10 B HOUSEHOLD TALKS Henrietta D. Grauel The Sweet and Juicy Orange We do not Unow if it is true or not, ]i but some ninn in Florida is trying to , make orauges more popular than ever by declaring that this golden ball is the !' Apple of Discord set in motion a short '■ time before that small unpleasantness called the Trojan War. Others say j it was an orange that the Mother of Mankind could not resist when in the Garden of Eden. As apples are com paratively modern, except the crab- i apple, this may be so, but oranges too are improved so that they little resem ble the sour, seeded, skinny specimens , we used to know. j It is almost a century since the im portation of oranges was of sufficient i si/.e to bring the fruit to the table very frequently. Now better methods of transportation, and improved methods of growing the wonderful crop makes them a standby that housekeepers can not do without. Cuba sends us many varieties called , Havanas; they are the sweetest of all when fully ripe. Some palates prefer i the Florida orange and the California product is second to none. The quality ! of our home-grown fruit is fine and it does not seem as though it could be ' improved. Growers say, though, that i; great injustice prevails in the prices !< paid to them for the fruit and that ! paid by the final consumer. The aver- j age price paid for oranges by the box | last season was thirty cents. This is i just about the average price we pay j for a dozen! Of all our fruits none is so whole- : some as this beauty. Its juice contains i citric acid that also distinguishes the lime and the lemon. The use of or- li anges at all seasons tends to advance j our general good health. Orange Float , One quart of milk thickened when it |l is scalding, with four tablespoons of : cornstarch, one cup sugar. Cool this |i THE 12 Doses 10c 1 "FAMILY" DEMANDS 30 Doses 25c IT A An DrugglsU For Headache, Neuralgia Quick, Sure, Safe v ___f Cumberland Valley Railroad In Effect May 24, 11114. Trains Leave Harrlaburic— For Winchester and Martlnsburg, at 6.03, *7.50 a. m, "3.40 p. m. For Hagerstown. Chamberaburg and Intermediate stations, at *6.08, *7.50, •11.53 a. m.. *3.40, 5.32. *7.40, 11.04 p. m. Additional trains for Carlisle and Mechanicsburg at 9.48 a. m„ 2.18, 3.27, d.30, 9.30 D. m. For Dillsburg at 5.03, *7.50 and *11.51 a. m., 2.18. *3.40, 5.32, 6.30 p. m. •Dally. All other trains daily excao' Sunday. J H. TONOJC. a. A. RIDDLE. G. P. A SupL BUSINESS COLLEGES GET IN THE GAME Success is won by preparing in DAY and NIGHT SCHOOL SCHOOL of COMMERCE 15 S. Market Sq., Harrisburg, Pa. / s H-BG,. BUSINESS COLUhoE 320 Market Street i Fall Term September First « DAY AND NIGHT « The Harrisburg Polyclinic Dispensary will Vie open daily except Sunday at p. ni., at its new location, Front and Harris streets, tor the free treatment of the worthy poor. •> <• •> * •> *•> <• <• -j. * »<• * •> *<• 4- •) DOEHNE BEER * A Brewery construction which admits of perfect | * cleanliness of floors, walls and ceilings. Perfect vent t tilation and equipment. Best and purest Malt, Hops t I? and Ingredients. * j Skilled Brewmaster—Proper Management | | RESULT } BE H E 'l hgradeprodu AL E I DOEHNE BREWERY * Bell 836 Order It Independent 318 ❖ What Have You to Sell? Why not convert into cash articles for which, you have no use. You may have just the-,thing that someone else is seeking and anxious to purchase. You ask, "HOW CAN IDO THIS ?" The ques tion is easily answered. Place a "For Sale or P]x- ad in the classified columns of THE STAR INDEPENDENT—Then watch the RESULTS. Again and again we are told that ads in our classi fied columns are effective. TRY THEM Bell Phone 3280 Independent 245 or 246 [mixture when it is well thickened, ahd add the juice and pulp of two lemons land live | oranges. Set away to chill and serve it with stiff whites of eggs well sweetened and cream beaten to gether. QUESTIONS AND ANSWERS "Do you think it pays to bake bread for a family of four or is it more economical to buy H?" Answer.