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a cleaner or more attractive window or interior TAKING ADVANTAGE OF STAMP CUSdisplay than stationery. An effective window

TOMERS. show about once every four or six weeks will

By 0. W. PROBERT, do wonders in boosting sales. Liberal use of

I have taken advantage of that bugbear of dummy boxes, paper pulp, and ribbon-tied

the average druggist, “Oh, I can get some sheets of cardboard add much to these displays.

stamps at the drug store,” to work up a moreOne or more floor cases, as near the front of

than-satisfactory business on stationery and the store as possible, should be used for interior

allied lines. exhibition. Wall cases above, or very near,

Here is a specimen of the way in which I the floor cases are convenient for surplus stock.

All displays of stationery should be dainty go after the business: and attractive. Never display soiled paper.

A prospective customer steps into the store

and I greet her cordially. She comes back Each box should be covered with a transparent

with "Give me ten cents' worth of postage glassine wrapper. “Special sales” are big boosters for the sta

stamps, please. tionery department. A combination offer of

Instead of frowning or acting in a disa pound box of paper and fifty envelopes on

gruntled manner, I cheerfully get the stamps,

and while tearing them apart or making certain days at the odd price of 39 or 49 cents

change from a fiver, usually-I start in: is a winner. Quite often good values can be

You haven't seen the latest addition to our obtained by buying a large quantity of box

line of stationery, have you?" paper at one time. These may be made use of later for the odd-price sales.

Customer: "Why, no, is it something new

you have just got in?” ADVERTISING BY LETTERS.

"It is indeed, and if you will spare me a One of the very best means for advertising minute of your time, I shall be pleased to show an exclusive line is to write a number of clever it to you. Our line of stationery, as you know, letters upon the paper in question. These can

is always complete and consists of everything be mailed to customers, the letter calling atten

from the finest of letter papers and fancy posttion to the quality and other good points of

cards to the stamps that are necessary to carry the particular paper. The prices, too, can be

them. We always aim to have something to quoted in this way. A hundred of such letters suit each and every individual, and, in addisent to a mailing list of selected customers tion, we are constantly adding new features. almost invariably brings immediate results. and numbers whenever they possess merit.

Another little stunt that will help dispose of “Take our box stationery, for instance. a lot of box paper is to place a perfumed Don't you like this box of delicate old ivory blotter or some sachet powder in each box and tint ? The paper, and envelopes to match, is. offer the combination as “perfumed station- of very heavy deep-laid pure linen stock. We ery.”

have this quality in eight different shades, inA pencil sharpener placed near the stationery cluding baby blue, pink, lavender, etc. case with a sign calling attention to the fact And here is a novelty papeterie that is very that all pencils will be sharpened free, draws popular, Miss—er— your name has slipped my

— many people into the store and serves to bring mind for the minute - Oh, yes, Mrs. Smith. the stationery department to their attention. Just notice the gold 'S' standing out in prom

Where one has plenty of room, it is a splen- inent relief on the white background of this . did idea to have a desk and writing requisites paper. It is very dainty and different and for the convenience of customers. This is un- costs but fifty cents for a box of twenty-four doubtedly a drawing card, especially for envelopes and thirty sheets of paper." ,

” strangers or out-of-town visitors.

It saves considerable time for them to be able to sit down and "scratch off” a few business or pera

Customer (Mrs. Smith now, and getting sonal notes.

interested): “Have you the correspondence I believe in featuring stationery strongly. cards?" It is a profitable and satisfactory line if the "Yes indeed, we have tinted cards, initialed right kind of merchandise is stocked and the cards, and also water-marked ones with gold business gone after consistently.

edges. For writing a brief message or a note

A SALE STARTED.

“Thank you.

a

of regret any one of them is most appropri- going away to-morrow for several days and ate."

would like to take a pen with me." Mrs. Smith: "I believe I'll take a box of "All right, Mrs. Smith.

