a single exception, he has a longer continuous record with one house than any other man on the road, baving been with the Mallinckrodt people for eighteen years. Mr. Martin was born in Ohio, and educated in the public schools of Bloomington, Illinois; he served as clerk in a drug store in Indianapolis; was for a time pharmacist in a city institution; and for several years conducted, with the partnership of his brother, a retail store in Indianapolis. During the years between 1880 and 1884 he traveled for Eli Lilly & Co., and then entered upon what has proved to be so long and successful a service with the Mallinckrodt Chemical Works. Mr. Martin is widely-known, his travels covering the entire South and all the country west of the Mississippi River, including also, at times, Cuba and British Columbia. A mere glance at Mr. Martin's portrait in the group is enough to show that Dame Nature has been most generous with him; and yet, despite this, he is still unmarried, not yet having followed the wise example set him recently by the gentleman to be considered in the next paragraph.

9. JOHN GLEICHMANN.

Born and educated in Baltimore, Mr. Gleichmann graduated early in life from the Maryland College of Pharmacy, and after several years of activity in various directions became attached to the chemical trade, feeling an adaptability toward this line of work. For many years now he has represented Rosengarten & Sons, and in this capacity has become a regular visitor to all the most important jobbing and manufacturing points in the country. A man of good presence and pleasing manner, always the very soul of courtesy, and an excellent salesman, Mr. Gleichmann has become one of the most popular and successful men in the traveling fraternity. Inasmuch as his name was taken in vain in the preceding paragraph, we had best report that Mr. Gleichmann is a recent benedict. Those in attendance at this year's meeting of the N. W. D. A. at Old Point Comfort will recall with pleasure that Mr. and Mrs. Gleichmann were present, having been married in Baltimore the same week, and including the jobbers' meeting in their honeymoon itinerary.

10. JOHN W. ROSSITER.

Mr. Rossiter began his business career in 1872 with three years' experience in the retail store of John Keeshan, of Cincinnati; and this was followed by one year in the store of R. Macready & Co. Meanwhile he attended the Cincinnati College of Pharmacy, and was graduated from this institution in 1876 with a gold medal awarded him for proficiency in chemistry. In 1878 Mr. Rossiter entered the establishment of Tolman & King of Chicago; after remaining here five years he spent four years with the Fuller & Fuller Co., and then entered

upon an engagement with Humiston, Keeling & Co. which was to last thirteen years. Two years ago, when Mr. Perry, as has already been stated, left the road and went into the New York office of his employers, Powers & Weightman, Mr. Rossiter was chosen to represent this house in the territory thus rendered unoccupied. Mr. Rossiter is a man of sterling qualities and of real stability of character; and he is respected by all with whom he comes in contact.

11. Dr. R. L. TYE.

The subject of this paragraph is a Southerner by birth, having first seen the light of day among the red hills of Georgia. He was educated for the medical profession, being graduated from the Bellevue Hospital Medical College, but after practicing for some years entered the employ of Parke, Davis & Co. After four years of traveling for this house he concluded to take up the practice of medicine again, and returned to New York to do some post-graduate work; but eighteen months later, in 1895, he was employed by Merck & Co. and has since represented this house among the jobbing trade. Dr. Tye's traveling experience has brought him in contact with nearly every large buyer of drugs and chemicals both in the United States and Canada, and his portrait in the group will be immediately recognized by jobbers and manufacturers generally, and will call to mind his portly figure and jovial demeanor.

12. WILLIAM G. COOK.

The very pleasing face shown in portrait number twelve is that of the youngest traveler in the chemical trade. But, despite his youth, Mr. Cook has had considerable experience in the business. It will be remembered that he acted as his father's assistant in the Merck building at the Chicago Fair; and after this he was connected for some time with one of the Philadelphia jobbing houses. Three years were then spent with the Fraser Tablet Co. in both the laboratory and the office, after which Mr. Cook joined the N. Y. Q. forces. He has now been here for five years, and during this time has become familiar with the commercial details of the business and has had the opportunity of meeting many of the members of the trade who visit the metropolis. In traveling, he covers all the territory east of the Rocky Mountains. Mr. Cook is a careful, conscientious worker, a young man of fine character and exemplary habits, and it is a foregone conclusion that he will grow in the confidence and esteem of the trade.

13. E. T. GREEN.

The early part of Mr. Green's life was spent in a quite thorough preparation for the practice of pharmacy. After graduating at the Peabody high school in St.

