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The British Columbia Retailer Oct 31, 1925

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 ZHE British Columbia
tSZ&X,   OCTOBER, 1925  -—ajS^IZ
Eighteenth Tear.
Greater  OAVTON   Scale
OAVTON   Meat  Chopper
OAVTON   Combination
Cotter  and  Meat  Chopper
OAVTON   Safety   Meat   Slicer
DAYTON   Safety   Bread   Slicer
That Will Help You
Increase Your Business
II. n* are a few of tlit* mope popular models In
DAYTON business-building machines for Retail
Mi ■•-.•limits. It will pay you to equip your store
with these machines. Kvery DAYTON is gunt'*
ant red to give satisfaction to tin* user, and to
maintain its sturdy, praetieal serviceability
through veal's of constant use, DAYTON S
quickly pay for themselves oul of a part of the
money they save ami the increased business
tiny bring.   Monthly payment plan, it' desired,
Jlsk our neatest reptescntatiee lo shoo* you the type of
DA YTON suited to tsout needs. Ot write us fot
illustrated folder on the complele DAYTON line
OAVTON CHttit Cutter
#i ii   mammasmmiwmam
Porcelain Seal*
DAYTON Fan-type Scale
'1MI («*
DAYTON Coffee Milt
iffllFSs        .S.**ri.«' "-''V ^•'',5 °l,urs m ■l// •n"»"*/,j/ Cltt<i
Factors ami 11**1 fWitt    «"«-* r*»ont*>* f)nlan«
.... lllfTdlC   t.M«   1»»'»«'»
coMfuTmo ti »ni corrti mai
nm nson w» «•«•»•«" MADE IN CANADA     matomom««i
•buraio ekftOMi **-■* "'"'" "
••too tuciM
i ««iu »tiNH M»0NI*H
VANWUVRR OFFICEt 886 8BYMOURSTRBRT "Standard" Paper Bags—3 grades
Wo Manufacture and sail
tho foUowing 'Standard*'
Paper Bags.
Actually Stronger, Tougher
More Pliable, Moat Economical
Most Satisfactory
Be Sure to Use the Beat   They Coat No More
Paper Mills:
Lachute 4 St Jerome.
Manufacturers  since   1S70
Manu/a-cturtrf of
for   WholasaJtrs and Rotailara.
Phono: Stymonr 781
The same price
at every store in
our British
what we're
your customers
to to Jut
Every month for s year now—-io the homes of your
Uvst customers wc*re putting a question something like
What good is s label, anyway—unless you know
exactly what it stands for?'
An Importanl question ior housewives! But «*v*'ii
mote Importanl for the dealer who wants a steady, sure
busim sn
What j**. any label worth to you unless you know,
in advance, its quality, it** Ratability and the demand
behind it I
After all. ih. profitable, worth-while goods arc the
<*n« % lhat movi off your shelves and let your capital do
snot her job
And righl there is the real value of I>KK MONTE.
You know ih. DRL MONTE label. Vou know your
run! am em want it    You know it will sell month in and
month out
When you stock DHL MONTE, you stock a market
founded on quality and developed by years of intensive
advertialni When you feature DEL MONTE, you are
living your customer! the brand they know and prefer.
" mi    rANNED   FOODS
N^,E°ENK-NovAN.th»0 2Ut.
SL0B^ week is toIsstors Van
Food? w ,i omrfH kiw* unA
,,ri,,ul M-.tarn53 S Del Monte
To holP >««•     wi,ui,m-  and
,l0re CftTO" 1U '  .,v8l)ain-i*    io>tl
Sow ffff*«lt? K*8* ,,t'''
Saves yon time whan customers aak for 'Trash Roasted
Coffee." That'a exactly what Nabob is. Tho vacuum tin
keeps tho flavor in—you tall it "fresh from tho roaster.
Kelly Douglas & Co. Ltd.
Our Motto ii " SERVICE
Wo oannot offer to soil yon foods ehoaptr than any other tins is ia a position to do. hot we OAN
live actual facts to prove that it Is
to deal with ss
Wholesale Grocers
First Quality peeking houae producta put up by P. Burna A Co.,
Limited, which meana they are the hifheat grade, alwaya reliable,
and without equal on thia market.
Pe Burns & Company. Limited
-The End of a Perfect Day
.,„«r a «necial erade of which is imported for the
Wade from finest flavoured Cane sugar, a special graae
purpose. customers' requirements.
fPut up in all sizes of package! to suit you  customer**     m
|In packages designed to beautify your store.
101b. tins, 6 to a case.
2*lh. tins, 24 to a caae. ^ ,b ^ 3 to » case.
Mb. tins, 12 to a case
Perfect Seal jars, 12 to a case.
The British Columbia Sugar Refining Co. Ltd.
«  X
Standard Products
That Bring Steady
Repeat orders depend on quality, and the standard
CORN SYRUPS is unquestionable.
KDWARDSBURG PRODUCTS are sold throughout
Canada by all dealers.
RtlAILLR -i#
With which It inrorportttd th« S  C. TRADE REVIEW.
Published Monthly.
A MONTHLY JOURNAL publiahed in the interest of Retail Merehan-
diiinf and the Development of Commerce in Weetern Csnsds.
SUBSCRIPTION RATE   One I*>llar Per Yf»r. payable In sdvance.
Advartlalng Rataa oe Application
Sulla 101 2 Merchants' Eichange Building
, ,   ,       c .  ,.*, Cable Address~9hlpping--All Codes
T^phon. Met m BuilnM| u
Editor. J  I Morrison
Entered at Ottawa at Second claw matter
Vol   XVIII    No 2
October, 1928
e-acratarUa, Rao™aantlwe the follewlm
irssahea R. M. a.
Armstrong W. H. Grant.
Cranbrook C. J. Lewla.
Kamloops J. Ratchford.
Kelowna. A. Fraaer.
Lytton B. Rebagllatl.
Nanaimo N. Wright.
Nelson E. F. Gigot.
New Westminster	
aid Fraser Valley. J). Stuart.
Revelstoke R. F. Young.
Vancouver W. F. Ing.
Vancouver, B.C.
A Fair Trading Policy
The rnmpni«n lo engender s fair trading policy by
,h< adoption of, and adherence to, s mintaium resa c
,,ri,*, on trademarked goods ty the reUU merchant*
of Canada his met wiln suecoae in British Columbia.
.1 T Crowder, Dominion Preddent, R* M. A., sponsor of thia fair trading policy, who has boon addrc**
ing the various branehoa of the AaaoeiaUon In be pro*
vlUhaarael with weh soeeet* that £»<**"
far ns H C is concerned, seema sasured of neem
sup,,,,! and pledgee ako are nol wanting from organ
isations whieh in the paal have not teen eye to eyi
with the Association .
During the pari bur years the A»ociaU0» baa
recognised the advantages to the retail w^jiantm
the eaUbliahmenl ot the mainUtaod priee, and «     ,
nlongthai line hate culminated in tb domtolon.wi«
tour whieh the pmldenl Is now nndertamng,
It in far from Mr. Crowded Idea to «^J™ 2
force the retail trade to adopt the policy, im  *"
nueh .lata na ho ban in bin po*K*lon, he M jw V
pared to go deeply into the matter, and to tww
from .v,rv angie.   11- has aaked the merehanta u
(hose eentroa which he ban visited whethe  t .-> a
desirous of the eiUbliahment ol a maintain*. re«i
filing price, carrying a sufficient margin fPran
nover the eoat ot doing buaineaa, giving a fair »nm
nn ihr outlay for merchandise; whether tn        .
lha elimination of price-cutting, and the maiutantini
of a Rtandard whieh will bo understood by tn  o
»umer, ami atrengthen publie confident in tn«
•Icalcrs of Canada, ,        .-.,.
Tim plan rails for Um eooperntion of al I mww
Hirer*, wholesalers and retailers In thc dominion, ims
Ing thcm8olvc8 into one composite salt's force i'or thc
purpose of developing better business conditions.
This lour of thc Dominion president is being made
at the request of grocers, tire and auto accessory dealers, booksellers ami implement dealers, with a view to
testing the general opinion of these merchants regarding the maintained price policy.
From the manufacturers standpoint, the principle,
when adopted, will create a wider distribution, and to
a large extent eliminate trade resistance, through a
fuller retailer co-operation, and a more pronounced
confidence among retail merchants.
The wholesaler stands to benefit to a similar extent
through stabilized trading conditions, easier collections, and better business generally.
The contention of some retail merchants when dis-
cussing price maintenance, that such a scheme cannot
he pul over, only implies n disinclination to disturb thc
present system whieh is gradually demoralizing trade
and impairing the confidence of the buying public. No
restriction ean be placed on the resale price of sido
Urns, but the advantage of all merchants selling established widely advertized trade-marked articles at a universal minimum resale priee should be self evident.
This movement is one of the largest ever undertaken by the Retail Merchants' Assoeiation, and the
immediate acceptance of the project by merchants
throughout British Columbia is significant of the success of a policy which cannot help but benefit thc retail trade, by stabilizing trading conditions from coast
to const. 8
Paying Clerks According to Their Selling
TIK MOST effective method for Increasing elerks'
sales is an Increase In their earnings as an in
eentive.    There an* many  ways of providing
this incentive.
(Mm successful store sets a monthly sabs mark ot
"quota*1 for eneh of its clerks and pays the salespeople
a 5   per eent.   commission   on all   sales   above   that
Another store figures net profit-, every six months
and distributes all protit above this amount to its sales
people.    Employees must be with tin store a certain
time before tiny share in the profits
Other stores pay a small salary as a sort oi drawing Account and pay their employees a eomj.iis.sion on
all sales made; of course the salary received is deduct
ed from the total commission when commission pay*
ments are made.
Other methods will occur to you as you give this
matter more careful attention. Any plan whieh increases earnings will stimulate sabs ami you will find
that your elerks are really working for you ami helping you to success rather than just putting in their
time in your store.
What Should a Salesperson's Salary Be?
No figures vary so greatly as the salaries paid to
salespeople, but a number of Investigations in stores
showing the average weekly amounts in percentage of
sides, paid by merchants in various lines of business,
may serve as guide.
Here are figures, prepared by the Harvard Bureau
of Husiness Research •
Grocery stores
Drug stores
Hardware .
Men's wear
Department stores
8 4(»'■«   of the clerk's sales
10.9591   of the clerk* sabs
0.739! Of the clerk's sales
9.4995 of thc clerk's sale*
J0.519(   of the clerk's side"
11,6091 of the elerk'a sales
10.9691 of the elerk *s sales
0.669-1   of the elerk'* sales
In other words, if a shoe store salesman sell* SI""'
worth of shoes iu a week, he should receive a weekly
salary of about |81.60; that is $300X1QJH%-^1.!W
If a grocery elerk's average sales are #100 a week,
'bis salary should be $300X8.46 9( or $25 If he is getting more than $25 he is being paid a higher than- average salary for the grocery business
The chart on the opposite page shows at a glanee
just what percentage a clerk's salary bears to bis sabs,
nnd from it any merchant ean tell just bow his elerks
stand. The horizontal line at the top shows clerks'
weekly wages. The vertical column at the left shows
weekly ksIcs. Find a clerk's salary in the horizontal
column and bis sales in the vertical column. Where
thc two columns come together will be seen the per
centage his salary is of his sales.
Sales Determine Salary.
For example, a clerk who draws #6 a week and
Rolls #100 worth of goods weekly is being paid at the
rate of 8.3% of his sales.    If he were a grocery clerk
he  Wollhl   be   getting  about   the  average   Milan       I
were In the jewelry buaineaa hi would be justifi*
asking for a raise of #.» a week to bring his Hah*
to the average
booking at it t *• other way, suppose you a*-
hardware merchant paying a clerk |SS B week
lowing tin*   0'2't column  ib**\n until   \im   resetted
hardware   BVeragf    JfOU   Mould   find   that    tin*
ahould nell l2-tt» worth of merchandise s week (a
the average salary paid hardware elerks
Using the chart is a simple matter, yel dsta ol
kind is a VStJ effective argument to use in east* w
undeserving elerks ask for increases in paj and lit
es where clerk**' sab* are too )ow to justify (hi  t,
ies thev are  getting
It is one of thc easiest method* ol Hiring nalarb
I fair basis Of course every no - reliant must kei
mind conditions in his own store ami in his own
V    !||l
V    A
Hold Schooli for Clerks
I s
A greal many small StOf!-s are following lh«- lead <■!
the large department stores in holding schools !•<• ll
employees    In the large Mores these nehoole sn     ii
elaborate  and  leach a  great  d" al in Addition lo Mil'
jeets closely related to selling
In smaller stores ibis-*   schools usual I'i  lsk<   '
form   oi   informal   talk   by the merehanl   to   bb <
ployeea    They ahottld  bs held at  regular interval*
•nice a month, or OttCf e.ery  w«»k, or as often    *» ll
seems neceaaary    Having a regular time for lm
sjon is e%se ill ial beeause if a ttn«ting is    sprung    uttd**
denly on the employees it  creates unpleassnl rw
Clerks may hasi   made other plans for th,   CVenli It
Thr Im st plan is to bold these sessions ,-.<, ***<
the store eloaea in the evening and then iwrvi wipi*'1
to the employees, either in the stor, or it n n«
restaurant    This promotes goiMl feeling   snd esu>
the employees tO look forward with real pleesufi  ''
the meetings
All the equipment that is nmlcd for su<h aeh*H»lJi
U a blackboard Tell vour elerks about lhe store l,\
plain about vour overhead esoenses Tell ihcni Rhoiii
net pro6ts   Show ihem how wast, ful idling mctoon*
discourtesy   to  customers   bi'intss   petty   dishonest)
and similar firings r, due,   nit profits
If you have a profit sharing plan iu operation   »ho\*»
them how waste jn the store red U CCS the amount nl V
fit that can be divided among the workers
Show Your Interest in Your Employee*
Stage little impromptu dramas  such as havlllS *"'
of the elerks act as a customer while otic of your
salesmen acts as elerk     Hring out the good point"
call attention to mistakes    Hring up a dtffleull "
in selling and ask the clerks how they would haul'
situation    Show clerks how to suggest artlclei" '" '
tomcrs.   Tell the clerks about merchandise you >
bought aud make them enthusiastic about  Ihr *-'
yon have for sale
In ease you have bought a m-w line of goods
the salesman who sold you the goods talk t«* yolli *
ployeea about the line   because the elerks must be 1020
,,,-w goods before the cuatonu n can Im
l  oivince your employees that you are Interested in
in their success, 'in their happiness, and you will
surprised how much more Interested they will Im in
m\ in "The Store"
Encourage Clerks to Study
|. is also a good plan to encourage your people to
,,,,d tradepapers and U>ok* concerned with the good*
',, ||on   bu* for sab      If you ar.   gelling hardware
v-itir clerks ibould know something about building io
•-»•» }•**
Qonm  Wom*y SoUtma
•M ! lit     t*    •»! I »    ■»•
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;tt    II*     It # . HI    *»♦
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ft j   II'    ts      tt      ||      tl     4" ■;       M      »>    !, *    II*    ut
tt    II i     l*     ••     V*    i *    il *i     'I     it   ;*t   ill, lit
tl     It'll     »»    it    l*    it n     t!     • t    tt   ii*   ii |
 ■■!■ ■ Mnlni    »-j ■     —*—■' ■* 1 *■—-♦■ *~*T~        «...        • «——
tt   it   it   it; it' it   it ii   tt   '*   m   *■■.'.*
I     •     j      t     *     •     •     •     «     •     •     •	
Itll;  |l     t:     ll     titt it    tt    tt     •:     tlitt
I I      I t      J t       It      III"      t I It      I *      It      t *      Mil
I         I        I         J          i         i         t         i .         .         ■         i         .
ihey ran talk inlelligently to ettatomers If you SW
filing paint ihey should know something about wood-
•ir.shing ami eojor harmony       If you at-   Helling dry
^.Mds. the elerk who knows th. Ki:\l. difference be*
iwecn gingham, percale, nainsook* madras, cretonne,
* rash poplin, and *«> on. is a tat* better salesperson than
out who knows only the dlfferene* In price
Negotiations Said to Be under Way in Winnipeg
Involving Leading Houses
Merger of western grocer\  houses is heing arraug*
*«!   Wholesale groeervmen in Winnipeg decline to dis*
now the matter but it' is not denied that negotiation*
looking towards a merger of some of the bsrjrer hmwes
* the West is under way
Since the merger .if thirty  wholesale grocery houses
' Eastern Canada there have been rumors that a aitni*
lar merger was contemplated for lhe Weal   Apparently
however, the merger now under wa\ has no connection
with that in the Kaet Travers Bweatman, K.C.., and
H .1 Mickey, formerly of Mason and Hlekey. million*
niri' groeervmen. are prim** movers In lhe negotiations.
'»»ll no information is available as lo the firm* concern-
i exeept that present negotiations are bung eonUUei«
! with four of the largest concerns having their hesn*
miiera in Winnipeg ,    •
Wholesale grocery houses iu common with Other in-
dilutions have encountered many diffleultles In tne
*' few years     These have be accentuated fiwt <» ,l"
* tl bain store system In retail groceries   I his was
Unwed by the establishment of groccrterlas snd wui
' "'•'' reeentlv bv banding together of other retail gro -
•'"• Into powerful buying organizations whieh nm
1  '-'.tain their Individuality as separate retail Btorcs.
Which are you using
—toy or giant?
Successful business builders demand
powerful magnetics. That's why leading
retail dealers specialize on advertised goods
BUSINESS ii like industry these days—it takes
power to make it go.
People used to buy what you gave them—your recommendation was enough. Now they generally know
beforehand exactly what they want. They demand it
and you can't switch them to "something just as good."
Advertising has done it—by iti influence on public
opinion and the buying public's desire. Specialisation
on advertised brands is the powerful magnet which
makes your business strong. Yet many dealers still
are handicapping their prosperity by wasting selling
effort on unknown merchandise. This is trying to puu
business with a toy magnet instead of the big fellow
which uses irresistible force.
The above advice applies to every line you handle,
but especially to your stock of toilet soap. Many stores
handle as many as 12 to IS brands. Yet the business
in your soap department is done on three.
These three are asked for by nine out of ten customers. The minority find them satisfactory when
offered. You could throw out the rest and use shelf
storage space to better purpose. You would save your
own and your clerk's seUing time.
Don't say "there are better profits per sale on un*
advertised goods," because there's too long a time
between sales. Rapid turnover and compound interest
on the capital invested is what makes business grow.
Small profits, many times multiplied, means prosperity.
*    *    *    *
The three best liked, most popular toilet soap leaders
are led by Palmolive. Actual analysis proves it the
most popular one-purpose soap in the world. Display
it in window, on counter—that's all the sales effort
required. That's your tie-up with the huge volume of
Palmolive advertising.
Demand naturally follows—all you have to do is
reorder.   Never let your Palmolive stock fall low.
IMS If!   j
Chloride of Lime
New Style Waterproof Package
gupplitd by all wholtaalt grocers
In British Columbia
Manufactured by
Toronto Winnipeg Vancouver
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
Selling Briskly Now!
Brand Canned
Of that high Quaker quality and delicious flavor which ii ao superior
lhat you'll never find it necessary to cut the price.
