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until we have some spare time in which to from whence we can look upon the total gain check it up and put it on the shelves.
as something worthy of regard. To keep the boy busy and out of mischief in In our stores, to save is a grace; to rescue his spare time he can be asked to fill up the from a ruinous end so small an item as a pin bottle drawers. His day for washing bottles is is to acquire excellence—in the sight of the practically over, as washed and corked bottles management. can now be purchased as cheaply as the other To make this saving grace easy of accomkind. The boy can also be entrusted to fill plishment, every convenience is furnished. bottles with such common sellers as linseed oil, Handy to the cork drawers is set a box of conturpentine, etc. These tasks teach a boy that siderable size and into it is cast every soiled every minute counts for something and that a cork not too badly broken to be used again. minute wasted is a minute lost.
Corks unfit to be returned to the drawers beAll used pint and quart bottles we fill with cause of contamination with bottle necks into oil, turpentine, varnish, disinfectants, etc., a which they will not fit properly help appreciably stock of which we keep on hand at all times for to increase the contents of the box. convenience during rush hours. Smaller bot- When the accumulation has reached a contles we have washed up so that they may be venient bulk, an hour's boiling through two used for five- and ten-cent sales of turpentine waters in which has been dissolved either borax and external preparations. Needless to say, or sal soda, yields, after drying a day in the medicines for internal administration are never sun, a two- or three-gross lot of corks. Aldispensed in used bottles.
though the corks are darkened somewhat, they
are pure and clean. SAVING BOXES.
Sorted by size back into the cork drawers, Used boxes such as five-pound chocolate con- they are, by reason of their color, readily tainers we save until toward Christmas time. enough perceived among their fellows so that Then we have one of the clerks in his spare they may be selected easily. Hence, when contime cover the boxes with holly paper. We tainers filled with carbolic acid, wood alcohol, get five cents for each. All the pasteboard turpentine, iodine, etc., demand a cork, these boxes of large dimensions we cut up and use darkened ones may be used, lawfully and withfor backing-in pictures in our picture-framing out any transgression of drug-store ethics. department. All wrapping-paper is folded and It goes without saying that these reclaimed kept for wrapping rough packages and express corks are never used to stopper remedies for bundles. Oftentimes we have people come to internal use nor for prescription work of any us for wrapping-paper, as they know that we nature. have it for our customers. All twine from
OLD BOTTLES. packages is folded and kept for tying up outgoing bundles. The nails out of boxes are Every style of old bottle which is brought kept so that they may be used again when we into our stores, and all glass containers as they ship out goods. The wooden boxes are kept in become empty, are washed at once, the labels a pile at the rear of the store and are sold each removed, and, after draining, the bottles are week to a man in the box business.
sorted according to size and placed on a convenient shelf set aside for the purpose. In bot
tling oils and similar substances, these conA SYSTEM THAT KEEPS DOWN EXPENSES.
tainers are always used, effecting a vast saving
in our glassware outlay. Empty perfume bot· BY HARRY L. Wohlfort.
tles of the half-pound size, free from their The store in which I work is one in a chain dressings, are transformed by our store labels of seven, which serve a valley community in into inviting packages of extract of witcha far western State.
hazel, bay rum, or better still, a shaving lotion In our stores, an unyielding order of service of our own composition. has been established; a system so acutely de- A great number of calls from stockmen, for veloped in every part that, in the matter of carbolated petrolatum in pound packages, is small savings alone, we have achieved a place met with in our stores. To answer this demand inexpensively to the consumer and yet waste time, for while they offer an opportunity maintain a satisfactory profit to ourselves, we for house-cleaning and the completion of sunpreserve our empty pound-size lanum tins and dry small jobs, a whole forenoon may often be free them of their labels by immersion in cold considered wasted because the income does not water. This treatment does not affect the par- meet expenses. ticles of lanum adhering to the interior of the We decided that on those days when the tins, which, as the hot petrolatum is flowed in, customers were not coming to the store we unite with it readily and add to the efficacy would go out to them. This work was deleof the ointment.
gated to me, and it was understood that a quiet From our wholesale house comes almost all day was my signal to go out into the country the five- and ten-pound paper bags we require and sell phonographs. —all gained to us by the simple process of
THE PLAN. smoothing out carefully the bags in which clean and harmless drugs have been shipped.
