us therefore say to the young men now leaving the schools of pharmacy and beginning their life-work: "Whether you work for yourself or for another, a little more than fill the position you occupy. When you do that, and have established the fact, a wider position will be open to you, and then you will have an opportunity to a little more than fill that; and you will go onward and upward until you finally reach the highest step in your profession or calling."

WHAT DOES IT COST YOU TO SELL a HairBRUSH?

"If you were to ask a dozen druggists what it costs them to sell a dollar's worth of goods I'll wager you wouldn't get two definite answers. Why, only the other night I took a short walk and called on three druggistfriends of mine. I put this question to all three, and not one of them could answer it not one had any but the vaguest idea of what it cost him to sell his goods."

These somewhat surprising words fell a few days ago from the lips of a visitor to the BULLETIN sanctum. We had been talking about the need of conducting a business along thoroughly scientific lines, and the absolute necessity of knowing in just what condition one's business is at any time.

"Every druggist ought to know just what his percentage of expense is," continued our visitor; "and he ought not only to know this, but to apply it as well. When he gets in a lot of hair-brushes, and he is determining at what price he shall sell them, he ought to think: 'Well, my business expense is 23 per cent of my sales. It costs me 23 cents to sell every dollar's worth of goods that goes out of this store. If, therefore, I sell for a dollar one of these brushes that costs me 77 cents, I really haven't made a cent, though it would be quite natural to suppose that I had gotten quite a decent little profit out of the transaction. I've got to add 23 cents to the apparent cost before I get at the real cost, and then I must erect the selling price above this real cost if I expect to make anything. Consequently in putting the price on these hair-brushes I can't merely say that a 40-per-cent advance on the invoice price is enough. That would make the price $1.07, and in reality I'd only make seven cents. By Jove! I've got to get $1.15 or $1.20 for these brushes if I make a living profit on them, though that seems a pretty big advance on 77 cents!'

"There are hundreds upon hundreds of druggists who never think of the thing in this way. It never occurs to them. They go on day after day selling goods at 20 or 30 or 40 per cent above the invoice price, never realizing how often they are really selling goods below costlosing money on them! The year rolls around-they haven't much money to show for the year's business, and they wonder why it is. Sometimes they fail, and yet they don't see why-they can't understand it. They'll buy a 'patent medicine,' pay 67 cents for it,

sell it at the cut rate of 73 cents, and fancy they are making six cents on the transaction, never once thinking that as a matter of fact they are losing ten or fifteen cents on the deal."

There is a great deal of food here for the thought of every druggist. He should first know what percentage of his sales is used up in the expense of conducting his business, and then he should have this percentage in mind whenever he establishes a price on any article. That it would make a vast difference in the amount of money to his credit at the end of the year is a truth so evident that it will be accepted without dispute.

ALL SPEAK AT ONCE!

As dealers in photographic supplies, pharmacists are interested in seeing artistic examples of amateur photographic work, and we have accordingly had two specimens each in the March and April numbers of the BULLETIN. Two more are to be found in the present issue-on pages 202 and 204. We know that many pharmacists, beginning with the handling of supplies for the amateur, have been inspired to do some work themselves, and have consequently become quite skilful "camerists" -in some instances having risen, indeed, to really artistic results. Cannot such pharmacists send us samples of their best work for reproduction? We want pictures of two kinds: (1) Those having undoubted artistic merit, and (2) those depicting scenes in the drug store-in other words, pictures of either artistic or pharmaceutical interest. To achieve artistic results means, in addition to the native gift, years of persevering study and experiment, and it is more than likely that few busy pharmacists have found the necessary time to fulfil these requirements; but certainly a large number have made views within the store-of somebody drinking at the fountain, of a little "tot" getting in mischief in the "back room," of the clerk suavely handing goods over the counter to a pretty girl, or of a great variety of situations which might be mentioned. If you have anything of this sort, send it along. If it is of a character to make a good engraving we will print it; and we can assure you that it will be enjoyed by others, even as you will enjoy what they contribute in turn.