October 13, 1925,
Retail groeeri report a healthy revival in fall bust*
in ss. ami look forward to the period from now to
t'hrixttuaa, which eomprlaea perhaps lhe beat month*
,4 tin* jest for the retail grocer Wholesalers report
lhal fall booking* with rctallcra thia y«ar ar. heavier
than usual Thin Indicates confidence on the part of
lhe retailer in the future Present building pro*
grammes would Indieato more employment for the la*
bouriug «'lftH.H thin winter. an<l il»«* grali) movement
ihrough the port will be much heavier than ii was laal
Tin* reeenl ratification of th< Auatrallan Trade
Treaty l»y both Canada and Auatralia, whieh became
effective* on October the tirst, han had the effect of increasing local quotations on California raisins The
x* Hard tariff ealla for a duty of 3 ecnti per Ib on all
mi-Aiii* nml curranta coming into Canada from eoun*
tries other than Auatralia, in place of 2 3 eenta per
II' ns formerly   One of the object* of thc treaty is
• a* a
to provide n market in Canada for Australian raisins
and curranta However, wa do nol believe thai any
Auatrallan raiaina will reach this markel in time for
the coming Christmas trade, and i' la very problem*
stieal if Auatrallan raisins will a? any time become a
factor in the market, owing to th« fact thai Auatralia
'-njitys | lhi» «>\|Hirt business mi ihis commodity with
Oreal Britain and ••*h<*r eountriea under b similar pre*
fcrcntlal tariff Auatrallan curranta, <>n the other
hand, have always found n fair market here because
of tlnir -superior quality and the faet thai they have
hvvti competitive in prie< Now. however, with the in-
creaaed duty on Grecian curranta, th. Auatrallan
product ahould juat about control this markel [-ocal
jobbcra who had prevloua to tho new duty becoming
effective, received their Oreeian currant supplies, do
not anticipate any price changes until the turn nt* the
v-"''i* Retailers ahould tak<* advantage of thc
opportuity of purchasing their supplies on tho present priee basis
8ugar— Markel \ery weak, sin.*.* our last laaue
'In n- have been two price reductions here to n baalii oi
W.46 per 100 lim. fur granulated In ioo lb sacks Fur
their decllnea are expected, Buying ahould be done
poutioualy for the preaent at leaat,
Canned Vegetable*— Opening prices on 1926 paek
•"i'ii and torn at oca wet* named generally early in October, Tomato prieei will remain aa quoted last
wonth, namely, $1,46 to $1.65 for the Ko, 2v, die,
M.20 to 11.26 for 2'm and #•» i?r» for the No, 10 siao. On
ih« other hand, tho trado wore very muoh surprised
at the exceedingly low prices named on Canned Corn,
'ins notwithstanding rcporte from the East that crops
had been damaged more or less seriously by the corn
weevil Prieei will be $1.52% per dozen for choice
quality 2's for rail shipment from the East, and
£1.42^ per dozen for the first boat shipment via thc
Panama, du»* early in Deeember. New pack corn is
now available. It can be readily understood that
there will be an increased consumption of corn with
these new prices in effect, During thc past few
/Months wholesalers have been quoting thc same grades at 12.10 to $2.40 per dozen.
Canned Fruit—Canned Fruit priees remain steady
with a light demand.
Canned Salmon. — All lines Pinks, Cohoes, and
Sockeye have advanced from 25c to 75c per ease since
our last laauce, Wholesalers report great difficulty in
getting supplies. This is especially true in regard to*
Pinks and Cohoes. Retailers should be well supplied
with these varieties.
Dried California Figs have advanced from V*»e to
2c per lb, at tin* source of supply, and advance correspondingly Inn-. New prunes are now available at a
price slightly higher than last year. As mentioned
previously In this artiele, raisins have been advanced
'JV.c per ll». on all varieties. Retailers who have
raisin stoeks well bought should take advantage of
this priee revision. Hallowi hulk dates are temporarily short ami have firmed up in priee from 7^0 to
s1*-- per lb, Currants are exceedingly good buying
at present prices.
Local Biscuits.—The National Biscuit Co. report
wonderful success with their new lig bar biscuits,
whieh an* been specially quoted at 15c, per pound. It
is gratifying to note that these local biscuits are meeting with such general favour. Success to local industries of this kind reflects in better husiness to Vancouver retailers.
Honey. A new line of Ontario Candied Honey is
meeting with good success. It is packed in a parchment wrapped I pound brick, which retails at 25c, 24
to the ease, costing the retailer $2.40 dozen.
Cereal.—Quick Quaker Oats, both the non-premium
and the China premium package, whieh have been
short for some weeks, are again available.
Sardines.—New Paek Norweigen Sardines reached
the market early in the month and are going to the retail trade at $1275 per case for the best quality.
Nuts.—Prices on shelled nuts remain steady, with
no changes anticipated, except that new arrivals of
almonds due in November will be 4 to 6 cents per lb,
lower than at present. California white walnut priees
were announced early in the month. They are about
1 cent per lb, lower than last year. 12
Lake of the Woods
Milling Company
Mates of
The World's Best
Daily Capacity 14,100 Bbla.
B.C. Offioss and Warshousas:
1M0 Eiaharda Strati 1614 Itore Strata
Tjjioouvu vioroiu
Some dealers have
spoilt their trade in
by  not  pushing
Vou nno ttbtto th* beans ar*- •*-■»••-,   n • ■?■*.«■
iju*,!!'-,   |« VrOCJ Ihi A'-mn'r tti*}  tssftPt kxnm
at ti becsus* nosi tniu- «!»•  roitom^i too*
• ,.•,..»*..   .   o\a*)  ttn  hia  .i\\-\'■,.■:
CLARK'S Pork & Beans
in »h" Btntdsnd In < «'.i»«j» ind h \* bj <..•.
itaai high ifsstftj bscfci-tl t>*» *.<»• «,*<•.• • i-j
fefttttSg ih»t !b« •* ha-M* VOfl lliv'f j».»»Hiof
''H«i**-»~*'*»*ul «i«>«»i«'f*» * a ' in ia»(i larn m In
*»lli»ijf »u«f«»«*'ui Un**
Mads in Canada by Canadian*
and Canada A op roved
, Montreal
(•Ubl-lfcmtnta    at     %tot*lros'.    P.  Q     St   Rim..    P   Q     j-j
Harrow. 0"!
Make Brunswick Brand Sardines your    weekend spw»*
i«l "   Feature a reduced pri »»» s half doaen i»ns   Put
n full case in the window and SOtOC «m th,  ,,nutter
Rvcrywhere people are buying Brttnsirieh Sardine* by
the doaen and hall deum Th« special price i<*« j*rm» at
t met ion    Trv it
Vour margin on llrunswirk hnwiiple tu alien fur Ihi* r* •
duetion and the biy Increase In htmorer "ill mor*- lhan
repay vou
Blaeh'i Harbour. N. B.
M> 1 '•'**''.
No. 5
Sales Prict Usual In almosl every Una of retail icll.
Baaw for Comput- Ing, the custom is tn compute al1
in« Percentages.      percentage figures, Including ex-
petttea, on the Imnis of sales Thai
iv the Merchant will say "My rent is 2 per eent   ->j
uilea."   Any one of several publications will have nueh
statements nn "The nvernge gross margin wan 22 pe?
n nt  of Ulea," whieh means that f«»r each dollar re
reived frum customers, 23 eents was the markup; thc
goods sold had cum the merchant 7* cents
Desired Markup The careful merchsnt estimates what
Determined: bis future sales will be ll«* knows
what it will eost him to sell the goods.
Il< also plans something in the way of profits Mis
reasoning lead**) him to the conclusion "I must have a
J<» jx-r cent margin t<» l»e ineeeasful This means
"li.it gooda whieh eost him *o delta must be wild i**\' #1
II. then calculate** In** *»*lliiuj price •*»<> thai each 11 will
yield him the desired '20 cents
Method of Com- Problem To compute tin selling
putingSelling priee of nn article whieh eost 24
Price: en nt* if th, margin desired i-> 5J0 per
cent of wiles
Solution i 111 Subtract the margin percentage from
ion \wr eeni
\tto leaa *o equals SO
(%) Point off 2 places to the lefl
(.'!» Divide the eost figure* by the above
§Q Mi nnsw< r
The work is proved by the fael thai thc markup
y hub is f» eenta, in 80 per eent (the desired margin) of
bt eents (the Mi-lliui; prier
l.ct nn try she name method with figures a
little more complicated Suppose a 2b',
margin U desired «»u an artiele whieh eost
(11 Subtract the margin percentage from 100
per et nt     |IN» l« Ml 20 equals "I
(21 Poiul off 2 places lo lefl   0.74
(8) Divide the cosl figures by lhe above
answer   ♦*» 35 amiwer
26 (»
**  *
3 so
3 70
This mav be proved bv determining the markup In
;«""'* nnd dividing by Ihe selling priee.   The answer
li 28 per cent.
Baking Powders
to recommend
Both Royal Baking
Powder and Dr.
Ptice't Cteam Baking Pou-der are made
with cream of tartar
The superiority of these baking
powders, carefully maintained
over more than a half century,
has taught four generations of
women to depend upon them.
To you, this means prompt,
steady, year 'round sales.
Both are made in Canada.
Watch the Cents
—and the Dollars will
look after themselves
Fractional Having* on
Items constantly In
use are very Important. Attention to this
has math' many pros-
i »ur Counter Check
Hook* give you an
edge In price you can't
afford to forego. Send
un along your next
order, you'll like the
liook*. the service, and
still more the prices.
Counter Males Hooks,
Manifolding Forms.
Hestaurant Checks —
Cash Males Tads, Wis
Registers and Supplies. Tag Invoice I0n-
velopes — Shipping
1 ■ Western Made for Western Trade.''
EVERY merchant knows the value of
attractive store fixtures. Equipment,
like merchandise, should be selected with
reference to its effect upon the customers.
Of all the equipment in the store, the most
observed by all customers is your scale.
It determines how much they get for their
money, and is watched with every purchase. It was for this reason that the
Toledo Scale was made the most beautiful,
as well as the most accurate, scale in the
world; and this proud title is abundantly
maintained by the new porcelain models.
Models for every purpose, at prices
within reach of any purse.
The New Toledo
White Porcelain Finish
Windsor, Ontario
Sakarooma and Service) Stations throughout Um Dominion
no   a p
i n o a
Sal» FifsUre You know what you spend per month
Aj P( • cntag-t for rent in dollars, Published fig*
gtt5, urea will tell uh that meal dealers
riiii-H spend over 2.0 |h r eent of sales for rent
ln , ii, r cities it i* len**, about I a, CAN VOU ('<»M
« ii
Con i uting Bent Vour own rent may m com pul
As 1-rceotage of on the sam« baids l»y dividing i
gtje amounl paid for rent by the total
wilr* for the Mime period Sup-
jtl,v \mii pay 1126 rent a mouth and your (tales for
(hi hisl month were ♦H.tKtft. Vour rent percentage is
tin   n "imt paid for rent divided hv the amount of
v,i* • cutting off two deeJmal places in the snswer
s«i;n I'Ji.iumi
\\<>\r \bv deeimnl point two plaeea ?•■ the righl
i'h will k'\w 1 \wr eent. the answer
\ 'a*-w •oriJ» r»-<«»r«l tor the ranning of * Mwcli* product
ti )u*i beea niAit   b> thi« Oatltorata Packing Corporation,
» -    'loir Hat ratiouiM plant No   12 pracNNNled and canned
o cases ot i««ri>.» in H itngta <i«>
rati ll Ihr *H)uUali-nt Of 25,3 ihoiiMiut can*   or S million
"< fmti M*rvtns* t«r Him tn»n> ooasemm
Every Time.
Papa, vvhat makes o man always give n woman o
imond engagement rim**"
The woman "
Hot Dog.
Ilrowne—There's lot* of food for thoughl hi ihi**
•' tgaxine story,
flreen   hill of meat, eht
Urowne   No. h'a a aerial
Serve Your Customers to Serve
t'lHaehmaaa's Yeaat build* health ami lerength 'or
tOSt ruatomm. and that stimulate* their sppctltai
f°r all your srorerlei.
•'»»h in aalo. You will do your customer* a series and will aerve yourself through the Increased
wlss it win bring.
The Fleuchmaon Company
Spencer & sunn*.   Dissolved partnership (D.O.)
Pride, Nash & Co,   Builnen advertised for Hale (De-
part men I Store).
Hairy £ Flsln-r,   Reported disposed of business lo Thos.
Blargess (Milly.)
Mannings Mmlied.  Successors to John banning,
Haasard,  William.   Mortgagee  reported  in  possession
Weitwood, Harry. I!.   Bailiff's sale advertised (gro.)
Taunt r, Walter C.   Sold out to Nell Mclvor (gPOC.)
Kushak, John   Commenced (meats).
G'bson't   Landing —
Anderson a,*  Utile,   Dissolved  partnership, T. H. Anderson continues (Q, s.)
Grand Forks —
iM.r-on. 11.   Reported sold out to R. Kella( Meats).
K.iikoii Furniture Store.   Commenoed.
McKay Drygoods Company.   Sold out to Ernest Pitman.
Bchmock, Win    Reported sold out (Meats).
Charlier, Michael,   Sold oul to C. C. Jones (confec.)
Rawllnson >v  Olaholra.   Reported sold out( grocer).
New Weitminiter—
Gordon K-  Walters,   Suffered loss through smoke damage, (D.O.)
North Vancouver—
Dougans, J, \v. 0   Commenoed (hardware).
Mitchell A Co,   Commenoed (men's furn.)
New Weitminiter—
Kee, C    Moved to new location (men's furn.)
New Strand Cafe.   Commenced.
Prmce George—
Siege -x* Winner,   Dissolved partnership (furn. buyers).
llowson Furniture Co.   Reported sold «o A ,S. Brandon.
Sutton, J. A,   Reported sold out (conf. Ac.)
Balfour,   NlXOn,   Robertson,   Ltd.   Reported   discontinuing (wholesale produce).
Hills, F   M    Reported sold out.   0. K. Market.
ciaire. Thos   Commencing .confy. &c.)
Crane, Wm,   Commencing (gro. and Meats).
Falrvlew Shoe store   Reoorted sold, out to Tobatt R.os.
Vaughan Specialty Co.   Disaolved partnership.
Walkey, I.  C.—Reported sold out to u. D, Thurston
(groci i)
Obtover, 8. Reported sold shoe department to M. Hoch-
man (clothing, &C.)
Tuckoff,  Michael,   Reported sold out   (baker & con.)
It C, Fruit Growers Ltd.—(Assigned) Meeting of creditors called.
Brown Bros.   Commencing bakery.
Drake, C. W.   Sold out (groc.)
Fisher. 0, W.   rtalllff's sale advertised (drugs).
Fuleher. A.   Reported sold out to A. N. Heslop (groc,)
,C Hotmon Produots Ltd.  change in ownership reported,
(Mtrs,  Pickles, Sauces.  &c.)
Summers  Harry Sold out (confectionery. &<\)
W   &  W   CO.   Stock  taken by creditors and  business
sold,  (grocery. f™'1*- *c*> .   ,
ActOD Bros,   Negotiating for sale on business (gro.) 16
The Noon Delivery
** am ***'.
t » a a * .•..,,. t,
Backing Up
the Merchant
Bartteal eo-operAtinti be!ween
Shell v'a niul Rterehaol haa elwav*
been an outM-iuiling feature in lhe
retell markets oi it f
Wherever Shelly advertising ap
pean, I"* it in tin preae, »»n the seret«
or l»v any other method, it it designed to ilrnw faviimhli* attention to the
iiit-rchnnt*   pmitioit   niul   help   boOSl
hia -vail of 4X bakery peoduets
If there »«* nnv wnv -whatever In
* *
whieh we mn Mtill farther n-vtiit In
funking Shell)*  «uilr* rants ea*)'  'o
Voll,   let   Ul  kliou
___ 19;
The follo«lf«e art pricea quoted for principal linta of leading wholcaile flrma.   Prices quoted are nsceeearlly
eubject to market fluctuation!.
Vat  ra*o
: jo
: :*
i to
; n
:> t*
Nf «•
S    W    OltLSTT   CO.   LTO.
h ,»i veeet—
i  '"i   ,***•   In (-«■•
•»,,•■# flake Ljrt—
4 dot   in e-aee
J    rajao
10 <■»*•»♦•. 4 dot   in rata
Mij'c Bafcmp PawSe*—
4 -->■   « d"»
I I        (     d«l
I    •>!      «    dot
1 , I   4 d»«t
i- i <•••• Mi
u«|K Sola. Com Ne   i—
.•s** i*.*> i*ta v»«» i> »»*"»»
e> Cartenate •■* Boda—
II] rt.   msst*, pot tag
i      tt>   l.»»f»U   \**t  Iwrrol
Ceuetic teda (OrenuleU«n —
16 R>   canMMar  <l<-4 It a in ••••)
*.*>*<  rt a   mn   drum*
C'»am  ot Tartar— Or   4* I
% tl*   9*P*« pbfa   II dot   In roaai    I I'i
% IS   papar pkga   t« dm   in rtwi   lie
H I*   can* WltS Ottow r-uvara ti dot
ta aatai   -  . lie
I 1%   «om arri* tnnmm  il doa   in
I 1*   equare ennietae*. H d i   in
••aa) MS
!'*• !»•   ••-t»n    a*** f>
>' tt>   «m>4in paile <«
*.■•*■ tt    Hnad kit* HH
u-> tt,   linvd herraU tl
Net**  ProOmtf
k*apt*0, No   I. tlna d-»i
Hakti* Powdar. (I 11 «»a. don
i-akinc 1'ovdar.  11 IH*. •*-■
(taking Powdoe. I la. dot
ttekinf Soda. 10 la. raaa
tfcklnt Soda. M He. lOS
IkSSS. tie. doa
ro«tk  f appar.  »;na.  dot
Celery  4ait   glaaa. dot
•VftUvb CeffeS,  email tlna. «»<h
t'offas, la ft»
1  i»(.*r,|   iNtttttar,   das
<;,i<k   Tailor*.   *\*>t
- >> ui*   I'uilitinf    <!••«
'"Mil Powder, amall. dot
'tnnaenon. | oa   Un*, dot
''ayenne I'tppar. I Una. A,**
■lovee, amall,  dot
''nrry Powder. I <••  gta»e. dot
'ream of Tartar, t.
''r**m of Tartar.   Se,  Una
■'ream of Tarlar  He.
"•"■Inter,  amall.  doa
' tlraiin  14  (to   doa   	
i>iraila  },»■    ,|o«
■•J'rarii.   i  ,,i   ,)„■
1 llrnrtR,   %   ot    dot
viraiin,   \i ,ia   dot
Mace, amall, doi
N<itm»f. amall, doa
>'<*«prlka, amall   dot
! aatry spira, | una, doa ■  •  •  •
Poultry Uraaalna. Sag*. Savory.
Thymo,  Tumeric   tlna.   -doe
•Vkllng Hplce. dot   No   S
Marjoram, Mint, poreiay
White Pepper, Una. d«>e
I o*
II 10
i to
i to
i to
. i,-n
S th
, J»
i ie
•j oo
1 SI
. Ill
<*aai,.r "ll. J ot  *l„i   „ Ml    Liquid Ammonia, I dot. qta. box of SI... ill
<'Mi'-r °"   * OS  do«      •■*     Liquid Blue. 2 dot. qta. boi of 14  US
Kt>a»m Salte. >%a  doi II „   .     . ,    _,      _       .         . ,-»           ...
*,„... ,,.     Mechanic a Plna Tar, boa of 100 S.SO
Fruit Colora, I oi   doi     171
tclnta (Chocolate. Ho»e. I'lnk. Lemon Machaalc'a Pine Tar, box of 30 ISO
Vaaila, W Hit*, Almond, i imnft.) dos   115    ol,v« c"tl,e- c»kM- *« °- m *•"
jriiv rowder. doi • .io    Primrose (wrapped) box of U  J.JJ
U»««ade rowdrr. do,     Ill      ™r* ** unw™«r1' ***** M !«
Muatard    la.  dot  IM     Perfect <*"»*«»•«) box of 100   LIS
V. !!    «'   \2.   *L t ll       w«*'<« tor Toilet and Hotel Soape.
u   .   *   ^   a. 0       8P^'*> PrtOSS on 5, 10, 25 and 100
Muatard.   «%a   dot   •■*•**        .
