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 <yld, said once t)
| have been manager of the foreign de
j partment of the People's Trust and
Saving's Bank, of Chicago, was arrest
■ j evt at his home here yesterday on a
charge of defrauding the Fort Dear
| born National Bank, of Chicago, to the
amount of $7,500 on a forged cashier's
■ i chock.
The alleged crime was committed
lactf May, ajfter which, it is said,
Schmidt went to London, England!
where lie was arrested and returned to
Chicago. After his hearing in the lat
! ter city, it is asserted, he was released
on SIO,OOO bail and 1 fled to L>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 <if the family!"
"He's got u wife?"
"He has!"
"An" a baby?"
"Yes—aud a baby." Ethel was not
going to betray herself. She would
Just wait to see what course this crea
ture was going to take with tier.
They were imw sen ted together, Eth
el holding her little white poodle, at
which Peg pointed contemptuously.
Peg went on:
"Of course I've never seen the wife
or the baby because he never seeuis
to have them with uiui when ne calls
here. But I've often heard Alaric ask
afther them "
"Well?"' asked Ethel coldly.
"Is it usual for English husbands
with babies to UNs other women »
hands?" Aiml I'eg looked swiftly at
her cousin.
Ethel checked an outburst and said
quite caluily:
"It is a very old and a very respect
«d custom '
"The divll doubt It but It's old I'm
not so sure about the respect. Wb.v
doesn't be kiss me mint's hand as
well?"
Ethel could not control herself much
longer. It was becoming unbearable.
As she crossed tin- room she said with
as little beat as possible:
"You don't understand."
"Well, but I'm thrylu' to." persisted
Peg. "That's why I watch ye all the
time."
Etbel turned Sbe was now at bay.
"You watch me?"
"Aren't ye nie model?"
"It's contemptible.'" ericd Ethel. .
"Sure i only saw the 'old aa' re
spected custom' by accident-when I
came in through there u month ag<\—
on' once since when I came iu again
by accident--a few days nftlierwanl.
I 4 couldn't help seeiu' it both times
An', as for beln' contemptible, I'm not
so sure the custom doesn't deserve all
the contempt"
Ethel wns now thoroughly aroused
"I suppose it Is too much to expect
that a child of the common people
should understand the customs of de
cent people."
"Mebbe It is." replied Peg. "But I
don't see why the common people
should have all tbe decency an' the
aristocracy none."
"It Is Imiiossible to talk to you. I
■was foolish to have stayed here. Toil
don't understand. You never could
understand"-
Teg interrupted: "Why. I never saw
ye excited before—not a bit of color lu
yer cheeks till now-except twice: Ye
look just ns ye did when Mr. Brent
followed that old an' detected cus
tom on yer band." cried s'eg. The
young girl's eyes were ablafle. How
vividly she remember<«) the wientful
scene that confronted ber when she
first arrived at the Chichester bonis
days before!
Ethel answered this time, excitedly
and indignantly, giving full and free
vent to ber Just anger:
"Be good enough never to apeak to
me again as long as you're in this
house. If 1 had my way yon'd leave
it this moment. As It to—as It Is"—
Her voice rose almost to a ecream.
Her rage was unbridled.
What more sbe might have said was
checked by the door opening and Jar
vis showing in Jerry.
Jerry walked cheerfully and smiling
ly Into the room and wns amaxed to
And the two young ladles glaring at
each sther and apparently in the midst
of m conflict
All Dower of socscb left him as h*
•toon looking in amazement at tbe
combatants.
CHAPTER XXII.
The Temple of Friendship.
"W CAME owr to ask Mrs. Cbicheft
■ ter's permission for you two
1 young ladles to go to a dance to
night. It's Just across from her*
ut the Assembly rooms.' said Jerry.
Peg i/euiiied Joyfully. It was Just
what she wanted to do. Ethel viewed
the siiggestiua differently.
"It's very kiud of you," she said,
"but it's quite impossible."
"Ob!" ejaculated Peg.
"Impossible?" ejaculated .Terry.
"I'm sorry." and Ethel went to th«
door.
"So am I." replied Jerry regretfully.
"I would have given you louger notice
only ii was made up uo tbe spin ot the
luomeut. L>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
<li(lu l. I V,Hilled lo talk to ye—that
| u'us all-HU ye made iue angry " Kttiel
! disflppeiiied witnont eveu turning ucr
Head
Peg eittiif into the room ruefully and
| siit down UII Hit- Mtfa She WHS tlior
j (Highly unhappy.
.lerry looked at her » moment. walk
id ovel to Iter :ind linked tier. "What's
tile matter':"
"One ot u- girls has been brought up
at 11 wrong I tried to make friends
with tier JIM now mi onlx ninde iter
| unpry. us I do every one in this house
whenever I open mj mouth."
" Areu t you frieiid»>'
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 cJi<airnuin. in the course of his
remarks one year ago, urged tiie dc
sira.bi.lity, if not the necessity, of volun
tarily giving, before sentinieht or law
compels, the minimum wage. Public
sentiment appears to favor such a meas
ure, and our business is primarily one
which calls for an intelligent anticipa
tion of the .public's requirements.
"The retail business brings us in
closer contact with t'he public 'Mian any
other industry in the country and as
our permanent success depends largely
upon the extent to w'hic.h t'he good wiil
of the community is extemltvd toward us,
our self 'interests coni'poi us to pay more
heed to their desires.
"In my opinion, t.he introduction of
a minimum wage will not in itself be of
assistance, or increase t'he selling power
of onr employes, but will, instead, tend
to add to the already over-burdened ex
pense of conducting business.
"How can we saddle ourselves with
this expense with the continual in
creasing cost lof doing business, and the
reduced ratio of profits whiHhi have
'been going on these past vearsf
Need to Know Employes
"During the course of my experience
with stores in various parts of the
country, 1 was particul!a.rly impressed
with the inability of executives to
properly recognize the efficiency of em
ployes. Personal likes and disi'.ikes en
tered into the matter all to frequent
ly. Some stores lackeM! the knowledge
in actual figures as to what their em
ployes cost them. Others |>o*sesse<l t ; h»
figures, but did not utilize the informa
tion. Is it any surprise then that
wages are not paid equitably, and that
the productive emtploye is just as like
ly to go and the drones remain f
"The loss'sustained annually through
intelligent and energetic employes un
necessarily lfjaiving tiieir employment is
too costly in actual money as well as in
lost opportunities for to ignore.
"A good organization is the key notife
of success to your business, and with
such, these Josses can be reduced to a
minimum.
"It seems to me that we are not in
clined to practice what we preach. Hu
man nature in employer and employe
alike is much the same. Both are sel-
Mi, in that the first expects a proper
return for the capital invested, and the
other for tihe ability and energy dis
played.
Profit Expected on Goods
"No merchant puts in a line of
goods without trying to assure himself
of a profit on them. No spirit of grati
tude towards thie salesman animates bis
being. Why then expect your employes
to work and stay wiltih you out Otf grati
tude? Why deny to them, as their
rigiht, the rap; that tlhey are entitle*!
ttof
"Are you always wi'lLing to properly
recompense such of your help as prove
themselves efficient! Perhaps you dis
courage their request for increased
wages, on the general principal that it
axlds to oxpenses. Perhaps your help
have to fortify their position with
facts and figures, instead of your pro
viding the information and voluntarily
giving the renirmeraition w>hich 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
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