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The British Columbia Retailer Sep 30, 1925

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The British Columbia
Vancouver. B. C.      croTITMnrD   1QOC 10c Per °°W; *100 Per year*
Vol XVIII, No 1    otr 1LMBLK, 19Z5 Eighteenth Year.
t **•" >
Crtalat   DAYTON   Scale
DAYTON Combination
Coffee Mill and Meat Chopper
OAYTON Cheese Cutter
(with Sanitarf Cabinet)
Porcelain Seals
DAYTON   fan   S<»le
Safety  Meat SI'cer
That Will Help You
Increase Your Business
Here aiv a few of the more popular models iu
DAYTON liiisini'ss-luiililinu machines for Re«
tail Merchants. It will pay yon to equip your
stun- with these machines. Every DAYTON is
guaranteed to give satisfaction to the user, niul
to maintain its sturdy, practical serviceability
through veal's of constant \isi-. DAYTONS
quickly pay for themselves but of a part of tho
money Ihey save, and the increased business
thi'.v bring,   Monthly payment plan, if desired.
Jtsk, our neatest representative to shoot you ihe type of
DA YTON suited io yout needs. Or write us for
illusttated foldet on lhe complete DAYTON line
DAYTON Coffee Mill
DAYTON Meat Chopper
INTERNA IIUHMS. ^ ^ ^ cffm in all principQi cm
Factory mil I h^iOfke    West fawn*, thierlo
> im« an i)«n<»»
, IM.     »• ••»• »
llltKll'   . i.i. «»
lili tmr  TiMI  '■->'• Mt
UOUN   Kit i'>nl ««
i •■in aTlNS M4BMIHSI
miai ikissai
mn CMOP»"t«»
corr.i  mill*
1*1 »0  tllCIM
CANADA is such s new country, it is almost incredible that
paper bags have been made here for a period of over 00 YEARS.
—IT 18 nevertheless TRUE
It is EQUALLY TRUE, that by no other policy than that of
maintaining at all costs, the high standard of quality in our bags,
together with efficiency of service could we have retained the
reputation of being manufacturers of the most dependable paper
bags on the market today.
Manufacturers of
for   Wholesalers and Retailers.
Phone: 8eymottr 781
The same price
at every store in
Jw not make it
'even Uggor with
Th« advert-img of ths Hawaiian Pmtappis Association has been
rttnotkotsly strong and persistent for five ytsrt. This year, however, it's stronger th«n ever before—one of the most impressive
campaigns over conducted on a food product.
Ws want you to know just what is being done to make it easier
for everyone to soil pineapple.
But. most important of ail. we want to emphasise exactly what
this advertising can do for your sales of DEL MONTE.
Vears of continuous advertising have made OeL MONTE the
quality brand for AIL canned fruits. It's the brand that millions
of housewives know onO wan'.
More than that OEL MONTE Pineapple has been specially
advertised by itself for years. Three color pages in "Ths Saturday
Evening Post*' and a series of color pages in the women's maga-
tinea are included m our current season's plans.
Why not decide now to feature pineapple under the DEL
MONTE label! To your customers it offers a guarantee of quality
—always. And to you. ready ealabtlity-a wide market—and steady
assurance of the kind of good business you want.
Ami     While     you're     talking
PlneapplOi don't foittat Sliced
Poaches. Hsavy September ad"
voftlslnS makes it very worth
vour wi-ii" t» iiiUtic tiiiK "ifiii
right now.
Remember, tm*. tiiut we wtn
provide fi**** display in*\tejt*iaL
Vm- DEL MONTH window and
store tiiH|>u»\ cards niul tvit-
outs, window papers, news*
pap-ar unit inuitiKi'iipii outSi U*af-
(ets, i'ii-., atMrt'Hs tho Culifor-
nia rai-kinK Corporation, Shu
Rppli   h
Saves you time when customers ask for "Fresh Roasted
Coffee." That's exactly what Nabob is. The vacuum tin
keeps the flavor in—you sell it '' fresh from the roaster.
Kelly Douglas & Co. Ltd.
Established 1890
Our Motto is "SERVICE"
Ws cannot offer to sell you foods cheaper than any other firm is in a position to do, but we CAN
fire actual facts to prove that it is
to deal with ns
Wholesale Grocers
First Quality packing house products nut up hy I» Burns & Co,
Limited, which means they arc the highest frsds, always reliable,
and without equal on this market.
P. Burns & Company, Limited
*S*M*1 1925
• i
The End of a Per feet Day"
IMadc from finest flavoured cane sugar, a special grade of whieh is imported for the
IPuU^all sizes of packages to suit your customers' requirements.
Kin packages designed to beautify your store.
21b. Uns, 24 to a cass
Mb. tins, 12 to a case
101b. tins, 6 to a cass.
201b. tins, 3 to a case.
Perfect Seal jars, 12 to a case.
The British Columbia Sugar Refining Co. Ltd.
1       ill I
Your Customers Goods Will Always
REACH THE HOME Unspilled and
Unbroken  if You  Use
Write our A»enU for a trial order of Atlas B*m*»
The Continental Paper Products
"Using a 'Continental Bag' is Bag Insurance"
Vancouver   (
Calgary       )
For Fall Business—
When 'lays an- junt eool enough lo make •*» i»«it meal w« I«*«<mi* . y«-i !•"■•
warm for heavy cooking, your customer* will wcleonie ihe *»»Hffif***
lion of •J7o.il>-! It«ann with |Wk for si i|tiirklv Jin |>»iv«l am! s-tlUlv-
i'ij* most
•Mint make **i\rv your slock Is etintplett wif 1> m **..n»< Iv nf (Junker ii»>"•
Brand Canned
Trade Mark
Dominion Canners of B.C. Limited, Vancouver 1925
With which la incorporate tha B   C. TRADB RKVIEW.
Published Monthly.
A MONTHLY JOURNAL published in the interest of Rettil Merchandising end the Development of Commerce in Western Canada
6UB8CRIPT10N  RATK: Onr Dollar I'er Y«.»r, payable In advance
Advertising Rates on Application
Suits 101-2 Merchants' Exchange Building
THppbotH' Rey  3««1 Cable Address-Shipping—All Codes
Kditor. J 8 Morrison W n. Code. Uusiness Manager
Knti-rt-d at Ottawa aa Second class matter
Sac re tapes.  Rsnrssstttlnt tha fsllswlgj
Branches P. M. A.
Armstrong .w. H. Grant.
Cranbrook c. J. Lewis.
Kamloops j. Ratchford.
Kelowna A. Fraser.
Lytton B. Rebagliatt.
Nanaimo N. Wright.
Nelson E. F. OlfOt.
New Westminster	
and Fraser Valley...D. Stuart.
Revelstoke R. F. Young.
Vancouver ..W. F. Ing.
Vol    XVIII  Ho  I
Vnncouver, B.C.
Fall, 1925
The term "Outlook" lias been used exteusively
l'> financiers, statisticians and prophets, csger to
inflicl ti|M»n the minds of the general public
results of their premeditations relative lo the world's
husito'HH It ih an elusive word Implying uncertainty
Im>twccti conditions a* they exist and the prospective
coal whieh supposedly is tn Im- nt tallied "in the near
Whatever eventualities occur they musl bv the
direct result of present exertions and the adaptability to recognise and keep in step with everohsnginij
universal conditions.
Thni most Important factor "High Cosl of l<iv
ini*." whieh for a Dumber of years has acted adversely  upon Canadian  trade,  is happily a  thing of  Ih.*
past, broken down by the pressure of inercaaing emu
petition at home and abroad, the chain itore and the
mail order hoUSC, and the refusal of the puhlie to pur-
ehaac at the higher levels
Thia change has not taken place over night, but is
'he culmination of n process of conditions originating
in 19204, During these years priees were forced to -'
peak bv abortive wartime expansion, and a shortage iu
"winy lines of goods, whieh led merchants and manufacturers lo SUppOSQ that a pre war prosperity had al-
>eadv returned, aiol high eosts were (tilpported all eloiig
the line.
Wages had also risen to high levels, and it was
thought by shortsighted business executives that a long
Upswing Waa Under way They refused to see the serious
drop in Immigration, niul the faet that agricultural products were not line, leaving the farming community in
'*»» unfair position A general refusal, or inability, to
buy gooda, except for immediate eomsumption develop
ed, and even then merchants were slow to realize their
mistake. Professional forecasters again predicted a termination to depressed business in 1923 4, whieh led
sponsors of high prices to hold their ground.
Exorbitant eosts. the one main factor in the situation, was completely overlooked, and it is only recently
that the trades has seen the necessity of reducing
prices, pulling on special sales, and making a decided
effort to bring prices to the buyers' level.
There is now sufficient evidence that the "Buyers'
Strike" has been broken, and that purchasing power
has accumulated sufficiently to conquer high-price resistance, but the full effect will not be felt for some
months yet. The wholesale price index prepared by the
Dominion Bureau of Statistics 'is at lf>8 against 243 at
this period in 1920, which, although not the lowest
registered, is the lowest at whieh il has been consistently maintained.
Thc natural result of such a condition is the absence
of abnormal profits. Industry is now moving along on
a marginal profit basis, and a healthier tone is everywhere evident. The day of eollosal industrial profits
has passed, at least for the present. Manufacturers
have accepted the inevitable antl are satisfied with reasonable profits from their business, and this eondition
applies in every branch of manufacture, Special inducements are being offered the retailer by wholesale houses and such a procedure necessarily involves curtailed
profit, The retail trade is also offering special sales and
cutting prices to the bone. This applies not only to thc
independent retailer, but also to large department stores
and mail order houses in all parts of the country. Large
furniture establishments are offering goods atp rices
approximately half of those asked in 1921. 8
With all this conceited effort, no spectacular busi
ness boom is apparent, but there can be little doubt
aa to the success of the poKcy. Both wholesalers and
retailers are already feeling the effect, and belter h •
ports are being received from all sections ol the country, where hand-to-mouth buying is giving way to sizable forward ordering.
To sum up conditions as they exist, we fin<
the purchasing power of the people of Canada !,
creased, the high eost of hung is no longer tin
bear in trading circles, ami tbe bounteous crop
whieh nature haa endowed the Dominion, all t, ■
wants a more stable situation than has existed
the depression set in
!  'I
Selling on Instalment Plan Gaining
Downs of Lines of Merchandise Now Being Marketed on Partial Payment Plan—finance Com
panics Come Into Existence to Handle Business.
R CARRY your Customers," is the nllur-
ing headline of an attractive prospectus
announcing the launching of the newest
finance company—established to advance credit on
the instalment plan purchase of plant machinery ami
general equipment. The phrase has a deep signift
eanee in current business. S» rapid has been the re.
cent development away from cash transactions, that
there is scarcely an article that cannot now be pur-
chased on the instalment plan.
The pay-as-you-go instinct which was considered
a question of morals less than a generation ago, seems
to be rapidly becoming a thing of the past.    Is the
change an advance or a retrograde step?    l« it des
ttned to increase or decrease buying power? These
are questions which business is asking and various
phases of the development wilt be considered in this
Credit in retail buying in Canada is not new But
the direction iu which it is tending, ami the proportion on whieh it operates, are quite novel. Twenty-live
years ago some of the country's l>est known retail
stores used to do a large erciKt business, Issuing state-
ments only onee in six months. Credit was often extended, imt because the customer was unable to pay
cash, but as a matter of convenience inertly. Then,
also, currency was often extremely scarce in the country districts, snd the country store sometimes carried
its customer for months, probably until the grain or
cattle had been wild. The merchant himself looked
after the financing. A big part of his business was
to drive through the country to collect the obi bills
that had not been settled.
The new credit policy of retailers and wholesalers
is entirely different. A new middleman has eome
into the field in the form of the finance company. Th««
nerehant sells his goods*, receives an initial cash pay-
iient and may collect the balance himself, or he may
'farm it out for one of the finance companies to collect. The average retail dealer has not the capital to
wait for his money from all his customers, so he adds
on enough to the cash priee of the goods to pay for interest and collection charges. Many a customer cannot pay cash, but could purchase a given artiele if
given time. In Ihis way the retailer, or the wholesaler, is sble to enlarge his clientele and tn keep his
business in liquid eondition, and is able to make provision for a third party to carry the risk. Tt eosts
him nothing: his customers pay the cost of credit.
Whether or not this adds to or decreases the ultimate
buying power of the community must be considered
aeparately.   At any rate, thc business of thc mer
chant is Increased for the time and be has I, vs diffi.
ctilty than before alntut the matter of collection*   I
borrow another phrase from n prospectus, he i% .!»',
to turn his time sales into east) sate-*
The factor* leading up to this  changed   rdlualion
are various     IH pressed busim**,*, and what ma) ptiib
ably l»e called over-production, ha\e created n m*«
sales  pressure  whieb  has adopted  timr-s-rlhng ns i
definite  pari  «*f its  sales policy     Tlo   new  orgatii
tions have sprung into Ih ing to tak* eare of this need,
ami ?he very existence of these finance companies v
the neeessltl of their finding new busim *s constantly
has prowled fuel for the new movement    ll maj v
that  tlo*  in enmity  and the sneers,-* of war borrowing
has helped to establish the feasibility of  financial
even one's private needs on a time basis   It ma) I*
also that the plethora of funds seeking employm
suggested th« use of sueh funds in tlo financing "'
dit and instalment sales At any rate I here h.is gro
ally evolved very carefully worked out iiehei
whereby one ran buv -virtually anv standard sstl
by making a small cash payment and taking care
the balance by instalments     Sometimes the *■
is extended by the merehanl or manufacturer I
self as intimated above, and in other cases an entirely
s«-para ft- organisation advance* eredit by discounting
the note of the buyer after eiulorsation by the i»rr«
While less  extensively   developed   in  Canada thfltl
in the Cnited States, where there are more than 1 1"°
finance companies now operating, the movement hot
made a  very  substantia) start      Most  ol the  firm*
whieh were organixed to finance the sale oi some up• <'•
ialty such as automobile*, are now  opening general
instalment departments where tiny take care of p     r
on sueh products as printing and plant  maehimr)
and equipment of various kinds, baby carriages, mush
cai  instrument**,  electrical   appliances,   washing  i »•
chines, furniture, roofing, paint, etc.   iu fact  every
thing that can be re-possewwil ami many thing*
shies.   The position of the finance company is rt
ably secure,     They have the signature of the p»!
chaser, the indorsement of the store or firm lelllng
merchandise, the faeilitics of their own collection
partments, aud in faet. in many parts of the Si
though nol in Canada. Ihe use of the collection d*r
ments of the banks    They rediscount probably *"
eent. of their paper with the banks, ami this r«!
Ihe eapital for use again In their business    Son
lhe banks appear appear lo be anxious to gel
type of business.    A number of the leading <'"n:i
banks have indicated their willingness to dlacounl 192.ri
paper of these companies, a rather interesting departure from the rather conservative potiey of the chartered banks of not actively canvassing for business.
It is evident that the banks do not expeel a high loss
ratio in this type of business which reaches high fig.
mes. It is estimated that then- i* at leaal $h,imo,ihmi
carried by the banks in Ontario alone, on automobile
paper, Some of the companies hav, tried Indemnity
insurance against loss on the paper, but it is fell by
s.ime that the small degree oi logs precludes the payment of even the moderate premium rates charged. In
ihe CflSO of automobiles, !!'» per cent of the instalment
payments arc met ttn time and the losses, iu lhe past,
have been less than one per cut. While this might
he attributed by some to the buoyant business conditions of the past few years, thc customers claim that
Ihev have passed through the most difficult period
that they are likely to be called upon to face
The average finance or discount company turns its
capital aboul five times a year, and a well organised
eompany will tutu its capital about six times. In
• •Iher words  a firm with paid tip capital, reserve and
undivided profit of #|,<ski.(sm) should be equipped to
handle between five and six million dollars worth of
paper in n year tin the average, ihe gross earnings
may amount to 'Ju per cent, on each transaction with
lhe company.
An added punch can often be given to your store
window by Connecting up with national advertising.
tt goes without saying that all window displays should
he as seasonable as it is possible '" make them, but
something mora can be done by a careful study of your
local newspaper and the national magazines. Adver
tlscmenta are for the purpose of suggesting certain
line* to the general buying public, ami thsl is the effect
they bave. In addition, by cjutiuut'd suggestion they
create a desire to purchase This class of advertising
can be capitalized lo tbe retailer's advantage by linking up with it wherever possible For instance, canned soups, baking powders, toilet soaps, are all nationally advertised at eertain times, and these advertisements are seen bv vour customers, See that your
window display coincides with the advertisements,
You tony not be stocking the actual brandt advertised,
display what you do stoek The advcrtIM "/. especially
if it be local, suggests certain goods Youi window
display drives home the suggestion, coming .lt the same
time as the advertising, and the advertising eosts y. u
nothing      There ate many opportunities during the
year to link up with free advertising
Rrntterlen culling for new Hawaiian SUtir rrop eitlm&tel
will be told that Um IS34 output will exceed 781.000 lom«.
the Urge*! harvest In thc history of ihe plantations. New
seientiae methods of planting and cultivating cans sugsr
were alvett by officials ss the reason for lhe crop Increase
ss acreage wsa not Increased this year.
Ttoor Editor -Which Is the more Import ant--a man's Wife
or his trousers?
Answer—Well, there's lots of places h man can go without hia wife.
WE HOPE this is your store they're talking
about—that you're one of the alert, aggressive modernist dealers who specialize on popular
If so, you'll agree with what we are saying here.
If not, take it as well-meant advice and think it
♦    *    *    *
It's all based on the discoveries of business
experts, who have been studying the problems
of the retail dealer.
They say that the popular brand store is the
one most likely to succeed. Because such a store
supplies people with what they want. They're
always well stocked with the goods that customers know and ask for.
These experts say that this is the age of advertised products. That the public suspects unknown
brands and pass them by for the familiar and
popular names.
You'll say they're right—after you've spent 5 or
10 minutes arguing the merits of something that
the customer turns down for thc kind he knows.
When you finally get rid of the last of such hard
sellers, restock with merchandise that sells without effort.
In your toilet soap department, three or four
well-known brands will do practically all the
business. Of these Palmolive is the leader, most
frequently asked for.
It's the most extensively advertised toilet soap
in the world. Everyone, everywhere knows and
respects Palmolive.
Display a dozen cakes on your counter and
they'll go to the next dozen customers who are
reminded they need more of their favorite soap.
Keep a Palmolive display in your window and
attract all the Mrs. Browns in town. First be
sure you have an adequate reserve stock. Phone
your Palmolive jobber today. 10
rs, ni
i ic r
Chloride of Lime
New Style Waterproof Package
Supplied by all wholesale groctrs
In British Columbia
Manufai lured by
The confidence created in
tho mind of your customer*
of your entire line of goods
is appreciably increased
by your recommendation
of article* that have boon
pro von to be of the highest
(     *V    V.lllFTT   COMPANY   I IMITL'D
Carries a complete line of
H.B.C. Teas
H.B.C. Coffees
H.B.C. Spices and Extracts
H.B.C. "Imperial Mixture" Tobacco
H.B.C. "Cut Plug"
H.B.C."Fort Garry*
Tbe ever Famous H. B. C. H POINT    BLANKETS
■. C.
Hi fyfemgr^ Caapuit $1
■■■'■   ■• 	
■— ; ^	 1925
r~**l I I *»
Vancouver, Sept em bi -r 13, 1925.
Tin* suiniiH r holiday season is over, families who
have I»*•• • 11 sojourning Bt their favourite camping re-
suits have r« turned home, Tht* retail grocer has conse*
(}Ui "fitly let lie down tu a period of definite steady fall
luudness Future booking with retailer* In such lines
as canned fruits and vegetable* ind other tin* s of holi
•lav goods have been exceedingly good, indicating a
\tiy opHmlatic outlook for (rood business Logging
camp* an* aUn resuming operation* no1* that tin- dan-
i iiui«» dry period has pnaa-cd Farming district* nre ex-
priiiminy a period of better condition*, They nre getting iiu.v money for -poultry snd dairy product* than
for some time past, and when one considers that igri-
eulture is one of British Columbia's biggest industries,
one realise* that this healthy state of affairs mean* heller business for retailer* iu tin* cities as well as thoao
in tin* eountry district*.
Sugar—Mark«*t remain* steady with no Immediate
changes in sight Today's basis i* 16.68 per l<*i lb*.
i<«r B.C granulated In 100 ll» sacks, Tin local refinery
reduced priee* for competitive reason* in tin Provinee
-*f Alberta 60 nuts per 1<m» lb early this month, although no inch big reduction In contemplated here.
The new beet tugar Industry, which was established
this lummorin Alberta, has , > doubt been responsible
in some measure at leaal for the large reduction in that
Canned Vegetables,—\Vholesal» »> are now offering
1926 paek It C tomatoes at very attrnetive prices, ranging from *l •!.*» to fl 65 per dosen for the No 2Vfc -*i*c
Tin- paek is expected to In- a heavj one, with three new-
comer* in the Held Owing to the cooler weather .the
tomatoes have nol coloured as well m last year, although the flavor is excellent Packing will not be
completed until the en«l of this month, Canner* have
not nn yet announced an opening priee, whieh is expected will be higher than the present lowest quotation.
The It. C, paek.of peas has also been exceedingly
good this year, with priee slightly lower than last year
New paek com will not be available until late October
or early November. Prices on this commodity will also
be lower.
Canned Fruit.—The local canned fruit paek will
be considerably less than last year, owing to the failure of peaches nnd apricots, and a very poor erop ol
pears nod plums and strawberries Prices on canned
fruits generally will be on n level with last year, and in
some Instances higher quotations are expected. Packer* of Hawaiian canned Pineapple report exceedingly heavy sale for rail and spring delivery, with the eon-
sequence that they have been compelled to withdraw
prices entirely on some of their popular sizes. They
also report that sales this year on Crushed or Orated
Pineapple are as ureal n* «ales on Sliced Pineapple,
which is accounted for by the Intensive advertising on
the crushed product* of two mw pineapple lines, which
will be seen on this market tor the lirsl time, fanned
whole cored pineapple and pineapple jam, both under
tin* h<*| Monte label.
English Biscuits.—Peek. Groan's, and Huntley & Pal-
mer's biscuits arc again becoming quite prominent in the
stores locally. Retailers are importing samples direct
from England on a bisis whieh enables them to sell at
prices no higher than the well known Eastern lines.
Canned Salmon.—Prices are very firm on all varieties Canners report a big storage of pink, and wholesalers are in a quandry ns to where to obtain supplies.
Dried Fruit.—The initial shipment of California
table I'ms arrived in September 10.101b, box of four selling at $1,45 per box. and 101b. box of five selling at
$1.35 per box. Whole cooking figs are being quoted
at prices ranging from 8Vfcc to 12^ per lb., depending
on quality, New prunes will also be ready for delivery early in October at priees slightly higher than last
year. Raisins are firm in priee. with a good demand.
Currants on the other hand are cheaper, and arc selling well for holiday requirements, Hallowii dates are
reported to be n light crop this year, with consequent
higher prices. Present quotations on dates are exceedingly low.
Honey.—The pack of local and Eastern Honey will
be greater this year than last, with lower prices prevailing.
A New Furniture and Auto Polish.—Brilliant Gloss,
a new furniture and auto polish, is being introduced to
the retail trade this month, and is being well received, The manufacturers claim it to be a superior pro-
duct. The furniture polish comes in two sizes, a 7 oz.
bottle, retailing at 50c, and a !<> oz. bottle retailing
at $1.00, while the auto polish in a 16 oz. bottle will
sell at $1,25 per bottle.