M""•"'  ; J *"* ,      Pendray'a Lye, box of 41  S.U
Satptsar. H»; Jw                   •* 1>ndriiy., p0W*Oered Ammonia, box 24, I It
Tes, <;r^n law. Hi, pw lb.                J on        26 and 100
Tea. Oro« Label. I* per tt.              M ^
j,   n>    t**tt--kafr»      •»*»
I lt»   t»»fk»«« *s    Pendray't Water Qlaaa. Ego Praeervar—
•T>»   <t«« Lu»*.  Afternoon   1 tt) -   .M     Cageg w t(ns per ctM  4.S0
T*» -i* Lute. Afternoon V par Ib -  >**    Uwl crown, box o f25  4.10
TM Aa Late ^» P** Ib -  ■*•     Royal Laundry Hakea, 81%, In bbla  .14%
Vinegar, <!<'•      — !                    (Special price on contract)
.-   . Tn Royal Crown Soap 6a 144a - *-*°
P. puSNS S CO. lto. |{oyal Crown ,,owderi ^^ 24a only 3.00
SSamreefc Producta. Uoyal Qnm Powder, lib. box of 60 4.00
A»,*^,irr rolted shouWora, par lb '^    Royal Crown cletnMr, 4s sifter tlna...... S.SO
llteon  BtoamroeS, ••! pw X' * Royill 0^,^ Lye, box of SI - t-M
lukr.i Han, -vi" -ireaaliif, per in " Royil Cfomn Naptht box of 100 no
Crwtmen   BoWw-  Shamrock, eartom      ' Roytl Crown Powdered Ammonia 1 lb S.SS
riie«*e,   Canadian,   larfe,  per  lb ■••» White Wonder, box of 100 *5.»
,-}„.. -.r   Canadian, twin   p« In - }*ew white Swan Soap, 100 MO
(Vimpottnd, rantatlon, No  i>- \*-c****      ♦ Wh(t0 gwtn Naptht( box of 100  IM
,*«mpWind  Carnation  No  t, I0*caaos I10.W Wh|u 8wan WMhlnf PoWder, box of I4S.0I
i*aoSed Haml Shamrock, pel >■'       • JJ
Dominion ll*"**-  '•!* »* '3  .rt THS CANADA STARCH CO. LTD.
;^; ssrtMitSt: :*5 l.^ us**-
!k"'",'n","   h',   ur.  bontKl Md rolled   2t ranailll uundry Starch, 40-lb. box ,00
Ifrtppi*** sear t » M llb pkgH    9,4
•  «  i a!„l rolled, Per   b •■• N»>. 1 White. 100-in, Kcaa  »7i
;;:; ,r;.; \t 2. -J*    . *   ************* •« .•» ^ m
„m.i imt**. tm«»  ■ " ,J)S     ^rtlbiw ^"a. i/».
'-"• * J,*,',.,. »•»       run in, cuiiit**.. <»•"» ,J™
BJ 22.22,: - »*   ■«»*»-. •»«•0-* »• ,w
n,v,vr"';v:.":,,z*m oS««s*=^sw
. i*.  i< iifi- case)   • "
itrat Loaf. p*r lt» 40 i
Port ploa, i«*r «««•» ;, ,     '4.,       Cullntry 8urchee-
r\"i J;! klpp£!d Simon, ion 40-lb. ^e,. per lb M
WIVS U   ^—corn 8Uroh 40-m b0I•i•pw o^
KattuVt'  i C^llena. Corn Starch 40-. boxea
H.-;r.i,-.i Chlekan, P« I'1 »HM' '"•       „.      .R ~ w-... m   ta
wwc" Caaco Potato Flour 40-n> boxea, id   .ia
•.ua   Llet-r.O.B.   Vaneatfver,     Maiola Oll-
vanaauver    PHOe    *****   r ****** *H
V§ °        #P n.w Weatmlnater. Maiola Oil. la  J'JJ
Terme Nett 10 Oaya. tt        "t  Jj   ™I~Z!»«*••
.Ajfrf. Soap Flak... 24 1 lb I*-* bo« „        „   J :::  11.11
W« 80SS riakea. II 1 » P«a. box 2.40
Apei    Soap  <0|     Corn 8yrup,_
A U rr.nc.la. Ml •- ™            f „ ^^ ^   24 Ul oaM                        tj
Hlua Mottled, boi of 10  ----- B|( 12 to qttM         •
(VoW„ oatmeal. 14 I* bOS Of 144^   * m , to oaM                            ••   ■
MU or Montreal (wrapped) boi if      0 ^ , t0 oaH,                                 ^
i;ol(,„» Weal, «. bM Of lWS ft* y,y  in, 24 to OftSO            J    4.60
™-     K«. ttt 10      "  m 5«.  ,J t0 C,,8<, 4 20
rtolden Utr. box of io . 4,10
..    »„.»   nf   ]b **< «v* l"n.   »   » .„
""-::•;—*ru-» •* k-""-s,!        *-
Klondyke (aawiappw ^fJ Bg, n to ease ,|70
Kiero oiyoerlne, >»»* °r If*";""        M ion, »i to ease
,,„.„   (unwr.PP.-J)   «»<)«  of 100	 18
Satiafjction la Atiured by tht Unvarying High
Quality for which Robinton't Pott, art now
Peter Rabbit Peanut Butter
Coete No More But *Sell$ Faster
Kdy Confection Co. Ud.
1100 Mainland Street
Just Keep* on Selling
HUM ta Vmccarrr
Vancouver Milling and Grain Co.
Hwd 00m ud Milto     VAKCOUVEK. B C
A Quality Product
.mm nam amaaama        mmmSW
Whole Wheat
The Dr. Middleton's Food Prodi's
Company Limilnl
Vanfouvrr, Ii C.
m*m,*i.)m,m,r,lrm^ttaaopit»m*ti 19 THK BRITISH COLUMBIA RETAILER 3
How to Detect Shoplifters
K, wards to Clarks to Detect Pilfering Put Them on the Alert to Prevent this Bonn* «r t^.. t*. a*** a.
Wta Oaatt Ota Trt« tb. Thief Sh.«.d Hot B, *pp«h.SV«U&:!.1r8^ **-
wii.it will Ih- your Lobs from shoplifters this year!
\,, one «-titt tell ju*t how much i* loal by the doprc-
,1 , ,i,s i»f these HiH'ak thieves, both men and women
Iml , \i ryuiii- who keep* shop mny t;,k<* sote.c good pre-
,   itions to minimi**** tlu-fta. even without thc employ-
. a ni someone appointed to deteel offenders,
Probably during the holiday season losses are
Iii iviesl, hut thetv mtiat he ••»«,ii».il vigilance Rgainsl
this. \*il Hew are some Ideas that ean be worked out
•., suit your esse:
Been tin* moat ^nsjeientious of elerks may well be
,v i««-«l if hia interest in shepKfteri is l« sh than it
HhouUI lw. To get around thai, it h a good Idea to
.,"■-r » reward for thr detection of *ipaling, making
llu amounl in proportion to lhe value nt lhe article
rt*rovered S<» will U this scheme though! «•( by some
dor-PS that thry (five tin* lharp-eyed clerk a money*
• "urn vi\m\ to thn**v quart«'r* of tlo* item saved from
thi elutrhm of tin* thi«*f. Another store offer* live
- "liar* for th«* iKneovery of nil »urh happenings ftnd
ihi  amount may vary according to your owe man,
,n,i in jiint auch proportion aa you consider such spec-
ial •*• r\ lees worth
This plan put a mm on their mettle, promote*
'is*  alertneBB, in*urv«* attention to stranger* ani
rt-ates an inteivnti'd bodyguard which might, otherwise, In* non-xijttrnt inwifnr as hi> particular branch
of observation in ooneernod Il*a liberal, loo; shows
thai yon arr willing to meet eo*operatlon half*way
nui do what you ran to encourage your people in pro-
ifeting your IntcrosLa, aa well a* their own
Wait UU he roaches the sidewalk
Hut extreme earn mum be exercised i" prevent
ver xealouanoaB on the part of elerks ready lo aet be-
fore tlu*ir nuapicioua an* properly continued    Thi** be-
omea serious hunine**, for plain reasons, aiol all salespeople ahoulil bo well coached before tlo- campaign
begins   Suppo»c ii man in seen to take a cravat from
rack ami walk away without consulting a dalesman,
Keen if ho -dips tho article into his pocket ami makes
for tho door, ho ahould not lo* stopped until he is
•'"ally on tho sidewalk, at that point, thfl law ntcps
11 '>«»d you oan do what you please with hims either
■ave him arrested or take tho stolon goods aiol let him
Recently, in a well-known woman's shop where the
'hfiuo of rewarding clerks la followed with unusual
'•'wality, a lady waa seen to examine a costly blouse;
,v«ral olorka approached her, hut lhe kept lor own
'"Wnael ami tlnally walked off with tho waist under
"'' arm. Reaching tho door, alio had imt crossed the
>hreahold before an notivo young follow who had heen
notching hor oarofully seised her hy tin- arm and toro
'he waist from hor hands.   It tamed out that she was
a valuable patron of tin* shop who had simply takou
toe blouse to th.- door that it might he examined bet-
'■'i" in daylight, as many people prefer to do. Of
course, then- was a great to do. The slorv sneaks for
Another point of extreme Importance is that all
goods bought should he wrapped before the customer
leaves even if he expresses a desire to the contrary.
Vour wrapping system should include this essential
proceeding in all instances; although you do not include a duplicate cheek in the package, a wrapped
parcel is usually lign enough that the transaction in in
Caught Taking Suit and Overcoat.
The overcoat thief is a dangerous one to handle;
any customer roaming unattached through tho clothing stock should receive prompt attention. Not long
ago, in a clothing shop, it was noticed that one of the
dressing rooms had hecn closed for an unusually long
time, Curious ahout it, the floor manager opened the
door and found a cool-looking gentleman of the light-
fingered fraternity calmly removing the tags from a
suit of elothes. all prepared to discard his worn outfit
and emerge in the glory of his unhought attire. Not
only had he picked up a suit, hut he actually was courageous enough to pilfer an overcoat, two cravats, and
a kit hag. In a crowded store the daring thief whose
appearance and assurance arc ample to pass muster
has not much difficulty in carrying out the first part
of his intention; your wariness should be enough,
however to trip him at the second stage of the game
he proposes to play. That's where the reward for
sharp eyes comes in.
Women with hags hear watching. Their favorite
quarry is found, generally, at the silk-shirt counter
and among expensive cravats. Although you keep
this stuff under glass, rush hours result in accumulated piles on the counters, from which a shirt or a
scarf or a pair of silk hose may he easily swept into
an open valise It is dumfounding what startling
liravado is displayed by folks of this kind. A big
department store has its men's shoe department located near its ent race, for the greater convenience of the
male patrons. The other day a chap walked in, was
fitted to a pair of expensive brogues, insisting on having them both put on and then proceeded to walk up
and down, apparently feeling thc fit. Extending his
perambulation beyond the first few feet of his initial
exercise he dashed out of the shop, without the form-
nlity of saying "good-byM or paying for his purchase;
the passing crowd ou the avenue lost him to view in a
moment,    All he needed was a horse to be a regular
JosiO James.
In slum-thieving it is well to remember that the
unexpected move is the one that usually accomplishes
what the felon sets out to bring about. If the shoe
salesman mentioned above had been onto his job, such
n finale to the little comedy could never have been
reached, Perhaps the incentive of a sure reward
would have made him more alert! 20
'i»- r
An Imporunt Principle in Store Display
By Wm  ti   Werner, al Proctor *V 'iambic I'n
ASHi.V reading; "Gold Watch Special One Free
with every 3 you Huy" plastered on the glass
window of a jewelry store would probably elicit
your comment "That man must be erasy " You would
say that people tlon't buy gold watches that way
On the other hand, many a grocer, merchandising
soapf for instance, could quickly fill hi* store with pat
rons hy featuring a more or hv» similar offer with a
leading brand of soap.
Which goes to show that no roan can generalise in
merchandising to the extent of insisting that methods
which are effective in one field will necessarily i*   cf
fective in other fields.
Yet the principle of merchandising not the methods, but the principle* may Im* rather definitely determined and certain definite trends of public thought
may be applied to the sale of soap, soup or perfume
For instance, the principle of "free* offer* may n>»t
In* applied in the same way with all commodities in the
hardware, grocery or gentlemen's furnishing fold Hut
the value of appealing to people particularly to women, with a "something for nothing" offer may In- accepted as a baaie principle in tnerehamhsing for many
lines, different though the application may be
A hosiery dealer, for instance, though he was
"stuck" with a rather large line of n certain kind of
seamless hosiery, when a friend told him of n "Huy
2 and -Oct One Free" deal on soap offered by a nearby
The next day the hosiery dealer's window offered,
"Buy 3 pair of these Pure Silk Stockings ami We will
(Jive You 1 Pair Free." He moved a normal two year's
turnover of stock in two weeks. The line he thought
he waa "stuck" with ia repeating at a good profit, today.
There are grocery merchants who, for reasons of
tmlioy, do not believe in displays of goods with prices,
in special offers, or in rpiantity deals "to attract
trade." With those who cherish » policy as such we
do not wish to argue. Policies partake, frequently,
the attrabtitea of ideals and often ICC malmoMt Retrod
Hut to those merchants who search for better ways
to move goods— nem methods to speed turnover new
schemes to increase profits, we say. "Apply the policy
of priecs-in-view and of offering quantity 'Specials' to
your business."
Stop to consider the class of goods yon handle
not gold watehea. bought after careful consideration
and with long drawn-out discussion, but "impulse"
merchandise—bought because of a daily or constant
need, and often on the spur of the moment. Comtno-
dittos of this kind, naturally, frequently can be moved
by the additional impulse of a price offer.
Two stores, in the same neighborhood, ran the same
window display of the samep redacts, Store " A " had
the prices marked ami store "H" had no prices mark
ed on the gooda in the window A cloek wa-, k • of
the Bttmber of people passing each store until 1j, „,,
pie had passed SOCh window
Forty th re»  people Stopped at store "As" wi      |
twelve stayed om  minute looking at the wim!<
three went in the store
Holy  three people Stopped at store     It'ii" n\   \nw
aiol none went it
This test is simply an example to provi si
principle that the department stuns, the *e|f »■
counters, and store displav* everywhere have j,
time nnd again, that the <|uo!jng of prices pl.»..„
good* one Step nearer a %ah     ami that step i*
Th« average woman, for instance eonld w*<
than otic ean of woip  «»r more than one «ak«  of -    ;>
ami in many -as,•> can )■•■ induced to Ion SOttp 01       u
through «n attractive price otter, even befon s)
tually needs them     Ami it only takes tsJcsmsttsl
build a good stird order AROUND such a    *j»<
Many women wh»« come to a eertain groeeri   *
for one  elas* ot goods        say   meat  or  vegetable*
might go , !». uh<r.   for another class   inch as soap    *
panned goods, but those muk* women can be sarong i
purchase these things in the store selling thust greet
i»,mm|s by attractive store displays with prices »m t
Most merchants would my that they very tpti< I t
learned the fallacy st     wait until she need* i?" *
chandistng     Proper   store   display    of   COOrst    r* pr
sents the very nppoaite sort of potiej
Thin, too, proper store display showing thi \
on the gooda builds the reputation of "otjt j>
store." a* against the possibility of a reputation l
the store charge* nil the market will l*nf-
Naturally, there ar«  exceptions, hut stores lhal
not accept thi* basic principle of the trains of ahotai K
price* on g,M»ds deliberately pas,* up tin modern •** it
of marketing iu favor of a limit-*d clientele in s ri
strieted commnnlty    Rometimes Ihe dee-bdon mat
o *
well worth whib*   Fretgoently, however, it reprr*   *•
a |>«K»r choice
In the application of this principle of showing "
price on  the  goods    Several   thoughts   present  the!
selves    Of course  anv  store  that  adopt*  this policy
should b,   so arranged  that  all  eommo-ditn s Sit u
displayed on the shelves,   withp rices placed its -
a way that any customer can see at a glance what  < j
particular commodity  costs
The counters used  for display  ptlCPOBCS should
chosen with a view to placing the displays   whel
er they be actual merchandise of or advertising '
lerial at a point where the customer standing *•••
ing for change or for service, will see them easily
In one store   for instance, a counter *in tin  mid
of the »tore sold relatively small amount* of display ■
(Merchandise      On the other hand, a sultnter 10 -
side, when- people stood waiting for aerefee. out- n
the counter III the centre of the store   10 to  1  In ''■
played merchandise    To use the words of tbe Ilia
ger of that store   "| can sell ANYTHING display
on that side counter "
For window display with priee, nothing beat**
snappv, price poster Several of these, earefti
placed so iis to bad the ey, to the display of tin got
offered in the middle of the window, are always cf
live, (ine or two placed mnr the en trace, wher<
woman cannot fail to see them are likewise effect) 'I-J.'l
EMIT 000D8
Orders heing received at tbe mills for staple line of
.westers an* in fairly large volume ami indicate eonlid-
,,„.,. „f the buyer* In the stability of buaineaa for raU.
The fight for higher standards i* having its effect
Mills agree tliist the bllsJneaa now .lorn* is clean cut, the
pHees are firm and the quality of merchandise m do*
m8ltd is liigh grade
The turtle neck stvle is Im lllg exploited U0W III two-
„i,ee knitted dresseB, as wall as in individual sweaters,
ll should gn.w even stronger since tlo* high neek eifec
„U-s. adapted to cooler weather    Tin* very   act that
I, has heen saleable at all this summer   and it has at-
Udned a tttdveroal vogne   is only another itrariwiae
happening of a most illogical season in many ways.
Tgnod deal is seen to the report thai go ft «
m ,.olning hack and unusual activity is aU tmoSMi
for knitced shawls and scarfs, while the eold weather
ttdl have a very Uncficial effect on eap*. toques, ami
other smaller article of knitted outerwear.
Shoulder flares and tailored straight Unci p^
mate in th Ilectiona of sjvorts coals *>ej.   Th** are
,11(l(|e of a wide v«riety of taported and do tn .all   »
„,.,  with special emphasis placed on pUida and mil
ture* iu gray and brown colorings
Furs play a conspicuous part in the - mode*
ing omitted only to U>« coats whieh eome under Un
category of practical and utility types.
Ilreg* of wine and burgundy shades an said to
specially favored, ahm green, rust and beige-
|,athcr bolts, both broad and »^j^^t5
.om- of the frock, and Ihoae which uba   In
tin,..pi,,,. mode an* invariably belled with sell
«»r leather.
tbi srortYim> rwoa or COTTOK
..».» im «.>- it.. n»" > "** iswsi
km v,.rk. *<-,*» im tn. -;">:•;.• ^';;::;,;;nl,i,,.
R.M7.000 l,»l.«. .-..t..|.nr.-.l with ■••'•"'""* „ 18|3,
31, \v». and with T.0T8.000 Men •>« ■   ^    •   illls
TV aarryover ot Amort ','••*"""."''I,"   10 3,
Inereaaed fr-m 1684.000 l,»l.- "" •"'•*,• '„,,'.J„i,i, ;i.
261.000 Mm on July 81.1MB.  T** """"I
668,000 1,,,1,-h on Ah«m»i 81, 181*        ibdbIIo« of
Tl„. crop of 188448 haa« j tar lo -   UPP»« ,
Amerloui aotton >>n » working'"""."". „ ,„. M utter
thil tho ineentive -.» replentah «««*• *;" "h „.•,,*,•,,. „.
In ^ m« .con,   It h partleul»rl> »        "   „,„
the past season. In the upshot, the world consumed
as much foreign ami 800,000 hales more American cot-
'"" u lhe half-year ending July 31,1925, than had been
lined in the previous half year.
The course of the priee throughout the main mar-
k.ting period of the 1924 crop afforded ample op-
pottunity for mill purchases of American cotton at contract prices ranging between 22 and 24 cents. Kven at
this level for eotton. both staple fabrics and yarns have
moved at prices so low as to allow little margin for the
mills, Indeed at times it has been necessary to price
them below the actual cotton parity in order to move
them.   Tlo- market for novelties has heen mueh better.
The experience of the season just closed and of the
entire period since 1920 is conclusive evidence that as
lhe priee of raw cotton raises above 24 cents the sale of
gooda is iiuule correspondingly difficult, and there is
much justification for the opinion widely held in well-
informed trade circles, both in the United States and
(Ireat Britain, that a priee below this level is necessary
if a broad distribution of goods is to he accomplished.
