existing, provided that "no licensed clerk is paid less than $15 per week; and, finally, that any violation of the agreement should be sufficient cause for a surrender of the union store card. This somewhat formidable array of demands was considered at a special meeting of the proprietors, and, after considerable discussion, placed upon the table. Just what has been done since we are not able to say.

AN EXAMPLE.

A great deal is said in our colleges of pharmacy, and in eloquent papers read at association gatherings and printed in the journals, concerning the higher province of the pharmacist in undertaking chemical and bacteriological work. Unfortunately, however, the practice has in this instance lagged a long way behind the theory, and there are altogether too few examples of pharmacists who have grasped the numerous opportunities which lay in their path. It is therefore refreshing to pick up a recent copy of the Courier of Camden, N. J., and see that Mr. George M. Beringer, the well-known pharmacist of that city, recently read a scientific paper before the Camden Medical Society on the subject of "Toxicological Investigation." Mr. Beringer has worked up a lucrative practice in chemical analysis; he has done a good deal of work for the physicians of his city; and the value which would result to him from the reading of such a paper, under such circumstances, can scarcely be overestimated. In this connection we may report that the pharmacists of Cincinnati are much disturbed over the announced purpose of the University of Cincinnati to operate analytical laboratories for the public. There is even some talk that an injunction will be sought preventing the University from undertaking this work. It is perhaps uncharitable to say so, but we cannot help thinking that if the Cincinnati pharmacists had gotten in "on the ground floor" first there would have been no fear of encroachment!

quate. They have gotten together, formed a defensive organization, and the secret societies of Bayonne have been notified that the dollar rate will no longer be acceptable! In response, the societies are raising the cry of "trust," and a war is on. The outcome will be watched with a good deal of interest. Meanwhile, it is said that one man in Jersey City is ready to establish a large pharmacy in Bayonne if enough support is given him by the societies.

MR. MEYER'S DOUBLE CELEBRATION.

It does not very often fall to the lot of man to celebrate the fiftieth anniversary of his proprietorship in business. Such an opportunity came last month to the founder of the great St. Louis jobbing house of Meyer Bros.-Mr. Christian F. G. Meyer. And not only did Mr. Meyer celebrate this event, but as well his seventy-second birthday, which coincidently fell on the same date. In honor of this double celebration the 500 em

MR. CHRISTIAN G. MEYER.

ployees of the house presented President Meyer with a handsome grandfather's clock and a luxurious reclining chair. The courteous gentleman was very much gratified at this evidence of esteem, and made a very fitting response to the presentation remarks of Mr. Knight, himself one of the oldest employees of the house. After serving four years of apprenticeship at the beginning of his career, Mr. Meyer opened a small drug store at Fort Wayne, Ind., in 1852, and the growth of his business was so steady that he removed to St. Louis a few years later. The business continued to enlarge, and it was not long before the germ was implanted of the future jobbing house of Meyer Bros.-one of the largest in the country.

test. A joint committee from the various local associations therefore secured a conference with the Rate Committee and stated their side of the case. "It is true," said the committee, "that some of the articles in every drug store are of a very hazardous nature, but the stock of these goods is exceedingly small, inasmuch as a limitation is placed upon it by the Bureau of Combustibles. Moreover, the druggist is familiar with the nature of these combustibles, knows why they are dangerous, and understands how they should be handled. Finally, drug stores contain a large number of articles that will arrest combustion, such as the medicated waters, and more especially the numerous ammonia compounds. A drug store is therefore no greater a risk than a grocery or a liquor store, and the increase of the rate is unjust." Statistics were produced to substantiate these arguments, and the result was that the rate was reduced to seventy-five cents in accordance with the request of the joint committee.

SIXTEEN PHARMACIST

MAYORS!

