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The October Retailer Oct 31, 1927

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 THE OCTOBER
BRITISH COLUMBIA, ALBERTA, YUKON
VOL. XX., No. 2.
VANCOUVER, B.C.
OCTOBER, 1927.
Cwissej^Mkdarvells
/ N	
Branston
Pickle
THE FAVORITE aELISH
OF FIVE CONTINENTS
Engliih and Oriental vegetables and
fruits, blended in ginger; root and a
■yrup of East Indian origin. Sweat-*
ened with timet, dates, applet—and
o touch of eschalot. And back of it
all, the traditional C c\ B skill, born
of two centuries spent in catering to
the world's most exacting palates.
A PROFIT MAKER FOR THE GROCER
Branston Pickle has many features to recommend it to the wi.se
grocer. In form and flavor it satisfies the popular taste—It is a
CAB quality product—It is a steady repeater—It pays good profits
Qosse ^Blackwell
^mtwo****^^^ ^^ .....ni. nuiTPn.
TORONTO
Fleet and Bathurat Sts.
(CANADA) LIMITED.
unaiTREAL WINNIPEG
JffJES.        l«M„U.,Av..E.
VANCOUVER
52-54 Powell St.
Twentieth Year.
10c per copy; $1.00 per year. Ol
id
. 1927
m
THE   RETAILEfi
BRITISH COLUMBIA   ALBERTA—YUKON
*»
^Rltaillr W>
99
With whlrh la Inrorporetsd Ihs II   C. TKADE RKVIRW.
-ubltshed 2i)th of ©very month.
GI-NBRAL MERCHANDISE.
GROCERIES, DRYGOODS,
HAKl)WARE,FOOTWEAJ8,
TWENTIETH YEAR.
OFFICIAL ORGAN OF B.C BOARD
RETAIL MERCHANTS'
ASSOCIATION OF CANADA, INC.
A MONTHLY JOURNAL published in the interest of Retail Merchandising and ili«" Development of Commerce in Western Canada.
SUBSCRIPTION RATE: One Dollar IVr Year, payable in advance.
Advert it ing Kaie* oa Application.
When space reeen-ed final forms close I2tb of month
PnUisbers: PROGRESS PUBLISHING CO. LTD.
Suite iai-2 Merckanls' Etcbange Building
VANCOUVER, B.C.
Telephone Sey. SSfil *^able Address—Shipping—Ail Codes.
KdiicjTi I  £ atorrtaott. W. N. Code, Business Manager.
V. Tattersail, Adtl. Manager,
Entered at Ottawa u Second class waller.
Veal  W . No
VANCOUVER. B.C.
The following represent R. M. A.
Branches in the Province of Britiah
Columbia:
Armstrong   A. Smith, Pres.
Cranbrook H. R. Hinion, Sec.
Fernie Norman Suddahy, Pres.
Kamloops A. C. Taylor, Pres.
l.ylton B. Kehagliati, Sec.
Nanaimo N. Wright, Sec.
New Westminster
and Fraser Valley I). Stuart, Sec.
Revelstoke F. G. Bcws, Sec.
Vancouver G. S. Matthews, Sec.
October, 1927
The Chain Store-Its Growth and Reputed
Menace to the Independent Retailer
TEN or a doxen years ago, verj little wss heard
of ihr cba.n store lyaiem in this country, the
movement being looked "P-» »« thosc c,a>"* "
more or teas of an experiment, copied from the stead}
chain store expansion in thc United States, a nd ore-
easts predicting that this method ol werchwdwmg
was destined to make head wa) in Canada, ca« se
little concern among the rank and file of the mdepend
nil retail merchant1*' .       •„  ,i.«
A verv different altitude is wjVi   ?Jniem!
Kaat, ami statistics recentl) compiled b) a content
poran magaxlnc show that a business "WW"1*
Mime ninety million dollars will be done by tht chain
More and group organiaalioni this season    i
mentioneAre Montreal, Toronto. Windsor, tctcrlvoro
■""I Ottawa, .     |n -xoroiuo
The  further  statement   is  nu.lt   mat
alone seventy per cent of the grocery J^"^^^.
itcd to this new method of merchandwinR. which P«
centage includes Simpson's and batons, rnnn(ln
Upon enquiry m learn that In Astern Canaca
there are eight hundred and forty-wo ; •'»      v
lynches .and 1,587 buying group units in th< grocer;
■ -nU an increase in sales from w*™ -     .    , t()
..ver 115,000,000 in 1926,   Loblaw* G^JTO flro!n
liave increased their sales during a simiiai I ^
M,l,%,672 to over ten million dollars,
Stores, Hunts Ltd.. and others show increased sales
till a similar scale.
Dominion Stores made a profit of 2.64 per cent on
sales in 1922, compared with 4,03 per cent in 1926.
while sali-s per store increased from $26,490 to $36,092,
and profits per store from $5.14 to $075 in a similar
period.
Statistics of all chains and buying groups show
substantial increases in this four year period.
The fact that in most cases the ratio of profits on
sales increases with the growth in the number of
stores in operation has been the key to the remarkable success of the chain store system.
Hritish Columbia is confronted with a formidable
vanguard of this method of merchandising unrealized
hi the average merchant, and which is commented
upon h\ the Dominion President K.M.A, in this issue.
British and Continental Activity.
Chain stores in England and on the continent are
getting a larger percentage of the retail business each
year, but owing to the fact that that territory is
more intensively developed they are not showing so
large increases in either the number of stores, sales,
or net profits as the Canadian chains, lu years past
English chains faced many of the serious problems
which Canada chains are only now beginning to encounter, more particularly competition of other powerful chains.
Up to very recently the principal competition of THE    RETAILER
HRITISH C**OUtMniA~Al.nK*nTA~YlJKON
October, lo.
the chain store was the neighborhood store. Now
chains are beginning to compete with each other ,and
in some cases are reverting to thc principal of service
with delivery ,and the addition of the "personal touch"
iu their operations.
Intensive development has been the battle cry of
the chain store abroad for years, while here it has
been a minor issue. Expansion—-"cover thc field before sonic one else does, has been the watchword on
this continent. Since the territory in Europe is so
limited, locations are more of a factor than is thc case
here and "repeat" business is more essential.
The acid test has been applied to the chain store
system in Europe ,and most of the large chains are
being carried on successfully by others than the
founders, while in this country the founders are still
active.
The majority of the English chains have been publicly financed .and the securities arc thoroughly seasoned. Service is the one noticeable and superior
characteristic of the chain store system abroad, and
the genuine desire of the European chain store salesman to please, is an outstanding feature.
Hostile Legislation Launched Againat Chains in
the United States.
Chain stores in the United States arc finding thc
running by no means as simple as their rapid progress
would seem to indicate, and at the recent annual convention of thc National Chain Store Grocers' Association held in Washington, it was determined to combat the movements under way in several States for
anti-chain store legislation, at their source. Delegates have been appointed to confront thc situation in
a dozen States where legislatures arc in session.
Such action is found to be necessary after an adequate picture of just what thc anti-chain store legislative movement amounts to, as related by several
chain store men, including representatives of the J.
C. Penny Company, L VV. l-igctt Drug Stores, \V. T.
Grant Stores, United Cigars, and others.
Speakers at the convention realizing one important feature lacking in the chain store system, urged
that some action be taken by thc convention to engender the confidence of thc vicinities in which thc
chain store operates, and urged that thc "human
touch" be innoculated into the system.
The recommendation made at the convention that
'chain store operators endeavour to set themselves
right in cities where they operate by joining thc
Chamber of Commerce, Rotary, Kiwanis. and Lions
Clubs, contribute to local civic funds, and participate
on committees of civic nature, is not going to prove
the panacea anticipated, lis some instances this policy may blind civic leaders, hut the chain's conclusion
to shoulder civic responsibilities cannot place them in
?*ood standing .and such contributions arc but a minor
actor ,and will not compensate for thc withdrawal of
their profits from cities where they operate, which
means a large portion of thc liquid assets, nor will
it place them on a par with locally-owned stores.
Though chain stores may be mechanically and
technically thorough, systematically efficient and financially substantial, the average of thc store per-
sonel is not much higher than that of thc old-style
retailer. The mechanical feature of thc business such
as stores, merchandise and equipment, will be of no
avail without courteous salesmanship,
Remedy Realised by Independents.
If the chain store were placed on an equal statu
with the individual merchant (as all competitive inn
chandising institutions should be), the latter would
experience little difficulty in holding his own.
Then, the only edge the chain store would have
would be centralized control, whereby all clerks musl
follow a given rule, regular newspaper advertising,
clean, well-lighted, and well-painted stores, with mei
chandise generally well displayed,
It is not difficult to make thc individual store com
pare iu every respect with the chain store. The ouh
preventative is the disinclination of some merchant*
to measure up to the onward march of time, aud those
who will not ,cau blame no one but themselves, if the
chains beat them to the business.
No merchant who fails to take heed of modern
progress, can expect to be kept in business through the
sympathetic g<KKhtcss of thc people.
The sole serums phase con limiting independent
dealers is the favoritism, obtained by chain store*, in
one form or another, and which are denied lo tin
former under simitar terms and conditions The independent merchant cannot begin to defend himself in
competition with the chain stores which obtain secret
rebates, free goods, advertising allowances, less than
wholesale prices, and other modes of discrimination
and the only way this disadvantage can be overcome
is for independent retailers lo join forces in sufficient
numbers, and compel receipt of these considerations,
or check concessions of whatever nature, now being
received by chains, from concerns who do not leeni
lo understand the law of fair trading, as between two
different types of dealers, in active competition with
each other.
This appears to be the only remedy if the type ol
dealer represented by  lhe independent  retailer ami
serving 75 per cent   of  the people,  is  to l.e  sit-,
guarded in his business.
If thc business of the individual merchant is being
secretly scuttled through unfair methods of favorite
ism to thc chain store, he has but little chance of pro
greasing except through a mass attack by a large
enough number, having more buying power than all t»i
the chain store interests combined.
THE PACKAGE DOES NOT IMPROVE POOR
FOOD PRODUCTS.
There is no set formula for increasing sales on an;
commodity.    Mysterious figures and zig-zag charl
that undertake to establish this or that theory arc  ■
dom as practical as ihey are interesting- or amusing
But it is a known and accepted fact iu advertisini
and merchandising circles (hat an improved packagi
has frequently awakened a new interest iu an nl*
product .and that it has helped establish a new p>
duct. On thc other hand a cheap looking package en
atcs a feeling of distrust and an inconvenient packag'
tends to discourage future purchases.
A package is an invaluable sales aid—either alow
or when used in conjunction with other merchandtsii*
plans.   Hut it cannot do the impossible.   It will.
many instances, promote first sales.   Hut it will n*
improve an inferior product.   Nor will il in any vv;
make up for incompetent sales organization, poor il
trlbutlon, careless service, or lack of advertising THE   RETAILER
BRITISH OOI.USmiA- AhDBHTA-TUKON
October,
I''J7
Steady Customers
for you!
That's what you get when you sell these famous Syrups.
Steady customers that brtag continual husiness to your
store.
EDWARDSBURG
CROWN BRAND CORN SYRUP
AND
LILY WHITE CORN SYRUP
are known throughout Canada for their wholcsomencss
and their low cost.   They are unequalled for their
nutritive value and delicious flavour.
Ihe CANADA STARCH CO. LIMITED
MONTREAL Oct*
■i*r,
1927
Til V     |M.*T v I r  RR
WUTiail COLUMBIA   ALBBHlA   YUKON
War on the Home Table-Its Effect on
the Grocer's Business
By 0. H. Cheney.
Thii war on the home table wai fought tin**, morn*
„,K „\ two million breakfast tables iii Canada,   It
\v.i- (ought again at noon, and will be (ought again
tin-, evening. It is a war involving mure million! of
dollars in business than I can estimate Thii war I
have called the New Competition in the Grocery
Field
11 Mr. and Mrs. Consumer realised what a tcrri-
lu --t niggle had been neCCSSar) in order l" bring the
break fait food, or prunes ,or coffee t«» the table,
the*.'would la> down their napkins m lilence, and
walk away from the table, without the heart to cat.
! cannot help feeling that if some of the contest*
ants laid down their arms long enough to find out
v.It.it jt all means, the\ would stop lighting, and make
M>me money,
Fundamentally lhe grocer's big problems are -din-
ply lhe results of great trends which are sweeping
through and changing even field in business. 1 <!,,
n<>l mean the competition between the innumerable
hrandi which are making the distributor and the con*
•uinicr di/./y This competition between brands is
tin old competition.   So »s also the competition be*
lwceil retailer aud retailer, trying to sell tin* same
housewife,
ihe competition beweeu two wholesalers t«' gel
lhe trade of the same retailer is more old Compcti*
lion likewise the competition between i1---" canners or two sugar refiners, or two spccialt) manufac*
lureri lor thc trade oi the game distributor It these
were the only kinds o( competition tin* trade had tn
laee, conditions would be bad enough Hut in every
induitr) where the old competition becomes more
intense, the various types of new competition begin
tn develop It arises irom the new resources which
busincii has at its disposal, and from the ingenuity
with which these resources are utilised,
Bigger aggregations of capital, greater banking
resource! and facilities, a new cooperation spirit
in husiness; the vast powers oi advertising and pro
motion; new merchandising device*.; increased production facilities; new technical developments in
• minumcation and transportation all these are thc
fundamental causes ot the new competition Anv
industry that does not face and meet this new com*
i•* tilion is doomed,
Inttr-Commodity Competition.
The first war which max be analysed is what 1
■ve  called   intercoinmoditv   competition.    Ibis  is
;!>" competition  between  products   winch   may  be
»»«! alternately.     If one ol vou should decide to
^** B home, what material would you use' Would
Went industry embracing great plants. \
'Sndl oi employees, and millions of dollar!
'"vestment.    Kach one of the products is ... ....
"■"tpetiiioit for the honor of composing the walls or
lhe roof of vour house.     And this competition is
in intense
much more sweeping iu its vast and vital effects on
these industries than any competition between manufacturers within each industry.
Ibis inter-commodity competition is even more
intense in the war on the table. Wholesalers handle
a great many commodities and many manufacturers
prepare a wide variety of products. But the competition is there just the same; the cereal producers, thc
fruit and vegetable growers, the dairy farmers, thc
livestock producers and meat packers, the sugar
planters, the tea and coffee planters, and all others.
These are great and separate industries, and they
are in direct competition, because their products arc
In direct competition.
It may seem to the wholesaler and the retailer
that inter-comntodity competition is nothing for
them to worry over—they may feel that it does not
matter much whether they sell one product or the
other, as long as they make up their volume. This
is a nice reassuring thought, but, upon analysis is
found t" be an illusion. One branch of an industry,
whether it be food or any other ,cannot for long be
in an unhealthy condition without the other branches
being affected.
The prosperity of the wholesaler and the retailer
in the long run depends on that of the producer and
manufacturer,
Inter-Industrial Competition.
Another type of new competition I have called
"inter-industrial" competition. The automobile undoubtedly has the place of honor as the shining example. This kind of competition has, of course always existed. As long as man's desires are greater
than his means, then there is inter-industrial competition. The incomes of most men have always
been limited., and most have had to choose what they
would buy with the money they had. It has been
a choice between a better house or better clothes--
better food or more amusements. But for many
generations-centuries 1 might say—-that inter-industrial competition has been more or less stabilized.
Living standards have risen to heights which
have never before been achieved—luxuries of the
few have become necessities of the many. But the
number of things from which a.man might choose
lias increased a hundred or a thousand times, and
while buying power has increased, it has not increased anywhere near as much as the attraction power of
all the things which can be bought.
Another kind of new competition is what I should
call "inter-distributor" competition. The old competition was between manufacturers, between middlemen, and between retailers. Now there arc probably dozens of different lines of distribution. We
have manufacturers selling to thc retailer, and leaving out the wholesalers; we have manufacturers who
use mail-order methods or house-to-house canvassers selling direct to the consumer, and leaving both
wholesaler and retailer out of the line of distribution,
Retailers have in turn formed chains and cut out
the wholesaler, while deparment and specialty shops
have organized buying groups, or are using buying
ll 8
THK    BETA I MOR
imirtsil COLUMBIA   ALBERTA   Vt'KoN
October, 192i
groups for the same purpose. Some wholesaler*
have only recently met the danger of extinction In
organizing into a chain system, and in .rder to dominate the sales, they are exploiting their own
hramls .and attempting to control the manufacturer
as well as the retailing of the goods.
Now what are the real causes for this type of competition? Before we can get true causes, we must
tune out the deafening cries of "unfair competition,"
"unethical practices," "destructive policies." and similar strong phrases which each factor in an industry applies to the other factors who begin to compete in the distribution of goods, As long as the
retailer calls the direct selling manufacturer names,
or the wholesaler calls the group buyer names, or the
manufacturer calls the wholesaler names, who begins
to develop his own brand, just so long will the problem of this new competition remain unsolved.
The basic couse of inter-distributor competition is
what I may call "distributive pressure"—the pressure
of goods for outlets, and the demand of outlets for
goods. This pressure is caused on the one hand by
excess plant capacity and the desire of the manufacturer to increase volume and profits. And on the
other hand, it is caused bv the retailer who desires
to increase the volume of goods sold under his fixed
overhead, and thus to increase his profits.
So we fund a powerful tendency for goods to
seek the shortest channnel to the consumer, and another powerful tendency to make the flow of goods
more economical, even if it means putting in new
routes in the line of distribution.
We also find a strong tendency for each factor iu
the line of production, and distribution to attempt
more and more to control either outlets for goods
or source of goods. Wholesalers buy manufacturing
plants or retail stores; retailers organize into whol-
sale or manufacturing groups, manufacturers develop
retail selling.
Are these mehods really unfair competition? Is
direct selling unethical? Is the building up of a
private brand by a wholesaler or retailer unethical?
Is price maintenanc by a manufacturer unethical?
And what kind of a crime is a chain store?
I do not consider that ethics or fairness have anything to do with these developments. The only
question is: "Is this a good business method? Will it
give the consuming public what it wants at a fair
price, and will it help my profits?" When the public
wants low prices goods, then the chain store principle is ethical. When the public wants a lot of service then the independent grocer, backed by the
wholesaler is ethical. When group buying enables the
retailer to get some of the advantages of chain store
buying, then group buying is ethical.
And the same question will decide the desirability
of any business development. Those methods are going to win out which make better profit! ami give the
consumers more of what they want for their money.
This does not mean that certain methods are going
to have things all their own way, and that all the
other methods are doo ind. This is a big country,
and people have a wide variety of tastes, and it takes
a variety of manufacturing methods to satisfy them.
One queer thing about the new competition is that
through thc intensity of competition, old-fashioned
methods may come back into popularity. One of the
chain store principles at the very outset was "cash-
and-carry," as against the service of the independent,
Now because of the almost furious competition be
tween the chains themselves, some are going back |
the service idea to hold their trade.
When those who are losing out in the new com
petition wake up to this truth the)   very often snv*
themselves, and usually by adopting some ni the vei
methods which have been Used against them
One of the most fascinating things about the new
competition is how   much you can learn from yotii
competitors.
I do not believe that the chain store has been
such a catastrophe for the independent grocer ,
he sometimes feels, A number of independents have
been forced out of business — but they probahh
would have been forced out anyway. Modern lit*
could not get along with one-cylinder buaincil metli
«k|s. Those independents who have been left have lo
thank the chains for forcing them to become hetlei
merchants.