If no allowance is to he made for a further increase
in stocks, the United States erop would he ahout sufficient to take eare of a full year's consumption of Amor-
lean eotton at the average rate for the first half of 1925.
In addition, larger foreign crops may he available and
the trend of prices of these cottons favors a larger use
of them.
What does the home furnishing department offer
in the way i't" Christinas gift suggestions?
The question brings to mind a great many articles
that are sold in this section of the store, and whieh
make admirable gifts for the home at this forthcoming
There are many gift suggestions for Christmas in
•ho furniture line, and predominantly among these is
,,„, tAi,lei or living room floor lamp. Even in the
average dry goods store throughout the country, these
|.mips have seen a big sale in connection with the
h0me furnishing department. Some stores hold class-
D8 for instruction in the making of shades, which has
proved an added incentive to the sale of lamps and
11 It la good policy to stock these lamps in good supply for the Christmas trade, and to display them pro-
minently both in the windows and in the store.
Tt is during the festive season that the regular
• •     t Aobinon  fall off.   People are not
"" *■•   ,    .      .»., i,.stive season  mm   •■",   "f
■ the DOW MM0I1.   It « I***"'*' '**'  "M,,,, „l tl"' , " *', K Clahlnga  fall off.   IV-ph- <"** ''"
•ta that, While »«l>|.li-« *■< Amrne an      < ,,,,.<  „l « '       **(,       ri„8 a8 *|„,y ,l„ in  ho
»rta ,,„,! other marking* ■•"«"•■"Mftoeta      '"''•""* ',1    «•<■*»*• »'»,,,hs*  T,"y   "V'n.,S
,111. ni.n.,,,! have sue- led In building up „ ng and     '> ' ,u, vinU,r, lim, m contemplating
11*,,,ir homes up "
a :,rri'Ni=*-;r::'= * ■-*
to aonroxibatelv the nre-war level. ,.onsUmntinn
for another year arc difficult lo es ti   « « *« J fc| 0|l
far as thc happenings of p»hi ,n,,nn'sf.,mnlui „f the
future developments.   The recuse   fj     < ,u
larger supplv was one of the most intuiting 22
•< T
can he made a feature iu a list of articles i'or Christmas giving. The furniture section of the Btore goes
hand in hand with the drapery ami rug department,
and there are many things which suggest themselves
as desirable for Christmas presents, ami should he
kept prominently before thc public both iu window
displays and in advertising talks.
There is keen competition from the Mail Order
Houses iu furniture ami such titles as rugs and other
floor coverings as well as draperies ami curtains, but
the independent dealer has tin* advantage of being iu
a position to show the actual offering, ami if the customer is made to realize that she can purchase at as
good a priee as the mail order house offers, she is going to buy at home.
It 'is not advisable to unduly press the customer tu
buy if an article is explained correctly. If it* real sell
ing points are brought out in the way they should be,
there is no necessity for urging the customer beyond
reason. Such treatment i.s liable to displease tlo
prospective purchaser, making an unfavorable impression, and resulting, perhaps, in the en'tomcr not entering the store again. Also if the customer is Hold
right the first time there is no likelihood of her wool
ing to return the article. Heads of home furnishing
departments must be constantly in touch with pros.
pective buyers, keeping account of young people g< t
ting married, people whoa re building home*, or moving to new ones. These are all likely purchaser** of
furniture ami home furnishing lim s, ami a call upon
them will show them that vou an* Interested It
keeps your name before them, ami they are more lhan
likely to investigate your stock nml values before
finally buying.
There will be enough variety iu footwear tlris *.ea
son to satisfy every type of woman To begin with the
oxford will have a much stronger vogue than last year,
thc heavy brogue will be worn ami calf footwear of all
types is stressed for school and college- use- Rtisaeks,
of New York, are showing oxfords right now iu black
patent, brown kid ami in suede.
Por evening wear both the opera and the om- "'rap
models are used. A novelty which is attracting a gnat
deal of attention is the collar and tie slipper, in which the collar is the border around the Upper
edge of the slinper ami the tic is the bow Several of
the new sample Kncs include leopard or by its new
name of this, liabv leopard. It appears less iu allover
designs than it did last spring, but more tis a trimming
in ever before,
[There are two modifications about which om- hears
^ ttle but which may not find their way here until
after Christmas, these are thc square toe ami the big
tongue, the latter reaching almost to the ankle.
Illonde continues as a much-wanted shade for dress
up Fall shoes. Most store* are looking for a big season in gold, silver, and white, the bitter to be usc«l
mostly in satin. The step-in is still shown, though pro-
bably not to the Mime extent as the opera and single
ttirno slipper.
Paris has taken a sudden fancy for velvet, ami this
may reach here shortly. In the meantime, most stores
arc placing their interest in satin brocade and colored
kid for evening wear.
(tools Lo women, after having been in hai   i
fof eleven yeam, will again be in fl.shio i ,7     ',"'""
ot London this Winter The pthoo-a will be }„... i!. ,
Ored bathers, and snake and en Iii,  skjhs        '
*■      As Seeira By
I would sum up the prenenl mode in brief m,,!,,
thu-*.   suggested slim ness with exaggerated <lr,»|>,
bodices cul to blouse over sharply defined hips   *ftjM
line not importanl as long as ,..i... pnrJ ,,f {\u bmltb.
faintly outlined iti ©Ith*r to «ive a fluid tin.    tuv\j|
honette a thing of the past   godeta and pleats, <*,!■,•,*.
lally the Im>\ pbat. and the eireul ir mil ,\2\ j- ]l>l(.
and appearing more profnaetj  than v\,r  da*,   i* ,
heavy Woollens in diagonal wi*n\i\ and «nal- sll^-ni
patterns making coats and Stmt dfCases 1- tha - r
sey  and  balbriggan   lot jumper  sp.,rf  .Ir  ,,  ,    ,   ■,..
very Important, also metallic lace. lame, and i
satin for evening, with chiffon for dlflphaunnn tl
frocks jewel-like dresses embroidered with ehi
and gluts
Two novel draperies are of great Importance
season,    line is lhe up In front Hue. ami th* 0lh< i
elaboration at the hack    This elaboration is emj
Mod by hows drapes, ami circular cuts    Hut ont
is to be remembered, ami that is that no matt"
> 1P25
fullness or intricacy of cut i.s superimposed, the basic
slimiiess is preserved.
Street frocks of mannish suitings are very popular.
dm* coat-dress of a soft tweed mixture was worn over
., heavy crepe slip in a contrasting colour, ami fitted
at a low waist lim* to give a slight flare below* the hips.
Many of the smart English sportsiiits an- using loathe•*
for trimming,   and   sometimes the  eiitii oat is o|
leather, WOm with a tweed skirt of the same shade
l.anie ami kasha arc being combined iu many smart
ensembles    One smart  l.anvin model used gold bimc
for the sleeveless tllllie. while the beige kasha coat W||.«
trimmed with Japanese mink ami embroidered ribbon,
om- thing to be uoti I. is tin* importance of embroidered ribbon. It is trimming jabots., edging collars ami
Miffs, ami outlining the intricately cut bodices. No
simple black frock is complete without it.   It is a re-
s<»ft and pliable brim turned down on the right side,
and trimmed with a feather flower in yellow and
green.   Another smart hat, by Marthe Collot, was very
snug, and composed of shiny black satin ribbon, crossed ami re-crossed wtih a single jewelled pin for ornament.
Do Canadian merchants take sufficient interest in
seasonal sports, either in thc spirit they show towards
thier local teams, or in the atmosphere they create
about their stores? A representative of one of the big
houses in the United States, who spends a great deal of
time in this country, made the assertion recently that
the retail trade here have not seized upon their advantages nearly as strongly as the stores across thc border have.
Thc gridiron days are now at hand, and almost
every town in thc Dominion will have its football, soccer or rugby team out to meet the neighboring ones.
l-'roui the merchant's viewpoint, however, the spectators are the important factors of the game.
lief to notice that the jabots that were Introduced last
spring will still give the smart touch to many ot* the
fall costumes Psquln featured the jabot in one very
i hie black crepe i\v chine model in shoulder to hem
treatment, cleverly outlined with a band of hyacinth-
blue crepe de chine ami narrow gold galloon, ami broken at the waist-line by a broad girdle.
The smartest coats this fall arc of velvet, and gen-
eroualy trimmed with fur. A very smart model of
hunt's, of velvet, was cut on slim lines, and trimmed
<»n each side with bear, with very long hair, which gave
the effect of great fullness.
tine of the most Important notes in winter millinery is the loyalty to the close-fitting hat. Very small
and very simple arc the smallest hats RebotlX deigns a most successful om- „f black velvet, with a very
Highest  ^
Qtmt/tiy in att
'or OAir 24
Make the Weather
Work for You!
Takt advantage of the Indoor Days of Fall and Winter
by selling the cheery, colorful, cosy brightness of   -
Dominion Linoleum
Dominion Linoleum Rugs
Dominion Inlaid Linoleum
Why worry about winter slackness in yoni fh»*»r coveting
department when you can so easily overcome Itf Dominion pro
ducts are the very thing that people want the>-w days of ttttlc day
light and long  evenings  spent at   home    They   want   comfort,
brighteneas, cosiness, Indoors, features that Dominion Linoleum,
Dominion Linoleum Hugs ami Dominion lulaiel Linoleum give
without stint.
So keep these- products constantly to the fore OH your floor
iu your windows, in your local advertising Talk Dominion
beauty ami comfort to your customers Have your clerks do it,
too. In that way, you will be backing up our big advertising
campaigns in newspapers, magazine*, ami farm paper*, ami will
nap the utmost benefit in sabs and profits
Write na today for free electros and display
materials to help yon to a record Fall and
winter business
. 1923
[ni idciitally. it is declared that men's trousers will
tlap se» much iu the* forthcoming styles    To b, de
...iu  correct, tlo* trousers should have a width of
,,Meeii to nineteen im lies     The chief demand will b,
double-breastpd,  blue, unfinished fabrics     The
! ahould l»c of medium length, easy fitting, with long
j,, |H     Second in eolor preference will be'the  forest
.*,.„   with brown ranging from dark lo light  Ian
|i,.i,|e«lly wieb   Im Its will Im   the vogUC with all trou
•.nt     Hats  will  have   wi»br   brims an dfam-y  bands
Vnciv iiv«* percent of the hats will be soft    The old
ir.n derby is dl «'ide dlv   passe-     Shirts will Is   all lhe
Milors of tin minnow, bul v*hit« ami solid colors vs il
reiiutin iu favor
Tlo flio hosiery section of th« Canadian Woollen
tnd   Knit   floods    .Manufacturer-*'    Asaociatlon   hav
mliiptrtl the following sutv si\ hosier) colors for the
spring of 1^*2"   —
(ighl ISnk Champa:*'
p,,,^ Aitooml
sk> Blue Gravel
Moie Oraiu
Turepioise T«»a»t
Li x.mbr Beige
Sib- Tanbark
\|,p|e   tire ell BlsCttll
a  *       1    1
Dark Heave.*
French Nude
Windsor Tan
Russet Brown
Russian Calf
Medium Brown
Navy Blue
Cocoa Brown
Dark Brown
\ ellow
\.vs Bronsc
Air lean
Royal Purple
Piping Rock
Yale Blue
8lone cr**;,'
Medium Hrey
Oolf Green
1 Ire-v
I 'rn-.li
It has been ascertained that the fifteen colors in
heavier type arc designated by the Association as the
popular ones for next spring.
An Attractive Fall Opening Window
v    ml    683  HasUogs  Street.  Vanci
tba ranomxm - - hi ■*' ' ,' 22 «% £*<•«"""'*»"*T! ITZ'X-
mtat . am»att* -paller."   '-'"■*** *"    "" „ ,„ ,,Mto o( mmismm aaa tb.«	
ih.. alara <lu,i«a lla aabttlllaa   Tbe tatr— "' "'
|ila). wa nl a >",< lilali Manila,,!
I 26
■v-fi 0
Triple Stitch
li Always on the Job "
On farm, iu factory, construction
ami railroad work and wherever
overalls are worn LIOHTHOUSE
BRAND an- giving bunesl wear and
saving the workman's dollars The
triple stitch means triple wear at
tin- seams, and no puckering, So
skimping of material, LIOHTHOUSE BRAND arc made roomy to
tallow of easy movement.
pSell LlflHTHOUSE BRAND,     the
triple   stitched   overalls, -and   sell
Rock lalond. Quebec.
R. M. Foster, 3544-32^ Amst West
Vsaceaver. B.C.
O WEAR Atlantic
Underwear is like
transferring the warm,
woolly coat of the Maritime sheep to the back
of the purchaser.
That's why it is such a
good repeater. It makes
friends and keeps them.
Soling Agamlt for ttjftmtt. OnMtiw
and H'tttom hmttmot TDK BRITISH
Methods of Selling Footwear That Bring
Customers Back
Uuon. from th. Eap.rl.ac, of a M Mercb.-int-RcgarJ the Transaction Throngh th.
Caitomtr . Ey.i-S.ll Comfort Pint
IT is much lo Im pre farrae| ilwi! vmi shotihl luv, » s.t|,
through not having the propel sj/« for your eus<
lotner than !«• sell him ot hef a pair of ihoes shut
, (ftiitifl lo provi uiaSalisiBflof) Iteeatisf of m»t being
I hi proper slae a% hard!) «o r will that ruittnnier eome
Itaclt ngsln to he tiit««l i**t another pair    tlisc <»s Ihi
- m ». RfioitS vi hv tlo* nuul order Ih»ii<m s ar,  itelHnti s.,
>, ithoes lo j»*-*e|»|*- io stimuli lowitdi i«» lhat fte't that
ihi intall lown rotinlefs, as well as their tuileiuneii, u<*>
,i[.> j.<j\, ih, Htwloruer Ihi sts* hi *-oiu'i*,'-*'*v th, sir*
-. "sink* he wears in pise? >*i exerei&iug the- utmost
*. in teleetittg tb* proper sin te»r that euslomer n
j   ■ •!-.!< v» «<f what  %'if*   IM iiauo-'l        The »,■  ntt IHSUV   iii
Maoeei where  women hav.   entered -.lox   Moren and
m|t|ettetl te» b.  Sllftl Sfith i l» ««r e|e>uMe K. whereas
Ihey aetusll) wraesiii Soefi width A or B (eiv, 'Ion
I hi <*it* Ihe) think Ihe) want and ih«y will Invariably
lie*   ■ hseatlslo i|   With   thieiM     *ah<*»- %    ellO-   !e»   the    e.te.***.,)*.   *'.,f'.
.•■I pain th«v will raorHenef Maui *>i theni do not
real in   thnt n sheer! wi*l«* ah***   Of ft lollB   narrow  she>,
wrl ilevei* Ihe prevailing wlyltr wa) )** is imt hti**\ \*>
th-!'* stvle *>t i,mt. and it Is therefori Up In ihi ssle*
n',. i \,»-, *,„„ ii;, utnifMti eare rtioi ift-fi in sei iiia I '
Ineir ettsiootefi are iit»e«l with shoes that will prove
comfortable ss l«»ng ns th« v ntt w«ern
Pcor Fit Helps Mail Order Houie
H< »ny lilt*-.I with she., i lhal d«» i»iet provi satisfac
torj  etsstotnees will n,\• r return '■• thai slnn again
the)   trv   lhe mill  «»r«b r  houses m \!   titio    or tin
Ml ringers who eall al 'loir eb»««r taking orders for
vlioe a «»r some other stove in lown where 'lu-y have
pttrehased before; wheeets if thev had heen Sited with
**Iv»m % that proved eontfortablr tlo ston would have
!  "l« (Hrm!* for life
Sol    Wl*.   bill    Ve»l|       ihat's   fhe    See re t   111   e|e-;dini*   Vvitll
ks ini-, ra M« e| »m!y   in oursi-lves Blttl Mir «»wn liven
I oo often we build « vvjtll around 0UV*eiv<M and ob<
lei e»ur omii view   thtin Wi ean1! two ouitddi uor
•re riftiip,- (he arants of our ettstotnem In thf right
1 J    Thai'*»a wh«re tin executives, owner**; and man
■'''•  of   retail   nlioe    -»| oral  e eilite    ill    be eallse-   e V, ' \   tfl
■1 ihoe estahliahtnen! mual eoneentratt snd eone,»n<
fate cloaelv, on their bttalnf-aa, and lhal i-* (ust n mat-
r ot looking ni think"** through the eves of Ihr put*
met ami reaching him through his s. If interest Thsl
1    "lie  sh.ett   nit  let true  e«i ope nttiutl
Vtnong many Inatattees tin write i ie calls is one where
"nuu man wan BasJgned lo lhe women's shor depart
"i in one «if our fair ticcil nhop establish nts iv. \
w to .•• iniiiK thi** eiryiniiiiitiein he was employed 111
'li«'r shoe Htoh- in the ehlldren's department, when-
made» bin weeeas   hut in selling women's -shoe*
WBB a dismal failure     After this became  known to
" manager he could nlalnlv see- that it trss his pain
■'"tv te» try Mh)| explain the merits of women's ihoes
'his salesman 'n an effort to stimulate* his wdllna,
'»• «'»lh'd him into the office for an interview    In
Pja-^ol 'bawling him out," telling him about his in-
enteieney along ttcientiftc salcsmansMp lines, knowing
thai this young man u.-.s carrying the responsibility of
HUpportlng a family, th.- manager placed himself in tho
raleaman's imsition and nald: 'i really think that you
are a good salesman and have the ability and Initiative,
hut it r-eema lo me yon are not filling the niche in our
businrss that I really believe you should. Now, tell
i". u<iili| vott prefer to work in some other depart-
The young man s.-VI. MYea, I love children. I take
n wonderful delighl in fitting children properly with
*«hoe* I am sincere ami eoiiReleiitfoiiB about that, as
I realise that thc children of today are going to carry
tin responsibility banner of our nation tomorrow."
lb- sold the- manager to such an extent thai he was
transferred from the women's department to the children's department, and today I really believe he sells
.s many children's shots as any single individual in
Canada As he explained, "I cannot tolerate the at-
titinle- of sotm? women who come in to buy shoes; consequently I am not sufficiently interested in the work
to a point whereby I ean be a success."
Look Through Other Fellow's Eyes.
Many and many are the gootl salesmen whose ambitions havt  been torn to atoms hy the executives of
tloir business who tliel nol look at life through their
!, p|ovee*s eyes, Slid the same applies to shoe salesmen
in regard to their customers.
\ shoe salesman should keep in mind at all times
that tin- firsl thing to consider in selling shoes is (\)
Comfort; 2 Style; (.3) Quality. And if a merchant
will remember these thlti*ts in advertising his shoes—
building valms in eomnarisoti to the price he is ask-
ing for his goods   he will be successful in bringing the
Irade lo his store
Thirtv.five lo fortj per eent of the retail shoe business lost today ts through the salespeople not know-
Inn iHeir customers, not knowing their occupation. For
(nstniiee if a woman calls for a pair of satin pumps or
.-i,,!,. pumps, and if the sales person has sufficient
diplomaey In find out it* this customer drives tin automobile.'right tin re is n big opening gap for that sales-
,„nll |n ,, || more I han one nait* of shoes, for wo all know
•hit satin pumps- made o\' n material so delicate in tex-
tm(. ,,s satin is. will rapidly peel at the heels to such
a., exlenl that the customer after wearing this partle*
u|,r ,,,.,;,! of pumps a few times will say. "I'll novel1
,,.„„.„ ,0 (hai store, because of the unsatisfaelnry
wearing qualities of these pumna," not reaiixuiu
driving an autoiuobile is very hard on shoes, ii
potdally satin shoes. Whereas, if the clerk w.
ph suggest, "Yes. satin uumns are very flm
mVe vou will derive n lot of aatisfaetioti
litM* nni| thou go on In a diplomatic w ■_'
l.Wkidorasoftcalfisvervflnefor.l , nnnto-
mobilP, the suggestion would resnll u , *; •'« ^
pairs   Educate your customer in n -11"1 un'
|l|     I'S
i am
nice 28
lies, for We know that tin* public buys what is is educated to purchase.
