THE AUTHOR.

Make a firm resolution to accomplish this program in the apportioned time. The week you study the chapter on Percolation don't study anything else, except to review the chapter studied the previous week. Study the advance work during the day and review work in the evening. Don't attempt to memorize the chapters, but select the main ideas; and do not accept these ideas merely because the author knows all about them, reason them out for yourself. Of each principle stated try to give a different example from the example quoted by the author. That will greatly broaden your powers of reasoning and judgment.

How TO GET THE NET.

Distinguish between essentials and non-essentials. Don't load up your mind with a lot of unimportant details. Get the net.

When you get the net of each chapter write it down in your own note-book. Make a record of what you have learned from each chapter, storing it partly in your mind and partly in notes and note-books. When I was studying for the board examination I filled several note-books and I found them of great value. When you write a thing down in your own words you remember it better than when you memorize somebody else's words. Furthermore, the note-books can be carried in your store coat pocket, where you can readily refer to them when you have a few minutes' spare time. You will refer to them a great many times when you wouldn't take the trouble to take down a big, heavy book to look up a special topic.

A certain chapter of twenty pages may contain ten ideas. By writing the ten ideas down in your own words and examples of each you have the net of the entire chapter. When you refer to your notes from time to time each idea as written down by you will recall to your mind all the author said about that idea. So, instead of memorizing the chapter, memorize the

ideas treated in it, and this memorizing the construction of the chapter recalls the whole chapter.

There is a big difference between having your brain filled with a lot of scattered facts and in having the same facts carefully arranged in your own way and ready to flow out easily and fluently the very minute a certain subject is brought up for discussion.

Whatever knowledge you acquire let it be organized knowledge. Even though your fellow-clerk may possess a knowledge of greater extent, if unorganized, he is inferior to you.

Knowing too much is as bad, or even worse, than knowing too little.

HOW TO CONCENTRATE.

Concentration is the keynote to resultful study. All your attention should be concentrated on the subject of each chapter. This requires strong exertion of the will. "He who wills the end wills the means" is a true saying. Your end is to master the main ideas of each chapter. Your means is concentration.

To illustrate, here is a good example. I have a friend in Boston who is a noted pianist and composer. One day he was telling me about his different pupils. Among them was a boy who had but little time to practice but always had his lessons. About this boy he said: "I always wondered how he could ever get those lessons with the little time at his disposal. Even when the lessons were extra long he always knew them, or else mastered them as far as he could go. I quoted him to all my other pupils so often that finally they said to me: How does he do it? How can he possibly master those advanced exercises and virtuoso studies with so little time to practice every week? Why don't you ask him and find out?' I told them I would; so the next time he came to take his lesson I asked him, and this is what he said: As my time is limited, I must get the most possible out of it. I apportion certain periods of the day for practice. I assign the heavy practice, like scales, exercises and virtuoso studies, to the early morning or at noon. I learn phrase by phrase; I analyze the construction of the studies; I concentrate all my attention to the work in hand. A train, a trolley-car, a heavy wagon may go by, but I don't hear them. In fact, when I take my seat at the piano, I shut everything out of my mind except my work at hand. In that way my brain is clear to receive the impressions of my lessons and to thoroughly master their principles. While I study those lessons I know nothing else that is going on in the world about me. I get more out of twenty minutes than the average pupil gets out of an hour.""

That is concentration. The pupil defines it when he says: "I shut everything out of my mind except my work at hand." That is your cue. When you have twenty minutes to yourself shut everything out of your mind except your study of the chapter upon which you happen to be working. You can never accomplish much by diverting your mind, scattering your thoughts and dividing your attention.

Take up but one chapter at a time and put your

whole energy into it, never allowing yourself to be distracted by several other things that you might do at that time. At first you will require a force of will to concentrate. You may say: "I have twenty minutes to spare now, so I will concentrate all my attention on this subject of Distillation. I will force myself to do it." After a little practice you will find yourself applying concentration without any conscious effort. When you pick up your book to study, you will find that your mind will be focused upon the subject spontaneously and naturally, and will relieve you from forcing your will as at first. You will concentrate without trying. This concentration that comes without trying is the kind you want.

(To be continued.)

Enforcement of Drug Laws.

A special committee on the interpretation and enforcement of food and drug laws appointed by the National Drug Trade Conference, has undertaken a most commendable work. It desires the earnest cooperation of every manufacturer, jobber, wholesaler and retailer to the end that its report may be complete; that all real evils may be remedied; and all misapprehensions may be removed. It desires statements over the signature of those having personal knowledge of the facts, setting forth briefly but completely all essential details. Names of persons or

firms will be held as confidential.