The grocer of today is a better business man, niul
a happier and more prosperous citizen than he was
fifteen years ago   or even ten years ago.    He has
learned  the  importance  of  turnover;  of   sound  ...
counting, of sensible buying, of economical operatiuj
aud of   Standardization  and   simplifying   store  prai
lice.    He is now  learning that the chain stores need
not   have   exclusive   rights   to   the   advantage-,   ..i
quantity buying,
Wholesalers Must Changt.
The wholesaler has been a little slower perhaps
in his awakening  to the  new   competition  than  Ihr
retailer.    But  some  wholesalers  are getting up and
getting busy,    And it is interstmg to see how Utterly
different    almost  opposite    can  be   the   methods  ol
different  business nun  in meeting  the  same condi
lions    Some wholesalers are adapting some features
of the chain store to their own business    others ar<
adpating Other  features     So we have the cash and
carry   wholesaler,   who  throws  aside   three   of   his
functions as g wholesaler, and concentrates <>u one
he aims for economy by giving up his banking film
lion, his buying function and his selling function, and
keeping only his warehousing function
Hn the other hand we have the much more inlet
CSting  development   of   the  chain   store  system  in-
spired by the wholesaler,    Here the wholesaler g>><
to the other extreme and carries  service almost  lo
the point of control
Possible variations of these plans are mans he*
cause they can range from a simple service contract
to a highly Integrated system, with actual ownership
by the wholesaler
Whatever form these plans may take thev   mean
business     They  mean that those who develop tbem
have gotten over the theory  lhat the world owes
wholesaler a living     But  I  do not believe lhal  the
wholesaler is going to get anywhere in rehabilnnl
ing himself with the public aiul  with the trade In
simply talking about how good he is and how Impo-fl
ant his functions are if he is at the same time doing
his best to dodge as many functions as he can. The
best way to persuade the world lhat you are lerviui
is to serve.
The manufacturer who is turning away from
wholesaler distribution is not going to be convince-'
of the error of his ways by talk. Nor is he going
to be convinced that it is unethical for him to skip
the wholesaler when he is blacklisted by organize
wholesalers for doing it.
This whole business of ethics in lhe groccn tradi
(Continued on page 19) Od
er,
1927
THK   RETAILER
BRITISH COLUMBIA—ALBBRTA—TUKON
a oooo »at»»*0 l'aT»0"M
10 wftc
Uncertain Big Profit
or
Sure Little Profits
Simpt. Aritkmatk, Mr. Crocat, but it *****
th* dttrwttta batwaan tttec*** and failtirt
a i-,, *****. ** «r*j*i*jtz Hi .*■
If, TURNOVER **n ***• ***• ■"*"*''
rottmoh** ootrn got - ••'S^,A^ si^fif a W
tf ou; if i* *"•
pd^u. r^ b rf^&zz ;tti7o*
U*w*i ftt*t mm* in Ik. WJlJITL,^ billbcr*,
.<*» oa\*>ws****m*u*,* to* r*\m***** »«•*-•■
••,*!* y« li, *-»•««■ «P »■ *•"' Um-to • RES-"
wtadtaw <IUpUy-«r by ptfitag • pr"'"" ol
ia y<Mr wii-4-.w wllb • ark* car* ,§
leaatjM *HV-^JJ J^lSf ftUi
your* far lb* aiblaa-   Wriu ,M
••Im affk* mow.
THE PALMOLIVE COMPANY Of CANADA,
tV**m*tjJm*smfe^*
Boone waa from Missouri
... had a ahelfful of raisins
that wouldn't move... didn't believe that Sun-Maids
would. But he waa wlllln*
to be ahown. And he waa!!
With a atock of thoae glistening, fresh-tasting seedless raisins known aa Sun-
Maid Nectara, and that
aeededkind that doesn't
stick together, Sun-Maid
Puffed, he ia aellin* four
timestheralslnahoused to!
And Sun-Maids exclusively!
MONTREAL
Miulc in Canada*
UMITEO
TORONTO
w|NNlPtO
.1747 t'
Chloride of Lime
New Style Waterproof Package
Supplied by All Wholesalers
in British Columbia.
Manufactured by
CANADA COLORS AND aKMICAlS LIMIffD
Toronto Winnipeg Vanoouvor
Aaonta:
STARK ft STERLING
VANCOUVER, B. C. 10
THE    R ET A ILER
imiTISH COLUMBIA   ALBBRTA -YUKON
October. |y>;
A Quality Product!
IroniJeD
OCNUINB
Whole Wheat
FLOUR
A FAIR FIXED PROFIT
FOR LARGE AND SMALL
IS THE POLICY OF
The Dr. Middleton's Food Products
Company Limited
Vancouver, B. C.
A SATISFIED CUSTOMER
A satisfied customer is your
best asset.
A satisfied customer is easy to
hold with quality goods.
A satisfied customer buys
more.
A satisfied customer does not
"trade around."
A satisfied customer means a
satisfied dealer.
Are you setting your share of the business on
tht 57 varieties told In unur ixelghl-nrhood ?
HEINZ
S?
Say: CLARK'S Soups
Ail mc.it ilocka made wiih Canada Approved meat*- ail *.-..
tablet fresh from tbt debts ami of excellent qualit) -all flavor
inK* and herb* the twtt lhal can It* »ecurcd.
Every proce*i under luperv^Joa ol Ctaverainenl inspector* ai ;
'•.anada Approved" on all lahrU
Quite wide from our conmteut  advrrtitinit there arc nui
rctl rca*on* why you should rrcommrnd and »cll Qsrk'l S«Hi| *
a* well a* (lark l I'ork A Heau» and other Prepared Poodi
, ... Lot tW Ctarli KHcImm bo\p yet*
!• Urgor ooio* oui **t**o pr*fiU.
W. CLARK United, Montreal
Eatabllehmonte   ol   Montreal,   P. Q.   tl. Rami,   P. Q.   »>**
Harrow. Ont.
Peter Rabbit Peanut Butter
Coete No More But Selh Faeter
THE TOY PAIL OtLIQHTS THE CHILDREN
DISPLAY A CASE.   IT WILL SELL ITtELF.
KeHy Confection Co. Ud.
1100 Mainland Street
VANCOUVER, I. C. October*
1927
,THE   RETAILER
IHUTIHH COLUMBIA • AI.KKKTA-YUKON
11
Property Owners Dttannina Cost.
i iu* wholf problem of low cost insurance hinges
nn ihe carefulness of property ownen and the char*
.ni' i of the physical risk. A* properties become improved and leas likely to sustain sever*- fire losses,
lhe grouping o( careful owner* of improved rt>ks will
result in lower cost of insurance protection.
Members ol the Retail Merchants' Association who
have md given thought to thc elimination of tire has*
ird* might Imt surprised at what might be accomplished il the possibilities were carefully studied from
cvcr\ angle. The Insurance Department of your Aa*
s<>-,i.ition is anxious to assist merchants in the- anal
vsi-* iii their insurance problems, to the etui that the
chance oi Suspension Ol business because oi lire may
Im lessened ami the cost of insurance protection tub*
Maiitially reduce*!,
Bt Sava of Yoor Insurance Position.
\ few short-sighted property owners appear to re-
sent suggestion* by lhe lire insurance inspector. Such
an attitude is a grave mistake    He may be pointing
• •tit defects that are overlooked by the merchant because they are so patently obvious, A study of the
insurance problems of many retailers jives the Association Raid Man an unprejudiced viewpoint that
ma) be very helpful to tbe property owner. Types of
insurance needed, amounts required (or adequate protection, forms, rates, insurance of awnings or other
tenants' fixtures, these are only a lew ol the many
I'-Mtits to be considered in connection with insurance
coverage.
Incraosod Hasard.
When alterations arc made In a property, new tu.v
ehtnerv installed or materials that increase the lire
In,ard—things that were not contemplated in thc risk
assumed by the insurance company when the policy
*su issued-the company should be promptly notified.
Vou will probably bud in your insurance policy the
'■•Mowing clause, or words to that effect: This en*
• '•< policy, unless other wise provided by agreement
i* ml rosed hereon or added hereto, shall be void ii the
•ward is increased by any means within the control
knowledge of the insured."
The standard policy ts fair, both to the policyholder
nd the company,   No honest man need fear any ot
conditions,   It is only because some policyholders
• not understand the object of the various clauses
"'-it when loss occurs thc insurance companies arc ac-
■s|'d of being arbitrary.
The "increased hazard" clause means simply that
'he insurance company bas a right to know what it »
'Miring.
If you contemplate changes in your property, or it*
<»y are to be made by your neighbor which ailed you,
'•■t't rely entirely Upon your own judgment as to
bother or not the hazard is increased; give the m-
orance company a chance to pass on the matter.
ANNUAL POTATO FAIR.
H»r British Columbia Potato and Seed Show which has
'«'• held annually ,|urj,IK \\w past few years, will be COS!Hi-
" Jhii season SS a Potato and Seed Section of the Provin-
'"I Winter Fair, tu be held in Vancouver early ill Ih annul
NO TRUTH IN RUMORS ABOUT ROYAL BAKING
POWDER COMPANY.
Certain rumors that have been circulating in the
grocery trade intimating a transfer of ownership of
tne majority of stock in thc Royal Company have been
related by vice-president Frank D. Bristley. There
was also a rumor that the company intended cutting
the price on its gelatin products. Both these rumours,
according to Mr. Bristley, emanated from unknown
sources, and a general letter has been sent out to thc
trade containing a categorical denial of their truth.
PERSONAL NOTES.
V J. MacMillan, general manager of the Robin
Hood Mills, of Calgary, was recently in Vancouver
on a. business trip.
• •     •
li L Richeson. sales manager for "Canada Dry,"
wa> in the city early in the month looking over business conditions here.
• #     •
Harry Kakins has severed his connection with the
Wctern Packing Corporation,   Eugene M. Gilland,
vice-president, is overlooking the sales department.
t     •     •
1*. J. (ireenway, sales manager for J. S. Fry &
Sons Ltd.i spent some days in Vancouver recently in
the interests of his company.
•    at
C. McCaw, sales manager for Gibson Paterson,
Winnipeg, Man., agents for Salada Tea and other
line**, was in the city October 10th on a regular inspection trip. Mr. Wilson has been appointed manager for the Vancouver branch of the business.
A CORRECTION.
Tht Colors Woro Miied.
In the last advertisement for Aunt Jemima products in this
journal an unfortunate error appeared. It was stated that thc
Aunt jemima Pancake Flour was sold in the yellow package
and the Aunt Jemima Prepared Buckwheat in the red package.
The color descriptions should have been transposed, as
everyone handling these Quaker Oats Products knows. Aunt
jemima Pancake Flour is always contained in the red package
and Amu Jemima Prepared Buckwheat Flour in thc yellow
package,
LEGALIZED PRICE FIXING URGED BY U. S.
DRUGGISTS.
Atlantic City, Sept. ^.—Resolutions asking Federal legislation permitting manufacturers of standard products to enforce maintenance of prices by wholesalers and retailers and
(or decrease in corporate income taxes were adopted here to-
dav during the closing session of thc fifty-third annual convention of the National Wholesale Druggists' Association in
tin- Ambassador Hotel.
FOUNDER OF PIONEER MUSIC FIRM DIES.
Thos. W. Fletcher, Who Cmuta Hor* m 1SS2, Poised Awoy
Receatiy.
One of Victoria's oldest pioneers, Thomas W. Fletcher,
passed away at St. Paul's Hospital, Vancouver, at the ad-
voiced aue of eighty-seven years. ,
A native of Sheffield, England, Mr. Fletcher arrived to
Victoria in 1862, travelling via the Isthmus of Panama. Shortly after his arrival he went up to the Cariboo gold mines, re-
na i ng there until 1872, when he returned to Victoria. In
Int vear Mr. Fletcher established thc well-known and success-
1 music husiness which has remained with the family until
,his day, his sons succeeding him about thirty years ago,
when the lirm assumed its present name of Fletcher Bros.
. 12
THE    RETAILER
BHITISM CX>M"MBIA~AhBRnTA-Yt?KON
October. |'
ALL-BRAN
pays dividends!
The quality and effectiveness
of Kellogg's A L L - B R A X
make satisfied customers.
ALL-BRAN sales are repeat
sales, and, once it is ordered, it
is asked for again and again.
Right through the year intensive advertising is making new
friends for Kellogg's ALL-
BRAN, and keeping old ones,
too.
ALL-BRAN is a wonderful
laxative—a delicious cereal
served with cream—a friendly
aid in cooking. Therefore, display ALL-BRAN with the prominence its importance merits
in vour windows, on vour
shelves, and thus tie up your
store with the national advertising and sampling and make
them work for vou.   Grocers
u
throughout the country find
that time invested in selling
Kellogg's ALL-BRAN pays
handsome dividends.
.
Window and countet
displays will be tup*
plied on request /torn
the Kellogg Company
of Canada Limited,
London, Ontario.
ALL-BRAN
T*Z *,**** W.W*
*• ^ *3oA, Aa^fWai H—
,fv^H,ikiTissiu MiUsG
A Big RoU
that
Yields Big Profits
Each Interlake Toilet Tissue Roll contains 700 sheets
of good quality, absorbent
tissue.
Retailers everywhere sill
a
it at a standard price—-10c or
3 rolls for 25c.
These two facts—quality
and quantity and an tin van-
a m •
ing price — mean that your
fair prolit is assured on every
sale.
The low price of the Interlake roll makes it a quick
seller, too. A counter display
of fi rolls induces sales.
Interlake Tissue Mills Co.
Limited
Hoo-J Officot
Solos  Brooch:
54*56 unlvefilty Ave. 602 Mei .ill Bids
Toronto, I. Out. Montreal, P.Q
Mills{  Merrittnn. Ontario.
The makers o( lulerlake toilet tisatia alio
manufacture VslvStlilUG ami White
CrOfl  brands, paper  napkin*  and  towel*
.md decorative crepe, Oct'
rl
1927
TH K    RBTAlLER
BRITiail COLUMBIA   ALBERTA—YUKON
13
Grocery Market Report
Vancouver, * ktobcr 12, 1927,
Wholesalers report business ver) much improved
ait«i !"«'k forward to s further increase from m.w until the Christmas leason ti over \t thc present time
mam lines ol all staples are arriving and with ilu*
tanning sc*;i**»»n almost closed, there is no doubt that a
number of the large retailers, at id chain -tores -.nl! he
convinced that tt i* tune to lav in then winter stocks
id i anned -jJimhU
Production statistics covering tour ol thc mosl
important item-* tn canned goods in the tinted States
sh..u | very material ihortage, a- compared with last
vcar'i pack, the following figures sho-vi shortages in
»almoti, corn, peai and t alifornia fruits
i5o.m».t*u» tins ol salmon; 168,000.000 tins of
corn; 120,000.000 tins of peas; 120,000.000 tins ot c'a!
ifomia fruits
Shortages on I number of t anadian lutes such as
tomatoes, com, lalmou, etc., are aUo well known,
i her ef ore with apparent!) no relicl from the south,
ih»»c who iMMiknl their requirements carl) arc to be
congratulated
Free DatU.—A number *>i 'Seals whereb) the re-
rrat uaaii      *  "i " I  j  ,,*,•
,,,,, ,„„,„ ..,„,. .Mr.*. wil b .ten .-■■*';•■:.
lie
Ih
11
Mir      nviu*' *****   » •** . ,   ...,.,!   ,\i'
icing featured at the prscnt turn*   Vmong* *
he Foil »g'.Q"^crporkamn^n^72 . hull
[uakernofk and beans, 36 2s»qua .«>*-* \i
«an,m*\m*   One case free with ten ui   i *
ff« with an order for 5>4 cases (   , vvilh tcn,
\\Inter canned loup « '   .    ..   .
ur -/case free with an order for ., j ^   •    ^ (il,
Royal Ot> iM.rk and beans W*£;k  ;(, hean8
iH»rk sndbaani 48/9 oi . R°>aly}   '   u \ ■ One
ir.ts M,nai; KovsM n> P*** and .bean   - >   *    f
ca»e free wiUi tan or ^ case free with an
Blue Point Oysters.- The market is prwucah
,,,,,,,,u,M,fiio,vet.p.t;'^;;:'■;;;;(,;,,, ,,,1.
sent lime, with no ligni ol rcnci um ^    ,
arrives on this market, which will not bt
ihe end of Jaini.u> ,
D^Dr,!**''-- I"""" <
most of the local wholesaler!
\m*Vw*&**^
out that has been quoted on inw• ^ |(|M ,r
heen withdrawn ,aml the popuiai "     *■   turcd in 5
Place, it,   White Wonder in now ™n*m ul,i, '..* s
• ase lots with one case free "' -
i ase free.
Hodlund'. Canned M-Jit^1"'"1, "^Vommenceil
a canned meal factor) in Vancou. » er|or quality-
put tini! no leveral linen of meats o
A nice volume of business has been the result; however, the prices in some instances were somewhat
nighr than the eastern pack, which was a slight disadvantage, but with new* prices effective November,
brisk sales may be looked for.
Clark t Tomato Soup.—New pack is now being
quoted at a price of $1,10 per doz., with one case free
with ten cases. Also Clark's new pack Tomato Catsup 24 12 oz. bottles at a price of $2.35 per doz, with
one case iree with 10 cases or ]/2 a case free with 5j4
cases.
Tea.—Favorable news from abroad and favorable
reactions from consuming interests throughout the
countrj  here continued to feature the market this
week    At Calcutta, Batavia and London this week
stronger tendencies were noticed and buying interest
was in evidence, but most important from a local
standpoint was the broadening inquiry from domestic
consumers,   From this it appears as if buyers here
have at last decided to cover for their fall requirement-    Many attractive offerings have been cleared
off the market and cheap lots now are not so numerous.
The "London Grocer" in commenting September
lo on the tea situation says: "Total shipments from
Northern India from April 1 to August 31 were 90,-
045,000 pounds, against 95,307,000 pounds in the same
period of last year. Prices recently for the lower
grades of Indian tea have undergone a sharp advance,
but with the increased quantities offered the market
has had a somewhat quieter tone than of late. Present
rate- ruling are verj tempting to producers, and
should September and October prove favorable for
plucking—it has occurred before—more tea might be
forthcoming than was previously anticipated, and calculations for higher prices might not be realized."
Canned Food**.—Many canners are too busy with
the packing and delivery problems to do much writing to their brokers as there is not the need this season to spend a considerable part of their time in urging -ales and greater liquidation.   Canners, as a class,
are saying very little about unloading and are inclined to allow the buyer to solicit business.   No pressure
i- being exerted behind any of thc various packs.
There is more desire to trade tomatoes than in other
packs but iti this instance canners are not shading
price-.   They have kept the market on an even keel
for several weeks.   There is some talk that the canning season is neariug an end, but this is discounted by
buyers since the weather during September has been
ideal for grow ing and it is thought that packing will
continue until a killing frost wipes out the fruit on
the vines.
Walnuts. -The board of directors of thc California
Walnut Growers' Association has determined to let
nothing stand in the way of a successful and profitable
liquidation of the largest crop of California walnuts
ever produced, Naturally, the association wants extensive confirmations and it has adopted a sales policy
which it believes will appeal to thc distributing trade. 14
THE    RETAILER
nUITISII Wt.U*roiA~A!.m*3lTA-YUKON
October,
8aves you time when customers ask for "Fresh Roasted
Coffee." That'a exactly what Nabob ia. Tha vacuum tin
keeps the flavor in—you sell it "fresh from the roaster."
Kelly Douglas & Co. Ltd.
