@prefix ns0: . @prefix edm: . @prefix dcterms: . @prefix dc: . @prefix skos: . @prefix geo: . ns0:identifierAIP "ea905c1b-9bc8-4d0c-92d0-dd81e856ac3c"@en ; edm:dataProvider "CONTENTdm"@en ; dcterms:issued "2017-04-06"@en, "1927-10"@en ; edm:aggregatedCHO "https://open.library.ubc.ca/collections/bcret/items/1.0344917/source.json"@en ; dc:format "application/pdf"@en ; skos:note """ THE OCTOBER BRITISH COLUMBIA, ALBERTA, YUKON VOL. XX., No. 2. VANCOUVER, B.C. OCTOBER, 1927. Cwissej^Mkdarvells / N Branston Pickle THE FAVORITE aELISH OF FIVE CONTINENTS Engliih and Oriental vegetables and fruits, blended in ginger; root and a ■yrup of East Indian origin. Sweat-* ened with timet, dates, applet—and o touch of eschalot. And back of it all, the traditional C c\\ B skill, born of two centuries spent in catering to the world's most exacting palates. A PROFIT MAKER FOR THE GROCER Branston Pickle has many features to recommend it to the wi.se grocer. In form and flavor it satisfies the popular taste—It is a CAB quality product—It is a steady repeater—It pays good profits Qosse ^Blackwell ^mtwo****^^^ ^^ .....ni. nuiTPn. TORONTO Fleet and Bathurat Sts. (CANADA) LIMITED. unaiTREAL WINNIPEG JffJES. l«M„U.,Av..E. VANCOUVER 52-54 Powell St. Twentieth Year. 10c per copy; $1.00 per year. Ol id . 1927 m THE RETAILEfi BRITISH COLUMBIA ALBERTA—YUKON *» ^Rltaillr W> 99 With whlrh la Inrorporetsd Ihs II C. TKADE RKVIRW. -ubltshed 2i)th of ©very month. GI-NBRAL MERCHANDISE. GROCERIES, DRYGOODS, HAKl)WARE,FOOTWEAJ8, TWENTIETH YEAR. OFFICIAL ORGAN OF B.C BOARD RETAIL MERCHANTS' ASSOCIATION OF CANADA, INC. A MONTHLY JOURNAL published in the interest of Retail Merchandising and ili«" Development of Commerce in Western Canada. SUBSCRIPTION RATE: One Dollar IVr Year, payable in advance. Advert it ing Kaie* oa Application. When space reeen-ed final forms close I2tb of month PnUisbers: PROGRESS PUBLISHING CO. LTD. Suite iai-2 Merckanls' Etcbange Building VANCOUVER, B.C. Telephone Sey. SSfil *^able Address—Shipping—Ail Codes. KdiicjTi I £ atorrtaott. W. N. Code, Business Manager. V. Tattersail, Adtl. Manager, Entered at Ottawa u Second class waller. Veal W . No VANCOUVER. B.C. The following represent R. M. A. Branches in the Province of Britiah Columbia: Armstrong A. Smith, Pres. Cranbrook H. R. Hinion, Sec. Fernie Norman Suddahy, Pres. Kamloops A. C. Taylor, Pres. l.ylton B. Kehagliati, Sec. Nanaimo N. Wright, Sec. New Westminster and Fraser Valley I). Stuart, Sec. Revelstoke F. G. Bcws, Sec. Vancouver G. S. Matthews, Sec. October, 1927 The Chain Store-Its Growth and Reputed Menace to the Independent Retailer TEN or a doxen years ago, verj little wss heard of ihr cba.n store lyaiem in this country, the movement being looked "P-» »« thosc c,a>"* " more or teas of an experiment, copied from the stead} chain store expansion in thc United States, a nd ore- easts predicting that this method ol werchwdwmg was destined to make head wa) in Canada, ca« se little concern among the rank and file of the mdepend nil retail merchant1*' . •„ ,i.« A verv different altitude is wjVi ?Jniem! Kaat, ami statistics recentl) compiled b) a content poran magaxlnc show that a business "WW"1* Mime ninety million dollars will be done by tht chain More and group organiaalioni this season i mentioneAre Montreal, Toronto. Windsor, tctcrlvoro ■""I Ottawa, . |n -xoroiuo The further statement is nu.lt mat alone seventy per cent of the grocery J^"^^^. itcd to this new method of merchandwinR. which P« centage includes Simpson's and batons, rnnn(ln Upon enquiry m learn that In Astern Canaca there are eight hundred and forty-wo ; •'» v lynches .and 1,587 buying group units in th< grocer; ■ -nU an increase in sales from w*™ - . , t() ..ver 115,000,000 in 1926, Loblaw* G^JTO flro!n liave increased their sales during a simiiai I ^ M,l,%,672 to over ten million dollars, Stores, Hunts Ltd.. and others show increased sales till a similar scale. Dominion Stores made a profit of 2.64 per cent on sales in 1922, compared with 4,03 per cent in 1926. while sali-s per store increased from $26,490 to $36,092, and profits per store from $5.14 to $075 in a similar period. Statistics of all chains and buying groups show substantial increases in this four year period. The fact that in most cases the ratio of profits on sales increases with the growth in the number of stores in operation has been the key to the remarkable success of the chain store system. Hritish Columbia is confronted with a formidable vanguard of this method of merchandising unrealized hi the average merchant, and which is commented upon h\\ the Dominion President K.M.A, in this issue. British and Continental Activity. Chain stores in England and on the continent are getting a larger percentage of the retail business each year, but owing to the fact that that territory is more intensively developed they are not showing so large increases in either the number of stores, sales, or net profits as the Canadian chains, lu years past English chains faced many of the serious problems which Canada chains are only now beginning to encounter, more particularly competition of other powerful chains. Up to very recently the principal competition of THE RETAILER HRITISH C**OUtMniA~Al.nK*nTA~YlJKON October, lo. the chain store was the neighborhood store. Now chains are beginning to compete with each other ,and in some cases are reverting to thc principal of service with delivery ,and the addition of the "personal touch" iu their operations. Intensive development has been the battle cry of the chain store abroad for years, while here it has been a minor issue. Expansion—-"cover thc field before sonic one else does, has been the watchword on this continent. Since the territory in Europe is so limited, locations are more of a factor than is thc case here and "repeat" business is more essential. The acid test has been applied to the chain store system in Europe ,and most of the large chains are being carried on successfully by others than the founders, while in this country the founders are still active. The majority of the English chains have been publicly financed .and the securities arc thoroughly seasoned. Service is the one noticeable and superior characteristic of the chain store system abroad, and the genuine desire of the European chain store salesman to please, is an outstanding feature. Hostile Legislation Launched Againat Chains in the United States. Chain stores in the United States arc finding thc running by no means as simple as their rapid progress would seem to indicate, and at the recent annual convention of thc National Chain Store Grocers' Association held in Washington, it was determined to combat the movements under way in several States for anti-chain store legislation, at their source. Delegates have been appointed to confront thc situation in a dozen States where legislatures arc in session. Such action is found to be necessary after an adequate picture of just what thc anti-chain store legislative movement amounts to, as related by several chain store men, including representatives of the J. C. Penny Company, L VV. l-igctt Drug Stores, \\V. T. Grant Stores, United Cigars, and others. Speakers at the convention realizing one important feature lacking in the chain store system, urged that some action be taken by thc convention to engender the confidence of thc vicinities in which thc chain store operates, and urged that thc "human touch" be innoculated into the system. The recommendation made at the convention that 'chain store operators endeavour to set themselves right in cities where they operate by joining thc Chamber of Commerce, Rotary, Kiwanis. and Lions Clubs, contribute to local civic funds, and participate on committees of civic nature, is not going to prove the panacea anticipated, lis some instances this policy may blind civic leaders, hut the chain's conclusion to shoulder civic responsibilities cannot place them in ?*ood standing .and such contributions arc but a minor actor ,and will not compensate for thc withdrawal of their profits from cities where they operate, which means a large portion of thc liquid assets, nor will it place them on a par with locally-owned stores. Though chain stores may be mechanically and technically thorough, systematically efficient and financially substantial, the average of thc store per- sonel is not much higher than that of thc old-style retailer. The mechanical feature of thc business such as stores, merchandise and equipment, will be of no avail without courteous salesmanship, Remedy Realised by Independents. If the chain store were placed on an equal statu with the individual merchant (as all competitive inn chandising institutions should be), the latter would experience little difficulty in holding his own. Then, the only edge the chain store would have would be centralized control, whereby all clerks musl follow a given rule, regular newspaper advertising, clean, well-lighted, and well-painted stores, with mei chandise generally well displayed, It is not difficult to make thc individual store com pare iu every respect with the chain store. The ouh preventative is the disinclination of some merchant* to measure up to the onward march of time, aud those who will not ,cau blame no one but themselves, if the chains beat them to the business. No merchant who fails to take heed of modern progress, can expect to be kept in business through the sympathetic g duct. On thc other hand a cheap looking package en atcs a feeling of distrust and an inconvenient packag' tends to discourage future purchases. A package is an invaluable sales aid—either alow or when used in conjunction with other merchandtsii* plans. Hut it cannot do the impossible. It will. many instances, promote first sales. Hut it will n* improve an inferior product. Nor will il in any vv; make up for incompetent sales organization, poor il trlbutlon, careless service, or lack of advertising THE RETAILER BRITISH OOI.USmiA- AhDBHTA-TUKON October, I''J7 Steady Customers for you! That's what you get when you sell these famous Syrups. Steady customers that brtag continual husiness to your store. EDWARDSBURG CROWN BRAND CORN SYRUP AND LILY WHITE CORN SYRUP are known throughout Canada for their wholcsomencss and their low cost. They are unequalled for their nutritive value and delicious flavour. Ihe CANADA STARCH CO. LIMITED MONTREAL Oct* ■i*r, 1927 Til V |M.*T v I r RR WUTiail COLUMBIA ALBBHlA YUKON War on the Home Table-Its Effect on the Grocer's Business By 0. H. Cheney. Thii war on the home table wai fought tin**, morn* „,K „\\ two million breakfast tables iii Canada, It \\v.i- (ought again at noon, and will be (ought again tin-, evening. It is a war involving mure million! of dollars in business than I can estimate Thii war I have called the New Competition in the Grocery Field 11 Mr. and Mrs. Consumer realised what a tcrri- lu --t niggle had been neCCSSar) in order l" bring the break fait food, or prunes ,or coffee t«» the table, the*.'would la> down their napkins m lilence, and walk away from the table, without the heart to cat. ! cannot help feeling that if some of the contest* ants laid down their arms long enough to find out v.It.it jt all means, the\\ would stop lighting, and make M>me money, Fundamentally lhe grocer's big problems are -din- ply lhe results of great trends which are sweeping through and changing even field in business. 1 l mean the competition between the innumerable hrandi which are making the distributor and the con* •uinicr di/./y This competition between brands is tin old competition. So »s also the competition be* lwceil retailer aud retailer, trying to sell tin* same housewife, ihe competition beweeu two wholesalers t«' gel lhe trade of the same retailer is more old Compcti* lion likewise the competition between i1---" canners or two sugar refiners, or two spccialt) manufac* lureri lor thc trade oi the game distributor It these were the only kinds o( competition tin* trade had tn laee, conditions would be bad enough Hut in every induitr) where the old competition becomes more intense, the various types of new competition begin tn develop It arises irom the new resources which busincii has at its disposal, and from the ingenuity with which these resources are utilised, Bigger aggregations of capital, greater banking resource! and facilities, a new cooperation spirit in husiness; the vast powers oi advertising and pro motion; new merchandising device*.; increased production facilities; new technical developments in • minumcation and transportation all these are thc fundamental causes ot the new competition Anv industry that does not face and meet this new com* i•* tilion is doomed, Inttr-Commodity Competition. The first war which max be analysed is what 1 ■ve called intercoinmoditv competition. Ibis is ;!>" competition between products winch may be »»«! alternately. If one ol vou should decide to ^** B home, what material would you use' Would Went industry embracing great plants. \\ 'Sndl oi employees, and millions of dollar! '"vestment. Kach one of the products is ... .... "■"tpetiiioit for the honor of composing the walls or lhe roof of vour house. And this competition is in intense much more sweeping iu its vast and vital effects on these industries than any competition between manufacturers within each industry. Ibis inter-commodity competition is even more intense in the war on the table. Wholesalers handle a great many commodities and many manufacturers prepare a wide variety of products. But the competition is there just the same; the cereal producers, thc fruit and vegetable growers, the dairy farmers, thc livestock producers and meat packers, the sugar planters, the tea and coffee planters, and all others. These are great and separate industries, and they are in direct competition, because their products arc In direct competition. It may seem to the wholesaler and the retailer that inter-comntodity competition is nothing for them to worry over—they may feel that it does not matter much whether they sell one product or the other, as long as they make up their volume. This is a nice reassuring thought, but, upon analysis is found t" be an illusion. One branch of an industry, whether it be food or any other ,cannot for long be in an unhealthy condition without the other branches being affected. The prosperity of the wholesaler and the retailer in the long run depends on that of the producer and manufacturer, Inter-Industrial Competition. Another type of new competition I have called "inter-industrial" competition. The automobile undoubtedly has the place of honor as the shining example. This kind of competition has, of course always existed. As long as man's desires are greater than his means, then there is inter-industrial competition. The incomes of most men have always been limited., and most have had to choose what they would buy with the money they had. It has been a choice between a better house or better clothes-- better food or more amusements. But for many generations-centuries 1 might say—-that inter-industrial competition has been more or less stabilized. Living standards have risen to heights which have never before been achieved—luxuries of the few have become necessities of the many. But the number of things from which a.man might choose lias increased a hundred or a thousand times, and while buying power has increased, it has not increased anywhere near as much as the attraction power of all the things which can be bought. Another kind of new competition is what I should call "inter-distributor" competition. The old competition was between manufacturers, between middlemen, and between retailers. Now there arc probably dozens of different lines of distribution. We