Vol. III. No. 11

Issued Monthly By

One Dollar a Year

Subscription: Single Copy 15 cts.

less than advantages that may be derived

traction apparently is the influence of financial gain. That this is true has been clearly evidenced among druggists through the relative strengths of the N. A. R. D. and A. Ph. A., the former appealing because it protects against profit reduction, or reversely works for volume increase of sales and profit, and directly concerns itself with the promotion of the retailer's business. The other has more distinctly professional ideals which, while they should appeal to all engaged in the drug business, seem to reach only a very small proportion. There is evidently a lack of pride in the professional qualification and appreciation of the distinction which this confers, or the value thereof does not promise sufficient returns to the votaries.

Are these the conditions which should obtain, or is a higher estimate and value possible, and what must be embodied in the advancement essential thereto, would be leading questions applicable to the professional side. On the other, questions of a commercial nature tempered with those presented would suggest themselves. We can readily observe higher exactions and educational requirements being. demanded, and also the needs for more advanced commercial training so as to successfully compete with merchants who specially qualify themselves for business life by proper schooling and years of clerkship. The question continuously arises, how long can professional pharmacy and the drug business with its numerous side lines hold together without detracting from the standing of the pharmacist or impede the activities of the druggist as a man of business?

If it were possible to offer a satisfactory solution or make division practical and acceptable. associations might lend themselves to serious

and persistent contemplation. It is more than doubtful that such a move would be acceptable at the present, and though this be the trend and the ultimate outcome, the progression will probably continue at no greater pace than that which has obtained for some time past. When and if higher scientific exactions are demanded of pharmacists commensurate with the standards of the medical profession, with which pharmacy must always be closely associated, and still more decided steps be taken to commercialize the drug business, speaking advisedly, then probably such division will come about and as distinctive regulation will be applied to these two divisions as now obtains with the practice of medicine and pharmacy, as included in the drug business of today. In other words, the cord that binds pharmacy and the selling of drugs in connection with multitudinous side. lines will be drawn so fine that it will become almost invisible or snap from the tension. Along this line we could theorize to our hearts' content, however it would avail but little.

In order to make associations valuable and attract membership thereto something tangible must be evident to a very large percentage who are only willing under such inducement to give their support. A large number expect more direct returns from their investment in an association than the usual profit derived from selling goods or compounding prescriptions. The undisputed value of associations to the individual by upholding his vocation and the accomplishment of work otherwise impossible, as the revision of the Pharmacopoeia and National Formulary, the enactment of regulations and upholding of prices seem to remain unconsidered, and duty of contribution by mainte nance of membership in some instances utterly disregarded. By joining, they presumably extended a favor and to work in and for the body with which they have affiliated is preposterous. This is not only true with trade associations, but also fraternal organizations, with which some align themselves only to reap whatever distinction or advantage such connection. brings. What those engaged in the drug business need to appreciate more is that its progress, well-being and stability is conditioned upon those engaged in it, whether they be competent and honest and also not so absorbed in self that they have no thought for others. Whether they have pride in their vocation or persist in its pursuit from necessity rather than choice, they still have another inquiry coming and that is to ask themselves what they are. contributing to the future, whether they are developing young men under such direction that they will be prepared for the demands which will be made upon them. We not only inherit but shape and constitute environments. The realization is growing upon us that the duties of the retail druggist, notwithstanding that much of his work has been delegated to

others, are more difficult today than in the past, that the conduct of the business is less simple, that the moral obligations are greater and that more than ever extreme individualism breeds a selfishness that is hurtful not only to the progress of pharmacy, but promotion and upholding of the drug business in general. New burdens are continuously being laid upon the druggists, requiring more thorough knowledge, wider experience, stronger character, demanding a corresponding training of those who are to continue the business or profession, as we may choose to call it. Seemingly, therefore, more than ever the present speaks for co-operation, associations should thrive as never before, the links between correlated bodies should be more securely welded because there is a greater need.