VANCOUVER, B. C.
&**MJ*Jf? JajSjil******^**-
NaboB
Hl'AN {)
>TT"
K UUs t W n
WILSON BROTHERS
Wholesale Grocer*
VICTORIA, B. C.
British Columbia Agents for
BLUE  GRASS  BELLE  C
m:*:
VINEGAR
BARRELS
We Gallon
32 OZ BOTTLES
$3.20 Doi.
16 OZ. BOTTLES
$190 Dosen
No Charge for Original Contaners.   Why not stock the best in Vinegar?  Send in your Mail Order
SHAMROCK RRAND
*-W^SaBSBSBBBBSBSSS====S=S=BBB^gHOK *U\^mwW —
HAM, BACON, BUTTER, LARD, SAUSAGE, etc.
Firat Quality peeking houae products put up by P. Burns A Co.,
Limited, which mesns they sre the higheit grsde, slwsys reliable,
and without equal on this market.
YOU CAN RECOMMEND SHAMROCK BRAND.
P. Burns & Company, Limited
VANOOUVER
OALOART
EDMONTON
L Oct'
,kr.l9a7
THE   RETAILER
BKITI8H (XiLUMIUA-ALUBUTA-YUKON
15
i h(. keynote of it* marketing plan this year will be
. .nteii nrices on Diamond and Emerald unahell-
P«maa-*-Reports available at thii writing indicate
|ln     In have arrived at price, low er than in year-.
'     :;,,,,„,, a larKecr.MMiitaliforn.aan.iacarry-
I old crop    Nevertheless, the increase of quan*
;;.;' ;;a,,a|lk ,., CsiHionsUi is made up by a decrease...
.. ,n an,| Serbian crops, which arc this year much
X Hun laat year   It would appear that he pre*
!n, (ai.foruia situation is more than discounted tn
Kprkca    Prunes at prevaiingpncesw.il meet a
h'!  consumer demand, and it will « the surpnsmg
J,,,. enlir« crop -a ill thin year be marketed and con-
^tCcSera can to^y obtain a splendid f 1
.„,..|ucl at a low price
Abi-t-wr-eV-A letter front Palermo Mates that the
' ,'..., ned and ihe quality also is wtisfactory,   It i
-iih will exceed ISOOOO bales of 100 kilos, and her
«tiii'remain wine fairlv large quantities ... old sill" kept iU the shells    The crop » Ag»l IS also
„n good ,and estimated at least at 250.0GU wiics
l,rinaS is fairly active, more especialy o«, aecoun
„f,he short crop In California, which will not amount
to more than half oi laat yean .
Rkav-The demand for rice .... the spot if for JOD-
bin   ^.I.e,a^lu.le,alersan,.reta,!ersareke    -
,,,,'thnr Mock, low and are oP^flJ^^
Native lines. Local holding! are nol h wpInch
keeps the market Steady at unchanged q^"*;
Moderate buying is being done at the m\l^m
„„,,t in the near future    Liter del.ver.es arc recen
iiiL- but bttle attention.
S^«^«ntrarvt» rotations snd sdnco from
(uhathat Ihe crop restricting bill had p.    ed W
Cuban Congress .and had been signed b   I r   -It
NLohado. lhe market (or sugar futures h S no   ad
ranee*  This Is SAW to I* ?«« »J :ut,;cn l-
b) trader, who had beufht m anticipation ol an *
vance when the restriction "a* passed, ana bu
hesiutkm by buyer, who were '"M^^1'   * \t. n
lhal a libera'! et«ik had been allowed to aceutmdate >n
Cuba, while sailers were awaiting the prdicted m
vance    It i* difficult to determine how o  a
level lln, sugar can be marketed, especially as Lii^
ha, raised a crop of more than a million tons ...
ce*i of last year.
APPLE WmOCTOM 24 to SI.
tntawa^Apolaa for'"^J'^ffi^ffi
on for hi* vear', celebration of Unaotan .
\pple Week to be held under tbe luapices ot ne
inion department of Agriculture in W'?Pe[r  ^ R
the (anadian Horticultural touncil,   ine ii   .   ^
Motherwell announce! that appla ween •»«     (M(i.
I rated in Western Canada from Wooer a -        ^u
ber 31, while in the eastern P^'f* m[Uc chB„ge
he from Xevember 14 to Movembe   l * , b|| c
being due lo the fact that the agricultural Jt
<•• be held then. ,   ,      i t„kiu*e Hon. Mr.
Referring to Canada's agi-icuIturahub e n in^ q{
Mothatwell stated that from all IW«» ■ •' fl) an(!
...-operation were forthcoming atw u' f ,( most
provincial displays being planned wm « ^ ej^,
. oinprehensive nature and do lustici |i( t,„.
billion dollars industry that has been bum   i
Dominion,
ROWNTREE'S BRITISH COLUMBIA MANAGER
REPORTS BRISK SALES.
V N. Dyer, the recently appointed British Columbia representative for the Rowntree Company, Limited, who has a record of eighteen years connection
with the grocery business in Western Canada, has,
since he joined the fatuous chocolate firm, been par-
II
A. N. DYER
ticularlj successful in merchandising their well-known
products in this territory. Previous to his appointment. Mr. Dyer was associated with the Cowan Com-
pany, Ltd., Toronto,
The new and increasingly popular chocolate bar
"Plain York." introduced into Canada by "Plain Mr.
York of York. Yorks., a special "factory representative" of unusual merit, bas. together with Mr. Dyer's
able assistance, proved a winner. Concurrently with
the introduction of "Plain York," considerable repeat
business is reported for Kowutree's cocoa, which is a
price protected line.
"Though an ardent golfer and angler, heavy duties
connected with merchandising and sales organization
have prevented  Mr.  Dyer  from overindulgence  in
either of these sports during recent weeks.
FRISCO GROCERS TO START AD. CAMPAIGN.
Will Use Urge Space in Papera to Tell Story of
Individual Retailer—Campaign to Run for
Twenty-five Weeks.
The San Francisco Retail Grocers' Association will
shortly inaugurate an extensive advertising campaign
in the San Francisco Bulletin to offset thc advertising
of the chain stores and to sell the individual grocer to
the consuming public.   A contract has been made to
use large  space, covering a period of twenty-five
weeks and space for the retailer's imprint is being
sold to the retail grocers at a very low cost per store.
The publishers of the Bulletin have promised to
give the Frisco grocers wholehearted co-operation in
their advertising campaign and will inaugurate special
features to help the campaign along.   Manufacturers
have been invited to co-operate, and it is the expectation to prove to tbem that the individual grocers are
the equals of the chains as distributors for their products. 16
THE    RETAILER
BRITISH C0LUMBIA-AI.HKRTA-TUK0N
Oct..I
>et,
Quality—the Keynote for Canned Goods
Wholesale and Retail Grocers Able to Exert Greatest Influence With Connors.
This industry is basically sound. It is not subject
to the whims of fashion nor is it subject to seasonal
demands or likely to be supplanted by some other
newly invented product, for we are dealing in a year
round necessity. People must eat. and there never
was a more economical, wholesome, convenient or
tasteful means of serving this need than through canned foods of quality.
The Fresh Vegetable Menace.
So-called fresh or green vegetables are becoming
more easily procurable in larger variety than ever before. This has appeared as a growing menace to some
producers .and distributors of canned vegetables,
but tbe preference for really fresh canned vegetables
can be maintained if quality production and sales are
emphasized as they should be and the consumer can
be intelligently informed of the real freshness of canned foods.
How manv consumers really know that peas and
corn and most vegetables sold as quality canned pro*
ducts are harvested, delivered to the factory, prepared
and in cans in thc warehouse ready for consumption
and not subject to any deterioration in flavor or value
for long periods, iu many instances, in less than three
to five hours.
How does this compare with vegetables gathered
in one part of the country and transported long distances—oftentimes to be redistributed from the larger centres — finally reaching the consumer's table
after days of wilting and loss of flavor?    Which type
of food is entitled to the terms "fresh vegetables"-'
For a number of yean large sums of money and i; |
less intelligent efforts bave been expended mi imp no
ing ihe qualit) and wholesoinenesi of canned f u
until toda)   it   cannot   be  contradicted   that   canned
foods are more sanitary, freer from possible harm an I
more scientifically prepared than any other food ier\
ed on the table.
This knowledge in preparation has gone along with
improved mechanical equipment until today it ii ,.
seem that the canners are overproducing in M.nte
lines This may be only a temporary phase and ven
much changed tomorrow. However, the curtailment
of any production toda) should be confined to t'u-
goods of inferior qualit)
Quality the Keynote.
Qualit)   will result almost  Immediate!)   in
things    reduce production ami increase consumption
Great strides have been made ami are sftll being made
to produce qualit) canned foods, but there i*> vet ?
for a much larger proportion being produced.
In th.s connection, wholesale and retail gr<»ccrs
aid the canner b) advocating quality, for as buyei
they  exert  the  greatest   Influence  with canners
The desire lo meet competitive prices should
lessen tbe demand f«»r highest quality goodl Under* till
private label
Avoid the practice of masquerading any  inferi
article under the term "qualit) " Too frequent!-,  lite
(Continued on page 23)
PpyAL(?iTy
^ ...   II
ROYAL CITY BRAND
Canned Fruits & Vegetables :: Jams & Jellies
HOYAL CITY fflAND
will satisfy your Customers
Only lhe vety finest go under
HOYAL CITY (BRAND
QUALITY GUARANTEED     ::     ASK FOR PRICE LIST
•Royal City Qold Labels make attractive display)
BRODER CANNING CO., LTD.
NEW WESTMINSTER, B.C. iM*
1927
THK   BETA]LER
BRITISH COLUMBIA    M.HKKTA    VIK'iN
17
The Platform of the Retail Merchants'
Association of Canada on "Buying Right"
and "Selling Right"
By Dominion President, Jot. T. Crowder.
Till problem of every retailer toda) in ever) part
.: l anada is geueralK coveted b) the term "coin*
petition" Broadly ftpeaking, there are iv,,> kinds
„i competition* "PRICE" and M*.k\ li I " Every
retstlei .s compelled t<» suppl) Ins customers with
igtKKli "ii a competitive puce basis,
Situ * 1921 puce competition has been a dominal-
iiiy facloi in ever) step <«f distribution lhe retailer
has made puce the main appeal in catering for the
business of the COUSUmei and he, hj tutu, hai d.-tn.ind*
ed price concessions from thc wholesaler and manu*
facturei There Is n«» question but that "I'RICT."
•' continue lo be a big factoi in husiness \s a
• -tpience, the retailer must take steps to place him*
mpII in a position to bu) rocrchamlise in such a manner
,i* to ineel lhe price competition "I bt- competitor-,
and certain!) an aggressive organization bk.* the Re**
tail Menhants' Association of (anad... which is con*
-muted to serve tbe interest! ot the retailer, should
wiceru itself with the solution of this problem
\\ v do noi have to seek fai for migge'stioiis where*
tn the tetailet cm improve hi*- oil) inu position
Wholesaler-* and manufacturers alike are urging
i hanged methods of bu* mg fhesc plan- resolve them
,( '- largely into two classes, one ol which is to
atlopi pool ot group buying either in thc manner suggested b) Mr (i \ May bee of Moose ).i'7 ns nut*
liued recenth at the Retail Merchants' Vssoeiatinn
' • invention ut Saskatchewan. Ol l<\  the plan adopted
■ lhe Yoik Trailing Company, Toronto; Metchants
CottMilidated of Winnipeg, the Canadian Department
>tes Limited, or the United Merchants I united nf
•saloon, al tof which plans involve... some form the
ation >,( a central purchasing md or distributing
HgeitC) directed either m part 01 iti whole b)  the re
tailers themselvei purchasing in ot through the said
St'l !H \
s
ll for no other reason, this development will be
forced b\ the Corporation Chain with its hundreds of     .
retail outlet- and its own warehouses, buying direct
from the manufacturer in large quantities at lowest
discounts, selling on the cash and carry basis, thereby
establishing a very keen price competition.    This development will be particularly noticeable in the West.
There is an opinion widely circulated that the
method- adopted by the average wholesaler for the
past ten or fifteen years have become obsolete.     In
fact we heat that the wholesaler can be eliminated.
This t- not endorsed by Babson, who says that the
wholesaler-' service- are still as essential as ever, and
that the wholesaler will be here one hundred years
hence,    In all our plans let us remember that THE
WHOLESALER'S   SERVICE   MUST   STILL   BE
RENDERED AND MUST BE PAID FOR.
After having given two years to the study of distribution in Canada, it seems to tne that it would be.
idle for us to consider any scheme of distribution
which would call for the elimination of the wholesaler's services, Even the most efficient cash and
carr) chain -tore- establish and conduct a large and
well -locked whole-ale house.
The organizers of the P.A.T.A. and the Canadian
I-air Trade League admitted the importance of both
retailer and wholesaler when they advocated the establishment oi a price which would assure the wholesaler a reasonable margin «>f profit and also a price
that w.aild afford the retailer a reasonable margin of
profit.     11  the particular plan now known as the
P.A.T.A. is nut accepted by the Department of Labor
as a satisfactory method of guaranteeing a reasonable profit for the services rendered, then certainly the
retaibr and the wholesaler must insist that an effort
be made to discover a satisfactory method of establishing a standard selling price which will afford the distributors a reasonable margin oi profit, because we
must bear ill mind that mere buying, however advantageous, doe- not produce a profit.   So long as price
competition compels a retailer to sell an article for
eost, "Buying Right' 'is not enough.
Hu* meat surprise to me during the past few
1 iuv ,        i. * ins its ardent
Un the ..the,  band, aitothc. Mil     "   ^ ^|||>(
champions whereh) the present naj M,!t..(
number of retail customers tn       a      .   am|other ....      ,..at surprise *.*>*» - -    *.
existing chains, wh ch    •*    «       ;iI ,m$ past, vvholmie grocers to the Canadian
, Menstve scale ,„ Ontario  0 [o M.(. ^
l^r.ug the neat  «* years      **      |(Utl„n, im,re      >   Thc Canadian Fn r Trad    .um ^.^
a marked increase m chain store tlitfra j|nM ^^^Lf'nd each s3 receive from
particularl) in the grocery hne, iMougn   ^nUt>u      uw }e88onably efficient inilj*jg remlcml.    lt
ill  undoubtedly   receive  then*U ^ Ho ^££?tfiSfaiw wholesaler would desert
I he advent of the A. &*»"$ „,!,., chains,.- an       sccm8 beyond behejjtat M]
posed spread of Plggl)' Wlgg*) •"'
dication of thnt tendency. members of the
As a conseMuence, the officer-and nu ml        ( ^
Retail Merchants' Association- to   *  lur,•       ,;l| -
i nues. must give B considerable amount       i
lention to this problem during tne .
We can conclude in the begu nil« tw^»     U„„
-roupbuying, either withior jy;hov , great in-
•if the wholesaler, will undoubteui)
.ease in the coming year.
al
or
s0l.ins bevoiiu m..** V"".".'      __
Mm » I'1'" '"' ",*,""! ,1 e retailer means the welfare
s""'° !lui Sir on     -.1 tu.r»Hy mm* that
„, ,|„- *We-.« *    ,, ,)C 0„|y too will'nK to
. » Wholesaler** arc his real fnends. 18
THE    RETAILER
IU0TI8I1 COLUMBIA- AMlKUTA   VUKON
October, 1'.17
"Protect Vour Customers With a Brand Vou Know."
"EASYKUT" CANDIED PEEL
Buy It By the Well-known Brand
1
li
ITALIAN
LEMON PEEL - ORANGE PEEL - CITRON PEEL
and
CANADIAN CITRON PEEL
1
I
In 1-lb. Cartons (24 to a case) and in Hulk.  Specify "EASYKUT" when ordering from vour Jobber, as we are now supplying fresh and adequate stock**
WILLIAM ROBINSON LIMITED
VANCOUVER, B. 0.
"Makers of the Candied Peel with a Reputation."
A     BRITISH     COLUMBIA     PRODUCT
DINA-MITE
IS HERE
TO STA Y
Thc experimental Stage has passed. Repeat
orders prove that ibis wonderful Health Food
is not "Just another one," but a permanent
steady seller, one that you can afford to push.
INCLUDE DINA-MITE IN VOIR NEXT
ORDER.
DINA-MITE FOOD CO. LTD.
TEES A PERSSE B.C. LTD, StDing Agint.
VANCOUVER, B.C.
Tired Eyes at Three-Thiity
TIRED eves are the certain result
in a store lhat it poorly or m-
ade.jiialely lighted, ll affects the
employees eyes, decreases iheir efficiency and what you save by
having cheap lighting fixtures and
inadequate lighting is paid out in
an immeasurable way through the
-.laff's resulting ineflicicncy.
Investigate modern methods of
-tore lighting. Not only the employees are affected but customers feel more at In.me aud feel a
warmer welcome if your store is
bright and cheery. Get in touch
with our Light and Power Department, Seymour 5000, and full details will he gladly given without
charge to you.
BBmsHOwi?-aw*^EuCTttKOTi«rCo
VANrouvm **-*r miw wilTMlNtTER OdulM
'■ll
T 11 K    K E
MUTISM COlAIMH! \
THE BROKER AMD HBSW VICE TO THE
It
ran lm
alive
n»<
His pri'
■*.\\f
• u*i
v.nll-!.*-
m undittnttncl fact tbat the sellci pays the
,. and b«* f* entitled to receive lor each dollar
"'„'<• hundred cent** worth ol sales service He
^les **erv.ec from 8 wle« agent, --I represent
,u| none other
,lt„ker who renden 100 per cenl service to
ioalf doe-* not st-p when he has completed a
ll,',. broker, i" insure .. continued business
j ncCcwit> bdh.w his principal'* product* to a
•„(-* consumer purchase
Brokerage Only to Brokers.
When thc idler pay* brokerage, he should pa) it
, .» «k^r X haVrepreaentelhtm «u the transa *
;;;f ;t;.[nnot  econ,,mcalh.cll,,,!h   o,  morall)
l«) it to anyone eiM ho
H„ i,tnri acting indivriuall) oi in     .
.   fol „,, brokerage on hU purely art* h. p
, ;;1xr:;v-;;::r:;:f --i•
X unwilling, or caniHil give to «Hhei *wtomew
,k  (or preferential refund, unfa.. ... vl<*...    -
.    llu sellei giving brokerage to fl buyer secretlj
m    inefleuvrg     k ^atnmer* to whom he
,!U.|rM«...r, Ihr biiMney o Mile       t  ..    * .
ha, ,»oi given preferred price, and nas
his own proflpecti ol fnture profit*.
\..rh',..«W•'•■»••■;'•;,;; -;*,;;; ,::,'..
.,.i,„, ,.i ptckaging •-""' I.'1"11'"*.* •*"* '     |   ,,, ,,.