In the last BULLETIN we reported the gratifying success of the Missouri pharmacists in securing the passage of an amendment to the pharmacy bill making it impossible for physicians to register as pharmacists by virtue of their medical diplomas. It now turns up that much of the credit belongs to Mr. Daniel O. Witmer, a member of the lower house of the legislature. Mr. Witmer is a pharmacist by profession. Here is a suggestion. Let the pharmacists of every State strive to get "a friend at court!"

THE N. A. R. D. IN NEW YORK.

THE MONTH.

The N. A. R. D. situation in Greater New York is so complex, and the innumerable reports concerning it so confusing and contradictory, that it is difficult to arrive at an accurate understanding of it. Both armies-the local N. A. R. D. forces on the one hand, and on the other the organization of cutters and the large department stores-are still drawn up in the line of battle, and victory has not yet perched on the banners of either. Several skirmishes, however, ensued during April. It was declared by the N. A. R. D. officers that one of the large jobbers in the city had been caught supplying goods to men on the mutually-recognized list of cutters, and for a while the air was full of mutterings and threats. A meeting of the jobbers and the leading spirits of the N. A. R. D. was held, however, and the difficulty was apparently straightened out. The jobbers are reported to have again asserted their allegiance to the tripartite plan, and it is to be presumed that the offending member gave satisfactory promises with respect to his future conduct. Meanwhile the work of reorganizing the Greater City into distinct associations continues with what seems to be a gratifying measure of success. Reports continue to appear that a retailer here and another one there thinks himself unable

to adhere to the price schedule, because of the proximity of cutters; and it has been asserted that some retailers have proved treacherous to their cause by furnishing cutters with goods. Just what dependence can be placed upon these reports it is not possible for us to say. Messrs. Anderson and Muir are watching the whole field closely, determined to punish every violation of the agreement, and equally determined to achieve success. They attend every meeting of the four or five leading associations of the Greater City, and as well of the newly organized district bodies; they are here and there and everywhere; and their presence and courage inspire the forces to continue the fight with a determination to win. The associations about New York-over in New Jersey, on Staten Island, and above the city in Westchester county are apparently meeting with success; and two or three new associations have been formed within the last few weeks-particularly one in Union county, which is just below the courty (Essex) in which Newark is situated.

rather lukewarm, several towns-notably North Adams, Brockton, and Springfield-are striving to put the N. A. R. D. plan into effective operation. In Rochester, N. Y., a new and apparently active body has been formed. In Portland, Oregon, where, we believe, cutting has been fiercely indulged in for years, a schedule of prices was some weeks ago put into effect, and our last report from there indicated that it was being successfully adhered to. In Philadelphia, where the situation has all along been handled with diplomacy and skill, and where the druggists present à united and organized front, a price schedule has not yet been put into effect for the reason that the association is waiting until, in accordance with its policy of conciliation, it can arrange a schedule which shall unite both druggists and cutters, and so avoid a pitched battle. This harmonious policy has been followed with success in other cities, notably in Minneapolis and in this city-Detroit. Here, indeed, the list originally agreed upon has two or three times been enlarged and the prices advanced, the last enlargement and advance being made last month. Ultimately the list will be made very inclusive, and a gratifying scale of prices, agreeable to all concerned, will be reached and unanimously adhered to. In Chicago, where the city is being organized into ward associations, it was reported last month that nineteen district bodies out of a possible thirty had been formed and were doing good work. In Louisville, the home of ex- President Jones, an amicable agreement has at last been reached between the opposing forces, and a compromise schedule put into effect. Early in the history of the N. A. R. D. a fight was declared there; two or three men were put on the cutters' list; but, though the plan was successful for a while, after long experience it proved impossible absolutely to cut off the supplies of the listed men, and the plan was given up. In Buffalo the price schedule has now been in effect some time, and reports indicate that, though one cutter is on the cut-off list, the schedule is being adhered to by everybody else. The salesman-card plan is used, though it is reported that some objection has been made by the salesmen themselves to a new feature of this plan whereby they are charged a dollar each month when new cards are given

them.

MORE "CONSPIRACY"

SUITS.