Merger Now Completed, with Head Offices at Toronto
—Merchandising Policies Undetermined.
The big Eastern merger has been completed and the
names of the jobbers who have gone into thc new organization have been made public. The National Grocers Company. Ltd., the name of thc new wholesale
merger, has located its offices at Toronto, in thc offices
which were occupied by' the Canadian Wholesale Grocers' Association, and has begun business. Thc names
of the Ontrio jobbing concerns that have sold out to the
merger are:
Toronto—Eby, Main. Ltd., Mcdland Bros., T. Kin-
near & Co, Hamilton—S. W. Somerville & Co. M. H.
Gillard & Co, London—M, Masuret & Co., Edward
Adams & Co.   Windsor—J. IV Smythe.  Ottawa-S. J. 12
J»t« tn'-
All Treated Alike!
No Special Favors to Chain or
Department Stores
All Retailers On Same Price Basis
Regardless of "Buying Powern
A Restatement of tho Soiling Policy of E. W. Cillott Co. Ltd.
RECENTLY a western wholesale grocery concern circulated its customers
and, among other things, ssid that so-called "fixed price" lints should be
sold at lower than present prices. The accusation was msde that present price*
are due to co-operation between a combination known st "Wholesale Grocers'
Guild" and certain manufacturers who fix prices and insist upon their
maintenance. The wholesale grocery concern which issued this circular has
assured us that they did not intend their remarks to refer to us or our products in any way. We feel, however, that the grocery trade tn general might
be misled if we did not clearly define our position.
E. W. Gillett Company Limited wish to make thc following facts crystsl
clear to wholesale and retail grocers throughout the west:
1. We do not now belong, nor have we ever
belonged, to the "Wholesale Grocer*'
"Guild" or any combination of whole*
tale grocers.
2. There is no "co-operation" between
ourselves and any other organisation,
except the co-operation which consists
of manufacturing first-class goods, giving first-class service, and pursuing an
advertising policy which creates and
maintains the confidence and goodwill
of consumers.
3. Our policy is to sell our goods to thc
retail trade through legitimate wholesale grocers only, Por all our gooda
there is one price to wholesalers and
one price to retailers.
4. knf person, firm or corporation who or
which does a strictly wholesale business
is entitled to buy our goods at the
jobbing prices. None other is so
5. All retail grocers, no matter how large
or how small their orders for our goods
may be. and whether they operate one
store with an annual turnover of a few
thousand dollars or a multitude of stores
with a turnover of millions of dollars
annually, are classed by us as retailers.
They can buy our goods only at fair and
permissible fined list prices from wholesalers to retailers. In arriving at these
prices from wholesalers to retailers a
fair margin of profit is provided i'or the
service rendered by the wholesaler.
These prices most always be quoted by
wholesaler to retailer and under no
circumstances may they be raised or
towered. It is generallv agreed by the
ma tor ity of both wholesalers and retailers that this policy is in the best
interests of all branches of the trade aa
well as the consuming public
We have no secret understandings or
arrangements of any kind with any person, firm or corporation, or with any
organisation, wholesale or retail.
Our policy, as above stated, has been
consistently adhered to for ttnany year*
and throughout that period we have
always endeavored to give fair and
square treatment to both wholesale and
retail trade With us a wholesale grocer
is a person. Arm or corporation who or
which sells our goods to retail merchants only and who or which does no
retail business whatever, under his or
its own name or under any other name
or character of which we have any
Our goods are of guaranteed quality.
Our prices st* based upon cost of production and distribution and are as low
as is consistent with that absolutely
reliable quality which the consuming
public has learned to be inseparable
from the name of our Company.
Established 1*52
Manufacturers of
M * v«*M* mM* **** mi*** 1925
Major 4 Co, Owen Sound—Lemon Bros.. McLauchlan
& Son. ColUngwood— T. Look & Bros., C. Stephens &
Co, Kingston—W. fl. Craig & Co, St. Thomas—The
Harding Co. Niagara Fall* Murium! Woolnough Co.
Wolland—A. B. Maol-ean & Son.
Si. Catharines—Damudo, Marklo & Socord. Sarnia
T. Kenny & Co.  St rat ford  Stratford Grocery Com.
pany. Satilt Ste. Marie—-National Grocers Ltd) Dominion Grocery Co.   (luclph— The Simpson ro., Ltd,
Lindsay—Mediant! Bros. Oshawa—Medlnnd Bros., T.
Klnnear & To. fJnli and Peterborough—T, Kinnea? &
Co, North Bay. Sudbury, Pembroke, Cochran ami Tim-
miiis   National  GroeoWi  Ltd.    New  Lisgard—Eby,
lUain, Ltd.
Central Office to Do Buying.
While the board of director* has not determined its
exact merchandising policies, reports indicate that they
will conduct their business as would nny other whole-
sale grocery house Bone manufacturers, particularly
those of specialty lines, have been under the impression that branch managers will continue to purchase
their goods rather than the central buying office. This.
however, is not considered likely. The prospects are
that, while branch managers will advise the specialty
goods required for their particular districts, all orders
will be pooled through the central office.
There has been considerable talk as to whether the
new company will select tine manufacturer's line to the
exclusion of others making a similar product Neither
is thin considered a likelihood One wholesaler going
into the merger thinks that the company will buy almost
anv line demanded bv the retail trade, and that this
policy will be followed as long as it is felt the various
manufacturers are co-operating with them.    But if a
manufacturer should sell as well through "desk" jobbers or direct to the retailer wherever he can get the
husiness, then the wile of the manufacturer's goods may
be discouraged.
It is not likely that the company will feature its
own private brand While this is not official, it is understood that one of the head officials in the company
has outlined this policy.
As far as ean be seen now. drop shipments will be
discouraged.   This has been a bone of contention at the
various convent ions of wholesalers in Canada. Usually
those in favor of the manufacturers selling by way of
the drop shipment won out. but at a convention last
year in Toronto the majority of the Ontario trade was
opposed to the policy,
The Continental Security Company, of Chicago, will
have charge of the underwriting of the stoek issu,\
M. T. Lockyer Is Made Recipient of Handsome Gift and
Illuminated Address
On Monday August 81 the staff of ihe Hudson Bay Com-
PWiy In Vancouver assembled for the occasion of the presentation to H. T. t*oekver. the retiring manager, of a hand
•orae cabinet of silver and Illuminated address. The presentation was made by the new It. C, manager. P. J Parker,
WllO had been asked by the committee lo oltlclale,
Mr. Ixtckyer. In accepting the sift, thanked the donors
'or their kindness and expressed his appreciation of tlHr
ro operation In hia work for the period of thirty-two years.
for which time he has been an active member of the com
Mr. Lookytr'i plans for the future are undecided, but he
expects to take st rip southshorth and later to Australia
returning by way of Kngland.
Shelly Brothers Absorbed in Canadian Bakeries Ltd.
Following negotiations, covering ft period of several
months, a deal was completed recently whereby several
Of the lending bakeries of Western Canada, including
Shcllcys of Vancouver, were merged, under thc name of
the Canadian Bakeries Limited. W. C. Shelly of this
eity, who organised the new company, will be the general manager of the firm. He will continue to make his
headquarters here.
For the purpose of the merger, thc firm of Shelly
Bros, of Vancouver pass out of existence, the company
having been reorganized here under the name of
"Shellys Limited."
Among the bakeries in the new organization arc the
Sanitary Bakery Limited of Regina, the Moose Jaw
Bread Company of Moose Jaw, Shelly's of Calgary and
the interests of Shelly "a Limited at Vancouver, Vic-
toria, Nanaimo and New Westminster, In all instances
the firms are among the best equipped and most modern
plants in their respective communities. Although nter-
ged under the name of Canadian Bakeries Limited, each
plant will continue to operate as formerly, under its
own local management, the policy to be followed by
each bakery being largely left to the initiative of local
. "The amalgamation of the various interests represented in the merger." explained W. C. Shelly, "is in
conformity with the tendency of the times. By the
merger we hope to facilitate the purchasing power of
all the plants and increased efficiency. To the degree
that the organization benefits, thc public will also
As far ns the British Columbia business of Shelly
Limited is concerned, thc deal will not have the slightest influence on thc policy that has been pursued in the
past, both in regards to the 550 employees of thc company and the general public. Thc company's wagons
will carry thc name "Shellys Limited," and in smaller
letter, in conformity with legislation covering incorporated companies, the words "Canadian Bakeries)
Directors (to be elected)-—James Stewart, Winnipeg. President, President Maple Leaf Milling Co.,
Limited. W, C. Shelly. Vancouver. B.C., Vice-President
and General Manager. President Shelly Bros., Limited.
Fred. W. Riddell. Region. Snsk., General Manager
Saskatchewan Cooperative Elevator Company, Limited. 0. J. Mayhcw, Calgary, Alta.. Director Shelly's
Limited. D. L. Cameron. Vancouver, B.C., Director
Maple Leaf Milling Co., Limited. President Rat Portage
Lumber Co. E. R. Dccary. Montreal, Que, Vicc-Prcsi-
dent The Title Guarantee and Trust Corporation of
Canada, H. A. Ross. Victoria. B.C., Manager Western
offices A. E. Ames & Co., Limited,
Plant and Equipment.
The largest plant is in Vancouver, nnd is mainly of
reinforced concrete, and its equipment, which is of thc
latest modem design, includes seven Peterson ovens
and one gas-fired travelling oven, whieh nre capable of
producing 650.000 loaves of bread per week. This plant
has recently been enlarged to take care of expanding
business. The other plants nre of substantial construction, and are all equipped with modern machinery adequate to their requirements, including ovens having a
weekly capacity of 750,000 loaves of bread. Present
equipment in all the plants is up-to-date, and capable 14
Lake of the Woods
Milling- Company
The World'a Beat
D*°r °*V*ltj 1U00 BbU
a.O. ottltm ud Wtwhow*
Thoae Distant CouaUu
•'nation U (kg t*,,!,., . WTO    «**->5 •»"   s ■
,,<r «*»ler  ., t>mpt%
~.K ■  -   . - - -Jipii
'2T':!::: H" -"-«- ■? • *.-■». .-..,-.-
m-M S3 M .SoUTS^ B *"*'
-,' r
'■I nil i
W. CLARK Liaute-J, Moatreal
********   ot   M.*i,M,
*• 0
M**'*m. Ont
St -&#«*,
yTta^fiCwT i\Ouncit
imff***0*"* tej
up tongue
PACK (to
—       CANAOA W ■•
The New
''aiimli,'    ltsm,   po^j|||
,,,'h' '« '»»» packet! in a
J?1, ",f    bj opening
:;;' punching m ,.„,.
n,7'* lempHni, spj*ii«
■Ksnim,., „„   |wi<ki)|   .
" uaiural <!•« p »
M    I'.
Packed by
"'•Ck'. H.rb.ur, N. , M
p handling » considerably Increased outpul with" it
prther «*apitiil expenditure,
In addition to the laroge bread production an im-
jortanl ami profitable business Is done in the manufac*
fun- ami Hale of Cakes niul eookies.
No. 4
Expcnie of Tin- Investment eost of carrying a
Carrying 8tock   stoek of voods valued at $1,000 on the
ithelves and counters for one year is
i>(|itivalenl to the interesl that name amount of money
would earn elsewhere,   This nmotintM lo $t\0 a year 81
ui nveragc rate of Interesl This |60 is just as much
as expense to the storekeeper as ihe money he pays t«»
his clerks, or the money he pays for rent, insurine--,
supplies, of any of tin many other items whieh must be
p;ii<! from th- cash drawer or by check,
Method of <*an this expense of $-f,fl Ih- reduc-
Reducing Amount ed I Th*- experience of careful
of Stock. merchants shows that it often may
be reduced. The storekeeper by
closely watching hi* stoek. and by purchasing oftensr,
snd in smaller quantities, may find that he can sell just
ns much and have les.s money tied tip in stoek.    By
making detailed inspection ami purchasing oflcncr ami
more carefully, the # 1 .IMMI that was originally tics up
In stoek  may he reduced to. let us say. |760,    This
smaller Investment reduces thc cost per year to $\r\«
Raving of f i.Y
What Is With an sverafe inventory of 11,000, a mer-
Turnover? chant who. in one month, sells gooda which
cost him II,(SS) has a turnover for thc
month of one fl) Suppose the next month he maintains the same stoek of (foods, hut sells twice as much,
that is. he sills goods whieh eost him fcl.iHlO. His turnover for that month is two [%), If during another
month he sells goods whieh eost him fct.000, and the
average inventory remains the same, thc turnover for
that month in three CIV The monthly figure for turnover is derived hy dividing the eost of goods sold during tine month hy the nveragc stoek carried during the
same month Yearly turnover is computed in thc seme
Watch Watch turnover and keep iu closer touch
Turnover, with your store. It is like feeling the pulse
of an individual to determine the state of
his health Turnover may he computed in a very few
Ml Inn tea Compute it for a month at a time. At least
two inventories are necessary, hut thc more inventories
used in figuring the average, the more reliable will he
lhe answer Compare one month with another. At tha
end of a yrar compute it for that year. Compare it
with other years and with published figures* of other
Turnover In   That there is a Wide difference in turn-
EeUl Mitt     over among retail meat stores is shown
8tores. by figures published by tho Northwest-
ern university In co-operation with Mm
T. S. Ih-pa'tment of Agriculture,   ln three large cities
For the
Quality and Satisfaction
Because of their steadily main*
tained superiority Royal Baking
Powder and Dr. Price's Cream
Baking Powder have been stand-
for over a half century* Both are
made in Canada.
For the
PromptSale and Fair Profit
A Quality Leader
The Quality of 4X Bread and
the care taken iu its manufacture place it in keeping with
the highest quality goods you
That same quality is prevalent
in all Shelly Products. Sell
them with confidence and retain good customers.
\     v V
/      /
^Preferred Sytup
k GOOD PRODUCT that lim»6000 PROFIT!
Every on. enjoys CROWN HUAM> CORN SY1HT
Tne CONSUMER — i »••*., us. it is *.. pun wholesome and rich in flavor
The DEALER — Because it means a ipiiek turnover
ami a guarantee of quality that is advertised throughout
Made hv
was found Ihst the stock turnover was ahout sixty
ijine8 a year.   In smaller cities it averaged about 4H
j,i**s a year.   The stores whieh have a low stock turn-
ver msy be losing money which could well bo saved
Turnover in Turnover in groceries is not as great .;:;
Groceries. in meats. The average turnover of gro-
ecry stores is about ten or twelve times a
s, ar. If you carry a able line of groceries, you should
'„ (ure a iimilar turnover.
Additional profits await the merchant who can in-
i r.-ase his stock turnover.
Retail Merehanta' Association of Canada Launch Cam-
paign to Impress Retail Orooers with Advantages
of System.
The Retail Merchants* Association of Canada continue* to sponsor the principle of maintained prices.
md is making a strong effort to familarize the system
among grocers of British Columbia
The idea in this province is not a new one, a few
manufacturers having tried it out during recent years,
Imt owing to lack of tiuinamity among the trade, maximum ri suit* have not been attained.
A prominent local soap manufacturer tells us that
!"»• some lime he has been selling successfully to the
Irade at a maintained price, ami is sanguine of Incrcas-
huslneas once the -idea is approved by the entire trade
■*f the province.
Then- in mueh misunderstanding among thc rank
nnd file of the grocery fraternity as to what maintain-
ed price selling means.
For some unknown reason the idea has gained
ground that by adopting price maintenance, grocers
will obtain advantages over departmental and chain
-tores, nnd that the Idea behind the effort now heing
put forward has for its object a direct attaek upon these,
Serve Your Customers lo Serve
Pletsehtnana'i Yeasl buiuts health sod itrengio for
your customers, niul that stimulates Ihelr appetites
for nil your groceries.
Push Its sale. You will tlo your customers a service ami mill serve yourself through the Increased
sales it will bring.
The Fleischmann Company
Price maintenance is merely a proposal that it be
made possible for manufacturers of a trade-marked
article to establish a fair minimum resale price. (We
understand that many manufacturers are even now
awaiting thc concerted opinion of B.C. grocers to put
the idea into effect.) It does not imply an attempt to
place ns many articles as possible on the maintained
price list, hy nn organized body, to protect the retail
Lot us suppose that a dozen manufacturers of
nationally accepted products were willing to adopt a
minimum resale price. The retail grocer in selling
those products would he nssurcd of a reasonable profit
year ami year out. no matter how many competitive
stores were selling the same article, and there would be
nothing to prevent him stocking up with other lines,
not on the maintained price list, and selling at whatever figure he thought advisable.
Discounts would not he prohibited, and it is suggested tha* thc price of every article sold on thc maintained price basis would he listed in booklet form and
distributed to the trade.
If any retail distributor were discovered cutting
prices of anv of these listed articles, he would be instantly blacklisted, and further supplies would be prohibited.
The main object of price maintenance is to prevent
ruinous price-cutting, which is neither in the interests
of the retailer or the consumer. No merchant can sell
godds under cost and continue in business, unless he retrieves thc loss on those sales by adding to thc price of
other merchandise sold.
Thc automobile stands out as an example of thc
maintained price principle. It is only necessary to go
io a Ford dealer and try to buy a new Ford car al a
cut price.
True, some trades arc more suitably organized than
others for the adoption of the maintained price principle, hut there appears to be no insurmountable difficulty in utilizing this system in thc grocery field.
Thc following are a few questions and answers which
may help to elucidate the problem of price maintenance:
Applies to Trade Marked and Bonded Goods Only
Q.: Under this scheme would price maintainanec
npply to all merchandise t
A.: Only to trade marked and branded goods. The
basic, bulk and unbranded merchandise would be sold
in thc same way that they arc at present, and the producers would not maintain price.
Q,: Rut wouldn't price maintainanec allow a manufacturer to maintain a high price and pile up exor-
hitant profits?
A.: Absolutely not. If a manufacturer should establish ap rice higher than his competitors, quite naturally husiness will drift to his more moderate or
lower priced competitor. There would still he competition between manufacturers. One manufacturer
would endeavor to give a larger package for the price
than his competitor gives. Another might endeavor
to give extra service or quality. In other words,
price maintainanec does not eliminate competition between brands or producers. If anything, it stimulates competition between producers,  for each will 18
'lull* r
endeavor to give the biggest vnlue for the particular
price he maintains.
Q.: Have we proof that priees would not rise under price maintainanec?
A.: Yes. The price of automobiles is controlled
by thc manufacturer until the machine reaches lhe
consumer.   Certninly no one could sny that a motor
car could he bought more cheaply if the dealer made
thc price instead of the manufacturer, who makes ami
maintains it. There is strong competition between
the various manufacturers to give the greatest value
for the price they maintain.
Coesn't Kill Competition.
Q.: Hut wouldn't price maintainanec stlfflc competition?
A.: Not in thc least.
<J.: Would priee maintainanec apply tu all products!
A.: No. The option to maintain priee bi with th *
manufacturer. Thc propositi is simply to give him
that right in case he chooses to do so, Tim re U no
thing in the priee maintainance proposition to force
a manufacturer to maintain priee in ease he doe-* not
choose to do so.
Q.: If a number of manufacturers of trade-marked
articles maintained a retail price, would it eliminate
competition between  grocers?
A.: No. It would only eliminate ruinous cut-price
competition on certain branded article*. Then would
still be the same incentive among grocers as now for
active competition on basic Items, hulk and unbraml d
goods, service, display, sanitation, advertising and up
to-date selling methods
Gives Minimum Priee.
Q.: Would price maintninauee allow the dealer a
satisfactory profit?
A.: If thc producers maintain prices ton low to
meet the fancy of the grocer, he need not handle th-*
goods. However, minimum price maintainance would
establish only a minimum resale price below whieh
merchants would not be privileged to sell The deal
er could charge more than that price if the character
of the service rendered was Increased owing to location.
Vital to His Welfare
Q,: Why should a groeer be interested in price
A.: The average grocer would have much to gai't
under such a system. It may eventually determine
whether he will be aide to remain iu business or not.
Ruinous price competition has driven many a dealer
out of business,
Q.: Give an example
A.: In Montreal there was a small neighborhood
grocer of twenty years standing. A store with large
financial backing opened mar him and started a price*
slashing war. The grocer had this option: either to
lose much of his trade, or to meet each cut in priees
He chose to cut in prices accordingly, but in a short
time went bankrupt. There are many instances also
where large department stores have foundered owing lo
ruthless price cutting.
/\f/ % / §J />/ / /
"~"^/.-/#/////* ""**u*
i t a, ft n ff 0 t
m \ x v   \ > i » i   x   v
V 1 MtVN   '• **»*!»» •****•*    .
SjMf •€!■©«  i*  Amu<"»4 by  tho  Otoi*tjn*Q  Hiftl
Quality far which Robmt-sn't Pari art «o*
Peter Rabbit Peanut Butter
Cofff No More But Sells Faster
Kelly Confection Co. ltd
1100 Mainland Strttt
VANCOUVER. B  ' 10*25
Tht following art prlett quottd for principal llntt of loading wholoaalo firms.   Prioti quoted art ntetaaarlly
•ubjtct to marktt fluotuationa.
Wny»l   Veeet--
l dm   |>kgt   In •••»»«•
Our* Flake Lye—
4  <1<i|    In  *a*a
I    ' *•**.»«-•
\0 ea«e».  4 iIm   In caae
Mig'c  Baking Powder—
I oi   4 doi
4 Ol    t  del
I  ol   4  doi
tl 01   4 <*)•>■
\*. i caaa toll
Magic  to**,  Caae  Ne.   t—
I . »»»•» ot noni
gi Carbonate of Soda—
ul tt. Uanjn, poi k«-a
« 0 Tt*    I**a» t p •• I»    |*p»i   Iwitrrt
Caustic Set* (Qr«nuial«tt —
10 tt*   rankater   «*. ■>  tt>«  in    ••»»
'.00     tt'i        l»v.»,      .If .III)*
Crtem tf Tartar— IVr dm
% Ri po\iar pkga 14 doi In caaai I Ji
% Jb tmi^r pkga (4 dm In riM) 3 tO
**% Hi  cana -with acrew cm era (4 dui
ID  •»••» 110
I IS   cana arraw  -rov«r*  (1  dua   in
I Tb   equate cmuatera. 1% .1 i   in
roat) MH
'•   tt<   wixtrn ••»»•>» in
}.",  tt    **.►>.lm |.m'.« 4'*
IOO  n>   lined  ke«a HH
HO tt>    lined  ttaneU 37
Par caae
l 10
13 10
i 19
7 31
:i to
l"»r tt'
Nabob   Productl
Allspice.   NO   >.   tSM  dm
lukinc Powdtr. *» 13 "»   SOI
Making   Powder.   13   We,   SO*
IWikliw I'owder.  I !■.  doi
Basins SodSi *(l Is. asaa
Making H<>da   II V   d ■•
iw.rtn.   «ia   dOI
mack   Pepper,   una.   dm
<'el»ry   Halt,  glass,  dot
Nabob Coffee,   small   UP*   each
I'otjf*), li tt>
' "i-lul'l     |'i>«  III       'l"«
'.Mil,  k       'I'.IJlt'K   il,        '!■•»
i *i*i,h iiiiiit*. pudding   «•"*
'"Mil  Powder, amatl. dm
'Inna-mnn,  3 <«i    tin-*,  d<<«
cayiani pepper * Mas doi
'lovaa.  email   dm
OyfTf IHiwder,  4 ni   gl*»e. doi
''ream of Tartar.  I.
