.
Revelstoke W. A. Sturdy, Sec.
Vancouver W. P. Ing, Sec.
Vancouver, B.C.
The Spring of Western Canada's Opportunity
While the and of th«- year is the usual period of
stocktaking, nnd i* frequently made also tho occasion
of a review of 'conditions," ii i'i also « fact that tho
advent of Spring, with it* promise of renewed youth
for nil things, carries with it fl subconscious desire to
look forward to penetrate mentally the future nnd
endeavor to formulate plana to conform to our Ideas
of whal the future may hold for ua.
We sre apt, moal of us, to be Minded by the more
pressing nnd more personal difficulties whieh may confront ns, mi that we And it difficult to sift out from the
mass the particular factors whieh exist, upon whieh we
may bflSO a reasonable analysis of the situation, nml
fl reasonable forecast of lhe immediate future trend.
Thnl is why it is good sometimes to sit down quietly and Study thc basic conditions, ami try, as it were,
to make up a balance sheet, with the object of forming
nn opinion ns to whether business is likely to be better or worse.
Some of our regular pessimists will echo at once:
"Oh, it can't be worse!'1 Very well, then; to those
gentlemen we at once say "We quite agree with you;"
it cannot very well be worse than it is. for the plain
reason that British Columbia in general with the rest
of Western Csitndo. and In particular Vancouver, is
facing a period of development whieh absolutely precludes such a possibility I l-et us see upon what facts
such a statement can be based,
True it is that there nre questions which affect nnd
will continue to affect, the commercial life of Canada
»s a whole, which of course includes British Columbia, whieh as national policies are still in an unsettled
condition,    We refer to such matters as the fiscal pol
icy; whether Canada intends to endeavor to exclude
the products of foreign manufacturers whieh she can
produce within her own borders, by means of erection
of a high protective tariff, or whether she intends to
lower her protection to the point where the foreign
product, which ean be manufactured abroad cheaper
than we can turn it out in Canada, is to be allowed to
come in without any hindrance, to the inevitable extinction of the Canadian industry.
This fiscal question, as it always has done in other
countries, has become a party political question, and
as sueh is subpect to much misstatement and much political juggling, so that the plain man in thc street
finds it increasingly difficult to get at thc real truth so
that he may form a definite opinion and give an intelligent vote on the matter when the opportunity
comes to do so.
Being a political question, we, as a non-political
journal, ore chary of commenting on it; but this we
may say; tho question of the relative value to thc
country of protection versus the other thing (call it
what you like, "free trade." "low tariff" or what
not), is a vital issue, and one which Canada must decide within the next short time, and upon the wisdom
of her decision will depend thc development and success or languishing and failure of not only thc industries protected, but the entire commercial structure of
the country.
The Retsil Merchant's Position.
The retail merehanl is a very important factor in
our commercial life; probably in the final analysis the
most important. The retail merchant not only is numerically superior to the manufacturer, but is in fact THK BRITISH COLUMBIA RETCAILEB
March
tho buffer between the manufacturer and the eon-
^mer He 'it is who ia in n firat-hand i^ition to jm go
whether the public like or-dhbks;ths P^»^a
manufacturer. He it is who has the greatest opportunity of edttosdng public opinion or public pitftr.
enesforsny product or line of products He. liter*
fore should be tho one who is best capable of judging
the extent to whieh the foreign msnufsetured goods
are disposing the Canadian made product, and tf,
reason for this displacement,
Every retail merchant should make it his p- rsons
duty to'formulate a very decided opinion on Ihe fisca
policy of Canada, for it is a very important one, and
one which will affect tin* prosperity nol onl) ol thc
retail merchant hut the entire country
What do we need most in British Columbia and in
Western Canada? Greater production, How can
this be brought about? By increased population On
what can an increased population subsist! On increased agricultural and industrial output It arc
have the increased population, have we the natural r<
sources to enable them to create the increased output,
agricultural and industrial?
If on ean find an affirmative answer to the last
question, the other previous questions are satisfactorily answered also.   Let us see,
Canada's Wheat Export.
Less than one-fifth of the total available agricttl*
tural areas of the western provinces ire under eultiva*
tion. The annual grain erop will inevitably increase
greatjy during the next decade, as it has during thc
past decade, and the increase will probably continue
for many years ahead. The world market for grain
is increasing; but the available surplus is nol increasing. This means, so far as the North American continent i.s concerned, that the Cnited States is rapidly np
proaching the point where she will cease to be a whtal
exporting country, but will require to import, Canada
will for the next twenty or thirty years be a greal
wheat exporting country. Increased cultivation is
marching westward. During the past decade the crop
of Alberta and Saskatchewan has accounted for the
increase, while that of Manitoba has increased only
fractionally.
It is logical and reasonable to presume thai Western Canada will attract large numbers of settlers with
in the near future, the more so since our neighbor to the
South is "not •interested" in getting additional set*
tiers. ^ As a matter of fact there will probably be a
large influx of American farmers into western Canada
In other agricultural products, dairy produce
fruit, etc., what has been accomplished so'far is onlv
a beginning; but it is sufficient to show what ean be
accomplished, and the future promises an enormous
increase in these industries,
Expansion of Industries.
It is perhaps unnecessary to dwell on the natural
resources possessed by British Columbia In her for
esta, her minerals and fish. |„ lumber, pulp and inner
laminated woods, doors, boxes, airplane sprue, ,,,„'
per, zinc, lead, canned salmon, salt herring flsh oils
and other raw or partly manufactured products V V
is already establishing an eve r*in creasing market in
foreign countries on the basis of WORM) COMPPT]
TION, and what is more important \H doin«- an PBiV
FITABLY and SUCCESSFULLY,
To prove this, it is only nccessarj to note thai our
existing paper milU are doubting their eapaeitj      s
several new ones being established j thai man)
nou sawmills .t»e being erected inr ihe ex port **•  |<
lhal large additional capital i* being brought int.,  u-
canned fish indusl Hes ami new canneries built
our metal manufacturing plants sre among ih-
, • ,i   m  \h,   world,  and  .tr»   making  bttffC   profit A
greatb increasing their output Thi shares * "•
('anadian Consolidated Mining antl Smelling Co \,u\
whose plaint is el Trsll B C h*e« ri*«n ir**tn a, •
+22'* within Ihi past year owing to lha profit •» non bt
ing made    Thli i1* I rviil pr«»n< that the popper
and l**vi ores of B c set suitable f«»r manufael ■<■■■
th* si* jit* ?iU on a profltatdi  Unaii    In a boos? »
direction of enouiry, one 0nda the ••pint ot exp
and faith m the future evidenced b) besvj inve«ii
of capital and Increase ot existing equipment
is noi eonfli ed lo our major indtistries, boi In -•    m
'-very line   Take f.»r Instance Ihs Ash wasti ii
frit**, winch for man) .Mir* ha***  languishetl in I- I
bceau**' there was no satSssfactorj market; toil .
find big companies preparing tot an out pol Ihbi *
son *<i « minimum of ttn thousand tons of Hah *
fertiliser and half tha; Quantity «»f ft*b oil, and b .
quantity **i fUh mssl f"r poultry i>***\   lb* ferti
will co to Japan whieh >••* sou .*•» big buyer, but up i
now ha* purchased supplies from the Tinted Ktaln
onlj    And so it 1* to many tinea; neo  indu**":***
opening  up  becrtu-w*  nf  new   markets,  prtoelpelli
abroad
This is «hat u going tn make It C a prosper  *
provinee   lhe extension of her commerce, espeeii
oi ber com mem whieh can b* eomtueted oo i p* ■''
nh\t* basis wi?H.»u; anj grtWeisl ski
Development vu Panama Canal
Probahiji the greatest single factor in ths**. letter
day development has been the Panama Canal wl
renders available t«» mir commerce ihe entire 1
pem market mi a bft*i« enmpetitite nilh COttMHsS '   *
dering the Atlantic Ocean    N«» longer its **** «hn'
from  Bnrupt* by hijjh cn*t nf if-anaconlincntal * ;
transportation     The f?r» nf cnutmning market* of r*U
rope art beginning to fak**- in increasing fnlumi
products of "-or mines, of «>ur Satisfies and forest!
our agricultural products are finding an nutlet via    *
eoasl at I lower eOSt «<f trs-in«|N.rtntinn than Ih*      *
routes   in the reverse direction, the manttfaeiuml
product* of Buropc ar< nrri\ing tn inffsaaiog *vl ' "•
lies and :*t*  being laid down here, duty paid, a' *
i-un in many t*nst*s much lower than i» possibir -ait
product* »( Kasttm Canadian manufseture which
•"" l'»>  rail haul serosa Canada     Thi* i* nn er«»n-
factor whieh in bound up with ihr entire fWal q
Hon to whieh we r. ferre.l earlier in thi* article;    •'
no (ur as Western Canada i« concerned, it mstns
•reased shipping . and therefore increased outlet • r
our exportable products
'I here is no need in yo further Kvcre man with
"•" '"'dinary degree of vialon can ire that British C •■
nnibla 18 going ahead, and that the expansion and l«
wlopmeiit are nol confined to anv one line, but
general li may at time* be difficult for s*»me of tl '••
wcognixe that eommereial conditions are impro-
for the plain reason thai while general conditions I   J
'"' Improving,  individual  condition* mav  be  K'"
w«»rse      It does nol follow btSOIUM trade is geBi«'<
better, beetuse development i* faking place, btean < 1920
THK BRITISH COLUMBIA RKTAILER
9
prosperity is general, that each and every merchant
finds thc same reflected 'in his own business. The
Fault may lie within the business of that particular
merchant. But the outlook in British Columbia at the
present time warrants the assert inn that every merchant has a better ehanee of making a success of his
business in thc coming few years than he has in thc
past few, because "BUSINESS IS (Jn|\-fj TH BE
[BETTER."
That is our Spring Message.   Activity and Prosperity are near by!    He who reaches out can grasp
them!
CANADA FAIR TRADERS
On the front cover of this i**uc appears a reproduction of two telegraphic messages received from the
conference of manufacturers, wholesalers and retailers, held iii Toronto, when the Question of Price Maintenance poHey was discussed.
The messages speak for themselves, but it is diffi*
eult In estimate the far r« aelunt; effect Upon trade that
the months -»f untiring effort of President .1 T. Crowder may stand faille has succeeded in arousing the interesl of n.er-
elwimlis-e distributors in all parts of Canada, in a policy
designed to undermine the ruinous practice of slashing
price** on well known ami widely advertised commodities, indulged iit by profiteering pri utters.    It is to
he hoped that these irade pirates, who ruin the reputation of high grade goods, and destroy thc good will
of the makers, will see the error of their ways. Sueh
[ dealers demoralise the price ami the product by advertising standard lines at a loss, seeking to persuade the
public tn accept Substitutes Upon which they can protit,
It has been recognized by the executives of the H,
M A. lhat, in order to give a square deal to all. the
manufacturer of identified, guaranteed goods, has the
eight to maintain a one prie« for all policy, and protect
his reputation ami g (will, which depend upon public
approval of the price ami quality oi his product.
lu this IssUC there appears an article by Mr. Chas.
Pike, a ]oeal merchant, who gives his views upon the
adoption of Price Maintenance in Camilla To some of
our renders this article may appear somewhat passim*
istie, ami out of line with lhe attitude of the Association, but it is ever advisable to recognise fully the
none difficult features of any project, in order lo train
n clearer conception nf the adverse elements, which
must be encountered
The adoption of this fair trading policy in Canada
will m»f be an easy lank, as those who are -sponsoring it
are aware, but reports from the Toronto conference
allow of no doubt whatever as to the unanimous reception of the idea by all factors of distribution, and Upon
the sincerity of those interested in the adoption of such
» policy throughout the country, depends the successful development of the most stupendous reformation
ever attempted in Canadian trade.
MAKE 1926 THE PRICE
MAINTENANCE YEAR
Palmolive Window Displays
Are Powerful Follow-up
THEY'RE THE ALL-IMPORTANT LINK BETWEEN
OUR SHAVING CREAM ADVERTISING AND YOUR
STORE   •   •   MAKING EACH ADVERTISEMENT
YOURS
Every man who glances in your window as he goes
by it attracted by a Palmolive Shaving Cream display.
It reminds him that he's juat read a Palmolive
Shaving Cream advertisement which told him tome
rtmarkablt facts. If he's a user, he remembers that
he needs a fresh tubs.
Once in your store, he naturally finds it convenient
to hll other needs. In all. handsome window displays
featuring any popular wanted product are practical
talesmen. They're the strongest possible follow-up
on the advertising evsry up-to-date manufacturer uses
to back up his product.
Palmolive Advertising Brilliant
It's famous everywhere, for its forceful beauty.
This applies both to Palmolivs Soap and Palmolive
Shaving Cream advertisements.
Each advertisement is a masterpiece of art, beautiful in itsslf. Each Shaving Cream advertisement is
a practical, forceful, dignified statsmsnt which ap*
peals to Mister Average Man.
Each window display (both Soap and Shaving
Cream) ties up with current magaains, billboard and
newepaper advertising. Ws believe in keeping all
selling publicity in harmony.
Big storss in big cities regard window il.eplay .is
thsir strongsst possible selling agent. They use them
to tell the world what they have to sell. Attractive
windows are ths promise of an eqj.illv attractive
•tore, stocked with ths asksd for, wanted brands
preeent day buyers dsmand.
Everything Supplied Free,
Juat writs and say "send me the I.'test Palmolivs
Shaving Cream display" And "the latest Palmolive
Soap display." They'll bs shipped promptly, all
charges prepaid.
Result of thsss will quickly slow In the necessity
for reorders. Ws'rs giving you sauud advice, based
on latest selling methods. All YOU hsvs to do is
•   •   write.
The Palmolive Co. of Canada Ltd.
TORONTO, ONT. 3222C
Winnipeg, Man. Montreal, Que. 10
THE BRITISH COLUMBIA RETAILER
&l  rrh
Chloride of Lime
New Style Waterproof Package
Supplied by all wholesale grocers
In British Columbia
Manufactured by
CANADA COLORS AND CHEMICALS UMITCD
Toronto Winnipeg Vancouver
Agents:
STARK & STERLING
VANCOUVER, B. C.
FREE
WHY ARE RED ARROW CRACKERS SOLD
IN PRACTICALLY EVERY STORE FROM
ALASKA TO FORT WILLIAM, ONTARIO?
Because they are lhe lies! Cracker*- mad'* i
Canada.
in
Because they are carefully packed and make
an attractive window display or Biscuit Dc<
partinent.
Because they are exceptional value,
of
ntltlc
There is a Coupon in every large packs*
Red Arrow Crackers. (12) Cwiponi en
^^tosBoxofFaniousHydahC ,
National Biscuit & Confection Co. Ltd.
VANCOUVER, B. 0
Manufacturers of Biscuits, Chocolate. &nd
Confections
I
GILLETT5 LYE J
IW        EATS DIRT        ^f\\
Profit is only profit
after you sell the
merchandise. A
large margin does
not put a dollar in
your pocket if the
goods set on your
shelves until they
are bespecked and
unsalable.
E   W   GILLETT  COMPANY
LD
T i > t*.   t * A •« A      A
Traditional Leaders
EMPRESS
JAMS and
MARMALADES
Local Product* with a
National Reputation
EMPRESS MFC. CO.
VANOOUVER 926
THE BRITISH COLUMBIA RETAILER
n
GROCERY MARKET REPORT.
Vancouver, February 14, 1926,
l-Ylmiary nnd early March would indicate a gen*
feral improvement in tho retail grocery business. Re*
nailers repon steady sales wiih collections fair, and a
very prosperous outlook for the summer months, Van-
[rouver's building activity in going ahead ou a very
large scale, and this not only applies to the eity proper
Imf nho to the suburban districts. This condition
speaks well for employment during the months to
eome, and thc suburban grocer should profit most
from thin ine reused employment
.Many Vancouver retailers who have had the priv-
liege of listening to one or more talks by Mr. Allen.
Sales  Kdneationalist.    win  is  at    pjvsim    conducting
classes in Vancouver, have benefitted to a marked ex-
t< nl hy lhe sales suggestions that he has given tln-tii
in His interesting lectures,    Retailers Who have adopt-
ed some of Mr Allen's ideas find thc Miles can l»c eon*
iddcrably incressod by using appropriate ami timely
wiling suggestions when waiting on eustouiers in the
-.top or on the telephone, and sre well repaid for the
lime and trouble
Sugar—The raw market in New York is consider rably easier than it  was last  month     In  fact  there
have been, during Ihe past thirt) days, two ten cent
reductions on the other side of the line, while no
rhailge has taken place lore In view* of the easier
market stocks should he kept a! a minimum Golden
syrup priees are steady with no immediate change ill
sight.
Cereals.—White beans are easier, KootenasM arc be*
Ing offered for April deliver; at 3%c per ll».   When
one considers that jobbers profit, broker's commission, freight, duty of -40c per bag and handling charges in the Orient have to be deducted from the above
figure, there is not much left for the grower,   Beans
eannot go much   lower,   ami   in our   estimation are
mighty good buying at the above figure,   Sago and
tapioca are also lower, being quoted wholesale now
at IV.C and -i-V perlb respectively Package cereals are in good demand, with prices steady      Some
manufacturers arc offering a slight commission at 10c
per ease In Ml ease lots of Corn Hakes to out of. town
buyers,
Evaporated Fruits,—Evaporated apples arc easier
in price, Ontario has a surplus whieh is being offer-
<d at attractive figures, With only a fair demand.
Prunes have cased off a little, but are not as yet baek
to tin* original opening prices of bint Ml   Reports
from California would Indicate that stocks there of
Santa Clara prune* are barely sufficient to carry
through until new arrival, and higher prices are anticipated Apricots ami peaches are now practically
cleaned up in California, Any stock that is left is in
speculators hands and is being held ot high prices.
White figs are very firm, with standard and choise
quality unprocurable. Smyrna tigs are meeting with
a Wg sale, and are offered at attractive prices. Black
figa arc still plentiful and enn be bought at the original
opening prices, Raisins arc decidedly in the spotlight
with high prices being asked and only limited quantities offered. Practically all the stock in California
is held by the Sunmnid people, who advise that the
se« «led varieties will be short before new crop is available Jobbers' present priees on raisins are attractive
and will shortly be advanced from one to two eents per
lb. I'ricrs on new erop Australian raisins and currants it is expected will be announced during the next
few days, and there is every indication that both raisins and currants from this source will soon be available.
A New Line.—The manufacturers of Oold Dust are
introducing a new line known as Cold Dust Scouring
Powder. It is different from the ordinary scouring
powder inasmuch as it is now made with a gritty or
sand base, It is packed 24 tins to the case at $2.35
per   ase. including 24 sample size tins free.
Shelled Nuts. — Manchuria shelled walnuts are
steady in price, with some odd lots being offered at
Bt tractive figures Shelled almonds have advanced 2
cents per lb,, and are good buying at present prices.
Poek Prean Biscuits—Those retailers who arc importing this popular line of Knglish biscuits will be
clad to hear of a reduction of from •V>d. to H'd per lb.
on all cream sandwich lines, making prices now no
higher than quality Canadian biscuits.
LOTTERY AND TRADING 8TAMP ACTS
Copies have boon received of the proposed amendments to Set lions 2HJ and 335 of the Criminal Code,
which will, it is hoped, do away with a great number
of the evils of retail distribution ns they art* in Canada
today. Under the amendment a retailer who disposes
of any goods, wares or merchandise by any game or
mode of chance, or mixed ehanee and skill, or skill,
or customer chain sale, will be subject to the Lotteries Act.
The amendment to the Trading Stamp Aet has been
to extend the conditions of the Trnding Stamp Act
under which a coupon or receipt was not a trading
stamp.
These amendments are to make these acts more
stringent, thus making retailing more of a matter of
service rather than misleading the public that they
are getting something for nothing.
MAKE 1926 THE PRICE
MAINTENANCE YEAR 12
THK BRITISH COLUMBIA RETAILER
.Mi re|,
Lake of the Woods
Milling Company
LIMITED
Mtkmof
FIVE ROSES
• FLOUR •
The World's Best
Daily Ospsoity 14,200 Bbls.
B.O. Offices and Warehouses:
1100 liohsrds Stmt 1614 Btore -Street
VANCOUVER VICTORIA
Peter Rabbit Peanut ButtPr
Coit* No More But Sella Fn*tm,
THE TOY PAIL DELIGHTS THE CHILDREN
OIEPIAY A CASE.   IT WILL SELL  ITSELF.
KeBy Confection Co. Ltd.
1100 Mainland Street
VANCOUVER, |. c.
CLARK'S
mass ooi Somaus
Get Women's Good Will
'Xii»* ,\t*oU't oitn i'/*n St***!? tlfhtrti •nttxn"• UmjnImiI.J *..r?|
mak«"» bfl t***-\ |Sa( OSS i* *rii\+* o *7**tioin nbltt»7*n, '*■ rua
\ ou i »ft h»*!j- n*bt«*n infltni « »»»rl. l»> -»!«•>* k««; < (
laffff StSOrHB#Sl ot • I.AUK H   l*r»'|»*rr«|   }*nu«SH
It) SfrtSf 'Ik1** »h»» ru*-» tt-»»»n fcitrhrtt dr-a«lf**r» »>*••*«?
*i'U«!*,!i tstft gtfgt Hmvll mOtOm •*» SffSBOfftl fOI sn%t Sbot
gelttfig I t.AHK'H   rri*i**r^l  {ftSOtSS   tttUtt-h   *f*tt   ttSW
hllll} quail! ? «>f iMeSf J»r*«4«r*«
Th« CLARK Mtfctftt »«e *advffrtJ>«-*i »*>$> li#lf» |9- 19
••Cup*   j'fltr um or*0 mar* »***\o
W. CLARK Limited. Montreal
Itiat 'C-wimi   «t   Mentreei.   P. O    il. Ae****.   •** O   SN
M *•••«*•. OM
Packcri of thf C*"tbf«-t-J CLARK t Timilt tn*U***ap tl*
A Quality Product!
IronizeD
***m mama ******** UtUSW
•tMVIWK
Whole Wheat
FLOUR
A KAItt HXKH PROFIT
POR LARGE AKB SMALL
D8 THB POLlCf OP
liie Dr. Middleton's food Products
Company Limited
ViASOBVSr, It C. 1926
Till*. BRITISH COLUMBIA RETAILER
Union for the Grocers
The U. R. M., Its Methods and Results.
ByLUCIEN KBLLOQa
18
"If vou want to noaretail organJsatioii lhat iM get-
te11ur result h," said \V. .1, Hindley, secretary of the
Washington State Retailers' Association, "no to Spokane and look up tin- l   It. \| '
I went over to Spokane, accordingly, and for two
.lays I did nothing vis*' luit look up the U. It. M. United Retail Merchants. Incorporated. 1 interviewed
the manage^ J. C. McKachran; I Interviewed members;
I loafed al>out the office and warehouse ami watched
stuff being carted away in an endless stream to the
member stores; and, finally. I was privileged to attend
one of tho organisation's weekly meetings and watch
the wheels go pound Judging aolel) from what 1 saw
and heard, I should nay that Mr Hindley, in calling the
V, U M "an organisation that in getting results," is
conservative,
The United Retail Merchants, Inc., began-its .career
iu November, 1822, when thirty four Bpokaue grocers
organised to buy co-operatively The) were Buffering,
ur thought they were suffering, from chain-store competition; and the chain store's strength, they decided,
lav iu its ability t«» Imv more cheaply than thoy. Tho
• i i s    • •
jobbers, too, the Independent grocers suspected, were
-at*ring to the chain-ston business, shadiug prices to
th<* •■ham store for tlo* *ak<- nf \oluuo- orders; and Hot
the jobber alum*, but the flour miller, the cracker company and many other of thc manufacturers of food-
stuff* "If we're going t«> itay lu business," said the
independent grocers, "we've got to find a way to buy
••ii the same terms as the chain store " Whereupon
ihey organised the U R. II.
Today there an seventy two members, operating
seventy six stores ,onc member operating three, two
others operating two eaeh, and the rest one apiece.
Of those seventy-sis stores, fori) nine are in Spokane,
twenty one arc iu neighboring towns in eastern Wash
Ington, mosl of them within forty «»r fifty miles oi
Bpokane .and si% sre in Northern Idaho
Ths I', It M. is capitalized at #.%u.ikh». of which
121,800 in paid in, oaeh member buying stock to the
amounl of s;hmi. The salaried employees of tin* organization number t\\r   the manager, a warehouse
man nml his assistant  ami two office girls      With
those five employees snd a working capital of $'-I 600,
the U It M does a monthly business ranging between
180.000 and SKni.inni
The idea, of course, is simplicity ftself a group
of merehants pooling their orders for the sake of lower
priees, Many an organisation formed for the identical purpose, however, has gone on tho rocks, and tho
reason usually has been the failure of tin* members to
■
■tick together,   In Spokane Ihey stick
-Sells to Membership st Cost.
In fhe main, the U, R. M acts as a jobber for Its
members, carrying in Its warehouse a Isrgo stock of
merchandise that it sells to members at eost    As the
■     •>    .11.11. ,«,-.. I.Ill,        ||        .-.»    II".       ,U       .!■•	
If   M  Operates no delivery system the member carts
 stuff away in his own delivery wagon, if he oner-
ates a service store; if he operates a cash store he has
fhe stuff called for ami delivered by n neighborhood expressman,  Orders from country members nre turned
over lo tho jobbing eoneern with whieh the U. R. M.
does business, the jobber filling the order and shipping
il direct, then billing the U. K. M. at jobbing prices,
the I   It. M. in turn billing the member.
Considerable merchandise, however, is shipped di-
rect to the members by the jobber or manufacturer,
thus eliminating the labor and cost of handling and
warehousing. Sueh, for example, are "futures," like
canned fruits and vegetables. The manufacturer's or
broker's salesman calls on the members, takes their
orders, fills them direct, then bills the U. R. M., which
in turn bills the members. If the manager wants to
order a thousand eases to go into the warehouse, he
does so ou his own responsibility. Condensed milk,
too. i.s delivered if bought in carload lots, and usually
it is, the manager buying a carload at a time and storing whatever is left alter the members' orders are
filled. Flour, too, is delivered; and flour is something
tho I . Ii M. puts out under its own brand, buying it
already wicked by the mill in IV R. M. sacks. The
stores are obliged, of eourse, to carry other brands,
but the brands they push are t\ R. M. and the other
brands made by lhe mill that makes l*. R. M.
lu all its buying the organization adheres, so far
as possible, to the une-house policy.   Thus it deals almost exclusively with one grocery jobber, one flour
mill, one cracker company, one paper house aud so on
one house in each line.
"Mac has drilled it into us," one member explained, "that the jobber or manufacturer that takes care
of us on a small margin is entitled to all our business.
Jobbers and others have tried repeatedly to deal with
us as Individual members, offering us stuff sometimes
for less than Mae can get it for. just to start something, but we've all learned that in the end it pays to
deal as far as possible through the IV R. M., giving
some one jobber or manufacturer the volume we couldn't give him as individuals."
Theoretically, a member pays cash for the goods
when he gets them, but in actual practice the members pay tluir bills once a week. The bydaws, however, prohibit the manager from extending credit
longer than one week. The warehouse is closed Saturday and on that day the office does no business
with members, devoting Saturday to getting the bills
ready for Monday morning's mail.
Merchandise is sold to the members at cost, the
overhead being paid by a monthly assessment. All
members are assessed the same, regardless of the business they do. the amount never exceeding $12 a month.
The cost of handling amounts to a little less than I
per cent., Manager McHnchran said, the members saving approximately 1\'** per cent, on their purchases.
Carries Diversified Lines.
Not only does the U. R. M. save its members money,
but it enables them to concentrate their buying and
thus relieves them of much responsibility. Possibly
not more than 50 per cent, of the items carried by thc
average grocery store are handled by the average
jobbers the U, R. M. attempts to carry them all—or
nearly all.   Moreover, as a service to those members 14
THE BRITISH COLUMBIA RKTAILER
Uarcfa
.. *.
! 7
I' '■■■
<,
that operate general stores ^»^"bu^**
in the country-it deals in articlea as. widd remold
from groceries as screen doom, overalls, ■wks.g^ea.
umbrellas, shirts, automobile tires ami acceaso ..s. i
Manager McEachron has to shop around towu lotim
something a member has ordered he shops around anu
geU it—at a disoounl that ia passed along to the mem
ber    (Mi one occasion,   for instance  the   I     K    »
bought a carload of rubbers    $16,000 worth    on
which it save! its members something like 16 per eeni
For the country member, too, the U. R  M. provides an outlet for the stuff he takes in exchange for
merchandise, the organization buying produce bemea,
eggs and the like from the countn member and selling it to his city brothers.