.*„.,*.. micWl) wlt«d «•■ I** '"•',k" "',;,,„„
■ •■... .-nr Kr.Ti.-i-'*•*";,;.*v; ,/.,».->■
md in lhe end. when necessar.  .tm
lection representative ,   • ,.    sa;c ,,
H*- pivs hrokertge o«l, "'"'"■,' .,.,,,,,. .„,.',
 7^>i-<-*:<r>--])%22i 22ii: >...
nu seller ihottld be compelled to »ori
\i.\. lm brokers ,      l(!,| payable
While it ifl tine that brokerage «i *       ^^j
when the Mile i* made and acccptoi m -f
between the tenth nnd fifteenth on «he ^«
di iter)  ba, been made       In ejier    ,    fcerllRe paid
cced* o the flalemaj be collected, aw   ' ,   tht.
therefrom,   It ifl n distinct financial ad^anaj,
T A I L E R 19
\I.HKItTA    YUKON
pas in salarv. If forty-eight brokers have no market
im his product, thev are serving him as sources ot
information and advice, without one cent of cost. In
addition the seller saves the additional cost of training a new sales representative or the est of salesman
"The1 principle of brokerage service must be maintained in order that the buying co«U of one and the
wllinif costs nl the other .nay be kept low, because
withoul the broker these swelling costs must rise as
lhc|iuver attempts to obtain at his own expense the
infnrnition which the broker brings him W*^
a, lhe scller Bttempti to seek the markets by personal
UI act  ur lhroUglh ,nM.loyed salesmen   ^rkets in
wnlch |U. n„u |m8 a resident salesman, unpaid until
■ i ' _.     . .
11
Sale* Coat Predetermined.
In* produces business,
lhe seller employing broker* toco   \ (   ,
,.n/at«on kltoWl  Uflt wh«t hl»« -, ,,1(|
i.   tube   If the wlWhe* 100,000pi rcei.     ^
il   brokerage •* on b percentage or   «        re(jeter*
I I  the  selling price, hli «»» c .   .      |, are
:    ud    That sale, Wfll is *»'*»""\ ',     g
i    nufactnred it) Montreal or \ anco *              w,
Were he to depeml upon »R,f*'n;"n" fl{|   hotel and
ariei throughout the year,, wun '• ^ mus| seek
•    lor expense adde.l. and   I tm   w»   • ^ expense
e market here, there, and ever) «nei
lotinti accordingly.                 , alu| if he has
The broker is lm rcfliden  «*!••»»*"« JJ   blc sales
ity brokers, he has fifty high c»: »ni working
vecutives. each with one or nun. * expCnse tin-
*. the seller throughout the >c.»t - mcn cfl|1 a„,l
less business is actually securnl. ^ .uto,.,| to
in earn nu.rc than the average sen
WAR ON THE HOME TABLE-ITS EFFECT ON
THE GROCER'S BUSINESS.
(Continued from page 8).
.- getting altogether too complicated to be of any
use i" anybody. I am not inferring that ethics are
unnecessary ... the grocery business or any other
business. Without ethical principles there could be
no business, My objection is to the growing habit
of business nun in pretending that some particular
situation is an ethical one when it isn't and that anything the other fellow does is unethical.
It .- in>t enough for an organization to go on record with a blare of trumpets that it will hereafter
live according to certain of the highest moral principle-*, which are engraved on parchment and signed
in blood    It should first be decided that.those beautiful principles are not simply a declaration of warfare disguised like a peace treaty.   And a code of
ethics .s useful only to the extent in which it is used.
The Better Will Win.
! In* only hope of the wholesaler in this new competition is to become a better wholesaler. The wholesaler .- necessary to distribution; I mean the functions of the wholesaler are necessary.   But in this
new competition anybody can take over any or all
..I these functions of the wholesaler, whether it is
manufacturer, retailer, chain system or buying agent,
and there is no law against it.   The only way the
wholesaler can keep these functions is to exercise
them, and as long as he does that better and more
economieall) than anybody else so long will he stay
ui husiness,
HEINZ A CO. TO ERECT FACTORY IN LONDON,
ENGLAND.
1 he famous American baked bean has gained such
hold on the British aud continental appetite that H. J.
Ileitis! Company is erecting a factory for its production in London,
To make the operation complete, the company is
erecting a can factory in London, and the new plant
will be in working order shortly after the first of the
reu*r-.e<l to hu **«*«"' e" ''    0K. «... to*" V*?«*
ordered. 20
TH E    RKT A ILEB
lUUTISll O.l.t'MHIA    AI.UKUTA- YUKON
October, 192?
"Zhat Wheaty Flavor
t*
Brown or White
Baked just right
there'-a never a doubt
about the Qyality of
CANADIAN • DAK-ERICS • LIMITC3
fl ROYAL YEAST CAKES
MAKE PERFECT BREAD
Protect^yourself
against,variation in
quality/ Stick, to the
products whose quality is uniformly high
grade, with never a
bad lot to infure
your store's
reputation*
i\wM an' ^osa y°ur
customers.
I     \N    ("ill If 7 1   l.DMf'ANv   [iMUf.O
NOW—Successful Hostesses
Recommend—mBBBbH
•sptmBoj
* * i 11. * i
'.9-Offe-**'
It unquestionably the finest
Coffee obtainable.
Roasted and Packed in Vancouver by
G. F. & J. GALT LIMITED
Imperttrt and Manufacturen
TEAS, COFFEE  ANO BAKING  POWDER
VANCOUVER, B.C.
Ths Baking Powder packed under this
wall-known label is easier to sell!
Greccrt oro Ullinf «• ||m| wk*n c«»tom«r* onquirv
for Baking Powtitr. tl» cUrk* Smi il Mater ** -*r
"EMPRESS." Ik!* wllUo«» mottso b*in(
SYNONYMOUS WITH QUALITY.
EMPRESS
MANUFACTURING  CO.. LIMITED
VANCOUVER, B. C "hi'
1025
THE   RKTAILER
llltlTlHIl COLUMBIA    Al.HKRTA-YUKON
21
GROCERY PRICES CURRENT
Tht ftlUwInf art
,rleaa quottd for principal llfltfl of Hiding wholeealt flrmt.   Price, quoted are ntceeearlly
subject to market fluctuations.
■  w.
OILL1TT  CO   LTO.
Vot
ocj* veeet—
1 -*<>•   l'i»e»   In  r«M
Put* flM  LsjO—
4 Ou*   \n caao
|   HMM •   •
io >*••••  t «t»i   In
w*f c a***i*** p********
4    Ml        t     **<»•
4  -I    4  <b'l
i ui  4 flat
11  ,1    4  «!"»
§%&)  t n*>o
I ft .  S <!•>•
4"» 1 (AM Vol*
u»|»{ t*c4o. Caee Ne. i~
1   CAM   (*•>  It,     lf*.k*»f»*»>
1    a*** of  »•,<»•
•I Cl'MAlU at Ml-
ill   lb    k«*f«.   {*•**   ki>«
»•.*-.-    lb     Ih»U»,»     |»«f    l*M*t
C«u«ii( Beta (4Vanwlal««)~
5*  tt,    I'iMiUi   i|»n   Um    It
ll* lb*   iron drum*  ,. ,.
C»tim ot Tartar-— «.
ib   t<«t*r •(Iii*   (I do*   in <••*)
,-*»♦»
LTO.
u in nk !*«• w *••ln ■•*?' :
., lb  ran. «Hb •"•» «•*** M *■
in   caw)
» lb   ran. «taw <«*•" ** ««*   ,h
T ft OUR  p  um   *t*t*m*r—"
I tb   aquafe ranlatare. H *>*  ,n
• AM) I   ■
|0   lb    Wand***   «"(»»#••
ji tb wnnflafl fl*na
:>.a) it*.   tm*4 kiffl
h   ib  Unad barrala ***.
KELLY. OOUOtAfl A 0.
Nabob e>rod«»«U.
Aim**t*M\ N«   1.  Una dot
i^if-i powdar, « II n- *"
luwihf Povdws ll n*
i ..Mm hnrflar, U ***** A"%
ti«iiittf Powdar, • •**• «*rtl
I-mbs   ^a. doa  » ———*
lt;«*-k Pepper.  Ul** d<>»
- ,-.f!)   Halt, ■!*•».  doa
Kltob Coffee, email Una. •*»' b
ruffe*  ta lb
raffia, Oo Nabob tb.
cuetard*   Powder,  doa   _--——
quick   Tapioca,   dot      ■
Cboeolata Puddiaf. doa    —
■lull Powder, amall. dot
>lnnamon, I flfl  tine, ,*,,t
• «->enne Pepper, I Una, doi
itovna.  •mull.   d«»a
'-iirrr Powdar. 4 oa fllaaa doa
'teem af Tartar, t ■	
•'tram ol Tartar. H«. tifli -
1 rum **t Tartar. **>•
inaar. amall,  doa
i'.iitucii, m oa. doa
Kxtracta.   I  oa   doa.       *********
Kxtracta,   4   oa.   dot
Kitrarta. | ot   doa
Kxtracta, ll oa   doa
Mara, amall. doa	
Nutmeg,  amall.   doa
I'aprlka, email, dot	
no
m
<***>
*4l
I to
111*
I.U
ti*
I> Si
; io
:j oo
Vot tb
, Mw
pat Ao*
m I »i
\'A>
Pa.tf y   Dploa,   I  tttt**.   'I't   .
I'ouiuy Oretatofl, Beit, Bavory, Thyme,
Tame-He, tins. 'i"1
i*i, klits-c B-jrtea, loi   No  *
Marjoram, Iflnt, Partley
\\ t-.it* Pepper, ,,*",,  ll"*
Coata* on. i o» dot  -	
Caalor Oil* * <>• Jof
Kpawa flail* •«»   dot
Krull •'■»i"'». I Ot   dot
Iffinga (boeotata, Bote, Plait, i*n>on
Vaalla, Wblia, Almond. ot*ns*o do*
toS$  Powdar, dot
Uameaare Powdar, o**      * -
Muatard, It dot
Muatard,   H*-  d',»   -
Muatard, V dot       *******
Moatard, *i Sn   ■
H»»l|»h>ir.   %*,  dot - •
TP*. OiwHi Ubel, It t^<*
%  tl,   tin*
i» ii,   packagw
i \n  paekaiM
do Uuxa. Afleraooa.
.00
90
90
.   ,10
.    .90
... Ml
... 2 10
._   .40
2 25
Tea.
T«»*
TM  «l«  >•"»♦•   V  P"r
«« Last, Aflernoon **• iH'r
it.
Tea   0
(',.((*•<-.
par ii*  !,,w'
Tea <o*-'i Conet
i#>****
not   A***' ■
AMI   100 H'  '"■•'*
111
.70
... MS
......I.M
...... 4.M
— MO
  1.40
......   .«
.    «*■
 41
 67
..   .40
.   ,11
. ..   .78
.40
t>-
100 lb*.  I<>«»'  lc
ver lb.
MO
Maohtnlo'i rino Tar, box or 60 2 71
OlWa ('MHlll«, citkfH, box of 200  4 45
Primrose (wrnppod), box of 25   4.70
Royal Crown l.ye, box ol 48   4.80
I'cndrny'H  l'owdered  AinonlH,  Imix  24... 3.8)
Spadlai prlceH on r,, in, 25 and 100 boxea
Pendray'a Water (Huhk, I'-kk Pr«Hervei*—
('n)*eH, 21 Ioph per cu«e   4,4
Itoyal laundry KlukeH, In bbla 1
(Special price on contract)
Hoynl Crown Soap, 4a W4a   3.41
Itoyal Crown I'owder, box 24 only  5.4')
HoyaJ Crown Cleanlier, 48 Hlfter tltm .... 3.70
Itoyal Crown Powdered Ammonia, 1 lb  3.81
White*. Wonder, box or ioo        4.5o
White  Swnn  Soap.  100    4.00
While  Swan Washing  Powder, box 24 5.SO
"Jlf* Stidn In a Jiffy, box ol 24 4.80
Planting   CBHtlle.   2*>h  3.71
80
.11
0. F. d. J. OALT LIMITED
BLUE RIBBON GOODS
lb
I lb.
lb
agar,
,\ t
Mi
• II
i4
41
41
J*
IT
0   BURNS A CO. LTO.
-4Mmr<K'«   P•-0<»ue,••
to
Mi
Mi
:ti
14 *»&
.   .11
,10
90
31
.   -M
il
. W
.    M
_    »•
.I'i
90
t*i
>0
.   ***
.... III
.11*
I tt
I 9«
:•&
(.10
|I0
,noo
90
90
•0
nokttt ii***1-
Minn'  • '     i!
lhri*<. <*'u
,   V*«       *   *"*
>.l* .'('"!"•.•
I ,.kt.S n»
Imi»" a
\t .,„■,'*■*'
\t ptitutyn
|>..m<l»|.-n
PrlpplM
iijit»<»
Han
II
J,!l'.-I t
I •..'.   *>
I*-'. Sa
I ltd   •••
I ird, N
Mine tm tat,
Itnllvd *oo*i
,  ... it.
id*
AIH
i a   \'*'i
tl«.
ii    rtft-oM
rr   lift    ft
il*.    ■
.of.   \
-.f.io »•" '*
(  *.|U"",>.    i*'
, itnalkm, "**"   ''• '
r„    s|,,,„„.****..  P»l   ■''
IJ.I4 l'-«
||1   llw     V"   ■■"
i;.U to . f'-
.    h n,•I   IW
,*»»r«
lb    ■
|l„   '
b.ii'.l
,,.lie,»
».,.. (   '  lb b"  K"
Shaft
V*i
n>
& tb tint *|*t*''
,.„«.! iml f*11'11
Ini •
lOllw, appro-**-
•,„•! un,
Kill,
Mttt l--,',,• ,,,r
Porli, t-,*'-,
vlcOfd i'*
ll lb
ntt, p«r
lb
lb
tritti drawl0*' P"
tv       i,Mh kl»«d
ifi
ll,
i,i. •k.-it. i"
;i,   t>r
th  t,,>/'•■*.
.14
,4$
4J
II
.>' i
H
.41
..*)
,i;
,36
JS
.12
,M
.14
II
.44
Aii't
,»i j
,19
,19
.ISH
.19
,10
.43
Coffe* (Vacuum Pick)—
1  lb. Tim, per lb	
Ttt (Red Label)—
1 Ib.  ptu-knget), per lb	
'•i Ib, packages, per lb	
2*a  lb.  packagei, per Ib. .
5 lb.  packages, per lb	
Tea (Japan)—
1  Ib.  packages, per Ib ....
4 Ib. packages, per lb	
IM  lb. packages, per lb.
Baking Powdtr-■
12 ot. Tins, 4 dos. caae	
16 os. Tins, 4 dos. caaa
3 lb. Tins, 1 dos. cast ...
5 lb. Tins, 1 dos. case ..
.49
.19
r
.M
.17
.00
41
.11
.10.00
.11.20
.. 7.41
..11.90
THE CANADA BTARCH CO. LTD.
Laundry Starchaa—
Canada  l.«undty  Starch, 40-lb. box .09
White c.iosa, l-lb. pkga -  914
Acme Gloss. 1-lb. pkga _ —...   .t%
No. 1 White. 100-lb. kega  94
Kdwardsburg Silver Gloaa, 1-lb. pkga.
40-lb 1114
Kdwardsburg Silver Gloaa 8/4-
fancy  tin  eanlatera,   48-lba 1IH
Kdwardsburg Silver Gloss. 100-lb.
kega  „   .1014
Celluloid 8tanh (boxes of 46-pkga
per  case)    * 4.19
Culinary Starchaa—
Hen-son's Celebrated Piepaied Corn
40-lb.  boxea,  per Ib „   .11
Canada Corn Starch 40-lb. boxea, per
     9*4
Corn Starch 40-lb boxea
   .9H
lb
Challenge
per  Ib	
Casco Potato Flour 40-lb. boxea, Ib.   .11
Srlr.t'l    *
THE   ROYA
L CROWN  SOAPS LTO.
—F.O.B.  Vancouver,
Maiola Oil—
Mutola Oil, la
" 4a
" la
,,...**»*****•*
wtetaaeitttiti'
■MitawMaitM'
T.M
1.41
ll.W
11.11
unt-
.,  price  --1"   r	
Vancauver^Pr^ Wf|tmln,t,r.
Term. N.tt *0 S*J**
6t b>x ot 144
.,    11  (<s  oo*  '-
Ku-»k, ^Triton), box of M
Klondyke   <«WJ ^   ^  ol  »■
Bn*«»h B,U   '       Ih.x of ioo ..
Mr,■luinlc s   l ""
4.80
610
C9i
4.0>
3.10
, Ml
Corn Syrups—
Crown Is, 24 to case  13.41
Is, II to caaa  4.11
10a t to caae  « 1.70
10a, 3 to caae  — I It
l.lly la, 14 to caae  14.01
la. II to caaa   4.11
10a, I to caae  *. 4.N
Karo, le 14 to caae  I.U
        *. ill
la, il to taa*
lOt. I to ea"
 *************
tit •>•)
THE    RETAILER
HRITISH COLUMBIA-ALBERTA-Tl'KoN
October, 1927
Lake of the Woods
Milling Company
LIMITED
Makenof
FIVE ROSES
• FLOUR •
The World's Bett
Daily Capacity 14,200 Bbb.
B. 0. Offices and Warehouses:
1300 Richards Street 1614 Store Street
VANCOUVER VICTORIA
TWO WAY
PROFIT
Kverv merchant desires ami aims tt. make each
r
sale a satisfactory transaction, Loth io his cus-
tomer and himself.
From the ever-increasing output of
KEYSTONE BRAND
SCHOOL SUPPLIES
we know that there is satisfaction to the user-..
Dealers also make a nice margin of profit,
Is there any reason why YOU should not stock
this good, made in It. C. line?
Specify Keystone on your next order.
Matle in Vancouver hv
Smith, Davidson • Wright, Ud.
Manufacturer, a Whotaale Paptr Dtabr*
VANOOUVER VICTORIA
NOJTtat-atba
tha
"Doea ll pay lo
gel lightweight,
split
trti
Juat any bait  and
bate lhal fall apart.
cuet-omare for your
YES!
It fay* to tpeclfy "ATtAt MUTT" and
|tt a tough, atrong.  ahockproof bag
one that nam falla to sotlafy- one that
la certain to gal lha gooda Into yoor
ruetomer'e  home   without   tpllttlng  or
apllllng.
ATLAS KRAFT
alwaye full weight   alwaya full count -
alwaya uniform
Mad* e* im% Port Kraft
The Continental Paper Products
LIMITED
ReprcHcntntivcfi:
Smith, Davidson & Wright, Ltd.
Vancouoet, Victoria, Edmonton, Calgary Ocit.1 -rr. W-7
THE   U
I1RIT18H OOI.UMtl
*    M.IU-'llTA    fUKON
23
2
QUALITY-THE KEYNOTE FOR CANNED
GOODS.
(Continued from page 16),
Ctnncffl labels reatl "fancy" when llu- only real fancy
pari ul the package i* the label itself, Too many artl*
cIcji are listed in advertising and show windows by dis*
trilmlori fli "fancy" when in reslil) the) arc scarcely
standard. Thii not only is dishonest, but destroys
confidence m our consumers and lessens sales.
"Pncltntj to OrtWrH Salea.
Il.iw else than In placing pack ing-lo*ordcr contract
can -a distributor he aflflured of dependable quality?
Tin-, form «»f contract binds the producer to the buyer
with definite standard* in view from the unu- the seed
is planted until the gOOdfl arc delivered Such contracts
make for mutual confidence The producer knows his
effort! for tpialit> are being marketable and the
buyer in turn ifl assured o( qualit) stock *>u which to
•.le j tend
While some content! that so-called hand-to mouth
buying i*. an economical!) sound practice affecting not
atone canned fotwls hut evcrv line ol distribution and
ts here to stay, is not there a grave danger in carrying
tht- de*irc for quick turnover to such an extent that
ihe benefits gained hv lower inventories are more
than offset by the loss in business occasioned through
iitabtlit) to till orders because of lack of stock? Has*
n't als,, the shortage ol itock a tendeiic) to lessen
sales effort in lhat particular slock?Thc distributer
who can guarantee a dependable regularity *a qualit)
tlelivef) i* Assured future success.