• 'ream of Tartar. *•»». Uai
''ream of Tartar   %a,
'linger,   antalt.   SOt
Kx I recti IH oi   doi, „. .
I>irai*tn   3m    l}ol
tdttraota, t m  •(•>■
Kxtraoti,   •**.  or   dOI
F-bctracli,   h;  or   doi
Mum,  unalli  dm
Nutmat, nnalli dm
I'aprlka. am a II. dm   .
•'"••try Spice, 3 Una. doi
Poultry Dressing. Bsge. Savory.
Thyme.,   Tumeric,   tlna,   doi
I'lokllni Mplca. doa   No   I
Marjoram.  Mint.   l-araley
WJU.U l*r|i|M>r. tint, doi
1 00
11 10
1 00
I 00
1 10
1 30
1 to
. 5 H
i II
1 30
. 1 to
5 na
1 ll
23 00
1 31
I 11
1 11
J 11
Castor «»n. 2 m doi iii
CaatOT OIL  ' m   dm  3 31
Kpsom Halt*. \%a. dm  II
Fruit   ("olora.   3  m   dm       1.71
Iclnffa (Chocolate,  Hoar,   Pink,  Lemon
Vanila, White, Almond. Oranit) doi,   1.11
ji>ii\  powdtr. 'im .io
Lemonade I'owder. doi Ill
Muatard.   la.   dm  I.M
Mustard.    H».   doi       IM
Muatard.  %s  dm * 40
Mustard,  2 3  .Ion • MO
Sulphur,   %*.  doi  M
Tea,  Ureen Iflbol,  W". per Iti  7J
Tea.   *!r«"-n   Libel   1».   I»er  tt'     ••
s*, n-  paekafot     w
1 tt<   t^cknitea  **
Tea    <lr  LuXt.   Afternoon.  1 tb.                    >W
Tr« de Lost, Afternoon *£* 0*t lb s!
•Oa dt Ultt *<** P«'-r lb- '    f'
2. to
Vini-iinr.  001       ***	
Shamrock Product!.
Ayrthlri rolltd ihouMcri, ptr Ib *J
Itacon  Shamrock, ••! i"**" "'
iwK.-i !'.no. with drwtlna. t"*r "' 4C
,.,,.,„,,,v   nun.... Shamrock, cartom .44
Chtiao, Canadian. >»'*«••■ t"'r "' HJ
■•>,     Contdlan, iwln. !•<•'  lb -;
impound ComaUon. No  ***. ll-co«t I0.JJ
otnpound. camttlon   No   I. »-c««w *"•";
.■lll>l(,i Ham,  -Shamrock,  pet lb J*J
Dominion Kama, \%*\t Ibi '_'
Dominion Kacon. MO Iba   P«r » * '
Dominion Bacon. 10-14 Iba por lb. .«
Dominion rttouldora, bontd and rolled ,14
DHppins. »"•«''• «•»  ,,r"'k"       J6
Hama  Shamrock, pel lb *
Mama »-»<*•» "•", ^,,,'"l■ pw "'
Head Cht*a». b-tb Una each •  •"
Jtllle.t tongue. |>er tin       	
Urd   N"   ••• W '" eft* gM
uni so j. m «"i"H'' ,:;
i^,,!   carton,  i'*-^"* 'JJ
,-M,i so I. cartona. 80 Iba » »
Mincemeat,   kill,   »"'•   Sit,   P*T  **...   ■ W
Meat  Loif.  POr "»  ^
Polk   I'H'H.   pi'i*  doi -    ■
,.,.,-k  roaal t«ft «>«•' dronlnf, per lb,     «
Smoked Bah. ktpptra,*tats*r ih •»
Smoked ftah. kippwod lalmon, 10a
and 30a,  per tt> 	
Bmoked rod.  30a per It.  	
Bslcctoa fowl ptr Ib.    ■
s. i.-t.-l Chicken, pet  lb
Vanieuvtr   Prlct   Llat-F.O.i.   Vanctov.r.
or Ntw Waatmlnatar.
Ttrmt Natt 10 Oaya
••Apai" Soap Flakaa. 34 1 th pkta, boa 410
••Ap.*" So»P Klakea. 13 I th pkta. boa 140
A  U  Fraacalto OaJtlli,  D0« of II J.OI
Itlut Mottled, hot of 20 	
rrown oswmi, J* «-* *>*of W ;;;"
CUmn% or Montreal (wnppid)  ho*  25 6.00
Qotdtn Wwt, li ho* of lSOa  *>
Ooldan i»«r, boi of so  * ■
Klondyke (wrapped) boa of » ••»
Klondyke  (unwrapped)  boa of 16 >™
Kliro Olfoirtni, boi of it*...-	
Untn   (unwrapped)  boa of 100 »-»
Liquid Ammonia, I doa. qta. boa of St..- 4.10
liquid Blue, 2 dot. qta. box of 24  4.10
Mechanlo'a Pine Tar, boa of 100 IIO
Mechanic a Pint Tar, box of 30  2.10
olive Caatlle, cakea, box o: 200 4.51
Primroae (wrapped) box of 26 4.60
Katra hard unwrapped, box of 30 2.65
Perfect (unwrapped) box of 100   3Ji
Write for Toilet and Hotel Soapa.
Special pricea on 5, 10, 26 and 100
Pendray'a Lye, box of 41  6.36
Pendray'a Powdered Ammonia, box 24, 3.13
Special pricea on 3, 10, 21 and 100
Pendray'a Wattr Qlaaa,  Ipg  Preeerver—
Caaea 24 tina per caae  4.60
Ited CYown.  box o f26   4.60
Itoyal laundry  Flakes,  88%,  in  bhla   .14Vi
(Special price on contract)
Royal Crown Soap 6s 144a 5,60
Royal Crown Powder, box 24a only 5.00
Royal Crown Powder, 1th, box of 60  4.00
Royal Crown Cleanaer, 48 sifter tlna 3.10
Royal Crown Lye, box of 40 5.35
Royal Crown Naptha box of 100 4.10
Royal Crown Powdered Ammonia 1 lb I.M
White Wonder, hox of 100  6.25
Ntw White Swan Soap, 100   5.00
White Swan Naptha, box of 100 4.10
White Swan Washing Powder, box of 24 6.00
Laundry Starches—
Canada laundry Starch, 40-lb  box   .0!<H
Canada  White Clow.   l-tt>  pkgs 09%
Acme White ('.loss.  Mb  pkga C3\
No.   1  White.  100-th kega 10
Kdwardsburg Silver Qloia, Mb pkga
40-th   lltJi
Kdwardsburg   Silver   Qloaa   l/l-
fancy tin caniattra, 41-Iba    **
l-Vtwurdahurg  Silver  Qloaa,   100-lb
kegi  10%
Celluloid Starch,   (boxes of 46-pkga
per rase)   ,  4.73
Culinary Starches—
Rendon'a Celebrated Prepared Corn,
40-lb boxes, per It) 11%
Canada Corn Staroh 40-lb boxta, ptr
tb  ., •%
Challenge Corn Starch 40-lb boxea
per th, 01%
Caaco Potato Flour 40-tb boxea, Ib   .11
Maiola Oil—
Maiola Oil. la   7.11
•• ••   Is    7.41
"   4l    11,11
"   8s     11.11
Corn Syrups-
Crown 2s, 24 to case 13.16
6s.  12 to case  «  4.30
10s 6 to cuse   4.10
20s. 3 tO,0111   4,00
Lily 2s. 24 to case 14-46
5s, 12 to case   6 00
10a, I to case  4.10
Karo. 2a 24 to case  !••*
6s, 11 to case  4.10
10s, 6 to case  **1' id
The Most Wonderful
Food Package
Ever Invented!
KELLOGG'S always lead—here is
our latest innovation—an inner-
sealed waxtite bag!   We were
first io introduce the waxtite wrapper
and now comes the inner-sealed waxtite bag—the perfect food package.
The new Kellogg Waxtite Package
not only keeps the corn flakes crisp
and crunchy until opened, but can be
refolded, thus keeping the contents
absolutely fresh until the last flake is
Your customers will appreciate this
new Kellogg feature. Let them see it
on your shelves, in your window and
around your store!
London • OnUH*
**» ^"Jrtiwi •/ JTaJ-Wa AILBrm
/Crumolot, Pop, Bran Flmloo, at*.
Just Keeps on Selling
Milled in Vaaoonrtr
Vancouver Milling and Grab Co.
Hsad Offlea and Mills:    VANCOUVER, B C
A Quality Product
•cm* im«
Whole Wheat
The Dr. Middleton's food Products
Company Limited
Vancouver, B. C. 1925
ANKW  tpye of competition thai  is assuming
formidable proportions and is growing in leaps
and ImhiimIh in rocenl years is thc peddler men-
nn   or Imnw-lo-hoUHf solicitor.   This type of nor-
idisildiso has itrowii to Stteh an OXtenl thai it may now
iM. classed with the mail order bouse us one <>f tIt**
,„„.,* formidable eorapotiloi* of lhe retailer, especially
-husi- living in the small towns and elties.
As »n -evidence of the importance this nut hod of
merchandising •* awmmiiig, tin- official publication of
ih, Chamber of Commerce of the United Stat»*s has
(fiven eonalderable protntanneo in it* last two Issues lo
.liiv.t selling, having srticlos from both tides, In
ih, July isjitir Harry It. Wollman. professor of market*
ing of tin- Amoa Tuck School, taken the position that
the small retailor han nothing to fear from the house*
inhotiac bagaboo, aa be **«H* It
Professor Welhnan *ny» that a friend of his, a
manufacturer of knit goml», took him out ti» luncheon
rvctntly and unburdened hia load of woe Upon him
This friend wild to him: "Harry, if this house-to-house
filing keep* "p. we're ruined. Our merchants are
kicking, we're loaini* customers right ami left People „ri convinced thai we are robbers and that tho
huuwMo-house cnnvawM-r ia about the only honest mer«
rhsnl left in the world"
Made An Investigation
Being somewhat conservative by nature, Professor
Wellman made an investigation and came to the con-
elusion that his friend's fears were not well-founded
ami that the people of the country were not changing
their Inlying habits, He declared that not only were
merchants not menaced by this new method of business, but that it has already passed its peak and is
subsiding as rapidly as it has arisen,
lie says that If anyone doubts this statement, lot
him go out and try it. Right now, he adds, it is ncc-
• ss.iiv for even wtecessful house-to-house manufacturers to iiuike appointments before their representatives
call. A brush company uses postcards and also promises a "free gift." In fact, so intense has the soliciting become that the housewife is not over-keen to
open the door to anyone that attempts to get in with*
oupl an appointment,
Professor Wellman gives a history of house-to-
house selling, which he declares is not a new development, but goes back to the days of the tin peddler
when communities were scattered and homes were
isolated and the old peddler calling around spring
end fall performed a very real service. He says that
as long as he remained a tin peddler, he was successful. But when he bought a new horse, enlarged his
wagon and tried to carry a full stoek, he failed.
Peddler Performs No Service.
He carried fl few laces and ribbons and these sold
very Well until there were stores enough to furnish
competition. To early mail order houses also added
to his troubles by furnishing illustrated catalogues,
which made comparison possible even before there
were near-by Stores, The reason for his failure then
is the reason that will cause its failure now. There is
Short Tonntau
Rllaar of abava In lUcwsl w, u«na.   Ousrsattsd mov.m.nt with-
$1150 liat "Derby" Orten Casta  ♦11'0W
14K. Ortan or White Cam &*> «*
•Dirty" White Caaaa
SH Ugnt-rectangular .hape-r.tted with good quality
15 Jewel movtmtnt.
••Darby ■ C.M-^.I. JJJJ |JJ
-Darby" Caaaa-oraan *
14-K. Caatt-grttn er whltt •w'
Wt havt only a ftw of our lints illustrated
Write for mort eomplttt information and
quotations on our other linea.
Wt can offer better valuea than ever before.
caaaa—green or wnne ^nC
m 22
no real service performed by house-to-house selling of
shopping goods or of style merchandise of any type.
He declares that the reason for the success of
house-to-house sale of hosiery is one of style. The
direct manufacturer got the jump on the mail order
houses antl lhe local merchants. There was a great
demand for silk hosiery iu many eolor* The local
merchant lied not tensed this style trend ami carried
only the conservative blacks, blues ami browns. So
the direct salesman, with a complete line, found a
ready market and robbed the mail order boUJCS of the
business they would have secured if they hatl just
been a little quicker in putting their hosiery il lustra-
tions in eolor.
Another reason why many articles have sold
from house to house iu the past live years, he says,
is hart) limes, and the absolute necessity of making
one dollar do the work of two.    In the cities this was
not so important, for the department stores, through
their sale.*-* days ami bargain basements, were poor
int; forth any kind of merchandise at any price, This
was distressed stoek made bv over-enthusiast ie mnnir
faeturers for a market which did not exist
Carried Bargains to Country.
So the eity housewife simply waited f«»r the -wiles
day and bought her wants. Ami since her country
cousin wanted tin* same bargains, the house*to*house
seller enrried these bargains to her. Kvervthiny from
machine-made dresses to shoes in wearing apparel, all
types of electrical equipment, shirts and hats All
were available because then* was a real market at the
prices asked.
Hut this readiness to carry the goods to tin* consumer is one of the chief reasons for the downfall of
the method. Nowadays, thr telephone, magazine*..
newspapers, mechanical music, radio ami the Kurd car
take up much of the former idle time of tin* housewife. So. with the increasing number of house-to-
house salesmen, the door bell became on irritation and
the visit an interruption.
This pressure of trying to sell all types of merchandise to the homes has already matle it more diffi
eult for the real service utensil salesmen to "get in "
Even now, new "free goods" propositions have to Im*
ted out frequently to get the door open to the
p.ian. In other words, tin- peak has passed and
i a reasonable amount of time, this particular
of sales effort will return to its normal status
The Royal Crown 8oap* IAS., havi* placed a malnt-tltoil
price new white laundry soap on I lie market mubt ths old
familiar name of White Swan   Laundry   Soup    Ttila   aoRp
la packed 100 cakcH to the box Nnd la aoldi at a price of $f»
per caae delivered to all poind In II C, as far eaat and la
eluding Revetatok* on Ihe main line. Kootenay Undlng on
the Crowa Neiil and north to Stewart, on the ll  <\ < fcssl
All ahlpmenta to country potnla to weigh 200 Iba  or over
Thia price la aubject (o a rebate of $1 per caae to the re
taller upon hia agreeing to aell ihla aoap al a pries noi leaa
than at the rate of 6 bam for 25 eenta    A avMeni of rebate
certificate* la uaed by the company In giving (he retailer*
who live up to the agreement, rebate of $1 per caae. Thia
line waa placed oa the markel In Greater Vancouver In M*y
and extended to oulilde point* In June and July, and the
manufacturer report* iteadlly lncrea*lng eale*.
Ortaya *r*
Although thr price of ojtstA declined eon
nluVrabl) during th«- pa»t ■?••« month" 11 ll
imw ,tot*lvtiiut again ami there I* no Indication
Of art) cheaper prlrea (or fall Bftderwetl
It in eeilmaUil thai not 0VSf W |»«t eesl U*
normal hssSaCSS in he*»v> un«l*-r*«»r ha* bet x.
placet! to t\otv    rti,r» i» even liidtesttoa lhai
mill* will nol he obW to aupph "»«* it'""'1" ''""
SlOek, and that or«l»r* |)l«t*<«ri late will 00 *'"
responding!)   late  in   deliver •>      In   jour  o*n
Interesl don't tola)   plan-   ftnu   oraw   loi
Motoeel at*i Toeoioa
StRla* Aa»at« ft* Qoamsi. Oatarto ead
Wt-ttera I'i9«ia<ea
*.*3 1P26
rygoods mi Clothing
Willi economists aiol hankers predicting buvper
crops nnd a banner fall season, wholesalers and manu<
faeturera In practically every lim* appear concerned
over the retailers' presenl buying methods,   Pfeque I
Iv there is leferetiee to the eoliservati\e buaincSS bell '.
placed hy retailers despite the circulating reports thai
stocks on the store shelves are not over large and the
merchants' prospects for fall business are lhe best for
sollie tino*
What will be the policy of the manufacturer or
wholesaler In the face of ultra«conscrvative buslne****
from the retailer at thin time and the prospects of im-
mediate ruah business later on is hard to determine.
Vet, there an* some manufacturers who are inclined lo
plan to he short of stocks In the women's ready to
wear trades word lias already heen passed to the manu-
fueturcrs <•• merchsndlse cautiously ami cut good* for
stoek conservatively,   There has been no evidence lhat
the careful planum-** of the last  few seasons will ba
changed, and the manufacturers of ready to wear nt,*
nntehiug developments carefully, particularly the huy
ing policy of the retailer
A man who for tin* last few weeks has heen travel*
ing extensively throughout the western provinces, visit,
ing both small ami large cities, finds that if crops mean
Anything the retailers face one of the flnesl falls ihey
have experienced in some time    He emphasles, how*.
ever, that his talks with the merehanls.althouiih Ihej
agree that there will be bumper crops and good fall
business, reveal that stocks are small ami they will no!
re-order merchandise until Ihey actually feel ihey will
need it
INirehases l»v buyers in silk departments are nol "< -
ported ou ns large a scale ss in former years, bul for
the most part buying is said to lie removed from a
hand-to-mouth basis Recent purchases of summer
offerings in silks have been quite substantisl upon th"
assumption thai demand for materials of this kind will
continue well into the fall season This has been amply
evidenced by consumer response on these items
<<l for inactivity after the business of thc next 6(1 davs,
Jit the latest.
No price advances are contemplated iu silk departments at present.
Brightly Dyed and Printed Furs in Favor.
There arc many models that do not match up fur
nnd fabric. Mink has been used a great deal, with
variety ami lavishness. both on blaek and colored cos-
lnines. Many are using the mink pelts to describe flat
rcscttes or scrolls that show thc beauty of the pelts and
making more arresting borders and even collar and
sleeve garniture than the solid fur treatments that arc
usual. Kox has been employed by eertain houses for
trimming, sometimes entire scarfs forming collar or
even cuffs, head, tail and all. Ermine, tinted coffee
color is another favored trimming. It is difficult to
pick OUl any fur that has not representation.
Thc fashion of printed furs, such as gazelle or river
otter, is approved by leading houses for trimming on
sports clothes of rough woolens, Some favor patchwork made of tiny motifs of rabbit or some flat fur in
two or three different shades, such as blaek, with two
shades of gray, or beige and two shades of browu.
t     •     •
The fashion of lining fabric coats with fur has made
great headway in the present showings, for all types of
coats    Rabbit, muskrat. gazelle and similar sports furs
an* used for sports coats of rough woolen or leather;
pquirrel bellies and softer pells line afternoon coats
of supple woolens or silk, and mink or ermine is :>c-
easionally employed to face some rich evening fabric
for a priceless wrap,
t    *    *
In the general openings, entire fur coats are not
strongly represented. Those houses who make fur gar.
ments usually like to show them apart, beyond a few
especially handsome models in precious pelts on rather
standard lines. These were straight cape or sleeved
models almost without exception.
A number of houses, however, show sports or day.
...                          ,                            i                        t     I   ,    . 1 .»  ntimner oi  iiuum.it, uuwvrur, suvn  buuiib vi  'mij-
Velvet* and vdvHecns »e*-*h^ of SU(,h    1|s ns (.„nu.u|; pony, or the lamb
Nicy to dominate the fall selling, logelher with vc ul- A         |h|i mos( |l|ttip|1Mti|1   wwe thog0 on
brocaded ireorgettea  Crepe satins also arc dbiplayl g nni« borrowed from the tailored topcoats of this
more activity, while the OUtlook on crepes de Thine and
fin! crepe is said to be problematical    Practically no
demand for Canton crepes is reported. It is nol planned
lo feature washable tub silks in dark colors for fall to
any noticeable extent, Metal brocades are nol genera*
Idly regarded SS a development this season
While the outlook on 54 inch widths is by no means
dearly Indicated, the majority nf local buyers are in-
''lined to the belief that tliere will nol be anv pronomc
"d activity in these offerings for fall, The buyers p tint
Oil! that their return in the spring in large volume h
to be expected,   It is said also that prints arc sehe*lrl-
sprnu'. In addition many coals show a fashion of shading the fur from dark near the hem to light near thc
shoulder, as one model of gray caracul.
In between these sports types, and the evening or
extremely handsome afternoon capes and coals of mink
or ermine, were displayed a certain number of gar-
ments made chiefly of moleskin, squirrel, broadtail or
Imitations of mink, whieh followed the accepted cloth
lines of the season. Only one or two short jackets "vere
noted among the total collections, notably a very short
bearskin jacket, worn with a cloth Sports dress. 24
if Kxxrx a s xx x x n x a a x x k * * nxxx x x m w w k x x x x x x x x x xn
«      As Seem By
Jemnicftftc |
The straight silhouette is dead. The fluid flaring
one that was shown last spring set ilea into an assured
place in the heavier fabrics of winter, the woollens and
the velvets. The straight drop from the underarm lo
the hip has given way to a line more influenced by the
natural figure, and upon a basic slimness will be superimposed cascades »»f fullness, and bloused bodice*
In other words, although tin* surface of a gOWU may
show exaggeration, the basic cut is of an ingenious
simplicity. Front fullness, following the up in .front,
down-in-back movement, will persist Hack fullness
is assured, and in some instances, fullness will be eon*
cent rated at the sides
(Exaggerated cut is going to be an Important theme
n Ihe mode, as well as elaborate trimmings and in
erustations iu  mosaic like designs,    Skirts will   •
tintie to be short, although length will often be inti--•
dueed into the evening rdlhoutte by the uneven hem*
line, whieh will be an outstanding point this season
The nock-line will bo varied, showing mostly the wide
and narrow V. the round, the oval and the square while
the bateau line has passed, Sleeves will be most im
porlant. the long sleeves especially so. and these will
tske many forms, some full above a tight wrist, some
light ami wrinkled, and some ea trying gathered full*
ness between wrist and elbow.
Kill's will be extensively used and with great in-
vention. Tbe smartest position of fur will |»- at ihe
top of a costume, for hat, or hat trimming, coat col
lars and cuffs     HoWCVCC the baud of fur amui i ih,
iNittom of the eoat  w'll persist
Many of the eosts will be fur -lined, and «•• ■■
the smartest will be fur*trimmed Coats will i
ami three-quarter length, in the msjorih  ol
ami there will be soio, straight coats llu; •
most part they will flare in baek or front, r
slightly, with fullness obtained by godcts, gath<
circular cut    Capes are going t»» be greatly worn for
I -»l
'  till
evening     Knsi mldi s will increase, if that  is poMublf
aiol will to- ***iAi morning, sflernooti ami night
Por sports wear, I wo*piece jersey and balbrigBaii
dresses will continue lo be good, as well n* Ihe turtle-
mek sweater ami skirt  with inverted pleats
Evening gowns will employ heads and embroltbr
lo outline their elaborale cut*, and metallic eloth sail
laee will also he im|Hirlant
MilKmry will eoiieeillralc on simplicity of eU'   IU'
elegance of detail, and use velvet lo a very grea1
lent.    Kelt, velotir, satin ami grosgrain promise
mueh seen.    Tbe smart  little  fell  hat  with (lie
limit pin will not lose in popularity, and toque*
coming into their own spill
Colors are here to slay.     The browns   pirii
ly the reddish brown,  the blues,  green, and  I
rose, are among those that promise to lead the
parade.   Iteige is always good.    White will Is
' 1025
for evening, end the chic woman will distinguish
self in black with fur.