—Bake your bread whether your family is large or small and more over bake many kinds, as whole wheat, graham, nut bread, coffee-cake, rolls, rusk and biscuit and gems. A good assortment of bread is not difficult to provide if you do your own baking and it is verv costlv to buv fancy breads. • * '« "Will a separate oven give satisfac tion on a gas or an oil store and can it be used on wood stove/ Please rec ommend a good one." Answer.—Sheet tin ovens bake well over any heat. I have used many in my lecture work and find them ail good. Select one with glass in the door and if possible one equipped with indicator, i These ovens should have double lining and be large enough to fit over two ! stove burners. * * • "What is meant by Bermuda pota toes?" Answer.—These potatoes arc the first i new ones. Some years ago we de j pended on shipments from Bermuda [for our earliest potatoes and other [spring vegetables. This is not the case | now, our own growers supply us, but the name still clings. » * « "I love to do embroidery work but only know a few stitches, where can 1 ! learn more?" Answer.—Write to any manufacturer I of silk floss for free instruction book. ! CHARGED WITH BANK FRAUD Detroit Man Arrested, Accused of Cashing $7,500 Forged Check Detroit, .Mich., Fdb. 11. —AiloOpib ] Schmidt, 24 years etroit. I Directory of Leading Hotels of Efarrisburg THEPLAZA 4123-425 Market St., Harrisburg, Pa, At the Entrance to the P. B. H. Station EUROPEAN PLAN F. B. ALDINGEB, Proprietor The Metropolitan St-rictly European For something good to eat. Every thing in season. Bervlco the best Prices the loweat. HOTEL VICTOIT No. 25 3outh Fourth Street Directly opposite Union Station, equipped nlu all Modern Improve, aieutai running niter In rxrrj room line hut 111 perfectly sanitary) nleelj turuiehed throughout. Ratea moderate European Plan. JOSEPH GIUSTZ, Proprietor. HARRISBURG STAR-INDEPENDENT, THURSDAY EVENING. FEBRUARY 11, 1915. peg i 511% O my heart fßfc' J.Hartley Manners A Comedy of Youth Founded by Mr. Mtnners on His Great Play of the Same Title—lllustration* From Phototfraphs of the Play / Copyright, IBIS, by Dodd, Mead £y Company (CONTINUED.) "Then be used to puulslr himself for my fnult. An' when 1 saw It hurt him 1 usen't to do It again—ror awhile at least 1 think that was a grand way to bring up u daughter. I've been nuu deriu' since I've been here If au aunt could bring a niece up the same way." And she looked quizzically at Mrs. Chichester. Jarvls came in with a letter on a salver. "Well?" asked the old lady. "For Miss Chichester, madam." And he hauded Ethel the letter. "By baud, miss." Ethel took the letter quite uncon sciously and opened it. "Who in it from?'' asked Mrs. Chi chester. "Mfc Brent," replied Ethel Indiffer ently. "Brent?" cried Alarlc. "What on earth does he write to von for?" "He wants me to do something for him." And she tore the letter up into the smallest pieces and placed them in n receptacle on the desk "Come, Alarlc." And Mrs. Chiches ter left the room after admonishing Peg that an hour would be KiitUclent to sit up. "Let ns be honest with each other, Ethel," said Peg when the two gills were left alone. Peg wen* -tirht over to her and looked at her compassion ately. "What do you mean?" said Ethel, with a sudden contraction of her breath. "You like Mr. Brent, don't ye?" So the moment had come, 'ihe little spy had been watching her. Well, she would tight this common little Irish nobody to the bitter end All *''e *n ger In her nature surged uppermost as Ethel answered Peg, but she kept her voice under control. "Certainly I like Mr Brent. He is a very old friend on'i you think you could?'' "I (Juii't care tor duucing. Hesldes, luy bead aches." "What u pity!" exclaimed tbe disap pointed .v tiling iiian I lieu ue said ea gerly. "lio you ruppose your luotiier wuilld allow Miss Margaret to go?" "I'll ui-k het," aud Ethel left the I'lMllll. I'eg ran across, Mopped I lie door from closing :iml culled nfiet htliel: "I ill II i mean to hurt ye-litUiule I ' I "Indnde— indiide unlade— we're not None ol them are with me." I " Wlint *i shame!" "Wait until you hem wlwt me aunt says when ye a-k liei aliout the (Inure.'" , "Don't von lliltik she'll let you go?" "No. I do not.'' Sli* looked at him 1 quizzically fur a moment. Then