Am'se°pUtr*i^9rm'  ^    Economic  Value  of  Wholesale  Druggist.  609 
succeeded  if  he  had  had  to  replenish  his  supplies  of  ammunition, 
food,  etc.,  from  their  source;  but  back  of  the  line  were  vast  stores 
of  these  essentials,  and  as  they  were  needed  they  were  brought  up 
and  the  guns  and  the  men  kept  fed.  There  was  never  a  pause  in 
supplies  of  materials  needed.  The  men  on  the  firing  line  knew 
that  what  they  needed  would  be  at  hand  when  and  where  it  should 
be.  Their  time  and  endeavor  could  all  be  concentrated  on  making 
use  of  the  material.  The  retailer  is  on  the  firing  line  and  can 
concentrate  on  his  selling,  knowing  he  can  replenish  his  stock  from 
his  wholesaler  as  he  needs  the  goods. 
"  No  more  vital  and  interesting  question  confronts  the  retail 
druggist  than  that  of  turnover.  To  insure  quick  turnover  the 
retailer  must  buy  frequently  and  he  can  do  this  only  by  depending 
on  the  wholesaler.  Dollars  ought  to  be  made  to  work.  A  dollar 
that  is  not  working  is  a  slacker.  A  retailer  that  is  not  working  is  a 
slacker.  A  retailer  who  turns  his  stock  four  or  five  times  a  year, 
if  he  makes  a  legitimate  profit,  will  make  money.  The  man  who 
turns  his  stock  twice,  or  less — and  many  do  no  better  than  this — 
can  not  make  money. 
"  The  secret  of  success  in  selling  merchandise  is  to  buy  often 
and  get  your  money  back  to  reinvest. 
"  The  wholesaler,  through  his  connection  with  sources  of  supply, 
comes  into  possession  of  information  which  he  in  turn  passes  on 
to  his  customers,  enabling  them  to  buy  and  sell  to  greater  advantage. 
Just  since  the  war  began  the  drug  wholesalers  of  the  country  have 
saved  their  customers  thousands  of  dollars  by  advising  them  as  to 
their  buying,  and  impressing  upon  them  the  importance  of  adjust- 
ing prices  to  market  values,  and  enabling  them  thus  to  obtain  the 
legitimate  profit  to  which  they  were  entitled.  When  the  retailer 
is  threatened  with  legislation  that  menaces  his  business  the  whole- 
saler is  always  called  as  '  first-aid.' 
"  The  wholesaler  is  a  clearing  house  for  the  things  the  retailer 
wants  to  know.  Suppose  the  retailer  were  buying  direct  from 
dozens  of  concerns  all  over  the  country.  No  one  of  them  would 
be  sufficiently  interested  to  render  this  service.  And  personal 
service  does  appeal  to  the  customer.  Many  druggists  could  not  get 
along  without  it.  , 
"  In  conclusion  the  wholesaler  is  essential  because  he  is  equipped 
and  organized  to  render  the  thing  most  vital  to  the  retailer — 
service." 