A suggestion of the same sort would also appeal to
women who are athletically inclined, aa thorn* arc so
many hiking clubs today and so many urn I ami boy
members of these hiking clubs who never wear suitable
shoes for walking any great distance.
These are instances where the salesman can sell two
pairs of shoes in place of one pair, ami it's the duty of
the sales person to interest himself in his prospective
customers to the extent that he (ind out if they participate in sports of this kind, and that paves thc way
for a salesmanship talk that will create more sabs.
Selling Two Pairs.
of course,41 is not advisable* for» salesman to work
where he does not thoroughly believe in the store's pol
icy, tile   reputation of the UWtlCr of the steil'e, the   |*i■*,
latioii of the manufacturer that makes tin  shots th
this store sells,  n|*  the-  service   that   this  ItOrC   l*'*lle|,
There are some very fine talking points lo !»• hail ••■
She above qualifications, because a salesman can claim
i ie upon the reputation of tin- store, the manufacture
that turns out the product, tin  style   quality ami -,•,,*
fort of this particular brand of shoes
Comfort the Keynote.
Comfort is tlo   biggest thing in m (ling shoes  V
lice how tin bed ami maltress manufacturers have can
ttallsed upon tin* comfort In sleeping on certain kimbt
of mattresses    Why shouldn't a retail slm« establish
incut capitalize- up>oi tin   COD!fOft, style ami quality of
his shoes!
A Dealer's Handicaps
Ity II   H  Simpse»ti
OME confidential words of merehanta, listened to
here and there: "If I didn't hav.* tin* wor-st bunch
of double-crossing competitors in the provinee,
I could make money at this business'
"If I had sufficient capital. IM show you a real
"If I had not had enough sickness iu the family to
last  half a doxen  families.  I  woiihl  hav*   geit  -went.-
"If I only wen1 a salesman; I'm not not worth
a tin whistle at it I have the wrong personality for
a salesman—which every man iu this business ought
to be."
"My health is very poor,    I have to take- fl long
vacation every year, have had big doctor bills to pay
I often think what a success I might  have made- • l
this business if I had had the health of an average
"Do you know that a man's wife either makes oi
breaks him? My wife made my life* miserable for
ears, forever criticizing my conduct of the business,
id. Anally, she up and brought suit for divorce !
II you. 1 don't know of any worse* handicap in bust*
ness than family troubles."
"I am very hard of hearing. Like- a tin can tied
to a dog's tail, that handicap hounds me every ilay in
the month, every month iu the year "
It is a fact that many men in business do have
mighty hard rows to hoe. We have- had a hard row nl
times, ourselves, it has seemed to us. Still, we e-a'Vi
remember an occasion, when, by mixing around a bit
among merchants who would talk freely of their af
fairs to us. we could not '*"t ver-. much ehe»rwl
simply finding how mt»«h worst off. as regards ihelr
handicaps, many others were than we w»te In our
home-town, we onee took an informal secret census
of business-men and their handicaps Wl vot hi bind
tbe scenes, And a surprising fact came to light, Bvcry
single mother's sou of them—among these merchants
—had a handicap
Handicapi are Ubiquitous.
The fact of the matter is, there are so many ways
in whieh a merchant ean be handicapped, that he is
fairly certain to be caught in one way or another.
Making an appraisal of himself mu\  his husinev,   h,
can, practicallv  always, timl conditions which sir
e • •
holding him hack   Some of them can '»• of ver) wt
lous eonseouenee, loo
There* are  several things   though. SDOUt handicap**
which I believe every dealer should Ihoroughl) under
'laud     There-   is   not   the*   wholesome   philo«mphv   r>
garding handicaps in ever) case- which there nhotil*'
be      Tlo-rc an  merehanta be 1*1 baek Ver)  s, rie».isl,
things which, if tiny WOttld e.nly have  tin   right vies
|H<int.  Would  hold tlo in  back  far.   far  IcSB
I'irst oti, (el us realise that there is a seert e,f" law
of coiii|m nsatioii which is forever taking enr» »»f tinman with a hamlieap     The   principle- can be sun si
work in that nnest dreadful **i all handicaps seem
ingly tin- loss of sight What happens* (hough wit!)
tin man who loses his sight' II* develops hearing
far more- skilled than that of tlo aver, g, man. toueh
far more* skilled, ability to measure- distance by !i">'
and other things which the man with sight "bees nol
possess in anv finished f«'rm    Actually, blind men In
f i **■ *
busim*m an* driven to aeeompliahmcnts with th-1'
hamlicaps   which   tiny   might   otherwise   nevcf  hn*'
one «tf the moat orderly, efficient, neat stoek room*
we know of is that of a blind dealer    His office, f«*
trio   efficiency,  puts that of tin   average   man in th*1
same- trmb   in the kimbrgarte n class    Thi-* dealrl  i*
abb to operate « typewriter, file his eorrespondene-
nml do numerous office details with greater cfnclem
than many dealers with sight    Of course-, many •!■
era are clumsy and ineffieeni in tlnir offee manag*
Then* are other ways, lhat the law of compete
tion   works out     A   merchant   was  telling  us  how
during the llrsl years of his business, he vvas fearfully
handicapped by lack of funds   To "get by." he at
his family had to exercise the most  rigid CCOUOli
Por cxamidc, for three years after starling the busi
mss, the family bought no new clothes whatever  A*
this same economy was carried into every detail
the business
"I never knew what true thrift was until I It
thai cxiiericiice." he declared to this writer     "I "■"
the capital together, eventually, and for years, I hai V)2
}ll,     p tiuaiicial worries, but every single vear I hav.
,„,     .arising  dividends  on  those   tirst   three   trying
i   other worils. lln- handicap developed qualities
idgmenl and habile in this merchant, which pees
„.,     otherwise might mve-r have been Inculcated in
Indirectly, the* handicap contributed to his pn-.
splendid sueoi ss
\HOlher   thing   those   fin-,1   years   eliil,"   he   saiel,
iu re vial unusual ability in my wife fe*r assist
,.. *..••   Otherwiae, she might never have attempteei
.,,  , ;i inerchandin over tin counter   Then, she bad
, that  we could  no it  «eiir |my roll    Sin   devcl-
„l..   remarkable ability, nod was worth far more to
thi   business  than   the  payroll   saving   -*h.   effected
}|     I n<>t bad thc handicap Of the laek *«f capital this
. || ev«r have* boon discovered by us   sin- leant.
,,j •„. much bIhiu! the- business, that now, any time I
railed away, or sick, «»r otherwise separatee! from
nsin» ss   she   can take  tin   h ins ami manage  it
a ith  mieceBB
Another egao which comes te» miml is ni a mer-
! win, ba\ acros.% the   *tn»«t, a     elirty" COmpCti"
Moreover, the competitor had been longer ertab-
i%\ i a snd hail greater reooureea than "our hero."
Competitively, this man wa* under a handicap
iste.s? e|»*ab rs arc not     lie   met it by working
r   thinking harder, making himself inte, a In t
ler merchant, n mora' skilled contender for tin tetwn's
Kventuall)   lhe competitor went out <ef business
hill   | hi    steere   lefl   JO   the   lie lei   lias   St.rt.lltv   rallied   i\\\1
ih'iAs on tin ''handicap*1 Ubored under for .1 trying
If I bad ni»t h«el competition,*   this dealer said
lo UM      I might  never hav,   J. arm el tin   job of slurping     As  it   was    I   hid   lO     >ml   it   has  paid  im
ii ight) w, II in lhe eiul "
Kven if a hamlicap is current I) rather mi expen-
•»»-.. proposition, examine i' carefull)   nee if it is nol
eh ve biping y,m |t, directions whieh will repay the pre
win losses richly In the end    Handicaps havi •» waj
- " unking OUl thai way
Personal Advantages Are Universal. Too
WC have s.ini alwve, 'hat  UO one lias a ItiolK'po!)
hantllcapg   Tiny are scattered ail over Iti-r lot, oo
some lind  their wav  intee marlv   every  stori
v parallel sit us Hon   ami this is might) import
oeeun in something whieh is rcall) n mighty
Mght iimn im|M«rtaut than handicaps   namely, per
v   ial advantages
1 "uriotidy. some merchants woultl do ihemselves
 I turn if they would imitate  Mis  Porter's fam-
charter, Pollyanna, Ihe glad girl     Instead ot
' ling over handicaps, a no reliant makes progress
he, t,, iqcccbb, as In* realises personal advantages
imsacBBea and capitalises them t<- lhe utmost
'bight we to pity, very much  the merehanl who
'in impediment in his speech   unquestionably *
lieap in store  relations with customers and em
I'   Vers   if we tin.I his father bought the present sit.
the store, years ag«»  when land was »litt cheap,
* 4
s" far from tin- location being an item ot . xpense,
iually returns tin* store n profit  from tenants
,;,,l,,,7',»ik""l.i.s business and "turn to" regularly
lo cjontnbute their labor to it? iegumuy
|,M,,lk  """ to lake long va.-ations,   f vvc find he
RH? :,,,:n'k,,M" JM»i "nd  rihandising abu!
'• ,.. Pi01, lo the average man In the trade!
[he answer to all of these questions, of course, is,
kLtlil tl ''",:r"s,',,, m* ^M situations, It
'' " handicap possessed of personal advantages
whl™ ""-' H, with much to spare.
l-'Maiaiu PranWjn, sidng up a situation, had an
interesting little habit of writing down the "pros" in
;1 '•"''•«■'»' of a sheet and thc "cons" i„ another col-
imm opposite lb- would study both columns, and
tru|" ,,i" comparisons make- a decision.
If every merchant reader of this, who has handicaps he is much conscious of, will follow Benjamin
rrsnkhns example, the ehances arc. ten to otic, ho
will find the balance is all in his favor. Personal advantages, that is. far outweigh personal handicaps.
Moreover, a merchant ean so shape his course as
to minimize the harmful effects of a handicap, and to
multiply the benefits of an advantage,
li the latter strategy in successful store management is followed, there are precious few of us but that
ean sn.il.. and consider that "The Little, Old Handicap   is taken eare of for good,
What should it eost q merchant to do business in a
lowtl betwei n 6,1X00 and 7.1HMI population and a business
of approximately $170,000 a year?
The expenses of such a merchant in Western Canada for 1924 have been tabulated for the various items.
sueh as rent, salaries and wages, advertising and so on.
Silatie s amount to 111 per cent., which i.s about 2 per
i.tit below thc average for department stores doing
business under $1,000,000 annually. It is, therefore,
not out of line, Rent is costing 3 per cent., which is a
little above the nvcrage of 2.3 per cent. Advertising is
J it per ecu? , whieh is also a shade above the nvcrage.
Insurance is ,8 per cent,, whereas the average is ,5 per
eent Taxes arc .»> pet* cent and the average .7 per cent.
Depreciation is 5 per eent. which represents about the
average The total amount to 24.9 per eent.. whereas
the average is 26.3 per eent. An endeavor should be
,„.„!,. i„ a centre of this size to cut down salary expense
out, or two per cenl and, no doubt, with a more valuable wheal crop 'his year It-will be done.
This particular merchant turned his stock three and
one-third times In 1924,
\ recent report from Harold \v. Bass, manager or the
WoMtpru Sales nook Co. Ltd., Winnipeg, shows thai business
ii Rood in bli Uua. He states that an lu^^ »tt»^j;B0'
,llMnIl.r ebvek books sn being manufactured by bis compan)
■"   robiiblv prove the largest In lhe nine
lhl« N<*»i. Which Will pi
pany'** hlstorj
> I
\v '
°Ugh|  we I.i pitv   the mei chant  who has a iriek)
Wttor, if we leant that his wife snd two eldest
BuiIdmi here Is mors than holding Its own, and ihs   •
,.,,Mli demand far counter chock bookss "yldence or lb
;SJ„f 0pUmlsm, and of generally ImprovltiK business condi-
.',.., |„ western Canada," state! Mr, Bass 30
Rtmington Wo-tel 14 — HksS-
|»n»rr. all allot UaeftrMtlng I'.lflr
llioionrrlrM m>ll<\ QftOCB, litkr-
eloWM l^-mclli Irtlarli OOtttl, 27 S
liiehra. iMrirl-lrnctli. 22 ISOBtl
Wright,   «S   i-.»if,«taa
Remington HLSpttS CaMritfgat
Otn Ilia- fimtmt leittK-tuliCe-
III unit rooming e„rlil«l*a'-a itiuelf
l(,e <,llllll*i-lie|<-<l     f,el     f.,al   IIk,MIi|J
Kama* MINI etprn  nheMillng
Remington   BaprvM   Cartritfgtt
RlVt* llieelr H|M-n| lo Ilia- lie.eVlrejt
mtitahiiMMiWriK bullet* KwiMM-liilly
rixeelltriie-nelrel  ful   rite*,*,-,  Rlllll)
niul  eiiltrr   lurgr  Riour
Small Bore Speed
In a Big Game Rifle
THK smoothest,  fastest mcfhanhmi  ever devised for  repeating
firearms \s the Remington slide action operated by the fore end
The mipcriority of thi-s type of operation i** clearly proved by
it* wide adoption for r»p» ating «dioti;uu<> ami %uuill boff rifle* Only
Tlcrolngton has de i* doped it for n hiw'h |Mi»,r rifle
imagine n repeater chambered f«»r 35 Item. 30 Rem    88 Rett   "r
,.'i,f» Hem, Mi Speed, Rxpreaa, nml Itcgulnr Cartridge* with the *nno-
spee dy pump action found on Remington 2**1* nnd repenting shotguns
Think how rnpidly niich a rifle could Ih- operated nml how steadily it
could be held nt aim     It «oUml* too good to Ih- true  but that's CBBCtl)
what the shooter getn in the .Model M Itcmington Repeater
Over ino yean* of experience in tin* manufacture of the finest firearms
gives Remington Itifbs precision of aim ami poKHIvenesa in action,
combined with inherent ruggedm*-**, thnt cemimaiul* the reapcel of the
moat experienced «diooter*
Impiire of your jobber, ami write us for circular* on Hcmiugton tire*
artni ami cartridge*
Itcmington Arms Company. I im
25 Broad-way Ratabllahed 1816 Kate Vorfc
Firearms        Ammunition        Shotguns        Came Loads       Cutlery       Cash Rsgitt" 19
Sea priefB OU  turpentine   ihow .«  deelini' ol ttn
s a gallon
Aluminum Ware
ijmetniion* fr.nn ntatttifactttrerB **i Aluminum coo
i     utensils »ho» n lowering in pri.-. of ten per cclll
Weather Strip
More nnd more inler«-*l t* l* ing shown esch week
|»v the flail trnde X fnirly sit* nth pereenlage of th.
•    i,  hn* eovetral it* requirement*     Indications st
|| ., time nre that more wmilor Strip will b,  se.h! this
, by jobbing bouaea
Steal Sheet*
*>»!,-. nr«- g.MMl with *tocki well BIN     Priee* have
nt rhanged
\,, further rhttog'*** have Ite.n mob   in tlo   priees
I trnde U fnirly good    Stocks an vv.U filled
U mand i* very giMM| nt present with emph sUwk*
.   .»ll line-*     Pric* »h«»w m» changt
Solder and Babbit MeUl
Sab** are reported g»M|d   Pricrs uuehsnged
Tlo re h n steady nnd satisfactory sales eolunie with
prices ltroit| but unchanged
Host Noaxles and Pitting*
\. vv  price* on bra** hose north-* Slid fitting* hsv«
i'.^ii Issued, nml nre the nam*? as tho* ruling tot !!,~'
Conductor Pioe
There ia a v.rv steady demand   Prices unehanged
itiiitdiug nparationa in thi* territory sre holding up
well, nml piiim jobbers report lhat Ihcii sales turn
•n excellent    Prices an* unchanged
Demand is fair.   Priees remain extremely low "in
»h(H*ra  believe Hint   they will   May al their  |H"s.m
• v« Ih for several week*
Roofing Paper.
steady demand i* *till noled wilt, pricea holding >
••cent levels,
Piald Penoe.
Knll iHisineHs in beginning lo show a fair eolumc
i'i ice* »!•,, itrtn.
Glass and Putty.
Kales volume is steadily incrcasiim. uiiusing anliei-
tatiou of a brisk fall business.
Prices ah* linn and there is a Steady volume of Imsi-
Sales an good and priees still without change.
Oil Heaters.
oil heaters and oil burning cookers arc said to be
one the most active fall hardware items. Prices arc
'Ih.r, U a very steady and well maintained demand
t<>r radio batteries, and total turnover appears to be
gaining from week to week with increasing use of radio
sets Priees are steady at levels that have ruled for
*m veral months
Builders' Hardware.
The report still is that there is a well sustained demand, indeed the activity in tIris line is one of the oil*
enuraging features of hardware business.
Stove Goods.
Stove l-nards and other miscellaneous items which
eniiic under the classification of stove goods are now
selling actively in this market.   Prices tire fairly uniform and orders have been well assorted.
Cotton Gloves Moving*.
Jobbers report a   very active  demand for   eotton
gloves in the neasonnl leading styles.   Priees arc considered firm and stocks appear satisfactory,
Uthough there has been no change in price, rope
wdes are only fair in the Vancouver wholesale market.
Th.- demand from shipping sources is not very heavy.
It is reported raw material is still very high. Stocks
s.ii.-s nf prcpan
nelory  volume al |
,, paints and varnisl.es are in sat.s-
iLent      The "Paint Tins Pall
on volume tu pieseni.     ■■ Dealers are
I,,.. ,ur verv ffOOu ICMIIIS.     ■" *'■ ,
n sing the Inniienei o •' somewhat larger
[^i]XA «w"•***- •«« ni,iu,|*v low- 32
The Kind Women Prefer!
It's Mllljilr     tile r«*;i>..!i Ut.inrli nil tllleeiiL'll CttJI-
aila prefer Davidson*i piiAUiciwarr ntin*il*.
It gete hot '|iii<k«*st. ntnyit but tangent, outwear*
anv other kit-Inn utenxilH,
Tm keep it (dean, nil v«iii need in Wiop gttds niul
warm water. It doesn't have tn u -scrubbed
or secured* It shed* urease lik- china, leaving
it absolutely eleail ami (Military.
You can't do bettor than stock ami feature
David&on'g eimmehvare, PcHipIe km»w it, ami
prefer it.
7At S*ut^H $ajt»m*%*/
Kit aid.she,|  I860
Head Office and Factory: MONTREAL
Vancouver 1985
Paint Merchant Should Set Good Example
By Painting His Own Store Front
Prurmining tseXor In Success of Retail Store u Appearance it Presents lo the Public-This Partic-
ularly Tme About the Paint Store-Merchant Must be Thoroughly Sold on Value of Paint Be-
fore He Can InoeessftUly Retail It.
