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The March Retailer Mar 31, 1927

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VOL  XIX. No 7
MARCH. 1927
77ie Flavor is Finer—the Cost is Less
Fruits and Vegetables, Jams, Marmalades
Pork and Beans :: Chicken and Soups
The Finer Natural Flavor of the pick of the Northern-Grown
Canadian Fruits and Vegetables, and the Maintenance of Price
and (Quality both; and the generous return for saving the
Nineteenth Year.
10c per copy; $1.00 per year PAPER BAGS
Lachute A
St. Jerome,
Popularity and goodwill is increased by a standard of
excellence in store service detail.   Strong and good*
looking paper bags assist this merchandising principle
Built for Strength and Appearance—ALWAYS"
Manufacturers of
for   Wholeul-m and RoUilsrs.
Phone: Seymour 781
The New
A Million Bubbles
In Every
*       |   --■*---
■  24  ■
Large Packages
to the Case
Single Cases U 80 per caae
5 Cnss* Loll $4 75 per owe
10 Ciue LoU |4 05 per caae
25 Cane LoU $4 55 per caae
May be Purchased with other
Royal Crown lines to make up
quantity prices March, 192?
(1 Adam & Sons Company strongly endorse TOLEDO
•sr.M.Ks Their new market, one of the flues! "iml roost
modem in Cansds, i* equippe<l with sight Porcelain Toledo
Bcstcs** containing all latest improvements snd refinements.
i** Adam & Sons Company hss tissd Toledo Scales for many
years ami sftcr carefully investigating other makes, decided
n|Min Tolsdo equipment f<»r their magnificent market which
in Illustrated sbovc
Head what liny say about "Honest Weight" RCSlos and
benefit ity their experience and the experience of thousands
of other merchants in your particular line of business.
Vou ran own a Toledo al a cost ROOli repaid to you from
Wiving! uutdc Many styles nml sizes at reasonable prices,
liberal allowance*; for old scales and easy terms of payment.
•> •*■• •• ,*. ttu mat;*, a tt ****!..*•
,**.**. ,»inr ** ***** mtmmtm ** ***
..*, **.,.!. *.'*t.* *.)* *t.. t* ***,it
lattlM  '..*.*. MW.
*m. ***!*. *. **t .,**>,,* *** ** ***
*:*.* ***)* mm «W MMM, ** *. *,**!!$
*■*.* *.
ti .i*, * •» ..,**, m t*a ,. **» *** m
*,..*. Utm*. U** *M ** ). ** *• ***., ****.
.*:*,$ ).*.*.*,,* .,** m.* *a *• mm mm**,i
• '<• ** maatam.   * **,** <w •>«*• mm >**t*
*.!*, *t* •**» Ml ||«M U MM) >M **u»
•<i«, • *****a **).* *t * .*.).,. •••••m
•tl .I*** ** ****** ***»
). ** nUti *»*u
to ** *** *)* t*m MOM I* • **** *mt
n.* *. <M *••,* *, «>\i»miim *,im la *a
am* hnm .>** **. ***%*i •♦ ******* matmm
*.*■*. **.)!, <■••»!••, ******* * * **** ***
to n** r* tm »!• MMtlaM miw ** Mil
**. * MIMMt ). »U»I» *.****,* KM f'MMl  M
.*. MMMM  I.*.**>.
MMV  '**§,
•.Ofl •*»• tmOmW
Toledo Scale* are built for accuracy on
the pendulum counterbalance principle—
no * prill**; equipped* with a patented device to prevent mistake* In reading and
nre known everywhere aa automatically
Riving hornet weight and computing
exact value.
Manufacturer* of Automatic Scales for Kvery Purpoae.
Salesrooms and Servica Stations Throughout the Dominion.
Ms re
There's a
- in -
frown Brand
\T is the wholesome and delicious Svrup that
<s known throughout Canada for' its hieh
ZZl I,a,U7nd *reC°gnizcd b> ««W" «
the b.ggest and easiest seller on the market.
Display CROWN BRAND in your windows
Manufactured Ky
MONTREAL ICU March.  1987
Grocers Carrying
report an enormous increase in
demand due to color pages now
appearing in   -
"Western Home Monthly"
"iWWest Farmer"
"Grab Growers9 Guide"
It is easy to sell Windsor Salt
because it is asked (or by name.
Check over the list and see that
your stocks are complete.
Your jobber will always supply
Windsor Salt if you insist on that
Windsor Tsbls Salt
Windsor Iodissd Salt
(Frss Running)
Regal Tsbls Salt (Free
Windsor Specially Purified Salt, 99.9s Pure
Windsor Ohesss snd
Factory Filled Salt
Windsor Dairy Salt
Windsor Salt for Cattle
501b. Prsssed block
501b. Pressed block-
Windsor Fine and
Oosrss Salt
March 19^
Light Kraft
Now thst the Highest Grades of Paper Bagi are being made in B 0.
be careful to always specify the B C. Brands.
"WESTERN" Manilla Quality
"PACIFIC"-Ught Kraft Qualit)
"COAST"—Heavy Kraft Quality
"HITONE"—White Sulphite Quality
Manufactured in Hi if is!* Columbia hy
Bartram Paper Products Co. Ltd.
»«••».f  Otrott
Sole Agents for British Columbia
Light Mann*
The Norfolk Paper Co., Ltd.
Phone 8eymour 7868 and 7869
•'••(J  %tnpa
***#••••»•   IwllMM.
How They Sell In Lent!
In Unt Brun.wick Sardine, tell like bread or
milk   everybody wan.. Aem.    Decidedly the
d.in.ie.' ,idb« '»' ■■•« "Mon; you h.ve only
'- iUWe.. ,hem «0 n^ . „,,     .„,, |fy fc
'Coitito*4' (J)
Black's Harbour, N.B. March, HOT
With which ta Inrorpor.t****) tha II   C. TRADE REVIEW.
Published 20th of every month.
ornciAL organ or ■ c. board
A MONTHLY JOURNAL published in the interest of Retail Merehan
diaiiig and the Development of Commerce in Weetern Canada.
SUBSCRIPTION RATBHto-rDoiu^ payable In advance.
Advortlelag Ratte oa Application
When space reserved final forma close 12th of month.
Sulfa 10ti Marehanta' Exchange ■ulldinf
Telephone Sajr. SSS1 Cable Address - Shipping—All Codas
Bdltor. J. S. Morrlaoo W. tt. Coda. Business Manager
K Tat (entail. Advt. Manager
Bntarad at Ottawa aa Second claaa matter
Tha following repreetnt W. M. A. Sranehae
In tho Province af Britiah Columbia*-**—
Armstrong A. Smith, Prea.
Cranbrook A. I). Bridges. Pres.
Fernle  Norman Suddaby,
Kamloops A. C. Taylor, Proa.
Lytton B. RebagllaU. See.
Nanaimo ..N. Wright, Bac.
Nelaon  M.B. F. Gigot ,Bec.
New Westminster	
a*id Fraser Valley...D. 8tuart, 8ec.
Revelstoke W. A. Sturdy. See.
Vancouver C. Dallas, Sec
VOI. XIX, No 4
MARCH, 1927
The Logic of Optimism
Improvement in British Columbia's Leading Industries Warrants Expansion of this Sentiment—Individual Analysis of Changing Business Conditions Necessary to Insure Continued Prosperity in Retail
A yesr ago the -lui) fell upon tin* writer of this
'■--litorinl" to prepare an srtiole for the "Spring
Sum ber" of the "Retailer," in which the message of
<-ulttldciire WSS embodied in an examination of condi*
lions then current, ami a logical argument made upon
which to bsse tin* sssumpiion that "Business was Go*
inn to Be Belter."
Of course, the "optimist'1 Is always able to make
predictions of that nature, even if I hills'* Bfe SO ImhI
that they eonld not very well bs worse, and therefore
must be better; but thai was hardly the esse s year
SgOi for trade ami commerce throughout Canada had
slready largely overcome the slough of inaction ami
reaction whieh had followed tin* postwar boom of
The tah this year Is, however, more favorable than
lhat- for we have on all sides many evidences of grow-
ini: confidence in the situation. Confidence is the key*
note of progress in business, In no part of Canada is
the spirit of business confidence more marked than in
lhe western region, ami the farther west one goes,
the greater the confidence, eulinlnating in a complete
belief on the part of lhe people of the Pacific Coast
in the presenl growth ami Impending rapid development of the Hi ies. industries ami prosperity of the
Const, of British Columbia, snd of the entire west.
The principal problem of the west is population
Vast arable lands still remain unpopulated, ami ureal
natural resources continue in a natural state of unde*
velopmentj but the mere knowledge of their existence
is sufficient to warrant the assumption that they will
attract population at a rapid rate, and at no time haa
there heen a world condition so favorable both to capital and to agricultural population to seek new and
fertile fields.
During the past fifteen years there has been an increase of the population of Alberta and British Columbia of approximately 52>_. per cent. Competent observers freely predict that the rate of increase will be
greatly accelerated in the immediate future, and that
the next five years will see a -greater addition than the
past fifteen. Be this as it may. there are many
healthy present indications of growth in the industries
of the region, and a vast amount of new capital is
ahout t. he invested iu development.
Industrial Expansion.
This is the less surprising when one reviews the
success whieh has attended many of the existing industries established with the aid of outside capital with,
in the past few years, in some instances success out'
standing in these particular industries. The results attained hy sueh concerns as the Canadian Consolidated
Mining and Smelting Company, whose works at Trail,
B.C., are turning out the largest quantity of copper,
/ine ami lead of any mine in the British Empire, and
are continually increasing their output and the variety
of their products, and whose financial results are only
equalled hy their technical achievements. Other mining companies in the province are running them a good 8
T A11 K B
M.llKUTA    Yt'Kl»N
March, loci
second, and t ilnsral industry of Ihe P*™""
attracting widespread attention on the pert ol Brum
American ami Belgian capital.
The products of the forest are gaining in volume,
value ami importance.   The manufacture oi newsprint
paper in British Columbia Is ■ new Industry, on)
twelve vears old, but already has proved so profilsblj
to the mills established, thai the great works ol I owell
River have recently been doubled. New mills arc to be
established ill other locations, which will mon* than
lumber to foreign markets coutinucs to grow rapidly
double the output within two years.   The export ol
ami shiploads of lumber are now a daily familial Wgnl
to residents of any of our seaports.   The gruin cxpori
movement through coast ports is growing, and nee
elevators arc to be built.   The new pilchard oil acl fish
moal industry has been ko mueh of a success lhal bast
crn capital is to invest iu a great new packing plant.
The statistics of shipping at our ports shows m\ Increase each year, in consequence of the growth ol our
industries, and as a consequence of all this we find that
the population of our cities is growing, Ihe amounl of
building is extraordinarily hmli (Vancouver was tin-
third city in Canada iu amount of buildiug in I ••-•'»
and all other indications of growth, bank clearances,
customs returns, etc. show corresponding expansion
Increased Revenue.
Concurrent with this we find that the general revenues ni' the Dominion an- such as to enable lhe government to reduce the burden of direct taxation, the
income tax having been very greatly diminished during the past two years, ami in particular some of Ihe
"nuisance taxes" which were productive of little revenue but much irritation, have bn-n abolished, Others
remain, ami it is for the retail merchants lo make wire
that trade is freed from such imposts as sooti as possible.
•   All
* I   I'
The factor In the situation wMeh is of the m<> \tu.
portaiue ami the greatest Interesl .* that the im .,-»*
in our Industrial ami agricultural development which
is taking plsce, Is bssed mainly on nhiHiy to e\p. • tn
foreign markets, lln   markets of the world. »n .,-,»,,,
competition with the products of similar Industrie*
where.   This means that Canada in beg-taning In
.In.*** on a basis which enable* her lo compel,
even basis, without  thc  artiticial  Mimultltt of  pi
tmiii. such as may be used to foster an industry it
tin- borders of the country itself    Probably this |
most healthy sign of tbe times for Western Cat   li
and is tin principal basis for lhe view* SSpfcasrd \n
economists thai Western Canada U on the SVi of ureal
expansion and development,
It requires no umlm amount of optimism, ton ..nl)
a normal amount of common perception, to pxprew ihr
idea with lonlhhncc lhal the men hauls in th, VA • «■.•
ImVC a better chance of makim* a MjflSQSS of lloir bllli
nem within tin* next few years than ihey have had <lur
ing the past few years This may not be tills le is
dividual eases It doe* not folio-* thai Utau*. I
is getting beticr, beesnse development i* Iskini p
Ih cause jo  s|,.-i". is i», i,.Ti»l  thil each and effl")
chsnt finds the Mim* reflected In hi* own btndncm It
nui), at times be verj difficult for «om, of us Ic ret
ogllixr that busim sh is really going ahead Tin ill
ulm is imbued with a spirit of confidence and rea**»s
able optimism, based iml on hope l.iit on a know|i,1 ••
of basic conditions, is far more likely to reach out
grasp the npitortunitt which may e\»%t. than i* lln mil
who nnrcly is content lo worrv along, tfnidginifU I
mining thnt husiness may be looking ttp a bit Imt •
is only a flesh in the pan
"Business is going lo Im* Uner"   on Inst p*
economists are a unit     The man of cotirng*   vbdnti
activity will benefit     Bach musl study the situaiioi
for himself, from the viewpoint of if-, relationship •
own private bustneas
The R.M.A.and tbe Budget
Recommendations and Suggestions Made to Finance Minister by Delegation from E M. A Acted Upon
Almost in Their Entirety
RATIFICATION is expressed by the Dominion
Hn Executive of the Retail Merchants' Association
owing to the consideration given to the suggestions and recommendations made by tho li. M, A dele.
gat ion whieh waited upon the Finance Minister l-Vhrn
nry 1. Refereneo to tho brief which appeared i„ tin
February issue of this publication will show that ro
quest was made for the abolition of "nuisance" or
stamp taxes, and the Hon. Minister of Pinance has rr
dtieed these as far as is consistently possible wi'hmtt
too severely impairing revenue,
Recommendations were also made that the Mea
lax he reduced at the rate of % of | per cent   each
six months or one per cent, per annum, slicing (M mi.
000 from the revenue collected annually by the imv
eminent.   Simultaneously it was suggested that eon'
eideraf on should be given to the views of retail elot
.ers, who petitioned the absolute repeal of thi,      .
of taxation.   The Minister of Hnan'ce was fift
aeeede to both these requests, but in an endssvn
be impartial to all elssses of manufacturer* an I ■
tributors, he has determined that a gradual ffdueti
of tin tax would best meet the situation
With reference to the Income Tax. tbe delegate
NjUed nut its imqtnty. nnd the difficult problen
collection, suggesting Ihnl iu reduction would res
ni increased capital Investment in this couniry. ll
making up for any loss,-* incurred thmiigh that reib
It was fully realised that the government enuld '
afford to cut the WUioo.iioo eolleeted from ihis fort.
inxaliou from its revenue nnd at the same time
Bm"tjJJj of nine millions accruing from nuisance tns
"■"l fifteen million* from the Hales Tax without a i
«ii luting revenue   It wns, however, understood by
"■■'"V'.t.on that dm government had apportioned
wm of «5,000,000 or ^,000,000 for luxation red
,,""< ft«« Iho roduetton oi the sales and nuisance ta
f .March, 11127 THE     RE
vvould still leave bei ween $5,000,000 and 16,000,000 to
apply tO Income Tax reduction.
The suggestions in this regard made by the H..M.A
delegation have practically heen adopted by the government.
The removal of the Stamp Tax with ths exception
of Je on eln qiies over $10 docs not come into force until
.Inly I. aud during that period the government will in
all probability collect the sum of $2,000,1100, which in
addition to the revenue accruing from this source of
taxation for the balance of the year, will hring the
ligure ttt over 13,000,000, Thus the government will
not lose (he full amount of this revenue during 1927.
Imt a loss of $6,000,000, which in addition to the fifteen
million reduction in Sales Tax, will entail the sum of
fit,000,000 lost revenue As the Income Tax collected
amounts to ahout ♦."lU.issi.tsio. ten percent reduction
will amount ttt S.'i.imsmhsi, making a mand total reduction ttf S2ii.*sai,iNNi in taxation, which accords with tht
pro|Mtscd reduction of the Finance Minister, ami the
recommendations ami suggestions contained in thc
brief submitted by the Hetail Merchants' Assoeiation
of Canada.
The Ituduet demonstrates very clearly the consideration given Ity the government to the representatives
of thc merchant* of Canada through their association,
ami the retail trade can figure what such represents
lion has achieved in dollars ami cents, further evidence
of lhe results of association work, which is deserving
*>( the retailer's support nml cooperation.
Recommendations of E. M. A.
1~ Abolition ttf Stamp, or Nuisance Tax.
2.— Reduction ttf Sales Tax at the rate ttf one.
hall of om- per cent , each six months (or om-
per cenl. per yean, nml iu addition removal of
Sales Tax on wearing apparel.
.1   Kcdtictioii of Income Tax.
Results Secured.
1.--Removal  of Nuisance or Stamp Taxes
July 1. except on cheques, notes or drafts over
2   -Sale* Tax removed one per cent, iuiuicd
.'I.—Income Tax reduced tell per cent.
Other Recommendations Made February 1.
Issuance of half cent stamps for half cent, circulars.
Discontinuance of unsolicited merchandise through
the mails.
Discontinuation ttf premiums by manufacturers.
Amendment of Itankroptcy Act to permit bankrupt
t<t he represented in the administration of the
Amendment of Criminal Code lo further prevent:
1 -Lotteries and Trading Stamps.
2 Customer Chains ttf Sale,
a.-X,S.F. Cheques,
Removal of one of the two live cent pieces from cir
Favorable consideration of effort to establish fair
priees on standard trade marked goods.
Abolition of cost of inspecting weights ami measures.
Tax of ten per cent, ttn Mail Order Houses.
Kstahlisluneiit of a Domestic Distribution Depart
ment to promote and develop CanmKan internal trade.
Now Grocer Werden
gets "yes" answers
*XTO, that's all today/' replied Grocer
1/N Werden'e customer when he asked,
'is there anything else?" Of course It
wasn't the answer that Werden wanted,
but somehow it seems to be the answer
that that queetlon gets.
So when hie customer had left, I put
him hep to a way to get Myee" answers—
an Idea that I'd eeen other grocers use
with big success. And I suspect you'd like
to know about It.
"Anything else,"     ,       yfc Cf
I pointed out, "in- "T™** i-M**/
cludee too much,
even the cash register and a date for
tea. But if you'll re*
mind your custom*
erofaspedfic something ehe'e apt to
want, you'll have at leaet a W-50 chance
of getting It for an extra order.
•'For Instance, when a woman asks for
cereals, tell her how much better they'll
taste with Sun-Maid raisins In them.
That'e something ehe'e In favor of-easy
ways to make foode more appetising."
Well, next time I called, Werden waa
busy waiting on a customer, I perked my
eare when ehe asked for cereals, and euro
enough Werden took hie cue. "Have you
tried putting Sun-Maid Nectara Into It?"
he asked. "Mrs. - - says her youngsters
are craiy about cereals that way."
Down went Nectare on the sales slip!
•i certainly land a lot of extra ordere
elnce I began euggeeting definite Itente,"
Werden told me later. "And the beet yee-
answer getter I use le that relalns In cer-
Try It on your patrons, friend grocer,
and lleten to the calculator Jingle encores. And ask the Sunland Service Man
who calle on you for some other Sunland
ealeo-winning Ideae. He'e full of 'em. 10
I Mr*
Don't pour it down the drain. Ity
using Seal right Containers you can
dispose of the liquid when selling'
pickles. Oysters and Liquid Foods
These containers arc US> per cent
leak proof, spill-proof and crush -proof
and will more than save you 'heir
Ask our Traveller for Samples and
Smith, Davrdsefl I Wright, lit
Vitucci Map of Italy
First Pressing—Uniform Quality
Well Advertised.
Por Sale by
All Leading Hetail Grocers
134 Abbott Street Vanoouver, B. 0.
"Into our store, regularly, come our Veast for
Health enthusiasts. They become friends; they
get a habit ttf coming to see us. They get a
'peppy' healthy lot; and they cat a lot nf groceries. We know, because we sell them all the
groceries they eat."—W, Harry Knox, I'ough*
kcepsie, N.Y.
The Fleischmann Company
Is Not
Than $1
Net  n> .»;■•>   •**;: «m .t «   Afe   »«Utfir«|   te.  attwo.   I Wo or   three
i i.AitK Presswd iwt*. for*r>«tina that ih«»*r aweem** 1 m
t'ORt'tly Uniktnn an«i-<J fur labor n«ilivj| titio* uparlNl **U
which wilt prortdf icwhI r-mtr^Mnf m**«l« *" t*mmittaOh
Ask yinir joNvr ts thou* tt full 1.1041' ef CLARK'S
ittnt Ut the ('LARK Kit* heat SWf nut to mer«
&lti timt l.trs*er front*
W. CLARK Limited, Montreal
EiUblir-hmtnU   at   M«ntrt«l,   P. Q    Si   Rami,   P. Q    *M
Hor rom. 0"l.
Lake of the Woods
Milling Company
■taken of
The World's Bett
Dsily Capacity 14.300 Bbls.
B. 0. Of floes end Wersbousss:
1300 Bicharda Stmt 1614 Btore Btrest
Til K    IMITA I L-Kfi
imrriHii Columbia   ai.hkuta  ttJKON
Wholesale Grocer or Chain Grocery Store
—Can Both Serve?