If there are any those gold-edged cards with the envelopes to further needs just call up on the phone and we match.”

will deliver at the earliest possible moment." And do you need a bottle of The foregoing is a sample of the way in ink?"

which I get after stamp customers. If it does Mrs. Smith: “No, I have some at home, not make a sale at the time, it at least leaves an which I intend to use up.”

impression on the mind of the customer so that “Very well, Mrs. Smith, but please allow me she looks us up when anything in our line is to show you our perfumed ink. It is being needed. Not only have I sold stationery by used to quite an extent by people who wish to this method but, by the display of a little tact impart a delightful floral odor to letters sent to and diplomacy, I have also gotten rid of cold friends. Isn't the fragrance delightful?” cream, face powder, digestive tablets, corn

Mrs. Smith: "I believe I'll also take a bottle remedies, and so on, right down through our of it."

entire stock. "Thank you again, Mrs. Smith. You will

REPEATED DISPLAYS OF POPULAR find it an excellent ink. It flows freely, does

SELLERS. not gum or corrode, and is the very best for

By Alex F. PETERSON. fountain-pen use. And, by the way, have you seen the latest fountain pen for ladies' use?”

Of all the lines handled by the druggist no Mrs. Smith: “No, I haven't. I would like

other one is so susceptible to the effect of to, though, for a fountain pen is something I

efforts directed toward increasing sales, nor have been in need of and I intend to purchase

shows the direct results of any form of pubone some day."

licity so quickly and substantially, as the sta

tionery line. Furthermore, the margin of A SELLING TALK.

profit is unusually good, there is little chance “This lady's pen, Mrs. Smith, is particularly for dead stock, and being an all-the-year-round handy for shopping. Its small size allows it item, the stock may be turned several times to fit into the hand-bag nicely. The screw-cap annually. makes it non-leakable; there is no danger of Nearly every one uses stationery of some soiling the hands, and it always writes with the kind and uses it almost daily. It is ordinarily first stroke. It is a self-filler, too, so that bought by the consumer in comparatively small there is no possibility of getting the fingers all quantities, hence it may be said that each user inked up while filling, as sometimes is the case is practically in the market for more at all with old-style pens.'

times. Mrs. Smith: "What do they sell for?” Stationery is rarely purchased from the

“From $1.50 to $3.50, depending upon the mail-order houses, for if a customer wants a size and mounting."

cheap article no saving can be effected, and if a Mrs. Smith: “They are very nice and I may high-class paper is wanted he knows it is risky purchase one the next time I am up-town.” to buy without seeing. This, to my mind, is.

“Thank you, and shall I send your purchases one of the very best reasons for giving the to the house, Mrs. Smith ?"

stationery line all the attention and prominence Mrs. Smith: “I wish you would, but as I possible, for how many of our lines are there have some more shopping to do, please don't that are not seriously affected by the maildeliver them for a couple of hours, so that I order houses? may be home to receive them.”

Any form of publicity will boost stationery "Very well, I will send them up at that time. sales, but the window display brings more And by the way, if you wish, I will include satisfactory and quicker results than any other.

. three or four of those dainty pens in order that The effectiveness of the window display lies you may try them out and choose the one best in the fact that if it attracts the attention of a suited to your hand. My delivery boy is possible buyer at all, it does so right at the familiar with the

pens
and can make

any place where the goods may be purchased. adjustment needed.”

With a printed ad, however, no matter how Mrs. Smith: "That would be fine, for I am effective nor how good an impression it makes on the reader, many things may happen to pre- the building up of attractive trims, either light vent a purchase being consummated for in

or heavy. stance, a good window display.

Fancy correspondence or gift papeteries Fortunate indeed is the druggist who has make exceptionally attractive displays.

А windows large enough so that they may be window of pound packages of paper with divided into sections and one of these devoted envelopes to match appeals to the person of to the display of stationery all the time. economical taste.

Where window space is limited, the line Featuring correspondence cards and regret should be displayed at least one week in each size papers occasionally will be found very month; two displays a month will more than profitable; tablets, even, may be worked up into double the value of one.

effective displays. When continuous displays are made they Varying the style of display by the addition should be changed every week, enough differ- of inks, pens, pencils, fountain-pens, seals, ence being made in the exhibits so that they sealing-wax, and other accessories is advisable. will not lose their drawing power by becoming A heavy trim of a special value in paper stale. This, however, is very easy to accom- always attracts attention and sells lots of plish, as stationery lends itself most readily to goods.