have manufacturers selling to thc retailer, and leaving out the wholesalers; we have manufacturers who use mail-order methods or house-to-house canvassers selling direct to the consumer, and leaving both wholesaler and retailer out of the line of distribution, Retailers have in turn formed chains and cut out the wholesaler, while deparment and specialty shops have organized buying groups, or are using buying ll 8 THK BETA I MOR imirtsil COLUMBIA ALBERTA Vt'KoN October, 192i groups for the same purpose. Some wholesaler* have only recently met the danger of extinction In organizing into a chain system, and in .rder to dominate the sales, they are exploiting their own hramls .and attempting to control the manufacturer as well as the retailing of the goods. Now what are the real causes for this type of competition? Before we can get true causes, we must tune out the deafening cries of "unfair competition," "unethical practices," "destructive policies." and similar strong phrases which each factor in an industry applies to the other factors who begin to compete in the distribution of goods, As long as the retailer calls the direct selling manufacturer names, or the wholesaler calls the group buyer names, or the manufacturer calls the wholesaler names, who begins to develop his own brand, just so long will the problem of this new competition remain unsolved. The basic couse of inter-distributor competition is what I may call "distributive pressure"—the pressure of goods for outlets, and the demand of outlets for goods. This pressure is caused on the one hand by excess plant capacity and the desire of the manufacturer to increase volume and profits. And on the other hand, it is caused bv the retailer who desires to increase the volume of goods sold under his fixed overhead, and thus to increase his profits. So we fund a powerful tendency for goods to seek the shortest channnel to the consumer, and another powerful tendency to make the flow of goods more economical, even if it means putting in new routes in the line of distribution. We also find a strong tendency for each factor iu the line of production, and distribution to attempt more and more to control either outlets for goods or source of goods. Wholesalers buy manufacturing plants or retail stores; retailers organize into whol- sale or manufacturing groups, manufacturers develop retail selling. Are these mehods really unfair competition? Is direct selling unethical? Is the building up of a private brand by a wholesaler or retailer unethical? Is price maintenanc by a manufacturer unethical? And what kind of a crime is a chain store? I do not consider that ethics or fairness have anything to do with these developments. The only question is: "Is this a good business method? Will it give the consuming public what it wants at a fair price, and will it help my profits?" When the public wants low prices goods, then the chain store principle is ethical. When the public wants a lot of service then the independent grocer, backed by the wholesaler is ethical. When group buying enables the retailer to get some of the advantages of chain store buying, then group buying is ethical. And the same question will decide the desirability of any business development. Those methods are going to win out which make better profit! ami give the consumers more of what they want for their money. This does not mean that certain methods are going to have things all their own way, and that all the other methods are doo ind. This is a big country, and people have a wide variety of tastes, and it takes a variety of manufacturing methods to satisfy them. One queer thing about the new competition is that through thc intensity of competition, old-fashioned methods may come back into popularity. One of the chain store principles at the very outset was "cash- and-carry," as against the service of the independent, Now because of the almost furious competition be tween the chains themselves, some are going back | the service idea to hold their trade. When those who are losing out in the new com petition wake up to this truth the) very often snv* themselves, and usually by adopting some ni the vei methods which have been Used against them One of the most fascinating things about the new competition is how much you can learn from yotii competitors. I do not believe that the chain store has been such a catastrophe for the independent grocer , he sometimes feels, A number of independents have been forced out of business — but they probahh would have been forced out anyway. Modern lit* could not get along with one-cylinder buaincil metli «k|s. Those independents who have been left have lo thank the chains for forcing them to become hetlei merchants. The grocer of today is a better business man, niul a happier and more prosperous citizen than he was fifteen years ago or even ten years ago. He has learned the importance of turnover; of sound ... counting, of sensible buying, of economical operatiuj aud of Standardization and simplifying store prai lice. He is now learning that the chain stores need not have exclusive rights to the advantage-, ..i quantity buying, Wholesalers Must Changt. The wholesaler has been a little slower perhaps in his awakening to the new competition than Ihr retailer. But some wholesalers are getting up and getting busy, And it is interstmg to see how Utterly different almost opposite can be the methods ol different business nun in meeting the same condi lions Some wholesalers are adapting some features of the chain store to their own business others ar< adpating Other features So we have the cash and carry wholesaler, who throws aside three of his functions as g wholesaler, and concentrates <>u one he aims for economy by giving up his banking film lion, his buying function and his selling function, and keeping only his warehousing function Hn the other hand we have the much more inlet CSting development of the chain store system in- spired by the wholesaler, Here the wholesaler g>>< to the other extreme and carries service almost lo the point of control Possible variations of these plans are mans he* cause they can range from a simple service contract to a highly Integrated system, with actual ownership by the wholesaler Whatever form these plans may take thev mean business They mean that those who develop tbem have gotten over the theory lhat the world owes wholesaler a living But I do not believe lhal the wholesaler is going to get anywhere in rehabilnnl ing himself with the public aiul with the trade In simply talking about how good he is and how Impo-fl ant his functions are if he is at the same time doing his best to dodge as many functions as he can. The best way to persuade the world lhat you are lerviui is to serve. The manufacturer who is turning away from wholesaler distribution is not going to be convince-' of the error of his ways by talk. Nor is he going to be convinced that it is unethical for him to skip the wholesaler when he is blacklisted by organize wholesalers for doing it. This whole business of ethics in lhe groccn tradi (Continued on page 19) Od er, 1927 THK RETAILER BRITISH COLUMBIA—ALBBRTA—TUKON a oooo »at»»*0 l'aT»0"M 10 wftc Uncertain Big Profit or Sure Little Profits Simpt. Aritkmatk, Mr. Crocat, but it ***** th* dttrwttta batwaan tttec*** and failtirt a i-,, *****. ** «r*j*i*jtz Hi .*■ If, TURNOVER **n ***• ***• ■"*"*'' rottmoh** ootrn got - ••'S^,A^ si^fif a W tf ou; if i* *"• pd^u. r^ b rf^&zz ;tti7o* U*w*i ftt*t mm* in Ik. WJlJITL,^ billbcr*, .<*» oa\\*>ws****m*u*,* to* r*\\m***** »«•*-•■ ••,*!* y« li, *-»•««■ «P »■ *•"' Um-to • RES-" wtadtaw ; A Quality Product! IroniJeD OCNUINB Whole Wheat FLOUR A FAIR FIXED PROFIT FOR LARGE AND SMALL IS THE POLICY OF The Dr. Middleton's Food Products Company Limited Vancouver, B. C. A SATISFIED CUSTOMER A satisfied customer is your best asset. A satisfied customer is easy to hold with quality goods. A satisfied customer buys more. A satisfied customer does not "trade around." A satisfied customer means a satisfied dealer. Are you setting your share of the business on tht 57 varieties told In unur ixelghl-nrhood ? HEINZ S? Say: CLARK'S Soups Ail mc.it ilocka made wiih Canada Approved meat*- ail *.-.. tablet fresh from tbt debts ami of excellent qualit) -all flavor inK* and herb* the twtt lhal can It* »ecurcd. Every proce*i under luperv^Joa ol Ctaverainenl inspector* ai ; '•.anada Approved" on all lahrU Quite wide from our conmteut advrrtitinit there arc nui rctl rca*on* why you should rrcommrnd and »cll Qsrk'l S«Hi| * a* well a* (lark l I'ork A Heau» and other Prepared Poodi , ... Lot tW Ctarli KHcImm bo\\p yet* !• Urgor ooio* oui **t**o pr*fiU. W. CLARK United, Montreal Eatabllehmonte ol Montreal, P. Q. tl. Rami, P. Q. »>** Harrow. Ont. Peter Rabbit Peanut Butter Coete No More But Selh Faeter THE TOY PAIL OtLIQHTS THE CHILDREN DISPLAY A CASE. IT WILL SELL ITtELF. KeHy Confection Co. Ud. 1100 Mainland Street VANCOUVER, I. C. October* 1927 ,THE RETAILER IHUTIHH COLUMBIA • AI.KKKTA-YUKON 11 Property Owners Dttannina Cost. i iu* wholf problem of low cost insurance hinges nn ihe carefulness of property ownen and the char* .ni' i of the physical risk. A* properties become improved and leas likely to sustain sever*- fire losses, lhe grouping o( careful owner* of improved rt>ks will result in lower cost of insurance protection. Members ol the Retail Merchants' Association who have md given thought to thc elimination of tire has* ird* might Imt surprised at what might be accomplished il the possibilities were carefully studied from cvcr\\ angle. The Insurance Department of your Aa* s<>-,i.ition is anxious to assist merchants in the- anal vsi-* iii their insurance problems, to the etui that the chance oi Suspension Ol business because oi lire may Im lessened ami the cost of insurance protection tub* Maiitially reduce*!, Bt Sava of Yoor Insurance Position. \\ few short-sighted property owners appear to re- sent suggestion* by lhe lire insurance inspector. Such an attitude is a grave mistake He may be pointing • •tit defects that are overlooked by the merchant because they are so patently obvious, A study of the insurance problems of many retailers jives the Association Raid Man an unprejudiced viewpoint that ma) be very helpful to tbe property owner. Types of insurance needed, amounts required (or adequate protection, forms, rates, insurance of awnings or other tenants' fixtures, these are only a lew ol the many I'-Mtits to be considered in connection with insurance coverage. Incraosod Hasard. When alterations arc made In a property, new tu.v ehtnerv installed or materials that increase the lire In,ard—things that were not contemplated in thc risk assumed by the insurance company when the policy *su issued-the company should be promptly notified. Vou will probably bud in your insurance policy the '■•Mowing clause, or words to that effect: This en* • '•< policy, unless other wise provided by agreement i* ml rosed hereon or added hereto, shall be void ii the •ward is increased by any means within the control knowledge of the insured." The standard policy ts fair, both to the policyholder nd the company, No honest man need fear any ot conditions, It is only because some policyholders • not understand the object of the various clauses "'-it when loss occurs thc insurance companies arc ac- ■s|'d of being arbitrary. The "increased hazard" clause means simply that 'he insurance company bas a right to know what it » 'Miring. If you contemplate changes in your property, or it* <»y are to be made by your neighbor which ailed you, '•■t't rely entirely Upon your own judgment as to bother or not the hazard is increased; give the m- orance company a chance to pass on the matter. ANNUAL POTATO FAIR. H»r British Columbia Potato and Seed Show which has '«'• held annually ,|urj,IK \\\\w past few years, will be COS!Hi- " Jhii season SS a Potato and Seed Section of the Provin- '"I Winter Fair, tu be held in Vancouver early ill Ih annul NO TRUTH IN RUMORS ABOUT ROYAL BAKING POWDER COMPANY. Certain rumors that have been circulating in the grocery trade intimating a transfer of ownership of tne majority of stock in thc Royal Company have been related by vice-president Frank D. Bristley. There was also a rumor that the company intended cutting the price on its gelatin products. Both these rumours, according to Mr. Bristley, emanated from unknown sources, and a general letter has been sent out to thc trade containing a categorical denial of their truth. PERSONAL NOTES. V J. MacMillan, general manager of the Robin Hood Mills, of Calgary, was recently in Vancouver on a. business trip. • • • li L Richeson. sales manager for "Canada Dry," wa> in the city early in the month looking over business conditions here. • # • Harry Kakins has severed his connection with the Wctern Packing Corporation, Eugene M. Gilland, vice-president, is overlooking the sales department. t • • 1*. J. (ireenway, sales manager for J. S. Fry & Sons Ltd.i spent some days in Vancouver recently in the interests of his company. • at C. McCaw, sales manager for Gibson Paterson, Winnipeg, Man., agents for Salada Tea and other line**, was in the city October 10th on a regular inspection trip. Mr. Wilson has been appointed manager for the Vancouver branch of the business. A CORRECTION. Tht Colors Woro Miied. In the last advertisement for Aunt Jemima products in this journal an unfortunate error appeared. It was stated that thc Aunt jemima Pancake Flour was sold in the yellow package and the Aunt Jemima Prepared Buckwheat in the red package. The color descriptions should have been transposed, as everyone handling these Quaker Oats Products knows. Aunt jemima Pancake Flour is always contained in the red package and Amu Jemima Prepared Buckwheat Flour in thc yellow package, LEGALIZED PRICE FIXING URGED BY U. S. DRUGGISTS. Atlantic City, Sept. ^.—Resolutions asking Federal legislation permitting manufacturers of standard products to enforce maintenance of prices by wholesalers and retailers and (or decrease in corporate income taxes were adopted here to- dav during the closing session of thc fifty-third annual convention of the National Wholesale Druggists' Association in tin- Ambassador Hotel. FOUNDER OF PIONEER MUSIC FIRM DIES. Thos. W. Fletcher, Who Cmuta Hor* m 1SS2, Poised Awoy Receatiy. One of Victoria's oldest pioneers, Thomas W. Fletcher, passed away at St. Paul's Hospital, Vancouver, at the ad- voiced aue of eighty-seven years. , A native of Sheffield, England, Mr. Fletcher arrived to Victoria in 1862, travelling via the Isthmus of Panama. Shortly after his arrival he went up to the Cariboo gold mines, re- na i ng there until 1872, when he returned to Victoria. In Int vear Mr. Fletcher established thc well-known and success- 1 music husiness which has remained with the family until ,his day, his sons succeeding him about thirty years ago, when the lirm assumed its present name of Fletcher Bros. . 