she burst out laughing "Mlsther -lerry. will ye take me nil tbe s.ime if me aunt does-u t consentY" ! "Why. Peg'- he begun Hstotiisliedly. I "Kill I tiaven't got un evenln dress. I)o«'s It matter';" "Not in the least. but"— | "Will this one do?" "It's very cnariuiug; still"— "Stain* and all'/" "My dear Peg"— "rerhaps tbey II rub out. It's the ! prettiest one me aunt gave me. aa I put n on tonight in*eau«e-1 thought 1 you—that Is. »ouie one tntght come tiery tonight. At least I hoped tie would, an' ye ve come!" Suddenly she nroke out passionately: "Oh. ye must take me! \e must. 1 haven't bad a bit |ot pleasure since I've been uel'e. It ! will be wondhcrtui. UeslUes. 1 would ! not rest ail night with you rtanolu' over there sin' men prlsouet over here." i "Now. I'eg"- he tried to begin ! "It's uo use. I tell ye. Ve've got to : take nie. Are you ashamed ot tut- be cause I'm ignorant'? Are Tv't" "Not a bit." replied Jerry heartily. "I wns Just the same ;il your age. 1 used to senmp nt setiool and shirk at college until i found myself so far be hind fellows t despjsod that i was ashamed Then I weut after tbetn tooth nud null until I caught tb'em up nud passed them " | "Did ye':" cried Peg eagerly. "I will, too." she said. "Will you';" She nodded vigorously "t wlli-indude i will. From now on I'll do ereryl lung ihev tell mean learn j everything tlie.v teach me it It Kills ; me!" "I wish you would." he said seriously. "An' « hen i pass everybody else an' know iiioru than any one evel knew will ye bo very proud ot uie?" "Yes, Peg. hveu more than I am now" "Are ye now?" "I am proud to think you nre my friend ' "Yed ha won yer wager. We are friends, aren't *e'r" "I am yours." "Sure I'm yonrs all right" She looked at mm. laughed shyly and pressed ner cheeks tie was watching net closely. "What are you laughing at?" he I asked. | "Do ye know what Torn Moore wrote ' a boat friendship?" I "No. Tell me." Peg wit St fli»* piano Had played very softly ttie prelude to IID old Irish sons. Jerry snld mirprlscdlv. "Dr.. so you play V" "Afther n fashion. Me intliei taught me. Me aunt <-an"t ht*ar It. Au' the teacher lit the bouse snld it was dbrendfni an' that I must play ocaiei for two year* inure betur« t tLiry a tune. She said 1 bud no ear." Jerry laughed an be replied. "1 think they're very pretty." "Do ye"? Well? wateh them an' rneblMi ye won't mind me singin' so much. An', afther all. ye re only a farmer, aren't yeV" "Hardly that." And Jerry laughed again. ,"Tbls la called 'A Temple to Friend ablD. " She etpiaincd To Ba Continued, TELLS OF KIT aim Scheie T. P. McCubbin Ex plains Bowman & Co.'s Methods at New York Meeting SAYS PLAN HAS BEEN SUCCESS Firm Keeps Its Help Informed, He Points Out, on What Is Happening and Avoids Appearance of Benevo lence In an address before t'he National Retail Dry Goods Association in New York 'City yesterday, T. P. general manager of Bowman & Com pany's store, in t'his city, told of the 9ucsess of the profit-sharing plan which is~~in QF <,rat ''° , n in the local store aud the Carlisle sitore. It is 110 small honor to address ihe national association, and it is especially significant tih«ii t'lie plans used in conducting Mie IBawman busi ness shouM be presented to dry goods dealers representing the industry throughout the country. T. P. M'CUBBIN The address follow*: "In niv address on 'profit tUvaring,' I am not going to appoach it from the usual of merely distributing a jliare ot' the profits, as this method is simple and does not require much of an explanation. In addition, I do not con sider the retailers' profits sufficient to carry out eiK-h a plan, until we have secured a greater earning power from our employes. '' I am going to deal witt» it from tliie view point of ppcflt-whaa'ing for the om ; love and also the employer. Theorists are apt to lose si'g'lit of the letter, as if ailll t'halt exupital has to do is to dis tribute goKieu 'eggs from an inex 'haustible basket. "Your cJio*sessehich they haye justly earned. "It has been said that the efficiency in department stores ie from 10 to 20 » percent. below that of a manufactur ing concern. Is fchie employe to blame