Meetings Well Attended.
Every Monday evening the members mcel in the
manager's office, and any members of the average
irade association would be -surprised to learn how erell
the members attend that meeting Monday nlghf invariably brings out between thirty six and fiftj a
majority of the city members and a few from the court*
1 ry.
"Our members, you see," one of them • xpiaiut* I.
have a very good reason for attending Thi-*. organii
ation means money in our pockets, antl when you touch
a man's pockctbook you touch him where he lives.'
At these meetings, Mr. McRachrau reads excerpts
from various of the economic bulletins to which the
U. R. M. subscribes*, he discusses local trade and business conditions, and then he L'ets down t«> cases bj di>
cussing the members' needs.   Here's a letter from a
Commerce Is Speaking
Commerce is speaking ami friends are meeting over the copper highways thai mount the
hills and span the valleys of Blitiab Columbia.
The good qualities of long-distance telephoning
are leading to a steady increase in its use
BRITISH COLUMBIA
TELEPHONE COMPANY    i^
rx*ti
**y.r*i
t
ul SELL A LOT OF YEAST-"
•I make a tidy profit," says Mr Rusafara ol wmu
Plain,, n.y. "iiy bandlU-g rWsetaEK V, *
bring my Yeaat-foMieaiih oaten right into tha Mori
frequently and regularly. And naturally I Z 52
a tat of trooerlet-all the goods ,i,,y anil ihel rliu
tea need They are walking, talking advert I*Zmis'
tor my Btore and service.
, M| **'k "f'Mhrawn'i Yeast to Bora eone ovary dm
for that talk counta In my uu |n dollars and c. nt   *
FLEISCHMANNS YEAST
The Fleischmann Company
SERVICE
creamer) soUctiog tlo- I    K. M. buslnsss ot) peanut
butter < k","\ honey nml other product*    The aunt-em
makes good prodm-l*. witii- of lliet.- pp»ttoU nn*,' of
tin members are slread) handling; the other* ih., I!
be glad i" handle if Mae ean g»i a sertniti dleei
Mae promisee to mn whni lo* can do about it
Whsl abottl fl*'urf Hour" my* Use, >•» gt
uii i'vi ordered s earinftd o! PH-fted Snow §nd
,,f l H \\ I fhink that »«*'d better gel %t>m< !i(
what do JfOU think sbottl il fM
ibt  uhat«Vir JTOU llnnk  we  n«ed,"  s\* d- ■..•, q
member  111   the   fn»n!   row.   and   h»%   fellow %   um-
their approval
"And now.' sa>s .Mae, "are you *a*\'ist.., d wi'>  •■,
quality snd pfiii ot V B Mf   Shall are change n
ur continue lo bave it made bi Ibi nubi mill*"
"liiv.   it  to tin   Hig  Hrnd," **-%}* a  m em her        |
again thc othern murmur appro* al
\'ou bet," si*,\s one referring to a time when  •
i   u M had diffirult* iii getting flour as a pn**   !
would leave tbe grotvr a margin, 'let'* »?tck to ll
hi>rv  lhal helptf-d US »ern%% the •»tr»-»m
Mn  t> !!•*■> the non line he ha* on!er»d a c&Hoa
sweel potatoes; who wants tbem I   With a li*t ol *
mem be rah ip before him. he call* uti she n,.»»u- * ••*' ll
prewnt, wriuntf ntUr ftcb name ihr nun ■■'*«? «•' •*■
th< member Sfrreea to take    The earload ta dtop
ot oli the   *>5'-'t
Mac display* a bneltet of while U<*m* and paw*
it ahoul  f<>r Inspection       "I '\**  Umjfht  I went) '   il
Mteks ot ibos* beam si *i\ efHta»M h* snnouncim;
,*, itftfi   I H
(CimttswNI as uosys ■•*•
4X
A Progressive Bakery
In a Progressive Community
\\h«f,hrr 0 ia )n »hr WMietSBl eit'tsiut \0
perfect it\*>it pvotfncUi m th** quirt* *»«t«5
'inn nf )mi>rotrmrnit in fcakrn*  <oi*n<-
iti an«|f»t»«Urts ami me.Mnf th* SKHJI "
* *ro»ifit m.minunit) or in ih<* s4*fcrfli
■v.   tool   *.it\,.   whlrh   bark*   Up   Hot;
\>in*llltA%   *.\   b tm   vour   mI<p«,   fOU   *'li
«!»»)«   nrol   Hhrll) •   ,,r...   )um|>   ahe».l
iSf Uailirif bokPts  nt lbs* \V«*t»
SHELLY'S LIMITED
VANCOUVIR
NtW WtSTMlHSTia
VICTORIA
NANAIMO 1926
THK BRITISH COLUMBIA RETAILER
15
GROCERY PRICES CURRENT
Tht following art prices quoted for principal lints of loading wholesale flrma.   Prleee quoted are neoeeearily
subject to market fluctuations.
I.  W   OILLBTT  CO.  LTO.
no-sal Vesst-
I dos   pkf*. In eaaa
Ottro Flsks Lyt—
4 Sos  In cat* 	
I    OSSMOO
It eases, 4 d.»i   In <*-•»••
Mag's Baking Powder—
4 os   4 dm
I OS   4 dos
I os   4 dot .—
*.l ot   4 dm
%**. I cooo Uslo
Mag's  Sada. Cat*  Na.   I—
J   cat*   (40   l-tb    p;»'kag*•*"»>
5 . a**-a  or  rnor*   »»«►.
ai-Careenaia of Bade—
ui n> kega. p«r **e
«o« lb   barrela, DOf barrel
Ceuetie Sada (Oranutatedl—
tt R>   ranuter  iio* ttt in rasa)
IM   lie    iron   drums
l'«r ca
ISO
in
&ii
IIO
Ml
.  : ti
ts&
11 to
s&o
& to
IM
JJTO
Vat tb
If 14
II***
Tor dot
Croat* ot Tartar—■
% th   ft**t pkgt   tt dot   In OmOSl   i -'*
% tb   pepor pi**»   it 0*t   in <••»»•»   MO
so tb twtt* »nh leretv severs i« doi
in aa»«>
•w  co*<
IIO
I  1%   «eaa arrow c**\**to  (I ««•>•   in
I Ib   minmra fanlotoft.   *% d- I   In
COM)
10 tl»   woden <■*•#•
14 tt>   wood*!-, pa;lt
too tt*.   lined kega
|«0 r»»   bned bartota
IU
M ■+
At
,40
II V|
l*
KttLV.  OOUOLAa 4 CO
NaOoO Rreduets
Allspice.  No   1. Ont dot
Making Tun dor.  <l It ot. dot
linking  POWSer,  II Ilia, dot
Htk rat l*OWder, I I*, dot
Making Koda. 10 tt.  caae
Making Koda. M V- »"*
Hnrst,   Via, dot
Ula<k   IV(>i>rr,   tin*.   001
Cslsry   iUU.  glaaa,  SOi
sot**b iott***. -Moult tint, saeh
i'tittoo,  to lb
('uatard   Powder,   dot
QuiOk   Tapioca,   dot
Chooolala   Pudding,   doa
noil  Powder,  amall. dot
rinnamon, 2 •■■   lino, d»i
Cayenne Pepper. I lint, dot
Ctovea.  amall.  dot
Curry Powder, 4 oi   glaaa. «*«»**
Praam of Tartar, t.
Ortan of Tartar.   Hi. tint
Cresm of Tartar  «4s	
dinger,   small,  .tm
KktrariH,   t«, ot.  dog
I'i tract a,  } ot   doi
Cttrurtt.  t oa   dos.
I'jtracta.  I ot.  d«»i  ..
K.iirarlt.   K ot   dm
Ma«o, amall, dot ■
LTO
1 OO
Ml
1)0
11 10
110
10
Tl
1 10
1 00
JJ
IS
.0
»0
>0
t io
1 !0
1 Ib
1 40
S 00
5»&
III
1 SO
1 SO
2S&
S 75
5JS
0 10
IT.M
ill
Nutmeg, anwill, dos ,...„ „ i.||
1'aprlka. amall. dot  l 36
1'aelry Spice, 3 tlna, dot    l.io
I'oultry Dreaalng, Sage. Havory. Thyme,
Tumeric,   tint,   dot    l.U
llckllnt Spice, doi   No. S. ..„ li
Marjoram,  Mint.  Psrsley  „ m 1.11
WIlllS   Pepper,   tlna.   doi    MO
Caetor Oil. I ot dot „  Ill
Caator Oil, 4 ot   dot .. 3 SO
Bpsom Malta. >,». dot ,      II
Ktrult  Colon.   S  ot.   dot  1.71
Icings (Chocolato. Rota, Pink, Lemon
Vanila. White. Almond, Orange) dot.   1.11
Jelly  PowdST, dot.    „   .10
lemonade I'owder. dot Sll
Muatard.   la.  dot -  III
Muatard.   lo*.   dot.   _.. -410
Muatard.  •*,**  doa -  1.41
Muatard.  3 3 iloi  140
Hulphur.   *%t, dot *   -W
Tea. Green label. \%a, per It) 71
Tea.  Orcen  Label,   la.  per lb If
J Ib.  tlna «»
3«. lb.  parkagea  -    M
1 lb   packages  ....      •      •   .W
i>a, de Luaa, Afternoon, i IU. .15
Ten  ile   Lute.   Afternoon   *+» per   tb 87
To;i de I.uie, S,a per lb ■• .11
Vinegar.   SOf        I*0
P.  BUMNt 4 CO.  LTO.
Shamrock  Product!.
Ayrshire rolled shoulders, per lb Si
ru>on. Shamrock, t-t \wr lb .  .41
Heked Ham. will) ilreaainic. |x-t IS.        •   •'<
Crwiaary Butter. Shatnfock, cartons At
• iipei"e. Canadian, iiott** i«*r lb, -*
chesaa, CsaaStaa twin, per n> MV4
CempouatL CamaUoa, No. *>■ ll-oaaw W.M
Compouatl. CamaUon, N«> J. so cases 10.08
«*,v.«k*>ti Ham, Shamrock, per u>. .41
th.inlnion Hamt, 12-1* lb**- • 3X
|»i»mlnloit  BaeoO, StO Iba   per lb    40
Dominion Baoon< 10-14 iba t»er lb s>
Dominion ahoulilfra. bOQOd and rolled $4
Hrlpplng.  »»eef.  4lt>.  brlcka ll
llama. Bhamrock, p«*i Ib «•»
Hams, bonsd and rolled, par Ib >«
Head Cheeaa, &o» im» ea«h w
Jollied tonguo. par Un   \M
iMi'i. No   &. is to MOO •- J5
Uir.l.   No   J.  .'■ Or nme UM
Urd. carton, li iba  2,!^
uni. No  i. cartona, so iba •   i,l»
Mlnctmaal,  wna. 2S-ib. net,  per lb .ish
Meat U>af. per tt*  W
Pork plaii pw <*■<•*       **
f„tk, iniiat i.'ita with dreaalng, !»«•»• n» t\
Bmoked n»h. klppors, 2o». per lb 104
Smoked a»b. kippered salmon, 10a
and S0a.  per lt> ••
Smoked  Cod.  S0a per lb... -   >l*
Bslaelad n»**i. ow lb. ..so
Bolecled ehlekan, per lb, -'4
TUB ROYAL CROWN BOARS. LTO.
vanoouvor   Rrlse   Llat-P.O.B.   Vsnesuvsr,
er Nsw Wsstmlnstsr.
Tsrms Natl M Days.
"Apu" Soap Flakaa. 14 1 lb pkta. boi 4II
•Apex" Soap Klakoa. II lib   pkta. box 1.40
A U Francalto Cattlla. box of M  4 60
lilue Mottled. 1k»X of SO  I.M
Crown Oalmaal. n it box of 144 l.oo
Klondyke (wrapped) box of 23  4 31
Klondyke (unwrapped) box of 25  1.10
Klero Olycerine. box of 144  3.11
Linen (unwrapped) box of 100  4.00
Liquid Ammonia, 2 dos. qts. box of 24 4.10
Liquid Blue. 2 dos. qta. box of 24  4.10
Mechanic's Pine Tar, box of IOO 1.40
Mechanlc'a Pine Tar, box of 50  2.10
Olive Caatlle, cakes, box of 200 4.71
I'rlmrote (wrapped) box of 25   4.75
Hoyal Crown Lye. box of 41  5.16
Pendray'a Powdered Ammonia, box 24   III
Special pricea on i, 10, 26 and 100
boxea.
Rsndray's  Water Qiaaa.  Bgg  Preserver—
Cases. 24 Una per caae   4.10
Royal laundry  Klakea W",.  In bbla.   .14*14
(Special price on contract)
Itoyal Crown Soap Is 144s 5,10
[loyal Ciown I'owder.  bjx 24 only  f.OJ
Itoyal Crown I'owder, lib. box of 60  4.25
lloyal Crown Cleanaer,     48 sifter tlna    3.10
Hoyal Grown Powdered Ammonia. 1 lb.   3.15
While Wonder, box of 100  5.30
New White Swan Soap, 100  3.10
White Swan Naptha. box of 100  6.00
White Swan Waahing Powder, box of 24 6.00
THE CANADA BTARCH CO. LTD.
Laundry Btsrchss—
Canada   laundry  Starch,  40-lb.  box  .Of
Canada White Glots, 1-lb   pkgs. * 0114
Acme White tiloaa. 1-lb pkgs ~    914
No.  1 While, 100-lb. kegs  »t»
Kdwsrdtburg Silver Gloss. 1-lb pkga
40-lb ll «4
Kdwardaburg   Silver   Gloss   l/l-
fancy   tin   canlaters,   48-lbs 1314
Bihrardtburg  Silver  Gloss.   100-lb
kegt -   ,10H
Celluloid Stsrch.  (boxes of 41-pkgs
per   caae) ' 4.10
Culinary Stsrches—
iiensott's Celebrated Prepared Corn,
40-lb.   boxes,  per Ib 11
Canada Corn Starch 40-lb boxea, per
Ib     114
Challenge Corn Starch 40-lb boxes
per  Ib 114
Cnsco Potsto Flour 40-lb boxes, lb   .11
Maiola Oil—
Masols Oil. is   7 II
••   Is   „. «... 7,41
"   4s     11.01
"   Is   11.11
Corn Syrups-
Crown 2s. 24 to case  $!••*•
6s.  12 to cnae   4 10
10s I to esse  I'W
20a. 3 to esse  MO
Lily It. 24 to case MOI
6s. II to case  4.M
10s, I to case 4.20
Karo. Is 24 to csae  - a.SS
6s. 12 to cate  - 4.10
10s. I to csae  *• *• 16
m
HK BRITISH COLUMBIA KKTAILKK
Mnrr-h
EVIDENCE OF SUPERIORITY
T*a •***m4,aa fti»<e •*•',• "on**i
•i-aos*      ts*i<,i
m*.' mm.
|s rei'.f is tow*   »»#».»»   **i*,,,*a   *•••   ■
ee "••e »%d *»•-» ys** *«•*•*" **•*•• *•  '»«
seUsta'*** gi*ee Op folate ee*le», l».s    • II  •«-
t*e» fa* »*f reeee r*s» "*er*<i*e %**»■•* utm  ■■>•
ele-aSesS  i*» •-• re-toil ******   *mt s!s* •*. mm'i
s** ■*-># peeling pis-ate   e-nS %t»t M*e at—a  *o  OM
boat •' a*.*towne*-*.     to eie« OfWOmttM    -*   .*.
snd ve-aMee-ao aerv*L«e ae bete pSfMSSl  '***> m»
ttt* eeet *.**•*   ee ere
Tee** IM/,
' iftMtaa Pe*», a tS
IliSI f*    % t •■/.'•*-'
Write ua or call our local office for further
information on the moat important and mosl frequent transaction which takes place in your store.
One of me Ottawa retail stores el ffee Co«eS»e« PatOmn Car*
pany. Limited, feltjf equipped sM*  Toledo Cr> "der  Sce'et
The Canadian Packing Co. Limited, use seventy
eight Toledo computing scales in there various retail
stores and twenty-eight Toledo Heavy Duly and Berth
scales in there different branches throughoul the Domm
ion.
The majority ol these machines have been in daily
use for several years.
These scales have given escellenl satisfaction as
indicated in there letter. Read it
Toledo Scales are known and accepted every wherr
as automatically giving honest weight.
They are built on the pendulum counterbalsn- r
principle   no springs   automatically -weighing the put
chase and computing the amount of the sale and. further,
equipped with a patented device to prevent mittakei m
reading.
Protect your profit and good will by using accural
weighing equipment.
Canadian Toledo Scale Co., Limited, Windaor, Ont.
.».„ JTm**mm of A"""na,ic St«1** '•' ***** smoost
ZrZtnmn ™^^oottmm,
Vancouver Of fie,: 424 Sworn Stiwt Wm
TOLEDO
NO     S   P   R   |
SCALES
WEIGHT IW
THK BRITISH COLUMBIA RETAILER 17
The Merger Age
a?41*!? ^ber?1 ^SJffifi4** of Mulliken ft Robsrts,Inc, Nsw York, Declares That Mergers An Constitutionally Sound    Destructive or Harmful Competition Is EUminated, Making Increased Production Possible,
and the Development of Greater Consuming Markets.
Declaring that mongers make for stabilisation niul "Does the general record of the industry justify
the Issuance of new securities to the publicf
thereby tend to eliminate violent priee fluctuations in
commodities and manufactured projects, Harold itoh-
crts, vice president of Mullikcn & Kobcrls, Ine., Now
York, who for many years was an associate of James
H. Duke iu the American Tobacco Company, contends
that a corporation should not he judged hy its size.
He claims that monopolies that aim at restraint of
trade and price Axing can never endure even lhe pre*
M*ut complicated structure.
Not only do consolidations of industrial enterprises eliminate destructive or harmful competition,
lor which thc consumer invariably pays through
higher prices," says Mr Roberts, "but they at once
make possible increased production and the develop
turiit of greater consuming markets. His statement
was occasioned by the great interest that is being manifested in the rcccnl mergers and the criticism to which
they have beott subjected
"If the consolidation movement so noticeable in
various Industries today in wrong." declares Mr. Roberta, "then it will not get very far. but the surest test
that it is not basically wrong is found in the fact that
these mergers are thc economic salvation of many millions of dollars of securities holdings, investments that
otherwise might become a total loss ami never be ts*
coversbls "
Trust Laws Used Revision.
He siihl lhat there was a gfCSl need that I'S. antitrust laws, should be revised so that they would be in-
lerpretable by their own language As it is, he added,
we fall back on the Supreme Court's decision that they
must be Interpreted in the "light of reason." or we
must go to the Federal Trade Commission and get its
ruling as to the specific merger in view If we follow
such ruling WS have no assurance that it may not hire versed by the highest court
"Our antitrust laws dale from about 18911," said
Mr Roberts, "but during the following fifteen years
they lived in the realm of forgotten things There
was no general enforcement, Prom HHSl mergers
wen effected in many indusl tries We had an era of
consolidations some of them nol clearly thought out,
unscientific, and not capable of giving a good account
of themselves, either in public servi »r dividends to
stockholders Companies wen* merged that wen' easy
to get and easy to finance, but hard lo make cohesive
—10 function efficiently as a unit    to make profitable.
"Intelligent opinion admits thai ruthless competition deals to bankruptcies; that il entails waste and
destruction, and spreads its losses so that they are
shared by every citir.cn.
Points in Sound Mergers.
"In this new programme of consolidation eertain
definite points must be determined to assure the creation of a sound consolidation one in which the economic forecast will be promptly and definitely realizable.
"The following inquiries must be affirmatively answered :
publi
"Will the proposed merger tend to stabilize priees,
improve labor conditions, improve its public service, dis-
courage over-expansion and destructive competition!
Do the proposed constituent companies lend themselves to economic central management?
"Are the plants up-to-date, favorably located as
to raw materials, labor, and proximity to largest consumers markets?
"Can a well-balanced administrative organization
be selected from the proposed constituent companies ?
"If it will do all of those things, we should be
able to go ahead with thc merger.
Federal Trade Laws Wrong.
"We have gone through a period of abnormal industrial expansion incident to the war. We have facilities far in excess of our national requirements. Our
producing costs are minimizing our foreign trade in
manufactured goods. Sound consolidations are necessary to cure the situation. And in thia process there
must be a scrapping of obsolete equipments; we must
offset a wage scale that is higher than that of any
other country, by more efficient and economical practices; we must cut out waste.
"Thc theory of our Federal trade laws is wrong.
Why judge a corporation on the basis of relative proportions? If its conduct is good should we strike it
down because of its size? ln 1907 we disintegrated
the Standard Oil Company and the American Tobacco Company. The Supreme Court decreed that potential competition of the new units must immediately ensue. The prescribed competition certainly followed
iu fullest, measure. Haa the consumer benefitted!
There have been tremendous duplications of efforts,
waste galore and the higher prices concomitant with
rising eosts.
'Tudor proper laws remedies may be applied where
needed, while under the rule of dissolution, the cure
is likely to be more harmful than the disease.
"The processes of consolidation must go on to the
very ultimate of their economic application.
"We must educate ourselves to the advantages—
at home and abroad—of large unit operation. And
when our people generally understand thc underlying
economic laws, there will follow elaiified regulatory
Federal laws that will let us know where we stand
and what we ean do."
MAIL ORDER CUSTOMERS GET LIFE ASSURANCE.
T. Baton Company, of Winnipeg. Man., mall order house
have sent out with their recent catalogue a clruclar dealing
with the possibilities of Life Aaaursnce by Mall and adver
tiling the T. Eaton Life Aaaurance Co., now five years old.
The clruclar states that up to the present the T. Eaton Ufa
Assurance Company haa confined Ita activities chiefly to the
staff, but thai It la now extending Ita operations io that mall
order customers may obtain life aaaurance.. M
Tm: BRtTlSH COLUMBIA RKTAILER
M
PROBLEMS OF GROCERY DISTRIBUTION
By A   H. Vj k "
In this brief summary, Mr Malkin has touched
concisely upon some of the vital elements in grocery
merchandising.—Forsees no danger ahead for the Independent retail merchant who makes personality his
strongest asset.
The increasing number of mergers amongst whole
s»le grocers and other branches i»t" distribution is an
indication of the pressure of keen competition, eaiw
ing the necessity of reducing to a minimum all unnecessary overhead and other expenses,   If these m- r%
»nKnn***%-*******************H***o***-**xi
W. H. Malkin
ers are honestly carried oul on this basis hsrlni in
view the reduction of the cosl of R |« ,., the eon
suiner. they should be encouraged,
Under our modern system ui distribution there is
too much competition.   Competition up ,« , ,,,.,,.,
point;is healthy-beyond that point   U    ,  r
pensive and very often destructive    if the i„d«   V
•npHMud-mprtiu „ ,:    ' ;2'22r
It sometimes geems to mo thai tl,   ;. i
»•» merchant t v w„V   ,,,,',  '''V'1'1*''1''*
"bout Ih.' Urge donartmon n "owying
would do belt hi i V   , ?,L' "•',|"1""" """■"     "'
mothodB ol rohanXing ft    ? T*" ""*'■*"■ *
Wh mHeagurK in Ih, s,„ ",'|iM    7i    • ''S'''''"'•,'  *i'!i
and dbcuadng willl „     ,     ,    J«. a,  „.„•
dopendent retail,, lv|„, is   ,„,     • *'" ""' S">«H ,„.
into his bosSnou.  There fa /' ""'. ■"•■"""■■li--.-
P«*r to ll with Hiiro wZo,ZM  "'""Il"
(tonal aerviec rath,, il„„, w*fh .       ?' ,:"! Rd I"**
•eria or imperHonal ,l,l,;:t:;.'1!1l„'1ll;;,;;V"  " *
PfKEubtcdly tb, »vHt,„, „f   u.,,,,',  .....
stuff, ia undergoing a change a .'',""'"""" "> food
•he independent retailer .1 ,| do™   „?!!  ','•'""' :""'
attenfaon to peraonnli.y „,„| ^  »'.«' ta. and
"""■"i  than to
BBLP YOIISKI
r TO HKA..TII   o^0fjfl
Mr. Grocer:
Starting this week, Millions
of people will read the new
scries of PEPadvertisements.
telling thc story of this
wonderful
PEPPY BRAN FOOD
in the
Daily Papers Weekly Papers
Farm Papers Magazines
Are you prepared lo
take full advantage of
thia advertising? Have
you a auflficiem Mock
on hand* Are you back-
ing it up with window
and counter diaplayr.'
PKP will pep Up
your nits   Sinking
window and counter
display mailed on re
queii.
pi&Wjmkutot
1 LP with all orders
0***
the peppy bran food
WM»W*««K»x»1,IMW|,|OI|(
X«X<fllKXKKXKX*.tXXX'tH>l>>l< 1926
TEE BRITISH COLUMBIA RETAILER
19
priee «*n11in-ur. The clean Store, personal attention,
high*elass goods, fair pieces, and reasonable service,
will always win out in the end with the majority of
customers.
There i* one thing in business which cannot be
ell mi na tod, and that is personality, One of the weak*
uesscs of the large departmental store and grocer*
terla Is the lack of this valued quality iu business. If,
therefore, the Independent retailer is to succeed, he
must develop this personal touch between his store
and the customer, coupled with efficient Hervice. This
is the only way iu which he can successfully compete
with the large distributing store. Let the independent retailer take heart—there will always be a constituency for him in our present system of distribution.
Those men who think that the ehain store and the
grocerteria will put the small retail merchant out of
business are mistaken.
Greater Vancouver Branch Retail Merchants'
Association Holds Annual Meeting
The annual meeting of the Greater Vancouver
Branch of the Retail Merchants' Association of Canada held nt the Ambassador Csle, February 25th last.
was attended by a representative gathering of Van-
cottver retail merchants in al) the more Important lines
ni lutein, vh .Many and varied questions came up for
discussion, and the activities of lhe past year were
lolly covered by the secretary's report, which reflect-
cd the excellent condition of this branch of the association
The ehair was occupied by \ K Higgins. first vice-
president carrying mi for II T Neilson, who through
pressure ol business was forced to resign the position
of chairman earlier in the year
An Interesting address bj .lauos Harkness on
"Organisation,"  upon  which   subject   thc  speaker
proved himself particularly Well versed, greatly in-
(crested the gathering, and during Ins talk Mr. Hark-
ness touched upon president Crowder's campaign on
Trie.  Maintenance
FVed Crone, chairman of the Vancouver Publicity
Hut. nu s|w»ke to the merehants U|too the value to them
of the tourist traffic whieh, tin-*. Reason, in expected to
. sccctl all previous records, and figures relative to the
amount of money spent in the retail stores of Vancouver by these same touristv convinced the assembly
lhal it was good business for them to do »!! in their
power to encourage visitors to the city.
Election of Officers.
During the evening the following merchant were
elected to guide the destinies of the (Irostet Vancou-
ver branch during 1938*27;
President, John M  Watson, manager of ths Owl
Drug Co., f.til ; 1st vice president. 0. B. Allan. 0. B.
Mian. Limited; treasurer. It   Dunn, Camera &  Arts,
l.i.l : secretary. Prank Furki Fletcher Bros. Ltd,
A greal deal of discussion was entered into regarding the eontemplated abandonment of the Wednesday
half holidav. and a final ballot resulted in the meeting
K0itlg on record as being satstied with the present
Weekly Half .Holiday Aet, nnd thc feelings of tho retail
clerks who recently held s msss meeting opposing any
.•linnge being made in their weekly half-holiday, will
in ?i)l pp.vW>WUM.v: not be disturbed.
Dnrlllg the proceedings music and n comic sketch
weir rcqdored by the well known entertainers, the 4\
Troupe
Secretary's Report.
Secretary Walter IV lug. in his report, touched up
on the number of trade sections which have been formed during the past year, and their satisfactory condition was reflected in their annual reports. Continuing. Mr. Ing stated that "In our last annual report we
believed that the year 1925 would be a year of pro-
fiess, and we are sure that you will agree that this has
been more than borne out by the scope and importance
John   M. Watson, tloctod President, Creator Vancouver
Branch, R.M.A.
Photo by 8t»>ff-«ns-Colm<*»r
of the work accomplished, not only by this branch, but
by the Association as a whole, both as a provincial and
a national body, and if the results of our efforts during 192.r» augur well for the Association, then we look
with confidence to 192(1 to show a degree of progress
surpassing that of any year since the Association commenced active operation in this provinee and in this
eity.
It is a part of this Association's future plan to establish the retailer in whatever particular line he may
be functioning, in his rightful and proper place as one
of the important factors in the life of any community,
(luce we get the average retailer to realize this fact,
we shall have no difficulty in getting him at the same
time to realise that in order for him to progress and
profit to the utmost, he should identify himself with
an organization operating entirely in the interests of 20
THK BRITISH COLUMBIA RKTAILKK
M r,*h
|
i
1
his particular vocation. More than ever during tin-
past year thc retailer is being recognised by the gov-
eruing bodies.