12 THE RETAILER BHITISM CX>M"MBIA~AhBRnTA-Yt?KON October. |' ALL-BRAN pays dividends! The quality and effectiveness of Kellogg's A L L - B R A X make satisfied customers. ALL-BRAN sales are repeat sales, and, once it is ordered, it is asked for again and again. Right through the year intensive advertising is making new friends for Kellogg's ALL- BRAN, and keeping old ones, too. ALL-BRAN is a wonderful laxative—a delicious cereal served with cream—a friendly aid in cooking. Therefore, display ALL-BRAN with the prominence its importance merits in vour windows, on vour shelves, and thus tie up your store with the national advertising and sampling and make them work for vou. Grocers u throughout the country find that time invested in selling Kellogg's ALL-BRAN pays handsome dividends. . Window and countet displays will be tup* plied on request /torn the Kellogg Company of Canada Limited, London, Ontario. ALL-BRAN T*Z *,**** W.W* *• ^ *3oA, Aa^fWai H— ,fv^H,ikiTissiu MiUsG A Big RoU that Yields Big Profits Each Interlake Toilet Tissue Roll contains 700 sheets of good quality, absorbent tissue. Retailers everywhere sill a it at a standard price—-10c or 3 rolls for 25c. These two facts—quality and quantity and an tin van- a m • ing price — mean that your fair prolit is assured on every sale. The low price of the Interlake roll makes it a quick seller, too. A counter display of fi rolls induces sales. Interlake Tissue Mills Co. Limited Hoo-J Officot Solos Brooch: 54*56 unlvefilty Ave. 602 Mei .ill Bids Toronto, I. Out. Montreal, P.Q Mills{ Merrittnn. Ontario. The makers o( lulerlake toilet tisatia alio manufacture VslvStlilUG ami White CrOfl brands, paper napkin* and towel* .md decorative crepe, Oct' rl 1927 TH K RBTAlLER BRITiail COLUMBIA ALBERTA—YUKON 13 Grocery Market Report Vancouver, * ktobcr 12, 1927, Wholesalers report business ver) much improved ait«i !"«'k forward to s further increase from m.w until the Christmas leason ti over \\t thc present time mam lines ol all staples are arriving and with ilu* tanning sc*;i**»»n almost closed, there is no doubt that a number of the large retailers, at id chain -tores -.nl! he convinced that tt i* tune to lav in then winter stocks id i anned -jJimhU Production statistics covering tour ol thc mosl important item-* tn canned goods in the tinted States sh..u | very material ihortage, a- compared with last vcar'i pack, the following figures sho-vi shortages in »almoti, corn, peai and t alifornia fruits i5o.m».t*u» tins ol salmon; 168,000.000 tins of corn; 120,000.000 tins of peas; 120,000.000 tins ot c'a! ifomia fruits Shortages on I number of t anadian lutes such as tomatoes, com, lalmou, etc., are aUo well known, i her ef ore with apparent!) no relicl from the south, ih»»c who iMMiknl their requirements carl) arc to be congratulated Free DatU.—A number *>i 'Seals whereb) the re- rrat uaaii * "i " I j ,,*,• ,,,,, ,„„,„ ..,„,. .Mr.*. wil b .ten .-■■*';•■:. lie Ih 11 Mir nviu*' ***** » •** . , ...,.,! ,\\i' icing featured at the prscnt turn* Vmong* * he Foil »g'.Q"^crporkamn^n^72 . hull [uakernofk and beans, 36 2s»qua .«>*-* \\i «an,m*\\m* One case free with ten ui i * ff« with an order for 5>4 cases ( , vvilh tcn, \\\\Inter canned loup « ' . .. . ur -/case free with an order for ., j ^ • ^ (il, Royal Ot> iM.rk and beans W*£;k ;(, hean8 iH»rk sndbaani 48/9 oi . R°>aly} ' u \\ ■ One ir.ts M,nai; KovsM n> P*** and .bean - > * f ca»e free wiUi tan or ^ case free with an Blue Point Oysters.- The market is prwucah ,,,,,,,,u,M,fiio,vet.p.t;'^;;:'■;;;;(,;,,, ,,,1. sent lime, with no ligni ol rcnci um ^ , arrives on this market, which will not bt ihe end of Jaini.u> , D^Dr,!**''-- I\"""" < most of the local wholesaler! \\m*Vw*&**^ out that has been quoted on inw• ^ |(|M ,r heen withdrawn ,aml the popuiai " *■ turcd in 5 Place, it, White Wonder in now ™n*m ul,i, '..* s • ase lots with one case free "' - i ase free. Hodlund'. Canned M-Jit^1"'"1, "^Vommenceil a canned meal factor) in Vancou. » er|or quality- put tini! no leveral linen of meats o A nice volume of business has been the result; however, the prices in some instances were somewhat nighr than the eastern pack, which was a slight disadvantage, but with new* prices effective November, brisk sales may be looked for. Clark t Tomato Soup.—New pack is now being quoted at a price of $1,10 per doz., with one case free with ten cases. Also Clark's new pack Tomato Catsup 24 12 oz. bottles at a price of $2.35 per doz, with one case iree with 10 cases or ]/2 a case free with 5j4 cases. Tea.—Favorable news from abroad and favorable reactions from consuming interests throughout the countrj here continued to feature the market this week At Calcutta, Batavia and London this week stronger tendencies were noticed and buying interest was in evidence, but most important from a local standpoint was the broadening inquiry from domestic consumers, From this it appears as if buyers here have at last decided to cover for their fall requirement- Many attractive offerings have been cleared off the market and cheap lots now are not so numerous. The "London Grocer" in commenting September lo on the tea situation says: "Total shipments from Northern India from April 1 to August 31 were 90,- 045,000 pounds, against 95,307,000 pounds in the same period of last year. Prices recently for the lower grades of Indian tea have undergone a sharp advance, but with the increased quantities offered the market has had a somewhat quieter tone than of late. Present rate- ruling are verj tempting to producers, and should September and October prove favorable for plucking—it has occurred before—more tea might be forthcoming than was previously anticipated, and calculations for higher prices might not be realized." Canned Food**.—Many canners are too busy with the packing and delivery problems to do much writing to their brokers as there is not the need this season to spend a considerable part of their time in urging -ales and greater liquidation. Canners, as a class, are saying very little about unloading and are inclined to allow the buyer to solicit business. No pressure i- being exerted behind any of thc various packs. There is more desire to trade tomatoes than in other packs but iti this instance canners are not shading price-. They have kept the market on an even keel for several weeks. There is some talk that the canning season is neariug an end, but this is discounted by buyers since the weather during September has been ideal for grow ing and it is thought that packing will continue until a killing frost wipes out the fruit on the vines. Walnuts. -The board of directors of thc California Walnut Growers' Association has determined to let nothing stand in the way of a successful and profitable liquidation of the largest crop of California walnuts ever produced, Naturally, the association wants extensive confirmations and it has adopted a sales policy which it believes will appeal to thc distributing trade. 14 THE RETAILER nUITISII Wt.U*roiA~A!.m*3lTA-YUKON October, 8aves you time when customers ask for "Fresh Roasted Coffee." That'a exactly what Nabob ia. Tha vacuum tin keeps the flavor in—you sell it "fresh from the roaster." Kelly Douglas & Co. Ltd. VANCOUVER, B. C. &**MJ*Jf? JajSjil******^**- NaboB Hl'AN {) >TT" K UUs t W n WILSON BROTHERS Wholesale Grocer* VICTORIA, B. C. British Columbia Agents for BLUE GRASS BELLE C m:*: VINEGAR BARRELS We Gallon 32 OZ BOTTLES $3.20 Doi. 16 OZ. BOTTLES $190 Dosen No Charge for Original Contaners. Why not stock the best in Vinegar? Send in your Mail Order SHAMROCK RRAND *-W^SaBSBSBBBBSBSSS====S=S=BBB^gHOK *U\\^mwW — HAM, BACON, BUTTER, LARD, SAUSAGE, etc. Firat Quality peeking houae products put up by P. Burns A Co., Limited, which mesns they sre the higheit grsde, slwsys reliable, and without equal on this market. YOU CAN RECOMMEND SHAMROCK BRAND. P. Burns & Company, Limited VANOOUVER OALOART EDMONTON L Oct' ,kr.l9a7 THE RETAILER BKITI8H (XiLUMIUA-ALUBUTA-YUKON 15 i h(. keynote of it* marketing plan this year will be . .nteii nrices on Diamond and Emerald unahell- P«maa-*-Reports available at thii writing indicate |ln In have arrived at price, low er than in year-. ' :;,,,,„,, a larKecr.MMiitaliforn.aan.iacarry- I old crop Nevertheless, the increase of quan* ;;.;' ;;a,,a|lk ,., CsiHionsUi is made up by a decrease... .. ,n an,| Serbian crops, which arc this year much X Hun laat year It would appear that he pre* !n, (ai.foruia situation is more than discounted tn Kprkca Prunes at prevaiingpncesw.il meet a h'! consumer demand, and it will « the surpnsmg J,,,. enlir« crop -a ill thin year be marketed and con- ^tCcSera can to^y obtain a splendid f 1 .„,..|ucl at a low price Abi-t-wr-eV-A letter front Palermo Mates that the ' ,'..., ned and ihe quality also is wtisfactory, It i -iih will exceed ISOOOO bales of 100 kilos, and her «tiii'remain wine fairlv large quantities ... old sill" kept iU the shells The crop » Ag»l IS also „n good ,and estimated at least at 250.0GU wiics l,rinaS is fairly active, more especialy o«, aecoun „f,he short crop In California, which will not amount to more than half oi laat yean . Rkav-The demand for rice .... the spot if for JOD- bin ^.I.e,a^lu.le,alersan,.reta,!ersareke - ,,,,'thnr Mock, low and are oP^flJ^^ Native lines. Local holding! are nol h wpInch keeps the market Steady at unchanged q^"*; Moderate buying is being done at the m\\l^m „„,,t in the near future Liter del.ver.es arc recen iiiL- but bttle attention. S^«^«ntrarvt» rotations snd sdnco from (uhathat Ihe crop restricting bill had p. ed W Cuban Congress .and had been signed b I r -It NLohado. lhe market (or sugar futures h S no ad ranee* This Is SAW to I* ?«« »J :ut,;cn l- b) trader, who had beufht m anticipation ol an * vance when the restriction "a* passed, ana bu hesiutkm by buyer, who were '"M^^1' * \\t. n lhal a libera'! et«ik had been allowed to aceutmdate >n Cuba, while sailers were awaiting the prdicted m vance It i* difficult to determine how o a level lln, sugar can be marketed, especially as Lii^ ha, raised a crop of more than a million tons ... ce*i of last year. APPLE WmOCTOM 24 to SI. tntawa^Apolaa for'"^J'^ffi^ffi on for hi* vear', celebration of Unaotan . \\pple Week to be held under tbe luapices ot ne inion department of Agriculture in W'?Pe[r ^ R the (anadian Horticultural touncil, ine ii . ^ Motherwell announce! that appla ween •»« (M(i. I rated in Western Canada from Wooer a - ^u ber 31, while in the eastern P^'f* m[Uc chB„ge he from Xevember 14 to Movembe l * , b|| c being due lo the fact that the agricultural Jt <•• be held then. , , i t„kiu*e Hon. Mr. Referring to Canada's agi-icuIturahub e n in^ q{ Mothatwell stated that from all IW«» ■ •' fl) an(! ...-operation were forthcoming atw u' f ,( most provincial displays being planned wm « ^ ej^, . oinprehensive nature and do lustici |i( t,„. billion dollars industry that has been bum i Dominion, ROWNTREE'S BRITISH COLUMBIA MANAGER REPORTS BRISK SALES. V N. Dyer, the recently appointed British Columbia representative for the Rowntree Company, Limited, who has a record of eighteen years connection with the grocery business in Western Canada, has, since he joined the fatuous chocolate firm, been par- II A. N. DYER ticularlj successful in merchandising their well-known products in this territory. Previous to his appointment. Mr. Dyer was associated with the Cowan Com- pany, Ltd., Toronto, The new and increasingly popular chocolate bar "Plain York." introduced into Canada by "Plain Mr. York of York. Yorks., a special "factory representative" of unusual merit, bas. together with Mr. Dyer's able assistance, proved a winner. Concurrently with the introduction of "Plain York," considerable repeat business is reported for Kowutree's cocoa, which is a price protected line. "Though an ardent golfer and angler, heavy duties connected with merchandising and sales organization have prevented Mr. Dyer from overindulgence in either of these sports during recent weeks. FRISCO GROCERS TO START AD. CAMPAIGN. Will Use Urge Space in Papera to Tell Story of Individual Retailer—Campaign to Run for Twenty-five Weeks. The San Francisco Retail Grocers' Association will shortly inaugurate an extensive advertising campaign in the San Francisco Bulletin to offset thc advertising of the chain stores and to sell the individual grocer to the consuming public. A contract has been made to use large space, covering a period of twenty-five weeks and space for the retailer's imprint is being sold to the retail grocers at a very low cost per store. The publishers of the Bulletin have promised to give the Frisco grocers wholehearted co-operation in their advertising campaign and will inaugurate special features to help the campaign along. Manufacturers have been invited to co-operate, and it is the expectation to prove to tbem that the individual grocers are the equals of the chains as distributors for their products. 16 THE RETAILER BRITISH C0LUMBIA-AI.HKRTA-TUK0N Oct..I >et, Quality—the Keynote for Canned Goods Wholesale and Retail Grocers Able to Exert Greatest Influence With Connors. This industry is basically sound. It is not subject to the whims of fashion nor is it subject to seasonal demands or likely to be supplanted by some other newly invented product, for we are dealing in a year round necessity. People must eat. and there never was a more economical, wholesome, convenient or tasteful means of serving this need than through canned foods of quality. The Fresh Vegetable Menace. So-called fresh or green vegetables are becoming more easily procurable in larger variety than ever before. This has appeared as a growing menace to some producers .and distributors of canned vegetables, but tbe preference for really fresh canned vegetables can be maintained if quality production and sales are emphasized as they should be and the consumer can be intelligently informed of the real freshness of canned foods. How manv consumers really know that peas and corn and most vegetables sold as quality canned pro* ducts are harvested, delivered to the factory, prepared and in cans in thc warehouse ready for consumption and not subject to any deterioration in flavor or value for long periods, iu many instances, in less than three to five hours. How does this compare with vegetables gathered in one part of the country and transported long distances—oftentimes to be redistributed from the larger centres — finally reaching the consumer's table after days of wilting and loss of flavor? Which type of food is entitled to the terms "fresh vegetables"-' For a number of yean large sums of money and i; | less intelligent efforts bave been expended mi imp no ing ihe qualit) and wholesoinenesi of canned f u until toda) it cannot be contradicted that canned foods are more sanitary, freer from possible harm an I more scientifically prepared than any other food ier\\ ed on the table. This knowledge in preparation has gone along with improved mechanical equipment until today it ii ,. seem that the canners are overproducing in M.nte lines This may be only a temporary phase and ven much changed tomorrow. However, the curtailment of any production toda) should be confined to t'u- goods of inferior qualit) Quality the Keynote. Qualit) will result almost Immediate!) in things reduce production ami increase consumption Great strides have been made ami are sftll being made to produce qualit) canned foods, but there i*> vet ? for a much larger proportion being produced. In th.s connection, wholesale and retail gr<»ccrs aid the canner b) advocating quality, for as buyei they exert the greatest Influence with canners The desire lo meet competitive prices should lessen tbe demand f«»r highest quality goodl Under* till private label Avoid the practice of masquerading any inferi article under the term "qualit) " Too frequent!-, lite (Continued on page 23) PpyAL(?iTy ^ ... II ROYAL CITY BRAND Canned Fruits & Vegetables :: Jams & Jellies HOYAL CITY fflAND will satisfy your Customers Only lhe vety finest go under HOYAL CITY (BRAND QUALITY GUARANTEED :: ASK FOR PRICE LIST •Royal City Qold Labels make attractive display) BRODER CANNING CO., LTD. NEW WESTMINSTER, B.C. iM* 1927 THK BETA]LER BRITISH COLUMBIA M.HKKTA VIK'iN 17 The Platform of the Retail Merchants' Association of Canada on "Buying Right" and "Selling Right" By Dominion President, Jot. T. Crowder. Till problem of every retailer toda) in ever) part .: l anada is geueralK coveted b) the term "coin* petition" Broadly ftpeaking, there are iv,,> kinds „i competition* "PRICE" and M*.k\\ li I " Every retstlei .s compelled t<» suppl) Ins customers with igtKKli "ii a competitive puce basis, Situ * 1921 puce competition has been a dominal- iiiy facloi in ever) step <«f distribution lhe retailer has made puce the main appeal in catering for the business of the COUSUmei and he, hj tutu, hai d.