for this state of affairs, or are we, who engage them anil are responsible for the manner in which their work is per formed! Just in so far as the manage ment is efficient, will that efficiency be reflected in the employe. "If this lack of efficiency can be avoi'Jed,, it will add materially to our profits, but it will not be corrected •while we persist in a negative attitude of refusing just wages, and the conse quent loss of capable sale«i>eople who leave and go : elsewhere, where tihcy think they will get better pay. Fortu nately, this negwtive or driving attitude as rapidly becoming a thing of the past, and progressive merchants realize that the positive method is the paying one. Sure Way Sought Here "The stores with whiclh I am con nected, unmely: Bowman & Co., Ilarris burg, and the Imperial Department Store, Carlisle, sought for a way in which we could be sure of adoquitely paying our people, and thereby retain ing the help desired. "It is admitted that the ideal way! would be to distribute a share of the profits anwingst the employes, after these profits liiave been verified by an inventory, but as this would only' pro vide for one, or ait the most, two distri butions a year, the incentive that exists in a more frequent distribution would be lacking. Furthermore, owing to the continual changes, by reason of em ployes leaving, as compared with a manufacturing plant where the changes are not so frequent, we desired a plan which woulM appeal to our employes right away, whetlhieT they be temporary or permanent help. "The first thing to be ascertained was the sedling cost in each and every department. Allowance was made for such of the tales force who had to look alter stock or other duties, which pre vented them from putting in their full time selling. The cost of each siles person was then compared agaiinst the department cost, and then the selling percentage of each department, sepa rately, for the year, was determined. T'his was Lased on what it ha'J) er«st us, and what 1 had found from experience' the correct cost should be. "In many instances the .cost was higher thaD the department could prof itably bear, brought about by the same causes which exist in other stores, and already outlined. "The selling cost was determined at various rates, ranging from 3 up to 7 per cent. This percentage was applied ngainst the wages paid each clerk, and the average weekly required sales there by ascertained. Figures Used as Basis ''To illustrate: In a department where the selling expenses had beeu de termined at 5 per cent, an employe re ceiving $8 weekly would be required to sell $l6O each week. For sales over and above this amount the em ploye was paid a bonus, ranging from 1 to t per cent., on the sales in excess of the required amount. This commis sion was based or. Whether the depart ment. was selling at a reasonable or un reasonable figure. It will be obvious, just as soon as the clerk received com mission, her cost of selling would be reduced. In other words, if she re ceived a wage of $8 and had to sell sltio weekly, it equaled a cost of" 5 per cent. If she sold S2OO, then she was S4O in excess of the required amouut, and on this S4O she was paid 3 per cent., or $1.20, making her wages $9.20, or a cost of 4 6-10 per cent, the effect being that the cost of scHing for that individual would be reduced 4-10 per cent, "The reason for the bonus being paid at a lower rate than the depart ment cost is to take care of the excess brought about by Hie clerks who cost more than the department percentage, and which cannot be recovered from sucl. salespeople. "In the event that the clerk only sold $l5O, then there was a deficit of $lO, which was carried against her on the following week, and this deficit was deducted from any excess before commissions were paid. •'The wages which existed previous to the introduction of the plan were allowed to stand, and whether clerks sold over or under t'he required amount, they were always assured their regular wages, so that the capable employe only stood to gain and had nothing to lose. - Plan Started in 1013 "The plan was started towards the end of September, 