Louis, he apprenticed himself to a pharmacist, and in due course attended and was graduated from the St. Louis College of Pharmacy, his superior scholarship winning for him, during the last year at college, the appointment of quizmaster to the class in chemistry. After his graduation Mr. Green drifted East and soon won, by civil-service examination, a position as apothecary in Bellevue Hospital, and there he remained for several years. His success was such that when some one was wanted at the Presbyterian Hospital to take charge of the chemical and drug department, to make analyses, and incidentally to assist in administering ether on operating days, he was recommended by Dr. Rice for the position, and it was accordingly given him. After staying here eight years, and beginning to feel the confinement, Mr. Green developed a desire to travel. An opportunity came, and now for several years he has been traveling for the New York branch of the Mallinckrodt Chemical Works. Mr. Green says he has no special hobby beyond juggling with chemical symbols, and while he has not yet enlightened the world by any new and marvelous combinations, he is in the best of health and full of hope.

14. C. M. BADGLEY.

Mr. Badgley was born in Schoharie, N. Y., thirty-five years ago, and when quite a young man entered the drug business with his father at Middleburgh, N. Y. Later, when 21 years old, he was graduated from the Maryland College of Pharmacy, after which he went back to Middleburgh and engaged in the drug business

for himself, staying there five years. At the expiration of this period he became a member of The Douw H. Fonda Drug Co., jobbers, of Albany, N. Y., and was made treasurer. This was in 1892. In the spring of 1899 Mr. Badgley identified himself with the house of Chas. Pfizer & Co., and began covering the territory throughout the Eastern and Southern States, making Detroit his Western terminus. Although Mr. Badgley has thus had but three years' experience on the road as a traveler in the chemical trade, he has made a host of friends and is looked upon as a hustler.

15. FRANK B. TRACY.

Though a young man, only twenty-seven summers having so far passed over his head, Mr. Tracy seems to have had a gratifying measure of success. Born and brought up in Chicago, he graduated from the high school in 1892 as valedictorian of his class, and immediately began business life with the Fuller & Fuller Co. Two years passed by, and a position was secured in the house of Charles Pfizer & Co. For three years Mr. Tracy called upon the wholesale trade of Chicago, and then he was sent out upon the road, where he soon became familiarly known to the drug and kindred trades from Cincinnati to Salt Lake City. Upon the occasion of Mr. Frank J. Wall's death at Seattle, Wash., last January, it became necessary for Messrs. Pfizer & Co. to choose his successor, and the choice fell upon Mr. Tracy-a choice which reflected great credit upon the young man, but which he had merited by his success on the road and his proved business capacities.

DEVICE FOR DIVIDING POWDERS.

Mr. Mack has devised a very clever and simple expedient for facilitating the division of a powder mixture into the specified proportions; the quota allotted to each powder being calculated with greater expedition and accuracy by this method than by the eye alone. The device shown the writer might be described as follows: A small slab of slate, about four by four inches in size, with the edges of the upper surface beveled, had marked upon its face a design somewhat suggestive of a chess board. This device consisted of an aggregation of small squares, approximately one-half an inch in diameter, scratched in the surface of the slate, the tracing being accentuated by a pencil line of plaster

Paris run along the scratches. These squares were forty-eight in number, as seen in the illustration-six rows of eight squares each. Opposite each vertical and horizontal row of squares, near the margin of the design, a small, distinct figure was cut in the slate-figures chosen to estimate quickly the number of squares in a given radius. The application of the principle of division was very simple: For instance, when twentyfour powders are to be divided, the mixture is transferred from the mortar to the device we have pictured, the ingredients being spread evenly and correctly over just twenty-four assembled squares in the scale-six squares on the long side by four squares on the shorter. With the blade of a steel spatula, the mixture is marked

being brought against the spatula held in the left hand to effect in a practical way the perfect removal of the powder. It will be noticed that both the vertical and horizontal markings extend slightly beyond the outer lines of the design: this is done to guide the operator in handling the spatula when a powder mixture covers the scale and hides it from the eye.

STORAGE OF WRAPPING-PAPER.

Generally the druggist has not provided himself with a wrapping-paper rack that supports the paper in rolls. He cuts large sheets into various sizes most needed, and either piles these on the counter where they are always in the way, difficult to handle and to keep from confusion, or he deposits them in a shallow drawer beneath the counter, which must be opened every time a sheet of wrapping-paper is needed, and closed as often. Now, in place of being handicapped by either of these imperfect methods of storage, let there be designed, just under the counter, a series of simple compartments, one immediately following the other, which will nicely accommodate the sheets of paper. This system obviates confusion, economizes space, and saves time and patience.

NOVEL METHOD OF ADVERTISING PERFUME.