It may not be amiss to refer to organizations. of more recent origin in which the druggists through the inclusion of side lines are considerably concerned, namely, the formation of advertising leagues constituted only during the last few years and exhibiting strength and vitality deserving of the attention of older associations and all because of devotion to their good purposes and practical application. Any one who has studied advertisements of ten years ago and then looks over the advertising of today will be deeply impressed with the improvement, the higher tone, the truthfulness and valuable information interestingly told. Tell the truth policy has been adopted, the only rational means which could have given such impetus. Take the other plan so long in vogue of exaggerated statements and compare -one may give a blaze ending in more intense darkness, while the other contributes a light which steadily becomes brighter. These associations strive together in developing and bettering their work, outline practical and systematic courses of instruction that contribute a fund of knowledge and information of intense interest and value to each member, who participates in the privileges of their endeav

or.

No one can estimate the harm and injury untruthful advertisements have done the drug business, possibly more damage than has been inflicted on any other trade or profession. Unfortunately these promotions have been aided. either knowingly or unwittingly by druggists. The chain of co-operation ought to extend throughout all organizations that have interests in common, stronger of course among those having more direct connection and thereby profit the individual member. In this instance. for example, if interest was disseminated there would be an avenue of publicity conveying information of far-reaching influence. Consider other trade connections, even those who must have, or at least desire the retailers' support, how valuable would reciprocity be. The interassociation, or at least co-operation, promises a possibility of strength which has many times

been overlooked, contributing loss and sorrow. There is another lesson to be taken from this organization and that is the systematic course. of study provided for their members, not only during the annual meetings, but at the weekly gatherings of local bodies. The suggestion then would also imply the formation of local druggists' organizations, adopting this feature. The course could conveniently be divided into subjects dealing both with the commercial and scientific sides. This presents a means for improvement, thorough discussion of subjects that concern the drug business and constituted for all purposes that effect or concern the druggists. Being thus organized, assistance may be asked and reasonably expected from other associated bodies. Strength through organization is far more influential and more apt to be applied, after due reflection and consideration, than that put forth by individuals. Take as example, the efforts to dislodge itinerant venders have proven ineffective largely on account of disassociated or unconcerted action. Through a combination of effort aided by an educational campaign. the support of citizens could be secured, and they in reality should prompt the legal regulation; certainly the aid of wholesale druggists and of manufacturers would be readily forthcoming, which together with sincerity and harmonious action should carry through any measure of merit.

There never has been a time when associations were so necessary and the most complete application of the idea will result in the greatest benefit; then, too, membership will be sought because of the valuable assistance that can be derived. In Texas, the State Medical Association is represented at the meeting of the Texas Pharmaceutical Association and has offered to co-operate in the regulation of itinerant vending. This exemplifies what it is here endeavored to express-the individual profits in dollars through the co-operative influence of allied organizations, and while some will still remain unaffiliated from purely selfish motives. they are accepting something for nothing in a manner they have no right to do. To sum up, then, the work thus far outlined, the professional man will see an opportunity for the acquisition of knowledge from the related experience of others, have the satisfaction that comes to a person with such ideals because of the uplift of his profession and thereby himself. While the one devoted to the commercial side can aid in providing a school of instruction for the conduct of his business, the advertising of his various lines, and profit because through cooperation conditions have come about which remove unfair competition, culminate in more satisfactory trade conditions whereby his profits are augmented. All of this in excess of the advantages usually gained through association, including the friendships made, etc. In other words, every one ought to see outside of the

direct benefits, the returns in actual money value, far in excess of the annual investment. Lack of interest in association work is largely the result of inactivity during the year which could be overcome by having local associations that would meet once a week, say for a noon-hour luncheon,. the meeting to be called promptly and adjourn precisely at the time designated. One or two persons should be selected to present papers of not over twenty minutes reading length on subjects provided for in an outlined course, followed by brief discussions, no one being allowed to speak a second time without permission. In the presentation of papers give every one a chance, it is surprising how this develops confidence and thereby brings more active members before State Association meetings. The subjects need not be of a scientific nature at all times; in fact, should not be, for the commercial side. has equal if not greater interest. Ten minutes or more when occasion demands could be devoted to a discussion of matters of more general interest, such as rulings, decisions, trade conditions, etc. The whole time to be consumed should not be over an hour and a half.

The desire to reap where they have not sown is ancient history, but the present day speaks for a reform in the dealings between man and man and an appreciation in connection with association work should not be wanting. Individuals deriving benefit from these endeavors should be willing to contribute not only money, but also share in the necessary work.

There never was a time when associated work was more necessary nor a more opportune time for impressing the needs and advantages. This is a period of activity, when every moment counts, and profits are dependent on volume, an era of combination wherein labor saving contributes the profits. Co-operative endeavor would speak for such economy and thereby give the individual advantages he could not obtain through his own efforts.