DUCTLESS GLANDS
INTERESTING DEVELOPMENTS

By LUTHER H. VANCE, B.S.

There's a long gap between a so-called The pineal gland, not much larger than a genius and an inmate of an institution for the pea, and thought by some investigators to care and treatment of the feeble-minded. Can

represent what was a functional eye in some this gap be bridged ?

of our remote ancestors, seems to regulate or In part, yes; it would seem so, at any rate. control mental development. Thus it is said

To-day a number of workers are delving that abnormal mental development in children deep into the mysterious subject of the ductless is due to excessive activity of the pineal gland. glands. Many marvelous things have already This at once suggested the possibility of been discovered, and more are promised. It using the pineal gland as a therapeutic agent. is the most interesting field that is now receiv- The glands were dried, reduced to a powder, ing the attention of scientific investigators. and fed to young guinea-pigs, rabbits, kittens,

Ductless glands are those which produce puppies, and chickens. Remarkable results secretions that are not discharged through were obtained. ducts, but which pass directly into the blood It has been demonstrated that not only is current or into the lymph current. They are mental growth enhanced, but physical growth, very small, relatively, and are found in various

as well. parts of the body. Their secretions are termed In a series of experiments eight half-grown "hormones,” a Greek word meaning "to guinea-pigs were kept under observation for

' a arouse, or excite."

five weeks. Four of them were treated with Extracts are made of these glands, those of pineal glands, and four were not treated. The the sheep, the pig, and young cattle being latter were what is known as "controls;" that employed.

is, they were as near like the other four as it We are more or less familiar with thyroid was possible to get them, and were handled in extract, and with Pituitrin; and the latest just exactly the same manner as the other pigs product to claim attention is that derived from were, except that they did not receive the pineal the pineal gland. The thyroid gland is found treatment. They were permitted to grow up in the neck; the other two in the brain.

"naturally," in other words.

old age.

The treated pigs gained 36 per cent in Not only have tests been made on the general weight. Those which received no treatment development of children, but efforts have also gained 25 per cent. And not only did the been made to see what might be done to retard treated pigs outpoint the others in the way of

If the pineal gland, properly adminphysical development, but they were much istered, will accelerate the sluggish action of more alert, and seemingly more intelligent. the brain in the retarded child, why will such

In other experiments chickens and puppies treatment not, to a degree at least, revivify were employed with the same gratifying re- declining mental powers? sults. Pineal-fed puppies were advanced about One experimentalist concludes that "it defia month over their "controls” in growth, nitely stimulates the aging brain to the faster habits, and intelligence.

chemistry of younger days. Now all this is highly important, and the How does the gland do this? What is the deduction naturally follows that an extract of secret of its spell? Nobody knows. The the pineal gland may be of use in the treatment work that has been done so far has been in a of certain types of backward or defective chil- sense that of the pioneer. There is much more dren. In truth, this has recently been pretty to be learned. well established as a scientific fact.

It might be noted, in conclusion, that proRather comprehensive tests along this line gress so far made warrants the use of the have been made, perhaps the most marked pineal gland in medicine, and one large manubeing those at the Training School for facturing house, noted for its scientific achieveDefective Children at Vineland, New Jersey. ments, has placed the substance on the market Twenty-five children were treated for four under the name of Pineal Glands, Desiccated. months, and here is the report:

Fresh glands from young cattle are obtained Of the subjects, several were congenital and desiccated under aseptic conditions. The idiots, and these, as anticipated, made no pro- granular material is then incorporated in a gress.

But 14 of the others made a gain, and base, and made into 1-grain tablets, each of the average, 65 per cent of a year, was twice which represents 12 grain of the granular the normal, and more than twice the progress substance. of the control children in the same period. The tablets are ordinarily given three times Some advanced eight-tenths of a year; one a day, and the treatment should be extended advanced one and eight-tenths of a year.” over a period of several months.