It is an interesting fact, to which attention has previously been called in the BULLETIN, that pharmacists in Great Britain are much more frequently called to positions in the public service than is the case in the United States. We may point out, for instance, that in the recent elections no less than sixteen pharmacists in England and Wales were chosen as mayors, while three in Scotland were made provosts. This is a pretty good record! Even the profession of medicine fared less successfully. Only eleven physicians were elected or reëlected to mayoralty chairs throughout England and Wales. Portraits of most of the pharmacist-mayors were reproduced in a recent issue of the Chemist and Druggist, and we speak naught but the simple truth when we say that they were a fine looking set of men!

world. One corporation controls 37 stores in that city; another 60; still another 21; and the directors of these various corporations have now given options in favor of a larger consolidation which should embrace them all. There is a combination in New York controlling upwards of 100 stores; a similar company exists in Philadelphia; while in York City, Pa., the project is now on foot to combine all the leading grocery stores into one consolidation. The movement is rapidly spreading, and there is much agitation of the question in all the large centers throughout the country.

MR. KEBLER'S APPOINTMENT.

*

We discussed at some length in the last BULLETIN the purposes of the new drug laboratory established in connection with the Department of Agriculture at Washington. It has now come to our notice that Mr. Lyman F. Kebler has been chosen chief of the laboratory. He received the highest standing in the civil service examination of applicants. As chemist for the Smith, Kline & French Co. of Philadelphia, Mr. Kebler has investigated pretty thoroughly the adulteration of drugs, has written quite extensively on the subject, and is well qualified to undertake the work of the new governmental laboratory. For some years a member of the American Pharmaceutical Association, Mr. Kebler served as chairman of the Scientific Section at the recent Philadelphia meeting.

Three hundred and twenty-seven persons were examined last year by the Massachusetts Board of Pharmacy, and only ninety-six of these were given certificates of registration.

* * *

The millennium has come! Some of the leading druggists in Lynn, Mass., have taken a heroic earlyclosing step in deciding to keep their stores open only between the hours of 7 A.M. and 10.30 P.M.!

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We learn from the Hartford Post that Charles A. Rapelye, the well known pharmacist of Hartford, has had his business incorporated with a capital stock of $30,000.

The pharmacy of Joseph Jacobs, in Atlanta, Ga., was destroyed by fire last month, but business was at once temporarily reestablished in a near-by building.

It is a common saying that the calling of a retail druggist is no longer as remunerative as it was in past years. In fact, some persons go so far as to say that we are approaching the time when the retail pharmacist will be fairly described by that classical specimen of the craft, of whom the immortal bard wrote:

I do remember an apothecary

And hereabouts he dwells, which late I noted In tattered weeds, with overwhelming brows Culling of simples: meagre were his looks, Sharp misery had worn him to the bones. While this is probably unduly pessimistic, there is no doubt that the calling of the retail druggist has not improved in regard to pecuniary results during late years, and it would be profitable to consider the causes, and, if possible, to suggest a remedy.

WHY PHARMACY IS LESS REMUNERATIVE.

The following reasons for the decrease in the returns from the business have been generally given: 1. Competition of department stores, etc.

2. The increasing tendency of physicians to do their own dispensing in place of writing prescriptions, thus cutting off a very profitable source of revenue from the exercise of the pharmacist's skill. 3. The large and extending use of proprietary preparations prepared by the manufacturing pharma

cists.

houses which make a specialty of this trade, and which do an extensive business.

For the first of these causes I can suggest no remedy other than what would suggest itself to any clear-headed business man, that is, to buy as good stock as is to be had, to buy it as cheaply as possible, and to offer it at fair prices. If trade comes, well and good; if not, there is nothing more to do. However, there is a large part of the retail druggist's business which is not affected by the department stores. This I suggest should be developed, and of this I shall speak later.

REMEDIES.

Neither shall I express any opinion as to the wisdom of pharmacists becoming cigar venders, confectioners or bicycle dealers. The remedy I would suggest is the development of the strictly legitimate side of the business of pharmacy. This means

1. The encouragement and stimulation of dispensing.

2. The exercise to the fullest possible extent of your skill as a pharmacist in preparing your own preparations, thereby gaining the remuneration for your skilled labor instead of paying others to do this work.

of supplying medical men with the requirements for 3. The recovery of a fair share of the business the practice of their profession.