BAKER ASSOCIATED ELECTS OFFICERS
Baker rVasocialed Companies Ltd . thc recently or*
ganiied compan) to act as salea representatives of thc
••■"duct* of Walter Baker iV t ompan) of Canada,
l.td. and of l;raiiklm Baker, I imited, has announced
fhe election of ihe following officers Franklin Baker,
jr., president; Donald S McKcnna, vice-president;
•Kalnn Starr Butler, vice-president; A H Torongo,
secretary; L A Zahrn. treasurer These officers
''•nn the hoard of directors of the company.
•Mr McKett/te will he the resident director in
•hargc nf operation-* in Canada,
DONALD S. McKENZIE
The head offices of Baker Associated Companies
Ltd., will be at Metropolitan Building, Adelaide and
Victoria Streets, Toronto. Canada.
The factories of Walter Baker & Company of Canada ltd, manufacturers of Baker's cocoa and chocolate, and of Franklin Baker. Limited, manufacturers
of dessiccated and canned cocoanut, are located in
Montreal
WHAT TO SELL.
FRANKLIN BAKER, Jr.
Don't sell pianos—sell home life and music
and pleasant evenings,
Dent sell clothes--sell personal appearance
aud attractivenss.
Don't sell shoes-sell foot comfort and the
pleasure of walking in the open air.
Don't sell automobiles—sell travel and scenery and the great outdoors,
Don't sell life insurance—sell the feeling of
sennit) in the family circle.
Don't sell fruit—sell health and pure blood
niul a life without drugs.
Don't sell candy — sell happiness and thc
pleasure of taste.
Don't sell furniture— sell a home that has
both comfort and refinement,
Don't sell books—sell the joys and profits
of knowledge.
Don't sell printing—sell the power of publicity.
Don't sell advertising—sell a short cut to
nunc sales and more profits.
Don't sell theatre tickets—sell forgetfulness
and amusement and romance and adventure.
Don't sell toys—sell gifts to make the kiddies gay.
Don't sell Things — sell Ideals, Feelings,
Self-respect. Home Life and Happiness 24
T H K    II E T A I L E R
BRITISH COLUMBIA- Al.HKHTA -YUKON
Oct..her. 192"
BE CAREFUL TO ALWAYS SPECIFY THE B. C. BRANDS
Paper Bags
Light Manila
AN 100' i B. C. PRODUCT.
"PACIFIC—Ufht  Kr»ti Quality.
"WESTERN"—Manilla  Quality
"COAST"—H.avv   Km ft   Quality
Light Kraft "HITONE"-\Vlili.>  Bulphltfl Quality, Ht«wy Kraft
Manufactured in Hritish Columbia hy
Esiirihram IP&petr FVwkcte C®0 LftdL
VANCOUVER, B C
Sole Agent* for British Columbia:
fi
Oroao **lr*v*
wnttt fluiphitt
The Norfolk Paper Co,, LftdL
136 WATER STREET Phone Seymour 7868 and 7868 VANCOUVER. B. C
Has your
PEACH BUSINESS
met this growth?
The automobile competed with nothing else. It created a new
need   an entirely new business.
The radio offered a new source of sale to thousands of distributors.
In the same way, DEL MONTE Sliced Peaches have developed
an entirely new opportunity for poach business for every grocer.
They are more than a fruit dessert by themselves! They are
alfo suited for simple service in made-up desserts and salads—-a new
use never really filled by Peach Halves.
For years, DEL MONTE advertising has been building this
•pedal market. Our sliced Peach volume, and the Sliced Peach
business of most distributors, has grown at a tremendous rate—
with no slowing up of othsr psaeh huoinsso.
If you are not selling DEL MONTE Sliced Peaches just look at
tbt record thb product haa made. It represents an extra source of
volume   quite apart from other canned fruit sales.
CALIFORNIA PACKING CORPORATION
San Francisco, California.
DEL MONTE
SLICED PEACHES
n J less        ******* Halve*
IWflP"    sued Pineapple
Crushed Pineapple
Apricots. Pears
Plums, Berries
Fruits for Salad
Cherries, etc. IK
- ,l,cr. 1927
TH E    KKTAILKR
imiTIHIl COLUMBIA   ALBERTA—TUKON
25
OME NEW
,
TIPS
uaaummwrnm
for
Hallowe'en Party
Wiijdoiv Displays
i*spo<*ot lo ike "lUteil-K." by trn.il A  Dtnchi
Thc foreground of  thii  Hallowe'en letting can be uaed for
practically any kind of merchandise.   The drawing gives an
idea of parts and general effect.
e
W. arc all children wln-n il conic* lo fl party, ami
Rouicbow then ifl soouthinw' cspt-claU) appealing about
.-, Hallowe'en party Sotw i-clatters think thai it i***.
i!ajM.«ksil»|i> tu im,l Miintlhlug n«« for tlnir Hallowe'en
display*, mi tiny gi\<- up ami iheit wonder why the
Rton down thfl itreot Is nettln-g all the business. It
to Inii- that mot! people know all tint-.' is !<» bu known
idioul Hallowi 'in aeeeaRorh ■>. bill Ih-rh is such a thing
• *- suggestion If you make your windows attractive
•■noiifh, people will suddenly decide to «iv< n Hallowe'en party antl th>ck t»» your store i«** Iheir decora*
tiona,
A Woodsy Atmosphere.
A Humorous Display.
Mr    AH-oi    Hnilmk.-i*.    Piaplaj  ^^^
lirolhm, pargo, North Dakota^.^^JtJxl
,mm Hallowe'en dUpla,    Mm J* *   %lflncing
ihe ceiling, wan n narrow  Wear ot F   .       h
rronnd In the moonlight  On ihjtar^*■ \\m^
,v,.,.,li,mlyfriviloUH,,,..m..s      1, > „* ^w,
shapes and *\*m and rep -...      « figure win
ligureadaiteing abool on the wai • . n.. T!l,
* printed letter making t!l". "'^J.^,,,,,! Ai the
figures wore orange on n oia" j j,,*,,* i,v
extreme U-fi lide. of the window *»; )h ,.„,,
two skeleton*   IV eard rend:   non n Urgc
Una Get Ton."   At each aidi ol Uu  nm      ^^
ithoat pointing a bony finger»' ;;■■"" >;      ->llU don't
■• to «y. HAnd the GoWini will g« N   ; . [, eenlcr,
.aid, nut!"  Bitting on th, floor     »»    'J
was a largo eat  Prom hlfl mouth cairn w
"\'\\ Say Walker Hro*
RBADQUARTBRS FOB HALLOWR1^ 00°
,. Placed here
The floor was eovcrod with crepe pap • ^ f||YorBi
and thero and leaning up apliw111 «' ; tr|nun|n^.
eut<mta, lantei™ and different Haling'^^
Tho entire window wna In on}1***.1 ^m\H and eat,
wUhaiireenflaHherlnlheeyeaonH»in«
Strawbridgc and Clothier, Philadelphia, had a delightfully w.Mi.lsy Hallowe'en display that was certainly oul of the ordinary.   In tho center of the window
was an enormous bronze vase, filled with artificial
fruil.**   oranges, pears, poaehes, bananas, grapes, great
■lust, is and branches of which hung over and far down
the sides,   The spaees between the sides of the window
and the vast were filled with oak leaves, sprays and
branches, the same also being massed around the base
of th.  vase,   On each side was a round table, with
white crepe paper table cloth, and orange crepe paper
with Hallowe'en designs all the way around from the
edge of the table to the floor.   Small plates with Hal-
lowe'en favors indicated the places of the tYasters and
little grotesque elves lay or sat here and there on the
table, among dishes of tints and candies.   Large oak
branches and clusters formed the background and cov-
crcd the vide walls.   They were partly separated into
great sheaves, each being surmounted by a large illuminated pumpkin bead or grotesque mask.   Other
figures and  Hallowe'en novelties were eoiispiciously
plan.I iu the window, interspersed with very attrae-
live baskets and dishes of confections and nuts.   Two
ii i' si r carnival figures, gaily dressed and masked,
one of eaeh sex   faced eaeh other on opposite sides of
the center,   Only one advertisement appeared.   It was
n placard in an art frame, reading!
"Hallowe'en   t'ostumes,   Novelties   and   Candies
l.asemcnt."
Making Use of an Alcove.
John Mullins and Sous. Market Street. Newark,
N, ,T, had a Hallowe'en party setting in the alcove of
iheir main window. The alcove was about twelve feet
deep, just large enough to hold an interesting display.
A small living room table, spread with a black and
orange crepe paper runner oecupied the center of the
display. Lying on the table in a bed of shredded orange enpe paper was a papier machc pumpkin. Guard*
• nd mi
iloetrlc ticker on the \\ in-
low 26
THE    RETAILER
BRITISH OOLUItfBIA-ALBKRTA-YUKON
October, 1927
ing the alcove, which was shut ofT from thc rest of thc
store by orange and black crepe covered screens, were
two floor lamps. Their shades had been removed and
replaced with pumpkin faces, so as to give a wierd appearance to the setting.
The main window leading from the rear alcove contained a large table set for an elaborate Hallowe'en
party feast. All the fancy fixings were used, so as to
help any pu/.y.led hostess who might be planning a
Hallowe'en party. Both the china cabinet and serving
side board with which the room was also furnished
were given a festive appearance by a few stuffed black
eats and pumpkins being placed on them.
Simplicity—The Keynote.
Bradford B. Smith Variety Slore. Bridgeport,
Conn., had a window very effective and striking in its
simplicity. The window, which was a long one, was
devoted to Hallowe'en party masks. Six long wooden
shelves, one above the other, gave the window its unusual appearance. Kach alternate two shelves were
covered with black crepe; the rest with orange crepe.
Full face masks were placed upright on thc shelves.
with a small papier maehe pumpkin in between eaeh
mask.
A Different Angle.
The Gotham Shops, Inc.. New York City, looked
after a different angle on the Hallowe'en party. A
card in the window devoted to flashlight photographic
supplies read:
"Take a Flashlight of your Hallowe'en Party.
We carry a complete line of Flashlights and
accessories.    Free   instruction   given   inside."
Featuring Toys and Novelties.
A Hallowe'en window display by K. McKicchan's
Dry Goods Store, Winnipeg, Man., Canada, featured
novelties and toys. A network of string, made in the
form of a circular spider's web, was spread across the
glass of thc window, being attached at the sides, top
and bottom of thc case. Paper and paste-board representations of pumpkins, witches, black cats, aud jack
o'lanterns were fastened in thc centre and at various
other points of thc "web." A shelf, draped with colored tissue paper, was decked with novelties, dolls, masks
and jack o'lanterns, and some of the latter were suspended at each side of the shelf. In thc background
was a semi-life size model of a negro woman, dressed in
a red paper cap, yellow cotton blouse, blue silk shawl,
blaek cloth gloves and a check dress of cotton.
Usual High Standard Maintained.
Thc Hudson's Bay Company, Vancouver, B. ('., Canada, had a very attractive trim—one that was in every
way up to their usual high standard. It was arranged
in their large corner window at Georgia and Granville Streets. The background was formed by a large
circle of orange crepe, hanging from which, at each
side, was a long draping of thc same shade. Running
vertically down the center of the circle were four small
pumpkin ornaments, flanked by an imposing trio representing a cat, an owl, and a bat, dressed with a large
black hat. In a large pot at the right was a shrub with
a wealth of blossoms in green, orange and yellow
against a foil of blaek leaves. A similar pot on the
opposite side, had a collection of "pussy willow"
stems with "blossoms" of a like variety as far as colors go. Pumpkin lanterns, grotesque figures and table
favors were tastefully arranged on wooden stands.
On the floor of the window, which was partial I >
covered with a blaek oval mat, I rimmed with sikn
lace, were stacks of erepe border trimming, arranged
in a crossed formation showing the conventional black
and orange. Paper serpents, caps, bats, skeletons, and
many other little party favors were placed lure and
there on lhe floor. Arranged along the front wee,
rows of masks, i uvaricty sufficient to suit any whim
"The Party Book," "Indoor Games for Voting P..,
pie," and other timely literature and a framed card
"Hallowe'en Novelties from tin* Stationery Depart
ment, Main Floor," were placed near the front of th.
window.
Hallowe'en Party Atmosphere.
The Hallowe'en party atmosphere was presented on
an elaborate scale by Abrams and Straus, Ine, Itr.n.k
ly ii. X. V.. but the idea eould be adapted on a small, r
scale. There was a long dining mom table, with aboul
fifteen places around it. Genuine ohinaware, cut ■•Ins-.
silverware, eutWy and linens, equipped the table S. I
at each diner's place was a Hallowe'en party favor and
t raeker. Here and there the tabic was flat with a brass
electric light holder, the bulb of which war* conceal..I
under a small papier maehe pumpkin, which cast an
eerie glow* when lighted at night The brass work ">f
the holder was covered with stalks of wheat. At th.
middle nf the table was a real Hallowe'en party enk*
in its rich orange frosting Several upholstered chairs
were pulled up to the table, with a party cap on th.
arm of the chair. At the right central corner was n
cabinet phonograph, near which was a wax headh «s
figure in a black gown A large papier maehe pump
kin was placed where the head should hnve been.
At thc left center, near thc tabic, was a wax boj
ligure in a blaek and orange pioiTOt costume, with ;i
pumpkin face topped with a party hat, At the left
front comer was a large black wooden tub, filled with
water ami several rosy apples floating in it. Severn!
small banjos am) ukeleles rested on a smalt side scrvina
table along with books of Hallowe'en games and sheet,
of latest music. A number of apples were dangled on
strings from the ceiling At lhe front center was rt
framed sign, executed in blaek script on orange board
"Miscellaneous Gladness that  contributes to
the Festive Hallowe'en Occasion,"
Orange shaded lights enhanced the spirit of the settinc
The floor was covered with black plush, with an orangi
decorated rug along part 0 fthe front space, A num
ber of Hallowe'en party favors were distributed about
the rug The rear and side walls represented a real
living room, even complete with doors and fireplace
Orange silk draperies, studded with blaek witch and
• at cut outs, adorned the doorway.
Power of Suggestion.
Hallowe'en comes nt a most timely part of the year
It is too late for straw rides and harvest picnics and
too early for skating and sleighing parties. Poonlc
nre just in the humor for a party of some kind, and it
doesn't take mueh persuasion to get them enthusiastic aboul a Hallowe'en parly. However, you must
not forge! to make your windows as attractive as possible, as it will depend on lite wierdness of your display whether or not your October receipts will be
large or small.
(All Bights Beservcd) October,
"27
THE    RETA ILER
BRITISH COLUtfBl A   ALBERTA-  Yl'KON*
27
Dry Gooda Market Report
Vancouver, Octobei 12, 1927
jlu. marUt in cUh and ready-to-wear ha* been
CUJ], i(iored pool up to the preset time, andlitis c
wrlfd that retarded heav> weight tatinea* t» defer
'   . opening ol ipring lines in women * g \*        -
rL    agcnoc.arcnoidtMH-di^iH^iH-y.
,,.kU until thr preaenj KMon ii provide* k  n
: ie. that mueh remains to be done tn both plain a. <i
cv iX wl ecu. the rtkei»h?,l l^Hig t^i heavy
uWrct will be In demand up to thc middle ot Nmeni
.I!      nu^lmlally M>lrerral..rvura,c.M. I.. b««g
li1Rne-a pattern! otrt prematurel)   so intent has tm
.„rac) r\i\ become in recent season*.
1   inverter, are being taken »»*™£™£
irlcr, foi tbnr habit -1 trying to lurci    u .
.,.,,1 margins arc alui.M clmmut.d.      ' ,
^d to e*i»t in fleveral divisionj o   »«   '■"
uli ,s found with man>  who bcl.cvi  escry wi>er
Aahotellfl then how chwplj  their competitors an
■>< Iling at. .it   nnd innarcl
more treely it ihli writing end • -">**<■•""*"'•""
ma) be looked i,,r
Knit Good*.
m, itmngei tune of the ;l^,lr'^^j^ja,',*'
reflected in belter empiirv m the eoton     ' .;i,iU.
.,r markel. but as vet there has Ik«'-" fc
mcrease in aalen    Manufacturerihcl.ee ^        jer
, mure Of stcad>  pHcca would gn    IW ™      ,, js
ronfidenea to operate for the jyP"?".;lu, nw\ that
reported  lhal  prices  are  well  estaW *» nlhe|
a bile raw cotton may fluctuate one wa) ^   sufficien,
it is nut conceivable that there however,
change lo affect price- ne wno c. ■ : .hittinu
«cma unwilling to go ahead in the market oi
vaHi-St .     ,       j,,,,, is stress
The tendenc) toward imvem  ms    • KeNV
,dm .be knitwiaf lines for infants •' ;h;hiIiU,u.n/(*
4itches applied to sweater* im Hr. metallic
many lines',, wry effective pitch *»**-     iyls
thread need to accent b f°n¥5"lKv„ from ita »*c
use of a metallic thread ia quite different tt
in the striped jerseys ••( last scaso * leggings.
Brushed wool m****- »"%","•„„. shown in new
cap and miltet.s for small *U«Wi ||lM| in
combination! ol colors, pastel snau
favor.
Golf Sate Still in Demand.
<|Uie! such as they went through last vear. The scar-
cit) ol knitting yarns has presented a question to consumers, hut they feel there is really no reason for
worr) a- yet as thc majority of yarn sellers are willing to accept orders covering for quite a length of
tune into the future.
Shakers and jumbos have been moving rapidly for
several weeks with the reopening of thc school season and manufacturers of these garments are preparing for a very busy fall and winter. Crew neck sweaters both for girls and boys have been popular thus
far ni the standard colors and rolled collars, although
it is yet a bit early, have also sold fairly'well.
Prices on these sweaters are somewhat higher than
those of last year, whieh is in keeping with the higher
price ol the raw material.   Retailers have offered no
objection to tin* higher prices and apparently they are
not too much out of keeping with the price ideas of
the customers t<> prevent tegular purchasing.
Hosiery Levels Uncertain.
Hosier)    manufacturers   have    been    somewhat
tied   up   by   tin*   upset   condition   of   the   cotton
yarn market, and a number of hosiery mills have
found it necessary to cut down rather drastically on
manufacture until that market becomes adjusted. Because hosiery  factors feel that the present prices
quoted on hosiery are as high as the average customer will pay thev feel that thev cannot afford to
i     . * •
pay the higher prices for yams and the fact that the
silk market is also showing some instability has re-
flccted on the hosiery situation,
RETARDED RETAIL BUYING ASSAILED
Burden of Risk Increases Difficulties of Cloth and
Garment Houses.
1'ow, sharp-shooting methods of retailer buying continue to throttle the volume oi seasonable business
done by the wool goods industry, according to the
statement of a prominent mill agent whose firm has
been mote than ordinarily successful this season on
both plain and fancy coatings, but who expresses keen
resentment over cancellations and returns that have
resulted from adverse weather conditions and holiday lull.
"Garment manufacturers do not hesitate to throw
pirn* goods back on the mills." said this well known
:,,„! long experienced selling agent, whose Eastern
"mill has had a wide distribution of woollen suitings
and eatings thus far. "If they bave no excuse, they
have no trouble fabricating it, We have had more
excuses for failure to accept delivery than the number
of orders wc bave booked.