1913, at the time when business was picking up, so t>hat the employes did not have to make up tho deficits which they would un doubtedly have incurred had the plan been adopted earlier. This was done intentionally, so that we could have the sales force enthusiastic from the beginning. "This method was followed out for about one year and several defects were found and remedied from time to time. The principal objection was the fact that in the busy seasons our clerks wore enabled to make substan tial commissions, but in the quiet sea sons they would got discouraged by the deficits in sales, which were adding up and had to be made good in the busy season. Then, again, they were unable to easily adjust themselves to the change of maximum and minimum earnings. In addition, we were just as desirous of ' obtaining increased earnings during the quiet season as in the busy times, so last fall the plan was changed and put on a monthly "From the information already in our possession, we were enabled to more correctly determine the actual and desired cost. 'Each department and each salesperson was required to sell a determined amount, and tho monthly cost for tho year was fixed. This method worked to better advan tage from all points of view. In the dull months SBOO might be required in sales and in the busy season SI,OOO, $1,500 or $2,500 asked for. On any increase over the stipulated amount, whether it be SSO in the dull times or SSOO in the busy season, we paid a bonus of from 1 to 4 per cent. Monthly Payments Made "I should mention that these pay ments are made monthly and separately from ouf usual payroll. This method distributes the pay on a more equal basis, and meets the desires of our em ployes more fully. "We now come to the sharing of profits semi-annually. To determine the actual net profit of the business, the trading or operating account is charged with interest on the capital invested. This is only right, since the owners of the "business could o'btain this interest on their capital by investment and ro side, if they choose, in Los Angeles. I do not feel that employes have a right to share in profits until this interest charge has been earned. "Expenses are distributed over the departments, discounts are credited, and the net profit for each department Ascertained. "The buyers are then given a per centage of their net profits. This per centage being based on the capital in- vested in their department, or, in other words, the 'turnover.' "In addition to the share of profits distributed under our present plan, we aim eventually to extend and divide half yearly amongst the department em ployes, an additional share of the net profits. Our present play assures eacJi employe being pair according to their ability, but this further distribution will be based on their earning power and length of service. "In every way, our profit sharing plan aims to be thoroughly practical, as we call upon our employes to con tribute towards these profits before they can expect to share in them. "In carrying out such a plan as this there are two points to be considered, namely—the question of 'forcing' of sales, and the 'cutting' of prices on the part of salespeople. Personality Greatest Asset "Iu our various talks to the em ployes, the objections to 'forcing' sales and 'cutting' prices have been im pressed ivpou them. They are taught that personality is their greatest asset, and enhanced by intelligent service, is to be the means of attracting customers to come to them again, instead of thrusting themselves forward and re pelling the customers. This has resulted" in higher grade selling ability, and our store has risen to the slogan—'A g&od salesperson sells goods that don't come back, to customers who do.' 