In the first place, I shall take for granted that the pharmacist is what he should be, an educated man, a gentleman, honorable and enlightened, and well versed in his calling. If he is this, he will not only be able to dispense, but also to make from the crude materials all preparations specified by the Pharmacopoeia. He should have all the needful appliances for performing these operations properly.

THE DOCTOR.

The first step will be to make the acquaintance of all the medical men in your vicinity and endeavor to gain their confidence and respect. To this end you

should be scrupulously fair and honorable in all your dealings with them, and use every means without boastfulness to impress them with your proficiency as a pharmacist. This is a matter that will demand much tact, and instructions or advice can hardly be given for its successful prosecution. I would convey a warning against being consequential in manner. An opinionated man who is free in delivering his opinions to others is rarely a favorite or very highly esteemed in any way. Call frequently on your medical friends, show them your special preparations, which should be the best of their kind, accept criticism kindly, and always be polite, yet manly. Leave samples of your preparations with the medical men, and call attention personally to their advantages and suggest their employment. After you have become well acquainted with your physicians bring up the matter of prescribing as compared with dispensing, and with great care and delicacy press the advantages of writing prescriptions over dispensing medicines. Select your arguments carefully and use them judiciously, bearing in mind that the main point is to retain the physician's friendship and esteem. If your arguments and advocacy do not have the effect desired, and your medical friends cannot be induced to give up the practice of dispensing for that of writing prescriptions, you should then make it your object to supply them with what they need for their dispensaries.

For this end it is necessary to enlarge your facilities for pharmaceutical operations. A fair supply of apparatus for manufacturing will not absorb a very large amount of capital, and will add much to your power to successfully cater to the wants of the medical profession. It would be inadvisable for me to make any suggestions in this particular. Every competent pharmacist knows what he needs and can supply himself accordingly.

MANUFACTURING.

Every preparation which you can make to advantage you should make yourself. You will find the list of preparations which you can prepare at a saving over purchasing tolerably large at first, and it will increase with time. It is necessary that your preparations shall be good, that is, absolutely full strength, made of good materials, and elegant in appearance. They must in all respects be equal to any preparations of the kind sold by others, and you cannot afford to be satisfied with less.

The principal drawback to small pharmaceutical operations is waste of material. If you set out to make say five pints of a given tincture, you can

hardly ever obtain the full measure without the use of extra menstruum. Some menstruum is always lost by being absorbed by the roots, barks or leaves of the drug employed. Keep your eyes open, and use every effort to recover this waste, and to economize in your operations. This is where success lies, and suitable appliances to attain this end are very must to be desired and should be had as soon as your business assumes any considerable size. Tincture presses, press percolaters, and a small still are a means of saving and recovering alcohol, which is the chief article of value wasted in pharmaceutical manufacturing. You will find that you can make to advantage at once with a reasonable stock of apparatus, tinctures, many fluid extracts, nearly all syrups, if not all, and elixirs. Pills, tablets, lozenges, suppositories, etc., require more expensive apparatus and considerable skill to produce articles equal in appearance to the products of the manufacturers, but may be added to your list to some extent with advantage as your trade grows. There are probably some special formulas which you can produce with advantage to your profits. Call on your medical men regularly and show them your preparations, leave samples and endeavor to secure their employment.

Possibly some physician may have some favorite formula which he would like to have embodied in an elegant and palatable form. In such case endeavor to produce such a preparation and present it to him. If he is satisfied with it, he will probably be pleased, appreciate the trouble you have taken, and show his appreciation by increased confidence and business.

I would suggest a few ideas gleaned from a somewhat extensive experience in this department. To do physicians' business successfully, you must have a stock well assorted and complete, and the goods must be the very best of their kind. Nothing is more fatal than unreliability of the goods you send out, and you should make it a rule never to send out any drug, chemical or pharmaceutical preparation that is in the least degree inferior or damaged. You must call on the men whose business you want and solicit from time to time. Business nowadays will not come without solicitation, regularly at first until you have established the connection, and after that has been attained, occasionally at least. Do not try to sell too cheap, but also do not charge exorbitant prices. If you rely for your success on establishing a reputation for furnishing a superior quality of goods, when you have got your reputation you will find little trouble in obtaining fair prices for all your wares.