In the circle nf food distribution where the question
of a survival ttf the wholesale groeer or the chain store
has been the subject uf lo-ated discission many have
lost H.tfht tif the fundamentals id both Likewise, it
perhaps ban IIOJ occurred Jo Rome that "evolution"
does not stand *.\',\\ and the march of progress brings
many changing  conditions and  n ssity  I'or meeting
! h* in
Originally and f«»r a number of years the wholesale
groeer has functioned chiefly ai a "jobber" or middle
.nan between the producer or manufacturer t.f food
products and the retail dealer A constant battle has
been waged. I»aset| largely mi prices. The "jobber*1
has held few obligations wifcred. Sharp trading baa been
considered good business The hitf "Jobbing idea" appears to have been a question t»f paying as little as
the manufacturer would seeepl ami sell-in*-** for as much
.is the retailer would aland The matter of service has
• xtended tody to the point of prompt deliveries and
certain credit accommodations ami no further. The
obber "jobbed" jtdt h»?s and made apparently llo ct-
fort tn preserve an "even flow" of commodities from
the producer to the ultimate consumer through the retailer    As such, he has failed to prove an "economic
..ecessit v."
The widespread ami rapid growth of the chain store
grocer has effected a material change in methods of
distribution, It has brought t«» the wholesale groeer
the need of specialisation. As one result we now have,
according to bent and conviction, the following!
(I) The wholesaler who manufactures many of the
products he "jobs" and obtains two profits.
(9) The wholesaler ttf the "cash and carry" type
who performs no service except as a warehouse.
(3) The Wholesaler who functions Ihrough several
<>r many branch houses in order ttt meet competition
as ttt freight rales on strictly staple commodities,
(4) Thc wholesaler who. with incomplete stocks, has
become a "desk jobber" specializing OH contract goods
"drop shipped" direct from factories.
(8) The wholesaler of the Old school who 'carries"
his customers on long time ami long profits,
(ti) Tbe wholesaler who, having tried various other
methods, organises a "group" of merchants into soiled "chains."
It appears, at least on the surface, that none of these
"departures" under the above classification seem ttt
take into account the character antl value ttf service<
rendered either the manufacturer or the consumer
through the retailer. One reason has been thc total
lack of retail experience aud actual contact with the
consumer demand, which the wholesaler has had no
opportunities ttf enjoying. Again, there has been little mutually beneficial co-operation between the job*
her ami the "independent" retailer. Kach has "looked
after" what each thought resulted to his own best
Many wholesalers have "viewed with alarm" the
expansion of the ehain stores ami have been looking
about ftir a substantial and suitable means of combat-
ing them. Many retailers have patterned after *!ie ex-
"inpic set by the chains ami have improved eaeh shining
hour by adopting certain chain store methods and
policies where it has been possible of accomplishment
And many wholesalers and retailers have pursued
the even tenor of their several ways undisturbed.:
.Meantime the chain store industry has in due course
suffered some reactions.
Too much stress has been laid ttn the pulling power
of prices ami tint little upon a distinctive element of
service that reaches beyond the point of priees alone.
The consuming public refuses as a whole to "take
too much lor granted," Moreover, the chains are sub*
jeet to classification along with the jobbers, These
are as follows:
(1) Chain stores depending upon wholesale gro*
ccrs as a chief source of supply.
(2) Chain stores maintaining a buying organization and distributing warehouses with store units oper
nted on the cash ami carry plan.
(8) Chain stores operated on the basis of service
as well as priees.
(4) Chain stores operated under one name and
various ownerships with ntt consequent buying benefits ami paying ftir so-called "franchises."
(5) t^iain stores of various types operating meat
markets in connection with "groceries."
Itroatlly speaking, the actual difference between
the wholesaler-retailer "combination" and the chain
store "organization" is largely a difference iu cooperation. The functions of the I wo are alike. The
chain store in reality is a wholesale grocer operating
its own retail outlets. The wholesale grocer perforins
a like service to the unlimited number of retailers
who are his customers. And there is no gootl reason
why both cannot be done hy any eoneern possessing
Ample capital, necessary experience aud a -sound organisation, 12
Mai-     |«*»-
Saves you time when customers ask for "Fresh Boasted
Coffee." That's exactly what Nabob is. The vacuum tin
keeps the flavor in—you sell it   fresh from the roaster
Kelly Douglas & Co. Ltd.
KeUbliahed 1190
Our Motto ii " SERVICE
Ws cannot offer to sail you gooda cheaper then say other fins is is e portion to do, bat we CAN
give actual facts to prove test it ts
te deal with tM
am **    *        »       —-
WKole.aU G
WtKl^ta'tt rup b>p- *** * c,
end without equal on thU*V.r|i.t     " '*' *"*'' ,,w^ *»«•««.
P. Burns & Company, Limited
IDMOMTOir March, I«»J7
Development ef Modern Baton* Demands New Ideals
ef Co-operation
Ity Dr Hurry K. Barnard, Pit.I), President of the
American Institute of Hakinir
The wh-olcsalc baker has huilt his business through
lhe eei •ope I at Htii of the retail grocer. His bread pics
and cukes are placed in thc consumer's hands hy th*
grocer. The margins of protit uu bakery goods arc
large The turnover is a daily procedure, the waste is
negligible ami the consumer eontaet is worth having.
The increasingly keen competition between whole*
sale bakers is operating to give the groeer a false idea
nt* to the value of his baked good* business. The num-
her ttf bakery salesmen, route foremen and sales managers who call upon him interrupt his work antl leave
the impression that (he baker's business is a permanent
thing and he need give little bother to it.
lb-cause <tf this facl it is often carelessly handled.
display eases are not well located ami thc baker's display advertising is imt used to good advantage. Sometimes preference is given one brand over another and
the incentive to handle speeial brands Is stimulated by
premiums and discounts rather than hv the desire of
the customer. Sometimes, too. grocers pay little attcn.
tion to slocking baked good* ami allow the salesmen
tit determine the si/e of Ins order*, knowing that the
bad practice of taking hack stale goods will relieve him
of any responsibility ami protect him against loss.
Baker's Problem of Distribution.
Many bakers arc much concerned over the problem
of distributing their products They sec thc development ttf Ihe chain grocery store with its own baken
reducing the number of their distributing agencies, and
they tlo not find iu the grocery trade the keen interest
they wish in developing a larger use of baked foods.
Itccausc of these ami other facts many bakers arguing into the house-to-house business ami arc taking
their goods to Ihe housewife at her kitchen door The
delivery men are salesmen carefully trained and capable t»f increasing the daily order f*»r a IQc loaf of
breed to a .We ur 40e sale. Kvery loaf of breed left at
the house diminishes by that much thc grocer's business. Kvery pound of cake or dosen cookies must he
subtracted from the volume ttf his turnover.
Meet the Better Half Wsy.
In every eity and town grocers are carefully studying this problem, ami arc meeting the baker at least
half way iu his efforts ttt serve the home with better
baked products (Jroeery clerks are being trained 1st!It
in handling bakery goods ami in stimulating their sale
The merchandising of bread, pies ami cakes is a sub.
jeet worthy the critical study ttf tho grocer, sml the
clerk who is most successful in bringing housewives to
• he slore for their daily supply ttf baked foods should
be a valued asset to the industry.
The volume of baked products matle outside the
homo is increasing annually. The possibility ttf using
them as a stimulus to increase the use of jellies, jams
peanut butter and sandwich material of every kind is
greet Rvcry 10e purchase of bread require* about
!0c worth of butter to spread on It. and ahould stimulate the purehasi of the other foodstuffs whieh are
enten as a spread for bread or an a filling for sandwiches.
Roll Home the Profits
Every Turnover /ncreoses Your Number of Profits
antl Your Number of Customers Using It
Palmoltvt Shaving Cream proves the 'greatoake
from little acorns" philosophy.
For tha phenomenal growth of thll comparatively
now number haa amaaed thoae who have featured
Our advert ting createe the demand for thia now
type shaving cream.   Our aample offer geta the
the Srst trial tube In men's handa.
Then comes the displays in the dealer's atore, his
windows.   At the "point of sale."
One Man Telle Another
And each man who buya a tube comes back for
more.   And telle hie friends.
Thus It ia like the snowball pictured here. YOUR
volume, and VOUR profits, incroaee with every
Palmolive Shaving Cream haa the qualRlea men
like. And when they Snd satisfaction In a shaving
cream, they stick to their fovon to.
As long as you give Palmolive Shaving Cream a
real chance in your store, you can depend on it
for regular, and Increasing, proSta.
Why not put In a window now? If you want new
material—why not write NOW? Don't put off a
chance to get good hard money in your pockets,
whon it's as simple as this.
Made In Canada.
3462 14
'«    I't-:
American Can Co. Ltd.
Wild Rose
Pastry Flour
Royal Standard Flour
They Pay for Fuelling
Vancouver Milling tod Grain Co.
Head Off ice aed Mills  VANCOUVER, B C Merrill 1^7
The following are prieee quoted for principal llnee of leading wholoaale firms.   Prices quoted are necessarily
subjeet to market fluetuationa.
hoyal Veast—
I dos   pkf*. In cm«
euro Slake Lye—
4 doe  In caaa
&    twm*a
io !»**•* ( doi in etas
Mafic Baking Powder—
4 ..«   I dot
«  ot   4   doi
I   oft   4  dot
IS ot   4  dot
3 Sll*     I   dot
& Hi, •% dun
I'i I tooo bit
M*ftc Ot>ao, Cast No 1-
I   room  (SO-lb    \**,ltao**i
' coomo or more
..... I to
i :*i
if to
t* n
"* to
23 00
„    11*
Oi Carbonate ef Soda-
lit lb ke-ga, p#r kr«
40-) lb   barrela.  per  Utrri
Ceuetic Soda (Oranwleted)—
io lb   Canleler (10) IIm   In *■*-**■*
JOO lb*   Iron drutna ***—«.
Cream ef Tartar— .-   per dot.
S tb paper pkfa (• dot in caeei . Ill
14 lb papas- pkf i <* dot in raw) 3 To
*-, lb cana with screw rovers (I dot
in   cat*)   ***** —
I Ib  rant screw covert <3 dot In
rate ,   ,,       - - —-
4 ll»   eouare cenlatera.  H dot  In
e*»aO)       n ..in mn m i   ■■      » ,
10 Ib wooden caaea
34 Ib   wooden paite  -,
:•**» lb, lined k*m* ...
lie lb lined barrels ..... 	
hbllv. oouolas e o.
Nabob Products.
Ml*t»l**e>,    No    1.   till*   ib<t
1'ieKtoa  Powder,  41 13 ot   ,*,,$
licking I'owder. II Ifes. doe.
t taking I'owder, I le, dot     -
Dora a, 14*, dot.  - .
t limit    IVppfT.   loft*     A,,*
■Wry  Halt,  a Una   dot
Nabob Oottoo, email Una. to- h
''offee.  la Ib.  .......
«V»ffee, «a Nabob lb
Custard Powder, doa.  -
Quick  Tapioca,  doa    	
Oiocolale  Pudding,  doe   ....
< Itlll I'owder. small, don
•'•nnamon. I oo Una, dat
''nyenne I'epper. I Una. doa
•'fovea,  email, doa  ...
•ttorry Powder, I oa gloss, doa.
******** of Tartar. 1. - *.
Oraaan at Tartar. Ha, tlna 	
Oeam of Tartar Ha. *****
•linger,   smalt,   doa.
r.-tlracla,  Vi ot, dot.
I'stracta.   S os.   dot
KKtmrte.   4  os.   dos
Kitrscta, t oi   dot
I'ltraela,   II os.  dot
Mace, small, doi   ..    .     .
Nutmeg.   -.null.  dot.
I'uprlhs. nmnll. dot
, LTO.
3 io
.     .1110
*******   .«
.  .   .61
.,   ..   H
mm „   .M
aeeesOMCeeOBieeei       1 ™
.   ,H
 . S.II
...m***sota*no*t*t  •*p*s
 ,  MS
,.  4.60
IV 00
.    .10
Pastry H|ii»«-. 3 tin*, dos >o
Poultry Dreaalng, Sage, Savory. Thyme,
Tllllll'llf.    tlllN.    lint     .     .. . 90
lidding Spice, «'«»«  No. I tm
Mai Jorum,  Mint.   Paratey .   .90
wiiitf Pepper, line, dot n
Caalor on. i ot. dot „ Ml
Caalor on, 4 ot. dot „ 220
lip-won  Salta.   ***.  dot CO
Krtilt <Vdora, 2 ot. doa :.23
I- met (horolate. Hoar. I'ink. Lemon
Vanila, White, Almond, Orange) dot    1 11
J»*ll>   I'owder,   dot ... .70
l.emonare Powder,  doi — 2.21
Muatard.   Is  dot   **m** ..IM
Muatard,   Ha.   dot.   ..„ ******** 4.10
Muatard.   \o dos.  - ********* \M
Muatard.   H   dot.   ***.  1 40
SalphttTi St*, dot .... **. IS
1V». Ore*>n I Abel. He, per Ih
Tea,  *'.t*m>n  ImM,   la  per Ib.  	
3  lb.  Una - 	
3a Ib   packagea	
*■   ll<    |m« kate-a	
T«i. de I.iix-*, Afternoon, 1 Ib. ..~	
I'm de Luxe, Aflornoon  *»a per Ib.
Te-a de Luxe,  •«* per Ib.    *,
Tea or GOffee,  not  Awl .   100 Iba.   lota.   Ic
Imt  ll>   lew
Tea and Coffee Aaat   500 Ib. lota. 2c per lb.
Vinegar,   dot   „..    2 '5
Shamrock Products.
^ > - while-, (tolled shoulders, per n».
SUOSn, HHitmrock, CH pe<r lb.
itake-d   I i.m*,.   with dn>a*Jing,   per  ib
Khamroe-k   Handy  Pal*,  1   Ib.  cortoiiH
<*tiee»«\ Canadian lanre*. per Ib. „	
i*1»i-e'*«.-.  1'itiindiiin.   twin,  per lb     ...
ShortanlMfl Camstion, No, s, 12 oaatsa
sii..i(,nihic I'.uti.iti.iM. No. 3, 20 oaasa
•**«-•*. •■ -1  Hitin.  BHamrooS,  per ll)
iNtin.nlon  llama.  12-it Um	
i»i:i,iition  Bacon   10 li*a,  per Ih
U.mlitlon   Bacon,   12-14  lha.   per   H>
Iviinihloii altouldera, Imtied and rolled
hopping, heef. 4-lb briika 	
llama, Shamrock- tier Ih	
llama, boned nml lotted, per Ih.
Meed fheeee. l-tb Una each	
Oooked Tongi.ea. pat tin, I Ih
I,.ml   No   .'.  13 to rune
Lard, No 3, !<• to oaas
l.n.'il.   i-.irtona,   t'>   lha
Laid,    No    1,   cut lona,   30   lha
Mlm-emeat,   klta.   25-lb.   net,   per  Ib
Meat   I-oaf,   per   Ih	
Pork plea, per dot	
Cork, ronat lega with dreaalng, per Ih.
Smoked flah,  klppera,  20c,  per lb	
Kmokea flah, kippered aalmon, 10s and
20a, per Ib  	
Bmoked Cod, lot per tb 	
Selected fowl, pet* lb. freah fr-oaen
Rejected t'hloken, per lb., freah ffOsetl
Kngliah   Blue  Mottled,   box  of  20  «.»»
Linen   (unwrapped),   liox of 100    S.SO
l.l'iuld Ammonia, 2 dos. qta., box of 24   4.00
Mechanic's Pine Tar.  box of 100  S 45
Mechanlo'a line Tar, box of SO  2 76
olive -."entile, cakeo, box or tm  4*1
I'rlmroae (wrapped), box or 25  4.70
Itoyal Oown  I.ye,   box of 48  5.25
Pendray'a Powdered  Antonla,  box  24... 3.1*1
3pecJal prlcee on 6, 10. 26 and too boxea
Pendray'a Water Olaea, Kgg Preaerver—■
t'aaen. 24 tone per twoo    4.10
Itoyal laundry Flakes, In blila.  It
(Special price on contract)
Itoyal Crown Soap, la 144*   5.45
Itoyal (Yown Powder, box 24 only   5.S*)
Hoyal Crown Powder, lib. box of 50.... 4.00
Itoyal Crown Cleanser. 41 sifter tlna .... 2.70
Itoyal (Yown Powdered Ammonia, 1 Ib  3.15
White   Wonder,   box   of  100    5.21
White  Swan Soap.  100  4.00
White Hwan  Naptha.  box of 100  *M
White Swan Waahlng Powder, box 24 6 50
• Jlf Kuda In a Jiffy, box of 24.  4.10
Coffee (Vacuum Pack)—
1  Ib.  Tlna.  per Ib.	
Vancouver Pries Llst-P.O.B. Vsncouver,
or New Westminster.
Terms Nett IS Osys.
Crown OftUeool. N *',-^ bo* <*i >•»*        *>W
Klondyke (wrapptd)i box of 26 ti J"
Klondyke    1 unwi »l'|>« d>,    ho\   of   56 6.W
Tee (Bed Lebel)—
1 lb.  packagea, per Ib ..—._..
»•» Ib. packages, per Ib.  ~.
 -   .1"
24 Ib. packages, per Ib.
Tes  (Japan)—
1  Ib.   packsgea.  per Ib  ~...
.....   .SO
4 Ib. packages, per Ib.  .......
SS Ib. packages, per Ib. 	
—   .11
Baking Powder—
IC os. Tins, 4 doe. caae ..—	
1 lb. Tlna, 1 doa. caae
8 lb Tins, 1 dos. caae ...-	
Laundry Starehee—
Canada Laundry 8tarch, 40-lb. bos
White Oloea  Mb. pkga.
Acme Qloaa, l*lb pkga. *
Na 1 White. 100-lb. kegs
Kdwardabur-g Silver Gloss, 1-lb. pkfs.
*eV*l*Vt        .**»,,.a**.rn**.*************.'***.*****a********mwmaaa*taamaaai        ell JQ
IMwardsburg Silver Oloea l/l*
fancy  tin canisters.   41-lbs.
Rdwardabtirf Sliver Gloss, 100-lb.
seSJBSw    NeewsaassoaesaoseeeeeseseoaaasMeetMeaoeseeeaeaeaaaeMSsS      * 0" *o%
Celluloid Starch (boxea of ll-pkga
per  caae)   ..- • 4.10
Culinary Starehee—
Benson's Celebrated Prepared Corn
40-lb.  boxes,  per Ib.  — ** 11
Canada Corn Starch 40-lb. boxea, per
Ib -      IH
Challenge Corn Starch ll-lb botes
s*ssr   iss*    M,«inii....,«i.„uniii,ii»,»,.„u,„»,„t.,n,.»(    .a*m
Cssco Potato Plour 40-lb. boxes. Ib.   .11
esaeteeeeeesi •*♦*••••..
 ••••••    ••■••
xi-metMe*     1**19
Maiola Oil—
Maiola Oil,  Is
"     4S
"     ••
Corn Syrups—
tYown 2h.  14 to cum-       18.66
Is, IS to ease „ ****** 4.11
lOe I to esse   *** I.TS
eTvvi   J   *0  CBejw   *..*..* a.,******m**m*ata*too*M urswtw
Lily Ss. 14 to caae  —|4.eS
Is. IS to case  4SS
10s, I to caae 4 SO
Karo. Ss 24 to case „ I.M
Ra, II to case   *** 4.IS
10s. I to case  I.TS Ill >l
ill   f
11     I
11 f
l! i
K fi)
b i
1    '
| I 1
ill I
Grocery Market Report
T JI E   B E T A I I E K
ni keeping with tlt«-*r umihI standard produr
ahould find a ready wtl«- It i* peeked 13 peed
ease ami eosts tin- reteiler 19.86 per esse
Meat Loaf.   W  \* limit.v *\ •'« snnounct
rival ni a eee shipment of Poulton k S*»*\
a in I
a ■ In
trim nt
Vancouver, Mot-h 14, IU27
u-at   hm\ »*•» SuOUl  lln-   I »'|. of
With reports of 8till more chain stores
ol,l aeross Osnods, the ...it k for the corner groeer Is
„ol fl| (1|| ei ursging from the artmuipoinl ol Increased
volume of business. The time is coming, however, when
lhe man who knows his business antl 'has the power 10
think forward," mav by a Kttle careful ai.al.NMs of lhe
demands of his customed, give service, with leleelivc
omuls, and demand « bettor margin ol prolil
Thf greater tho number of chain stuns ol the caan
and carry type, the more difficult for the departmeni
stores to maintain their present trade, Ut service be
your "motto." Despite disagreeable conditions, seem*
ing lock of appreciation and even unfainiesa, the good
workman tines his jolt to the beat ol his ability, Ami
what is ability 1 The art of shouldering in silence your
part of the programme with a pcrsonslUy snd will lhai
inspires ami compels accomplishment, Therefore the
service retailer would be well advised to forgtM Ihe
department store and the rash ami carry, and d<» more
constructive thinking for himself.
Hedlunds Pork snd Beans.—A new arrival in thf
lledliiml family will Im* welcomed by the trade who are
thinking ami talking maintained prices in these days
Mudliiml's meats are known in United States sml I an
ada as a <|iiality lim*. ami with tin- reputation they non
enjoy, retailers should find a ready salr for Bediund's
KasttTii styli- electric oven baked pork and brans, with,
out sauce ami with molasses, whieh givca that clUtine-
live ami appetising flavor. Tiny are baked "with
pork" for fourteen hours in an electric oven ami emu.
out with that rieh nutty appearance, ".lust heal ii
*^id eat it,"  Packed in 24 17../.. tins at S2.35 per don
Muffets.—This new cereal is enjoying an inereaaiug*
ly steady sale. Tin* agents have I n recently advleed
that the Canadian factory at St. Cither*
ines. Ontario, is now in operation, ami a
ear is on the way ami should arrive in
Vancouver this month.
The new priee shows a considerable reduction ami will now cost ihr retailor
$2,85 per ease of 24 pkts. and retail at a
maintained price of 15c per pkf-.
