ANOTHER AUSTRALIAN LETTER.

To the Editors:

I am a great believer in your American ideas, and the BULLETIN OF PHARMACY has helped me many a time to put some of them into force. I have remodeled my new pharmacy on the American plan, though not completely so, and I assure you that this adoption has given me a great deal of advertising, there being nothing like it in Western Australia at all. Instead of the usual counter I have used show-cases, serving customers over them. This allows easy access to any part of the shop.

Although located in a suburb of Perth, I make it a plan to dress one of my windows once a fortnight, week about, so that each week there is something fresh on view.

Some time ago I read in your magazine about a "jitney sale." I tried this with great success; in fact, I sold 52 packets in one night, which is pretty good for here.

I like most of the sections of your journal, especially "The Saunterer," "Profits and Earnings," and "Questions and Answers." But it is all good, the only part not particularly interesting being the "Month's History." This, not having much bearing on Australian pharmacy, naturally I don't care much about it. Perth, West Australia. R. L. BURLINSON.

TWO GOOD ONES.

I am sending you two orders which for originality and ingenuity are hard to beat. One I interpreted to mean Scott's Emulsion. The other was written by a negro preacher, and his

scotch Mircher

I wont a ffif strop for My Bust Bob svedith

method of expression was so modest as almost to obscure his meaning. I judged, however, that he wanted a suspensory for his “bust.” Lenoir, N. C. J. G. BALLEW.

THE SODA FOUNTAIN.

CLASSIFYING FROZEN DELICACIES.

So much confusion obtains in different localities regarding the identities of the different frozen products that "What's What" according to the best and latest authorities extant should be helpful.

This confusion, according to an article by Edgar L. Mills in the National Druggist, is not in the minds of the public alone, for many times dispensers are puzzled by being asked for a new dish which is, in reality, an old one masquerading under a new name. Definite standardization is much needed at the present time.

Thus far each dispenser has been more or less of a law unto himself, and the result has made for a general lack of uniformity. The classifications set forth by the Iowa Experiment Station of the State College of Agriculture are helpful. These are: 1, Plain Ice Cream; 2, Nut Ice Cream; 3, Fruit Ice Creams; 4, Bisque Ice Creams; 5, Parfaits; 6, Moussés; 7, Puddings; 8, Aufaits; 9, Lactos; 10, Ices.

The sherbet list is divided into: 1, Sherbets; 2, Milk Sherbets; 3, Frappés; 4, Punches; 5, Soufflés.

That there is a well recognized difference in these combinations is evident, but to many the differences are not clearly understood and consequently the boundary lines have not been clearly defined.

Plain Ice Cream is a frozen product made from cream, sugar, and flavoring. The latter may be in the form of "extracts," as vanilla or pistachio; or natural flavorings, as coffee, maple, or chocolate; or such ice creams as are slightly flavored with fruit juices instead of extracts, as lemon, orange, or pineapple juice.

Nut Ice Cream is a frozen product which is com- · posed of cream, sugar and sound, non-rancid nuts. If peanut oil or almond oil is used to give the nutty flavor, the product is plain ice cream.

Fruit Ice Cream is made from cream, sugar and wholesome, clean, ripe fruit. The introduction of any fruit pulp such as strawberry, pineapple, peach, etc., makes this product come under the head of fruit ice

cream.

Bisque Ice Cream contains cream, sugar, crumbled bread or cake, such as macaroons, grapenuts, sponge cake, or porous confections like marshmallows.

A Parfait, which means "perfect," is a delectable frozen edible made from sugar, cream, and egg yolks. It may contain nuts, fruits or natural flavoring. Among the popular parfaits are walnut, chocolate, coffee, and tutti-frutti. A parfait is a very rich combination, and small helpings should be the rule.

A Moussé is something which is light, spongy, frothy, or like moss in texture. As might be expected it is frozen whipped cream which has been sweetened and flavored. If fruit flavorings are employed, only the juice is used.

Frozen Pudding is made from cream or rich milk given a cream-like body with some filler such as flour or cornstarch, eggs, nuts, and fruits. Frozen pudding is usually highly flavored and the fruits it carries are generally candied ones.

Aufait is a brick or molded ice cream packed in

layers with one or more layers of solid frozen fruit. Different combinations may be made of different creams, figs, fruits preserved or candied.