POINTS IN DEALING WITH PHYSICIANS.

You should also adopt proper business methods: (a) in filling orders and putting up your goods, and (b) in your correspondence and office work.

In packing goods for this class of business, the style of parceling used in your retail shop is not exactly suitable. The style should be rather that of the wholesale houses. Parcels should be neatly made, first wrapped in good white paper and then with good quality yellow or brown manila paper and securely tied with white cotton cord or hemp twine. The name of the contents should be neatly marked on the outer wrapper with pen and ink. Whoever has the parceling to do should learn to print with the pen. In fact, it would be well to require all the assistants to acquire this art.

Liquids should be packed in round-shouldered bottles (except special preparations which may have their own special bottles) and should be neatly labeled. The proper labels for tinctures, etc., are a neat strip label of white paper with black ink letters, and an address label with your name. The strip should be placed just under the shoulder of the bottle, the address label directly underneath at the bottom of the container. The bottles should be securely corked, and the cork should project and be tied down with twine and sealed, or covered and secured with a paper cap and twine.

The principal objects aimed at should be security of the contents, accuracy in labeling, and elegance and beauty of appearance as well as propriety of style. These will be found to be useful in creating a good impression among those to whom the goods are sent, and they should all be carefully attended Orders for physicians out of town should be safely packed and addressed plainly.

to.

Promptness and completeness in filling requisitions are a strong card, and every effort should be made to fill every item if possible, at least in part, and to dispatch the goods at the earliest possible moment. Use good stationery, answer all correspondence promptly, and with courtesy and clearness. Have neat and appropriate invoice and statement blanks. Send an invoice of each order with the goods, or by first mail after the shipment, mentioning shortages and the causes of them in the invoice. Have regular and uniform terms (cash if possible), and render statements of accounts each month, and collect promptly. Have your terms of payment clearly understood, and adhere to them. But use tact in this respect as in all others, and sedu

lously avoid letting anyone have a reasonable cause of offence against you.

THE DRUGGIST SHOULD HOLD HIS OWN.

These practices, carefully carried out, will gain for almost any competent pharmacist much of the physicians' supply business of his district, and it can be made tolerably remunerative business too. In my experience, which has been tolerably extensive, I have heard many pharmacists say: "Oh, I don't attempt to do anything with the doctors. They want goods for nothing; they buy from supplyhouse travelers, and they will not pay their accounts." I have consequently come to the conclusion that retail druggists as a general thing do not have much of this branch of business. This condition of affairs is largely due to themselves, I think.

The supply houses send traveling salesmen to call on the medical profession. The salesman is a persuasive talker; he offers the doctor the goods he requires at moderate prices which he leads the customer to believe are much less than he has been accustomed to pay. He secures an order, the goods come to hand, they are neatly put up, suitably labeled for the office shelves, and they are accompanied by an invoice, so that the buyer sees just what he has bought, what is the amount of his purchase, and when he has to pay for it. This being satisfactory, the next time the salesman comes around another order is given, and so on. The prices have very little to do with the business as a general thing, as the average physician is not a close buyer, nor is he careful about prices. I have generally found him willing to pay a fair price if he is sure of getting just what he wants of undoubted quality, but he does not like a multiplicity of accounts, therefore he buys of the concern whose salesmen call on him, not only when they call, but also, when he is in want of a few articles, he sends letter orders.

HE HAS THE ADVANTAGE.

The concern which is in the same town with the physician, or in a neighboring town, should certainly have a decided advantage over an establishment situated at a distance. It can supply more promptly, should be able to sell its goods with less expense, and obtain better prices. The local concern when it has once established its connections will naturally have a far larger percentage of sales without solicitation than the concern at a distance, and such sales are by far the more profitable.

As I said before, this trade will not seek you;