-tn.ind* ed price concessions from thc wholesaler and manu* facturei There Is n«» question but that "I'RICT." •' continue lo be a big factoi in husiness \\s a • -tpience, the retailer must take steps to place him* mpII in a position to bu) rocrchamlise in such a manner ,i* to ineel lhe price competition "I bt- competitor-, and certain!) an aggressive organization bk.* the Re** tail Menhants' Association of (anad... which is con* -muted to serve tbe interest! ot the retailer, should wiceru itself with the solution of this problem \\\\ v do noi have to seek fai for migge'stioiis where* tn the tetailet cm improve hi*- oil) inu position Wholesaler-* and manufacturers alike are urging i hanged methods of bu* mg fhesc plan- resolve them ,( '- largely into two classes, one ol which is to atlopi pool ot group buying either in thc manner suggested b) Mr (i \\ May bee of Moose ).i'7 ns nut* liued recenth at the Retail Merchants' Vssoeiatinn ' • invention ut Saskatchewan. Ol l<\\ the plan adopted ■ lhe Yoik Trailing Company, Toronto; Metchants CottMilidated of Winnipeg, the Canadian Department >tes Limited, or the United Merchants I united nf •saloon, al tof which plans involve... some form the ation >,( a central purchasing md or distributing HgeitC) directed either m part 01 iti whole b) the re tailers themselvei purchasing in ot through the said St'l !H \\ s ll for no other reason, this development will be forced b\\ the Corporation Chain with its hundreds of . retail outlet- and its own warehouses, buying direct from the manufacturer in large quantities at lowest discounts, selling on the cash and carry basis, thereby establishing a very keen price competition. This development will be particularly noticeable in the West. There is an opinion widely circulated that the method- adopted by the average wholesaler for the past ten or fifteen years have become obsolete. In fact we heat that the wholesaler can be eliminated. This t- not endorsed by Babson, who says that the wholesaler-' service- are still as essential as ever, and that the wholesaler will be here one hundred years hence, In all our plans let us remember that THE WHOLESALER'S SERVICE MUST STILL BE RENDERED AND MUST BE PAID FOR. After having given two years to the study of distribution in Canada, it seems to tne that it would be. idle for us to consider any scheme of distribution which would call for the elimination of the wholesaler's services, Even the most efficient cash and carr) chain -tore- establish and conduct a large and well -locked whole-ale house. The organizers of the P.A.T.A. and the Canadian I-air Trade League admitted the importance of both retailer and wholesaler when they advocated the establishment oi a price which would assure the wholesaler a reasonable margin «>f profit and also a price that w.aild afford the retailer a reasonable margin of profit. 11 the particular plan now known as the P.A.T.A. is nut accepted by the Department of Labor as a satisfactory method of guaranteeing a reasonable profit for the services rendered, then certainly the retaibr and the wholesaler must insist that an effort be made to discover a satisfactory method of establishing a standard selling price which will afford the distributors a reasonable margin oi profit, because we must bear ill mind that mere buying, however advantageous, doe- not produce a profit. So long as price competition compels a retailer to sell an article for eost, "Buying Right' 'is not enough. Hu* meat surprise to me during the past few 1 iuv , i. * ins its ardent Un the ..the, band, aitothc. Mil " ^ ^|||>( champions whereh) the present naj M,!t..( number of retail customers tn a . am|other .... ,..at surprise *.*>*» - - *. existing chains, wh ch •* « ;iI ,m$ past, vvholmie grocers to the Canadian , Menstve scale ,„ Ontario 0 [o M.(. ^ l^r.ug the neat «* years ** |(Utl„n, im,re > Thc Canadian Fn r Trad .um ^.^ a marked increase m chain store tlitfra j|nM ^^^Lf'nd each s3 receive from particularl) in the grocery hne, iMougn ^nUt>u uw }e88onably efficient inilj*jg remlcml. lt ill undoubtedly receive then*U ^ Ho ^££?tfiSfaiw wholesaler would desert I he advent of the A. &*»"$ „,!,., chains,.- an sccm8 beyond behejjtat M] posed spread of Plggl)' Wlgg*) •"' dication of thnt tendency. members of the As a conseMuence, the officer-and nu ml ( ^ Retail Merchants' Association- to * lur,• ,;l| - i nues. must give B considerable amount i lention to this problem during tne . We can conclude in the begu nil« tw^» U„„ -roupbuying, either withior jy;hov , great in- •if the wholesaler, will undoubteui) .ease in the coming year. al or s0l.ins bevoiiu m..** V"".".' __ Mm » I'1'" '"' ",*,""! ,1 e retailer means the welfare s""'° !lui Sir on -.1 tu.r»Hy mm* that „, ,|„- *We-.« * ,, ,)C 0„|y too will'nK to . » Wholesaler** arc his real fnends. 18 THE RETAILER IU0TI8I1 COLUMBIA- AMlKUTA VUKON October, 1'.17 "Protect Vour Customers With a Brand Vou Know." "EASYKUT" CANDIED PEEL Buy It By the Well-known Brand 1 li ITALIAN LEMON PEEL - ORANGE PEEL - CITRON PEEL and CANADIAN CITRON PEEL 1 I In 1-lb. Cartons (24 to a case) and in Hulk. Specify "EASYKUT" when ordering from vour Jobber, as we are now supplying fresh and adequate stock** WILLIAM ROBINSON LIMITED VANCOUVER, B. 0. "Makers of the Candied Peel with a Reputation." A BRITISH COLUMBIA PRODUCT DINA-MITE IS HERE TO STA Y Thc experimental Stage has passed. Repeat orders prove that ibis wonderful Health Food is not "Just another one," but a permanent steady seller, one that you can afford to push. INCLUDE DINA-MITE IN VOIR NEXT ORDER. DINA-MITE FOOD CO. LTD. TEES A PERSSE B.C. LTD, StDing Agint. VANCOUVER, B.C. Tired Eyes at Three-Thiity TIRED eves are the certain result in a store lhat it poorly or m- ade.jiialely lighted, ll affects the employees eyes, decreases iheir efficiency and what you save by having cheap lighting fixtures and inadequate lighting is paid out in an immeasurable way through the -.laff's resulting ineflicicncy. Investigate modern methods of -tore lighting. Not only the employees are affected but customers feel more at In.me aud feel a warmer welcome if your store is bright and cheery. Get in touch with our Light and Power Department, Seymour 5000, and full details will he gladly given without charge to you. BBmsHOwi?-aw*^EuCTttKOTi«rCo VANrouvm **-*r miw wilTMlNtTER OdulM '■ll T 11 K K E MUTISM COlAIMH! \\ THE BROKER AMD HBSW VICE TO THE It ran lm alive n»< His pri' ■*.\\\\f • u*i v.nll-!.*- m undittnttncl fact tbat the sellci pays the ,. and b«* f* entitled to receive lor each dollar "'„'<• hundred cent** worth ol sales service He ^les **erv.ec from 8 wle« agent, --I represent ,u| none other ,lt„ker who renden 100 per cenl service to ioalf doe-* not st-p when he has completed a ll,',. broker, i" insure .. continued business j ncCcwit> bdh.w his principal'* product* to a •„(-* consumer purchase Brokerage Only to Brokers. When thc idler pay* brokerage, he should pa) it , .» «k^r X haVrepreaentelhtm «u the transa * ;;;f ;t;.[nnot econ,,mcalh.cll,,,!h o, morall) l«) it to anyone eiM ho H„ i,tnri acting indivriuall) oi in . . fol „,, brokerage on hU purely art* h. p , ;;1xr:;v-;;::r:;:f --i• X unwilling, or caniHil give to «Hhei *wtomew ,k (or preferential refund, unfa.. ... vl<*... - . llu sellei giving brokerage to fl buyer secretlj m inefleuvrg k ^atnmer* to whom he ,!U.|rM«...r, Ihr biiMney o Mile t .. * . ha, ,»oi given preferred price, and nas his own proflpecti ol fnture profit*. \\..rh',..«W•'•■»••■;'•;,;; -;*,;;; ,::,'.. .,.i,„, ,.i ptckaging •-""' I.'1"11'"*.* •*"* ' | ,,, ,,. .*„.,*.. micWl) wlt«d «•■ I** '"•',k" "',;,,„„ ■ •■... .-nr Kr.Ti.-i-'*•*";,;.*v; ,/.,».->■ md in lhe end. when necessar. .tm lection representative , • ,. sa;c ,, H*- pivs hrokertge o«l, "'"'"■,' .,.,,,,,. .„,.', 7^>i-<-*:--])%22i 22ii: >... nu seller ihottld be compelled to »ori \\i.\\. lm brokers , l(!,| payable While it ifl tine that brokerage «i * ^^j when the Mile i* made and acccptoi m -f between the tenth nnd fifteenth on «he ^« di iter) ba, been made In ejier , fcerllRe paid cced* o the flalemaj be collected, aw ' , tht. therefrom, It ifl n distinct financial ad^anaj, T A I L E R 19 \\I.HKItTA YUKON pas in salarv. If forty-eight brokers have no market im his product, thev are serving him as sources ot information and advice, without one cent of cost. In addition the seller saves the additional cost of training a new sales representative or the est of salesman "The1 principle of brokerage service must be maintained in order that the buying co«U of one and the wllinif costs nl the other .nay be kept low, because withoul the broker these swelling costs must rise as lhc|iuver attempts to obtain at his own expense the infnrnition which the broker brings him W*^ a, lhe scller Bttempti to seek the markets by personal UI act ur lhroUglh ,nM.loyed salesmen ^rkets in wnlch |U. n„u |m8 a resident salesman, unpaid until ■ i ' _. . . 11 Sale* Coat Predetermined. In* produces business, lhe seller employing broker* toco \\ ( , ,.n/at«on kltoWl Uflt wh«t hl»« -, ,,1(| i. tube If the wlWhe* 100,000pi rcei. ^ il brokerage •* on b percentage or « re(jeter* I I the selling price, hli «»» c . . |, are : ud That sale, Wfll is *»'*»""\\ ', g i nufactnred it) Montreal or \\ anco * w, Were he to depeml upon »R,f*'n;"n" fl{| hotel and ariei throughout the year,, wun '• ^ mus| seek • lor expense adde.l. and I tm w» • ^ expense e market here, there, and ever) «nei lotinti accordingly. , alu| if he has The broker is lm rcfliden «*!••»»*"« JJ blc sales ity brokers, he has fifty high c»: »ni working vecutives. each with one or nun. * expCnse tin- *. the seller throughout the >c.»t - mcn cfl|1 a„,l less business is actually securnl. ^ .uto,.,| to in earn nu.rc than the average sen WAR ON THE HOME TABLE-ITS EFFECT ON THE GROCER'S BUSINESS. (Continued from page 8). .- getting altogether too complicated to be of any use i" anybody. I am not inferring that ethics are unnecessary ... the grocery business or any other business. Without ethical principles there could be no business, My objection is to the growing habit of business nun in pretending that some particular situation is an ethical one when it isn't and that anything the other fellow does is unethical. It .- in>t enough for an organization to go on record with a blare of trumpets that it will hereafter live according to certain of the highest moral principle-*, which are engraved on parchment and signed in blood It should first be decided that.those beautiful principles are not simply a declaration of warfare disguised like a peace treaty. And a code of ethics .s useful only to the extent in which it is used. The Better Will Win. ! In* only hope of the wholesaler in this new competition is to become a better wholesaler. The wholesaler .- necessary to distribution; I mean the functions of the wholesaler are necessary. But in this new competition anybody can take over any or all ..I these functions of the wholesaler, whether it is manufacturer, retailer, chain system or buying agent, and there is no law against it. The only way the wholesaler can keep these functions is to exercise them, and as long as he does that better and more economieall) than anybody else so long will he stay ui husiness, HEINZ A CO. TO ERECT FACTORY IN LONDON, ENGLAND. 1 he famous American baked bean has gained such hold on the British aud continental appetite that H. J. Ileitis! Company is erecting a factory for its production in London, To make the operation complete, the company is erecting a can factory in London, and the new plant will be in working order shortly after the first of the reu*r-.e• l'i»e» In r«M Put* flM LsjO— 4 Ou* \\n caao | HMM • • io >*•••• t «t»i In w*f c a***i*** p******** 4 Ml t **<»• 4 -I 4 o I ft . S • 4"» 1 (AM Vol* u»|»{ t*c4o. Caee Ne. i~ 1 CAM (*•> It, lf*.k*»f»*»> 1 a*** of »•,<»• •I Cl'MAlU at Ml- ill lb k«*f«. {*•** ki>« »•.*-.- lb Ih»U»,» |»«f l*M*t C«u«ii( Beta (4Vanwlal««)~ 5* tt, I'iMiUi i|»n Um It ll* lb* iron drum* ,. ,. C»tim ot Tartar-— «. ib t<«t*r •(Iii* (I do* in <••*) ,-*»♦» LTO. u in nk !*«• w *••ln ■•*?' : ., lb ran. «Hb •"•» «•*** M *■ in caw) » lb ran. «taw <«*•" ** ««* ,h T ft OUR p um *t*t*m*r—" I tb aquafe ranlatare. H *>* ,n • AM) I ■ |0 lb Wand*** «"(»»#•• ji tb wnnflafl fl*na :>.a) it*. tm*4 kiffl h ib Unad barrala ***. KELLY. OOUOtAfl A 0. Nabob e>rod«»«U. Aim**t*M\\ N« 1. Una dot i^if-i powdar, « II n- *" luwihf Povdws ll n* i ..Mm hnrflar, U ***** A"% ti«iiittf Powdar, • •**• «*rtl I-mbs ^a. doa » ———* lt;«*-k Pepper. Ul** d<>» - ,-.f!) Halt, ■!*•». doa Kltob Coffee, email Una. •*»' b ruffe* ta lb raffia, Oo Nabob tb. cuetard* Powder, doa _--—— quick Tapioca, dot ■ Cboeolata Puddiaf. doa — ■lull Powder, amall. dot >lnnamon, I flfl tine, ,*,,t • «->enne Pepper, I Una, doi itovna. •mull. d«»a '-iirrr Powdar. 4 oa fllaaa doa 'teem af Tartar, t ■ •'tram ol Tartar. H«. tifli - 1 rum **t Tartar. **>• inaar. amall, doa i'.iitucii, m oa. doa Kxtracta. I oa doa. ********* Kxtracta, 4 oa. dot Kitrarta. | ot doa Kxtracta, ll oa doa Mara, amall. doa Nutmeg, amall. doa I'aprlka, email, dot no m <***> *4l I to 111* I.U ti* I> Si ; io :j oo Vot tb , Mw pat Ao* m I »i \\'A> Pa.tf y Dploa, I tttt**. 'I't . I'ouiuy Oretatofl, Beit, Bavory, Thyme, Tame-He, tins. 'i"1 i*i, klits-c B-jrtea, loi No * Marjoram, Iflnt, Partley \\\\ t-.it* Pepper, ,,*",, ll"* Coata* on. i o» dot - Caalor Oil* * <>• Jof Kpawa flail* •«» dot Krull •'■»i"'». I Ot dot Iffinga (boeotata, Bote, Plait, i*n>on Vaalla, Wblia, Almond. ot*ns*o do* toS$ Powdar, dot Uameaare Powdar, o** * - Muatard, It dot Muatard, H*- d',» - Muatard, V dot ******* Moatard, *i Sn ■ H»»l|»h>ir. %*, dot - • TP*. OiwHi Ubel, It t^<* % tl, tin* i» ii, packagw i \\n paekaiM do Uuxa. Afleraooa. .00 90 90 . ,10 . .90 ... Ml ... 2 10 ._ .40 2 25 Tea. T«»* TM «l« >•"»♦• V P"r «« Last, Aflernoon **• iH'r it. Tea 0 (',.((*•<-. par ii* !,,w' Tea **** not A***' ■ AMI 100 H' '"■•'* 111 .70 ... MS ......I.M ...... 4.M — MO 1.40 ...... .« . «*■ 41 67 .. .40 . ,11 . .. .78 .40 t>- 100 lb*. I<>«»' lc ver lb. MO Maohtnlo'i rino Tar, box or 60 2 71 OlWa ('MHlll«, citkfH, box of 200 4 45 Primrose (wrnppod), box of 25 4.70 Royal Crown l.ye, box ol 48 4.80 I'cndrny'H l'owdered AinonlH, Imix 24... 3.8) Spadlai prlceH on r,, in, 25 and 100 boxea Pendray'a Water (Huhk, I'-kk Pr«Hervei*— ('n)*eH, 21 Ioph per cu«e 4,4 Itoyal laundry KlukeH, In bbla 1 (Special price on contract) Hoynl Crown Soap, 4a W4a 3.41 Itoyal Crown I'owder, box 24 only 5.4') HoyaJ Crown Cleanlier, 48 Hlfter tltm .... 3.70 Itoyal Crown Powdered Ammonia, 1 lb 3.81 White*. Wonder, box or ioo 4.5o White Swnn Soap. 100 4.00 While Swan Washing Powder, box 24 5.SO "Jlf* Stidn In a Jiffy, box ol 24 4.80 Planting CBHtlle. 2*>h 3.71 80 .11 0. F. d. J. OALT LIMITED BLUE RIBBON GOODS lb I lb. lb agar, ,\\ t Mi • II i4 41 41 J* IT 0 BURNS A CO. LTO. -4Mmr0 . *** .... III .11* I tt I 9« :•& (.10 |I0 ,noo 90 90 •0 nokttt ii***1- Minn' • ' i! lhri*<. <*'u , V*« * *"* >.l* .'('"!"•.• I ,.kt.S n» Imi»" a \\t .,„■,'*■*' \\t ptitutyn |>..m I*-'. Sa I ltd ••• I ird, N Mine tm tat, Itnllvd *oo*i , ... it. id* AIH i a \\'*'i tl«. ii rtft-oM rr lift ft il*. ■ .of. \\ -.f.io »•" '* ( *.|U"",>. i*' , itnalkm, "**" ''• ' r„ s|,,,„„.****.. P»l ■'' IJ.I4 l'-« ||1 llw V" ■■" i;.U to . f'- . h n,•I IW ,*»»r« lb ■ |l„ ' b.ii'.l ,,.lie,» ».,.. ( ' lb b" K" Shaft V*i n> & tb tint *|*t*'' ,.