X X DRUGLIGHTS.

"Be independent. Run your own business, but always remember that you are depending on the public for support, and without its support you can not conduct your business. Never feel that you are sacrificing your independence. when you try to please a customer who is dissatisfied about something.'

"The world is a looking glass and gives back to every man the reflection of his own face. Frown at it, and it will look sourly upon you: laugh at it and with it, and it is a jolly, kind companion.

"The Sherley stamp tax bill is unfair and unjust to you and your fellow druggists. Write your Senators and Representatives in Congress to oppose the passage of this bill."

"It is with certain good qualities as with the senses; those who are entirely deprived of them can neither appreciate nor comprehend them.

The times are waiting for men who shall serve and not merely inquire. strive and not merely investigate, give to their age and their kind, not so much learning in bulk as wisdom in action; great doing as the only true fruitage of great thinking; the consecration to the uplifting of one's fellowmen of one's best, rather than the conserving, by mere culture, of one's self."

"A soul occupied with great ideas best performs small duties. Nothing is degrading which a high and graceful purpose ennobles.'

X

THE ESSENTIALS OF SUCCESS IN THE DRUG BUSINESS.

BY ADDISON DIMMITT. (Read before Kentucky Pharmaceutical Association.)

Purity in Material Sold and Dispensed. This means possibly more to a druggist's permanent success than any other one thing connected with his business. Your customers and physician friends soon find out by actual use, that you sell and dispense only the highest quality of drugs and chemicals and they become not only permanent customers, but are constantly referring others to you. As an example, two ounces pure Epsom salts sold, which will dissolve rapidly and make a perfectly clean and clear solution, will prove more profitounces of the commercial salts which, as a rule, able to a druggist in the end than four or eight is slow in dissolving and frequently found full of dirt and foreign matter. The effect with the customer is obvious. This same rule will hold good with all you sell. With the greatest majority of people when they buy medicine it's quality they want and not quantity. Quality always insures definite results, while the cheap or commercial kind is not dependable. I contend it to be good policy to always buy the best you can get in all things. A discriminating public is always willing for you to make reasonable profit.

Accuracy in Dispensing.

The need for this is obvious. Every druggist knows that an error made, simple though it be. with no serious physical damage done, will ruin his business quicker than any other one thing. The public knows little of the nature of drugs and the slightest mistake is magnified, exaggerated and advertised better than a newspa

per could do, by your competitor, who will boost it along in a confidential way, and your dear friends, to whom you have possibly refused credit, will cry it from the housetops. So it behooves every druggist to be most particular. Be absolutely sure about everything you dispense; guess at nothing. Take nothing for granted, but know it to be so. Be sure you provide your prescription department and laboratory with accurate scales, measures, etc., and if practical, use the checking system in your prescription work.

Promptness.

Sometime ago an enterprising firm mailed printed on it: "If you have anything to do, do out a little placard with the following truism it now, " which is one of the most necessary rules in all business affairs, and if you will observe closely the successful business man, you will find system and promptness in every ramification of his business. His customers are waited on promptly. If he is out of an article, and promises to get the item or send it in a giv en time, it is promptly attended to. He keeps his stock in convenient places and ready for sales. This facilitates time, which is a great item during the rush hours of business. meets his accounts promptly. He keeps all business engagements to the moment. In fact, his entire business is conducted on the principle of "do it now."

Pharmaceutical Education.

He

If a physician comes into your place of business and asks you why some alkaloid will not dissolve in a solution of biborate of soda or why a solution of nitrate of silver which he has prepared in his office, has precipitated and you cannot tell him, his natural conclusion is that you do not know your business and he will patronize the druggist who does. Or in the case of a customer who wanted to know some simple directions about a purchase, the proper application or dose, or will it mix with some other medicine, and you could not tell him, the results would be the same as with the physician. Again, a good practical pharmaceutical education gives a druggist great advantage over his uneducated competitors. He can prepare most all of his own preparations, thus saving the manufacturer's profit, while his competitor is forced through ignorance to buy his stock. We could give endless reasons why a druggist, to be successful in his business, should be thoroughly qualified from an educational standpoint, but time on such a general subject as this paper is too limited.

Politeness and Courtesy.