ADKTRRMlKINfl faetot in tbe nteeesi ol i w
|fj) UtOft »«, ihr A|i|ta AfAliee lhal «,?,,r, ju< w t,N
la the (iuIdic its pfoBpeetiv< eustinnen A bsd
an created oil o enslomi r through th«* dingy
.,*. .if a stoff **HI. i« ih* msjoritj of ess**
-v*id<* diatfaefitig hi* attention fm.m th. j»n>
'.virouif** him «•»**am*■**t th« itoh ind I good * it
lamer »»H bi l««*'    The i vture ol th* peodoet, {Mint
,, if.  io J*, fAlive that   the »|aj|t.'r eb tilOltSlrili   *    it
Iti ess be i.bialmal fr*»u. *h«- ptoptt nm oi It
.   bb  rO*t»Oi'*ef*%  (ttfil   pain?   I**    iflei   ill    I
i   snd M'tl !h«'«i. through tfe*  sp*fx**srsn-3*i nt sh
7 .\* on the idea of "Hies th* Surface and Xotn
\\\ '       Tlo   tm rrhanl with ibi   BlifMsilill tl
ltd tha- ca.lmabbjr ***»n«le<*»-a will oofa "*   ll    \***o
I ttMlt   10*   tfaaaael*   fight   a* ft)     Slid   bsfPl    "   '■
« {»vrticiiUr      |Ui«eii." * -m-* dvill «>n a street of
•<*.! *t«efa- front« an I -ahablev looking buildings il
• ■-■ *..yy jaaewcrful nsflifhrt-* when H etwseo In pulling
t■•,*' toert it**m the Nt-ffonnding dbtfriets   It ia the
bfigl *   *,».'.! j..\h,*j, .{  **ti»rv■%.  th«*  riven   iprii       nking
I thsl poll bttrfnOJB their «TB)
H }'■
*   11
I •
PsinUng Contagious
When one lo.-f. h;\ot  ffc^if *»«,   tool bet  follows
\\       ani  hoffflf in lb* w4gbl»rb««"*l i* i*-*""* *
stsglon «i«r«-aiU    A tf»*«l  llw bardsrsn   ind pso
ririlrr    vn •atari *u . t»i.|« i».i«* to an vetf"' l»d ft
lowi If b* rftl paint hb own ston front fleet, snd then
■r   ifter hi* frlenda snd neighbors    "•* wrii«psn
Hon from naturally rvmilu In fresh t5< tt windo*  H-
pu**- nnd in a clean pevement »" -*r"n? "' ***' "'"'',
eirfk* tn tha- well pglnted stori  in ** ;*■/
promotes pfospeHij  snd th*- rash tvgW
'fjio nt I)- aiol in.»r» r.iv«iilv liefofi   m    -s
nl »* dry on tha* front nt the rtor.    v« ■»*•  Pr
••■  inerehaiit who learn* thb *seerel >H IP*
Wj, | fc.»w,,J thing Ilk.   tin* Ifi hlmtrlf   bowrvri
'■'    hv bu* pointed h»* own fmni b< will u*-*
igbbom, **t lha!  thev    t.«»   (MSI  HlSri
snd, incidentally Inen ism bis psint
'..r. * ».t n i},Ma,i essmpli  Thi ji *
I-pointed front (itilU i r««!«      To*)   ,f*
snd fresh   Combine bmdness with pn i«*n
nHghborson th.* idei thnt t»«>«it pron»< i«
*n«l   sell (hem tbe pslnI    Th.  srelMtep'
ps the shopptng centre le.r th.* poiintrj
rmer and bin wife and fan il) ,"*'■ ''" ' "
r-l thev in-at naturnllv turn toWSItW
I'viiilrtlil, trim ami mat t.'vvn    Prlewi '* lX
but thrv .lon't seem hl*her, snd ih« *•• x
bv the-ac increhanlH iu lhe nodo-dst* town i-
'«itcr nml the rtftfe nf w"""l- more exienatv
ReUiler Must Be Sold
HiicecWnllv retail a producl the merrbsiit niiij-
!m    If \*v thurtnighlv -44.I.I on i»- no-it snd sppn*'
,N   toe and onetnlnesfl   A denier mlfhl wnH' l i"
(V   v*
Vail |
Ik -
fish in a iliuL'y, ill-appearing store, but his argument
i*. goinjj to h. materially assist--*! if the customer can be
r. (e rr.-<| to hi-, stun as an example of what paint will
do l« iiiipr..*.' the appearance and lengthen the life of
*v woodwork and fixtures. A customer sold on the
appearance of a stun* is half sold on a can of paint.
Tbi merchant i-> too liable to be faced with the argument. "W«!l. if you are so impressed with the saving
qttaiiiic* of paint, and insist that it is necessary to the
preservation and heautiflcalion of a home, why is it
it you de-em it unneeeasary to apply a euat to your
own lion '" The merchant with a well-painted store
• j.;, o| *lrates lo his customers and prospective custom-
■ -- that he i> "practbdng what he preaches." and by
»| nsHng 'hem thai he is himself seihl on that particular
product, in turn assUfs his salt- to the customer, for the
. i*t imer reasons that, "if he considers paint of such
i portanee that hi applies it to his own building, it
i mid iee n< ee \s^r_v for mine."
I« wnaasi iMWOvtMivn 1
g-gS lm0*m*aammm  J
, mm***t*^*'m
v, ,    ■ ran* Ktati hiltt) tone with sharp ridges, Improv.
, V f, 'J.,  ; i lS\v i tm deep rounded smooth bore, easily
Partial Payment Plan.
\* .i meeting of the Save the- Surface Campaign
kefiilivt' I'i'iiimitte.' of the [2 S., held in New York,
a   stilMHunmittce   report   was  unanimously   adopted
nhi ;  states that "further promotion of the Partial
r yn ill I'sinl Plan should be left to the imlividual
■    . - oi lhe industry and that the Save the Surface
i   i paign will continue its promotion as a special fun*
• in onlv as one nf several methods available for in-
i I In  industry's volume."
V building, whieh on completion h-u  •■>
,,        i  of 1300,000, s being        . •      .,
., dmnlOOtl   "i   •T••,', •'     * „,. i..,!i .Mltr-
,v s,,,,,, Montreal, tor the  Pho
|H     I.IU 34
The "PAINT THIS FALL" pooling campaign alone
cannot double your soles, ll ia bul Ihe advance guard,
the barrage, the punch on Ihe note lhat starts Ihe
fight You must follow it up BACK IT UP! Your
windows, your counters, your advertising these are
the salesmen to work overtime now while "PAINT
THIS FALL * is in the wind.
601 Keefer Building   •   Montreal 192a
Th* fQlltwiag Sft gricts fta-altS far pr.nopal lints of leading wholtUII f.rmi.   Pncee quoted are ne-ceatarily
•wbjtct  *o market  fluctuation!.
laaOo* Otsot •Ni'C
ii i    i
■ a
ll 0 »
:< a i** *a
;i t !■■•♦ «a
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a    ■
M « '*■•* *****
t '.% *h
u ts
1 4-
4 IV
1 M
4 1*
t »v
I 4.4
♦ *W
t 1*
*""m" ' tOir* n*t* IS 0 S It S l*» <a M **
r#u . IttsS • *»»
(■ M ,      tnuf   II  t|   •   It   •   l\fc  era
| «*«   e     |*f••»»»»»
wtltinc A«nen-**w"l»a««
;;  g    ■'.   SMMktftOn
HI   ■ ir  SaMBalsH
»}  i.       "...   nm*m\»*ttmo
•**> j    N a* I ««tt*.<«*
a «t < | a a
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;;   ! . *"i   A»mwu*e*«*»
:j ;    h na »•*«.*• se.*#
J»|..    '   •*«    |.««na.*e»k
dKVII I   I •'•* *Af<4ki. Oitt>o   u* lit lt>*
•M.      I«  it* st**   ISS
A\?      i*..m  a«»*  tH B*« I****'' "> Bit 1*»
', I      •   ,tv.«   l-.l   ataa    vi»Keafnl'«*l    IU !**>   I«
imm '-'■•   fc«is(»*» 4t*»r* on** saa   otssjt*
Millet   ,eee    uft«Mft4W4.   1,4 t#   !*»   lit'*   I  •
|i(l h    . **-«,*»    |tt«»   t**   IIM  Ut*
ir "*-..;     Ij»J»     «aejh'--la   tnle«     |"   ti      e'ktl
M< I*  a I  {**   "■**  t*+*     *•*%   *t   M II  I-'   IBS
,-•      .   .".  SW  K   t*» favert
l***:    N    • ABttlAOK    «'•   Ml   !-•'♦•••*'
\ »-•? a-• &*#  up ta Alia   tamo*   mwo  M   t 1
■M Ixt*.    *>ta* tS  I*   >*H **e Uai    S**ia  Omw
.•f«'   i'i  -anffca    aams |-» .ff Uti    *♦•■*•<•  *>*•
,»' j* ■*#* t* •**£ era***-<
!M£ m   UM'lltKn      V *t)4 •«*••*.■•»•   *p U*
I a   '.-*.«     WM   41   «B   U«<     ".ea*    4-I*     >•«•
KI   ti   , t,     (^    |9^   tW|     ^      ,#««     |(     ,.|f
.a<      S   'a  a.**   Uert  e»*u*e  eti  •aja^l
l»  MM    UToVI*.    Iam   }.]   aalt   l»t<
bolts  Tinn t.M* i* om i*i ***> •»
». 'a Ia-  tuena-M. H'kM**
SO A BO   I%m«**#   Vm   l,*m  to ttm*  »»•«
II •*  ,*•!(«» fat!
Bt-titjoui luNuna ss>aski m u -*»<•*
III I UMNO TAltai Totsam *** Us II *W
I'M I •-/ a*w4lM| I* q•»• '•«» r*»iR *'-"' ' '
V»ac t«* r«||
'     * T»    lUlarfi,   tit.   iMIe)*-*   f«»i|'*»   ••*.«<
'*eaa AtvloH  SH   *  *H   f*f   •"••'   *••*     '**»
0*a ..f (H*;r IT*. *% o IS r*» r* • ***
BtTTI WitaiBl a**i Vo ii |«4«IU
»*«; ..-• *n   is • ih li o\ p**» a •   is •
•a   I'   '  |a»  *4
' ARrirr nil.T   t« <«a  *♦ a. na Ni
«*»    'lIRi     ft^rmiHllt*    «»M   r-a-We-    *«M
■-.a* aMta    III St |>»*   lK,,'.»e»»r-.4
HlAlK   «V»||  ft   «|»HiHr  •-*«4   I 14    |l**«
V*t       •   dm    ^    |t, M pg,   ,w ni#   |.||    H| |4
!*•   '*•*-  th%
■■■*'■**•   Ij^aoiroS  I »« tl II   HO) tstB    %
I >• n *i **ra
rn i-i'imn iiM.iv f«.i*t*tM.i w« * in K
*• I'trivtml Ht* i u? m n**t c-e't*"*!
Vr- I i't i* a-,   t-M«.fHt s« i |4i i* a •
H     .    V„    M    || H   ^,1,     n,^#    s„    ii
W    '    'ar|,
■It.liNfi HABNRI, Sa. t. ||4 Tl Mrh
;,*'      IU It smth. Ho I. Ill •• Mrh   No   I.
HIKOKS   e*»r  tea   er*Ira   m--«>,   .i,,,,,   4
»«  |" u   itn   || ti   < m  |i aa   1 n  it ii
CORKI'GATBt)   im.   i>,   .,. „ „   «'« .
M        l-la llSa l-la ItW l-mwoo iMnlilM
114 •'.        HOB IK !<ii<,|ji   iron   Hm      io |, )|.f|
it ■>:•     tM   ISO Bm ,  i».»fi.   Km   : ,,r..| larger   }| *,•)
pn !*  a.#
|| li        IRONS    «U»   POM HON   Pat  |M  n*a-~
14 **»     t tmt   t*4 <*" :       I   4   an,I ', |b|   Hk
ili«»N   BAKU   r»r   Iti Iba   I "a-In   f 1.00;
lU'tA |4H   i m   I* M
IBON.  I«i.a< k  SHKCT   par SUtba.— 14
«,ata it ui   u faasa -ys.10;  IS-SB goasa,
14 '.:    H I lata t* 44
I HON, <UI.VAM7.Kl> HIII.KT    I'rr '.V, Ita
ji ff nn  At. arte* a oa Kacifarii it-4*., **!
gvaia It M   11 :■  gwta I' O
KS*»hm   him i*««,i'.   laptaaaO  u fl j-e-r
I.ami* CfltMNKYB   a   p*f eaaa « dm
li IS t*t Sol   a  ■{>**• tea il II  B par eaaa
4 a*«a I! »* i-*» tea   B, par *i»i 0 ti
I.astihs**   f<h'-«.  t*t lout |teb«( ptaia,
III 1* Baa    laoaanaal   tvi tl tel
i:,«»i*»-»a,a  :*a;  Ma4a  tlSO   IU  5  *■*•■■■■'*
lut*   14*1 Ma k in M   ll x I bkSa tU-tti
0   1   1  hm*la  |U •■*■
STAB   l-la   »ImnM    '   lalraa   each.   U-t"
tl 14     *.! ir.   It J"     '.'   n  I* •      «   l,n,-,ra    !!•
in |> «>*    !Mn  !'.•: M.   ".<  ■** I'.'.  •'
M*VTT<e.'KH    in k      ISO     <!.,! .     I'ultfr.
|> 4*1-  0o|
NMU-i    IVIlii:    IU«*    U'i   !>'!•    \M\<»n
aa*   *l   l***m V V» t Kb   Van.** i*r'
i*|e*Kia  ciai   l-t Dm I* »*:' * «
imm: T%n   '. aa*.  1: *-   «*■*.   »« «»i w-c
».«*h   s e*'   U-  ,'*'''1
ri.AHTfu or I'AHIS   I". i* ,**r 101 Iba
RIVBTS ANI) m hhh   iBael oarTttfa. *>">
»«ir»a   IT.-     S >    ♦   aa**.«!<wl   Mpp«rad   riae-U
\„    I     K-   W'       raej.aav-1--!   r*.,;.-p»r    r:Wla   arnl
buna Oit    S"   l   -aaaarleO   copparad   »»urr«
its t»-.»'ra tic tot t*s  Ho t tappara-J bain
Coo?omto4 horn j*   pae tt.
Ro|*tt  iivi-r.   Briitah taaalia,  i«a<\ He
n« m <•». x  No IHA
j,   -,   r* an -a   '■'»»'
|Ul>l"l.-V*     Sal    ...-
IfttO   N«  x »»*• V   ^   - 3
Tt*na Miani ■   »': - ' '"'!?.." -rbamMraa*'
.   , ,        ,,, , . . •>. om .i-n    diacouiil
I.mei  at—W      > _      -        *> i!l^u„„
rh-""* ••: r.; li r\ h so wt. mi
»'*llafi**a    N"    , *j    •***• «'  ***
"Jiwi  I'i.'K   ium> Madlum. lilH.**
HAW il    in  1  a,     t,**!-, .    -..
M*ai»rr M<-*a 111 ; mi t  iua»i->n* No 1 tiin
BdftRWS   Brtabl   Sat   ha*,l   ITU to oft
ls»t.   IwtffM   fouM  »*f*-1   «J Iv) ,'ff  Hal    DTtM
U 't« «ff Ital
s^ntnvu.i'Ai' w -»if u*t
SltOVBU   AM'   ftl'AtllQS   »M,I«  or   Fox.
Ut 11 |»«r deal   S J"«*"» "r UulUtof It J :i t^r
Ke>H.|*H   Moaaa Na  i  V.' 10 «t.>i    No 1
111 it tea    v.  e  $u m >!•'•   No  li ft*1 ?•
All  aN-ae.  In  !'!»<■**   flolal,
loi«l)RH  H » s  eaaa Iota Ik iv«*' n«
i'.« i<v- |wr la
■    1 TarmtaalCltf s •»« s I p»la •t*.o*j      wntr rt a A ,,,
»     « > Mr. HiMi wir» SotiM S «•■ s I    N„ 11 |0]l Na J,J_» ,.».,.,  ai
fae. !•»   ilol
''    : *:i   S-ia  1 i tar  H». C^i^P'ff
2 *    ' » Mr. OtlU. Vii»   » l Hr   •»•J4*
« * i»lr. 110 I
IM.INOB    ATACHSD    H «.    *,n'
l* llr A M
'; IK TRAI»*   Vlrl-nr.    pa,r    «N»a     N«»   ••
W» I. II w   iu MIL I. SS. I  SSU
» a N-Se.a\«  t. Mia. l. V**   l*«
1 »   IIO It; 1.  HMO ....    -
„*'    i>  N«   I. por tea  1110. IH. MM. I
,T|    >  MM
UUlVe-.l'ltM       Ka*
**"S »■•>     il„t       l»i> *   I'
1 w - ■ tea
fl 11 Hi
io!^n''LtoS S"1"1 ll,,x- :" "»a. 112.00
*•"''   -" iM, 116 00 each; 100 Iba  (23 each.
••,'•*'.. binary colon     11 ■•»
*    "ISaillah" white ".'A
h-H Rxiarlor Oil Bhltrgle Stam~	
"rll.i.ry eolort,  |n 4 Ki(|   oan|     ,j |f
OraaBia and Oraya, In 1 gal. can,.  |.5»
h h Anchor Bhlngla .sinin-
•'rltnnty colon,  in 4 gal cana    I IK
■•tr-m and dreys, In 4 gul. cans   Ml
1,. 1 .            , Gallon
"rail-ear) c ra. in 1 fai e&na .. .    14 30
M..!t,n Benour porch palm 130
Martin Senour Neutone white 3 75
Martin Honour Neutone cior      s.ii
Martin Senour Door paint 4 ii
Kberwin  Willlama,  white ..'..*. 5.75
Sh,>r*in   Will,,ut\a,  color 4,30
Hhertrln   VS il'ininn,   porch 4,!)U
(therarln Willtama, il.H.t     !''.l&
I'tTTTI l',.r  iou IIjb.
Htilli,  Iwerrela  IIQtbl ftf.gO
Hulk,  iruna  100 tt)-* V...   7.71
Hulk, Irottl 36 Ilia    S iu
Tn.a, i lt«a, per It. ..„..   1^
Tlna.   Ill,  \i\
UNSEED Ollr- Gallon.
itaw. t to l barrala  11.65
Boiled, 1 to 2 barrala  1 j|
I.KAI". WHITE IN oil,— I'er 100 Iba.
uon n>» to 1 ton  k.ib
Leaa  17.36
Bran-dram'**, Uenulne   II OJ
TllU'lINTINK - Gallon
I barrel i"i«. t  1.80
VARNISH KS-                                    Gallon
l.lnatl,-, NO. 1     1 ISO
Elaatle, No  l      7.40
IV   Linoleum   S.SO
IV   Murine   Bpar  7.10
IV  Furniture   Ill
IV Tnle llanl nil     4M
Lean 33 1-3 per cent.
Laequerel  1615 lno *•
Automotive Price List
AB8ORBHR8 SHOCK-Float A Ford No.
I nt  |I1 10
at $1 :s each
ASSORTMENTS -Cottar pin tic each; tap
Ber-'wv J»,* einh. Set aerOWn IOC etti'h; Machine a tew "'"■' -eaoti, Machine nut 7-Sc each.
BATTER1E8   Hot Shot 12 % each.
Boots Tlra l-ln I' 25 each,
BUMPERS- Hoover Twlnbar. $10.60 each.
CATS -Radiator, I  Oi) each.
CARBORUNCLUM-Valve grlndltl| l-oi. |4
CARRIBB-Ltifiafi, roiUpatbla 12 25 each.
t'KMKNT   Radiator.  4 R> Wonder WOra*
rr 16 i* doi
CHAINS--Weed  Jrt»J>i   ISS-*' **»!'h]   SJ*5^
HWaaclH Ms-i I7.T0 each! 53x4 IS 20 each;
ti\« I* 00 ench    Leai 30'",
It if. pair; Jit'S M-10 i11*"'. Mx-l |IM t>»lr-
"M.!',VS«   W8HfB.D-Pr«t. IUI
•SiKrA'' SSt Mtl   OS
Me   |ll-M
,ii.i 6-oa
,. .in Seno ii-
'•(? i9r e a-^i
,■ , ich   »v
1  |l tt
' ■•£ocks.   motometbr-       •,,;
MCh   No Ml IS.00 woh; No. Ml ••■
MIHRORS   He-ar vHt/V , „,„
oil.  Monamobile, Hirnt »    • *
II 10 gal : heavy |1 70 gal ,.     *
p.MVHKS   HLOU   0        v each;
,;*,. each;  No   J 10c «•■>•
So   t 17.* each
PLATES Step 11.00 - ,     .,    A  c.
PLUOS-Sparfc; Ctian
Titan 1)0 each: Hel * 36
Your  Customers  Goods Will  Always
REACH THE HOME Unspilled and
Unbroken if You  Use
Writs our Agenta for s trial ordtr of Atlas Bs#s
The Continental Paper Products
"Using a 'Continental Bag' is Bag Insurance"
Calgary       )
Pathway To Sale*
It'h Kurprixint; tin* difference in volume of SbIbs
th' scientific litrhtiut? *>f your display windows
will actually mak-*
The poorly illuiiiiiiatc.l window    perhaps un-
di-rliuhti'il, pi-rhap* full of elispl* aniii*** ulan*
ia iih much of a hindrance to tin* growth of your
bu&lness as an Inefficient gales elerk,
You'll find it pays you handsomely to replace
out-of-date fixture* with modem, concealed
window liithtintr units.