A Trip Down Wholesale Row.
Having a tendency to poke my head into all sorts of
places, and ask all sorts of questions, I spent a perfectly delirious morning yesterday in wholesale row. Tin-
si lode thing came about by the Editor saying:
"Well. J OS net to, what do you know about Kail
uiateiials." ami I. answering as thruthfully as a wo-
man can. had to say  "I might know a whole lot mote,"
The outcome was that I grabbed the old pencil, ami
spent the morning bothering most obliging wholesale
The lirst place I walked into was Jas. Thompson &
Sons Ltd., and there a most delightful Scotsman took
me in charge ami showed no- their very good line of
.M in flannels, whieh they are featuring this fall. Tim
colours particularly took my eye There were imm* of
the drab shades of previous years, the dull greys ami
browns ami taupes Instead there were what are called
high shades, rust, royal purple, bisctlll and a rather
lovely Colour, somewhere bei ween briek and rose, which
which they eall Paloma Hurgumly has returned to tin-
fold again, ami so has navy blue, whieh was decidedly
nut last season, hut whieh is going to he one of the best
shades for this season
Then lu- said I must see their knitted goods in women's wear, and took no* up two stories on one of the
most open air and nerve wracking elevators it has ever
been my fate to ride in. and turned me over to the verv
a •
capable lady in charge of that department. Oh! the
sport hosiery sin- showed m, Hales, silk ami wool mixtures, and novelty wool mixtures, in checks, diamonds
and plaids It certainly made me regret my foolish
habit of wearing silk all the year around. She ncx!
ihowed me the new jacquctte sweater* and pullovers,
ami these, as well as lln* smart knitted dresses, (teemed
to b, of silk and wool mixtures, or of wool trimmed
with silk, and featuring powder blue for the most part.
with eoeoa and eau»c| next in evidence,
Then I saw a table of house dresses that interested
me, in linen, crepe and gingham The limn dresses.
especially, took mv eve. because thev were stencilled
in the smartest designs, and struck me as being prettier
ami at tin* same time more serviceable than embroidered dresses, because embroidery has a habit of getting
frayed with constant washing
However I decided that I had taken enough of their
time, nnd next wandered into flaull Bros Ltd, where
Mr Iterger. their manager, presented me to a man
whom he said "certainly knew materials" ami he certainly did He showed me a splendid line of coatini!
that is called suedeiic. and is like a heavy broadcloth
with a suede finish It was featuring mostly copper,
nisi, Burgundy, pansy, almond green, navy ami black.
Then there was a fabric for coating, which was not
unlike fur, having a long silky pile, ami being very
u'ood for weather. They bad this in navy, brown and
In dress goods, pioret twills, tricotincs and cheeked
eharmeens seemed lo be the thing for fall, and I was
'"Id that sergees were quite dead. Hue thing that particularly struck me during the morning was the combination of silk ami wool in all lines It wasn't only
'» be found in hosiery and knitted goods, but fllso n
•Ires* goods, (Inults* are showing quite a bit ot I. in
different wenves, one form being a wool-backed satin
»i plain and floral design, in almond green, tan and the
most wonderful melon shade, ami another weave of
brown ami orange 'n a zigzag stripe.
1 was told that satin cantons and flat crepes were
going to be very good, and that velveteen was going to
be in great demand, and he showed me one bolt of
velveteen that resembled leopard skin, and certainly
would be smart for trimming. Among the flannels they
were showing, I was rather taken with some that had a
fine pin stripe, ami others with a faint check.
About that time I had nearly exhausted my pencil,
ami I'm sure the man's patience, and my tongue was
about hanging out from looking at so many wonderful
materials that I would like to get my hands on, so 1
went across the street to (J. R. (Jregg & Co. Ltd., to
look at Ihe good looking silks I had heard they carried.
I came away dazed from satin-faced crepes, charm-
euse satins, cantons, pai!let silks, woolbaeked satins,
plain taffeta, shot taffeta, georgettes and cut velvets,
in every imaginable shade, with the most outstanding
in purple, rosewood, old gold, brown, rust, almond
green, navy blue and black. Por a person with a great
love for colour, and a strong inclination towards silk,
and a very weak pocket-book, it was really too great
a strain.
On thc way back, through the open door of Marshall's Ltd., I saw some very intriguing hats, so naturally walked in. and asked the lady in charge her opinion of materials ami colours for fall and winter, and
found that velour ami felt were going to be the most
popular, ami in purple, a shade of tan called wood, and
both almond and dark green. Black velvet would be a
strong note, but beyond that it was impossible to give
an opinion.
And now it is such a relief to face the Editor with
an easy conscience,
Where United Kingdom Firms Score.
Many clothing manufacturers of Canada declare
they can trace thc decline in their business, which has
been particularly marked during the past few months*.
to the general depression and thc contraction in retail
markets caused by thc loss of population through the
southward exodus, but even more particularly to the
effect of British competition, which is. without doubt,
becoming increasingly severe each year. One manufacturer discussing the question declared that at present Canada was positively infested with British commercial travellers, and that last year about 50 British
(inns which had never before directly invaded thc Canadian market had sent representatives into the field.
Thanks to the low cost of production in Britain and reeenl cuts in the tariff, they were able to offer prices
which the domestic manufacturers could mil meet, antl
now all over Canada English styles and cuts were en-
joying a vogue which they hatl never previously achieved He cited thc case of one British traveller who be-
-.nil in the Maritime Provinces early in the year and
before reaching Winnipeg had managed to place WW,- 26
Hi |>t     I,,,.
We Meet You
MORE Than Halfway
When it Comes to Selling
Dominion Linoleum
Every ib-ali i* that puts in a stork of Dominion Linoleum docs sn knowing he will get far more than thr
usual help iu disposing **f it to his etistnmers.
Real advertising and a full range «.f display material
and other (telling In dps are behind ever) Dominion
Take this Kail's campaign for instance, It includes
big, dominating advertisements in practically every
daily paper iu Canada, with carefully planned cop)
that pulls, and beautiful reproductions of popular do*
signs that leave notliiug to thr imagination hut color.
(Jolor in turn, gets its chance t»» pull salts in full-page
insertion iu all thr leading magazines, while a special
farm-paper campaign completely covers that responsive market.
Plan for big Kail husiness mi Douhiumii Linoleum.
Write us today for-soiling suggestions, newspapn*
electros or any display material yon may need«
(Mm worth of orders. Naturally, he did not ivlish such
successful compel il ion. whieh. he felt, was likely t-t in-
urease rather than c&mlsh,
Three beams of color radiating from the Pall Fash*
|on Show an- Geranium Petal, Kpiuard Cl recti and
Onlden Pheasant, sponsored by the National liar-
iii,-nt Retailers' Association In co-operation with tho
Textile Color Card Amoelation,
iMmia-xuiHto'ii tin- xuot (or »m»ikt women, developed of
OjrpfJ red nioni.-h. IU Tin* run of bltuk skunk Ix placed
MfKlk   About   thS   I'lbow    Ih,-   *\w\v   Into1*   buttonhtfE   lit   tht-
»r.M niul ttrmiasttogln » i*>ini Tin* effect of thin iiU'i*.
• uff ir, to uiv.« th.- appearance ol » more slender hlpllae,—
Model from Knob-H k Bloom, N'"* Yors
Tin- eolors selected for each requirement of tlie
day are:
Golden   Chcn-annt    Richly   toned   tan   of   Indian
Summer    the color of the plumage of wild Mine,    A
.  i  .    ..        .  . .....       , * .1.   .•....«!.
• •ii
* Th
  »•« .......        ...       ,1,1 | Pk'         r-
lor dipped in f-old with the sheen of smooth fcath-
s. It will be worn particularly for sport in the sea-
non of the ■• Hunter's Moon " It is a shade adapted
t<> both WQollen and silken fabric, ami is distinctly
new ami ehic.
Kpiuard Cfreon A deep green of the winter sea
has been launched for street ami day wear. A shade
nf ocean green, reflecting the blue of the sky, It is a
•»ew  tone of strange   Subtlety.      This  is   especially
Rmart for the ensemble of silk and wool ami the bar-
monbdng hat.
Geranium Petal—II is a brilliant flower nan
vibratiiiK with sunlight.   Exquisite In velvet, lustr
silks it ',s a eolor of bewitching gaiety, It is assured
a wide vogue for gowns ami wraps, and wherever in
the accessories a note id' high color scintillates and is
The Textile (lolor Card Association has incorporated these three shades in the colors standardised for
the coming season, They are to be Included as a sup-
plem.nl to the 1925 Kail Season Color Card.
The world's production of lint cotton for 1924-25
is still estimated at about 24,700,000 bales of 478
pounds line, compared with 19,590,000 bales in 1923-
24, according to the bureau of agricultural economics
of the Cnited States Department of Agriculture,
Some revisions and some new estimates of production have been received by bureau officials in the last
few weeks, but the increases that have occurrd in
some localities arc offset by losses sustained in others,
leaving Ihe total practically the same as announced
two mouths ago,
Significant changes in detail arc the reduced estimates for Ku'ypt. Uganda and the Anglo-Egyptian
Sudan. The estimate for Egypt, which was based on
receipts at Alexandria up to April 15, has been reduced due to the falling off of receipts between that time
and July 24. Reductions from the preliminary fore-
easts are reported for Uganda and the Sudan, due
roHiunte of dark brown Ctiarniecn, trimmed with town
horiHi    The -strictly tailored effect Ih Rlvea by aa alternate
ii "r fastened with small bone buttons, this model is
eqlmllv suitable for street or afternoon wear, the side flans
being an attractive feature. THK BRITISH COLUMBIA RETAILKR
apparently t«» rainy weather during the burvi    Sl
son and to some extent to pests.
The principal lueressc is iu Peru, whieh n
ports a harvesl greater than last year, when m \\u
previous reports Indicated s deereas-ed production
Tlo- lo-w artlStlal -ilk nlaM of t'onaMld* l.lini*..t ,, ,,rit
• nil tun . i* bos eOBpleled, moi li i- espetHed Hia; ofatn
tiotm *iii begta »io»ni> Tto- new lattaatrj «ui smploj ibotu
f,oo people and it t» estimated thattio- ar»t unit ot <ti- j,*,4n.
win ban ss seerane prodtieiioa of 86,000 |N>unti*. »*»ki*
or 1,00,000 i»out)d« -"iimi.iI!> Thi* i*. or jen-at ilgaificaae*
in Canada's baatneoa protress »» u mark* th.* lasiMmntUea
of tlo- r«>on manufacture In « acada
Oat of tlo* leaden i» Ihs ssJpbilt i»uii» in<tu*in « .,<(1|
rseSBtl] thAt. b> lh«" not of 'hi*. ).-«r tlo- raton ln»-*l-,< -. am
ab*orb about 5 (M-r OPftl of 'lo total world product toi ol
solpblle i*uti>
If thi* new lndu«tn *ahl«h I* •>««! in iu infant) ton lb
*orb n«>« approximate!) I jw r n-nt of do* loUl SBlpbltr
PFQtfclflloa || i* t..»*••> said, io **u|»oo*«> 'tm' In Ibf ■?ufu -•
tb«<   Mlll'tilt"   ntauufartijrrr*   ut   « At a«Ia   ran   eXpeet   '•*  •••fl   Ifl
ih(» iii«rin'i ss etos lacreaataap ropordos of sh.»ir oaiptn
Arr'viog fr no tbelf eooveoiloB Is Beanie more ittao
electrical ».»rk«r•# from <«■*■!,» *»n,t thn t -..:•,.\ ,m«i«-. »j„ ,*
"*<• -to-v-i In \ ai < •>•>.»-.. t   tla\l\t%s {milnu Of lnt«-r»-«? In Un* < '■
The) won so enibSiisetlc <hAt ihe) coaetderwl \**<--j.-
whoutd !»«• lelectet* *« lb* scene ol ibeli n.-\t eosvett •>>
At   a  «!■ nn*-r   ami   «lan«*.-   t.*fi«l«r«»l   10   "•'• ot   **   *l     II
Vsacoaeer, Major i. i> Tsjrtof *»n«oto«i ibe *»t-*itoM »t,n*-
A   I.  Creech  chalrwas ol ih«- Vaoc-oovet eoflnalu**   tSe
arfnl   a*   ,lt*'rm*i,   ,!or.i>*st   Ihi   «"».-nln*   rr re mo ml-      ►,-■<'.
h* f.'tio-A tsorkers on behalf »f th.- Vaacoaeet aaloot   T*.
delegates ».-r«- welcomed b*  Mr  Qeorfe Knl<l  prestdet
tlo*   It   C   K   ll
Oaetia ol bo-sot »• life dlanei swrs Mr   R  p  LaB*
K.-n.-rai plant sapertotemieal ol 'to- n  r   Tetcpbos** I'ei
|»an», and Mr   l.rorge  M«-   artn«*v MpeftateSdeftl Ol 'i. tl
aaee and coaeirvetton for that compos)
P   J   I'Arkrr    1ii\ik***i   «»f  Un-   |{|fftS  •ltd   Ot tlstl CcdSSI
bu stores "' ibf Modaos« n*| < otspsa)   Amomr.>« <nr> ai-
pOlatmtOl   •»'  li    A    II    |Stri«-   a*   A»«l»!Anl   tnaitajr< r   Ol
Yatirioit.-r  »Uir«*     Mr    P-Oftf  IS   -»«»ll kno-an  lo Ho-  people 0
thlN   (rttj   and   trietslt)     hat Ini   pftM NlttSl)    b«*«n   In   tlo*  eoat
pOOf'S  mr-tlr.' f«ir  tan-nt> Ibree »«-ar« In  Vaimoi-xr ah,I '*» l
fears Is Victoria
Utttorijtioto %*gn*tt*ot*
Jft»k Ho fOMt fStbef il»noirrr,| ai fU*»i beettUW bt
dldn t  a ant  lo  lo*.-   jrotS"?
Ma>    V<»   but   I   won   hia  COOaeSl     I   'old   hltn   *>■•>'
iH"*-i| not to*«' me     Wi rioihl ll»»- -atfti him   anil SO b# *"- !
rot SSI)   ham   no-   but  a  »on In Ia*   |Q Immo
Jark    Jlni     I   don't    Ilk.-   that   (»»*   eSpreSSfOS
'If 1025
"Dress Well and Succeed" for Fall
With the Start of the fall Seasoa the Retailer has Aaother  Chaace  of  Breaking  Away From the
Practice of Selling on the Basis of "Price -The Improved Business Looked for Should Help Him
To Put Over "Dress Well and Succeed."
THK habits of years ore not easily overcome,
Winn a retalle? •»«■'■** lhe Idea firmly eatibllshcd
in his load that tin- only thing that Interests his
customers i* low priee it is difficult for him to think
otherwise, particularly when he sees some response t<>
the low priees Bul when hv dors not sell enough
goods at theae low prices lo make a protit or when the
losses on price-cuts eat tip tin- profits made on regular
nnlca he realises 'bat there is somcthlnii wrong with
thi*. method of merchandising and it is very convenient
for him to shift the blame to "general business condi
Hut does tin- retailer ever think to ask himself jus!
how mueh he, himself, is responsible for Mgeneral business conditions" or for th.- particular business condi*
tions that surround his trade! Docs In ever ask him*
self whether his cusl inters sre demanding "price" merchandise or whether he and his brother merehanta nre
trying t-» thrust down their throats!   There Is more
than a suspicion that the latter is tin- «*as.\ and if this
is true tin* retailer must bear s large share of tin* re*
sponsibility for presenl business conditions
What warrant has tin  retailer for assuminc that the
only thing his customers arc Interested In is pr.ee! It
is true that for several sessons nast price has been
the determining factor, but has ihis alwas been n *>■
sjiry' Ii was while prices were adusting themselves
to their present level, bul after that the necessity pawed, although tin* practice continued, Retailers hatl no
faith that their cuatooiers would pay a fair price for
Kootls *o they continued to s.-i*< every opportunity lo
cul prleea, to buy goods lhal thev could sell at a supposedly cut price until they goi the public int*» n frame
of mind where .very "flrst" pric* is viewed with bus*
This in the eondition thai merchandising on tne
hash of priee ban brought business lo and it certainly
is ft highly unsatisfactory one The public has out
faith in the eqtlltv of prices asked ami ihey have mat
interest in the value of goods that are used as a price
Row can this be remedied' How  call public taith
in the fairness of the prices asked lie restored ami how
• an men's interest iii the value of good clothes be in
If we ean accomplish one *»f Ihese things we can
"ecoiunlish both,  for om* cannot  be done without the
»lher   If the public becomes impressed with the fact
■l-»t the retailers' prices an- fair in the first place, tiny
will vain respect for the woods he sells ami if they l •
«Pect ami desire the goods he sells thev will cease to
!«»ok ftir price-cuts or the cheapest goods of the kind
tluv ean secure,
Nothing better to cure the present ills of the men H
apparel trade has been proposed than the "Dress Wei
nnd Sum |" campaign    Rlcven prominent clothing
manufacturers are backing it for fall and nre
offering prizes totalling $525.00 for window displays
•md advertisements featuring the merchandising idea
*»n whieh the campaign i.s based. Conditions appear
better for putting it over in a big way than was the
case last fall or this spring and this applies to both thc
trade ami to the puhlie. The trade has had another
season during whieh selling on a price basis has not
proved profitable aud there is every indication of increased purchasing power in both the agricultural and
industrial sections of the country.
What Really Counts.
Tin* question will be asked: Will the public be interested in "Dress Well and Succeed?" Thc answer is
that the puhlie cannot help but be influenced in favor
of good clothes when they see that the merchants who
sell them have respect for tluir merchandise and refuse
to peddle it around for whatever price it will bring.
Another answer is that it does not matter so iniiclt
about public intrest in the campaign as long as a worthwhile number of representative merchants conduct
their business along the lines dictated by this slogan.
If retailers when they have a suit to sell at $22.50, feature it at that price alone instead of "$22.50, was $30";
if thev sell their $2.85 shirts as splendid value at tbe
price instead of conveying the suggestion that they nre
marked down from some higher price, if they devote
their big advertising space to selling thc idea of better
clothes instead of featuring bargain sales nnd if they
confine their price cuts, the ones they make a big noise
about, to the semi-aniiual clearances, they will accomplish thc same results. They will be merchandising
their goods on a basis that will restore public confidence iu the values received nnd they will be working in
the direction of profitable business instead of away
from it.
In regard lo the public's attitude towards clothes
purchases thc retailer should consider his own attitude-
when he has any purchases to make. If he is buying
food, he docs not buy thc cheapest but patronizes a
dealer whom he knows sells thc quality be desires. If
he is buying » pice of furniture he seeks out what he
wants aiid buys it if the price is what he thinks he can
afford to pay, he will even strain a point in this respect. If he is buying a watch ho buvs one he thinks
will give him gootl service, ln scarcely any case dots
he seek out the cheapest in any line, in fact is the
price is too low he gets suspicious of the quality,
Is there anv rc-tson for supposing that other men.
when purchasing clothing, are anv different from what
he is when he must make a purchase. Men must buy
clothes. They must have certain standards of quality
hut no one can blame litem for wanting to get tW
qualities at the lowest possible price. If the retailer
Sepl   1,1,,,-r
Mr. Dealer: With posters et full showing, crying PAINT
THIS FALL from one end of Canada to lhe other, it's
a great time to tie up to THIS BIG CAMPAIGN and
get results-more tales of PAINTS and VARNISHES.
Weather conditions are ideal for fall painting. Use
your windows—your local advertising—your counters
—and get into this game to make the Fall months aa
those of Spring.
601 Keefer Building   -    -Montreal 192ft
Favorable economic conditions throughout Canada
ai present would Indicate that moderate business expansion should develop during this fall.   As agricul*
lure is the  dominant factor in this  country   present
procpects are creating confidence iu the hardware
trade, Crops in Western Canada arc decidedly satis.
factory, ami lln* yield will approximate 100,000,000
bushels uo»re than the precee-dlng one. As prices re*
main at fair levels, this crop will be of much assistance
is reducing outstanding agricultural debts, and in ad-'i-
lion will go far iu restoring the purchasing power of
the western province, Hardware dealers are laying
plans to take advantage ot this.
Copper.—Primary markets for copper have resell I
from their recent Strength and slight declines are not ml
iii «|tiotationH in Itoth liOndon and the I S Willi*)
lion- are no large tonnages available at the lower tit;
tires being tpioted. still there doCS nol so-ill to be stiffi*■**•
imt demand t«» clean this from tin market The easii
with which the market has come down following its re*
rent strength has made buyers hesitant about placing
orders     It Is believed that this weakness may have
been due to speculative interests ami that liquidation
is  ahout  over.
Buyers are watching the primary markets closely
• IS s • •
for indications as to ihe future trend of quotations,
Lead.—Primary markets in lead have also weaken-
ed somewhat. Tbe continued decline in London had
hi easing effect on quotations in New York and outside
centres Kven then*,, lower prices have failed to bring
out any considerable consuming demand lu sympa***/
with other metals, rinc also reacted recently, European requirements, however, are expected to strengthen the I'. S market, as the supply of line overseas is
not Sufficient  to meet the needs.
Anvils snd Vices
New quotations show advance in price on both
•iiivils and blacksmiths vices
Lawn Hose.
Ah in the cose with other rubber goods, lawn hoST
is in a particularly lirm position, ami it is not at all
unlikely that further advances will follow
Elcctrio Cable.
Owing to the advance price of erudo rubber elee*
J'ic cable advances along with Other rubber goods
The average advance on tbe different various sixes
it around ten per cent.
Clothes Wringers and Rolls.
Ibie to the high level tif quotations on crude ';»'■■■•
-ber, prices have been advanced on wringers nnd wring-
■ T "olla.
Electric Lamps.
Sales of tungsten electric lamps have opened up
well during the past few weeks. Early fall ship*
incuts are developing into splendid volume.
Rubber Belting.
Owing to the strength of the crude rubber market recent advances in rubber belting make quotations approximately ten per cent, more than formerly.
Alarm Clocks.
Sales of alarm clocks on the local market have increased of late particularly to the rural districts.
Prices continue lirm.
Cattle Chains Move Out.
Satisfactory volume of cattle chains is at present
being shipped to dealers throughout this district for
fall.   Prices remain unchanged.
Resin Market Firm.
The markets on resin continues to he quite strong,
ami there is no immediate indication of any slump iu
prices,   Stocks are light and there is a fair demand.
Turpentine Market Continues Firm.
The market on turpentine remains steady with a
fair demand, and no indication of any immediate
change in price.
Radio Supplies.
Rndiotrion and tubes are lower in price. The new
prices show a lowering of fifty cents.
Yale List Priees.
The Canadian Yale and Towne Manufacturing Co.
Limited have anounccd to the trade reductions iu certain list prices ou Yah' builders' hardware, and night
latches.   The discounts remain the same.
Wholesalers report that dealers are now preparing
for a long ami good hunting season, ami arc laying iu
their stocks of shells and ntctallies.
Tire Chains.
Wholesalers have announced the new prices on tire
chains for fall delivery. Discounts remain the same
hut In some instances the list priees have been changed, making a reduction of about ten per cent.