This is how we work the plan. Each clerk This same source provides us all the heavy
in the store keeps on the lookout for phonoshipping paper we need; hundreds of small
graph prospects. These prospects are reported rubber bands are gained in a similar manner.
to me on a card by the clerk who discovers Removing and saving all the office pins and
the prospect, with as full particulars as the paper fasteners, which reach us on bulletins
Here is the way in which we sometimes turn and invoices from the main office of our firm, makes added profits for our stores.
a chance remark into a sale.. A man who was
drinking soda at our fountain, on hearing a CUTTING LAUNDRY BILLS.
phonograph playing in the store, remarked to To save our towels and laundry bills, paper the soda clerk, “My wife is crazy for a phononapkins, slightly soiled or crumpled by foun- graph.” That is all that was said, and a little tain use, are utilized to wipe out graduates in later the soda boy handed me a card, on which which oils have been measured and to clean the was written the customer's remarks together ointment tile after use.
with his name and address. "Spare time” is a situation unrecognized in The second or third day afterward was a our stores, unless it is that this term designates slow one. I went to the livery stable where such intervals as occur between customers and we had arrangements for a rig, drove out to our work of caring for the store.
that man's house, and left a phonograph “on At these times there are capsules of aspirin, trial.” The rest was easy. We made the sale, quinine, and the like to fill, and packages, in which added forty dollars to the income of a various sizes, of household drugs, such as "slow morning.” alum, borax, salts, sulphur, etc., to box and Ordinarily, perhaps, a druggist does not label. We also manufacture all our galenicals have three gross of 10-ounce green panel botand not a few special preparations on which we tles on hand, nor ten gallons of rancid cottonenjoy a considerable demand.
seed oil. However, such was our case, and Our chief aim, of course, is attention to our here is the way we turned both into cash. customers and to our stores. After these
RANCID OIL TURNED INTO MONEY. things are accomplished, there is always the unending recital of little matters to attend to;
Bill, who washes rigs at the livery stable, they are little when considered individually,
has seen better days. He was a good salesbut in their total they amount to much.
man, but booze put him down and out, which accounts for his job washing buggies and auto
mobiles. One day when going out I noticed UTILIZING DULL DAYS TO "CASH IN” ON that he was having a hard time putting a polish PROSPECTS.
on a big touring car. I found that he was usBy E. ALLEN HELLER.
ing some expensive patent preparation and getOur store is not unlike many others in coun- ting only ordinary results. I worked the rantry towns —there sometimes occur days when, cid oil into a good mixture, one which would for one reason or another, customers do not polish quickly, dry hard, and not pick up dust. come in with their ordinary frequency. These Bill now uses the polish for his own work. “slow days" are always an occasion of much Moreover, he took my suggestion and sells his
customers a bottle of the polish for the piano and furniture at home, and recommends that the purchaser come to our store and get a good chamois to take up the excess polish.
We used up the three gross of dead-stock bottles, and now we are putting up the polish in various lots of old bottles which had accumulated in the store during the past few years. When the rancid oil was all used, we got three more five-gallon cans which had gone bad on our grocer. We will soon be looking for another job lot of oil.
BILL'S OPPORTUNITY. We have sold nine dozen one-dollar chamois skins at a good profit, disposed of the original lot of oil and bottles, and are making a profit of nine cents a bottle, figuring the oil at 50 cents a gallon, and the bottles at 15 cents a dozen. We have given Bill the exclusive right
Eign to sell the polish made from this formula, and Bill is polishing himself up, as well. I believe he is going to come through all right and get another start in the world, even after all his "wasted time and used bottles.”
these bottles washed up nice and clean. Then I fill them with turpentine, and put on them a nice attractive label bearing the title “Pure Turpentine.” They sell like hot cakes at 10 cents per. And the finished product costs only two and one-half cents.
I keep my store, and everything in it, clean and attractive. When we empty a bottle or can or box, it is cleaned up and put away in a clean place, to be used at some future time.
W e use our spare time in fixing up the store, dusting the show-cases and keeping them dusted. We clean up our greasy ointment jars, we filter the sediment from bay rum, and, in general, do everything that will make the store neat and attractive in appearance, thereby tending to increase our trade.