„«.! iml f*11'11 Ini • lOllw, appro-**- •,„•! un, Kill, Mttt l--,',,• ,,,r Porli, t-,*'-, vlcOfd i'* ll lb ntt, p«r lb lb tritti drawl0*' P" tv i,Mh kl»«d ifi ll, i,i. •k.-it. i" ;i, t>r th t,,>/'•■*. .14 ,4$ 4J II .>' i H .41 ..*) ,i; ,36 JS .12 ,M .14 II .44 Aii't ,»i j ,19 ,19 .ISH .19 ,10 .43 Coffe* (Vacuum Pick)— 1 lb. Tim, per lb Ttt (Red Label)— 1 Ib. ptu-knget), per lb '•i Ib, packages, per lb 2*a lb. packagei, per Ib. . 5 lb. packages, per lb Tea (Japan)— 1 Ib. packages, per Ib .... 4 Ib. packages, per lb IM lb. packages, per lb. Baking Powdtr-■ 12 ot. Tins, 4 dos. caae 16 os. Tins, 4 dos. caaa 3 lb. Tins, 1 dos. cast ... 5 lb. Tins, 1 dos. case .. .49 .19 r .M .17 .00 41 .11 .10.00 .11.20 .. 7.41 ..11.90 THE CANADA BTARCH CO. LTD. Laundry Starchaa— Canada l.«undty Starch, 40-lb. box .09 White c.iosa, l-lb. pkga - 914 Acme Gloss. 1-lb. pkga _ —... .t% No. 1 White. 100-lb. kega 94 Kdwardsburg Silver Gloaa, 1-lb. pkga. 40-lb 1114 Kdwardsburg Silver Gloaa 8/4- fancy tin eanlatera, 48-lba 1IH Kdwardsburg Silver Gloss. 100-lb. kega „ .1014 Celluloid 8tanh (boxes of 46-pkga per case) * 4.19 Culinary Starchaa— Hen-son's Celebrated Piepaied Corn 40-lb. boxea, per Ib „ .11 Canada Corn Starch 40-lb. boxea, per 9*4 Corn Starch 40-lb boxea .9H lb Challenge per Ib Casco Potato Flour 40-lb. boxea, Ib. .11 Srlr.t'l * THE ROYA L CROWN SOAPS LTO. —F.O.B. Vancouver, Maiola Oil— Mutola Oil, la " 4a " la ,,...**»*****•* wtetaaeitttiti' ■MitawMaitM' T.M 1.41 ll.W 11.11 unt- ., price --1" r Vancauver^Pr^ Wf|tmln,t,r. Term. N.tt *0 S*J** 6t b>x ot 144 ., 11 ( 3.10 , Ml Corn Syrups— Crown Is, 24 to case 13.41 Is, II to caaa 4.11 10a t to caae « 1.70 10a, 3 to caae — I It l.lly la, 14 to caae 14.01 la. II to caaa 4.11 10a, I to caae *. 4.N Karo, le 14 to caae I.U *. ill la, il to taa* lOt. I to ea" ************* tit •>•) THE RETAILER HRITISH COLUMBIA-ALBERTA-Tl'KoN October, 1927 Lake of the Woods Milling Company LIMITED Makenof FIVE ROSES • FLOUR • The World's Bett Daily Capacity 14,200 Bbb. B. 0. Offices and Warehouses: 1300 Richards Street 1614 Store Street VANCOUVER VICTORIA TWO WAY PROFIT Kverv merchant desires ami aims tt. make each r sale a satisfactory transaction, Loth io his cus- tomer and himself. From the ever-increasing output of KEYSTONE BRAND SCHOOL SUPPLIES we know that there is satisfaction to the user-.. Dealers also make a nice margin of profit, Is there any reason why YOU should not stock this good, made in It. C. line? Specify Keystone on your next order. Matle in Vancouver hv Smith, Davidson • Wright, Ud. Manufacturer, a Whotaale Paptr Dtabr* VANOOUVER VICTORIA NOJTtat-atba tha "Doea ll pay lo gel lightweight, split trti Juat any bait and bate lhal fall apart. cuet-omare for your YES! It fay* to tpeclfy "ATtAt MUTT" and |tt a tough, atrong. ahockproof bag one that nam falla to sotlafy- one that la certain to gal lha gooda Into yoor ruetomer'e home without tpllttlng or apllllng. ATLAS KRAFT alwaye full weight alwaya full count - alwaya uniform Mad* e* im% Port Kraft The Continental Paper Products LIMITED ReprcHcntntivcfi: Smith, Davidson & Wright, Ltd. Vancouoet, Victoria, Edmonton, Calgary Ocit.1 -rr. W-7 THE U I1RIT18H OOI.UMtl * M.IU-'llTA fUKON 23 2 QUALITY-THE KEYNOTE FOR CANNED GOODS. (Continued from page 16), Ctnncffl labels reatl "fancy" when llu- only real fancy pari ul the package i* the label itself, Too many artl* cIcji are listed in advertising and show windows by dis* trilmlori fli "fancy" when in reslil) the) arc scarcely standard. Thii not only is dishonest, but destroys confidence m our consumers and lessens sales. "Pncltntj to OrtWrH Salea. Il.iw else than In placing pack ing-lo*ordcr contract can -a distributor he aflflured of dependable quality? Tin-, form «»f contract binds the producer to the buyer with definite standard* in view from the unu- the seed is planted until the gOOdfl arc delivered Such contracts make for mutual confidence The producer knows his effort! for tpialit> are being marketable and the buyer in turn ifl assured o( qualit) stock *>u which to •.le j tend While some content! that so-called hand-to mouth buying i*. an economical!) sound practice affecting not atone canned fotwls hut evcrv line ol distribution and ts here to stay, is not there a grave danger in carrying tht- de*irc for quick turnover to such an extent that ihe benefits gained hv lower inventories are more than offset by the loss in business occasioned through iitabtlit) to till orders because of lack of stock? Has* n't als,, the shortage ol itock a tendeiic) to lessen sales effort in lhat particular slock?Thc distributer who can guarantee a dependable regularity *a qualit) tlelivef) i* Assured future success. BAKER ASSOCIATED ELECTS OFFICERS Baker rVasocialed Companies Ltd . thc recently or* ganiied compan) to act as salea representatives of thc ••■"duct* of Walter Baker iV t ompan) of Canada, l.td. and of l;raiiklm Baker, I imited, has announced fhe election of ihe following officers Franklin Baker, jr., president; Donald S McKcnna, vice-president; •Kalnn Starr Butler, vice-president; A H Torongo, secretary; L A Zahrn. treasurer These officers ''•nn the hoard of directors of the company. •Mr McKett/te will he the resident director in •hargc nf operation-* in Canada, DONALD S. McKENZIE The head offices of Baker Associated Companies Ltd., will be at Metropolitan Building, Adelaide and Victoria Streets, Toronto. Canada. The factories of Walter Baker & Company of Canada ltd, manufacturers of Baker's cocoa and chocolate, and of Franklin Baker. Limited, manufacturers of dessiccated and canned cocoanut, are located in Montreal WHAT TO SELL. FRANKLIN BAKER, Jr. Don't sell pianos—sell home life and music and pleasant evenings, Dent sell clothes--sell personal appearance aud attractivenss. Don't sell shoes-sell foot comfort and the pleasure of walking in the open air. Don't sell automobiles—sell travel and scenery and the great outdoors, Don't sell life insurance—sell the feeling of sennit) in the family circle. Don't sell fruit—sell health and pure blood niul a life without drugs. Don't sell candy — sell happiness and thc pleasure of taste. Don't sell furniture— sell a home that has both comfort and refinement, Don't sell books—sell the joys and profits of knowledge. Don't sell printing—sell the power of publicity. Don't sell advertising—sell a short cut to nunc sales and more profits. Don't sell theatre tickets—sell forgetfulness and amusement and romance and adventure. Don't sell toys—sell gifts to make the kiddies gay. Don't sell Things — sell Ideals, Feelings, Self-respect. Home Life and Happiness 24 T H K II E T A I L E R BRITISH COLUMBIA- Al.HKHTA -YUKON Oct..her. 192" BE CAREFUL TO ALWAYS SPECIFY THE B. C. BRANDS Paper Bags Light Manila AN 100' i B. C. PRODUCT. "PACIFIC—Ufht Kr»ti Quality. "WESTERN"—Manilla Quality "COAST"—H.avv Km ft Quality Light Kraft "HITONE"-\\Vlili.> Bulphltfl Quality, Ht«wy Kraft Manufactured in Hritish Columbia hy Esiirihram IP&petr FVwkcte C®0 LftdL VANCOUVER, B C Sole Agent* for British Columbia: fi Oroao **lr*v* wnttt fluiphitt The Norfolk Paper Co,, LftdL 136 WATER STREET Phone Seymour 7868 and 7868 VANCOUVER. B. C Has your PEACH BUSINESS met this growth? The automobile competed with nothing else. It created a new need an entirely new business. The radio offered a new source of sale to thousands of distributors. In the same way, DEL MONTE Sliced Peaches have developed an entirely new opportunity for poach business for every grocer. They are more than a fruit dessert by themselves! They are alfo suited for simple service in made-up desserts and salads—-a new use never really filled by Peach Halves. For years, DEL MONTE advertising has been building this •pedal market. Our sliced Peach volume, and the Sliced Peach business of most distributors, has grown at a tremendous rate— with no slowing up of othsr psaeh huoinsso. If you are not selling DEL MONTE Sliced Peaches just look at tbt record thb product haa made. It represents an extra source of volume quite apart from other canned fruit sales. CALIFORNIA PACKING CORPORATION San Francisco, California. DEL MONTE SLICED PEACHES n J less ******* Halve* IWflP" sued Pineapple Crushed Pineapple Apricots. Pears Plums, Berries Fruits for Salad Cherries, etc. IK - ,l,cr. 1927 TH E KKTAILKR imiTIHIl COLUMBIA ALBERTA—TUKON 25 OME NEW , TIPS uaaummwrnm for Hallowe'en Party Wiijdoiv Displays i*spo<*ot lo ike "lUteil-K." by trn.il A Dtnchi Thc foreground of thii Hallowe'en letting can be uaed for practically any kind of merchandise. The drawing gives an idea of parts and general effect. e W. arc all children wln-n il conic* lo fl party, ami Rouicbow then ifl soouthinw' cspt-claU) appealing about .-, Hallowe'en party Sotw i-clatters think thai it i***. i!ajM.«ksil»|i> tu im,l Miintlhlug n«« for tlnir Hallowe'en display*, mi tiny gi\\<- up ami iheit wonder why the Rton down thfl itreot Is nettln-g all the business. It to Inii- that mot! people know all tint-.' is !<» bu known idioul Hallowi 'in aeeeaRorh ■>. bill Ih-rh is such a thing • *- suggestion If you make your windows attractive •■noiifh, people will suddenly decide to «iv< n Hallowe'en party antl th>ck t»» your store i«** Iheir decora* tiona, A Woodsy Atmosphere. A Humorous Display. Mr AH-oi Hnilmk.-i*. Piaplaj ^^^ lirolhm, pargo, North Dakota^.^^JtJxl ,mm Hallowe'en dUpla, Mm J* * %lflncing ihe ceiling, wan n narrow Wear ot F . h rronnd In the moonlight On ihjtar^*■ \\\\m^ ,v,.,.,li,mlyfriviloUH,,,..m..s 1, > „* ^w, shapes and *\\*m and rep -... « figure win ligureadaiteing abool on the wai • . n.. T!l, * printed letter making t!l". "'^J.^,,,,,! Ai the figures wore orange on n oia" j j,,*,,* i,v extreme U-fi lide. of the window *»; )h ,.„,, two skeleton* IV eard rend: non n Urgc Una Get Ton." At each aidi ol Uu nm ^^ ithoat pointing a bony finger»' ;;■■"" >; ->llU don't ■• to «y. HAnd the GoWini will g« N ; . [, eenlcr, .aid, nut!" Bitting on th, floor »» 'J was a largo eat Prom hlfl mouth cairn w "\\'\\\\ Say Walker Hro* RBADQUARTBRS FOB HALLOWR1^ 00° ,. Placed here The floor was eovcrod with crepe pap • ^ f||YorBi and thero and leaning up apliw111 «' ; tr|nun|n^. eut covered with a blaek oval mat, I rimmed with sikn lace, were stacks of erepe border trimming, arranged in a crossed formation showing the conventional black and orange. Paper serpents, caps, bats, skeletons, and many other little party favors were placed lure and there on lhe floor. Arranged along the front wee, rows of masks, i uvaricty sufficient to suit any whim "The Party Book," "Indoor Games for Voting P.., pie," and other timely literature and a framed card "Hallowe'en Novelties from tin* Stationery Depart ment, Main Floor," were placed near the front of th. window. Hallowe'en Party Atmosphere. The Hallowe'en party atmosphere was presented on an elaborate scale by Abrams and Straus, Ine, Itr.n.k ly ii. X. V.. but the idea eould be adapted on a small, r scale. There was a long dining mom table, with aboul fifteen places around it. Genuine ohinaware, cut ■•Ins-. silverware, eutWy and linens, equipped the table S. I at each diner's place was a Hallowe'en party favor and t raeker. Here and there the tabic was flat with a brass electric light holder, the bulb of which war* conceal..I under a small papier maehe pumpkin, which cast an eerie glow* when lighted at night The brass work ">f the holder was covered with stalks of wheat. At th. middle nf the table was a real Hallowe'en party enk* in its rich orange frosting Several upholstered chairs were pulled up to the table, with a party cap on th. arm of the chair. At the right central corner was n cabinet phonograph, near which was a wax headh «s figure in a black gown A large papier maehe pump kin was placed where the head should hnve been. At thc left center, near thc tabic, was a wax boj ligure in a blaek and orange pioiTOt costume, with ;i pumpkin face topped with a party hat, At the left front comer was a large black wooden tub, filled with water ami several rosy apples floating in it. Severn! small banjos am) ukeleles rested on a smalt side scrvina table along with books of Hallowe'en games and sheet, of latest music. A number of apples were dangled on strings from the ceiling At lhe front center was rt framed sign, executed in blaek script on orange board "Miscellaneous Gladness that contributes to the Festive Hallowe'en Occasion," Orange shaded lights enhanced the spirit of the settinc The floor was covered with black plush, with an orangi decorated rug along part 0 fthe front space, A num ber of Hallowe'en party favors were distributed about the rug The rear and side walls represented a real living room, even complete with doors and fireplace Orange silk draperies, studded with blaek witch and • at cut outs, adorned the doorway. Power of Suggestion. Hallowe'en comes nt a most timely part of the year It is too late for straw rides and harvest picnics and too early for skating and sleighing parties. Poonlc nre just in the humor for a party of some kind, and it doesn't take mueh persuasion to get them enthusiastic aboul a Hallowe'en parly. However, you must not forge! to make your windows as attractive as possible, as it will depend on lite wierdness of your display whether or not your October receipts will be large or small. (All Bights Beservcd) October, "27 THE RETA ILER BRITISH COLUtfBl A ALBERTA- Yl'KON* 27 Dry Gooda Market Report Vancouver, Octobei 12, 1927 jlu. marUt in cUh and ready-to-wear ha* been CUJ], i(iored pool up to the preset time, andlitis c wrlfd that retarded heav> weight tatinea* t» defer ' . opening ol ipring lines in women * g \\* - rL agcnoc.arcnoidtMH-di^iH^iH-y. ,,.kU until thr preaenj KMon ii provide* k n : ie. that mueh remains to be done tn both plain a. lrerral..rvura,c.M. I.. b««g li1Rne-a pattern! otrt prematurel) so intent has tm .„rac) r\\i\\ become in recent season*. 1 inverter, are being taken »»*™£™£ irlcr, foi tbnr habit -1 trying to lurci u . .,.,,1 margins arc alui.M clmmut.d. ' , ^d to e*i»t in fleveral divisionj o »« '■" uli ,s found with man> who bcl.cvi escry wi>er Aahotellfl then how chwplj their competitors an ■>< Iling at. .it nnd innarcl more treely it ihli writing end • -">**<■•""*"'•"" ma) be looked i,,r Knit Good*. m, itmngei tune of the ;l^,lr'^^j^ja,',*' reflected in belter empiirv m the eoton ' .;i,iU. .,r markel. but as vet there has Ik«'-" fc mcrease in aalen Manufacturerihcl.ee ^ jer , mure Of stcad> pHcca would gn IW ™ ,, js ronfidenea to operate for the jyP"?".;lu, nw\\ that reported lhal prices are well estaW *» nlhe| a bile raw cotton may fluctuate one wa) ^ sufficien, it is nut conceivable that there however, change lo affect price- ne wno c. ■ : .hittinu «cma unwilling to go ahead in the market oi vaHi-St . , j,,,,, is stress The tendenc) toward imvem ms • KeNV ,dm .be knitwiaf lines for infants •' ;h;hiIiU,u.n/(* 4itches applied to sweater* im Hr. metallic many lines',, wry effective pitch *»**- iyls thread need to accent b f°n¥5"lKv„ from ita »*c use of a metallic thread ia quite different tt in the striped jerseys ••( last scaso * leggings. Brushed wool m****- »"%","•„„. shown in new cap and miltet.s for small *U«Wi ||lM| in combination! ol colors, pastel snau favor. Golf Sate Still in Demand. <|Uie! such as they went through last vear. The scar- cit) ol knitting yarns has presented a question to consumers, hut they feel there is really no reason for worr) a- yet as thc majority of yarn sellers are willing to accept orders covering for quite a length of tune into the future. Shakers and jumbos have been moving rapidly for several weeks with the reopening of thc school season and manufacturers of these garments are preparing for a very busy fall and winter. Crew neck sweaters both for girls and boys have been popular thus far ni the standard colors and rolled collars, although it is yet a bit early, have also sold fairly'well. Prices on these sweaters are somewhat higher than those of last year, whieh is in keeping with the higher price ol the raw material. Retailers have offered no objection to tin* higher prices and apparently they are not too much out of keeping with the price ideas of the customers t<> prevent tegular purchasing. Hosiery Levels Uncertain. Hosier) manufacturers have been somewhat tied up by tin* upset condition of the cotton yarn market, and a number of hosiery mills have found it necessary to cut down rather drastically on manufacture until that market becomes adjusted. Because hosiery factors feel that the present prices quoted on hosiery are as high as the average customer will pay thev feel that thev cannot afford to i . * • pay the higher prices for yams and the fact that the silk market is also showing some instability has re- flccted on the hosiery situation, RETARDED RETAIL BUYING ASSAILED Burden of Risk Increases Difficulties of Cloth and Garment Houses. 