Shredded Wheat Biscuits.-The manu
faeturers have announced a material reduction in the price of this popular break
fast food. The new price will be $3,80 per
ease of 36 pkts.
Spinach.—Wholesalers report the market absolutely, cleaned up of spinach in 2s
and 21/jj. with no furl her supplies available until the arrival of new paek, which
will be sometime in April.
Cake Hour,—The Quaker Oats Company are introducing on this market a
new cake flour put up in package form
This is an entirely new line for then,,
but the public can rest assured it will be
p.tsti s,  lisl.  pastes ami  IOe.it
April Th. latter tu I ll»    l»" tin*, ha***- beeonn \.i*
popular in the last year, and may Ih* had in lln- : Mon,
ing varilles  Wsl loaf, -reel snd tongue, tongue, hieh
en ami tongue snd ehieheu
Csnned Fieh.--Indimt .»ns point to t serious
otto ol canned lobster on Ihs local market before fto
ther supplies will In   QVsllalllt        R-etailcW Would *\„
well in cover iheir renuireeients i*»r tin* m st *
months al bast
Blue Point Oyit-en.—*Tlii*> commodity has bet u prat
I tea lb unprocurable i**t the pas! entiple of month* bul
a further shipmeiil is due t» srriva In the eilji »Imii'
i\*%h, and will In suid st s nttteh •winced price IS U
id.- being quoted for srrlvsl nt o:\2rtt p«*r do**
Although the reduction in iio esehu duty on •> «'
es does nol eome into effect until July 1  19*27, tl   2a
per nn! tariff reduction recently atmouneeil i>\ \-.
snee Minister Kol»l» will mean ibni a *m\ ut 4*** itmiHi
,s uill ne||  fur a  rent   les*  to  the   hotSM b» b\* r      I
present pseiac duty on a bos of metehes Is foei
m> that the 2*t |h r cenl   CQl will r**«lt|r*e lhe pset*
io three cents
The rcdtlCl "t»li of the  -wiles \n\ from fhe lo foil.  j* f
• ent uill not directly affect tin price of mstcbt* n*
the savin>* in ro minute lhal il CSltnot lw jmsv-i
to tin- pulilie .rn th. imiividnsl *••••» of mnt«*h** Thr
sain, reasoning applies tt* th* nnesiien of Ihe lelHas
price of the small imhudiuil pocket bos of malrHes
as the reduel ion on these would be only « ffactloi *
a cenl However, on spcdsl offers of Ih « i****--
ii.ateh«s, often pel on by etciceni a* a ' •*j*,«,in
reduel kin may Im larger than lhe *%% p«,r *"»,!
• duet ion would appear ii. wsrrsnl
The above photograph, whieh in ths limited rases esenoi tio run ju
»^t J!JL7-?.ull%0f?^1, but «w»vtsel8| tii(t|tia> of "Kmurt***" producl
^h^i.,^/RB!l,!,r ,n ^O^SiPltSl Hty'of Alberta. m>
, .SS   K         ,or th>l l,t,"u"'*   M*»> WW* ot those Vsneoon
J2J mirlV9 ,tt,'"uull> for   mUUU,t *••"»• ••«»» sw beeomlna ead
-,nfni   'n      ,r 2i*W! °r u,,,,r «'l,l,,,«> sseellanee, resoltssl fron
osrerui MlooUon, ami abaolnte eleanllseM of plant opemtion. March, 1927
Profit is only profit
after you sell the
merchandise. A
large margin does
not put a dollar in
your pocket if the
goods set on your
shelves until they
are bespecked and
ECAUSE their superiority hes been
ateadily maintained...
... because they ere quality products,
... because they make better foods...
pride it taken in making, in celling end
in using Royal Baking Powder and Dr.
Ptice't Cream Baking Po-wder.
For over s half century they have been
bringing baking success to the housewife
and profits to the dealer.
Both ere msde in Csnsds
Peter Rabbit Peanut Butter
Coete No More But Selh Faeter
Kdy Confection Co. IM.
1100 Mainland Straat
A Quality Product!
Whole Wheat
The Dr. Middleton's Food Products
Company Limited
Vancouver, B. C. IS
1X1*11 0»I.rUBIA-AMintTA- TftO'N
Chloride of Lime
New Style Waterproof Peckege
Supplied by All Wholesalers
in British Columbia.
Manufactured by
Toronto Winnipeg Vaneouvtr
' vVv-VBMV
7,:   '  2  >;!,v j
The Old Reliables
Importers and Manufacturtra
Your Customers have
confidence in -
because of their High Qyality
and Delicious Flavor
Keep well stocked with tlie complete
4X telec-ttoe.
Mini 4tft to IhIH M|MllttS atn*l*. *»1
Appeal* to the Grown-up* -
And Good (or the Children Too
VANCOUVER, B. C. March, 192?
i *
One of lh<- best known salesmen travelling Van
uvef eity and district ix li. II. Firming, tk'nior sales-
mi for the Vancouver Milling & drain [Company,
Limit'' I. who for n number of yeses linn been associated with thin firm.
Horn in Bnstorn Canada (the accompanying photo*
uraph will denote the period), Mr. Kit-mint; caoio west
when Mtill n youngster to cn-iage in tin* general store
I nisi net*-- in Manitoba      In 191II he 'migrated to the
0. B. Flom'ng
coast, where for three years he wax associated with a
large wholesale grocery house, leaving to become man
ajr- r of ihe Nanaimo branch of tlo- Vsncouver Milling
k it ruin Company.
He later acted in a similar capacity in Victoria, hut
thf eompany, realising hi* 'i Jo lotting" eharaeteris-
Lies, gave him an im|Mirlanl position in Vancouver,
whieh he haa held with unvarying success for a num*
ber of yea ix
While in Victoria, Mr. Fleming became Intensely
interested in Notary work, more especially that applying to the welfare of tin* younger generation, and he is
*til| Iti the fore in every movement designed to eticoiir-
sge the IihIk of our city to "shoot straight."
When opportunity permits, Mr Fleming with rod
and Hne lakes himself off to some favored stream, for
he is a keen fisherman Lawn howling must also be
mentioned among his recreational hohhica,
Of a striking personality, known to the great majority of our readers, Mr. Fleming needs but little in
lite way of introduction to the wholesale or retail trade
at Vancouver.
With reports of advancing primary markets heing
cabled regularly the local trade continues to show improving tendencies, Most consumers appear pretty
well reconciled to the fact that with rcport.x of thia
«'.rf coming in there can be little hope of lower prices.
Htiying is said to be broadening somewhat, and favorable reports are heard everywhere in the local mnrkct.
A Business Builder
For You—
A Health Builder
For Customers
A resJy-to-eat cereel with e marvelous flavor. Contains bran and kelps
to prevent constipation. A cereal
everyone loves.
PEP has a flavor that pleases so
well that one taete makee a permanent
customer. And PEP brings kealtk!
It'e full ol nature's life-giving elements.
That's a combination you cant beat.
For PEP in business put PEP in
your store.
"Say PEP to your Jobber"
T H E   R E T A 11' E R
The Commerce of Alberta—Important Factor
in the Development of Vancouver's Trade
Prosperity of Sister Provinces Interwoven in Growing Prosperity of Westers Cansds s Pregiesa.
By CO. SMITH. Editor, Cslger) Herald
AN IMPRESSIVE story ol the wealth and peten«
tinliti-s cf Alberta was told to members of the
foreign trade bureau of the Vnneouv* r I nonl of
Trade recently.
Mr. Smith selected as the title of his address "Brit*
ish Columbia and Alberta: A Self-contained Empire."
In detail he described the natural resources of Alberta,
and pointed out how development of these won!.Mis
s'ist British Columbia and particularly the port ni Van
Alberta's Soaring Agricultural Industry.
'Alberta holds in great measure the volume of commerce which will make Vancouver great among imports of the world," said Mr. Smith. "Next to Alberts
herself, no province has the interest whieh British Col<
umbia ought to feel in the pcopHng, the upbuilding
aud the development of Alberta and next tu British
Columbia herself, no province has an interest equal to
Alberta's in the progress ami the development of tin
Pacific Coast."
Vast Goal snd Oil Resources.
After reviewing the oil production in Alberts snd
enumerating the number of producing wells, be added
"With such great spread of cretaceous formations, it
would seem impossible that all tin- petroleum therein
is a 'freak* product in a limited section of Turner Vai-
"Thc search will go on until some day someone
finds the key that will unlock the treasure vault ami
open up a flow of new wealth which will forever emau.
cipatc Canada from foreign reliance in the matter of ml
supply and will rectify one item of the national trade
alance which requires rectification in the general In*
rests of public prosperity."
Turning to the question of Alberta's coal deposits,
the speaker quoted an authority who stated that Al-
bertn held 327,000,000,000 metric tons ttf coals "in
other words, our resources ttf coal are su great as iu Im*
beyond human comprehension."
Thc total consumption of coal for all Canads was
38,000,000 tons each year. (In that basis Alberts had
•in sight coal for Canada's total needs for a thousand
years .and of this vast total was producing only from
five to seven million tons yearly.
"Canada is contributing to the Cnited States +|ix»
000,000 a year in round figures for coal. Vet w. have
an abundance of coal in our own country. I ask you "
said Mr. Smith, "this question: l« it beyond the organ*
wring genius of our Canadian statesmen ami Canadian
buaineaa men so to co-ordinate the coal production ttf
the West and of Nova Scotia, the transportation facili*
tm ot the Dominion and the buying markets (tf Central
Canada, as to save for this country a large part of thc
rwie hundred million dollars now being spent |,y (.JU)
adiana for American fuel?
"Think of what these extra millions would mean
in imehsoinu power in Alberta.   Think of the new and
prosperous oouiunities tbni would ari**- i«»un-i-<i ••
ihe cosl induslr) Consider all the demands fi-*< num
ntin*hirers, wholesalers nml retailers, if tlm ran! <.«i
wett returned to Canadian, in place *»f American indie
Ir) "
Kaacinsting figures ->i the cspsittdon **( AJhertaN
agricultural production wen- given by the speaker tho
[Minted out Ihel the prodtietJon had Inefesttcd trot.
S~jn.IKW.tSS) iu hHi.*i tu 1356,000,000 in l?r.»;» |n 1901
nui* ereameriei prodttfe.l 106,000 pound* ut i»*itt* i*
while1 la*.; year*s buttle production un** w«*ll h teem
of ga,f#SJ,0IK) pottnil#
Cattle Trsde and Fordncy Tariff
ih, % .ihi* oi the caiib* ittdttstry eonld i* ,,,;
in- -aid, when it. mentioned that in I'Mi* a iota! ol ui
tta* load <*i Canadian cattle *.t-»  «wdd   in  lln   I liilnl
State*, al an average price in •excess of $100 |*» hes
'Then cam. tee ftirdeey tariff   TM* tertfl
added "uon impoaes en im|»o*t «*-f fn»m P • to J
pt r  pound  mi  Canadian  catlh-   entering   lh<   Cnited
States,    It has almost killed th* Canadian CSHl* Imli
ii nol actually killed, thai imluttry ha* been (rtrucli
staggering blow.
"It esn Ih- made worth 1100,000,000 a yeei I *'
adlaii agriculture    Anotln-r objedlve worth strii   •
for!   Another  industry   tin    natural   drvcloptnei I
which will eoittribttte wonderfully le the pfosperitj el
Alberta and to the po-.-.iid, output of that prot
How can thi Hito.ilion Ih remedied*    I'tm.-oibly by *Ux*->-'
negotiation with Washington ihrmigh ihe sew Can..«l
ian ministci to the United Steles The gnat tstto ot
gsnixstions *»t the United Steles want our esttl<  i
***■ want tt, »H-II tin i,i ltur -,|,„<k» r and feeder tsllh
are th.   raw material f t r lhe (*-,**{ lots of their roll
Suggests Bargain With U. 0
"We want something from the Cnited RtatwC w
Will WC givt  iii return*    We uanl free aeec«w t-» ■
markets for our cattle  What will we give iu rein
W-• ai-e giving them almost , verything now for noil
nlekle, ssbestee, newsprint*pulp, 'wheat for ■ ■
flour mills to ho sold sbmad in competition with
wh.-al Why not make a trade ami gel something'
•ill that we give no freely, ami so save Mime ttf our
'"'d industries that desire ths vreat market tin I
ed States affordsf „
"This is n matter of eoneern lo British Colnm' >
II Is to Alberta,   I submit that it is a matter of fl
Piatt im portanee and the aid of your Vancouver Iio
ot Trade, its influence at Ottawa, ought to be exl<
p« to tl„. „ffort ,„ ^mn n,,.t>f for Qm o( (||j, ,, „|
mm* industries of this Dominion."
Strong Supporter of Wbeit Peel.
wr. Smith declared himself * Krone sapporici >f
me Alberts wheat pool
Stneo 1928 not one member of the wheat pool I  ■
W coma Into our office, the Calgary Herald   lo h March, 1921
T11 E   tt £ T AI L E ft
nor has iiuy nieinbor said outside to us he is disantis*
fied with tin* pool's operation/' In continued. "On tin-
other hand, wc have bail bankers ami business men of
I In- province, many of tbem, say that the wheat pool
has Worked a transformation in the province nml that
Ita system of deferred payments, by financing the farm,
em when they most need (iuauciug, has proved good
im* tin- farmers, unod fur the banks and good for business in general.
"What some people have not yet taken into eonsid-
< ration is thai the wheat pool is more than a materia!
and liiinin.nl faet or; it is a psychological factor, making for the contentment ttf the farming community, ami
contentment in tin- major portions of ii province's pop.
illation is soon-thing that can not be measured at so
many cents a bushel.
Vaat Shipments to Vancouver.
Let Ua consider some of the facts about the wheat
pool In 192**1, it handled Io.ismmnmi bushels of wheal.
it shipped In ii>.»NSi blishels through the port of Van*
eouver. In 1824, tt handled 24.iHMi.tKSi bushels ami of
this total it shipped II.WUmssi bushels through th;s
port   It handled 45,100,000 bushels m 1925, ami shipped
•.»! 'iiis.ismi bushels through Vancouver.
'In these three erop years the Alberta wheat pool
handled a total of 104,100,000 bushels of wheat, of a
value of $120,000,000, ami it eeni 62,026,000 bushels
lo the markets of the world through thc port of this
<it\ It lias not dom- this through sentiment but for
tin most substantial of business reasons. Hut I sub-
nil that a single customer who can ileal in amounts
of traffic Mich as those mentioned is worth developing,
"Now lor the present year, •*( which I have heard
rumblings of complain! from this city, tin- Alberta pool
lo date that is from tin date at whieh I obtained Ihcac
Afurea in Calgary has had in its care 31,000,000 hush-
i Is of this year's crop.
•nf this total il has shipped ftaal 8,500,000 bushels
and it has shipped west. 15,000,000 bushels—3,000,000
lo Unpen ami 12,000,000 bushels to Vancouver When
I *.a\ shipped, I mean in store and shipped "
Will Oome in Greater Volume.
Mr Smith added that the reaaoil there had not been
a larger volume of Vancouver shipments to date this
year was on account of lack of ships. high marine rates.
the late ami wet crop In Alberta ami consequent delays
in drying .lust ns soon ns Vancouver was equipped
list per cent, for the cure of grain, the speaker d*-clar*
ed every bushel of the pool's wheal from Alberta and
from   the  Western  faction  of Saskatchewan  as well.
would pas* through the port of Vancouver,
Pressing his argument further for the richness of
Alberts and what it meant to British Columbia, he
asked h.s audience to bear in mind that Alberta was
only actually at the beginning ol* its development, with
the m-eat rcace K'ver country to the north practically
unseralcbed. There was ntt difficulty about capital
Before the war 40 per cent of American foreign investment was in Mexico; now more than 10 per cent,
of its forego Investments were in Canada ami the flow
of American money this way was rapidly increasing.
In conclusion Mr. Smith said:
"The opening up of Western Canada has been in-
••omimriiblv Ihe greatest s-nglc factor in the recast ing
Of Canada's industrial and commercial life. A major
port inn of the change in the last quarter century in
tin- complexion ami stature of Canadian trade abroad
ami iu the entire field of domestic industry, is traceable
directly or indirectly, to the agricultural expansion of
the prairie provinces.
"In proportionate degree the productive expansion of Alberta will, in the years to come directly affect
the foreign trade and domestic development of British
Columbia. Similarly, your prosperous expansion will.
iu turn, affect ours.
Optimistic Outlook for 1027.
The annual reports of a number of the Canadian
chartered banks have been published and in nl biases
increased profits have been recorded. The following
is a comparison of the net profits of several of these
institutions, before deduction of dividends or reserves
for taxes:
1926 1925
l'.j.nk of .Montreal                  .14,978,188 $4,604,962
Royal hank of Canada              4.516,2:19 4.081,628
Canadian Hank of Commerce   3,636,983 3.487.213
honk of-Toronto      1,108,692 1,012,964
Imperial Hunk of Canada         1.265.776 1.162,148
Bsnquo Canadienne Rationale   860.660 822,026
Bsnqne Provincial du Camilla   454.123 407,258
The reports show a continued strong position. Thc
proportion of liquid assets to total liability to thc public has dccMncd slightly as a result of an increase in
current loans, but this is a reflection of thc more
healthy business situation in the Dominion, whieh ia
providing enlarged opportunity for employment of the
hank's loanable funds
Thc annual reviews of Canadian manufacturing in.
dust tics iu 1926 and forecasts for 1927 show moderate,
ami iu some cases very marked, improvement, and a
decidedly optimistic attitude regarding prospects in
the current year. In some industries conditions are
still rather unsatisfactory.
Industrialists' Statements.
The following is a summary of statements by lead*
my Canadian industrialists:—
Agricultural Implements.—Sales in 1926 represented an increase of about 33-' per cent, over the figures
for 1925 ami export business increased in about the
same proportion. The improved financial position of
the Canadian farmers made possible the replacement
of old equipment by new and more efficient machinery.
Electrical Equipment.-—fhe -improvement in business conditions noted during the latter part of 1925
was well sustained throughout the whole of 1926. Power nml pulp ami paper mill developments now under
way or projected give promise of a moderate increase
in the demand for electrical equipment in 1927.
Railway Equipment.----Very little, if any, improvement occurred in 1926. compared with the several years
immediately preceding. Car purchases were limited to
passenger equipment ami several types of freight equipment.
Cotton Textiles.-The next* annual statements of
the textile companies will show a wide variation in th?
results of the year's operations. Mills supplying nov-
(Continued on page 37) «)')
sn    i«r»-
For Sports or General Wear
O BOo—Doeskin, a Cine Cotton cloth with soil velvet)
finish  in  four designs.   Priee   $19.50 per dozen
0 635—Fancy Lumberjack Flannelette in large heck
design. Our own exclusive patterns Very pleas-
'to*-   Frtec $18,50 per dosen
0 615-English Printed Flannel.   |-\,„r m\mn
™° $24.50 per losen
0 550-Fancy Light Weight, all Wool Mackinaw Verj
attractive colourings and designs. Price
■a MA  « $36.00 per doxt'ti
0 620-Fancy All Wool Check Flannel. Bsetttlftol
designs and quality.   Thia is a big seller.
Priee $43.00 per doxen
Samples gladly submitted on request
*™"m *mm*.7c
^sttrjras wt;. Sww - ******
rn   m wuiar prices
Western Wholesale
VANCOUVER, ac. iUrrh. I»-'T
Decline in Canadian Woollen and Knit
Goods Manufacture
Tariff Regulation Necessary to Adjust Deplorable Condition of Woollen snd Knit floods Industries.
TIK msnufseture of wool in Canada has not prospered and developed in relation to population
as have other industries. 1 hiring the past
twenty-live years il has declined to a serious extent,
and the time has arrived for Ihe government to consider a readjustment of the woollen tariff.
Readjustments can be matle which will not seriously
. itVet the consumer, but which will enable the industry
tn develop, aud consequently to provide additional
diversified employment for Canadian labor, and Opportunities f«»r the development of capital, thus contributing !«• the general prosperity of the country.
Since tbe year 1897 the manufacture of wool iu
i anada has declined steadily In 1901 when the population of Canada stood at some .VlSNMHSi Canadian
mills eoiisiimeil  |H,|ISI.(SSI lbs. of wool.
In the fiscal year 1926 with the population at approximately 9.ISNMSSI, the total raw wool retained for
manufacture iu ibis country was 22,300,000. Thus,
taking exception to the consumption of wool by manufacture of papcrmakcrs felts, a section of thc industry
not iu existence in 1901, there has been no expansion
in the manufacture of raw wool in twenty-live years
To illustrate mote concisely, there were iu 1899, 236
woollen mills in Canada doing their own carding, spin-
mug and weaving, with 477 cards, and 2.120 looms.
Plants Forced Ont of Business.
Between 1H99 ami 1907. HK woollen mills were fore-
ed out of business, with equipment consisting of 129
eards, ami 559 looms. In 1910 there were only 7K mills
(woollen and worsted), operating 224 eards ami 1,184
The liseal year 1922, which takes iu nine months of
'he calendar year 1921 was an exceptionally bad year
f«r the mills, and it was found that in a survey of 124
mills, idle machinery consisted of: looms, 40 per cent.;
•'anls. 88 per eent.; mules, 86 per cenl.; dyeing and finishing eipiipmeiit. 26 per cent.; knitting maehinerv.
41 per cent.; and sewing, 44 per cent, making an aver
»ge nf over 40 per cent, in idle machinery.
The theory haa been advanced that thc decline in
the woollen manufacture in this country ia doe to
women wearing leaa clothing, the increasing use of arti.
fleia) ailk. or the general world depression in thc industry.
Had. however, the $43,000,1*10 of woollen and knit*
goods imported into Canada during 1926 been made in
''anada. in addition to the present domestic production, all Canadian mills would be working day and
night.      '
Thus it is clear that the decrease in thc manufacture of wool here is not due to the above mentioned
suggestions, but to the enormous and growing importation of woollen goods from other countries.