Your Association has been called into conference
more often during thc past year by these same bodies
than at any time in its history to assist in the passing
of legislation affecting the interests of the retail trade
As a proof of the retail merchants' liuportsncc in
the community, is is estimated that there is something
like $4,500,000,000 worth of merchandise bought, wld,
and handled largely through the retail jobbers of Canada every year. This means something ill the neighborhood of $400 per capita for every man. woman snd
child in the Dominion of Canada, a very large part of
which is handled by the retail merchants of every com
inunity. Surely this is evidence that tlie retailer is a
factor in our commercial life and i.s entitled to receive
the proper recognition wherever his business may !•<*
located.
Membership Increase.
We are glad to report at this time that in spite of
the numerous changes in location and other factors
whieh constantly affect the members of any orgstdss*
tion, a very substantial increase in the membership *'f
this Branch, which stands at the present time at
approximately 311 members, and we are satisfied that
we shall continue to increase our membership as far
as numbers are concerned, and that we shall be abb- to
show in our next annual report an even larger increase
than we have during the past year. This brings us to
the part of our report covering some of the OU Island ■
ing activities of the Association.
License fees
An effort was made on the part ol ..our esc
to have the fity Council make a reduction lu tl
ense fees paid by retailer* DttC to a number of ,
one ni which Ining thr fact thai the t'ily CoUltei
pearcd to Ih- greatly In Heed of r-r.rmir, We w.
able <<> gel lhe rcaoctloti ubirh we hot .*.■>'*.■•
but We ftttd thnl as a rvstilt of our action in tin*, -
I proposed increase in the amount of lirm*-,, f,.,
obviated This matter also rrr.nr.1 th* stleniii
yonr Association in the Kail «»f tbe yrar, bill sgsil
!t. th- fact lhat an Important legislation wan «
the HoQSl it was lll*|»«»s,silde to grl thr I'll*, (Vou
htake any demands 'hi* y.ar m connection with li
fees       This h B  m«M< r  whieh   will  «», «,|  th<   , ,
attention of fOWr incoming SXfliOtlVf, tit it \n prop
that tin entire question of licvllSf fess I*** put bl tots
(*il) (*ouu*i! at the ioi! session of ih.* Lefbd*!
whereby they can assess retail sstAolishinetils on t*
values, and with this m.tltrr Iwforr the lloti*»r it
iced lhe thorough and car* ful nmsMsfSllofl of
esccotive officer's
Th< past tear has In. n one ui exceptional in'
to Vsncouver in vim of ih.* ind that both ib« D
Inn and Provincial l'onf.*nl»»»n* »»rrr hrld in thU
Those of our members who had an opporiaait)
finding any of the «-» vtion* of Ihr Ikimtntoti l\n
lion mil apprvinate the import a or*- ot ihr Wort
the thorough manner  in  which  thr  InlefBStl
r.-Uil trade of 1 anada ar*   Iwmg uk» n ear** ,*(
W| want to tak*- the opportunity at  thi* Ul
paj i tnbuti to the splendid work which is \*f
Why INTERLAKE Superfine Crepe Papei
Makes Friends of Your Customers
1. It is unexcelled for anv kind of
decorative or colorful effects,
2. It comes in :I7 disthict shades
winch make it easy to work out anv
color scheme your customers have ii.
mind.
3. It stretches its own length and it
retains the shape into which it is form-
ed.  It"stays put."
4. It possesses a delicate slum all
its own.
5. It has lasting qualities
6, It is faaduatiug material !•» ban*
<lk *«> linn h *.» that Ideas for brighten*
ing basilars, oaniivnls, li-iti**- juulii* *»r
mdcMir fetes i.f any kiiul eotne quickly
t" iiiiiul.
i mi can always iwominend with
wfrty fatestata cn*pe, The quality
new varies, |f yMU |UIV|. imt tin* tree
f*»mr card, send for it
Tbe
■ >'liii
manufacture,
"•""<' unmuuie ttn n pauer
pwwuct is an assuraucc of palnataklng
Il**HalteTissue Mlfls Co
H-d Office: 54 Univcity Ave,, Toronto.     *'"*"* +
Willi Mtrmon. Om.       S*lf, ,fi"eh: M«0'" f*****ii*S. Msntrol
*t \
ip
-
\*
<■ l
Iff
tsl
ar 1926
THE BRITISH COLUMBIA RETAILER
21
dertakon and the meetings whieh are being held by
the various Trade SeetioiiM in connection with their
own work. Several of these wet ions have ravaged an
organiser fur the building up of their membership,
with splendid results,
We hope that during the coming year several more
'irade Section* will be properly organised, ax the interest of the members i* mueh more readily sustained
by individual notice rather than by genera] meetings
of the Assoeiation.
Our members are all more or less familiar with the
tremendous task which President J, T. Crowder in
now completing in the way of our Price Maintenance
or l-'air Trading Campaign throughout Canada.
We have endeavored to keep our members posted
on the progress of this campaign, and present Indies*
O. a. Allan, 1st Vtc<* president, IS2S.
lions arc lhat SUCCCSS will crown the efforts of our
president, and lhat Price .Maintenance and Fair Trad-
Ing will be the astibUshcd policy of manufacturers snd
wholesalers, not only iu tin- retail tire business and
retail grocem but also for all other lines.
We cannot iu this report elaborate largely on thc
success of thi* campaign, but we ean assure you that
Frank fork, Stcrttary, *•*••
Photo »>>* 8l*ffen»-Colmcr
llritbdi Columbia, and Vancouver partietilarly, is re*
reiving a large amount of publicity and advertising
throughout Canada for initiating this campaign and
policy.
Minimum Wsgs Aet.
We are now faced with what, n* you have recent-
ly been advised, is a very drastic law in connection
with the minimum wage for male employees.     Thc B,
PRIDE
B
ECAUSE their superiority has been
steadily maintained...
... because they are quality products,
... because they make better foods...
pride is taken in making, in selling and
in using Royal Baking Pounder and Dr.
Price's Cream t^ing Pounder.
For over a half century they have been
bringing baking success to the housewife
and profits to the dealer.
Both are made in Canada
Sells on Merit
WILD ROSE
PASTRY
FLOUR
Always Dependable
MUled in Vanoouver by
Vancouver Milling and Grain Co.
LOOTED
Head Offloe and Mills:    VANCOUVER, B. 0. .)•)
THK BRITISH COLUMBIA KKTAILKK
Mare*
C. Hoard at its meeting recently spent jeversl hours
in going into all phases of this question, ss it affects
the retail trade \NV have been asked to make our
representation through the board, and m are obtain
ing information and statistics which will he used when
the proper time comes.
Turnover Tax.
We want to remind our members thst nl thc ictt
session of the legislature, the) will probablj be faced
with a change in taxation in the was at the TttmoVi r
Tax on sales. Particulars of this have bei n sent to all
members throughoul the provinee, and this matter vrill
need the very serious consideration of this Association
when it is brought before the House at the nexl session
R. Dunn, Trtaiurtr, 1926,
Ptteto b) '*«••  w.» i.i.
Moth of these Hills could well be the subject of it
special report, but we merely touch on them to ihos
the importance of the work being undertaken in your
interests by this Association.
Wednesday Half-Holiday Act.
The Wednesday Half-Holiday Act is receiving r
great deal of attention again at the present lime  Here
again, time does not permit us to elaborate on this, snd
we shall go into this matter fully later on In the course
-Sf this meeting if time permits.
•M
Office Activity
Siim« la*i September 121 bulletins have been
f.. m coi ben throughoal Ihs Proviaee, touching
;, variety *-i ittbjects, and ««»m< think* lik« ll •«■» >
of mimeographed information bav.* beta forws
to our mem ben   This, ol course, does m»i Inelud  thi
regulsf eorroepondenci which i* carried on mi all •   .,
m ih.* ordinary routine ot Association work
Dominion Office Activities
NN.  have with Ul S report which -dint*** (hat dli
the h*t i* «   teeeks no le*** lhan 38 im|«ortAnl tn  Hen
covering innumerable questions which nffrrt a
tail trade aaa whole have been dealt with bj »>«ir I •**•*•
inioit pfflci in thf Interce-le of Its members
Su, h maftir** SS th.  Stamp Tav Domildoll la   tat
Tax   Hail Order House competition, Customers i
dales. Inspection of Weight* and lleasuhm, ntu\ K|f
firsding, Si»b«» Tat. and many other Questions an
ing inelud* d hi those setivttjii
During the year, owing lo prvwure **( l»si%!- - *.»
your president, Mr NVitsoft, teas f«»re«-.| to ten*!.- V.
reiiynation which t*w»k plaSC SOOn after the ($SM of lh#
Provincial (invention, *mrr which tins*' your rl
man Mr Hig-gina, ha-* been aeijug io 'he espaeih
chairman of the (Jrrairr Vancouver Branch, ind '■
has si ill lime* taken an settee Interesl in ma-Men
jh rtaining t-« the AaacMHation
In eloslng th»* report, en «t*h to tak** thi*
tiintt*! ni ihowina "ur thanks snd sporeeiatlon
officers of thi* branch  for the fpli mild e»»»»|
and interest whieh thev ha*, liven lo vour
during the  pmtt   ve.ir     |t   i%  ho exaggeration  Ifl  <"'
thni withoui thi* *pir»f ,,{ ci. operation oar ■ t*
would Hav. been much more firduou* and perhaps *•*
wouhl bsve been sceompKshed had not il been for tho
nMOAtanee which wa* given by lhe officer* nf IV*
branch
We "ould desire that  th«* %amc nmotin' of •*<*■
!■• snd fo operation bs extended to the m»<*    i
officers for lhe coming year which wc feno*  srtll
willingly glvea If «»ur members, Individual!) I
collectively will forget ihcir Htilr dlffervnee* whi '
'•"' bound to occur in A-vutemlion »..rk at all Hon ■'
they will forget their Individual itUn* lik*** and •*
likes ;Ui,| mpport their exeeutive, m»t only in Ihs I
branch <>f trade Reetion, but in ihe Prmim'ial
Dominion executives, the ranting year will
paw all previous records for thing* ae«i»iopli«h« !
'I",
ind
•N STEP WITH ADVERTISING
!SS:l:;;:;;:'■^»«'''I^:^rl,', • *-** * «"
»«s««dH the wellfouDthjd ihoorim of 11'n i y lhr ,,*m,, ,,,ln« »• «"»* •' »** «"
»f hii Aaoiorm a*,A  .. """r-wtm   a o,um maaafactsref rsetstli
a»
di
h VI:
would
nat
ail
fHCturer) Ik alno Kauco 1920
THK BRITISH COLUMBIA RETAILER
23
Drygoods and Footwear
The Canadian Textile Industry
Prcgrtit Sttn in Textile Manufacture—Demand for Cotton Broadcloth and Other Lines Supplied by
Canadian Mnir.-L.mutd Home Market Necessitate* Wide Variety Production-Import Competition
Reduced.
The
Canadian textile manufacturing Industry has
been making steady progress in both the range and
quality of iu product-*, and, although import competition must still be reckoned with, the local mills an los*
seuing lo a marked extent the Dominion's dependence
upon outside source* for the supply of manufactured
cotton goods. Canadian mill-* have recently won most
of lhe home market for cotton broadcloth**, for which
there is a large demand New equipment ban been
installed to cope with (bin demand ami Ihe ('auadiau
product now compares favourably with lhe best imported broadcloth*,
Several Ontario mill* are making splendid quality
tapestry cloths, although competition from Itclirium is
so k.oil us to leave little profit to the Canadian pro-
ers Fabrics for automobile tires are hi-ing manufactured iu larye quantities in the Dominion, aa well as
many other cotton products, which up to a few years
ago were imported Good quality "Turkish" towels
of cotton arc lning turned out by some of the Canadian
mill* Stockinet and Jersey eloth for overshoes arc
slso being produced in Canada.
When the present Canadian tariff was formulated,
practically no cotton yarns liner than Number 39 were
produced in Canada, so Number 40 and liner yarns were
placed on Ihe free lint Canada is now producing
large quantities of yarns running up to Number 100
or liner, bul as thc tariff has not been changed to
meet the new conditions this development has been
boruirht about without tariff protection. Some of
the very fine cotton yarns, such SS those used for lace
curtains, are not produced in Canada, and may never
be manufactured here, as climatic conditions arc
thought to be unfavorable. Hut practically all cotton products for which there is demand in any considerable volume are now obtainable from thc Canadian mills. Import competition, so far as the
coarser eotton products are concerned, has been much
reduced except in i*es|M-ct of certain lines sueh as
grocers' I wines, which are offered at low prices by
mills in the Southern States.
Limited Home Market.
The Canadian textile mills have been hampered
■seriously by the limited home market, which has restricted spec in I i xa I ion and has necessitated production of a wide variety of lines. In some cases the
"change over" lime loss has amounted to as much
as 20 per cenl. The percentage is being lowered,
however, and lhe industry is on a more efficient
basis than ever before. The Canadian textile mills
have been conservative in tbe use of rayon or artificial silk, hut employment of this product in mixed
fabrics is increasing, aud with thc improvement Of
the   woodpulp  product  Canada's  dependence upon
imported cottons should be reduced.
Manufacturing and other interests arc raising de*
eided objection to the provisions of the proposed Bill
to incorporate the "Association of Professional Chemists of the Province of Quebec." The Canadian Manufacturers' Assoeiation is opposing thc measure on the
ground that it is unnecessarily and unreasonably exclusive and that many persons who could not qualify
as professional chemists are thoroughly competent to
perform certain chemical operations in industrial establishments, opposition has also eome from the
Quebec Corporation of Engineers; they allege that the
Bill encroaches on the rights and privileges of civil
engineers, many of whom are called upon in the course
of their work to undertake research and analysis and
to practice certain arts of chemistry. It is not expected that the Bill will be enacted in its present
form.
KNITTED GOODS TO BE EXTENSIVELY
FEATURED IN 1020.
Pullover sweaters are to be seen in all the spring collections, but they are not hy any means the most important group in the showings. When combined with
a knitted skirt to make a two-piece dress, they become
I he leading item in fashion's eye. Two-piece suits for
street wear are also very good this year.
Tin1 one piece dress is filling one of thc most important positions in knitted ready-to-wear this year.
They are being shown in the usual styles, suitable for
golf, tennis and outing wear and in more formal styles
for travelling and street wear. The so-called sport
frock has been adapted into every type of costume
this season, and its simplicity and straight lines are
the only things whieh distinguish it from other types
of dresses of woven fabrics.
In pullovers and sweater coats thc prevailing designs are the all-over jacquered type. Since these designs can be produced at a fraction of the cost that
they were produced at when they came on thc market
originally, it has become necessary for thc manufacturer to find something else to take their place in the
more exclusive garments. Jncquards, however, continue in the popular interest and are shown in both thc
moderately priced groups and the more expensive.
lu order to get something exclusive in swertter
coats, manufacturers have resorted to stripes and have
produced what could almost be called a jacquard de-
sign in stripes. These appear on thc new sweater
coats for both men and women alike. Others of the
more exclusive lines show many models in sweater
coats with a plain body and plain trimmings of con* 24
THK BRITISH COLUMBIA RETAILER
M reh
D you recognize
o
this fettouf f
"CEETEE"
PURE WOOL
UNSHRINKABLE
UNDERWEAR
Uiwi* ymi *4*m liiiD iii thr |.ji|hi*.? Is his
pieture in your Store?
lhe 0*6t6t" trnili*mark nn a jjuarantn "f
ftbiolttte underwear aatixfaptioti, MOt«U«"
Mjuihty niul tin fa.t that y»\\ *.|| "Oltttt"an
I1"  f«»tiirif|   in  ll||r  m|V|.|iisiii*i  appearing m tho lading mapiin-pi ami piper* in
your locality,     Tiling an urgr t«. Imv thii
anailian-iiuHl,. underwear that im botiml In
wing murium t«. ymr *t.»iv. Ctmtmuer* will
,M   ^Wng fur thr sIiitji.
Help it along by r<Mitiiriiijc"OMtM" in font
w,.IM,nWs«r »n yonr shelves, IV "(kitte"
|J» ta your Ual ftd?erti»ing& well mpi>iy
»«nft«i,  Let tw know if we eiwi hdp yt"
Made in Cauda by
THE C. TUBNBOLL 00. OP OALT LTD
j 1926
THE BRITISH COLUMBIA RETAILER
25
1 rant ing shades These models depend on the quality
of yarn and the distinctiveness of their color for their
excluslvenoss. These trimmings of contrasting shades
are used iu most interesting places. Sometimes they
appear over the pockets and around thc waistline, nt
other times they are used as a border around the
bottom and down the side of the garment
A new line shown by some of the manufacturers
for motoring and other outdoor wear Ik a knitted
ensemble which consists of an one-piece dress and full
length knitted eoat to match. Buyers declare that
these are the prettiest itms iu this year's collection
and that tiny should become a national institution for
('anadian summer motoring,
ELABORATE OLOVE 8TYLE8 FOR 1926
Kid gloves this Spiing will be a further development in the elaborately embroidered cuff. Ilraid and
gold ami silver stitchings are very good at tbe present
time in this line, and it is expected that then* will also
Ik good later on in the summer, iu different colors,
including gold and silver but adding several of the
bright  shade* , The stiffs ari- verv short, and most
r*" 4 •
glo.es ha\e just otic button ii. fastening of course
I here is a slight flare on the euffn of lhe new gloves,
bul these etiffs with the flare have been shown now
lor some lime Thc colors will be somewhat imietiu-
Its, but lhe tendency is for gloves cither to match the
hosiery or to match the general ensemble idea. This
means that all shaldes of brown ami tan. which arc
somewhat dull, but still have a reddish tinge, will be
good    Itois dc rose, as one of the leading colors for
tlo stiimc eilSemble, will  have  to be duplicated  ill
gloves for Ihe use of lhe many women who are appearing in these costumes.
Silk gloves do not show this tendency for embroidered cuffs The new lines include those with
printed patterns mi the cuff, and other novelty arrangements of the material. Double frills and triple
frills have liecn introduced now for some time. These
will continue to be popular this year Pleats, whether
combined with ahand. or allowed Ins wing loose, an1
also good in lhe glove cuffs font rusting colors are
used iu binding and I rimming of others of thc new
nilk gloves, which adds S1101her novelty to the collections
NECKWEAR
Many Crepes snd Fsilles
Tin* most outstanding numbers 111 the spring
ranges are the printed silks; crepes, failles and silk
and wool crepes. These come in just about every pattern ever seen in piHnts and a few new ones. There
nre small figures widely spaced and small figures
"paced. There are large figures and combinations of
large and small ones. There arc patterns that resemble the designs associated with Persian ru>rs and other
patterns that have been called nouveauart. although
they resemble the pislure writing of the primitive savages.    Patterns that graduate from small fibres to
large ones are shown alongside of tiirurcs that break
into each other, giving an all-over effect, in short, the
variety is inexhaustible; you may pay your money and
take your choice.
Tis and Handkerchief Sets.
Some neckwear men believe that sets consisting of
printed tie and handkerchief to match will sell well
this spring. The colored handkerchief for the breast
pocket is an accepted fad. The handkerchief is purely for ornamental purposes, and a full size, expensive
silk handkerchief is not necessary. Thu idea of matching handkerchief and tie appeals to many and the set
can be supplied at a reasonable priee. This idea went
strong in Christmas goods, and it is believed that it
will also make good when men are purchasing for
themselves,
At the time of writing there is little to report that
is new in woven pattern goods. Stripes, broken stripes,
cheek and block patterns are shown, but the trouble
with most of these fabrics is that when particularly
good patterns are devised they have to be sold at
prices above what are termed popular prices.
RAYON KNITTED UNDERWEAR
Knitted silk lingerie is fast becoming the successful rival of all kinds of eotton lingerie, and also of
woven crepe de chine and georgette lingerie. Thc
knitted lingerie shown in Canada at the present time
is practically all rayon fibre. When thu difference is
scarcely noticeable between rayon lingerie and real
silk lingerie, the fact that silk lingerie is almost twice
the priee of thc rayon lines, makes it impossible for
anythng but rayon to be sold.
Celanese, which is a new artificial silk made from
cotton fibre material, rather than wood pulp, as the
rayon is, has made a place for itself in the lingerie
business. (Vlanesc is claimed to be a material which
will wash to better advantage than the rayon material
now on the market, although rayon will wash well,
if it is done properly and if it is a real good grade of
rayon. The (Vlanesc material is not as silky as rayon,
but will give better wear. As yet, it is somewhat more
expensive.
HANDKERCHIEFS
It is rumoured that there is an increasing number
of white handkerchiefs being shown in New York for
this year. It this is the case, it has not yet effected
thc number of colored handkerchiefs being shown. The
recent definition of nn old maid, which states that "an
old maid is a lady who carries a white handkerchief,
wears heavy, black silk stockings, and has not cut her
hair." will keep many girls from buying white handkerchiefs this spiing.
LUXURY TAX REMISSION TO TIRE
DEALBR8.
After years of effort and the expenditure of
large sums of money, thc Hetail Merchants' Association of t'anada has been successful in inducing thc government to appropriate the sum
of #1.1)90,000 for remission of Kxcise taxes,
paid by motor vehicle dealers on cars that were
iu their hands when the Luxury Tax was abolished. This long standing claim has been insistently urged by the U. M. A., and complete
data of every car dealers' account in the Dominion submitted to the government. Surely
another instance where it pays to belong to the
Hetail Merchants' Association of Canada. WftA      **>
wri
.
i
i i
26
THK BRITISH COLUMBIA RETAILER
M-irch
II
Get Ready for the Rush
of Spring Business !
SPRING ftlwayii mean* a nwh m
vour Dominion Woor Covering
Department, It** thehouso-dean*
tog season, tin- im.vmy niimtn, th, m*
sou when f.dks frd-ttp uiti, Wlntw,
tveleome tbe brightening tmidi that
Dominion Floors impurt lo Ibetr hmrne*
Aivv.ninaih u.etxnh in tm tins m**m*
aWi1 demand! Hare you * full *t.^k of
* '^"lifHlllrw.lrMu.mfAr,.*,,,,,»,,-
I'ill id til
He f/p With Our
National Advertiaing
ll"" "•'"I"*' '».n boiiwhoWpr in Hi.*
'' "■>•' S'»*i"'|--<*. Pwtn l':,,.,.^.
•*** Magajlnwi «... wiling t|„. ■.„,,„„
"."' > of Dom ,. H.-.i^ i..
thousands .,f ,„,,,„,.,,. „„„„. ,lf „„.,„
!'-*" m > * own tntding territory,
'"> ttl11 ■>■■> PROM Vol*. ,f thej
, *'* •v"" "»'• « Dominion Deafer, .mil
l,,v" ""'***** «l"*.v want   Ust il..*!..
K,";V  '"' •"" *,MH-*   ,,|»" Window
•""i floor displays- f,,,,,,,.,, Dominion
 '" "' >""'• l«»l ddTcrtlilug.    Ili.t
»*!•«.•«•« in totteh n oh vo,,, Jobber to
111 y..iir »t.„.|(
Write us today for FREE
ouptay maurlal, newspaper
•lectros and selling nggM
DOMINION OILCLOTH & L,NOLEl,u ,
DOMINION
Inlaid Linoleum
Printed Linoleum
Linoleum Rugs
Floor Oilcloth and
Oilcloth Rugs
Decorative Wall Burlap
Table Oilcloth |926
THE BRITISH COLUMBIA RETAILER
27
Peeps at Parliament
Being a Verbatim Account of a Recent Address by Mr. Pstsr McGibbon, of Muskoka, Ontario, In the Honse
of Commons, Deploring ths Condition Prevailing in ths Footwear and Woollen Industries.
I have In m> hand a brief analysis of ihe* shoe induHtry ia U It any wonder that the boot and shoe industry of this
HiIh lounii). atul I iak«- this u|i because It relates to Indus- country Ih being put out of buaineaa   Is It any wonder lhat
tries lhal ere located in my riding, Industries which am the worklnmen of this couniry whom my hon. friend from
more or leas dspendenl on the shoe and leather Industry Winnipeg North Centre is supposed to represent, are walk.
lu thin country.   I want to bring to the attention of the ing the streets today through our sending our money over
House thin (act. that this government has lowered the duly to England. France and Germany, and feeding the working-
«>ti boot* ami shoes to «urh an extent, and by treaties and men of those countries In preference to our own?   I am
Other iiu-nn* has so wiped out the protection w© had against one of those who believe in this supecles of Canadlanlsm, to
iIm depreciated currencies of other countries, that our own feed our own Canadians before we feed Germans or Bel*
Industries ran  hardl,   life,   The  French treaty came Into glans or anybody else, and that ig the spirit I am trying
force, I think. In 1922. and I want to give the House a few to get over to the House this afternoon, because upon the
figur-** to show what effect It has had upon industry In this shoe industry are dependent many others which have been
country    I bets a its t amen I here Irom the Hur.au of Stat- adversely affected.   We had in this country four years ago
burs showing the Importation of boots and shoes Into this fifteen  large tanning industries;   how  many  have we  to*
eOttDtr? during the last five year*    In 1921 and 1922 prac- day?   Six.   Nine out of the fifteen have been put out of busi*
ikali) none were imported, bul for the following years the ness.   Why?   Simply  because  the  importations of  leather
Importations wore as follows goods which have been coming lnt?o this country under the
I'airs. men's sisea policy of this glvernment have made it impossible for our
1923                                                    261,124 own industries to get prices at which they could continue to
1921                                    329.15!* operate.   In my home town we had two of the largest tan-
Itti                                                      306.041 neries In the llritlsh Empire.   They were putting through
Nothing In 1921 and 1922. hut in the next three vear* we 30°0 Sldei of hide a day.   What have we got today   For four
li»il«)t«i«l netrlf 1,000,000 pair*    Now 1.1 us look at children's -VHr* lh*y have not put through a single hide.   One of the
sites    Tho same conditions «*xl»trd In 1921 and 1922. but in ftrTOI» h»« tern down its buildings, the other is closed lude*
I MX, *,'-.., ih, French <r.ai> had come Into forre. our Import finitely.   The result is that hundreds of worklngmen who are
li om wire ar follow* dependent tor a livelihood on these two industries have been
I'airs children's *ii«>s driven out of the town and district, and In some cases out of
ivt                                                '   57040 the couniry, In order to secure employment and provide
19^1                                                   13U«I bread for themselves and their families.   My sympathy goes
i•,*.',                                                   MS3S1 out' fln,t *nd *,w,,>8' t0 tlte man w,,° sets up before daylight
..    ...    , Z   il    h.1,,       i    .            4   .   v       a*, *n*» tolls all day in order to provide a living for himself and
ir tt^wri     Wd the« boot! eome from France? l* h|§                '    „           government that deprives that
v,    ts ?•fSS    1, ,   .     ,   i    i ; mI       Ti     f I   h.., ""•« * *■• "v»™ »«<* **» ** bread out of the mouths of
Mr   Mrt.ibbon   It ll pretty hart tO ttlOS «hi- origin but a M         „       , ^   „ ,„     ,          ^                b   me
lot o   bem *-.■ susp.;rt , wwre mad* In llelglumGermany, and Now f         d   , ^  ^ ;   „     industry-and I hope
lianr.   shIpped to kngland. and then ram., into this> country t0 W In a tetter position to satisfy the hon. member for
underthe I r««i*n pes ertnee   i sh here lei me say that I do wlnnl|M,K Norlh centre (Mr. woodsworih). as to the origin
noi betleve n continuing tho Brt ish ^etersnee In the manner of |h-| ^^ l0 whlch , have ^en referring.  The woollen
IB Whieb I* I* operating today.   I do not beUSYS In taking   he ,nd          r„cp|ved |he fln|t b|ow f|0B ^ UbeM|     n   §hort.
r.a,l ouiI ot the mouths of ( anadian worklngmen udRrtai |y ifter „„ re,urn |0 ^^ ,n m% when |t lntroduced the
it to the hnglishman. the Irenchman. th«* German, the Belgian mu$u preference,   it has been receiving blows time after
or !!..*."                          .            ^    .        *..... '•">« seer since, until today over twenty establishments that
Mr McMillan   Ikh* not ihe hon member know thai ettng were engJlgwl in „ tre ou, of business.   To my mind Mr.
iheae goods corns to cheaper is putting the bread in ihe gpssker, that industry Is quite Important, to thia country.
mouth* of our worklngmen. rather than tsking it away from for mtll), rw»»ons.   ,„ the flrgt p|aCe, lheM factories are us-
,hr'»*    ,                                    .                        ,   .    .,  . ing up the natural wool of this country, and are In a position
Mr  McGibbon   No I do not know anything of the kind. |0 U|M, „ ,n differenl |0calllles. because over sixty per cent.
because It Is not iru*. but I do know it makes more profit for of (ht,m ire Mlllered through the small towns and vlllagea
ihe middleman, and puts our own men out of work. „„ over lht, cou„try.   This Industry. I say. received Us first
Mr  Young (Wr>burnl   Does the hon member not admit b|ow aft(kr ,he change of government In 1896. and since the
that the**, importation* puts boots and •hoes on our work revision of the tariff made by tho Laurler government at
legmen's feet thaat time no less (han eighty-eight woollen mils have gone
Mr   Mcdibbon   I do nol think they would pul Ihem on ont of bui$|nei8 |„ Canada.   Now how does that affect the
their heads    If I might digress for a moment, lhal puis me ftrmer?   The result Is shown by the fact that there are no
in mind ot the man who came to this country and went Into mor|l g||cep ,„ ,h|g country ,0<jay than there were thirty
a buteher shop and bought a couple of pounds of beef. He yvoT» ago.
laked how much ll waa. lhe butcher told him fifty cents. An ||on  Member: Not as many.