There is no class of business men under the sun that require more tact, diplomacy and patience than the druggist. The public, without right or reason, become grievously offended if they cannot get the free use of your telephones, or indignant if you are temporarily out of post

age stamps, or if your city directory is not convenient at hand. Of course, your ice water and matches are as free as the air. Besides this, your store must be a general depository for hat boxes, bird cages, valises, bundles, etc., but the limit is reached when you are asked to deliver phone messages (most of which are nonsense) within a radius of two or three squares of your store. All of these accommodations, we must accept with a gracious smile, just like you really wanted to do them. Job in his palmiest days was not in the same class when it comes to patience with the present-day druggist. However, the public has become educated to expect these things; it's part and parcel of the business, so we must carry the burden with the best grace possible, as it has become one of the trade-winning features of a successful drug business. The present-day watchword is "please your customer." A pleasant word will go a long way; a scowl, a sharp word or indif. ference means in most instances, a customer is lost.

Cleanliness and System.

If cleanliness begets godliness, then the successful druggist's chance for heaven are materially improved. Inspect the busy and successful drug store. You will find everything and everybody moves. The stock, counters, shelves and bottles, windows; in fact, the entire appearance of the place shows attention and care. It looks good to the customers and they conclude you are just as particular with your prescription and laboratory work as you are in the front appearance of your place. Closely associated with cleanliness is system in a drug store. There should be a place for everything in the store and it should be kept there. Each attache of the place should be assigned certain duties and held responsible for them. Where a perfect system is in effect, a drug store will run like a well-oiled piece of machinery. No disorder in stock, no shortage or lost sales, nor shopworn goods, no bickering and quarreling clerks; in fact, each one attends to his own part of the business correctly and promptly, all of which, when considered together, go a long way to make a live and successful business.

Compliance With All Pharmacy Laws. Each druggist should inform himself thoroughly as to all pharmacy and pure food and drug laws, both State and National. Read carefully, and where a section is not understood, have it defined so that your business can be conducted in strict accordance with it. Keep out of court. The notoriety which is given a violator of the law, even though the offense be trifling or technical, is harmful. The pub lic does not understand these things and they become greatly exaggerated. It hurts your reputation and your business. Watch all special taxes and licenses for which you are liable. If you let them lapse you will have a penalty to

pay, besides the full amount of the license. The law does not make it compulsory for those in whose hands the enforcement is placed to notify you of their expiration, so you must post yourself.

Buying Merchandise.

The old saying that goods well bought are half sold is true, indeed. To be a successful buyer, a druggist must necessarily keep himself thoroughly posted on the current market price of all goods that have a fluctuating value. If his outlet for certain lines justifies a heavy purchase in advance of a rise, it is good business to take advantage of it. Or if his outlet will permit of a quantity purchase at any time that will save him from 5 to 10 per cent., this also is a good purchase; provided, however, that he can turn the goods over in from sixty to one hundred and twenty days. If it requires a longer time than that I question the advantage of saving 5 per cent on the purchase, as your money can be used to a better advantage elsewhere. Buying quantities and dividing with neighboring druggists is frequently done to save discounts. The most difficult line in connection with the drug business to buy is the sundries and side lines. Many a druggist has sunk his entire profits in these lines, due to overbuying and using bad judgment in the selection of his stock. Each locality demands a somewhat different line. A three or four-dollar bath sponge will sell readily in some localities, while in other sections the limit would be fifty or seventy-five cents. So it goes, however. Each man must recognize that to do a large and successful business, he should have a well diversified stock of sundries and experience alone can teach him both the qualities and quantities to buy.

Clerks.

The character, methods and conduct of a drug clerk to a large extent reflect his employer, as he necessarily molds or requires his clerks to follow his principles and rules of doing business. This is as it should be, for the druggist is morally and legally responsible for the actions of his employes. Perfect clerks are rare jewels, for they are a scarce commodity. However, in selecting a clerk you want to know that he is honest, energetic and has a good academic and pharmaceutical education. With such an equipment it is a druggist's own fault to a large extent if he does not make a good clerk out of him. This one feature of the drug business has much to do with the success or failure of the store, as the clerks come in closer contact with the trade than the proprietor himself, and if they politely. promptly and intelligently wait on the trade, it means the return of a customer and their influence. Good clerks demand, and should receive, good salaries. In my judgment, it is one of the best investments a druggist can make, as it means