Phone Bey. 5000
Ught and Power Dept.
A customer spproaebea your count c   sn I rei irks
I Would ttk«- t«> l«M.k at that Otic ,,*,*« isil >..*,. a.',  rtI • •'
in ihe* paper today "   Whal •!»• you do?   \*   y*o\
hntly turn le. th.   shelf, take   OUt ««ni    aiiel ejivje1 j  it
i«»r the- customers view   all th. while silent'    U"- >
many retail*atore [talesmen ha«k up stow Bdvt*rti*i
iu that manner
Th«* proper waj t»i do, invariably, i* io roeci
• si**',iiK.'» vtitii -,--!.." statement of s nature tot} •
olinie titary t«» the   Spuria I   l~ndcfsteftd that ni*etini
frame <»f mind   8fc* han r«*a«l the newspaper advert i**
ittg, an<! bus half deeidfd in h« r miicl that an • v«
value b* nff.-r.ei    ignite  |.,,«,siiei\   however, Ihen
some doubts   After all, *bv baa only read it Ib v
what she wants t* the sj»,,k, n wnr«l eef someom *
firming her judgment In the  matter   If the srti.
was fk'"'»ei . nough to be enthttaiaatie alMiut in idvprti
it ise it in irooil enough f*>r a «*|.>rk. in haiullint* it Si
customer's recjueat, to be enthtudaatie shoul
Something, then. nhoultl Im* *aiil of a nature lo <*
plete ih«' *al«* to the euatomer "Yea, msdsm, lhai
a Wonderful value-    the beat thinir in tin* lit)" we In
hail iu months "   Possibly, aifain, something like il
will lit. "Tea, thai value has gone likr hot eakes Onl
two or throe an left   Thaw aw n sT-faat many ^n"
in thin town who know a wonderful bargain when in*
hit It"   Maybe, the thing to do i* to make mcntlw
of the *ap.-i-ial rireumatanoea surrounding the offrr "
the "08c special," or whatever it i*
When stores advartute speeial offerings, pooplr "'
fluently make further inquiries nl the linre, who nt*1
nl ready nbonl nm* third, a half, or three«fourls wld I1}:*'*
i M«rt i»f enihusiaatie laleamanship on tht pari
ink will inak"* many aalea    Diffidence t-. the
ilng   In particular, Ignorant* <ef ii   will |,1S<
advertised speeiaui t*> the  attention oi star*
Th«y make excellent suggestions, producing
^ it,«.rr aalcB proportionate!) than an) uthcr
ftuggeation which can be made
r,-,e-n   retail   a-ilcaman   «»f   experience   anel   -kill
h s boot to do BUah incidental things us ait asaoe
,1 uith iiit«*r»or irim     Ittftfht h« r.   there is a slg
opportunity fur un of ettpped newspaper stiver*
. h)«e       Varte.tl*   ill|f«-llii.ttla   tlta I hataln   hlkV <*   he e U   "X
A) \ in storea for thi* Interior lie-up with eur-
* a!«en adurtinini;    < »n«* plan i* ti. um a Urifi \i\, *e
7 . irt}board, «»n each *t*\* of whieh there  \n juste.!
v-.ii! advertiaemenl    Thi* eardboartl b attached i<»
V  feslsnu of lh«* main  ktorcraont, ellr.ei!*,  oppaaitr
•*■ . '.*r.tn.«      An electric inn i-» imr. ami the diapls)
; shi i*e|\« rii*iiiit i* in continual «>l>»w motion Hacard'
i |«■•' advert btetoenla t*» doors and window* is >>ft«n n
*} i;i„*'\ jiha     \eain advertiaements »'*tn l« attach*
i to eardhoard, and, given a rear eardboartl snpjxtrt,
placed in Independent |w**ttie»»i %>n display esses
There i* Mill another nldk oi store advert bang
*,*»hi**i» ahould have Intercut for the r.uil *ulesmnn
TV." is th«* iirma whirl, ar^ advertised When » retail
islcaman ha* an i«l**a for an advertising offering
BMBcthlng he baKevea will aetl unusual)*) well let him
make th. »»nfu»ration t*» 'he proprietor or whoever b
hamlliui* th«* %iora*\ advertising
Vnother point   take* note e.t boa advertising pulls
Soli what aclla, ami le» what knnl *>{ |>. *.}«|a \\ j*n».s
lhip \eeiir atort- to get a ra-u^jaairtul ami mvurat.* check
«>n «<h« rti-ajnif rt-Milt*
city and province as the Ordor of the United Commer-
rial Travellers of America,
Many ««f our moat prominent .*n-l auceeasful busi-
new men, heads of our Urn* at and m..**! progressive
imlustrira, began their ettntb t*> fann ss eoramereisl
There i* probably no *»th«r organisation thet ha«
o» m-nnberi *** man* of ihe leading rlll-sena «•*?
Mr It K Jamieaon, manager of the Dominion Rubber Sy^m (Pacific) Limited, is an outstanding fig-
an in tin commercial Kfe of British Columbia, He
is presidenl of the Rotary Club of Vancouver, has
held many important offices In connection with tho
Board of Trade and other public and semi-public organisations in It C. He* has been a momber of Vancouver Council No. 2S4, V C, T.. for almost twenty
years, and has hrl<| many high offices in that organisation. He Is also prominently identified with tho
Commercial Travelers Association of Canada, of
which lo- is one of the "old" members.
The Dominion Rubber System Limited, is one of
Canada's re-ally big industries, and "Dick" is one of
the- Dominion Rubber System Limited*s hi*/; men. He
is known and highly regarded from Vancouver to
Vancouver Council No. 2S4 will celebrate its 21st
anniversary in the 1. 0. 0, F. Hall, 1443*8th Avenue
West. December 18th, 1925. All old members are
specially Invited to be present, and are expected,
Commercial Travelers certificates for 1926 will be
,,*i*|v December 1st. Apply B, B, McMaster. Secretary," Suite T. 633 Hastings Street West.   Sey. 518,
,„,, of the energy he might." said
,... nol u«- mora than lea P*r eent. ft iw      *■ whioh
-The average human Mas a.« soi „M    the world ove   have rsssr ^
u MBtscBi physlelegW ** JI^JSbu so the rate «f W"»r W-T'hlaher level of effort.
IW     va ,.,* rale a ^7^ o»d ib* first ^$A*£* M aaally ai the
X5 - «h.« mbet lard • .-'v J Condition, sre mainland.
^ ",!  rhu-h is ..a.*, physical and par menu*.
i     1 ,»•„, ie.,1  ss tent sa a  ,««„ which is part physlcsl and part menw
I 4        Tl a ot .M e. *** J H jy a'tftSSl JaVjjlng true of the phy.
\  I tnrttM wUh ihs aaiure ol lhe wj.   And Q( ^ menla| sU,e.
XJ 3PS Burf—*  ! ^U    h.VB bMn woh being. a« geniuses in varlou
Wr U«> on.a \i%v IB laUSfj owrM'l*"' *
. „. ..     I,.        a'li
ith lh« thought lhat i
i, u.,uitis us Kenluses in various
,„.,,. u„*a "*y*J J,,!', Variably M
l"" »•"*"" 0-' "happratlano.'- anil ln.plr.tion.
«' iaa>  iilH-a nar io lawej           . ,„,i„„  (lie-   ail" ou** ■•■•- ,        ,r •
•aiksofiir*   iibi.  wbea  art same la   ^jy^rB "^^XSw
lhai «i,,ir irnitt. vm imi.n more \h* lesaU «''»»   ||tl({ ,H,t m oi "" lj,""l,>' wiu-oower Such
Vml IN an,,,, King I. QBltS ae, BIBCh IW Ol IBI „ ()1 „,,. ,.„.««,  of wlll-PfWC , BU
Ws rauuiai ataae sUll   We ojU s« ■*• • » '    0,, b.cop-   VUtat n  .- ^
►«miaa deeeloi Iltiu sWIli) Jut m -'-    :! ,,„„ hI- -third « »)n tht, M
ptartlon or talMosi loslisln his  <"•«•«"»' J1"0' |p nfVPi wh I m10 "tl
ninety i»»»r rrni ol Billing poientlslltj is w «
aa the resun o   »-  ;       u     wedl is mors
*■■»" ,h" av,'W;,riS.  Remember thai
gelling baltle-front, 38
Use Your Own Order Books
Do Not Sign Orders Until You Have Carefully Read Conditions
TIIKRK is ii meat deal of glial arialng from time
t<» time in the retail trade on aceounl ol re*
tailers putting their names on that dotted
line without reading over the contract or order until
they find themaalvaM %np againat conditions which
they did not anticipate wften signing stum
frequent complaints along these lines nn recelv.
eil ami requests to straighten out many disputes that
have arisen from thia cause would have been avoided
iu every ease if the purchaser had taken a little' nine
to read ami study the conditions attached to tin* pur
With few exceptions it is sate to tfaw with Hitsjm*
ion any traveller who insists upon using his own pi.nt-
ed order forms with printed conditions thereon
one of the most frequent complaints •>•»< have re.
,'eived is when the condition contains the words "this
order is not subject to cancellation " The words are
not conspicuous ami many a merchant has signed an order under the impression that he would have B week
or two to reconflder the purchase and cancel it necessary,
We are not advocating the cancellation of orders
and *it should be avoided to the utmost    Business
llOUSeS  of  Standing,   however,   I VjH-et   te»   ree-.-i\e    il   JM I
centage »>f alterations and cancellations knowing the
the constantly changing conditions that prevail in
country districts. It is a ver ydifferent matter when
buying specialties from   tirms tin   merchant   has  not
done buaineaa with before    In some caaea brought t«»
our notice it  is   alleged that   the    salesman  has Ner
bally made a selling point of promising that the special foods ordered could lie returned if unsold, ami un
dertakinj* to provide all kinds of assistance iu elisjios.
in ar of th,' gooda, an undertaking which is seldom ear
ried nut 100 per cent, aiol some times not at all If
the selling campaign falls down and the merchant
wishes to return the goods, he frequently finds on in-
ipccting his copy of the signed order that, "mi goods
may be reiurned without the seller's permission" and
"this order is not subject to cancellation."
Needless to say the salesmen's verbal promises are
not written into the order
We have heard of orders being given Under such
conditions this year for future  delivery  when* the
a •
merchant has cancelled the order owing to a local
erop failure and been mat with a peremptory notice
that sueh orders would be shinned ami must be- accepted, pointing out the conditions attached to the
order which, of course, on Inspection are found to contain, among others, tin* conditions quoted above
Sueh firms are unite within their legal rights, un
leaa they have made provable verbal or written pro*
mlses, which would concel the conditions attached to
lhe order. It is up to lha* merehanl to read over siuh
orders before signing.
There *ia another form of order which is even more
dangerous,   That is the order whieh is drawn up in
sueh form na to be t negotiable Instrument.   The top
part of the order or contract form ia in the nature of
a promissory note for value n iveil. and then   are
usually two dotted lines, one at the te p nnd one nt
lhe   |0Wer e lle|  nt   the    ei|e|e |    Which   Is   WOttlcd   set  ,|s  ft J
a binding contract    In I heat* eases shi|uucitt »s ,,stl,
Iv made moal promptly ami the merchant is adviiu
\% ll It l ii a month or tWO that h»s note is >|m,   lui iMmne
\\ «■ an credibly informed that that is ih. first know
ledge that sontt  merehanls hav? had that such non
has evei b.i•«*, signed b) th.-m    l( this not. is m>! p..-
ur is disputed on the grounds that it was signed un
der a mlaapprchensiun, tlo  merehanl is sdvtsctl that
his not I   hr»s been Bold tO a  third  part\   ami if  •
l».   je.iiel  forthwith
It is ususll) the count rj dealer who falls foi lhe*
l»urehas. a aimplj because lo is a buss man with hui
little time tee sj». ioi oo closl) e sainlnlng orders    I
tin   larger centres  the-   retailer  usually   has  his >*\.
pin,;.-.! order le*»ok antl if ih«rc ar, any special condi
lions attached to a purchase thej have t«* be wriitei
in    Rvcrj country dealer should use his own ordei
book, the duplicate eopice **i which ahould eonlai
records e,f every order placed    It is a moal *>.ilu
booh of reference and th.  cost is not large
We   ,,<>u|e| jminl out lighl In tt that Ihe al»*i\, caws
ar«* tlo- exception, met  th.   rub     Wlon once th<   r*
taibr  has obtained th*- confidence *<i §ny w }*>«!' ul
1,1'llse     e-f    It jlllle    he     \m   UsUall)     ill    **-* f«     h.llds |'    l*t   |
their Interesl t** help rather lhan lake sdvantag*
him h is unwise, however, !•> disregard th. e&c?p
lion "it that aceounl The remedy is in lhe retailer'*
i-wii  hands  and  h»-  should  absolutely  refrain  from
signing anything that he has n«»t had time  lei careful))
read ami consider in all its bearings
As an example <>( th.  manner in which blank**!
agreements ar.   sometime* signed, we would menlio
lhal tlo* sum? thing occurs in other documeuia ll
ortlers    ror  inalauce,  we   have  heard  eel  collet*li<
agencies securing a signed Bgrecmenl when receiving
accounts for collection which prevents th.   predion
from  withdrawing tin* accounts from  them ami - •■
jm !h him to pay commission em il,»- collection if Ihej
an   withdrawn, providing the **r»«iit«»r suhaeqtuni
collects from debtor If it came !♦• a court action i •
aeeonnts could he withdrawn In spit.* eef the eonlrnct
but it would depend upon Ihe court's decision as
what was a fair aiol reasonable lino   Ifl allow  the   col
h i tor to make- collection
In thes.   eases the conditions only  becniio   known
to  the   merchants   wlon   tloy   attempted  lO  Sffthtll
the accounts, lhe agreements having been signed will
out examination
All tlo  above are  excepti< ns, but tin* us.  of tlo
lallces own order booh coupletl with a careful serin
Iny of any conditions attached would have avoided
them A sab sman ean write tip his orders in the '*'
taibr's order booh as easily as lo* can write tloin '
his own order fflfWSi and alao write* across same ni
conditions which have- been mutually   agreed upoi
Theae would stand «»«• i clearly and could nol be ovc
looked when licing signed and, as stated before, '
duplicates of these orders are a most valuable lm'
for  reference
It should be* remembered that the main objecl
any orders containing thc worth ' nol subject t** ■*•■* 1988
lunou" »W«h '* ■ P^HiBall)  leirilimati  condilion,
orevent apposition salesmen from persuading a
, io cancel a previotia ordei gtvi n etsewheru and
I   'V v I    ..I..    .. ..I   *...', .... v.    km* ,„.,
ilea one    No doubt a am md aahwnun, having
, Ivan I ages oi km.wing lem-t snd prices quoted
•«s merchandise for sak< and are regarded as smuggled
when no! so reported.
Chamber of Commerce directors have assured '.he
retailers of their support.
i    HOieen
,. jirst  might be tempted lo en' In under, lo the
'r.aat of the retailer     From lhal poilll ol vies
Ulldltioa   I*   defensible      bUl   e\     I   * i.   It    WOUld     »
'u,l, heller f-r sueh an order lo It - rilicu in
ih-* merehanta4 own order booh ami ?h. cemtiiion
writicn acroas same Th. words nol subjcci to can-
plkiion" rimld not Im miaBcd lhc> <*>>i Id sikk oul
)lkr , tore ihiin.li. ami the buyei a .uld nol dp un*
Inrs lo  were   prepared to icccpi am! abide by mms
This woidd Ih* bailer fot both buyer ami seller (>*••
,,.-'.„ th.- high standing ol Un Caoadain wholesalers,
prvcsullomi are seldom neecasary, but lo be on
. . mu sob- and avoid «h. exceptional caaea an a-ould
w0    Fac Your Own Order Book.'    Western Retailer
Retail mrrehanu of Victoria bw seeking th* eo*
peration of th* |or*l custom boom* In lhe war on
,. uggling from the United Slat. I Attention has bt j it
drawn by the local exeeutivt loa warning IsBuedhy lln
UepaHmeni «»f Cmrtoma wWeh points out Ihst node:
amendmenta u* the Customs Act assented lo June -i
,2 shb N.ar  smuggling is punishable  b> uupri*.m*   *.,
and heavj penalties without j**-««r o< remission w ten
Ihr rslne ol the smuggled g«M..!s sn IC-iOO or over *
an indictable offenc,    tm conviction Icrma of impns
ontnent may Im- imjM.Mei up t«. len years and nol Ic*
than one year
Th«* Iaw require* th* m.ti<« points out every pi
mn bringing g.Mi.ls ust*. Canada, whether dutiable or
fret shall report them at the marest customs houae
Anj peraon not making this t*]**>xt is guilt) of sain*
iling Te. e. met a ©laapprehciision it is emphssueti
• ii articles brought Into Canada for peraonsl use
inbjcei to rejaort at the ettatoms in the aamr mannci
When Dominion President .los. T. Crowder determines that any movement designed to improve the con-
dttlons of the independent retailer is sound from every
angle-, he spares no effort to have that movement put
into operation,
Accompanied by Provincial Secretary W. F. Ing,
tbe president has heen engaged during the past month
enlightening the merehanta of the interior upon the nd-
vantages of a maintained minimum resale priee, and
judging from rcporta reaching this office, their reception has been a triumphant success. There would aj>-
pear no doubt that thc indorsation of the principle by
merchants of the various centres visited, denotes the
ultimate adoption of this movement towards better
business conditions,
The- following centres have been thus far visited
by Mr Crowder, whose intention is to cover the dominion from eonst to coast: North Vancouver. New Westminster, Greater Vancouver, Victoria. Nanaimo, Kant-
loops, Armstrong. Vernon. Kelowna. Penticton, Nelson,
Cranbrook, Revelstoke, and Calgary.
An Outing.
A woman cam, into » car with Ave children    She
bJed herself seating them.   A benevolent old gentle
man arose- and gave her his seat.
-A,-,* those all ym.r children, madam/' he asked,
••or is il a picnic!" %
..-They're all mine." M the woman, "and it 8 no
nicillo "
K SMM :«£J vv;rv;vi:vi:.r u ********
""In ,".*, mmsfat ff« » ~»£&mZmm%m, »«. mm mm <*«■
iiencitie.l or laaei"^ |u111(Ii,h!, of drug Horei ia
. „   ...   J'*1 ""'. '%. .J'Vou V«k t',,! H*n ,       ..hmsc which. If used by a mer-
eaaat, a. aeh llta *sZ *.- Jg * £5 *^ A ? »» Ittis^^
kaavle-dga ol lha raatiaiaaaial ewaj^ JJJ^J |UCh , reaniaUea   '  .     .,,    mmi[ ,„,i l^flJ^'S no.
lbs, KS tin** sad haj y^.STSalaaiarBr *«$fi& lid to other mg£%™ JuatlUea
lhat. ir.,,., ihr paint o rfew efesM* |*  J» l)(, ,„„.,„.Io **er I    bp       of lh6lr efforts
mand for their ***** erealad '"'l ",.,,, ,0I recognition wi      ■       .-,, R right.
out, „,., ml tiva won onl la Iks•Jj'JlJjJj ,,„•!. Rnacru ia d rv, iu
"t iheir prodaels, m«> boi bsvi 40
ne i
Bags to satisfy—that's all
"RAVEN"   Manilla
"GARRY" UtkKraft
"RUPERT" Heavy Kraft
tis*** bagt *r* mado by ta# Wooda Manufacturing Company at
Winniptg. only Watttrn Canadian bag makffft. on i«mi of tht
meal up to data paptr bag making rnacnmary in Canada.
Our buaintaa •• le turn out bagt of quai'ty at propar poctt.