MARKETING A SPECIALTY IN USED
By Thos. C. MINNICH. What's the use of opening an envelope by rending it in twain and then throwing it in the waste basket with possibly some of the contents destroyed? Why not open the letter carefully and neatly with a ten-cent letter opener and file the used envelope in a pigeonhole? Then you will have something on which to figure up your business at night.
I have a large box in my back room into which all my clerks are instructed to put every small bit and piece of paper that comes to hand during the day. We send dozens of prescriptions and packages over the mail routes every morning. When we have a package to send through the mails we go to the paper box and find plenty of waste paper in which to securely wrap it. We have not had one bottle broken in the mails during our twenty-five years' experience.
In common with the average small-town druggist we use about three hundred fourounce grape juice bottles during the soda fountain season. Instead of throwing the empties out in the back yard or putting the dirty bottles in a dirty old box in a dirtier old cellar I have
A LITTLE FORESIGHT PREVENTS PAPER
By J. K. BROWN. Experience gained in New York, Baltimore, and in several small towns in North Carolina and Virginia has taught me the enormous waste of wrapping-paper in drug stores. The reasons for this waste are, perhaps, the seemingly small cost of the paper and the high speed at which druggists are many times required to work.
I have found it to be more economical—and what is more important, to produce neaterlooking packages—to have only one paper roll and one width of paper.
In wrapping articles, whether large or small, I tear from the roll a piece of paper one and half times the circumference of the merchandise to be wrapped. The paper is then placed on the counter, and after laying the article upon the paper, any excess is removed by using the edge of the counter as a knife.
The excess paper is allowed to remain on the counter and used to wrap up small packages.
After the day's work is over, or when the accumulation becomes unsightly, I make the left-overs into powder papers of assorted sizes. This is done by folding the sheets together to the size desired, using a spatula to divide the papers and to trim the edges. By doing this very little paper is “wasted.”
With a little practice, this method is easy to follow. It saves dollars and makes neater packages that tend to win customers.
THEY MEAN INCREASED PROFITS. trict stores are women and children whose
needs, in drugs, rubber goods, stationery, toilet By Mrs. Claud A. SMITH.
articles, etc., a woman is preëminently fitted to Women have proved their sound, practical
proved their sound, practical supply. sense of value, their keen business insight, and A woman demonstrating cold creams or their advertising abilities in every part of the
massage creams to women can sell more in a commercial world. And in no other line are day than can a man who talks for a week. The these essentials for really good salesmanship woman knows!
-combined with feminine tact and womanly In the purchase of medicines, toilet goods, perception-of such incalculable worth as in a and rubber goods especially for women, a drug store.
woman prefers to buy from a woman. There are various side-lines that are being A forcible instance of this fact was brought cleverly and successfully handled by women. to my attention not long ago. I had stepped Mr. Cunningham, of Detroit, according to a in my husband's store for a few moments and statement in the August, 1915, issue of the
ne August, 1915, issue of the a young lady came to me saying, “I've just BULLETIN, contends that women in charge of been waiting until you came. I want some sundries, toilet goods, stationery, etc., are more Lydia E. Pinkham's Vegetable Compound, but effective than men. He is right.
did not like to ask Mr. Smith.” This feeling The spenders of to-day are women--most of may be false modesty, but it means dollars in the modern advertising is a direct appeal to the pocket of the druggist who recognizes it women. A woman in a drug store, under and provides for it. standing the needs, fancies, and whims of her
A department especially for women and chilown as well as the sterner sex, can be of real dren is a side-line that is necessary, and one profit to her employer.
that is beneficial to the community at large and
profitable to the druggist. TACT, SYMPATHY, AND POLITENESS.
Mail-order houses are drawing great volBy her skill in rearranging and beautifying umes of trade from women on the very articles her husband's drug store, and by her tact, sym
ore, and by her tact, sym- every druggist has in stock. Thermos bottles, pathy and unfailing politeness, a Texas woman
hot-water bottles, syringes, Castile soap, pure raised the yearly profits from $500 to $5000.
olive oil, absorbent cotton, are found in every Another woman's novel idea of private booths, drug store. If these articles and all other sudcleverly designed with flower canopies, for the plies for maternity and infant use are placed soda trade, caused the daily soda receipts to
in a special department in charge of a tactful, treble.
experienced saleswoman the result is, almost Another fact of interest to the druggist who always, increased profits. watches expenses closely is that a capable wo- Women are opening independent shops for · man clerk will often work for less than a simi
infant supplies, obstetrical and maternity neclarly-qualified man. When the recent "war
essities, and are making good. These shops and hard times” gloom fell upon the South,
are, by rights, logical adjuncts of the drug many drug-store proprietors were forced to
store. The alert druggist should recognize dismiss clerks. One man who let his two men
them as such and make them a part of his busiclerks go and secured a woman, says: “She's worth more than the two of them, but works for less.”