Imports Excessive.
During this decline in the woollen industry, imports
of manufactured goods into Canada have reached enormous proportions.
This is fully demonstrated by the export figures of
woollen nnd worsted eloths from Great Britain to the
principal importing countries, given in tho Bradford
Chamber of Commerce Journal, issue of December,
1926. for the past ten months of last year, which are
as follows: lb^    population   per,cspita.
Canada 24.149.000 9.000,000 2.68
China  17.696.100 441,000,000 .04
United States 13.315,800 112,000,000 .12
Japan               9.038.500 57,000.000 .10
Argentina         8,537.300 9.490.000 .89
Australia          8.209,000 5,500,000 1.49
In 1926 woollen cloth mills passed through the
worst time in their history. While knitting mills ob*
tained some benefit from the increased buying power
in Canada on articles not made in Europe, on good*
competitive from European countries, the bulk of increased buying went abroad.
Relation of Industry to the Tariff.
Previous to the year 1705 the colonial poKcy of
I-'ranee was to prevent the manufacture in Canada of
any articles which could be exported from the mother
country, and thia included woollens. But in that year,
owing to the war between England and France, supplies nf clothing were cut off from Canada, and the
colonists were forced to manufacture rough cloth from
nettles, and thc inner bark stripped from basswood
This drastic experience led. in 1706. to the introduction of sheep, and the manufacture of woollens in
Canada. The census of 1851 gave 52 carding and weaving mills in New Brunswick, and 385 carding and filling mills in Upper and Lower Canada, and the Maritime Provinces, of whieh about 250 carried on weaving,
done in their homes by the people.
From 1851 on, the production of home-made cloth
ilid not increase to any notieable extent. Custom carding and weaving mills sprang up everywhere, and the
census of 1871 showed 233 mills in Ontario, 23 in Quebec, 6 in New Brunswick, and 8 in Nova Scotia. There
(Continued on page SS) 24
. \n
The small retailers are changing then buying methods by ordering more frequently from their nesrest
wholesalers, and making fewer visits to large centres,
where they have overbought. Some of them are trying
out these new buying methods, with the Idea thai it
they ean rely upon being supplied promptly with stand
ard and styied merchandise, they will run far less risk
than if they rely upon judgment that Induces them to
buy far ahead tliegoods that may not be just what sell
the easiest.
It has been found that more attention is being given
to the frequent advice offered concerning "snug" dis
tribution. Wholesalers want more frequent turnovers,
and in many instances they have begun to Nmit their
territories and give more frequent and more individual
serviee to the retail customers. The demand is often
made that deliveries shall be better from silling ayen
eios, showing that belated buying has its penalities.
It is a great printed goods year, according to early
advices from retailers ami wholesalers in the agricttl-
tural sections of the Middle West. More demand has
been springing up of late for the liner qualities of yarn
dyed cottons, such as tissues, novelties ami swisscs. ami
this is taken to indicate that silks will not crowd out
dress cottons so thoroughly as in some recent years.
The business being done in domestic cottons iu west
ern retail stores is better, ami it is believed that tin
lower prices explain it.   More than the usual volume
of recent years has been going out from stocks of color
ed and bleached cottons in wholesale houses, and more
attention is being paid to the qualities bought
It is the common belief in the wholesale centres that
the wash goods business will be better ami longer con
tinned this year than for some time past.   Rayons *»f
the better kinds are undoubtedly popular, but it is cm
phasised to visitors that Rayons must be good or they
will not sell.
n *$$ 9*°lm ftnd to •ww Bxtent *n Printed Ooodi
This Constrectiop Meets Immediate Needs of
Cutters-Up sad Over-Counter Buyers.
When specialties in rayon ami eotton mixtures were
shown for spring, 1927, at thcNovember openings a
number of the large buyers throughout the eountrv
took but a passing interest in the rayon-alpaca fabric;
Orders on this construction in thirty-four to thirlv-six^
inch goods were of tody moderate si/e ami no one' who
regards h\mM as 'market-wisc' ordered in vol,,, !
The middle of January jobbers found that their
retail customers were taking the raynncotton alp ea
in unexpectedly large volume and immediate VT
were taken to order more goods from mi a II
Vsrters. By February 1 this second purchl ' ffi
elass of goods was becoming general and Ssy Ih e
is a literal rush for this spring novelty
In various grades the goods have found a marital
through thc department stores sellim- 1 •
goods and in the fdj^^-&^^ J"*'"
es and undergarments. The cut!3 mi , . "■fr
M the colorful effects foialffi^^
pne« range in both solid color and Imputed &£
SAVON   SPT Hm*n*m**mmtm*m*
A ciiarm'Af Vtmcat-ivtr Seiseeuee paaaS toe thia nitst***
ptcturt. a*mon%tt,i,*i9 ihC "tsiuoa****'' »« tteia* <*-*»■»#♦
Thl§ mattrial   • pioy*r*sj a vary    mpui-\an% part in  *», >*. i
(•Hum* |litt mmhi,
and goods are obtainable in all Mad *t«re** h.r elrfl-
drm. misses and adults
A mong a dosen or more of the prominent convert
er* ami distributor*- it is sialyl by thmr handling ih*
reyun alpaca »|«>cialli-.* lhat demaml has sprung Up
rapidly and in an unexpected manner Thev belter*
that thrughout this «a«iii retailer* will entinut- ta
cell for this daw of merchandise nml that eousiderabh
cream"  hu-*iiie*«  ran   It,,   gotten   by   rushing   goods
"•rough to their nut ent   A tint step to get ting .el
alliens! supplies the converter** »r.« calling upon gmj
goods broken and (be market in this direction is *t,f
cotton Dums fa wotTd* flannel
*«slleri Spur Interact ia Fancy Coiton Thieegh
Httere Iffort.
StylMs m,i,. ,}»,. |„f.Pfl||ll-|lf bBjngftose of sell
saw and drets gomk   |^n«liaotc retail estsbliahn,
»n * fih avenue „„ Wl,„ „ mmt>rtm (l!hrr sttir,,
wmous p„ru of tb, mtMryt m ,(| |§l hr
slZvfS 7:"m!»*"P «<• printed eottons. e*i
iaco ,   ;,V,,<  \r^ *n* "»»«,,.a,,d rayoi, mlxtu
»KvsXZ    " ,,',w,r,'"""t* «• R*M*'lw
«lSSS£!W 0°5«rt«* wholesaler* ami ret
.roods STaiZ '"C^ «' «H»tton dreaaes ami di
snI,,     urrn $* are considered more Imp-
»W Ihey b„v<. Wc,n ,„ ^j £ ^ M .Ma nli. 1927
®M$$i .
Tht big sales
building leaders
for 1927
Here we present to you
oer big 1927 ssles-
builders—ell lesdersin
their dess, sit IVnmsns
irreproachable quality.
Penmans "9SM tbe
country's Anest, most
popular md most set•
vke-able underwesr. eee be depended
w fHr*MNPIw    ■HfiWi ^WWrmWm* U  ^WI^BP   W**m   *mw^e^sw*w*BWWMmvmm
upon for quicker sslet snd bin*
turnover during 1927. TWs qusnty
■srment is cresting customer eee-
Adeoce end setisfsctfcm In thoonnds
Utya^tSm^UowS*    WUW^Wmr    •^■•WPI^V^^W**^'^*    •"     w**m^**w^*W^^^m^^^
si stores, lessening ssles rssfstence
end povingths wsy for iimumefsMs
lcc your
aelew •sn-fsnr
' rm**Tf*mf*E,,
tmammmty.'. >
,.ama**mm**m 26
BRITISH I'oi.i'Mi'l \   ai.hi:i:t.\   HJKON
March, lnj, March, li»i*T
miamiammtmm mm mimnw 28
March, lnj;
■i  ■ ' *t ' v ■
Every One a Certain Winner!
Tbe distinctive sports " Windbreskcr " Olustrstcd In
the centre b only one of Penmans grest srrsy of this
business-building line of Sweeten end Wledtaekcrs.
Look over this wide rsnge carefully snd choose s
generous sssortment for the full trsde.
Men everywhere -specify Penmans because they eee
get such attractive designs, colors snd sound velee.
All the best snd latest styles snd sales-
building features sre incorporated hi
them—snappy, good looking and extraordinarily durable. A plentiful supply
wOl insure e large profit for your
Sweeter Department this season.
\ i f &
• ■   I ,«
* *   1,1
•    I'll
?,•> <
i 11 ..
■ i    I ■    a ■
sft-tsel M
I Iweatsf
•a* rail*
^^^ -. li yew .
■' j^^Ujk*7St^±^7 ' •*■'
t-M^***^^^-vfF* M.f*- -"/^m
> > 11 i
New stykSi SSHMI
sg, (sslUsss
•••^^•-^p "tw* *w*mwm#•s^p-w
*i*\w^mWMmt*W*ww\wW     *Mw      "^^^
fsstsssS Si tkfc "toe
|*a^>  '*
■vi. ■■ ~-m'..
. 'mm
.     .
. **l«'-,*'fe"W-'W.»".
ii .March, 1U27
exports forecast a lively style trend for cottons when
developed through pattern citation*.
l-'ancy cottons arc always favored in smaller towns.
but it is apparent that they are taking hold iu the big
cities as well. <Juite a material portion of the spring
ordors now being placed by retailers in thia market
• all for |Mtpular priced cotton or cotloo-iiiixcd apparel
ami piece goods, both for grownups ami children.
Cottons not only rival lowpriecd silks, but arc vicing with flannels and kaahea where used for dress purpose*. Some have hesitated to turn to cotton bt'COUSfl
they have been buying silka ao cheaply, the many
houses which handle cottons arc doing a very good
hliainssS f«" quick delivery, ami it is indicated that a
number of silk factors will also take up cotton lines.
Hand-blocked lim-u is another item given some aeeentu.
at ion iu retail channels.
The majority of pattern* brought out in she,,- cot
turn ami rayon mixtures are so well styled, and priced
mi attractively, that they bid fan* to gain wide eon*
Ktltuer preference.
Converters Specify Standard is Seeking Better Quality
Converters handling rayon fabrics are reported to
be much discriminating in their choice of rayon content, moat of them now making it a practice to specify
the make that shall be used in the manufacture of their
order*, ami also indicating a knowledge of the relative
nieiits of the various grades of domestic and imported fibre, This ia further made necessary by lhe greater
Knowledge of consumers of what to expect in finished
nil*rayon and cottoii-nnd-rayon mixtures.
There i* now a decided let up in the preparation
of cut construction* which would be inferior, however
miperief the rayon may lie. because of the faulty weaving resulting iu too few warp ami tilling threads
Though there are a number who continue to prepare
• heap and inferior constructions, these gooda are not
yet in the bands of women ami many are suspicions
that the consumer react um will further impress on
primary fai tor* the advisability of doing tlnir business
along confidence building lines.
A number are now limling that tlnir maintenance of
good quality is being rewarded, though during the past
year they had many misgivings on tin* subject. Some
lime ago it was the practice of retail and other buyers
ttt largely ignore the exceptions) merits of many well
matle cloths and to concentrate their attention on
' price.*•
llecaiisc of consumer complaints and costly adjtiat-
monts it ia now considered much better to distribute
Mniility fabrics and ignore, whenever possible, the marketing of inferior rayon chillis •
With the larger uae of fine rayon deniers a new
problem ia created, that of finding OUt which sort of
cloth will Maud up It-cat when used for Specific pur-
INMtca. Since a larger uae of aheer rayons are going
into curtains and draperiea. very exacting quality ttSU*
danla are ret pri red. Here ia ia an'd that buyers and
•niiaumer* are keen lo notice tbe leant tendency to
"•eaac or beeome ruffled. Exceptionally S-mmI results
have been remarked in rayons of the sheerest construe-
Thii garment hat a ytkt that it  rtally StttS, correctly
curved. thaptd and tlanttd, and It ont tf tht ntwttt of tht
•uptrlativtty well-made gleve tllk undtrgarmentt which art
btmg offered ttiio ttattn to tht trade.
Explanation of Floor Covering Fabric Term Hes
Eliminated Much Uncertainty—Buyer Given
Chance to Judge Goods.
In a little more than a year the definition of the
term "wilton" haa won wideapjrend adoption in floor
covering circles, Thia definition haa done much to
Influence practice in the industry inasmuch na it offers
a clear explanation of what actually constitutes t wilton fabric. The spread of advertiaing aa a means of
promoting retail trade has given riae to many problems of nomenclature In regard to floor coverings,
misuse of the word wilton proved to be the moat vexing difficulty. Stores broadcasted newapaper announcements of special offerings of "wiltons," but in*
vestigation proved, in many caaea, that the ruga offer
ed were not actually wilton fabrics in the accepted
sense. However, there waa mueh doubt aa to juat how
far the term could be stretched in covering the various
typea nf weaving processes.
Mills hsve found that in recent years there haa Wen
a very wide uae made by retailers of the phrase as applied to carpets and rtigx.   The Js-eqnard process of 30
T H K   R E
T A 1 L E R
weaving a wilton has been known for generations and
has won a high place in the industry. Thc manufac-
turcrs who have held solely to the production of wiltons made by Jacquard cards to bring out the design
finally came to the conclusion timt the buyer should be
given* an unequivocal definition by which to judge of
the goods offered. This resulted in the adoption of the
"A genuine wilton fabric must be woven on a wilton loom, always known aa such, that is a loom with a
Jacquard in connection with perforated cards selecting
fitnd raising independently each individual colored
thread over the cutting wire, for the purpose of forming the pattern, which pattern must always consist of
two or more colors, yarn dyed in thc skein and drawn
from individual spools behind the loom.
The threads not selected by the Jacquard to make
the pattern will always be found running continuously
throughout thc centre of the fabric.
"Under no circumstances enn e fabric be wilton
where the design has been printed on either the yarn
or the woven fabric by any mechanism whatsoever.1'
.,,/, ,. oa,■,y,y.y,yiy,y,yiy,y„-,y,y,\ Ay.y.i .> o «> &\ya,yn
"      As Seen* By
THERE'S no doubt about it. styles are taking on
a softer and more feminine touch then they have
had tor years.   Not only do the lavish embroideries and ahirrings, whieh are often prettied into plaits,
add to this effect, but the colors and shadings of tin*
frocks themselves tend to give an impression that is
soft antl flattering and far removed from the rather
masculine harshness with which we have become familiar.   As to these new colorings, and they are the most
distinctive note of the season, although they may be
called "degrade" effects by one house or "compose"
hy another, they prove upon examination to be merely a glorified version of the ombre, or shaded, tints
we have met for some years past in the soft chiffons.
And everything from thc top of the new qiring
chapcau to the heel of thc latest chiffon hose for evening is shown by the ultra shops in these tinted tones.
shading from light to dark or from one alluring color
to another.   Thc smart hat has its ribbon band iu two
or three shades, and with it a hand bag in the Name degrade effect is often seen. In hose the ombre effect is
attained by a special dye process in which tin* color
darkens ns it reaches tlie ealf of the stocking.   It is
said to create an illusion of slimness.   As a rule there
will be little change in the prevailing hosiery tints and
one may select thc usual nude and tan tints as well as
the flattering rose taupe with equal confidence.   For
evening and to wear with white shoes later on, a flesh
pink or the new pearl blush will be good.
When the new frock wishes to take on the pretty
shaded colorings, it-either uses one of thc costly ombre
fabrics, or in just as effective but more economical
manner it uses three different shades or colors of the
one fabric model.    A tiered frock may be developed
along these lines, the darkest tint Ih ing used fi
lowest tier ami aa cuffs and aaah. The next tier
be a slightly lighter tone and the bodice ami to|
a decidedly light shade
The always popular two-piece dre** this lean n, it
more often than not made of two shades of one color
the skirt being cither darker or tighter than the biotas
just as one wishes, though louche* of the skirt tn,i
serve to relieve the tone of the Mouse, thus alum in-*
that they are definitely related to each other There i«
some talk of using gingham for sport* frock* ,v. •*
weather grows warmer, and if thi* proves to I** pops.
lar, daughter who is aliiinat grown up will enjoy wear
ing this model iu a gay striped or plaid irphy'r
.Ml the brinhl spriugtki  shades wilt b«> *m.v   ihu
JSSSon, and the name* of tbe new color* read like tint*
from a spring |hm„,    fhey are often shown in three
torn- color arrangement* lo make their combining! easy
for the woman who wishes to follow thia new modi
There Sfe nosegay tint* of "corsage green," "heartV
cue,    which we all recognise a* pan«y, ami "spring
ncnuty.     The rttft freah pink* of nppie Mo**om* sre
numl in    roes breath." "cameo pink" ami Meherr$
mm    In general the bl,,,., lead iii popularity, foi
lowed closely by the soft pmky umea „r b|fge, tbongh
gray is doing hi best to rival the two.
•Ml thia talk of color variety doe* not mean that ihr
rassmWe idea is ,»«*se; it tn lm>re popular than mr,
boewss it is flattering and ia in good taste Tin ..»■
•Mews of this spring will not I*. a coast and frock made
taatching material*, but it will mean that the ,onl
1LT SK* lhf mn* ***** »»«!»)»«« the   »i
ob 1 T rn,A***i "en the *earf. handbag nnd
shoes are purchased with the idea of the eoatumc ».   -
a ally ,,,W! mi\* W|H N "*»" •*»'» *«y ***** !
iun^nl     mi l.hiV,> ,M*n »Mf the femio   -
Ctt£l!ft bMt i!'" ,rw* "^erthelcaa. and
the smnrt lfSStfl mttlwr of ,h' W<a$ «»•<* wil1
■o PscII I S5 *■**>**•* linele* bressted eff
With a iSK. T* tIfc-" wl,h P*^ "Mrta top
" " m1lm* v^»«« of the tailored jacket,
r   v March. 1027
Til K    KKTA I 11R
Mtlp altng your Mitt
by using tur dttltrt'
htlpt, ctltrtS ctrdt,
signs, foldtri tnd tlte-
Irti for local advtrt s
tag   which   wt   supply
Nswspepera snd Msgssinss from ens end of
Canada to ths other carry tbe story of
'' CEETEE'' quality. Ton know what quality
end value mean. CEETEE" bee snob a
good reputation test it is demanded by particular people ss a matter ef oourse.
When they see tbe   CEETEE" sign in yonr
store they feel essnred they will get value
How's yonr stock?  Is it sufficient to meet
tbs demands?
Mode iti Cattado hy
ill. ,      |i|-l;
tt hum nn m a* a **^kkxxxjckx**x*xic)C1ui)0(k*xm)i k ,<Mmk
"No Rip, no Teat   You gut ths Wear
and MITTS,
Leather Vests. Coats, etc.
SANDftl GLOVE ft, ltd.
Granville and 64th
Vanoouver, B.C.
Lumber Jack Shirts
Largs Vsriety Fancy Plaids in Soft Wool
Flannels, snd Heavy Mackinaw, for
Immediate Delivery.
Made hy
Mackay Smith, Blair & Co., United
Wholesale Dry Goods, Man's Furnishings
0 WEAR Atlantic
Underwear it like
transferring the warm,
woolly coat of the Marl*
time sheep to the back
of the purchaser.
That's why it is such a
good repeater. It makes
friends and keeps them.
**a wtotem rtoowttat
ewiwi*iriiiwM'WMBiaww)< ' March, 1827
Paris designer bee made umuv .-f his suits in the twu*
toned or compose effect, a liutit jacket worn over u
darker skirt, both hound in *ilk bra-id smart Inn ex*
treme, perhaps, for the conservative Canadian who
buys with the Idas of wearing her costume al len*si two
Spring and the wstiti -hiys nt summer will also ice
a n turn to tin* separate skirt, ami om* will once more
in- comfortably titled out if out' but bos a variety of
i»a> sweater* to wear with tin- now skirt But thi.** new
skirt! often •■* I trt't* it each new arrival 'shocks me
afresh with it* brevity. Truly un the Raleswomsii holds
it up for my inspection I am tempted to believe that it
is made for a child. It im a grown-up woman's akin
however, and el heavy crepe de chine, finely plaited
cither about iu entire width or merely scro-ss the front
The sweeter that is worn with it \» often trimmed with
liny bindings of th,   vr*-)u> de chine ami  it   in more
•it't-j-h ihan not striped gayly.
Manufacturers Have Brought Out Many Attractive snd
Bright Pstterna Suitable for Country Homea snd
Bungalowe— Wholesaler* Beplenishing Stocks.
spring end summer lines *»f grsss rugs ere coming
in for a largi r share of attention, at the present linn*.
nn the part of wholesaler distributors than haa been the
case since the start of the new year, These floor coverings at retail will shortly enter their meet sctive ica.
omimi of the year, n* ihey ale pre .eminently a warm
Weather floor Covering. Retailers have begun tO overhaul iin'ir stocks «*ith a vn-w to replenshlug ami get*
llllgtheir supplies in shape for lln- first hie rush of the
•*pring ami initial summer demand.
Wholesale distributor* have been cheeking up on
storks ami goods due to come forward from the mills
•ni orders already plaeed. This checking up has re-
Milted in developing new business from several quarter*, as wholesalers have discovered that there is a good
deal in ths way of replenshing stoeks to be done bcfOT
retsllers heKin to need goods in a hurry. Manuf.ielur
i r* have added to and improved their lines consider-
ahly since the opening last October with new patterns
ami eolor combinations that are both attractive and
suitable for the furnishing of country homes and bung-
Some of lhe new eolor* used have never before been
attempted iu grass runs, ami it has taken mueh time
and careful work in the shape of experimenting by
manufacturers to obtain colors that will hold on the
surface of a grass mi*. It has always been a difficult
matter to obtain a color or dye that will hold on the
smooth HUrfaee of the wire gTSSS used in the manufacture of those run*. Mosl of the color effects shown In
■sta** ruga are produced by putting the color im»the
eotton yarn*, which hold the rue* together, ami as t
result the extent to whieh eolor* could be used in thi*
way* wa* more or le** limited. Recently, however, eer*
tain manufacturers have succeeded in obtaining dyes
that would hold, or paints, when used on the surface
of the grass in the rug*. This is resulting in the designers for the mill* being able to produce a wider
range of pattern* and color combinations, which will
help very greally in increasing the Hale of gratia rugs
during the coming spring and summer months.