Sultana Roll is a fancy cream shaped in a round mold. The mold is lined thickly with pistachio nut ice cream or pistachio moussé and the center is then packed with tutti-frutti ice cream. This is packed and allowed to stand a couple of hours. It is then served in round slices, either plain or with a strawberry or fruit sauce.

Most authorities agree that "Philadelphia" ice cream is made without eggs, while "Neapolitan" or "Delmonico" or "New York" calls for eggs, and includes creams which have a cooked "body."

Syllabub is an old English name for whipped and flavored cream. It is made by filling a tall stemmed glass with cold, sweetened and whipped cream. This is arranged to stand up in a peaked mold which is dusted heavily with a mixture of powdered sugar, chopped nuts, grated macaroons, and chopped candied fruit. It is intended to be light and delicate.

Nesselrode Pudding is a combination of plain Neapolitan ice cream which calls for the addition of a pint to the gallon of mixed fruits cut fine, also a pint of blanched, boiled, and mashed chestnuts.

Plombiere is a Neapolitan ice-cream mixture to a gallon of which is added before freezing two ounces each of preserved citron, green gages and pineapple, all chopped fine.

A College Ice is a rounded helping of ice cream of any desired flavor, covered with preserved fruits or rich syrups and nuts.

A Dessert is an elaborated college ice generally topped with whipped cream and fancy fruit. Sometimes a fancy wafer is served with it as a part of it.

A Lacto is made from skimmed or whole sour milk, together with eggs, sugar and suitable flavoring. It is supposed to be especially healthful.

Ices form a distinct class.

A Sherbet is a frozen product made from water, sugar, egg whites, and natural fruit flavoring. Milk sherbet is made from sweet milk, egg whites, and flavoring. Sherbet should always have the smooth, firm consistency of ice cream.

Frappé means half frozen. It is more of the consistency of a moist snow. It contains water, sugar, and fruit juice.

Punch is a sherbet which once indicated a flavoring of alcoholic liquor. Now, and invariably when dispensed at a soda fountain, it is understood to mean a sherbet mixture highly spiced or flavored with different fruit juices.

A Soufflé contains the whole egg, both yolk and white. Besides that there is present water, sugar, and flavoring. It is frozen to the consistency of a sherbet.

Glacé means glossed over or covered with a shiny coating, and Bombe, or molded ices, gives the combi-. nation Bombe Glacé, or molded and coated ices. For example, for Biscuit Bombe Glacé, fill individual fancy paper cases with a sherbet and an ice cream. Pack cases in freezer or cave until very hard. Serve with a colored meringue.

Raspberry Bombe Glacé is made, as the name would indicate, by lining a mold thinly with raspberry sherbet, filling with vanilla ice cream or moussé, and packing the individual cases until hard.

No. 1. Thoroughly incorporate 1⁄2 pound of chopped figs, pound of chopped dates and 1 pound of English walnut meats with enough simple syrup to make 1⁄2 gallon, and color a rich red.

No. 2. Run through a meat chopper 3 pound of raisins and 4 pound of dates, and mix with a "ttle syrup, and add pound of cocoanut, 4 ounces of crushed red cherries, 4 ounces of crushed green cherries, 4 ounces of crushed pineapple, and add equal quantities of maple and cherry syrup to make 1⁄2 gallon.

TOURISTS' DELIGHT.

Pour into a twelve-ounce glass the juice of half an orange, the juice of half a lemon and that of half a lime. Add shaved ice and fill the glass with plain soda. Sweeten to suit the taste with powdered sugar and garnish with a slice of orange.

The following instructions for making and handling simple syrup are taken from a bulletin issued by the Illinois State Food Commission:

Purchase only the best grade of unblued granulated sugar for the preparation of simple syrup.

Use only pure water. There is absolutely no excuse for using dirty or impure water at the fountain.

If pure water is not obtainable from the city water supply, it may be rendered pure by distilling. Water can be distilled at a cost of one-half cent per gallon.

Water which contains no harmful bacteria but which is cloudy may be clarified by filtering. Filters which remove the greater number of bacteria from water are obtainable but they work too slowly to be of service for obtaining water for the fountain.

Clean syrup is probably most easily made by means of a syrup percolator. The sugar and syrup are protected from dirt and dust in the percolator. P colators should be frequently cleaned. The cloth strainer over the diaphragm should be removed and well washed with water (do not use soap). Boil the cloth in clean water and replace. The cloth used for straining simple syrups made by other methods should be similarly treated.

Simple syrup should be stored in clean bottles or jugs which have been sterilized with boiling water. Fill container full to the neck and stopper at once.

