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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.