As illustration of the nature of the complaints that may be expected to come forward the following are given: Complaints against inspectors who extoll the goods of one manufacturer and decry those of others. It is said that this evil is especially prevalent in the biological field. Complaints of instances where business has been solicited accompanied with the delicate suggestion that the solicitor's brother or other near kin was an inspector or agent. An inspector operating under the Harrison Act is known to have inspected druggist's files and immediately have solicited the druggist's order for a line of specialties that he represented. The druggist felt compelled to buy.

The committee also desires instances with particulars where the law has been oppressively administered. In short, it desires to hear from every person who thinks he has a grievance. If the grievance is real an effort will be made at least to prevent a recurrence. If it is not real a suitable explanation will be made. The committee especially desires information of citations and prosecutions based upon erroneous calculations, etc., in official analysis. For example, five druggists in as many different parts of an eastern state were cited to appear on account of alleged substandard tinctures sold by them based upon analyses of samples containing but about 85 Cc. instead of 100 Cc. It was shown that the official chemist had failed to remember the quantity he was examining and made his derogatory report because he did not find in 85 Cc. what should be found in 100 Cc.

The committee desires not only to receive complaints, but also suggestions as to the scope of

of its inquiry and methods likely to be effective if taken to the conference. Examples of what are believed to be erroneouse rulings or interpretations of the various food and drug laws, with explanations as to how they affect the pharmaceutical interests are especially solicited. All communications should be addressed: Secretary National Drug Trade Conference, 850 Penebscot Building, Detroit, Michigan.

German Restrictions.

A number of interesting regulations have been established for its members by the Munich Medical Society. These regulations became necessary because of the exigencies of the war, and among them are the following: First: Only limited quantities of medicinal agents should be prescribed or furnished at one time, thus obviating the usual waste. Second: Perfumed soaps, cold cream, hair tonics and hair washes, must not be furnished. An exception is made in the case of spirit of resorcin, which may be used in limited quantity. Third: All fixed oils, such as olive and sesamum oils are intended for internal use exclusively. Their use in liniments, such as soap liniment, chloroform liniment and ammonia liniment, is strictly forbidden. Fourth: A decree issued by the government in January, 1916, makes the use of lard as an ointment illegal. If a vehicle of soft consistence is required it is recommended that eucerin and water be employed. If a firm consistence is required, anhydrous wool-fat is to be used. Fifth: Talcum is to be used in place of starch. Sixth: The use of glycerine for external purposes is forbidden. In its place lanolin creams are recommended, which are claimed to be more efficient and at the same time much cheaper. Seventh: Potassium chlorate cannot be obtained for

medicinal purposes. In its place, if to be used as a mouth wash or gargle, tincture of myrrh, alum or sodium bicarbonate with a trace of sodium chloride are recommended. Eighth: Boric acid and borates may be used medicinally in eye and ear practices only. For other purposes they may be replaced by hydrogen peroxide or by sodium bicarbonate. Ninth: Absorbent cotton and like articles must in all cases be replaced by one of the various forms of cellulose of domestic origin. Tenth: The sale of rubber goods in any form is absolutely prohibited. Syringes should be made of glass wherever this is possible. --The Pharm. Zentrh.

An American Achievement.

When our supply of German porcelain was cut off with the outbreak of war in Europe our chemical industries, and especially our chemical laboratories, were hard hit. Today, however, Ametican pottery manufacturers are producing in their own works through their own skill and ingenuity porcelains the equal of any produced in Germany. This is one of the achievements of American chemistry which will be demonstrated during Chemical Week at the Chemical Exposition in New York, September 25 to 30.

NIGAR DEPARTMENT.

A druggist cannot

hope to build up much of a cigar business unless he is very favorably located where many smokers pass his store each day. But there is one thing he can do, he can improve his service for all his regular store customers that patronize his other departments and not allow them to go to some other cigar counter for their regular smokes.

The percentage of gross profits from this department is less than those of the other departments of your store, yet the majority of your customers at this department being almost daily customers the turnovers are so rapid that the net profit should render it the best paying department proportionately of your business.

Nearly every one that is selling cigars handles the same "popular brands" of the same quality and price as yours. So you must offer modern showcases, care in handling to prevent broken wrappers, care in storing to preserve the right degree of moisture, careful individual service to ascertain each customers likes and dislikes. Service that brings the customer back, the pleasant greeting, the handing out of a pocket box of matches, the reaching into the case for a special shade, all these little attentions count.

