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In dressing a counter or window, goggles should always be displayed with their containers. The case belongs to the goggle just as much as the metal box does to the shaving stick. It is a good plan to mark your prices plainly, although we know that some dealers still regard this practice with disfavor. We are pleased to note, however, that this prejudice is rapidly disappearing.
Many people still regard the goggle business as seasonable. Automobiles were looked upon in a similar manner until the last year or so. They were seasonable largely because the trade made them so. If you will glance through any representative publication, as for instance, the Saturday Evening Post, you will note that the automobile advertising holds straight throughout the year. The out-of-door season is gradually being extended. Statistics show that the majority of automobile tours do not begin until July and fewer and fewer cars are being housed for the winter.
The fall is as good a season as any other in which to develop goggle sales. The high winds blow dust about and dry up the secretions of the eye. The cold winter winds are far less uncomfortable and snow glare much less disagreeable, if the eyes are protected. Of course, there are certain times of the year when the sales of goggles are greater than at others, but it is not true that they can be sold only at certain seasons of the year.
The manufacturer, and many of the jobbers, will supply printed matter to dealers to use in conjunction with their displays. Circulars can be prepared and orders solicited from the members of local country clubs, gun clubs, automobile clubs, etc. Just now the National Guard is buying goggles freely. Some manufacturers have a Service Department whose assistance is available without charge to dealers handling their line. The work of this department is to help the dealer build up a satisfactory goggle business, analyze reports of local conditions submitted by the dealer, recommend sales plans, furnish material for circular letters, advertisements, etc. It would pay retailers to ask for the manufacturer's co-operation in these matters. In fact, the success or failure of goggle sales on the part of the dealer depends largely upon his activity and ability to get business.
There are all classes of goggles at all prices, as in other lines of goods, and, as is the case with other lines, the best quality is usually the cheapest in the long run. It satisfies the customer and pays the dealer the largest dividend upon his investment. You all know the outcome of any business conducted upon a basis of price alone. Out of justice to your customers, as well as to yourselves, the price should not be the main consideration. It is bound to result in the eventual cheapening of the product which cannot work in any other than a manner detrimental to the interests of all concerned. If the manufacturer employs the best materials and workmanship obtainable at the prices he asks, he is entitled to a fair percentage of profit; the jobber to his share for the service he renders; and the dealer should see that the goods are finally sold to the consumer at a price in keeping with the standard of the goods. The dealer, being the last link in the chain of distribution, is the man whose requirements should receive most careful attention, for he has his fingers on the pulse of demand and not infrequently can influence the purchaser one way or the other. If the manufacturer will design goods that the dealers' customers want and will make them to the best of his ability and will not manufacture styles merely because he has a preference for a certain kind, there is apt to be little cause for dissatisfaction. In our opinion, the retail druggist generally renders more service and receives less in return than any other retail merchant, and for this, if for no other reason, he is entitled to all the help and consideration he can be given.
We have found by careful study that goggles are not being distributed adequately by garages, automobile dealers and the like, hence the advantage to the druggist of developing this line while the demand is still liquid. We believe that the retail druggist is one of the logical distributors of goggles. He is becoming more and more the outlet for lines of merchandise that other merchants do not have the ability, the foresight, or the means to handle. The motorist in doubt, always asks to be directed to the best drug store. Don't disappoint him.
The tendency in goggle manufacturing is towards nationally advertised lines with sure profit possibilities to the dealer. From your own experience you know which are the most advantageous to handle, widely advertised goods with consequent consumer demand, or the unadvertised lines upon which you are compelled to do missionary work. The day is past when people believed advertised goods to be more expensive than the unknown brands. They know that advertising increases the demand, enables the manufacturer to produce more at a lower cost, reduces the selling expense, and means better products.
The dealers' stock of goggles can meet every practical need if he limits it to not more than twelve styles. There is no reason why $15.00 or $25.00 thoughtfully spent should not enable the dealer to install a goggle department that, if properly run, should yield approximately 100% on an investment frequently turned over. The most satisfactory range of retail prices is from 25 cents to $1.50 per pair. Styles sold at less than 25 cents are generally worth about what they cost, while at a higher retail price than $1.50, the consumer does not always get good value.
It is quite probable that we have overlooked many important points in this discussion. The subject is one that can hardly be covered adequately in a brief talk. It will be interesting to have any comments or suggestions that may occur to you, or to hear of your personal experiences in this field of selling.
THEORY AND PRACTICE
Rat and Roach Exterminators.
The large amounts of produce of various kinds which are destroyed annually by rats and mice have led to careful investigations to discover a sure and safe exterminator.
Many of the positive agents are not practical under all conditions, such as the use of poisonous gases in inhabited buildings, the placing out of poisons where other animals or children might get them. Some poisons are not practical because of their quick action, causing death before the animal can leave the building.
Those who have experimented in the preparation of rat poisons are not willing to place this despised rodent in the same low class that psychologists have assigned
it; if it has no reasoning powers, it is certainly very cute in its choice of food, and the preparation which is effective. must be put up in a manner to tempt its appetite.
There are a number of sure ways to rid the premises of these pests by the use of simple means such as the placing of powdered glass or copperas in the runs. Only recently the roaches were bold enough to invade our editorial sanctum but were quickly routed with a mixture of Dalmatian insect powder, foenugreek and borax spread with a powder blower.
One of our readers has made inquiry for a formula for a rat and roach exterminator similar to Stearn's or Hobson's, and we take it that he is looking for a fórmula that is marketable. He com
plains that the usual phosphorus pastes soon dry out and become sour. would suggest that these objections could be overcome by the addition of glucose and a little preservative.