Stillson Pipe Wrenches.
By raising the discount. Stillson line oi pipe wrenches show* a decline of five per eent. 32
Grand $5*000 Prize Window Display Contest
Utinin.utnii Anns Co., Int., offers a total of 590 cash prises — in addition t«»
unique awards—to retail dealers for the bent window displays during Remington Sportsmen^ Week, October 12 to October 17, 1!>2.V
These prises will be awarded for tbe in*»-Ht attractive window iIi*|»Iuvh of
Remington Firearms, Remington Ammunition, Remington Game Loads,
Remington Cutiery—Poekel Knives, Hunting, Trappers1 and Campers1
Kmvcs  or the free Remington window display material alone.
i    ilate:  Remlnftea  Bporuinan*  Week.
October  12 to  17.  1*36
J. Striking trtndow dlaplay material. In
full   OOlor,   will   Im-   furnialied   KltKK    Irani
tnruuon prepaid--by Itotntagtoa Ahm Co.
Inc..   to   dealer*   who   de»lre   to   enter   thi*
3 Ah)* d-Nilr* who u«*» thi* KltKK nw-
terlal may compete
t.   Kach eontnntanl < dealer i moot hunlon
a photograph ot hi* window illnplay to lirm
Ington Arm* Op . Inc. «n or liefore Novem-
tier 2, IMS I'holograph m*> l»e taken with
a nut leu r camera If It »li»*» detail* of window deaily We *ugge«| that the photo*
graph be taken at night <;it>**> prtnl* or
enlargement* & In * 7 In to I In i 10 In
ar* r*«»mmended t'nmmjnted photo*
tprint*|  preferable
j Kach photograph mu»t have the nam*
■nd oOnroo* ot the dealer arid the population
of hi* town printed or written clear ly In Ink
on the Imm *k All photograph* to l* addreaaed
nnd forwarded by rtglattrtd mail to lo>t.u«-
lui* brought tint- ateel hack to pocket cutler)*. Above atag handled knife with »tl»k-
ing nnd *k)nnlng blade*, l* one of the m.M
popular knlve* ever deatgned for hunter*
and trapper*—No   Iti 133
HMHll   " If It     llernlugton   Arm* «'•>.   in. .   **&
if si.iw.t»    rtoOl   \,rtk.   S V      t\»  mnnt'l   tm
* «j«.»n »,! .«•    pgt    n-'*-. -.trill ef »    or   *,am  of   |>!w>
- "ii.   A\Ai*    m<    (he   Otasl.     »!>.|    iv>>    photograph*
Will   N    rrturned       |t   I*   agreed   II .. I   atl   J..',,.*
t- a    •!'><*   tit   lo  !*.   xiir  th*  pr»|wr|)   of  |U«I*.
ngton  Arm* t'o,   It    , t; li*  u»#d In \ nihil* -
il>   camiwitgn* in  which  you M"»»*i.
0 A rh**pie >ar at* award will («• malted to
. » I' »i*Ih|jI!| aa h«iii t* ptt«Mltb» whi.lt
will Ik on or niB-.it l«* *o>t»f  r*   j»:.i
7 T>>» )uda** will hegln ..>m«Jd*rllig th*
i I----I-mem.h* ..n  or   nt* ut   Nt>-tctnlwi   J    Itft
»       Thr    11 .,!'•:.    of    (".«•    . ..nt rat a fit*    will   tt#
!-.»■! *>,■■ I   in   the   trade   I**,**-**   and     THK
MOM'S -h t < a ts»:
9     The   pholoffraph*   of   the   window   «l»*
!>'.«.•   will   t>#   I »'t«**"l   *••!#!»   ■•»»   t»»#   laaat*   of
thr   win-h w    i||«|iU|*'    t,:-, Kai Atnt-ig    »*»'.>i»*
|m inl«   POfuHag   •'*-".*•■■'-.lo*     Irade pulling
DOW if     iOd     J'"<i!     iltr *. tl*rl»r*»     regard
|. «.    of    whether    the    drwter    i onaider-a    lha
<i>mt<«*;r • |-h   <if   hi*   window    .!»,•:»•»   f>»«d   Of
*>•'*'     i't !'•(!»"  >>f   fir   *t|#   of   the   WOubrW   In
•* I- • It   (he  dlapla?    I*  n .»■!'
(A Make « window dl*pUr nf *p«rt*-
inrft'n hunter*' trapper*' nnd ramp**'*'
"(jotpment. M«ing nraningtnn'* r'tlKK win
-tow dl*!*'*, m*ler*«l. hav* * photo mad*
.-nd nail It lo Itemington Arm* <%• Inr , Og
or liefore N'ovemtwr ]nd !>?*• and ,»*u will
ha  •».••» I.i rr.rlrr  «  iWHH   I'lHZK i»lt   AN*
tWAltO      plu*     ln< rrt*a*>\      *alra   profit*
new   r«'»Onrer*
»» The H *«•'•*> *JH It r*»ft gt**n »w»*f In
•JO   .;t»'-   print    al"   *>e   dlvldett   a*  f >llow»
|M» OMANO PNlII 1l«0
The iJriiHl I'rtte fSOS.SS In •■-***•,. will
lie   often   to   (hr   retail   dealer    who   makea
* window  d>*pl.i>   of  hunter**   tr«.pp-afa  *nd
• ampior*' e«|iilj»n»rnt or llomington * tta*
window tl'MtU* material during Hamington
4jr>*ft*rnen'« Week Dftotttf I) to 17 ttli.
-nd aend* in a phaO-graph of hi* window
it»(.l.«v or or  before N.»»»mlt*r  }   1*1*.   Thi*
1« •»"
I". -M   *»• h
l'»t«»«   «• •
,.fi*/»   i*   opart  lo  all   >«-nir«i.. -   .   th
t*nWgSB  and  lha   I mid   HUle*      T
of  ih*  Uraml   f'.»»   will  n.»t   praMI
■»«»   »»f   Ih*   .»).»(   i oh   |vr*l(«-a  ..t   j.
Ihi*     •ntr*t
Ktr*i *.r«>up   *7ah PftMi |grj   \*
• *4*h   (••>**•   *'"l  uni«|u«  »w »   '»   -
drahtr*   In   ',   a< *   atllh   a   papufat .•<"
oo* vo*to*
t*l   }wrt»a
Ind   (•'*•*
Ird   prta#
^'     »'"•*'•     of
*#**i,f»it   <!r««>ip   r"«*h
i »»h   pri***  and   unt<i>«*   **>■'..   ' -
.*r-i»»ra in  tuan*  with  *  papulation  af frgm
•VOOt up ta an** mciugmg 10,000
1*1      |«*"#r **.'.'
Jnd    prtae IIM "
Ird    |U»#* tt
1*     |-*»#*     of     MS Ml    »t   '
>W   t»"ii«*   «»f     U*a»   <Mrtl
Third OtOfp   Ctsatl  |»*ta#* *ts4,   \*r* -
• *•*>»   ptttma   *l*t   uftH|ue   *aif>U   ' ''•
■ **>.**   In   (own*   wOH   a   papulatlce     ' It
ang tttsmor*
1*1 |»*i* *'-      *
;nd i-'i»»
Ird |»r«*#
V> pria**
U«» prtt**»
Hlt*M» TirTAk l-» •**'*•'
»   *'a«h   l-rtae   •»»   a   unl<tne   awar.t   I
fflten |0 #*•»?   Itemington deal*-'  *'
a    ttemlftgtuft   tl \t**Sww    I*>I«I>Ut   ot
tapper*'   and  ra»l»|*ar»'   *«n»»prs*i»nl   •■
0>f ton *    Htr«*-l    windir*    dl»p"w
during  lUmlngton  ttpMetamen'a  W *<*
»*r    IJ   to   ||f.   t*%%,   «h<>   »t'l   hair   »
t. ,».r,    r»f    hi*    wln<b»w    dl*pU»     m* '
matlail    In    |H>|i«rtmer>t    "|g"lt      M*"
»,..!•   «1u.   Inr      18    lO-oadwai     v"'
V V     un   or   twfor*   Voiemher   J.   I»7'
of   I r ■'■■»■   oorli
ot   tm ta*  *a- »•
Enter the Remington Window Display Contest. Cost* you
nothing to try. Display timely, unified lines and get the
lion's share of the business in your locality.
N,w "■y^fooir^1" Remington Arms Company Ine,
mve more *oo*o t» tb* heavieat mu.i ,m-   Cunard Building 25 Broadway, Now York ti y
log    bullet*     specially    renmimendi-d    fur
Mooae. Orluly mid other trig none BSTAttlSHBO   ISIS  .
Rifles        Firearms        Ammunition        Shotguns        Came Loado       Cutlery       Caoh Rss < JJJJ
mmsm 1925
"Snve the Surface niul You Save All," -tin- most
lUOOOStful slogan ever introduced into tin- mi -lling field
of the American continent, is responsible for the in-
crossing demand for property protection, and for the
more prosperous appearance of industrial ami residential buildings in nil sections of tho country.
Dcnlcrs in paint ami vuriiinh have, through the
"Save the 8urfnceM rampsiirn. been given untold as-
llstanee in displnyiug nnd distributing their stocks and
in demonstrating to their customers tin- methods of application, nnd the cornet materials for each projected
job. Surfnee nn nil economic measure has never been
•sold to the Canadian public iim it is being Hold t ui.iy.
I hiring the pant live yenrs many paint and hardware
dealt rg have discovered that the people who come into
their atoii' have an entirely new understanding re*
gnrding surface protection. They realize now that
paint and varnish are not only colors but products
whieh protect their possessions from deterioration.
Dealer* know that a tremendous educational work
in going on, but there in more in the campaign than thn,
and it will not attain maximum results, measured in
terms of paint antl varnish, until even- dealer looks
upon him hi-If nn n pnrt of the movement, and follows
up the national advertIslng with nn aggressive Belling
campaign of hia own.
No dealer will receive the maximum benefit from
the campaign unless he identities his name ho closely
with the Save thc Surface idea that his store is always
thought of when a "Snve the Surface" advertisement
is read In thc town.
This year a mosl comprehensive billboard showing
haa been inaugurated. In Western Canada alone three
hundred and ten Itoards are appearing, broadcasting
Ihe value of surface protection to property owners, end
such valuable assistance to the selling end of paint and
varnish cannot help but result in increased profit to
thc retail desler.
The following is n list of the towns in Western Cm-
ndn nnd British Columbia, giving the number of dis*
plays appearing and dates of same:
Sept.   10
August 1
HflSiphin ,
August 80
Moose Jnw
August 1
Prince Albert
Sept. 20
August 20
August 1
Swift Current
Sept.  20
Sept.   10
Kamsaek   ... .
Sept.  21!
Drum heller .
August 20
lo Aug. 10; lo Aug. 20
"l-ethbridge -	
"   .                Sept.  20
Medicine Hat
August 20
....               M
August 20
August 10
Augusl 10
I'Vrnle -	
August 20
Knmloops —«.	
Sept.  10
Kelowna i „
M, Sept. 10; Mj Sept. 20
  August 20
Nanaimo 4  August I
^',8on. 6  August JO
Westminster 8  August 20
North Vancouver  (i  Sept. \
Port Coquitlam  2  August 20
Port Moody 2  August 20
Prince Rupert 4    August 20
Revelstoke 4  August 20
Sydney 2 August 10
Vancouver M)  August 10
Port Arthur ***  August 10
Fort William  10  August 1
Victoria  24  August 20
Vernon 4 Jfa Sept. 1; l/2Sept. 20
August 29.
Much brighter conditions prevail in the finished department* of ShiHield trade, and the feeling of great confidence
which followed the temporary settlement of the coal dispute
in becoming more and more noticeable. Requests for delivery of tools are coming from all parts of the world, and It Is
clear that the Sheffield product still ranks supreme In point
of quality. The price that has to be asked is the only obstacle to further development.
Sheffield is very busy in making steel parts for the motor
industry, and It is hoped that this important branch will further improve when the re-imposed McKenna duties begin to
make their Influence felt. Orders fell off when Mr. Snowden
announced their abolition and a compensating move Is now
expected. Steel parts for heavy commercial vehicles are In
particularly keen demand, and regular repeat orders are a
common experience. The activity in the motor Industry is
after ting She) field in another way, for the engineers are buying a large number of tools, files and similar lines. The file
trait- generally, which is of considerable importance to Sheffield, is busier than it has been for a long time, and plants
which had to be closed last year and the year before have
been re-opened and have sufficient orders In hand to justify
a cheerful view or the situation.
The tendency to cut prices in the plate and cutlery trades
continues, for there Is an enormous amount of competition for
the work offered. Shopkeepers are replenishing their stocks
on a minimum basis, and travellers from the seaside resorts
which usually do a brisk summer trad»\ report that visitors
Mils year are spending practically nothing. The drop in trade
from this source Is considerable. The few Sheffield firms
that are comparatively busy are mainly engaged on contracts
for shipping companies and export merchants. Their cutlery
requirements are for stainless table knives. The call for
raiors and scissors is particularly poor at present.
Puts an edge on anything. It's simply a knife sharpener, any
kind of blade—straight, curved, bevelled, big or little of the
hariiest steel can be made keen In a few seconds with the
"Sharpie   Made with two bevelled twin genuine corundum
wheels loosely mounted on a hexagon axle and pressed together with a pressure spring which automatically regulates
the pressure when the blade Is placed In' groove of grinding
wheel Requires no skill whatever, you simply rest blade lu
troove and turn handle and It sharpens both sides of the
blade at the same time, height b% Inches, packed one In a
carton complete with full directions for using, and with screws
for attaching to bench table, door or window casing. Weight
complete 18 oss. 34
Hem.   I
l»*   i,..,.
Camp Supplies
Tin lumber camps will loon In- in full swing, and
I yii'sv you'll want your share of the business lhal
A line you should have mi hand |.» meet the demand ii Davidson's ne* camp stove, TKKMIKK
DIIIVKK" built for rough Uss ami Idea] for esmps
boarding houses, ele
And, also, don't forget our leamlMN enamelled-
ware sfoelt  pot*, in live ifo H, our Coffee and T.\i
Hollers, each in (WO si*.-*, ami our many other In   s
for camp use
*% Wfe&aridttji 1(fyfGcJ/<mM
Established I860
Head Office and Factory: MONTREAL
Winoipog Saakatoon Calgary Vancouver 1025
to market fluctuations.
Loaded Sliot Sheila.
It (till i IU eh
il 0 a tt a ll* •••>
ll a i tt i is eh
ll i s» * IV* rh ■	
A mar lean.
I! M <"   Mtro I'tuti 1} il i S i 1>% eh   12 li
latere  High Hun (.: M
I' M C   Arrow 13 «;»:»»  i'% - h || 2S
I > lar a   I'rem lar i> .i
Metallic Ammunition.
J} abort  Mmokalaea (u(U
;.'   l»>nf   HmokaSeaa 4 4",
II I.   Rift* Hm»k*l«MM : |l
:.- I.   Ititl* l.»am»t t 10
a marie an,
:i  Mhort   »»tit.<kal#«a S 4'.
31   l>.r>g   llmokela** : t.v
ri  I.   Itlll* KmofcaSeaa VM.
Ml.   ItiSa   Matnok 7 10
ANVIL*   I'ttar Wright. •'"•Iba   to  III tba.
?•*«■    .err   |*» Iba   fli
AXKJt llnya' A tea. IS H.a tt&M **» Witt
.♦..| . double hit a»«*a. unhandled. |:j Jo to
III 10 dot. huntera as** ttloo d»i . air»«li>
ni..l a aaa. unhandled, Ill > to 111 oo <l< i
HAlltf I'toa. IU 00 |*r 100 n»a
llt.t.TIVt; Iai*-. rawhide aidea. |i ||; ml
I if al •: II p#f ito fr««i   \ nt li jo |ht ioo
'.rt    **  at  M !"   t««i   '.*•* f««t
BOLta,   CARfttAQg   (ta   full   iw •..»•*.i...
S and ametler up to C-ln   king   leaa II I J
..ff hat. o»#r *H in   IfU off Hat   Hot a new
larger, all langthe   leaa  JO off liat    Sola ne*
hat price* In affa*t
loil.TS. MAOHNK- S an*! emaller u|> to
tin long, la-aa 11 off ll»i over (-In \r**
H off ll tat. \ 1"S an<| S lr«« IS off
Hat     Sola ne-w Hat t»r|. ra In effect
itru/rs. ht«»vk l-r.a u »ff i ••
IWU.TH.   TlltK   !.♦•*   SO   a.Wt   \0%   on   a»l
holla for broken park age*
BOARD)  Daavti-—Pat  i.mo to I <*>(» f*»t.
Ht**|»r t 00* feet
ROtlaKltllL   RANOK4   W-|«U   l!J\0e*ch
Bl'IMttNQ I'Al'KH Tarred *Hr to |l Jo
per r dl. •<v«--«>fdlng |n <|(talll> plain "Iv t"
**>*v per mil
MTTS-motaj*-, HI, antique Onpptr ind
Sinn hrtaa) ftnlah IH i IH p*r i*ai» M« JS
*SS  ff P*if tt«\ IH  »   -tS  P"  |»alr  l*<*
IH'TTS   Wrtmght •»••!   No   ••■•   1SOU.
tt IS par .lot ; IS I IS 13 " I"**'  <0i     «S *
IS   HfM ptr doi
• 'AllVKiT  m.T-14  at   "■■<■ lb   |1 TS  r*.»ll
fATtllKH. t'l'PtmiHI* «»ld ronoer and
dull l.t-iaa flnieh.  114 on per lh.»wa«ittd
(1IAIN—CVill  |i  aUwtrlc  irrM   Ml   III**"
par \<*s n.a. s tn «'*• p*»* 'w *'}" •'* '•' Wl **
l*ar 1*0 lha
'HMS*   i,«,i.f  III « 14, noo with; S
•>  II. lift aort*
<*H<U'l'Ktt» |tKJ|> fnlvrrwil N«> I l?J !rt
Sot.!   I'nlvaratl No   I.  1ST 00 .-).»»     IS-ilWaal
No 5 unao dot * Unl-foraal No t, its M *i**9
H«m».   No    M.   12»«   •««■*».   Montr,   No    «i.
I! W aarh
nitTRNs. nAnnrt. Na   **. li*'^ laeSj
No   I. til 10 atrh.  No   I. |!t 10 aa.tt. No   I.
Ill Tl   ttrh
• ijevia. MAM.KAiti.t: irr n. us<
CLOTHHI i.isi:, wiiib i>r «-*-i». f>o ft.
I'I ll dot     loo ft   |< :i
DRILLS int aiiM-k tt 1 *tt nm ttati
t-U.-itanolli S tn   I!. * off nrw Ual
KAVTROI'ilH IVr 100 frat. l-ln %% ttl
>** tn UIO:  It tn   |1 H
m.r.i braat w«Mtam. 11% off Bat; Bltea
iMamnnil 16% off Hat
UAtthKN   HoajB- in   ia rt  lonttha, ua«
oounlod   Trrmintl i'tt\. S •"»  * I W< -l1" ''"■
\nt k I ply, iiivo. Wo*- bound S 'tt X *
i>'v. Ill :a, s-ln   % 4 ply. Ml. cWrttfatod.
S |n   x S ptr, 115 TS;  Sin   * S P»>- U<2i
', Ih   I 3 ply, ||« J
OOflM.IN'dS    AT.U'IIKI**     S n.     S-l".
.lit . .IV n art
. HAMR TBAI"«   Victor,    par   doa     N«»   <••
•1 Wl 1. 1140; IS Mlit, I. tjttd, S. MM
II * N- dm No o. Bin. I. I*-^. ,v,i*
l-««;  I,  1)0 II;   J,   1)4 40
.lump-Nn t, |.n dot M to. IS I*-40- *-
IT II   I. ||M
HIKOtCS Par 'i"i nalra- Haavy »trnp. 4
•rt   HV,, S-iti   U.70; Lln. 1.100;  h-Iii   |4.TS>.
CORRl'OATBD TKK Par doaan puirt—
l-ln |3 5", l-ln 11.10; l-in 11.01; 12-m I12.5.V
HOR8R SHOES—Iron, N<«». 0 to 1. I».".r»
j.t   ]00-n>R ,   Iron,   Not,   2  urn I   lurio-r.  19 BO
tin   I.:;.-,
H« tl
4* M
|**r   ]00-Tt>n
l>rr  10ii TTtti
51 tt
54 00
1   tt.**    l(t|i|   1
2 ami larger, |9&o
IRONa 8At>, COMMON—Par too iht--
6 n>a   bmt otar Wc I, 4. itntl j \l>n. 23o.
IRON BAND Par lOO-tba,—H4*ln. 14,00;
IS-m 14.00; Lln  l» 00,
IRON, BLACK 8HBBT—par lonnta— 16
e >.««'- Ir'5n. 24 amiKt* 16 10. 18-20 kuiirc,
|( 10.  26 -Mine-*- %% 60
:*. (C'liiK-* Amarlcan or KnKitxh |7,t5; 24
« 1 ,«••  17 25.   11-10 (gn.ntr  17.05.
KNOBS. RIM DOOR—Japannad, $175 per
LAMP CBtMNKYS A. p.-r rnar I dot.
|1 20 prr dOI I  A. H>f <lo»   11 4".  It   |»-r CftW
< Son 1140 ptr <i"». it. pat doa, 11.76,
I.ANTKUN.H- Short   or   long   globe,   plain,
a 1 a it* doa    .1 ij..>tihf.i. $m 65 001
knlVM,   rach.   12-ln
2" « I Mad^ 111 00,
STAR   l-in   wbool,   3
tt.ll; 11.11, ti Ki 18-m u.|o; 4 knlvet. 12-
in IM-   14.m HOW, |«.|„ |U M
i^NVr,uKH   ,Vk*   r*'60   *».!    Cuttar,
Nvn.s wiui:   iu,„.- 1125 (,»i,.vancou*
*+r: i'vt. \jooo |7 5o fob. Vancouver
l'l''KS   <*1ny. «-7 lt.»   IS 10 ,|„z
,,'N,1" T*V   !LS«I  11.10 each; % gal  35c
PLA8TBR OP PARIS   II 60 prr 100 tt.x
RIV8T8 ANO BURRS   Itla.-k cttruig,-. 5lb
t.timi   57,*    N,>    %   *«•«,>,(••.l   coppered   rlvrln
No t, sir tt, , aaaortad copper rlveta and
tttirra fci,*, No  i   ataorted   t-opprn-it  bum
»ni| tuirra Jlc prr \l* No I oopprrrd burrs
37r |>rr tt, j Coppered rlvrt* llo por lb.
