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Rev. J.S. Nicholson, Supervisor of Baltimore Goodwill Industries.

We must consider first what we mean by self-support. We have the example of the Morgan Memorial to draw from. I was able to get hold of but three reports from which to draw my conclusions, those of 1914, 1917, 1918. I have eliminated, as far as possible, all items not directly connected with the Industries and have endeavored to make a rough comparison of the reports.

In 1914 the receipts from the Industries were about $52000.00, the expenditures for beneficent labor $19500.00, 1582 were given work, being paid on an average about fifteen dollars or were given fifteen days work. $42500.00 was paid out for opportunity and beneficent labor, leaving a balance of about ten thousand dollars. However $18000.00 was spent in various items of expense. Some of these items, no doubt, were for children's work, nevertheless I feel sure at this time, the Industries were not self-supporting, I would say that in all probability there had been put out about fifteen thousand bags.

In 1917 the report is as follows: receipts about $169000.00 opportunity labor $64500.00 beneficent labor $58800.00, 2171 persons were given work, being paid, on an average, about thirty dollars or thirty days of work. $37000.00 was paid out for expenses, this leaves a balance to the credit of the Industries of about $8800.00, here we surely have a self-supporting institution. I would judge that at this time there were about 50000 bags out.

In 1918 the report shows receipts of $198800.00, expenditures beneficent labor, $58000.00 opportunity labor $67000.00, expenses $43500.00, this gives us a balance about $30300.00. Work was given to 1224, an average payment about fifty dollars or work for thirty eight days. So here again we have a self-supporting institution. If we use the same method of estimating, I would say that about 60000 bags have been sent out, an addition of 10000 over the preceding year. We find that according to the three reports, the year of 1918 had the smallest number of opportunity laborers, the largest number of beneficent laborers. We find that this year the opportunity laborer had an average longer stay and received more wages than the previous year. In 1917 the same laborer stayed longer than in 1914. It looks very much as if the institution becomes self-supporting as its opportunity laborer becomes more permanent. It also looks as if the increase in beneficent labor means better self-support. A third conclusion is drawn from the receipts of 1914 and 1917 and is to this effect a self-supporting Goodwill Industries must have an income between $52000 and $169000, I should say close to $100000 and about twenty-five thousand bags. I believe that is Dr. Helms' thought as he has had Mr. Wellwood read a paper entitled "The Ideal Unit of Equipment for a Capacity of 25000 Bag Contributors."

My task then is to give the safest and speediest methods of reaching a capacity of 25000 bags and an income of $100000. I would make this statement in the very beginning; there must be a continuous incoming of bags and a continuous outgo of the material acquired through the bags. Let us take up first the income. Our work and its object must be thoroughly advertised. This phase of my task has been given to Mr. German. The city must be districted and the Pastors of all the churches visited, that they may understand our object. We must endeavor to present our cause at each of the churches. In each church a woman, preferably not an active worker in any of the other societies must be enthused with the practical Christianity of the work and we must get her to represent us in her church. The entire number of these woman -sic- will form Woman's Auxiliary for the Goodwill Industries. These women will keep before the membership of their churches that we are an agency to save their waste in a Christian way. We should urge them to visit the plant to see what is really being done. They should bring others with them. There should be, at least, a paid secretary to visit these women and keep them in line. There should be district visitors who will have specific districts to visit and who will cover their district at least twice a year to solicit bag contributors, to correct names and addresses of contributors, to give the personal touch between the contributor and the work. Those houses that we cannot enter by our visitor should be brought into touch with us through the telephone. It will not be necessary nor should endeavor to cover the whole city at one time, but district by district should be visited and solicited. In Baltimore we made use of the Methodist Minute Men for a campaign, in the Methodist churches, which was eminently worth while.

Every official, in fact every co-operating member, should carry application cards for bags. I have scarcely ever met a person who, when our cause is explained to him, is not ready to sign for a bag. Let your business acquaintances know your interest in the Goodwill Industries by getting them to sign for a bag. Get in touch with the department stores of your city so that they will send you their unsaleable stuff.

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Keep your contributors informed concerning the work. I think the best way is to start out with a small paper printed on a multigraph. See that every bag contributor has one of these papers. Let them know that something worth while is being done. Do not ask too frequently for money but stress the gift of things the folks are through with. Let them see how their contribution will help to support the chauffeur, his helper, the one who handles things at the plant, the sorter, the mender, the stock clerk, the sales lady, the office force, and many others. Never run out of bags. Dr. Helms says keep five thousand bags on hand, that means about $2500. I fear this is heavy to lie dormant in bags. I do not advise newspaper advertising, but I would try to have the story of what we are doing brought before the public every now and then. In every legitimate way that you think of keeping the Goodwill idea before the people. Let them know that here is "Loving Service to Save the Waste." Make every effort to have an institution strongly interdenominational. Solicit from everybody.

Now as to the outgo. First of all get a committee of representative businessmen who can advise you in both your purchases of equipment and of your sales. Do not overload with equipment. Try to get things off your hands as quickly as possible. Be extremely careful as to price. Let your pricing be done with the real worth of the object in view and the need of the individual who will probably buy it. Locate your store where the people who will naturally purchase your goods, reside. Let them know that you are there to help them make good. Let them not merely be customers but let them know you are their friend. Once you put a price on an article never change it. Make the store as attractive and as cheerful as you can. Do not act as if you were bestowing a favor on a customer. Let your transactions be business transactions between friends. Pay your opportunity workers as much as you can so that they can live on what they get. Encourage them to take other jobs that will mean better wages and conditions for them. I think the beneficent workers should get as much as they could get if employed in the same work elsewhere. Don't encourage the thought that because one is working for the Lord, therefore that one must work for less money than if he is working for the world, the flesh and the devil.

One hundred thousand dollars a year means three hundred and thirty dollars a day. This is more than the main store of the Morgan Memorial sold after at least fifteen years of business. We are not to expect to do this ourselves in our first year. I do believe that if we follow the methods I have set forth, we will arrive safely in the speediest manner at our goal.