A most fruitful and ingenious method of advertising perfume in the store was recently suggested to the writer. The author of this scheme told of securing a pretty jardiniere in which an artificial rose bush was clothed in resplendent bloom. Over the blossoms he liberally sprayed his choicest perfume of roses. To the plant he

affixed a neatly printed placard reading: "We sell the perfume that scented these roses." The jardiniere was placed on the front counter where all who entered might plainly see it, and very few who came into the store neglected to smell of the flowers. The originality of the advertisement sold the perfume! A flower receiver decked with artificial carnations would doubtless prove a remunerative investment, costing but a few cents and a little attention. Carnation pink can easily be made a very popular odor if the perfume be really suggestive of the flower.

A FAMILY MEDICINE CHEST.

An emergency is not an event which casts its shadow before; but it often trails after, particularly if the emergency is not well met. People should better appreciate what a weight of annoyance and discord is often concurrent with and tributary to an unexpected happening that is poorly treated. A druggist might frequently effect a sale for some simple remedial agent by judiciously reminding the public that there are emergencies to anticipate other than the unexpected guest. A practical scheme for this purpose might be effected after this manner: Secure a small, shallow case with several shelves, pleasing in appearance, and rest it in a prominent position where almost every one entering will be likely to notice its presence. In dimensions this piece of furniture might be appropriately 3 ft. x 2 ft. x 6 in. The shelves should be made to exhibit small containers of such simple agents of a remedial nature as should be found in every well-regulated home. The lower shelf might display eight-ounce salt-mouth bottles filled with such as the following: sodium bicarbonate, yellow mustard, ground ginger, whole and ground flaxseed, German chamomile. An eight-ounce bottle of lime water and a container of like capacity filled with some good counterirritant might occupy this shelf in company with a carton of absorbent cotton, a roll of surgeon's adhesive plaster, an envelope of court plaster, a box of prepared mustard plaster, a cylinder of porous plasters, and a package of Seidlitz powders. The shelf immediately above might be occupied by four-ounce salt-mouth bottles containing Epsom salts, Rochelle salts, alum, magnesia, senna leaves, quinine pills, compound licorice powder; also a number of four-ounce tincture bottles containing glycerin, castor oil, sweet spirit of nitre, ipecac, squill, wild cherry and tar, tincture of arnica, deodorized opium, camphor, and ginger. The third shelf in the tier could suggest the purchase of certain sick-room devices indispensable to the model home: a night lamp for a sick chamber, a hotwater bottle, a cracked-ice receptacle, a medicine-glass, a medicine-dropper, etc. Another shelf might advise the public to be in possession of several emollients, and headache, toothache, and corn cures. A family medicine chest like this ought to prove a ready seller and a good profit-maker.

The vast majority of pharmacists carry a small stock of sponges, but comparatively few have been successful in developing either a large or profitable trade in this article. This is doubtless partially due to the fact that the study of sponges does not form a part of the professional training of the pharmacist. The scanty and unsatisfactory information which he is later on enabled to gather from traveling salesmen from time to time is usually of such a nature as to be rather a hindrance to him than of practical service. The salesman's aim is to dispose of unsalable classes of sponges and not to instruct the pharmacist as to what classes he really ought to buy. The scope of this article will be limited to a very general description of the various kinds of sponges adapted to the trade of the pharmacist, with some practical hints as to buying, the display of the article, selling, etc.

A GOOD POINT.

Before laying in a stock of sponges, it is for you to decide what the requirements of your trade are, so that you may make your purchases in accordance with those requirements. Are your patrons wealthy and luxury loving? If so, you will require a stock of the better classes of Mediterranean sponges. If they are people of moderate means, and yet people desirous of purchasing a fairly good article, then the cheaper grades of Mediterranean sponges will answer, or even possibly the Bahama, Cuba, or Florida "wool" sponges. If, however, your trade is among the poorer classes, you will doubtless decide to confine your purchases to the cheaper grades of sponge of the American continent.

THE DIFFERENT CLASSES OF MEDITERRANEAN SPONGES.

Mediterranean sponges are divided into two general classes, which are respectively known to the American buyer as "bath" or "honeycomb," and "toilet." The honeycomb sponges are so called because they have large holes or pores having the general appearance of honey in the comb. The "toilets" have much smaller pores and are usually of a finer and closer texture than the "baths," besides being tougher. Speaking generally, the "honeycomb" sponges are larger than the "toilets," and are used in the bath, while the "toilets" are used for the face; but it should be remembered that there are also small "honeycombs" suitable for the face and large "toilets" suitable for the bath.

The choicest "bath" sponges are the so-called "mandrukas," which, although washed in a light solution of lime, are called "natural." The cheaper grades of

"bath" sponges are usually bleached, of a bright-yellow color, and are known as "bleached honeycomb." They are not so strong as the "mandrukas;" their texture is not so fine, nor their forms so handsome and shapely.