Heavy Mortality Looms.
have
Mamifac.i.rcrs ol 1^' "SSm mhX '»''"',''1"' moraUy"***l ■*&>■ inde"Zdd w"'ta '*•-»" *******
arm tad • tatter > ew  >.       ; ,   ,e ,„|  the ' «>,,  mfacture" j'   ''  - M        ,
summer season ha* not *»***.< ',,,,,lircrs art '  ,,,.,,,,,,.,1. Iml thnt the Name rig       i         ^  d,
product! it all.   Women i drew <-•,"»„ „, ,,,,„ ,1 «t<t*m ti^-^^^^^l^ and re
• i ,i,,t these flimsy excuses arc
While i. -\ w siri   ' ,,"   cai«>'*ha< in many
morally *t» l'«*!'*!'S not be too severely
III
a
tl
ine
rotlUCtfl at  an.    nwn«»' l nnd the*-** siiv *ll,u
s.t preparing (o, a heavy deniiitn ^ ^   sl,ni-
ic winter season compares tnv< ni ^ 0[
icr one thev bave no reason to "• 28
THE    RETAILER
imiTISII COI.IJMBIA—AI.BBRTA--TUK0N
October, 1927
tarded buying of apparel is creating a wave oi desperation among ready-to-wear houses.
"It is no secret that the garment trade has been
operating spasmodically; business has been exerentely
spotty, and few cutting-up establishments have had
sufficient volume tm order books to show a reasonable
profit thus far. The mortality is likely to be great
at the end of this season.
Shifting Burden of Risk.
"Tbe retailer's argument is that be has reduced
his business to such a point of efficiency that the style
gamble has  almost  been  eliminated,   The  average
• • •  * i
economist may not blame bint ft»r adopting tins policy; it may be a good one when considered as a general proposition. Hut, what about the garment manufacturer and cloth producer? Are they to bear the
burden of risk, or also adopt the piece-meal method of
doing business?
"If it is contended that the eloth and ready-to-wear
manufacturer must also get down to a hand-to-mouth
basis, then I see nothing but disaster ahead. Where is
the seasonal merchandise to come from when the retailer calls for immediate shipments? If the garment
houses and mill agency is unable to carry stocks without factory cut-throat pressure for sacrifice prices.
the time is not far off when narrowed sources of supply create such heavy premiums for wanted merchandise that the consumer will be warranted in resenting
the results.
Await Stock Accumulation.
"Retailers who have no regard for tbe rights of
manufacturers by wailing for stock accumulation and
price concessions are 'killing the goose that lays the
golden egg.' Many may not realize at this time that
limiting their sources of supply by forcing garment
ami fabric producers out of business presages the return of a seller's market, which means that the retailer, or rather the consumer, must pay in the end,
"Xo man ever made a success iu business without
tacking and surmounting some forms of speculation.
Business k a gamble, If tbe retailer has an idea tbat
be can eliminate his risks by late and hand-to-mouth
buying, he will learn of bis mistake sooner or later.
The garment men require two or three weeks to
turn out a sizable order .and thc mill even more time.
"If the retailer will not place advance orders, but
rely on stock goods prepared for his visit to market,
and then some iu late in the season to get the merchandise at priees which do not allow a reasonable
profit, he may as well prepare now 'to pay' in tbe
future ft»r present indiscretions."
HRr
CANADIAN WOOLLEN CO.'S INCOME IS BEST IN
FIVE YEARS, STATEMENT SHOWS
Optraliof Prolil fltt,M2, Against $121437 Lui Yt.r-Hop.
For IncroMod Tariff.
Montreal, Sept. 21.—Thc financial statement )uit ifSUed
hy the Canadian Woollens Ltd., for the fiscal vear ending
June 30 last, shows an operative profit of 1162,342. atraiust
$121337 the year before, snd $75,172 in 1924 25. the pail year
showing the hes! earnings in five years. Current assets exceeded liabilities hy $794,053, and reserves totalled $1,044,853,
an increase of $137,458, but inventories showed a rise from
$550,614 to $648,642 despite allowances lor stock reduction.
"In view of the distressiua conditions under which the
woollen industry of Canada has had to lahor in recent years."
said president A, (). Dawson in his statement to stockholders
"lhe period now under review makes possihly as favorable
a inowing as could reasonably be expected, in that the earn
Continued <>n page i7).
THE growth in the popularity
of AtlanticUnderwear has at no
time been spectacular. It has been
a steady growth, resulting almost
entirely from the genuine quality of
Atlantic garments and the satisfaction they afford the wearer.
Such a line is a highly satisfactory
line to sell. Merchants will And its
sales steady, and growing steadily
year after year. Its prestige is an
asset for any store.
ATLANTIC UNDERWEAR
LIMITED
MONCTON, N.B.
E. H. WALSH «f COMPANY
MONTREAL and TORONTO
Sam Aasuufor Quite. Outstismti
western rtwutsaa
ei Oct ,,l*r-
1927
THK   RETAILER
KMITIHM COLUMBIA— Al.ltKHTA-YUKON
29
Must Ask Higher Prices for Fine and
Fancy Merchandise
Rim in Eatra Staple Cotton it Only One Factor in Situation,
r ~_, Soot Pric-ee Art Below the Basis on Which Mills Are Able to Accept New Business for Contract
Current apos r  Dtli¥fry_Co||Vtrttri Wint More Price Stability in Primary Channels.
B) J  I  MANNING.
HU, most importanl matter confronting produc-
ers and distributors ol fine textiles is the neces*
miv b»r sn earh sdvance in prices that will insure
.     ..    / _ ....;
T:
atisfacton auppb ol merchandise (ur spring and
dimmer   Thr initial busines, laid down witb mills on
L* cloths, or being booked as advance orders b)
cWvertcr* and others handling finished lines, ha
,„-,,- on ihe books at ver) meagre profit margins, H
"**t (ar si can U seen at ihi- time there is every
uirraul io expect continued large consumption ol
Hie, in textiles of width cotton will form slsrp
mpontnintrl    The style trend*in dres anm
irX pointtoward a larger^use of the pet    fab «
hMhaVe found great favorJ^^^^LSffi
md (aatneas of color, coupled with a pnee appeal that
cannot be equalled b* silks oi worsteds
Fine Gooda under-priced.
|a the cloth price advances ol rccenr«**• §*
good, bave lagged until al lhe present   mc lu  -.
parity in vsJucind coat has ^^^rffmi
manufacturer has reached the ^"J*^.^^
elect prompt!) whether he shall pa) he ver high cm
.npVim Voted, or whether he ;iM^» y^
].m,h!, antl MUtle, to be idle nnt.tlu-mark
tain a price thai Insure* reasonable bane ni prom
•• mill, i ,..,,,»    rltiths
Comptwd wit* price, quoted "'\,2'2,22L
***** M,r ,.,..«..*■ im.« •«* *»„„;■\,„,
■ungeM, combed wwmcwMm. vo»". »     .
reuoimbe pricr. ..r »nv price I mill >:'" •" ,,
.ideroiithimeriuoU-lelwP"^- """ S*,,
-mm combined to bring »bou) ihe .u :'-,:"„,,,,
i.,,i u -nod, »r€ won to be needed, i   n•	
i F^'»''T,0r.Mnf>'l,S    I    Sen.
choice between advances ••> forcing mm
must be msde. — ,      m
How Low Prices Are.
It le probably not generally ^^ft^
nl finished fine g Is hov, low price arci m ^ ^
markets and how much oul ol range i 1rw|w
pared with other cotton good,    un  £» ^ ^
requiring 60s or 70* w*rp yams ami t)u,
ing, selling price (or firsl quality goo* «JJ ,c ,„■
>amc as Ihev were nine months ago,
cotton required for them is SO per cent, tug
matter of from 10c to 12c a pound. luH.s „,*
The lame thing is true of u« « ' ;lll(, ,n:in>
combed varn pongee-*, combed bro.menu ^
ui the best known foundation ,a,>nt:.;; >,|u- trade,
most popular printed fabrics now k    . (1(s.
I„ the past two or three weeks mil I hjj«» (ut f0T
posing ol their stock goods am art    . )(ss
priees for et.niraci deliveries that \     1
oral least give an even chance lor prom.
Buyers Admit the Warning.
ihe fact that spot goods have been obtainable
m small lots   substantially  below   the priees   mills
would quote or consider for contract deliveries has
been referred to among buyers as a warning that a
change its imminent.   T<> manufacturers the situation
ia looked upon as one that is critical for them both as
an incentive fur action upon extra staple cotton and
a warning that they must not go on piling up stocks
when spot prices are so very much under costs. Some
of the converters who have established branded lines
of finished goods in retail channels have arrived at
the pnint where thev must cover more of the requirements of gray cloths and they want some assurance
ni price stability before proceeding,
The inadequacy of prices as an incentive to future
production is manifest to buyers as it is to manufacturers, but the former will not take the initiative in
bidding a market up.   It remains for manufacturers
to assist agents in getting prices to a point where
future product will not be curtailed and prices made
feverish in the finished goods selling season. There
are no stocks of spot goods to warrant the constant
offering of odd lots or the peddling of meaningless
Imls li\  irresponsible brokers. Converters who need
stability assurance before operating have a right to
ask that mills shall abandon sales tactics tbat weaken
prices breaking down confidence,
Sellers Should Ask a Profit.
Where business is being sought on goods to be
made a seller is in duty bound to ask a profit based
upon average costs in a time of average business conditions,
Buyers of goods can hardly be expected to tell
manufacturers they should ask higher prices, nevertheless, there are many among them who think that
mill men who habitually undersell are a menace to the
business of converting, to say nothing of manufacturing, In seasons when printed fabrics predominate,
the perils of fluctuating policies in selling add greatly to the hazards of merchandising over a seasonal
period.
How to Get Pricea Up.
Kvery suggestion on the part Of manufacturers that
prices should be advanced is met at all times with the
question, "Well ,how are you going to do it?" A
reply, equally as unsatisfactory, is often heard to the
effect that prices cannot be advanced until buyers will
pay. That sort of talk is as old and commonplace as
merchandising itself and gets nowhere. No sane
buyer, not engaged In speculation, goes about shouting that he wants to pay higher prices than anyone is
asking.
The one sure fact of merchandising experience is
that the first step toward getting higher prices is to
•isk them.   If the higher prices are unwarranted they
will not be paid,   In the present instance it is urged
on all sides bv manufacturers and admitted by conser- 90
THE    RETAILER
nillTiail COLUMHIA--AI.HKKTA~YirKON
October, 192?
vative buyers that higher prices are coming and will
have to be paid to insure continued production at a
profit. If sales are going to be made continually at
losses, the sufferers will be those who pay as well as
those who sell .a fact many people do not seem to consider vital to the stability of business in fine goods
production.
Moderate Advance, Unimportant
Because of thc higher ranges of retail selling prices
into which fine and fancy textiles enter, the matter of
moderate advances on gray cloths is a much less important factor in distribution than is true of thc coarser goods. For example, a Ic a yard advance on a gray
combed yarn fabric that sells at retail in tbe finished
state at 49c a yard, and a fourth of that price in tbe
primary markets, is not of the same trade importance
as a similar advance on a sheeting that sells at 19c tm
the counters, and 11 ^c at the mill.
Yet a fine goods plant that asks the smaller relative advance of Ic a yard for plain combed fabrics
Unlay marks thc difference between an operating mill
profit and a distinct loss. Tbe question of this advance is one that should concern mills and converters
much less than it does, for if one thing more than another is now well established in thc minds of these
primary factors it is the one that the retailer requires
no guardianship in the matter of asking a profit, and
getting it, for what he sells.
Wisdom of Acting Now.
Manufacturers and converters of long experience
who foresee the certainty of price advances, whatavcr
the future course of production may prove to be, arc
convinced that early action on pricing gray merchandising profitably now will make toward a greater
stability in prices in thc early part of thc year when
the rush is on with the finished goods men, in selling
and delivering new spring lines. This is the rational
explanation for the firmness noted recently on thc
part of some leading fine and fancy got ids manufacturers in declining contract business not based more
closely toward an approximate value of extra staple
cotton than current spot prices are on many of thc
plain fine staples.
One of the most mischievous things in the cotton
industry, whether the gray goods mill, thc finisher's
problem, or the profit of converting, may be under
consideration is the lack of courage on the part of producers in asking a profit for their work. As stated
above, the retailer needs no instruction on that point,
and it is well known and frankly conceded tbat consumers pay freely when fine and fancy cottons of
good quality arc offered to them in fast colors.
■a———ws—
aCDCOOOOOOCXWDC"
jjEANETTE
<* In PARIS
i
BBjflJflf
Paris. September 15th, 192/
The models are on their an
nual parade, and rush as I ma#\
from one well known maisoti
to another it's impossible t,
take in all the openings. 1 •
this is the important season
thc important week, in fact
when the question of uint-t
stvles   i*   settled   ami   even
t* 1
modiste is rushing to shorn hei
"collection*' to the buyers who
have come  to  Pari*  for  tin
momentous event.
Already one outstanding feature has brought itself
to my attention-*-the desgncrs have taken tbe life ul
the biisv ('anadian unman into consideration in m.tk
■
ing their models this season. The Canadian womai
does not like fussy designs; Iter frocks not only nuts?
be -.mart but they must have dignity and be suitable
to the occasions when they are worn, ami it is frocks
of this character that Paris is turning out on everv
band.
You will be interested in the new colors.   At tin*
show ing td Paul Caret browns and tans are prominent
be  uses  engaging   fl>mg  draperies  and  panels  on
many of bis models, while in other cases insert strips
of materials in contrasting or identical times \:*<i the
French have a way of making more work out of one
little dress than any other people in the world, The)
can put more stitches, as one buyer remarked, t-» a
square inch than you **r I would put in a lent. There
are some frocks which simply appall ine with the uork
011 them; they must take as long to make as an Oriental rug.
Rainbow Huts ia Hata and Gowns.
Jean Magnin is showing many dresses matle in contrasting materials with short jacket* to match   Ini
ferent materials are used for tbe skirt ami blouse ami
often tbe skirl material is carried up in a variety
designs. The evening clothes of this bouse are ma
with an irregular hem. The sports wear here is espc
ially interesting; one effect of crepe tie chine in the
hi
de
t
POLICE NOTICE
ONE HUNDRED DOLLARS REWARD
TO STOREKEEPERS ANT) COMMISSARY MKX,-
The undersigned, whose premises were broken into on Sunday night, October 2nd, and a large
number of Gloves stolen, desire to warn all Store-keepers and Commissary Men lhal these
Gloves may be offered for sale. As John Watson Limited do not sell their regular lines through
jobbers, any unknown person selling their gloves should be suspected, ami information given to the
local police or to the undersigned.   A reward of $100.00 will be paid.
JOHN WATSON LIMITED
127-Znd AVENUE EAST
Phone Fairmont 3188.
VANCOUVER, B.C. iK-i- i'er,
VH7
THE   R
imiTimi COLUHBl
•*.]
("<
-ll!''
aim color appliqued on tbe blouse.   A black wool
p..,   had a lan Jersey bodice, for the contrasting
blouse ts a salient feature of man) of the collections,
Attention, yOU WOmin Who have make overs to plan'
\t the hoUie of Cyber I noticed tWO Clever neck
finishes used on the Jersey jumpers, worn with plait*
kiris A small turnover collar closed with two
ns tm a cross tut of silk cord was charming, or
th. neck was finished with a long strip oi the fabric,
crossing over the opposite shoulder and drooping
down the back, (hie of these costumes bad a rust
linted skirt with box plaits aboul three inches in width
lu be worn with a jumper ol lighter shade bordered
with scallops of dull green ami deep rote At this
house, toOj 1 noticed the liberal use ol brown in darker
dudes,
\\ hen il coinen to hats, clever as the French milliner* may be. they have found it difficult t<> part u,
women from the much loved little hat of felt; even
Miih designer* as Kebmix must be content ntereh lo
dash tbe brim in many eccentric lines Tin- hat nun
be traded «m one side or cut sharp!) up over one
eye, as wa* the hat of brilliant blue worn l>\ a chic
woman lunching ai mj favorite little restaurant today,
i oluf combinations are much favored and ever) hue of
lhe rainbow is tO he seen in bats and Costumes
The Coat Drtas ol Cloth.
As Pari* recommends the frock of cloth t**r fall,
tin* charming drc** with tbe smart side plaits will
be. effective in one of the new twills in the bright blue
dude so much seen here  A VCStCC "t white crept* will
relieve the tone if it i* too trying worn close to thc
fai t*
Ibe very smart side drape distinguishes tin* frock
with surplice closing, a model as love!) as any from
■ Paris modiste.
More on the popular sjMirts lutes is the ir>»ck show ■
ing the new lucked skirt. If desired the lurks nia\
be omitted ami baud* of contracting color used in then
Hacc. The same color will be smart used in thc belt
and blouse trimmings.
A model that closely follows thc lines **i thc frock
«»rn hy a very chic Parisiennc has the new tie clos*
g at the neck.   If ibis dress is developed in merida,
' brown which almost approaches coffee culm, using
' 'sh-tintcd georgette for the vest and tie. it will be
close imitation ttf ber costume with which she wore
close-fitting hat of the exact shade of her frock
md suede shoes of ihe same color.
iv
M
i&aSS"
MILLINERY  GUILD  FORMED  IN  TORONTO
WITH OBJECT OF PREVENTING ALLEGED
PRICE CUTTING AND CONSIGNMENT
SALES.
Torouio.~~The Millimrv Guild, according to the
manufacturer* and wholesalers instrumental in bringing about it* inception, has been formed to sl-nullisac
•He millinery trade. A large percentage ol roronto
■ml Montreal wholesale houses have alread) jwonu-
•nembera,    If il is successful, those behind il llnuK it
will lie a strong factor in the milliner) business world.
KTAILER 3i
A-Al.BF.nTA-YUKON
Aa a . be-ginning it aims to deal with some of the alleged
evils   caused by consignment selling and price cutting. °        ■
"Millinery changes with the stvlcs and seasons
more than almost any other line "of merchandise,"
-stated the head of one lirm interested. "When a
style is popular the staff works overtime to fill orders,
and even then cannot always get them out on time.
Ihis ma) last for a few weeks, then presto! the style
changes, and the hat maker finds the big orders of,
say, felt hats Ir- had in ready for shipment, piling up
ui his stuck rooms, while he is short of velvets, H that
is lhe new style. He must bend every energy to sc-
curt* velvets- |>ut the style may change again.
"With these problems the stock piles up, and a few
years ago some distracted sales manager evolved the
idea of sending his hats out on the consignment plan.
He ships Jones & Co. fifty hats, and if they can sell
forty of them, all right; they pay for forty and return
the other ten. Jones& Co, takes no chance of putting
m uncertain stock which may be left on their hands,
and the wholesaler sells forty hats that might have
been lying on his shelves. Better keep them before
thc public than on the shelf, is tbe idea.
"But Jones \ Co, tells bas neighbors about the nice
little turnover in millinery he is having without the
risk of bad stock being left on his hands, so all his
brothers to a large extent take up the practice. It is
an excellent plan for the retailer. The hats returned,
being shop worn, cannot be sent out again, so they
are sold by the wholesaler in job lots. Alert retailers
bu) them up for very little .and re-sell them at what
the public think are tremendous bargains.
Then the effects begin to be felt as the consignment practice spreads. Millinery houses do not know
how much of their outstanding stock will be returned
to them, or how much money they can expect for the
sale of hats on consignment. The foundation is
shaky, and certainly tbat does not guarantee the dependability of the rest of the structure."