To build up a select box trade you must secure a local sales agency of some superior line of cigars. They will cost as much as the "popular brands" perhaps, but the point is to popularize your brands and make them come to you to procure them. You cannot do this unless your special line of cigars are superior in quality and are sold at an attractive price.

Transient trade is generally in a rush and want quick service, and you will need to use tact in trying to push

your special brands when they ask for a "popular brand."

To advertise your cigars you must know all about them so you can talk intelligently about them and give your sales talks the why way and effect. You must have cigars that will bear out everything you say about them and possess absolute uniformity in every box. This necessitates buying from a reputable manufacturer who has pride and confidence in his products. Your cigars must be superior or your advertising campaign will fall flat in the end.

Use window displays, sidewalk bulletin boards, window strips, personal letters and cards by means of a mailing list.

Train every person who has anything to do with the cigar counter in a line of sales talks and methods of salesmanship. Drop into some of the United Cigar Stores and see how they handle trade. They have made it a mathematical study and it cost them hundreds of thousands of dollars to perfect their system, so you see there is no drug store in existence that has or can reach perfection in this department.

Smokers are whimsical and it is difficult to plan an effective campaign. You must constantly keep after them from different angles and try them persistently. Quality and service supplemented by skillful advertising and salesmanship will hold your customers and gain new ones.

Don't let your cigar customers stand around your store and fill it full of smoke, it will drive away trade. Keep your store sweet and the air pure. No smoker will object if you put the matter to him in a gracious

manner.

If you are a victim of cut prices on "popular brands'

then get specials of your own and push them for all they are worth. Keep the popular brands out of sight, and try and substitute quality and profit for them.

Every time a "popular brand" salesman comes into your store "knock" their cut priced products. The writer believes if every retailer would "knock" all cut priced goods at every opportunity, the manufacturers would "sit up and take notice," and effect a remedy for this harmful evil.

CANDY DEPARTMENT. Confectionery in the average drug store is often neglected and as a department does not pay a net profit if you would figure overhead expenses and the relative space occupied by it.

The gross profits of a well conducted candy department should average about 40% and if you can make rapid turnovers of stock the net profits are excellent.

The reason most druggists fail to reap full benefits from this department are lack of displays and enterprise. There is nothing so tempting as a well kept candy case or a candy show window. This is one reason so many Greek candy shops or kitchens are springing up so rapidly in every community; it is because they know the art of tempting displays and that they create Desire. It is difficult for the druggist to create this Desire unless he exerts himself more by making more and better displays.

When you buy a box of assorted caramels, kisses, or other varieties of bulk goods of any description, the average druggist neatly displays them in his candy case without even a price card on them. He gets only slow returns because only a small proportion of the public who pass his store enters to buy something and perhaps sees them in his candy case. Of these only a small percentage will take the trouble to enquire the price.

Place these same candies in a clean and tastefully decorated show window on which thought has been given to make an effective and tempting display-provide attractive sales cards with prices and you can make the public's mouth water for a taste of them. Display is the secret, and if you have quality goods you can quickly build up a more profitable business in this department.

Candy customers are desirable, as candy eating is more or less of a habit, and most families are now accustomed to have a weekly treat of some kind, so in a year's time the item is worth considering, providing you can get them for customers at your candy counter. Use every effort to make your candy case and show windows more attractive, as they cast a favorable light on the character of your whole store. Change your show cases and candy windows often. Study decorative effects - using colored materials, fancy dishes, paper lace doilies, etc., to make your candy look dainty and more tempting. It is almost impossible to guide another in building up this department.

You must know the class of people and the probable class of goods you had better push and on which to concentrate your efforts for a larger demand.

The secret of the confectioner's success other than display and quality is in the sale of goods other than the regular goods like chocolates. They constantly have new and tempting varieties almost every day in their show windows. They display them as soon as made in individual lots. The next day they make assortments of those left unsold the previous day, and so on.

No matter how many different days you look into a confectioner's window everything except the standard line of chocolates look different and are different.

Chocolates are the standbys with everybody, but when they do want something different they seldom buy the same kind of candy twice; they prefer "something new." The candy men recognize this trait, and so they manufacture only such quantities as their experience shows they can sell within a few days, and generally it is sometime before they can duplicate the varieties again.

The druggist should begin on a small scale and buy assortments of different kinds, and by daily changes in the windows and show cases by using different dishes, trays, doilies, etc., so change the aspect of your displays that the public will be impressed with the freshness and newness of your confectionery.