The "toilets" are divided into two broad classes, viz., "solids" and "cups." The "solids," as their name implies, are solid pieces, while the "cups" are hollow in the center-somewhat cup-shaped. The best "toilets" are also ordinarily washed in a light solution of lime only, while the inferior grades of "toilets" are usually bleached in the same way as the inferior grades of "honeycomb."

AMERICAN SPONGES

are divided into the following principal classes: "sheepswool," "velvet," "yellow," "grass;" there are also "reef," "hardhead," and "glove sponges," etc. best American sponges suitable for bath purposes are the "sheepswool; they are durable and of excellent texture. The Florida sheepswool sponge, and especially that known as "Rock-Island," compares favorably with many of the Mediterranean "honeycomb " sponges, and is stronger. "Velvet" sponges are of a soft, velvety texture, but are not so strong as the "wool sponges.' "Yellows" are harder than the "velvets," though sometimes not quite so strong. The above classes are sold either perfectly natural or bleached. "Grass" sponges bleached, of a bright-yellow color, and have a showy are the poorest sponges of all. They are usually appearance, being frequently of excellent form, but they are hard and tear very easily.

"CUT" AND "FORM SPONGES.

The larger, and also the more irregular sponges, are cut into pieces more or less symmetrical and are called "coupes" or "cuts." Those which do not need to be cut are called "forms," and being more shapely, of more attractive appearance, and, besides, more scarce, are sold by the dealers at much higher prices; yet a good "cut" sponge is often superior to a "form;" a "form" may have a weak root which will tear, whereas many of the "cuts" are "all good sponge," and are cut from large sponges, which are frequently very strong, and are only cut because the very large sizes are not as salable in their original form. Good strong "coupes" are actually worth more than poor and weak “forms.”

HOW TO BUY SPONGES.

In buying sponges it is always advisable to buy by the piece and not by weight, but if for any reason you

are compelled to buy by weight, be sure that the sponges are not unreasonably moist (they must have some slight moisture in order to pack properly in bales). See to it also that there is no sand or other foreign matter in the sponges. You may buy at a low price per pound, yet you may find after receiving and examining the sponges that they are quite expensive per piece owing to the fact of their having been "loaded" with some foreign substance.

APPORTIONING THE SELLING PRICE.

In order to put the selling prices on your sponges, proceed as follows: Add the desired percentage of profit to your invoice and divide by the number of pieces of sponge in your purchase. This will give you the average selling price per piece, which use as a basis. Remember, however, that the smaller and larger sizes do not usually sell as well as the medium sizes, consequently

place somewhat higher prices on the medium sizes than the average selling price just obtained. Each sponge differs from every other and must have its own price. Of course, you should place still higher prices on the larger pieces, and lower prices on the smaller pieces. Attach a small ticket to each sponge with the selling price of the sponge marked on the ticket. Add together the prices which you have placed on all the pieces, and if you have apportioned your selling prices with reasonable consideration to size and quality, you ought to bring out approximately the cost, plus the percentage of profit originally required. A little practice will enable you to apportion the prices properly, but it is of prime importance that you put sufficiently high prices on your salable sizes, so that you do not afterward find it necessary to so reduce the prices of your remaining sponges that you lose your profit on the transaction. Finally, do not leave your stock of sponges exposed to the sun.

Paris tooth which had been obtained some time before with an invoice of toothache gum of a certain brand. The display was completed by a sign placed at one end

Mr. William S. Pilcher sends in the window display shown in the accompanying illustration, and remarks that one of its advantages is that it can be made with a comparatively small stock. A string was stretched across the front of the window about two-thirds of the distance up; and fastened to this, at intervals of six inches or so, were other strings, carried to a central point in the back of the window and at the bottom, thus producing a cone effect. Tooth-brushes were then tied on these strings by means of a simple knot. Where the strings met at the back of the window, packages of tooth-powder were placed. The bottom of the window was covered with purple tissue-paper, and in

formed with a lot of tooth-brushes, in the center of which in turn was placed a large, gilded, plaster-of

of the window, bearing this legend: "TOOTH BRUSHES, 10, 15, 20, 25, 35, AND 40 CENTS EACH."

Mr. Pilcher says that "we had samples of our own tooth.

powder put up in some turned-wood boxes and gave one of these with every tooth-brush sold, as well as to every person mentioning our window display. Of course, in giving the samples we explained: to every recipient that the product was harmless and was a perfect cleanser of the teeth. I may say that we sold a lot of tooth-brushes during the week in which the display was in the

window. I tried to keep the brushes moving by means of weights and rubber bands, but did not succeed very well."