• (Continued from page 23)
were also 1)50 carding and fulling mills and 35 dyeing
In 1858 the Canadian legislature enacted a law providing custom duties on imported goods, and in 1878
the duty on woollen goods, which waa 17V&%, wan
praeically doubled.
As a result by 1885 the industry had grown to com
siderable proportion*, and most of the woollen mills of
the present time had been established. The larger mills
were producing such fine goods that the people began
to discard the hand loom, and figures show that in this
year woolbn mills doing their own carding, spinning,
were 40 mills with 1,885 looms. In the year 1899, the
number of looms and cards were 2,120 and 477, respectively.
During the period in which the manufacture of
wool in Canada was progressing, manufacturers of
wool from all countries, when imported into Canada.
paid the general tariff rates, and the bulk of the imports were from Ureal Britain.
This wa* the ease when duty rates on imports of
woollen goods were the same from all countries. Great
Britain having the advantage over other countries, on
account of her old-established industry, sentiment in
Canada, ami her lower conversion eosts.
lp to April 23, 1897, the rates of duty on woollen
goods entering ('anada from all countries were: Women and children's dress goods in the grey, 25%; fabric*, wearing apparel, ready-made clothing and blankets
35$ ; yarns cosing 30c. per pound or over for further
manufacture, 20%; socks and stockings of all kinds
ami knitted goods, 86%} practically the general tariff
rates of to-day.
Tariff Reduced.
Hut iu 1897, the Canadian parliament decided to
grant Oreat Britain a preference in the Canadian mar.
ket tis against foreign countries, by allowing goods
from the Cnited Kingdom to enter Canada at lower
rate* of duty than from other countries.
This could have been effected by leaving the duty
rale* on goods from Oreat Britain as they were, and by
increasing the duties on goods from foreign countries
This would have given the desired preference to he
Mother Country, and imported goods purchased abroad
would have been bought in Oreat Britain instead of in
foreign countries, while at the same time it would have
continued the minimum tariff rates under which the
wool manufacturing industry in Canada was progressing and expanding.
But the Canadian government gave the preference
in 1897, by reducing the general tariff rates by 1/8. In
1898 the reduction was made *%, and in 1900 it was
made 1/3.
In 1899 the aggregate production of Canadian eloth
mills was 13,000,000 yards, although the tariff changes
of 1897 and 1898 were being felt, for in the fiscal year 34
Mat.'    |»r>*
QUALITY—plus Advertising
makes steady customers jor "Priscilla
e        §
The steadily increasing demand for TltlSi'll.l.A" Bias
Fold Tape is due to it's excellence of quality plus extCttStVG
advertising in Women's .Magazines.
"PRISCILLA" is now available in .ill popnlsr shsde* *■(
soft fin'ished. pure silk, as well .is Kim- and Superfine Lawn*
—ordinary niul double fold.
"PUISCILLA" is packed one doxeu or more eards of
different sizes and shades to the box; also in fsney cabinets
and Rack-reels.
Order through your Wholesaler
The Kay Manufacturing Co.
Largest makers of Bias Tape in the British Empire
nn,ui ay,
THOS. CONLAN, 318 Homer Street, VANCOUVER, B.C.
ending June. 1899, imports of cloth into Canada shown
iu yards amounted to 5,401,570.
It may therefore be seen that the advantage** of
the mills in Great Britain over those in this country,
owing to lower conversion costs and the granting of
British preference by subtraction from, instead of addition to existing tariff rates resulted in tin- decline
of Canada's woollen industry. The effect upor the
industry was immediate ami marked. .Mills closed
idown. Small towns depending upon the woollen in.
dustry for the whole, or part of their livelihood suffered, other manufacturers supplying the woollen Industry with material, found their business gone, ami
it was apparent that the method of granting the Preference was tending to destroy the woollen industry
of the country.
Alarmed at this state of affairs. Sir Wilfrid
Lauricr and the Hon. Mr. Fielding sent a commissioner to -Ureal Britain to investigate the cost of production there as compared to Canada, ami as a result du
ties on woollens were partially restored. This assisted
the industry, but not to the necessary extent, because
the general traiff rates arc the minimum under •hieh
the woollen industry of ('anada can make substantial
progress in the face of competition from Great Britain and other treaty countries enjoying preferential
There is an erroneous impression lhat imported
voollen goods are superior to those made in Canada,
The fact is Canadian made woollen goods compare fa
vorably in quality, durability and finish with those
produced anywhere in the world. Granted a few years
of compensating rates of duty all woollen goods needed by Canadians could be produced in Canada at tea-
Nonsble priees The »mall j* rentage ef material* rd i
< lusiw design aneeoncmleel ef production in tin* e-mm
ir> should be classed ss bumnse, and taxed a* •*••--
At the pnseoi t,me Canadian*- an Minting lh-»ir
,,!«">'*> abroad and nhiamitig woolen gnnd* ahirh
war out, * that they hate milhrr tbe woollen mm *■*
nor th« money if dun-liana bought woollen ^ !,
"•ad, in this country, they Would m.| onlv hav   il
use or the goods, hut slse the money |wid for th.-,
wmeii would be fell in circulation in Canada, and . •■»
minors Hrould Ih,,,fit aeeordittflj
** mmmmn
 I,"!","" ,M,lt«" »' th- 1'n.lr.l MI.IM ttttOl II
"PW«j UN .•...„•*,,„ „, ,i„„ mm* »rr boliu mm.
," ,' "":•''   ^"»m«h many ' ,„ «„„!„, ,
a i «w wrtlmt, tnd „iiu„,h dlrrtribmJ f *-•	
- -ni -Wl, i. ..I*,,. „n,ni ,„„„,*„„ .rr ,1,
>eorim«U, or do nol *tm\
Ihii'lfn^ '."""! ""I""1"1'""' *l'«> l« l« mmttt'
,1 1    ,1-7 '" ""* ^•"rl•,'• hl""">* »•■■ uww *
WmuSu m«    *v" I*™*™**' *h*in""' *
"Wo .dwrtSSli *"•*••"«"'"'» I'"'*- Ihriv.d. m I
Pwdwm Hf*.
"""; ">* Stmt Vl.-ri.-ly i.f Itllll fiilni March. I!»27
now demanded and sold; to say nothing of the immense
variety of well made and highly styled garments is not
getting a fair share of the cost of his work in relation
to what is being paid willingly enough by the consumer.
The finishers of cotton fabrics, the large printers.
the largest and most capable converters, the most progressive houses handling medium and low priced atlyeri
silks, and the host of handlers of men's and women's
wear in fabrics and garments, have been heard from in
thc past few weeks in protest against existing conditions.— "New York Journal of Commerce."
Piecework for the Salesman
A Method Thst Benefits
TIKUK are half a dosen variations of the piecework system of paying w'agc* that not only regard factory workers for what they actually
inin oui, but effectively stimulate them to increase
iloir production.
But the same generalisation isn't true of the ap*
plication of tin- piecework idea to the office—Si hast
lo lhe s-des department, Of some twenty-live concerns
that I know Bave attempted to pay salesmen ami sales
executives of n similar hails, twenty four admit tha-
iheir methods were far from successful. Only one
company claim* that its plan is entirely satisfactory,
lottunately thi* concerns figures to prove that i»s sys
i« tn gets result* that please hold lhe management am!
tin- employees The specific method is worth studying
in some detail.
The plan used retains lhe liest features of all other
plans and eliminates the features tbat are obpedion-
The trouble with the straight salary is tlv.it it offers
HO financial reward for extra skill or effort. There is
110 incentive for a salaried Milesman to do more than
enough lo gel by, On tin- other baud, the chief advan
Inge of the straight -rdary is that it enables the man-
ngament to retain full control.   The salaried man i*
welling to iio missionary ami promotional work; am!
he can be required to render comprehensive report* on
his calls.
A straight commission offers an incentive for in-
'teased sales- presumably Certainly Ihe more the
commission nV»n sells, the more he will earn. But a
grest many salesmen set a limit to what they will earn
Heyond this limit, most of them prefer le;sttre to money.
The com mission man cannot be managed a* effectively as can tbe one on salary. He considers himself
lo be in business for himself, It's hard to induce him
to turn in comprehensive reports and next to impossible to force him to do missionary work that will bring
him no immediate money.   He prefers a sandwich in
Both the Men snd ths Firm
tin* hand to the uncertain feast that might materialize
from bred cast on the waters.
These objections stand against straight commission,
a drawing acccouiit against commissions, or a salary
with commissions above a certain quota.
The only really workable plan I have ever seen
ought to lit. with proper adaptation, any business,
whether it sells to the retailer, the jobber or the consumer. I say this with full confidence because the plan
was devised and is used successfully by a jobber who
sells to the retail trade, and who. besides, manufactures two allied products, one of whieh is distributed
solely through jobbers ami the other sold direct to the
Not only does the plan spur the men ou to increase
their sales; il also impel* them to work forp rotits and
il enables the concern to achieve certain other desirable ends
This concern maintains a half dozen branch houses
that ate operated as independent enterprises, except
(li.*-1 certain fundamental policies are formulated by the
home office.
Ilaeh luaiich has a branch manager, a sales utyimi-
ree. a credit manager, a purchasing agent and an office
in in ia got'. These five form a management committee
that actually manages the branch.
It happens that each of this concern's three general
Mnes carries, as a whole, the same protit margin; so
that the same selling expense—18 per cent.—can be
allowed for ench. However, in thc jobbing side of the
business some products produce wide margins of pro-
lit while others are sold as close to eost as is sugar in
the grocery business. Also, in settling thc selling prices
the maimgement gives considerable latitude to the sales-
Profits First.
The company, naturally, is interested primarily in
profits.   Secondarily it aims to build up its manufac- THK    RETAlbER
Mai-    pr»*
i .*m |
They all get flat salaries. A yearly quota Is sel for
each branch covering net profits, sales of the company s
own product, and sales of the jobbed lines. As a gUW ,
every expense of the branch is budgeted on the expeel
ed sales. .
First of all. the branch must realise the net protit
set. For doing that no bonus is offered; the pr .it i**
expected as a matter of course.
But if thc branch not only makes the expe ted profit but sell* its full quote of thc company's owj product,
tlie five executives, as a group, are awar-Vd a bonus
amounting to .15 per cent, of the branch's gross profits,
If in addition, thc sales of the jobbing department are
up to the quota, thc group gets an additional slice of
10 per cent.
The bonus Is divided among tin* '.roup in proportion
to the respective salaries.
For each 5 per eent. that tin actual wiles of cither
elass of goods exceed the quota, there is disbursed to
the group of branch executive an extra I per cent, of
the gross profit. Thus, if the sales of the manufactured line amounts to 105 per cent, of Ihe guota, the
group of branch executives gets 1 si per cent, of the
gross profits. If that same year the sabs of tin* job
bing side of the business for the branch amount to llo
per cent, of the quota, the total bonus to be divided
would be 16 per eent. plus 13 per cent., a total of 20
per cent.
Making the earning of specified profits a prereqtnV
its to earning a bonus by the branch house executives,
regardless of what the sales volume may be, serves two
good purposes. In the first place, every '-Viy's work
of each one of these executives has a direct bearing on
the profit.
It is up to the sales manager to scrutinise the < x-
pense accounts ami to see that they do not exceed *i
proper amount.   He must route his men economically
and, most important of all. hold them in so that, iti
driving for orders, they don't cut priees to a point
jhittt leaves an inadequate profit.   In this business the
salesmen must be given considerable leeway In quoting
prices to big buvers.   Competition is very keen ami
some of the products are sold in such large quantities
that a very narrow margin is satisfactory,   This is
especially true in the jobbing side of the business
where goods often are shipped directly from the mill
to thc customer with no handling eost.   The branch pro.
fits are influenced, to a considoreblo extent, bv tin-
work of the branch credit manager.   If he allows unwise credits, the losses eat into profits already earned
If he is unduly conservative he throttle* the'sabs   \s
to the office manager, he cannot do much iu the way of
actually making profits, but by running the office economically he can keep the profits from being dissipated
hii unnecessary salaries and in undue use of supplies
The branch manager affects the profits by laying down
wise policies and by seeing that the executives under
bun do their jobs well.   Thus, the responsibility for
profits on the sales rest squarely on the branch
The salesmen are expected to sell.   The manage
ment sees to il that they *e]| *,t H price that will return
the proper percentage of gross profit.   Accordingly it
fallows th«t the bonuses for the mlosmeu tin   ,«hM
are bsscd  solely  upon  their  volumes of galea
Niio per cent  Of the gross -wiles is allow, d foi -tain.
meu'i salaries.   It si the end of tin- year lh< dual
salaries paid bsve been lees than !• prr cent I th.
gross sales the difference ■>» po* into a |*>t to | ,|,,
ided among the salesmen
Kaj f«»r instant*,  lhat the sabs id the brsnch   ftV.
have amounted lo 11.000,000    Num* per cent ..- |9Q
inmi is th«- allowable expense for salai.*-**    Buppmu th«i
th. actual salaries hsve amounted to but WO.fSW Th.
pot to be divided then amounts to 110,000
The WSy in whn*h tlo salesmen share this Iai   ,* o
worked out, ingeniously, le secompHah several resulti
Seventy five pcf •'•'•H Of tin* |M is distributed im pr-*-
portion to tin- sabsmeu'* salaries    ll Is the poliey t,,
pay each man a Hilary lhal as elo*rly gft possibb  n
fleets his selling ability AS shown by \m**t jierfor   ,»nft
It can be assumed, therefore, test eaeh mh mi
eonlnbiiles to the aebievemenl ef the quota, or lo es
feeding the quota in proportion to hi* salary t*nw
quell(1,1 it e*. fair ti» measure part of bis <diar«  »f t!
bonus by  Ills salary
li is in baaing i be salrsman's cut Irs share of sh«*
bonus op«'n ills salary tbat man* bonttS plans fall <lown
lor sometimes the elliisliou Is effected by Important
but unconsidered fsctors
For Instance, on.  man may *** II a b»t of good.     •'
in spit, of eons,ant supervision, t«*» Iarg»* a proportion
<f lus volume may .onsisl of the unprofitable lm* Ot
hi' may Ih r chronic priee cutler    The *« IHng emit oi
sab sman  SO this rom|»any finds, sometimes VSfJ
than SKK) pel e» nt     For one month one men bad n sell
ing eost of I'i p.-r eent   of his gross sales, whlo   ll
otln-r with an entirely similar territory run up his rust
lo IT per i-i nt    This different'*' was due solely (0 Isfc
lllg orders for an undue amount of narrow profil goods
On the other hand, a salesman mav make a |»' •
showing through no fault of hi« own     He may Ih in I
territory that, for th.  good of llu   company, it****** a
great deal of missionary work    Sueh a situation ruta
down sabs. ami. worse yet, impairs Ihe salesman's I • r
sle. Another man may bsve done relatively good wors
111 n difficult territory     Another man may do   .-
usually good job in landing a diffieull order
•The object of the bonus plan is to reword men 'tr
gootl ifforts lik. ihegt, ihr results of whieh eemwl
be measured securetoly by figures
It is Intended, too, that the extra rewards -di-di *
Kiven at the expense of those astesouen weo heve ■ ■ '
forth Iio extra effort or skill or who have fallen d.
i n the job in anv wav
lemsining SO per ..nl   ,,f th,  Ihiiiuh pot Is dtv
ided, therefore, among the selcsmsn according t> '
ludgmenl of the eommiltes of the branch executive*
A man who. in spit,, of warnings, has persisted
going firer huge orders for staples that esrry only
•Ugh! profit is likely lo find that be gets more of '
pari <d the pot
A man with an unusually high gross profit ri I- n
p' twict or three tin,.,* „„ much of the diserctlom
""••ik as he would have received had the monev be*
I"*'""''''! °» « basis of comparative aalaries.   This flU
as applied to the salesman, offers an incentive not on
, JJ1 mm' V0,,,,u"' ,M" to wrk for the ultimatI «■'
oi tm company In les* tangible and leas easily n e
(Continued on page ihi March, 1927
The felt footwear manufacturing industry in Can-
ada has been pas-sing through a period of great difficulty. The consumption O fheavy felt boots has been
much curtailed, as a result of the increased popular ty
of rubber-soled overshoes, which ean be worn with ex*
?ia sio-ks or stockings if desired Import competition
in this branch of the Industry has not bei n a factor of
.my considerable Importance since before the war,
alien some heavy fell footwear was imported from tier.
many Tin demand for lighl felt footwear has also
li.en affected to a marked extent by style changes.
Comparatively few Canadian women now wear boots,
these having been displaced very gem-tally by light
dxfords" or slippers, which are comfortable for in*
iloot use and in cold weather can be worn with over*
shoes for street Use, Consequently there is not the
Mime need for house slippers now than then* was when
heavier styles in women's footwear were the vogue.
Kvefi In men's footwear the light "Oxford" i-* worn
largely,   with   rubbers   or  overshoes   for   outdoor
uae in winter In proportion to population the
Canadian eousnmption of felt footwear is still greater
than that of Kngland. but the dominion is experiencing
■lo same trend SS has taken place in the United States,
where the manufacturer of heavy felt boots has dwin
died ami the production of the fell footwear factories
now consists principally of fancy novelty boudoir lines.
The Canadian factories last year made approximately
1,200,000 pairs of felt footwear ami cloth slippers of
all kinds for bOttSeWeSe, exclusive of mocassins, but
this total is far below their capacity.
(lm- of the largest of the felt footwear inanufaetur
lllg firms has found it)* capital investment largely wip
ed out, ami has turned to the production of certain
lines of work boots in an effort to keep its plant employed Several other plants have closed. Import
competition from the Cnited Kingdom has been u serious factor in the lighl felt footwear trade, both iu
respect of slippers of pressed felt ami those made of
woven slipper cloth or 'arctic cloth." as it is »ome
cos anors am
UAfscturo in
Tae city ft-ieos*-.
Fog smc, Fir
t»i& aeu*
mm ie oooo-BUT
times known. An application has been made to the
Government for additional tariff protection against
imports of felt and eloth slippers of English manufacture.
The Canadian delegation of the National Cash Register Hundred Point Club, recently returned from a
memorable trip to Havana, Cuba. Tbe trip was a reward to the men throughout Canada and the Cnited
States whose sales quotas during 1926 put them into the
Hundred Point Club. The Canadian delegation headed
by A. Iv McLean, managing director of the Canadian
company, was particularly honored for the reason that
bis division led all divisions of thc Anieiieau selling
force iu percentage sales quota secured. Altogether,
7IM) members were included. The delegation from Can-
ada was the largest that ever got into the Hundred
Point Club, which is composed of representatives who
secured sales in excess of their year's quota.
According to the figures of an American chain store
banker, if the chajn store growth keeps up in the next-
few years at the same rate it grew in the past year,
by 10'tO the chains will be doing a business of $3,500,*
issi.iKKi a year. Ami still, many independent grocers,
jobbers ami salesmen cannot be made to see the "chain
store menace" and are doing nothing to organise to
try ami cheek their growth.
(Continued from page 21)
city products will make their usual favorable showing,
but mills making staples only have suffered from severe competition, which has made it difficult for them
to produce results equal to those of former years. The
intense price competition from heavy eotton goods produced in the Southern States has abated, however, and
thc Canadian mills are now recovering a portion of
their losses. The outlook for 1927 is regarded as hopeful.
New Market for Flour.
Hour.—The poor showing by the Canadian mills
during the first half of 1926, in consequence ol execs-
hive competition and serious price cutting, was succeeded by improved conditions resulting from " a general determination on the part of the millers to sell no
flour at home or abroad that did not earn a protit."
\u important new export market for ('anadian flour
iu I'ra/il bus been opened. The abandonment of home
baking of bread has deprived the Canadian miller of
his most profitable customer, and quantity buying by
bakers has resulted in lower prices and smaller pro-
tits. Some promise of improvement in the exporting
trade is noted,
Iron ami Steel.- A rather mixed situation is reported. The production of pig iron in Canada in 1926 represents a gain of approximately 29 per eent. over the
figures for 1925, and reflects improvement in various
lines of manufacture. The Canadian output of steel,
however, will show little, if any, improvement in 1926
over the figures for the previous year, the increase in
tin* Canadian consumption having been supplied by importations. 38
iu.n-,s»| COLUMBIA. AWIKIITA   rt'KoS
Wai a, i«r.»7
imr ^»,»»^x^.x«^^«l<>.w»»»>«^xKxmlx.
*ySmmom****m<*t>i™ ","5
*.m\i> the members presenl <» brief outline of tin r -mis
aehiered bv Ihe Association in connection with * > n
duct (on of \anotis forms of taxation aft outlined in ih.
recent budget
Tin* following offiCCI* Were elected ftir 1927
Chairman, It l. Parker. l%i rtee*presklent u   \
The annual meeting and dinner wns held at the
Orosvenor Hotel on Monday, February 28th, ami was
largely attended.
Chairman. Mr. Geo. W, Jackson. After dinner the
Chairman gave a full report of the activities ■*. tin-
section during the past year, ami special mention was
made of the T.H. tests of cattle, the visit of Mr
Ringer, president of the Seattle Meat Dialers' Associs*
tion, the use of preservatives iu meat ami meat pro
duets, and thc annual outing ami the recently signed
petition of the South Vancouver butchers for an Rarly
Phatii by
Sifffrhi Calmer
R. L. Parker, Chairman, Greater Vancouver Butchers'
Section, R. M. A.