Do not use wooden containers for syrup. Yeasts and molds cannot grow in heavy syrups. Make the simple syrup using at least 12 pounds of sugar to each gallon of water. If necessary, dilute when using.

The use of saccharin or other artificial sweeteners is prohibited.

TO INTRODUCE A NEW DRINK. Here's an idea I have seen worked out many times with great success, says a writer in the Fuller-Morrisson Company's Pink Sheet. Choose some drink or sundae that you want to make a run on; let two or three of the most popular girls and boys who come into your store try it; ask their opinions, and if they like it you can be pretty nearly certain they're going to tell the rest of the crowd about it, and before you know it, you will have calls for it regularly.

Roast and grind 1 pound of Mocha coffee; place it in a French coffee pot and pour 4 pints of boiling water over it. As soon as the coffee is ready, pour it into an earthen bowl, add two pounds of sugar, cover well and set the bowl in a hot-water bath, stirring once in a while until the sugar is well dissolved. When the sugar is dissolved, strain the coffee, let cool, then freeze. When the ice is well frozen and just before serving, add about 5 small glassfuls of French cognac; mix thoroughly and serve immediately.

three slices of peeled orange. Cover with whipped cream and sprinkle with chopped black walnut meats. Garnish with a spoonful of current jelly.

DUCHESS.

On a six-inch plate place a slice of Neapolitan brick ice cream, and pour over it a ladle of fruit salad, tutti-frutti, or other mixed fruit dressing. Top with whipped cream and a cherry.

INDIVIDUAL PIES AND PUDDINGS. Soda-fountain owners who combine the luncheonette feature with their regular service may find a helpful idea in the following, which is taken from a copy of the American Druggist:

Instead of serving slices or wedges of pie from a large pie, it has been found more desirable in many instances to serve small individual pies, wrapped in waxed paper, which precludes all possibility of handling except by the consumer. Little mince pies, well heated in an oven, above the hot soda urn, are proving especially appetizing. Such small hot mince pies may be made even more delicious by covering their centers with whipped cream just before serving them. Other pies, such as apple, peach, pineapple, cocoanut, custard, and pumpkin, may also be improved when served "a la mode" with a small scoop of ice cream in their centers, covered with whipped cream and topped with a cherry.

Individual plum puddings, obtained in cans from grocery stores and kept hot by being deposited in hot water, are also finding increased favor with patrons of the luncheon service. When it is desired to serve one of these small puddings, the dispenser opens the can with the key which accompanies it, places the pudding in a saucer and covers it with whipped cream, with a cherry atop all.

MILK SHAKES AGAIN IN VOGUE. Milk shakes are coming back into vogue, especially in country towns and smaller cities where they used to be so popular. A good milk shake is a mighty good drink, nourishing and healthful and fine for children. The main objection heretofore was the time and trouble it took to make them. You had to shave ice and shake the drink by hand, or put in one of those old cumbersome milk-shake machines and turn the crank for five minutes to shake it up, and all for a nickel. They took too much time and too much labor for the remuneration, but now the mighty spirit of the new age of electricity helps out even the humble milk shake.

All fountains have or should have an electric mixer, says the Pacific Drug Review. Every fountain has a binful of shaved snow ice. It is but little trouble to draw any desired syrup from the fountain into a large soda glass, add a scoop of shaved ice, fill the glass full of milk, place it under the electric mixer, and in a minute or two it is done without trouble or labor. In fact, it really saves time, for while the electric spinner is mixing the drink you can go ahead and prepare another drink or two, and if there is more than one all will be done at the same time.

One of the beauties of the electric mixer is that while the work is well done in a minute it won't hurt the drink to let it spin on in the mixer for several minutes, and the drink doesn't have to be watched. It won't slop over or spoil while you do something else, and it is all ready for you when you want it.

BUSINESS HINTS

From a Layman's View-point.

A writer in the "Ad-Visor" column of the New York Tribune recently contributed the following:

One cold, stormy night about six weeks ago I had occasion to transfer from a trolley car to one of an intersecting line, and as my car was not in sight I stepped into the corner drug store to wait. Hardly a minute had passed when a voice behind me said, "This is no waiting room." And when I paid no attention the remark was repeated more forcefully.

I looked around and saw glaring at me a small, grouchy looking man in a white jacket-evidently the proprietor. "Isn't it?" I asked, turned my back and went on waiting.

"See here, mister," he whined, "if you're just waiting for a car you can wait outside."