Win" said Ihe man. "I could buy lhal al home for a shll- Mr  MtHllbbon: The number Is practically lhe same.     !
ling     "Then why didn't >ou slay Ihere." said the. butcher. WJin( (0 ,e„ my hon frU,na Ull, nujmber for Winnipeg North
and get it for a shilling?''     "Well." ssld ihe man. "the centre, who Is supposed lo represent labor here but who. I
(rouble Is I could not gel Ihe shilling." think, misrepresents It. some of the difficulties that these
I want lo give now a few figures as lo our Importations men Wf U|, ,gt|nst>   xi,ey have to compete, for Inslance,
of boots, shoes and slippers with felt uppers.   Here mam ut* »g»jnst lower wages and longer hours In lhe Old Country;
llhpotad practically nothing in 1SII and IMS. but for the ||H,V h||Ve ,0 compel oKniim Inferior working conditions,
following years lhe figures sre ss follows: „„,! n |0Wer standard of living;  and then In tho: case of
Pairs with fell uppers France and Germany they must compete against the evils of
1»33      ISl.nftR a depreciated currency, exemplified In the case of France by
1134                                     Ml.Sue the falling In value of the franc from about 20 cents to 4*4
l»35                      408.5SO cents.   Many of the Importations of which I complain. I can
Let me give vou ne-.l ihe boot and shoe Imports from lhe tell my hon. friend, came not rrom England directly-but
United Kingdom and ih!* Is where we suspect lhal German. from France under the French treaty.   I have the figures
Ihlslan and Freerh soods are getting Into Canada from the and I will give them to my hon. rrlend.
I'liiimi ki.,..(,..„ Mr. Woodsworth:  Are we to understand from the hon.
iMiiguom                                              p>|n( gentleman that lhe hours of labor are longer In Great Brit-
m9                                                  342.000 aln than ihev are In Canada?
J::                                                  653,000 Mr.  McGlbbon:  The hours of labor of working men?
mR                                     wo.ooo Yea. 28
THK BRITISH COLUMBIA RETAILER
ft
I
Mr woodsworth: i should IUw to have tha «****'-*
men work longer hours than they do in i anada
Mr. Woodsworth: Greal Mtsta, I saht-
Mr McGibbon: Yes. Great llrllain. Now. I wish to yvs
son ng rei with resect to the ^W«J.'
will enLerste our Importation* under the fnmkW*W
which came into effect in September. 1923 I ask hon g.n
tlemen to listen to the facts with respee UIt* ^8-J>■
in 1922, thst wss before the French treaty which thll gn
ernmenl negotiated came Into effect, we imported ISW.0W
worth of woollen goods. In 1923 our Imperial Ions of woo len
goods smounted to $1,020,000. In 1921 they had rtMjMfog
11.000,000 to $2,000,000. and In 1925 had grown to $2..R<W0
Is It any wonder that there Is no work for our woollen mill*
in this country? I have dealt with the results of the Irenrh
treaty. Now let me take up the Importations of cloth from
Great Britain.   The figures are as follows:
1921  „ „  13.000.000 yard*
1923       27.000.000 yurd*
1923 ""'.,'"  28.000.000 >ards
1924 .......  30.000.000 yard*
Showing in those four year* an increase In the Importations of cloth from Great Britain from 13,000,090 yard* to
30,000,000 yards. Again I ask. Is it any wonder thai mill after
mill in this country has had to close Its door* and thai the
workmen have been turned out on the street*? What ha*
been the result? That our money has been sent over to help
pay the wages of worklngmen in Grest Britain and Franc*
I repeat. If that Is the species of patriotism favoured t», Um
government, and by Its followers in (his House, then I sni glad
that I do not belong to the Liberal party.
Now I want to take up another branch of the subject    M
hon. memberi of this House know only about 15.000,000 Ib* of
wool sre grown In this country, whereas about 70.000.000 sre
consumed.   Formerly the importations were very large When
our mills were working st full capacity we had large im
portstions,  but  those  Importations  have   been  decreasing
year by year while importations of manufactured article*
have been Increasing.   Let me give some figures to illustrate
my contention.   For the first four months of 1923 **•* lm
ported 17,210,000 worth of rsw wool to be manufactured In
this country.   In 1924 the importations had fallen to It m
000, and in 1925 to $3,615,000.   Here again we see a ""rest
loss to the manufacturing Industry.    We see the workmen
of Canada deprived of their living, deprived of their wage*,
and In many cases forced to leave this country to get em
ployment elsewhere.   I ask hon. members Is thst a policy
that appeals (o their Judgment having regard to the be*! In
lerests of the workmen of Canada?   I should like to carry
the argument a little further.   How are the railways of 'hi*
country affected?   In 1923 there were li.000,000 pound* of
raw wool snd other material* carried by the Canadian railways.   In 1924 the amount had fallen to 7,000,000  and in
1925 lo 6,000,000 pounds.   I ask hon. member*, what do ve
gain by crucifying our Industries, turning our working men
out on the street, and sending our money to Greal Britain
or France, or Germany and Importing good* from the*,, coun'
tries. M'
DEPARTMENT OF CU8TOMS ANO EXCISE MAKES
IMPORTANT RULING.
Deprsclstsd Currencies.
Clause 4 of Memorandum No. 22, Supplement n   |, h,.r,.hv
cancelled and the following is substituted thereto■■ *
"Until further ordered, Section 2, amending Section m „t
the Customs Act, will apply to good* fhe ttwSicuro
produce of any country where the curreney iTi.SiS
more than 50 per cent. *      ******l"'*'(l
"Goods the manufacture or produce of B,,v «,„.»,
rill be appraised for duty purpose*, £, nIDl ffttTS?
'of similar goods when manufectured or HI L , ,VHlu''
for home consumption in the tOTfijMftjK
goods are not made or produced In the SSttsd K nltl 'Hr
cording to the value when manufacturedI oF-HS?1 ^
sold in any European country, the currency >r IhiTl ""
substantially depreciated." * of wh,Ph l* *•**
^sks sV'.-WfiS **
March
LIGHTHOUSE nnatto
BUCKSKIN coTH
SPORT JACKETS
II ^^
iboelna'a^ ifftLJ!*- '«' •kilng. •kailng   sno.
WSM In.ide .nVr,    u   r,°,h U *n»"» ■■»*   ,h"
*mt ^n*id.r,b,7LjrVJ* *•,, •• 'M*k •«"*
''""man', omnia vi? .^r,,, *** *~* *■»«• ***
*** '««g*r w*,r r,bb,ni     ■»«*• bullon hole.
TotSI Jarkeu  mm l
or jOeilH Iheir nLL    r\Tf17lh   *,,,w,w,  ********
*"«> Slve p*rferi fleliZ   ' **** ,M,, w,ml ■■>< f«W
M»«l» In Hah  Z 7* ? °r mo*»<0*ti\
'Hndeer brown      jffi ,rn: rh*»«l». «»«rk fan and
#S«*S, red and M*3   , m-d*  ,n  wweleaw  cloih
"** &■»&-N2T *"w,,k""""
to* Wind Overall Co.
*OCK ISLANO, QUI.
—^-    Tiltt » "*•' Itrast V.ne.„v.r S.C. 1920
THK BRITISH COLUMBIA RKTAILER
29
STOP
Right Here, Mr. Buyer
Bow's a tort-PIrt Sates
MSMmmmmmWM   LiOi   llMlt   OftMttt
THF. increasing demand for this nationally advertised, nationally known line is your cue for
increased sales and profit* Those of your customers
who know it will ask for it—those who don't are
more easily sold by Penmans quality and kept sold
hy Penmans satisfaction. Result: \je%% resistance,
quicker sales, bigger turnover, and thc increasing
confidence of the public in thc standards of your
store. (*ct in touch with your wholesaler now.
Have him show you the big line at once.
Penman "VS" Natural Merino is * garment already much in
demand hv horn ol Mtuhc-J wearers -a garment which has no
roual in ihe Menno clan—which has etfrctually passed sll tests
<>( srmcr and has distanced keen competition. There is only
ink I'enman* '***<" You know ihe trademark. Insist on the
label It pewtects your customers and establishes for yiiur store
an enviable reputation for dependability
"9ft' tonvrs in
Men's, ladies'.
Hoys' and tiirl*',
either twopwee
or union suits.
Men'sNightmhc*
as well.
*...•   •
&
.    v*.      \
>i      .-3
There's A Penmans Garment for Everybody
"MS^-i^
VU'
•*w
'.fL ,*«v >
"'ik''-**'
With the tremendous range and varied assortment
of Penman Merino Garments, it is possible to fill
thc exact requirements of your particular trade.
Kvery customer is satisfied and lost sales are
reduced to a minimum.
Among thc lower priced garments in the Merino class
arc featured Penmans Preferred and Penmans "Tl"
—both strong lines, well known by your customers.
"71" is a particularly fine wearing garment
and enables you to ofter an unusual value.
Ask war wholesaler to show you
these lines.
Penmans Preferred for men, SKMtMff
and rhildren in tuo piece and Union
suits
Penmans    71" in  two-ptecr and
Union suits fo* men and boys.
Keep theae Pagea lor Reference 30
rn
THK BRITISH COLUMBIA KKTAILKR
March
Quality That Merits Confidence
Theae m  the  futWt*
•fllinf fleece garment! in
the trade
Penman, "it" in one
cow only.
Pennum "80" in three
diitmct shades.
TSWS  tinea for men in
•nitts   and drawers
well ai combinations.
•#>'
1   > ~*H ■'
M**.
V . ! "*,
a*1' '     :j2mr*~
mMk
S*«3
*>^S!
,»***
V*
>*jaOy
S*'
% %
Ik*"
r*
:*»**
i?i
:<;3
*o *%■
s8£
>*\ vy\
-. Vy,
Bigger Turnover
»»»r.cri„n in ««„ .^L».     iih,p """" I*''"'
ihnr. in wS.bS-1     CT"\   lh"r •*"• *",""« *»
«">W,n«.   IV ~;* „l<*"»,>«* to « ti..
I'nci in.l v,.,. "g..!*"     *"-'    <•*■»   "re popular
Incwawl Hunts Result
»rc
*-m
•'» • profitable
ui reaiaani bee of
aTm"*"***
2* «• your
^•lers all over CanaH ^^^^   -^_
Sn *J*S "",Ii«i *»"«• .17.™*^L ?W *"" "wrtib 1926
Till*: BRITISH COLUMBIA RETAILER
Value That Wins Trade
S2-
''%
%
%.
•m.
W#\to*K
Pll
vAwu
KNIT-GOOOS %'
"'Ml
Scotch Knit or
Ribbed, of selected
yarns. Two • piece
or Union Suits in a
variety of weights
and styles.
*l
cfiznmtinS
Only the very finest of selected yarns arc good enough
for these incomparable garments, well worthy of those
customers for whom only the best is (-rood enough.
Beautifully finished and tailored under Penmans rigid
supervision; carefully inspected at every manufacturing process, they arc garments you will be proud to
display in your store with thc certain knowledge that
they will lie well received. They arc values that win
praise and add prestige. In various weights and all
styles of two piece and Tnion suits.
7A. **T.J
Bring the Out-of-Doon Man to Year Store
Lnmbawa^
I
Consider thr man whose work tskes him out-of-doors in all
weathers.    He ilemands wsrmth, dependable wearing qualities, value.    He'll ask you for it.    And his name is legion
You need  his business.     Stock Penmans line and you II
get it.
There's a clean, profitable business for you, in Penmans
mitts for men and boys. Styles, weights and shades in this
range at sll prices for your eiact requirements in any part
of Canada. Only a few are illustrated. Get your wholesaler
to show you the complete line before the season sdvances
further
Made to rigid i
ficabona after
experience aaa*, study
of the requirements
of mea who wear
these heavy lumber-
S?l2biit<rc2S
asks volume from
year lo year. Choose
warn meat vanet-
■^•ap     mi      *m      ^woe^v
range of pricea.
i
■ 1
i ,„ ■
THK BRITISH COLUMBIA RBTAILEB
March
Dependable Quality
Popular Styles
•sqect »\
New shades and
beautiful contrasting color
tones will win
admiration and
enthusiasm for
Penmans line
of sweaters. A
Penmans display
in your store
will win new
business.
•a** 7 v,
Vim sttkrt in
|V*Mn*n ts«ii«f,
• ill <ffttl? th*t
intrust .i.t tbt
I'tti**... m * itt
tt*tt, Ptamana
quabiMt a n ti
IVftwu-fts t it**
Oka ttiMi tkst
i" ****** into
. ith *..'*•*
With (all and winter sports in
high favor, there is a wonderful
opportunity for a sul-Mantis! sales
increase in your sweater depart
ment this season. Penmans line
combines the new stvle feature*
and newer shades with the famous Penmans qualities and sales
building values. Ask \our wholesaler for the whole line.
Illustrated at the lower righ
illustrated at the lower right li One of our nuns and sar.cd
styles of "WmdbreakersV This hne has earned he
unreserved favor of ,   sportsmen.   V„1I he asked lor S
next fall.  Let your wholesaler show v»u the wht,|c
various materials and many shades.    U\ a winner.
range - f
Mock Our All Wool Hose
Years of experience in catering to
the exacting demands of the
hosiery trade, have produced
Penmans line of heavy duty
•os—a comprehensive range thst
hss no equal in Canada. These
hose sre in pat demand.   Place
Kst°fall      °" y0Ur ***
tm-inci easing fm*4*ttnom of
itnmatm h*wmtt ttsoktw tmmoshtt
quabim *»| toiun ,1^, mll mn
"»*«y   turn   cusn^nrrs   to   9**11
jeje.   And tbt *ti.t<H*o*, ,b,t
H5 **«"*• roe sira.lT rrwal
"»'«*• f**t alt,, r„r |,\ ,
'»«*■   llut  HwtfAir mm  #f ( M
"WlV-Mp
m
>«•««,*m Stam tarn moat.
*t Your Cuuoaut, 10'Jli
THE BRITISH OOLUMBU RETAILER
33
BNXXXX-NXXXlXXNNlOQn
.•iA.-i.-iAi oi a •> •
^      As Seem By
Jemniettte
CXXXXI^XXXXXXXXXXXXXXHMXXl
li in somewhat of a surprise, on reviewing the
spring mode, to find that after nil no radical changes
have been mode, One usually expects to be confronted u ith some edict, such OS, for Instance, skirts down
t», lln- ankles, when previously they had been above
(he knees, or vice-versa, skirls above lhe knees, in-
atesd of niikle length Hut no, except for the usual
lighter trend of materials, mid likewise colours, the
modi   remains for the mOSl part the same
Bumming up ihe sUhoutto briefly, one would my
(lying scarf ends, bodices either bloused tir bony de*
fiirtiivr a flnre jusi below the decodediy defined hip
line, skirts with pronounced circular fullness and tin*
even hem line Ltitrih is entirely dependent upon
(SStc and proportion. Iml of course, the hem lin<> in
most esses Is In elose proximity to ihe knee
Tin- Hiiinrt womnii is confronted with cither of two
Alternatives, one of tailored simplicity, the other of
inoiv feminine olefanee. She cannot compromise between lhe two, or the KWttll w anything bttl chic. The
trim i ii i I leu r ia well lot he front this spring, with short
doublc*brcastod coal, which doesn't idem to <Nffcr in
the slightest from the masculine coat, and skirl hhuhI-
ly relieved by one or more pleats. Prom sails, this is
spreading to sport s-Vlol lies, and one sees a smart short
coal worn with a circular skirt of contrasting colour.
A sweater of horizontal stripes ami deep V neck is
Very smart for sports wear, as also arc cardigans of all
kinds, with which arc worn thc new strictly tailored
blouses. Together with the circular skirt, the very
finely pleated or box pleated skirt is finding favour.
On the other hand are the smart ensembles of one and
two-piece frocks with corresponding coats. Kasha and
wool crepes, usually combined with fist crepes, are
the materials used for the most port, and, as is gener*
ally the case, depend on cut and colour combination
for dimming.
Afternoon and evening frocks
show a great deal of movement,
which is achieved by means of
taffeta and the more transparent
silks, sueh as chiffon and georgette, by circular cuts, and inserted godcts, and by petal-like draperies. As usual, the two-piece dress
prevails in chie for the afternoon
and evening, as well as for sports
wear.
The small hat with a high crown
shaped to the head characterizes
the military mode, and consists of
three different types; the hat with
narrow brim, the hat with no
brim, and the sailor. Indeed, the
whole millinery mode seems to run
in threes, since not only are
three materials outstanding,
grosgrnin ribbon, loosely woven
straw and felt, but as well the
brimlcss hat is again segregated
into three distinct types, the
beret (of tamlike tendencies) the toque, and the draped hat. Thc narrow-brimmed hat is mostly after the
Qigolo type, ami a great many are pleating their fulness of crown towards the side instead of the front as
hitherto, The large hat has no place in thc spring
mode, since it is decidedly a warm-weather hat. *M
34
THK BRITISH COLUMBIA RETAILER
\!
reh
Two-colour   combinations
arc very smart, and this
renders the use of gros*
grnin ribbon even more at*
tractive,   since    it    often
comes in two tones. Oatmeal.
thc  newest  shade of Iii* j?e
nnd beige with the greyish
easts, hrowiis and various
greens arc shown, as well as
navy blue, since coats and
frocks of this shade will be
popular. As simplicity is the
keynote, a jewelled pin is
the only trimming seen on
most of the smartest hats.
The Oxford not only prevails for sports wear, but is
also seen in more formal
wear, with higher heels,
more slender lines, and of
more elegant materials. One
smart model for formal wear
has the regular Oxford lae-
inging up the front, while
the sides nre quite open. As
usual, a greal many combinations of materials are being
used, such as alligator, and
tan calf, tan kid and beige snak-skm, n
llll  M
l on.
^^m\\
J**H
The trim walking shoes of one and two strsns
Will continue in popularity.   According to preset T
dictions,   milady   will
da
4, ,     , ,       ""■     o n ii e e
through tins season on gold and
rtJver brocaded feet, just ss she
< ><1 during the winter, and this is
probably accounted for by the
fluttering chiffon or jewel-em*
52ft*   Of   her   dance    trZ
rdby the resplendency of her
flying feet. • r
DOBS THIS REFER TO YOU?
Jesnnettc wants to make n n1a« t    t
dressing, referring J ,       U" y"" "indow
, dry goods, clothing tf3fiK'.5 ' S^ h,ail
pnrtment stores have greater flIXS» ^ ,,,«' **
of window space, variety ',rRCS ,n ,h" »W
to take eare of mo*&£, wft '"nd ^
Still, looking at thrZi er  ,    V,n,m,,inK
gooddcnlofadUagedr |   i„T T^l a«^ •
when one takes in^comffi        *im,"w W*
more simple thc arrange^!?£ ^A*•
* ' to '. I ■
like the Fit,
Wear and
Contort of
ATLANTIC
fU UMDHWIAft
TKATOYBaWlAM
ATLANTIC UNDERWEAR
immmmmi
MONCTON, NA
**■ a WAUH ea COMPANY
MOWTllAL anal TOUOHTO
****** Aamt ts* QwoOot, Omtsnie
***4VooH*wh****kom 1026
THE BRITISH COLUMBIA RETAILER
35
while the larger window space requires more elaborate handling.
Walking home the other evening, I look particular
note of the different windows, and it was disappointing lo find that lhe lack of taste displayed far out-
Weighed those few windows that were a delight to the
eye For instance, om* milliner showed a window
full of hats of miscellaneous colours, for ihe greater
part strewn on the floor, a few on pedestals. The effect
was a conglomeration of colour that caused one's eyes
lo seek something more restful, h is just (Nissible
those hats, taken separately, wire very smart, nnd
would have made me pause    Imt what would you!
There is a new specialty shop on my route home
lhat always causes me lo eros* lhe street, even if it is
out of my way. for the simple reason of its sheer artistry Vet the most ama/ing simplicity is employ*
,-d Tho re will probably be two suit«, or coats, or
dresses, in the window, as well m three or four hats,
hut a uniformity prevails. Only one shade, or some*
times a combination of two shades, is used; and the
window one day will be devoted to sports clothes, an*
other day to knitted goods, while another day afternoon frocks may Im- shown, with corresponding hats.
Tin- only lrimming I have ever seen iu their window
in a simple little sketch of a new model, or a bowl of
flowers I
• In the case of the llrsi window, just consider how
attractive it could have been made with very little
trouble       It   had an  excellent   background of grey
woodwork, with square>psncd glass doors leading into
lhe shop, always an excellent arrangement, since not
only does it give more daylight iu the -.hop. but also
makes for bettor sales, since the customer can sec the
merchandise in the window from the interior of the
ihop Now against such n background, supposing six
or level) hats, of lhe same shade, had been displayed,
say four on pedestals of different heights, with the remainder resting at their basi-. and with thc only trimming in the window a bowl of spring flowers. Sueh a
window would arrest lhe passerby by reason of its
freshness, simplicity and colour scheme An attractive window is lhe best advertiscmciit, when one considers the number of people passing it every day, and
it can qttlts easily hem adc so with a little artistic
effori
So this is a criticism and a prayer. For a more
attractive community, and more attractive sales, look
to your windows!
4*uticli
pop-
has
FALL STYLES IN MEN 8 COSTUMES.
The Wedge Coat.
The   wedge   coal    is   expected    to   be   the
iilar   overcoat   for next    fall   and   winter.    It
square  shoulders obtained  by  raising the shoul-
ders slightly and in some eases by giving the
sleeve a rope shoulder, this latter, however, has not
proven popular iu Canada, ll is lo be noted that this
season velvet collars have been much used on the better grade overcoats and Ihey are expected to have in
creased popularity during the next winter season.
Dark blue fabrics are expected to be a favorite overcoat style next season. The demand for them this
season could not be filled so it is assumed that they
will have another season of popularity.
Fewer Belts.
While belts, or rather half-belts will be shown on
overcoats Ihey are not expected to be as popular ns
they have been.
Men's Coat Stylsa for 1926
Saek coals for next fall will be a little longer than
for spring. 2*1 V, in men's D.IV models and 30 in men's
Sit. models. In young men's models the lengths are
29 in I) IV models and 2<IU in S ll. models. Pockets
and buttons will be placed slightly higher, vents are
specified for both S IV and D.IV models and peak or
semi-peak lapels are specified for most of thc recommended styles. Double-breast ed styles are expected
lo be very popular.
Trousers will not be so wide, as one Canadian designer put it "in Canada they never were." Thc recommended widths are: for men's knee 19, bottom,
17; and for young men's, knee \9*/**, bottom, 18. Cuffs
on trousers are recommended for both men's and
young men's styles.
Vests show little change except that the points will
be a little longer.
The tendency in sack eoat styles for young men will
be towards slightly more body tracing lines with a less
extended and squarer shoulder. Waistcoats a trifle
higher cut and with slightly longer points. Wide
trousers will continue to predominate.
The popular coat for young men for the coming fall
and Winter will be a smart, three button model, cut
On lines as described nbove, 29 and one-half inches
long, aud having a wide semi-peak lapel with round
corners.
Sport coats for Fall will be shown in a wide variety of models in suitable fabrics. There is a strong
tendency toward the adoption of a belted baek model,
with pinches and pleats moderately applied. The
popular model will be nn easy-fitting coat of slight ly
body tracing lines.
Overcoats.
It is thc consensus of opinion that there is required
an overcoat which will meet the requirements of the
man who desires lo be distinctly attired. It is probable that we shall see the adoption of a coat
termed the ' Dress l'p" Coat, which is double-
breasted, frock back, velvet collar model. The outstanding feature of this eoat is broadahouldercd, nnr-
dow hip effect iu harmony with the popular wedge
eoat.   It is 47 inches in length. 36
THE BRITISH COLUMBIA RETAILER
^Urfh
M
Capitalize Popular Enthusiasm for Summer
Bhoe. Should be Flseed iu Cent* of m. u
^^m ~~1        11,,, u,.......
"he rammer sports
Picture loomi large
,n the pubHc eye
»'••"' now forward
*e»»;U goir ,„„,
oajeball cnthuslaata
Ul" warm ap to their
game during the pre.
"I'1" month, end
tnereforo    iportlng
"•'tivities   wi||   |(,    |J
full HM'ing,
Sports ore import.
"■" lo the shoe mer*
ness angle    Canadians are  „ 52!, "'!u" "  &«*
Anything that has to do with I,..,.hi        T  • I'1,
interests them. Anything ' X* °U d°0r *****
and skill in those gim«7w h,^ ir°l'M>,< ' *fi,i*n*>
will spend money i'^^JSj^^
"necessities." m"K ,l ,,»' W-ealled
Footwear as All
Orads Ooods
Think With the People
it is not only legitimate, but n|«, aetnally worntlsi
n   HI.eeesH   in   t|H^   t«»potftltS   lime*,   lo   eiip.f I
!    , \ lUU*r::U *»* Vlhi»>« »«d mlliii<i«ni,»a   Mo, )
m^«vl8hJy on sport, and ll k op to the footw t
nuustry to get Its ahai* of ll    In order lo do ll -
ns may noi bs a golfer himself, bul if he is going •
order'      *T        nh,mh] **{ ,,M' lifer's Mewpoi. "
"»"'   he may  make  ni, effective  merehniidi t
n;'          '■• »ms nppHc, |„ tv.m\*. baseball, fisl If
ine other outdoor recreations of the sunm f
•   moi lhe viewpoint of Ihe man. or woman, w ■
•>««th« game. „m| lhe, *, fr„hl uhlll Bll|f|p ,|„ ,
in v.! , u ,,,*,,,,,',,"«l V** insUneo, the icni* eon '
« ne  i , ^n|,m,-V n" »? Of «he hard varic.y    If
the foH f.?   !,,mw ,,,n> «W WM»»» bog!" »« l«JI '
any bodVto J? v    H'or" ^ n ,hln ,M,," »llh
by offering.?:      * ,,nn ,,»',,'''f«»^ »»«l<e your app
"'  §pW»«Wl pounding on a hard, hot SOU 1926
THE BRITISH COLUMBIA KKTAILKU
37
and al the same time have the gripping qualities that
will prevent slipping.
Talk tO your friends who play all the games that
{ire locally popular and liml out just what service they
need In shoes in order that they may play I heir game
most efficiently.   Then you will know how to make
your appeal to other players with the best effect
Having discovered the most effective appeals, the
Ileal  problem  is to place them  before the best  pro
speets    Vou will advertise in your local newspaper
as a matter of course. Imt don't stop there.    When vou
want   to sell  spoil  shoes,  gel  after the sport  crowd
directly and specifically,   The more a merchant mixe-a
with the people with whom he is anxious to do business, ihe greater the opportunities.   Therefore mem*
h« iship iii as many as possible of the various clubs
will be very helpful lu any ease, gel lists of the mem-
Im r-» ami advertise to them directly the type of footwear you carry appropriate for the games they play.
Vou may find it feasible to work hand iu hand with
lhe retailer who sills spotting equipment   tennis rae*
quel*, baseball bats, e|e in a direct by mail advertising campaign on which the cost could be split fifty-
fifty, or iu fair proportion lo the space used
The most important of all iu pushing your sport
loot wear is your displays    Ouec in a while it will pay
to concentrate exclusively on this type of merchandise in your windows, and if >our space will |N-rmit it
a   "sports" corner iu the store should prove a most
effective feature    Don't forgel th,- value of a •saor*
i«s in adding punch to your displays Leave a roe-
quel and a pair of hitfh class tenuis shoes on top of a
show case, and not om- tennis player iu a hundred can
pass by without stopping to look snd handle. Sporting footwear lends itself to very attrnctieo and effective settings both in the window ami the interior, am!
il is a wis,  merchant that takes advantage of the fact.