Closing By-law, He also referred to the free Credit
Hating Service which has bee, installed bv the executive for the use of all members of the section, and to
the new Collection Department recently established at
the association office.
J. W. Cumin, of Benwell, Curran & Atkins, Limited
addressed tho meeting, taking as his subject "Charaet
er Analysis      His remarks were enthusiast.eallv re-
T? ' rLh", prnv"1 *Mi on,-v a *00& Wker lm. ,
most delightful entertainer.
The W. 0. Hassel troupe rendered a flue musical
programme, and were ably helped by Messrs Wills ,
Dunlop of the Butchers'Section "",]
Daryl ft Kent
on the Dominion E
representative for British Columbia
Bxeoufrfve Council of the Assoeiation
Strutt. 2nd vice president. P J )|e)labon, Bon Tn *
ur» r. Chris Slater; Hon Secretory, ll«d Newman
Directors   \v Deykin, J I Reed, R Dunlop i  ll
M lie, C Duck, ring A  Fro* r. 1 Baker It  MrJIii
M*. Mto*W«M'MH«tM
' I!
Tlo annual meeting of th»~%e lections t«»ok th.
of a smoker, held si the l.il* ral A wools tion U*****
Wednesday, March ifml. when a very delightful
ing Has spent by  an enthusjantie crowd of OVff
hundred automotive dealer*
Messrs A  H Higgins. .-bairuisu ut the Auton<»'n
Section, and Crank Willi**, chairman *tt ita* tadeprml
*nt Serviee Station Owners Srrtinn, preaented report
t'lH .
ring th.« activitietof th***-e actions during ll
■*'*** wiuie. Chalrmta, inSeponeont Sorvee e«atlo" 0****** •'
Dlv'iien, Automotive SooUe* R.M A.
year, bringing forcibly to the attention of the memb n
present the sticceas I he Association had achieved in
isnniiir for the trade a fair margin of protit on ti   ■*
Md stabilizing ,h^ pHoa of gasoline in the city   .f
v W- HiKgins presented tbe report of the delega
* Seattle Convention of Ih.. Ind.nrn.l.o, Sen
sNoeialinn i    «i    u    '"»•"" i"""""ieu me report oi iuv unr*.
WtOtatlOn, (0 the Seattle Convention of the Independent gtn March, 1827
Station Owners of thc Pacific Coast, ami explained the
terms of ef filiation with that body.
Tin NV. ti. Ilasacl troupe entertained with a splendid musical programme, ami by the courtesy of the
Cord Motor Company there was a film presentation of
iheir excellent icreen produetioii. "A Trip Across Call*
ads in a Cord."
Mr. Daryl II. Kent, representative for British Columbia on the Dominion Executive Council of the Association, gave the members a brief outline of the results achieved by the Association in connection with
the reduction of the various forms of taxation as outlined ill the recent  budget
The following Officers were elected for 1927:
Automotive -Section.—Chairman, It. Chamberlain;
Is, vice-president, tl  D Cunningham] 2ml vice-president. Ceo  Hutch; hon treasurer, VY  Hand;   hon, see
11 lary, I,en Fa Ha
R. Chamber.am, appointee CHa rmsn. Automotive Soctlon
™*      <*%*)*      "•
Independent 8ervioe 8UUon Owners Division. —
Chairman, Crank Willis; 1st vice-president, J. Wag-
staff; 2nd vice-president, R Jackson; hon, treasurer.
NV  Bceton   hon secretary. A  Dover.
All executive meeting of the grocers WnS held oil
Thursday, February 24th. Mr. C. Clarke, second vice-
president, was iu the chair.
B. Kllisoii. general manager in Canada ftir Nestle's
Pood Company, was Introduced to the committee ami
expressed himself as well pleased with the way iu
whieh the grocers of Greater Vancouver had support
ed Nestle's Milk.   He outlined an active eompaigu for
1827, and lhe executive promised to do all in their
power to boost the sale of Nestle's Milk in this territory.
It was decided to hold the annual grocers picnic at
Howe,i Island on July 20th.
Grocers of Greater Vancouver Section R. M. A.
will hold Iheir annual meeting at the Liberal Association Rooms on Tuesday, March 29th.    Arrangements
have been made for showing the Ford Motor Company's popular film "Across Canada in a Ford," and
present indications point to a large attendance.
The members of the Tire Committee were guests
of the Rubber Manufacturers' Association at a banquet held at the Grosvenor Hotel on Friday, March
Nth. All members of the Vancouver Division were
present, and delegates from New Westminster and
Victoria also attended. The manager of each Tire
company doing business iu the province was also pre*
d. K. Stephenson, chairman of the Rubber Manufacturers' Association, explained that this was thc annual get-together of the tire dealers aud manufacturers, and he was very pleased to see a 100 per cent, attendance. On behalf of the manufacturers, he expressed the greatest satisfaction in the way the dealers had
handled their problems during the past year, and
stated that the new policy of Price Maintenance had
certainly been a success from every standpoint.
A. R. Higgins, chairman of the B. C. Tire Committee, thanked the manufacturers for the hearty cooperation they had given the trnde during 1926, and
expressed the hope that 1927 would be even more sue-
eessful in sales and that the good-fellowship and cooperation between the manufacturers and dealers which
had resulted in thc present satisfactory conditions
would be further cemented.
Messrs. Tom l.umsden and Ccorge Lillie, the delegates from Victoria, both addressed the meeting, giving
n brief outline of trade conditions in that city, and Mr.
Wm. Kerr spoke on the Fraser Valley situation.
Messrs, It. A. Wells (Dominion Rubber System
Ltd.). .1. Scott (Dunlop Tire and Rubber Goods Com-
pany, Ltd.), .1. Dunsmuir (Firestone Rubber Company).
W. 0, Fowler (Gutta Pereha & Rubber Limited). R. K.
•Tsmiesnn (Gregory Tire & Rubber Limited), G. It.
Donaldson (Canadian Goodrich Rubber Company), H.
D. McClcuahan (K. & C. Tire and Rubber Goods Company. Ltd.), all spoke in favorable terms of the improved trade conditions, and pledged themselves t) do
all in their power to ensure the continuance of same.
Matters of interest to tire trade were then discussed
ami certain suggestions were made to the manufaetiir'
t rs which thev took under advisement and promised to
consider at their next manufacturers meeting.
At the conclusion of thc meeting, A. R. Higgins, on
behalf of tbe dealers, extended a hearty vote of thanks
lo the manufacturers for the pleasant evening's enter
taiiiment they had provided.
At a meeting at the Board of Trade moms on Mon-
day, February 7th. the following merchant members
of this branch of the R. M A., were nrosenti Choir-
man. F. Fielder: Messrs. Knarstnn. Smith. Wilson.
Demloff, Horie. Monk. Devlin, Murphy, Wbittinghnm,
Sampson, Hcrdmaii. Nicholson, Hitchcn and the secretary.
Adopting the minutes of the previous meeting ns
read, applications for membership in the R. M. A.
were received from John Malcharis. milliner; James
A. Irvine, gas and oil; Maxwell H. Horie, electric suu*
plies; A. Hicthen. furniture; K. R. Wilson, gas and oil; 40
\I,,U*UT\    Yt'K'»N
IVier Conroy, furniture; A. V. Watson. baHH*i,*s; and
A W. Kennedy Ltd., druggists.
After a motion by J. li Nicholson, which was seconded bv A, J. Sampson, these merchants wen* uuy
curolled as ...embers, ami the ting then took up Ihs
matter of wholesale firms charging cartage fees io
the retail trade. The Nanaimo branch went Oil
record as being opposed to this eharp-, and the matter
will be taken up with the wholesalers in \sneouvei
in order that this '•nuisance" be abolished
Among those linns mentioned as charging this cartage fee are Messrs. Schwart/, Bros. A. V Slscle, Chess
Brothers, W. Fraser. Fletcher. MeLenan & McFecly,
Marshall Wells Co., Ltd.. Oscar Brown  Co. Ltd,
A communication received from Provincial Secretary C. Dallas regarding the proposed redaction in
registered letter charges from 10c to 5e was read, and
was endorsed by the Nanaimo branch on a motion **i
Mr. Wilson, seconded by Mr. Monk.
The Trades license By-law was discussed as ft line
length, and it was moved by Mr. Il.rdman. and seconded by Mr. Devlin, that each section call a meeting
of those engaged in their trade to discuss the bv law.
and send in their recommendations lo the seereUiry,
Grocers Meet.
On February 8th, the grocers section of the Retsil
Merchants'Association, Nanaimo. held a meeting in tin-
office of the secretary, when the following members
were present: R. T. Wilson, in the chair. W, Anderson,
W. Herdman. T. Johnson, V. Monk. .1 II Malpass, tl
Kby, George Knarston. K. Devlin.
A discussion on thc affiliation rates of departmental
stores resulted in the following amendments on a motion of Mr. Malpass, which was (-seconded by Mr. Kby
For each distinctive line of goods Sold irrvsj
0f the number of employees —
First Licence, every six month*' flu
SeCOtld  Licence, every   six  mouths    ♦*.','.«
Third license, every six months      &60
ami so ou until a maximum of £il) for every **\ im-nlbi
has been reached
It was further mo.cd by W Audenum an ■*,,
onded by .1 II Malpa*-* lhal the eIa*s,Hen,i ■*
amended a** follows
Confectionery, add tobacco, cigar** ami cigarettes
Grocers,   add   cake*,  pie*  and  all   fresh    ,,»,..■
gOOda,   feed  |Mekage  seed*   coal  oil  till*,     .f
dew tilery, delete fancy umbrellas:, fancy   hina
\«are ami eitl gla%s
Men's  Furnishing**,   add   noil   enn*,  hags   us!
Stationery antl boohs, add toy* and photoi?- iphj
Tobacconist, delete thi* rlaaaiAealiou
It wsa also recommended thai section flvr   '*  *•*
.hiss ji ti* | i,I,n.b. r of employees bs deleted
\U» thai section BvcA (oe) r-c da.**, ami numbet
departmental store employe**** In* deleted
Ms., lhal section seven .7} be delic-cd a«».| il
lowing inserted in lieu thereof
From any |**er*on or |H-r*%on* »excepting ihwic |* r
dons that tb* maintain a duly Merita**, I pr-cmi**-* in thr
city of Nanaimo for tl»«* pttrpoes ef carrying on .* i *
hath    who may solicit, Bell or deliver, or lake  mien
for merchandise, good*, or ware* through the display
ttf snmples ««r sample Int-nk* or any other way   dud!
bt elaasjfied as retailer, nnd ahall pay a Keen**  f*
*.*ti. for each sis month* ef frsetion iber-enf.
Alberta Branch R. M. A.
Representative Attendance Convenes at
Delegates from all over the Province of Alberta at
tended the  seventh annual  meeting  of the   Albert a
Branch of the Retail Merchants' Association, which
opened in the Sun Parlor of the Palliser Hotel February 24th.
At the morning session delegates were welcome*;
to Calgary by Mayor F. K. Osborne, and the morning
speaker was C. 0. Smith of the Calgary Board of Trade
At the afternoon session the meeting was called to
order by President W. E, Werner, who later, in » well
devised address, spoke to the assembled retail mer-
chants of Alberta.
Following the president's address, came the reports
of the secretary ami treasurer, both showing that the
Alberta Branch is successfully coping with the growing
demands for service made upon it by members.
An address by H. W. Schliell of'the Northwestern
Mutual Hrte A-asm-am**- Company, enlightening flu-
delegates on the reason for the K. M. A. operating a
fire insurance department was well r *ived ami proved of unusual interest.
«< 7'Jh ?*??' FA}n?iUm] Rector, Washington
Slate Retailers' Association, well known to merchants
all over the continent, dealt with the difficulties encountered by   the retail merchant by the constantlv
Holds Annual Convention
Palliser Hotel, Calgary, February 23 24 25
changing problems of distribution, and pointed out th*
importsnl position of the retail merchant, ami wh»i
lo- should tin to make thai poeHlon m»re secure
The following trade section meetings were h«l<
during the convention; Hardware Dealers1 Sect
Meat Dealers' Section, Implement Healers' Section
the Genera] Store ami Grocery Section.
During the meeting „f the Hardware Section,
after an address by W   A   Dubu*  the following ■
jeets vvtr,  tabled for disctumion:
Cemral hardware merchandising versus M
Ortler ami General Store -Competition.
Can Hani ware Dealera do anything locally
persuade Grocery and General Stores nol t«> s
premium bearing merchandise,   If not, what
the remedy f
To what  extent  arc  Hardware  Wholesal*
selliug direct to consumers, aud to Control
and Painters, etc.?
Is it  possible In have I be Food Olid StlpP
Mortgage   Act   made   applicable   lo   Ssrdwn
At the meeting of the Meat   Dealers' Section.  ' March, 1^7
M A . alter an address by Iv .1. Lyne, of Cramle I'rarie.
questions were discussed as follows:—
<li Should this Association request the Provincial Legislature to enact legislation which will
afford the retail meat dealer the same protection
now extended to hotels, restaurants, boarding ami
lodging houses covering payment of bills due
them by their patrons?
(2) Should persons who buy livestock direct
irom tbe stockyards or elsewhere, slaughtering
same aud selling direct to hotels ami restaurants,
bei iccuscd?
i',\) What remedy is there which would prevent subs,itution of second and third quality
meats where first quality has been advertised?
(41   Should   this   Association   request   (Jovcril-
nieiit action which would prevent all persons selling fresh or cured meats or fish from house to
house in competition with the legitimate retailer!
(5l Should packing bouses confine their sales
to legitimate retail dealers only?
(0) Should there Im- government inspection of
alt meats offered for sale to the public!
H  W Canniehael of Saskatoon, an authority on retail implement dealers' problems addressed tin* Implement  Dealers' Section, ami the following subjects
were discussed **•
Retail Implement Dealers' Contracts. Are
tloy fair?
Retsil Implement Dealers' Profits,   Is the pre-
sent allowance adequate?
Should the Cash Payment on Implements he
When Ihe company's goods arc taken in exchange for new goods ami resold should the company In* naked to that the settlement the same
as new goods?
Tbe subject of contracts was thomiighly dis
CUSSSd. In fact this was the vital question before
the meeting
The Saskatchewan implement dealers have ar
ranged thai a delegation from their section shall
visit Bast em Canada to confer with representatives affecting contracts
During the meeting of the -Grocery and Genera!
Stores' Section tho following questions were lip for
discussion :
Kgg grading
Prohibiting Chinese or Other restaurants, or refresh-
meut establishments from selling groceries on Sundays,
holidays and after closing hours.
Should there lie legislation to compel all such places
to operate their restaurants, soft drink parlors in a
building separate from that in whieh they conduct their
irroccry business.
Should country stores operating a post office be
compelled to operate the office in n building separate
from their store, so that the slore may be closed al the
usual closing hour for other stores in the same place?
Food and Supply Mortgage Act, What arc the pro-
virions of it?
Do you think it fair for Grocery ami General Stores
to give away premiums with their goods, premiums
almost without exception mean the loss of ho much
business to the hardware stores in tbe MlmC town.
A well-known firm of London produce merchants
Inform us that Camidian canned goods are coming along
iwpidly iu coinpct tion. Considering the Dominion is
a young nation, its efforts in contesting markets witb
the Cnited Slates in this trade are highly commendable and good advances are being scored. For in*
stance, with canned fruits no criticism is lodged regarding packing and labeling, whist it is enimed thnit
if still greater care was taken in grading fruits described as "choice-" "fancy" or " standard," Canadian
brands would rival American. As it is, the increasing
care now taken is rendering them more and more pop*
uar in the trade in London. Stabilisation of syrup*;
in tbe various classifications named would be helpful,
too. The strides made toward perfection in Canadian
fruit canning sire considered admirable. One lirm informs us that Canadian canned peas arc exceptionally
good, and if the sieves were worked to maintain uniformity iu sixes of peas of various grades in the tins.
IK importers would regard them as unequalled. The
comments quoted were not given in -any hyper-critical
spirit, but resulted from a desire to sec Canadian canned fruits, compete still more successfully with others.
They are liked. Marketability is good. A little more
attention to standardizing tin contents would probably
render them unrivaled. Canadian canners are making
genuine progress.*—"Canadian tixport Pioneer."
The Saskatchewan Branch of thc Retal Merchants'
Association have gone on reeonl as being opposed to
the continuance of the 10 eent fee on registered letters,
ami have reeommeiideil that represent 1 v» is be made
to government to have this fee reduced to the pre-war
figure, namely fixe eents. Word has been received from
Secretary-manager Douglas of thc Dominion Boanl,
that such recommendation would in his opinion be
favorably received hy Department, bui has suggested
that all Provincial Boards obtain from the membership
an opinion on thc subject before submitting the proposal to the Federal Government for consideration.
As regards British Columbia, provin ial secretary
Cyril Dallas has obtained endorsement to this measure
from '.In* Nanaimo, Cranbrook. ami New Westriinster
Bosnia, and it is expected that -emilsr approval will
be i*iven by all branches in the provine».
Manufacturing 100 Ptr Cant B. C. Product.
Since ,he disastrous Arc which .at (he end of 1S2S, completely gutted their premise*, the B. C. Sale* Book Company
Limited have completely equipped their new quarter* at 1176
Homer Street. Vancouver .snd with the last word In machinery are producing counter check books using B.itish Columbia paper and materials exclusively.
On visiting (he plan tlmmedtate attention is drawn to the
new printing machine, which from Ihe carbonised* roll, print*
In two colors, numbers consecutively with four series of figures and folds to an exactness.
Another machine which esrboulie* the material to any
width required la Ingenious. After carbonising, the paper Is
Immediately re-.olled. a* the ink I* put on red-hot the reverse
*lde passing over cold rollers through which a continual
stream of Ice cold water passe*.
Local Arm*, we understand are supposing this plant to
a degree warranted by the thoroughness and efficiency of
it* operation. 42
imiTISH COt.I'Miux    M.,n:nT\   VUKON
1 ■'» I
■'n*A   yv.'■
■\.r^S f     n-v
-3 if* t
S^^ i *  " ^!fj
" Is*"
#     ->»
> " i.    ".
*^ c/er* 6* "* sum of Jim Hswm
Sa'd' "F°lks '« ** Psott, mtch 'am ({o r
His employer said, "#0,
W*w 6uS/„m ,3 slew
They'll BUY when s
_^^^^ '      ot-L1- them, go lo it, Mai eb. I'127
Splendid Outlook for Paint and Varnish
Should Make an Early 8Urt This Yesr on Clean Up Psint Up Campaign.
I'KIN'. Clean I p and I'mnt Up Campaigns in variants of Canatls will soon be getting under way;
in  faet,  many desletn have  found  it  advi able
tit stmt their campaigns si ready.     A dealer might
think that it in too goon to start talking exterior paint
Ing while there IS -itill I Cold -map to the air. hut he
will tin.I thai his brother hardwaremen all over the
count 17 nn- already planning then- campaigns, and
ihey are not h hit tOO early The sooner the dealer
•-'•■is thc public around to thinkuiu' of outalde painting,
lhe longer he will have to keep iiis campaign running
There in nothing a** bemlieial as an early start, and in
these tiny?* of keen competition it i*> becoming more
and more evident lhat the dealer who 11* successful is
the one who "get* in Oil tin ground floor" and starts
villi thc first signs of spring
A denier*k profits from a Clean Up ami l*sk\* Up
Campaign arc limited only hy his own ambition, sales
ability nml aggressiveness Tin* means at his command an* unlimited because he has not only thc moral
Mipport of the entire eoiounity, hut the actual Rlipport
■-f tie,,,, [lp ami Taint Up headquarters in the pre-
pa ration of his advertising and the coordination of
the various units of the campaign working to ;i coin*
mon end.
During the apring months practically every inlribi
taut of your town is at work Individually helping to
•nuke your town sple ami span. It in house.cleaning
time, ami eity officials, women's dub*, civic orgnnisn*
tions. societies ami dubs arc working collectively to
!-*«'l rid of the accumulate! dirt of winter The Chan
lp and Taint Up Campaign coordinates their effort*
in timt they nil work to a common end. ami it is
through the* co-ordination of effort that paint dealers
ean secure the most benefit
Under the Clean Cp nnd Taint Cp banner tiny are
all working to increase your profits, because Paint 1 p
We8 hand in hand with Clean Cp As Mich alles they
deserve your hearty co-operation,
If a campaign has not yet started iu your community this year, it is a good opportunity fnr you to get
"lie under way, urging painters, etc. to work together
for the success of this movement to make the town better and brighter.
When plans are being formulated for your local
campaign, appear before the various committees with
your ideas as to how the campaign ean be made more
successful, and in addition see to it thnt your store.
your newspaper advertising, your mailing ennls and
all your publicity fairly breathes Clean Up and Paint
Don't hesitate to solicit the co-operation of your
competitors and also your fellow merehants. In many
towns the Clean Cp ami Taint Cp Campaign has been
tin- means of getting dealers together in a friendly
way. where they have organized their local clubs,
worked for the common good, and eome to a better
understanding of what each and all should do to in*
crease the local paint business throughout thc yesr.
N'ot only <lo dealers profit in immediate sales, but
the contact given them with property owners and pnint
buyers during this period of active house cleaning,
painting and decorating lays the foundation for a constant flow of profitable sales during all the months of
the year, Furthermore, it gives dealers the opportunity of milking reputations for themselves in connc-tion
with a civic movement that they could not achieve iu
any other way.
Retail merchants bring up a point worthy of study
when they suggest the establishment at Ottawa of a
department of domestic distribution, with the Department of Trade and Commerce.
The distribution of merchandise and other commodities is a large factor in commercial life and yet
it receives less governmental study than does foreign trade, banking, -insurance, transportation and
other factors in business. Undoubtedly great loss is
occasioned to the consuming public becauae of lack of
leadership iu studying distribution problems. Such a
department eould give this leadership.