Coppered burm 37c prr tt*.
tt<ti*i: BASE i»-iiih!i manila, i*a*>\ 23o:
purr tntnlla btun HSc lb
itAitini.AS   So nt. »i*2 fo each; No 111 A
• 74 O0.   No   X  I32T. if>. aubjgot tO M*S dig,
Trana* Miami.   |TI :•>». leaa 33 1-3.
it vi»i» sii'ii.iivs  Tubea, W  i> 11 tt-BO;
Land »p«-i»krr, No   132.'., 135 00 rnelt; llriimli-a
phonra. 17 mt each, tttii-ijrvi to 25-"r dlacount;
I'aHrrlr***. No 7*5. |1 tf, each; No 767, $4 10
ra G It
SAWS, BUCK* Happy Medium, IM.M doa
Happy Mra |U 10 tint, l»i«o.t,>n-4 No. 6 |16 SO
SCREWS—Bright Hal bond 67«t 'io off
iiai; bright round head, 65 10 oft llat; braaa
dat tirad 57S 10 off list; briota rouno hi'ud
55 '10 off lli»t
SOREWS,CAP—tt off list
SCREWS SET- 55 off liat
Hi 11 prr doa S Jonaa or Bulldog H3 7i par
SCOOPS   Moon Ho 4, H710 doi 1 No, «
It: tt I  (In*      N'.i    t    t\* 50   Ant ,   No
All at-ovr In black ftnMi
SOIiDKIl   s * S. caaa lota, ISt
Irtm  '..i*\'  pi r  re
Ut  pr* tb
SPIKES, PRB8SBD   Par 100 tba-
l» co   •, |t in |0; S>"  tt 10
STAPLES Oalvanlaad fence, is 25 prr 100
n>a m ftiii kr**; galvanltad poultry netting.
110 50 prr  l'*0 Ititt   In (till kt-io
TAt'Kf   Carpal, TOa off nrw liat
whir BARBED—Par roll —4 point, cattle,
io rod   1115:  4-polnt hoR, 10 rod! liW.
winr..   plain   OALvANlBBD-Par   too
ff.   No   •»   |« 30; No   12, 1*60
VVIRH 0 * 1 Pot ton p>a No, 10. tt 00;
No   11. |6 10   No   12, |«20
WBINOWRH Kam ltt.10 doa.: Oxford,
HOMO; .lo*     Hi.-slf.   ttt 10   *'"* ;   AJ"x-°
t\*\m .io* .
11 u i-:n* '111 xs fi fi: Trlmo, u*» w off i**i.
Oenulne Stlllaun leaa 18 pei cent off llat
WIRE I'l.trrii  Oul of *to,k. Vancouver,
13 "5 prr 100 »'l   tt ! OalVatlttod, OUl 01 ItOCK,
Vaneoufer, M.TI »"** m **-J\        ,    „,«,
WASHING MACHINES   Veloa water poW*
ar  Ml 71 aach   Srafoam HlactrlC, ttt 00 each!
inowun. ii? 11 lioh; Patriot, $11.00 aaoh
to, itt.io
prr Iti;
s Inch,
.viseh-O'Leary Solid liox. do iiih., 112.00
filth; 70 Iba, H5 00 each; loo Iba, |22 each.
Brandrtm ■ H tndereon
„ 1, ....   „ ... Per Gallon
hi    hngllah    ordinary colore  14.11
B-H  "Knitllnh" white   410
l«-H  Exterior Oil Shingle Stain—
Ordinary colora, in 4 gal. etna  |i |f
oraana and Oroya, In 4 gal. cane I.ts
lt*H Anchor Shingle Stain—
or-ltnary color». in 4 gal cana   Ma
Grreni and Greya. In 4 gal. etna   1.11
.... Gallon
Ordinary colon, in 1 gul. cana |4.30
Martin  Senour porch  paint  4.30
Martin  Senour  Neutone white  3.75
Martin Hcnour Neutone color  3.71
Martin Sentmr floor paint  4,11
Sherwln   WllllaniN,   white  6.76
Sherwln   Williams,   color 4.30
Sherwln   William*,   porch    4.30
Sherwln WUIiama, floor  4.16
li IT.— i-er  100 iba.
Hulk,  barrels 800n>» MM
Hulk,   iron*  100  lbs    7.71
Hulk. Irons 26 lbs    S 10
Tine, 5 Pis; per Ib    |U
Tins,   lib 11%
I.INSI*KI> Oll^— Gallon.
Itaw.  I to 2 barrels    |1.65
Boiled, t to 2 barrels   1.51
LEAD, WIIITK IN till^- I'er 100 R>a.
l.Ooo lbs. to 1 ton  11.15
Less     17.W
Hr.-indrani'H Cenuine    11.13
I barrel lots I 1.70
Klostlc, No. 1  11.10
Kio stlc.  No.  2     7.40
IV   Linoleum     1.10
IV  Mnrlnc  Spar      7.10
IV Furniture     t.tl
IV Talc Hard Oil     Ill
Less 3.1 1-3 per cent.
Lacqueret  16.IS leaa 41
Automotive Price List
1 at 121.50.
at 11.75 each.
ASSORTMENTS—Cottar pin 13c each; Cap
screws 3*c each; Set screws 30c each; Machine screw 75c ench: Machine nut 75c each.
BATTERIES—Hot Shot |2.96 each.
BOOTS—Tire l-ln. $1 25 each.
BUMPERS—Hoover Twlnbar, 110.60 etch,
CAPS—Radiator, $1.00 each.
CARBORUNCLUM—Valve grinding t-oa. 14
CARRIES—LUffOfe, collapsible $225 each.
CKMBNT— Radiator, Htb Wonder Worker 1540 dot
CHAINS—Weed 30x3'i $636 c«»'h: i2tiy*t
1700 each; 3U4 $"."0 «eh| 33x4 tt*o each;
31x4 19 00 each.    UM'jMft. ,.,u
RID 0 SKt*D—tOxttl W.tt imlr; ttxlH
13 9ft pair: 34x3*4 tt.10 P«'«*: SO** tt tb pair;
3.1x4 14 50 polr. Less 30-%.
each;  n.aln-E-Day, 11.60 each.
CC'liS—Spark alngle 16 66 Itohl Spara
double 111.10 each. ,A
DEFLECTORS—Wild    tdjuettble   $16.10
ENAMIDL-tt Pt. .let Idic $6.00 dot: 6*ot
Womier  Worker* 14.80 dot:   Martin  Senour
quick Drying, 1/64 13c *tt,oh! VJJ tto aaeh,
1/16 31c each; \4 S4c each; U »8*-' «nch- W
|1 70 ench.
HOHNS-Electrlc $5.75 each.
IACK8—No, 200 12 00 each; No. 4 |i<n
each; No, 41 t«00 each.
I.OCK3. MOTOMKTKR-No- S»0 $!.«
each* No. 391 $3.00 each; No. 311 |760 eacn.
feM.Vjffit'ti'n^i mm*
B-Uj each: No. 3 30c each; No. 6 75o eacn.
No   6 17c each.
PLATES—Step ttoo own. _
PLUGS   Spark niainploi. «c «ach, A. C.
Titan 13c each; llel-FI. Me etch 36
Si |>t.   bee
• •
(Continued from page 20.)
sacrifices his profit on these lints, so mueh Ihe heller
front lhe customer's point of new. but Ihey glial not
purchase beenu.se of Ihe priee-ettt but because they
needed the elothes of were attracted by its appearance.
They buy in spite of some misgivings regarding qunlity
implanted by the eut priee.
The retail trade has nothing to lose by making a
real endeavor to sell their goods on the strength of its
attractiveness and value, ami it certainly haa a win le
lot to gain. Thc "Dreag Well and Succeed" campaign
will give direction to its efforts and strengthen them
if a good proportion of the retailers in a district decide
to get behind it It points a way towards better business for the coming fall.
To Save a Clerk 8teps.
DID you ever wrap up a package, only to find
Ihe customer desired other things, and a second
package was requi red, when one would have
done for both?
Did you even go to the end of the store for nn arti-
cle for tho customer, return to your counter ami later
find you must go to the some store-shelf again for
something the customer needed1?
If occurrences of the sort come very frequently in
your experience in the store, study the situation a
moment. Something is wrong. Vou nre wasting a lot
of steps nml time—and giving the customer service
less smoothly and rnpidly than you might
Of course, it is easy to "[man the buck" to the cut*
tomer. saying that many men and women tlo not know
what they want and forever are slowing up store w-r
vice. This argument, in general, probably is a cornet
one-, at the same time, a tactful and cool clerk can tin
a great deal to clarify the customer's mind antl get it
to functioning smoothly ami with some rapidity.
Setting out to reduce lost motion to a minimum, one
of the first things a clerk should tlo is to lenrn as much
as possible about the customer's wisin-H Inf..- („.
makes a move for a shelf or cose. When- itan-lnrtl
articles are involved, so that no shotting of not
dis*- or choice by lhe customer is iieeeHsary. a
can often pull forward the order hook and slari
ing the order immediately when the customer
tions a need Almost always the fuel that the
book is in use will tend to steady the mind of th.
tomer, The customer, lhat is. will think more ,
ly, make decisions more definitely, Goi as tnin
possible on nn order blank In-fore you make a ma
get any of the merchandise on the counter.
Kvrn where the customer is buying MOit-thing
which requires • -.lamination nml choice, a tactful h
tail salesman can ascertain iu advaim- rough)} all *!,-
customer's requirements, and one thU information in
moving about the store to get them If psogrets muxt
be matle from one counter to another counter it is •»
very simple matter to determine definitely lhai no-
thing more is desired in one particular section of lhe
store before moving with the customer to anothef
And tactful probing of a customer's miml -aill >n
able |he clerk to wrap up the bundle or bundles i*niy
when the customer has purchased everything hi in-
tends to
A thought in time can save nim steps -Wsaletl
steps sre a loss nt any time, nnd particularly «r. tiny
costly during the rush hours So lenrn t«» eoiwrrvt
your foot power I
fall store uotrrnto
Iii the rut It of preparing for ami erestlltfl fall h\a*
ness many itcnlcr* nre apt to overtook many Imporl
little factors in the making of a sale The »|enl« r al
examine his store front very carefully ami are tin'
windows are kept well lighted, ami that the maxin
of light is secured from his fixtures With the «•..-■
of the fall months the ilays arc getting eomtfdi
shorter ami lights have to be turned on earlier A * II
lighted store front attracts customers ami S poonj
Hghled one discourages them from entering See llial
your store is not only well but correctly Illttmlnslwl
always In aring in miml that too much light is a» bui *
insufficient illumination
I'rogrcM may teem alow at tlima. but It la unqm-atlonably true. thai, little b) llllle, *aleamet>g-r* antl bSSlse*
executive* WS making real salesmen anil aah-awomen out of mere order taken    At the aame time that the Ian-
■Ullt "    •   *sm    an- bilrig taught to alio** tnd lo talk  tin- gooda Ihey have for atl*-, It muat not b*< forgot!, n th*'
I    aHT'I   ,v',f! a k<hk1   tiling ma> be overdone.   Talking tin good* ahould not  in til falrneea nt tin* l*r*>
laj^" *B   "|M-rllve eualomer tnd lo lhe houae, mean onl* w-IIIng Ihe advantage* ol Ihoar gwxli    tiin- "
IV   /*AtJ     Ih* "ureal ■*»>* to ei-meni lhe patronag* of tome peopli- to your houae la b> rtplalnlng *<■■ ""
W       f JS^M   rMr,,,,l,>' "' ,h#' ,,,IM' of porchaai*, how to r*r«- for the gooda ihey are purrhaalng    Tim*. In ">'
MjU/l^mW*    W   *occ***tn\ allk department of one etor«-. purrhtarra of certain Simla of ailka. aurh aa broetil-
■Lj **• •'XpHellly advised nol lo wear them Inside oul llnOS auch a practlrt- It*)* and ruin* """
BB-t^^^^B   Those who buy taffetas are warned afalnat prraalng them with m too hot Iron Which ma)  *»H-
litem.   An unwary euaiomer. not ao warned, may get Into iroublea wlih almoat every tjrps °
merehaedlae.   He will feel that auch wsrnlnga are an evldenen of real aervlee on the part of the eeller \92b
Elmer Johnson, Booster
By J. It. Spragm
CREDIT malingers still hesitate to ask an applied" But they're coming to it. .lust as lif.
er?" Hut they're eomiii to it. .lust as lif-
,., ii years ago. when automobiles were iu the first flush
,.f their popularity, the ereiKt manager would entertain
i luncheon the npplicnnt for ninety-day terms; ami
he'd contrive to steer the conversation around to automobiles. Then woe to the merchant who confessed lhat
ho owned one
Hut in the future the picture will be as follows:
The credit manager, at luncheon with tin- visiting
merchant, swings the conversation into something
like this: "I hear your town's a mighty progressive
place, Mr .lelks. of course you've got * good
chamber of commerce ami a retail merchants1 association and a better business bureau, nml a tradi
h rritory league?"
.1. Iks proudly admit* that his city
and   a  harvest-carnival   club  besides
.1. Iks belongs to all.and not no-rely as
private member    In  the chamber i
commerce he's the third *rtec*prefddcn
nui in two of the other bodies he's
'That's splendid," says the
manager, "Ftir boosting.
there's nothink like organization. I suppose you've
•.-•tt a good many lodges
'lim- too?"
Yes, ami lodge activities
nn  win-re .lelks certainly
shines     You   realise   i«
when you see the various
emblems on his lapel, his
three   finger   rings    and.
suspended from his watch
chain.!he massive gold and
enamel charm.     Yes, sir!
•'•''ks belongs to no fewer
than eight lodges.      lie's
gone Ihrough the chairs.
He's lender of the local
degree team of the Ancient Order Q
Toads, and at Ihe last convention in St   Louis.
Ids crowd look lift It prize, lb* isn't saying the
nidges were "Iked." but other folks had tola	
thai, of all the competing learns. Ids team was easily
lhe best drilled, and .lelks is enthusiastic Maybe Ihla
lime there'll be judges who know good drilling when
thev sec it.
"That's the proper spirit," the credit man says,
"And of course, you belong to one of the luncheon
• lubs in vour town too?"
Yes    Of course .lelks beltings to a luncheon e tin.
He's chairman of the committee for better mnnleios
drinMng fountain--*. and he was the organiser of msl
year's annua! minstrel show, which was » scream
Fn -lelks fraternal antl civic ami social activities lite
eredil manager evinces a keen interest: but the typewritten statement of .lelks' assets and liabilities he nr-
lunllv ignnores. At the end of the luncheon he prcs*$-
es .lelks' hand and says:    ,
"I'm awfully glad to have had this little chat with
you. Mr. Jclks, and whenever you eome to the eity
tlon't fail lo drop in on me. But I forgot to tell you
that right now my firm i.s holding me down on credits,
If you want to buy a little bill for cash, of course we'll
bo glad to fix you up. But you see, on account of tho
exchange situation in Europe and things like that, wo
can 1 take care of any more credit accounts. I hop;
you'll have gootl business this season. Good-bye, Mr.
•b*lks, ami good luck!"
And that brings me to tho story of Elmer E. John-
^ son.
yilV Everyone in Overton knew Elmer
qy^C- LN-Q Johnston, at least by sight.   Since he
ib IGtita&C W,IS ,oU,,,,','n *V('ars °^ h«3 worked in
\ ^l( '*on ^arche department store, rising from errand boy to
manager of the china-ami-
glassware section. Elmer
wasn't old-—in years. He
couldn't have been over
thirty, but he might have
passed for any age up to
fifty. He was short and
stout, not to say paunchy
with a round, solemn face
and eyes that, behind his
big, horn-rtmmed specti-
eles, held kind of a surprised expression. He was
bald—probably the baldest men in Overton. Sometimes folks in the Bon
Marehe would joke Elmer
about his baldness. He'd
explain that he wasn't
balil by nature, but that
onee a barber told trim his
hair was getting thin on
top, and suggested that,
to prevent baldness, Elmer's head ought to be
shaved. Elmer yielded—
and never had a hair on
his head afterward. Elmer was that kind.
Because he seemed such
,i -fixture at the Boll Ma relic everyone in Overton was
mildly surprised when in the "Tribune" one morning,
appeared a four-inch single column atl vert iseinent, announcing that Mr. Elmer E, Johnson, soon would open
a first -class china-and-glasswarc establishment of his
It was a mouth later that Elmer held his formal
opening. There was an orehastra, and flowers and
souvenirs for the women—the kind of an event that I
understand is going out of style—but, in my opinion, a
stunt tluit for a man just starting in business, is pretty
good publicity.
My own place of businesr. was iu the same block
as Elmer's new store, nnd, because I was the president
of our retail merchants' association, I passed word
around among the boys that we ought to show Elmer
a little attention, 38
About a dozen of us got together and called on him
There was quite a crowd in his store Klmcr hiniscli
was standing just inside the door all dressed up, with
a flower in the buttonhole of his cutaway coat and -t
kind of embarrassed smile on Ids round face, as though
such prominence sort of scarred him We wished blm
luck. And we weren't hypocrites, either, because none
of us was sorry to see competition started against lhe
Hon Marche. which stepped rather hard in the too* of
every specialty merchant in town I've always held,
though, that if the specialty merchants would run their
shops ns efficiently as the department Stores, tinnVd
be no cause for worry
Well, after we'd inspected Elmer's stock one of
our group vugcstetl that he i"in our merchants' association,    Elmer appeared to be •'» little startled
"I've never belonged to any public body except thi
Y.M.r.A." he said, hesitatingly "and I'm afraid I
wouldn't be much use You wouldn't expect me to
make speeches or anything like that. Would you
We told him we wouldn't    lhal mostly he'd \tv >\
peeled to do no noire than p.iv liis dues     Al tha? I.I-
mer allowed he'd like to join, and )u wtoU out a check
for his membership
After leaving Elmer's place three or four of the
boys dropped Into mv store for a smoke; ami Fred
Doyle jokingly remarked that Elmer Johnson probably
was a good salesmen for the Bon Marche, but thV he
acted to-o much like a scarred rabbit to buck the retail
game "on his own."
"You can't judge a man," I replied, "by the way
he acts when he emerges from the clerk cla*.* into s
proprictor-*hit> of his own business lb- needs time to
gel ad instill to unfamiliar work You know, Fred,
how it is yourself.   Behind your own counter there bm'l
a slicker salesman In town, but when you go baek to
your office to write those full -page sds for the Sunday
flatter, all you can think of is that you've been estal.
lished fifteen vears. and that your terms are a dollar
down ami a dollar a week!"
In the months that followed 1 saw Rimer rather
often. Although he didn't get over his natural shyness
verv soon, he was a glutton for work ami he seemed lo
be headed for success. There wasn't i place in town
with more attractive show windows, nml he changed
his disnlav twice n week He trimmed the windows
himself—nt night, He kept his own books, too, and vet
during business hours he managed to spend most of UU
time on the sales floor. Although he lacked a sense <»f
humor, nml was always kind of awkward, he tried to
earnestly to please his customers that everybody Kked
him If he hatl kept nn the way hi started probably he
would have prospered. But, unfortunately, he develop.
ed a certain weakness
He became nn inveterate " ioiner " Not all at onee,
but gradually, 1 remember the first time he came to n
meeting of our merchants' association. We held our
mect-Vs in the Odd Fellows Hall. He eaim* in „ little
late. I learned afterward that he'd paced back nnd
forth in front of the hall for half an hour, trying to
screw up his courage He edged Into a seal near »hc
door, as if he wanted to sit where it would be easy for
him to escape When 1 asked him to stand and be in-
trodueed, he blushed nil over his face, mumbled some-
thing that couldn't be heard ten feet away, and nt
down abrupt I v. looking as though he'd been caught in
some crime.   Hut at the next monthly meeting he wa-<
on hand again; ami to encourage him I appoints]
on a committee    It wasn't mueh of a job    ||, „
of three members Selected tO call on tin* btlsint m ,
on our street ami to solicit donations for th, suniitl
street carnival    The day after he'd been pyj W),*. .
Committee he came into my ato-re, all wrought up i [i
"I want to thank you," he said  "for giviai *
chance to serve with my brother merchants li'i *j.
diil to get out and feel lhat you're doing KUnelhiaf
your city, tlon't you think?"
I allowed that it wai
"Service." said Klmer   OSmcally, "|| I hi  if
thing iu the world     I must do more of il!
If I had known how M riotis he was I'd h,n* •
heart to heart  talk  with him     Hut   I  thoughl il
just the natural enthusiasm of a f.-llow who srs* .
ting his first chance to f«-rI that he wan COOO meil i   '
city's affairs
It Was « week afterward* that I u» KV <- tg
i»ne afternoon I not a parade of the Ftilled Urdei
the sfyafic Chain     1 didn't pay milch alien't»»n •
parade Idealise \lm the name thing evrrj lit *      I
of fellow n m Oriental enmiuioi | mere-bins
street, guarding a city garbage wagon full *>i en&
dates decked oul In ridiculous clothes and painted
ea    However, just a* I came abreast **i tlo i ill
the garbage wagon Stopped; and half a doicn M*1**
Chainers hauled out one of the Inmates dragged
(he sitl- w.tlk and chained him to so electlr**" lighl |»
I saw. then, thai it was Elmer Johnson  lb STS* fs**b
fC •ttliuu-d Oil page  I S
Successful Stores Are Bright
Wi li lighted stores and meceas walk hsi
hand, biiause in tin   fimt  place  llfhl Bll
people   ii in g imturnl lissrinel lo be drss
ward the bent lighted place In sight
flood lighting makes it possible to sho-S
cJiandise |o the best sdvailtagc, ami enslm
customer lo make n quick selection
Phone   8ey    6,000-Ught   and
Power Department, and our Light
ing Engineers will he pleased to
sdvise you on yoor problems
Is the Deposit Account Legal ?
Can V^I*^n.tr??0.,!U,t!M! if a «*»""«r?-r«l.™i Government Say, That Un  of  Words
"Bank.      Booker,   .to., Muit Hav« Authority from OtUwa-Penalty for Broach of Aot
I IK legality of credit unions formed for the
purpose of conducting savings clubs has been
lhe  subject    of   much   disCUSSion.     The  SSVingS
iii idea is one that is indulged in to a considerable
vletlt, ami om- that has met with approval in differ-
rid parts of the country Differenl systems have been
• ied in connection with this, but the one which is tin
onl popular among large ret a ibis is as follows: A
•ustomer opens sn account at the store ami deposits
mch week a sum which Is Intended !•• cover his or her
purchases Or the deposit may lie matle only once n
th    The practice of leaving in considerably more
"hau will be needed tO COVcr purchases is urged ani
interesl is given on this, usually at bank rsteii
Government Ruling.
Tin Canadian Department of Finance approached
on   this  subject   refer It d   to   Section   l.'ili  of  tile   Batik
\* |   s\liieh is as follows
Kvery person using the word   bank.' or the word
taving  bank,'  'banking  company.'    banking house,'
'hanking association,1 or banking institution,' or any
word or words of import equivalent thereto in any
tVtt-ign language, in a sign or in an advertisement, or
in i title to represent or describe his business without
Itelllg authorized ho to tlo by this Act. or by some
nt her Act iu force in that behalf, is guilty of an off-
> net  against this Act
Kvery person who uses in a sign or 111 Bll adver-
linemen) or iu a title to represent or describe bis busi-
hiss words in a foreign language of import equivalent to the Word 'banker.' or equivalent to thr words
private banker.' without being authorised so to do
bv this Act or by some other Act iu force in that be*
half, is guilty of an offence against this Acl
Making Returns
Tin minister may. upon thc application of any
interested person, require thai any person who receives money on deposit or receives money for transmission to a foreign country without being authorised so
lo do. either by or under the authority of a statute ol
Canada or any  province  thereof, shall  make to the
minister In such form as ihe minister may prescribe,
n return respecting the business sn earrled on; or the
minister may direct an Inquiry Into such business niul
lhat a report be made to Mm thereon by any one or
more persons whom he may select from the li*-' ol permits eligible to audit the affairs of a bank, or any
other person whom he may designate for lhal pur
pose; ami the minister may, after due consideration
of such return or report, require lhai such business
be discontinued, or that security be deposited us a
condition of the continuance thereof, to such extent
antl in such manner as the failure lo comply with
*uch requirement, within such time ns the minister
>diall allow, shall be an offence against this Act: and
if the offender be a body corporate, then every officer
»f SUeh  body  corporal." shall  be guilt)' of Bliell of-
Practice Legal.