This is one of tbe things that the Millinery Guild
hope tti contend with, and with that end in view they
have pledged all members not to send out any hats
on the consignment plan, nor to ship the goods until a
bona Title or written order has been received. Goods
shipped must not be kept longer than twenty-four
hours for examination by the retailer before returning
same if he does not. wish tt) keep them.
To Try to Stop Alleged Price Cutting.
Another problem is the advertising of bargain hats.
Thev believe this has been done so extensivly that
the public have been educated to expect to buy a hat
for two or three dollars, instead of at least live or
six dollars. With that end in view they arc asking the
milliners who go into thc Guild not to advertise any
hats in their windows at less than three dollars and
ninety-five cents. Reports stated that if a retailer
showed hats at less than $3.95, they would be unable
to purchase anv further goods from the wholesale
members. I.. M.'Singer, the organizer, says, however,
that this is not true, that there are no such stipulations. #
Some of the Toronto retailers not in the Guild resent being asked to show nothing under $3.95, and
take the stand that it is "obstructing" business. That
was the phrase used by one Toronto man.
"I buy for cash," he said, "and I sell for cash, and
il I can turn over a hundred hats a day at two dollars
per hat and make fifty cents each on tbctn, I will do
lo   Quick turnover and cash sales arc what I aim at, 32
THE    RETAILER
IIKITI8II COLUMIUA-AI.BKUTA-YUKON
October, 1927
and 1 will advertise hats as cheaply as I please in my
window."
In New York there is a financial organisation of
wholesale milliners to give members information as
to credit and financial standing of men with whom
they are doing business. That is as far as it goes,
Some members of the Canadian Guild think it may
develop along those lines iu time, if it can cope with
what thev consider are the main evils. Whether or
not it will be able to do so remains to be seen.
Soma Acting Independently.
A number of wholesalers who bave not joined say
they prefer to act independently.   Those who onh
handle expensive imported bats claim  they are nol
effected by either the Guild or iis conditions, Others
prefer to remain oul ftir reasons best known to them
selves.    Many ol the representative bouse have join
ed, and meantime both sides arc awaiting results, Will
the chain becomes more firm!) welded as the seasons
pass ,or will certain links develop weak spots m ilm
pulling strength?   Certainly it has created much in
tcrcst iu Toronto and Montreal where competition is
keen, but how far it will affect the rest of Canada will
be interesting to discover,
jjBttBKX
WmtmeLmmmimm^
R.M.A.  NEWS-BULLETIN
PROVINCIAL, BRANCH AND TRADE SECTION ACTIVITIES
■m\^SmUmmm*WLWmm^ XXDCXXX3QQO<yi
rXSOCK lUC-XX »K« XX ** *:.
Grocers' Section, Greater Vancouver R.M.A.,
Holds Important Meeting
A representative gathering of Vancouver's leading grocers met at the local offices of the Association
on Tuesday. October 11. to discuss the present chaotic
conditions in grocery distribution, and the more rigid
enforcement of the weekly Half-Holiday Act.
In the absence of the chairman. Mr. Howie took
the chair.
Mr. Howie explained that the purpose of the meeting was for two specific reasons. First, to discuss
the enforcement and improvement of the Wednesday
Half-day Act, and secondly to consider ways ami
means of improving the merchandising conditions for
thc grocer.
Mr. Becstoii. thc Association legal adviser, explained the Wednesday Half-Holiday Act, as well as
thc Shops' Regulation Act. It was quite evident that
all present were anxious to see the Act enforced,
Many cases were cited where stores were wide open
for the sale of groceries on Wednesday aftrnoon.
Thc police were apparently not enforcing the Act.
It was moved by Mr. Uohhins. and seconded by
Mr. Stafford, that a committee consisting of Messrs.
Merilees, Howie, White. Allison and the secretary.
he appointed to wait upon the Chief of Police, bringing to his attention thc extent to which tbe Act was
being violated, and requesting more activity on the
part of the police in this connection. It was considered advisable to bring the matter before Ihe police
before taking any further action.
A private detective agency had been interviewed
and were prepared to secure convictions. This would
entail considerable expense, but it was believed such
expense would be justified by the results secured, and
the Secretary was instructed to make a check-up during thc next three weeks to sec if tbe Act was being
rigidly enforced .and if not to proceed to secure tbe
enforcement through the private detective agency,
The agenda called for the meeting to be divided
into two parts, and at 9 o'clock, Chairman Howie In
troduced tbe subject of * 'Presenl merchandising Con
di tions."
This furnished real i'ihkI (or debate    Practical!)
every member present was in a position tit make
valuable contribution to the discussion,   No one que*
tioned hut that condition! are changing, and are nt.ik
ing it harder and harder for the grocer to secure •
living    Competition   is   keener  and   there   is   even
evidence lhat the new channels through which gritfei
ies are being retailed today are here to stay.
"What can be done tu assist tlie independent mei
cbanl?"   Statistics show that in the lit) ol Toronto
70 per cent  of the retail sales of groceries were dis
trihutcd  through the chain  stores ami  Baton*! and
Simpson's,     The condition in Vancouver was, oi
course, not so acute, but it was fell that now was tht
time for action, ami that the only apparent solution
that could rentier immediate aid was the formation ol
a group of merchants for the purpose of buying, -sell
ing and advertiaing co-operatively. It was agree*I
that in the formation of such a group man) obstach ■*-.
WOUld present themselves, but the splendid spirit nl
CO-operaHon which bad been shown at this meCtinj
proved that the minor details were not bisumiount
able.
It was moved b) Mr, White, and seconded b) M>
Merilees, that all present interested iu to opciati\<
buying, selling ami advertising hand it their names lithe Secretary, ami that be arrange a general meetiu.
With the two buying groups which are now function
ing. ami that a special meeting be called to lurlhi
discuss this matter.
It was suggested that if the present buying group
know of other merchants who they could suggest n
desirable members of the enlarged group an Invitatioi
be sent Iti them to attend this meeting.
Willi difficulty lhe chairman secured a motion '
adjourn at the hour set. viz., 10 p.m,. so interesl-
were the members that after the adjournment the; iVt-
1927
THK    Rl
URITIBH COLUMBIA
T A I L E R
AI.KKIITA   YI'KON
33
li„jr, ,,| m groups to a late hour, expressing their
keen appreciation and commenting on the splendid
turn mil and fine spirit evident throughout tin* dis*
CUSkittllS,
THANKSGIVING WHIST DRIVE AND
DANCE.
lhe Greater Vancouver Grocers' Section,
H M \. will hold a Thanks-giving Whist Drive
mhI Dance at tbe Winter Gardens, Knglish Wns
t,\\ November 7th. A live pint- orchestra has
u-cn engaged*, and admission (including refreshments) will be "5 cents
AUTOMOTIVE SECTION R.M.A.
ANNUAL DINNER.
HOLDS
lhe annual dinner of the   Vutomotive Section <«t
tht* KVtail Merchants' Association *>i t anada was held
October 5th in Stanle) Park Pavilion   AH the whole*
sale houses vsiib whom the differenl dealers *\** busi-
ness  were  represented  and  contributed  in  no  small
degree lo the succes sol tin* evening
Mi Robert Chamberlain, ol tin- Chamberlain Tire
ind Batter) Service, ver) ahl) idled tin* than t<-r the
evening, and called upon Provincial President, J M
Watson, of the Owl Drug Co ltd. u* address thc
gathering Mr. Watson expressed his delight at the
itrcngth t»f the section, and stated il was his hope lhal
all the different Sections of the Association would in
the near future be brought up lo a like Strength  Real
genuine re-organisation was taking place in the As*
-"». i.ttion's affairs and that while he had found it
rather slow progress he fell that smh a remarkable
gathering as ibis wa* evidence of what might be accomplished m all the other sections of the Retail Merchants' Association
lhe very heart> applause accorded President Wat*
""i< was indicative of tbe high esteem in which he is
held and conveyed the sincere appreciation of his ef-
forti m behalf of the Retail Merchants' \asociation,
Mr Krank Willis, chairman ol thc Gasoline Sec-
tion, extended I real heart) welcome t" thc represent'
aiivei ol the different wholesale houses ami visiting
members
Mr |\ Anders..! the Vancouver Oil Company, excelled himself,    His entertainment ill song aud recita
-ion was a programme in itself Mrs I* \ \nders
ccompanieti bun on tbe piano The President pre-
■utetl Mr, and Mrs \ndets with a flight token oi
i>preciatlon,
The speaker of the evening was Mt   I   W   White,
1 McKenaie, White \ Dunsmuir,
Mr. White's Address.
Mr While, la lm address, touched upon the -statistical re
" similar to Babson'*, published by I-   B liallaher, ownei
•■ thr Hover Manufacturing Co., Korwalk, Una., manuiac
'uretn of valve grinding compound snd abrasives, issued ui
""lulilv antl imm away without cosl to sny concern who cm
des tltrsr commodities in ilock or uses them In their mtsincss
Mr Gallaher conceived this Ides, having found thai mere wi
1 very evident lack of husmess experience, especial* anmng ne
'"•dit*r garage men snd sutomotlvc merchants   H*- pum-icai on
'•as st present 100,000 tree subscribers, snd tliere are «*■*-,
"I'tes sent om every month st a \msit\St cosl ol &***>  ,l
"loath,   Tllll   service   is   e\ccplionall>    valuable,   Wl     "w"
•tated,
Automotive Equipment Association.
lln; ii an organization of Canadian and American manu-
,' , ,r ,,;!' i?1?-,?1 ai,,0,»otiv(; «<m*Pment, parts and sup.
Pies, eompoted of 27-5 manufacturing members and .125 job*
lung member, our ol the latter being located in Vancouver.
a isrge exiitbil by the manufacturers is held in the Coliseum at
■ McagQ once I year, and last for one week,
I lm year $300,000 is being spent in development of what is
cailcil the    Alter   Market" of automotive merchandise.   By
\lter Market is meant everything which the car owner buys
slier he has purchased a car. either new or second-hand, in-
eludfini gas, oil, accessories, service ni all kinds, pans, supplies and repairs, Thc department handling the After-Market
llcvelopmcnl is lite Greater Market Development Department
ol lite Automotive Ktimptiicnt Association, called the liaMeDa
Department, and is headed by Mr. Harry C. Moock. formerly
tales promotion manager of the Hudson-Essex. Under Mr.
Mook are a number of men whose duty it is to go through the
counirj and address meetings and trade organisations identified with automotive service and equipment, This department
supplies to anj dealer, through the jobbing members, information of all kinds pertaining to his particular business. One of
their services is a plannlng*scrvlce and they have retained the
iiest known automotive architect in designing garages and ser-
vtce -unions, who will lay out fh>or plans for any dealer who
asks tor the service, at no cost. The Assoeiation pays this
architect $.***! for ever) plan that he draws up.
I hey also have <>n their staff a number of speakers who are
special!) nun in their given line, such as a parts specialist, an
tquipment specialist, an accessory specialist, etc., who arc avail-
aid, al any time to any dealers' organization who wants them.
All thai dealers are required to do is tt) get their members to*
lether and lure a hall; tin* Automotive Equipment Association
supplies llu- speaker and pays his expenses, including salary, etc.
The) will also supply free to the dealer book-keeping systems,
est systems and selling schemes of all kinds, which schemes
have been successfully operated by dealers in various parts of
the counirj This department also keeps in touch with allied
trade associations, such as the Society of Automotive Engineers, lhe National Automotive Dealers' Association, ihe Automobile Association of America, and with trade organizations,
trade papers, and motor car manufacturers. In other words,
the whole idea of this move on the part of the Automotive
Equipment Association is to develop a spirit of co-operation
between the motor car manufacturer, the accessory manufacturer, the jobber and the dealer ,antl to promote the well-being
of the automotive industry as a whole.
"The Association had Mr. Geo. Hrosch, one of iheir field
nun. in Vancouver two or three weeks ago, and at that time
he -poke to a meeting composed of about 225 dealers located
in and around Vancouver, He also addressed a meeting of
dealers m Victoria.
Ihis is onh the beginning of a hig movement which is going
lo do a wonderful work for everyone connected with thc industry \s far as tin- retail dealer is concerned, this money
is being spent for his benefit, and all this information is sup-
!lt.,, ,„ him ai no cost whatever. All the dealer need do is
,sk tor anv service through any jobbing member of thc Association, and ii will be supplied to liim at once, and gladly.
Chairman Chamberlain, on behalf of all present,
thanked Mr White for his very excellent address,
which carried much information oi value to the different members of the section,
A NEW MAN ON THE PAYROLL.
"Are you in tin* isme prcHllcameat as the grocer
who waa tailing me that wane ae did a n;™^*9);
nosa he round thst st the end ol the »ar he dldnt
have' m mure money In the bank than he had the
your bercre!
•I suggested to him Unit be put on his payroll
« make bellev,.' character, and oall him 'A. Profit.'
Pny htm a weekly wage, and stick tt 111 the savings
hunk account.
"Al the end o two years this g.*ocer told me lit
unveil tM00 which was drawing Havings hank Inter*
,, t Who said there wasn't money In the grocery
»>usintss'...~..«H. try It." _JlM KNOV. 34
THE   RETAILER
unman OOLUMBIA-AuBBRTA—YUKON
October, 192/
PAINT, and the world
paints with you
PAlNTINGandsmiling
are closely allied. Both
radiate cheerfulness, happiness, health, good will
and prosperity. The painted
store front attracts trade every*
where. Not only does it increase sales in paint and varnish,
it brings in customers for every
other fine as well. Furthermore,
while stimulating trade through
its beautifying quality, paint at
the same time maintains the
selling value of the store itself
at par.
Subscribed by Paint. V-wolslfc
■ail AUUd Interests ictober, 1^27
THE   RKTAIIiEB
BR1THH COMJKBIA   AI.Hkhta -Yukon
HARDWARE, OIL and PAINTS
HARDWARE MARKET REPORT.
Vancouver, October 14th. Y*27.
With ihr coming of cooler weather tin* turn to*
ward (all merchandise ii wore marked and dealers arc
beginning to fill in the lines of merchandise in demand, The hunting season has opened with usual
rush fur shells ami hunting equipment and supplies,
Prices firm in nearly all lines ami collections fair.
Copper Rhrete -and Bur*.—Prices an- unchanged and
there is an aetive demand,
Eaves Trough and Conductor Pipe.—Fall sales are
always active tm these lines N',» recent price changes,
Nails*—-There has been n<» change in this commodity, •.'♦hieh it in fair demand,
Game Trope*-—This is a lim* which has been moving iairl) well, ami dealers are finding it profitable i<»
handle.
Store Pipe and Efcows, Coal Hods. Pall sales are
rushing with some shortage *>i stock on the better
grades,   I'rices remain unchanged.
Prepared Roofing*—-1 here is an especial)) good
demand, and prices are ver) strong,
Lamps. Orders have picked up considerably in
the past two week*.
Oil Heatera^—Dealers have fairly good stocks on
hand for the fall season, and a normal trade is expected.
Saab Cord.— The active demand continues and
prices are very firm.
Steel Sheets*— I'rices are firm nn quality lines with
the demand good.   Ko recent price changes,
Wire Prodocta^-Onler-* keep up active volume, and
priees are without change.
Sledges and Wedges.—Them* lines are in active
fall demand,   Prices have nol changed,
Hbf«b—Price* are strong but unchanged with
the demand active.
Handles (Tool).—There is a good demand. Prices
are very firm.
Glaaa and Putty*—A quite brisk demand has developed,   Price* are unchanged.
Pjrre* Ware*—There is a continued seasonal increase in sales.
Automobile Acceaaoriea.   Sales have heen maintained at fairly good rate.   Tires and tubes have neen
in brisk demand.    Priees Oil all items are steady ami
unchanged.
Solder and Babbitt.—Prices are unchanged and sales
Preaervbg and Beverage Suppliea.-Very steady
demand still in reported in these lines by local JoDners,
ADDITIONAL PUNCH FOR PRE-CHRISTMAS
PAINT WINDOW DISPLAYS.
Put Forth the Added Effort Now Before Christmas
Merchandising Problems Demand All Your Attention.
Possibly along about the middle of November most
hardware dealers will feel inclined to give up their
windows, no matter how many there may be, to the
display of Christmas merchandise, and from that time
until the end of the year there will be little opportunity of arranging special paint or varnish displays.
In the meantime, however, there are about three
weeks' time in which a great deal can be done through
the proper use of window displays to stimulate interest in >*>ur fall and winter paint business. The
indoor months follow very closely the last window
display that you will want to arrange on these lines
this year .and the very most should be made of the
idea of suggesting work and the materials with which
it can be done, in all window displays up until the
time suggested, or as near to that time as merchants
feel it is safe to use the windows for that purpose.
Put Forth the Added Effort Now.
Suppose that the window displays during the next
three weeks can be given up. at least a part of them
to paints ami varnishes and other interior re-finishing
preparations. The most important question then is
just which lines should be featured. In the first place
most homes throughout the Dominion expect company for the Christ mas and New Year's holidays and
there are rooms that require wall paints, wood work
paint and floor varnishes. These very rooms seem
much more drab and dreary during the short days of
the late fall and winter months, than in the spring,
and suggestions in the window display as to the
brightening up of same, together with good displays
of the material required for the purpose, should bear
fruit.
Suggest Refinishing of Furniture.
In these rooms that must be made ready for the
holiday guests will be found pieces of furniture that
not only need refinishing, but which it has been the
intention ttf the home owner to paint or varnish or
lacquer', since the last yuletide season. Here is an
opportunity to feature varnish stains, enamels and
lacquers suitable for that sort of work. The next few
weeks actually provide a time when more can be done
in stimulating the sale of the lines mentioned for refinishing furniture, than most dealers imagine. Perhaps it would be an easy matter to have a few pieces
of old furniture in the paint department of your
store on which you could demonstrate to customers
how easy it is to apply thc present day preparations.
Floor varnishes find a ready sale too at this particular season of the year, while radiator paint and
bathroom enamels should also be popular sellers. 36
THK    RETA 1LEB
IIUITISH CX)LUMBtA~ALBBRTA~*rtJKON
October, 1927
TRADE NOTES IN BRITISH COLUMBIA
The general store of T. H. Anderson, Gibson's Landing, is
reportetl in possession t»f the C.C.M T..V, under power of at*
torney,
The stock o( the confectionery business of C. S, McNsbb
(assigned), Kamloops, lias been sold to G. D. Brown.
H. I). Kac, boot ami shoe dealer, New Westminster, is reported ttt be in financial difficulties,
J. A. Jones, retail meat dealer .has commenced business in
North Vancouver.
K. H. Wilcox, grocery and meats, bas opened i branch store
at 1213 Robson Street.
Fraser & Payne bave commenced a general store and
geUtS.' furnishings business at Prince Rupert.
The stock of C. Willarson & Co. (nun's furnishings!, Princeton, has heen sold to Arnold & Uuigley, Vancouver.
Canadian Scottish Paper Company, Ltd, Vancouver, are
reported in voluntary liquidation.
R. B. Ferguson & Co., manufacturers' agents, Vancouver,
are re|t-orted discontinued.
C.C.M.T.A. have heen appointed custodian for the Hasting!
Shoe Company, Vancouver.
Under the power ttf chattel mortgage, the C'.CMT.A. arc
reported in possession of the drygoods busines sui R A
Parker, Vancouver.
Richard Router, ladies wear and laities tailor. Vancouver,
is reported to he opening a branch in Edmonton,
Chas. Stewart, Galliano Island, bas sold lo R  M   Hcyret.