Sell Higher Grade Footwear.
,\s a menus of increasing his present turnover, the
retailer's Ih**I policy in to concentrate on selling a
higher grade «>f sporting footwear Many splendid
new   lines have eome on the market iu recent years.
bul the quantity of this more expensive elass of merchandise that has been sold in comparatively small.
It has much to recommend it from the viewpoint of
durability, foot comfort and protection, and added
efficiency in the playing of games. Way up these
points and increase the volume of sport shoe business
this summer.
FOOTWEAR COMPLAINTS AND THEIR CAUSES.
By Haro'd S. Ltekit, Salta Manager, J. Lackit 4 Co. Ltd.
If a greater knowledge of leather and its treatment
were instilled into the minds of customers by the
retail store merchant, complaints would be materially
reduced. Customers would refrain from condemning
shoes damagsd through their own carelessness.
When a customer enters your store with a parcel
under his arm and a fighting look in his eye. you im-
mediately sense trouble. When he unwraps his parcel
aud brings forth a pair of boots with the soles cracked
through burning, you know you have a common complaint to deal with.
Wai her than take a chance ou losing a customer,
you give him a new pair of shoes, declaring that the
ones he returns are faulty. The manufacturer gets
lln* blame, although the customer burnt the shoes
himself through carelessness, or lack of knowledge
of the effect of heat on leather.
Wei or damp leather will burn more quickly, and
wild less heat, than dry leather, and this accounts
for so many shoes being ruined without the owner
being aware of it. The wet or damp shoe is placed
on a warm radiator or over the stove where it is
thought harm will not result, but when they are
again in use. the leather cracks or breaks.
Leather partially dry will burn under the surface,
even if the outer surface seems to be unharmed. In sueh
Instances the shoe is immediately condemned.
In thc case of shoes with nailed bottoms, the damage
goes tight through to the insole, since metal is a heat
(Continued on page 42)
MORE LIGHT
tilitiitltil poniilve fan* are welcomed by no one more than by the merchant. Perhapa thai la because,
,•»,•■> thi-ifc* considered, he usually ha* so lew real tacts at hia dlapoaal to ro by and haa to do
mi much thad reckon Ins* Kvery mereehant haa aaked himself, at one time or another:
"Would li real!) ea* me t«» light my windows more brilliantly in the evening?" And. ill the
and be K|tteesea" ll would pay «>r "guesses' It would not. Itui a merchant made up hia mind
hi would mill*-* hud mil    And till* l« whal he discovered:
Illumination
Cosl
of
electricity
No.
of persona
measured In
pe
r hour
per 100 palling that
fool'Candles
(
cents)
stopped to look In.
ir>
6
10
3D
9
12
10
13
15
86
17
17
IS
laVfc
19
|0O
22
21
     , . „ ,, ,.„,,,,« wnntd he found irue elsewhere.   The cost of doubling  the pulling power of
Probably the same gweral tall OS WOUHI M rem hi illumination.   The coat per reader may not
show windows at.er dark hass Matte ntaiumi  i,ot       y ^ wHh mog| ^^ w m m
L Z* low'Zwav" A wtle wlndowfulTotadvertlsin* ll one cent per reader ia worth while, and the important
■a twtj io» an>w»j     *      readers aa possible.
thing at lueh a low cos. Is to get as many reader-* aa pos lis
THK BRITISH COLOMBIA KKTAILKK
M.rch
*
7
UNION FOE THE GROCERS.
(Continued from page ll)
••I'll lake Vm all." speaks up a member, the announcement being greeted with jeers
••It's all right, boys." .says Mac; "1 can gel a ear
load at the same price if you want Vm.   How ...any o
you want some!"   Up go the hands ot two-thirds ol
those present. #l<
"All right," says Mac. "how many do you wan,
Again he polls the members, jotting down their orders
after their names on the roster. Most of them take
live or ten sacks; a few take three, and one takes
twenty. On this showing Mac announces that he 11
order the carload, placing the surplus in stoek
Thus thc meet ing proceeds .and thus the t    It  M
fulfills the purpose for which it was organized, that
of co-operative buying. Encouraged by the success
of co-operative buying, however, the members are
learning to co-operate in others ways. Witness, for
example, their co-operative advertising.
Co-operative Advertising.
Kvery Friday there appears iu Spokane's after-
noon newspaper a threc-eoluinu advertisement, chain
store style, announcing bargains in groceries and food*
stuffs to be found at certain U. It. ML stores the next
day, Saturday, and the following Monday, This co
operative advertising is participated in by thirty -eight
of the city stores and ten country stores, the list of
participating stores appearing iu small type at om- side
of the advertisiiieiit. Thc reason not all the members
participate is due to a condition thai has ari.Mii iu the
last year. In that time a number of the members have
changed from service stores to cash stores, and for the
cash stores the prices quoted are not quite low enough.
No member is obligated to participate in the join; ml
vertising, however, so the cost is pro-rated among the
stores that participate,
Mac selects the bargains to be offered and furn
ishes the copy theme to the U, R. M.'s advertising
agent, the agent preparing the copy and attending to
the details of publication. Kach member pnrlieipat-
•ing pledges himself to stock the merchandise featured
and to sell it at the advertised prices. Misunderstanding and confusion are avoided by the plan of
preparing the copy decided on Monday and mailing
proofs to the members in time to enable them to stock
any of the featured articles Ihey may not have on
hand. On Saturday and Monday the participating
stores maintain prominent displays, iu their windows
or on tables, of the advertised articles, each bearing a
placard announcing the advertised priee.
For the country members, even more than the city
members, the co-operative advertising has proved a
big business-getler. The proprietor of the Russell
Supply Company, of Chcwelah, summed it up when he
said, "It's the best thing 1 ever went into."
Uniform Identification.
Many of the members have gone still further in
merging their identities and advertising the organic
ation by adopting a uniform store front. The color
scheme is a yellow background and vertical stripes of
black, with the letters "IT. R. £>. ,„„,„,. J*«
name of he store. The uniform store from. Kke the
co-operative advertising -is optional
Seeking the reason for the phenomenal success of
the U. R. M., one is lead to believe that it lies in the
management.   The management of such an organise'
tion must be tactful, lhal he may avoid Mellon mil,
the members, he musl Im* shnwd. that he ma) ■;,•■
them good prices, he musl Im- hoioal, that he h,,,;, in.
spile their eontldenee. he must lie ci|lhl|«instir ;hal
he may win their ictlfC eoop«rnlioii All the,, ,.^t,\.
ities the present manager, J (' MeKaehrnu, Kevin* lo
OOSSesS   in   marked   degree        He's   a   BootobtttSi    ta
eaiuiv as thev make 'em. but endowed with a keen
■sense «»f humor, who retired from btugncai years ap
hut returned to it to become manager of the t    H \\
iHis.--.ihly beeattse the job offered a rare ehane,  t«, m
• lulge a native love Ol bargaining
As I sat at a M'uidn) night meeting of ihe ergSB
Italian, what impremed nts m«**>t **.»% ihe eonfMette-f
and not only ih« eontldenee, Imt also the affevties
with whieh this group of iHudnrSB non regarded flit
broad-faecd and fatherly Seoiehman who stood hetsn
I hem. ii letter or a jar of |*atiut butler in his hand.
hk eyes twinkling as he pe*,red «i them over \,% ,»•}*,■*•
tsetse Hos he g»ntlv ehided them for iaiiti in *»»«*
direction, now  he esboried them i«» *ii«*k together;
ii«>u he kidded th, tu for wanting better bargains ll
ti Seoiehman coukl get them    When lo chide I Ihei
their bees were long and gtHVl ; when he eshoflrd
the faces lighted up. when h*  k»• I-1. • I  th«  faecat sreti
wreathed In smiles, lik, those «»f children    Whalevei
his own ii..Hi.|   hi-  iU.i-,4 succeeded in eommoneal
ing it to his audi, n,*e
Always throughout (hi meeting ihen  **m thf s)*it
ii of compromise and eoopemtion     Kobodj  eithei
manager or member, «i*>n»m;.i,,l thr meeting   If Me*
rend a biter or submitted ROtnep reposition, h«* sl-SSV-J
said, "What do VOU l*»*»s think al*»ut it'"' or    \\h.%'
w a*
do v,»u want no to do I". Alwav* he made it clear lhal
he pjfiinU the organisation a* theirs ami himself a*
merely their agent They, for their pari, r«-turned thf
eompnmettl Ho ilisetiaAiott w»v% complete wjlhottl
awncbod) mking "What do yon think alwoil il M > '
•-r "What do you think we ought to dot*1 And Xlse
always w«<* ready wish an answer and hi* |»!an **t
ml ion usually wa* the one adopted
"Iio as far n*% you lik«." <uml QUO' " whatever v. a
do is all right with us"' and everybody murem'ed
approval     A man iu lhe from rOW, himself a S *
man. went still further tO show hi* eontldenee in Iheif
manager's judgment in this matter ol pries*
"Mae." m'u\ he. as he draw  a low  pencil, n^h
sharpened, from ins rest pocket, "ass this pencil!
Take it and go .-,<» fnr n* you like with it "    Vou r
bent an organization that slicks together like lha'
The 1»2«  handbook  of  ihe   dominion  oilcloth  A   I
StUB (ont|miii)  in now b*Ang tSSOSd    ***** bot \t*JSS UN
*nh former eOIUeea, II uimoiau-* m actual eolofs tie
•Ire |»:« tons*- ot wa*habl« rna». linoleum anil oilcloth*
wt-ll rn the Hanaille ami table oil, lot h« and the new l
linoleum* which tbe eonpaai now manufac lorm
Many practical hint* on handllna. nlorlng. and laying
eevenaas are givSa   Thi» win »,. « »«iu*-t,i>* boob for
mi -reliant lo have by him    Copies will be supplied on SI
eai Ion lo the CompSOy'l head ,,ffi,,- m Montreal
oooowin air
ON HAITINOS
f.r.
The sit., of Goodwin*. Rho* Mior«* which oeeoplen SPPJ
1  t!y ****** *** toot at IIS Hastings Street west, bs* **
i«A™  lbr  ,tro#i Goodwin  snd  prewnt  oerupant.
ISB.000.   Thu sale wai mado through Waaborn. Owynn
Edi'nbu   h* ,0f th* 8colt,lh ut** ********* <****** 1020
THE BRITISH COLUMBIA RETAILER
3!)
The Adoption of Price Maintenance in Canada
S^ti KaiMCon[Lmi wiSe°Pgrip T°ai «iwpo!at W Upon M Partial 0b8tacl« by ^ Writer,
Who Had Persona Contact with,J. A. JT A. Campaign in England Thirty Years Ago. - Is Convince*
However, That United Effort by Those Interested Can Accomplish This Ideal Pair Trading Poliey
This Article Was Written at the Request of the "Canadian Grocer,'' Through Whose
Courtesy We Publish It.
By Charles Pike
It is difficult for anyone lo forecast thc results of
tin- fiiir trading or priee maintenance plan no ably advocated by Joseph T Crowder. Druggist, grocer,
wholesaler, and  manufacturer neccaaarily confronts
t.ieh his own problems, and il is rarely that anv one
can grasp fully the problems of all My viewpoint at
presenl is that of s retail grocer, bul past experience
enables me to envisage also that of tin- jobber, end thc
tHtmblued picture may be of U8C and intcval
In Great Britain, towards the end of las! century,
• ui ihroai competition had taken all the heart out of
ihe trade In proprietary medicine* and allied lines.
handled moetly by drugs-is**, when a y uu« chemist,
W T Qlyn Jones, conceived a grew idea nnd **-';ike*!
his all on an endeavor to realise thai idea
We know the rest How that hi* wide vision, keen
insight, great driving force and (act fulness hav,- justified his venture Is now history Heeling him in business, nnd doing my part on behalf of one "f the allied
whnlesslers lo give effect tn Ins plans, it was quite
evident to me that the succewi was due tit>v last and
sll the time, to Qlyn Jones We msy talk about the
marvellous success of the "P A T A Movement," its
efficiency and eomprchcnsivenc*s*j bul thoac who did
not come in eontaet with it during its lirst t, n years
<*an have no Idea of what had lo be gone through by
its founder l»,forc it became **" formidable lhat every
would be price cutter had t>» reckon with i?
All Ihis. however, is merely to lesd tip lo the que*
lion which time only can snawcr: I'an a price main-
tens nee movement utilising Ihe experience of the English P, A T A b, brought to hucccsm in Canada, without a personality of the calibre of sir William Qlyn
Jones to guide it f
On those of ns who In ten years an* still sbove
ground will rest the onus «»r privilege of reply, It is
up t«t the druggists and grocers of Cansds to prove
lhe affirmative possible I Incline to think the "ayes"
will have il
Many Obstacles to be Overcome
Tlo environment of the n<uwdiuii retnil grocer -lit
fi is in - •      i respects from thnl of » British druggist,
The elas-4 of goods proposed to be affected, the great
distances between centres of population, |hc COSl  Of
operating ihe plan, frontier complications, tho uneer*
taint* nml taralneae of legsl procesa, and the dead*
weighl of buaineaa customs all provide us here with
obstacles tO be surmounted True, we need nol stir*
mount them till we eome to them, bui it Is well'" know
iii ndvanee, sometimes, what mav h:*\x to bo got over,
or got around.
The class of goods protected b> the V A, P. A. Is
almost exclusively composed of nrtleles Ihsl enjoy a
comparative monopoly by reason of n real or professed
secret formula, or same point of excellence - r dlstluf"
lion, or other characteristic feature, thai places them
lo a greater or less extent outside priee competition
from others of their sort. The cost or their Ingredients is often trifling and even with the cost of package added, represents but a small fraction of the price
realised. Their value consists to a large extent of the
reputation associated , with thc trademark name.
Though it would be unkind and untrue to say regarding very many of the protected lines that their major
value is the result of the impact of advertisement upon credulity, yet of a larger number with very largo
sales it would probably be no exaggeration. Hence
the margin possible between the eost of production and
the price to the consumer being so wide and elastic
it is customary to fix the retail selling price at a level
ind, pendent of any fluctuations in cost that are likely
t<. take place. The P. A. T. A. or Fixed Minimum
Retail (F.M.R.) prices, and the prices to the storekeeper are also arbitrary, the wholesale being often
jacked Up to very highest levels at which they will
have the dealer an inducement to handle the goods.
In the case of some very popular (highly advertised)
nostrums this practice used to be carried to extreme
limits    But retail priees seldom change.    In short, thc
trade protected by the P. A. T. A. in Great Britain is
of a stabilized character differing widely from much
of the trade in proprietary groceries, which we should
like t" see protected in this count ry,
Prices Adjusted to Current Values.
Methods of protection applied by the 1*. A. T. A.
may need to be considerably modified when used to
protect priees of a considerable portion of a Canadian
grocer's packaged stock. For instance, a manufacturer who is enthusiastic about adopting the English
pric* maintenance plan for Iris goods, offered me
liis strawberry jam at the current price of $1(1 per
ease of 12. I had already bought from his my season's probable needs at -$!>. If we were under P. A.
T A. rules today's "FAIR." would be based on the
manufacturer's current price, and would probably be
a dollar. But in anticipating my season's needs, I expected to bo able to supply my customers at 90c, and
there must be large stocks iu this city bought with the
same intention by other grocers. Under P. A. T. A.
rules we should all be obliged to increase our price
every time the maker is forced by rising eosts to in*
• reuse his*, consumption would be retarded, to the loss
of the puhlie*. and a large carry over to the next season would be necessary, to the loss of lhe grocer and
jobber,
This is but an instance, for much of our canned
and packaged stock is liable to similar vicissitudes, of
carving aeuteiicss.
To adjust retail minimum prices to current market
values, as they change, would often deprive thc community of the benefits it now derives through the grocer's foresight In providing in advance for his customers' needs.
The fact is that, unlike the goods on thc I. A. 1. 40
THK BRITISH COLUMBIA RETAILEB
M rch
A. list, many of the proprietaries on the grocer's
shelves have a production cost that is very large pro-
port i
change
quent vi.,,,.-..  ,	
Baler and maker, seems to me a quite different tosl
from that which Sir W. Qlyn Jones undertook when
he founded the P. A. T, A.   Changes there ttere, ol
ws have a production cost mat is >»■■> ■„,,,.  ,..
ion of their selling price .and subject to frequent
ige.    To adjust and keep the trade advised of fn*
it changes iu price, fair alike to retailer, whole*
i:<v..>.nl   |naif
Charles Pike
Photo l>> Stiffen! i*oten»r
course, and he faithfully and regularly kept us posted
concerning them; but they were as nothing compared
with the number of changes that seasons make neces-
nary in the priees of numerous packaged gr ries
Price Revisions.
Taking this jam manufacturer's point of view, difficulties in the working of the plan are likely to arise
Will he be proof against thc incentive to break sway
from the price maintenance movement when he finds
that his competitor who has not joined it is free to
revise priees instantly with the rise or fall of thc mar
ket, while his own hands are tied by the necessity "f
securing official approval of his new list and of notifying it to thc trade?
That the trade shall be kept notified is a prime
necessity of any priee maintained plan
In thc event of his being sued for breach of agreement in forsaking the I\ A, T. A . would thc court*
decide in favor of him or of his broken agreement?
I believe there is a legal maxim that no Agreement can
be enforced if it be against puhlie policy, end a judge
would probably rule that public Interest demands
that food staples must not be artificially hindered In
this movement to the consumer, and that the carrying
out of thc agreement would hinder sin*, free moVO,
ment in this case.
Whether my jam friend, and others In somewhat
similar circumstances, will enter, and having entered
will remain in the fold of a Canadian P. A T A remains to be seen; but should they nol do so, we need
not be downhearted, ns the main reason for'their abstention or defection will be simply the old law of supply nnd demand, which works in the end for the good
of the whole body of people. ourselveH Included. The
welfare of the whole must prevail over that of anv «*,*
a o       i#      t  1 « l   "UJ    SVv1
tion or individual.
ur
t f
it)
.*
ta
• ••
• 111
But leaving out those Unoa whose production
arc heavily affected, by seasons and market*, ami •
subject   (0   keCll   competition,   there   remain   «<i,
shelves a large number, mainly of mm perishah!
tides, soap**, polishes saUCCO, and a  variety ot
• st'ibles, thai poiSt'SS a fairly |* rmauenl Intrinsic \
ami a degree of monopoly 'hat permits priee ilabi
tion
Kffecti\»h  protected priees on these w ill |„   -*
|\  welcomed by the great IhmIv of traders, and
efficient method  f«»r tlmr  protection  will  wit
doiibl I"' consummated
Canada Handicapped
This artiele has already  run !•• a grcab
than l had intended, but I should like to ,lr,iw
tion to the contrast between ths area now eonti     I
by the filyn Jones plan and that whieh would ha
nun. un.l,r s Canadian organi*sth*n   Tin fon   * i.
so limited that the whole population **( some ftfij
H,»us can be reached within thirty ni*, hour* snd
niitets per eent  of il in \em than n day     tl »* ••
i>\ a elose network of railways, telegraphs and   p
operated »t very loi rates    f&se-cuuve and eoe i
meeting*, and administration work ean W tsttb
With I promptitude and eoliveniener imp*os%|hl<' nI I    I
ada  and th,  whol,  fore*  of wholesale ami relall
bcrshlp OSS b*  mobilued at a day* notice to eoui let
act any attempts t«> defeat the P A T A plan
Readers ean figure for themselves the dlsad
lages uinbr which a Canadian I' A. TA will per
ale under lhe handicap *-i dlslanec. and tiny Will no
doubt be tolerant **i the delays and cxpeiuNw tha? • ■>*•
in incurred in getting action ofet *** wide a field I n
fortunately prompt action is soo&tiflMsi of -ritsl its
portsnee
Then Sgsin the geographic situation of Britain   ,
etiliariy fits hi r for the carrying out of the (llyn J tie*
programme    Her frontier at tt* narrowest polo-i  i
St rants of Dover, i* twenlv mile* wide, and   »   '   ■'•
deal less easj to cross than any frontier that
COttld erect     Beyond that  frontier He ea*l and
-"•no  dosen nationalities sinking so many <li(''
languag, s,  , ae},   with   different   tauten and  eu*'
usinj* different  food producl*, and but  few  of
producing trade marked proprietary lines havii •
considerable *-nl«- in Urea? Britain    Thu* i*ol«'-
large and compact population, speaking one Isiu
sml virtually free, through natural eatise*. fron
side int, i fi r* nee. afford* an ideal ground for thi
atloni of the Proprietary Article* Trade Aasoei
Contrast 'hi** position with thnl of Canada I
"I oii from lor twin *i*ler, the C S A by n fro
which for thousands of miles i* but an imagum".
Slid importing from this sister nation many of tht
prietary good* that eall for price protection
icci to competition and bootlegging from Macr»***
line." which only a close and comprehensive all      '
with a similar organisation in tbe Stale* can col
the task of Canadian price maintainors is seen
considerably heavier, and of a character varying
slderably from lhat of their brethren in Britain
The cosmopolitan character of thia eity in it" '
Hon io the breakdown of our early closing by 1 w*.
and the variety of races and language througl' ,l!
the Dominion, also give one io think that the thorn* n
the path of thc Canadian price reformers are noi
forrrndahU than those which Sir William found sir-
in his 1926
THE BRITISH COLUMBIA RETAILER
41
I have alluded to lhe uncertainties of law, nnd thc
differences in business customs, as other Items in thc
divergence between Canadian ami Knglish trade environment. Though not so apparent as others 1 have
eited, they may yet afford further reasons for adopt-
Ing new methods in this country. Those who have
done business in both lands know that these differ-
• ncs in habits and attitude to law are much more
real and influential than the average Canadian or
Knglishtnan is at all aware of j and that they will have
a hearing on the ultimate outcome <>f the present cam*
pnlgn is hardly t«» be doubted
CONCENTRATED BUYINO PAY8 THE BEST
of    dis-
This    is
Th«n has recently been a great thai
rtisaion regarding concentrated buying
a suggestion with whieh we are in hearty
accord, and an* quite sure that the dealer who
practices it ^t'l benefil mueh moi, in the long run
lhan when he parcels out his business among many
!t<<us. h in order to make a good fellow out of himself
with an army of salesmen As a matter of faet, he is
ixit helping those salesmen m>r is he promoting tin-
welfare of his own slore lie cannot get as good priees
as a general rule and iu addition in inereasing the
work of lhe slore, because of the greater number of
records oi firms and lOOOttlltS which he must keep.
An) grocer prefer* lo fill an order from a customer
thai is for three, four, five or more dollars than one
fur 50 cents An order for five dollars can be put up
mriekcr than ten orders for .*tt cents each The one
delivery can be made iuat as quickly ns tlo* one for
50 eenta, while the len would take just ten times a**
long Moreover, lhe live dollars ean be charged quick*
< r to one account than to ten, and in «v,r\ way there
is an advantage of large order* over tile small ones
Since thai i.* true with the grocer himself, i' necessarily follows lhnl a wholesale groeer can handle tin account of a grocer to much better sdvsntsgc if he is
Setting practically all of his business than when it is
divided among four or five
Concentrated buying by retailers makes their bu*
incas worth something to the jobber \Yc know of one
wholesale grocer who has a number of such DCCOIllltS
"ii his boohs These retailors ar-,- never bothered with
*• ing overloaded They receive th« ex perl judgment
of tin house and when the markel is weak or breaking
till a commodity and h, is iu need onlv a small amount
it m nt out On lhe other hand, if I hi market is ad-
vaiming such customers are taken care of with a larger
supply ami usually al lln* same old priee instead  >t' at
the advance    Sueh euaiomers always get the breaks
I'teaus, then -',n a reason forsticll COnsiderstioil, where
ns, when a dealer buys from many his orders have no
volume to them and there is no incentive to give such
customers special attention
The only advantage lhat we know of iu buying
from a number of wholesale grocers is the opportunity
lo get credit, but when a grocer is forced to resort to
sueh methods he is shoring on thin i«'*v and usually
xucettmhg in the end anyway.
MAKE 1926
THE PRICE MAINTENANCE YEAR
MORE C0NFE88I0NS OF A PROFESSIONAL
COLLECTOR.
Ity Isaac Worttc.
More collection mistakes, I believe, arc made by
creditors in connection with disputed accounts than
in any other direction. Otherwise exceptionally keen
business-men sometimes "muff the ball" in an amazing manner.
It has been demonstrated in tho lives of humanity
millions and millions and millions of times that it is
perfectly possible for both parties to a dispute to be
absolutely sincere. Nevertheless, when a dispute over
money arises, nine out of ten disputants will thoroughly In-live they are absolutely right, aud thc disagreeing parties are not only wrong but dishonest and insincere. And when a spirit of indignation fills a successful business-man—successful in part because he
has backbone—-he is characteristically an uncompromising individual.
lb- is hard-boiled. He is going to get what is owed
him. to the last cent—even though he must sue lo get
it.
This writer enm-v iu contact, some months ago, with
a merchant who had discovered, in unpleasant ways,
that he was .'in wrong" with his town. He had been
unable to gain admittance to a local club, though he
had tried hard to—membership therein would, unquestionably, further his business success.
He had seen customers withdraw their patronage
under seemingly inexplicable circumstances. He found
himself in certain organizations to which he belonged
iml accorded the consideration, in appointment of committees, which he felt was his due. And he wondered at it all for his business, financially, wns in Al
shape.   He was a good merchant
The whole situation, investigated, came buck to a
number of instances where tbe merchant had taken
the characteristic attitude in disputes with customers.
He had been convinced of insincerity, and bad pushed
the account to the limit.. Lawyers, suits, and much
other unpleasantness were involved. He got Iris
money at the price of ill will which was seriously
affecting his personal reputation and standing.
He would have been much better off to have compromised the disputed accounts. ,
A spirit of compromise ought, in nearly every case,
to be the creditor's attitude toward a disputed account We know of excellent credit men who have,
before disputed account conditions, left it entirely to
the debtor as what he considered right and would do,
telling him in advance that whatever he thought right
would suit. And we have known of numerous cases
iu which the customer has acted with a spirit of generosity iu settling a sum, nnd with an appreciation of
lhe merchant's attitude which has kept him a customer for years and years.
Of course, there are many eases where extreme
measures are the right ones; where not only will thy
gel the money, but will, in doing so. do no harm to the
colfoetlng business's 'reputation. These general remarks are put forward with knowledge of the numerous cases in whieh hard-boiled, uncompromising methods have got the money, but at a price no businessman should pay in his collection work. 42
TOE BRITISH COLUMBIA RETAILER
M '.rel,
FOOTWEAR COMPLAINTS AND THEIR CAUSES
(Continued from page 37)
conductor, carrying lhe damage char ihrough the sole
leather. . ...
When leather is found to be so buttle that it Will
break on being slightly Lent, it is safe to say that inch
leather cannot be put into the manufacture of s shot
The only leather that will stand heal is chrome lan
lied leather, which is recognised by its greenish color
All bark-tanned leather (of which mosl shoes are made
is subject to burning through heat
tipper leather is often not affected by best, and
cases have heen known where the sole, insole, counter
ami Im»x toe have been burned to B crisp, ami yel 'h<
upper is not affected.
It is therefore obvious that shoes win n wet ,»r damp
should not be placed too close to heat, bul put in B
warm place where thev mav drv slowly    Wet leather
I • * * *
has also a strong tendency to go out of shape, ami it is
advisable to have a pair of shoe-tnes handy to slip
into Iheiu while drwing them out.
With a little care ami attention shoes "ill give a
maximum service and wear to that degree of quality
found in the leather.
Ammonia Damage.
Another common complaint is resultant from am
monia damage, caused throng! ntaet with barnyard
manure.
chrome tanned hatIn-r contains about .iv, per eent
sulphuric acid, which is absorbed during the process of
tanning leather.   Barnyard manure also contains am
monia .and when these two elements combine, the fibre
in the upper leather is destroyed, particularly where
the upper in fastened to the sole.
This fact is not apparently known to the average
man. and he comes to tin nslusion that his shoes ar,
at fault.
Tanners are from time to time endeavoring to ever
come this difficulty, ami have reduced this chemical
Motion somewhat by using different tanning materials
Tins leather is known as "vegetable tanued" leather
and has a sulphuric acid content of onlv about one half
Of one per cent., thereby reducing the possibility of
damage to a smal margin.