1'ow, sharp-shooting methods of retailer buying continue to throttle the volume oi seasonable business done by the wool goods industry, according to the statement of a prominent mill agent whose firm has been mote than ordinarily successful this season on both plain and fancy coatings, but who expresses keen resentment over cancellations and returns that have resulted from adverse weather conditions and holiday lull. "Garment manufacturers do not hesitate to throw pirn* goods back on the mills." said this well known :,,„! long experienced selling agent, whose Eastern "mill has had a wide distribution of woollen suitings and eatings thus far. "If they bave no excuse, they have no trouble fabricating it, We have had more excuses for failure to accept delivery than the number of orders wc bave booked. Heavy Mortality Looms. have Mamifac.i.rcrs ol 1^' "SSm mhX '»''"',''1"' moraUy"***l ■*&>■ inde"Zdd w"'ta '*•-»" ******* arm tad • tatter > ew >. ; , ,e ,„| the ' «>,, mfacture" j' '' - M , summer season ha* not *»***.< ',,,,,lircrs art ' ,,,.,,,,,,.,1. Iml thnt the Name rig i ^ d, product! it all. Women i drew <-•,"»„ „, ,,,,„ ,1 «t'*ha< in many morally *t» l'«*!'*!'S not be too severely III a tl ine rotlUCtfl at an. nwn«»' l nnd the*-** siiv *ll,u s.t preparing (o, a heavy deniiitn ^ ^ sl,ni- ic winter season compares tnv< ni ^ 0[ icr one thev bave no reason to "• 28 THE RETAILER imiTISII COI.IJMBIA—AI.BBRTA--TUK0N October, 1927 tarded buying of apparel is creating a wave oi desperation among ready-to-wear houses. "It is no secret that the garment trade has been operating spasmodically; business has been exerentely spotty, and few cutting-up establishments have had sufficient volume tm order books to show a reasonable profit thus far. The mortality is likely to be great at the end of this season. Shifting Burden of Risk. "Tbe retailer's argument is that be has reduced his business to such a point of efficiency that the style gamble has almost been eliminated, The average • • • * i economist may not blame bint ft»r adopting tins policy; it may be a good one when considered as a general proposition. Hut, what about the garment manufacturer and cloth producer? Are they to bear the burden of risk, or also adopt the piece-meal method of doing business? "If it is contended that the eloth and ready-to-wear manufacturer must also get down to a hand-to-mouth basis, then I see nothing but disaster ahead. Where is the seasonal merchandise to come from when the retailer calls for immediate shipments? If the garment houses and mill agency is unable to carry stocks without factory cut-throat pressure for sacrifice prices. the time is not far off when narrowed sources of supply create such heavy premiums for wanted merchandise that the consumer will be warranted in resenting the results. Await Stock Accumulation. "Retailers who have no regard for tbe rights of manufacturers by wailing for stock accumulation and price concessions are 'killing the goose that lays the golden egg.' Many may not realize at this time that limiting their sources of supply by forcing garment ami fabric producers out of business presages the return of a seller's market, which means that the retailer, or rather the consumer, must pay in the end, "Xo man ever made a success iu business without tacking and surmounting some forms of speculation. Business k a gamble, If tbe retailer has an idea tbat be can eliminate his risks by late and hand-to-mouth buying, he will learn of bis mistake sooner or later. The garment men require two or three weeks to turn out a sizable order .and thc mill even more time. "If the retailer will not place advance orders, but rely on stock goods prepared for his visit to market, and then some iu late in the season to get the merchandise at priees which do not allow a reasonable profit, he may as well prepare now 'to pay' in tbe future ft»r present indiscretions." HRr CANADIAN WOOLLEN CO.'S INCOME IS BEST IN FIVE YEARS, STATEMENT SHOWS Optraliof Prolil fltt,M2, Against $121437 Lui Yt.r-Hop. For IncroMod Tariff. Montreal, Sept. 21.—Thc financial statement )uit ifSUed hy the Canadian Woollens Ltd., for the fiscal vear ending June 30 last, shows an operative profit of 1162,342. atraiust $121337 the year before, snd $75,172 in 1924 25. the pail year showing the hes! earnings in five years. Current assets exceeded liabilities hy $794,053, and reserves totalled $1,044,853, an increase of $137,458, but inventories showed a rise from $550,614 to $648,642 despite allowances lor stock reduction. "In view of the distressiua conditions under which the woollen industry of Canada has had to lahor in recent years." said president A, (). Dawson in his statement to stockholders "lhe period now under review makes possihly as favorable a inowing as could reasonably be expected, in that the earn Continued <>n page i7). THE growth in the popularity of AtlanticUnderwear has at no time been spectacular. It has been a steady growth, resulting almost entirely from the genuine quality of Atlantic garments and the satisfaction they afford the wearer. Such a line is a highly satisfactory line to sell. Merchants will And its sales steady, and growing steadily year after year. Its prestige is an asset for any store. ATLANTIC UNDERWEAR LIMITED MONCTON, N.B. E. H. WALSH «f COMPANY MONTREAL and TORONTO Sam Aasuufor Quite. Outstismti western rtwutsaa ei Oct ,,l*r- 1927 THK RETAILER KMITIHM COLUMBIA— Al.ltKHTA-YUKON 29 Must Ask Higher Prices for Fine and Fancy Merchandise Rim in Eatra Staple Cotton it Only One Factor in Situation, r ~_, Soot Pric-ee Art Below the Basis on Which Mills Are Able to Accept New Business for Contract Current apos r Dtli¥fry_Co||Vtrttri Wint More Price Stability in Primary Channels. B) J I MANNING. HU, most importanl matter confronting produc- ers and distributors ol fine textiles is the neces* miv b»r sn earh sdvance in prices that will insure . .. / _ ....; T: atisfacton auppb ol merchandise (ur spring and dimmer Thr initial busines, laid down witb mills on L* cloths, or being booked as advance orders b) cWvertcr* and others handling finished lines, ha ,„-,,- on ihe books at ver) meagre profit margins, H "**t (ar si can U seen at ihi- time there is every uirraul io expect continued large consumption ol Hie, in textiles of width cotton will form slsrp mpontnintrl The style trend*in dres anm irX pointtoward a larger^use of the pet fab « hMhaVe found great favorJ^^^^LSffi md (aatneas of color, coupled with a pnee appeal that cannot be equalled b* silks oi worsteds Fine Gooda under-priced. |a the cloth price advances ol rccenr«**• §* good, bave lagged until al lhe present mc lu -. parity in vsJucind coat has ^^^rffmi manufacturer has reached the ^"J*^.^^ elect prompt!) whether he shall pa) he ver high cm .npVim Voted, or whether he ;iM^» y^ ].m,h!, antl MUtle, to be idle nnt.tlu-mark tain a price thai Insure* reasonable bane ni prom •• mill, i ,..,,,» rltiths Comptwd wit* price, quoted "'\\,2'2,22L ***** M,r ,.,..«..*■ im.« •«* *»„„;■\\,„, ■ungeM, combed wwmcwMm. vo»". » . reuoimbe pricr. ..r »nv price I mill >:'" •" ,, .ideroiithimeriuoU-lelwP"^- \""" S*,, -mm combined to bring »bou) ihe .u :'-,:"„,,,, i.,,i u -nod, »r€ won to be needed, i n• i F^'»''T,0r.Mnf>'l,S I Sen. choice between advances ••> forcing mm must be msde. — , m How Low Prices Are. It le probably not generally ^^ft^ nl finished fine g Is hov, low price arci m ^ ^ markets and how much oul ol range i 1rw|w pared with other cotton good, un £» ^ ^ requiring 60s or 70* w*rp yams ami t)u, ing, selling price (or firsl quality goo* «JJ ,c ,„■ >amc as Ihev were nine months ago, cotton required for them is SO per cent, tug matter of from 10c to 12c a pound. luH.s „,* The lame thing is true of u« « ' ;lll(, ,n:in> combed varn pongee-*, combed bro.menu ^ ui the best known foundation ,a,>nt:.;; >,|u- trade, most popular printed fabrics now k . (1(s. I„ the past two or three weeks mil I hjj«» (ut f0T posing ol their stock goods am art . )(ss priees for et.niraci deliveries that \\ 1 oral least give an even chance lor prom. Buyers Admit the Warning. ihe fact that spot goods have been obtainable m small lots substantially below the priees mills would quote or consider for contract deliveries has been referred to among buyers as a warning that a change its imminent. T<> manufacturers the situation ia looked upon as one that is critical for them both as an incentive fur action upon extra staple cotton and a warning that they must not go on piling up stocks when spot prices are so very much under costs. Some of the converters who have established branded lines of finished goods in retail channels have arrived at the pnint where thev must cover more of the requirements of gray cloths and they want some assurance ni price stability before proceeding, The inadequacy of prices as an incentive to future production is manifest to buyers as it is to manufacturers, but the former will not take the initiative in bidding a market up. It remains for manufacturers to assist agents in getting prices to a point where future product will not be curtailed and prices made feverish in the finished goods selling season. There are no stocks of spot goods to warrant the constant offering of odd lots or the peddling of meaningless Imls li\\ irresponsible brokers. Converters who need stability assurance before operating have a right to ask that mills shall abandon sales tactics tbat weaken prices breaking down confidence, Sellers Should Ask a Profit. Where business is being sought on goods to be made a seller is in duty bound to ask a profit based upon average costs in a time of average business conditions, Buyers of goods can hardly be expected to tell manufacturers they should ask higher prices, nevertheless, there are many among them who think that mill men who habitually undersell are a menace to the business of converting, to say nothing of manufacturing, In seasons when printed fabrics predominate, the perils of fluctuating policies in selling add greatly to the hazards of merchandising over a seasonal period. How to Get Pricea Up. Kvery suggestion on the part Of manufacturers that prices should be advanced is met at all times with the question, "Well ,how are you going to do it?" A reply, equally as unsatisfactory, is often heard to the effect that prices cannot be advanced until buyers will pay. That sort of talk is as old and commonplace as merchandising itself and gets nowhere. No sane buyer, not engaged In speculation, goes about shouting that he wants to pay higher prices than anyone is asking. The one sure fact of merchandising experience is that the first step toward getting higher prices is to •isk them. If the higher prices are unwarranted they will not be paid, In the present instance it is urged on all sides bv manufacturers and admitted by conser- 90 THE RETAILER nillTiail COLUMHIA--AI.HKKTA~YirKON October, 192? vative buyers that higher prices are coming and will have to be paid to insure continued production at a profit. If sales are going to be made continually at losses, the sufferers will be those who pay as well as those who sell .a fact many people do not seem to consider vital to the stability of business in fine goods production. Moderate Advance, Unimportant Because of thc higher ranges of retail selling prices into which fine and fancy textiles enter, the matter of moderate advances on gray cloths is a much less important factor in distribution than is true of thc coarser goods. For example, a Ic a yard advance on a gray combed yarn fabric that sells at retail in tbe finished state at 49c a yard, and a fourth of that price in tbe primary markets, is not of the same trade importance as a similar advance on a sheeting that sells at 19c tm the counters, and 11 ^c at the mill. Yet a fine goods plant that asks the smaller relative advance of Ic a yard for plain combed fabrics Unlay marks thc difference between an operating mill profit and a distinct loss. Tbe question of this advance is one that should concern mills and converters much less than it does, for if one thing more than another is now well established in thc minds of these primary factors it is the one that the retailer requires no guardianship in the matter of asking a profit, and getting it, for what he sells. Wisdom of Acting Now. Manufacturers and converters of long experience who foresee the certainty of price advances, whatavcr the future course of production may prove to be, arc convinced that early action on pricing gray merchandising profitably now will make toward a greater stability in prices in thc early part of thc year when the rush is on with the finished goods men, in selling and delivering new spring lines. This is the rational explanation for the firmness noted recently on thc part of some leading fine and fancy got ids manufacturers in declining contract business not based more closely toward an approximate value of extra staple cotton than current spot prices are on many of thc plain fine staples. One of the most mischievous things in the cotton industry, whether the gray goods mill, thc finisher's problem, or the profit of converting, may be under consideration is the lack of courage on the part of producers in asking a profit for their work. As stated above, the retailer needs no instruction on that point, and it is well known and frankly conceded tbat consumers pay freely when fine and fancy cottons of good quality arc offered to them in fast colors. ■a———ws— aCDCOOOOOOCXWDC" jjEANETTE <* In PARIS i BBjflJflf Paris. September 15th, 192/ The models are on their an nual parade, and rush as I ma#\\ from one well known maisoti to another it's impossible t, take in all the openings. 