For some reason or other I didn't get mad, but took a notion to see if I could penetrate his thick skin. So I questioned him and made him admit that he rented an expensive corner store, made it look attractive, used plenty of electric light, gave space to a public telephone booth, etc., etc., solely because he wanted to attract people into his store. Then I showed him how he was losing a big opportunity by acting as he had done with me, and told him if I was running his place I'd have benches for people to sit on and a big sign, "Waiting Room." Then when people came in to wait I'd try to sell them something.

"If," I went on, "you had approached me with "Good evening, sir; do you happen to need any shaving soap?" or some remark of that kind, you would have reminded me that I had meant to get some tooth-paste. But after the way you've treated me, do you think for a minute I'll buy it here? Not by a jugful." And I went out to my car.

When I told this experience to a friend about a week later I was much interested to have him tell me that, while he had had the same greeting from this man a month or so previously, he was much astonished only the night before, when he stepped in out of the rain, to have Mr. Druggist approach him with "Good evening, sir; bad night; by the way, how is your supply of shaving soap?" And that reminded him of something else, which he bought. Maybe my lecture really took. R. B. G.

Maybe it did. It should have. For it is a sound and spicy little disquisition on trade-building.

A Store Booklet that Impresses the Customer.— "A Nice Little Drug Store" is the title of an attractive booklet distributed by Herbert F. Dugan, San Francisco, Cal.

The title was inspired by the chance remark of a casual customer, and the idea of the booklet is to show that there is more to the Dugan Store than the part ordinarily seen by the majority of patrons.

Contained in the booklet are illustrations of the exterior of the store, the store proper, Mr. Dugan's private office, a ladies' rest room, the prescription room, the pharmaceutical manufacturing room, two storage

rooms, the bookkeeping department, the surgical dressings stock-room, and a room having a daily manufacturing capacity of 3000 pounds of poisoned barley which Mr. Dugan contracts to supply the United States government.

The illustrations in the booklet measure 31⁄2 by 51⁄2 inches, while the booklet itself is 334 by 834 inches. Various shades of green are used, the paper on which the booklet is printed being a light green, while the cover and illustrations are a darker shade of the same color. The title, which appears on the lower righthand edge of the front cover, is done in gold.

Mail-order Trade Solicited by Form Letter.

Arthur G. Tracey, who conducts a drug store in Hampstead, Md., believes in going after customers by mail. Whenever a newcomer moves into his town, or into the territory surrounding it, he sends to the recent arrival a letter like this:

DEAR SIR:

You have been recommended to me by one of your neighbors as a reliable customer. I have several customers in your neighborhood, and am anxious to increase my mail-order business in your community.

I pay the delivery charges on all goods that I send to my customers, and can mail most everything except poisons.

The special line of goods which I make is guaranteed in such a way that any purchaser who is not satisfied with the merchandise will have his money returned. And that guarantee holds good, too.

The person who gave me your name is a neighbor and a friend, and is doing you, as well as me, a favor in giving me your name.

You will find my store as handy as any which may be nearer to you, since I deliver the goods, and deliver them promptly, too. Try me by sending me a sample order. My prices are reasonable and my stock is large. Anything you order you will get. Read this letter over seriously; the circulars that are enclosed also. I am sure that you will become one of my regular Very truly yours, ARTHUR G. TRACEY.

customers.

Mr. Tracey reports that getting after newcomers in this way secures additional business at a comparatively small cost.

Who is the Boss?

The superintendent of a big department store in Boston conducts a school of salesmanship in his establishment and, according to the Red Cross Messenger, one of the first questions he puts to his class of beginners is: "Who is the boss?"

After salesmen-pupils have guessed every official about the establishment, the superintendent explains: "No, no, no! he is not the boss. The real boss in this store is the customer. It's the customer that you and I are here to please. It's the customer who pays your wages and mine. Now, if you are sitting behind your counter, doing nothing, and you see me coming, don't jump up; but if you see the customer-the boss-coming, Jump! That always makes a deep impression." The lesson is a good one to memorize.

A Window Detective.

A Baltimore, Md., druggist, says the Red Cross Messenger, was asked by a Johnson & Johnson man how he knew when he had a good window display. “I get a man to stand outside the store every once in a while and listen to what the people say about the windows," he replied. "Unless that window makes people stop and brings forth favorable comments and leads a proportion of the pedestrians into the store it is a failure and I change it mighty quick. The window detective is worth all the time he spends on that job."