CUSTOMER CHAIN SALE
The Post Office Department have consented to forbid the use of If. M. mails either for publicity
or eom-
\\ .* arc keeping n**t* Sit of Ihe linos    our pi
• !u'?s ,»r»' madi   to meet • -visting }*,|uit>j
and just .< little .ii*.., th, regular standai :
i|ua!itj
This ,\plains whj out well-known
Keystone Brand
l,\i*'ls»     I'.M'ks    ,N, ribbb rs     Note   Itooks    ■'
are * nj'-uag lhe eonfldefie* *** the inol« ami *
pntroinig,  of lhe student*
K'»'p pieitt) nf )o*if s»h**l%«-*«#
TH- j w it! •** eahi il t**t
Made by
Smith, DavklsM I Wrift Ui
MANuracTunens and wholisali
pah* oEALtns
VANCOUVEI
VICTORIA
munications to perwons **t linns using th* Ntslt* ■
this scheme «>r plan f»«r ihe m\e- of tat rfhaodi**' **•
tarj Douglajt, of Ottawa, writw (hat he vriahea
watch verj cloeelji and m**\* him sdvleed of
son or *rm whi. st tempts to os* ?hi* plan ot «•
This is a warning to nil our members and ih-
li** general!)  that if the Pout «*ff• *• *- Department
sidefi  this uothod of distribution  unsound  ll
people generally should !,a\, It atone    This r -
very gratifying t<» your 15 C Ksccutlvc, ss the)
• •I 'his ngitstion **oiue timu ago   tt M   v Hull-'-
StllSCHMANN   INCOME  OAINS
tio- i'i, i«i hntaiin t'ompaoj  repori tut ta,- aio*
ending S.|.-,ju|H^ SO   19ft   ttw,** a net  inmno* Ot Is*
U ns* • •• $T,ft)S,f?$ for tiw torn** t**rM l»«t ffm
SCISSORS NEED TWO BLADES
A grand Juror who raeafiti* *)•*,.«,i
unlicensed do*, hax »«-.IiwE!fl ,a *ttr•',,,,l **M*m t«»r m-, ,*•*,> une.i for harboring or
ually fa.- more captbl!I of imiW >   ?   ?lr?P|*lteB "'*» Ihe «w.r»«.- merehanl, who li si
recognise the value of uuii-w L "    '   •?' ",lM"r" 'Un ^ "*"    M,H" »»«,r«*H*»t-,« sewed*} i
have goodi on their shelve! ii». ,, !'!'m y *M'r,,,,,»'" i|,fti p !(l Wnr,h *h„,> ,„ ,|u>m lo
thfi carrying ot the minimum -,,!,"' "T   ,UM M,,,> ***** ,t!"'* •»»«"*«»»' to l*« r*«- lhA'
-      ■ ^unum practical number el known turn o*k.**it.tr Una. i. ,,„- ami
which will appea
working for him.
,1   ,       ..,,,,      ,1  •**'     1,1,1,,,I,,1,11      IMIIIM"   I      IM      HI"""
•u"' ,,,,» onlj   ha han both Mad* of fhe Quick Tarn Over l!»*Jli
THE BRITISH COLU
TRAVELLERS WE HAVE MET
Vou and I have not difiVim types, large, noisy
mid otherwise,   The accompanying photograph repre-
i tits one of the quiet, unassuming kind.
We introduce W s. hove,, mnnngcr of Tbe 'Ilies.
Davidson Mig Co,, Limited, tht largeat and oides  lirm
in Canada making cnninalwar,, tinware, refrigerators
aud rntigc boilers "Hill" has heen in the selling game
me, In made his start iu Winnipeg, twenty years turn
W. S. Soyce
llioto li}   SttftMlf »\>lm<>-
liiki a large numb* r of our successful business men,
hi is proud to belong to Council JM, United Com*
n-ercirt! Travelers, and owe** no amall part of tin- pop
uhtrily oi bh "Premier Quality'" goods to the help
i Mn li) a large number <d good boosters, both iu the
I rade and in lhe 1    C  T
Incidentally, the Vancouver Branch of The Thos,
Davidson Mfg Go ar,  ltsi j„r cenl  I   C T
UNITED COMMERCIAL TRAVELERS HOLD
ANNUAL MEETING
The election of offices for 1926-27 of Vancouver
•'"■iiicil No 2°4, IT T, took place Friday. March 5,
"« the I. n. 0, f Hall, llll   Bill (Vvenuc West
After man) exciting contests thc results were as
follows }~
Senior counsellor, A   McKierahsns junior coun*
•llor. (feorgo Wall; past counsellor, Frank 0. I'Vascr;
"iclarylica-surer.  F,   It.   McMaster. P.G.C.! eondtle-
•«»r, dos   Campbellt page. David  Hoekaday; sentinel.
-1 W, liohinaon: chaplain, Frank Tsdman; executive
"""I'ditce. a ll Mason, W. II. M, Dick (for two
years); F IV Watson. Ernest Bulmer (for one year);
h'b'gatcH tO the Or and Council, Frank Henley. IM'.
■toorgc Hart, P.C., and Frank 0, Fraser; alternates.
'Vncy Martin, P. 0, C ; Chas, Welch. P C, and P.
I'-guit, p, r. c.
Following the election, the of fleers were duly in
■ailed by Past Counselor Frank Henley.
MMA BETAILEfi 4:1
WHAT HAVE CHAINS TO COMMEND THEM?
What good is a chain store to any eommunity after
the good and bad features are summed up? To our
notion the detrimental features so far outweigh the
benefits that there is no comparison whatever. Tho
advantages can be summarized very (prickly and consist in lower prices usually on a few items used as
leaders, they provide a good school for clerks who
subsequently develop into efficient retail grocers on
their own account ami are instrumental in forcing the
'independent grocers to become more proficient to cope
with them.   That about easts up all the benefits.
Against these there is an array of demerit marks
that tremendously overbalance any possible good
there may be in them. They stifle initiative and tend
towards making automatons out of people in their employ. They breed monopoly in the sense that should
tiny ever liccouie a controlling factor the people of
this country will pay the freight, and manufacturers
will be at their mercy. They are dictatorial and say
what tiny will pay for a commodity iu many instances.
Should tiny ever become so large as to dominate the
field tlu-y will tell all canners and manufacturers
where tiny get off, and in some instances arc already
doing it. They control wages of employes and leave
no opportunity to advance except as to a relatively insignificant number who are promoted to take the places of others who grow old in the service or to fill
places as expansion may occur.
Tiny now dictate the rents they pay to store building owners and as they progress this eondition will
become intensified, thus demoralizing rental values.
Tiny depress property values, especially in the smaller
towns due to the continual milking of sueh towns of
surplus by withdrawing all the profits of these stores
and sending them to headquarters in a distant eity.
Tiny contribute nothing whatever to the upbuilding
of any community. Their policy is to grab, grab and
grab some more and finally it hurts. They are in no
way concerned with the civic welfare of a town, and
will do nothing to aid its improvement They will do
nothing to promote industries, though they arc tickled
to death when the local retailers and other citizens aid
the churches and schools aud in other ways build up
the community, as that gives them furl her opportunities to increase the amount to be sapped.
Tiny are no benefit to the banks of these towns, as
e\,ry possible cent is withdrawn ns quickly as the
money is put iu. If ehain slores ultimately prevailed
they would have the foundation of the entire, town
sapped of its surplus, as they never give anything towards a constructive programme but are assiduously
engaged In taking what they can. They destroy opportunities for bettering wage conditions and kill
chances of the growing generation to embark in business on their own account. The whole scheme of the
chain store idea is to eliminate, squelch and depress
initiative, property values and opportunities for any
one but themselves. When il comes to rendering service, when service is needed, as iu the ease of a storm
or other calamity they do not recognize their customers Neither have they any use for them if they have
not the money to plank down for something to eat.
It reoms to us that retailers in these small towns
particularly are lax in their duty when they fail to
point out those detrimental features to the populace of
their communities.
!
h\
: i
%k 44
THK BRITISH 001A
MHIA BKTA1LKR
\t *,h
b**
J*r
f,cWhen can I have DUCO
to BRUSH on ot homer.
DUCO mai) come into the home
through ij ou < stoi'e!
Laughs
AT TIME
Dries fast
and lasts
Be fhe first in yourcommunitu tosuppluMO
m handy home containers. ~~
ML THIS COUPON
HINT PAINT Si VARNISH LTD..
Toronto,
Wt art lntm«if«i in Han-Jltac Due*1 •   •'
Handy home um   VUeta ruth full *•%«»»»•»•••■ »
rtgar-Jinf iH« "tiot**k»H**s" •Mofimtot
t«f
n»M MAMI
aufiaiM ,
SINWftM  . 1926
THK BRITISH COLUMBIA RETAILER
45
HARDWARE, OL w PAINTS
HARDWARE MARKET REPORT
Vancouver,  March  16,  l!»2ii
Hun- is MJiue hesitancy noticed in business generally, ami factories do not contemplate Increasing output until an Increase in consumption develops. The
increase of import* of mnnufaetured goods into this
country during Un- past vear represented a value of
111X1,000,000, a volum** which would have kept Caiisd*
um plants working full lime during that period, ami no
reports of Canadian workmen crossing tin* hue to sick
< mployuo-nl would have been available.
Canada's export of foodstuffs and raw materials
have Increased anting the same period, but a decline is
noted in the shipments of Ihe finished product.
Tin- displays of garden to,,Is and equipment which
have been on Hew f»r a couple of weeks now have had
a good welling effect   Tlu-M Kneg sre moving rapidly
now ami OUc oven reports tin sale ui hose I'aint,
kalaotnltte nod houseeh uning msto rials ami polishes
.,!, alao Im>ginntng to move freely as tin* season for
spring cleaning approaches Wire netting is also in
steady demand. Harden seeds have been Belling well
fur tin* InMt three weeks
Hetail hardware men arc a unit in the statement
(hat business since lln* beginning of March has greal
iv -improved   Spring weather is now being enjoyed
ind with it are developing nil the activities that accompany the opening of this season,
Uncertainty nn to tin* permaney of mild weather
had a retarding effect on purchases during the whole
of February when it frequently happens that there is
a eld snap for I few days That danger in now over
and people ere getting down to spring cleaning and
n novating and gardening with a will
Owing lo the amounl of interior work done during
the pa*t winter, demand for point and oil* has been
Rtesotly maintained. Thin is lhe direct result of last
spring's campaign, inaugurated to prolong painting
wtivtie* far into ihe winter months.
A large increase is noted in the number of retail
hardware stores handling radio sets and parts, ami no
decrease ll DOted as yet for the demand in these Hoes
Substantial reductions in the prices of cars has re
wilted iii s big increase in sales, and thc demand for
tiUtO aeeemmries is a largo feature in the hardware busi
nees,
Business generally in tbe eily is brighter, a fact
'hat is amply demountrntod hy the bank clearings for
'he lira! week of March, when they were more than
Ihree millions more than for lhe same week of last
yenr. Hardware men bad a large portion of lha? in
rcssed volume.
HARDWARE MARKBT8 AT A OUNCE
8hellae.—Ueal prices on Shellac remain Hrm The
"«rket is slightly dull nt present and will likely re-
"dn so until the spring demand opens up.
Wood Butter Molds.—The new prices on wood butter molds ate considerably higher.
Lawn Rakes.—Lower prices have been announced
for isr.li; season on certain lawn rakes.
Liwn -Sprinklers. — The prices on certain lawn
sprinklers have been revised downward silghtly.
Hedge 8hears.~- Spring prices on hedge shears rc-
tiu.'in unchanged from last year.
8creen Dcors and Windows. — hooked orders for
screen doors and windows are now being shipped to the
retail trade.   No change in price is recorded.
Wrapping Twine.-Slight reductions are reported
in wrapping twine.
Awning Hardware.—With thc approach of spring
some demand is developing for this line.
Brushes. Jobbers here continue to report a good
movement of wall and other lines of brushes against
spring orders.
White l>ad.—The white lead in oil market shows
good strength iu this district.
Builders' Hardware.— Builders' hardware is beginning to move iu better volume, with spring building activity occupying the attention of contractors and
supply men.
Hinges. Sales arc good. No change in price has
been noted.
Cotton Waste.—Cotton waste is in constant demand
with prices- a shade higher than a year ago.
Clothes Lines.--The demand for elothes lines, particularly wire kinds is quite satisfactory.
Sheet Metal—Recent prices are holding. Business
is not very brisk, but sales with most jobbers arc running a little ahead of last year.
Pruners.—This line still is showing a fair degree
of activity.
Paint Supplies*—Prices nre down slightly on turpentine. Current demands are light, but advance orders for spring are good.
Raw and Boiled Oil.—A decline is recorded on
both raw ami boiled oil. New priees show a decline
of ten cents a gallon.
White Lead market remains lirm.. Prices are unchanged.
Nails.—Call for nails for spring building has started, and dealers are buying accordingly. Prices are
steady.
Glass and Putty, — Call for these items is fair.
Slocks are in good condition without change in price
Garden Hose.—Bookings for the spring trade have
been fairly good, although many retailers have not yet
come into" the market for their season's requirements.
The priee situation is very firm,
8-
Al
-i In
THE BRITISH OOLUMBIA KKTAILKR
M r,-h
Screen Wire Cloth,—Specification** against spring
orders arc reasonably good.   Prices an unchanged
Refrigerators.—Announcement h'is hecn made ot
the new prices for the coming sensou
Saws.—Business is fair, stocks are ample lo eare
for immediate requirements, aiul prices ari unchanged
Hose Red.—Jobbers arc now quoting  priitg priee*
oil hose reels,
Handles, Agricultural.—An improvemeni is noted
in the demand for the line.
Roofing and Paper.   Prices arc strengthening with
sales improving.
Radio Batteries.—Demand lias been well sustained
Interest in radio is now at a high point, and dealer-.
an* profiting therefrom.   Prices arc firm
Screws,—Business has been tVirl\ ** I .Nn change
in prices is recorded.
Poultry and Wire Netting, — Activity has been
widespread, and the bookings for early spring detiv«
ery have been si/cable.   Quotations art unchanged
Oil Heaters.—Sales are fair with no particular *\<
mand at the presenl time    Prices arc unchanged,
Hammock Hooks,—Slightly low* r pricea have been
announced on hammock honks for thV season
Screen Door Latch Sets Lower.—Certain lines of
screen door latch sets have been reduced in price fur
the coming season.
EFFORTS TO STABILIZE THE FURNITURE INDUSTRC.
Furniture Industry Urged to "Name the Woodt"
Resolutions framed by New York Furn.ture Retailer* Re
garding descriptive terms to be used in advertising furniture.
might well be approved by Canadian Merchant!.
Federal Trade Commission. Acting on Petition ol New
York Furniture Retailers, gives Official Approval io bcKrlp
tlve Terms to bt* used in advertising ol lurnliur,*
Official recognition has been given by tbe Federal Trad,*
Commission to a standard set ol rules lo !>«• followed In Ihe
offering of furniture lo the public. These rales together
with their Interpretation, were previous!) adopted b> a num
ber a New York retail furniture dealers
They are based on principles long advocated bj lhe Ns
tlonal Better Business Bureau snd endorsed In codes ol ethli i
by various Interests In the furniture industry li remained
for the New York retailers to embody these principles in the
new rules and to petition the Commission io sanction ihem
Announcement has been made by the Commission lhal »u
manufacturers, dealers and associations within u„. indium
win be asked io subscribe lo the approved rules
in newspaper advertising signed hv the nineteen New
York subscribers, ihey urge a national adoption ol the >„■*
rules, which are only two In number, as ihe basis ol a un
'form "Name the Woodo" policy,   Adherence .„.,*,
they stale will indicate plainly to the purchase   the waci
nature of lhe wood or woods, of whieh lhe furniture he dm
poses to buy Is constructed,  Tl nil re industry will ihus
benefl   from the confidence and Kood-wll| which th    ,
fSSiSt. mlndl of'""pub,t0 wh0 WiSM
The rules for description, lo be applied In ali advertlslm
and oral selling, as approved by the Commission, are
(1). Furniture In which exposed lurfaces ur,. nt..... .     ,
shall be designated by the wood f 0Bfl W0(M|*
(2) Furniture in which the exposed uirtaji** ...    ,
than one kind of wood shall b« designatedIhv iff     """""
the principal woods used. W«* b) the name of
LAWN  FENCING
Mill
.11111
*r*m
imam
•IIHlltll
'IHHHCII
'iiiiimii
iiiiiiiiiiii
«wririf**rn
■iiiiiiiMiiHimiiiri
IliMniimaHrd^i
iiH-pmMH -.hi©
tiiiiiiiiiiiiiiiiinii
iiiiiiiiiiiiiiiiiiiiii
,mm„mommmom,
HH!UM»l«,Hl>l i III i f iiHlifKII
(Hwia-neni i m i;him«hj'w;»j
wimmHea • iaaaa h aiim>i
FARM FKNCING-GATES
tOUi    «i    m.
RS
      M
1031 ham IT. «.. VAIMUffft. I c
FOX  MN-TiNG    G*»»*"-l-#<* WlPS
Manufacturer* of WIRE SCRIINI of all kit***.
Tin**' tuWa ot** «ub }«••*•',  *o  thr follow Inf  • |x**rIfl*   ■
laliom   which »i-*»» im*>* ?k«< » omms»*-«>:,« outUsrsaei*
I    K>i«»«.4 *ntitmi'*«* nw»t\ iuttae i***r*« of a J"4«« of
Am*' tihifh an ei-poted <«» •»»«-« **h*n tfee pirc*** u pu» •
itt» K»"i,r»i!) it,-,*^f.,j jMr,*»iion tot mo
I     II,,- ,\j*»*,4 tSttSt on n( oil fwmHwr** or part* '
'•-K""'-''-!  M   lolld   tmmtl   OO  &t   *«H«I   «imm|  of   ib*-   Ml
kind** ,|< algnaiiMil     |r oM'i>f,>,| on ihr flOIBf SNNMl   H Vl- •
*b*iKX.7-A   %$   ,i   **"**l   nt   f h»»   t-*»r;, H' A :   kind      11   "*" '"
on a differenl wood \* «h«ti i*- ie-eertbo-d ** twueort**
I i abim t iun|< ,•,«<»,j f,»r decofitjire j^ff**** *
ihe effwi i« solelj io *.t *.. the artistic trnbta •'*»ti b* i i
li decttraUoni ,»ni>
i    \ *»,*„i i*ij,iiii»r!> refirded as el lefeef *»»!o«*
uio. in e-aaetiltal ie ***»n*ifuriton. io-«-<J tmt b** MUSted   •
Uiil,. 2   if  !..,»  than a  -nit,* UU Ial  Amount of  ehut   UU
man * .««pt un provided in inter pp'Aiion % -timo'
f* Designations »imii be nods la Ike ae-pUoa ut led
each particular desertptioa without Qoattflaetlea etao-wto
7 Thf nurd "KltiUti" in ,|«>* I *!>»»-•' rolor hIiaII OelJ
'i»<<l IS ti den, rtplloti,  folio*in*  (lo« imllio of  III" SW»d
I Where furnttere i« eatalocoed, itst«**\ lebslN
fertlaed, or iotd b> retatteri, it abell Im' in aeeordaace
these rules sod loterpretaUoai
9   Where feitotare i» Mitiih«ui<«i t»nw«i labeled, *•
""ed,  Invoiced,  or  mold   b>   mnnulx, nirf r»'   repWWOla1
jobbers or tbolsaalers, li *imii be in aeeetdaaee •i'-*
roiwi nnd InterpretaUons
to   The above rule* need eel apply fie nntia1**** (urn!
MAKE 1926 THE PRICE
MAINTENANCE YEAR i9-'«
THE BRITISH COLUMBIA ROTAILKU
Building Activities Furnish Opportunities for
Substantial Paint Sales
Tlo coming ot spring means something else besdea
hotiftcclcaiihijf. li means houacbulldlng And here tin*
paint merehanl \* presented splendid opportunities to
.loniile tip on lii*> pnint Mile* if ho goes niter these home
builders eggreeaivoly and with the right methods.
Many new hoiiju ••*•*, arr now nml, r COHSttllction and
there are a good percentage of them for whieh the paint
has not yet l»« t*n ordered Men with only a moderate
amount of money ha\«- figured on doing some of ihe
painting thenta-clve* and ha\e delayed the purchasing
t»f the painl until thiy nri read) to ninrt in oil this
uork Theae material* will b, needed shortly and tin
dealer who mokes an effort to secure this husiness will
I* rewarded with tin- resultant hig increase in sales
Where thin condition exists the sdvice of architects
nnd "tlo-r specialists is not going to mean much when
ihe owner eomei lo purehaaing his* paint suppHcs litis going 10 huy these materials v,h. re he believes he will
gel the heal JM*r\iee nnd th»' Ileal main-rials st n price
thai he can afford, nml to the deaiei who can convince
tsis pmapeeti tfeet hie ■•* *    can nieel these require*
taenia, then- in go- .•, |.» In- « l.i. ,,| uvcrtlmc put i'i •>
the cash register i'i ! U \* >'  deparlit eiil.
Tho no -reliant will haw to go out after this husiness
if In is to got more than a small pro portion of it. hut
he must keep in mind lhat he can help sales considerably hy the u*e of effective advertising Kvery means
should h*" mod to keep before lhe public tin* facl that
Blank's hardwire store sells paint ami sells quality
paint nt n price thnl is right
Force of Advertising
Should thin* he n single huihh r overlooked when
J tie dealer is making his personal eanwiss. that huihler
cannot hllp hut think of lhe dealer's store whieh was
• vtensively advertised, when he starts his paint pur
finises lie has ncen lhe advertisements iu the loC&l
IHipera, he has seen Ihe window trims of paint and var
nishei and bl knows that in that particular dealer's
tore hi* is aure to find a range of paint ami varnishes
in charge of a men who is Interested In selling them
Then, too, there are Innumerable chances for pnint
sales to the man of the house who begins repairing small
•■nildinga which have been damaged or become worn
HilDUgh thi winter months There are gawgei, chicken
"*"ps, sheds, dog kennels and many other small striie-
jUfei attached to almost every home that will he need
•ng a coat of paint to spruce them ttp end furnish prelection for the hot months whieh are ahead. A eiteulsr
hHter sent out to n list of the store's customer-; sug-
Resting improvements on these small buildings
through a eoat of paint will prove productive of many
new customers ami will mean a deeided increase in
p'.int sales and will sell the people ou the idea of painting up small building! every spring, whieh will result
in their coming back tin- following spring.
A specie! sale can In* staged with good effect at
tins time ni tin- year. One that was tried recently by
a western dealer, and whieh proved highly satisfactory was the introduction of a six cent sale. A large
number of circulars were sent out to customers to test
out the merits of that dealer's point and varnishes,
ami a coupon iu the corner announced that it entitled
the holder to a quarter of a pint of varnish on the payment of six cents, and was worth 24 cents to any large
size can of varnish.
PAINT UP AND CLEAN UP CAMPAIGN PRESENTS
OPPORTUNITY FOR INCREASED SALES
IN MANY LINES.
This year's Clean lp and Paint Up campaign promises to lie the most effective as well as the most profitable yet staged hy the hardware dealers of Canada.
This national movement has been gaining momentum
yearly, ami now has attained sueh proportions that
practically every dealer in the country makes at least
some effort to boost his sales through thc introduction
of a clean up and paint up campaign. Thc live dealers see. hy linking up with this movement, the possibilities for the sale of articles sueh as paint, varnish,
garden "implements, vacuum cleaners, weds, window
screens, brooms, awnings, paint removers, disinfectants, aud brushes of every description. This campaign
undoubtedly presents a splendid opportunity for the
hardware merchant to show a big increase in Iris sales.
An immense amount of advertising has heen done
iu promoting the Clean Up and Paint Up Campaign,
all of whieh can he of advantage to the dealer if his
advertising is directed along the right lines. The advertising must be of such a nature that thc clean,
snappy and nttaetive appearance can not help hut
suggest Clean Up and Pnint Up. If the advertising is
to be effective il must do more than attract attention.
A glance at the headline hy a prospective purchaser
will not get that prospect into the store. The essential ingredient of advertising is interest and if this
,nuilitv is lacking, the advertising is worth little more
than the paper it appears on. 4*
THE BRITISH COLOMBIA RETAILER
M
r-h
HO^AHI^
1
haiTrcf* BUnCh.Cd M ,llC W *****   t the   .
S to lift »a • C "*uraom?w a /ockey draws his
paint sell in, h ^ How about *e r»" &>r spring
STtadw8l „Tkf Thoscwho pearly and aSver-
& l:irtohx saft r.iKh,-,*i*Nmv is
oddso^our JSftT&fa,fcci Cam^gn living
V,
Wl K«fcr BuildinK     -     M.m,r™l
' Ml MtM :o-i, 102G
THE BRITISH COLUMBIA lWI'All.KK
49
knkab
I 50
THE BRITISH COLUMBIA KKTAILKR
Paints-Their Consistency and Usage
M
u
Paints consisting essentially of American Vermillion are most effective in retarding the rusting of Iron.
Other pigments arc often added to modify the color
ami heat-treated drying oils or varnish gums arc
added to give greater water resistance lo thc coat.
Bituminous Paint.
Paints for composition roofing arc made from hit
ominous materials, like coal-tar pitch or asphalt, mix-
ed with mineral tillers, other bituminous materials
are frequently added, as well as heat-treated drying
oils, varnish gums, resin, and other substances. The
natural black or brown color of the bitumens may be
modified by the tiller, but only dark colors are \*>^\
hie. Sometimes bituminous materials cOttlC in both
liquid and solid form, the first to be used as a priming
coat and the second to be incited and applied hot ill
finishing.
Coal-tar paints should be used on eompotdtion roof
ing. originally treated with coal tar products; asphalt
paints on composition roofing originally treated with
asphalt products. Most bituminous materials soften
when exposed to hot sunshine and may run on a steep
roof.   In cold weather they are usually brittle.
Bituminous roof paints may be used on metal roofs,
but they are not as suitable as the special <>il paints
for metals.
Asphnltum varnishes and japan blacks are used on
metals, and special bituminous paints arc used for
waterproofing, acid proofing, and electrical insulat*
ating. Paints ami similar coalings cannot he depended upon to make wood or iron as sale from injury hy
acids as are earthenware, glass, hard rubber, and acid-
resisting metals.
Marine Paint.
Deck paints are similar to paints used for porch
floors. Marine paints for wooden surfaces above
water, good for any wooden surface exposed lo salt
air, usually consist of white lead and a large proportion of zinc oxide. Red-lead paints are among the
best for protecting metals exposed to salt air and they
can also be used on wood.
Heat-reflecting Paint.
Weather-resistant aluminium paints or enamels are
used on oil tanks and other surfaces where as much
heat ns possible is to be reflected. White or light-
colored oil paints may also he used. Black and dark
paints readily absorb heat, thus raising the tempera*
ture of the space beneath them.
Paint for Steam Radiators.
Paints having a metallic lustre, such as aluminum
nd gold bronze often applied to steam radiators, may
b bought ready mixed, or tiny may he prepared from
be dry powder and bronzing liquid, Although these
paints reduce heat reduction more than common paints
and enamels, they do not ordinarily interfere wit}, ,.f.
fective heating.
Automobile Paint.