Two more conspiracy or antitrust suits developed during last month -one in Binghamton, New York, the other in Atlanta, Georgia. In each case $50,000 damages are claimed. It seems that the N. A. R. D. plan was succeeding admirably in Binghamton. The one cutter outside the association found his checks returned, one after another, and then, when he turned to the newspapers to exploit his grievances to the public, he was met with the same frigid greeting. The blockade was apparently complete. This developed his ire,

and he promptly brought the suit for damages against the thirty retailers and the three national associations forming the tripartite plan. This action evidently scared some of the jobbers, for the cutter soon began to get all the goods he wanted, and to cut prices worse than ever. This proved too much for the members of the association. One after another began to cut until the demoralization was complete. "Patents" can be bought in Binghamton now for pretty nearly the proverbial song. The Atlanta suit was brought by Joseph Jacobs, the well known cutter of the South. These two suits have naturally caused a great deal of commotion in the N. A. R. D. ranks, but it is felt that the legality of the tripartite plan has been pretty well established by the decision of Judge Russel in the famous Park case, and the more recent decision rendered in Los Angeles, Cal., in the case brought by the Owl Drug Co. Both of these decisions have been discussed in previous issues of the BULLETIN and are familiar to our readers.

THE CUTICURA INCIDENT

CLOSED.

The boycott fight which has been waged for two years by the Western Pennsylvania Retail Druggists' Association of Pittsburg against the Cuticura remedies was called off last month. The reasons for the action are not very clear. It is declared on the part of the druggists that the result is a "drawn battle," neither side coming out victorious; and the following circular of explanation has been issued: "In response to a demand from a number of members since the adoption of the minimum price schedule between this association and the department stores, placing all dealers in proprietary medicines on a level basis, the Board of Di rectors, by a close vote, barely escaping a tie, has agreed to remove all restrictions on the sale of a certain line of medicines. If any member desires to sell these goods on the meager (if any) margin of profit allowed he is free to do so. We cannot control the price of soaps. The other remedies are being sold by the department stores according to the regular schedule of cost." This would make it appear that the alliance with the depart ment stores, all of whom carry the Cuticura remedies, made it necessary that the druggists carry them also in self-protection.

then one or two suits, following any violations of the contract that may ensue, will be brought to determine the legality of the plan in Pennsylvania. For this purpose $100 has been contributed by individual druggists; $200 has been voted by the Philadelphia Association of Retail Druggists; and Dr. Garst of the Phenyo-Caffein Company has declared that he will assist if so desired. With the favorable court decision rendered in Massachusetts several months ago our readers are familiar; and now a suit is pending in the Ohio courts. Several favorable decisions, rendered in different States, will give absolute guarantees upon which to work without fear of ill results or failure. Besides this movement in Philadelphia, the pharmacists of Boston and vicinity are taking the plan up. Mr. Sheppard, the well known treasurer of the American Pharmaceutical Association, has been appointed treasurer of a fund to be used for the advancement of the plan, and it is reported that generous donations are being made by retailers. The plan continues to grow in favor, and every now and then a local association voices its support of it in the form of resolutions.

LEGISLATIVE MATTERS.

The legislative season draws near its close, and, as usual, few of the numerous bills affecting pharmacy find their way on the statute books. That vicious bills are killed is usually due to the activity of the committees on legislation of the State pharmaceutical associations; and this very truth points to the value of organized effort in pharmacy as in other callings. The committee of the New York association has, as usual, done heroic work this year, and with one exception has succeeded, we believe, in killing all of the measures considered inimical. This exception is the military bill amending the measure of last year which gave pharmacists of the National Guard in the State the rank of first lieutenants. Last year's measure was made law only through the energetic work of the pharmacists, and they fought vigorously this year to prevent their work from being undone. But the military influence proved too great for them, and, besides, the bill contained numerous provisions which were generally considered as very necessary, and these gave the measure a prestige which rendered its success easy. We believe, however, that the fight should be renewed another year, not only in New York State, but, as Professor Payne has suggested, in other States as well. * Our readers will remember that, among other measures in the New York legislature opposed by the State association, were three or four, introduced at the behest of one of the local pharmaceutical associations in Greater New York, amending the new all-State law which went into effect on January first of this year. These received their quietus; still, the demand for amendment proved so strong that those opposing the measures have agreed to discuss the ques

*

tion of amendment at the Buffalo meeting of the State association and decide upon amendments satisfactory to all, these to be introduced at next year's session of the legislature.