Tin* government may not care to establish sueh a 44
11 i
department at the moment. Economy iu expenditure,
they may feel .comes before the establishment ot" any
new department, however worth while. But it should
remain a live issue.   "Financial Tost.''
Improvement in Current Business is Noted—Spring
Lines Continue Aetive.   Priees Remain Firm.
Indications of better business are miuli m evidence, according to reports. Current business has shown
a slight improvement, and it is expected that a further
impetus will be given within the next few weeks, Spring
lines arc reported very active, jobbers salesmen as a
whole coming through with larger and frequent orders
both for immediate delivery and delivery during tin-
latter port of March ami the first of April. No price
changes of any importance are announced, Collections and credits arc reported generally good.
Automobile Accessories.—Business has remained at
a fairly good level. Trices are unchanged. Spring
items are beginning to move more freely.
Steel Sheets.~Sales are improving ami prices are
.showing a much firmer tone.
Sash Cord.—Trices are Hrm as the demand becomes
more aetive.
Spring Garden Equipment.—Jobbers in the whole*
sale hardware market report a brisk demand for
spring garden equipment.
Wire Nails.—Throughout tin- wholesale hardware
market actual trading in wire nails continues at $8.55
per keg base.
Poultry Supplies.—Hood movement of accessories
for poultry raising is still noted.
Galvanised Sprinklers.—A few orders for spring
delivery now are being placed by the retail trade. A
pick-up in sales is expected soon.
Ies Cream Freesers.—Local jobbers now arc hooking business for spring delivery.
Paint.—Trade is slow, but prospects are good for a
prosperous season just ahead. Trices arc fairly steady
L Wire Cloth.—Orders are now being shipped out by
'jobbers at advanced dating.
Terpentine declines. Latest quotations on turpentine show a decline of ten eents a gallon.
Glass snd Putty.—The demand is seasonably quiet
and priees are unchanged.
Builders' Hardware - husiness is active ami the
promise for spring and summer is regarded as favor-
Poultry Netting.—Hooked orders are now- being
shipped out by jobbers.   Trices are steady.
Lawn Mowers.—Shipments by jobbers are larger
and spring trade already is encouraging. pHcea are
Rope,—Bales arc good and priees are very fair.
Shesrs.—Business for the spring season is plclrinc
up slowly and priees are firm.
Sprayers.—Hales are gradually Increasing in vol
nine, with prices steady and Unchanged,
Slaw and Vafttabla Cwttara,
* om ofr i <>l,
«ir»«iMi  Tuinafnea
I'lllf N|l|t|«<
i litem*
* uiuinl,,,.
• Soeoeeei
I la nana*
Rapid, IS saage atsal triple eeeisS vttsSJotk ma i .1:
neta retaferee* «uh No « ..-. a.* 3 inch km-., 1 /*,,,
eolata tall Ctrttart.
y»r Kftml.mr.r- mr.i,  a.h and oih*r *«w*| d,.t»*,   I        ,
MtHrt mtrr and .han.. oorstioh t*oion***i in rami.b,      ,
wood han.lt,    l,ntih ot run*, .nd thank JS   ISi    nm*
Us   ,ltlL\u!n'^ Vvo«wu  UmU«> •' l«*w  oei
ana, Ul7  bU,,ftrM   Th*  bf*Mh  **  *  »»"••« *•
<r T 'f.'   ,,r,muton 5 "»«* * ■ ssssed-sterej m
m   ill*   lu,    °   " M,,,,N",U WUh «*• «"••• ewchlnr-.  «*4
to   nUml ZT    TtM  *»WM  «*.*.    Ih.-  uemolf  «,,,*, <*•
••"   plan,  bHriff  ten rarlaU*     V    i    ivIL.    . ««»»
iaadeai a, t^*,.**.* *2 *  Walsh, fonwrr rapt**
the brim,, h*     K*' rom*'° Veeeeeeei to tak* eh***. ■
uroaa, J, ' %" **"> ^m** t. t**l lha < *t
2-J Tit9'  Th* *" * ' *** '**» '* «" * •"    •
hmoa r ". * *'***' W,fl1 ,hr*|fhmrt root whale na gM r*
!** 2ZZ **nmM« * *** •• ■*■ - '
ES-^v-*** •
*/.»r «.„ ",t " *" ""• "•" •* ** vm I* .»" ■
sss u •,,"~ •• 0 **	 March. TJ27
, T11 K    ]{ K T A | L K R
Th. fo.low.ng .rt price. tpmiaO f.r prlnc.pe, l,nat 0f Lading wh.1.**... firm..   Price, quot.d .r. nee,
aubjact te markat fluctuatlona.
leaded thai anaiia.
Dentin leai
Canuck. M
:<;*:«» i'% «-h li.i so
IS <i i H a 114 vh II in
:<;».•*» i'* rh si....
If i i* i'« rh -,i it*)
I' MC. Nltro Club ,1 «J » M » !'*, i,i  ;j IS
Ivtara lllfh Out*. SZ »S
l* Mi'  Arrow 12 Q t :» *  I'*, . i.   .   it ti
I'alato  Ciemler             . 4» 21
Mttaioc Ammunition.
.: dIm.i  Bntokeleei i («•
n   Unit   Hm..hrlr». I .•„
jji. inn* Btamkotom s Id
"7.  i, iWXtt  \#**s\'.*\ s ia
Amir teen,
ti Hiftt S(tvf»ii«>i«*** i:.-,
:.  I..'fi*  Hm.»k.i«>**«-- i Ti
711.  ItilW  Mmofceleaa t!i
;: i. ,;io.  ,.*»»).it t, y.
ANVII.4 Tatar Wright. I Ha lu ,11 ,l>».
J*.*   ovar IIS tba, SSr.
AXI8 H..>. AIM. ||| tha III «0 lo 111 SO
•1 •• ; double hit atee, unhandled. Its SO to
lit It dttt. buntara atea. SIS ao dot; am.l«
iued aaaa. unhandled. 114 SO to 111 oo dot
BARe-Orow. Ill tt por I** tbe
BKI.TIN,) Ur#, rawhide eldee. II «i; rut
I I* at IS 44 ptr I*, feat % at IS 10 par too
(•»!. -j al ft M per IM faal
IHU.T8.   CARRIAOR   tin   fall   parka.ee)
H and aanaOar ap to l-ln  Ion., loaa ll 1/1
off llat; ovar SH la. SI4 off llat  Note naw
tantr. all lee«tha. loaa It off llat   Nolo aaw
nil pricea In effect
HOLTS. MACHINE- % and amallar up lo
lln  loa..  laaa 41 off llat;  over  t In   leaa
M off llat; % ISH and % laaa. la ofr llat
Note now llat pricea la effect
imi.T.. «T0VB~l.eaa IS off Hot
HOLT* TIRE-Leaa It add .*% on all
N-Ita for broken parka.**
HOARD. Boa-/ar-Per 1.400 tu l.oeo feet.
Ml M par laa* toot
it-'<i,Kit*  lussiiss t» «!»»-  ttia .-..ii
m II.IHNtJ |>Al*m— Tarr*d II lo 11 II
!»r »»M. enrnrdln. lo -juclM* plain 11.14 to
*i<-   vmr  mil,
HthTS—Plated, til. antique coppar and
-' ill l>raaa flnlah ,>, t IS pc pair tat] V*
y *'» **** l**1"!- •**•*• *S > *S I**' e*"  **v
,«,(TT»-Wrt,-*f*it MaaL Ko   ••>♦   HitSt*
ll M par doa; IH a IH It» e*r dot. «H i
t H. SJ M par doa
eARMrrhcLT-ll aa   M Ih II Tl roll
CATCHES.   CtfPROAR|V~<lld  copper and
'!»H braaa flnlah.  ||* par tnouaorut
etlAlN-rwl tt, electric wald. III. IIM*
*»' iM Ska; H. SIS 4. par IM lha III, HIM
t**r tM lha
niAIM-Lenta*. Ill a 14. IIM earh: %
■ 14. II fl each
hioppebb r«on-~t"ni»ernai n« *. iss m
*****: ItalvarMi Na   I. Iff M doi : t'ntvaraa,
Na I. SSS M doa : t'niveeeal No I. 14110 dm
Homo.   No    II.   till  —**>.   **<•«*•■   No   *-*•
II Tl aarh
riltrRNB.   BARRIL-No.  S.   Ill TO  aarh:
»«  I. Ill 14 aaeh; No I. Ill II aarh; No  I.
Hi Tl aa->h
H.KVIR   MALI.KAHI.lt   Tar ft,   14V
't.oTHRS  LINK Wins     Mc  a hundred
, t»Hilj.a -mi   atork   Ml   off ntw Hit:
Ma -aamtih U-ln  Wt off now Hal
BAV|>rriVWmi~*rar   IM   faal. l-ln    II Ta
IMn. MM: U-ln. OT SS.
, PILES- Oreat Waatarn. 11% «ff llat   Htarl,
iMamnnd M«S »* Hit
OARnUN    HOSi-xIn   M ft   lanalh"   »«•
..i|.|«.,|   Terminal Otv H-ln   » J pi*   •"'"
lr»  I  S p,v.  IIS 10;   Wlrr  l«nin.l.   '»  ■"  ft   <
•■'v. |IS |0, ^.|„   , | V[y   ||| |ii. loiruanleil
'*ln a S plr. UtM:  H-ln. * * »»l)   »'»r'n
.^n   ■*. I pi).  %lt In
. (oirwjNoe   ATAnien -h-» .   %'■*>
■*«ln. ||«p mi
HAM» TPAP«   Victor     par   doi     No   4.
»'••: 1  Mia: ih MM: I  Sll: I  MM
. JL 4. N r4*, tin  4, MM; I. WW: »H
*1*t   I. |t«M   I.  IMM .   ..   .
Jtimp-Na |, par doi IIM. IH. Ut*. I
•TM- I   MM
IllVor..    p#r  A„t    tmlra   lleaw   alrap   «
n  MM: S*tn   II T«- 4-io   MM; lln  •« *•
fORRi-fiATKr- rtnr. r** «toi»n n*»-w
«*lB HIO; 1-1*4 |S SO   l-ln MM; tit" •1,ftJ
Jlo"*5 |,»«OS»"lron,  Noi. 0 to 1. II74
IROWS,   8AD.   COMMON-Par   IM  Iba.-
i*\THWi*uttu^*-1*'* MM;
nSS'Va-SW 8HB«T-P«' IWIho.- II
l^aW01 ** fu»«« »»«; 1»-W «UI««.
I*,M; S& fuaaa, ||.0O.
lltON. UALVANISI4D 8IIKKT   Per 104 lha
H  KHime  Amerlcati  or   KlifUah,  47.26;   24
a««,«^. MTS. iii.jri ountt**. t*U.
IpfOBS, HIM DOon-Japannad, |3.!5 par
'LAMP  CIIIMNKY8~A.  par taaa  I doa.
It SO par dot; A, par dot. IIM; B. par cat*
I ?°.\.&40 Pw *ot■'- 0, par dot. 11.71.
tl''ANTKRNll--8liort  or  Ion. .k>ba.  plain.
• II Wl doa.; Jiifiirum,,  ll&IO.
(Smt»r«aa. n « s blade, li<u»J; n % l Mad*.
HITS.   16   x  6  ,,li»,,^.   Iis&u,   li   %   t>   Nude
111 II; M « J l»Ude. M.eo.
HTAU-lin   whaal.   I   knlvei.   each.   12-ln
t»22. II-In   llo SS, Nj.in, 111*. | -HniVM,, IT-
In l»;o; U-ln. I10.SS; Kin , |,1.00
MATTOCKa-llck. M40 dot ; Cultar.
|»M dot
NAIL* -WtRK—Baaa. UU fob Vancouver: <*•',. baaa 1710 rob. Vancouver
PICKS-Clay. 1-7 M  IS 40 dot
PINK TAR -1 fai 11.10 aarh; H .at Me
•arh; H «a»   Sir aarh
Pl.AHTKIl OP PARia-|l M par IM tha
KIVKTS AND nURRB-Black rarrla.a. IS»
hurra 17c: No. I aaaorled coppered Hvata
No. I. tlo Th : aiaortad copper rlveta and
burn Me: No. I aaaortd ropparad burn
and burra Sic par th. No I eopparad burn
ITc par Tb ; Coppered rlvata Me par lb.
('nrparad burra |7c par th.
ItnPK HAHK- -Rrlttati manila baaa. Sir:
\i\i*r ninhlU Imar. 2*t
UAI>lo  RBOifilVtNO aBT8 — Tha naw
Thermlndyne TKS. |I*tS i>0 Uma SO per rent:
Ot,. Naw Therntiodyne TK4. |2U **t laaa M
|M-trent : Algonquin. I9SM leaa 13 1-3: Tram
Atlantic. |*| M leaa S3 IS; Premier Knaem-
Me. IIS leaa M 1-S
l/»m apHAKI-Sia Cona trpa lewett. ISO
leM SO par cent; .Super Speaker *Conaole,
|4S Ul leaa SO; Home. US laaa SO.
IIATTRRIBt -No. 74J. |1 44 eaeh; Ne. ?47.
II 10 ea.h
IIRAD PlIONRP - Hrandaa Superior. 17.
leaa so per rent : Marconi. M len M
SAW?* lU'fK Happy Medium. 114 M doa.
Happy Idea III 10 dot; Dlntoni Ne. I 114 M
P-r'UF.WS    Hrlfht  flat    head   74/14   Off
llal; br»«h, round head. 47/S/10 off llat; braia
Hat  head M'10 ofr Hit:  hraw round  head
Co to ofr llat
HniBW CAPf*   40 off llat
acmsrwe, 8CT-40 orr en
HIIOVKLH   AND   PPADRB-Oldi  or   Pot.
ttt 10 par dot  H Jonea or Bulldog 111 70 par
dos ^.    -
■4,-nol-ft   Mooae  No   t |14 40 dot:  No   4.
.   HI JO dot ; No   I. Ill 00 dot : No   10. Ill 70
All above In black flnlah
mui.iu'.h   *•* ft  ■*. tuaa Iota, MO per U»;
IcMM.  W*v \tr Id
MPlKKfl. PRI-*i,niCI>--Par tM lha--H Inrh,
KM; I'll MM: H-ln   M tl
UTAPLFJt-flalvanltad fence. MM per 100
lf.a in full keea: palvaniiad poultry netlin.
||0 00 ner 100 Iba. In full ke.a
T»r1ra   Carnel   74r off naw llat
TKNNIH nALLS- 'Proaaer'a Cemented)
,.rr doten. ISSS; Cl»b adoption. II; ltetalt.
IT to    8l»«enaera |4 78  doi
WIRR BARHRn-Par roll--* point, rattle.
M rod. u •»   iiH.mt in*. »'» roda, ttTI
Ib    No   *   MOO   No   IS. 14 81
WHIR- O 0 A Per 100 Iba. No I* 14 M:
ttn   II   UM:  No,   It   -W4-V 7
WW NO Bit* •****•• M.74 aach: <mfoni MS*
.,„„;  Iti. v le.  »OS earh.  Ajat. tlSSSi da.
HHRNCHRH PIPR- Trlmo leai M off Hit.
rifnutna Sttlleon le«a « per rent  off Bat
XVtnr H/>TH-Out of itorh. Vinrouvar.
tl per 104 aa ft: Galvanised out of itock
Vancouver. 14 00 per 104 aq   fl
W a AMINO MArillNKB-Valoa water pow-
...   U|71 aach, BnowbaU, tl***'-* aach; i^aa^
,.,„,      ||t ihi   It     ."now   Plr-t   Copper   TnlW
i:i<. til.   4104.00
.VMBB-O'Laary Solid Boi. Id Iba., I12.M
Mflb; 70 IIm. *lk*fo rath; 100 Iba. 121.00.
Orandram • Hendereen
B-H "Eofllah" ordinary colora ™„MM
B-H "Bn.lteh" white , 4 M
B*H Exterior Oil Shingle Stain—
Ordinary colon, In 4 -aaL aaaa „."...-... |1 tt
Oreena and Orayi. In 4 .al. cana...... I.M
H-H Anchor Shingle Stain—
Ordinary colon. In 4 .al cana  1.14
Qrrani and Oreyi. In 4 .al. cana   I.M
Oa lion
Ordinary colon, In 1 .al. cam  14.41
Martin Senour porch pa'lnt  ...... ***, 4.M
Martin Senour Neutone white...  S.7I
Martin Senour Neutone color ..... ....... 1.71
Martin Senour Boor paint  .. 4.14
8herwln  William,  white  . 4.71
Sherwln  Willlama,  color   . ....... 4.44
Hherwin  Willlama,  porch »..«, ^. 4.M
Sherwin Wllllami. floor   „ 4.11
Pl'TTV— Per IM Iba.
Hulk. tau-r«h>. tuns Iba HP
Hulk,  Irona.   100 Iba  4.71
Hulk.  Irona.  24 Ibi „. 1.71
Tlna. S Iba.   _   I.M
Tlna, 1 Ib _ „    14.40
MNSKKt) OH^- OalhM
lta«.  1  lo i Itarrela 11.10
Boiled, 1 to 3 barrel!  l.ll
1.004 Ibi.  to 1 ton   I14.SS
Lata     *mm*~~~~-~ 14 TS
llrandnm'i Genuine    M.M
TI'BPHNTINE-                                    OalUm
t  barrel Iota      11.44
VAHNISHK8— dallao
Rteitlc. No. 1  „ „ 1 LSI
Eleatlc. No. I     T.4|
IV Unoleum   _  IM
IV Marine Spar  «. —«...  T.1S
IV Furniture        IS)
IV Pale Hard Oil     411
Leea IS I-I per cent.
|t»5;  H Ml. Sll:  H U*t. 12.71;  H ^L.
II 41; l-14th gal, 47c; 1-JSnd fai. S7c.
I^rsa 40 per cent.
Automotive Price List
I at 111 M.
•t II 74 aach.
ASSORTMENTS-Cotter pin lie tach; Gap
arrewa ISc ench: Set ecrewi S4e each; Ma*
chine anrew 74c each; Machine nut TSe each.
BATTERIES-Hot Shot |SM each.
BOOTS-Tin 4-ln  SI SS aach.
BUMPERB-Hoover Twlabar, IMM each
CAPS—Radiator. II M each.
CARBORUNCLUM-Valve .rlndlnf lea. %t
CARBIB4*—Luf.a«a. collepelble HIS each.
(-TMENT-Radlator. H lb Wonder WorS*
er M 44 doa
CHAINS-Weed ItalH SS each: StalH
17M each; SUI 17.74 each; ISt4 MM each;
Mil M M each.   Leea M*.
13 M pair: SIsSH •« 14 pair; Mat SI M pair:
SSi4 MM pair. Laee 80%.
each; RaJn-E-Dey. |1.M aaeh.
COILS-SsArit tdaffle MM each; .perk
double 111 M each. m _
DBFLECTORS-WInd adjuatabto 111 M
RNAMEf^-H P»- I*t Lac SS doa.: l*oa
Wonder Worker MM doa: Martin Saaoar
uuirk Dryln.. 1/44 lie each: 1/SS IS aach:
t mi Sic aach: H See eaeh; tA Me aaeh; *%
1171 each.
HORNB-iaoctrtc S.TI aach.
JACKB-No taa II.M aach; No. 4 MS
each: No. 41 SM each _^
aaoh: No Ml MM each: No. IS |7M aach
MIRRORB-Reer view MM each.
ntL-Monemobile, tbjht ll.H §*l: aieSIWB
II M tral: hea»T 11 74 -fai
PATCHRB W/)W OHT-Locktlte No. I
M M dot: No 2 14 M doa: No. I. SS doa
PLATRS—Step WM each
PLIT.8—Spark Cbaaapien Mc each; A. C
Titan 4Se tach: Hel-FL Ma eech 46
T JI K   B E T A I L E K
Mai   . ii,*»-
I 'at J
If It Is a Question
Of Prosperity—
Every grocer can build his own prosperity by selling and recommending Canadian-made goods.
The use of Canadian-made goods means more
employment, greater industry, a more prosperous country and a more prosperous people.
The Improved
A Screw-top Jar Canadian
women know end like.
These two brands are truly Canadian. Made
in Canada by Canadian workmen and Canadian
«p.tal, they are the best value obtaiS1$.
"S3 iT°V°mA rrhol«al«, and look for the
Made-in-Canada" Stamp on the Jar.
MONTREAL March, 1927
, , W.jghl haa COmm.QOOd a Jewelry business at Prince
* .< oik«*
The aaJSS or LIppeeM, Cunningham It to. Ltd. Prince
Km., ii. ha* been chatwd. ami th,- flrm Im now My led Kdward
Mpcatt (Pries. Rupert) Limited
tjardlm r it l<oho*r have aure-mled J. Mor/tam who form
, ;h operated thr Home llakery ami IMIcateaaen, Vancouver.
Ih.- buaineaa of Harry Currle, <l,-al«-r in antique*, Victoria.
Iiai boon amalgamated with D. 1* (lllleaplc uml**r the Kyle
I'M iii   k (Jllleeple Limited.
\LCandle** llallery Co. Lid. Victoria. I* now known an
llu Herb, Hat,«*il,***a Umlted
Report h«» reached thi* office that the general More of II.
w   Smith, (labrlola Island, ha* been cloaed
Its- Kaiiikaipa Confer, Ion*-, y ha* commenced al timt city.
S T Xuraey, Lynn Creek ha* sold hi* hardware bumlm-ai,
a •   awlcy A   llarber.
The Kftplatuide Market, North Vancouver, hn* beet; ac
, ilred by J 0   Klrknea*
II   Koberm operating a  aeneral  More  at  Port  Clement*
reported lo have aae!.ne«l
Tender* have been advetilacd fo. purclm*e of Mock of \V.
a    Warlhall (assigned), stationery, etc.