That our growth haa bton ao attady ■• But to our frttndt, tht
rttati tradt. rocognnmg tha tup«r>er quality, ttrvet and tat>t
faction found in ut<ng thaaa bagt
Wo would bo glad to ta«d you aampita.
136 Water Si 8ey 7868     VANCOUVER, B C
Agenta for B 0
Woods Manufacturing Co. Ltd*
Winnipeg, Manitoba
Brilliant Gloss
Furniture Polish
Car Polish
QiiH'k sales assured for this nationally   advertlaetl   piicc»pro
tccted |iiinliiei. made in ltriii*h Columbia
Endorsed by Retail Merchants' Assoeiation of Canada Ine
OU Mttn Dust /toils
oo resting   pUur 00
ttnyartitlf offornilurt
polished with
li rill in *t Gloss.
1200 Bevmour St.,
Phone 8ev 3422
Vanoouver, B C
DUt ri Iml ors for the Western Provinces i-ns
To get the most for their
Advertising Appropriation
keen space buyers use the
which has for the last five
years a consistent paid circulation of over 1400 copies
monthly; covering the local
field better than any national
trade paper can hope to do.
1111111,1 ^|»
During the Past Year
Ford Motor Co. of Canada, Ltd.
Palmohve Company, Ltd.
California Packing Corporation.
Hoibiookt, Ltd.
Ht-nt d Co.
international Butinett Machinet Co. Ltd., Toronto.
Canadian Toledo Scale Co. Ltd.. Windtor.
National Cath Regitter Company, Toronto.
Caandian Pottum Cereal Company, Toronto.
Kellogg Corn Flake Company, Toronto.
Royal Crown Soapa. Ltd.
Dominion Cannert B. C. Ltd.
Borden Company Ltd.
Fienchmann Company.
P. Burnt 4 Company,
W. Clark. Ltd., Montreal.
E. B. Eddy Company.
Carnation Milk Productt Co. Ltd.
E. W. Gillett Co. Ltd.
Swift Canadian Company, Ltd.
McCormick Manufacturing Co.
Lake of the Woodt Milling Co., Ltd., Montreal.
Connon Brot.. Black't Harbour, N. B.
Hedley Shaw Milling Company.
A. Macdonald 4 Co.. Ltd.
Canada Starch Co., Ltd.
Thot. Davidton Manufacturing Co., Ltd.
Canada Colore 4 Chemicad, Ltd., Toronto,
Gurney Foundry Co., Ltd., Toronto.
Dominion Oilcloth 4 Linoleum Co., Ltd., Montreal.
Brandram Henderton, Ltd.
Martin-Senour Co.. Ltd.
Beach Foundry Company, Ottawa.
Minard'a Liniment Company.
Canadian Paint. Oil & Varnith Manufacturer!' Aim.
Dominion Cartridge Company.
Marthall Well* B. C, Ltd.
Peerleet Underwear. Hamilton.
Chipman Holton Knitting Company, Hamilton.
Monarch Knitting Company, Ltd., Dunnville, Ont.
Circle Bar Knitting Company, Kincardine, Ont.
Atlantic Underwear, Ltd.. Moncton, N. B.
C. Turnbull Company, Ltd.. Gait, Ont.
Penmant. Ltd.. PlHl.
Continental Paper Product!, Ltd., Ottawa.
Interlake Tit*ue Millt.
J, C. Wilton. Ltd.
Woodt Manufacturing C".. utd* Wlnnlp«o*
Northwettern Mutual Fire lm. Co., Hamilton.
Canadian Pottum Cereal Company, Toronto.
B. F, Goodrich Rubber Co. Ltd.
Gait Knitting Co. Ltd.
Royal Baking Powder Company.
Hudioii'i Bay Company
Remington Armi Company
Rock Island Overall Co. Ltd.
Dominion GUtt Co. Ltd.
Save the Surface Campaign.
The Recognized Medium for
covering British Columbia,
and the Yukon* a
The Legal Viewpoint
Important to Business Houses
That Uie Delivery Trucks
Hv Baton .1 Buckley
I WANT to bring before you in this srtldo th. extent to whieh allbusiness men who use delivery
trucks art* open to damage verdicts against them,
Induced by the negligence of their drivers I have
written <»n thin subject before, because it i* of the
grcatcat Importance, but another eaao baa recently
been decided which so clearly shows how unprotected
thc business man is in a way. that I want to say B little
ahout  it.
Readers hereof nrv familiar with tin4 nile- at law
that tht* principal is responsible f«»r tin negligence of
his agent, when Committed within tin* scope nf that
agent's employment That means thai wlon you lend
out your delivery truck upon a delivery trip, and tin*
driver drives recklessly and kills a child, you will He
held responsible Most business uon protect then.
selves by carrying liability insurance, bul bu aatonl*h<
lug number carry too Kith* to constitute- real protection. For Instance, not long ago a jobbcr'e delivery
truck run down a father and child and killed them
both. The verdiet against the jobber, wa- 198,000
His insurance amounted t<» only ilo.isMi, whieh many
buaineaa turn consider plenty Hut in this caae left
the jobber unprotected to tin* extent «>f #|k(hki. which
he had to pay out of his own pocket It i* fooliah lo
gamble that tin* verdiet againat you will be a small
one. particularly when only a small additional sum will
cover anything that could poasibly happen
The row that I refer to will doubtleas b<- eonaidered
by tin- victim of it the most convincing proof that then-
is no justice in the courts.    The defendants wen* a firm
of retailers, who used « moderate slsed delivery truck
in their business The driver, it wan alleged recklessly, ran down and killed an eight-year-old trirl Suit
was brought against the retail firm for damages and a
substantial verdict rendered against them
laet me interpolate here lhat in many of tin****- en*,
es the defense endeavors to escape hy trying to show
that the driver, when the accident happened, wasn't
engaged on his employer's business, hut upon his own
If that is true the employer is of course* not reaponsi-
hie.   For instance, one of your delivery men is moving
his home. He asks for an afternoon off and the loan
of a truck iu order to move someof his gooda The
employer consents While moving 1 load of hi* ou n
stuff the truck runs down a pedestrian, Tin* employer
is not responsible, for the truck at tin- time of his
accident, was not engaged on his business
As I say. tins defense is often raised    Sometimes
truthfully and sometimes riot     In this ease, just de
aided. It was raised, apparently truthfully   Evidence
was given to the effect that the driver was on an er
rand of his own when ho struck tin* child, and this
evidence was corroborated,    In fact, there was no evi
deuce against it. except that thc truck bore the employ
er's name and contained some empty boxes belonging
to the employer,
Now unfortunately there is no such thing as absolutely proving anything by oral testimony Ko matter
how conclusive, how overwhelming }),<• oral testimony
is, ami how inadequate the answer, the wholo thing
has to go to a jury, and tin- jury has tin- riw'ht !., )Mv,
.ui it and to throw it out if it wants lo, no n   •
how strong i< hi   The) dkl that in tin caae I .»•. dU
tUBaing     Threw out all tin- |-*«a«atti\a   ami uncontradirl
ed evidence that the elri*,e-r waa mdng the truck m v.
own errand snd naddletl tin responsibility on tin* .
ployer notwithstanding   Thi retailers appealed
tielent that  ttieh an outrage weiiihl not In* allow, | •
stand, but tin- appeal courl mataincd Ihe •.«rih-*
th. ground that no matter hots convincing the m
de nee- is it  hn* to get te» a  jury ami tin   ;urv   hfti
arbitrary right le. disregard it     Thie» i* ir*>m |hf
Tin use of a business vehicle i* presumed *
feir it* owner, ami when damage has been
by the negligent operation ihereof i |ur| b "•
proper tribunal t»» pa*.* in the- i*r«<libilit\    f
evidence  submitted  lo  repel Hieh  pfesumpii.
Whether tin- presumption   that the vehleh \*
ing e>jn rate-el on the employer's buaineas] ha* I
overcome by »o*al testimony i* for the Jury, srl <
exclusive providence it i* to pa** on tht eredibil
e»f sfitnesaes the ultimate responsibility n.s rill
tin* courts to ace that no unjust or unwsrfsi'
\.r»li*t i* permitted 10 *paml
^ at this Verdict  •!?••*•»*I     Tin   gr.at  polnl oi ilaH'  '• '
i* that tin jury'* sympathy bt practical!) alway* *•*■"
th«* plaintiff i* meh eases, especially when snmel
has been l^**ra-.»i\ a-,|   Then t* but one feern, of prut***
lion, ami that i* te» carry enough liability Inmirann '
(T W* m
cover the larg.«t \.r.iict ibsit could poaaibly bt
dered again*? you    Such a verdici might reach i*V
<>tst, but there ia not om chance in a mllHon ihst
could go beyond that
Raise Million Dollar fund. Pledge Additional Million.
to Curb Activities of Men who Defraud Creditor*
Out of $2o0.000,000 Annually Installment* Op
Commercial criminals who cause an annual natlm '
lo-** of 1280,000,000, are frequently treated ao I* nh nib
even when convicted, a* to encourage further crime*
at riling to the National Vaaociatlon of Orcdll ^
"in convention al Atlantic nty recently
Big Increase in Fraud
The credit men pointed to tin* "alarming ti*e of I
criminal Ude in reeenl year* " ami declared lhal
Hiipieme- effort should lie made by lhe nation t«> brii
crime of all kind* under control "
To wipe out abuse* Of the bankruptcy law   tin
se.eiation has raised a 11,000,000 fund ami propose*
raise ami additional $\,ttoo.oon    \ campaign will
undertaken, nationwide in \mtpo{ to HgM tin* men,".''
The sale of gooel* on the installment plan for ■""
vidual consumption  or  for  nn re   pleasure,  is  high') 1925
,„ according lo tbe opinion expressed by the
(lion .        •
.,.,. i.as bein built up in eetir country,   it was
I large* |wak of iii*talliin*ut er. .lit*, and it i*
, n iiu-aiite *.* people t«. i x' rebs caution, for un«
> in a cr«*«lit pinch thi* condition would prove
disturbing factor
M;iking it easy for people to buy beyond their
need*, in* to buy before they have saved enough to
gratify iheir wishes, tends tu encourage ;i condition
that hurts huiitnii morals and supports a form of transaction tVr which credit is not primarily intended."—
Oregon Merchants Magazine,
Checking Up on Credit Users
sjfrchinU in Different Lines of Buune** Combine to
m Applicant*
pr«HK .i«i.*iion  of  Wftricting  credit  or  placing
I hi giving of cr, .ht upon eoumlei lines i* oeeu-
" lying tb*- atientie.n *>i man) merebsntu tods) Thc
a. . •" de.mg a credit bu*m«** seen * lo becomt gresler
v, ii  ami In aom« distriets h.»* reaehed such *
..\-,A, SK.-,lifheult> haa been mn by tht merchant*
m loesl «*.**»ei«!»..n*   pledging themselves  am
, uh „,her to attend »»«• emHl whatever beyond
M ,h.*    Th.. report sll pasl -iu-  seeounjs to a
I srerrUry   who advise* all lniere*twl mem!* - of
,   i.,..H    \ customer who ha* not paid hi* groc
n aceounl finds he cannot <>!»'• an aeeounl for groe.
a in another store, and aton  h«  ha* then lo psj
7-   it  ia to hU Inter**'  i.. |.o)   i'  •■• ,*'   d.,ihr in
tbam debt h. already Is    Tbki aehet -   * bring tiled
U in several distriets ita aueeeas depend ng[Upon lha
.  h of Ihe membera to each other and tht wppiy-
I   .; aeeurati information for lm • ****
ntha-r dlslriels do nol find auch a * '■'llf Pf* *J
| while restricting ereiM l« '*' ** '' '        !     ',
• , xhe* ire looking for a aaft snd Inegprnsiji nn n
I removing lo mme extent th. element ol • >
mi h credit as Ihej give
,   to  ..i.'.v  !«* can-   ""
Msn\ a customt r seenn * eieui ,
•.haul i* Ignorant -»f lm fart ,hl ,.
n ,i. owm auhalantUl amounts i« other dealer* in w
JUtrifl    Bearing dlreelij upon this nnesiiun'» » £J
gallon  made  by   tin   Western  I a»Bila l oai  w ^ ^
which «. reproduce    li ma) I* nl - V'''',.;', ,„"',,
our readers who an i«> districts where i. -now
'I- \ld.    to   mil   it   tUt»»   « ff' ' ' !<*#.*
• ll        les}' e-d  10»0r-
ll.r. Ua good plan which gives in <
•»„n quickly nnel Bectiralelj   ««"■ '   '    ,M t„m.
jiclltor km.w who ha* supplied eertain nan «■ ■
pi ins su.-h a list, each merchant wh« f »*•;* PJ£    /,is
ting *s*tem enters lhe names oi his '•>,    ..
'     era in alphabetical Ofdel Oil R *h'      *tsfaf*fVi*l»l  l',!,'s
Tin- more merchants snd *! ..    hNS
al Ituatnesa repreaenlecl  the bei lei io     «    to hrantUo
Tin Aral *»<p Is lo form n eommw* a
'••>il*   Thlaeommlll btalns fr»in eacn me
• II lisl of hia credit a unla. bul -vilhout shoalng "
minladue lo each    When all llsUar* reni^ ^
mltiee enter**  in  an .odinai)   l< dg"   c     .
.1     »!   .    .,         I"   ...»ll!se      Ih ing    oi   *ui
Porni a Rating List—Now Have Safe Check Upon
for Credit.
Thu* win ii tin* ledger lias gone the rounds it will
*!i«iw tin- name of every credit user in the vicinity and
lhe total amount each person owes to the husiness men
of that place, In compiling the amounts care should
he taken to see that when the hook is transferred from
one man to another, the last dealer does not know from
whence tin* hook came before he received it,
Tin- rcsttll of such a system will he that there is
practically a complete record of every credit user, to-
get her with the various amounts for which he is in-
tlcbted and the time the money has been owing. When
the ledger has gum- the rounds, and the entries have
In • ii madi by the different business men, the entire re-
i'iir.| is copied unto a list, a copy of which is furnished
to all merchants entering into the arrangement.
Tin* rust is negligible,  The committee of merchants
doing what work is entailed, the only expense bring
for tin- ledger and tin- necessary typing of the several
completed rslftig lists, The possession of thie list,
however, permits each merchant putting his credit
granting upon a businesslike basis, for he can sec at
;i glsnee that if a certain person is heavily indebted to
severs! other dealers it would be unwise to say the
C 1*1
to slloa further accommodation.
miller  .niter*,  in   an  ordinal)   l-Hlg< •
.in .ach li*t the names of coursi   Mtt*
'"''•* *""'l'r •      whence llu *•••
So indication i* given lo show trow „„hHration m »««j   ,,„t,o-n
■ nl nam.* ,„•    Tin- ledger U lhan lake   In I ,.„„,„    , 1 i(,   ^ ,,H| nol evati re urn
 h member of th,*  rating ^*^nfn^ ^l l Z"^
insl the variou* name* the a unl  ha l- lfl ,!,,* sto ' tl,n „nd n i matter
..wing In Mm and Ihe length nf lime " '- h W1U be ntljuatect
If every retail denier in the West would take the
initiative is starting a similar system in his town, it
would nol l»e long before the granting of credit would
be removed from the present "takca-ehanee" basis,
and so systematized lhal the vast sums of money now
lied no In unproductive credits would be largely eliminated
Boston his a Better Business Commission, th" ob-
ii-ci of which, apparently, is to net na a court of appeals for disgruntled customers, The story of the
work of Ihis commission ha* been told to the public
through newspaper advertising, through radio broad-
easting and through thousands of eireulaw distributed
!>v the members stores, A paragraph ol one of the ads,
reads "If you are misled by advertising that you believe was deceptive, flrsl give the advertiser a chance
In ad.iiisl vour grievance, and if satisfaction is not
given kindlj reuorl In the facts to th«> Boston Better
Business Commission Inc.
The idea underlying this oruattixntioii i« good, bul
w, tlouhl whether-il will be called upon to exercise its
functions of arbitration to any e\tnii.   The awi-age
-in ., ,i nvnn ,,,>tiirn 46
10S8 Homer Strttt.       Vaneouvtr.
Phont: Sty. 7S1
SUnuTacturcd In l.rltlnh Columbia
and guaranteed.
"Improved Gem" 4 "Perfect BealH
Local Rtprtttntatlvt: R. 0. Moort.
Dasaiaiaa Glass Cowsaoy Ltd.
510 Hastings 8t. West.    Sty. 51SS
B. C.  Distributors of
Messrs. T. H. Proaatr 4 Bono Ltd.
Manufacturtra   of   Proaatra'   Ctlt-
brattd Lint of TENNIS and
CRICKET  Supplies.
Associated Agencies
615 Ptndtr St. W.        Vaneouvtr.
Phont: Sty. 131
Western Wholesale Jewelers
Cordova and Cambie Sta.
Phont: Sty. 27*5
PRODUCT*  LTD., Ottawa, Ont
Local    Repretantativts:
Smith. Davideon 4 Wright
Davit and Homtr BU.     Sty. 9SS5
McCormick Mfg. Co. Ltd.
1150 Hamilton  Strttt. Vaneouvtr.
C. H. KENNEY, Manager.
Phone: Bey. 3412
The British Columbia Retailer will
bs pleased to furnish eubeerlbere
the namee and sddreeeee of repre-
etntatlvet er sgente of eaatern
manufacturtra In Vancouver. We
will also advise where their earn,
medltltt eon be purchased.
15B Cordova  Sttrtt  Win
Vaneouvtr, B. C.
Phone Bey. SSS7
Western  GUM   Means  Quality
Hams & Bacon
Swift's "Premium"
Norfolk Paper Ca. UsJ.
Phont: Sty. M
Ike let DOuilFoiP MhKs
A»« Htr#.    A In-»l Will ( ofiaifM*
R. A. SIME, BC Disfrtbuter
31S Homtr St.        Vancouver, B.C.
123 Powtll Street Vancouver.
Phone: Bey. 4SM
E. H. Walsh 4 Co. Ltd.. Agsnts.
SIB Homer Street.        Vancouver.
Phone: Bey. 4S5S
L. Macfariane. Represent ,(
Behme  Building, Vancouver   B C
Phone Bey   HSS
E. H. Waisn 4 Co. Ltd. Agent*
]ts Homer Strttt Vmctuver.
Pnane. Sey. B5S?
J   J   MACKAV.  AgeM
OO* Borno* B*dg    Pfcc-e   St.   )',f
Gad, Oatarie
Pure Wool
Loeai Omce   Its M©-we- Itmt
Phone. Sey. ?W»
Bey. I1W
1041  Hamilton
a. c
Made in Canada—from Canadian Papers
SIMPLEX"    -   Ligkt Manilla
"LION"      -   -    Heavy Kraft
A Bag auitaUe (or every kind of Merchandise-
Made by St, Lawrence Paper Bag Co.
\ s*
"         "' .. „   „,« ml, hi follow in buying food P™-
Whalhar » b. Ih. tmlst or m con.um.r- 0*0* '« „e9t 8ttBdird. in .very N*«
dart.,   Swill.   rr.ni.um   Ham. and Bacon «I ««* «P „, with «,, qu.U,y ha
amosemj mta, ***~* MM P"*»*< •££1 ^ " * ^ ^^ Hi
SWIFT CANADIAN COMPANY LIMITED KNIT from a special two-ply silk Hale yarn,
Silkoline is a line of moderate-priced women's hosiery which wins instant approval with
discriminating buyers.
But despite its moderate price. Silkoline Hosiery retsins
its lustre and softness through repeated washings. Knitted with high spliced heel snd double sole, snd reinforced
at heel and toes. Made in black, white and popular colors.
Order from your wholesaler.
ttitkotim*  Halt  It***  f„.   ..-,*  it mai*  of tht   OtSOO   ".*if*tta
A  a*U,l*»m   * ,11 *l,*n*t#l» OOOt  **.*'* a..*,.** **..*
Chipman-Holton Knitting Company, Ltd.. Hamilton, Ont.
Jf/7/i at Hamilton and Wetland


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