SUCCESSFUL LEGISLATION.

So far as we know at this writing, only one other measure affecting pharmacy besides the New York military bill, mentioned in the preceding paragraph, has become law, though one or two others have passed the legislatures and will undoubtedly become such. The one now made law is a New Jersey measure, which, unlike the New York military measure, is favored by pharmacists. Briefly, it strengthens the poison provisions of the previous law, and it enables the Board of Pharmacy to prosecute violations more vigorously. Besides this measure it may be said that the new provisions regard ing the storage of explosive materials in New York, mentioned in anticipation in the BULLETIN two months ago, were included in a Charter Revision bill, and in this form were, we believe, passed prior to the adjournment of the New York legislature. *** The Pennsylvania bill amending the existing pharmacy law, and fostered by the pharmacists, was once reported killed; but later reports indicate that it was so amended that the annual reregistration of stores will not be required, and that in this condition it was passed and now awaits the governor's signature. The recent numerous prosecutions of Pennsylvania pharmacists for failure to display their renewal certificates have developed a good deal of opposition to the renewal feature; and though the measure provided for the reregistration of the store and not the

pharmacist, and made it no longer necessary to display the reregistration certificate, the feeling against renewal in any form doubtless brought about the amendment. The bill contained some admirable provisions, one of which, that concerning the sale of cocaine and other narcotics, we have discussed in the last two or three issues of the BULLETIN, and we hope therefore that the measure will be made law. If our information is correct, it now only lacks the signature of the governor, and is therefore pretty sure of entrance upon the statute book.

provision of the existing law, the measure, as it was first introduced, attempted to provide the funds necessary for the use of the Board of Pharmacy by legislative appropriation, in view of the opposition which the $1.50 annual renewal feature has caused for some years. But the Judicial Committee of the House, to whom the bill was referred, cut out the appropriation feature and retained the renewal provision. Thus history repeats itself; legislatures have ever refused to provide money for the enforcement of the pharmacy laws, and, if these are to be enforced at all, it is quite evident that it must be at the expense of the pharmacist. It is our opinion that the pharmacist had better stand the expense than have the laws go unenforced, for their enforcement incidentally results in his advantage. * The several Massachusetts measures, mentioned in preceding issues of the BULLETIN, have all been killed, save that two,

referring to making public the records of the Board of Pharmacy, have been united in a new bill. *

The

Maine liquor measure, giving pharmacists the right to sell liquor on prescription, failed of success; this measure was not introduced through the influence of pharmacists, however, and its defeat is not therefore to be considered their defeat.

WITH THE CLERKS.

One of the latest clerks' organizations to be formed is that among the clerks of Pittsburg, called the Western Pennsylvania Drug Clerks' Association, with a membership, we believe, of about seventy-five. Mr. J. R. Smith is the president, Albert F. Judd the secretary, and W. H. Heidenreich the treasurer. We learn from the secretary that the objects of the body are "to bring employed and employer into closer harmony, to create

an employment bureau, and to hold a series of lectures which shall be of educational value to the clerk." The first lecture was given in April by Prof. J. E. Koch, of the Pittsburg College of Pharmacy, and was on the santal oils of the market. The association will uphold the principles of the retailers' organization of Pittsburg-the Western Pennsylvania Retail Druggists' Association— and will work in harmony with that body. Secretary Judd asks us to say that he would like to correspond with any other clerks' association with the view of accomplishing mutual benefit. His address is post-office box 665, Pittsburg. * The St. Louis association, one of the oldest and most successful bodies, is now contemplating the establishment of permanent headquarters, presumably similar to those enjoyed by the associations of Denver and Chicago. If the idea is carried out the place will be fitted with a 'phone and other accommodations, and some one will be constantly on hand, to conduct the correspondence and attend to the other business of the association, including the employment bureau. * * * The Boston Drug Clerks' Social and Benevolent Association, one of the newer bodies, last

month had a very successful ball. The handsome souvenir programme, in addition to other matter, contained half-tone pictures of the officers of the association and a short history of what it has done since its institution. The officers of the association are Charles E. Rolland, president; William H. Knight, vice-president; and Earl G. Coombs, secretary and treasurer. 串 The