It is reportetl that Andrew C. Hill has told bis bakery business at Qualicum Heath to J. Miller.
Margaret Davis bas commenced a beauty parlor in Van
eouver.
The Lawrence Meat Market commenced business j, Vancouver, October I.
The following retail establishments tuffercd fire damage
recently in Vancouver:*-* Richardson & Walsh Ltd. men's
furnishings); Romer, Richard (women's wear); H. W. Read k
Co. (jewellers); Vogue Millinery; Welch's Candy Co. Ltd.
Tbe Hollywood Cafe at Victoria bas discontinued business.
The Gilbert Company. Chilliwaek (no! incorporated! ba*
sold groccrtcria department to J. <), Voting (drygooda ami
groceries).
Brookes Meal Market, 200f>—49tll Ave. \\\, Vancouver has
sold out to P. Hums & Co. Ltd.
Canadian Bakeries Ltd., bave acquired the busines** of tbe
Ford Baking Company Ltd., al Swifr Current Sask.
Pacific Box Co. (1927) Ltd., Vancouver, is Understood to be
suspending operations.
Roselawn Floral Co. Ltd.   Bailiff's sale advertised.
C. Harvey of Victoria (confectionery, cVe.) bas stilt) out
J. M. Young (late Regiua. Sask.) is contemplating opening
a Pumice Soap Factory al Victoria.
J. li. Gillis, successor of Lambert & (iillis. jobbers, Print**-
George, has become associated with Wllmon Ltd., wholesalers
of that city.
BISCUIT COMPANY WILL ENLARGE EDMONTON
PLANT.
The Canada Biscuit Co. Ltd., will enlarge their Edmonton
plant early in lhe new year, according to a recent announcement made by George Bonnycastle. tbe company's Kdmonton
manager. They will build additional warehouse space and In-
stal another oven, with (be result that the presenl staff of
some 215 employees will be increased by at least one-third.
. Tl?c eompany are also arranging to manufacture all soda
biscuits for their western trade iu Edmonton. Improvements
and alterations have heen made at a cost of aboul flu.iNN) to
their mill and elevator on the south side of (be city.
REORGANIZATION OF REVILLON WHOLESALE LTD
EDMONTON
Alter eighteen years as  president of  Revillon  Wholessli
Limited) Edmonton, J   F. Brown has resigned ami is gou^ hi
California, where he has a number of business Interests,  Mi
Brown has lu-en active in the Alberta Branch t.f ih,- (   M   \
for man)  -.ears.
.1   M. Revillon succeed* Ins a> |irr*id<-nt and chairman of llu
hoard.   With effect from November I, the other officers will
be:  \V   R   Bottom, vice'president  and secretary treasure!
Frank Pepper, manager; Victor Vevillon, C L. Freeman, Kt
ami s  ll  Coward, directors
A new company, RevOfl Drugs, limited, will take ov,-r ilii
drug business ol Revilhon Wholesale limited   Joseph Peacock
will he manager   The hardware, grocery ami church goods rl*
partmenti of the Edmonton i-ranch of Revillon Wholesale Lim
itcd. have been disposed ol and from now on thc firm will l„
a dry goo,|s house onlv.
KNITTING MILL BEING BUILT IN VANCOUVER
A  contract  for  a  large  new   knitting  mill, which  wtthoui
equipment will cost aboul Jfo.usi, ha* heen awarded b> <ix
Jantzen Knitting Mill*, i.mutrd Vsneouvcr.The hmidmu »
to l»e of reinforced concrete and mill construction one iiorev
high, with full concrete basement, I5n a I.t? teet   The bast
in, nl will contain in.tuut.icttirtu*- machiucrv and a »«eain heal
ing plant     llu- (-round ll*.«or  is bid out for a fiimhuifc- room
general offices, shipping and sample  r-,*«m. lunch  r.*.iu  nml
other accessor) accommodation
Considerable additional expenditure will he required foi ihi
installation of modem knitting machinery, winch will w*,u .*
enlarge tin- company's facilities ami permit a Inugrr output
BRITISH MARKET REPORTS.
lito BrifkUr Owlitawk too Troth ia ilk* Brtlitk Ul#« *a F.mpliM
it-td in RtporU Coming l« Hand troott OM C-Msnlr-jr Mark*!*
DRAPERY AND CLOTHING.
Activity in Wk#W.«*U SromtU
There   •*  a  much  freer  movement  of  merchandise  m  tht
retail bfattch, the colder weather acting 81 a welcome ttumilit.
to trade    t otnpared with U«t years figures, some diaper* r»
|x»rt that thev are doing heller than at anv time since Fuwtri
Business  ha*  slackened m  school clothing department*  sflrt
the recent ru*h ol order*     Rainproof* continue in (air demand
fashion goods are selling belter .and Inquiry fot all deserip
tions of autumn  season wear  has increased not  a little  sinct
awetk ago
In the wholesale section there i* no ahati ment of SClivitv
LEICESTER  HOSIERY.
With the Summer trade over high hopet are centred on lhe
prospeel of ,, sir,,nW reviv.d in ihe hosierv industry belWCCIl
now and Christina* Normally the period is the hnsiest in the
vear f,»r manufacturers Buvers of all description* of hosiery
Hoods are showing great SI freedom m the placing ol their
orders than has heen the ca*e for the last two years
General Inquiries are hnsk, hut ihe keenest activity Is seen
In respeci o( knit goods These run chiefly on the line sto*'*-.
incite made up into women's two piece and three piece suit
lhe fashion (or this attractive knit wear i* «|tiitc brink eilsb
lislied, and the Ing wholesale house* are taking the closest ill
terest m any new design* that manufacturer* are aide In
show   their  buvers
POTTERY.
DtcroaMfJ Eaports.
Stoke-on -Trent.
(ondiifotis In the pottery Industry are slowly Improving,
and last week a further reduction of I per rent   in tmeutplov
ed registration* wa* recorded.
Oversea demand is of only moderate proportions, though
bUlinesi from »  ,,f tho Dominion markets i* fairly Rood,
I lie home trade i* still restricted, but here ami there are Ittdi
callous of uu improving demand.   It is reportetl that retailers' (ll
1927
T 11 E
JHK    RETAILER
ar
Bruises       Sores
Rheumatism
tooths th« Mrt muscles er tlga*
moiiU by rubbing In Mlnard's Llnl.
fntnt. It penetrate*, rtlltvas ani
rsaata. It Mass inflammation and
rotters* ths injured part ts hssltti.
•pltndid  for cuts snd  ssrss.    It
ttsrilisss and hsals quickly.
J. A. TEPOORTEN
UMITEO
WHOLESALE DRUGS
PATENT MEDICINES DRUCISTS' SUNDRIES
PHARMACEUTICAL PREPARATIONS
308 Wafer St
Vancouver, B.C.
It it now possible to talk to auch poinla aa
Armttrong, Enderby, Kelowna. Penticton.
Summer-land, and Vernon from mainland
coatt and Vancouver Itland telephoned.
■RITISH COLUMBIA
TILtPNONf COMPANY
Here'e a New Aeeietant!
The advertising ol Fleischmann's Yeast for Health
'» creating a demand lhal is (-trowing every <la>
you can profit by supplying your share ol tin* demand.
Recommend 1-leischmaniM Yeast to your custom*
rra; it overcome* constipation, relieve* indigestion,
rlrars the skin and tones up thc whole system, ;\m
you will find that healthy customers require more oi
all ihe groceries you have lor sale.
The Fleiichmann Company
ftf SERVICE
ino,   n      "   fChi"a' jpwhMad or ordered before thc im-
v    -   ,- »*Wardtag duty, have now been substantial-
war.     ,  I, V.i?iP5omlM uf an toereaied call for English
wan i in tin- near future,
BOOTS AND SHOES.
Riting Price, for Luther.
The all-absorbing topic in boot manufacturing circles is the
upward trend of leather prices. There is undoubtedly a shortage ol hides due to a variety of causes, and boots and shoes
will certainly be dearer. The National Pedratlon of Boot and
onoe Manufacturers bave already given notice of an increase,
t is calculated that present prices of leather footwear should
l>c advanced from Is. to Is. 6d. a pair for medium and best-
grade boots, but whether manufacturers will get this advance
is another matter.   Competition is exceedingly keen.
Even with thc threat of higher prices there does not seem
to be any tendency oil the part of cither the wholesale or retail
distributive trade to expedite orders. There has certainly been
a progressive improvement in business since August, but buyer* are not very disposed to look far ahead, and orders generally arc for present requirements, Still there is a fair flow of
business, and manufacturers arc not disposed to complain, for
if prospects are uncertain, business is decidedly better than it
was this time last vear.
KEEP YOUR PHONE WORKING.
While I greal number of grocers have made use of the slogan
"Telephone for Fowl," there arc still some today who are
overlooking a real bet in not "telephoning for orders," according to Larry Holman, service salesman for Sunland Sales
Cooperative Association, selling agents for Sun-Maid Raisins
and Prunes and Blue Ribbon peaches and figs.
"As an ornament, thc telephone is not so much, there are
a great many 'artier' decorations, and when it does not ring
often enough there are many idle moments when il could be
put to good use keeping up contact with 'occasional' customers and regulars.
"It is not nearly so difticult lo work up a tair sized order
as it might appear to be. Suggestions over the telephone
is making a lot of business for a lot of business men today.
A great deal of the classified advertising in the big city newspaper* is secured over the 'phone. There are 'slickers' who
are making fortunes selling securities over the 'phone. And
grocers arc coining more and more to get their money's worth
from the 'phone company by going after the business over
the 'phone ratlur than waiting for it lo ring the husiness in.
"It is getting along toward fruit cake time and it is always
salad time A suggestion for o raisin salad made with
Nectars will suggest many another item to the busy housewife and lhe net result will be new friends, old friends matle
good .and increased orders for the day,"
Telcplioing is more than word*of*niouth advertising and
there arc a million reasons for calling up a customer or a
prospective customer, aud not one for letting the 'phone
remain idle.	
CANADIAN WOOLLEN CO.'S INCOME IS BEST IN
FIVE YEARS, STATEMENT SHOWS.
Continued from page 28).
ing* have been sufficient to allow thc appropriation of a
laraer amount for depreciation of plant and equipment, than
was i'.'*s.l»le in anv year since 1921,     The operating profits.
are. however, still some $30,000 short of the amount necessary
to provide ior a full depreciation. .
"Your directors are hopeful as a result of thc facts recently PUt before the Government Tariff Commission, in re-
srard to tho position of the mills making woollen piece goods
in Canada, that at the next session of parliament such legislation will be enacted as will permit your mills earning sufficient to at least pay the shareholders a reasonable rate of interest on the money they have in vested in this enterprise.
•New machinery to the value of $97,000 was installed during the vear. as vour directors feel that only by keeping the
plant and equipment up to a high stale of efficiency can any
hone of final success be attained.
"During the vear two small yarn spinning plants came on
the market, namely, Milton Spinning Mills, Ltd., Milton, Ont.,
,d Otonabee Mills Ltd,, Peterborough, Ont, Ihese plants
were close competitors of your nulls, and as they were ob-
t-unable at terms which were considered favorable, they were
purchased by vour company. These mills for lhe present
vill be operated as separate units hut later it may he deemed
advisable to incorporate them with Canadian Woollens Ud. 38
THE    RETAILER
MUTISM OOM-MBIA-ALBBItTA-TUKON
October, 192/
MERCHANTS RECOMMEND
WESTERN CUSS
For Quality Right Through.
P0LI8HED PLATE OLASS
MIRRORS    ll    WINDOW OLASS
"Knowledge of the  SERVICE we
ar* prepared to give it apreading.
Lot  ue  eerve  you."
Western Glass Co. Ltd.
ISS Cordova St. W.        Vancouver.
Soy. aaa?.
Scales, Slicers, Cutttrs and Cabinets—New, Rebuilt and Second Hand.
Cash or Terms.
The Scale Shop Ltd.
Sey. 2SS1
SSS Cordova St. W., facing Homer.
BULLETINS PRICE LISTS
SPECIAL SALE
ANNOUNCEMENTS
Mult'graphed, Mimeographed
Addressed. Mailed.
Mail Campaigns Handled Efficiently
Wrijley Directories, Ud.
IN W. Hastings.   Phone Sey. ION
I
Phone:  High.
IDOL CONE COMPANY
Manufacturers of
ICE CREAM CONES
Purest Made     Cost Lass
335 PRINCESS AVE.
Vancouver.
D**ii*t\*i*
T. D. STARK
F. W. STERLING
Telephone
Say. S397
STARK a STERLING
MANUFACTURERS'  AGENTS
1160 Hamilton Street
VANCOUVER. B. C.
"A CANDY THAT AIDS DIGESTION"
(Made In France)
"A FreaUMa Line to Handle."
BunplM snd Prieei f urnltdted ill Jobber.
Telephone Seymour Tin
D-minlon Salts Company
411  RICHARDS   at..      VANCOUVIft
(Baaed Wo-tc. "Ad" eards supplied)
SERVICE TO OUT OF TOWN
SUBSCRIBERS.
"The Retailer- will he pleated lo
furnish aubacrihera the name, and
addreeeea of repreeeatative* or
agente of Eastern manufacturer* in
Vancouver. We will aleo adviae
where their commoditiea can he pur.
c he ted. Vancouver Store* phone
Sey. 3f4l.
GROCERIES—Cont nutd.
Manufacturers9 Agents
(Vancouver, unless otherwise stated).
(Insertions under thia heading are
(-hawd al (ho rat* of $1.20 a line,
for six monlha, payable in advance).
DRYOOOOS
Atlantic I'nderwear Ltd. Monrton.
N.B.—B, II Walah k Co Ltd 311
Homer Street    Sey. 8587.
Chlpman Holton Knitting Co. Ltd.
Hamilton. Ont. K. H. Walsh A Co
Ltd.. 318 llinner Street.   Sey.  8587.
The Call Knitting Co. Lid, Oalt.
Ont.-J J. MacKay. 804 Dower Illdg
Sey. 3091.
The  Kay   Manufacturing  Co,   Montreal—Thou   Conlan   318  Homer St
Sey   1977.
Monarch Knitting Co. Ltd, 318
Homer 8lreet~-8. D. Stewart A Co.
Lid.   Phone Sey. 7525.
Pwnmana Ud. Paris. Ont—J. J.
Thompson. 615 Haatinga West. Sey.
7377.
Rock Island Overall Co., Rock la
land. Que—It. A. Slme. 318 Homer St.
0, Turnbull Co. Ltd.. Oalt. Ont-
S. I). Stewart A Co. Ltd. 311 Homer
Street.   Sey. 7525.
GROCERIES.
The llorcV*n Co., Lld.-~Montrr.tl.
Que.—Local office. 332 Water Street.
Hey. 6383.   Jamea Wood, Manager.
Canada Biscuit Co., Ltd., London,
Ont. Local office, 1150 Hamilton St.
Sey. 3412. Chas A. Tinsman, Manager.
Canada Colors and Chemicals Ltd..
Toronto—Stark ft Sterling, 1150 Hamilton Street.   Seyi 1357.
Canada Starch Co. Ltd., Montreal.
-E. H. Rowntree, 307 Hastings W.
Sey. 59.
Canadian Poatum Coroal Co. 1.1,1
To.onto.-~ McNeeley'a Ltd. l%% Bei
tnour Street.   Sey. 9337.
Ca.-natlon Milk Products Co Ltd.—
Oppenbeloaer Hros. Ltd., 134 Abbott
Street.    Phono He)   3390.
W.  Clark   Ltd.. Montreal. Que-c
P. Stark. 423 Hamilton st    Hey  |04Q
K.   W.   Qltlfttt   Mfg..   Co.   I.tj    |,
McKarlane. 600 lleatly St. Sey   1S98
Kellogg Co. of Canada Ltd London,
Ont -L P. Maaon ft Co. SIO II,.*.*
Inge Weat     Sey. 2908.
l,ak<- of the WckmIs .Milling t'o  Ltd.
-1300 lilcharda Street.     Sey  %%%*,
W2  II   OArey. Jr. manager
Palmolive Company of Canada Ltd,
Toronto. Ont Dean Armatrong. lsj»
Urrh Street     Hay. 601L
The Quaker Oata Company »l**OCil
office, ISS, 610 HanMiga Weil Q S
Thompaon, Salea Manager
The   Kt.-wntrcc  Co    Md.   I On    '
I.4H4I I'iiite, |$2 Alexandei *-*    \  S
I >>cr.  Mm »i;.t   ll   C   Itr4i«.;
STORE   EQUIPMENT  ft  SUPPLIES
llartram Paper Product* to. Lid,
12*0 Homer Street Norfolk Paper
to. Ltd. 13d Waler Street Se? flM
and 7889
Canadian Toledo Scales '.'0 ltd -
Windsor. Ont K S. Chambers. 608
Smythe Street    Sey. 3911
Continental Paper Pr"dut*t-t. Ud.,
Ottawa. Ont Smith. DaWdttm A
Wright    Sey. 9585
International llusineas Machines
Co. Lid. Toronto- l<ocal office. Wl
Seymour St    Sey   283
Pacific Wnicd Paper CO.—COUBtSf
Salea Hooka and Wated Pa|»--r 110
Davis street   Ity. tin,   T i» Uwli
The Stale Shop Ltd. f»r Scale.t
M«t Sllcera. Choppers, Caah Regis
ters, Coffee Mill*. Cheeae Cutter*, enlarge alock new and uaed; free call
togue Term*. 3«6 Cordova Weal
Sey. 2881.
Thc Walker llin ft Stores Pxiures
Co. Ltd.. Kitchener, Ont.—J, I 1' Dun*
tan, 2H.17—i*\h Ave West, Manufacturer*' Agent   Hay. 44M5K
J. C. Wilson, Lid.. Lachute. Qua -
!*ocal office, 1060 llomar St Sey.
711.   W. T. Raa, Manager. Q U A L I TY!
Speaking of quality—no better sardines are
found in the North Atlantic than are packed
under Brunswick Brand, Not only arc the fish
of high quality, but they are packed at their
best, just a few hours out of the cold, healthy
st*;i waters,
Brunswick Brand Sardines have won an
annual -ale of I5.(XJ(),(1U0 tins—ami have the
(|iiit*kt*st turnover of any sardines on the market.   Sell them by the doaen.
CONNORS BROS., LIMITED
BUCKS HARBOUR, N.B.
Large-it sirdine pickers
In thc British Empire
'Qsttt**^'
BRUNSWICK
BRAND
SARDINES
uurt-H!"
CONVENIENT!
ECONOMICAL!
DEPENDABLE!
SWIFT'S
tt
SIL VERLEAF BR ANDPURELARO
,* A*** from the handy 1-lb. self-
.   .«flnn to 5US llll"*1'**     '
measuring carton t<-
uniform Iri^^*-"^
The tame
SWIFT
CANADIAN. COMPANY  LIMITED
CANADA HERE are some of the features of "Silkoline" Hosiery which will appeal to
shrewd buyers of women's hosiery:
"Silkoline" has a soft "feel" and "silky"
appearance.
It retains its lustre and softness throughout
repeated washings.
It is knitted with high spliced heel and double
sole, reinforced at heel and toes.
It is moderate in price—one of the dependable
"Sunshine Hosiery   styles.
"Silkoline" is a steady seller with many retailers.   Made in black, white and popular
colors.   Order from your wholesaler.
Chipman. Holton Knitting Company, Limited
Hamilton, Ontario
Mills ot Hamilton and Wetland
■ ,-•■:,. ■..

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