BETTER SERVICE AT LESS COST. Loafers are proverbially poor trade-getters.
BY WILLIAM J. RICHARDS. In a drug store they actually repel customers. A woman in the store is usually a good guar In a residential district where the clerks are anty of "Free from Loafers." Women will really acquainted with, and have friends invariably pass a store full of smoke, loud talk, among, the customers, a woman clerk adds to and bad manners, for one in which she finds the store's business and does it at less cost than these lacking and a woman to consult a male clerk of equal efficiency. Comprising the customers of residential dis. There are many things in a drug store which
a woman can do to better advantage than a drug needs. Necessarily the majority of these man. For instance, take the matter of dusting customers will be women from the surrounding a store and keeping it clean and orderly. A district-either housewives or household servgirl is naturally adapted to that end of the ants. The saleswoman in the store has the work and will take more interest in it and do better chance to gain and hold this trade, for it better than a boy or even a man.
a woman feels more free to make many of her Behind the candy case the girl is also of personal, toilet, and household purchases from more value. She is neater about the handling another woman. of the goods and takes pride in keeping the The woman clerk is in a better position to case spick and span. If she is attractive in establish and hold a toilet-goods business. She appearance and popular she has many friends knows the selling points of toilet articles from -of both sexes—from whom she will coax experience, and is better prepared to demonmuch business.
strate and show the superiority of the differIn order to encourage our salesgirl to take ent preparations carried in stock. the greatest possible interest in the welfare of The woman in a store is by far the best her department we give her complete charge, person to hold the personal business of women even to the buying of the candy. The respon customers. Just as women are employed in sibility incites her to do her level best. It “puts dry goods and department stores to attend to her on her mettle.”
the personal needs of women, so the drug store We find that the saleswoman is equally effi- in the residential section must employ women, cient at the cigar counter. In the rubber- or the big stores in the heart of the city will goods department she is especially valuable to get the trade. wait on that class of women customers who Another class of customers that a residential are sensitive about telling their wants to a district drug store must depend on is the chilmale clerk.
dren, who often do all the drug buying for At the soda fountain and at the tables many their families. A diplomatic woman can hold of our best customers prefer to have their the business of all the children in a neighborwants attended to by a waitress rather than hood. by a waiter. In keeping the fountain and I am familiar with the workings of two glassware clean, a girl seems to have the drug stores doing business within a block of knack of doing it better and more economically each other in the residential part of a city and than a man. Even when it comes to dis- near to a college. One store employs a young pensing she can do her part.
woman. This store is thronged at nearly all Aside from the fact of the greater efficiency times with women and children from the of a girl in these various departments, a fur- neighborhood. The college women trade there ther most important point is that she will work because of the woman employed, and so do for a much less salary than a man of equal ca- most of the young men—for the same reapability.
son. Of course there is a lot of heavy work that The druggist on the other corner has no a girl cannot be expected to do, and there are woman clerk. His business is so small that some clerical duties in which she is inferior to he can handle it alone. a man. But no matter how small the business The proprietor of a drug store who employs is, there is room for at least one woman clerk women has an opportunity to make a better -especially if she is given responsibilities that pull for the business around him. He can provoke her to do her best.
feature his as a woman's drug store with wo
men in complete charge of those departments WOMEN LIKE TO TRADE WITH WOMEN.
of the store which pertain mostly to women. BY J. David Doty.
“Made in — " is Good.A drug store in the residential part of a Professor H. L. Smith has tested six different makes city cannot depend on transients for the bulk
of acetylsalicylic acid and finds all except one satisfac
tory as a substitute for aspirin. If the sample when of its business, but must, to a large degree, se
dissolved in 400 parts of water does not immediately cure its trade from a number of regular cus
give a test for free salicylic acid with ferric chloride, it tomers who come to the store for all of their may be regarded as satisfactory.