Stearns' Electric Rat and Roach Paste is said to contain 12% to 3% phosphorus and 97% to 982% inert ingredients. It is a brown, adhesive, viscous, semitranslucent preparation. The paste so readily reduces Fehlings and Benedicts. reagents as to suggest the inert ingredients being chiefly glucose.
These pastes are probably made by dissolving phosphorus in carbon disulphide and adding to the solution a small portion of petrolatum jelly, which assists in protecting the phosphorus from oxidation by the air. The carbon disulphide solution is then mixed with the glucose by trituration.
Care must be exercised in handling solutions of phosphorus in volatile solvents as they are liable to ignite upon exposure to air, especially if the solution is concentrated.
Others of our readers may be interested in the type of preparations which the Government experts have worked out, but which are for use immediately, and would not be suitable to market unless, perhaps, the active ingredients could be packed in dry form to be mixed by the purchaser.
Hog's lard.. Salicylic acid..
.500 grams .5 grains .1 bulb
.50 to 100 grams 500 grams
Barium Carbonate.. Sol. Ammonium Copper acetate, 20% 50 grams Fry the squills in the fats until the fats have taken up the odor of the squills, then mix in the other ingredients.
Barium carbonate is said to be one of the chepaest and best poisons to use for exterminating rats. It has no taste or smell and acts as a corrosive on the mucous membranes. The action is slow and the rats almost always leave the building before dying. It is poisonous to other animals if taken in sufficient quantity.
Another way of using it is to combine. it with oatmeal or corn meal in the proportion of one part mineral to four parts meal and add sufficient glucose to mix and keep soft.
"Mix the first three ingredients, mix the other ingredients and incorporate this mixture with the powder." [Hubbucks Oxyde Zinc is preferable and the powder should be sifted through fine bolting cloth.-ED.]
It is difficult to prepare a good face powder without the use of metallic compounds such as salts of zinc, lead and bismuth.
Lead is prohibitive on account of its toxicity and both lead and bismuth form colored compounds. Bismuth is also prohibitive from a pecuniary standpoint.
These metallic compounds, especially those of lead and zine have a tendency to stop up the sebaceous glands and produce blackheads.
Keeping Horseradish White.
We have an inquiry from one of our readers asking what to add to prepared horseradish to keep it from turning brown. If properly protected from the the air it will not discolor.
Mulsified Coconut Oil.
From the name one would imagine the preparation as being an emulsion of cocoanut oil, whereas it is a solution of saponified cocoanut oil or cocoanut oil soap. The preparation contains 6% alcohol and is perfumed with lavender, it also contains an excess of alkali.
It is probably prepared by saponifying cocoanut oil in the cold by an hydroalcoholic solution of potassium hydroxide; and using distilled water throughout the entire process, which will prevent the precipitation of alkali or metallic soaps. If our querist is desirous of knowing the percentage of cocoanut oil in the preparation he may determine it as follows: Strongly acidify a weighed or preferably measured quantity of the preparation and heat for half an hour on a water-bath, this will decompose the soap and liberate the cocoanut oil which will rise to the top, this oil may then be extracted with chloroform, the chloroform evaporated and the oil weighed. If desirous to know whether other oils or fats are present the melting point, or Iodine number and Saponification value may be taken.. Before extraction with chloroform a small portion of the aqueous layer should be withdrawn and strongly heated and noting if any oil separates; this is to insure complete decomposition of the soap. If the soap us not decomposed, heating must be continued until it is completely decomposed, and then proceed with the chloroform extraction.
The following formula is taken from the New Standard Formulary, 1910, page 975. This formula is not intended to produce a product the same as Mulsified Cocoanut Oil, but is given as comparative formula of this type of preparations, from which the desired formula may be constructed:
Oleic Acid, Pure..
Potassium Carbonate.. Water..
"Mix all, agitate frequently until the oil and acid are saponified, then decant from any undissolved potash. The potash may be caustic potassa or any good grade of commercial potash or lye. The excess will remain at the bottom of the bottle and the soap may be decanted."
Extract the senna by percolation with alcohol until exhausted, and reject this alcoholic percolate which contains the resin or griping principle. Remove the senna from the percolator, dry it and then in the usual manner prepare a fluidextract by percolation with diluted alcohol. Evaporate the alcohol from the fluidextract on a water-bath, dissolve the sugar in the remaining portion and add sufficient water to make 1000 mils. Lastly add the oil of coriander and mix thoroughly.
NOTE-This preparation contains very little or no alcohol. It has the strength of a fluidextract with the properties of a syrup, and is therefore especially adapted for children. Dose: 4 to 8 mils.
AROMATIC FLUID SENNA.
Should the Cincinnati Academy of Pharmacy formula for the Senna preparation not be available, then use this formula.
Senna, broken pieces. Boiling Water..
Moisten the senna leaves with small quantity of water. Sprinkle the potassium bitartrate as uniformly as possible over the senna. When dry, mix in the other ingredients.
One and a half ounces for 10 cents.
Tr. Cardamom Comp., of each.. Glycerin, a sufficient quantity,
Allow to digest for one hour and strain. Add 500 mils boiling water to dregs and strain. To the strained liquids add Sugar 500 Gm, and heat in evaporating dish over water-bath until the liquid has evaporated to 1000 mils. Cool and add Oil Coriander, 0.75 mil.
Mix and strain.
BUCKEYE CORN REMEDY,
Compound Salicylated Collodion, N. F. Two drachms for 15 cents.
BUCKEYE CORN PLASTER.
Salicylic Acid and Cannabis Indica Plaster, two pieces, each 1 by 11⁄2 inches, for 10 cents.
*Journ. A. Ph. A.