This way you will need only small amounts of candy, and it will involve no risks or tie up a lot of

money.

Every druggist should subscribe to a confectioner's journal and get ideas and pointers to aid him in building up his candy trade. He cannot get them in full measure from his drug journals.

If more of the druggists of this country would employ an expert candy maker and go at the business the way the candy kitchens do they could quickly and profitably develope the department into as popular and profitable an asset as the soda department.

The ability to supply new varieties daily and in small quantities that you could absolutely guarantee as to purity, and manufactured under sanitary conditions in your own laboratory, would have a greater advertising power than any other method you could conceive of.

Many of the processes could be carried out in your show window so the public could see your clean methods. Anything like that will attract the curious and never fails to create the Desire that is so essential to sell your products.

A druggist should rebuild his show windows if necessary and rearrange his candy department so they will be up-to-date and facilitate the best display and service attainable.

Do not attempt to handle too many lines. Make your slogan "quality," and "freshness." Move your goods rapidly so they will always be fresh; that means buying carefully. Be neat, immaculate, and make everything tempting; these will aid you in creating a greater demand for your candy. Weigh your goods carefully. Don't give "down weight."

Take frequent inventories and gradually feel your

way along. Some goods are less profitable than oth ers-seek to make a good average profit by pushing the most profitable varieties.

Have name and price cards on every item, both in the case and in the window. A customer feels better if he can ask for something by name and know how much it is going to cost. If prices are before them they generally decide in favor of a higher priced kind than they had in mind. The writer found his higher priced candy sales increased the moment he began putting price cards on every item.

Dis

There is a wide demand for five cent package goods, such as almond bars, sweet chocolate, milk chocolate, rolls of lozenges and chewing gum. play these conspicuously and they will sell themselves. Being only a nickel in price many purchases will be made by creating a Desire when your customers had no thought of buying when entering.

Don't forget the penny trade. It is often a bother, but can be made very profitable. The good will of the children is an asset. They do errands for their parents and their wise chatter at home may be turned either for or against you. They grow up quickly and you can do much towards holding their trade by beginning when they are young.

STATIONFRY DEPARTMENT. Stationery is a line that is neglected in most drug stores. A better business can be easily built up if you will but put in the goods and display them.

The writer did as large a stationery business in this side line department as any of the neighboring conpeting stationery stores.

Everyone uses stationery and a choice up-to-date variety, well displayed and conspicuously price marked, supplemented by an occasional window and counter display, will practically sell itself.

Most druggists draw the line at a small stock of boxed paper, while they should stock an assortment of the majority of all things commonly called for in a regular stationery store. Pens and holders-pencils of all kinds including the novelties for pocket use, blocks and tablets, writing paper, visiting cards, tags, stickers, erasers, rulers, inks, mucilege, glue, note books, memorandum and receipt books, waxed paper, blotters, tissue paper, wrapping paper, twine, etc. All these will find a ready sale if displayed, as every household needs some of these supplies at some time.

In buying boxed paper it is best to buy from a well known manufacturer and in lots large enough to only last about six months.

Styles and colors change and you want to be up to the minute and have all the latest fancies. In buying high class paper the manufacturer will co-operate with you in your advertising work by supplying you with samples and electros for your mailing lists or newspaper work.

Co operate all advertising methods by using your windows and counters and other mediums at the same time. When making a window display use boxes of

paper for the background and pencils, penholders and the smaller accessories in front. Put easily read price trickets on every thing.

The writer, a week before school began, filled his two front show windows with all kinds of school goods, every article tagged. Although the city furnishes free school supplies to the pupils no child is satisfied, but wants more. A big assortment created this Desire and the moment one buys his friends will be envious and they will want the same.

You will be surprised how many things the grownsups will want for personal and home use.

The gross profit from the entire stationery department averaged 60% with the author, and as he turned the goods several times a year do you wonder he devoted so much attention to it and built it up to rival a regular stationery store? He devoted two big silent salesman show casee, besides drawers and lockers, to the goods.

FOUNTAIN PENS are an adjunct to stationery and are a mighty profitable item on which to work up a good trade.

Get a well known make with a gaurantee to back them up. Display a variety, each pen being filled and ready for business. Make efforts to get prospects to try them. If customers are well known to you select a pen that just suits their hand and offer to let them take it and use it for a few days. The fact that they accept the offer will prove the Desire to own it or they would refuse to take one on frial. Suggest the appropriateness of a fountain pen for birthday and gift purposes on any occasion, and that one will be a constant and useful reminder of the giver.

Make a study of fountain pens by getting instruc