The more permanent automobile finishes are usual
Iv obtained with baking japans or enamels, which are
dried or hardened in ovens at high temperatures These
and other special finishes, whieh are fairly durable
can be applied only in factories. The materials sold
for rcfinishing automobiles at home are usually color
ed pigments ground in japan for flat liiosh underc
and Colored  varnishes or i-naim-U to he applied .»
dried at ordinary temperatures   SJomeilmci RnUI
coats of dost varnlahea arc mod, but i colored *»
nislt usually makes i more durable finishing coal   \
though good results are possible with the paints j
out bs reputable manufacturer!, lhe finkh obtai
wilh automobile paints applied at bono* will n*»t .
as Well or Inst an long as lln original finish
Special heat resistance   jMiinu   for  engine   !*,->«■
and radiaton and ipeeial preparations for t**\*s n
also on tin* market
Fireproof ing Paint "
Ki reproofing qua lit to** an* claimed i**r eertain read)
mix 1 »»il and wale? paints Although wiiih palnli it
resist tin- more lhan other*, no painl ean make w«
r, all) fireproof Ordinary palnla reduce Bomewi
lhe danger of bt* from spark*, cinders, and email bn
ing hits nf material, became thej prevent thi p*
and fuix) surface* found on unpointed and ta .*
beaten wood    Sji-xial "fireproof*" paints hum «
what less readily than ordinary painta ot contain
Ktances which fuse under lhe influence ol heal
Kir.* retarding punt ihautd cottt&bi as Utile oil
[mftftible, and had and title piguo nl* should In* l.>r
replaced by fusible. Incombustible, insoluble mitosUtv
Most Mibatances that hav, lire retarding noatttfe*
s,tluhh> io water nnd **»..*•» bach out of p.m ■ hint*   t
posed t»> th, weather    Powdered boric acid mak*-
painl mori  rt-wtstanl to fire than ii would ethorwi
he. f.»r a short time    Th«* n*** ol pulvertied r,i
ate in preparing fin retarding paint* ha* been r<
mended by the I "nited Siate% Formt Sendee
*. i       muw
FOUR DISTINCT WINDOWS-TRY THEM
Here is  » n< w plan lhal yon enn probably Iry ou'
this spring with satiafaetory, profitable result*
Take a sh,,t off paper and draw n rough plan
four linoleum <»r oilcloth window**, eaeh to r«pr.
a room    |^i your choice he, for instance, a kite!
bedroom, bathroom ami living room
He ginning with the kitchen, eovef tne floor witl
coupon of goods thai  Stand out  well    a large  hlo<
pattern, for instance, carefully titling lhU t«' the fl«
Then place a kitchen cabinet or enamelled lop ta''
md    ehair,    a    broom,    mop,     stand    and     p
Ibly  a  small  was range      <|f  not   stocked,  yotl  •
canity borro! from jrour brother merchant)      N
letter a eard neatl)   "llow'd Too Like a Nice K
ehel,   I'I,,,,,-   l.j-K,   '|*|,iH.     |„  slft,  ~   f,.,.t   |IV   |,,   f,.,-
Coat* Only * ami We \ttiy ii Pne "
ror the bedroom borrow a single bed. with ttpt\
niattrcHH, ete, from your furniture dealer if >*«•■>
nol m II them   and carry out a phasing effect by Ihi"
'i floral or lapcalry pattern on the f!«M.r
Follow the same plan with lhe bathroom and nl-*
With the living room, always keeping the Ittiec free I
f'*«»nt so as to brlni out the'floor covering prominently
a* the moal Important   the real feature «f the dl*pl«
And give the cost   «ven when vou one the beat gnnl-
,"*",*,!,'»: m » rule most euitomom will be aureeabl
jurpriaed at th.. moderaleneas of the required yanlag
wr a given room. 1026
THE BRITISH COLUMBIA RETAILER
51
HARDWARE PRICES CURRENT
th. foil.*.,-, are erics quoted for pc.ncip., „nei of lMdlnfl ,holllll| flrmi> Prief$ quated ^       wr||
subject to market fluctuations.
AMMUNITION.
Loetfe-J Shol Shell*.
Dominion:
Cafiuc*.
i: i» * i* » is
II
MI.9D
••• 00
I', ,1,
I] ,: » t* % i*k *t*
Imfiatlal.
II <; » ?« i i-a «*ii '.T w
JJ  i  II  1   tw  eh Sf.M
hmartaaa,
i   g.C  Mtf» Owl' It 0 S N S '.'» «*h   IIM
!.,.•<■» High «i,in ki II
r >i,'  Am*** II 0 * :•» * ih ♦ i<      WIS
rri,-»» printae »»I'
Metallic Ammunition.
-Dominion
13 -abort HMif.ktiiM i s»i
n u*i\K Smofcetcaej * •*»
yj i.   itifli MMkvtttM I >"
;;  l,   Itilt*  uo,w*» <.;..,
American.
•*i ation Mm,,-»«>ic-*» i ii
H   Iwng   Hft>*«krl<r<«* I
Tit.   IUO*   UPWlll'laaO !   •
.;   I.    inIV   I<**oi»-»»r I It
iKVftti rem Wrtffci, HUM «„ u> »••».
a       "Ol   'tS   lha.   S3'
a.vih   n*.»t At**, ih it** I'S** to I'.ko
<  i      <|.< ,|.!«   l>l   ate*.   unhan-4!**!    I;.* J»   '"
i.". **■ ■*••'••. huM*i* *•*.••» in •*>*- -i ■• ; *•■*'*
: ||(4 UM   unhandled. |l< 34 i„ li*   *,• do)
MAKH   Ci„»   |}l«nx p+r   IW ttta
Itr.l.rlS'O    I-***.  i**hi<l* tOm**   II 4S. tm!
II || If «•*. p#r l*» f#*t    S ot M l'> per tt«0
.ci *« tt mm pat im f***t
iioLTa, caRriaob on fee pa^as-**-,***,!
S   •»•. I  aiva'Att   up  lo  lln    I'hf    !«•••   15   I  1
ff tsil. mar 4H  in   V*o off Wat    Note ii***
*-»*r   *U l*im*Ki.  l#*§ JO off lit!   Nolo n»»
«! pure* in *»ff*wl
BOLT!   MACHINE     H end emaller up «<»
I in   long.   Ittl   41   «ff   ll*'.   V*W   1-lB    ■'"»•
*, off ii*i   s t's eel \ '•*•*  >'' oft it*'
Sol*   i . •    ! *i   pun   i»>   ffCril
IfcU.T*    rrnVR   Un   ii  »ff  bat
ImiI.TK    TtltK   !.#*•   N   *>M   J*1r   «»>   all
boHt  fw   b»«*»S#n   pa* »*(<*•
RO A ntV   U**-r*'    Jer   I .SO*   lo   I.***   t**t
r   »• ,*' i <*y* 1**1.
iK'it.rnn  ranok<■ t*>§sbi  MIW nee*
m ii.iUMS   PAt'lJlt   Tane-d. Me  t„ |3 ;»
pot   t Al    ot Ofding   it*   <| -1*1(1*1     {t»;n   TfM   10
•>v -pnf mil
l't'1T» eklwt. III. *»nl<.| ,• BBpfltr IM
I-I! hrtjt* finish IH  ■ IH  e«,r e*'** *•'"    ,1«
• »S par t*oir !?<•; IH ■ *H e*' lv*'-f ***
llt'TTK-WrowtM *«*#1   No   t*l   JH'?1*
II ii p*r «i«t. ih i ih U w r*r San . «S «
is n**» r*f not
•AUi'irr m.x u o§ i*-».ff» nn r«ii
,'A1i*1IK*4 I'l'llioiltli i»M c*pp*t OttO
' ill bra** Hnl*»h   III Ml |M»r Ihrttiwin-I
HIAIN '"nit II «,WiriT wmlA III lt*>6«
t«r lie ff.«.  H. HM» |M,r  I'M ff.t   1*11   l!&^
I tf IM |^.t
' "IIAIN    l^rto«   ||« ■  tl.  IIM MCtl    S
• '«   II Tt  #*rh
''tt'OTKIIH FOOD fnl-r*r*-»i N<> I I!! W
•**-* l'r>'t*t*t%l Ko | |JT»< ^»» , t'nl*«.r».»l
vn  I   |M •« rf.»t    l,i,l*-»r«»t Na   t   |M M <l«*t
"* "••   Ko   i*,.  is io M(^;  Hnmo.  N^   n
II 'I *#•< h
CntmMI   BAKJUBt- Nn   •   ttltl Md
v"   I   III it «irh;  Nn   I. lit 10 *•'»■•   N«   J
l!*S   MPh
i-Kvm mai.i.kaiii.i: r*r n> its-*
i I.'»t»ii:« t.tvi: Winn ptr **,h. i»j M .
»» II *»■: ioo ft   Mn.
DIUUJI Hit an*.* Ml off n*w !»•«
' « imiih H-ln Ml off n*w H*t
K\virriuirnti~.ivr iw t**>i. Hb   W.W
• 'n. M M.  U-ln. |T M
ft K4   <)r*«t W-MUrn. 11% off llrt. 1U««-V
nitmone 11% nir u«t
OARDMf    llnHK   In    •• fl   l*nitl,«   >m
ii»irrt--TonmtMi chv. H-m ■ J W> Ul •'•'•
< ln   « I l«U. Ill (W. Wo* lMHin,l.  H*l« i  *
>    IKJS.  \.\n   , | |„|y   fS| irt   ,„rru«i«l,'l
'«   ■» I ely. IH.oo; Sin   •« 3 ply, l»* J'*
• l« « i i»i>*. in w
,'•"'H.INOe    ATACIIBn-H-n.    Hi"'
•   !" ■   He  0  M(.
,  IAMK Tn A PI-Victor.   |»*r   dot    N«  «
I  Mil. I1«0- IU 1410; 1. MM. I   l>M ,
I'  A   N-Ant   ><»   •.   MM.   1.   l»M-   IH,
1  «rt   I. II0M. I. IMM
JWHH   I. rpor dot  1110. IH   Ui*. «
• 'Mi IMM
,   Hi^,i,KH,   ,''r  '1o,   Palm- ll-Mivy  atrnp.   4
'nl.:.   Un  11.70; cm noo; l\n liTi
',' ft!?' '"l ,:3"* l*,'» ««n<>; 12-ln 112 II,
JOftlK BH08I   Ir,,,,. Nm   o to l. 11.71
,'r   IM tt     '   ''""' 2  "'",   lar,t,'r*   M.M
tiiiiNH   hah. COMMON—Por ion n>»-
t H.«   nn<l ,.\>r :■.,•   3, 4, „n,j f, it„   |gQ
IRON   BAND-  IVr   !M*lbi.-lH-in.   |4.00.
lk*ln li M: l-ln  li 00
llt-i.S.   lil.ACK   8llKKT~per   lO0n>».-   ]<
rwff   M i",   M   K,„tBc,   |c 10(   i|.J0  gunne,
l< ll!  2« (UAffl t*A-
IICON. UALVAN1ZBD 8HBBT   IVr 1 no IIm
.*  t«Uf«   Mnr!i..tr>  ,,r   Kiticlmli.   17 10;   2
gotor*. M '■•   it:"' tnuto. I«.7<*.
KN*«»I'.8.  IttM  DOOR   JapannH. |3 T5 pe
I.AMI-   CIUMVKY8    A.   par   enam   g   dot
I! Jo t5*' 't»i . a. per <i«.i 11 tl; n p^r oa«i
< <l>.i   ll (0 tier dot . B, p->r dot. II 75
lANTlltS^   8l'«.rt   or   long   nlolw.   plain
In |l .i.»»    JgiMinnoe, IM ti «ioi
|*AWN M<'W K»<8 -
T*wnto** IMI I'UmI,-. lis ",<■-. li 1 5 bladt,
114M   Mkl htauli  Hill; i*x*. biado, 111.71;
: ■ » i m».|p in n
•*TAR   I >n   Whool,    S   knl\><».   Mrh.    12-in
1* •»•   ii-in ts* n  :*-u!, MM; 4 knives, 12-
in |9 TO   M In   11,' si, i«.|n , 111 M.
MATTOCKS—Pick,    |»«0    doi;    Cutler.
I* M   it"!
S'VII.8   Wll-.lv    ]lnm>, |3 %'  fob.  Vancou-
»rf. r-l   b»»p 17 t'1 fob   Vnn.-.Mivrr
PICK! '"«r. <*7 n.« 1140 .ioi
I INT. TAIl    1   |0l   11 10 Mrb;   S  »«•    n**
M> h,   S   KOI   Iii*  earh
4
per
1.
*-*
•',' n.    "*    K al    «ir   fjni
l-I.AKTKIt OP PAW8-41.M P*r 100 n>a
niVRTi AND ni'lUIH   ninrh mrrinc*-*. II
l. ifT«   i7c    No    *   ansorte,!   roppi»rr(t   rive
\'<>    I.   It?  tb :   ammrte,!   rttpper   rlveta  ar
I. irra Cl.-.   No   I    »**<>rt*<l    roppereit   bun
...      -.~     «.   .      te^.a     tft V*..       ft     ~M.***mmA     l...»l
IR)
vela
nd
,  .  ...       ...    -    „       ..,.    roppereit   burra
and t>mm J!, pfr tb No 1 coppered burra
?!.- pa- R) Coppered rlveta J-ic per R>
.-. r.|x< ^.1 hum 17,- r^r tt>
)*., i|*i: BA9K Brit lab nui nils boee, 2<Sc;
\. -rf man ll • bee*   ttf
RADIO RHPrJlVlNO BKT8 Th* li«W
rh«nniad>ne 1 I-'. |1M.M le» 30 prr r.-nt .
Ihe ***•'•**» Tti.«-ni!'..hi ,*• TW, t*A$M b*«* M
tmvoni Mtnnqul-a, PUM leoe *S 1-4: Trnna
MUn!.,*   |7| U Imm 13 '.-3, lYi-mlor Ivnaem-
Hr    1*1   !••*• 33   '.   3
i^»rn <i-i: \K»:ns Cone lre« Jewett, i?o
v»» 30 !•*** cnnl . Super 8tH<«K,>r iv>nw,le,
li; i,i Inw io   Home, 113 leaa M
!• \ 1 Tr.Kii'.-* No 7«:>. |i 4*'. etch; No. "<••
M t* ***** .      —
MSAD PMONW)        Brnmlea Superior.  |,.
:.,. m per cent . Mer onl. M leeo 30
«OV-< BUCK Happy Medium 111M dot,
Happy M--a U«£o dot; Dlitloni No < H«»o
arRK\V8<   Briffbl   fl«t     beait    70 10    off
I *t br'-jM round hetd *7 : II "ff Urt; brass
ttoi ban* M M "'', 1,M- b:nM nnini' ■'""■
ie in „ff n»i
m'lO'WS CAP   M off l""
HCRBWH   IRT   :.R off li««
minvi'ts   AS*I>  BPADIW   0,,1« ""  Fo,t
IU •„> ,^r ,*)„» s, Jonea or BulMkf 111 "*■** 0W
dflJrooPI  Mowm No  I IliM-doiji Ko. J.
is: j.^ .*5.>»    No  I, lll-M »»<>» : W0   Wi •*■ ,0
ll 1 ahnva In bia--w -flnlah
S,,||.|:H    H   •<   S.  MM lot"   Wl  per  lb*.
TlMKr!TVttVs8Kt*i   T>r 100 R«a    % Inch.
fi,,-,   *\ il II io, H-m   17 10
RTAPt.lM Oareanlied fence, 1*25 per inn
n- in f'i'1 V'e« e-itvan'ied pnulllT nettlnf.
• Ift^ft oe*- \iili R.a   In full Ve«a
tm'Vi*  ra»n*i  We "ff neap net
W1RB BARBED Per roll—I point, collie.
*,, Md   UM   4-nolnt boa. SO roila. 14.40.
WtRA Bt.AW nU.VAN'l'/ED- Ter too
tt.   v    I N.MI Wo  II. MM
\ui*r. " A s Por IOO iba No 10, H.Ui
v .   it   •'. «•*>   No   '2. M1 _ .    ,
uiV.v.kin ■■- Bee MS 15 doa: Oxford.
,.?,f;r ^    Ri.*vi   MilO   do.;   Ajaa.O
r- *,,i2* Bllllaon leaa 45 per cent   off llat
°Wl? CLOTH-Out of ItOOlf,  Vancouver.
ssiTmU   «: fbilvanlaed out of a«ook,
*i5^iRffi.wWv&« p-.
-^'inllf^'SSS mo* -o
VIHra-oi^ary Solid Box. M Iba., 111.00
MOhi 7m Iba. 115 00 each; 100 lha. $22 each.
PAINTi AND OILi.
Brandram • Hendereon
» .. . ~ Por Oallon
H II  "Knullah" ordlnury colore  14.11
HII  "Knullab" white  4.M
UM  Exterior Oil Hhlngle Stain—
•H'llrnry colora. in 4 gal. cana  $11'
Oieena and ttreya, In 4 gal. cana tiff
HI) Anchor Sblnrfle Slain—
Ordinary colore, in 4 gal cana  lie
Qrrenf and dreya, In 4 gal. cana   Ill
PAINTI
Oallo-,
Ordinary colors, In 1 gal. cana  14.40
Martin   Senour porch paint   4.40
Martin Kcmiur Neutone white  3.76
Martin  Senour Neutone color  „ 1.71
Martin  Senour floor paint  4.16
Sherwln   Wllllana.  white    4.76
Sherwln   Willlama,   color     4.40
Sherwln  Willlama.  porch    4.40
Sherwln Willlama. floor  4.11
PUTT If— Per IM tbe.
Hulk,  barrel* MOtha IIM
Hulk.   Irona  100  R»a _    7.71
Hulk, bona 26 lha    ISO
Tli.a. 5 Ria;  per Ri    ftt
Tlna.   lib 11%
I.IN'Sl'Kn Oil.*— Gallon
now, i to a barrala  it.26
Polled, i 10 2 barrel* 1.29
LEAD, WHITE IN Oil,- Per 100 tba
1,000 Ib*. to 1 ton  I1-J.25
Leaa     17.26.
Ilnindram'a (lenuine -   11.11
TPRPWNTINE- Gallon
I   barrel   tola    $ 1.HO
VAItNtSHK'8- Gallon
Elaattc, No. 1 | I.M
Klaatlc.   No.  2     7.40
IV   Linoleum       I.M
IV  Marine   Spar      f.ll
IV  Furniture     Ill
IV Pale Hard Oil     411
Leaa S3 1-3 per cent.
I.ecqueret  ...„ Ml J leas 40
Automotive Price List
AB80HBER8 8HOCK-Float A  Ford No
I at 121 50,
AiVKi.KRAToiia FOOT—Wlreleas Ford
al |1 76 each.
ASS<>nTMENT8-Cotter pin 13c each; Cap
acrewa Mc each; Set ecrewe SOc each; Ms-
chine wrew 76c eech: Machine nut 71c oach.
HATTERIES~Hot Shot I2.M each.
roots—Tire 4-in. |1,25 each.
BUMPERS-Hoover Twlnbar. 110.10 oach.
CAPS—Radiator, fi on each.
CARBORUNCLUM—Valve grinding l-os. 14
dm.
CABBIES-Luggage. loltapalble 1216 each.
CBMBNT—Radiator, HR> Wonder Work*
er 16 40 doa.
rtlAINS Weed SOiSH M 35 each: IIslH
17 00 ea h; SUI 17.70 each; 33x4 1120 each;
31x4 M 00 each.    I.eea 30-%.
Kll> O SKItv~30xSH 1375 pair; SIxSH
13 96 tMiir: SIxSH 1110 nnlr; 30x4 |316 pair;
33x4 II 60 pair. Leaa 301,.
CLEANERS. WINDSIIIELD-Preeto 11.74
each: Baln-E-Day. II 50 each.
COILS—Spark alngle 16 M each; 8park
double 111 00 eech.
DBFLECTORS-WInd adjuateble 111 10
pair.
ENAMEL-H Dt Jet Ijic $1.00 doa : l-oa
Wonder Worker 14.10 dos: Martin Senour
Oiilck Drying. 1/14 13c each; 1/31 lie each;
l/ll 3le each; U Me each; U Mo eech; H
tl 70 each.
HORNS-Electrlc 15.75 each
.1ACKS—No. 200 12 00 each; No. 4 IIM
each: No. 41 |l 00 each
LOCKS. MOTOMETER-No MO M«
each: No  Sll IS 00 each; No. 311 17.10 each.
MlRRORS-Rear view MOO esoh.
Otl^-Monamoblle. llgbt |l 56 gal; medium
IIM gal.: heavy It 70 gal.
PATCHF58 BLOW otTT-Locktlte. No. I
M 00 dos; No. 3 14.00 dot! No. «. W00 doa.
HLATES-Step  12 00  each
PLPC.S—Spark Champion ISc eecn, A. **.
Tllan ISc each; Hel-FI. »»« eech 52
i
THE BRITISH COLUMBIA RETA1LEH
Competitive Solutions
March
By   H.  R    Simpaon
shrouded
win
Into a room which hai one open doorwa)
In dirkno* put a wild bird.   There are unahiiled
dowsin the wall opposie the exit, tl '"I »»tn Hgni
Watch the bird beat  itself with eruel  pewtalenee
against the panes.
"Captive" merehanta captive in the sense ihe)
find themselves unable to make a profil are exactly
in the position of the confined bird.
There is a way out, but because ii is nol where
the light is. the merehants do nol set it Ami lhe) bat
ter away against remorseless obstacles, so near, yet so
far. from freedom and sui ss wit hunt
The comparison came strongly to this writers
mind as he listened to n group of local merehanta dis
enss thr buy-at-home problem. Thin were tour com
petitors at the big table. At length, schemes and
measures to persuade local people to spend all their
money at home were discussed, Tin follies *->!" loeii
people in much of the ont-of town buying were urged
Against, There was bitterness. These merehants as
individuals for months had lust sleep figuring ways
to get a lar-irer share of local business, ways in cooperation to get more of the total local buying They
were beating their wings against tin* pane
This was a town with too many stores in the trade
to whieh the mentioned merchants belonged Up to
a table, whieh bore food for a square meal for half a
dozen diners, eight were sitting, And, as usually
happens in sueh eases, some got starving rations, and
even the strongest pot far less lhan a normal diet
Wishes Instead of Action.
Consider a somewhat different had competitive
situation in which both the participants are beating
wings against the glass, Here arc two merehanta
who, at sometime in the past, "lost their heads " One
cut prices, without realizing what he was getting him
self in line for. The other followed suit For several
years neither store, had done morr than support the
owner.   Both were worth less than when the c inc.
tit ion began.
Both knew lhe situation was nn impossible one
.and should stop. They "took it out in wishes,"
though. Kach secretly hoped that something would
cause the other to sell out, ami <|iiit the business With
a different type of competitor, pnch figured he could
put prices baek where they belonged, and prosper
The mistake, of course, was in taking it out in
wishes.
What can be done in such situations as the writer
has here described?
Generally spcnk.ii>-. there is no single thing so
essential, if lhe business is to prosper, as r favorable
competitive situation. Merchants prosper in towns
where there are not too many stores and where mer*
chants follow progressive sum. competitive policies
A few hours spent to bring wholesome competitive
conditions about iu a community will sometimes brim*
results assuring thousands nnd thousands in profits
"Competitive" solutions probably arouse in the
minds of many readers of this visions of competitors
getting together In a baek room, and connlvinc over
pnees.   Nothing of the sort  was meant    Then- are
strict and quite easily understood laws governing com
bi net ions to control prieei This writct has tetett ■■• .
to perfectly lefilinula ind wbolenoma regulation »t
competition
un, town within nor obiervatlon hid f>>r yean sn
unprofitable stand In *•» eertain t r«»«l«- Then men
,i\ of siS't; eh-M-gii in ownership Uld liwtyit, v>m
ingly, one more "tucker" to eome iu, !■>»•••*» In* in.■• ■■•
and take IWay  busim its tu nt.tke  lhe profit Ificet ot
other dealers Im-k pitiful
This town non han .» eietn eons pet IU vie linmn U
cause lhe two legitimate stores took a broad and j»r
grcasive attitude   Tin thn*[ merebant, fatlmt?, tinur
nl In* eould run l type «»f %t«»rr whieh rarrn-d onl) a
small par! ofhia present **tn*k     The other two storm
in t'»*>*»n tni*k the remaining *t*»ek off hi* binds divki
ing it between tbcttiawlvti, paying a fair price tot il
The slipping store wt-ut along on Um mow basi* (--r i
few months and then <jnit and thenr- wm no on« t**
bus the    freak" Block of lhe *lor»* and Continue il
It went out of existence
Sueh hippcning-i sometimes strai'fhteu out     *
peiirive sttuitions
A small town had situate**! on »|>po*itr aides ot 'h«*
same Street, in the ' e»ntr*\'" !■»»» merehatit* !'■;•
had not spoken to eaeh other for vear** and Compel!
Un polieies reflected the Ntlerneai Neither was
making tin money he should
Touring «>>er one week end mereh-inl A enn**
merchant It and his family near nightfall on ■* r* '•
litth travelled ro«d The ear of merehan! B WSM hop*
\* taly in the mud
Merchant A wns ' feeling good" thai diy Hw
oldest daughter had armed home from odlejfe bring
ink Unexpected and high honor One «»f iwsm ■'
over exprcssioni" the imchobigi-ii* talk ibooi
prompted merehanl A impnUiwIy, to ttndir Mh tet
Heea And bl did not wait lor tin answer «»r llfU
ment   he jumped righl out st hi* ear with I towing
rope
A small  chance happening   but from that ti*
new  far more wholesome competitive *pirit reigm I
'" thai small town    It wan reflected in pricing ami
other politic*   Tims.- men prospered a* ihey had m»i
befon   ami |here had been no secret priee igrremci
Find the lev Naa
n"c fael thoroughly w.ll established i* that i!
'""'',1''uif who hi,uld have his competitor treat hii
We   III compel it Ion  should, lirsl, mat his compel li
well, himsilf    \ merehmt finds himself th il> •
in hia trade belonging to i local laioeJition <>r clul
it he sH shortHdghted, ho will endeavor tn keep I
nitnpetltor out If he is progrwmive, reallidng th. ii
flircet wtm in whieh a competitive situiUon ean l>
controlled, hi will prefer t„ have competitors In men
"omhlp,     II,  win wanf lfl ,lftV(, f(u, opporttmhv l
work with them ,„, club or association projects      II*
w>ii „ wise enough to *.«, that competitors working
together hirmotliouily in « ,.|ub project ore bound <
Practice competitive attitude* and policies mow bene
""'l for the trade at forge,
Key ii,,,, are at a great premium In many trade
j"", li*ml***  ■"',   SO  much   because  Ihev  are  liar.:
10 ""a. m becauie the type of man has had little pub 1926
THE BRITISH COLUMBIA RETAILER
53
licit y. A key man is a mediator—* * go-between" if
\oti will. He is a man who, possessing the confidence
of several competitors, can um- his influence to develop
n far better competitive spirit, to say no thin 1 of actual
co-operation in ways which an* legitimate,
Most merchants linilinj* themselves in a bad eompet-
iti\, situation, beat their win^s agnlnsi the glaaa, Thev
try to escape ihrough incomplete, Impractical routes
lhe fact is that there an* fairly mimer« ■ ..* measures
netting At the root of the trouble, whieh m.iv be feasible
line Purchase by two or more merchants of the
stoek of a third atore
Two A consolidation of two or more businesses
under one roof
Three Thc reduction by merchants of lints car-
•ie.)   dropping the unprofitable one
I'otir Injection «>f a key man into the situation
Jobber* selling to several competitors sometimes function in thin manner, or a tactful salesman, selling tt* all
Five   Obtaining the Influence of local hankers
Si\ lu one inslaner, a landlord persuaded a cut-
price merchant t«» alter his policies The landlord
.-.is convinecd that the policy would ultimately wreck
•h, stnt* and Ion him a tenant He argued, applying
pressure, and the cut rater changed his ways
Seven Friendly co-operation by competitors in
luncheon club* ami other fields There is bound to be
.i wholeaomi reaction on the competitive indices of
either
More eould bt* added to this lis? The principal
point i** that bad competitive situations are not inevitable, nocemry thinaa   When thev exist, thev eon-
ktiltltC by far tin- biggcal Jolt to b, dom. and they
should not be permitted to continue until all practical
• ff'»rts to remove them have been exerted
TIPS POR LIVE CLERKS
On Loyalty to Your Employer
An K.nitlish writer named Carlyb made a state-
• nt yean ago to the effect that no man was a hero
Ifl his villi That sayinir has been Quoted n million
limes until Rome people actually believe it' of its fai-
lacy we hive been Impressed many tlmoa as we talked.
fondcntially, with the clerks nf retail stores.
Last week « elerk. expanding enthusiastically on
ihe good qualities of bis employer, mentioned euaually
thai his boss was a man to fight for   ymi felt like it
Vnd investigation brought out that tin clerk had ae*
'ually had liit UkM*. on two occasions, with reckless
I" rsnns who had s, «n lit to malign the no reliant to his
\etV
That is lhe right spirit     I.^»>alt>  \\--rks two ways.
>"U know      There is nothing »»> employer learns
'"'Ut  an   employee   that   really   pleases  him  mote.
1 icma the cockles of his heart, breeds high regard
nd often real affection than the signal, unswerving
"Xally of a man   At that instant, that loyal employee
worthy of special consideration    You can bank on
''"it in ninety per cent of eases he will get eventual
itfh reward for his faithfulness
'<'* just human nature-that's all    Why do em
phiyera repeatedly keep on men in dull times not really
'  "led?    HeeaUie those employees have been loyal to
hoaa   now  bo iveipi-oc.it. s,  till it   hurtl, because
'   '" human, and is bound to stick with the boy that
stuck loyally by him.
And it's ^ronderful, utwe this tMUaml tnwt eomea
into flower, how it benefit* both parties to it. No
clerk Krows faster in ability ami worth, it has often
seemed to us, than the loyal fellow whose loyalty is
known and appreciated. It's like sunshine to trees
nnd flowers, this appreciation.
We met .in a store thc other day a clerk who, we
believe, felt the meanest nnd the cheapest of any clerk
who ever waited on us. After working in that store
for several years, he had listened some lime before to
tin* persuasiveness of a competitor and left. We had
met him in front of the new place of employment, and
he had insisted on telling why he had changed, various
merchandising practices allegedly used by his former
employer of which he didn't approve, why the new
store was so mueh better.