It is apparent from thin that the only breach of
law conies when a eompany term themselves a bank,
savings bank, banking company, etc., or any word
which would imply that the company was an authorized banking institution. That is. any retailer may introduce any such system of saving as long as he does
nol use any term which would indicate that he was
conducting a banking business. However, the Government rule that they may have access at any time
to the eompany's books, for the purpose of auditing.
This, however, does not restrict thc introduet'on of
thc system, and is only taken as a precautionary measure to protect the public from fraudulent linns starting any such system,
For breach of this Act the penaly provided is as
follows: "Kvery person committing an offence
against this Act shall he liable to a fine not exceeding one thousand dollars, or to imprisonment for a
term not exceeding five years, or to both, in the discretion of the court before which the conviction is
Other Rulings.
The same idea has been very popular in United
States for many years, and is also the subject of mueh
discussion, While some states declare the illegality
of this practice, others are decidedly in favor of it
and approve of any club formed for this purpose. A
statement appearing in the "American Banker" will
shed some light on the situation existing across the
border ami give some interesting facts in connection
with this practice.
"The save to spend idea has at times been criticized on the basis thai real savings should be the put-
ling away of funds for the unseen need and the accumulation of funds for their latter expenditure. This
was not real thrift but simply a form of delayed
expenditure, A decided improvement on the habit
often developed of buying the article desired, and then
paying for il on the instalment plan, yet far from be- -
Ing a real accumulation of funds against the vicissitudes of the future as real thriftl should be.
In connection with the criticism of what some pen-
c delight in terming ths sugar pill method of saving.
it is interesting to note that reliable statistics show
that of the average dollar saved in Christ mas clubs
only 46'e, is spent on Christmas gifts and 28c. is re-
deposited 111 permanent saving accounts antl the balance goes for essential expenditures, such as insurance and taxes. Thus in saving for a definite purpose
not only does the saver accumulate funds for that purpose, but oil the average he also lays aside something
for n rainy day,"
This pad ice was declared illegal in Massachusetts
lately, and the formulation of clubs of this kind forbidden, However, there 's nothing in the slate banking laws In prevent credit union members from de-
positing with tho union an amount weekly equal to
P 40
what they woubl have deposited for thc savings club
and mentally to reserve these sums for a similar purpose.
Many of thc employees of a large ilepartment Store
in Boston have planned to do Ihis.   Funds so deposit
ed are subject to withdrawal at any time, ami inters
is computed up to time of withdrawal.    Tins ^..r
*light advantage over Christmas savings, which joj
interest Unless paid in regularly nml kept in
entire specified period"
for (bi
57 Varieties of Hobbies
A MERCHANT friend dropped iu before church
last Sunday to tell mc of his radio broadcastintf
experiences—in particular, to mention a mw
lecture he was to give shortly over one of the world's
most powerful broadcasting stations. He was given
some twelve minutes, ami together we conjectured the
nature of the response.
This was a more popular subject, dealing with personal adventures in the Rocky Mountains, than had
been his last. Would a more popular subject offset
the shorter range and fuller reception of May?
Speaking on the former occasion, this merchant re-
scivetl communications from approximately U"»ll people,
scattered all over the United States and Canada Figuring one response to each one thousand listeners pro-
bably not an exaggerated estimste—he talked to %Wt*
000 people.
As I think of retailers' hobbies, the lecture hobby
of my townsman ami friend seems to me the most interesting of all. It has served the first purpose, usually, of a hobby--namely, to furnish diversion for the
business man—ami, in addition, it has brought bene*
fit*, diversions-yes. ami happiness to many others.
All along, it has been an uncommercial proposition,
though there have been unexpected ways iu which it
has helped the man's business. It has not prevented
him achieving business success of a high order The
latter docs sometimes occur with a hobby.
One of our business men acquaintances became a
golf expert while his former money making enterprise
went down and down to failure This is a measure to
be considered with hobbies. Happily, it never oh
traded itself in the instance in hand.
About twenty years ago, litis retailer, then a clerk,
hsd to leave the store ami go to the open spaces for
his health. Along with him went his wife, down tn
old Mexico. There was also a camera which helped
these two pals to study the country photograph it iu
an amateur way—read up on it. They came back n-
vived from old Mexico.
Home time later, the wife was speaking of her
social obligations something must be done, either two
parties or one big one— and asked her husband for sug-
gestions. He had never been a public speaker, but a
"big idea" occurred to him. He would have colored
lantern slides matle from some of the best photographs
he had taken, and would give a "travelogue" for their
friends. The idea grew. It culminated in the renting
of a hall. From tlie moment of that social function,
the merchant was a public lecturer, because his success
was instantaneous. He was immediately in demand
for a host of functions, especially for schools, churches,
and farmers' organisations.
lb has given hundreds ami hundreds of leeiurw
since tine spring, his chamber of commerce sent bits
on a lecture trip through different stalls, in thi imt-r-
est of more summer visitor*
His is a hobby with more than om cvIumI- |'i*-v
of course, he needs the material for his lecture* II
has gathered this in many camping am) exploring trtp%
in many interesting places., often little *i*<d place* <•*.
of his vacation trip* of this sort took him lo Hawaii
He has become an expert photographer And. m * i "
filially here is an interesting eommetvial
hand colored photographs from his films are i \'> iivi
Iv sold
He Shut Up His Store.
"A thing you'd like to do all the titttt if you     lid
is one definition of a hobby    Occasional)), wr find i
retaibr who lets a hobby interfere with bu&incs* bul
not, often om* who shuts down his store complete!) for
several months in the year, ami indulges it
There is in an Kasteru community a retail-
does this     He shuts up shop late in May  and *\-
reopen until the middle of September   In Ihe li
he is "down ofl the farm "   He is a hay-maker,
with a hoe.
And he makes Imth pay    Several fact* gi
render in rr-pid fire order, will cover the explsasl
At Ire. store, be does a cash business      Thf Men
is in a eity apartment house district, whieh Itself sit*
ncsacs an exontM of many of the retailer's cttatott • •**■'"
the country     He owns his own store building    "
likes to farm, and makes the farm a very pmlllsDM
truck proposition
llohhicti sometimes react very directly to thf rr,,f'
of the busim ss    Here is a retaibr who liken t->
He is (nr more than a novice nl it     When vfetilo'
oilmen! him on the iiualitv of the sign above his
ing    which happen-* to In* one storey, so that
an unusual opportunity at his corner   he smih
iu his spare time, loo, he has dotted tin* count-™'1
with uidipie road signs of his own creation
Yes, nml still another retailer had applied Ihi
name, "Sharpshooter," to certain merchandise hi
There in a rtason    be is a sharp .shooter of rcpu'
Cnrpenterln-g is the hobby of •♦till another mei I'>«»'
There are numerous fixtures about his stoic sml   ''
conveniences in ihe stockroom which bear testiii
his skill with the hammer aud saw.
. |  *
\*it ih**
Building Your Own Airplane.
If. among the readers of Ihi**. there happen
a retailer building an airplane in his spare tin
he phase gel in touch with the writer? We »'
acquaint him with another retailer who, w.  hi
i W
will mi
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.
Some National Advertisers Who Used
Daring the Past Year
Ford Motor Co. of Canada, Ud.
Palmolive Company, Ltd.
California Packing Corporation.
Holbiooki, Ltd.
Heinz 4 Co.
International Business Machines Co. Ltd., Toronto.
Canadian Toledo Scale Co. Ltd., Windier.
National Cash Register Company, Toronto.
Caandian Postum Cereal Company, Toronto.
Kellogg Corn Flake Company, Toronto.
Royal Crown Soaps, Ltd.
Dominion Canners B. C. Ltd.
Borden Company Ltd.
Fleischmann Company.
P. Burns 4 Company.
VV. Clark, Ltd., Montreal.
E. B. Eddy Company.
Carnation Milk Products Co. Ltd.
E. W. Gillett Co. Ltd.
Swift Canadian Company, Ltd.
McCormick Manufacturing Co.
Lake of the Woods Milling Co., Ltd., Montreal.
Connors Bros., Black's Harbour, N. B.
Hedley Shaw Milling Company.
A. Macdonald 4 Co., Ltd.
Canada Starch Co., Ltd.
Thos. Davidson Manufacturing Co., Ltd.
Canada Colors 4 Chemicals, Ltd., Toronto.
Qurney Foundry Co., Ltd., Toronto.
Dominion Oilcloth 4 Linoleum Co., Ltd., Montreal.
Brandram-Henderson, Ltd.
Martin-Senour Co., Ltd.
Beach Foundry Company, Ottawa.
Minard's Liniment Company.
Canadian Paint, Oil ft Varnish Manufacturers' Attn.
Dominion Cartridge Company.
Marshall Wells B. C, Ltd.
Peerless Underwear, Hamilton.
Chipman Holton Knitting Company, Hamilton.
Monarch Knitting Company, Ltd., Dunnvillt, Ont.
Circle Bar Knitting Company, Kincardine, Ont.
Atlantic Underwear, Ltd., Moncton, N. B.
C. Turnbull Company, Ltd., Gait, Ont.
Penmans, Ltd., Paris.
Continental Paper Products, Ltd., Ottawa.
Interlake Tissue Mills.
J. C. Wilson, Ltd.
Woods Manufacturing *>.. Ltd., Winnipeg.
Northwestern Mutual Fire Ins. Co., Hamilton.
Canadian Postum Cereal Company, Toronto.
B. F. Goodrich Rubber Co. Ltd.
Gait Knitting Co. Ltd.
Royal Baking Powder Company.
Hudson's Bay Company
Remington Arms Company
Rock Island Overall Co. Ltd.
Dominion Glass Co. Ltd.
Save the Surface Campaign.
The Recognized Medium for
covering British Columbia,
and the Yuhon. 42
S till i ,1.
Moved for three years, is lhe only one in the tinted
States ami Canada with this particular bobby,
Three years ago, visit inu this ruan's town, we were
toltl of the retailer's nmhit'iou.    At one time in his life
he had hul some considerable mechanical experience,
Now. merchandising, he turned to this unique project
—an airplane bnill with his own hands, in his spare
The apparatus had taken form on our visit, ami
for purposes of ennst met ion. an upstairs room iu a
down-town block was being used The town was a small
one of seven thousand population
A   few    Weeks   We   Wife   ill   the   sailo-   low II   again,
and eagerly Inquired for the plane, N<». it is not making regular trips, hut it has made at least om- ou a pub
lie occasion.
Boxing is the hobby of another retailer True, he
hasn't anything (so be says) but local championship
aspirations, but he does get quite frequent mention on
local sport pages. Husiness is unite forgotten as he
steps into tin* arena of pokes, jabs, clinches, hay •makers, and what nots.
Mowers fishing, dogs, baseball, horse*raeiug, polo,
horseshoes, hoys" eliilt work, old coins, mountain climb*
ill 15—tO these COIlld be added, not a few. Imt hundreds
of holiliics    ",*»7 varieties" with which wt head this
is not accurate,
For all practical purposes, though, then- are just
two kinds of hobbies   There is the kind which doesn't
help the retailer, or Sets him back, and the kind whieh
dt»es help him. by keeping him in rich! mental and
physical trim for the contest of buslncM     Anything
whieh wholesomely does the latter, we vote for?
John .lames MaeKay, known to tin fraternity -'is
"Jack," is proud of the fact that he is a "Bruce Old
Hoy." nml while he cannot be held responsible fur lhe
place* of his birth, he certainly displayed a high brand
Photo by StoffSf-UH "winter
of intelligence by leaving there ami coming to Van
cou ver.
'Mack" has been on the mad so long thai il would
ba hard to find any drygoods merchant between Port
Arthur and the 1'oasi  thai doesn't  know hii
line, or lines,   to   he  correct,   include   ||„. |„ . .
found bl ladles' knit goods, hosiery ami othei    j,..
mate" garments
Hack iu IIMis, .lark joined Va nver Council Y
884,  l\CT, nml  has hern om. of the  faithful
since      Records do m-4  dUclost' the  ,|a,,.
became an BCttvc uiemher of the ( omuiercifil '{,,.
ers' Aaaodstion of Canada, Imt it wss Ions emiui
ago for his "Mortuary Benefit" to have Krotra I
lour figures
While buslncM claims uio*t „f his time J^k U
entluisiastic "Howltr," nml Iwih won mat)) fhainni
ships nt  his fgvoritc sport     He has also been k
to Indulge in curling, but the Vancouver din .■.*.  «
not (-ivc the Opportunity that used to I.,  hi* shen Ir
veiling t)o middle west
.lack has a hoat of real friends ami llms. ulm
him, know why    lie u n real "worth wlul.
Chilliwaek ~
F»rli|.-   N«»h k CO    C   C   W   T   ,\     Reported
Dopartsstsi •»i»r«,i
Cowichan Station —
F1l»l»*V   II     Offer* «*hrtU*«-<| of  |.uftlu«<   <»'  Hock   <    I
M  T  A  trftativti ai*«*n |"»»rr of at tor n**? ('I'** go■:■
kr )
Oa»ln, J    r«*|"»r«rt| mi I ft out   (ronf rr Monro >
tiraham J. OSM 10 M   Millar. (eOOf-feUOStr) toi ioonttsi
IU*Me.moi a tirahulm  fr|K»riri| #..|.! oui to J  II   M* p*
(girt*-* 11
N«'»ui*..Vi   MenanMl,*   i q    flligolTffd   ptTtBtftSIll
New  Wo''ntit*ttor
Lualaatsd Man *riai-» l.ui   Reported optoed broort    I
BOSS   Bros ,   KurnUhlng*    < ommenring
MtldiiirriH   OpUeal   CtettJtSS)   Ud    Reported   *
O   K Tnbarco io  |,<,f    Aephlna for change Ot
Marian Tobacco • o Md
Bhtllj  liro*   l.tii    Muke.oVit bt  Sliellt* Ud
United  Mutual  Fire  Inasnoco  m   Ud   I-■
Tran«»(i t baslacss la n  <
Van  Norman   V    t onum-io lag   (gTOCVf)
llelntont  Shirt  Ibop    COtaOtaovd HrpfftnlH t   '
Hook. |»   K   l.iil    gold OBI 10 CllllMpIc «<>*l A*
CottlUr, John II    H..|,| out  (froew)
I'aeiar  I'alnt  Co   Mil    Change  In OSmtTSblp
QUSlHy   Cloak   4   Hull   |.l«l     Amalgamate.!   wi
Ud   (WOmtQ'l rloaka ami  Stilts)
Hhan-   IIm*   I.M    lt,|M>rt--.l   bankrupt
Platoons, VJ    U,\«)iuA NO|.| go* mai Ion to J
taofi (Kan atatlon ami .*»r> good*)
Hlar tiarago    He-ported ***b\ oul
webbor, ulsrsneo,   ii«-i*«irt«Mi ooauneaeini «'"
6 tg*t at a Hon)
B. c Fruii Orovsrs Ud   Reported adjudged b
W)lea,  limn     gol(] uu,  [fl j   ||    Mom)
,1   lo
\ ..*.•;•■
I If I
mmmmmmtmiMm 1«, 11
l„ ;l pair of overall*  put oil back ward   an undershirt
i ..in- shoe.
i think this was Sinter's first tecrcl order, though
.   ,;,s by no ineailM Uis UtSt    i en re um year \.a>, oUl
;,, was decorated "II over witti lodge bullous, besides
I„.jng an active inoinber of the chamber tit commerce,
i 0ne of the luncheon clubs.
l tell yon." Klmer said to ine one day," a man
,, , thinks he'll ever be a hit* success without getting
, il ami mingling with the live wires is foolish llu
i, ,.|, you mingle lhe morr friends you make. The more
friends, the more customers I"
"The logic is good, Klmer," 1 answered, "if your
husiness Ih strong enough to support it. I SUppoSo
you've got things organized ho that while you're out
i: nking friends nnd customers your store goes right
i      * • i
i longl
II.- replied a little vnguely, 1 thought, that he had
,. (food bunch of clerks who could hold things down all
riu'ht; and besides it was his opinion that the duty ol
il. proprietor of any concern is to create business, not
tn fuss around with piffling details
It was only n day or ho afterwards that I went into
Rimer's store for soma trifling purchase. While I wa.*
there, in enine nn individual named Barton Kemp,
one of Overton'a big men. Barton isn't much on ap*
p. a ranee*. He started his career as a porter in a liv-
ery stable, ami he retained much of his original appearance. But he's managed lo accumulate some*
thing like n million dollars and he's still looking for
more His mission iu Rimer's store that day was to
buy a lot of hotel crockery for a Madhouse he was
financing One of (Sinter's girl clerks was doing the
best she eonld. showing Barton samples of the stuff
in stock, and hauling out catalogues of other lines.
Hut Barton grew impatient.
"Whe re'a Johnson t" he 11 mill v demanded. "I
want to SOS Johnson himself He always waited OU
me up nt the Bon Marche ami he knows I'm entitled
lo bettor prices than you're quoting,"
"Mr. Johnson is out on business right now." the
u'irl answered diplomatically, "but I'm sure he'll be
in won ami if you'll just look through the catalogue
to find what you want, probably he'll give you better
prices "
The old man seated himself grumpily at the counter, ami was thumbing the catalogue, when outside
there arose the sound of an approaching brass banc),
Barton stepped to the door to see what was going on.
The iiaml was leading a parade of another order, called the Knights of the sub Rosa, that Blmer recent./
had joined. The Sub Rosas were a new organisation
ni Overton, ami Rimer had been elected Grand Sub
The parade waa n block long. All the members wore
"dd costumes,  nml nt the   head of thc  column, be-
iwcen two tall brothers who carried long wooden
xpears crossed above hi* head marched Klmer. ln hi*
bands was a silver plated butter dish, full of salt,
which apparently had something to do with the ritual.
Old Barton Kemp regarded the scene stonily, then
urathfully exclaimed: "If that's the kind of business
Johnson is out on, I guess I can do my t rmling sonic
where else!"   Ami out he went.
That evning I told Klmer how he'd lost the
1 banee to sell n hill of gooda to Burton Kemp. Elmer
WW tint, I knew, in the best of shape financiallyi and
I fell Rome responsibility for him. I had been lha
one, you ace, who started him as a joiner.
,'1" •■'*• loss iii Burton's business didn't laze BU
mer, 'in course I may m'.ss a customer occasionally,"
he Wild, "but a mati musn t think of himself alone,
lit' ought always to think of giving service. Besides,
when I gel out among people it's a big advertisement
for my husiness.   i make a lot of friends.''
But pretty sin.ii wc began to hear rumours that
Blmer was iu real financial trouble. He bought most
of his merchandise from a big 'importong linn in
Chicago—Morris and Hendorsou—and 1 knew Hen-
derson himself had eome to Overton to investigate
What passed between the two I never heard; but it
was noticeable that in his public-service activities
Klmer was a little less active. But only for a short
time. The disease was too deep-seated; and it wasn't
long before he fell hack into his old ways.
In June of that year, in Atlantic City, was held the
annual eonvent'on of the National Association of
Boost Service Luncheon Clubs. Klmer and I both belonged to the local club, whieh wanted to be well represented. So when volunteers were asked for I said
I'd go. Klmer volunteered, too, along with about a
dozen others; but when he and I walked back to our
stores after the luncheon, he told me hewaan't sure
that he might to go. About the time of the convention, it seems he'd have to meet a couple of trade
"If you're asking my advice, Klmer," I told him,
"I'll say that I never took a trip unless, for all the
items that would fall due during my absence, I had
the money in the bank. That's the only safe way.
And in the second place, if you're worried all the time
about what may be happening baek home, you can't
have anv fun."
I knew mighty well Klmer couldn't get much money
ahead, because ho was paying his bills hand-to-mouth.
But when the time came for our bunch to leave for Atlantic City. Klmer Johnson was on hand, as lively ns
ever, and covered with badges and streamers.
The convention at Atlantic City was a pretty lively
affair, and when it was over we all went to New
York. Klmer. of course, went with us, though he
was a little worried. 1 knew, about staying so long
away from home, But onee in the big town he threw
his cares to the winds and was the life of the party.
A few of us didn't want to wear our convention badges; but Klmer said it was our duty to boost Overton.
We did, On the first evening in New York we boosted Overton from the top of a Fifth Avenue bus. Klmer
claimed that it was darned good publicity.
But it was the second and last night of our stay in
New York that Klmer reached what probably was the
high-water mark of his life, We all were gathered in
tin1 lobby of the big Broadway hotel, ready to go to
the Pennsylvania Station and climb on the train for
home, but we missed Klmer. Suddenly he appeared,
popping nut of one of the elevators—nnd he was a
queer sight. He had grabbed a lot of left-over hat
bands, printed with the word "Overton," and had
pinned them in strips around his body and around
both legs down to his shoe-tops. The general result
was that he reccmbled a certain advertisement for au-
tnmob'ilo tires. In each hand he waved a flag that
advertised Overton. And "Overton" also was painted In flaming red letters, on his bald pale.
The rest of us were completely flabbergasted
and suppose that's why we let Klmer dominate us. He
veiled at the top of his voice, waving his arms like a 44
iuIm ■•
college cheerleader, ami forced us into a "Kali. Nab,
Rah! Rah! Rah! Roll! Overton!" Then iu a stirring
five minute talk he told the assembled travelling men,
lobby hounds and bellhops, that Overton was the luime
of brave men ami fair women, nml that when they were
ready to .start an Industrial plant they ought to
write to the Overton Chamber of Commerce.
If I hadn't known Klmer Johnson to be a teetotaler,
Td have thought he was dntnk. As a matter of fact,
he waa drunk, but not from Intone. He was drunk with
importance, with the drama of life, with the thought
that he, Blmer Johnson, onee a department store etc:k,
now was a public figure.
When we reached Overton the next afternoon, 1
went directly to my store. For a week my work kepi
me pretty close to my desk. So I didn't lenrn, then,
whst happened to Elmer Johnson. On the morning
sfter hia return, it seems, a trade acceptance that he hatl
signed, in favor of thc Chicago importing linn -Morris
nnd Henderson- was preaented through his bank Bu:
Klmer couldn't meet it. During his absence his cl« rk*
had missed some good sales, ami he needed time lo
scrape up the money. I don't suppose that Klmer
ever had made a shady move l»efore but thi.** time he
yielded. He instructed his It-ookkceper to send Morris
and Henderson a telegram to the effect that Mr J -lm*
son was out of the eity on important business, but that
when he returned he'd meet the trade acceptance.
This ruse might have worked, but the salesman tor
Morris snd Henderson happened to be in Overton that
same day and he had seen Klmer. Morris ami Henderson instituted court proceedings to collect the accoiii*',
and all the other creditor* followed suit.
At the Bon Marche department store Klmer John-
sou now is back in his old job. The management of
the Bon Marche is rather fussy about allowing time off
to ita employees, ami it's now more than a year sine
the folks in Overton have seen Klmer dolled up in freakish gsrb, leading a parade up Main Street. .
One of thc growing evils of Ihe retail merchandising htisincMN (and this includes nil line*) i* the Increase in the direct sales to housewives hy peddlers
This is In-coming so serious that recognition i* hring
taken of the practice in some quarter* and is almost
sure to grow in Un intensive opposition.