'We feel very much gratified with the progress already made and the manner in which our employes have joined with us in making the plan a success, encourages us to extend it still further. The higher grade selling ability they have developed has enabled our employes to share in the profits, making an addition to their wages of from 5 per cent, all the way up to 30 per cent. Goods Can Be Reduced "This in turn, has brought about) a Corresponding reduction in the cost of carrying on business, and enables us to give our customers the benefit by reducing the prices of our goods. "This might at first seem strange, but reflection will show that such plans as this have invariably reduced the cost of doing business. It has been strikingly demonstrated by Henry Ford, who has distributed large amounts to his employes, and by their more ef ficient work, has been enabled to con siderably reduce the price of his auto mobiles to the public. "It should be well understood that the plan does not consist of sitting at « desk and working it out by figures, or it will be foredoomed to failure. The human element must not be lost sight of. It should be entrusted to an ex ecutive, possessing the determination to carry it through and with a well balanced mind to administer it fairly. He should keep in close personal touch with the employes, and the executive office should always be open for the adjustment of any complaint. "Above all avoid the appearance of philanthrophy or benevolence. Our peo ple are kept posted as to how they are progressing and informed that they are justly entitled to the bonus, and those that cannot show their ability to par ticipate will have to go. In "fact, the system is a natural process of elimina tion and the inefficient of their own ac cord, drop out and seek employment elsewhere. "The matter is educational and our managers are made to realize that it is not to let the salcsforce work out their salvation. They are to co-operate and will be held responsible i'or the failure of their departments to fulfill our requirements. Help Told of Plans "We believe thoroughly in keeping our help acquainted with our plans. With this object in view we hold meet ings each week and all our department managers and buyers are required to attend. Our business campaigns are dis cussed, new plahs and all matters per taining to store routine and business welfare are taken up, so that our man agers are in a position to carry them out intelligently and deal with any criticism that might arise from the rank and file of our employes. "We consider these "meetings of prime importance to the store, as it enaibles us to obtain the co-operation of managers to carry out improvements. Your own experience, no doubt, briii"* to your mind plans which have failed to materialize because the right co operation from your managers was lack ing. Tn conclusion, I would emphasize that it is not so much the method, as the manner, in which it iti carried out, that brings about success. I cannont thank the managing partner of the store, ,r. William Bowman, sufficiently for the manner in which he has helped along the plan, and his success in con verting the discordant elements into warm supporters." Lincoln's Birthday at Postofflce February 12 the main Postofflce an.l the Hill and Mas-lay Stations will I,a closed from 10 a. m. to 12 p. m. All carriers will make their 7.15 a. m. de livery and collection and the 5.40, 7.H0 and 10.30 p. m. collections. 1 STEAMSHIPS. Winter Cruises from New York to the American Mediterranean HAVANA Sailings Thursdays and Saturday! NASSAU Weekly service from New York and direct connections with Havana. Separate or eomiioeJ toon of 10 0,*23 JIM, $75.00 anW M aainj ifeamel as hotel ♦ All (ares include meals and stateroom accomodations. Steamers built in America and sailing under American Flag. Booklets, rates and schedules on application. NEW YORK and CUBA MAIL S.S. CO. (Ward Line) Geaeral Officii, Pier 14, L 1., New Yaek Or any Railroad Ticket office Or Authorized Tourist Agency. Golf, Teaaim Boating, Untiling, and Cycling Toura Inc. Hotels. Shore Excursions. Lowest Hates. IKS, S. S."#ERMUN" iS'J.'X.V Fastest, newest and only steamer land ing passengers at the duek In Bermuda without transfer by tender. WEST INDIES S. 8. Guiana and other Steamers every fortnight for St. Thomas, St. Crpix, St. Kitts, Antiqua, Guadeloupe, Dominica, Martinique, St. Lucia, Bar bados, and Demerara. For full Information apply to A. OUTKHBHIUUE * CO., Ageats Quebec S. S. Co.. Ltd, 20 Broadway, Kciv York, •t aay Ticket Agent.