1 • this is the important season thc important week, in fact when the question of uint-t stvles i* settled ami even t* 1 modiste is rushing to shorn hei "collection*' to the buyers who have come to Pari* for tin momentous event. Already one outstanding feature has brought itself to my attention-*-the desgncrs have taken tbe life ul the biisv ('anadian unman into consideration in m.tk ■ ing their models this season. The Canadian womai does not like fussy designs; Iter frocks not only nuts? be -.mart but they must have dignity and be suitable to the occasions when they are worn, ami it is frocks of this character that Paris is turning out on everv band. You will be interested in the new colors. At tin* show ing td Paul Caret browns and tans are prominent be uses engaging fl>mg draperies and panels on many of bis models, while in other cases insert strips of materials in contrasting or identical times \\:* part u, women from the much loved little hat of felt; even Miih designer* as Kebmix must be content ntereh lo dash tbe brim in many eccentric lines Tin- hat nun be traded «m one side or cut sharp!) up over one eye, as wa* the hat of brilliant blue worn l>\\ a chic woman lunching ai mj favorite little restaurant today, i oluf combinations are much favored and ever) hue of lhe rainbow is tO he seen in bats and Costumes The Coat Drtas ol Cloth. As Pari* recommends the frock of cloth t**r fall, tin* charming drc** with tbe smart side plaits will be. effective in one of the new twills in the bright blue dude so much seen here A VCStCC "t white crept* will relieve the tone if it i* too trying worn close to thc fai t* Ibe very smart side drape distinguishes tin* frock with surplice closing, a model as love!) as any from ■ Paris modiste. More on the popular sjMirts lutes is the ir>»ck show ■ ing the new lucked skirt. If desired the lurks nia\\ be omitted ami baud* of contracting color used in then Hacc. The same color will be smart used in thc belt and blouse trimmings. A model that closely follows thc lines **i thc frock «»rn hy a very chic Parisiennc has the new tie clos* g at the neck. If ibis dress is developed in merida, ' brown which almost approaches coffee culm, using ' 'sh-tintcd georgette for the vest and tie. it will be close imitation ttf ber costume with which she wore close-fitting hat of the exact shade of her frock md suede shoes of ihe same color. iv M i&aSS" MILLINERY GUILD FORMED IN TORONTO WITH OBJECT OF PREVENTING ALLEGED PRICE CUTTING AND CONSIGNMENT SALES. Torouio.~~The Millimrv Guild, according to the manufacturer* and wholesalers instrumental in bringing about it* inception, has been formed to sl-nullisac •He millinery trade. A large percentage ol roronto ■ml Montreal wholesale houses have alread) jwonu- •nembera, If il is successful, those behind il llnuK it will lie a strong factor in the milliner) business world. KTAILER 3i A-Al.BF.nTA-YUKON Aa a . be-ginning it aims to deal with some of the alleged evils caused by consignment selling and price cutting. ° ■ "Millinery changes with the stvlcs and seasons more than almost any other line "of merchandise," -stated the head of one lirm interested. "When a style is popular the staff works overtime to fill orders, and even then cannot always get them out on time. Ihis ma) last for a few weeks, then presto! the style changes, and the hat maker finds the big orders of, say, felt hats Ir- had in ready for shipment, piling up ui his stuck rooms, while he is short of velvets, H that is lhe new style. He must bend every energy to sc- curt* velvets- |>ut the style may change again. "With these problems the stock piles up, and a few years ago some distracted sales manager evolved the idea of sending his hats out on the consignment plan. He ships Jones & Co. fifty hats, and if they can sell forty of them, all right; they pay for forty and return the other ten. Jones& Co, takes no chance of putting m uncertain stock which may be left on their hands, and the wholesaler sells forty hats that might have been lying on his shelves. Better keep them before thc public than on the shelf, is tbe idea. "But Jones \\ Co, tells bas neighbors about the nice little turnover in millinery he is having without the risk of bad stock being left on his hands, so all his brothers to a large extent take up the practice. It is an excellent plan for the retailer. The hats returned, being shop worn, cannot be sent out again, so they are sold by the wholesaler in job lots. Alert retailers bu) them up for very little .and re-sell them at what the public think are tremendous bargains. Then the effects begin to be felt as the consignment practice spreads. Millinery houses do not know how much of their outstanding stock will be returned to them, or how much money they can expect for the sale of hats on consignment. The foundation is shaky, and certainly tbat does not guarantee the dependability of the rest of the structure." This is one of tbe things that the Millinery Guild hope tti contend with, and with that end in view they have pledged all members not to send out any hats on the consignment plan, nor to ship the goods until a bona Title or written order has been received. Goods shipped must not be kept longer than twenty-four hours for examination by the retailer before returning same if he does not. wish tt) keep them. To Try to Stop Alleged Price Cutting. Another problem is the advertising of bargain hats. Thev believe this has been done so extensivly that the public have been educated to expect to buy a hat for two or three dollars, instead of at least live or six dollars. With that end in view they arc asking the milliners who go into thc Guild not to advertise any hats in their windows at less than three dollars and ninety-five cents. Reports stated that if a retailer showed hats at less than $3.95, they would be unable to purchase anv further goods from the wholesale members. I.. M.'Singer, the organizer, says, however, that this is not true, that there are no such stipulations. # Some of the Toronto retailers not in the Guild resent being asked to show nothing under $3.95, and take the stand that it is "obstructing" business. That was the phrase used by one Toronto man. "I buy for cash," he said, "and I sell for cash, and il I can turn over a hundred hats a day at two dollars per hat and make fifty cents each on tbctn, I will do lo Quick turnover and cash sales arc what I aim at, 32 THE RETAILER IIKITI8II COLUMIUA-AI.BKUTA-YUKON October, 1927 and 1 will advertise hats as cheaply as I please in my window." In New York there is a financial organisation of wholesale milliners to give members information as to credit and financial standing of men with whom they are doing business. That is as far as it goes, Some members of the Canadian Guild think it may develop along those lines iu time, if it can cope with what thev consider are the main evils. Whether or not it will be able to do so remains to be seen. Soma Acting Independently. A number of wholesalers who bave not joined say they prefer to act independently. Those who onh handle expensive imported bats claim they are nol effected by either the Guild or iis conditions, Others prefer to remain oul ftir reasons best known to them selves. Many ol the representative bouse have join ed, and meantime both sides arc awaiting results, Will the chain becomes more firm!) welded as the seasons pass ,or will certain links develop weak spots m ilm pulling strength? Certainly it has created much in tcrcst iu Toronto and Montreal where competition is keen, but how far it will affect the rest of Canada will be interesting to discover, jjBttBKX WmtmeLmmmimm^ R.M.A. NEWS-BULLETIN PROVINCIAL, BRANCH AND TRADE SECTION ACTIVITIES ■m\\^SmUmmm*WLWmm^ XXDCXXX3QQO Merilees, that all present interested iu to opciati\\< buying, selling ami advertising hand it their names lithe Secretary, ami that be arrange a general meetiu. With the two buying groups which are now function ing. ami that a special meeting be called to lurlhi discuss this matter. It was suggested that if the present buying group know of other merchants who they could suggest n desirable members of the enlarged group an Invitatioi be sent Iti them to attend this meeting. Willi difficulty lhe chairman secured a motion ' adjourn at the hour set. viz., 10 p.m,. so interesl- were the members that after the adjournment the; iVt- 1927 THK Rl URITIBH COLUMBIA T A I L E R AI.KKIITA YI'KON 33 li„jr, ,,| m groups to a late hour, expressing their keen appreciation and commenting on the splendid turn mil and fine spirit evident throughout tin* dis* CUSkittllS, THANKSGIVING WHIST DRIVE AND DANCE. lhe Greater Vancouver Grocers' Section, H M \\. will hold a Thanks-giving Whist Drive mhI Dance at tbe Winter Gardens, Knglish Wns t,\\\\ November 7th. A live pint- orchestra has u-cn engaged*, and admission (including refreshments) will be "5 cents AUTOMOTIVE SECTION R.M.A. ANNUAL DINNER. HOLDS lhe annual dinner of the Vutomotive Section <«t tht* KVtail Merchants' Association *>i t anada was held October 5th in Stanle) Park Pavilion AH the whole* sale houses vsiib whom the differenl dealers *\\** busi- ness were represented and contributed in no small degree lo the succes sol tin* evening Mi Robert Chamberlain, ol tin- Chamberlain Tire ind Batter) Service, ver) ahl) idled tin* than t<-r the evening, and called upon Provincial President, J M Watson, of the Owl Drug Co ltd. u* address thc gathering Mr. Watson expressed his delight at the itrcngth t»f the section, and stated il was his hope lhal all the different Sections of the Association would in the near future be brought up lo a like Strength Real genuine re-organisation was taking place in the As* -"». i.ttion's affairs and that while he had found it rather slow progress he fell that smh a remarkable gathering as ibis wa* evidence of what might be accomplished m all the other sections of the Retail Merchants' Association lhe very heart> applause accorded President Wat* ""i< was indicative of tbe high esteem in which he is held and conveyed the sincere appreciation of his ef- forti m behalf of the Retail Merchants' \\asociation, Mr Krank Willis, chairman ol thc Gasoline Sec- tion, extended I real heart) welcome t" thc represent' aiivei ol the different wholesale houses ami visiting members Mr |\\ Anders..! the Vancouver Oil Company, excelled himself, His entertainment ill song aud recita -ion was a programme in itself Mrs I* \\ \\nders ccompanieti bun on tbe piano The President pre- ■utetl Mr, and Mrs \\ndets with a flight token oi i>preciatlon, The speaker of the evening was Mt I W White, 1 McKenaie, White \\ Dunsmuir, Mr. White's Address. Mr While, la lm address, touched upon the -statistical re " similar to Babson'*, published by I- B liallaher, ownei •■ thr Hover Manufacturing Co., Korwalk, Una., manuiac 'uretn of valve grinding compound snd abrasives, issued ui ""lulilv antl imm away without cosl to sny concern who cm des tltrsr commodities in ilock or uses them In their mtsincss Mr Gallaher conceived this Ides, having found thai mere wi 1 very evident lack of husmess experience, especial* anmng ne '"•dit*r garage men snd sutomotlvc merchants H*- pum-icai on '•as st present 100,000 tree subscribers, snd tliere are «*■*-, "I'tes sent om every month st a \\msit\\St cosl ol &***> ,l "loath, Tllll service is e\\ccplionall> valuable, Wl "w" •tated, Automotive Equipment Association. lln; ii an organization of Canadian and American manu- ,' , ,r ,,;!' i?1?-,?1 ai,,0,»otiv(; «or plans for any dealer who asks tor the service, at no cost. The Assoeiation pays this architect $.***! for ever) plan that he draws up. I hey also have <>n their staff a number of speakers who are special!) nun in their given line, such as a parts specialist, an tquipment specialist, an accessory specialist, etc., who arc avail- aid, al any time to any dealers' organization who wants them. All thai dealers are required to do is tt) get their members to* lether and lure a hall; tin* Automotive Equipment Association supplies llu- speaker and pays his expenses, including salary, etc. The) will also supply free to the dealer book-keeping systems, est systems and selling schemes of all kinds, which schemes have been successfully operated by dealers in various parts of the counirj This department also keeps in touch with allied trade associations, such as the Society of Automotive Engineers, lhe National Automotive Dealers' Association, ihe Automobile Association of America, and with trade organizations, trade papers, and motor car manufacturers. In other words, the whole idea of this move on the part of the Automotive Equipment Association is to develop a spirit of co-operation between the motor car manufacturer, the accessory manufacturer, the jobber and the dealer ,antl to promote the well-being of the automotive industry as a whole. "The Association had Mr. Geo. Hrosch, one of iheir field nun. in Vancouver two or three weeks ago, and at that time he -poke to a meeting composed of about 225 dealers located in and around Vancouver, He also addressed a meeting of dealers m Victoria. Ihis is onh the beginning of a hig movement which is going lo do a wonderful work for everyone connected with thc industry \\s far as tin- retail dealer is concerned, this money is being spent for his benefit, and all this information is sup- !lt.,, ,„ him ai no cost whatever. All the dealer need do is ,sk tor anv service through any jobbing member of thc Association, and ii will be supplied to liim at once, and gladly. Chairman Chamberlain, on behalf of all present, thanked Mr White for his very excellent address, which carried much information oi value to the different members of the section, A NEW MAN ON THE PAYROLL. "Are you in tin* isme prcHllcameat as the grocer who waa tailing me that wane ae did a n;™^*9); nosa he round thst st the end ol the »ar he dldnt have' m mure money In the bank than he had the your bercre! •I suggested to him Unit be put on his payroll « make bellev,.' character, and oall him 'A. Profit.' Pny htm a weekly wage, and stick tt 111 the savings hunk account. "Al the end o two years this g.*ocer told me lit unveil tM00 which was drawing Havings hank Inter* ,, t Who said there wasn't money In the grocery »>usintss'...~..«H. try It." _JlM KNOV. 34 THE RETAILER unman OOLUMBIA-AuBBRTA—YUKON October, 192/ PAINT, and the world paints with you PAlNTINGandsmiling are closely allied. Both radiate cheerfulness, happiness, health, good will and prosperity. The painted store front attracts trade every* where. Not only does it increase sales in paint and varnish, it brings in customers for every other fine as well. Furthermore, while stimulating trade through its beautifying quality, paint at the same time maintains the selling value of the store itself at par. Subscribed by Paint. V-wolslfc ■ail AUUd Interests ictober, 1^27 THE RKTAIIiEB BR1THH COMJKBIA AI.Hkhta -Yukon HARDWARE, OIL and PAINTS HARDWARE MARKET REPORT. Vancouver, October 14th. Y*27. With ihr coming of cooler weather tin* turn to* ward (all merchandise ii wore marked and dealers arc beginning to fill in the lines of merchandise in demand, The hunting season has opened with usual rush fur shells ami hunting equipment and supplies, Prices firm in nearly all lines ami collections fair. Copper Rhrete -and Bur*.—Prices an- unchanged and there is an aetive demand, Eaves Trough and Conductor Pipe.—Fall sales are always active tm these lines N',» recent price changes, Nails*—-There has been n<» change in this commodity, •.'♦hieh it in fair demand, Game Trope*-—This is a lim* which has been moving iairl) well, ami dealers are finding it profitable i<» handle. Store Pipe and Efcows, Coal Hods. Pall sales are rushing with some shortage *>i stock on the better grades, I'rices remain unchanged. Prepared Roofing*—-1 here is an especial)) good demand, and prices are ver) strong, Lamps. Orders have picked up considerably in the past two week*. Oil Heatera^—Dealers have fairly good stocks on hand for the fall season, and a normal trade is expected. Saab Cord.— The active demand continues and prices are very firm. Steel Sheets*— I'rices are firm nn quality lines with the demand good. Ko recent price changes, Wire Prodocta^-Onler-* keep up active volume, and priees are without change. Sledges and Wedges.—Them* lines are in active fall demand, Prices have nol changed, Hbf«b—Price* are strong but unchanged with the demand active. Handles (Tool).—There is a good demand. Prices are very firm. Glaaa and Putty*—A quite brisk demand has developed, Price* are unchanged. Pjrre* Ware*—There is a continued seasonal increase in sales. Automobile Acceaaoriea. Sales have heen maintained at fairly good rate. Tires and tubes have neen in brisk demand. Priees Oil all items are steady ami unchanged. Solder and Babbitt.