[graphic]

Opening session, State agents' convention of the American Druggists' Fire Insurance Co., Cincinnati, Ohio, May 22.

a

age dose.

mineral salt, (b) a mineral acid, (c) an alkali. BOARD QUESTIONS ANSWERED

(a) Magnesium sulphate for lead nitrate poisoning.

(1) Sodium bicarbonate for hydrochloric AN INDIANA EXAMINATION.

acid poisoning

(c) Citric acid for ammonia poisoning. (Continued from the May BULLETIN.)

13. Give the average dose of each of the 6. Name and give the average dose of five following: (a) oxide of silver, (b) lead acevegetable acids.

tate, (c) copper sulphate, (d) arsenic trioxide, Diluted acetic acid, 30 minims; camphoric (e) lead iodide. acid, 15 grains; citric acid, 712 grains; tannic (a) 1 grain. acid, 412 grains; tartaric acid, 71/2 grains.

(b) 1 grain. 7. Name five mineral salts the average dose (c) As an astringent, 1/5 grain; as an of which is one grain or less, and state the emetic, 4 grains. average dose of each named.

(d) 1/30 grain. Potassium dichromate, 1/5 grain; potassium (e) 1 grain. Lead iodide is rarely used inpermanganate, 1 grain; sodium arsenate, 1/10 ternally. The U. S. P. does not state an avergrain; sodium nitrite, 1 grain; zinc iodide, 1 grain.

14. Which of the following would you re8. Define the following terms when applied fuse to dispense in 30-grain doses: lithium to doses: toxic, average, minimum.

salicylate, potassium bromide, strontium chloA toxic dose is one that will produce poison- ride, zinc sulphate, tartar emetic, calcium ing

bromide, bismuth subgallate, magnesium An average dose is the one that is ordinarily sulphate, strontium bromide, potassium acerelied upon as tending to produce a desired tate? effect.

Zinc sulphate, tartar emetic. A minimum dose is the least amount of a 15. Give the average dose of each of the medicine that will produce the desired physi- following extracts: (a) opium, (b) colocynth, ological action.

(c) physostigma, (d) quassia, (e) euonymus. 9. Give the average dose of each of the fol- (f) rhubarb. lowing fluidextracts in both metric and apoth- (a) 12 grain. ecaries' measure: Digitalis, aconite, stra- (b) 12 grain. monium, gelsemium, and nux vomica.

(c) 16 grain. Digitalis, 0.05 Cc. (1 minim); aconite, (d) 1 grain. 0.05 Cc. (1 minim); stramonium, 0.05 Cc. (c) 2 grains. (1 minim); gelsemium, 0.05 Cc. (1 minim); (f) 4 grains. nux vomica, 0.05 Cc. (1 minim).

16. Name ten drugs you dispense with a 10. What is an antidote?

poison label and give the average dose of each. An antidote is an agent which affects a Nitrohydrochloric acid, 3 minims. poison either physically or chemically, or both, Antimony and potassium tartrate as an exso as to remove it from the body or alter its pectorant, 1/10 grain; as an emetic, 1/2 grain. character by forming with it an insoluble or Silver nitrate, 1/5 grain. inert compound before its absorption with the Arsenic trioxide, 1/30 grain. object of preventing its toxic action upon the Strychnine, 1/64 grain. organism.

Digitalis, 1 grain. 11. Name three kinds of antidotes and give Lead acetate, 1 grain. an example of each.

Corrosive mercuric chloride, 1/20 grain. Chemical antidotes. Acetic acid is a chem- Croton oil, 1 minim. ical antidote against alkaline carbonates.

17. What size bottle would you use to disMechanical antidotes. Emesis is a mechan- pense ten pounds of U. S. P. sulphuric acid, ical antidote.

specific gravity, 1.84? Antagonistic antidotes. Saponin counteracts One pint of water at 25° C. weighs 7273 the action of digitalis and is, therefore, a phys- grains, or 1.039 avoirdupois pounds. Thereiological antagonistic antidote for it.

fore, 1 pint of sulphuric acid, sp. gr. 1.84, 12. Give an antidote for (a) a poisonous would weigh 1.039x1.84, or 1.912 pounds.

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