drug clerks of Montreal contend that the hours are far too long, and that it would not interfere with business or inconvenience the public if they were somewhat reduced. The members of the Pharmacie Laborieuse have appointed a committee for the purpose of securing the signatures of the drug clerks and retail druggists of the city and vicinity to a petition asking for shorter hours. The petition is to be presented to the Society of the Retail Druggists of the Province of Quebec at its next meeting. It requests that all drug stores be closed at 9 P M., excepting on Saturdays and holidays, and that the hours of attendance on Sundays be reduced to four. The Boston clerks have likewise been agitating the shorter hours question recently. * * * The shorter hours bill introduced in the State legislature by the Illinois (Chicago) association has not yet, so far as we know, been either passed or killed. * The clerks of Omaha have recently formed an association for the primal purpose of bringing about a shorter work-day.

EIGHT VICTORIOUS PHARMACISTS.

* *

Great commotion has recently been caused among the pharmacists of Toronto, Ontario. It seems that the Council of the Ontario Medical Society sent a hired informer in the person of a young woman to a number of Toronto pharmacists, had her apply for medical treatment of them (presumably for some simple ailment), and then caused the arrest and prosecution of eight pharmacists who gave the requested treatment, on the ground that they had practiced medicine within the meaning of the medical act. The magistrate before whom the cases were first brought convicted four of the eight defendants. All four cases were promptly appealed to a higher court, however, with the result that the convictions were quashed and the costs laid upon the prosecution. In a word, the decision of the judge was that "the single act of prescribing medicine to one person on one day does not amount to a practicing of medicine." A continuance of such prescribing is required to establish the fact. The pharmacists of Toronto are quite delighted over their unqualified victory, and are full of sarcasm at what they consider the unfair and underhanded act of the Medical Council in trying to trap them into a violation of the law. In this connection our readers will be interested in a communication which we print among our "Letters" on another page of the present issue of the BULLETIN. It is by a Toronto pharmacist, and discusses the questions, What

constitutes counter prescribing? and Where should the line be drawn? The letter does not refer in any way to the Toronto prosecutions; it was suggested, not by them, but by a communication from a pharmacist in Ireland which we printed last month.

DAMAGE

SUITS.

Two or three damage suits have been brought against druggists within the last few weeks. We learn from the Midland Druggist that a clerk in a store in Chillicothe, Ohio, intending to sell one of the demi-monde a "small bottle of cocaine," sold her instead a one-eighth ounce bottle of strychnine sulphate. The girl associate for whom it was purchased noticed that the bottle was labeled strychnine, but for some reason was bent on trying it. She snuffed quite a deal of it up her nose, with the result that death ensued within a couple of hours. Meanwhile the girl who purchased the stuff herself snuffed a bit of it-just enough to make her feel "rather queer" upon awakening the next morning. We gather that 'tis she who has brought the suit for $5000 damages. It would appear that the death of her associate is of less importance than the "rather queer" sensation. which she was made to undergo. By the way, the proprietor of the store and not the clerk is the party sued. * * It is reported in the newspapers that

a pharmacist of Northport, New York, sold a woman a bottle of solution of magnesium citrate in the preparation of which he had mistakenly used acetic acid instead of the syrup of citric acid. After a week of suffering the woman died from the ingestion of some of the mixture. The pharmacist who made the mistake has left town and forgotten to return.

THE COMMENCEMENT SEASON.

April witnessed the graduation of three or four hundred pharmaceutical students. One hundred and two, including four women, were sent out from the Philadelphia College; 35, including two women, from the Pharmaceutical Department of the Western University of Pennsylvania at Pittsburg; 51 from the Department of Pharmacy of Northwestern University at Chicago; 26 from the Louisville College; 24 from the Atlanta College; 19 from the Kansas City College; 43 from the Buffalo College; 135, including 10 postgraduates, from the New York College; and 61 from the Chicago College. It is interesting to note-and the fact certainly has some significance — that these classes are on the whole quite appreciably larger than they were last year. It would appear that the era of commercial prosperity which was ushered in two or three years ago is making itself manifest in the increased output of our pharmaceutical schools. Bearing in mind the fact that the students who are now graduating entered the schools