It was a nauseatitifj- dissertation. We passed in
with a bad taste in our mouth. And now the mnligncr
was back with the old employer!
"I'm ashamed of what I said to you onee," Jake
whispered to us as we were leaving. "This store is
the beat store to work for in the state—and thc best
to buy at!"
The world doesn't like to listen to people who
knock others. It has a greater suspicion, always, of
tin- klioeker than the knocked. That is one reason
why no elerk ever should talk disloyally either of a
present employer or a past one. He gets in right with
the public by talking loyally.
After all. we think the principal reason why a clerk
should be loyal is his own conscience. If a merchant
doesn't merit your wholehearted loyalty, he's no man
for you to work for. You not only become disloyal,
but you live a lie.
Find an employer who does merit loyalty, and then
give it to him KM) per cent. That is thc way happiness and prosperity lies!
THE  BEET SUGAR INDUSTRY IN CANADA.
Th»» production of sugar beets grown for beet sugar ln
Canada in 1924. according to the Dominion Bureau of Statistics wan 295.170 tons from 31.111 acres, an average yield per
acre of 950 tons, as compared with 159200 from 17,941 seres,
or an average per acre of 8.87 tons in 1923. Tbe total value
of the roots grown in 1924 was $1,704,791, ss compared wttb
f1.922.66s in 1923 The total production of refined beetroot
sugar In 1921 was $85,770,109 lbs., of the value of 91,191.145.
In 1923 the corresponding figures were 39,423, 110 lbs. Of tbe
value of $3,745,200. During 1924 two Canadian sugar beetroot factories were in operation. A third factory baa been
established at Raymond. Alberta, and will operate for tbe
season 1925 26 The company reports thst the acreage planted to sugar beets for this season was well over 6000 acres,
nml the total production is estimated at 58.000 tons, an aver-
ntti> yield per harvested aero of 9. 75 tons.
STOCKHOLDERS  BUY WILSON  4 COMPANY
Packing Concern, Which Haa Been in Hands of Rtcaivtrs,
Sold to Reorganisation Committee—Wilson Still Haad
Wilson A- Company, the big Chicago packing company.
whieh went Into the hands of receiver* in 1924. was sold at
auction recently at Chicago to the reorganliatlon committee
for $23,150,000, and the reorganliatlon plan, which has beon
In the maklmt since the receivership, will be put into effect.
Thomas K. Wilson, who has been president of the compan)
since Its founding in 1916. will continue at its head.
The sale to the reorganisation committee, representing
bondholders and banking Interests, was foreshadowed for
manv months. Frank O. Wetmore. chairman of the board
of tlie First National Bank, and chairman of the reorganliatlon committee, bid In the property for the latter committee.
The committee represents more than nlnty per cer.t. of the
stockholder* and creditors. r»4
THK BRITISH COLUMBIA RETAILER
M
tre|,
R.MA. TRADE SEaiON ACTIVITIES
ii
Executive of thc following sections of the Greater
Vancouver Branch Retail -Merehanta' Association, have
been elected for the coming year:
Automotive Section.
Executive Officers-President. A K. EUgginsi Ut
vice-president. Wm. Hand; 2ml vice-president, B j
Johnston; hon. treasurer, A. Fraser; hon secretary. R
Chamberlain.
Automotive Electrical Division.
Executive Officers,—Chairman, Ken McBride; 1st
vice-chairman. 0. F, Nott (United Mattery Service}.
2nd vice-chairman, V. Mcintosh (Triangle Battery Ser
vice); hon. treasurer. F. V, Salkeld( Service Oarsge);
hon. secretary. Jas. Reid Merrill
Independent Gas and Oil Division.
Executive Officers,- Chairman, \Y   Noble, Central
(las Station; 1st vice-chairman, 0, I Purcell; 2nd vie,
chairman. A. It. Higgina; hon. treasurer, (J   D  Cun
ningham, United Motors; hon   -secretary,  P   Hurt.
Kingsway Tire Repair.
Butchers' Section.
Executive.—President. 0.  W, Jackson;  lit  vice
president, A. Laskie; 2nd vice-president, Chris. Slater,
hon, treasurer, T. Barrow j secretary, .1  Ritchie,
Postal Notes.
Regulations have been issued by the Post Office
Department whereby parcels weighing from eight to
fourteen ounces will be aeeeplcd by the P. 0 on a
cost of distribution different iti of one cent for each
increase of one ounce in weight, from eight ounces to
fourteen ounces.
George Hougham at Ottawa
Word has been received from the Dominion office
of the R. M. A. that our old friend George S Hough
am, who for the past several months has been of fie
iatingin the capacity of secretary at Alberta, aaatimes
Dominion-wide duties in connection with the work of
thc association, probably in the publicity department
All British Columbia members will join in wishing
George every success in his appointment,
Judgments Transferable
Provincial Secretary Waller F. [fog, nd vises that
judgments arc now transferable between the provinces
f New Brunswick, British Columbia. Alberta and
Saskatchewan. To the retail trade this means that if
a judgment is obtained againat a debtor In British Columbia, and such debtor moves to one ,»f the other pro.
vinccs mentioned, judgment ean be proceeded with
against him, without having to obtain another judgment in thc province where lias has moved to It is
expected that this arrangement will be extended to
provinces further cast at a later date,
Revelstoke Branch Meeting.
The new officers elected at the annual meeting of
this branch of the Association for thfl year 1026 are
President. C. B. Huime* vice-president, L, C Mawon«
with If. J, Bewa, treasurer, and W, A. Sturdy seen*
tary.   Tins branch is making excellent progress nnd
the newly elected officer* nver that  thin bran     o*\\\
ihort I) hn\e a n*i per cut meaberthip fur ihcir di*
trtct
Moncton Brsnch Electa Officers
Kteetlon of offleeri at the nnuunt meeting   ( •;-,,
Monet on Hetail Uerehsnts' AflKK&ition held r.    ,*'\
resulted aa follows    President, A Syvtrtsen; 1st vi
president, H Qognen; 2nd Hes president, Win I - i«
han. seen tary tr» amirer,  I*   D   Aver, executive
jH.s.d of tin following   .1   A   Ray, D  R   Mv   •
,l,,<> White, P W S Colpitis* J W liorria; audi)
miller •' A Bute, A T Doyle ami Cecil Pesfee
Praaer Valley Brsneh Holds Annus! Meeting
A  V (1   \| .*,<-,|..-.2,1 wis* rlecied president
H*tad Merehanta1 Aseocistiottt Fra-wr Vall-M  braael
at the annual meeting of ihe orgsnisstJon reeentli
I'thit officers eleeied wen    Kim viss-preaidenl, 'l
il   Jaeobaou; *»*-ct»ml  vice* pnnident. C   K   t^tafij-e,
third vie* prenidmt,   II   Timbek,   trcaturer   A   \|-
Donald
A summary of the more important ttUvitk-i   i 1st
organisation during the pa»t v*ar wa* given tn ibi r*
p»»rt of the retiring president. Row W Smith
OeiSwetd—
DeaaM  li   ii-porM w»td ««t to j  Wagsta/f [Q&
Otrecht —
Cooper C J   Reported ioj-i ,»ut i» r o whirr!-*
Nfiton —
N.lior,   \*t*tw»U  tn     H»|*>f!eM  |r   tttittxrUl  SUtU*   a
Meeting of Cft-Sttsri h.t-4
Nt* Wotlminotor™.
OrsSara   •;   ii   cmm*t,r+*i ianstot)
Htfcln*   T   J     R«,«rtr^   m**\ out   trtstifr iinn*t*
i-ssn*-  j      ]\,^fU,\ ,n Br,4t5fU, ^(fi^,,,,, (|»fp  k    .
Utmis    I    J    U07t4   |«   ti*-*m   Usrmu.ll
»"»" Bras   som ou. io c a pautou tgnwat)
rase * WUHeelSa   CeoMMsetu (boot** or** »*-*»«)
rallcr. MeOejaW, Ui   Ayslytsj for eftta* or won i
m*St,  W»».on.  U4   ta'***t*. ,i0fr|
"llf'T i '.fmrr"n  W   Apptytsi for emssm ot
10   John   llulfrr.   Hi    (Jfosrlry)
Var-touvtr—
Crtssey, h   j   iu$srt«l  sttee-Mtfsd  by  Cressi
AtjaiSa, l.nf   (uilom) '
leoBiecikmery, e i
Real Bilk iio-kry miiu or ftammm -Wsaotvtd i
nvrsaip
A«hiL£' ('.°  nn *»k«sw -Aociion sail af    i
reSetJr    ('°   ,',,,   AP«,,,r»,l0« "» '^'rt" n»""
,lffSoB Mr)M"     ' Hr|wr,H «W»«tUM  <*^u
OjWitose, j j   n«iiifrM u\c sdvorUsed n»«iie. tatii
in...i .   V ,"' -n^l»rHM| .old Cordova Hire.. I
inrni to H  A   Mnrtln
Or?.,^.'*    rmn*  f«f  CtlNltn  for  pSWhiM"
s^•bfH*rd*,,^,, Co "H,ork ri,'K,r,"«l »°,d ,0 H  NS
Victoria
DBrtSSlc,r M',,"," °°n iM        0mi** ,,r"rH,' 1926
THK BRITISH COLUMBIA KKTAILKR
55
THE FUN SHOP
DL   ""*" "2,1' IT" CTm"" "'""" *" l,w",d " e,n""""« ** "*'• ""rt"***  *-y ****** tm
Vou give >our elerk two Weeks -.acaiion over} >ear. don't
,,,u   Mr i noil'" a*ked a frU-titl
,\ month,' grunted Lha eminent haberdasher
a moBtbf
y,»       Two Wi»«'k» wln'ii  the)  so 00 their varation find
wii troeSS when I go on mine"
The EtOttSe AgSfil "Vou My you have nu children. Kratno
libons *»r radio mul >ou don't k»*»p a dog You seem juxt the
quiet tenant the owni»r laatale on *
Thf Apartment Hunter "I don't want to hide anything
iboei o»> behaviour, »o you much! nil in«* owner tba! my
intafa im**' »queak* o bu "   The H»«\v,|,r
Wfflk   Rtftrenct:
hmi'Su>«r ito applicant lor o position who bai handed In
i, fcrtseea from two mmiM*r*i w#« don't work on lendaye,
*!,*,•,i-n't you o raferesee 'roni •omcone who sees >ou on week
da-fsf
Voe BO*   tow   what   I in  up ag*lnt>*.'   tald  ihe taletnitin
•im wai taking Ms boas aressd lhe terrilorj   "indn't >ou
< Id Suiter yawn In my faea when I wa* talking to him?"
II,- wann'i yawning" replied th« IU>*» He wan merely
trying |o »•») nomr-thlng "
My hunhwnd  I* #o good to ht» employees "
I* he*"
\*tt    ||e rum-* bark home lasi nigh? nil tired om   pir-or
• iin*   BOd I heard him murmur In hi* ttl,<,'p     Jim   I'll rslSO
<i ten.' and bttallMSS u no dull too'    BlOW 1*01*8
Mrrrhant   "I only hire married men "'
.t>*x)icwii-.'t?r
UereSsSl•-•■■"Vre, th*»y are not In »ueh a hurry to Ira-,'* the
I ,,-,'
Um of Candidate* remind u*
Thai the good old Party Hon*
l*w* noi need ggpesetVO feeding
For he thrive* on Apple»auee
Kindly old lady-  "Did um* break urn* little dolly**'
lt*StSl four year old   "Ye*    Why thf hell do the> mak«
demo thin* so fragile'"'
lt< porter   "And lo whal Mr tftubb* do you attribute your
ureal o****"
Mr siuhbt*   *-To the fan. sir, thai I happened le be born
h   's-JS'-hinrh
*»lrmoan—"How many cigar* do you BtSOkS Ifl * **■*>"
Hiiyer»M0b, aby given number"
There." Mid the ad writer, at* h« toeaed the copy for ihe
" U day'* newspapers on the bo***'* desk. "Ik en aavsrllaS
* "i eontalnlng an unanswerable argument"
'"Ming back lhe copy thc boss Mid
1 'tango ||. for heaven's take,   We want a lot of answers
'hut ad'
Getting On.
I lie ho** Offered me an Interest la ths Ann today "
"HedWr
'Yes., he »ald lhat If I didn't take an Interest In it pretty
l»"d ftri> me "
1 mploy
Rm
"Hut Pee worked for the Mine salary for five
ployor • "Well, you ought to be used to It by now
Policeman (producing notebook)—"What ch'ur name'"
Motorist   "AIovhIuh-Alamalr—Cyprian."
Policemen (putting hook away)—Well, don't let me catch
>ou again,"
Using Dan's Dough.
"Papa." x'id the small son. "what do they mean by college
bred'   Ik i- any different from any other kind of bread?"
"My t»on," Mild ihe father. "It is a four year's loaf,"
He was Visiting the city for the first time and had secured
a "room and bath" at the hotel.
"Well, did you have a good night's rent?" the clerk asked
him nexl morning.
"No. | didn't,'' wan the reply, The room was all right
and the bul wan pretty soft but I couldn't sleep very much,
for I was afraid that someone would want to take a bath and
lhe only door to It was through my room."
"Queas BIJ  girl in college has changed her mind about
basketball    She  iti evidently going  in  for something more
useful"
"How ho""
"Now she writes that she has made the scrub team."
When American Journalists tried to Interview M. Calllaux
recently, he asked them not to speak so quickly and not to
swallow thi'tr words. Commenting on this, Punch remarks
that this habit of not properly masticating the American language accounts for the prevalence of dypepsin over there.
"Why Is >oui window filled with misspelled and ungram-
matlea! signs*" asked the inquisitive man who had gone into
the store.
"Why people read them and think 1 am a yap and come In
to short change me.' replied the storekeeper. "Can I do any.
thing for you*"—Punch Howl.
MISFITS.
Scene   A shoe store in Memphis,
ltoss sees a Swedish clerk throw a pair of brand uew
shoes in the waste basket.
Boss—What's the Idea of throwing those shoes away!
Swedish Clerk- They baue no gude, t try them on sii
fellers and they don't fit anyone.
NOT FOR LIFE
Sam (on Ihe outside looking In)— Look here, nlggar, l»
you In fo' life?
Rastus (on the Inside looking out)—Not me, 1 alnt; I*
Just In furn now on.
ORDERS.
Mother—Dldft'l I see you sitting on that young man's lap
lust night? ,     ...
Daughter -Well, you told me that ir he got sentimental 1
should sll on hliu.
THRIFT VERSUS EDUCATION.
Kadder, vou told me you would give me a dollar every
time I not a A In eolUteh.   Padder. I made two last *•«•
•Veil, here's two dollars.   Now quit studying so much. It s
bad for you " ss
THK BB1TI8H COLUMBIA KKTAILKK
•rch
ENCLOSED FIND CHEQUE
By A.  M. Burroughs.
How're collections!"
How often you hear it and how many limea you
have   to   confess   that   collections ana Monlj lair.
merchant when he ha* bills to mct-Slow payim-
"potr" or just plain "rotten!"
Credit customer! are the ban of all too many basi
nosses. Kvery merchant has at some time or other
found himself either in the frying pan or In the tire be
cause of the credit problem.
If he decides to go on a strict 1^ raah baaia h<* will
lose a number of his best customers It he tries to
force delinquents to pay up their past .Iti*' Recounts he
will incur ill will.
On the other hand there is no dodging the facl
that a big part of the average dealer's working capital
is tied up in goods for which he has not paid and for
whieh, in all too many cases, he will not be paid in two,
three, and in some cases, four months
If he is a wide-awake merchant In* has saved money
by discounting his bills. But thc steady Increase in
past due accounts has brought him to the realisation
that he won't be able to take his discounts much longer
if his money is to be tied up and come dribbling in over
a period of three or more months
In most eases the trouble is due to the faet that the
merchant has not a system of account ini* that permits
him to keep daily tab on accounts receivable. In other
words he does not know until the end of thc month
how mueh money there is owing to him; who are delinquent; and whether too largo a proportion of his
working capital is tied up in stock sold to slow pay
ing customers.
Unless sueh a business man revises his accounting
system to an extent that will give him thnt Informa*
tion when he wants it he slowly will become hwolwd
in a serious situation.
Capitsl sll tied up.
There is an actual case of a comparatively small
retail dealer who used to have $10,000 tied up
in slow accounts all thc time. He worked oul
his salvation by the simple expedient of putting in n
bookkeeping system that enabled him to know each day
just exactly how he stood in thc matter of collections
This dealer, we'll call him Peter Johnson, had
built up a splendid business in ten years. But for years
he had been troubled with the aggravating problem
of collections.
It**!,'
Bruises       Sores
Rheumatism
Seetht ths sore muselts or li8a
ment. by rubbing in Mlnard's Llni.
•^•nt. It psnttratts, rtli.vss and
heals. It eases inflammation and
restore, the injured part to health.
Splendid for cut. and .ore. it
•terillie. and heal, quickly.
Two years ago hia capital waa down ao . •* m
couldn't meet n bill of |1,,VM'25 in time to take I is dk
count For yearn Johnson had paid hia rem **uh
money saved by tsking hia discounts
Me km*** tiu*iht'*M had been good for BOUlhi unht
He knew, further, that his eipeiiM** had not b••:» \„
creasing But thc faet remained that he didn • naw
the ready cash to meet the bill.
A long Mtriot) with the bookkeeper brought oul the
information that then* wn§ due him from (tredil em
turner*-* over its tune* the amount of that bill
The result wan thc inatallatioii of an Itea u (jug
method that has reduced thc matter of CoDectiuM a*
molt to a acieitee
The salim! feature i* that JoJUlSOB km-*', v
day exact!? how much of hia working capital i% ti?.|
Up in accounts receivable He watch**** that llgur« ,*ar«*
fully Experience has taught him just how largt bi
may safely allow it to b«mm»c And when it r- .vh^
that point he atari** **■ tiding out tactfully word, ; tt
minder" letter*
Hi hai aluo weeded out a number of ehfonic ilea
payers After hi ha«l done w he waa fturpn^l il *V
esse wi'1; which it waa done He »ay» that it i*
hi* belief that the euatomer who bstOISH India
beesusi a merchant want* a pant due leSOUUt pai
ih not a good customer In have
hut probably one of the ujujoX important fi
nf his present accounting ayatcm i* lhat hii bo^ttk
n,»w in able to git the atateinrnu in the mail Ihi
ing of the last day of the month
The bookkeeper w Jobmon himself etch »l ■*.
••barge items, credit memo*. ea*h and ch> V |n*>
to the customers' ledger and earh issottnt ss kept
sneed t«» date
So, on the lfl«*,t day of the month   Steh ■'••••
balanced f'»r the month    There i* no mail Hfsi
gel out the statement*     The .*,«*. t.ini!*** do not h
be balanced and pro-ted     To prepare the slat**'
all that is required i*> Is copy OR lhe items in tlo- '
address the tnvelopis   nnd they're ready f°r thi
man
Tin   h» \t morning tin v're on lhe deak of Ifl
t'-inem    And it is axiomatic in modern merehar.-
thst  the i.uly stntetncllt  gel* the check     The
ment that getl to the eiintomrr'ft deak when th<
book in opened is certainly going to receive a it*"'
more attention than the atntcmeiit thnt comes ll
aloui thirteen or fourteen days after the fint
mouth, when the batik balance has Iwen sadly **' I
ioi
\"
i't.
im
•h*
J. A. TEPOORTEN
LIMITED
WHOLESALE DRUGS
PATENT MEDICINES DRUCISTS* SUNDRY
PHARMACEUTICAL PREPARATIONS
30* Water St.
Vancoimr, B. C I'I'ii
THE BRITISH COLUMBIA KKTAILKK
61
Mis. Nile's Masai*
ORANGE
GRAPE FRUIT
PINE APPLE
2tt»—4(h  Am.. Wm.
Rhone: Sty. 13J
PALM OLIVE
SOAP
Representative:
Dean Armstrong, ISS4 Larch St
Vancouver, t.C.
Phone: S*y. MIL
OAVTON    SCALES
Meat    SOcera.    Meat   Chopper*
Coffee    Mine.    Cheeae   Cutter*.
Broad Slieere.
INTERNATIONAL   BUSINESS
MACHINE   CO.   LTO.
r. C. STRICKER.
Local  Representative
f>*S Seymour %%.   Phone:  Sey. 2S1
CANADA STARCH
CO. LTD.
I. H. ROWNTRES. Repreeentattve
207 Haatinga W**t. Vancouver.
Phono:  Soy. M
BRmo.TUCKaCOMPMT
LIMITIO
WhoitMi* Tea an* Coffee Merchants
iaaio'a ssat" ana "TUOOR'*
■RANDS
«• Hamilton Si.       Vancouver. BC.
Phone i Seymour 1744
QUAURJAM8
nOMlHlOK OANNBRS, B. 0.
Limited
VANCOUVER, B. C.
Phone: Bey. IMS
Our Whoieeale Department Carriea
a Complete Line of
GROCERIES 4 TOBACCO
HUDSON'S BAY COMPANY
Phono Sey. 5131
VANCOUVER, B.C.
MONARCH   KNITTING   CO.
Limited.
Menu ami womens hosiery knitted
outerwear and hand knitting yarns.
KepreHented In llritieh Columbia
S. 0. STEWART 4 CO. LTD.
311 Homer St. Vancouver, B. .C
Phone: Sey. 7525
ROCK ISLAND OVERALL (0.
Rock Island, Quebec
Representative:
R   M, Foster, 3544-32nd Ave. W.
Vancouver, B.C.
Phone: Bay. 5030Y
Paper hnft*. wrapping paper,
(or all requirements,
COLUMBIA PAPER CO. LTD.
1011 Hamilton St. Vancouver, B.C.
Phone: Sey. SS22
Kellogg's Corn Flakes
Local Agents
L P MA80N & CO.
510 Hastings West.
Phone Sey. 2901
NORTHWESTERN MUTUAL
FIRE ASSOCIATION
Flro PrBvtnWon Insuranct
731 GRANVILLE  STREET
PHONE  SEY.  1539
Head Office:
CENTRAL   BLDG..  SEATLLE
CANADIAN
TOLEDO SCALES
E. 8. CHAMBERS, Agency Manager
424 Cordova St. W. Phono. Say. 3911
Vancouver.
WRITE VOUR OWN
Show Cards
SHOWCARO WRITING ia o book
of 191 pages elegantly bound in
battleship grey cloth, with over 200
illustrations.. .Send for it today.
Price $2.00.. .Money refunded if not
satisfactory
Progress Psbtisausg Ct., Ui.
101-2 Merchants' Exchange Bldg.
Vancouver, B. C.
(info Pestra Cereal Ct., MM
Head Office     - Toronto
Local Agents: —
McNEELYS LTD. Phono:
739 Haatinga St. W. Sey. 9337
Phone:  High. SSS9
lfSa£2P*^*^B
llMAl CONE COMPANY
Manufacturer of
ICE  CREAM  CONES
Purest Made     Coat Loaa
335 PRINCES8 AVE.
Vancouver.
D*.,|*R««
i
BORDEN'S
EVAPORATED
MILK
Vancouver Office
332 Water Street
Phono: Sey. I3S3
STORE EQUIPMENT
Scalea, 8licere, Cuttere and Cabin*
eta—Now, Rebuilt and Second Hand.
Cash or Terms.
THE SCALE SHOP LTD.
Sey. 2SS1
SIS Cordova St. W., facing Homer. 58
I UK BRITISH COLUMBIA KKTAILKK
M,r
PAPER BAGS
J. C. WILSON   LTD.
1018 Homer Street,       Vancouver.
Phone: Sey. 781
ROYAL CROWN
SOAPS
MaSuTSctured In British Columbi.i
and guaranteed.
ROYAL CROWN  SOAPS LTD.
GLASS  JARS
"Improved Gem" A "Perfect Seal"
Local Representative: R. G. Moore.
Doaieioa Glass Ceatpsay Ud.
510 Hastings St. West.   Sey. 5138
B. C. Distributors of
Messrs. T. H. Prosser A Sons Ltd.
London.
Manufacturera   of   Prossers'   Cele
brated Line of TENNIS and
CRICKET Supplies.
Associated Agencies
LTD.
615 Pender St. W.        Vancouver.
Phone: Sey. 131
WATCHES,  CLOCKS,  JEWELRY
Western Wholesale Jewelers
Cordova and Camble Sts.
Phone: Sey. 2765
PAPER  PRODUCTS
MANUFACTURERS
CONTINENTAL    PAPER
PRODUCTS LTD., Ottawa, Ont.
Local   Representatives:
Smith, Davidaon A Wright
Davie and Homer Sts.     Sey. 9565
WESTERN GLASS Moant
PRICES RIGHT
-SERVICE   FAST  A
-QUALITY
POLISHED PLATE  GLASS
MIRRORS    II     WINDOW  GLASS
Western Glass
Co., LM.
IM Cordova Sterot  West
Vancouver, B. C
Phone Sey. 6617
Hams & Bacon
Shift's "Premium"
SWIFT CANADIAN CO. LTD,
Vancouver.
McCORMICKS
JERSEY CREAM SODAS
McCormick Mfg. Co. Ltd.
1190 Hamilton  Street, Vancouver
C. H. KENNEY, Manager.
Phone: Sey. 3412
SERVICE   TO   OUT   OF   TOWN
SUBSCRIBERS.
Tho Brltiah Columbia Retailer will
be pleased to furniah subscribers
the namoa and addreaaee of repro.
eentatlvee  or   agenta  of   eastern
manufacturera in Vancouver. We
will alao advlao where their com.
modifies eon bo purchased.
PAPER
BAGS     ANO     WRAPPING
Norfolk Paper Ca. Ud.
136 WAUR STREET
Vancouver.
Phone: Sey.
SPRING ANNOUNCEMENT
Fancy Silk Hose for Men at
the   Ri^ht Price
Wr.tt for samples.
td\ACt(
> BEAR
+ %**
R. A. SIME, B.C. Distributer
ths slack esAMuracTue-No ca.
318 Homer St.       Vancouver. B.C.
GALVANIZED IRONWEAR
THE THOS. DAVIOSON MFG. CO.
LTD.
123 Powell Street Vancouver.
Phone: Sey. 4656
ftCOlSTCRKD
CHIPMAN.HOLTON      KNITTINO
CO. LTO.
•j H. Welsh A Co. Ltd., Agenta.
IM Homer Street,       Vancouver.
Phone: Sey. 4191
GILLETT'S
LYE
L   Macfariete. Rtprt«t«tj> .,
Behtne Budding.  Vaneouvtr   oc
Pho«e Sey, UtS
UNDERWEAR
ATLANTIC UNOERWEAR U0
S. H. Waieh A Co Ltd. Ag«Mo
}tg Homer Street VtASeovtr.
Phone: Sey. OW
TIGER BRAND
UNDERWEAR
J. J. MACKAY. Agent
MX Bower Bldg    Phone   »..   ■-*'
The GALT KNITTING CO LTD
Gab. Ostsrio
14CEETEE"
Pura Wool
UNDERCLOTHING
TURNBULL'S of Cult
Local OfSco    |ia Momer Itrff-
Phone: Sey. 7W
T. 0. STARK Te'ip'
F. W. STIRLING ***• •'•'
STARK A STERLING
MANUFACTURERS'   AGENTS
104] Hamilton Street.
VANCOUVER, B. C.
Addressing
ttoslinn Li***     tttminV •****"*
tototoolio I atimta ttttittta. ••«
Direct Mall Compaltn.
tie* ttmm efflrtonf It
Wrisft
ISS llMIInt* ta In the final analysis all merchants agree that KRAFT BAGS
stand out pre-eminently as the most economical.
The extra cost over Manilla Bags is more than made up by
increased trade from satisfied customers.
STIPULATE "ATI AG"
ALWAYS
Recognised everywhere for their dependability.
THE CONTINENTAL PAPER PRODUCTS
Limited
OTTAWA CANADA
SMITH, DAVIDSON & WRIGHT, LIMITED
Vancouver    ■
Victoria
Edmonton
Calvary
"Using a 'Continental Bag9 is Bag Insurance"
XL. ,.C
Swift's "PREMIUM" Hams and Bacon
•    t   t
I //v
W
si I
"""""5 ?*>...«»
** .   .    .
mid.
tat*
it*
SOMETHING DIFFERENT AND
ABSOLUTELY SATISFYING FOB
THE EASTER BREAKFAST
As a dealer, you should get ready now and
place yourself in position to cope with your
trade's demands for Easter Breakfast.
Solve the solution and stock SWIFT'S
"PREMIUM" HAMS and BACON, unsur
passed for quality and excellence.
SWIFT CANADIAN COMPANY LIMITED TThe BUSTER BROWN

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