—Prices are unchanged and sales Preaervbg and Beverage Suppliea.-Very steady demand still in reported in these lines by local JoDners, ADDITIONAL PUNCH FOR PRE-CHRISTMAS PAINT WINDOW DISPLAYS. Put Forth the Added Effort Now Before Christmas Merchandising Problems Demand All Your Attention. Possibly along about the middle of November most hardware dealers will feel inclined to give up their windows, no matter how many there may be, to the display of Christmas merchandise, and from that time until the end of the year there will be little opportunity of arranging special paint or varnish displays. In the meantime, however, there are about three weeks' time in which a great deal can be done through the proper use of window displays to stimulate interest in >*>ur fall and winter paint business. The indoor months follow very closely the last window display that you will want to arrange on these lines this year .and the very most should be made of the idea of suggesting work and the materials with which it can be done, in all window displays up until the time suggested, or as near to that time as merchants feel it is safe to use the windows for that purpose. Put Forth the Added Effort Now. Suppose that the window displays during the next three weeks can be given up. at least a part of them to paints ami varnishes and other interior re-finishing preparations. The most important question then is just which lines should be featured. In the first place most homes throughout the Dominion expect company for the Christ mas and New Year's holidays and there are rooms that require wall paints, wood work paint and floor varnishes. These very rooms seem much more drab and dreary during the short days of the late fall and winter months, than in the spring, and suggestions in the window display as to the brightening up of same, together with good displays of the material required for the purpose, should bear fruit. Suggest Refinishing of Furniture. In these rooms that must be made ready for the holiday guests will be found pieces of furniture that not only need refinishing, but which it has been the intention ttf the home owner to paint or varnish or lacquer', since the last yuletide season. Here is an opportunity to feature varnish stains, enamels and lacquers suitable for that sort of work. The next few weeks actually provide a time when more can be done in stimulating the sale of the lines mentioned for refinishing furniture, than most dealers imagine. Perhaps it would be an easy matter to have a few pieces of old furniture in the paint department of your store on which you could demonstrate to customers how easy it is to apply thc present day preparations. Floor varnishes find a ready sale too at this particular season of the year, while radiator paint and bathroom enamels should also be popular sellers. 36 THK RETA 1LEB IIUITISH CX)LUMBtA~ALBBRTA~*rtJKON October, 1927 TRADE NOTES IN BRITISH COLUMBIA The general store of T. H. Anderson, Gibson's Landing, is reportetl in possession t»f the C.C.M T..V, under power of at* torney, The stock o( the confectionery business of C. S, McNsbb (assigned), Kamloops, lias been sold to G. D. Brown. H. I). Kac, boot ami shoe dealer, New Westminster, is reported ttt be in financial difficulties, J. A. Jones, retail meat dealer .has commenced business in North Vancouver. K. H. Wilcox, grocery and meats, bas opened i branch store at 1213 Robson Street. Fraser & Payne bave commenced a general store and geUtS.' furnishings business at Prince Rupert. The stock of C. Willarson & Co. (nun's furnishings!, Princeton, has heen sold to Arnold & Uuigley, Vancouver. Canadian Scottish Paper Company, Ltd, Vancouver, are reported in voluntary liquidation. R. B. Ferguson & Co., manufacturers' agents, Vancouver, are re|t-orted discontinued. C.C.M.T.A. have heen appointed custodian for the Hasting! Shoe Company, Vancouver. Under the power ttf chattel mortgage, the C'.CMT.A. arc reported in possession of the drygoods busines sui R A Parker, Vancouver. Richard Router, ladies wear and laities tailor. Vancouver, is reported to he opening a branch in Edmonton, Chas. Stewart, Galliano Island, bas sold lo R M Hcyret. It is reportetl that Andrew C. Hill has told bis bakery business at Qualicum Heath to J. Miller. Margaret Davis bas commenced a beauty parlor in Van eouver. The Lawrence Meat Market commenced business j, Vancouver, October I. The following retail establishments tuffercd fire damage recently in Vancouver:*-* Richardson & Walsh Ltd. men's furnishings); Romer, Richard (women's wear); H. W. Read k Co. (jewellers); Vogue Millinery; Welch's Candy Co. Ltd. Tbe Hollywood Cafe at Victoria bas discontinued business. The Gilbert Company. Chilliwaek (no! incorporated! ba* sold groccrtcria department to J. <), Voting (drygooda ami groceries). Brookes Meal Market, 200f>—49tll Ave. \\\\\\, Vancouver has sold out to P. Hums & Co. Ltd. Canadian Bakeries Ltd., bave acquired the busines** of tbe Ford Baking Company Ltd., al Swifr Current Sask. Pacific Box Co. (1927) Ltd., Vancouver, is Understood to be suspending operations. Roselawn Floral Co. Ltd. Bailiff's sale advertised. C. Harvey of Victoria (confectionery, cVe.) bas stilt) out J. M. Young (late Regiua. Sask.) is contemplating opening a Pumice Soap Factory al Victoria. J. li. Gillis, successor of Lambert & (iillis. jobbers, Print**- George, has become associated with Wllmon Ltd., wholesalers of that city. BISCUIT COMPANY WILL ENLARGE EDMONTON PLANT. The Canada Biscuit Co. Ltd., will enlarge their Edmonton plant early in lhe new year, according to a recent announcement made by George Bonnycastle. tbe company's Kdmonton manager. They will build additional warehouse space and In- stal another oven, with (be result that the presenl staff of some 215 employees will be increased by at least one-third. . Tl?c eompany are also arranging to manufacture all soda biscuits for their western trade iu Edmonton. Improvements and alterations have heen made at a cost of aboul flu.iNN) to their mill and elevator on the south side of (be city. REORGANIZATION OF REVILLON WHOLESALE LTD EDMONTON Alter eighteen years as president of Revillon Wholessli Limited) Edmonton, J F. Brown has resigned ami is gou^ hi California, where he has a number of business Interests, Mi Brown has lu-en active in the Alberta Branch t.f ih,- ( M \\ for man) -.ears. .1 M. Revillon succeed* Ins a> |irr*id<-nt and chairman of llu hoard. With effect from November I, the other officers will be: \\V R Bottom, vice'president and secretary treasure! Frank Pepper, manager; Victor Vevillon, C L. Freeman, Kt ami s ll Coward, directors A new company, RevOfl Drugs, limited, will take ov,-r ilii drug business ol Revilhon Wholesale limited Joseph Peacock will he manager The hardware, grocery ami church goods rl* partmenti of the Edmonton i-ranch of Revillon Wholesale Lim itcd. have been disposed ol and from now on thc firm will l„ a dry goo,|s house onlv. KNITTING MILL BEING BUILT IN VANCOUVER A contract for a large new knitting mill, which wtthoui equipment will cost aboul Jfo.usi, ha* heen awarded b> you can profit by supplying your share ol tin* demand. Recommend 1-leischmaniM Yeast to your custom* rra; it overcome* constipation, relieve* indigestion, rlrars the skin and tones up thc whole system, ;\\m you will find that healthy customers require more oi all ihe groceries you have lor sale. The Fleiichmann Company ftf SERVICE ino, n " fChi"a' jpwhMad or ordered before thc im- v - ,- »*Wardtag duty, have now been substantial- war. , I, V.i?iP5omlM uf an toereaied call for English wan i in tin- near future, BOOTS AND SHOES. Riting Price, for Luther. The all-absorbing topic in boot manufacturing circles is the upward trend of leather prices. There is undoubtedly a shortage ol hides due to a variety of causes, and boots and shoes will certainly be dearer. The National Pedratlon of Boot and onoe Manufacturers bave already given notice of an increase, t is calculated that present prices of leather footwear should l>c advanced from Is. to Is. 6d. a pair for medium and best- grade boots, but whether manufacturers will get this advance is another matter. Competition is exceedingly keen. Even with thc threat of higher prices there does not seem to be any tendency oil the part of cither the wholesale or retail distributive trade to expedite orders. There has certainly been a progressive improvement in business since August, but buyer* are not very disposed to look far ahead, and orders generally arc for present requirements, Still there is a fair flow of business, and manufacturers arc not disposed to complain, for if prospects are uncertain, business is decidedly better than it was this time last vear. KEEP YOUR PHONE WORKING. While I greal number of grocers have made use of the slogan "Telephone for Fowl," there arc still some today who are overlooking a real bet in not "telephoning for orders," according to Larry Holman, service salesman for Sunland Sales Cooperative Association, selling agents for Sun-Maid Raisins and Prunes and Blue Ribbon peaches and figs. "As an ornament, thc telephone is not so much, there are a great many 'artier' decorations, and when it does not ring often enough there are many idle moments when il could be put to good use keeping up contact with 'occasional' customers and regulars. "It is not nearly so difticult lo work up a tair sized order as it might appear to be. Suggestions over the telephone is making a lot of business for a lot of business men today. A great deal of the classified advertising in the big city newspaper* is secured over the 'phone. There are 'slickers' who are making fortunes selling securities over the 'phone. And grocers arc coining more and more to get their money's worth from the 'phone company by going after the business over the 'phone ratlur than waiting for it lo ring the husiness in. "It is getting along toward fruit cake time and it is always salad time A suggestion for o raisin salad made with Nectars will suggest many another item to the busy housewife and lhe net result will be new friends, old friends matle good .and increased orders for the day," Telcplioing is more than word*of*niouth advertising and there arc a million reasons for calling up a customer or a prospective customer, aud not one for letting the 'phone remain idle. CANADIAN WOOLLEN CO.'S INCOME IS BEST IN FIVE YEARS, STATEMENT SHOWS. Continued from page 28). ing* have been sufficient to allow thc appropriation of a laraer amount for depreciation of plant and equipment, than was i'.'*s.l»le in anv year since 1921, The operating profits. are. however, still some $30,000 short of the amount necessary to provide ior a full depreciation. . "Your directors are hopeful as a result of thc facts recently PUt before the Government Tariff Commission, in re- srard to tho position of the mills making woollen piece goods in Canada, that at the next session of parliament such legislation will be enacted as will permit your mills earning sufficient to at least pay the shareholders a reasonable rate of interest on the money they have in vested in this enterprise. •New machinery to the value of $97,000 was installed during the vear. as vour directors feel that only by keeping the plant and equipment up to a high stale of efficiency can any hone of final success be attained. "During the vear two small yarn spinning plants came on the market, namely, Milton Spinning Mills, Ltd., Milton, Ont., ,d Otonabee Mills Ltd,, Peterborough, Ont, Ihese plants were close competitors of your nulls, and as they were ob- t-unable at terms which were considered favorable, they were purchased by vour company. These mills for lhe present vill be operated as separate units hut later it may he deemed advisable to incorporate them with Canadian Woollens Ud. 38 THE RETAILER MUTISM OOM-MBIA-ALBBItTA-TUKON October, 192/ MERCHANTS RECOMMEND WESTERN CUSS For Quality Right Through. P0LI8HED PLATE OLASS MIRRORS ll WINDOW OLASS "Knowledge of the SERVICE we ar* prepared to give it apreading. Lot ue eerve you." Western Glass Co. Ltd. ISS Cordova St. W. Vancouver. Soy. aaa?. Scales, Slicers, Cutttrs and Cabinets—New, Rebuilt and Second Hand. Cash or Terms. The Scale Shop Ltd. Sey. 2SS1 SSS Cordova St. W., facing Homer. BULLETINS PRICE LISTS SPECIAL SALE ANNOUNCEMENTS Mult'graphed, Mimeographed Addressed. Mailed. Mail Campaigns Handled Efficiently Wrijley Directories, Ud. IN W. Hastings. Phone Sey. ION I Phone: High. IDOL CONE COMPANY Manufacturers of ICE CREAM CONES Purest Made Cost Lass 335 PRINCESS AVE. Vancouver. D**ii*t\\*i* T. D. STARK F. W. STERLING Telephone Say. S397 STARK a STERLING MANUFACTURERS' AGENTS 1160 Hamilton Street VANCOUVER. B. C. "A CANDY THAT AIDS DIGESTION" (Made In France) "A FreaUMa Line to Handle." BunplM snd Prieei f urnltdted ill Jobber. Telephone Seymour Tin D-minlon Salts Company 411 RICHARDS at.. VANCOUVIft (Baaed Wo-tc. "Ad" eards supplied) SERVICE TO OUT OF TOWN SUBSCRIBERS. "The Retailer- will he pleated lo furnish aubacrihera the name, and addreeeea of repreeeatative* or agente of Eastern manufacturer* in Vancouver. We will aleo adviae where their commoditiea can he pur. c he ted. Vancouver Store* phone Sey. 3f4l. GROCERIES—Cont nutd. Manufacturers9 Agents (Vancouver, unless otherwise stated). (Insertions under thia heading are (-hawd al (ho rat* of $1.20 a line, for six monlha, payable in advance). DRYOOOOS Atlantic I'nderwear Ltd. Monrton. N.B.—B, II Walah k Co Ltd 311 Homer Street Sey. 8587. Chlpman Holton Knitting Co. Ltd. Hamilton. Ont. K. H. Walsh A Co Ltd.. 318 llinner Street. Sey. 8587. The Call Knitting Co. Lid, Oalt. Ont.-J J. MacKay. 804 Dower Illdg Sey. 3091. The Kay Manufacturing Co, Montreal—Thou Conlan 318 Homer St Sey 1977. Monarch Knitting Co. Ltd, 318 Homer 8lreet~-8. D. Stewart A Co. Lid. Phone Sey. 7525. Pwnmana Ud. Paris. Ont—J. J. Thompson. 615 Haatinga West. Sey. 7377. Rock Island Overall Co., Rock la land. Que—It. A. Slme. 318 Homer St. 0, Turnbull Co. Ltd.. Oalt. Ont- S. I). Stewart A Co. Ltd. 311 Homer Street. Sey. 7525. GROCERIES. The llorcV*n Co., Lld.-~Montrr.tl. Que.—Local office. 332 Water Street. Hey. 6383. Jamea Wood, Manager. Canada Biscuit Co., Ltd., London, Ont. Local office, 1150 Hamilton St. Sey. 3412. Chas A. Tinsman, Manager. Canada Colors and Chemicals Ltd.. Toronto—Stark ft Sterling, 1150 Hamilton Street. Seyi 1357. Canada Starch Co. Ltd., Montreal. -E. H. Rowntree, 307 Hastings W. Sey. 59. Canadian Poatum Coroal Co. 1.1,1 To.onto.-~ McNeeley'a Ltd. l%% Bei tnour Street. Sey. 9337. Ca.-natlon Milk Products Co Ltd.— Oppenbeloaer Hros. Ltd., 134 Abbott Street. Phono He) 3390. W. Clark Ltd.. Montreal. Que-c P. Stark. 423 Hamilton st Hey |04Q K. W. Qltlfttt Mfg.. Co. I.tj |, McKarlane. 600 lleatly St. Sey 1S98 Kellogg Co. of Canada Ltd London, Ont -L P. Maaon ft Co. SIO II,.*.* Inge Weat Sey. 2908. l,ak<- of the WckmIs .Milling t'o Ltd. -1300 lilcharda Street. Sey %%%*, W2 II OArey. Jr. manager Palmolive Company of Canada Ltd, Toronto. Ont Dean Armatrong. lsj» Urrh Street Hay. 601L The Quaker Oata Company »l**OCil office, ISS, 610 HanMiga Weil Q S Thompaon, Salea Manager The Kt.-wntrcc Co Md. I On ' I.4H4I I'iiite, |$2 Alexandei *-* \\ S I >>cr. Mm »i;.t ll C Itr4i«.; STORE EQUIPMENT ft SUPPLIES llartram Paper Product* to. Lid, 12*0 Homer Street Norfolk Paper to. Ltd. 13d Waler Street Se? flM and 7889 Canadian Toledo Scales '.'0 ltd - Windsor. Ont K S. Chambers. 608 Smythe Street Sey. 3911 Continental Paper Pr"dut*t-t. Ud., Ottawa. Ont Smith. DaWdttm A Wright Sey. 9585 International llusineas Machines Co. Lid. Toronto- l