Housewives, it seems, are easily fooled by thc
house-to-house peddlers They buy cautiously when
trading with the retailer, but when it comes to the
door canvasser appear to throw off their guard of caution. In addition, these canvassers are pretty shrewd
individuals, as a rule, some being women but iu most
eases men. who are specially trained in their approach of thc prospective customer. Home of them are
downright clients, and the wares Offered are at times
spurious in value and in moat instances are fabulously priced when compared with the same quality al the
retail establishment. Do spite the fact that housewives
realise that ihey have been taken advantage of in thc
manner described, they fall for the same game time
after time.
In many cases these peddlers pay no license ami
arc thus violating the law, but where they do they are
unfair competitors to thc established retailers, as the
former contribute nothing to a community aud usually send the proceeds away to some distant eity.
"RAVEN"  Monilla
"GARRY" ww
"RUPERT" Heovy Kta/I
Brands of Psper Bagt
Represents the best in
163 Wattr St. Say. 7868
Aftnw far B. 0.
Woods Manufacturing Co. Ltd.
Get People in Hallowe'en Party Mood
With Town or Store Celebration
Do This and Hallowe'en Goods will Sell Faster Than in Previous Seasons.
Hy Krn.-st
r\~y HKRK are at hast three way* in which y(<l,
I     can enlarge your Hallowe'en trade.    First am!
■• foremost, you must act the idea into the people'* head* to bave a party on Hallowe'en night
There are a lot of people who think a party is too
lunch f«»r them—that they haven't the personality
n.idetl to make a party a success, You must r.is.
mil them, through the window display route, that
half the battle i* WOO if lhe right accessories are u***<!
inn way to attract attention to your store is t»
lum in the local Hallow <*Vn demonstration. Mane
'mvish stage a celebration similar to "Old Home
\V.*k," with firework*, a parade, band concert and
dance Here you can come to the fore with sugge**-
limui for decorations,
Another way i* to stage a Hallowe'en party in
your store Then- is nothing more catching than an
event oi thi* kind Kvery one will be happy, and
yuu "ill sell more mercltnmlise as tin- outcome,
Ami yet another method is to have a large booth
in .1 conspicuous place in your store, and have it Riled
•.villi llnllnwe'cn rimmI*. with clerk* on hand to give
instruction when needed
Gaining Success Through Co operation.
The town of Norwood, nliio. under the auspices of
I hi   Norwood Retail Merchants' Avkociat'oii. staged B
llilluwc'cn celebration for it* cit incus.
The entrance lo. Main Street was decorated wllh
Istl columns These were draped with orange bunting, corn husks, pumpkin ent outs. cats, etc On each
"■Ilium was a large gilt urn which h< Id an American
The streel lights were decorated with corn stt!k<.
snd the usual Hallowe'en cut outs
Here ami there down the main thoroughfare were
immense witch, cat. pumpkin and owl tut out* These
were fastened to a win* strung across tin* street    Thu
res! of the wire was decorated with orange ami pur
pie rr,.*^, jHipef
I If course thc merchants were not to be OUtdotl|C,
The frtmts tif the stores were amply decorated wlt'l
•»ige nml black.
The fire engine house was also decorated, nil I
"landing between tin- two door* was a ligurc dressed
bt fireman'a auit, red Iron helmet ami boots Por the
face, wns a queer mask, from the mouth of which pro-
''ided n corn pipe. A Itntchet and other tools were
">ff«'d In the Ml.
The windows of the stores were also appropriately
'loaned. Not a store failed to express it* individual
UallowVtn feeling In some effective way
The fesHvltie* began curly In the afternoon Twtf-
' wa* suspended at six thirty ami a parade was held.
One hundred prises were donated by tho moe*
'•flUta for those appearing In the parade dressed In the
l0*t grotesque ami elaborate costume*
A Dench
Three prizes were also given to the merchants having the best decorated store windows.
A Party for the Children
It is always a joy to stage a party for children, for
they arc m»t critical ami enjoy everything.
Bullock's 1-0* Angeles. California, gave a Hallowe'en party to their hoy and girl customers. Invitation were sent out. These were not thc ordinary "This
is to invite you " sort, hut were written upside
down, and backward, so they could only be read with
the ,-ii<l of a looking glass.
Music was furnished hy a boy and girl orchestra,
and the hostess "Old Witch." saw to it that a "good
time was hail hy all."
The party hours were from 9.30 to 11.30 a.m. nnd
during this time a troupe of entertainers rendered a
splendid programme, after which refreshments were
given out.   Everyone voted the party a huge success.
The Crepe Paper Style Show.
Mr II P. Harrison of the J. K. (Jill Co., Portland,
Oregon, staged such a successful crepe paper style
show that Portland citizens bussed with the wonder
of it for over a month afterwards.
For a week in advance the contest wns adver
tised In the newspapers, In addition a pretty girl
wearing a different costume each day, stood in the
main entrance to the store and gave out advertising
Thc windows were decorated in orange and black
crepe paper, ami held dress forms dressed in different crepe paper costumes. Crowds stood before these
windows all day long, gazing at thc different costumes and speculating ns to the desirability of making something similar.
One of the main aisles of the store was decorated with a large arch. The arch was covered with
appropriate drapes, and hung with streamers. All
■sorts of HnllawcVn party accessories, together with
aids for costume making, were displayed on thc
counters of this main aisle.
One clever idea proved a success. Instead of
having a stage on whieh the contestants could parade, .they walked through the [aisles and up and
down the st..ir*. This matle It possible for nil the
shoppers to sec. and avoided congestion in one part
of the store.
After seeing the many custumes displayed in the
contest, and looking over the party suggestions, en.-.
tomcrs flocked to the counters to buy.
The affair was such a success that a news (IIm
weekly took pictures of the three prize winners, the
crowded store, and the other contestants. This film
went the rounds of the movie theatres in the northwest for several weeks, and as you ean well believe,
served ns a wonderful advertising medium for the
store. Mi
i'  I I-ilH't
For the Party.
Wool worth's Cincinnatti.  Ohio.  UBtfcl  an  artistic
method to draw people to their Hallowe'en booth
In a centre location was a large booth Covering
the booth was a canopy of orange ami black pap r
Across the top the crepe paper was twisted together,
and used in long strips. At the rides were hoop,
covered with paper, with fancy caps hanging iu th*
centre. Long strips of crepe paper were draped all
along the sides, to which were fastened  fancy  Ibi
la we'en lanterns,
At each end of the canopy were two sign* White
paper was used for this, with skeleton head*, witches, pumpkins, cats, bats, etc.. in cutout form, used
as a border, Ou the paper was printed: "Hallow
e'en Toys." The same signs were used at the sides,
and because they were hung high, they could be icon
all over the store.
In thc booth were favor*, decorations, cards,  invitation* and   Hnlh>weYn toy*.
An Idea for Interior Display.
H. C. Taylor, of Valparaiso, Indiana, simplified
the Hallowe'en shopping. He realized that there b
really nothing more tiring than wandering all over
a store, upstairs and down, hunting for the different
Hallowe'en party accessories
He therefore  decorated  the  main  stale  with  or
nnge ami black, having streamers draped from chan*
delier to chandelier.
308 Water St.
Vancouver, B. C.
Bruises        Sores
tootha tht nor* muaclaa or liga-
manin by rubbing In Mlnard'a Linl.
mtnt. It penetrataa, raliavaa and
heals. It aaaaa Inflammation and
rtetoraa tha injured part to haalth.
Splendid for euta and aoroa. It
atarltiiaa and hoala quickly.
" iu*,
-j \ e r
Then In devoted at) the main aisle table*
derations, favors, etc. tor tbeHallawc'eti parts
many things were bought that would have beei
looked or forgotten
t.MI right* reserved *
tl   ti   Munro   nianafi-r  Ol  Urn lluitaon a  |u>   | tmotni
•lorr in Rdmootoa, aavtai eomjMtted bis •^jaattnrtuiTui'
the   HttdSOO'l  ll«)   Company,  baa  leadfffd  In*  f,, ||■ vio
which iba ecnapaai haa eceeptod with regret  \\ »,,
union. <|   lor**   reerntl)
w   it  cook, mamuter of tbe eompaayi Manitoba n
Baakatebtwaa st-eraa, i* now m Kdmonton u,T i\u, ,..,,,.„'
of atmttitia r^q«{f^inent». and for thf lino- beta* trllliu
MUBO manacrmrnt of tba retail bualmm In Edmonton WilU
thea«' ami cither rhan««a thr ronu*an)*a *>„t,. ortaAtlaita
in Wratrrn « anada will ba* rr*nr.-olrai«l m (,,, |»rtn« tpai •< r
tamtia Manitoba. Maakatrhrwan ami Nnrthrrn Alberta u
W It COOk, ami Irltlah « olumbia ami Southnn UtM la
under P J Parker f M Johnaon mntinura aa manotrt
the t'aUtan  ami (.rihbrldg*  •for*'*
N«rm«n   UgbtbodjT,   *"ll known   *.»   *,,»,$   rof!.<
haa  rvjotbfd  thr  W   It    Malkin  Com tun*   UmflH    l|.   ,
• •ll   known   to  the  rHall   ntrrrhanta  of   llriiiih  Co'aaW*
blTtlMl  b**n  oamt<\oUt\  «|th  thr   Malkin  -**«aafciait»
I** 10 |->:3. ittirlnc ilikli porta* hr ma.|.- a ho.' ..
amour   Ibf   »ra,J.
* ti ♦
H»*  (looking at hrr baa «f poll ,iuba»     | mn ,0« h4„.
a  BOV  braaajr "
Shr   (blu«hlnx)        Whrrr   ,|ora   It    allow*"
Are you prepared for it ?
Scholar** will •*,<..,i, )„■ ending in lo purfbs*'
Iheir Hehooj Supplier for the coming term
HilU in your *toek of Seribbb-r**, Kvr't*
Books,    NotC    Hooks.    Petti,    I't toiU     Kras< *-
Compasses, Set Squares, Crayons, Paint**, eti
Be ready to meet the demand, and
meet it with the best
We Bell tho Best.
Shall We submit Samples and Prices?
South. DmdsN i Wrigkt, Ud.
j ne*. THE liUTlsil ro|,i\M|;|A liCTAILKR
Commence War on Door Peddler
Asks for Co operation of Housewives of Texas City in Order to Exterminate the House-to-House Salesman
Cards Are Distributed to Be Put on Doors, Notifying Solicitor He is Not Wanted-Reads "We
Trade at Home."
Tli.* Austin. Texas, Chamber
(lf Commerce ha«» declared war
that pi ripatetic nulsaiU'i. th.
use to house  peddler,  and  is
•.■riving to eliminate him from
the commercial field of the Tex
,,s city    The Chamber of Com
,il( ice in conducting an int. n
si\.   campaign of education to
|x»reuadc the housewives ot Ana-
tin |o COUftnc their trading to
joesl busi ness houses
Cards asking p« ddl« is to stay
sway fntttt the front doors have
tun n printed and distributed
mnong the housewives with tin
leanest that lhe) be placed "ii
•h, front screen door of every
hum. in the cit) This cam*
I'.iign started after the activi
•i.sof the peddlers had Incrcaa-
. .1 t.» such an extent that they
wire  becoming  a  public  nuis
.•nee iii the rcfiidciitinl sections
.»( the eity. lu the business see*
tions the persist, nee of the
rtamplc ease merchants had be-
>time equally aunoying, ami one
< a* was reported of a business
loan who was forced to have a
htsiriN peddler thrown irom
his office,
Thc chamber of e-.minerc • issued a statement
h Inch said: "It has been demonstrated by years ol bus-
inwtt dealing thnt the mosl expensive method of buying is through lhe peddler The one pric* merchant
r- placed pack peddling many years ago and both the
merehanl and lhe customer (rained Reeently several
national firm* which have no Interesl In the cummun*
il) excepl as a selling Held have reinstated the 'pink
Hdler' of the old variety Thc one who pays is the
housewife, both in money spent for Inferior goods and
in time Spent In listening to persistent door-to door
salesmen The purpose of this campaign is the cxtcr-
iiiinatiou ol peddlers in Austin "
Cards Warn Peddlers Away.
Right thousand curds have been prlofcfl nnd scut
In thf housewives of Austin Thc face ot the CSW1
reads as follows;
AgenU and Order Takers for Merchandise
Wc do not need your goods.   Austin merchants carry
oomolete Stock*, and
The other  side of the  card has a  message to the
housewife whieh nays:
Ask Housewives to Co-operate.
"Mrs. Housewife, Austin. Texas.
"Dear Madam: lu presenting you with this card
we tlo not wish to leave the impression lhat we are
running your affairs. Instead, we want courteously
to hring your attention to the fact that we are all interested in building Austin.
"Kvery dollar sent out of this eity for merchandise (not garden or farm products) throueh peddlers,
to linns not interested here, cuts down the ability of
vour merchant to pay his rent, to advertise Austin, to
bring conventions here, to support our charitable organisations, our schools, our churches and our homes.
"Tests have demonstrated that a dollar eurculales
'JO times within a community during a year. The dollar scut away moves but once and never returns.
"I,ft us consider the matter calmly and sanely.
Vour merchant can get you the goods you want if he
docs not have them. His price and quality can meet
those of other places. In fairness to your city and
yourself, we earnestly ask that you use him.
nt.*»» 4S
Did you ever ligure it How much your sales must
be increased to replace your loss on a cut priee?
The Service Digest reduces this to a brass tacks
basis that should be understood by every manufacturer
or dealer who jauntily "cuts the price" and wonders
how his competitor will stand it The real wonder Is
how the price cutter stands it, as will be seen in these
Before you reduce a selling price to Stimulate busi-
ness. ligure how much sabs increase you must gain to
make up the same profit   in dollars,  On a 36 p« r cent
Five per cent  calls for \SV\ per cent   more volume
Ten per cent, cut calls for ."SI per cent  more volume
Fifteen per cent, cut calls for "•"» per cent  more volume.
With a eost of ♦"">. and selling pile of *.\oo. a In
per cent, cut gives you #Ml sabs $16 protit You must
increase your sales two-third* to get back the other $\o
profit. Or half, if you figure it from the original Slit"
You'll have to sell $118.75 to make up even a five per
cent. cut.    DOCS that look so easy
Suppose that some five per eeni were put into ad
vertising the product. It should, if wisely spent, produce the additional sabs quite BS certainly as the cut
priee. And the effect would enrry on For advertising influences the thinking of customers, and possible
Advertising builds up a mental habit of recognizing
a name—it could be your name- in connection with
a product.    People Imm-oiim* familiar with n name
The proof! This--of two untried products in a
retail store you will buy om- rather than the other
Not  because you know  anything  about  tlo-  product
(remember, wc said untried* but because you do know
the name,
But fancy the advertised line taking a cent a can
tiff their priees. instead of spending a larger amount
How much, without  advertising, would th.   „,„
mean ti» you'    How much would it mean t>. t|„. h,
The fctlmulUS of :** cut  price  to sales is at  lu st  *,,.,,,
porary    It is by no means certain   And it mrvU
reduces profit
The same money put Into advertlalng is n definite*
stimulant to sales Always iti effect is ?., hold sale*
steady, in a dull market, or to increase isled in a nor-
mai market     And it is noi a temporary measure
All of which, is merely another way of My inu that
the advertising appropriation can be considered  iml
ii should I*-   on a definite percriitngc basis in relation
to selling eost
Who kepi lhe high cosl of living high'
The bargiin hunter tlo woman with an ohwwwion
f«*r false if-iioiiit
This type of personal shopper, peeking shoul in
store nftir store, buying a "Bpeeial" hire and I
"special"   there    necessitate*   maintenance   of   large
sales force, e&pensivs local ions, and of rourw pom
mensural* pricea
If (hem1 f rei (nl seekers after Impossible bar-gains
would settle down lo stetidj patronage of nne pn.
viajoner, giving the,day's complete order In one phone
• all. ind sllowhtg adequate time i**r deliver} Kr*»
er** could effect economic* that teonld bt refleeteu
aoon tit ihe prices lo eonswmers
Also, of course this method %%«»ul«I sa\. imi. nml
energy f«>r the hoUSewirSS
This is the recommendation of the national 'Phont
for Food" campaign, whieh has been endorsed by Iai
National Association of Retail flfneers' »»n«l ta being
nromoted l»v  service grocers throughout iht I'niteu
Stati |
"What Is Hint tow cabinet >ou have In th,- beei part of the ainrr**" wi> aak««| ottr friend *l>"
'* the live wire retailer, the other day That'! IBS morgue nml tt * o great Inatliuilon.'* he al*
IWSred, quick  mm a  fUt-.li    ' What   In It for*" WS querM. which tso* a imiuril queailou
"Well. >ou Mt we pride OUftttVas OB earning onl>  qualit •,  merrhandlae here.    In* *****
explaining      Ho many of our ruatomera rono- In here ami tfpftN aitrprlae that tint fjt\eOt to
nontewhat   higher  than  IBOSi  which ions of our unprincipled compel Mora charge for tun ret")
shoddy  nierchanillae    To lim pi)   tell ihe«e pteplf thai onr gooila more than Jt|-*«lt) Ihelf SSlrs
price dOSS noi alwajri perauade them.    HSaaS MiIm   Morgue.' aa we have dubbed  It    In  H  *****
place oos sample of each type of goodi el other manufacture which often giv um treat)!** ■»'
Ihis nort.   Place It aide by aide with kindred hut high qunlli-,  product which we are offering, and Um tlltd-rence  l<
apparent al a glance,   Many, many Milieu are the result     Wa would aol now he wlihotii our Utile Morsm* <«»r IS)
IIiIiik    11 Ih one nf the very heal miiIcm help-* we have " 1!>'.V
rnRt. IIbIrrC »a sttM HHH-Nv
2t4S—4th   Ave.,   Wtat.
Phont: lay. 133
Dean Armatrong. 1834 Larch tt
Vaneouvtr. B.C.
Phont:   Soy. MIL
Mtat   Siictrt.   Mtat   Choppere.
Coffee    Milia.    CHtttt    Cutters.
Bread Snctrt.
Local  Repretentativa
SSS Stymour It.   Phont:  Sty. 2S3
C. H. ROWNTREE. Rtprtttntativt
207 Hastings Wttt. Vaneouvtr.
Phont;  Sty. St
Milne fif MiJJelton
WhoUsalt Drygoods
347 Wattr Strttt Vanetuvtr.
Phont: Ity. 112
Phont: Ity. MS2
Our Wholesale Department Carries
a Complete Line of
Phone Sey. 5131
Menu and womens hosiery knitted
outerwear and hand knitting yarns.
Represented in British Columbia
318 Homer St. Vaneouvtr, B. .C
Phont: Sty. 7525
Rock Island, Quebec
R.  M. Fosttr, 3544—32nd Ave. W.
Vancouver, B.C.
Phone: Bay. 5030Y
Paper bags, wrapping paper,
tor alt requirements.
1038 Hamilton St. Vancouver, B.C.
Phont: Sty. 8822
Kellogg's Corn Flakes
Local Agents
L. P. MASON & 00.
510 Haitingi West.
Phont sey.29M
Distributing Agent for B. C.
VJ vht Paner Specialist ^
Phont: Sey. 3112
E. S. CHAMBER8, Agency Managtr
424 Cordova St. W. Phont. Sty. 3911
Air brushed in colore 22 x 28 int.
Each       .25
Per  Hundred    $19.00
Samplt on rtqutst, 15c.     Explain
your rtquirtmtntt fully.
AITHUt H0PT0M  .  Hagsmile, Ontario
Cinadiai Pastim Ceml Ct.
Head Office
Local Agents: —
739 Hastings St. W.
Sty. 9337
>-<V        Wions:  High. 3889
XS&M         Manufacturtra tf
]r35       ICE  CREAM CONE!
ll li     Purttt Madt     Cast Lttt
V|         335 PRINCE88 AVE.
\j                 Vaneouvtr.
B. C. Diatrlbutort of
Messrs. T. H. Protttr 4 Ions Ltd.
Manufaeturtrt  of   Proattra' Celebrated Lint of TENNI8 and
CRICKET lupplltt.
Associated Agencies
615 Pender St. W.   Vaneouvtr.
Phont: Sty. 131
Vancouver ONIee
3S2 Wattr Street
Phont: Sty. 6383
Scales. Siictrt, Cutttrt and Cabin*
ets—New, Rebuilt and Second Hand.
Cash or Terms.
Sey. 2881
365 Cordova St. W., facing Homer. 50
1088 Homer Street,
Phone: Se>
I   LTD.
*. 781
Maim.attunM  tn  Itritlsh ('olumbia
and guaranteed.
-"Improved Gem" A "Perfect Seal"
Local Representative: R. G. Moore.
Deaitiea Glass Cea^aay Ltd.
510 Hastings St. West.    Sey. 5138
flf CltClf • Ul
Phono: Boy. 3081
804 Bower Bldg.
Western Wholesale Jewelers
Cordova and Cambte Sts.
Phone: 8ey. 2765
PRODUCTS  LTD.,  Ottawa. Ont.
Local    Representatives:
Smith, Davidson A Wright
Oavie and Homer Sts.     Sey. 9M5
McCormick Mfg. Co. Ltd.
1150 Hamilton  Street, Vancouver.
C. H. KENNEY, Manager.
Phone: Sey. 3412
Tht British Ctlumbia Retailer will
he pleated te fumith subscribers
the ntmtt end eddrttttt of rtprt*
ttntativee er agente of tatttrn
manufacturer! In Vaneouvtr. Wt
will also advlee whtrt thtir com.
medltltt tan bt purchased.
Glass - Mirrors
Importers.  Manufacturer
Wholesale and Retail Dealers
Phone Bey. 8887
Hams & Bacon
Swift's "Premium'*'
Norfolk Psper Co. List
Phone:  Sey. 71
lie Ikw DOUliToiP
Afc Heir.    A Trial Will ( ooven**
R. A. SIME. BC Dtetrthutrr
318 Homer St.        Vancouver, B.C.
123 Powoii Street Vancouver.
Phone:  Sey  465S
E. H. Walsh A Co. Ltd.. Agente.
318 Htmtr Btrttt,        Vanetuvtr.
Phone: Bey. 4658
L. Macfariane. Rtprtit"t.n .,
Behino  Budding, Vaneouvtr   BC
Phone Sey   'US
E. H. Walsh A Co. Ltd. Agtntt
318 Homor Street Vaneouvtr.
Phone:   Sey. SMI?
J   J    MACKAV.  Agent
SOI Bower Bldg     Phont    St,   sott
Gad. Oatarie
Pur* Wool
Local OfOce   318 Homer Strttt
Phone    Sey. 7*2*
T.  0   STARK
sty. ttn
1043 Hamilton Street.
Made in Canada—from Canadian Papers
"SIMPLEX"    -   Light Manilla
"MAPLE LEAF" Light Kraft
"LION"      -    -    Heavy Kraft
A Bag suitable for every kind of Merchandise
Made by St. Lawrence Paper Bag Co.
Whether it be the dealer or the consumer--
"Quality First" is a safe rule to follow in buying food products. Swift's "Premium" hams
and bacon will measure up to the highest standards in every respect, thoroughly cured, hardwood smoked, parchment wrapped, superior in
flavor and with the quality that distinguishes
them from lower grade stock. As a dealer you
will And it to your advantage to stock "quality" products, as you will be able to build up
a good volume of business, and on a profitable


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