I he alock of the Canada tJroccry < ouipan-.. Vancouver, ha*
'•«*n  nold
UUmr i Kalr la lhe tttSSSSOSt to Miller* (Jroce.y. Van-
iiran,hle« Furniture Ktchange ha* been amalitamatcd
with ihe Hlpwcll Furniture Company. Vancouver.
Seal k Seal, groeea Vancouver, hate aold ou, (Miller*
(irocar) >
Mr*   A   I'earee haa c-ommen,,«l  a dngood* buaim** In
\ .illroil ver
It I* reported lhat O II Hufden. Vancouver, lm* »otd hit.
ii'iirtry buaineaa io K. L Conolly
000 A Thorn paon he* commenced a baker*. bu*lii*-** In
*•> .itimuver
C  II  Wlke haa aold hi* grocery buaineaa in Vancouver.
John »l*rd haa discontinued hi* confectionery buslnea* nt
Tun Scotch llekery at  Klmberley ha* SotO closed
J   W   li.ach la erecting new premlae* for hi* gar-re at
Mt»rt Dryden haa commenced a bake. > buMmo* at Natal
H   NV   Head k Compan* are *urcc*«>.* to Robert Mellon
■I Limited. Jeweler*. Vancou*.91
Thf C C   M  T  A   have been appointed cu*iodl»n* of the
1 tialBoaa fi-iiii.il,   carried on  by  Hit III*  Monk k  Company
l Vrl   Needlework).   Vancouver,   and   lender*   advertised   Mr
'•'■'* li«*e of alock
Vancouver White  Dairy  ha* commenced In thi* city
I he Central Meat Markel. Victoria, formerly operated by
■'■"•Sh, and Prlak, haa been aold to W. W. Cross
II I* understood lhal Mutrle and Hon, boot and ihoo retail
"r Victoria, are aoeklna extension; C. C. M   T   -V ap
!' ''"'--d t.iiateea.
1 C Whipple la reporlrd lo have aold out hi* (ia* Station
nl ■■■■-ghousc
Hardy k Coarse, Coiinlenay. are reported (0 have aold ou,
'I* A nder Ion.
1 ^ Johiiaoii haa aold hia drua buaineaa at KerrlsdaV
■! I* understood that Messrs. David Spencer k Co., Ltd.,
v w Weaimlnaler, will add a hardware section to their iloro
ii ih«i oily,
'"•minion (Smeery*. Vancouver, ha* been Mild lo M. -Oold
,-     '..-A.XMi,:
t    li. <•    ' \       t
m tJ
PHONE -  SEY. 8265
Tho Golden litem! Tea. Coffee and Spice Company haa
,-ommeneed business In Vancouver.
A. K. Rose I* reported to have sold out hla butcher and
grocery buaineaa in Vancouver.
The Hickman Tye Hardware Company, Ltd., Victoria, have
Mild their siock to Alcock, Downing & Wright (wholesale
and retail hardware).
Harry lleach ha* acquired interest in the Holaum Products
Limited Victoria, and I* arranging for purchase of plant of
Lam. I Canners Limited (mfrs. pickles, sauces, Ac.)
Operating Income Up $75,000 at $695,537—Strength of Working Capital—Total Surplua $1,434,505.
Willi an Increase of over $75000 In operating profits and
darnings on the Junior security equal to 17.56 per cent as
against KISS pet- cent, for the year 1925 the annual rep:>rt
of Penman* Ltd, for tho lineal period ended December 31st,
1096, reveals the eompany to have maintained throughout Ihe
vear the rate or expansion reported by the president at the
special meet Imt of shareholders last fall when Ihe refunding
bonds were Issued. While net working capital shows a slight
decline from lhat shown on the preceding balance sheet it has
heen maintained on tt healthy basis.
Net mollis rot* lhe year, at $695,537. compare with $618,098
for Ihe prolous period, and, after deductions for bond interest,
depreciation, taxes and bad debts, not earnings available for
till (lends amounted to 8112,077, from which were paid to usual
iiuarlerly dividends on preferred and common stocks and a
bonus of 2 per eent. on the common stock, leaving a surplus
ro.- the year of $162,517. as compared with $83,470 In the preceding yea;-. Balance wits brought forward at $1,384,737, niak
lug u total or $7 547,251, from which was deducted the sum or
$112,659 for discount and expenses in connection with the
i--.su/' and sale of it $2,000,000 refunding bond issue during
the year, leaving ft balance of $1,134,595 to be carried forward, 4S
T A 11; B B
Al..     ii    Jl-ri"
The tendency if for public utility
companies to become bigger and
bigger and In so do ng, companies
are rendering better and better service to the public.
Vancouver and the Lower Mainland
are served by five B. C. Electric
power plants, while another is being built
These diverse sources of power re
duce almost to an impossibility the
chance of a prolonged breakdown
of power supply. Only in such large
interlinked systems can the best
and the cheapest service be rendered.
Bruises       Sores
Soothe tha aore muscles or ligaments by rubbing in Minard'e Llni-
ment. It penetrates, relieves and
heals. It aaaes inflammation and
restores tha injured part to health.
Splendid for cuta and sores.    It
steriliies and heals quickly.
30* Water St.
Vancouver, B. C.
ofl oj
A   '
Tin- United States Pabiie Hesllh Sen,..
received a alstement prepsrod by Mr Carro < r
the \« u Vork Departmeni of Hesllh, m whlrh i*
ii romparbon of the problems of youth in At
.I.i-* ns assliial pant genera tlo ni
It ^ unfair lo judge v«»tin*ir people by ih, •>*., .
anls of the psat,M +ni*l llr  t'rolf, in calling a" '•'  '
lo th,- fsel lhal not onlj boys ami girls hut men m*i
women, are hi th. present age lit ins under    M"
differenl renditions than previous tenerstioiw r-  .
faal la degenerating Into g relay race, home latfs  i »b
ing «av in movies, jssi and loeisl setfritlei, ♦»■
In l>r Croff, snd with esch member •*( tt»< famitj •
len! on hi** own affairs young people Bit nol .
lhe oversight an,I direction lhal lhe| ahould l>.« ■
r.Hiipet'nt medical authorities hsve eatimati
at   Irani  Olle  IftrfnUr «»f eUr)   "filthily   ItSS  000*1 i|'■'*-
ami th,- present .Is) mode of living ss reported   •■■ i»
I'r.iff his Had iiiueli to ,l,i in I,ringing it jiImui?
The grocer, according lo Tin Ftetachwstiu (* pi i
us a tr.i ii«I and f>'«»-l advisor of tin bousewifi >*- doii
his part  in correcting  ihis eoiitlihon   from    ■
siaiuljHiin? b) fscilitsling ihe ptsrebssf of hesli   foe
designed to rorreei errora -in diet, ai,l digrsii
i• im ii\ eonaHpstion
V*\ performing tin* health service Ihr gi »eei is li
strengthening his exist lug tie* «»f food will ami I Her
ship with hiii matomers   whieh in no mean. -1   rti*
in, nt in these 'lay* of Intensi competition    ll,
iiij.*- an enviable name m In**, community aa pun
hentlh footta ami li« hi becoming i vilsl fseim
health IhiImK **( ih, n.iti,m
(Condoned from psge 86)
nre! h«)s   if ih, qnots is merely equalled than wil
la no bonus, tor the salaries wilt eijiml exact!'
M*<<-ilie«l !» per rent   ,.| the grow* safes     The hi"*-   th
quota la exceeded, tin- grester will l»e the bonus Hhoul
the quota be rxesedsd by M per eent. tha total
to he divided will equal BO per eeni of the total
tii'wH for timt group „f salesmen
A common fault of mosl bonua plans, whJcli '••
groat degree, has been overcome in thin one. some* Ir,"!1
iln* faet that a bonus romsly esnnol !>*• pant until th*
end of the year
ror norne reaaon most nun will not sstrtt hew" '*•'
," esrn un extra payment thst they will not f
'"itil ,lny far in th,* future The' more rem"'' '■'•'
reward for present exertions, the I-'***- effective ll ■*as
ji spur,
The ideal plan f,,r salesmen  woiiM  tie one M
whi.i, the rewords could bo distributed monthly
wen a plan, iu most enterprises, is almost Impo**
lim si least, ho this concern believes, the men eai
kept Informed, Accordlagly( each branch post* tin
"WW iHunthly ou „ luiletin board,
On March iirst the bulletin board mav ahow fl«
nomewhat like these, for the timt two months nf
■ x .,
I     I'S \lnrrh, 1927
r A 1 L 13 R
i i i'iiHM   BMIlCS
-\||owcd  Salary   Kxpeiise.  «l'i
Vet ual  Salaries
Unliable for Bonus
♦ U.oOO
Km' man ean ligur,- for himself alniUl what total in
IikIps hi dollars ami cents, as his ahare,   While he
annul spend yet, he sees tin* figures ami be knows
i! ihey in,an.   Tin- element of suspense that ordin
il) destraeta from tbe value ,»f an end*of* the yoai
 ns. with this plan actually arts to sustain the sales
, H\ efforts,   When as tin- result ,»f a first*ofihe*vear
a *
ijn!  th,- ysee thst a nice atari on a bonus for this
year has piled up. they're likely t„ exertl hcmsclves to
e, that it Continues to pile up at th,- sain,- rat'. ,\\
least, if they aren't able to keep up tin- gait, they see
m ,! thai they doil'l  fall  fat  enough l»« hin,| lo lessen
,    s'/c ,,f  ill,*   |H»t
Tli, eompaiiy'a general executives say thai the good
.nils thej have realised arc due nol only to tin*
»is pbui itself, Imt at 1,-ast equally to the accuracy
ml taiin,s.s of the lunlgH ami quotas "ii which il Is
Mud's mighty Htil,- guesswork It isn't assumed
I nl each year, as a matter of course, uughl lo show a
ii? increase over I hep receding year's sales. Before
loins are let, the management studies the conditions
il influence thnt are likely tn aff,*,-t volume—general
itiililioiis ami renditions peculiar to ihe Industry
Tin ,|ii,,ta is never a more oi leas unaltainahl-'
it on I    It is. instead, a figure thai ,,tight to lie attain
lilil   liN   m,ll   ttlin llo ulllv   wli.it   theV  ate  lieillg   li.iiil  tu
* o a **     4
V poilll that  i-s Worth of UOti   IS that  tin- eompaiiv
i determined Upon a margin **t protit willi whieh it
How better can you end the
day than by holding a longdistance telephone conversation with a friend ?
Wt manufactura .0 sifts of Counter Chech Books
'" both Carbon Loaf an. Carbon lack styles.
A stock at Blank tooki always availablt for im-
mtSiato ahlpmont
Qualty Guaranteed.      Writo ws for Pricts.
B.C. Sales Book Co., Ltd.
Phono Soymour 1244
is satisfied, mi matter what Ihe gross wiles may be.
And the plan makes eertain that, provided a very rcn.
sonnhle volume of sales is attained, the profit will lie
The usual prmvice in lionus systems is to split tho
progts of increased sales   split them between the com*
pany and the men, This eoneern, however, gives tinmen all the direct increase. It is willing io pay JI per
cent, of the (-loss sales as salaries to lhe men who
make lhe sales, regardless of how mueh they sell. And
sueh a policy is just plain common sense. When the
extra profit brought By the salesmen is split on any
lias's that gives the eompany a -creel share, the salesmen, in effect, are penalised for iheir extra effort,
(living thc men all of the extra profit has the advantages of the straight commission plan. The man gets
all that he earns.
Actually, of courte, the eompany does get mi extra
profit irom increased sales; hut that profit isn't taken
out of the pockets of the salesmen. When sales volume
increases without a proportionate increase in overhead
cost per dollar of sales falls, thus increasing the net
profit available for dividends.
This bonus plan has worked for several years. It
has passed through periods of nornialey, depression
and activity.
It is in use in this eoneern\s branch houses all over
lln- country. It is applied to salesmen who sell to jobbers, to salesmen who sell a specialty to consumers, nml
t,» salesmen for the jobbing side of the business who
*.,|| to the retail trade.
It would seem to be almost universal in its applies-
lion, provided of course that it is not merely adopted
bv a business concern but is adapted to it.
The plan combines the advantages of salary and
commission. It retains the management in control of
the men. It offers an incentive for extra effort and
that incentive increases as the extra effort increases.
Ibinir clastic that is. dependent to a eertain extent
iippon judgment the plan covers special eases, ln enables the management tn reward a salesman not merely for sales volume whieh often is not a true measure
of achievement but for sales balance. The reward is
won. not merely by sabs quant'ity, but by sales quality
Kvery sales manager aims at a high gross business-
but the sales manager- the one who enn rend between
the lines i**' statistics   aims, also, atp rofit.
A iiroflt for the year 1926 belore deducting interest on
funded debt amounting (o $777,229 is shown ln the annual
statement of Canadian Canners. I.ld, Just released. This com
pares with a iirotlt of $722,123 in 1925; interest for funded
debt amount* d to $2H7.s28 compared with $242,052 the year
before, nnd lhe set amount led lor approplratlons waa $539,-
IOI iik compared with $1S0.37I in 1925. Preferred dividends
nl the rate of 1 per cent, were paid amounting to $364 568.
mid the balance was leit for surplus account of $174,833.
Balance brought forward at Ihe beginning of 1926 was
$995,621. which, with the surplus .from 1926 operations,
brought the total to $1,170,454; from (his, $650.0-00 wm transferred to investment and contingent reserve, leaving a balance
(allied forward Into the current  year of $520 454.
The balance sheet shaws an increase in net working capital of $599,859 from the healthy flgure of $2,861,734 on the
previous balance sheet.   Hales in 1926 Increased over 1925,
exports to Great Britain showing Improvement. 50
BRITISH -**'t.i'MIU v   ai.iikhta   TUKON
•I |,,.»-
Rely on
Western Glass Ce. Ltd.
158 Cordova St. West, Vancouver
SEY. 8687
8cales, Slicers, Cutters and Cabinets—New, Rebuilt and Second Hand.
Cash or Terms.
The Scale Shop Ltd.
Sey. 2881
365 Cordova St. W., facing Homer.
Mailing Lists Multigraphing
Handled Efficiently
Direito:lis, Ltd.
Hailing. W. U,. 10M
T. 0. STARK Telephone
F. W. STERLING Sey. S367
1150 Hamilton Street
(Miolo In France)
"A Profltabla Lln. to H.n<l...»
Telephone Seymour 7121
Dominion Sabs Company
JSoaed 36 s-»c. ,,Ad„        ' g^g
Phone:  High. tSSf
Manufacturer, ef
Purest Made     Cost Lee.
"The Retailer" will be pleased to
furnish subscribers the names and
addresses >f representatives er
agents of Eastern manufacturers In
Vancouver, We will also advise
where the r commodities can be
Manufacturers' Agents
(Vancouver, unless otherwise stated).
(Insertion! ooder this heading are
• h;,ric,-,l at tho tot** of $130 a line,
for nit month**,, payable In advance).
Atlantic Undarwatr Md. Moncton.
N* 11 — K    II.   Walsh   k   CO    Ud    3b
Homer Bln.1  s«y. s&ST.
( 'hlpman Holton Knitting Co Md.
Hamilton. Ont - K II Walsh A Co
I.ld, 318 Homer Street.   Hey   ISI7
Th,- (Salt Knitting Co. Md. Halt.
Ont.-J. J. MarKay. $04 Rower Illd.
Sey. 3091.
Tho Kay Manufacturing Co, Mon
In-al—Thou Conlan 311 Homor 8«
Soy. 1977.
Monarch Knitting Co. Md.. 11$
Homor Htroot-S. I). Stewart S Co.
Md   Phone Sey, 7(2$.
Penmans Ltd., Paris, Ont.--J. J.
Thompson, SIS Hsstlngs Weal.   Sey.
Rock Island Overall Co., Rock Is
land Que.-R. A Slme, 31$ Homer 81.
C. Turnbull Co. Ltd.. O.lt, OnL-
R D. Stewart A Co. Ltd., til Homer
Street.   Sey. 7636.
Tho Borden Co., Ltd—Montreal,
que.--l.nral office, 332 WslSf 8'rcet.
Key, 63K3,   James Wood, Manager.
Canada Diarult Co., Ltd., tondon,
Ont. Loral office, 1160 Hamilton St.
Hoy. 3112. Chas A. Tinsman, Manager.
Canada Colora and Chemicals Ltd..
Toronto—Stark k Sterling, 1160 Hamilton Street,   Hey.  6867,
CBBS* Bl.rch Co   Ltd.  Mofl{|^
I   H   Rowntree.  307  H«,    fl ,,
Sey   &» ** «
(anadian   IWium  i *tt*m\
To.onto *4rS***\os'a   |.,,|
wiour Htnet    Mr-,   mi
'■ > ti*)
Carnation Milk Produrtt i <•  1,14..
oppenhrltoer  llroa.  Lid.   in   \>.i.
Htrvfl     Vtmne Hay   33»0
W   Clark   l.«,l. Montr**!, in* -c
I' Stark. 433 Hamilton Ht    Be)  ISM
K IV. Ulllell Mfg. (o. ll |.
MrFarlan*  Sos |l*atty Ht   Be)   mt
Krllogg Co of 1 anada I.M b..»4<*(s
Onl I. P Mason A to, :: linings Weal     Hay  3tO$
take of Iba Wood* MllHt« • $  U4
130*0 ftleharda Street      H*>   Wi
\X   II   h'Arry. Jr. m*n*a*t
I'almolue Company of QSMStia \A&,
Toronlo. OsL DSSB Arms trot:** Hit
Urrh BUStl    Hay   SOIL
Th*> guakrr Oala ' ompar.*- UMtl
office. 635. &I0 Hastings YfOOA 0 I
Thompson. Sat** Manager
Rowntree S Vo (Canada) !.'! Tor
onto W II llaatfy A to. Ud '."
Hove Street. Van-router
Hart ram  Paper Product, to    l.'.f
l*»0  Homer   Hir«>at    Norfolk   ftp*?
OO* Md. II< Walrr Street    Hey   :ti*
and 7S6t
Canadian Toledo Hcalea Co   I id
\Mndaor. Ont    It B   Chamber*      »
Hmylha SlPSSi   Hay 3?It
Continental   Paper   Product*   I.M
Ottawa,    oni    Rmlih.    Davids    a
WrlghL   Hay   »6*6
■■MlMWaw i»>wfcf, ma HUM, VriawwWI-M^ir.a^alMOTI-aiprifc*^***^   •
Iniernailonal lloalaeea IfSftfcl si
CS. Md. Toronto |*ral office iti
Heymour Rl.    Ray.  sn
PacjBc  W.ied   Paper Co -< ou     *
Hales Hooks and W.awi paper
j*™ Htre#i.   May. unt,    T, D U *
Meal Hikers. < hoppers. Cash It.
"rs. Coffey Mills, Cheeae Culler*. •
tarn* slock new .nd uaed; free , ■ *
•°*ue. Terms.-I66 Cordova W
Hey. 2NN|
J   C. Wilson, Ltd- Uchute. Que
Iff™ J!«teS, 10SS Homer 81.     B>!
7"    W. T. Rae. Manager
Proner. T. H. A Bona Ltd., Und-
jng -Aaaorlaled Agencies Ltd. I
Heatings HI. West    Hey. 131 Make Your Windows Seasonable With Intei-4-ake Crape
The    ouhers
*•*'   Interlake
Oepe   Paper,
Te-'et     Tiiiue.
White    Cro»»
To'iet     T,stuff
and   IhteHahe
P.iper   Map "mm
snd   To**ei*».
Ht-tiHtiimlilj polorpcl tisi-kjrruuiidN of *HSSa*es^dUic erupt; paper
ninny* milk,- window mid ruiint.r -iispl.-ivs lnoiH' attractive, help
Iti  It()|(|  iiMi'lilliin.  ,in,|   sr||   ..'nuils
With Kmtii>r Hpproitchiii«, laxteful but-ground* of thu lighter hues
"i Issts?s4-allsc iTt'pi- piipfi* will funis public* attention in vour
*'''"'' •""' will Kervt ihi' ndditioniil imrpoKi- of KUKffeMting ere pi*
|ittp«kr deeo rat lout* in th.* |jomi  for the vnrioux Koeinl neHvitieH h,-l<l
.il  tIns, lim,-,
Hi sol,-. mIIiiiu uthiT -lis|fl.i\. .1 k U !,,)  you, it  will sell it I"! of
ItStarrUsfcC  --•!•'-     Tin
Interlake Tissue Mills G».
Head Office Lim ft Seal Sales Branch:
4 University Avenue Mills: 602 McOill Building
Toronto 2. Ont Merriton, Ontario. Montreal, P.Q.
Swift's "PREMIUM" Hams and Bacon
\ \ \ \ V
/  /
* A
As a dealer, you should get ready now and
place yourself in position to cope with your
trade's demands for Easter Breakfast.
Solve the problem and stock SWIFT'S
"PREMIUM" HAMS and BACON, unsurpassed for quality and excellence.
SWIFT CANADIAN COMPANY LIMITED HERE'S a hint which will make extra
sales of Buster  Brown  Stockings
for you:
Every mother knows that if she sews on
a button with three threads it will hold
much longer than if one thread only of
three times thc weight is used.
Tell your customers that Buster Brown
Stockings arc knit with three threads instead of one heavy thread and they will
readily sec why Buster Brown Stockings
have thc wear-resisting iju.iltties and neat
appearance for which they arc noted.
Your wholesaler has these famous stockings. They're one of the dependable
"Sunshine Hosiery" styles.
Chipman. Hoiton Knitting Company, Limited
Hamilton, Ontario
Hills **t Hasutltoa oui wv*w
,     .tt,


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